Our first time running our 3-Day Selling Online event gave us 4+ hours of rapid-fire question and answers, and while I want to reserve the full Q&A for those who purchased access, this set of questions are EXTREMELY relevant to a lot of the questions I get from people in our niche.

So let’s dive back into the Selling Online Q&A session where we tackled 20 more pressing questions from our engaged community of entrepreneurs, content creators, and business enthusiasts. This time, we covered an incredible range of topics in just over an hour, ensuring you walk away with actionable strategies that you can implement immediately.

During this session, we explore fresh, cutting-edge ideas, including:

Join me, along with facilitator Chris Cameron, as we navigate this array of questions and deliver insights that could transform your approach to online selling. Whether you’re looking to refine your current strategies or gain a fresh perspective, this episode is a goldmine of information you won’t want to miss.

And with all of these quick shot questions and answers, keep your ears open for the ONE idea that could dramatically shift everything in your business and put your full focus there. Hopefully these answers are beneficial for you!

And if you’re eager to continue your journey to success, be sure to secure your spot at our next event on SellingOnline.com — where we’ll continue to push the boundaries of what’s possible in the digital marketplace.

The people that we connect with are people who are cool and we hang out with them. We talk to them, and they're not there trying to ask me for something. They're not trying there, trying to fill their agenda. They're coming to become friends. And so what we do in industry events, we go and we meet people, we become friends with them, we talk to them, figure out to serve them, and never ask for anything, ever.

Russell Brunson:
What's up my friends? This is Russell Brunson and this is the Marketing Secrets podcast. But I'm here today to talk to you about other cool stuff. Number one is right now I am neck-deep preparing for Funnel Hacking Live International. This will be our nine and a half Funnel Hacking Live.
Last year was Funnel Hacking Live 9 in March or February, Funnel Hacking Live 10, but there's 18 months between 9 and 10. So we decided slip in this little virtual one in between, we call it for a 9.5 or International.

And it started this little small thing, but now we've got, I don't know, almost 10,000 people registered for it. So it's going to be kind of a big little thing. And if you don't have your tickets yet, go get them. We start September 4th. So depending on when you're hearing this, we are almost to deadline and it's going to be amazing.

So the cool thing is you can get your tickets for free. You go sign up, register, you put your credit card in, and then after the event's over, you decide if you want to pay for it. So it's the cool thing. We've never done this before, Funnel Hacking Live, but I thought it'd be fun and yeah, so if you don't have a ticket, you should go get it.

Because of that, I am here late at night, I'm going to be here late night every night working on this. And so I don't have a chance really to nail a new unique podcast for you, but it's like what could I do to provide value for you guys today? And I think what would be cool is, as you guys know, you heard this a couple, about a week ago, we did a live event called Selling Online, which was insane, one of the coolest events we've ever done.

And the last day I did five or five and a half hours of Q&A and I posted some last time like rapid fire, like two minutes per question Q&A and the feedback you guys sent was insane. You're like, "How does Russell solve so many problems in such a short period of time?" It was really fun.

So we're going to take another chunk of really cool questions from that rapid fire Q&A and hopefully it'll provide you insane amounts of value as you are listening today. And then, like I said, getting yourself prepared for the Funnel Hacking Live event that's coming up... Man, I leave in a week from today, the time I'm recording, which by the time you get this will be less than a week from today.

So anyway, I appreciate you all. Go get your tickets to funnelhackinglive.com and then check out this episode with some Q&A's and hopefully one of the questions you have that you've been stuck on will be answered today during this session, and it'll unclog you, and help you to change the world.

So, thanks so much, appreciate you, and we'll see you guys soon.

In the last decade, I went from being a startup entrepreneur to selling over a billion dollars in my own products and services online. This show is going to show you how to start, grow, and scale a business online. My name is Russell Brunson and welcome to the Marketing Secrets podcast.
Next question is from Peter. Peter!

Peter:
Hey Russell, how are you? Hey Peter Nieves, the IP mentor. Good to see you.

Russell Brunson:
You too.

Peter:
So just really quick background. So content creators need to have copyright trademark and AI law knowledge. It's mandatory for them to have maximum financial gain and minimize their legal vulnerability, right?

There were no trainings in this area. So what I did was I took 25 years of experience and business-savvy and being a content creator to create a three-day course called the Content Creators Legal Boot Camps.

And all this training is provided without, get this, no legal fees. That's the beauty of it, is that they obtained the business savvy without the legal fees. Now this is what I've run into. People want this training.

However, I can't obviously run this thing every single week, because I run my own law firm and at the same time I build an education institution.

So here's the question. The training I've been doing once a month to once every other month, but I created an online course which is basically the recordings, right? With some handouts, which are real life application things.

How do you stop people from stealing your content? How do you use AI the right way and not run into problems, all that.

Is there a way to create a funnel that actually gives somebody opportunity to sign up for something live, but at the same time, if they don't have time for the live training to take the recording, is there a way to do that where it's not competing with each other, because I have the offer on the recording and I also have the offer live, but with live, there's VIP, and everybody wants to ask me live questions.

Russell Brunson:
What do you think the best is-

Peter:
And I love doing this. So what do you think, brother?

Russell Brunson:
I think you run both plates. We do this right now. I shared this two days ago with the VR. Anyway, so especially with paid ads, when you're buying ads, it's really hard sometimes if you have a live presentation happen on Thursday and you're buying ads, somebody takes a while to get there.

So if you have an auto webinar version we do a lot of times is like someone register and they get the recorded version right away. And so that way from us buying the ad, them clicking and watching it, like the windows assure it's possible, we try to make some money off it. But then when we do a live one, we take that list of people who saw the recording like, "Hey, I'm going to go live on this one, come hang out."

We push all that to live. So you're kind of using both. And if someone watches the presentation twice, that's totally okay. Again, I would think the average-

Peter:
Do you have them both in the same funnel or you keep them in separate funnels?

Russell Brunson:
I would probably drive traffic to the auto-webinar first and then every time I decide to do live, send emails to everyone registered to the thing over there.

Peter:
Got it. Appreciate you. I know Barry, I know Pedro, so just we all love you man.

Russell Brunson:
Hey, there's a bird on your shoulder too. I don't know if you knew that or not.

Peter:
I know. This is Autumn. This is Autumn. She's absolutely awesome. So she's kind like my study buddy keeps me going in life, so I'll let her go back to her spot.

She goes over there. Life is good. Appreciate your help, man.

Russell Brunson:
Peter, you're off. Peter's a pirate. This is amazing. Oh, wow. That was one of the most amazing things I've seen. All right, Brent, contain your stuff. Let's bring on our next question.

Brent:
Okay, next up is JJ Onah.

Russell Brunson:
JJ how are you from Australia? Welcome.

Good day, mate!

JJ:
From Hawaii, guys, good morning.

Russell Brunson:
Hawaii. Sorry, Hawaii.

JJ:
So I'm a brand new prime mover. I went into the product and it's so awesome. There's so much value there. So I appreciate that.

I've been in the industry for a little while, but I consider myself a beginner and I'm in another school community and there's a lot of retirees and for me, I want to basically earn a supplemental income like a lot of other retirees.

So how would I actually... so, they got the product, they got the landing page, but everybody's looking for traffic. How would I actually use this platform to help these people because nothing's happening inside that community.

Russell Brunson:
Oh, really?

JJ:
As far as sales.

Russell Brunson:
Yeah, so the question is how do you start getting more traffic? Is that?

JJ:
Yeah, at least look at different ways because the ways we are doing it as far as trying to get content out there, content out there, but maybe I just want to give them another option.

Russell Brunson:
Yeah. Well a couple of good news. Number one, since you joined the Prime Mover Foundation, we have this school group that's called Conversation Domination, which is our traffic training portal.

And so, excuse me, as of right now, there's a whole bunch of really cool trainings that are in there right now and we go through paid stuff, free stuff, organic. So there's a lot of ways to drive traffic. It's the biggest problem, traffic, there's so many ways to do it, people are overwhelmed. It's like, "I don't know what to do."

But you can go in there and start going through that stuff, start learning different ways. But we have a couple amazing, someone who's really good at free traffic, her name's Rachel Miller who's going to be coming in doing weekly trainings that are focused on the free stuff. Then we got John Parks on my team who runs all our paid ads coming in doing paid ads.

So we're going to be doing a lot of both of those. We have social people coming in, so it's going to be this community where you can learn a ton of ways to get traffic, and the biggest key's not getting overwhelmed, but it's kind of going through all of them, figuring out what one you gravitate towards, and then doubling down, right?

Eric Thane who spoke other day, he doubled down on shorts and he loves it and that's his obsession and he gets tons of traffic from that.

Other people is like, "I don't want to ever do anything short, I want him to do paid ads." So it is just kind of figuring out the thing that you or your audience kind of gravitates towards and then really focusing. And so the goal with the Conversation Domination is showing all the platforms and you picking where to go and then diving deep on it, and then learning and going through mastery.

Again, traffic's usually the hardest part of the equation for most people, but when you understand it, it's the easiest part. There's so much traffic, it's just understanding the nuances of each platform and how to use them. And we do that then becomes really easy.

JJ:
Then we'll work with Chris to build my perfect webinar.

Chris:
I'm ready, JJ. Let's do it.

Russell Brunson:
Thanks for your question. Awesome. All right, Brent, who do we have next?

Brent:
All right, next up is Hamza Ahmed.

Russell Brunson:
All right Hamza, how are you?

Hamza Ahmed:
I'm good. Hi Russell. I've developed a six-week parenting program called the Parent Maker Method that helps parents transform their family dynamics and become more confident and calm parents.
I'm planning to use the perfect webinar format, but I'm struggling to identify the one thing and the three secrets for my audience, and my target audience, they're for parents who are feeling overwhelmed dealing with constant conflicts with their partner or with their children and wanting to improve their relationship with their children.

Given this context, how would you recommend I approach the defining the one thing and the three secrets for my parenting-focused webinar, and how would you quantify the problem as well?

Russell Brunson:
Very cool. This is an interesting one, I have... Stephanie Blake who's in my inner circle is working on a similar program, and she has the podcast called the Powerful Parenting podcast. So watching it, I don't know if you've seen her, but funnel hacking or watching, you can probably cross-promote each other. She's been working on the same kind of concept for a long time.

But I think a big part of it is, if it was me, I'd be going to interview a lot of parents because it's obviously a common pain. I think 99.9% of parents are going through it or dealing with it. I'm dealing with it. I'm sure you're dealing, we all struggle with that. So it is just going and asking some people and getting some feedback.

For me it's like when I'm trying to create an offer, I listening as much as possible. I'm going into the community, I'm asking questions, I'm doing stuff to see what people, how they phrase things, what they're struggling with. I want to get their pain points.

Anytime you look at good copy, I can't remember which one of my favorite copywriters, I can't remember his name right now off the top of my head, but he said "The good copy is figuring out how to enter the conversation that's already happening in your prospect's mind."

So it's like by asking the questions, you start figuring that out and for that's where these ahas actually start coming from. A big reason why I do Q&As like this. Yes, it's fun, yes it is exhausting. But I'm hearing you guys ask the questions in the way that you would ask them, not the way that I would phrase them, and it gives me ideas for how I'd structure a video or this or that.

It's all based on how you are asking the question, not how I would answer the questions. Does that make sense? And so that'd be my first goal for you is just really start talking to a lot of people and that's where those ideas will start bubbling up.

Hamza Ahmed:
Yeah, appreciate it.

Russell Brunson:
Thanks Hamza, a great question. All right, who do we have next, brent?

Brent:
All right, John Gunsell, you're up.

Chris:
John, welcome. What question do you have for Russell?

John Gunsell:
There we go now. We're unmuted. Hey Russell, my wife and I have been with you since 2016. I'm a certified funnel builder and I think I've read every book you've ever written, I'm pretty sure.

Russell Brunson:
Well, thank you.

John Gunsell:
Yeah. Quick big picture here. We created a $5,000 online course that teaches working parents how to discover their purpose, and create a $2,000 offer around it so they can work from home and spend time raising their kids.

So here's the question, what would you say to get cold traffic hooked on the value of finding their purpose? They're hungry to buy our front-end offer, which is our $47 master purpose secrets program.

Russell Brunson:
Very cool. What's interesting is the people I know out in the world, there's people that are very purpose driven and people have no idea. It's definitely a divide. And the people that are purpose-driven, they're very, very passionate.

Typically these people, they want to write their own book. Those are the things. And so for me, I'd be looking like their aspirational hopes, the things that they're looking for and trying to speak into that. So does that make sense?

It is also finding the people that have done that before, telling the stories. I mean there's a ton of ways you could do it, but it's really showing the end result of people have done it. So finding someone who is just like them, showing someone who had that same experience and then that person found the voice.

So I'm sure you have a ton of clients who've gone through this process already, and it's capturing those things and telling. So for example, right now we have one of our video teams are on location right now traveling around, they're in California hitting a bunch of people's houses who are literally just ClickFunnels members who struggled, who did the thing, who now are here.

It's like we're just capturing that story so we can tell the story, capturing the story so we can tell the story.

Have you guys capture a lot of those stories yet? Do you have those in a way?

John Gunsell:
Yeah. Yeah, we have. We've put about 60 people through the program so far it's been great.

Speaker 8:
It's 100% success rate, so they're big stories.

John Gunsell:
But it's all big one-to-one selling. It's not one-to-many. So that's why getting people with cold traffic for purpose, I mean I'm not even sure if that's where to go, or if it should be like I should lead with something else and then spend more time developing purpose.

Russell Brunson:
No, I think it's showing that thing look... it isn't the language pattern. So "Look how this, look how so-and-so, who was a school teacher who was da-da-da-da was able to take her purpose and then turn it into an income and give her the purpose and the time and freedom."

"Here's so-and-so who went out..."

So tell that story and you want to learn how to do this during my free web class to show the passion to profit, whatever that is. But it's taking all those success stories and just framing them in the right way, whereas people see the before and the after and then there's a teacher one targeting teachers. If there's someone who was a dentist targeting dentists...

It is just going to the avatars that you have and drilling deep into each of those different segments with the case study stories you have, you know?

John Gunsell:
But case studies in the webinar then into sale. Got it.

Russell Brunson:
There you go.

John Gunsell:
You're awesome man. We love your-

Speaker 8:
Perfect.

Russell Brunson:
Great to see to you guys again.

John Gunsell:
Thanks buddy. You too.

Chris:
I saw an aha moment too. I love it when you can see them sometimes in person you don't see it, right? Or I mean you do see it, but virtually when you have them up here and they were like, "Oh yeah, that's it." I saw aha there.

Russell Brunson:
Got it.

Chris:
I love that. All right, let's keep going!

Russell Brunson:
By the way, how many, at least one aha in the last hour and 34 minutes we go live. Have you had one wave your hands or type in "Aha!" So I can see it. Make me feel good about myself. Cool.

Chris:
Let's get some ahas going, here they come. That's awesome.

Russell Brunson:
All the ahas.

Chris:
All right, Brent, who else do we have?

Brent:
Cool. Our next question is from Emery

Chris:
Emery, let's have your question!

Emery:
Hey, how are you?

Chris:
Awesome, awesome.

Emery:
I'm so addicted to sales just like Russell is.

Chris:
It's like a support group.

Emery:
In fact, I'm thinking here's a manuscript that you'd be interested in

Chris:
Oh, all right.

Russell Brunson:
I love it.

Chris:
Anyway, you send me a signed copy.

Emery:
My business is we make controls for refrigeration and we save typically 30, 40% energy.
And most people don't know that about 30 to 40% of all the food that's made never makes it to the market because it spoils or whatever.

So, our control systems save energy, monitor people stuff, and we've been doing this for 30 years. We've probably retrofitted 50,000 systems, probably over $200 million worth of work. But so what I'm trying to do now is figure out how do I use your technology? I've never used funnels and fairly new, never read any of your books yet.

But I want to know if I could take our know-how and expertise and offer it as a course or a training almost like a franchise and say, "Hey, for $50,000 we'll show you how we do what we do. Would you like to have a business that can do what we do? It's in demand and 30-40% energy to save is huge."

Russell Brunson:
Yeah.

Emery:
Utility companies pick up-

Russell Brunson:
Who's the ultimate buyer? Is this grocery stores or...

Chris:
You want us to make a business?

Emery:
No, it's mostly anywhere from Dunkin Donuts on up to huge warehouses.

Chris:
Okay, so that's who they'd be selling to. Got it

Emery:
So it could be $5,000, could be $1.2 million.

Russell Brunson:
Cool. So I would do is I would make a webinar presentation that's like the easy side hustle, the side hustle. We figured out they'll sell over $200 million worth these things in the last 10 years and how you can replace your current income with blah, blah, blah, selling something.

Emery:
I understand. I get it. But I'm just thinking of the quick way to get it out there, but there's a lot of people who want to do what we do, but we figured it out, we're the experts.

Russell Brunson:
I'm saying I'd create a webinar pitching it, and then yeah, you could sell a lot of these. It could be a $50,000 franchise, it could be a $10,000 licensing deal, it could be a $1,000 course, or it could be all three of them. Right?

Emery:
Well, we make the product and we get a recurring revenue as well, because everybody looks at their stuff on their server.

Russell Brunson:
Yeah, yeah. I'd be looking at building an army of salespeople out there. I'd create a business opportunity and see if I get 10,000 people out there selling door to door for me. If you're making money in every unit and the recurring, I'd build an army of people.

So I'd create a really good business opportunity and that'd be killer, man.

Emery:
Okay.

Russell Brunson:
Thanks, Emery, great question.

Chris:
Yeah, I love some of these out of the box ones, right? They're awesome.

Russell Brunson:
By the way, for most of you guys businesses like this is like Dan Kennedy. If you ever read, in fact all you guys who upgraded sellingonline.com/go, just so you know, in the Alchemy training course, we've got five unreleased Dan Kennedy books in there right now. One of them is called Selling Opportunity. It's all about how to take what you do and turning it into an opportunity or a business opportunity.

And so just as a thought, a lot of your guys level 10 opportunities I talked about a little bit. Lot of times you guys are like for example, Annie Grace teaches people to overcome alcohol addiction, which is great. She just makes I think six, 7 million a year teaching that. But then she created a business opportunity. You can become certified to teach her stuff as people and she makes another multi seven figures turning what she does into a business opportunity, where other people can take her message out to the world and sell it too.

So, for all you guys, a lot of times level 10 opportunities like mastering one thing and then turning it into a business opportunity later, which then becomes the thing that for me, I built funnels for myself for a long time and then I turned that into business opportunity where you guys can all build funnels for your... and like.

Chris:
Promote

Russell Brunson:
Yeah. So anyway, just a thought. I have an idea. Let's do one more and let's do a five-minute dance party to stretch it out.

Chris:
Love it.

Russell Brunson:
We've been going for almost two hours, and is that cool? So we'll do one more and then we'll do a dance party.

Chris:
One more Brent, who we got?

Brent:
Cool, we got Timmy is up next. Timmy, you're live.

Russell Brunson:
Hey, what question do you have?

Timmy:
Hey, I'm a bit surprised it was me there. So let's bring my question up a second. There we go.
So I'm setting up a funnel for physical products and it's a one-off purchase, so it's not a natural continuous kind of purchase and so forth.

How would you add upsells and downsells, et cetera, to increase the customer lifetime value in such a funnel?

Russell Brunson:
What's the fit? What's the product?

Timmy:
It's a palm cooling device that massively improves your performance from a gym perspective, our target customers are gym-goers who want to increase their performance, both muscle building and strength.

Russell Brunson:
Very cool. Okay. So for me, I'm always looking at who's the end customer for this? If they buy this, what else would they buy?

So I'd be looking at, if it was me, I'd be like gym people, like supplements, gym people like... There's a thousand products that people go to gym like, so that's what I'd be doing is just like if they buy this, what's the next logical thing they may want?

Or even surveying and coming in, the people are buying your unique product and it's like, "Hey," on the thank you page, it could almost be as simple as just like, "As a gym owner, are you looking for more supplements?"

Ask what they're looking for. Because a lot of people, hardcore gym people know the supplements they're taking may be a harder sell, but other people might be really easy. And it's almost kind of segmenting. And then from there, be like, "Cool, here's the supplement we recommend that go with this, or here's the training program that goes with this, or here's the wrist straps to go with it or the BFR bands or whatever the next logical thing might be."

You know what I mean?

Timmy:
And then because obviously we don't have those products, so you would go and source those products somewhere or how would you do that?

Russell Brunson:
For sure. Yeah. And if you're using ClickFunnels ClickFunnels 2.0, we just did an integration with Zendrop and their drop shipping company has over a million and a half products in the product line. So you can go into there and literally type in "Gym equipment" and it'll show everything the product line and you can just plug it into your funnels and they automatically, when the order hits it, dings them and ships it out for you, which is a really cool thing in ClickFunnels now.

Timmy:
Yeah. All right, cool. And that works in the UK as well, where my location is?

Russell Brunson:
Yes. Not all the products. There's some that I just ship US, some ship worldwide, so it's just depending on it. They've sourced though with every manufacturer you can dream of. We haven't even told people about it yet, like it's insane, but it's all in there if you start searching for the Zendrop.

Timmy:
Zendrop, Zendrop.

Russell Brunson:
Yeah. Anyway.

Timmy:
Yeah, great man. Cheers man. Thank you very much for that.

Russell Brunson:
Yeah, thank you. Awesome.

Chris:
Thanks Timmy. Miles, what do we got? You guys keep switching up on, we got Brent, we had Miles. Miles, who we got?

Miles:
Well we're back to the best. All right, so we have Michael Fomkin and I believe Alicia as well. I don't see Michael, but hey, there they are.

Chris:
Oh hey, what's up? Check out that award.

Brent:
There's Michael!

Chris:
Great to see you again. What questions do you guys have?

Russell Brunson:
They got the monkeys.

Alicia:
Thank you so much for today, Russell. We have learned so much. We absolutely loved it. And every single question, every answer you've given tremendous value. So thank you, thank you, thank you.

Russell Brunson:
Very cool.

Alicia:
Okay, I wrote down the question because I still get nervous talking to you Even though we're 10x, I still get nervous.

Okay, Russell, with all the responsibilities and projects you manage daily, I'm curious, how do you structure your day to maintain such a high level of productivity and focus?

Russell Brunson:
Ooh, great question. And I'm starting to show more of it on Instagram and stuff like that just because... Yeah, so I'm showing more of it, but for me, I have to wake up early even though my kids stay up late at night. So I'm up early because it's best time for me to think and to focus and get some of those things done. So I try to write in the mornings, I try to work out in the mornings and those kind of things to set the tone right.

And then from there, my kids back in school finally as of two days ago, woo! Back in school! So I try to be present with my kids during that winter from 7:00 until 8:00 is when my kids are getting ready for school. So I shut everything off. So I go from five to seven is my time for either working out or writing

Alicia:
Quiet time.

Russell Brunson:
7:00 to 8:00, hanging out with the kids, getting them out the door to school, hanging out, trying to be the annoying cool dad. And then from there, traditionally what I do is I actually have two offices. One office is just mine. And so I go from there to that office and for me, that's my time where I go traditionally I was like, I read usually scripture stuff. I'm reading scripture by myself, and then a lot of times I'll write, I'll work in there and I'll work there for a couple of hours, try to get quiet time and just Russell working zone. And then after that's maybe 10:30, 11:00, then somebody get up and I walk to the other office, which where all my staff and team are.

And that's when we start getting into all the other stuff like meetings and questions and writing presentations and doing presentations and stuff like that.

So in a perfect day, that's what it looks like. And then usually 5:36 I head home and then I try to shut everything else off and be super present, dad/husband for the rest of the night as much as possible. And then that's the perfect situation.

So I try to block out my time and then whenever I'm situation I'm in, I try to be a 100% present in that moment as possible. I think the reason why most people don't get stuff done is they're in two places at once or three places at once and that's why they don't ever actually succeed.

So I'm not a perfect dad, you can ask my wife, I'm not perfect, but I, my goal is always 100% presence with wherever I'm like right now I'm trying to be 100% with you guys. I'm not talking to my wife or my kid. All the other things when I'm there, I'm there. When I'm here, I'm here. And that's been the core things.

We should a whole longer podcast on it.

Alicia:
Literally divide and conquer.

Russell Brunson:
People ask me stuff like that a lot.

Chris:
Yeah, that's awesome.

Alicia:
Awesome, thank you. Thank you.

Russell Brunson:
Great speaking to you guys again.

Chris:
All right Miles, so who we got?

Miles:
All right, up next we have Anise H.

Chris:
Anise, welcome. What question do you have?

Anise H:
Hi, thank you. So grateful to be here.

Yeah, Russell, quick background. Exactly that question before is actually the offer that I wanted to ask you about. I started a collaboration with the spiritual coach as coached high level entrepreneurs, LAS music artists and high achievers. We worked at the highest level in the music industry as a music producer for years himself and highly successful people often need to implement a spiritual dimension.

You talked a bit about that, praying and things into their life to maintain the best level of themselves, even the next level.

And he developed his own unique framework blending modern psychology, neuroscience, ancient wisdom, shamanism and spiritual principles.

So in easy, sometimes we model, a lot of times when success comes, we face new challenges that we're not prepared for and then we model the tactics of the outside successes of others, but we don't model the inside.

And so the framework is about the inside, how we get that to align with it itself. So how do we make the outer success match the inner success? That's what he specializes in. And now we want to make this unique framework available to our target audience at scale.
Question, how would you summarize this offer in an ad to target the winners of the Two Comma Club and Two Comma Club X Award?

Thank you so much.

Chris:
That's a lot.

Russell Brunson:
I think. Wow, first off, that's awesome.

Second off, the thing you nailed on was a lot of people model external success yet, but then maybe they're miserable inside or they feel empty inside. What they're missing is the internal success. They should be modeling the actual bottom of the iceberg. You know what I mean?

I think that's what I start leaning toward and say and showing different people. If you're modeling Elon Musk doing da-da-da, you're going to be miserable. Or he's probably not a good example, but whoever's like finding people who are whole complete people and being like these are the... You can follow this, which is good, but the reason why he's had this is because of this foundation that everyone's missing and showing people that people look up is someone who's got both sides of it figured out. That's probably how we start targeting that, because funnel hacking the inside or the inner game, not just the outer game. That's fascinating hook actually.

Anise H:
Yes, I totally appreciate that. Do you a quick, how do you always talk about easy language? It's obviously not an easy topic. How you could put that in a quick ad or headline to target that audience that's looking for that?

Russell Brunson:
Have you funnel hacked somebody or have you modeled somebody, somebody's external, something and while achieving their success, maybe even achieve their same results but felt empty inside? It's because you actually didn't model the most important part, which is the internal. And we have a framework to walk you through the internal modeling so you can actually... Some version, I don't know off the top of my head!

Some version like that. Because yeah, I would go deep into all the different elements and things like that until you get to the webinar. This would be more just like you're funneling, if you're modeling somebody and you're left feeling empty, it's because you're not modeling the right things.

There's something different inside that most people are missing. It's the bottom of the iceberg, not the tip of the iceberg. When you model this, that's how you have actual success, actual happiness, actual fulfillment. When you do that.

Anise H:
And you would put that in an ad or in a webinar as well? What do you think is the best way reach the people everywhere?

Russell Brunson:
It becomes a core message use it over and over again. Use it in your Instagram, in your stories, in your landing page, in your ads, in your registration page and the thing. Yeah, if you notice my beats, the main things I have, they're weaved into everything over and over and over and over. I keep telling the same story. Keep ringing the same bell.

Chris:
And that's great questions. These questions are-

Anise H:
Thank you so much.

Chris:
Awesome questions. These questions are a lot of times really in-depth, but that's so cool about this offer is we can then dive into these specific questions and that's what this process does. Over six different modules.

We have question and answer, we have show-and-tells coaching where we can dive into that and figure out what that hook is. What is your curiosity headline? What are the three secrets you can share? And obviously going to the offer and doing that like... That's where we dive in further to do it for sure. Is sellingonline.com/go right?

Russell Brunson:
Yeah.

Chris:
Okay. Who do we got next, Miles?

Miles:
All right, this next individual didn't want to turn on their camera, so I'm going to go ahead and read their question for them. This is AJ Tang and he says, "Given my diverse interests and ventures across book publishing, YouTube, Instagram, course creation and real estate investing, how can I strategically niche down to focus on the most impactful area while avoiding FOMO on other potentially profitable opportunities?"

And then the second part is that is "What framework or criteria would you recommend for making this decision without compromising growth in the long term?"

Russell Brunson:
Sounds like someone like me who's got severe ADD. So welcome to my brain. I understand you completely. So the question he has offers in YouTube books, things like that. Or he's learning all those-

Miles:
Interest and ventures across those different platforms, book publishing, YouTube, Instagram, course creation.

Russell Brunson:
So I would look at is each of those is a big market, right. So it's like, I like real estate investing, I like book publishing, I like courses and stuff like that. And a lot of times if you're trying to figure out your unique opportunity or your niche or your thing that's different, it's not so much picking a thing, it's picking two separate things and combining them, right? Does that make sense?
So it's like I could do internet marketing or I could market to dentists or teach dentists how to do market. If I combine those two things together, they're funnels, right?

Funnels is a big market now we created a huge segment last decade, and then over here you've got dentists and then you plug together, it's like funnels for dentists that'll blow, that's a unique offer, because you're taking two different things. So you can take real estate investors and courses, real estate investors can make courses and boom, that becomes a new opportunity.

But if it's just real estate, you're going to be with 8 billion other real estate groups just courses, 8 billion other course. But the combination of the two is what makes a unique opportunity. It's blending two different markets into one. And so it's like bio-hacking and entrepreneurship. Boom, you plug those together, it's picking two things, you're interested and weaving them together.

So if I was creating a new offer, that's what I'd be looking at as like, hey, the dream client, who do I want? I'm combining things. You may even notice, by the way, my new position is prime mover. What's a prime mover? A prime mover is someone who's doing business entrepreneurship. But you'll see over the next months and weeks as I'm developing this character and this tribe and this identity with people, the prime movers aren't just that. Prime movers are into health, they're into bio-hacking, they're doing these other type of things. And so I'm combining different things together.

And so you'll notice me doing more and more of that as I'm bringing different conversations into this community over time. But it's the combination of two markets, two or three markets that makes it a unique offer. So sometimes that's how you create the new opportunities by combining things.

Chris:
So that's a killer answer and I've watched you go through that, right? Try to find out how to niche down those certain things and then combine them I think is awesome. All right, cool. Miles, who else we got?

Miles:
All right, up next we have Joe Pomeroy.

Chris:
Joe, good to have you, what's your question?

Joe Pomeroy:
Hey, Russell. So my mantra is "Save the family, save the world." I'm on a mission to impact more families and my audience has made up of entrepreneurs. So when you started your business, how did you manage the family business balancing act? Was there anything you wish you knew then that you know now?

Russell Brunson:
Great question. A couple of things to note is, and I've noticed this with entrepreneur families in my community, there's different types. Some people, it's the husband and wife are doing the business together and that's the way it works. With my wife, my wife is not involved in business at all. She doesn't understand it, she doesn't like it, she just wants to be a mom.

And so it is very separate, which causes... and all of them have different pros and cons. I see my friends who are like husband and wife are together. It's like, "That's so cool." But then they're also at each other's throats because they're together all day long. And then the other way where it's like, "I wish my wife would be come and be on stage with me because that'd be so cool. People love to hear it," but she's like, "I don't want to be on stage."

There's always pros and cons of each one. And I think for me it was hard because I thought we were broken, or there was something wrong with us when I saw other people and things like that. I would love to see even there's different categories almost like personality tests.

There's the D... obviously, understand these different categories and you see where do I fit, and then based on what I fit, what are the things I need to know, the opportunities and the weaknesses both in those kinds of things. I think for me that would've been super helpful.

It took me a decade or so my wife and I, before we finally came to the thing where I'm like, "Oh, you don't care about business... "

It was a weird thing. And me okay with that I'm like, "Oh, that's actually really cool," and there's really good positives because of that.

And I can avoid the pitfalls because I'm aware of those, but it took us a decade to figure those things out. You know what I mean? I think if you create some kind of framework that showed those things and the pros and the cons of each level and gave like, "Here's the strengths that you have, but here's the things should be careful of," because getting people that are working together 24 hours a day, they've got to find separation or else they're going to kill each other. And I see that all the time.

So anyway, does that help at all?

Joe Pomeroy:
Yeah, I love that. I specifically, I'll take business principles that people already know and understand and I help them translate to succeed at home. And I've never thought of it, the idea of being able to do the different categories, the different personality types. So I think that's an awesome angle and that actually creates a great email magnet to go into the webinar. So I love that. Thank you.

Chris:
Yeah, awesome.

Russell Brunson:
Personality tests on the front end are the greatest ways to drive traffic, too.

Chris:
Yeah, everybody's totally different, right?

But that's what I love too. McCall for example. Don't try to be somebody else. Figure out how to be the best version of yourself too. That all ties in. That's awesome. Okay, Miles, who else we got?

Miles:
All right, next up we have Rhianne Strick.

Chris:
Hi, Rhianne how are you?

Rhianne Strick:
Very good. Yay. Thank you.

Chris:
What question do you have?

Rhianne Strick:
I've been building brands globally for over 20 years in the corporate world and I quit. I want to help entrepreneurs and founders, but honestly I'm so terrible at building my own and I want to talk to you about resistance and how to cross the threshold.

Russell Brunson:
Very cool.

Rhianne Strick:
I've learned all sorts of things from you-

Russell Brunson:
That's awesome.

Rhianne Strick:
Can you tell me what the secret is?

Russell Brunson:
Is how does resistance show up for you? When or how or what is it that keeps you back, do you think?

Rhianne Strick:
So I've been abused in my past and stalked for years. So I can build marvelous brands because I think that everyone is worth their own brands. I just don't want to show mine.

Russell Brunson:
Oh, got you man. I don't know the best way to answer that specifically I'd be looking at, a lot of times it's hard for us to see our own things. Even I think about this, I'm a business consultant for thousands of people and I get to look at people's business and give ideas a lot of times. Look at my own, I'm like, what do I do? I'm so stuck. You know what I mean? Do you have other people on your team around you who believe in you? Who you could be the people that help push you?

Sometimes it's harder to believe in ourselves, but it's like, "Man, if we have the right people around us, they can help us believe in ourselves more so?"

You know what I mean? Do you have a team or is it just you right now?

Rhianne Strick:
So I'm a solopreneur, but I created my own mastermind, but it's usually for people I know and trust. And so it's a free type of thing.

Russell Brunson:
Okay. I would say you need to surround yourself some people who understand how great you are, who understand your work and what you're capable of, because obviously you're doing it, and other people see that it's how do you get those people into your corner? Any of you set up an accountability group, these guys or these people, whoever, maybe it's the mastermind group, maybe it's someone different, but just saying, "This is my goal, this is my vision, this is where I'm struggling at. I need someone to hold me accountable. I need somebody to work with me. I need somebody to help fuel me and feel the belief in myself."

For me, I use Voxer for all my communications. And so for the last decade and a half, everyone Voxes me, all my coaching clients and stuff. And so when someone sends me feedback that's positive, there's a star button that stars it.

So the days I wake up where I'm depressed or I can't view it, I don't believe in myself or whatever, I go back and I just listen to those messages and I listen for 15 minutes or so and I'm like, "Oh, I'm amazing!" I'm ready to rock and roll and go again. But it's like I have to resell myself on this all the time as well. And so I think you need to get that support group around you who can help you realize who you are, help you step into that. And as you start doing it moreso it'll start becoming more real for you.

And the resistance gets, doesn't necessarily get easier, but you find a spot where it's easier to break through that more consistently because you know your value, you know your worth, but it takes energy and concentrated effort for anybody to keep that happening. Does that make sense?

Rhianne Strick:
Yes.

Russell Brunson:
So I don't know-

Rhianne Strick:
Support group. Make it real.

Russell Brunson:
Go ahead?

Rhianne Strick:
Support group. Make it real.

Chris:
Yeah, yeah, that's great. Another thing you talk about too, and I don't mean to go, but I think a lot of people need to hear this too, is your why, right? And your definite purpose, and you could take forever on that, but you've had so many incredible people that have been that person for you.
And finding somebody, Dave Woodward for example, oh my gosh, was so amazing at that. And finding somebody who can be that you talk about Frodo, the Samwise Gamgee, right? That can help you go achieve this thing is massive.

Great question. Awesome. We could spend forever on that one.

Miles, who we got next?

Miles:
All right, up next we have Consta O.

Chris:
Consta, hello. What's your question for Russell?

Consta:
What's up? So the question I want to start this conversation with is what is the top one insight you have got from Napoleon Hill that helps me to succeed as a mindset coach to help individuals activate their full potential, in order for us all to create a better future collectively?

Russell Brunson:
Very cool.

Chris:
Great question.

Russell Brunson:
So I love Napoleon Hill. I'm going to give, okay, I got two things.

My two favorite things in Napoleon Hill. Number one is just the focus on a definite purpose, huge for me.

Number two, if you've read Out With The Devil, there's a whole section called Drifting with the Devil. That concept of drifting made... It made the times that I, not going into my calling, it made it real and gave me a thing to think about.

I can tell when I'm drifting right now that phrase, that concept and I'm just like, "Why am I drifting? What's the reason?"

And the book goes through the reasons of what he's doing and why he's doing it. And so it gave me awareness of the times where I'm drifting in my life, to be able to call it out and be aware of it and then to refocus back on my definite purpose.

And so for me it's this yin-yang you have laws successes are all about here's the things you going to be successful. And then out with the devils, here's all the things that the devil's doing to keep you from being successful. I think that yin-yang between, I don't want to drift, here's my definite purpose, that for me is the most valuable thing I got from Napoleon Hill, because now it's given me a focal point and it's also given me something to be aware of, to keep away from, don't go this direction, this is what's going to happen to me. And just that yin-yang and knowing and being aware of both of them. So I don't know. For me, those are the biggest things.

Consta:
Thank you. Yeah, I listen to that book, so yeah, I have to do it again.

And yeah. A question related to this, is that how to get my message to basically the whole world? Would you? Yeah. What is your tips?

Russell Brunson:
It's start talking man. It's publishing every single day. Pick a platform you love, it's Instagram. Pick a platform, start publishing. If it's a podcast, pick a platform, start publishing, start publishing and making consistency.

I tell everyone, I'm like, if you publish every single day for a year, your financial problems will go away because two things will happen. Number one, you'll find your voice, and number two, your audience will have a chance to find you.

And if you're doing that consistently, that's the key. And so that's what I'd commit to you, man. If I was like, make a commitment, I'm going to do it, pick a platform and just run and just keep doing it.

And it'll take a little while. Eric Thayne showed that, his was like his is like nothing, nothing, nothing, nothing else, then boom, it pops.

Like the algorithms are all based on rewarding people for consistency. And so those who are consistent are the ones who win. So I hope that helps.

Chris:
Great question, Consta, thank you so much.

Consta:
Thank you a lot.

Chris:
All right Miles, who else we got? Let's keep going.

Miles:
All right, up next we have Michael E. Parker.

Chris:
Michael E. Parker. Good to see you. What question do you have for Russell?

Michael E. Parker:
Hello, Russell, I met you on a yacht. I'm actually about two years into Myron Golden's, inner circle, VIP group. And I'm also Two Comma Club X program trying to implement the linchpin. And that kind of brings my question.

So I have a company called URCO with software and coaching that has membership tiers and an affiliate program.

And then I've got the Myron golden approach of more doing paid challenges, the Grow My Business challenge. I've had about a 20% conversion, selling about a 24,000 premium program. So I made hundreds of thousands of dollars. But I know the linchpin and the continuity is my bigger plan. That to me is what can cause me to build 10, 20, even a $100 million business down through the years.

So in using webinars to build audience and to bring traffic to either of these sides of what I do, how do you organize the strategy and focus on where to put the attention When you got the linchpin, which is the end-all, be-all to me, and you got this other thing that can generate cash quickly, how do you balance all that with all the products and brands you have? Any help there?

Russell Brunson:
Yeah, it's a great question. So for me, it's coming back to getting a clear focus on what your actual business is, right, because just because you make revenue doesn't mean it needs your business.

For me, ClickFunnels is the business, it's the continuity, it's the thing. So we know that's the point.
So all the events, while they're good paydays, they're cash driven. The core purpose of those events are to get people into continuity. So if you've gone through linchpin, it's like they registered, they're getting the MIFK and push them the thing.

So everything leads back to there. But we're still doing the events, get the big paydays and the events are great, because it builds connection and builds community it all the different things. So people stick longer with you, they stick longer on the continuity because of it. All those things rise up because of the events as well. And so weaving two things together is the key. So the question, how would I manage it all? Or the question is just how do you structure it? I want to make sure I understand that.

Michael E. Parker:
The question is my focus, because I can do more webinars that blow up the continuity and linchpin the events to go to that. And then there's specific webinars just trying to get people to these paid challenges, but sometime they're at war with each other in terms of my focus and how I show up in the marketplace.

Russell Brunson:
Yeah, can you do both where? So imagine if you just tweak the model a little bit. So you do these webinars and you always on the thank you page of the webinar, push to the continuity, but then instead of selling more continuity on the backend, just sell the high ticket thing on the backend.

So it's kind of a hybrid of the linchpin. That way, every webinar you do is putting in the continuity and every webinar is pushing people into the high ticket. That's probably what I would do. That way you kill two birds in one stone. You're not splitting doing two webinars. They're similar, but way different, but the same. You know what I mean?

Michael E. Parker:
Yeah. So taking the continuity and tying it in, similar to the linchpin model for even the paid challenges, the webinar that leads to the paid challenges could offer continuity on their way to considering buying the paid challenge.

Russell Brunson:
And then one last thing, and this is a secret for everyone. If you want to see something cool, Tony Robbins does this the best I've seen so far. So he will do his entire challenge. They'll sell their $1,000 thing in the challenge and the challenge ends.

And then seven days after the challenge ends, they have... they call it their No Customer Left Behind campaign. So then they send an email to everybody who didn't buy. They're like, "Hey, I hope you enjoy the challenge and obviously you weren't able to move forward with this for whatever reason, but we don't want to leave you behind. So we have a really cool thing, it's called Tony Robbins Inner Circle. And if you go to tonyrobbinsinnercircle.com, you can go sign up for his continuity program. It's 97 bucks a month to get a free Tony hat," and blah blah blah, right?

And if you guys go see, if you go to tonyrobbinsinnercircle.com, you'll see the offer. But seven days after every challenge they do every event, they push through that continuity. And last, that's been a while since I've seen the numbers. That's like a $10 million a year continuity program. That's just on the back end of the challenges for the unconverted buyers.

So you just weave that into the back of your challenge. That way you have a continuity pass on the registration, you have a continuity pass a week after the challenge ends and you're getting two different shots at everybody to put them into the continuity.

Michael E. Parker:
Awesome. Thank you. Downsell.

Russell Brunson:
Yep.

Chris:
Love it. Great question Michael. All right Miles, let's keep the party going.

Miles:
All right, up next we have Guy Le Roy.

Chris:
What's up, Guy?

Guy Le Roy:
Hey, what's going on? How are you? All right, first let me say thanks for putting everything out here on the stage. The question I have is I've been going down a rabbit hole of should I go this route or this route? Either do a webinar or just put out an ebook and so on, so forth.

So I hired different people. I have a person that did the programming for me. I did the videos, got everything in line, then I paid a person to do ads.

So, we're about to run the ads, but my question really is how do I fulfill after the ads are ran and people do come into the webinar and let's say one person does purchase, what do you do as far as the fulfillment aspect?

Russell Brunson:
How do they get access to the thing they bought?

Guy Le Roy:
Yes. What do you think the easiest platform is to get the fulfillment out

Russell Brunson:
ClickFunnels? So that's what I use.

Guy Le Roy:
Well, ClickFunnels, yes. But is there anything else besides ClickFunnels that you attach to it? Or is it just ClickFunnels that you would recommend?

Russell Brunson:
It depends. Yeah. I mean most of our courses are just ClickFunnels. Someone buys takes on the thank you page, the create account into ClickFunnels. ClickFunnels has a community aspect, so if you want to plug a community into it, it's good.

Or for this one you can tell we're using school and connecting with the ClickFunnels membership site. So we have both those two things kind of plugged together. And so it kind of depends how you want to structure it.

But yeah, for the most part, I say ClickFunnels houses all of our membership sites, our courses, all that kind of stuff. It does a great job of that.

And when someone buys, it takes them to thank you page, it can unlock it and then immediate access directly into that from there.

Guy Le Roy:
Got you. And the second question I have to be quick is do you recommend putting two offers online at the same webinar? Because there's some people that might be able to afford, let's call it a 1497 offer and another one can only accept a $700 offer.

Russell Brunson:
Great question.

Guy Le Roy:
Do you advise that or no?

Russell Brunson:
No. Anytime you do two offers on a webinar, I've only seen one person in the history of my last 20 years do this, who did it successfully. He's one of the best pitch men I've ever seen. Everyone else who's tried has failed, including me.

So what I would do is you lead with the higher one and then after you do the urgency/scarcity and you close it down, then you follow up afterwards with like, "Hey, those who can buy, here's another version. It's less expensive, it doesn't have these three things, but you can do this instead."

So you do them separately like that. But I'd always leave the high ticket one and then go to the other one afterwards.

Guy Le Roy:
Got it. All right, thanks. Appreciate it.

Russell Brunson:
No worries.

Chris:
Thanks, Guy, a great question. All right Miles, who else we got?

Miles:
All right, up next we have Eliza Holt.

Chris:
Eliza, welcome out. What do you got for Russell?

Eliza Holt:
Hi. A question is that I'm wondering whether I should practice. I've had no experience with this at all. So whether I should just practice on something small and wacky before I do the thing I'm really interested in, which is I'd like to change the educational system to get people to think critically.

And I have actually created a course like that. I had created it a long time ago when I was a grad student and it was quite successful for that one course, never did it again, but would love to. I kind of did it in other forms.

So the question is, do I do a practice something wacky, which I want to do anyway I think, but it's not that critical to me, which is how do you know that your dishes are really clean when you're washing your dishes?

Chris:
That's cool.

Eliza Holt:
And put in a little bit of a scientific bent in there, and I think that could be a lot of fun. And it also would save money because you can save on your water bill, save on soap expenses.

Russell Brunson:
Very cool.

Eliza Holt:
And how do I start?

Russell Brunson:
Yeah, this is my feedback is I know when I first got started, my first offer was my potato gun offer, which was great because it gave me something to test on and try some things out, but I wasn't so tied like "This has to work or I'm screwed!"

It was just like "I'm trying to test this thing out."

But what was cool about it was I went through the whole process and I learned how to do everything from writing copy, building a funnel, excuse me, create an order form. And I did it and it made a little bit of money, but I learned the process, and then the next ones I was able to do it better. I think sometimes people when with their big passion project, they're so stressed about, they'll spend two years writing the webinar, they don't want to mess it up. This means so much to them. So I don't think there's anything wrong with you doing a version like that as long as you don't spend six months doing it. You know what I mean?

Going through the process, doing one quickly, I don't know if you're in the foundation program, but going through spend six weeks, create it, get out there, test it because if you do it once... The hardest time is the first time every time. So if you can do it, put it out to launch at once. It's like, "Oh..." Even if it bombs, I do the process, I know how it works now I can go back and it's wait the second time, is infinity times easier, and it gets better every single time, but I am not against something like that for sure.

Especially it gives you the reps to learn and practice the process and feel comfortable with all the steps.

Eliza Holt:
Thank you.

Chris:
Great question, Eliza.

Eliza Holt:
Appreciate it.

Chris:
I think what I take away from that too is just do it right instead of wait, wait and perfect it. It doesn't matter what it is, just do it because the process is what's going to get you success. It's not necessarily the product or service.

Russell Brunson:
Right? And I always assume that my, I didn't think that we didn't have ClickFunnels, so I did a thousand different webinars selling different things before I ever got to here. And if I would've waited until I had my ClickFunnels offer, I never would've gotten my ClickFunnels offer. The process of me doing it qualified me to be able to be ready for it when it showed up.

Chris:
Such a great answer. All right Miles, who else we got?

Miles:
All right, up next is someone who also doesn't want to turn their camera. Not a big deal. We have Gabriel Chevalard, I apologize if I mispronounced that, but he says, or she says, "I'm a crypto trader and coach with seven years of experience on YouTube where we emphasize honesty and high standards despite our commitment, we are struggling to grow our audience and stand out, especially against competitors who promise quick and easy results. How can we better demonstrate the real value of our approach, rebuild public trust and attract more participants to our free and paid challenges while staying true to our message of hard work and realism?"

Chris:
Good one.

Russell Brunson:
I got an idea. So there's a guy in my inner circle groups his name is Edward Collins, he's awesome. And if you look at his Instagram, he does shorts and he blew up, I think he started five months, six months ago and now he's got a million and a half followers or something.

In fact, I did a podcast YouTube interview. So you go to my YouTube channel and you go find Edward Collins interviews, walk you through it. But what he does, he's a financial trader and stuff. And so we were talking all these people doing scammy stuff he doesn't believe in, so all he does is react videos.

We watch this person and he's just like, "Oh my gosh, this is illegal, this is why it's not bad" and reacts to him. And then other ones, he's like, he shares something like that's Edward-approved his whole audience, now by T-shirts saying Edward-approved they love it, but they gives you the ability call out people that are just shady, but for whatever reason, reaction videos go... Even my reaction videos, they get millions of views.

They're the dumbest thing, they're the most easy thing. I sit down and I watch a video, I react to it, and then they post it and we get 300,000 views. It's like... Of all the hard content we try to create, that's the easiest. So I would look at reacting to your competitors. It gives you a chance to be like, "This person's crazy or this is awesome or this is actually legitimate," but it makes you the authority in this space. And like I said, Edward is now the authority in his market and he did it all through reacting, making fun of the bad guys, complimenting the good guys, and then they all come back to him, because he's the authority now.

So I would look at that model as a way to stimulate growth and give the ability to nicely make fun of your competitors without being like "They're scam artists," instead just, According to blah-blah-blah, this is actually illegal" or whatever the thing might be, right?

Chris:
Yeah. And they could be short so they could be reels or whatever to drive to maybe more long form.

Yeah, for sure.

Russell Brunson:
Especially for YouTube channel. I do short... Or what's it called on YouTube? It's not Shorts, it's called...

Chris:
I think it is Shorts.

Russell Brunson:
Maybe it just Shorts. I don't even remember you. You know what I'm talking about.

Chris:
That's a great question. That's a great question. Especially when you get into the compliance stuff. Some people can't say that. So I love what Edwards is doing too. Okay, who else, we got Miles?

Miles:
Edward's killing it. In fact, if you want to see him speak and talk on that topic more, he's actually speaking at Funnel Hacking Live. So if you don't already have your tickets Russell, where could you go to buy that ticket?

Russell Brunson:
If you go to Funnelhackinglive.com, you sign up for $0 right now, you attend the entire event, you get all the strategies plus Edward Collins strategy teaching his Instagram thing for free. And then after the event, if it's worth it, then you pay funnelhackinglive.com. You guys getting this? Is it making sense to you?

Chris:
Come on.

Russell Brunson:
Can you imagine your life would be having learned directly from Edward Collins on the event as he's teaching you guys how to do this so you can model and Funnel Hack it, use it inside your business today. What would it be like to have an extra 100,000, 20,000, a million views every video you put out? Can you imagine something be like, can you imagine what would happen to your following, your sales?

Chris:
Are you guys seeing what Russell’s doing here? Come on. The master at work. All right, Miles, who we got next?

Miles:
Please take my money. All right, next up we have Lana Marsland.

Chris:
Lana, welcome out! What questions you have for Russell.

Lana Marsland:
Oh, hi guys, am I muted or no?

Chris:
I can hear you.

Lana Marsland:
Thank you so much for doing it? I know it's worth so much than we paid for. I appreciate it so much. So my question, it goes like that.

So I'm a startup and work and identifying my best offer and actually niche two, and I understand the importance of addressing limiting beliefs in the perfect webinars and going through the Allison example was absolutely really amazing experience.

So could you share a simple list of different questions, at least maybe a couple, three maybe to uncover prospects' pain points when we brainstorming these questions can help us to understand them better and then build a story and those secret one, two, three, and then which would help also in crafting an effective story and pinpoint the most compelling offer for my audience.

Russell Brunson:
Got you. So a couple things. I mean I can give you some questions and stuff. A lot of it is getting to know your audience. And so for me initially, my first pass is myself. I think about myself, "What was Russell five years ago?" What would've been the false belief I would have? What was the thing, why did I believe that and what was the thing that helped me break through that? That's the first thing I'm thinking through.

Then I go on and try to find some of my clients, or my potential clients, people struggling with it. A lot of times I'm just like, I'm kind of like a spy. I'll go into a Facebook group where I know people are dealing with this issue, and I'll just go watch. And I started looking like, "What are they saying? How are they saying it?"

In fact, I remember Caitlin Poulin, when they ran Lady Boss, they were killing it.

I started asking, "How do you find all your hooks?" They're so good at putting out hooks and secrets and all these things. And she's like, we don't write copy anymore. We go into our community and we watch what the women are talking about and they literally give us the phrases that we just use.

She's like, "They're saying it. My job is not to be creative, it's to figure out what is the thing that they're saying and how are they saying it? And I just use those things."

So when I was asking Allison the question or some of the questions, I'm trying to hear what she's saying, I'm thinking back about Allison five years product. What is she saying? How is she saying it? But if I was to go deep with her and actually write the webinar, I'd be in the communities with those women, looking at what they're saying, how are they saying it? What are their pain points?

And then if I could, I would message them, I'd ask them questions. I would see if I could survey people. But that's really the key is just, it's really paying attention to how they would say it, is the big aha, it's the big secret. Right? Does that help?

Lana Marsland:
Absolutely. Yes.

Russell Brunson:
Great. It's the research phase. It was fun. It's just fun to go and pay attention. And I had, sorry, quick side story that hopefully would be helpful, but I had a friend who's one of the best copywriters in the world, and he got hired to write copy for a female product and he's like, "I'm a dude," and he'd be able to write it as if he was a woman, and I don't know what women are thinking, obviously, as a man.

And so he went to a women's salon, he paid the salon owner to let him sit in there for three days and he sat in the salon and he just listened to women talk for three days listening what they're... And he's like taking notes, taking notes, taking notes. And the last day he wrote the entire sales letter in that mindset and it crushed for the client, but it was just getting into the conversation happening inside their heads, seeing what they're saying and how are they saying it and then using their language patterns on it, not necessarily your own.

So hopefully that's helpful for you

Chris:
That's gold right there. That's awesome.

Russell Brunson:
And that's why I'm tons of Facebook groups, social media, I'm just scrolling, watching just to listen. What do they say? I read people's comments. How are they structured in this comments? Oh, look at that question they ask, and that one, and everyone has the same question. Cool. That's the false belief, that a group of people are having. I'm going to go back and rewrite that in the pitch.

Chris:
That's awesome. That's awesome. Okay, who else we got, Miles? Let's keep going.

Miles:
All right. Up next. He may have just walked away, but Dr. Vibin, Raj. Oh, he's back. There we go.

Chris:
Vibin, how are you? Good to see you. What do you got for Russell, today?

Dr. Vibin Raj:
Hey, I'm Russell. I'm a diehard fan of you. I read this thirty times.

Russell Brunson:
That's awesome.

Dr. Vibin Raj:
And I paid for a ClickFunnel for the last two years, but I didn't use it. But I love you so much, so much!

Russell Brunson:
It's time to use it. Let's go!

Dr. Vibin Raj:
Thank you. Thank you so much. I just want to ask you that, how do you craft such cinematic demo videos and ad videos? So what is going on in your mind? Every funnel I see Hollywood-style trailers, so I want to create like that.

So could give me some insights? How do you write or how-

Russell Brunson:
Do you specifically like the event ones we're doing, they're seem like see my trailers?

Dr. Vibin Raj:
Yes, yes. For the trailers.

Russell Brunson:
Okay. One of the guys on my team, his name's Dan Usher when he went to film school and he wanted to make movies for a little while, then he realized, he's like, "I still want to make movies." He's like, "I want to make trailers."

That's exciting for him. And then he came into our world. And so the very first time I hired him, he came and he filmed an event and created, he called it an after movie. So he took the entire event and then we did is he would take all the footage and he would listen to it all and he'd listen for sound bites of what people were saying.

So the attendees, the speakers and stuff, and he'd take those sound bites. They made the documents like writing, "Oh, Garrett White said this, Russell said..."

And so he had all these different phrases and the sound bites and then he's like, I need to write... I'm creating a trailer. He's like, "What's the message?" He's like, "Okay, I need someone to talk about why this is so exciting."

He's like, "Oh, here's three people who said that," he places those and then here's this...

So he's taking... We're not writing copy for those. We're listening to the sound bites we have. And then from there we're taking B-roll and we're taking the sound bites and we're writing a script based on just inserting sound bites into what would be a trailer.

And so we look at just basic storytelling principles. If you look at most of the trailers, they follow the hero's journey. If you look at... Notice it, it's like it starts in the ordinary world called Adventure, Fear. And then we come back and it's like the met the mentor, they went through the process, had some struggles, they had the ordeal and then they had success. So that's the framework of the trailer.

And then we're pulling out sound bites that we can plug in to fill in all the different gaps, find the B-roll to it, throw a music track on it, and boom, you got a trailer. So that's kind of how we structure them. Does that help?

Dr. Vibin Raj:
Wow. Super, super, super. I will be in to call my club spiritual, I want to meet you. Really.

Russell Brunson:
Thank you. Great to officially meet you.

Chris:
Awesome.

Dr. Vibin Raj:
Thank you.

Chris:
That's awesome. Let's keep it going.

Miles:
All right, up next we have Mika Bowers or Bowens.

Russell Brunson:
Hi, Mika.

Chris:
Hey, what do you got for Russell today?

Micah:
Let make sure I'm all here.

Chris:
We got you! Loud and clear.

Micah:
Okay. Hey Russ, it's actually Micah. I'm a big fan. I'm in Two Comma Club X, but I've been rocking with you all week and really the last year and I love all of the stuff that you give us and it gives so much confidence. My question has to do with the networking and when we go to these industry events, what are some things we can do to kind of politic and meet other people so that we can build and leverage the relationships when we go to these industry events?

Russell Brunson:
That's a great question. So if you guys don't know, going to events is one of the most important things you can do in any business, because that's where all the people go, they show up and there's a right way and the wrong way. I've been doing this long enough. People come to me and they're like, "Hey, Russell, here's my business card."

And I'm like, they're looking at me as if I'm a prospect. I'm like, I don't want to feel like a prospect. This is not cool. The people that we connect with are people who are cool and we hang out with them. We talk to them, and they're not there trying to ask me for something. They're not trying there, trying to fill their agenda. They're coming to become friends. And so what we do in industry events, we go and we meet people, we become friends with them, we talk to them, figure out to serve them, and never ask for anything, ever.

And then typically what we'll do, we'll do that for two or three days and then we'll find there's five people that are really cool, eight people that are really cool, and we'll invite them to our hotel room for dinner. We'll take them out somewhere.

And so I'm going to an event trying to make friends and find out who the people I think would be really cool to connect with later. Because the worst part's at industry events, everyone's handing you a card, "Here's my card, here's my card, call me!"

And you got a stack of cards, like "I'm not calling any of these people," you just throw them away. Instead, it's like go meet all the people, see who'd actually be cool to hang out with and then invite them to dinner. "Hey, we're going to dinner tonight. You want to come? I'm buying steaks for everyone. Come out to dinner, we're going to sushi," whatever, and invite people.

And then you take them from the event to a thing, and it is just a funnel, right? Here's another event. Here's the people we talk to. Here's who's cool, take them to dinner. And now we've got a relationship, cell phone numbers, we're doing a Zoom meeting, smash your minds together. Just set up a weekly or a monthly Zoom meeting. We all jump on we'll, network and stuff. And that's how you build friendships and lifelong things that actually will matter after the event's over.
It's the shifting the business cards, trying to figure out how to tell them your one-liner, your elevator pitch about your product, it never turns into fruitful relationships long term.

Micah:
That was great, Russell. Appreciate it.

Russell Brunson:
No worries, man. Thanks'. See you at the next 2CCX mastermind meeting!

Micah:
Great. I will be there. I will be there.

Russell Brunson:
Awesome man. Thanks so much.

Chris:
And I've done enough events to know too. You can smell or see somebody coming, "Oh, they're about to give me the business card!" We talk about being a go-giver in this community. Same thing applies here. Really being genuinely interested in what other people are doing and helping them. And once again, if you help somebody else, that reciprocity is 100% real.

Russell Brunson:
And that's why people ask me, how did you land the deal with Tony Robbins? I was like, "For a decade I went to Tony Robbins, I never asked him for anything, ever. I just helped him."
I legitimately wanted to be his friends. So I was just like, "How do friends become friends?" We don't ask people for something. You just show up and you're a friend. And so I did that for a decade. Eventually we did business together. And so it's the big thing's like it's never me pitching you. I've never had a fruitful relationship that starts with me pitching them on something. Never.

Chris:
Exactly.

And bring your extrovert friends. If you're an introvert, have that person that can go and find and prospect for you and bring them back and tell you a little about like, "O Russell always had Dave or whoever else." Hey, bring him around! And it's awesome. It works really, really good.

Okay, Miles, let's keep party going. Who we got?

Miles:
All right This individual also wanted us to read his question.

Chris:
Let's hear it.

Miles:
Scott Sicada. "I'm a real estate agent and we do monthly one hour in-person seminars for real estate for senior real estate investors. I created our presentation to follow the perfect webinar. Our goal at the end is for the attendees to set an appointment with us to meet later and go over the real estate holdings and possibly help them sell their old investment properties and invest in other newer properties. My question is this, where in the presentation framework is the main focus to physiologically, have the prospect agree to book an appointment with us? Is it to spend more time on the product breaking false beliefs, telling client success stories, or at the end using trial closes? Or is it a balance of another part? We still have to build trust with them, too. Thank you."

Russell Brunson:
Cool. Yeah. If I'm doing a funnel presentation, the pitch isn't like here's a Stacks Library you can buy a course with pitches to an offer. The nice thing is my stack changes dramatically. I don't spend 90 minutes, or sorry, 30 minutes on a stack slide. If my goal is to get them just to book a call, right?
The goal of the presentation is to book a call. So it's not $1,000 offer or 10,000. The thing is the value of that. So typically if I'm doing a book a call, that presentation is going to shrink to an hour to maybe 40 minutes, 35. That's the time I need, especially if you're doing in-person type meetings, you don't need the full 90 minutes if your entire goal is that.

So then you reverse engineer from that, okay, if the offer is I need you to book a call, what's the offer? What are they going to get if they book a call? What are the things, what are the elements they're going to get? What's the value in that? Excuse me. So that's what I'd be thinking about. And then the way I would structure... Because again, the thing, you're not selling... The thing you're selling is the book a call. So it's like you're telling stories to show that.

So show them like, "There's this person who's doing this ahead of time, they're trying a bunch of stuff, hit their head against the wall trying this, they booked a call with us, here's the result," right? It's like that's the false belief. The book a call is that this is the way, this is the thing that's going to shift everything for you.

So all the stories are tied around that. All the things that are tied around why they booked the call and one of my tests, one of my offers when I book a call, I talk about this, we have this amazing offer. It's insane. The problem is we don't give to everyone. I want to make sure that it's first off, it's a good fit for me and it's a good fit for you. And to book a call is that way, two-fold when I said, because for example, one time back in the day, anyone who would give us $25,000, we took their money and then guess what? We had some morons come in who ruined everything.

I show a picture of Homer Simpson like that. "We have morons like this who are coming in who like..."

So the goal for this is first off, to see if I'm a good fit for you. Hopefully this will work for you. I don't know until the book a call happens.

But on second side, I got to see if you're going to be a good fit for us because if you're a Homer Simpson, I do not want you in this program. And so we're actually filtering for that. And that's the reason why the book a call is to find out, make sure we're both going to be a good fit.

And so that's what we're pitching against. And they're like, "Oh, cool. I get it. That's why we got to do this, it's for both sides." And you specifically talk about the fact that we don't take everyone because of this. That's why we do it. And it makes the positioning so much better.

Chris:
And then a lot of times it's a qualifying call, right? It's like, Hey, I just want to give you the money. It's like, okay, well let me just follow up and ask these questions again. And then your prospects qualifying themselves as why they're a good fit. It's genius.

Russell Brunson:
And by the way, you should totally not take people's money who aren't a good fit.

Chris:
100%.

Russell Brunson:
We have someone who came to Inner Circle, some, they got inner circle, they showed the first day I told them, I was like, "You guys aren't ready for this. Here's your $50,000 back. You need to leave."
And they were, so they had flown to Boise, and at first they left offended. I was like, "Ah, that felt so bad."

And then kudos to them. They humbled themselves, they joined the lower ticket program. They worked for two years, got promoted, they qualified, moved to inner circle, and now they're crushing it. And he told me last month, he was here in the room.

Chris:
No kidding.

Russell Brunson:
And he's like, "Dude. He's like, nobody does that. If someone gives you 50,000 check, they just cash it and hope for the best. The fact he turned us away meant... at first we were offended, then it became so powerful, like, wow, he actually stands by his word, he's not just trying to sell anybody. And we weren't ready." He's like, "If we would've showed up, we would've felt uncomfortable. It wouldn't have been good. And by doing this now, we became qualified. And it's like the spirits have been so much better. He's like, thank you for not taking our money."

So, the big thing is don't take money from clients that you shouldn't be taking money from. Make sure you qualify, make sure they're qualified and then you can actually serve them. For any of you guys who are like, "I can't afford $10,000."

Cool. Don't buy the program. Go get expert secrets. Go read that. Go do the process, earn the money so we can do it. But if you can't do it, jump all in. But anyway... So...

I'm sorry. There's caveat. Don't just do it to position this way. Actually don't take people's money if they're not a good fit.

Chris:
This is why people love Russell so much too though, is he's so genuine in this. Impact is everything.

This guy has enough money to go do whatever he needs to do, or whatever he wants to do, buy all the books in the world, but he wants to help other people achieve that. That's his mission, right? So keep that in mind too, as you go after the people that are your dream clients or dream customers, keep that vision in mind.