The Russell Brunson Show - WARNING: Russell's List Building Rant

Episode Date: July 24, 2019

Behind the scene's access to a late night conversation with the two comma club coaching students. On this special episode Russell rants to his Two Comma Club X members about how to build a list and why it's so important. Here are some of the super awesome nuggets you'll be hearing about in this episode; Hear nearly a billion ways Russell has built his list over the years, and how you can use them as well. Find out why email lists are still the most important lists to build. And when creating a product, why listening to the market is key to giving them what they want. So listen here to to all Russell's creative and genius ways to build your list in the market of your choice. Transcript - https://marketingsecrets.com/blog/226-warning-russell-s-list-building-rant Learn more about your ad choices. Visit megaphone.fm/adchoices

With TD Direct Investing, new and existing clients could get 1% cash back. Great! That's 1% closer to being part of the 1%. Maybe, but definitely 100% closer to getting 1% cash back with TD Direct Investing. Conditions apply. Offer ends January 31, 2025. Visit td.unson. I hope you guys are doing amazing tonight. Welcome back to the Marketing Secrets Podcast. I just finished an hour-long Facebook Live with my two Comma Club X members. It was all about list building. I kind of went off on a rant. It was a lot of fun.

As much as they all needed to hear it, my guess is that some of you guys are going to need to hear this stuff as well. So, um, I, with their permission, I'm going to be posting this here on the podcast. You guys can learn from it and hopefully start refocusing all your efforts on building your list. With that said, the Cuba theme song, we come back, um, you guys will be jumping directly into my rant. So the big question is this.

How are entrepreneurs like us who didn't cheat and take on venture capital, who are 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 answers. My name is Russell Brunson, and welcome to Marketing Secrets. What's up, everybody? This is Russell. I know it's late night.

I'm sure I'm not going to get more than one or two of you guys on live right now, but I'm hoping that in the morning, you guys are all gonna listen on this and you're gonna freak out and then you are going to be focusing on one thing, one thing only, the next year of your life. So there we go. All right, so this whole conversation's starting out because I'm gonna call him out a little bit

because I love him, Nick Fitzgerald. So he just did his launch this last week and it did good considering the percentage close rate and low in the fact that his list was really, really small. So he sold a ton of product to a really small list, which made not as much money as he wanted. And anyway, I was going back and I was re-listening because I've done two special podcast episodes for him. One two years ago, one last year. And so this is going to be the updated version for him and for you guys.

And it's going to be going deep on list building. So if you haven't listened to any of those episodes, if you go back to the Marketing Secrets Podcast, I found it today. The first one was episode 18. It was July 19, 2017. And the episode was called How to Make It Rain. So I highly, highly, highly, highly recommend you guys go back and watch that one. It was me driving around Bear Lake telling Nick, this is before Nick knew anything about our world or Funnel Hackers or anything. And I was kind of just laying down

the groundwork of how people make money in this world. And it was really fun. So go listen to that one, number one. And then a year later, he came in front of Hiking Live, joined Two Common Club X. And then at the Traffic Secrets event, I pulled him on stage, had him tell a story. And then I did a second round podcast with him live in front of everybody, which was really, really fun. And oh, great, Nick's on here. What's up, Nick? You're going to have so much fun. All, oh, great, Nick's on here. What's up, Nick? You're gonna have so much fun. All right, so that one I posted,

for some reason I stopped doing episode numbers, but, oh, I remember why. iTunes didn't like that for some reason. Anyway, November 21st, there's a podcast, the Marketing Secrets Podcast, called My Conversation with the Friendly Giant, part one of two, and then November 26th is part two of two.

So go listen to those, because Nick tells a story, which is really, really cool. And then the second half of it is I gave him some spot consulting. I think it was in five or six or things or whatever. And what's interesting is that one of the things I talked about is the same thing I'm talking about tonight. So I must not have said it loud enough. So tonight I'm going to say it really, really loud because I think my wife never goes to sleep in the house.

So we're going ranting. But it was talking about building a list. So that was a year ago. And, uh, and, and now that he went through this experience with this launch and he was well as he wanted, like, ah, my heart broke for him and hurt for him. Um, but then part of me is like angry because a year ago I didn't yell him loud enough about this thing. So I'm yelling at everybody here inside this coaching program. Uh, I'll probably turn this into a podcast episode as well. So I am yelling this for anyone who can hear the sound of my voice. And this is the warning, okay? You guys ready for this?

Until you own traffic, you don't have a business. Until you own traffic, you do not have a business. What does that mean? It doesn't mean, I think a lot of times we, us entrepreneurs, we think that the business is the product, right? Like, oh, I created this amazing product. I'm in business. The business, the product is not the business. Your customer list is the business. That's the only thing that actually matters.

If you look at companies that are purchased, right, the only thing that matters in an evaluation of a company is customer list. Like, if somebody was ever to buy ClickFunnels, they are not buying ClickFunnels. They couldn't care less. They spend a couple million bucks on really good development,

they could clone ClickFunnels. They would be buying ClickFunnels because of the customer list. That is the only tangible, valuable asset inside of my business is my customers who are paying me for something awesome. It's the customer list is the big, big, big secret. Does that make sense?

Okay, I remember a few years ago when, in fact, I'm writing the Traffic Secrets book. I have like a two chapter rant about this as well in that book. But when eBay bought Skype for, I think it was like $4.2 billion, like eBay at the time was the biggest company in the world. Why'd they spend that much money for Skype?

They literally could have cloned Skype in a weekend. They did it because Skype had like 420 million users at the time, right? Like that was the asset they bought was the customer list. Why did Zuckerberg buy Instagram? Like he could have cloned Instagram in like 35 time, right? Like that was the asset they bought was the customer list. Why did, why did Zuckerberg buy Instagram? Like he could have cloned Instagram like 35 seconds, right? He did it because he wanted the customer list, the subscriber, like this, that is the only valuable tangible asset in your business. So until you own traffic, until you have your own list,

you do not have a business. You can have promotions, you can have some cash here and there, but until you have a list, you don't have a business. Okay. So knowing that our entire focus should be building a list. Like that should be it. That should be the focus. That should be the thing we talk about. We think about, we eat, sleep, breathe, drink. Like that should be the number one focal point. Um, I know, uh, um, somebody told me this a decade ago and I listened to it and I like, I tattooed it to my brain and I'm going to tell you guys again, I want you to all like get out a mental tattoo and tattoo this to your, to your brain. Oh, Nick's starting to repent right now. He's saying, I've been recording, creating freebies to build my list. Good. We're getting deep into that, but I'm going to go a couple levels deeper than that

tonight with you, if you're okay with that. So list building, right? Like my friend told me, he said, he said, on average, you should make $1 per month per name on your email list. That's what he told me. And I remember taking that to heart. I was like, okay, like, I don't know what it is. I have this really weird problem where someone tells me something, I just believe it. So I'm like, sweet, okay, $1 per person per list. I was like, how much money do I want to make? I was like, I'm gonna make 100 grand a year because that was like my big thinking back then. So I'm like, I need a list of 10,000 people. If I list 10,000 people, that's 10 grand a month, $120,000 a year, boom, I am in. And so that was the goal and that was the game plan. Right. And so I started running and so I started doing everything

I could dream of. I was trying to be as creative as I could. Like, how can I build lists? What can I do with lists? Like who has lists? How can I get that list? Like, what do I need to do? Like, and like, just that was because that became the focal point I started thinking about. Right. And I remember in a very short period of time, I got a list of like 217 people and then it grew to like a thousand and to 5,000 and 10 and 15 to 20, then to a hundred of like 217 people, then it grew to like a thousand, then to 5,000, then 10, then 15, then 20, then to 100,000, then a million, and that became the focus. And it was interesting, man, probably it was like two years before ClickFunnels hit, my business was stagnating and stalling. We were stuck at like two and a half, three million dollars a year for like three or four years. I think you guys have ever told the story before.

And I remember we're trying to figure out what is like, what's the big thing I gotta figure out? And I remember Dagan Smith, he asked me one day, he said, well how many people join your list every single day? I was like, what do you mean? He's like, I was like, well my list is like, I can't remember, like 130,000 people.

He was like, no, no, no, I didn't ask how big your list is. How many people per day are joining your list? And I was like, I don't even know. He said, well if you don't know, that's why your business is stalling. If you don't know how many people join day are joining your list? And I was like, I don't even know. He said, well, if you don't know, that's why your business is stalling. If you don't know how many people join your list today, it means you're not focusing on it, which means it's not happening,

which means that's the root problem of all, like the root of all evil is the fact that you have no idea how many people per day are joining your list. No sense per day. It wasn't per week, per month, per year. It was like how many people per day. I remember I was in a mastermind group.

This is back, okay is going to date me a little bit for those SEO nerds out there, but there was a time when like article writing was the secret to getting leads and all this stuff, right? And I remember this guy was in a mastermind group and he was talking about, he wasn't getting traffic to his site and all these kinds of things. And he was doing article marketing. And I asked him, I said, well, how many articles a day are you submitting? And he said, I can tell by the way you said that I'm doing it wrong. I was like, what do you mean? He's like, well, I've submitted two articles so far. And you asked me how many per day I was submitting. I was like, yeah, you're doing it wrong. Right. And like, so I was like in 10 years when article

marketing was this thing, but like fast forwarding now, it's like, if you're like, oh, my list of 10, you know, a thousand people or 10,000 or a hundred thousand people, that's not the question. The question is how many people per day are joining your list. So Dagan told me that, so I was like, I didn't even know. So I remember logging into my software and in the software there's a stat that showed how many people that day had joined your list. And so we started writing on the whiteboard.

I think the time was like 23 or something. It was like 23 of that day and I was like, oh. And the next day I looked at it and it was like 20, you know, 20, 2019, like these little numbers. But then I started looking at it. So I started looking at that number. It started making me so angry because I was like, it's so small. I need I started looking at it. So I started looking at that number. It started making me so angry because I was like, it's so small.

I need to make it bigger. How do I make this thing bigger? So what's interesting is like when you track something, it grows. Like it's just, except for when you're losing weight, when you track something, it shrinks. But for most things, if you track it, it grows, right? And so number became the driving force.

Like that was the metric for my business was how many people each day are joining my list. That's all that mattered. We were looking, we were focusing, and that became the number. And so every single day, we'd come to the office, and that was the number. How many people joined the list yesterday? How many people joined the list yesterday? Every single day we came in, that was the number. It was on the board. And what was crazy, we went from 20 to 30 a day, to 50 a day, to 100 a day, to 200 a day, to 250, to 500, to 1,000. And I remember when we crossed 1,000 a day,

and it was insane. If you had asked me a year earlier, like, can you get 1,000 a day? I'm like, that's not possible. But we got to the point where we're doing 1,000 a day, new people joining our list. And guess what happened to our business? Oh, it all just kept growing, right? Because it's the new fresh blood coming into your universe. Okay. Your business is all about getting that fresh blood, the new people in all the time, consistently focusing, focusing, focusing, focusing. And so I want you guys to understand, until you own the traffic, you don't have a business.

And so that's gotta be the key focus. Now, God, without me teaching the whole Traffic Secrets book right now, there's three types of traffic, right? There's traffic that you control, so Zuckerberg owns it, right? Or Larry and Sergey over at Google, they own the traffic. So that's why they're so freaking rich and so powerful. I was talking to my dad today about

how like, if you look at the entire internet, you got Zuckerberg on Facebook and Instagram, you got Google guys own Google and YouTube. That's like 90% of the internet is owned by like three dudes, right? It's insane. Like they have all the power because why? They have all the customer lists. Like they have everybody. So they own traffic own traffic okay so if you go and buy ads you don't own that traffic you can control it so it's good you should controlling traffic is one way to build your list okay I'm gonna go buy ads to build my list I don't own it okay I can try can control I can buy an ad say point it to this landing page and go there and give me your email address right number two is traffic you earn

that's me going on a podcast or me doing a Facebook live on somebody else's page like me doing a summit or me doing a Facebook Live on somebody else's page or me doing a summit or me doing all these things where I'm trying to earn traffic and get them to come to mind. And then the third and the best, the most important, the only thing you should be focusing on

is traffic that you own. That's your list. That's the big secret, right? Okay? When you have a list, this game becomes super, super easy. I always tell people that internet marketing is like pushing a boulder up a hill at first, right?

Because you're pushing and you're pushing. It's like, it's hard. And at first, you're making no money. And you're like, I'm spending 80 hours a day and no money's coming and no money's coming. No money's coming. You keep pushing it and you're pushing it and you're pushing it. But as you're pushing this boulder up a mountain, that rock is your list. And it's getting bigger and it's getting, I guess the rock's not the list technically,

but it's picking up the list, right? The list is getting bigger and bigger. And there comes a point where there's this tipping point where the boulder gets on top of the hill and starts bouncing down the other side. And as soon as it's bouncing on the other side, this game becomes really, really list, right? The list is getting bigger and bigger. And there comes a point where there's this tipping point where the bowler gets on top of the hill and starts bouncing down the other side. And as soon as it starts bouncing on the other side, this game becomes really, really easy, okay? For me, that started happening about 30,000 people on my list.

And I was averaging about $30,000 a month. And it became easy. I could make up any, I could literally wake up in the middle of the night and send an email to this guy, like, hey, tomorrow I'm gonna do a training on how to wake up happier. If you want to come to this training, pay me 10 bucks. And I

would wake up and there'd be $3,000 in my inbox. Like insane, right? Like any crazy idea I wanted to pull out of my loop, pull out of my whatever, I could make money with it because I had a list and it was simple, right? And so like, that's what you got to get. But the first, like getting from zero to a hundred to a thousand to 10,000, 20,000, that's the hard part. As soon as you get over the edge, then it becomes so, so, so, so easy. So that means you become the focus point and the goal is like, how do I build the list? How do I grow this thing?

And it's gonna be painful to a certain point. As soon as I get it over the top, then it becomes easy. Okay, because you have a list, now you have a leverage. Now it's like, you can go to somebody else and say, hey, promote my product and I'll promote yours, right?

You can do, there's reciprocity, right? When you have no list, you go to somebody like, hey, promote my product. They're like, no. Like, what's in it for me, right? You can do, there's reciprocity, right? When you have no list, you go to somebody like, hey, you promote my product. They're like, uh, no. Like what's in it for me, right? I guarantee you as much as cool of a person as I think I am, if I would have called Tony Robbins a decade ago and be like, hey, Tony, guess what? I'm a super fan. Can I come speak at your event in Fiji? Can I hang out? Do you want to be friends? Are we business partners in the future? Do you want to promote my book? You're like, no. But when I went to Tony, guess what I

had? I had something that was value of him. I had this thing. It was called a list. And a list is a platform. I can say, hey, Tony, man, you're amazing. I want to promote you to my list of 500,000 entrepreneurs you'd be interested in. He's like, yes, I will listen to you because you have a platform, right? Like your list opens up doors. It opens up any doors. I don't think there's a human being on this planet I could get to right now because of my customer list. Like I, it's, that's how powerful of a tool it is. Like it's, it's the key. Okay. And, uh, when you have a list, you have power. You can do, you can do, you can do swaps. You can promote other things. You can like, you can sell your products to somebody else's product. You can have an idea. You can brainstorm. Um, it becomes easier because you only have to like,

like again, right now, a lot of times we're creating products and we're guessing, we're hoping we're putting stuff out there. And then like try to sell it and if it doesn't buy, we're like, oh man, we spent all this money on traffic and it didn't work. Whereas your list, it's like you don't even create the product. You're like, I'm going to send an email to my list, see if they buy it. They bought. Sweet. I'm going to go out there and create the thing. The other powerful thing, I think it was John Lennon. It was John Lennon or Paul McCartney. This was them writing. I remember the story. They were sitting there one day and they wanted a swimming pool. He said, I'm going to go write myself a swimming pool.

And he walked inside and, and he wrote, uh, um, he wrote, I think it was yesterday, wrote the song and boom, got the royalties and built, bought the swimming pool. Right. He wrote himself a swimming pool. Um, I remember Dan Kennedy. Um, you know, he, he, I love Dan. Um, I, I'm a lot more, you know, he calls his list his herd. Like, build a herd of people.

And I remember he used to always say, he's like, if you want to buy something in your life, he's like, figure out what it is you want to buy. So I'm going to buy a new car, a new house, whatever. He's like, then send the bill to the herd. That was what Kennedy used to always say to us all the time back in his mastermind group. Like, send the bill to the herd. So it's like, I want to buy a new car. What's it going to cost?

It's going to cost $150,000 for my new Tesla. Cool. Send the bill to the herd. Write an email. Send I want to buy a new car. What's it going to cost? It's going to cost $150,000 for my new Tesla. Cool. Send the bill to the herd. Write an email. Send it out. Have them pay for it. Everything's free. Right?

So that's the power of a list. You have to make that the focal point because that is your business. Okay? Everything else is good. Having a webinar is good. But the reason why it's good is because it builds a list profitably. Having a book funnel is good. But why is it good?

Because it builds a list profitably. Having a summit funnel is good. Why is it good? Because it builds a list profitably. Having a book funnel is good, but why is it good? Because it builds a list profitably. Having a summit funnel is good. Why is it good? Because it builds a list. It's like all those things, the only reason why they ever even matter at all is because they build a list. That's it. Every funnel I've ever created

in this entire history of my life has got one goal and one goal only, and it's to build a list profitably. That's it. And I have a list, I can sell whatever I want. I can sell software, coaching, supplements, underwater scuba lessons. I don't even know. You can do whatever you want, right can sell them software, coaching, supplements, underwater scuba lessons.

I don't even know, whatever we want, right? But that's the magic. The list is the key, okay? All right, have I drilled that in everybody's heads enough? I hope I have. If not, I will rant even more, okay? So now you are like, sweet, I got a list. Now I get the thing I need to list.

How do we get a list, okay? So a couple things. Number one is you need to make on your whiteboard a big thing that says, how many people joined my list today? And you look at that number. And if it's zero, you need to be angry. If it's one is you need to make on your whiteboard a big thing that says, how many people joined my list today? And you look at that number. And if it's zero, you need to be angry. If it's one, you got to be angry.

Start getting angry because the anger is what's going to get your mind to be like, what's the next thing? What's the idea? What's the thing I got to create or do to get somebody to get my list? Okay? All right. So that's number one is putting that number, making it front and center of your entire business, looking at it over and over and over again.

So you see it. So you start thinking about it. That center of your entire business, looking at it over and over and over again. So you see it. So you start thinking about, okay, that's number one. Hey, funnel hackers. I want to talk about building your business. You've got the idea, the passion, the drive, but here's the thing. Setting up the legal stuff can feel like a total roadblock. That's why you need Northwest registered agent. They're like the dream team for business formation, which is 10 clicks in 10 minutes. You can build your entire business identity. I'm talking about formation paperwork, a real business address, premium mail forwarding, and even a local phone number so you can keep your home address private and stay safe. And it doesn't stop there. Northwest is your one-stop shop for business owners.

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automatically saves money for you so you don't even have to think about it. So cancel all your unwanted subscriptions and reach your financial goals faster with Rocket Money. Go to rocketmoney.com slash Russell today. That's rocketmoney.com slash R-U-S-S-E-L-L. That's rocketmoney.com slash Russell today. That's rocketmoney.com slash R-U-S-S-E-L-L. That's rocketmoney.com slash Russell. Number two now, it's like, okay, if I'm going to build a list, I've got to, list building is basically you're just, you're trading, right? Like, give me something, exchange for your email address. So it's like, I need to create something really, really cool.

Okay, it doesn't have to be big, it doesn't have to be a book, it doesn't have to be a thing, but something cool that's unique unique. That's, that's fun. That's interesting that you can, that's got a really good hook, right? Like, um, it could be, it could be as simple as like, like this pod, like this thing that I'm yelling my rant right now, this could be very simply and very easy and amazing. Um, um, lead magnet to put on a squeeze page. I can like, Hey, one night I went to my coaching members and I ranted for 45 minutes on, on the power list building. I showed them five or six of my most powerful ways to build the list. If you want to watch that video right now, go opt in right now. That could be like, this could be

me just me ranting. You can get your phone on, just rant for 15 minutes on the phone. That could be the lead magnet. That could be it. It doesn't have to be something that's huge and hard. It's going to be something really, really cool, right? So you create that and then it's like, okay, you create that. You create a really basic landing page, landing page, like a squeeze page and thank you page. We give it away. And that's, that's phase one. Okay. And that's why when we started this round of two comma club X coaching, the very first training I did was a two hour training on lead funnels, how to build a list or lead funnels. And I apparently didn't rant loud enough in that for everybody to hear. So I'm ranting loud now. If you haven't gone, go back to that training. I show like, I think I showed 110 different

examples of landing pages and lead funnels and how they work and how people like different So I'm ranting loud now. If you haven't gone, go back to that training. I show like, I think I show 110 different examples of landing pages and lead funnels and how they work and how people like different opt-ins people use and different bribes and the layout and the structure of the pages. So it's all in there, right? So go check that out. Okay, so squeeze page is good.

But now it's like, okay, well, how do we, how do we get people to opt in? Because like traditional, just Facebook ads, like yeah, you can go buy Facebook ads. You're looking at anywhere from a buck to five bucks per lead. And so especially if you can start like that's, that's a heavy pill to swallow. Right. And so for me, like, um, Facebook ads are awesome and they're great. I didn't buy my very first Facebook. I didn't buy my first paid ad, um, for over a decade. So for the first decade, I was like, I got to figure out other

ways to build a list. And what's fascinating is, um, back then we did not have Facebook. We did not have my space. Friendster wasn't selling ads. Um, Google slapped everybody. So it worked for like a week and then I got it. I worked like a week or two and that stopped working for everybody. So like I didn't have an advertising platform to build a list on. It wasn't, it wasn't a thing. And so like I had to be creative, like, okay, well I got to build a list. Like how do you buy a list? It wasn't like go buy ads somewhere. It's like, okay, you've got to be creative. How are you going to build a list? So pretend like, I had to be creative. Like, okay, well, I got to build a list. Like, how do you buy a list? It wasn't like go buy ads somewhere. It's like, okay, you got to be creative. How are you going to build a list? So pretend like, just pretend for a moment.

Like, I don't have Facebook. I can't pay for leads. How am I going to generate leads? Can I start looking? I'm like, well, there's other people that already have a list, right? So they don't have a list. How can I get access to, like, you have a list.

Do you guys remember The Wedding Singer when Adam Sandler goes to the bank with Kevin Nealon there, and he's interviewing for a job. And Kevin Nealon's like, why should I hire you? He's like, well, you got money. I need money, so I was hoping you could hire me and give me some of that money. It's the same thing. Like, you've got a list. I need a list.

How do we do something together so that your list can join my list and I have a list too? Like, as dumb as that sounds, that literally is what went through my head all the time because I didn't have a list. I need a list. How do we do something together so that your list can join my list and I have a list too? Like as dumb as that sounds, that literally is what went through my head all the time because I didn't have a list and other people did. So I'm like, how do I, how do I build the list? And so a lot of it was going out and like, okay, um, how do I create something with this person? How do we do a partnership? Okay. I did summits like crazy. I've been more summits than you guys would ever believe me. Um, if you ever, if you go back in the the internet archives You can see a lot of them, but I'd a lot of summits I put on my own summits wide upon my own summit because I knew that all the other people I was gonna interview the summit Had a list and I didn't okay. I didn't even position myself as an expert initially

I said, okay, I'm gonna do a summits called the affiliate. In fact it was Affiliate Bootcamp I think I've launched Affiliate Bootcamp six times But one of my very first ones Affiliate Bootcamp and I just found six affiliates or excuse me I think was like 12. I can't remember. it's been a long time, it's been a decade or so. A whole bunch of affiliates, I put them on a summit, and I was just the interviewer. I wasn't even teaching anything, I just interviewed people, right? And then I had everybody promote the summit, I interviewed all the people, and I got a

list. And it wasn't a ton, but I think I got 1,500, 2,000 people to join my list. Now I had a list, right? And I leveraged that list. I went to someone and said, hey, your product's really, really cool, I've I got 1,500, 2,000 people to join my list. Now I had a list, right? And I leveraged that list. I went to someone and said, hey, your product's really, really cool. I've got a list. It's not huge, but I'll promote your product. You can promote mine. Someone's like, cool, I'll promote your product. And also we did exchanges. They promoted mine, I promoted theirs. And then what happens? I make a little money. They make a little money, but I get people joining my

list. Then I started thinking, okay, I know all these people that have lists. A lot of them are affiliates. They promote other people's products. So what if I create something really, really good and most people are paying them a 50% commission on the product? What if I came back and paid them 100% commission? And at the time, no one ever heard of that before. And so I go to people and I'm like, hey, I created this amazing product.

Check it out. And they're like, that product is really cool. And it's like, what if I pay you 100% commission to promote it? And they're like, why would you do that? I'm like, I don't know, because I'm a nice guy and I feel like you should get all the money because you're the one that built the list and

you spent the hard time and energy and effort and you're way cooler than me. So I'll let you sell my product, keep a hundred percent of the money. And some people said, dude, that's awesome deal. So they would promote my product. They would, they would keep a hundred percent of the money. And guess what I would get? The list, the list would join my list. And all of a sudden those people became my people. And the next thing I saw, I kept all the money from, right? Like that was, that was the magic. Okay. I remember, um, uh, I had one friend, uh, he, he did a really cool thing. He, um, he had these CDs that he used to sell for, I can't remember. I think it was 300 bucks for these CDs. Um, and, uh, he was doing okay with it, but not like killing it with these things. And he's like, you know what I'm going to do? He's like, I'm going to take my $300 things.

And back then he put them on CDs or DVDs. So it doesn't work as good nowadays because people don't really have DVD players back then. It was a thing. Right. And I remember he had this big Christmas promotion and he went to all of these big, huge people's lists. He said, Hey, for Christmas, how would you like to give your list my $300 product for free? And, um, people like that'd be awesome. Like, like it's free. So you're not gonna make any money, but they get a cool gift. It's coming from you, and it'd be awesome. And so he set these pages on people's, for each person. I didn't do it, but it would've been like,

it was called the Marketing Quickies. So it was like marketingquickies.com slash Russell. So you know Marketing Quickies, you see the CDs were like $300. So if you go to slash Russell, it was like, hey, this is, I think it was, what was his name, it was Andrew? Anyway, he was like,

I did this partnership with Russell because you're on the list. Normally, if you will go to the homepage, you can go see it. It's $300 for this product, but because you I think it was, what was his name? It was Andrew. Anyway, he was like, I did this partnership with Russell because you're on the list. Normally, if you will go to the homepage, you can go see it. It's $300 for this product, but because you're a Russell subscriber, I'm going to ship you out a CD for free. All you got to do is put your name and address down below, and I'll ship you a CD for free. So he came to me and like, I don't know, 400 other people. He asked 400, you know, he asked tons and tons of people, and most of them said no,

but he had like 30 or so people like, sure, that sounds awesome. It'd be a great gift for my audience. They all sent emails to the list, went to the page, they filled out the form with the shipping address, everything. He went and burned CDs all Christmas long and sent them out to people, and when all of a sudden, he ended up with a list of like 18,000 people. Boom, by giving away his product for free. But Russell, now I'm not going to make any money.

Well, again, your business isn't your product, right? Your business is your customer list. Now you've got a customer list, now make another product. And figure out the next thing they want to buy. Right. Um, I remember Tellman Knutson, um, Tellman, uh, I remember I had just been building my list at the time. I thought it was a hot shot. I think I had like, how much was that? I probably had 40, 50,000 people on my list at this time. And he messaged me one day. I didn't know who he was. And some of you guys may not know Tellman. He's not as big in our market as he used to be back

in the day. But, um, uh, he's more in the personal development hypnosis market now, but he used to be like in the internet market. In fact, he owned listbuilding.com for a long time. But anyway, I digress. So he came to me, he said, Hey Russell, um, I'm doing this really cool summit where everyone's talking about how they build a list. And, um, I want to see if you'll promote, um, promote the summit to my squeeze page. And, uh, and then you can be on the summit. I was like, no, dude, that's the stupidest thing I've ever heard. And he's like, why, the summit to my squeeze page and then you can be on the summit. I was like, no, dude, that's the stupidest thing I've ever heard. He's like, why?

I'm like, I'm not going to email my list to your squeeze page and then half my list will go on your list. What's the benefit for me? Anyway, I told him no and hung up the phone. Then like six months, six weeks later, I see this big launch where every single person on planet Earth is emailing their list to this brand new newbies squeeze page, Tellman. And it was like, in fact, if you go to,

I wonder if it's still there. It used to be list crusade.com. I wonder if it's still there. List crew said crusades, a hard word to spell. Yeah, I spelled it wrong. Anyway, I'm sure if you go back to the way back when you can find it, But it was just a page that's like, hey, learn the list building secrets from and had all people's names. Like give me your email address and I'll give you access to all these interviews. And so we did it. And like I said, six weeks later, I saw all these people emailing boom, boom, boom, boom, like person after person, like all these big names. I was like, what in the world? And I remember I watched this campaign and he built the list. I found out later of over a hundred thousand people from this campaign. And I remember messaging him afterwards. I was like,

dude, how did you pull that off? Because you asked me and I thought you were insane. I told you no. He's like, I know. He's like, most people thought I was insane. He's like, um, I asked 70 people and all 70 of them told me no. And then guess what? He said, I asked the 71st person and, uh, his name, who was the, I think it was, uh, was the nitro guys. I think it was the 71st person and uh his name who was the i think it was uh was the nitro guys i think it was the night uh matt and kevin wilkie and anyway uh he asked them and they said yes and he's like oh my gosh i got my first yes so he went to the 72nd person said hey i'm doing this project these two guys just said yes you want in on it and the guy's like yes and when next person hey i do this project that person that person said yes you wanted it said yes he said the next like 40 people said yes afterwards okay

but he got 70 no's in a row before he got his yeses is that crazy and then boom at the end of the campaign 100 million dollar or excuse me um 100 000 subscribers i think year one in his business made seven or sixty thousand dollars and all he did was email um to those lists all the people's products and sold their product. He didn't have his own product that first year. He just built a list from everybody else's list and then sold other people's products, okay? Do you see this? It comes down to this creativity. How do we do this? How do we do it, okay? It's like, how do I create cool things that I can somehow incentivize somebody else to promote, okay? One of the things Nick said, and I'm going to tease

him a little about this, he said, I thought that I had a bunch of friends who I assumed were gonna help me promote the product. Why would they help you promote the product? There's no reason why someone's helping you promote the product. Like, I have to make a better offer to my affiliates than I do to my customers, right? People always think, well, Russell,

everyone promotes ClickFunnels. Why do you think everyone promotes ClickFunnels? Number one, we pay 40% recurring commission for the lifetime of the customer, higher than any other SaaS platform on this planet. Number two, I pay for a dream car for everybody. Number three, I bring them on stage, give them street cred. Number four, a lot of times we have 100% affiliate commissions on books or on offers like OFA. Number seven, like book deals, when we do the book launch, it was just $20 to give away a free book. Like I work harder to get my affiliates to promote

than I get my customers to buy. Okay, so you have to understand that if you want somebody to promote for you, it's not just like, oh, promote me, you should promote me because we're friends or because we know each other. Like no, don't even ever expect it. My best friends on the planet, I do not ever expect them to promote my stuff.

I still go to my place, sell the crap out of every one of those guys as well, okay? I gotta make an offer for every single one of them. I'm not care if I've been friends with them for a decade and a half for them to promote me. I still sell them on why they got to promote me. Okay. And we, we make those offers insane. So, um, so when you're thinking that, like, if you want affiliate to promote, it's like, Hey, what do I give him? Do I give him 50%? Do I give him a hundred percent? I can't tell you how many messages I get people like Russell, I haven't had it for a product. If you promote it, I'll give you 50%. I'm like, dude, a really good affiliate don't take 50%.

Okay. Especially for info price. They don't want 70 or 80 or a hundred or, you know, we've got deals we've done in the past. We pay 150 to 200% commission on things. Why? Because we want the list. One of my very first mentors, his name is Mike Littman. I remember seeing him on stage one time and he said, uh, he was talking about how they were doing this, these offers that make these free DVDs. And he said, we sell these free DVDs. Somebody buys a DVD. They call him on stage one time and he said, he was talking about how they were doing these offers that make these free DVDs. And he said, we sell these free DVDs. Somebody buys a DVD, we call him on the phone, we sell him coaching.

He said, guess how much money I spend to sell this free DVD? And I was like, I don't know. And he said, 30 bucks. Like I paid an affiliate $30 to give away a free DVD. I was like, what? You're gonna be broken like 13 DVDs. Like how does that work?

And he stopped, he said, Russell, you have to understand, amateurs focus on the front end. amateurs focus on the front end. Amateurs focus on the front end. Okay? Professionals focus on the back end. He's like, I spent $30 to give away a CD, but I averaged on

for every CD I give away, I averaged $200 in sales on the phone within six weeks. Okay? So for you guys to start thinking about that, like, how do I create something that's such a good deal for the affiliates to promote and give them so much up front? So like, why do you think we pay 100% on our OFA on my One Funnel Away Challenge? We pay 100% because right now,

we got last month 6,500 people joined OFA. 6,500 buyers, guess how many leads came from that? A whole lot more than that. I think, yeah, a lot, right? And it cost me a ton. In fact, I loathe money. I think we spend, a lot, right? And it cost me a ton. I didn't make, in fact, I lose money. I think we spend $70 per box or maybe $60. I might even miss quoting.

$60, $70 per box for one of my challenges plus 100% commission. So it costs me, for every box I sell, I lose 50, 60 bucks, right? But what happens? Okay, amateur's folks on the front end and folks on the back end. I get a customer where I bring them into the value ladder.

I bring them to the things and they ascend and they get stuff and all sorts of stuff like that right and so um that's what we guys understand it's just like it's it's coming back down to like okay how do we how do we create something amazing and if if you're nervous like i like again it comes back to like um especially at the beginning when money's tighter it's like man paying facebook a dollar to $5 per lead is scary, right? But it's like, what if we come back and what if I took my $300 product and put it on CD and people pay $4, maybe not CD, maybe MP3 player, maybe it's whatever, and pay $4 for me to ship it out to them.

Or maybe it's a book. Maybe I take my best presentation, my best Facebook Live, my best my best whatever i get it transcribed where it's like a book and uh and i get affiliates promote it and um they can get away for free or they can and i'll print it and ship it and send it out to people they pay five bucks for me to print ship it to them and then i get the lead and they get you know whatever or maybe it's co-branding i used to do this all the time where i would find somebody who had a list who's better than me like i don't know, I can think of it off my head. Like, Mike Filslam and I used to do this. We did it a couple times, where we had both done a pre-launch.

In fact, if you go back to the internet archives, you go to pre-launch secrets, yeah, pre-launch secrets.com. Look at the wayback machine. You'll see it. But basically, he had done a bunch of pre-launches. I'd done a bunch of pre-launches. We came together, created pre-launch secrets.com, and it was basically like a telesummit where Imit where like, hey, come listen to the summit. You're going to hear Mike talk about his pre-launch. I'll talk about my pre-launch. We'll talk about what we both did. And then you guys get it for free. And so Mike promoted his list.

I promoted my list. When leads came in, we both got the leads. So they joined both our lists when they came in. And so basically he got some of my leads. I got some of his leads. We both got better. We gave this really good trading way for free. And then, um, I think we had an upsell where we could buy a camera, something we put together

for, for an upsell. Can we try to make a little money off it? Um, but that was it. And I did another one with, uh, with Josh Anderson and with, um, uh, Jeremy Burns. I remember some of my old buddies back in the day, same kind of thing. I would interview them, interview, like we put together a thing where it's co-branded. We both create something together. We both promote it.

We both split the leads, and boom, both of our lists got bigger. And so it's like looking at people who already have lists, looking at people who have the following, and co-branding, and going into each of these different markets and doing that. The first part of your business, you guys have to understand, the first part of your business is all about getting land, right? It's getting people. fact uh recent inner circle meeting it was interesting brandon uh poland was there and he was talking about how the first half

of your business is all about gaining ground and the second half of your business is about protecting it and so it's like you know um and hopefully they just have to go through that part of the process but you know we get to the spot when um you know now it's like we have legal crap and all the other stuff to protect your land, right? And people throwing lawsuits at you all the time. That's like the part of the assignment and it sucks. You guys are in the fun part of the business where you're like gathering land.

Like this is the, if I could sit down and just brainstorm how to get more land, like it'd be the greatest thing in the world. But it's just thinking about that. Like hey, this is the part of my business. I gotta gather land. I gotta get people as quick as I can, right? And so it's doing a little bit of a lot of things, consistently, like, every day,

like, your full-time job, like, this is your job, this is an eight-hour day job, is to hustle, to build an audience, like, until you have an audience, you don't have a business, right, until you have a list, you don't have a business, so it's going out there, you're buying ads, you do, you're doing affiliate deals, you're doing partnerships, um, you're getting people to email, you're doing summits, you're doing podcasts, like, like, everything you can do to capture land, like, it's just not a one thing, it's like a whole bunch of things, right, um, and you're getting people to email, you're doing so much, you're doing podcasts, like, like everything you can do to capture land. Like, it's just not a one thing. It's like a whole bunch of things. Right.

Um, and just trying thing after thing after thing. And it doesn't work. Don't freak out. Do the next thing. Do the next thing. It's going to go into a potential dream partner who's got a list. Okay. You've got a list.

What can we create together? Coming to with them with a plan. Like, Hey, um, I've got a really cool idea. Um, I can, like your audience is good at this. I'm good at this. Like, um, uh like what's his name Noah Noah St. John

did this to me back in the day at the time he had no he was a he's a personal development guy and his whole his whole pitch is like

you know a lot of times like Russell you teach people the most amazing marketing stuff in the world he's like they're sitting there

they got their foot on the gas because you're giving them all information but they're all freaked out so at the same time they have their foot on the gas and their foot on the brake and they're like

and so they're spinning out nothing's happening he said your product helps people have to put on the gas, and they put on the brake, and they're like, and so they're spinning out, nothing's happening. He said, your product helps people put their foot on the gas. My product helps take the foot off the brake. And he said, let's do a partnership where your people can come in, they buy your product, and they'll get my training. My training will help take the foot off the gas. And if I remember right, this is, man, a decade ago, he first pitched me on this.

It wasn't, he didn't want money for it. He was like, yeah, just put this on your thank you pages, and have people click link. They go over, they fill out a form and then boom i'm gonna access my course when they fill out the form guess what they did it joined their list okay um one of my buddies um one of my buddies uh uh joel marion and josh bisoni they launched bio trust which is a supplement company if you look at how they did it they didn't go and buy a bunch of ads initially what they did is they went to all the people who already had traffic, right? They already had funnels. They went to the thank you page, every single person's thing. And on the thank

you page, they have a button that say, hey, thanks for buying my info product about how to get six pack abs. Click here to find out my number one recommended supplement. They'd click there to go over to a squeeze page and put the name, email address in. And then boom, they're put on Josh and Joel's list. And then those guys emailed the list every single day selling proteins, selling things like that and as they were selling all those things, they were, all those commissions were going, excuse me, all the commissions would go to the person who referred them over to the squeeze page

and they just sold, like they just, they'd sell people like crazy and then all the commissions would go back to that person. Just like ClickFunnels, right? Someone sells one of my books and then we can buy ClickFunnels, that affiliate still gets the money, right? And so he's put squeeze pages on everyone's thank you page.

So it's looking at that kind of thing. How can I go to other people that I know in my market who maybe have a little bit bigger following than me and how do we start partnering together and we tag team together and we create cool things together, right? Trinket has many different tactical ideas to jolt your brain as possible. or to refresh your landing pages, or someone to do customer support to help you to handle your growing audience. The problem is you're swamped

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conditions may apply. LinkedIn is the place to be, to be. Uh, what else, what else? One thing is I'm thinking more just tactical ideas. I remember when I first got started in this game, and I first got the gist of list building. And I remember I started looking at who the list builders were, right? And if you don't know who the list builders are in your market, that's your number one homework assignment. That's even before writing the number on your board of how many people joined today.

Who are the list owners in your market? And I'm talking about email lists. There's so many different types of lists, but email is still, to this day, still the most powerful. Getting this one's podcast is good, and it's awesome, but getting them to send an email for you

is better, and it's faster. It just still is. Someday, it may not be, but as of today, it's still the best. I'm talking about email list builders. Who are the email list owners in your market? I remember that was the first thing I learned about building a list. I'm like, cool, here are the list owners.

And I started listing them out. I remember the ones at the time were like Joe Vitale, Mike Gillespie, who are the other names? All different names, right? And so I was like, okay, I'm going to do a deal. And I remember Joe Vitale was the first one. I was like, I thought he was so cool. And he is cool, actually.

But I remember a time I was just like, oh, Joe Vitale was the first one I was like, I think I thought he was so cool. And like, he is cool actually. But like, I remember a time I was just like, Oh, Joe Vitale is the man I want to, I want to be, uh, um, I want to be the, uh, I want to be like, I want him to promote my thing. And I built this whole thing up. I remember, um, I built a whole, like I remember studying his stuff and going through stuff and learning. I was like, okay, I have this something I can provide his audience is going to be huge deal. Right. And then I emailed him and guess what I heard back? Nothing. It was like crickets. My have something I can provide. His audience is going to be a huge deal, right? And then I emailed him, and guess what I heard back? Nothing.

It was like crickets. Er, er, er. I'm like, crap. So I emailed him again. Nothing. Emailed him again. Nothing. I'm like, what a punk.

Like, he should be responding back to me. Doesn't he know that I've spent all this time and energy, like, learning about him and focusing on him and da, da, da, da, da, da, da. And I say that because I'm being vulnerable here, but I guarantee that happens to me all the time. I get people hitting me up on Instagram, on Facebook, on, like, all sorts of places, and I don't respond back to them because I can't. I'm being vulnerable here, but I guarantee that happens to me all the time. I get people hitting me up on Instagram, on Facebook, on like all sorts of places. I don't respond back to them because I can't. I'm drowning. Looking back now, I'm like, Joe, I get it. So sorry.

Like, it totally makes sense why you didn't, but you didn't, right? And I was trying to get all these people that were like at this level up here. I'm trying to reach them out to them and none of them responded back to me. I was all angry and mad. And then I remember I was just like, man, this game sucks. Like no one's out here for the little guy. Like I thought this was, you know, everyone's here to help each other. Apparently not. And like just all the, all the bitterness that I could possibly have was all there. Right. And then, um, and then, uh, I went to this forum at the time and I met, I don't know, a dozen guys. We're all about my level. Um, and, uh, we're all about the same kind of thing. And no one had a

huge list. I think my list was like 200 people at a time. Uh, Mike Fils, we're all in that same kind of thing and no one had a huge list. I think my list was like 200 people at a time. Uh, Mike Phil same was one of the guys in there. Mike, I think had a list of like five or 6,000. He'd just come out with a product called carbon copy marketing and he had them on CDs. He would burn the CDs. I remember that, uh, I think he was charged like five bucks for over 10 bucks for me. It was like a $97 product. It's like cheap. And he was using it to be list build. Looking back now, it's like, Oh, was using it to be list build looking back now it's like oh he's doing to list build he started building this big list excuse me and um so that's what he was doing and uh and um and i emailed mike and i sent him a copy of my product he's like this is really cool i'm gonna promote it he promoted it and then uh and i was like cool man thanks for promoting

i'm like who else do you know and he's like oh you should meet this guy this guy he told me two or three other people um who same thing, had lists about the size of mine, maybe a little bit more, kind of the same area, and we got to know each other, and then I had another one of them promote me, and then another guy promote me, and then I promoted this guy, and we started like, and it was interesting,

all these guys were at this level down here, right? And I remember looking at, again, there's all these guys up here, like the Joe Vitali, Stephen Pierce, there's all these people that were untouchable, and we were down here, and we started promoting and cross-promoting, helping each other out,

and what happened, it was interesting, is that in that level, we started getting bigger, and started getting better, and our list started getting bigger, and we started promoting and cross promoting, helping each other out. What happened, it was interesting, is that in that level we started getting bigger and started getting better and our list started getting bigger and they started responding more and they started getting more people and then every single person we brought in knew three or four other people

and we'd get them in and we'd get them in and soon I had this network of 30 or 40 people and we're all helping each other and cross promoting each other and doing deals together and like co-branding products together. We both promote the product and do like all this stuff and soon in about a year, year and a half time,

our list got the same size or bigger than these people I was looking up to. I remember that time I was doing a project and I was like, oh, it'd be cool to do something with Joe Vitale. I was like, oh, I can't message him. Like he doesn't respond to like six of my messages. I'm sure I said something stupid in there.

I don't even know. I'm like, I probably said something, I don't know, I probably did something embarrassing. But I was like, you know what? I'm just gonna email him. And I email him and Joe's like, oh man, I see you everywhere right now. I probably said something, I don't know. I probably did something embarrassing. But I was like, you know what? I'm just going to email him. And I email him and Joe's like, oh man, I see you everywhere right now. Like I'd love to do something with you. Email was back like instantly.

I was like, oh my gosh. Like I'm in. Like I'm in the cool kids club. And we started doing those people this level. And then guess what? All of us grew to the next level and they kept growing, growing, growing. And that's how we started growing. So like I think that's a big thing for all you guys.

Look in your market. Start looking around like who are the list owners. And then get to's a big thing for all you guys. Look in your market. Start looking around. Like, who are the list owners? And then get to know them. Build partnerships. Build friendships. Take them to dinner. Buy them a party.

Like, and then actively try to figure out things. A lot of times I see people doing Dream 100. They send gifts and they try to do nice stuff. They never ask for something. Like, ask for stuff. Like, you're both trying to help each other. Like, get on the call. Like, how can we help each other?

Like, I'm really good at this and this. You're good at this. Like, what can we do together we do a summit together can we do a you know um we do a cross promo because we create a product together you promote your audience i promote my audience we like we cross pollinate like like what can we do and then after i said like who else you know that we can i can work with like oh and then you see these three people and you're just in those three people you knew that work in the past and you start building this network of people that becomes super, super powerful. Right. Um, in fact, uh, I've actually just wrote this in my, the traffic seekers book. This is a lot of spoilers for you guys for when the book comes

out in the near future. Um, but, uh, um, do you guys remember the movie never been kissed with Drew Barrymore in it? It's one of those like cheesy movies that I don't know why I watched it, but I did. I'm sure my wife made me anyway. Um, in the movie, Drew Barrymore in it. It's one of those like cheesy movies that, I don't know why I watched it, but I did. I'm sure my wife made me. Anyway, in the movie, Drew Barrymore like goes to high school. She's a complete loser. And then she leaves high school and then she gets a job as a reporter. And then her boss wants her to like do a story

on like all the cool kids in high school who are all into drugs and all this stuff, right? And so she's like, oh, I'm gonna go back to high school. She'd go back to high school and instantly within like five seconds, she's back in with a nerd. She's in the chess club, the music And so she's like, oh, I'm gonna go back to high school. She goes back to high school, and instantly, within like five seconds, she's back in with the nerd. She's in the chess club, the music, all these things like that,

and all the stories she's bringing back to her boss. He's like, I want a story about the cool kids. I don't care about chess club and things like that. And so she tried to get into the cool kids club, and like, just gets rejected every single time, right? And so she goes back to her, back home to her brother, who's David Arquette and tell him this whole thing. And he was like the cool kid in high school. And, uh, he was like, Oh, you're so lucky

back in high school and back in high school. And she's like, no, you know, it's horrible. Kids are so mean and blah, blah, blah, blah. And, uh, and he was like, if I was back in high school, I, you know, I could be cool again. And she, and she kind of makes fun like, no, you couldn't be it. And so the next day at school, she was back to school again. All of a sudden, she sees her brother come in. And she's like, what are you doing? He's like, I just registered for high school. And she's like, you know, whatever. And anyway, so he walks into the lunchroom the very first day.

And he grabs a big old tub of coleslaw from the lunch lady, stands up on the table, and starts like, trying to eat the entire thing of coleslaw. So he's eating this whole thing of coleslaw, and all the jocks, all the cool kids around him, like chanting and cheering. By the time he's done, he's just covered in coleslaw, and they pick him up and they carry him out of the lunchroom.

I may be exaggerating the story. I can't remember the movie perfectly. It's been about a decade since I've seen it, but you know what I mean. And all of a sudden, he becomes like the cool kid. And then Josie, who's Drew Barrymore's character, goes back to him later and he's like so mad at him and, uh, and, uh, and frustrated. He said, no, no, I'm gonna show you

something. So then he walks over and, uh, and teaches us like this principle. It's so, so, so powerful. Um, again, I'm slaughtering the story, but conceptually, hopefully this makes sense. So, uh, he goes over and he starts telling people, it's like, hey, you see that girl Josie over there? Man, we used to date, but she broke up with me. She is so cool. She is so blah, blah, blah, whatever. And the guy's like, really? She's that cool?

Oh, yeah, she's amazing. And then all of a sudden, he goes and tells someone else and tells three or four people. And all of a sudden, within a day or two, all these people come over to Drew Barrymore's character and bring her into their thing. And all of a sudden, that quick, she's one of the cool kids. And Dave Arquette's character says something that's so powerful. He said, if you want to get in the cool kids club, all you need to do is get one cool kid to think you're cool. Boom.

Okay, you guys getting this? So for you, as you're building your dream 100, look at this thing you're trying to figure out, like, how do I get in this network of people? You don't have to get everyone to say yes. You have to find one cool kid to think you're good, and you're in. That was the moral of Tellman's story I told you guys 20 minutes ago, right? Tellman called 70 people in a row. 70 people told him no. And then one cool kid said yes. And the next 40 said yes. All you need is one kid to think you're cool and you're in.

Okay. So who is that in your market? Okay. And if you don't have a list of 10, 20, 30 people that are your market, like these people right here have my customers. They're on their list right now. Okay. And if I can find a way to work with them, those lists will become my list. Like this, we're talking about, I've been preaching dream 100 for a decade. And for some reason, the majority of people never do. And dream 100 does not mean sending out big packages in the mail. It's mean, it means Facebook messaging someone saying, Hey, what's up? What do you do? How can I help you? Look what I've got a product for you. Let's do a deal together. Like, what can we figure out? Like, that's what dream 100 is, is core essence, right? It's getting in there and

you're networking and you're trying to find out who's the cool kid. Cause you get into one good person. That person thinks you're cool. It opens up to all the other doors. Okay. Um, does that make sense? Like for me, my cool kid was Mike Filson. Susan, Mike Filson said I was cool. He did my first promo on Zip Brand, one of my very first products ever. Then he went out and he's like, hey, Gary Ambrose, hey so-and-so, hey so-and-so, this guy's named Russell, he's really cool,

you should deal with him. And I did deal with all three of those guys. And I asked them, like, who else do you guys know? You guys are awesome. Do you have another cool guy like you? Like, yeah, you should meet him, him, and her, and her, and that person. And they brought me in.

And then within months, my network grew very, very big. And then all of us started cross-pollinating, cross-pollinating, and all of us as a market grew. The next level grew,, my network grew very, very big. And then all of us are cross pollinating, cross promoting and all of us as a market grew to the next level, grew to the next level, grew to the next level. All right, does that make sense, you guys? So anyway, there's a million tactical ways to build a list, but it just comes down to like thinking about it differently.

Think about like, that is your business. That's the core thing. How do I do it? Who already has my customers on the list? Okay, how do I get to know them? How do I become friends with them? What can I create with them to get them to promote my thing, like promote their thing?

How do we do these kind of things, right? And maybe, and let's say, and I'm coming back to Nick specifically on this one, your next new course is on Facebook Lives. And it's like, okay, who are people in your market that have a big, have a fan page with 30, 40, 50, 100,000 followers right now, and come to that people and say, let's do a BeL big, have a fan page with, you know, 30, 40, 50, 100,000 followers right now and come to that people and say like, let's do a be live together to your

fan page and let's talk about the power of Facebook lives. In the end of it, we'll make a special offer. I'll pay you 75% commission on every single one, right? Boom, that fast you're in front of their entire audience, right? There's a reason when I launched my book, I said, Tony Robbins, can you interview or can you interview me? He's like, sure, I'd love to interview you. I'm like, but not on my page. My page has my fans. I want to be interviewed on your page. He's like, what? I'm like, yeah, let's do the interview on your page. And he was like, I guess, so we do the interview on his page. And guess what? His 3.2 million fans saw the interview because it was on his page. I got all those people to come and buy my book. And then I asked Tony,

I'm like, hey, can I log, can I my team log into your ads account and buy ads? I'll pay for the ads. You'll get affiliate commissions on it, right? I'm selling my partners harder than I sell my customers. I will log into your ad. I will pay for the ad costs. Um, and I'll pay you affiliate commission and we'll keep pushing your interviews. Like sure. So we logged his ad account for like three months after that I was spending as much money as possible to show every one of Tony's fans my interview with Tony on his page and we ended up getting I think that video had three three or four million views on it uh during that time okay so it's it's it's that thing Aaron said the first step is admitting we're not the cool kids yet exactly exactly exactly um Toby said I'm building a list of agency owners and

marketing freelancers I have about a thousand so far DM me if any of you guys want awesome you know as much as I think Gary Vaynerchuk's a, I'll leave it there because this may be public someday. As much as I love Gary Vaynerchuk, the best thing he said, he was like, he's like, you guys know what business development is? He's like, business development is getting your phone out, going to Instagram, going to your DMs,

and DMing each person. He's like, not copying, pasting, literally DMing each person a personal message. Like, hey, you're awesome. Hey, you're awesome hey you're awesome okay by the way don't be here okay I'm gonna geek out for a second because I got really excited about this my favorite author right now is a guy named Ryan Holiday he's written some of the most amazing books ever um oh so many good ones um Trust Me I'm Lying is insane it'll like change the way you

look at the news perennial seller about how to like create works of art that last for forever, super powerful. And then he wrote Ego's the Enemy, The Obstacle's the Way, a whole bunch of other ones, right? So I follow him on Instagram and he's got a new book coming. I post a manuscript, I'm like calm, I'm like, dude, I love your books, I can't wait to read that. And then he DMs me, like my favorite author on the planet,

DMs me personally, I'm like, oh! So I DM him back and we're back, now we're like friends, that fast, right? And I'm talking about like, how can I serve you, like can I'm like, oh, so I DM him back and we're back. Now we're like friends that fast, right? And I'm talking about like, how can I serve you? Like, can I help promote your book? Can I do this thing? I go, what can I do to help serve you? And I'm not asking him for anything.

I'm just like trying to like legitimately help him and serve him. And I guarantee him someday in the future, who knows, a year, five years, 10 years from now, something cool will happen from it. But I'm just, I'm reaching out, right? So Gary Vaynerchuk is like business development, sitting on Instagram, DMing the cool people and try to get the cool kids club and like commenting and like saying stuff and like, like being active in their lives so that you're not just some dude who just shows up one day on their newsfeed and they've, you know, in their DM, they ever heard of you. Anyway, just a thought. So, um, anyway, all right. And, uh, the last thing I'll say just

within this community, you guys, and I'm saying this right now inside the Two Comma Club X community, the same thing if you're listening on the ClickFunnels community, or like we've created these communities for a reason. And obviously there's a lot of like, not in the Two Comma Club community, but in the ClickFunnels community,

there's a lot of people that come in there and just try to poach people, try to get customers. But there are amazing people in there as well. It's like, how do you go in there? And I start looking around, like who are the people that are legit? Who are the people commenting, giving good value?

Like those are the people we should get to know, right? If they're in the forums commenting and posting and stuff like that, like they're trying to create business. They're trying to do good stuff. They're trying to help people. Like those are the kind of people you want. Like go in there and comment on their post.

Like, yeah, yeah, that is cool. Then go back to their Facebook page, follow them, send them a message. Like just get to know people. And like, that's part of this game. Yeah, that's how this whole game is played. So anyway, I hope that helps, um, all you guys, I hope it helps you, Nick, hope helps, um, everyone here at Two Comma Club. And, um, again, if I post this as a podcast, something helps, hopefully helps everybody else as well. It's

just shifting your mind, start focusing on that. Cause, um, as much as I love funnels, as much as I love coaching, as much as I love soft, as much as I love all that stuff, the only thing that matters at the end of the day is your customer list. Every funnel is built so I can grow my list. That's it. That's the purpose and that's the reason. I don't know how long we've been going for tonight. You didn't even know?

You didn't even time in this? Anyway, I hope it was valuable to you guys. I hope that it just becomes the focal point. I think within our community here in the forums, if you post, how many people joined your list today? Oh, we got 10 today, got 50 today, got 20. But as soon as you start focusing on it, it'll keep on growing.

I can't tell you how much, like again, the times my business has staled, that's the number to look at. Right now it's like ClickFunnels. It's interesting, if you look at the ClickFunnels, so every morning we do what we call the daily pulse. And it's all hands on deck, sharpened style meeting. We all jump in, it's a seven minute daily pulse. And it's all hands on deck, sharpened style meeting. We all jump in.

It's a seven minute long meeting. And guess what the meeting is? The meeting is each department sharing their critical numbers. And the critical numbers, like our traffic is like, how many books did we sell today? How many ClickFunnels trials did we sell? And how many people joined our list? Like that's the numbers.

And we're looking at every single day because whatever you look at grows. And we don't look at streaks. It's just focusing on that, focusing on it, focusing on it. Jamie's over 46 minutes in, sweet. All right. Well, that's almost as long as the first one, Nick. For those of you guys who don't know, this is part three of his podcast coaching episodes. So the first, I talked about this at the very beginning, but for those who jumped on late, the very first one I did July 19th, 2017, if you go to the Marketing Secrets

podcast and go listen to episode number 18, it's called How to Make It Rain. And then a year later, we did two more on November 21st. It was called My Conversation with Friendly Giant, part one of two. And then November 26th is My Conversation with Friendly Giant, part two of two. All that is in the Marketing Secrets Archives. You go back and check them out. This will be the third installment. So next year, Nick, my goal for you is that point your list is going to be at least 50,000 people big, and money will be flowing like crazy, and the question is going to be like, okay, so how do we invest this money?

What's the next step? I want to make sure that I'm protecting my family and my future. That's the best place to be. Then one more thing I want to comment on, and this was not a Nick thing specifically, so I'm going to tease somebody, but it's not him. It was someone who's in my inner circle. And so they're not here right now.

I can tease them like crazy. I'm not going to say their name, though, but it's something I think is a big mindset that's going to hold a lot of people back, so I want to share it. He told me he's out there and he's networking with all these people and traveling all around. He's got a killer podcast. He's on podcasts, all this stuff. And he keeps trying to get Facebook ads to work. And he's, man, two and a half, almost three years in this business. He's struggling, struggling.

And he's trying to do just Facebook ads. There's nothing wrong with that. Facebook ads are great, right? But he sucks at them and they're not doing good with them. And they can't ever make the, they can't get the thing to work. And at the inner circle meeting, I told him, I was like, stop buying Facebook ads. You have no right doing that. You don't have money to be buying it. And you stop buying Facebook ads and you're networking all these people. You should be doing deals. Every single person you meet,

you should be doing a collab. And when you're there with them, you know, like do an interview, create a slanting page. You promote, he promotes it. Boom. Now, now like everyone's business grows. Like you have a list, you have assets, you have a podcast, you have some with him, you know, like do an interview, create a landing page. You promote, he promotes it. Boom. Now, now like everyone's business grows. Like you have a list, you have assets, you have a podcast, you have some things you have leverage, you have a platform where you can offer this person that you're interviewing. Like, like don't just like, ah. And, um, and so like, I thought he heard me cause he's like, okay, cool. I'm going to do that.

And then fast forward two months later and he messaged me about how the Facebook ads aren't working more. And I started screaming. I said, you were not allowed to run Facebook ads. You have to turn these stupid ads off. And like, just like when you have a ton of money, you're going to Facebook ads, like you need to be going out there doing deals, like, like, like belly to belly doing deals, closing, like promotional deals with other people. One off, one at a time, one at a time, one at a time. And each deal will grow your customers and grow your business incrementally. He said, he's like,

and he messaged me back on Voxer. I should find it and post it. But, um, he was like, well, I don't want to do that. Cause he's like, someday I might get by a car and I want, I want this legacy for my, for my wife and my kids and my grandkids. Like I want to build something. And if I don't have paid ads that are properly working, then I don't have my legacy and, and whatever. So because of that, I don't want to do those other things you're saying. I was like, dude, you don't have anything right now. Like you don't have a business right now. Like build a legacy eventually.

But right now it's not about building legs. It's about like trying to gain some ground, trying to get customers in. Like the first year of your business is like, and more than that, the first five years of your business, but it's, it's all focused on like getting ground,

getting people, getting those things in. And I was like, I was like, you're not going to have a legacy at all because you're not going to get your Facebook ads to work. Like you got to spend some time doing the hard work, doing the belly to belly stuff, going out there and doing deal after deal, partnership after partnership, you know,

cross promo, cross promo, cross promo, like getting those things. So you start building your list up and then you'll have something of substance that then you can like, you have some time and energy to buy ads. You're not going to be stressed out like, oh, I got my budget this month, $300 in Facebook ads. And you spend that in the first day and you're like, oh, I don't have money, add money. I didn't make, you know, it wasn't, like that's so much stress on you, so much pressure. Like, oh, I can't imagine the stress

and pressure that would cause. Like take that pressure off. Like stop giving money to somebody. Stop giving money to Facebook and go in and start focusing on doing the deals that don't cost money up front, right? They're all like a percentage of revenue. Do those things so your customer base is big enough, your cash flow is big enough, your

income streams are big enough that now you can be like, okay, I've got an extra $5,000 a month. I'm going to start figuring out this ad, this Facebook game, right? Like that's the time. That's where this becomes easy and fun and takes the stress off of you, right? If you've got more cash and you got money to burn, like, yeah, go spend time figuring out Facebook ads and running, making a profit.

But if you're like in that spot where you don't yet, like, okay, that's okay. That's fine. Like I spent a decade of my life, a decade, like on Skype, face to face, like pre Facebook, like I was on Skype, messaging people, calling them up at all hours, like trying to do deals, like, and like recording interviews on, on my, like, I was on Skype, messaging people, calling them, up at all hours, like, trying to do deals, like, and, like, recording interviews on, on my, like, this is before we had USB microphones like this, like, we had these big old, like, Davis Speedos on here, you probably remember these days, like, these big boxes, and you're, like, plugging cords and wires, and, like, I had a cassette player from Radio Shack, freaking

Radio Shack, to record my, my phone calls, and I'd record it, and it was horrible quality, and I forgot to get from a cassette tape onto the computer, and like, and then that was the thing, and then that horrible audio quality from my cassette tape, from my phone to the cassette tape to the computer, was the free thing you got people to opt into, but it was the best we could do, right, and it was like, so much work, and so much stress, but it was like, but it was like, all these little fun wins along the way, and it was like, man, I do a deal, and like, made, we had two grand tonight, but from a telesummit, I would do telesummit or make two grand, but I added 500 people on my list. Like boom, 500 people on my list this week. Like, that's awesome. Do another deal. Boom. And like that becomes the

focal point. So it's a little bit of hustling, but it's, it's hustling without the stress of like, um, where's, you know, like three bucks per lead. Like that's stressful, right? This is less just like put together a deal, have some fun with it, cross create something amazing with somebody and then get them to, you know, you both promote it and you both, your list gets bigger together and you create something amazing. And then at the end of it, you both have it, right? And it's just fun thing. I mean, for Crying Out Loud, Jason Flattling and I did this a little while ago. We did it with, it's webinarblueprint.com, I think.

We created a webinar together. We said, hey, let's just teach our webinar secrets for three hours. He's like, okay, and then I'll promote, you promote, we'll share the list. And he's like, okay, so we both promoted it, taught for three hours. He got the list, I got the list, and we moved on and we made some money,

but both grew our list and we kept on moving forward. So, and now like, he got the rights to the product, I got the rights to the product, so I can make that as a bonus for my next thing and I can use it as a freebie over here. I can use it for an upsell, I can use it for order form bump. Like, there's a million places

I can use that three-hour interview now because we created it, we both got the rights to it, we both do whatever we want with it, right? I remember Mike Filson, when I launched my very first product, made over a million bucks, he was my top affiliate.

He gave away a bonus, which is like, I'm going to do a, I think it was like a six-hour consulting call with Russell where he's going to consult me for three hours, I'm going to consult him. You guys listen in behind the scenes to it, and when it's done, we'll give you guys the rights to the interview, you can do whatever you want with it.

And so we did this six-hour call where he interviewed me for three hours, I interviewed him, and then that was the bonus he gave away to get people to buy through his affiliate link and then he let people take that

and then he could sell and the people using that for order form bumps and upsells and all sorts of stuff all over the place and like to spread our message even more

so anyway there's like a billion ideas sometimes I get so many ideas to people that I get it frees them so hopefully it doesn't freeze you guys hopefully just the list

and all is like that one I can execute on I know someone with the list it's a little bit bigger than mine we're in the same market I'm gonna do a cross I can execute on. I know someone with a list, it's a little bit bigger than mine, we're in the same market, I'm gonna do a cross promo for him, we're gonna come up with a really cool product,

I didn't even call it whatever, I'll teach my part, he teaches his part, I promote, he promotes, we share the list, and boom, my list will grow, I'll make a little bit of money, and then I'm gonna do this deal again. And every week we're gonna do this, and it's gonna be so much fun,

because I gotta do this weekly, excuse me, I gotta do this weekly, because I know that every single day I look how big my list is growing. And if I only do this once a month, my list doesn't grow for two or three days and it's gonna stop. So I gotta do this more often, right? It might be weekly, it might be daily.

Like I'm setting up deals all the time and it's gonna be so much fun, okay? And so look at, do I have agreements? No, I don't do agreements. Every time I have an illegal agreement, the person who's trying to get me to do the legal agreement is usually trying to screw me over. Especially at deals like this.

It's just simple. I'll email and like, okay, this is the deal you're in? And they're like, yeah. So I always have an email, but I don't, yeah, at this level, I don't do contracts, I don't do anything.

Even to this day, I hate doing contracts. I have legal people that force me to now, but I hate them. So I would say I didn't do, I don't think my first contract happened until I was about a decade into the business, and that dude made me do a contract, screwed me hardcore. It's crazy.

Like literally, I don't know what it is with people in contracts, but the people who want the contracts the most are usually the ones who screw you. That's why I always say like in a divorce, like, or in when marriage is like, like if someone thinks you're cheating on, like, I think my wife's cheating on me. It usually means that you're cheating on your wife. Like there's like the craziest thing. It's the same thing. Like they want a contract means they're probably trying to screw you. Um, that's my,

my opinion. It seems like any contract, like, let's just not do this deal. Then I'm like, this is just me. Fun thing. Um, anyway, that's why I do it. Um, and I always make it super easy. Like it's easy. Um, this is the thing we're doing. You promote, I promote, we both put our full effort into it. I'm front by sending three emails. My list, you send three emails and do Facebook live, do Facebook live and we'll podcast or whatever. Whatever it is. That's what we're both going to do. And then when it's done, everyone opts in the list and then you copy the list.

I copy the list and that's it. And they're like, sweet, let's do it. And that's it. There's nothing, there's no... And then at the end of it, you get right to the product and you can do whatever you want with it. You can both keep the interview

and we can both use it however we want to use it in the future. And just simple. Keep it nice, nice and clean. So, yes, Susan, I should be in bed, but I'm not going to lie. Um, I was working on a project. I got really excited and I was going through it and I looked at Facebook live and I saw Nick and I wanted to do a little rant and then now it's been an hour later. Anyway. All right guys. Um, I'm probably going to wrap it for tonight cause I've no idea if my kids are even in bed yet. Um, so I probably should go check on them. I think they are, guys, I'm probably gonna wrap it for tonight because I've not even my kids are in bed yet. So I probably should go check on them. I think they are but you know how it is in the

summertime sometimes. Anyway, I appreciate all you guys hope you're enjoying this whole experience. You know, I'm not gonna lie. I'm super jealous and envious of all you guys going through this. I still remember the very first time I was going through it. I remember being, man, I remember times being so scared because, um, just, just scared because like, I didn't have any money. Like my wife was making 9.15 an hour. I was making zero an hour. And I was like, I got to figure this out before we're out of money. Um, but we didn't like, it's, it's funny looking back at now because like, I was so stressed

then worse. Now it's like, like worst case scenario, like we're going to become like have more debt like you know what i mean like i was so scared but like it wasn't a big deal like nowadays things were way scarier like i have 340 employees 340 families that rely on me not screwing up right um then i've got like all the all you guys who i coach and try to inspire and mentor and like, there's a lot of stress nowadays. I'm like, man, I was back in the day when I was trying to figure this stuff out. But I remember learning all these things and like, having the aha's the very first time like I remember, I remember like, first time I got list building,

like, like, I really got it. I was like, Oh, my gosh, like, it was like the light bulb went off my head. And I was like, I remember like I had that, and then I was like, well, how do you, I didn't know how to build a list. And some of you guys know my spam story. I want to talk about it. Like, I got into spam and it didn't work. And I found out how email autoresponders worked.

And I was like, oh my gosh, like this is so much easier. And then like each piece along the way, like have these things and just, oh, the joy of that discovery was so much fun. Like, I really, really miss it. It gets harder and harder. It's harder and harder to find the new, the new thing. And, uh, I totally miss that part of the game. Like it is, it is really fun. So hopefully you guys are enjoying the process. Um, you know,

I know it's hard and frustrating and scary and all those kinds of things sometimes, but, um, and looking back on it, it's just like my wife and I always talk about like, um, you know, now money's not an issue. We have, you know, all those kind of things we want. But like we talk about, do you remember when we were like completely broke in a 400 square foot apartment and like we literally had no money at all? I remember like one night we had no money for groceries and taking all her CDs that she spent a decade of her life collecting. And we took them to the CD exchange store that gives like 30 bucks for like 100 cds and

then taking that money to to the grocery store buying groceries and it wasn't enough groceries for the week and we're like what are we gonna do next week i don't know and like those times were so much fun and like anyway i just hope you guys enjoy the process i know sometimes it can be stressful but um i promise you that that after it clicks it's like we talked about earlier if you came on later go back and listen to him it's like it's pushing this boulder up the hill and it's hard and it's frustrating it's hard to get there but as soon as you get over the top then it just takes off and that's fun and i i'd say for most of you guys over the tops like 30 000 people on your list like 30 000 people on your list that's like the tipping point typically and then and the next big one's uh 100 000 people on your list but that's like the tipping point typically. And then the next big one is 100,000 people on your list.

But if you set that as the goal and the site and that's where we're going, then it becomes possible. And it's just like how to be creative. How do we do it? What are the different ways? How can we come up with new ideas or new tweaks or different ways, new partners or different fun stuff? And then it's just doing it.

So yeah. And Michael said it great down there in the comments. Don't quit. I promise you guys this stuff works. It takes a little while sometimes to go through the ups and the downs and the frustrations, those kind of things. But it's worth it. I promise you guys it's worth it. It's worth it on a couple levels.

It's worth it for yourselves. Like, the money and that kind of thing is really, really cool. Like, that part's cool, but that wears out fast. It's worth it from like the, from like the freedom, security, like that kind of stuff's like awesome, but it's more worth it. Like when you start seeing the people's lives you're serving and you see them have success, like, oh, that's so much cooler than I ever dreamt it was going to be. You know, I don't think most of getting an entrepreneurship, like I want to change somebody's life. Some of you guys do. Some of you guys are more altruistic than me.

That wasn't my core motivation going into it, but then after I tasted that, I was like, man, that was really cool. That was really cool. Anyway, keep doing it, you guys. It works. I promise you that. You just got to make sure you're focusing on the right things. Putting out a lot of stuff, some funnels flop.

I was talking to my dad tonight earlier. He's there in town right now. And I was just like, you know, the interesting thing about this is that the market doesn't care about our feelings. Like the market doesn't care you're in business. The market doesn't care that you spent the last six months killing yourself on something. The market doesn't care. The only thing the market cares about is itself. So first that's like frustrating, like screw you market.

Like don't you know who I am? But then it's like almost freeing. It's like, you know, if I, if I script something my fault, like the market just didn't want it. Like what does the market actually want? Like, what if I stopped asking, like, what do I want to create? Start asking, what does the market want? Like, what is, what are they looking for right now? Like, what is the thing that they actually want? Like that's, that's when you start shifting to like, huh, let me start listening. Like, what is the market saying? And it's hard because the market's not a person. It's a group of people, right? But what are they saying collectively?

You start listening closer and then start reading their comments. I was talking to Brandon and Caitlin Pullen off Lady Boss when they were at last year's Circle meeting. And they said, you know what's fascinating? They said, we don't write our own copy anymore. We don't create our own products anymore.

And they go, all we do is we go into our Facebook group and we just listen. And they tell us the copy. They go, all we do is we go into our Facebook group and we just listen. And they tell us, they tell us the copy. They tell us what they want. They tell us what they, we just listen to the market right now. And so,

you know, eventually you build up the list where you, you know, where you have your own list, you have your own following and like, and that's the voice

you're listening to. But until you have that, you know, you gotta, you gotta look at the market. So it's like, hey, where's that market congregating?

Who's listening on? What forums? What groups? What Facebook groups? It's like getting into them and start listening, like listening to the, listening to the market. So it's like, hey, where's that market congregating? Who's listening on? What forums? What groups? What Facebook groups? Getting into that and start listening, listening to the market, trying to get your ears in tune with the market, the pulse of what they're saying, what they're feeling, what their pains are, what their desires are. But if you start listening through those ears, like when you're in the Facebook groups or wherever it is you're going to hear your market, you'll start hearing it like, oh, that's the frustration. That's the pain.

That's the thing that we're missing. It's been interesting. I can't announce these things yet, but the last six months or so, listening to my market, to the ClickFunnels, to that market, I've definitely heard a lot and felt a lot. And, um, you will be seeing over the next six months, um, changes that, that at first will make no logical sense. And then when I write the book about it later, you'll be like, Oh my gosh, he heard. And so I'll make sure you guys for your markets, you're listening and just paying, paying attention because the market tells you what it

wants. So if the offer doesn't convert, don't be mad. It's like, that's not what the market wants. What do they want? Let me find out. Let me pay attention and create what they're asking for. If you do that, that's the recipe for success. I remember one of the very first courses I went through

was Frank Kern's Underachiever Method, which I ended up buying that course and the rights from him. But the whole premise of the book was like, having success in business is three steps. Step number one, find a hot market. Step number two, ask them what they want. Step number three, give it to them. That's it.

And you start looking at a business from that lens, it's like, oh my gosh, this is really easy. Find a hot market, ask them what they want, give it to them. That's it. It's not, think of a really cool, unique product or service that's going to be amazing, then create a funnel to force them to buy the thing

and then go buy ads to go force, find people that'll buy the thing that you created that you love. Like, no, find a hot market, ask them what they want, give it to them. That's it. It becomes really, really simple that way. And if we're overcomplicating it, then maybe stepping back a little bit, you know, all the other things are techniques to help make that process easier, but it, but it really,

really is simple. Find out market. Okay. That's the market of people who are excited or passionate, who have money, who are looking for stuff. Right. I still remember Joel Irway when he joined the inner circle, like three years ago, he was trying to sell to, um, years ago he was trying to sell to um uh he tried to sell to uh engineers like how to like increase your your salary like he tried everything on earth and um like his webinar was good his offers good everything was good and like nobody was gonna buy and he's like why is nobody buying finally it's like do you really want to why engineers are boring like they're nice people but they're boring they're not excited about bike they don't they're And he's like, why is nobody buying? Finally, he's like, do you really want to know why? Engineers are boring. Like, they're nice people, but they're boring.

They're not excited about buying. They're not like, yeah, engineering, let's go spend some money on becoming better engine. Like, you've never heard that from any of them ever, right? What do you hear? The hot market is the market where people are like, oh, I must give money to somebody for something. Like, if your market's not buying stuff from a lot of people right now, not a good market, right? So finding a hot market. And then again, listening.

What do they want? Ask them what they want. And then creating that. Not what you want, but they want. And I can tell you how many failed funnels I've had of me creating my big idea that the market didn't want. I've had features inside ClickFunnels that crashed because I created what I wanted,

not what the market wanted. So it comes back to that. So, um, yeah, Nick said, that's, he said, that's where my course came from. I kept getting assets. So I created it. Boom. You got it. That's the, that's the game plan. So now you know that now it's like, okay, now we got it. Now Scott and let's like start, start getting that market, start, start earning, earning the ground, building it up. All right, guys, I'm going to bounce. Thanks so much for everything. Hope you guys are all doing good. And if you don't have your ticket yet to unlock secrets event, like earning the ground, building it up. All right, guys, I'm going to bounce. Thanks so much for everything. Hope you guys are all doing good. And if you don't have your ticket yet to unlock secrets event, like, come on now, what are

you waiting for? I'm killing myself on these slides and this presentation and it's going to be so good. It's going to be fun. So I appreciate you all. Have a great night and we'll talk to you soon. Bye, everybody. Would you like to see behind the scenes of what we're actually doing each day to grow our company? If so, then go subscribe to our free behind the scenes reality TV show at www.funnelhacker.tv.