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86 - How I Made 3 Million Dollars In 90 Minutes...

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Episode Recap:

A breakdown behind the scenes of everything that went into the 3 million dollars in 90 minutes from Grant Cardone’s 10X event. On this episode Russell goes through a play by play of Grant Cardone’s 10x event and how he was able to make 3 million dollars in just 90 minutes. He also answers 12 questions people have been asking since the event. Here are some of the awesome things you will hear on today’s episode:

-- What kinds of things Russell and his team did to prepare for the event so they would have the ability to sell to such a large crowd.

-- How this offer differed from the offer he presented at last years 10x event.

-- What Russell did to get in state before presenting onstage in front of almost 9,000 people.

-- And find out the answers to the 12 questions everyone has been asking since the event took place.

So listen here to hear the amazing tale of how Russell was able to make $3 million dollars in just 90 minutes.

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Best Quote:

And I remember telling them afterwards, because I got off stage and Grant Cardone came up to me and it was the first time we ever met in person. He was like, “I’ve never seen something like that before.” I’m like, “What?” and he’s like, “I’ve never seen a table rush like that. People were running to the back to buy your stuff.” I was like, “yeah I kind of told you guys that, but nobody believed me.”

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Transcripts:

What’s up everybody? This is Russell Brunson, welcome to the Marketing Secrets podcast. Today I’m going to talk to you guys about how I made over $3 million dollars in just 90 short minutes.

Alright everybody, unless you’ve been living under a rock, you probably heard everybody talking about what happened last weekend, which was kind of crazy. I had a chance to speak at Grant Cardone’s 10x event and yes, the rumors are true. We did my presentation, at the end I sold this special offer and we sold over $3 million in sales. Not just contracts, but collected cash in the bank in just 90 short minutes.

And I’ve got a ton of questions coming in all over the place about how we did it, why we did and all sorts of craziness, so I just wanted to use this episode to kind of tell you the whole back story and to show you the actual process of how we did it. And then at the end I’ve got 12 questions that a lot of you guys are asking as well, that I was going to kind of cover. So that’s kind of the game plan.

So with that said, I’ll kind of jump back into the back story. A couple of years ago was the first time I ever heard about Grant Cardone, one of the guys that works for me, Randy Grizzle, he came to me and said something about Grant Cardone, I’m like, “who’s that.” And he’s like, “He’s this guy.” And he showed me some videos and I was like, “Oh.”

So I became aware of him then and started following him and just started seeing his stuff. Last year, probably a year and a half ago he decided he was going to launch an event, he called it the 10x Growth Con and he launched this event. And I was not one of the speakers when they launched it. And as they started launching and it started getting bigger and bigger and finally one of my friends, Brian Post, he reached out to me and was like, “Hey you should really speak at this event, it’s going to be a big deal.” And I’m like, “I don’t have time to speak at events anymore, as much as I would love to.” And he was like, “No, this is one that I think it’d be worth it to you to do.”

So he introduced me to somebody over there and next thing we knew I was on the page as one of the speakers. And I didn’t know Grant Cardone at the time, and he didn’t know me. In fact, we had a call before the event to find out what I was going to talk about. And I kind of told him and he’s like, “Well I want you to..” I just remember he was like, “I’ve had other people, like internet guys, try to sell stuff and they’re not very good at it. In fact, when you go out there, just go and tell them the price first and just talk about it and people will buy.”

And I was like, you guys know my back story, I’ve been doing this for a long time, over a decade. I’ve spoken on stage a lot and I know the process. And I was like, “This is the way that I want to do it.” And they’re like, “No, no. Just do it our way and it’ll work.” And I was like, “Okay.” And in my head I was like, I’m doing it my way. I know what works. But I didn’t want to be weird on our first relationship, our first call, so I was like, “Okay.”

So I went to that event and I think there was, I can’t remember how many people it was either 2200 or 2800, I don’t remember the exact numbers. But we got there and you know we showed up, Dave Woodward and I show up and had a big box of order forms and we asked them, “When I speak tomorrow I need a couple of sales tables. I need staff to help man the tables, and close sales.” And they were like, “Why would you do that. We don’t have staff for you.” And I was like, “This is how it works.”

And they didn’t have any respect for me at the time, they’d never seen me close or sell. So I couldn’t get them to even give me literally a table to sell from. So I’m like, okay well, this is how we sell. Luckily Alex and Layla Hermosi, who are inner circle members and two comma club winners and soon to be 8 figure award winners, they were in the audience as well. And I said, “Hey can you guys help us to close sales?” And they’re like, “Sure where’s the table?” And I’m like, “There’s no table here.”

So there’s three exit doors, so Dave was at one door with a box of applications and a handful of pens we bought at Staples the night before and so was Alex and Layla. So when I did my whole thing and did my close and people started running to the sides to sign up and Dave and Alex and Layla are pulling order forms out of a box, trying to sign up people in a short 30 minute window there, they were able to close just shy of a million dollars in sales. I don’t remember exactly what it was. Almost a million but not quite in sales at this thing.

And I remember telling them afterwards, because I got off stage and Grant Cardone came up to me and it was the first time we ever met in person. He was like, “I’ve never seen something like that before.” I’m like, “What?” and he’s like, “I’ve never seen a table rush like that. People were running to the back to buy your stuff.” I was like, “yeah I kind of told you guys that, but nobody believed me.”

Anyway, I was like, “That’s how the process works.” I remember afterwards he was like, “I want you to show me how to do that.” So if you watch some of the interviews he had done with afterwards, it was always about that. “I’ve never seen somebody do that before. That was the coolest thing in the world.”

About a month or so later they called me on the phone and they’re like, “Hey, we’re thinking about doing another event, this time we’re going to try to get out 9,000 people, do you want to speak at it?” I was like, “Well, first off, I don’t think that’s possible to get 9,000 people out to an event, but the last event was so good, so if you do it again, I would be more than willing to come.” He’s like, “Cool. You’re going to be our big money speaker.” And they put me on the thing and started promoting the thing for the next year.

And lo and behold, despite my skepticism, they had 9,000 people in the room. It was crazy. It was in Vegas in the Mandalay Bay in a huge arena that I know they do boxing matches there, they do concerts there, it was crazy. So they filled it out.

So probably about month and a half two months ago we did a call with them before the event and they were like, “Okay, this is what’s happening. We’re going to,” I think they’d sold about 8500 tickets at the time, they’re like, “We’re going to have all 9,000 sold.”  I was like, oh crap. So we started talking about how to do the sales process and they were like, “What’s going to happen is we’re going to have an app on the phone, so you just get up and tell everyone to buy in the app, and that’s how you’ll do your table.” I was like, “No, that will kill all the momentum.” And they’re like, “No, that’s how it works.” And I’m like, “No please. Please do not list me on the app.”

And they didn’t. All the other speakers were in the app with their price points and they just click a button to buy. I’m like, “Please don’t put me in the app, the whole social psychology happens when people stand up and they’re all running to go buy something. Please don’t take that away from me, please?”

So they agreed to not put me in the thing. So I was like, “Okay we need tables.” And they’re like, “How is that going to work? In this arena there’s three levels. There’s the bottom floor, first floor, second floor, third floor. And then it’s this huge basketball arena.” So it’s like, there’s people who can go all around the whole thing. So they’re like, “How are you going to do this?” I’m like, “I don’t know, let us brainstorm this.”

So we spent the next couple of weeks trying to brainstorm out this process. Obviously I wanted to go in prepared but the biggest problem was I can’t just be like, “Run to the back of the room and sign up.” Because I’m like, “Run to the back of the room unless you’re on the second or third floor or fourth floor.” Then you gotta run up the stairs and run halfway around the hallway to the other…. Ugh, I was so stressed out. I’m like, how are we going to make this work?

So as I was planning this I was talking to a lot of people and one really good idea I got from Brendon Burchard, some of you guys know Brendon. He told me he spoke at a big event like that one time and what he did, he said that afterwards people always want to get pictures with you, which is true. I was stuck in the casinos and the elevators and everywhere, people trying to get pictures with me.

But he said that what he did was put up a picture booth right next to the sales table and said, “Anyone who signs up today can get a picture with me so you can have it.” He said what happened is a bunch of people ran over to buy and get in line, and what happened is it took an hour or so to get these pictures. So everyone’s seeing this big line of people, so more people will be coming over and coming over, so you just have the ability to keep closing from social proof for like an hour or so afterwards. So I was like, that’s a really cool idea.

So I decided to take that idea and a bunch of other ones and this is kind of how we choreographed it. The first thing you should know from stage selling, one of the biggest things you don’t want people to do, it’s like when you’re about to make your offer is to hand out order forms. People always do this and it drives me crazy. They get to their pitch and they’re like, “Alright everyone hand out the order forms.” And everyone starts handing out the order forms and all the sudden everyone starts looking at each other, getting the order forms, they’re handing it and they’re reading the thing, and they stop focusing on the speaker.

When I stopped handing out the order forms, my sales rate dramatically shot up. So I have a rule that’s never hand out order forms, ever. Make them go to the back of the room to get the order form, therefore it creates the table rush to the back. The problem we had this way, first off, if we wanted to hand out order forms we couldn’t, because there’s 9000 seats, so that’s impossible. Second thing is because there’s tables on different levels and things like that, I was just like, it would have been a nightmare.

Even, and I’ll get to this in a minute, it took about 3 hours to process and get people to fill out the order forms, because it was so many people. I was like, we need to figure out a way to get order forms in their hands but without them knowing there’s an order form, because if there’s an order form it’s going to kill the sales.

So I was like, how are we going to do this? And all the sudden we had this idea for the sneak attack. So let me show you what the sneak attack is, those who are watching this live. If you’re hearing it and you want to see it, go to marketingsecrets.com and you can actually see the video of this, of me explaining this right now. If you’re listening to the podcast though, just kind of walk through this with me.

So the first thing I did was like, “Okay, what if we gave them all packets?” This is the packet right here. I was like, “Inside this packet we’re going to have two things, number one is the order form, because this is what they need to have to fill out. And I’m going to have as little detail as possible on the order form, just enough that they know what they’re getting and have the ability to fill it out.” So this is the order form.

I’m like, “I want this on everyone’s chair, but I don’t want them to see an order form. And the second thing, most people aren’t going to have a pen. If I got 9000 people potentially buying and there’s no pen. I need to sneak attack a pen into everyone’s seat.” So the goal was to sneak attack this order form and this pen into everybody’s seat without them knowing there was an order form there. That’s why we put it in this really cool package that looks awesome. And then inside we put in a couple of things.

Number one, we put in these really cool “I build funnels” stickers. One that goes on your laptop, one that goes on your phone. So they get these, here’s a gift from Russell, reciprocity right. Here’s this really cool sticker. Then number two we gave them these cool pop sockets that go on the back of your phone that say “Funnel Hacker”. I was able to do a couple of things, one was to actually demo how to use these during my presentation. Number two, they put these on their phone, now they’re part of our community, they’re funnel hackers.

So these two gifts that were there, and then I had a note sheet for my presentation. So you get out the sheet here and you can open it up and take notes, what I’m talking about. So all these three things, the whole goal is to be so cool and exciting that people do not notice the fact that there’s a sneaky little order form and a pen inside the envelope. This is how we are Trojan horsing an order form into every single seat in the entire arena.

Then we had this envelope and the back was a big huge sticker that said, “Warning, do not open until Russell Brunson’s presentation begins.” And that was on the back of the sticker. So that was the plan and we started getting these all printed. 9000 of them printed and put together. But then the problem that happened, we found out that seats for the event, they don’t lay flat, they pop up when people aren’t sitting on them.

So our envelopes wouldn’t sit on the seats because they would pop up and they’d fall to the ground. So we’re like, crap now we gotta figure out a way to make sure that these packets actually stay on their desks. So then we went and ordered 9000 of these bags that say Clickfunnels on it, then we put the packet inside the bags and then hung the bags on the chair.

Then the next question was how do we get these 9000 of these out to everybody. So we had to figure out how to do it. So we ended up doing it the night before I spoke. After the event was over, I think we hired 10 or 15 temp workers, plus we had about 10 people from our team and they went out to every single chair and took the packet inside the envelope and hung it on a chair. It took them about 2 ½ to 3 hours to do that to the entire thing, to blanket the entire audience with the Trojan horse order forms, wrapped up with a whole bunch of cool gifts and things like that.

So that was the thing, then the way it was going to happen was that after somebody decided to buy, they were going to run to, if they were in VIP, there was a VIP room with a table. If they were in the bottom floor, there was two tables in the back of the bottom floor and if they were in anywhere in the bowl around they had to go to section 118. So some people would run up the stairs and it was right there. And some people had to run up the stairs and then run clear around the whole thing.

And then what they would do, they would order and take the order form right here and fill it out, take it someone on our team and then someone on our team would then hand them this packet right here, it says Funnel Builder Secrets, what they bought, then they could open this thing up and they had a couple of things inside of it, they pull it out. Number one, here’s a thing that shows them how to claim what they just purchased, so it shows them how to go online, what’s going to happen, how we’re going to text them their login and if they have any issues or support issues.

Number two is there’s a letter to their business partner or their spouse explaining what they just bought so that when they get home they’re not like, “Why did you spend this money.” And then number three was a golden ticket, that said you can come and get a picture with Russell.

So they were handed this packet back, they were supposed to rip this open, grab the golden ticket out and then run up to 118 to stand in line to get pictures with me, and on top of that there were some other cool bonuses that we gave them. The Funnel Hacker cookbook if they brought this to us, then we also gave them the Expert Secrets, Dotcom Secrets audiobook that they could plug in their ear and listen to on their ride home.

So those are the two things that we had created to get them to buy. So that was kind of the game plan. So we went out there, and the second thing is that I was going to do my presentation, but the problem is that everybody at it the year before had seen my presentation. We’d signed up I think 450 or almost 500 people the year before at $1997. And then over the last 12 months Grant has been promoting that presentation like crazy. So I think like half a million people have seen that presentation through him and his audience. We sold a lot of Clickfunnels because of it, thank you Grant. We love you.

But I was like, I can’t give the exact same presentation to the same audience who’s pretty much already seen this thing. But I needed to give the same framework of the presentation, because the framework is what sells Clickfunnels, which has been proven to sell Clickfunnels. And I couldn’t make the same offer because we were charging more, we were charging $3000 and then number two, not only were we charging $3000, but obviously I needed to create a better offer because I wanted everyone who bought last year to buy again, and a bunch of other things.

So that was some of the groundwork. So why did we raise the price to $3000? A bunch of different reasons. Number one my goal was, when we first started this, my goal was to make $3 million dollars in an hour and a half and this is the reason why. When you do an event like this, 50% of what you sell goes to the person hosting the event, you keep the other 50%.

So my goal was to try to make, I wanted to net a million dollars an hour. That way if somebody ever asked me how much I charge an hour I could be like, “Well, it’s a million dollars an hour.” So that was kind of my selfish reason why I wanted, that was my goal. I was like, okay 9000 people, if we can close one out of 9, at $3000 a piece, that’d be $3 million dollars, which means I netted a million dollars an hour for an hour and a half, which would be really, really cool.

So that was the goal going into it. So because of that, I took my framework, my presentation and I re-tweaked it, re-changed it, but the structure was still the same. I customized it very specific to their audience because I know who their audience is and I know what they’re looking for, the types of businesses they have, what their major concerns were. So we crafted the presentation to speak directly to them, and then we made the offer better.

We added a bunch more cool things. We added Funnel Scripts for a year, we added Traffic Secrets and a bunch of other cool things. So the presentation was similar to ones I’d done in the past, but it definitely upgraded for this event.

So I got on stage, excuse me, it was crazy. So we got there, I was supposed to speak, Grant was supposed to speak the second day and I was supposed to speak right after him. But we got there and Grant’s voice was gone and they’re like, “Grant can’t speak, so you’re up right now.” I’m like, ahh I’m not ready for this. We had to kind of scramble, get everything together and they introduced me. I came onstage and did my presentation and at the end of the presentation I sold and from that we had over 3 million dollars collected from the presentation and we’re still, I think we have another half million or so in declines that we’re going through right now.

When all is said and done it’s going to be somewhere between 3 ½ to 4 million dollars. But for simplicity sake, we made at lease, more than 3 million dollars in 90 minutes, which means I netted more than a million dollars an hour for an hour and a half of my time, which was amazing. And it was cool.

So that’s kind of behind the scenes. Some of the tricks and things that we did to make sure that that actually worked. I hope I..I’m sure I missed some things. Oh yeah, so after I did my whole presentation, we closed. It was crazy, they took me, they had security guards and the security guards took me back and people were running to all the different places, right. I see people running to the VIP table, I saw people running to the back tables, running up the stairs.

And it was weird because typically when I get a table rush, usually it’s in a smaller room and you hear the hustle and the bustle and it’s really, really loud. And a lot of times, in fact, I’ll do a table rush and it’ll get so loud in the room during the table rush, I can’t even finish my presentation. Whereas with this one, because the stadium was so big, I heard a lot of rustling, but it didn’t get loud.

So it was kind of this weird thing, I have no idea if people are actually buying, I was kind of nervous. So I ended, later when I went off stage and security guards took me to the bathroom, got me a drink and then took me back up to where the picture booth was at. When I got to the picture booth I walked through the door and I look out there and see this section that had all these stantions, I think that’s what it’s called, when people weave back and forth, and about 5 or 6 levels deep are all these people as far both directions as I can see.

And people told me later that the line literally wrapped around the entire arena. I stood there and people come in, I shook their hands, take a picture, next person, next person, next person. And it took like 3 ½ or 4 hours worth for pictures with 1000 or 1200 people, whatever it was. Picture after picture after picture.

I remember my face being really sore when I got married on my wedding night, this was like that but way worse. Way longer, just the perma smile, it was crazy. It was awesome. And then we went back to the hotel that night, went up to the room and we had 8 or 9 people sitting there trying to process all the transactions as fast as they could, which was really cool as well. Just seeing these huge stacks of order forms and seeing our whole team going though processing orders.

And then what happened, by the time it’s done we processed I think we had in the bank like 2.4 million, but there was 800+ thousand dollars in failed credit card payments. So the next morning we sent an email and also texted everybody’s who’s credit card failed, told them to come back to the table. So by the time I woke up in the morning, I came down, the booth, the 10x booth was there and there was a line of people and they had 4 or 5 people deep, wrapping through stantions like a big line of probably 50 or 60 people in line getting their credit cards updated.

And then we texted Grant and his team and said “hey, this was awesome. I think I could push people over the edge. This is a group full of sales people, they probably want to learn how to sell. What if I did a special one day event where I showed them how to sell the way that I just sold? And if you can give me ten minutes, I think I could close another, who knows worth of people.”

So they agreed to let me get back on stage the next day for about ten minutes. I come up there and basically tell everyone, “We did 3 million dollars in sales, if you guys want to see what we did, everyone who already signed up, congratulations you get this for free. I’m doing a one day workshop where I’m going to walk you guys through how we do our presentation. And then for those who didn’t, now is the time. I’m pushing you over the edge. Stand up right now, go get signed up and you’ll get this bonus as well.” And apparently we got another 250-300 thousand dollars in sales came from that. From the double close. We’re nicknaming it the double close. So it was the second close on the second day and it was really, really cool.

I’m trying to think of anything I wanted to share with you guys. So we did that, we did the double close and it was amazing. Such a fun experience.

Alright with that said, there was twelve questions that Julie Stoian pulled off of Facebook that people were asking like crazy, I’ve probably already answered some of these, but I’m going to go through it anyway. And then she’s probably going to turn this into a really cool blog post, if you want to see a detailed breakdown of this with images and screen shots of all the cool stuff we talked about, it’ll also be posted on the Marketing Secrets blog over at marketingsecrets.com.

Alright so here we go. The title of these questions are the 10 questions everyone keeps asking about selling $3 million in 90 minutes. But it’s actually 12 questions, but there we go.

Question number 1: “How long did it take you to create your presentation?” A great question. The framework that I used was the framework from my Funnel Hacks presentation, those who have been following me for the last three years. I did start a brand new slide deck over. Slide number one, I went through and created all new slides, but I was taking a lot of sections from my other presentations and kind of bleeding them in. I started that Monday. I worked on it all day Monday and all day Tuesday. Let’s see, is that right? Monday, Tuesday and then Wednesday I flew to go see Dean Graziosi. So Wednesday I was with him all day and then we flew from Boise to Arizona, spent all day there, from there we flew back to our hotel in Vegas. So that night I spent some time and then Thursday I spent probably half a day.

So probably total said and done, probably 3 full days on the presentation. If I were doing it from scratch, it would take a lot longer than that, obviously. It probably take me about a week and a half to two weeks. But there’s three days kind of re-working it and kind of re-figuring the whole thing out and getting it all to work.

Number 2: “How did you come up with such a great offer?” A couple of things, first off, I’ve had my Funnel Hacks offer for a while. So I kind of know what that is and I was just trying to make it better. So what are the things we can add to make this offer even better than it already is, if that’s possible? So that’s kind of where we started at.

It looks like my battery or camera I’m using for this presentation is overheating. So I’m going to pause this real quick, let the battery cool down, and I’ll be back to answer question 2 through 12 here in a few seconds.

Alright I’m back, hopefully the camera won’t overheat again, but during the break James thought it would be a good idea if I showed you guys a stack of the order forms. So those who are watching the video, if you’re listening to the podcast go to marketingsecrets.com to check out this video.

So here is a stack of all of the order forms that were successfully processed so far. Each one of these counts as a $3000 dollar bill. Yeah, that’s a lot of 3000 dollar bills. So yes, this works. As I’m starting this somebody, it wasn’t one of the questions here, but I saw it as I was scrolling through Facebook before I clicked record. Someone’s asking where I made up my presentation from.

You guys this is the perfect webinar script. If you haven’t read the Expert Secrets book yet, literally I just use the script that’s in the Expert Secrets book. I have a problem with secrets. I just tell everybody my secrets. So the presentation is literally word for word from the Expert Secrets book. Same one that I’ve been using and trying to get all you guys to use as well. So there you go.

Alright, back to the questions. Question number 2: “How did you come up with such a great offer?” So again, I just took our offer we’ve been using in the past and we tried to 10x it. The event name was 10x and I kept saying, Grant told me to 10x the event, how can we make this better? So instead of giving them copywriting training I gave them Funnel Scripts. Instead of giving them a traffic workshop, I gave them Traffic Secrets.

I did a call, I did a webinar blueprint with Jason Fladlien last week before the event and one of the things he talked about is when he tries to include bonuses he’s like, “First off, I try to get proof that the bonus is actually worth a lot.” So one of the bonuses I gave people access to Traffic Secrets, which is John Reese’s course on how to get traffic, we bought the company from him, licensed all the content from him. So instead of me saying, “Hey you get access to traffic secrets.” I literally showed, “Here’s all the wire transfers and all the money I sent John Reese to buy Traffic Secrets. So to give you this bonus, it cost me almost a million dollars to be able to give you this bonus.”

And people were just going crazy like, “Dude, you spent a million dollars and I gotta give you $3000 for that.” so it makes it really big. So example, if you’re trying to create a bonus, one thing Jason says is really smart, “I go and hire someone who is awesome at this thing and I don’t just, usually I can get it for free, but instead I go and pay them, wire them $10,000  or something, so I can show people that I literally spent $10,000 for this interview and you guys get it for free as part of this course.” So it just gives you a proof element.

Anyway, that was kind of a cool thing. So that’s kind of how we made the offer so great. Its software and if you look at also the way I structure my offers it’s like, “When you invest in the Funnel Hacks training today, I’m giving you all this other stuff for free.” Clickfunnels became free, Traffic Secrets is free, Funnel Scripts is free. All the other things are all free, free, free. The only thing they’re paying for is the actual training. So that’s kind of a cool way to structure it.

And then again, I had the bonuses. We had the Funnel Hacker Cookbook, and the audio book they got to leave with, which people love leaving events with stuff that they can show they actually invested in something. So they got the book, they got the MP3 player and then what else, what else? Oh the picture. Something they could only get right there. you get a picture with me so you can take that home and that way you got a picture you can use. I told people to put it on their wall as a reminder of the commitment they made, they’re going to 10x their business in the next 12 months. Those are some of the things from the offer.

“What are the things you do right before the presentation to stay focused?” So for me, I still get nervous, even at the smaller events. Usually I’m nervous about an hour or two before I get on stage, and this one, I was nervous for 2 ½ days before I got on stage. I had this nervous energy, which wears you out.

So part of it, I have to keep my energy up. So eating really healthy, making sure I try to get sleep at night, trying to just keep energy up. In the morning when I’m getting ready I was listening to music trying to get myself in state. And a lot of it for me is getting down there. I had to go the night before and actually stand on the stage. For some reason that calms my nerves when I see this is what it’s going to look like, and what the audience is going to look like, that was a big part for me.

Then when I got down there, it was just like, I pray a lot during these nervous times. I’m praying a lot that I’m going to be able to serve at the highest level, that I’m going to be able to say things that are going to inspire people and motivate people to actually change their life. Yes, a lot of praying. Then when it gets real close, I jump around and try to get my energy out, try to get prepared and ready. And then they start calling your name, and next thing you know you step out there and as soon as, for me, as soon as I got on the stage, I see everybody and all the nerves kind of crash, boom into state, and you just go. Hope that helps.

Number 4: “What is the hardest thing about logistics of processing that many sales so quickly?” So I kind of talked about that, the fact that nobody had pens, there’s no where to send people to order forms. So kind of what we did with those packets and the sneak attack, the Trojan horse order forms and pens, that was the biggest part to get it to work. Then I had enough people to take orders. We literally had people there, over an hour long line, just to be able to take people’s money, which I felt bad for the next 3 or 4 speakers because literally people were out in hallway either buying or watching this whole circus that was happening out there in this huge line. So it was pretty cool.

Number5: “How did you prepare your team and or company for this event?” It was a big, a lot of preparation. Ahead of time we had a pre-meeting explaining the process. When we got there we showed everyone, “Here’s the tables that are happening, here’s what you gotta be doing. When you get this you gotta return this.” And for the most part it worked really good. We had some temp workers there who didn’t pay attention very well, they kind of messed some things up, but for the most part it ran really flawlessly, which is good.

Number 6: “How has it been since the event?” It’s been crazy. I was in Vegas for a day and a half afterwards just processing orders and getting stuff done. It was tough, I remember in the morning I needed to get some water. There was a little shop where we could buy stuff, right next to the elevators.

So I jumped in the elevators, came down, went to buy some waters and I got stuck out there for 25 minutes taking pictures with people. I’m in my jammies, my hair’s all messed up, I’m tired. I’m like, “I’m just trying to get some water for my wife and I.”Someone came up to me and they’re like, “You buy your own water. You’re the only multi-millionaire I know who buys their own water.” I thought that was kind of funny. That was kind of crazy.

And then we needed to get B-roll though. So part of me, we made $3 million dollars in the presentation. I’m going to make a lot more than $3 in me telling the story of this presentation and you’ll see some stuff coming out over the next few months of how we’re going to keep this momentum going. But part of it is telling the story. I had three of my video guys there capturing stuff. And one of them, Dan Usher, he’s making a promo video of the bonus I gave people at the Funnel Hacking Live event. So you guys will see that here in the near future.

But one of the things that he wanted, he’s like, “I want an aerial shot of the event because you can’t fly a quad copter around Mandalay Bay.” So he went and rented a helicopter, one of the helicopters that there’s no doors on it. And then we got to go in the helicopter and they harnessed us to the helicopter, and then we flew at night past Mandalay Bay. I got to hang out of the helicopter looking back as he’s filming me, for a 3 second B-roll shot that we’re going to use in the promotional video. So we did a lot of fun stuff like that.

We got to take my wife shopping to go get some clothes, and myself shopping as well to go get clothes for Funnel Hacking Live. Stuff like that, which was kind of cool. After that we went to Michael Jackson show, which was really cool as well. It was a good time, we had a good time. It was hard to walk through the halls afterward. It was just getting bombarded by everyone wanting to take pictures. It’s tough because I want to give everyone a chance. It’s like, if you bought, you got your picture, that was your shot. Anyway, it was just, I feel bad telling people no and I had to tell a lot of people no. It was tough.

But other than that it’s been crazy. It’s fun watching on Facebook because everyone’s talking about it. Apparently traffic conversion events happening right now and I’m not there, but a bunch of my team is there, and they said that it’s the talk of the whole event. Everyone’s talking about it, which I’ve been getting texts and voxers and Facebook messages from people all over the place that are messaging about it. So it’s kind of fun that it was that big of a deal that people know about it.

Alright number 7: “What’s one piece of advice you give someone about to sell from stage or from a webinar?” Study this book, I spent a year of my life writing this book so you’d know exactly what to say, how to say it, where to say it. And then go watch all my webinars. Even if you’re not going to buy my stuff, watch and learn the process, learn the energy level, all those things you need to be able to produce a webinar and to do it. Model it, model, model, model.

You know one of my friends who’s now got a career writing webinars for people. He told me, “I’ve watched your funnel hacks webinar at least 100 times.” People are doing webinars and I’m like, “Did you watch mine?” and they’re like, “Nah, I haven’t seen it yet.” Are you kidding me? Do your homework. Anyway, there you go.

See how I pitch, why I pitch, see my tonality, my voice patterns, how I do the stack and the close and how I create urgency and scarcity and how I’m answering questions, all those things are keys to it. So you can read it in the book and then go watch it to understand it.

Number 8: “Why did you have people do manual orders instead of digital?” Okay, again, everyone else who sold at the event had people pull out their phones and click on the app to buy the product. A couple of things, number one, when we were in the venue, the app had no internet access. People that were doing that, the sales actually didn’t go through. So a lot of their speakers were like, “Okay when you leave the event, go and find it.”

Number two is half of selling is like the social pressure and the psychology behind social proof that this is actually real. So it’s like, people pull out their phone and buying, nobody knows who else is buying. When people are all running up and they’re running somewhere, they see a line that wraps around the arena, they see all this energy and excitement and momentum. “I don’t know what exactly that is, but everyone else gets it, so it must be something I need to be a part of as well.”  So it causes a social situation you can use as well. So that’s why we did the old school way.

Number 9: “What was the incentive for them to wait in that long of a line during the table rush?” It was to be able to come get a picture with me, which may seem like a dumb little thing but it’s important to people. I just know that every time I walked through the hallway before and after I was getting mugged by people who wanted their picture with me, which is funny for my wife. She’s like, “Why do people want their picture with you?” I’m like, “I have no idea.” It doesn’t make sense to me either.

But that was a big thing, people want that and it gives them something tangible. So that was a big part of it. Plus when they sat in line they got the physical Funnel Hacker Cookbook and the MP3 player, so it just gives them something tangible as well. And to get people to meet you. Someone buys from and invests from you, they want to meet you and they want to shake your hand, and to have a picture with you means the world to them.

Number 10: “Do you feel different now that you’ve broken another huge record?” Honestly no, I feel exactly the same. My goal now is to not let my head get too big. But definitely to leverage it, to grow Clickfunnels even further. So like I said earlier, $3 million dollars in 90 minutes is cool, but the $30 million we’ll generate in the next 12 months because of this, because of the story is more important. And that’s what’s going to happen next. That’s what most people give up. Most people do the first thing and then they stop, leave the first thing. You will watch over the next 4 months how I leverage this. You will definitely see it.

Number 11: “Is Grant Cardone getting kickbacks since it was his event?” Yes, you split the proceeds of your sales 50/50 with the event promoter, they’re the ones who did all the hard work to get the people in the room so they get half of the profits and it’s totally, totally, totally worth it.

Number 12: “Is there anything you’d do differently?” Maybe, but I don’t know yet. You know, I think overall we executed it pretty well. We thought a lot through it and it worked really, really well. I think my double close, my second presentation, I probably would have choreographed that one a little better, maybe get some slides and some things. I just kind of went up and there  just kind of talked. So I probably would have choreographed that a little bit differently. But for the most part, really, really happy with how it all went.

So there you go guys, that was what happened at 10x event. That’s how I made $3 million dollars in 90 minutes. It was tons of fun. Look out in the near future as I tell this story more and I’m kind of walking you guys through the details. We will have an offer coming out that’s going to share all the information from behind the scenes, going through slide by slide, minute by minute of my presentation. That will all be coming soon. Make sure you keep listening to the podcast to find out when that’s coming out.

With that said, thank you guys so much. If you want to see the video of this or read the transcripts, go to marketingsecrets.com, you can read it all there. Appreciate you guys, and we’ll talk to you guys all again soon. Bye everybody.

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