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Is it always better to start building the backend of the funnel first?

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Is it always the best case to start at the backend of your funnel and build your highest value offer first and move forward to your self-liquidating offer at the frontend?

I run a real estate agency and have a bunch of clients. I have the same problem happening again and again. Leads come in… people enter name, email, phone number… and they don’t respond… When the agent calls them, they say, “Oh, I’m just looking around,” because they don’t want to talk to a salesperson. Do you have any ideas, besides emails and retargeting, on how to warm those leads up so they’ll want to answer the phone or have the conversation?

Question Featured On: Episode 5 - #AskRussellAnything

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Answer:

I’m a believer in starting at the backend. The reason why most entrepreneurs don’t succeed is not because they don’t have the vision, it’s because they have the vision and start running and they either run out of time or money before they ever get to the answer. They don’t have the chance and ability to change people’s lives and do all the things they want and need to do.

It’s hard when you spend all this time and energy and effort. It takes just as much time, if not more to make a frontend product. Actually I think it’s harder to make frontend stuff than it is to make backend high ticket stuff. The problem is you spend all this time, energy and effort building this frontend thing with a goal of breaking even. It’s a good goal, but the problem is where do you put them to next?

I always say with the first funnel you build is you build it and keep tweaking it and working it out until it’s made you at least a million bucks. The problem is if the first one is a frontend funnel and you make a million bucks, you broke even and you don’t actually make anything. It can be disheartening for an entrepreneur to make a million dollars and be broke.

I think it’s better to start with the backend, maybe you don’t work with as many people, but you can work more intimately. And you can get cash flow coming in faster and when the backend is in place, you can work frontend to bring people into the backend. So that’s my personal feeling. I just know as an entrepreneur, I don’t want people running out of time and money before they have the ability to actually change people’s lives. That’s my feelings and I think it works.

That’s my answer, start with the back, blow people’s minds, get results first, and then from that you can build out the frontend program.

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