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259 - Is It A Funnel Or An Hourglass?

259 - Is It A Funnel Or An Hourglass?

Listen To Today's Episode: 

Episode Recap:

A message from Annie Grace about the deeper meaning behind a funnel. On today’s episode Russell shares a video from his Inner Circle member Annie Grace about when she discovered the significance of a funnel versus an hourglass. Here are some of the awesome tidbits you will find in this episode:

-- Find out why Annie Grace was discouraged when she realized she couldn’t have an impact on everyone she wanted to.

-- And see how realizing the significance of an hourglass versus a funnel helped her feel good about her level of impact.

So listen here to find out what Annie Grace means when she says she’s an hourglass.

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Best Quote:

And then all the sudden I just remembered the second part of that verse, it was like, “But the seeds that actually spring up will reproduce 30, 60, 100 times.” So all the sudden I saw that it’s not a funnel, it’s an hourglass, and I wanted to share that because that’s what Russell’s doing too, right. There’s, you know, of all the people Russell touches, there’s only a few, but then you look at the people in this room, and we’re the hourglass, we’re the people who are like impact.


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Hey Everybody, this is Russell Brunson. Welcome back to the Marketing Secrets podcast. Today I am really excited because I’m going to actually be sharing with you guys a video from behind the scenes of the Inner Circle meeting.

So some of you guys know Annie Grace in our community who is one of my favorite people. She shared something at the last inner circle meeting talking about a funnel versus an hourglass, and it had such a profound impact on me I wanted to republish it here. So with that said, I’m going to queue up the theme song and when we come back I will share with you guys that video, or that message and I hope you guys love it.

Hey everyone, so we are back, and right now we’re going to move to the next segment of the show, which I’m really excited for, this is called Tales of a Funnel Hacker. This is where I’m pulling out really cool stories from the community. Sometimes they’re people who speak at Funnel Hacking Live, or maybe they’re in my inner circle, or maybe I hung out with them at the restaurant, there’s just a cool story that I wanted to share. And this is one is someone who doesn’t know I’m sharing this yet, so I’m kind of excited.

But a lot of you guys know I have my own inner circle coaching program, it’s $50,000 a year, we had 100 people in it, and this year I actually shut it down, which if you listen to the Marketing Secrets podcast you’ve heard that story before, which was really hard and painful thing for me to shut down. But it was something we needed to do to focus on where we’re going. But basically every single entrepreneur in that group gets to come and they have 30 minutes on stage here in our office to present what they’re doing in their business and stuff like that. And I wanted to share with you guys a little clip from my friend Annie Grace.

She is one of my favorite people in our inner circle. And she shared something that had such a huge profound impact on me, I remember after she said it, I just sat there and I was like, “Oh my gosh.” I kept thinking about it, the next day I thought about it, the next day I had her, there was another group that came in and I had her re-tell it again. And I wanted to share it with you guys because it’s such a big important thing.

For those who don’t know Annie, Annie has written a bunch of different books, I can’t tell you, I have another cool announcement about her that I can’t announce yet, but…Yeah I can’t yet, I almost got in trouble. Anyway, she’s awesome, but she wrote a book called the Alcoholic Experiment, she has another one called The Naked Mind and she helps people to break the chains of alcohol addiction. And her books are amazing, even if you’re not addicted to alcohol, they can help you break the chains of any addiction because it helps you understand the psychology behind it, and NLP and all the stuff that affects your brain that gets you, that causes an addiction, and she is just an amazing person who is changing so many people’s lives.

And at inner circle she was talking about her business and how she’s trying to help all these people and she’s talking about, she’s got a certification program coming and all these things she’s doing, and you know, she’s selling thousands of copies of her books and she’s on TV, and all these things that are happening, and I think sometimes we’re all excited, but then you see, “Man, I’m selling all these things, and not everyone’s having success.” And you get frustrated, and there’s always that piece of it. And this insight she shared had such a profound impact on me I wanted to share it with you guys. So I’m going to show this clip, it’s about 2 minutes long, if you guys want to see it right now. This is from Annie Grace during her inner circle presentation this year.

Annie: Really, I have been struggling a lot with this idea of a funnel, since the very beginning, on a personal perspective. So you know, I’ve sold multiple hundreds of thousands of books and I’m like, “Oh my gosh, of all those you know 250,000 books, how many people actually read it? And then how many people finish it? And then how many people does it touch? And how many people…..” and it gets so small to the point where the people who need you and the people you’re impacting feels so, so, so small.

So Brian was like, “Well, it’s kind of like the parable of the sower. You sprinkle the seed and some of it falls on…it’s just how the universe works. Some of it’s going to get choked out, some of it’s going to spring up, some of it’s going to do these things.” So I was like, “Okay, it’s just how the universe works. I just have to make peace with this idea.”

And we just opened this Naked Mind Institute where we certified 60 coaches to go and kind of do this work in the world. And I was driving back from that training, I’d just dropped my team off at the airport, and I was really thinking about that. And I was like, “Oh my gosh, even in that room, 60 people came but how many of them are actually going to create these businesses that do something and go somewhere in the world? It’s just going to get smaller and smaller and there’s probably only going to be like 5 of them that are like the breakout people that impact other people.”

And then all the sudden I just remembered the second part of that verse, it was like, “But the seeds that actually spring up will reproduce 30, 60, 100 times.” So all the sudden I saw that it’s not a funnel, it’s an hourglass, and I wanted to share that because that’s what Russell’s doing too, right. There’s, you know, of all the people Russell touches, there’s only a few, but then you look at the people in this room, and we’re the hourglass, we’re the people who are like impact.

And then the next thing I wanted to share that I think is so good for me, and it’s something that I remind myself of all the time. As entrepreneurs, we are as Alex Charfen says, “Momentum based beings.” We are forward focused, we want the next thing, we are going to the next place. And a practice that I do, and something that just really speaks true to me is this quote, and I think if we can just say this to ourselves and have the tension of wanting the next thing, but also knowing that in this moment we have arrived, in this moment we are here, in this moment our destination is in each step and each moving forward. It’s so powerful and sometimes when you just get stressed and thinking about the next thing, just remember we’re already arrived you guys, we’re already here. This is the stuff. So I wanted to share those things.

Russell: Isn’t that an awesome message. I think that I’ve felt that sometimes before, where it’s just like, man we’re doing all these things, we’re spending so much money to put our voice out there, our message out there, and sometimes it is discouraging when you look at it. You know we sold, and I see people a lot of times in the Clickfunnels Facebook group like, “There’s 250,000 people in here, why is there only 100,000 members? What’s wrong with everybody else?” or “We sold, I don’t even know, 3 or 4 thousand copies of the Dotcom Secrets and Expert Secrets books, but how is only 100,000 members, and from those members how many are having success?” and you look at that and it can be frustrating sometimes.

And then when she pointed that out and said, no it’s not a funnel it’s an hourglass, the people that do take hold, those are the ones that grow, that’s what gives you the inspiration. That’s really what I think all of us, our calling is to go out there and be as loud as we can, put our voice out there, put our products, our services, put it out there, and try to change as many people’s lives as possible, but the ones you do touch, the ripple effect from that, that’s why we do this.

So anyway, I hope that that helps any of you guys who have been going through this process, who may be struggling or maybe haven’t figured out…I think especially if you guys have taken the DISC profile, I’m a very high ROI, my highest value, I need to see a return on investment or else I don’t want to do it. For any of you guys who sometimes get frustrated like, ‘I created this video I posted it and I had like 13 people watch it.” Or whatever, and you’re frustrated because you’re not getting the traction you want yet. It’s like, that’s okay, you have to keep putting the message out there, and putting it out there, and keep putting it out there because you’re sowing all these seeds, you’re sowing all these seeds. And the right people are going to find it, they’re going to hear your message, they’re going to take that thing and that’s what’s going to blossom, that’s what’s going to change the world.

So that’s my message to you guys from Annie, and I’m going to continue through Marketing Secrets live and try to find some of these cool experiences like that, where there was 30 people in the room there with Annie that heard that, but it’s something that I want to share with the entire world. I’m going to try to find some of those segments to share with you guys to really give you the impact. So I hope you guys enjoyed that. If you did, post it down in the comments down below, say, ”Annie, thank you so much for the hourglass analogy. I think it’s amazing.” And that’s it for the second segment of the Marketing Secrets live show. We need a drum, we need a band. We definitely need a live band right now.

Hey this is Russell again, and really quick I want to thank you so much to listening to the Marketing Secrets podcast, I hope you enjoyed this episode, and if you did can you imagine what it would be like to experience this for four days with 5000 other insane funnel hackers? People who are just like you, who think like you, who believe like you, who have vision like you. If you would like to do that then you need to be at this year’s Funnel Hacking Live, it’s coming up very, very soon. If you don’t have your tickets yet, you can go to

And it gives you the ability to leave your home, leave where you’re trying to create and dream and come to a place with a whole bunch of people who think like you, who believe like you, who see visions like you of what they can create, and what they can become. Funnel Hacking Live is not just a marketing event, it’s not just a personal development event, it’s both of those things wrapped into one, and it is an experience that will change your life forever.

So I want to make sure you get your tickets. If you don’t have them yet, go to, get your tickets. We have sold out 5 years in a row, we will sell out this year as well, and after you get your tickets you will be there with 5000 other insane, crazy, fun funnel hackers talking about how to grow their business, sharing all the best marketing secrets, things that are working today. But you gotta go get your tickets now at Thanks so much and I’ll see you in Nashville.


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