Episodit
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How one good presentation can transform your business overnight.
On this episode Russell talks about speaking at a Mike Filsaime event and selling 36% of the room and how he did it.
Here are some cool things youāll hear in todayās episode:
How this one event Russell was able to sell 36% of the room. Why Mike Filsaime said Russell had one of the best presentations he had ever seen. And why this presentation actually got Russell more opportunities to speak at other events.So listen below to hear how Russell was able to do so many sells at Mike Filsaimeās event.
---Transcript---
Hey everyone. This is Russell. I want to welcome you to Marketing in Your Car. Hey guys and gals. So this episode is kind of weird because I think it is the first Marketing in Your Car I have actually done when I am not in my car. Maybe there are one or two others, but that is what is happening today. I am at the office, and just want to share something cool with you guys because I think it would.
I had a chance this last week to watch one of my friends. He posted on Facebook. He is a big believer in bound marketing. I agree with him for the most part. He is trying to get clients and make arguments, but he is talking trash about conversion and sales and persuasion and all these things.
It makes me laugh because that is where his background came from, and thatās what he learned. That is what has worked for him in the past. He is talking trash about that so he can sell his inbound marketing thing. I read it, and I just kept going back and forth. Do I agree with him? Do I not? Which parts do I agree? It was interesting because there are parts that I definitely agreed with him on. I do believe that it is the future. I believe in ad networks versus they donāt squeeze pages and sales letters and things like that.
Thereās that side of it, but the other side of it, which I think he is sort sighted on, he is trying to throw the baby out with the bath water, so to speak. His persuasion says it is important to understand, and if you understand those, then it just works. This weekend I had a really cool experience. I got asked to speak at Marketing Genesis, traffic genesis event. I went and spoke there.
There were about 120-130 people in the room when I started speaking. I created a presentation. I donāt know how many of you guys have gone through my perfect webinar presentation, but I have this script that I have built over 10 years, and it has taken the best I have learned from all of my coaches that have taught me how to speak well. I have learned from Ar and Moore and Jason and Dave Vanhoose, Perry Beltcher, and so many people. More than I could go through right now. People have helped me tweak my presentation and tweak it and tweak it and tweak it. I am to the point now, I call it the perfect webinar because it just works.
Anyway, I got asked to speak there and so I spent a day and a half or so just working on the presentation getting it perfect. I just, I literally just followed my script to a tee. I didnāt deviate from it at all. I just used the script. I opened my hand out. It goes through all the different pieces, and that is all I did. I went and gave the presentation, and it was really cool. After I pitched I ended up closing 36% of the room, which is the highest that I have ever done. Probably one of the highest that I have ever seen.
I was just reading my skype right now and Mike said, āHey, wanted to webinar for your offer. One of the best offers I have ever seen. Maybe the best. It was kind of cool. Just really exciting. I closed 36% of the room at a $1,000 price point. What is interesting is what has happened since then. This is the power of a good offer. If you get a good offer and a pitch that converts, all the inbound marketing stuff is good, but man it will turn your outbound marketing on fire.
I did that presentation. Did my whole pitch, my close, everything. Made a whole ton of money. From there, almost instantly I had four or five people come up and beg me to do that webinar to their list. Mike and Andy asked me. Right now, people are lining up to do that webinar to that list because they saw it converted, saw it was going to make them a ton of money, saw that it was awesome. That is the power of having a good converting offer. People will line up to sell it for you.
I think it was Gary Halbert said, I canāt remember. A couple different quotes. One of them said something about, āJust one sales letter will make all your problems go away. One good sales letter.ā I think itās true. Literally there have been two or three times in my business career where because of stupid choices on my side, we have almost gone bankrupt or things have almost happened. Every single time it is one good pitch, one good offer that totally saves and changes everything.
While I agree with the whole inbound concept, I think that is where we all need to be going. After you use outbound concepts to get somebody in your funnel, thatās where the persuasion and the sales skills and all the things we have been talking and teaching and doing for the last 10 years. They still work. They work better than ever. You just have to learn how to do it.
We donāt have the slide yet, but in the next month or so I will probably put it live. If you go to perfectwebinar.com, I am going to have a DVD there that goes to my perfect webinar script. I will do free plus shipping. I recommend getting it because that thing works.
I just followed my own template, filled in all the blanks. Did the presentation and boom it works. I hope that helps you guys. I appreciate you all for listening. This is episode 99. The next one coming out is 100, and we will have a new theme song. I appreciate you guys, and we will talk to you soon.
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A few quick things you can do to give yourself the edge.
On this episode Russell talks about how he uses supplements to get a slight edge and how he does the same thing in business.
Here are a couple of interesting things to listen for in this episode:
Why Russell uses so many supplements and how people react to them. How Russell is always trying to have a slight edge on his health and his business. And what three types of people you will see in both business and supplement taking.So listen below to hear how supplements give Russell a slight edge.
---Transcript---
Hey everyone. This is Russell Brunson, and welcome to a very cold and rainy Marketing in Your Car. Hey everyone. We are almost on episode 100, which is exciting. At 100 I am changing the theme song. I promise. I honestly canāt believe I have listened to 100, that theme song over 100 times. We have new things coming out. Also, I wanted to see how long all my podcasts have been. So I took them all, and I am getting someone to transcribe them all so I can put them on the blog, and all that fun stuff. I am posting it out there. I had my brother rip all the audios.
We put them into one long thing. Thatās not counting the music. Just the actual talking parts. It ended up being seven or eight hours long. Maybe it was even longer. It was crazy. I was like, āMan. That is a short key to my office. Can you imagine for a lot of you how much time you spend each day in the car?ā It is insane. So, anywho I wanted to talk about something I think is funny.
As lot of you guys know I eat really clean and healthy. I also am a big fan of supplements, and every morning I have a supplement regime that takes me almost an hour to do. Some people think that is crazy. Why would I spend an hour doing it? I have my kits there. Aden helps me. He helps me juice, and also helps me pick out all my pills. We take whatever out of each bottle, and I have this huge stack of stuff, and I take all those.
I take a bunch of powders and mixes. I look forward to it every morning. It is my favorite part. Usually when I am doing it, I am super tired. I take all the stuff and in about 15 minutes or so, I just feel like a million dollars. It is really awesome. Last night I took a picture of my supplements to post on Facebook. I thought it would be fun to get peopleās responses. Man, it cracks me up. Peopleās feedback. Some people, and itās funny because the people who are the least healthy are always the ones who are trying to explain to me how itās going to kill my liver all these types of things. It makes me smile because I think about all the stuff I am taking compared to one big mac at Mcdonalds.
It makes me laugh. Also, the super healthy people who have their thing that they follow and they believe, and they stick with that, and they wonāt. They said, āAll you need is this. All you need is whatever.ā They have their thing. Then thereās a couple guys who I know who are always trying to push the edge on things to get themselves the slight edges. All of them posted pictures of their supplements. Some of them have twice what I had on mine, which was fun as well.
I just thought it was funny. I started thinking about that. In all aspects of life. Again, obviously I am a big believer in supplements, but during Halloween, not Halloween, we went down to this Halloween celebration to my brother in law, sister in lawās house. They saw me taking all these things. It was interesting, my sister in law, she said something that I thought was kind of cool. She said, āWow. You always look for little things to give you the edge.ā I thought about it, and that is what supplementation is.
I am trying to figure out what little tweaks, what little hacks, what little things are there that I can take that are going to give me nutrients that I am not able to get out of my food, that are going to give me things that will help me open up my mind, or increase my energy in a natural way thatās not tied to caffeine or tied to these horrible things. All these little incremental things that I am adding into my supplementation have been amazing. That is the first part, and then I started thinking about also from a learning stand point. For me, I am always trying to get the edge. That is why I read so much. That is why I study so much. That is why I am always listening to trainings and audios. I want to get those tiny things.
Each little supplement I can learn and put it in my brain can give me an edge and help me increase my business and help me make more money and help me to serve more people. For me, just like supplements, I am always looking for those little things. I think about the people that almost had the same response with the supplements. I look at their life, and I think theyāre response of information would be very similar.
Those who fight to have enough and they donāt need to do learn more, who would mock my library. Then we have those who already have, who do, you know a lot, but they donāt want to learn anymore, and those who are trying to seek knowledge in all aspects of life, and try to search out the best things. For me, I like the idea of always searching out the best things. Trying to find those little edges you can take that are natural. From a learning standpoint and a nutritional standpoint, to help you get to where you want to get, faster.
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Puuttuva jakso?
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How to find coaches to get your unbalanced life back into balance.
On this episode Russell talks about having a life that is like an unbalanced wheel and he is working on straightening it out.
Here are some interesting things you will hear in todayās episode:
Why some areas of Russellās life are amazing and others are struggling. What Russell is doing to try to balance out his life so itās amazing all the way around. And why itās important to work out your life and make sure its balanced.So listen below to find out what Russell is doing to straighten out his wheel.
---Transcript---
Hey everyone. This is Russell Brunson. I want to welcome you to a brand new, exciting, awesome episode of Marketing in Your Car. Alright everyone. It has been a little while since I have done a podcast. Had kind of a crazy last month or so. Has it been a month? Probably not. It has been quite awhile. Since last we spoke we launched click funnels. It is going great. People are loving it. We are changing the whole industry, and itās awesome. Loving that. I want to do something different because today I woke up, and I am in an awesome mood.
It is funny because there is a bunch of stuff that I could and should be upset about or frustrated or whatever, but I am in an awesome mood today. There are a lot of reasons for that. For one, I am just grateful for my family. I am grateful for click funnels. I am grateful for my partners, just everything that is happening. It is just awesome, like nothing could pop my bubble right now, which is really cool.
The other thing I want to mention, and I think itās important, is I want to ask you guys, I want you guys to look at your life. There are different areas. Remember at a Tony Robbins event he had us do this in a circle. Each sectionās circle was a pie, each part was part of your life, your personal life, your financial, your spiritual, your physical and all those kinds of things. He had us draw from 1-10 where we felt we were at. If you were close to the center of the circle, the further out you went, the better it was.
You drew these lines across each of the sections of the pie, and afterwards you looked at it, and it was this lopsided wheel. Everyone has one or two aspects of their life they are crushing it in. The other four or five they are really struggling it. It was interesting. He said, āLook at this as the wheel. How can you drive on this? Parts of it are super close. The edges are super close to the center. Part of it is like a real circle.ā
I think that is what my life has been like. I have been having great success in a lot of areas, and having a lot of fun and things, but other parts of my life are really struggling like my physical part. I wasnāt sleeping. I wasnāt eating right. I was doing a whole bunch of stuff to try to get the launch out. Things became lop-sided. I did a podcast a while ago about the unbalanced life, which I still think is important, but I started thinking recently about that.
I have certain aspects of my life, half I am crushing in and half I am struggling in. I started looking at what are the traits in things that are happening in the areas that I am really successful. I have coaches and a team around me helping me in those aspects in my life. Those other ones, I am just going at it on my own and hoping for the best.
Recently, a little while ago I hired this guy. I am not sure if I told you guys or not. I donāt know if I told you or not, but I went and got my blood tested in the middle of our product launch thing. My hormones were out of whack from lack of sleep, lack of, I definitely went unbalanced for a while. My hormones suffered because I gained a bunch of weight. It was hard to sleep.
I had low energy. All of these things came from that. I went to a nutritional doctor, and he told me what I needed to do, and I didnāt agree with it and it scared me. I didnāt want to do. I looked out there, and I looked at my personal world, and try to find somebody who is really good at fixing the issues that I was having. I found this dude.
His name is Caleb Jennings. You can search for him. He is awesome. He is really expensive, $600 for a coaching call. I did my first coaching call with him, and he recommended a bunch of dietary things and a bunch of supplementation things and other things. What I am eating now is so weird from what I have ever eaten in my whole life. We just got started. āThereās two way to do this. The fast way and the slow way.ā I said I wanted the fast way.
He said the fast way is really expensive. I said I didnāt care. I want to get where I want to be as quick as I can. Here is all the supplements that you should be taking. I spent $2,000 in supplements. I did that, changed my diet. I have been on it for 10 days now. I canāt tell you. I feel better now than I felt my entire life. It is truly amazing. I feel like I am glowing. I feel so awesome.
The point of this podcast because now I am at the office is, start looking at the areas of your life that are unbalanced and things you are not happy with instead of trying to trailblaze on your own like we always try to do. Go find a coach for that area of your life. There are coaches out there coaching people on anything. If you are struggling spiritually or financially or health wise, go find the person who is doing exactly what you want to be doing, and figure out how much it is going to cost and pay him.
It will get you where you want to be so much faster. I was listening to Tony Robbins this weekend, and that is one thing he said as well. If you want to be successful, you canāt find a good strategy. You have to find the best strategy. Find the best strategy. Find the person that you like the most and model them. Model them to a tee. If you do that, that is where you are going to be successful.
That is what I am doing now. I am finding the areas of my life that are lop-sided, that I am not quite happy with. I am finding coaches and get there quick. The last 10 days, we had a family trip this weekend, and I was driving, and typically when I am driving I am snacking on food and trying to stay awake.
Kids are going crazy and it is stressful. This time I didnāt eat any snacks. I was just driving there. I had so much energy. I was so much more fun. I was goofing off. It was night and day. My wife was like, āwhat is wrong with you? You are so happy right now.ā
I said I donāt know. From the changes in my diet and supplementation, I feel like a million bucks. I am going to find some coaches for the other areas of my life I am struggling with, and I will be firing those as well. Do the same. Appreciate you guys. Thanks for listening. Have an awesome day, and I will talk to you all soon.
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A cool new way that we are rolling out our new software to the world.
On this episode Russell talks about the Clickfunnels product launch and how itās different than other product launches.
Here are the coolest reasons to listen to this episode:
How a product launch works and why it doesnāt necessarily mean you have to have all your ducks in a row. How this launch is really more like a reverse product launch and how it will work. And Why Clickfunnels is being launched differently.So listen below to hear the plan of the Clickfunnels product launch.
---Transcript---
Hey, everyone. This is Russell Brunson, and I want to welcome you to a very special launch-day āMarketing in Your Car.ā
Hey, everyone. Itās been a little while since I talked to you guys, probably because we have been killing ourselves getting Click Funnels launched out. Iām driving home at about four in the morning, and Iām driving back a few hours later. Iām usually a little bit too tired to talk [laughs], but the good news is that todayās the day. Weāre going to go live, and itās exciting, and itās scary. Itās so many things, but above all Iām excited to share this tool, this gift, whatever you want to call it, with the world, and so we have spent insane amounts of time, effort, money, energy [laughs] to bring this to everyone, and today, we have the fruition of that, which is exciting.
What I want to talk about today, just while Iām thinking about it, every one of us, depending on if youāve got a business already, and youāre rolling out new ideas, new projects, new things, or those who are just getting started, there comes a time when you have to launch, and a lot of times, you probably think that all of us who are doing launches, that weāve got everything, all of our ducks in a row, and itās always perfect, and itās sunshine and roses, but the reality is, it is crazy every single time. Weāre juggling a million different things, trying to get everything done, but itās fun to see it all come together. Now one thing that we learned from doing this or any launch is that first when you start a project, you get all of these things you want to do and then as you get closer and closer to the deadline, youāve got to start chopping things and pulling things off, and it gets smaller and smaller until you get to where youāve got something that you can actually do and put out there in the world, and even right now, itās kind of fun with this launch. We kept on changing it and figuring out what we had to have to go live, and we picked a date, and weāve stuck to it, and now itās go time.
One thing thatās interesting that weāre doing on this launch ā I think weāre going to start a trend ā maybe. Iām not sure, but weāre doing a reverse launch, so most people do product launches where they show you training video number one, then video number two, then video number three, and then video number four they sell you, and they open the cart and you can go in and you can sign up. This one is going to be backwards.
What weāre doing is inside Click Funnels, weāve got basically five or six different funnel types. Today weāre going to launch, and weāre going to launch one funnel type, which is our opt-in funnels, which that, by itself, makes us a better alternative than any of our competitors, so it does it better, easier, just right out of the gate. Thatās the first thing weāre launching today, and that will give us a chance where the promotional videoās all about that feature and about thing, and weāre talking about that one little thing, and then two days later, weāre going to unlock the next feature, which is our automated webinar funnels and our webinar funnels, and so that will come out. Then, āBoom,ā weāll launch a new sales video with that. Weāll have training that goes with everything and weāll indoctrinate and get people using that, and then three days later, we open our sales funnels, and after they open it, weāll go in there and help people get those integrated and get their shopping carts in there, et cetera, et cetera, and then after that we have launch funnels and the membership sites, but weāre doing an internal rolling launch where weāre rolling out new features every three or four days, for a couple of reasons. One is that it gives our affiliates a reason to promote every two or three days, which is very good for sales. Thatās the first thing.
The second thing is it gives us a chance on the support side to make sure weāve mastered one funnel type, and make sure that itās perfect and that we have templates and Q&As and all of those types of things. Just to make sure weāve got that one funnel perfect. And then on the third is that it gives the customers the ability to really get in there and immerse and learn one thing at a time, and so anyway, weāre excited. Thatās the strategy, and itās never been done before, so it will be fun to see what happens on a reverse launch, and see if it blows up in our faces, or if it does awesomely, but either way weāre excited, and just really excited to share Click Funnels with the world.
Itās funny. Somebody posted on Facebook the other day about how they thought Click Funnels was the biggest marketing innovation since e-mail auto-responders, which I personally do believe, but I remember that I posted in there ā and I thought about it a little bit before I posted, and I posted, and I said, āLook, guys, even if we never sold a single copy, this tool will make me and make my company millions of dollars. Iām just so grateful to be the one that has the chance to share it with you guys,ā and thatās really how I feel, and so today, if youāre listening to this podcast, go get your Click Funnels account. Again, weāre giving away free trials, and I promise you guys youāre going to love it. Itās going to change your business. Itās changed mine already, and will continue to do so for the rest of my life.
Iām at the office now. Iām going to go in. Iām going to push the last few buttons and give everybody everything live, and in a few hours itāll be show time. I appreciate you guys listening in, and weāll talk to you soon.
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The secrets of temporarily unbalancing your life to achieve your dreamsā¦
On todayās episode Russell talks about why his life is unbalanced because he isnāt getting any sleep and why right now, that is okay.
Here are some things youāll hear in this episode:
Why entrepreneurs donāt have the privilege of living a balanced life when you are just starting out. And why you have to sacrifice balance sometimes to get the momentum you need to succeed.So listen below to find out why itās okay for Russell to live an unbalanced life sometimes.
---Transcript---
Hey, everyone. This is Russell Brunson, and I want to welcome you to a special late night āMarketing in Your Car.ā Actually it should be called, āMarketing in Your Ferrariā, because right now, late at night, Iām driving to the office in the Ferrari.
Hey, everyone. I want to welcome you to this webinar. This is not a webinar. This is a podcast. You can tell my brainās a little bit fried right now. Over the last week or so, weāve had Todd and Dylan and Chris and the entire Click Funnels crew flew in to Boise so we could focus on getting Click Funnels live and launched, and itās been super fun. Weāre halfway through the week, and weāve got the other half coming up, and so Iām going in for another late-night session so that we can keep cranking this thing out so we can have it ready for you guys all to experience here soon, and Iām really excited. Weāve got some amazing changes. If any of you guys have used Click Funnels yet, youāre going to be blown away by the new editor and the new UI that weāre rolling it out on Thursday, and so weāre trying to hit a hard deadline and get it all done by Thursday, which will be pretty cool. So thatās why weāre all killing ourselves right now.
I was thinking about some stuff recently. In my life, Iāve been trying to do so many things. Iāve been trying to get this new company launched while keeping our old company growing, while being a dad with my kids now in football, and my daughter in soccer, and then trying to be a good husband, and trying to do all of my church responsibilities. Thereāre so many things that are happening right now, and Iāve been trying to live a balanced life and because of that, I basically had to cut out sleep almost completely from my schedule, which has caught up with me. Itās been hurting, so Iāve been trying to get some more sleep, and so Iām trying to figure out, what do you do? They always talk about living a balanced life, and how do you do that as an entrepreneur, especially when youāre trying to launch a new company, and trying to provide value to the world. How do you do it?
I was thinking about a couple of things, and funny enough, by both of them coming from Mark Cuban, who, if you guys donāt know who Mark Cuban is, youāre probably living under a rock right now, but one thing he said that was really interesting, and Iām going to slaughter the quote, but he said something along the lines of ā something about sleeping at night, like, āWhile my competitors sleep, and Iām staying up at night getting ready to kick his butt,ā or something like that, and so thatās been our mantra, because weāve been going through this. Weāve got a couple of big competitors, some of them with VC money and everything that weāre competing against. Weāre the ones busting our butts at night while theyāre sleeping soundly in their beds, and theyāre not going to know what came and hit them, so thatās exciting.
The other Mark Cuban thing was I was listening to, watching āShark Tankā. This was a couple of months ago, but I remember this one scene, and it kept replaying through my head this weekend as I was trying to figure out how to become more balanced. He was talking about how, as an entrepreneur, when youāre first getting started out, you canāt lead a balanced life. He was talking about how things have to fall to the wayside, because thereās so much effort and momentum that has to go into launching this thing. He was like, āEntrepreneurs do not get the privilege,ā or whatever you want to call it, āthe luxury of having a balanced life when theyāre getting started.ā Someday, obviously, the goal of being an entrepreneur is to shift that, right? So all of this effort, you kind of frontloaded turns into this company that pays for itself, pays for you and your family so that you can go and live those things you want.
It got me thinking about that. Itās not good to always live your life unbalanced, but there are times when I think you have to, to be able to push forward and to succeed. I look at when I was wrestling in high school and college. My life was very unbalanced towards that, but thatās what I had to do to be able to succeed. Youāve got to sacrifice other things to be able to do that.
I look at the two years I spend on a mission for my church, and when I was doing that, life was very unbalanced. I was giving up everything else to be able to focus on that aspect and to be able to serve the world in that way, and so while I think that the goal is to get to a balanced life, I think in order to get the momentum you need to succeed at almost anything, that initial inertia comes from being not in balance, and so you have to kind of pick and choose.
Tonight, my wife and I sat down, and we started talking about what aspects I need to cut during this process to be able to function, so thereās going to be some things in my life that I love that Iām going to have to cut out just so that I donāt die [laughs] from lack of sleep and lack of everything, right? So one of the things Iām going to cut out is going to be weight-training. Itās going to be this and that, and like, āWhat are the pieces Iām going to pull out so that I can focus on the good stuff which is obviously launching this company and having success with it and all of those types of things.
Anyway, kind of fun ā thatās whatās going down. Iām at the office now. Late night, Iām driving the Ferrari. Things are good. Time to get this Click Funnels launched so it can change the world, both your guysā and mine. Iām excited, and I will talk to you guys soon.
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Lessons that I learned from my Greco coach, and how they 10xād my results.
On this episode Russell talks about his wrestling career and some of the things he learned when he started practicing for the Olympics with a new coach.
Here are some of the things you will hear in todayās episode:
A brief history of Russellās wrestling career and some of the experiences he had. Why he questioned his Olympic wrestling coach until he saw the brilliance of what he was teaching. And why it is important to use what he learned in other aspects of his life.So listen below to hear what Russellās Olympic Wrestling Coach taught him.
---Transcript---
Hey, everyone. This is Russell Brunson, and I want to welcome you to a very late night āMarketing in Your Car.ā
Hey, everyone. It is eleven oāclock at night. I just got done with a two-hour wrestling match, and it was awesome. One of my buddies whoās been my jiu jitsu coach for the last few years or so ā I wanted start to do some hard wrestling, and he was trying to learn some wrestling, so weāve been going a few nights a week at night and beating the trash out of each other. We just got done with that, and I had so much fun. It was awesome. Despite the fact that Iām old and Iām out of shape, I could still do all right in wrestling, which makes me happy.
Iāve got a little drive home right now, and I want to talk about some stuff. I have no idea if this is going to relate to you or your business at all, but I think itās really interesting, and I think that there are things that you can grasp from it, whether it be in your business or in your personal life. Iām going to be honest. I donāt know how these directly relate to you specifically, but itās a principle that I learned in a really interesting way, and Iām going to share that with you, and hopefully youāll get some value out of it. I think that if you think about it, and try to figure out how to apply it to your circumstances, youāll find value, but itās not going to be surface-level. Itās not going to be like, āOh, yeah. This is how this works,ā and so if you listen to this podcast, and you donāt get it [laughs], listen to it again, and then just think about it, and think about a couple of different aspects of your life. Think about your personal life, your business, your relationships, because I think that this is applicable on a lot of different levels besides the one Iām going to share with you right now. Thereās my preview for this podcast.
The backstory is ā a lot of you guys know my wrestling background. I wrestled in high school. I was a state champ. I had a chance to go the High School National Tournament, and I took second there. I became an All-American, lost in the High School National finals by two points. It was a really close match, but it was amazing. Out of all of the things in my life that I identify myself as, I still to this day, if you were to ask me, āWho are you, Russell?ā I still consider myself a wrestler.
That was, more than business, more than anything else, that was the thing that defined me and made me who I am. I just love wrestling, and so I got done with high school, I got a scholarship offers at a couple of places. I wrestled a year at BYU, and then they cut the wrestling program, so I transferred up to Boise State. I wrestled my last four years there, and I just had a great experience. I canāt tell you how many happy moments and the stuff that came from that, but again, the defining thing in my life is definitely that.
Iām sure that all of you guys have in your life something that ā I look at my life before wrestling, and Iād come home from school and Iād watch cartoons [laughs] until dinner, and then Iād eat dinner, then Iād go to bed. It was the first thing I had where I had a dream, and I had a goal, and I put everything ā my blood, sweat, and tears into it and chased that dream and achieved some big goals, and also didnāt achieve some goals, and I learned how to win, and I learned how to lose. It was just ā to this day, the greatest thing Iāve ever had a chance to experience ā that was my wrestling.
Then when I got done with college, I took a couple of years off, and ate a lot of food. My wife got pregnant with twins, and I gained a lot of weight because of this whole thing, and fast forward about four or five years later, I just really missed wrestling. My business was cranking. We were making money, and I did a podcast about this earlier, so Iām not going to tell the whole story again, but I decided I wanted to train for the Olympics. We built an Olympic training center out here in Boise. I hired an Olympic Greco coach, moved him out here. We moved out six or seven guys who were training for the Olympics, and I hired them. They worked for me, and then we were wrestling every day. It was a really cool experience.
But the story I want to tell you guys today is we brought this coaches in to Ivan Ivanoff, and to this day, one of the most amazing people Iāve ever met. I donāt think Iāve ever even told him this before, but one of the people I look up to more than almost anyone else in the world, and just an amazing human and an amazing person. I remember we brought him in as this coach, and he had actually come from Bulgaria with basically nothing ā showed up here in America. He moved out to Utah. He got this job coaching this little kidsā club. My little brotherās in that club, and in two years, he took my brother, and this group of kids who didnāt know Greco at all, and within a year and a half to two years, my brother took second place in the country in Utah and the state took first in the country in Greco.
He has this amazing ability to put his hands on somebody, and have them transformed. As soon as he did that with these high school kids, then the Olympic team brought him up, and he started coaching the Olympic Greco team, and raised up some of the most amazing athletes really, really quickly and just awesome, so when I wanted to start wrestling again, I was going to have someone, I wanted Ivan, and Iād never had a chance to personally work with him, but I saw what he did with my brother. I saw what he did with these other people, and so I wanted him there. I was lucky enough and blessed to have him agree, and he moved to Boise and he started coaching us.
It was interesting because I remember the first probably four or five months, we were practicing, and I was really frustrated about how he ran practices. I was almost confused, and I was thinking, āWhat is this guy doing? Does he not know how wrestling practices run?ā Literally, what we would do is every Sunday weād come in, and in wrestling youāve got an offensive guy and a defensive guy, right? So Iām practicing moves on him, so Iāll have a guy stand there, and Iāll practice shooting on him, and Iāll practice taking him down. Iāll practice different moves. The defensive guy plays like a dummy, and heāll let you take him down. Thatās how you drill, right? You practice that way, and then you go and you wrestle matches where everyoneās going live, so you have this dummyās day where your defensive person is like a dummy just standing there and going through the moves, and then you have full-speed wrestling where the guyās going a hundred percent.
Ivan, literally, probably about the first four or five months, all he would do with us is he would drill the defensive guy on how to be a good partner, and like I said, I was getting so frustrated, like, āIvan, you need to be teaching us stuff. I need to be learning some new take-downs. You need to be drilling us,ā but he would focus on the defensive guy and getting the defensive guy to be a better partner, and teaching him to react the right way as a defensive partner needs to do.
Literally, every single day, weād come to practice and we would drill defensively how to be good defenders during practice, how to be a good dummy man. I was so frustrated, and I remember one day he told me, āRussell, right now when our guys are coming in here, theyāre drilling against people who donāt know how to be dummies, so thatās not going to help them in competition. In competition, if youāre not practicing against somebody who is a good partner, who is giving you the right looks and the feel and the pressure and things like that, if youāre not practicing perfectly in your practices, when you get in competition, youāre not going to be at that level,ā and so he spent those three or four or five months getting us to be good defensive wrestlers, to be good dummies, and then as soon as he did that, and as soon as he got to the point where he said, āYes, now you guys are good defensively. Now youāre good practice partners. Now we can focus on the offense,ā and then he started focusing on the offense, and I saw the brilliance in what he did.
Literally because everyone on our team became great at being the dummy, and at giving the right looks and the right pressure when someone was drilling on you, when he started introducing new moves, we were able to pick them up, and not only pick them up faster, but our technique was perfect because the partners we were drilling against were defending them perfectly, and they were giving the right pressure and doing the right things, and so you could literally just start seeing the huge improvements in yourself. I look and a month and a half, two months later, that team that we had built up went to the U.S. tournament, and we were this unnamed team. I canāt remember ā Iām pretty sure we won first place at that tournament, if not it was just because we didnāt have as many guys as the other teams, but just we did awesome. We had three or four guys in the finals, and it was really fascinating to watch that.
Iād forgotten that lesson, until a little while ago when I was wrestling with Jason, my jiu jitsu coach, and I told him that. I said, āWhat was interesting when we first brought Ivan in, the first three or four months, he didnāt focus on techniques for offensive techniques. He focused on drilling the defense man and making him become the perfect partner, so that when we did introduce techniques, we got those techniques perfectly, as opposed to picking them up in an un-perfect environment.
I told Jason that, and Jason got really excited. He went back to his club, and he started focusing on the guys he was training, not so much on offensive, because he said, āOffensively these guys come to practice and the defensive guys are just lying there. Theyāre doing to moves perfectly, and then they go to tournaments, and they go to matches, and they go to fights, and theyāre losing because when they go against somebody whoās good, the pressure and the things that are happening defensively at practice are not at the same level as whatās happening in the tournaments. So he went back and he started focusing on that part of it with his guys, and he started seeing these huge leaps and bounds.
I think that a lot of times in all aspects of our life, we do what I thought we should do, and what I came in and wanted to coach my team, right? It was, āLetās focus on offensive, offensive, offensive,ā and thatās not always the right way to start something. Building the foundation and understanding that part of it, which may seem like youāre taking a step back. It might seem like youāre going slower at first, but it builds a solid structure and builds a platform where now you can offensively grow ten, twenty, thirty times faster.
Again, Iām not sure how this relates back to your life ā if itās in your relationships, if itās in your businesses, if itās in some other area ā your finances, your religion ā whatever it is, but I want you to think about that. What part of your life ā it could be your nutrition. It could be your whatever, like what is the equivalent of what I talked about? What can you step back and focus on that builds out a better foundation so that when you are trying to make those offensive moves, you can grow and see ten, twenty, thirty times results from the exact same amount of effort?
Just kind of a thought. The guy got really excited about it, and Iāve been trying to figure out different ways to implement it back in to my life now, and I wanted to share it with you guys and let you guys stew on it. Again, if you donāt get it yet, thatās fine. Itās not something thatās right in front of your face. Itās something youāve got to think about, and figure out how to relate it to yourselves.
Iām here now. Iām at my home. Iām going to go shower, and Iām going to take a nice, long nap, or Iāll just go to bed, and Iāll see you guys maybe tomorrow. Iām excited. Click Funnels relaunch is about to happen, and Iāve got Dylan and Todd in town. They just got here tonight, and Iām super fired up. Weāve got a new editor. Itās an exciting time, so maybe Iāll share some of our pre-launch strategies with you guys tomorrow on a podcast, because I think youāll enjoy it. Weāre doing some cool stuff and building a lot of buzz, and Iām excited for it.
With that said, you guys, I appreciate you all for listening, and I will talk to you soon.
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How I can make as much front end revenue giving my product away for free, as I can selling it for full price.
On todayās episode Russell talks about something so easy that everyone should be doing it, but nobody is.
Here are some cool things you will hear in this episode:
The secret that has transformed Russellās business. And How Russell can get three times as many customers and make the exact same amount of front end cash, before up-sells.So listen below to find out how Russell was able to transform the way he does business.
---Transcript---
Hey, everyone. This is Russell Brunson, and I want to welcome you to another āMarketing in Your Car.ā
Hey, everyone. Itās been a little while since Iāve done one of these. Iāve been super busy, and was actually out until about three oāclock last night recording the coolest promo video ever. Iām excited to launch it. Itās a blend between the FourHourBody.com, if you watch Tim Ferrissā promo video there ā itās a blend between that and āPrison Breakā [laughs], and I think itās going to be pretty cool. It took us six hours to film, literally, twelve seconds of footage, so weāll see how it all turns out. In my head itās amazing, so Iām hoping that it actually turns out that way. Thatās pretty exciting.
What I want to talk to you guys about right now is something that I think is literally changing my business right now, and itās so simple and so easy that everybody should be doing it ā and I donāt see anybody doing it yet. Actually, one other dude, I do. One dude was smart enough to see what I did and copy me.
So this is the concept. Letās say you wanted to sell a $47 product. Youāve got your $47 product, and youāve got your up sells, and youāve got your down sells. Thatās just trying to sell. For a typical $47 product, youāve got to write a really good VSL. Itās a lot of work to sell that, right? So you take that into consideration, and thereās your $47 product.
Or you create a free shipping product, and then afterwards you have the same up sell and the same down sell you do on the $47 one, but itās free plus shipping. I want you to go head-to-head with those. Iām curious. If you send a thousand people to both of those, and on your free plus shipping offer, your copyās not amazing, but itās a good offer, so people want it. How many people would you think want both of them? I was thinking weād be conservative. From $47 down to free, letās say we get three times as many, so letās say at $47, I get ten customers. At free, I get thirty customers.
Now I want to ask you ā do you guys agree that thatās pretty realistic? If I had almost the identical product, if it was just as good of a product, with one Iād get three times as many customers by not charging them and by giving it away for free? They just cover five or six bucks for shipping and handling? Iād say that three times is pretty conservative. Letās say three times four ā this argument of what Iām trying to sell you guys on right now, okay? [laughs] So thereās that.
Now this is a little secret that we figured out about seven or eight months ago that is literally transforming all three of our core companies. On the page that weāre taking the product, we have the order form, and they put in their credit card information, and then right before they click āSubmitā, thereās a little tiny block that has two sentences. The sentences just say, āYes, I want this,ā and āHey, do you want me to throw in this extra thing that does this thatās really cool. Itās an extra $47. This is a one-time offer, and not available anywhere else.ā Itās literally probably thirty or forty words. Iāll have to find out how many exactly, but thatās about it, and then we sell this $47 product. Thatās called a bump, thatās like an order form bump.
Now, right now, weāre averaging almost forty percent, so I think itās thirty-eight percent is what weāre averaging ā people who buy our free plus shipping offers, who click on that little button. So letās say we broke it down, and we only got 33.3 percent to do it. So now I want to come back. Weāve got two offers. The $47 product that weāre selling along with our up sells, and then weāve got our free plus shipping product, but on the order form, weāve got this little bump that says āHey, only $47ā, and right now, weāre getting a third of the people to take that. What just happened?
What just happened is, we get the exact same amount of front-end revenue. Ten customers at $47 or thirty customers at zero plus shipping and handling with a $47 bump, if one-third of those people are taking that bump, which they are in all three of our tests right now. Do you guys see what Iām saying? I can get three times as many customers and make the exact same amount of front-end cash before people see up sells by doing the free plus shipping on page order form bump as I can for a $47 straight sale, and the $47 straight sale ā Iāve got to sell the crap out of it, whereas with the free plus shipping, Iāve just got to tell them that thereās a cool thing for free. They pay for shipping, and on the order form I need two sentences to sell them on my core $47 product.
Itās interesting. We were doing some consulting stuff, and these guys had a sales page, and then their up sell was their membership site. It was a $1 trial, and theyāre getting fifteen to eighteen percent of the people to take that trial. They had some really good copy ā a long form video and everything to sell people on that $1 trial. I said, āIf you just got rid of that whole video, added that offer to your order page, and write two sentences, they said the lowest weāve gotten is twenty-eight percent conversion. The highest is over fifty. Theyāre averaging fifty ā pretty close. I think itās thirty-eight percent or so, are taking that offer. It changes the dynamics of everything.
So I want you to think about that. It might be kind of hard to envision from me explaining it, so listen to this two or three times, and kind of map it out, but the concept is amazing. When we launched Click Funnels, we gave away a free trial, and then we had a $47 bump on the order form. That was the lowest one, I think. We had eighteen percent of the people take that. From the eighteen percent, it made something like $60,000 in sales from giving away free accounts. So pretty sexy, pretty exciting and definitely something you guys should look at and figure out how to try to implement in your business.
Iām at the office now. I have a fun day planned out, so I will talk to you guys all again later.
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A cool strategy to redistribute your work day into other areas of your life.
On todayās episode Russell talks about receiving advice from his life coach about shaving a couple hours off his work schedule each day.
Here are some fun things you will hear in this episode:
Why Russell thinks he should be able to get the same amount of work done in a 20 hour day as he would in a 24 hour day. Why his life coach recommends cutting two work hours out of his schedule everyday. And how Russell thinks these changes will go.So listen below to hear Russellās plan of getting the same amount of work done in less hours.
---Transcript---
Hey, everyone. This is Russell Brunson, and I want to welcome you to āMarketing in Your Car.ā
Hey everyone. Itās another early morning day for me today. I had my accountability call with me coach, Carl, today, which was kind of exciting. I learned some cool stuff. Iām heading in to the gym, and I wanted to jump on and do a quick podcast because I thought what I learned today was pretty profound. I hope it will help a lot of you guys, too.
All of us, as entrepreneurs, have this horrible, horrible problem of working too much. Iām not sure if you guys are the same way, but Iām guessing you probably are [laughs], and itās interesting. Carl ā one of the reasons why I wanted him to be my accountability coach is he used to work the 9-to-5, five days a week, like all of us, and then he started cutting out Fridays, and then he started cutting out every other week and literally, right now he works Monday, Tuesday, Wednesday, Thursday, every other week, so he works eight days a month right now. Heās making more money than he ever was working the whole time, right? Today his big challenge to me was, āHey, Russell, you need to start shifting your work habits and what youāre doing.ā It was interesting.
He said that, āDo you think that if God took the day, and instead of making it twenty-four hours, he made it thirty hours, would you get more stuff done?ā I was like, āProbably not. Maybe a little bit, but not a ton more.ā He said, āOkay, well what if we went the other direction. Instead of having twenty-four hours in a day, he cut it down to twenty hours a day? Do you think you would get less stuff done?ā and I was like, āNo, I think weād still be able to get everything done in the same amount of hours. Weād be able to jam it in. A lot of times, when you have less time, you get more stuff done.ā
He was like, āWell what if we did that to your work day? Right now, what time do you usually leave the office?ā I said, āOh, about six.ā He said, āLetās shave it off so that every day, you start leaving the office at four? Do you think that you could do that?ā Iām like, āI guess I could.ā He said, āWhat do you do from four to six, anyway?ā Iām like, āI donāt know ā just stuff?ā He said, āI bet if you cut those things out, all of the stuff you could get done prior to four. At four oāclock, you have to turn your computer off, and you had to leave the office.ā We went through the whole process, and he committed me to doing that, which is kind of fun, so Iām excited to start trying that out today.
The next thing was he was like, āWhat about Fridays, man? What do you do on Fridays?ā I was explaining. I explained what I do, and he said, āFridayās kind of dead day, then, right?ā Iām like, āWell I get stuff done, but, yeah, itās not as productive usually,ā and heās like, āWhat if you just jammed all of your Friday stuff in to Friday morning, and then every Friday at noon you left and took that last half of the day off? What do you think would happen?ā I said, āProbably not a lot. I donāt think Iād lose out on too much stuff.ā So he kind of committed me to that. So I am shaving two hours a day off of my work day, and then Iām going to shave half a day off of my Fridays, and just see what happens, and my guess is that the worldās not going to come to an end. Iām excited to find out [laughs].
I want you guys to think about that as well for your life. All of us donāt have enough time ā enough time for your family, enough time for your church, enough time for all of the different pieces youāre having, but we spend so much time at the office working. So Iām going to try to shave off those two hours and put it into use in other things in my life that are out of balance and see what happens. Iām guessing, Iām not sure yet, but Iām guessing that everything else will just fall in to the right spots. So Iām going to try it. I want to encourage you guys to try it as well.
I remember one time I was listening to this old cassette course I bought from Jay Conrad Levinson, Jay Abraham, Chet Holmes ā I canāt remember who all. It was called āGuerilla versus Gorillaā, and it was awesome. One of the concepts I learned in there, Jay Conrad Levinson was saying that people have habits ā a lot of us will kick our business and work eighty hours a week, and weāre going to work so that eventually we can launch whatever, and then we can cut down to twenty hours a week. He said that what heās found is that whatever your habits are when you start will be your habits forever. If you want to live a lifestyle where you work twenty hours a week, you have to start working twenty hours a week from day one, otherwise youāll just never get there. It will become a habit. I thought that was interesting as well.
Anywho, that is my game plan to start shaving off some time and redistribute that in other parts of my life that are a little out of balance right now and see what itās going to do overall. Iām fired up. Iām excited. I recommend you guys test out the same thing. Right now Iām at the gym. Iām going to go get tough, and itāll be fun [laughs]. I appreciate you guys, and Iāll talk to you soon.
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One little secret I learned from the Clickfunnels launch.
On this episode Russell talks about the secret of the pre-indoctrination video and why it is so cool.
Here are some interesting to listen for in this episode:
Why having a perfect sales pitch is awesome, but you also need an indoctrination sequence. And what an example of the process is.So listen below to hear why pre-indoctrination videos will help tell your audience what to think, and therefore what to buy.
---Transcript---
Good morning, everyone. This is Russell Brunson, and I want to welcome you to āMarketing in Your Car.ā
Hey, guys and gals, and everyone whoās listening. I hope youāve had an awesome day so far today. If youāre in the car right now, then youāre just like me, and youāre getting excited and pumped up for the day ā trying to get in the state, right?
I just want to talk about what my mindās been on all weekend, because itās been kind of exciting. For the last however many years ā seven or eight years, Iāve been watching everyone do their big product launches. They do the multi-video sequences and all of those kinds of things. Iāve done a lot of product launches in my day, but I never really did the whole multi-video thing. For whatever reason, I just never did it.
The first time Iāve really done it was with the Click Funnels launch to our own internal list, where basically ā and partly it was because we had these really cool product launch funnels that I wanted to test out, where it lets you do four videos and all kinds of stuff, and so I got really excited to try it out. So we made these four videos and they were fun and they were entertaining and we got to use some good content. It was just kind of cool.
The coolest thing about it was that people loved the videos. Even those that didnāt buy it, they watched the videos. They loved them. They build a good relationship, and it was cool. I keep thinking more and more about that. I remember I was at a Mastermind meeting, and Frank Kern was there and he was talking what he calls āindoctrination piecesā. He says that before he sells anything, he sends out three or four e-mails of these different indoctrination pieces to pre-dispose people to actually buying. He was showing videos heās send out. He was showing pdfs. He was showing all of this stuff to go out there and give cool stuff out before you ask for a sale.
The other day on Facebook, I was watching a copywriter [laughs]. Heās one of my friends. He was bragging about two or three letters he wrote for Frank Kern, and how awesome they were, and how they did, [imitates] āa million dollars in like twenty minutes,ā and all of this garbage. I was like, āYeah, but in twenty minutes, thereās no way everyone read the sales letter. They just bought because they wanted to buy.ā Itās kind of like he had this feeling.
Frank came in and he was like, āHey, so-and-soās sales letters are awesome, but you have to understand that the sales letterās just one piece of the sequence to this. The sequence is what sells people. Itās all of these indoctrination pieces. Itās all of these things that are happening ahead of time that pre-frame them and get them prepared and get them warmed up to actually buy, where at the last minute, a lot of people never even read the sales letter. Theyāre just going to buy it because theyāre going to buy.
That was kind of a big āahaā, a big epiphany for me. Having the perfect, scripted sales pitch is awesome, and especially for cold trafficking. If they donāt know you, and youāre driving them in from Facebook or somewhere where youāve got to click and youāve got to convert them really, really quick. A good old-fashioned video sales letter or an actual sales letter is definitely the way youāve got to go to convert them, but after theyāre on your list, or youāve got partners promoting it and things like that, I think the best way to do it is to take them through a gauntlet of pre-indoctrination videos and audios and cool things, just to build up that relationship, and do that first.
I got excited. Iām going to go back through all of them. Weāre in this process now of re-launching our affiliate program and re-rolling out each of our products and a bunch of other cool things. Weāre going to be doing that for each one. Iām excited.
For example, this week weāre rolling out a new project called āList Hackerā, and Iām really excited for it. With that, we basically used four different videos. The first video is this one that I recorded about a year ago with a guy named Jonathan [inaudible 2:25:14]. He came out and it was a video that I recorded at my old duplex, which is where I actually started my business. I told my list-building story, and how Iād gotten shut down for spamming, and all of these things Iād tried to do. I told that story, and it was fun.
So thatās video number one in the sequence, and then number two is me sitting in my office with a whole bunch of junk mail, and Iām talking about junk mail and why itās important. I tell that whole story, which is again, not really a sales piece. Itās just kind of getting people excited, and itās something cool that they can watch and get away from their day. The third one is where I do a little more teaching and training how to map out what a list hacking funnel looks like, and in the fourth one I actually show us doing a trip to Kenya, because a percentage of all the money I make goes back to the kids in Kenya. Then from there, āBoom,ā then we push the actual sell ā push people to the actual sales video which then slam dunks and closes them.
Itās kind of fun. I look at all of my projects. What kind of cool videos can I do to illustrate the concept and get people excited and provide some value before I ever ask for the sale? Thatās what weāre going to go back and do with all of our stuff. Just for you guys to think about that, even if itās not awesome sales pieces, just think of three or four cool content videos around that you for each of my products, just to get my warm list internally to get excited and build a little hype, a little excitement, give some value away, and like Frank Kerns, some pre-indoctrination pieces. Get them re-indoctrinated to what you need them to think to be able to purchase your product or service.
Thatās it for today. Iām going to go in today and bust out some pre-indoctrination videos. We should be rolling out the first video, āList Hackingā today, which Iām excited for, and then weāll go from there. All right, everyone, have a great day.
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The easy way to get to the top.
---Transcript---
Hey, everyone. This is Russell Brunson, and I want to welcome you to āMarketing in Your Car.ā
Hey everyone. Iām heading back from the gym right now, and I just had a quick thought. Because the drive from my gym to my house is even less than from the office, this one wonāt probably be that long.
Last night, I had a really cool experience. I had a chance to talk to Dave Asprey from Bullet-Proof Executive. First off, it was really, really cool. Iāve been trying to do the Bulletproof Diet. I thought I was doing it well, but Iāve been gaining weight and gaining body fat. I was like [laughs], āI donāt think this Bulletproof thing is really working. I think thereāre some issues here, and so two months ago, I was on his site, and he had a link. It was like, āHey, five hundred bucks for a one-on-one consultation.ā I was like, āAll right. Sweet. I can do that,ā and so I paid him five hundred bucks. Last night was my one-on-one consultation with him, and it was pretty cool, because literally, I sat down with him on Skype chat, and within about thirty seconds, he told me everything I was doing wrong, why I was screwing it up. I always thought I was doing it intelligently, and I was doing it totally backwards. We completely rebuilt the whole thing, and it was awesome. I gained more from that hour than I could have gotten in five years reading every one of his blog posts, listening to all of his podcasts, and going through all of that kind of stuff.
It made me start thinking about how when I first got started in this business, I met this guy. I canāt remember his name, but it was at one of Armand Morinās events, and I may have even done a podcast about this before, because I think itās a cool concept, but I started thinking about it again last night. It was a young kid, and he was at this event, and he had joined Armandās Platinum Group, and I was talking to him, and he was in ten different Platinum groups, and all of these different Masterminds. I was like, āDude, how in the world can you afford all of that? That stuffās expensive.ā He said, āRussell, I learned something early in my life. Thereāre two ways to get to the top. Number one, you can work your way in. Number two, you can buy your way in. I choose the second. I could spend three years trying to get to know Armand and become friends with him and do a deal with him and learn from him, and all kinds of stuff, or I can just pay him some money, and āBoom,ā buy my way in. I buy into everyoneās programs,ā and he just works. āāThereāre two ways. You either work your way in or buy your way in. Itās faster to buy your way in.ā
I was thinking about how with Dave Asprey, I paid him five hundred bucks. Not a lot of money, but I had a chance to spend an hour with him on Skype. We got to know each other. At the end of it, we talked about his book heās launching. I talked to him about how to promote it, and āBoom.ā We feel like we had a connection, and now moving forward, I feel like he will be a friend ā someone who Iāll be able to help in the future. Heāll help me, and that kind of thing, whereas if it was someone who I had just contacted him normally, I probably could have gotten through to him. I probably could have met him, but not at the same level as when I was just able to come and just pay and get in that way.
Itās interesting. Iām looking at the people who are in my Inner Circle, people who are in my Knight program and in our coaching programs, and its fun, because literally, I have Voxer on my phone, and all of the people in my Inner Circle have Voxer with me. I know their businesses. They ask me questions all of the time. I know their ins and outs. I know their ups and their downs. They get so much more access to me, and I feel like theyāre my friends now. Again, I never would have met these people if theyād had to work their way in, but they bought their way in, and now āBoom,ā Iām here. Iām on their team. Iām helping them out in their businesses, and itās a ton of fun.
There was a guy the other day who ā now, I charge a lot more for an hour-long consult than Dave does, but he bought an hour-long consult with me. It was really cool. I went through the consult, and I gave him my all in an hour. We built out an entirely new business model for him online, mapped out the whole thing for him, and it turned out pretty awesome. At the end of it, he was like, āHey, Russell, by the way, Iāve got this new thing,ā that he was doing, and he explained it to me, and it was awesome, and now I am giving him money back in exchange for his thing. But he bought his way in, and that conversation probably never would have happened. It cost him money, but again, in return, I ended up investing in something he had, and he made his money back immediately. It was pretty cool.
Thatās my thought for today. Thereāre two ways to get in, again, you guys. You can work your way in, or you can buy your way in, but itās always better and faster to buy your way in. Thatās my thoughts. If you donāt have the money, then go fricking earn it. Go get a job. Go rake some leaves.
I literally, when I bought my first thing, I had to go rake leaves. I bought a $12 rake and a tarp at Home Depot, and I raked leaves for four or five weekends in a row to be able to invest in Mark Joynerās āFarewell Packageā. Thatās what youāve got to do sometimes ā buy your way in.
Thatās my message for today. I hope that helps some of you guys. Check out Dave Aspreyās stuff. Super cool guy. Iām excited for his book to come out. Weāll talk to you guys all again really, really soon. Thanks.
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The secret of being present all the time.
---Transcript---
Hey, everyone. This is Russell Brunson, and Iām here in the car today with Dallin, who is my little entrepreneur, and weāre here for another exciting episode of āMarketing in Your Carā.
So today, its summertime still, and Dallin wanted to come to work with me today. Heās got his little packet of stuff to work on his projects. Itās going to be exciting. What are you planning on doing today?
Dallin: Find out how to build a robot.
Russell: Heās going to find out how to build a robot, which is a very important task. Do you think weāre going to sell that if we figure it out?
Dallin: Maybe.
Russell: Maybe. Thatās a good idea. So thatās his plan today [laughs].
I wanted to tell you guys about a thought I had over the last week. Itās been a while since Iāve done a āMarketing in Your Carā, and one of the main reasons was I in Maui with my beautiful wife. She had a birthday, and I surprised her, and had her family come and watch the kids while we were gone, and took her to Maui.
We had a lot of fun, but one of the things I learned on this trip ā I re-realized, and I wanted to give it to you. I want to share with you guys. One of the last nights we were there, we went to this luau. Everything out there ā you know how tourist traps are ā theyāre super expensive, right? I think it was a hundred and fifty bucks a person, so it cost us three hundred bucks to go there and have this luau, and we were sitting there and we ate dinner, and we enjoyed the conversation with some people we met, and it was really fun. Then they do an actual luau dance, with the hula dances and all of this stuff. It was really neat. We were watching it, and right in front of us to the right, there was this lady who got out her video camera. She opened it up, and she clicked āRecordā, and she was looking through this little tiny screen at the hula dance, which, itās nighttime. Her little hand-held $200 camera from K-Mart barely picked up any light. You could barely see anything, right? [laughs] She sat there for the entire ninety minutes or so recording it, looking through this little tiny screen, barely seeing it, so she could record it so she would watch it again later, I guess?
I remember I was sitting there with my wife, and we were watching and enjoying this thing, and seeing some amazing things ā people doing some cool choreographic things. I donāt know ā I love watching them perform, just doing their talents, and I looked over at this lady. She was looking through the screen, and sheās missing the entire thing so that she can record it, so that she can watch it later.
I thought it was ironic. How many times in life weāre missing the most important stuff thatās happening around us, because weāre looking at our computer screen or weāre looking at our phone, or weāre recording something and missing the entire thing. I was reading somewhere on Facebook the other day. I donāt even know whose concert it was. It was some concert. I think it was Jack White or something. I have no idea who that is, but I remember I was thinking Jack Black and he was a white guy, and his last name was White, so I think it was Jack White. Some of you guys probably know who he is. I think it was him. He was doing a concert. I think he was on some TV show ā Jay Leno or, I guess Jay Lenoās not on anymore [laughs]. That shows you how up I am with my pop culture, right? But anyway, he was on this show, and he was talking about how they donāt let cell phones into their concert. He said, āWe donāt want people watching it, experiencing it through this tiny little screen. We want them actually experiencing it. Thatās why we do live concerts. They can go and watch the YouTube clips if they want to watch YouTube clips, but if they want to actually experience it, they have to be there and be present and experience it.ā
Thatās my big take-away, was that most of us arenāt present enough. I know Iām guilty of this in a lot of things ā in my kidsā lives, sometimes, huh, Dallin?
Dallin: Yes.
Russell: [laughs] Thatās not a good thing to admit to. No, but even one day in Muai, we were sitting there, and my wife and I were in bed and we were texting on the phone, on Facebook, and stuff like that, and I texted her in the middle, and I said, āHey, how are you doing?ā It was just kind of funny.
We need to be more present in where weāre at, and we need to put away our phones. When youāre at something amazing, donāt worry about capturing it on video so you can watch it later. Watch it right now, and enjoy it, and be there for the moment, otherwise youāre going to miss it. It happens way too often. The more connected we become, the more its happening. Itās happening to everyone, around the world.
So I just want to encourage you guys. Donāt be the person whoās at the luau watching this amazing thing and trying to capture it on video so that you can watch it later. Be present, enjoy it now, and donāt miss the moment, because they go way too fast.
So thatās about it, you guys. We are almost to the office. Dallin and I will have a fun-filled day. Weāre going to be launching a new project called āList Hackingā this week, which Iām super excited about. Weāve got a video guy coming over to film us and to film some stuff. Weāre going to roll it out, and whatās exciting is we havenāt started building it yet. Weāre going to build the entire membership site, sales process, everything inside of Click Funnels, and I will be able to get done in a day or so what used to take me two weeks, and so anyway, just kind of fun. Weāve finished the beta for Click Funnels, now weāre going to just be rolling out a bunch of projects just to prove how awesome it is. People can see the power of Click Funnels. It should be exciting.
Weāre at the office, you guys. Have an awesome day, and we will talk to you soon.
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Lessons in success from my 8 year old son.
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Hey, everyone. This is Russell Brunson, and I want to welcome you to a late night āMarketing in Your Car.ā
Iām actually headed back home. Todd is in town. We launched Click Funnels last week. Itās been a smashing success, and now weāre doing the other side of the software business, which is keeping up with customer support [laughs], and features, and bugs, and all of that fun kind of stuff. Itās been a lot of fun. He flew in today, and weāre going to be hanging out this week, cleaning it up, and making it perfect so that we can do our big, big launch here. Hopefully within the next twenty or thirty days or so ā weāll plan that out tomorrow, but Iām super excited for that.
I wanted to do a podcast today, because I wanted to share a story that happened this afternoon with my son, Dallin. Dallin is the little entrepreneur in our family, for sure, and heās always trying to figure out how to make more money. Heās doing yard sales and lemonade stands and all sorts of stuff.
Yesterday, he told my wife, Collette, that he wanted to open up a bank account. He has a couple of dollars, and sheās like, āWell you have to have more money to open a bank account.ā So heās like, āWell I need to make more money so I can open a bank account,ā so thatās his mindset. We were driving home from church today, and he had this idea. He said, āHey, mom and dad, if I lose a tooth today, then the tooth fairy can give me some money, and I can use that money to open a bank account.ā I said, āYeah, but how are you going to lose a tooth?ā He said, āWhat Iām going to do is Iām going to get a string, and Iām going to tie it around my tooth, and Iāll tie it to a door handle, and Iāll slam the door, and my tooth will get pulled out.ā
We kind of laughed and giggled, and thatās where I thought it was going to end. Fast forward thirty minutes later, weāre in the house, and my wife and I are making lunch for the kids and getting everything ready for that, and I keep hearing the door slam upstairs. I totally forgot about whatās happening, and so Iām yelling upstairs, āQuit slamming the door,ā and then Bowen yells down, āItās Ellie slamming it. Sheās trying to pull out Dallinās tooth.ā [laughs] I was like, āOh man, hold on,ā and so like any good dad would do, I went and grabbed my phone, because I wanted to get this on tape [laughs], so I grabbed my phone, and I ran upstairs. Heād gotten the ribbon from wrapping paper on a Christmas box, and heād tied a little knot around his tooth, and then heād tied it to the door. All of the kids were up there trying to figure out how to make Dallin some money, and Dallin was literally trying to pull his tooth out so he could make money so that he could open up a savings account.
What was so funny was he was standing on the wrong side of the door, so when he would slam it, the string would actually get shorter instead of pulling it, and two of the times they were doing it, they were perplexed. They were like, āWhy is this not working? Why is it not working?ā Then they were both like, āDallin, youāve got to be on this side of the door.ā Iām filming this whole thing on my phone, so Dallin goes on the inside, and they start slamming the door from the inside trying to pull his tooth out [laughs]. They would slam it, and sometimes the ribbon on his tooth would pop off, and other times it would start sliding through his teeth and not pull all of the way out. Anyway, I got, probably five or six times, them slamming the door and trying to lose his tooth. I thought it was really funny. Then I had them stop so that we could come down and have lunch.
I started thinking about it. I started thinking about this little kid, right? My little Dallin ā heās eight years old, and heās got in his mind, he needs money.āāāI need to figure out how to make some money.ā Thereāre a lot of things he can do. He can do chores. He knows he can make some money doing that, but thought, āA quick way I can make money is to rip one of my teeth out.ā Instead of thinking about it and how itās going to hurt and all of these things, he just went and did it ā just got out there and tied a string to his tooth, tied it to a doorknob, and started slamming the door trying to rip his tooth out.
I was proud of him, not because I thought it was the smartest idea to do, but I just look at how many entrepreneurs I have a chance to work with and how many people I work with. Most of them want something, and they want money. They want whatever, but then when you lay out, āHereās the steps you need to do to accomplish that goal and get that thing you want,ā they donāt do it. Theyāll buy course after course after course, and theyāll learn, and theyāll hear, and theyāll have ideas and all of these things in their head, but theyāre not willing to step up and fricking tie a string to their tooth and slam the door.
I think that thatās one of the biggest problems with people today. Iām so proud of Dallin for doing that ā for getting off his butt, tying a string to his tooth, and slamming the door trying to make some money. I think that for any of you guys that are listening to this who are on that fence right now, and youāve been in this learning cycle, and youāre learning, and youāre learning, and youāre enjoying this learning cycle, itās time to get off your butt, tie a string to your tooth, and slam the door. I really think that mindset, that attitude, that thing that Dallin has, whatever that is, and Iām proud of him as my son for doing that, but itās what all of us need.
I look at the things in my life that have been successful, and a lot of it is because of that ā because Iāve just gone out there and tried to do that thing. If youāre struggling, this is your call to action. This is your time to get off your butt, tie a string to your tooth, and slam the door, and go out there and find these things. Just do it. Do what it takes to make money. Itās going to be painful. It might cost you some money. You have to get out of your comfort zone. Youāre going to have to stretch probably further than youāve ever stretched before in your life. Youāre going to have to have some sleepless nights. Youāre going to have to risk some of your own hard-earned money, and youāre going to have to be able to do a lot of work to reach your dream and to have what you want, but itās worth it, I promise you guys. It is so worth it.
Anyway, thatās my message for you guys today. I thought it was kind of a fun story. If my eight-year-old son, to earn fifty cents or a dollar, whatever the tooth fairy would bring him [laughs], he would have done it, is willing to tie a string on his tooth ā on a tooth thatās not even loose [laughs], and try to rip it out to make a buck, what are you willing to do? What are you willing to do to change your life? If youāre not willing to do something, then youāre probably going to keep being it at the spot youāre at right now, so figure out what youāre willing to do, get off of your butt, and go do it. Thatās my message for tonight.
Thanks, you guys. Iām sure youāre going to be hearing more from me this week. Iām back from vacation now, and weāre having some fun rolling out the new company. Iām excited to be sharing all of the little behind-the-scenes things that are happening with you guys. Thanks, again, and Iāll talk to you soon.
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How to trick your mind to get crap done.
---Transcript---
Good morning, everyone. This is Russell Brunson, and I want to welcome you to āMarketing in Your Carā.
Hi, everyone. Today is an exciting day. Itās a Monday, and we are about to launch Click Funnels. This week is our execution week, which is kind of fun. Now, luckily for me, my wife and kids went out of town this week. Theyāve gone camping for the next three days, which basically means I get to pull all-nighters for three nights in a row, launch this thing, and then pass out for two weeks straight, unless thereāre issues. Then it means Iāve got to not pass out for a week straight [laughs], but Iām fired up and excited.
I wanted this podcast just to talk about the process of actually getting a project or a product, whatever you want to call it, out of the door. I know that itās something that all of us go through, and itās funny. Todd and I were talking about this as weāve been getting all of this stuff done. Itās kind of like, I think itās Paretoās Law, where no matter how much time you have left before the launch date, things will always fill up all of the available time to get things done. Thatās what Iām feeling like right now. Literally, the launch date was two months ago, and then one month ago, and then this week, itās happening, win, lose, or draw, and we still have so much stuff thatās got to be done [laughs], but itās at the point now where weāre going to make it happen, and weāre put it out there. Weāll do whatever it takes and kill ourselves and get it done, and then weāll back fill it, and fix any issues we see along the way.
I think one of the things that keeps most people from ever getting their projects out there, and Iām guessing most of you have got at least one, if not ten or twenty projects [laughs] that are mostly done, but theyāre not finished yet. Theyāre not pushed out the door. People, a lot of times, ask me, āRussell, how do you get so much stuff done. How do you get so many things out the door?ā I think part of it is because of the philosophy we started using five or six ā I donāt know, maybe longer ā seven or eight years ago.
It started when I heard a tape that was called āThe Scuttlebutt Tapeā from Gary Halbert and ā it wasnāt John Carlton ā Gary Halbert and Michael Fortin were talking about copywriting stuff, and one of the things that Halbert talked about was this concept called āLead or Goldā. It was interesting to me because he talked about, and again, I donāt know if the storyās true or not, but the illustration of what he shared was powerful for me. He said that down in Mexico that when the mafia warlords wanted to change laws, they would go to the government and say, āHey, you need to change this law.ā The government would be like, āNo. Weāre not going to do that for you. Thatās crazy.ā [laughs] So what they would do then is the mafia would go and break in to peopleās houses late at night ā the government officials. They would wake them up out of their sleep, and they would come up to them, and they would have a gun and a bag of gold, and they would say, āWe need you to change this law tonight, and youāve got two options ā lead or gold. Which one do you want? Do you want a bullet to the head, or would you like some cash?ā Very quickly, somehow, laws were able to be changed. When the options are lead or gold, itās pretty easy to get things done [laughs].
I started thinking of that in my business. How many times do we have projects where weāre like, āOh, weāre going to launch this week. Oh, okay, next week,ā and six years later, nothingās ever happened. We started setting these deadlines, and we called them ālead or gold deadlinesā, where itās like, āWeāre launching Tuesday at noon. Win, lose, or draw, itās happening, and weāve got two options ā either lead or gold, and weāve got to make this happen.ā
When you give yourself those two options, and those two options only, itās amazing what kind of stuff you can get done. Itās amazing how you can get people to stay late, and you can stay late, and you can work harder, and you can do whatever it takes. Youāll get that project done. So for us and all of our coaching groups who have been here for the last five or six years, I always talk about this, and I say, āLook, when you guys get home from this event, or home from whatever it is that youāve learned about something, you have to go and set lead or gold deadlines for each step of the process.ā You say, āLook, for me, first Iāve got to get the sales stuff done, okay? So my deadline is next Tuesday at three ā lead or gold. Thereās nothing that can move that date. I will die if it doesnāt happen,ā and you just make sure it happens.
Then the next one ā āWeāre going to have this part done by this day, and you set that lead or gold deadline, and then you hit it, and you keep doing those things. For most of you guys who arenāt getting the things done that you want, itās because youāre too soft on yourselves. You let yourselves off the hook, like, āOh well, we ran out of time. Weāll do it tomorrow,ā and when you do that, it keeps getting pushed forever, because of Paretoās law where as much time as you give it, things will always fill up the expanse of that time, no matter what it is, and so I promise you guys, if you want your project tomorrow or a month from now, either way, youāre going to be up until three or four or five oāclock in the morning the night before cramming to get it done, and so why not pick the date thatās earliest and get you more money?
Thatās what weāre doing. Iām going in to the office now. Weāve got two and a half days away from launch time, and we picked our deadline, and we are going to hit it, and no matter what happens, we will make it work, and Iām excited. Iām fired up. Itās going to be an awesome day today. I hope you guys have a good day as well. Set some lead or gold deadlines, and we will see you guys again on the next episode. Thanks, everyone.
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What really happened over the last three daysā¦
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Hey everyone, this is Russell Brunson, and I want to welcome you once again to āMarketing in Your Carā.
So first off, I want to say that I think itās about time we get a new theme song. What do you guys think? [laughs] The 1980s initial version is about ready to be retired, I think, so thatās going to be first on my list for this week.
Anywho, itās been a little while since Iāve done a podcast. The reason why is that Iāve been neck deep in getting ready to launch Click Funnels, and Iām guessing from the outside, everything seems so calm and simple and easy for what weāre doing. We launched the first pre-launch video yesterday, but thereās always a story behind the story, and so I thought I would just share that to you guys while Iām heading in to the office, because I think itās always fun.
First off, Click Funnels has been a big project [laughs]. Weāve been going crazy trying to get all of the templates done, working and testing them on every browser, and on and on and on, and itās been a ton of work on that side, but itās turning out amazingly. For the last three or four nights in a row, Iāve been pulling sixteen hour days. I work eight hours, go home and play with the kids, and then go back another eight hours, and then come home and sleep for a few hours, and then go back again. Itās been a lot of work on that side.
The last week we started planning out the pre-launch. What should we do? How should we do it? My team member, John Parkes, and I sat down and we brainstormed out an idea that it would be fun to have Chris, our number one designer, go head to head with somebody whoād never used Click Funnels before, and see who could build a website the fastest. We started brainstorming these ideas, and it went from this really simple idea to us renting out an octagon and having these two fight it out in the octagon. We got really excited. This was Thursday.
I had this guy who wanted to do the video, so I called him up and said, āHey, do you have some time next week to do videos?ā He said, āNo, Iām flying into Tokyo on Monday.ā I was like, āOn Monday? Crap. I need these before Monday.ā Heās like, āI have tomorrow, Friday, if you want to do it then.ā Iām like, āAll right, man. Letās do it,ā and so Thursday night, Iām scrambling to try to write scripts for this four video launch sequence. Typically I think, most people spend a couple of weeks writing out scripts to launch a brand-new company [laughs], but literally, I had to do it in about an hour.
Then I had to find an octagon, so Iām calling around, and luckily, some of my buddies own an MMA gym and we were able to rent an octagon. We got the camera person in. I needed to find somebody to be the other person competing against Chris. One of my friends is an author in town. Sheās written a book, and sheās been super successful. Sheās a life coach, and she also certifies life coaches, so I called her and begged her, and she dropped everything, moved all of her appointments around so she could show up and be the other person, and on and on and on.
That day, I get a call from the Ferrari place, because my Ferrari, which is a whole other story for another podcast, has been in the shop for six weeks. Theyāre like, āThe Ferrariās done,ā and Iām like, āOh, sweet. We can have the Ferrari in the video.ā So I raced down to go grab the Ferrari, and on my way back, trying to get home, it died about thirteen times [laughs], so it still doesnāt actually work, but at least it moves forward long enough so you can catch a glimpse of us driving it on the video [laughs].
So we put the whole thing together, and then the video guy is scrambling because heās flying to Tokyo Monday morning at 6 a.m., so heās scrambling to edit the videos and put it all together and get all of his stuff done. Then he texts me Sunday night at about five in the morning and says, āHey, I got it pretty much done. I left the hard drive out in front of my house, and you can go grab it, and hopefully the files will all work for you.ā [laughs]
So I go and grab the thing, and it looked good, but there were some tweaks I needed, and my brother, whoās my main video guy, was heading out of town Monday morning, so I called him and tell him and his wife they canāt leave yet, and so he goes down on his computer and heās editing the videos and tweaking some stuff to get it just perfect [laughs]. I swear, his wife is probably cursing me out, because they were leaving on this big family vacation. We get that back, and then at the same time, weāre in the process of moving our e-mail auto-responders again, for about the third time this year, to this company called MaroPost, and weāre having issues there. We canāt get the list imported [laughs], and then their scrubbing process, which should take an hour, took about three days.
Then we started building out the launch funnel inside Click Funnels, and honestly, the only funnel Iād never tested yet was the launch funnels, so we started testing them. The first time around, thereāre always issues that come with any funnel. Then weāre rebuilding our entire launch funnel sequences and Click Funnels and weāre adding features, and itās like this storm of things, literally, for the last four or five days. I donāt even know.
Finally, yesterday, I was in the office, and I hadnāt slept in about three days in a row. I literally am living off of our supplement that weāre launching in the MMA market, called āMMA Igniteā. I take a shot of that, every few hours to wake me back up, but the effects of it had stopped working yesterday. I think my body was just done. I was just dragging, putting all of the pieces together, and then finally we got the launch page up. We got the video live. MaroPost uploaded. I sent the e-mail out to the list, and I sat down, and I was just like [sighs], āWe did it.ā I was so excited.
I went home, played with the kids for a bunch of time, and then checked my phone, and a whole bunch of people were texting, āMan, that video is awesome. Itās the best video youāve ever done.ā You know, all of the things people message me on Facebook and stuff about how impressed they were with it all, and how good the scripts were and everything. It just made me smile, knowing that we pulled the whole thing off, literally, in about a day, if even that. I think it turned out pretty good, so behind the exterior, thereās always crazy stuff happening inside.
Oh, and not only that, weāve got our support team, right? We ramped up because we were getting ready for Click Funnels, but then, low and behold, Neuracel just went crazy, and so weāve got three full-time support people whoāre doing Neuracel, and we have no one to support Click Funnels, so weāve been scrambling and trying to hire people in Boise. We havenāt found anyone good.
Luckily, thankfully, and hopefully some of you guys listening have probably got some great friends whoāve volunteered who are good at something, like Garrett Pierson. Heās the owner of a whole bunch of sites, Trust Guard, Shopper Approved, Kart Rocket. He just dedicated his time. Heās coming up for a week to work for free just to help us during the launch week [laughs]. Weāve got a couple of other people that are I met on Facebook that are friends that are going to come in and work for a couple of weeks. People are literally flying here just to help out with the launch, just to help us so that it will go off opefullyHwithout a hitch while weāre finding a more long-term support team.
So anyway, itās just kind of crazy. Iām grateful for everyone on my team thatās made this happen. Iām grateful for everybody outside of it, people like Garrett and others, who donāt have any vested interest, but just care about me and about us enough to come and throw in a helping hand. Some really cool things are happening, but I just wanted to share that, because Iām sure a lot of you guys, in your business, you see youāre doing stuff, and you feel like nothingās working, and youāre going crazy, and youāre freaking out. Even though it may look like on the outside that we have it all together all of the time, weāre just like everybody else. Itās a lot of work and a lot of juggling, and when it all comes together in the end, it feels really, really good.
Iām excited. Launch Week is in less than a week ā Launch Day. Weāre just going to launch to our internal list first and weāre going to test that out and make sure we can handle the support, and then weāll open it up to affiliates after that. Itās pretty exciting.
After I got home last night, after the kids went down, I had a chance to finally watch ā24ā, which was awesome, because itās was Wednesday night, so Iāve had two or three nights in a row of wishing I could watch it, but Iāve been too busy working. I got to watch it last night. It was exciting, and I wish that show would never end. For those guys who are watching it right now, they only have twelve episodes a season, and they just finished up with number ten, so thereās only two more to go. We should have a 24-Dot Com Secrets āMarketing in Your Carā party for everyone. That would be fun.
Anyway, Iām in the office. Iāve got a lot of work to do. Iāve got to go clean up a couple more messes and stuff for video number two, but Iām excited for it all. I appreciate you guys listening. I hope you got something out of this one, and Iāll talk to you guys all again soon.
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How to stop focusing on the good things, so you can grow the great things.
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Hey, everyone. This is Russell Brunson. I want to welcome you to āMarketing in Your Carā.
All right, guys and gals, Iām actually driving right now in a brand new Lexus. Not because I bought a new Lexus, but because I took mine in for an oil change, and it turns out something was jacking it, and so they wouldnāt give me a loaner car. Then Brent that works with me told them, āYou know Russellās in the market for a new car. You might as well give him something nice. He may come and buy from you guys,ā and so they gave me a brand new Lexus. Iām driving a pretty sweet car right now.
Today, itās about seven in the morning. Iāve been awake for three hours so far. I got up early this morning for my accountability call, which again, Iāve mentioned this to you guys multiple times, and I encourage you to do this if you havenāt done this yet ā find an accountability partner. The way we do ours is I write him a check, he writes me a check, and every two weeks we meet together. We have some goals and if we donāt keep one of our goals ā if he doesnāt keep his goal, then I cash his check, and vice versa.
Right now Iām doing that with him, and Iām doing it with someone else in a spiritual standpoint. I have some spiritual goals, and I have a buddy who does, too. We did the same thing. We wrote each other checks, and if one of us screws up, we cash the other personās check. Itās amazing what happens when you do this. Iām going to write a book about it someday, because Iām making huge strides in my business, and in my personal life, so Iām going to try to find another couple of accountability partners. Maybe Iāll do a weight loss one as well, and a couple of other things.
Today I want to talk about the entrepreneurial ā I donāt even know what the right word is ā ADD, right? Something we all get. We get into these shiny object syndromes, and the guy I had my meeting with, my accountability partner, today we were talking about stuff and I was showing him our businesses and how we were doing. I showed him our supplement business, which is blowing up and growing faster than anything Iāve ever had, and faster than I probably want it to be [laughs]. Itās a business that scares me. Thereās liability that makes me nervous. Thereās inventory management. All of these things that I havenāt done in the past, I can learn, and weāre learning and weāre doing, but itās not my core competency. Weāre making good money on it.
He asked me an interesting question. He said, āIf you were to get rid of that business, Russell, how much money do you think you would make focusing on your core passion, your core business?ā which is our marketing and Click Funnels and some of the other stuff thatās coming out in the next couple of weeks. I sat back and I thought about it for a while. He said, āYou know, Russell, youāre struggling right now because this business is netting you whatever each month, but what you donāt understand is that that business may be costing you even more in your focus. You look at retailers like Wal-Mart. They have all of this shelf space, right? They look at every single SKU on the shelf, and if somethingās not performing or making enough, they get rid of it, right? Their shelf space ā theyāve got to be very protective of it. Entrepreneurs like us, our shelf space is between our ears, in our mind, and weāve got to be very, very aware of it, and be very careful. If somethingās taking up a lot of shelf space, and if itās not making as much money as it should, youāve got to take it out, because it could be suffocating other parts of your business.ā
I was thinking about that this morning. I was thinking about how, whichever part of the business I focus on starts growing, so when we focus on supplements, āBoom,ā it starts growing and growing and growing, and then all of the sudden, everything else starts hurting. All of the sudden weāll look and say, āHey, the coaching business is hurting,ā and I shift my focus over there, and āBoom.ā It starts growing and growing and growing. Then I look back and the supplements are suffering, and everything else is suffering. Whatever weāre focusing on is growing. So, whatās the opportunity that you have and that I have thatās going to make us the most amount of money? Letās focus a hundred percent of our time and effort there, and let it grow. Donāt let these other good things suffocate and kill the great things.
This is stuff, obviously, I know and Iāve heard before, but it was a good reminder for me this morning, and it made me start thinking about some of my side projects, and made me start thinking about what I can sell, what I can kill, what I can give to partners, what I can do and where I can do it to get to the point where I can focus on the great things, and so thatās my focus for today. I just got home from the gym, and Iām going to go see my kids and play with them for a little bit, and then Iāll be in the office to go try to accomplish that, so it should be fun.
I hope you guys have an awesome day. I hope you guys can do what I do and take some inventory of your mental shelf space, and make some good decisions so that youāre focusing on the great things and not the good things. Thanks guys, and Iāll talk to you soon.
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Are you the type of person who finds problems or are you the type of person who finds answers? Find out who you are on todayās exciting episode!
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Hey, everyone. This is Russell, and I want to welcome you to a very late night āMarketing in Your Carā.
It is currently 1:14 in the morning, and itās funny. I volunteered at our church to lock up the building this week, and I completely forgot [laughs]. I was about to go to bed, and all of the sudden it popped into my head, so Iām driving to the church to go lock up. I thought I would jump on the phone and leave you guys all a message.
Today was the first day back after being gone for two weeks, which is kind of stressful. I donāt know ā our business runs well, but when you get back thereāre all of these little fires that are on fire when you come back, and youāve got to figure out how to put the fires out and what to do, and thereāre so many questions. You have this stuff you want to get done. You want to move forward, but all of this reactive stuff keeps pulling you back and pulling you back. Iām sure you guys have felt that.
Itās funny, because I still remember when my wife and I were engaged. I was maybe twenty-one or twenty-two at the time, and I was starting this business. I thought I was so cool. I had my laptop, and I was selling stuff on eBay. I had a website, and I probably had two customers total, maybe [laughs]. I might not even have been that lucky, but I remember on our honeymoon, every day Iād have to turn on my laptop and check my e-mails and make sure customer support had been handled. I didnāt want my business to collapse, and it makes me laugh so hard now. I could have not e-mailed those two customers back for that whole week, and it probably would have been a smart idea.
But I digress, so Iāll come back to what I was talking about. Iām sure most of you guys who own your own business have that. You leave for a little bit, and you come back, and itās just like you have to spend a day or two putting out all of these fires. Today for us, we specifically had a lot of stuff. Iām outside, and its 1:14 in the morning, so if I get mugged or something, weāre going to catch it live on the podcast [laughs], so all of you faithful marketers in your cars are going to be hanging out. Okay, the first doorās locked.
Anyway, so basically, I came back, and our supplement has been blowing up. Iāve talked about this during the podcasts. Itās literally just going crazy. We canāt even keep up with it. Literally, if we wouldnāt have run out of inventory a little while ago [laughs], we probably would have passed a million dollars in sales this month, which is crazy. Itās just growing and growing, and itās like a wildfire. We canāt put it down. The immediate buyers, we had to cut them down to a fourth of what they were spending, and theyāre still spending like crazy. Weāre trying to order new supplements and import the ingredients from all over the country. The growing seasonās over, and they donāt have enough in stock of the things we need. Itās just issue after issue after issue, and problem after problem [laughs].
Weāre behind on support, and weāve got two full-time support people and theyāre still so far behind, we have to hire another two or three or four more on top of that. Weāre putting out ads, and weāre trying to hire people. You have people that are applying for ads. We have an ad out there thatās pretty good, that gets them to want to. In theory, it gets them to. We make them jump through a bunch of hoops and do a bunch of stuff. They have to apply, and we have to get good people.
We ended up getting ten or fifteen good people that actually went through all of the hoops that we put out there and applied. We called them back, and out of everyone, only two people called us back. Itās just amazing how people, humans ā disappoint me [laughs] over and over and over again. They just donāt do stuff. Its like, āIf you need a job, then return the call, orā¦ā I donāt know ā just whatever.
So all of these kinds of things are happening, and then weāve got our mini call center that weāve set up, and they need more leads, and these other leads they donāt like. We need a new funnel. Our funnel has been stale because weāve been driving so much traffic to it. Itās been seen by all of the audiences on Facebook. Itās been worn out. We need new leads for it. Itās just thing after thing.
Click Funnels is almost about to launch. We found out that thereās an error here, and weāve got this thing here, and the day we were planning on launching, it turns out everyone on our teamās out of town. Literally, just all of these issues today ā thing after thing, and by the end of the day, I have this little couch by my desk, and at the end of the day, I laid down on it, and I felt this overwhelming feeling. I was like, āMan, Iāve made more choices in the last eight hours than I typically make in a year,ā and all of them are big choices.
I think it was Dan Kennedy who said that every six months or every forty-five days or something, that an entrepreneurās going to make a decision that will make or break their business. I felt like today, I made enough decisions for our entire yearsā worth of stuff [laughs]. I was lying on the couch, and I was overwhelmed. It was like, āUgh, Iām so far behind.ā Iām sure you guys have felt that, right? It made me think about ā well not at first. At first I just felt overwhelmed. I had a sick feeling. My wife texted me and she said, āAre you coming home for dinner?ā and I was like, āYes, I need to get out of here. I need to just get away from it.ā So I got away from it for a while. I ate some dinner. We may or may not have watched āThe Bacheloretteā tonight, which may or may not be my favorite show [laughs]. I kind of passed out during it a little bit, because I was pretty beat up and tired, and I fell asleep for a little bit.
Then I woke back up, and when I woke back up, I had some ideas. I contacted one guy, and I asked him questions. I got a whole bunch of ideas for the supplement, like how to fix that one. My buddy just gave me a bunch of some really good stuff from his experience. And then all of the sudden, I was just lying there, and this other idea just popped in to my head about how we could solve the application problem for our call center, and all of these things started coming, and Iām like, āHey, Collette, Iāve got to go back to work. Iāve got to get all of this stuff implemented quickly, before everyone else wakes up in the morning,ā and so I went back into the office until about 12:30, and I literally got most of the issues all lined out with all of the stuff I was stressing out about and all of the issues. My brain just needed a little reboot, and then I was ready to go back in and answer the rest of the questions and solve the problems, and now I feel like most of the problems are solved.
Now by tomorrow, Iāll go in, which tomorrowās the fun day, because Iāve got lifting. Iām lifting weights in probably four hours from now, and Iāll have jiu jitsu practice tomorrow. It should be a lot of fun, but anyway tomorrow Iām going to go in and just do normal stuff, but it made me think tonight about something my dad told me, and I hope I donāt offend anyone with this. Thatās not my intention. The sprinklers are on, so hopefully you guys can still hear me. So I donāt want to offend anybody, but my dad told me something when I was a kid, and my dad is an entrepreneur like me, and he had a bunch of his own little businesses and stuff that he did, and I donāt remember the situation when he told me, but I remember it had a big impact on me. He said, āRussell, thereāre two kinds of people in this world. Thereāre people who find problems, and thereāre people who find the answers. You always want to be the latter.ā
That had a big, profound impact on me, and I started thinking about that in all areas of my life, actually. I was thinking about wrestling. I was thinking about my family. I was thinking about business, thinking about our coaching programs, thinking about everything. There are two types of people. People who find the problems, and people who find the answers to the problems, and I was thinking about how, not all of them, but a lot of the employees on my team are people who find problems. They find a problem. If they have a problem, they come to you with it and say, āI found a problem. I found a problem,ā and they just donāt find the answer.
There are a couple of guys on my team that are amazing people at finding answers. One of them who Iāll mention is this guy named John Parkes, on my team and one of the neatest people Iāve ever met in my life. I watched him today, because he gets the brunt of the problem people. They go to him first before they come to me. He has the major job of solving most of the problems. People come to him with all sorts of questions, and he finds them answers. Heās able to think about it, and find an answer. Heās a great person at finding answers.
Itās interesting. Iāve done this experiment over the years with people when they ask me questions, just to see. I think I heard Tony Robbins do it the first time. Thatās probably where I got it from. People would ask him something. They would ask him a question, and he would say, āWell what do you think?ā and theyād go, āWell, I donāt know the answer.ā Heād say, āWell if you did know the answer, what do you think it would be?ā The person would almost always give the correct answer afterwards, and so Iāve done that sometimes in the past. Itās interesting that most people can solve their own problems just by asking, āWell what do you think the answer would be if this was you?ā and magically they can go, and they can answer these problems.
I think all of us have the ability to be the person that finds the answer, but for whatever reason, weāre nervous, or we like that crutch, or we have this thing where we always want to put it on somebody else. The person whoās willing to find the answers becomes the leader in every situation. In wrestling, I became a leader because people brought me problems and I found answers. In business, Iāve become a leader because of that as well. I look at our coaching program, and itās interesting ā a lot of the calls I do with our students ā they come, and theyāve got an issue, and most of the time, they know the answer, and they just want me to tell them that theyāre right. Itās just interesting how much people need that validation.
I think for you guys that are listening to this, think about yourself. Which kind of person are you right now? Are you the kind of person who finds the problem, or are you the kind of person who finds the answer? If youāre really the person thatās going to find the problem, I think the fastest way you can get a pay raise, or get more friends, or a bigger following, or whatever that thing is, is youāve got to shift to the other kind of person, and I know that the answerās there. When I hear some of our support people come and ask John questions, I know they know the answer, but they want the validation. They want him to answer it for them, because they donāt want to mess up. They donāt want to get in trouble, and they want somebody else to blame if something goes wrong, but if youāre willing to step into that role and be that person, and be the one whoās taking the brunt of the responsibility on your shoulders and if itās wrong then you take it, you will go a lot further in this life.
Thatās for sure, so thatās my message for tonight, and those of you who are entrepreneurs who have those days like I had today where itās hard and you get beat down and you just want to lay down and cry for a while, just know that itās okay. Lay down. Take a little nap. Watch The Bachelorette or whatever show it is that you need to, but then get back up and get back to work and solve your problems and make it happen. For all of you guys, focus on that. Focus on shifting from being someone who finds problems to somebody who finds the answers, and as soon as you do that, it will change everything around you.
That is it. Iām home. Itās 1:26 in the morning. I am up in four and a half hours to life weights. [laughs] I hope I donāt pass out. Hopefully something I said made a lot of sense. Iām pretty tired, so Iām not really sure, but I appreciate you guys listening in. I hope you enjoyed the podcast, and I will talk to you all again soon. Thanks, guys.
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Russellās test for increasing his energy and focus for this week.
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Hey, everyone. This is Russell Brunson. Itās been a long time, but I want to welcome you to another āMarketing in Your Carā.
Hey, guys and gals. I hope you guys are having an awesome time. I actually took almost two weeks off from everything, which sounds really nice, but itās really painful for entrepreneurs like me who just want to go and create cool stuff, so Iām back in the heat of it, and Iām super excited for this week. I hope you are as well.
While I was in San Diego, some really cool stuff happened. I had a chance to hang out with Todd, whoās one of my partners. Heās the one who has coded all of the Click Funnels, and itās always fun hanging out with him, just talking about everything from financial stuff to making money to health to weight loss. Always fun stuff, and he got me thinking about a lot of things.
I had a chance to hang out with a guy named Drew Canole. Some of you guys may know Drew. If not, check out FitLife.TV, I think. It may be FitLifeTV.com ā one of those two, anyway. Drew is a juicing expert and a super-cool guy. I saw him online, and I was really impressed with him. It turned out that he was in San Diego, so I wanted to go meet him. I had a chance to go hang out with him.
This weekend, I decided that I was going to go, and I was going to try some experiments on myself from an eating standpoint. Iām really going to track it closely. Itās interesting. Iāve done diets and weight loss things for my whole life. All the time from when I was wrestling and I was losing twenty-five to thirty pounds a week, to when I was just out of shape and trying to figure out how to get back into it, but Iāve never been that good at tracking everything, especially from a food consumption standpoint.
What I did is I went out on Saturday, and I went to Whole Foods, because I wanted to do the whole organic, grass-fed everything. I spent a lot of money [laughs], because Whole Foods is not cheap. I bought tons of vegetables ā everything I could find ā all of the leafy greens and as many different varieties of vegetables as I could find, and I went and found the organic grass-fed meat, and found a bunch of stuff. I came home yesterday, and I took all of my vegetables and I broke them down into five different days, so Iām going to be juicing every day for the next five days. From Mercola.com, I bought his new juicer, which is different from the one I had before. The one I had before was the Jack LaLanne one, which spins and grinds. This oneās got more of an auger in it or something like that, where it squishes the juice out instead of cutting it, so itās supposed to stay fresher longer. I donāt know [laughs]. I thought it looked cool on the video. Iām not going to lie [laughs].
So Iām doing the whole juice thing, and then I started making frittatas, which if you donāt know what a frittata is, itās probably the best way to eat simply, so I probably spent an hour yesterday, on Sunday, making frittatas that will last me for at least a week, if not longer. Basically, itās eggs and vegetables and a whole bunch of stuff like that all mixed. Itās like an omelet/quiche thing, but we call them frittatas. I made some huge ones, and what was awesome, because I went and put in tons of spinach and kale and broccoli and okra and all of these really cool vegetables in my frittatas. Iām just veg-ing it up like crazy. So this is my experiment, guys. Iām calling it my hippie paleo juicing week-long thing [laughs]. I donāt know what Iām going to call it ā something like that.
Itās funny. Weāve been teasing about how we were in San Diego, and the area we were in had all of these hippie-type people there. Everyoneās got dreadlocks, and theyāre surfing all day long. We were joking about how when I was younger, we used to always make fun of the hippie culture and stuff like that ā eating green, where now itās the cool thing to do, so this is my hippie juicing paleo, because the frittatas are pure paleo the way we build them. Itās going to be fun, so Iām excited.
Iām excited to see how much energy I get from the whole process this week. It should be really, really cool, because Iāve got a lot of stuff happening this week, so I need the energy. I need the excitement. I need the newness of it all, so Iām excited. Iāll let you guys know throughout the week how it goes.
For you guys, I would say, āThis week, figure out something different. Figure out a pattern interrupt. Figure out something that youāve been doing. If itās diet, or if itās health, or if itās how you wake up in the morning, or if itās how you work, or whatever, figure out something, and just do a big interrupt like Iām doing right now ā just a big pattern interrupt. Do something thatās just going to totally shock your system, and see what happens. For all I know, this could be the worst thing in the world, but Iām still excited for it. I think itās going to be awesome.
Iām at the office, you guys. I am going to go and get some stuff done today. I hope you guys enjoy your Monday, and we will talk to you all again soon.
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Why you should never ask somebody for free advice.
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Hey everybody. This is Russell Brunson, and I have a very special āMarketing in Your Carā for you for today.
Hey, everyone. I just got my hair cut, and Iām driving back home. I actually wanted to do a special podcast. I donāt normally log into Facebook very much because it stresses me out. Typically Iām getting a lot of people who are asking me for my help for free. Itās just hard, because I want to, and I wish I could give them all the attention. The problem is, with everything Iām doing right now in my own company, in my own business, and in my own coaching clients, itās hard to find time to even sleep at night. Thereās so much stuff always happening, and so I donāt typically log in that often, but the last week, I did for a couple of reasons. I just checked again when I was walking out of getting my hair cut. I saw a message, and it just made me think, so I want to tell you about two different people that approached me on Facebook. I wonāt use their real names, but I want to share their approaches with you, because they were both very different.
The first guy that contacted me basically said, āHey Russell, Iāve been watching you for a bunch of years. I love your stuff. I think youāre awesome. How much would it cost to buy an hour of your time?ā I said, āRight now, I sell an hour for twenty-five hundred bucks,ā and he wrote back and said, āOh, thatās kind of steep, but hey, man, I love your stuff, and I think you can help me, so where do I send the money?ā So I told him. He sent the money. Two days later, we were on the phone. We spent an hour on the phone with him looking at his funnel, building it out, tweaking it, giving him all the advice that he needed, and after he was done, he was like, āMan, that was awesome. I feel like Iāve shifted my focus. I know exactly where Iām going now, Iām going to go ahead and implement it. Hey, do you mind if I shoot some questions now and then as Iām building this thing out, to help me create it?ā and Iām like, āYeah, no worries.ā So he went out, and heās been building, and he shot me a couple of questions. I gave him some feedback, and I havenāt minded because he understood the value of my time, and what it takes for me to spend some time. I donāt mind helping him now, because he valued my time up front, and he was willing to invest, and now heās trying to implement what I showed him, and so of course Iām going to help steer him in the right direction and have success. Itās been awesome.
Then I have this other guy. Again, a really nice guy, and my heart strings go out to him and to other people that Iāve gotten this message from. Literally, I think, five or six people this week sent me similar messages about, āHey Russell, I love your stuff. I donāt have any money, but I want to work with you. Iād love it if you could get on the phone with me and coach me through this. Iāll give you half of my profits, and Iāll do all of this kind of stuff.ā Thatās their mentality, and itās tough, because honestly, for me as a person, I canāt even tell you how much I want to, but itās hard. Most of those I donāt respond back to, because itās just so hard for me to tell them āNoā, but itās like, āYou have to understand, that when I was getting started, I never would have gone to somebody who is as busy or had as much success, and just ask them for their time. I always would have gone and figured out how I could provide value to them, whether itās money or whatever, because their time is valuable.ā
I look at my schedule. For example, this week, I was at the office twice until 3 a.m. in the morning this week trying to get some projects done. I literally had, I think, seven or eight one-hour phone call consultations with people. Every single one of those people, outside of the first guy I told you about ā he paid $2,500 ā everybody else paid $25,000 for those, and it was hard for me to fit those $25,000 one-hour calls into my schedule, because itās so busy with everything. I obviously made the time, because they made the investment.
Plus Iāve got the Reactive Coaching for our $25,000 students, and then on top of that, Iāve got my own projects and my own businesses, and in our supplement company, weāre in the process of trying to hire three or four more people. It has by far eclipsed our internet marketing business [laughs] to this point, which is exciting. Weāre about to launch Click Funnels, which is a brand new company. Weāre in the process of trying to find new office space and probably hiring a staff of, who knows ā ten to twelve people to help with that.
I literally donāt have time to sleep right now. I go home. I spend time in the morning with my family and kids and at night with my family and kids. As soon as they all pass out, Iām back to work trying to move things forward, and itās hard when I get an e-mail saying, āI just need an hour of your time. Remember what it was like when you were just beginning and you had no ability? If you had just gotten some guru to help youā¦,ā and how it would help them, and again, my heart strings go out to them, but I donāt think people really understand the reality of it.
For me to carve out another hour of my time, I would have to put one of my projects on hold, and you look at opportunity cost. The one lesson I learned from my college education is opportunity cost. With opportunity cost, if you remember the concept, youāve got two options. The opportunity cost is what you lost by not taking the other option, so for example, if I was to jump on the phone with this guy for an hour, the opportunity cost is that Iāve either got to give up an hour of time with my family, which is not something Iām willing to do at all, or Iāve got to carve out an hour of time from all of my other projects.
An hour of focused time working towards Click Funnels or an hour towards something else, will make me a lot of money. Itās hard, because what he is asking for and what people like that are asking for ā they donāt understand what theyāre asking for. Theyāre asking for an hour of your time. An hour of your time, literally, on the low end, is $2,500. I was trying to be nice to this guy, but because he was willing to respect the value of my time, I was willing to do it for $2,500, but the reality is an hour of time thatās focused on your own business is worth so much more than that.
I just wanted to share. Itās been on my mind. I may send him this podcast, and I hope it doesnāt hurt his feelings. Thatās not my intention, but more so just to help him understand the value of other peopleās time, and if you want to get someoneās attention, youāve got to look at things differently.
When I first got into this business, I remember I went to this event, and there was this guy that was at the event. He was in this Mastermind group, and he was in four or five others, and I was like, āHow in the world did you get in all of these groups?ā and he said, āI learned something early on in life, Russell. I learned I can either work my way in, or I can buy my way in. Itās way easier just to buy your way in.ā He had spent tons of money in to getting in to these different clubs.
I said, āHow in the world do you afford that?ā I think he had spent almost a hundred grand in these Masterminds. He said, āWell, I couldnāt afford it, so instead of complaining about the fact that I didnāt have the resources to afford it, I tried to get resourceful. I went out to a bunch of Internet marketing forums, and I found a bunch of people who were in similar situations like me. They couldnāt afford it, but they wanted the information, and so I said, āLook. This is the deal. Iām going to invest in these five Mastermind groups, and my total cost is going to be X amount of dollars. I canāt afford it right now, but if you will pay X amount of dollars into it, I will go to these events, and I will learn. I will do everything, and when I come back from these events, I will bring back and break down everything I learned, all the notes, give you everything, and youāll get a chance, at a fraction of the cost, to go to all of these events with me, basically, to get all of the information I extract from these.ā This guy literally got ten people to give him $10,000. He had $100,000 in cash to go out and join the best Masterminds in the world. I was just like, āWow.ā ā resourcefulness, right? He didnāt have the resources, but he figured out a way to make it happen.
I always think about one of my favorite people I ever met in my entire life, and this is in the business, or out of the business, but itās a guy named Stu McLaren. Before I even met Stu, I was putting on this workshop called āAffiliate Boot Campā, and Stu paid $1,000 to be part of this boot camp. Heās one of the smartest people I have ever met. It was a life-training series that I did, and Iād do a teleseminar. Every teleseminar, Iād open it up for questions at the end, and the first person to pop on was Stu, saying, āHey, Russell, that was amazing. Iām Stu McLaren. That session you gave was amazing. It just totally built me up,ā and he talked about why it was so great. Heād ask me some questions, and then heād thank me, and, āBoom.ā Literally, for ten sessions in a row, Stu was the first one asking questions, the first one thanking me, all of that kind of stuff, and it was awesome. Then at the end of the event, he called me up one day, and he was like, āHey, man, Iāve got an idea. We should work on this project together.ā I knew who Stu was, and I knew heād given me so much value from that side. Me, as an educator and a teacher ā to have somebody invest in my business and thank me and all of these things along the way, it changes it. Where now, just like the dude who paid the twenty-five hundred bucks, I have a vested interest in him. I want him to be successful. I want him to take the advice. Yeah, Iām going to pick up the phone, and Iām going to return the call.
The other interesting thing is, in my Mastermind group, in our inner circle, we have a couple of different levels ā anywhere from $8,000 up to $25,000 in our coaching program, and inside the programs, all of our members are able to ask me questions each week. They can submit video clips and write questions to me, and we can chat back and forth. Itās a cool process. Whatās interesting is that the majority of people who ask me questions will jump on and ask me a question, and thatās it. We move on. Sometimes, theyāll say, āHey, thanks,ā but thatās it. Thereāre not many people that say, āThanks,ā and Iām fine with that.
Iām not looking for thanks, but thereās one guy whose name is Simon Cryer, and Simon signs up for the coaching program, goes in there, studies a bunch of stuff, and then he jumps into this thing where he can message me, and makes me this video, and all the video said was, āYou know, Russell, thank you. This was one of the most amazing things in the world. It was awesome. It wasā¦,ā and all of this stuff. I watched the video, and then I was waiting for him to ask me a favor, a question, or whatever, and he never did. He just thanked me, and I was like, āDude, that guyās awesome.ā Simonās name, I remembered.
A couple of weeks later, he e-mailed me a question, and because I knew Simonās name, and because heād given me value, I literally sat up that night while my wife was angry at me, because she wanted me to go to bed [laughs]. I spent almost an hour on the computer making videos for him, mapping out the whole game process, showed him what he was doing right, showed him what he was doing wrong, sent him all of my files. I literally gave him a yearsā worth of my research. I gave it all to him, one hundred percent, and I just said, āHey, here you go, Simon.ā He told me when he got that that he started crying, because he couldnāt believe that I would give him that. I told him afterwards, āYou know what, Simon? Youāre the first person that ever thanked me.ā
It was interesting how that works, and so the reason for this, you guys, is I would just say ā I donāt know what Iām trying to say, to be honest, but when you want things in life, thereās the right way and the wrong way to do it. The right way is to figure out how you can provide as much value as possible to other people, and if you do that, itās amazing what theyāll do back in return for you.
Sometimes that is paying people, right? I pay coaches all of the time. I wrote Ryan Deiss and Perry Belcher a check for $25,000 in January, because I wanted some of their help. Iām friends with them. I could text them. I could call them, but I wanted to show them that I have respect for them and what they do, so I wrote them a check. I asked them one or two little questions here and there, and those things have transformed my business.
I look at Bill Glaser. I was in his Mastermind group for six years. I spoke on his stage tons of times, and one day I had a question. Instead of calling him and saying, āHey, Bill, I have a question for you,ā I called his assistant, and I sent him, I think, fifteen hundred bucks for an hour of his time. We got on the phone, and we talked through it. Itās just you understanding that people are busy, and yes, they may have time, and theyāre there for their buddies or whatever, but if youāre going to pick their brains or youāre going to do whatever, understand that thatās not a small thing.
I have people all the time that are like, āHey, man, let me take you to lunch and pick your brain.ā In my life, I have not had the luxury of having lunch for months. I donāt have time for lunch. I eat while Iām working, because I donāt have time to break away and go to lunch. I have too many projects and too many things that are happening. If I were to go to lunch, I would miss time with my family, so I donāt eat lunch. So for them to say, āHey, Russell, I want to take you to lunch and pick your brain,ā it seems like in their mind, theyāre thinking itās such a small thing āāHey, Iām going to buy you lunch,ā but for me to pull away and go to lunch, itās like, āYou donāt understand the opportunity cost of that. That will cost me on the lowest end, $2,500, and on the high end, Iām losing $10,000 to $15,000 or more by letting you take me to lunch to pick my brain.ā
I think that itās important to understand that, especially with people youāre trying to get to, trying to get access to and need information from. Figure out ways that you can provide value first. Coming to someone and saying, āHey, Iāll give you half of my business,ā or, āHey, if you do this, I could make a lot of money, and Iāll give you part of it back,ā thatās the same pitch everyone is giving them.
Itās funny. I had a guy ā this is another one. I get these all of the time, so I apologize for the rant here, but I had a guy the other day who came up to me and said, āHey, Russell, this is the deal. I pitch you. Youāre the one I want to work with on this project. This projectās awesome. What I want you to do is I want you to work with me to set the entire thing up. Weāll do this, this, and this. Help me launch and help me do everything and from that Iāll give you a percentage of the profits.ā I wrote him back, and I was like, āDude, for the effort that it would take for me to go and do what you just asked me to do, I could do the exact same thing on my own project and keep all of the money. I donāt think you understand that. Youāre not providing me value by giving me half of your company and letting me do all of the work. Thereās no value for me in that, all right?ā
And so itās just an understanding of you looking at the people that you want information from and figuring out, āHow can I serve them first?ā Stu McLaren was smart. He did not come to me, day one, and say, āRussell, I need this. I need this. I need this.ā He said, āHow can I serve Russell first? Iām going to join his coaching program and ask him questions. Iām going to edify him, and Iām going to do all of this stuff, and Iām going to build a relationship,ā and now, when Stu calls, I will drop anything. When Stu says, āRussell, I need this,ā I will. To this day, if Stu was to call me at three in the morning and tell me that he needs an accountant, Iād be there. Thatās how much rapport heās built with me.
I look at somebody like Simon. After that whole thing happened, I happened to be in Dallas one day, and I think Simonās from Dallas. We e-mailed, and an hour later, weāre hanging out. We spent the whole day together, and I consider him a close friend. He came out to Boise. We went to the fights together. All of this stuff came from him saying, āThanks,ā from him figuring out what I needed in my life to help me. Because of that now, I have this reciprocity, where I want to make sure heās successful, and heās going to be successful, because he played his cards right.
This guy that came to me first and said, āHey, Iām going to pay you twenty-five hundred bucks for an hour of your time because thatās what itās worth to you right now,ā Iāve probably answered fifteen questions for him since then, because he respected my time. It helped me to feel that value first, and so, yes, I want to help him back out in the other direction.
Anyway, I hope this doesnāt fall on deaf ears. In all aspects of your life, whether itās relationships, whether itās business or whatever it is, this advice is important. Itās key, and you need to understand it.
I donāt want to admit this, but one of my favorite shows on TV is āThe Bachelorā or āThe Bacheloretteā. I watch this show, and I cringe every single time, because these guys get two minutes with the bachelor or the bachelorette to get to know them, and the ones that always blow it are the ones that get on there and go, āOkay, so my name is Joe, and this is what I do, and this is what I love,ā and they just start talking about themselves, and just dump all of this garbage on the person that theyāre on this date with. The girl gets done and walks away, and theyāre like, āWow. I know everything about that guy, but he didnāt ask me a single question about myself.ā The guys who are successful are the ones who sit down and ask the girl questions. āāTell me about you. Tell me about this.ā Those are the ones that succeed. The ones that fall in love are the ones who are not talking about themselves and telling them why theyāre great. Itās the ones who go on the dates and ask questions to the other person.
When I was in college, I had a roommate. He was one of the most fascinating people ever, and I say that because I always thought that. I remember always thinking that this guy ā John Merritt was his name. I thought, āThis guyās just fascinating.ā He was one of the coolest people. I just thought he was awesome.
One day, I came home from something, and I sat down, and I was talking to him, and he literally asked me questions directly for probably an hour straight ā just question after question. Everything he had to say, he seemed more fascinated by what I said, and I was like, āMan,ā and all of the sudden, in the middle of this I remember pausing and thinking, āOh, wow. I think heās so fascinating, but Iāve never asked him a single question. Iām like that guy ā Iām the bad date, but heās the most amazing person in the world.ā He just kept asking me question after question after question. Everything I said, he seemed fascinated by, and thatās what he gave me. Thatās why I always wanted to be around John. Everyone wanted to be around John. He was one of the neatest people ever.
So anyway, thereās some stuff for all of you guys to think about. I have no idea if this went the right direction or not, but I hope that you guys got some value out of it.
I am at the bank grabbing some money, so Iām going to jump off for now, and I appreciate you guys, and I will talk to you all soon.
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The little app that helps me get done three times more than anyone else I know.
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Hey, everyone. This is Russell Brunson, and I want to welcome you to āMarketing in Your Carā.
Hey, everybody. I hope you have an awesome day today. I was at the office late last night working on some secret projects, but some cool stuff happened. One, for example ā I think Iāve mentioned this before. Iāve been working on a book that is my first real book. I really going to get it published and try to do the whole āNew York Times āBest Sellerāā thing, but anyway, I needed somebody to write some blurbs and stuff for the book. I needed someone to write a āForwardā and that kind of stuff.
My dream person to write the Forward was Tony Robbins, because I know Tony, and so I came to him. āāWould you mind writing me a forward for my new book?ā I was assuming heād say, āNo,ā because heās pretty dang busy, you know? He wrote me back and said, āHey, I wish I could, but Iām in the middle of writing my own book, but if you want, I could write a blurb, a quote, to put on the book.ā So I was like, āAll right.ā So he sent me a quote last night, and it was awesome.
Iām driving, so I donāt have it in front of me, but it was something about how ā well, I donāt want to spoil the surprise. You guys will see it. It made me feel pretty good. I was excited. Iāve got a quote from Tony thatās going to be on the book, and then I still need a forward written. I think Iām going to get either Dan Kennedy or Bill Glaser for the forward. I need them both. Can you do two forwards? That would be pretty sweet.
Anyway, Iām super excited for the book. Itās almost done. I should have the rough draft all finished by this weekend, and then Iām heading out to a Mastermind meeting out in San Diego, and so Iām going to be proofreading it out there. It should be pretty awesome, so Iām excited for that, for today.
I want to share with you guys a tool. I donāt share enough tools with you guys, I donāt think, so maybe Iāll start doing more of this. Thereāre three or four tools that I use to run my entire business, and this one Iām going to share with you guys today is about the simplest, most dumb thing in the world. At first, honestly, I downloaded it as a joke, and then I started using it, and now Iād say I probably look at it thirty times a day. Itās one of my most important things ever.
The story behind it is that back when I first got my phone ā actually thatās not true. Iād had my phone for a couple of years. One time I was looking for some kind of task management or to do list software, and thereāre tons of them out there. Most of them are just lame, but there was this one that was called āTomorrowā, and basically what it is, is this app on your phone. You have a āTo Doā list, and you put in all of your to doās, and then can see them all there. What you can do is, if you say, āIām not going to get this done today,ā you can click a little button, and it pushes it to tomorrow. Thatās all the app does. Itās a to-do list, and then you can push things to tomorrow. I think the joke behind it is, āOh, just push it off.ā You can just slack off and keep pushing things until tomorrow.
I started using it on my phone for a while. I didnāt really use it a lot, but then one day, I donāt know what happened. I was getting ready to look for some to-do software, and I found that they actually have an online version as well that syncs with your phone and with your iPod and your iPad and with all of your devices, so I logged in there. Itās āTomorrow dot D-Oā. Tomorrow.do is the website. Itās free to use. I log in there, and I have my huge to-do list.
Whatās cool about it is that in the past, Iād have to-doās ā Iād have a notepad of paper, and things just always slipped through the cracks for some reason. It always slipped through the cracks. Iād have a notepad of paper at my house, and one at the office, and one in my car. Iād have all of these papers everywhere, and it was hard to keep track of everything. Whereas now, with Tomorrow.do, itās on my phone. Itās at my office. Itās on all of my computers. Whatās cool is when Iām sitting there, like when Iām driving somewhere, and itās like, āOh crap, I need to do this thing,ā I open up the app real quick and type it in, and, āBoom,ā itās saved.
Then what it does is, at midnight, everything that was on tomorrowās, āBoom,ā all gets shifted over to today, because now itās today. If Iām up late at night, usually Iāll do it at night, if not, then first thing in the morning when I wake up. Iāll see all of my to-dos. Everything that is still in my queue for me to do, and then I just start going through and I just push everything until tomorrow that I know Iām not going to be able to do today. I push, push, push, push, push, and then all I have left a list of four or five things I need to do today, and it just feels awesome.
I go through it, and every time I get something done, I log back in, cross it off, and I canāt even tell you the feeling I get after I cross something off. Itās like the greatest thing in the world. Literally, for the last eighteen months or so, this little tool has been how Iāve been able to push forward and get things done and not have things slip through the cracks, and just keep cranking on things, and so, if youāre looking for a way to get more done and make sure nothing falls through the cracks, and also for me, it organizes my day. It shows me exactly whatās most important, but I donāt lose track of the stuff I still need to do. Itās my favorite thing in the world, and itās free, so I highly, highly, highly recommend it. Just go to Tomorrow.do, log in and create an account, and download the app. I think the appās just called āTomorrowā, I believe, but if you canāt find the app, just go to the website and the website will link to the app as well, but it is awesome.
Anyway, Iām at the office today. Iām going to go in to the office, and the first thing Iām going to do is open Tomorrow.do, look at my tasks, shove everything off until tomorrow that Iām not going to get done today. Then Iām going to start busting out those things, and Iāll bet you I will accomplish more in the next four or five hours than you can do all day, because Iāve got this little tool. You guys, go try it out. You will love it. Iām at the office. Iām going to go have some fun. I will talk to you guys soon. Thanks for listening.
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Last night I saw one of the most powerful uses of the āattractive characterā ever. Let me show you how Lindsey Sterling used the āattractive characterā to get her audience to fall in love with her.
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Hey, everyone. This is Russell Brunson. I want to welcome you to āMarketing in Your Carā.
Hey, everyone. Itās early, and Iām heading to the gym, but itās nice, because now that itās summertime, it looks like noon at 6:30 in the morning. I love summer. Iām excited for it.
I wanted to share with you guys a really, super awesome experience. Last night, my wife and I had a chance to go to a Lindsey Stirling concert. If you donāt know who Lindsey Stirling is yet, go to YouTube and type in āLindsey Stirlingā, and look. Thereāre a couple of really good videos. One of them is of her playing violin and dancing in fire, and oneās her running through igloos. Itās definitely worth watching.
She did a show up here in Boise in a really small venue called āThe Knitting Factoryā, where only about five or six hundred people could jam into this place. Itās standing room only. We went to it, and it was awesome. Iāve heard a couple of pretty cool things in my life, and this was one of the neatest experiences in entertainment Iāve ever seen. We were talking about it beforehand, the fact that, if you watch her, she plays the violin while she dances. Itās a really cool blend of talents. Itās just so different. She was on āAmericaās Got Talentā a bunch of years ago, and Pierce Morgan kicked her off [laughs], and all of this stuff, but she just kept going and going, and now sheās got this. I think this is her second tour, and sheās done really, really well. Whatās interesting is, if you look at her, sheās really good at playing the violin. Iād say sheās an above-average violin player, and sheās a good dancer. I wouldnāt say sheās a great dancer. Sheās a good dancer, but the fact that she blends those two together makes her unique and different, and literally, the show last night, I felt like was world-class. I canāt even say enough about how awesome it was.
It was interesting, though. There was one thing I wanted to mention, because I thought it was profound from a marketing standpoint. I donāt think many other people really caught it, but as you guys all know, Iām obsessed with this whole marketing thing. Iām looking at what people are doing and why theyāre doing it and how theyāre doing it and the reaction from the crowd and stuff like that. The one thing that she did that was super cool ā she came out, and she played two or three songs, and everyone was going crazy. Then she needed to take a break really quickly to change outfits. She goes off the stage, and all of the sudden, behind, on the main stage, thereās a screen thatās got effects and all of these things happening. All of the sudden, this thing pops up, like a little movie, and it says, āI donāt think weāve been officially introduced yet,ā and then it shows Lindsey when sheās an infant, and it shows her as a toddler, and it shows her as a two-year-old, and a three-year-old, and then five, and six. Itās showing her throughout her whole life ā these little video clips of her saying cute little things and doing stuff, and showing her dancing, and showing her practicing violin. All of her experience that got her to this point, basically, you saw in this little three-minute video, and literally, instantly, it went from everyone going there, thinking who she was and seeing her as a fan, all of the sudden, everyone saw her at a different level.
At the event last weekend, I talked a lot about the āattractive characterā. Iām sure you guys, if youāve been following me for any amount of time, youāve heard me talk about that and the importance of it and what it does for your brand and for everything youāre doing. I would look at that video, and it was just like, āMan, look at how it changed everybody in this room. We all went from Lindsey Stirling and people who wanted to get out for the night to do an event to people who were fans. She did that all in a little three-minute video. It was not professionally done, but it brought out all of the elements of attractive character, and it was awesome.
Iām in the gym, but I want to keep talking about this, so Iām going to pause it, and hopefully when I come back out to the car, my recorder wonāt have shut off. Iām going to pause this, and Iāll be back in forty-five minutes.
All right, I am back. That was a hard workout [laughs]. So Iām going to continue where we left off. We were talking about Lindseyās concert. I was talking about the video and the whole attractive character concept, and Iāve had a lot of people ask me, when we talk about attractive character, āHow do you introduce yourself to the audience, and how do you build this relationship?ā
A lot of times, I think people are confused. Theyāre thinking, āHow do I do this on the front end before someone meets me?ā You create your own squeeze page or on your landing page or whatever, to get somebody in the door, just like Lindsey. She started the concert. She came out. She did two or three songs, and then after we built that initial rapport, itās like, āHere, let me tell you my story.ā Boom ā all of the sudden, it sucks you in. For us, usually on your front end or your squeeze page, itās kind of blind, trying to get somebody in the door. Now if theyāre in the door ā āBoom.ā Now itās where you introduce your attractive character and everything else.
One of the big questions we had at our event last weekend was from one of the girls that were there. She was really cool. She was talking about how, āHow come all of the ads are ugly, and theyāve got red outlines, and you go to these squeeze pages, and thereās no branding? Theyāre just ugly. I want to have banners that are brown and yellow and that use my colors,ā and all of these things. I was trying to explain it to her, and I said, āThatās fine, but thereās a time and a place. Your initial goal is to get as many people in your front door as possible. Because of that, youāve got to use what works, and what works a lot of times is this cheesy stuff ā headlines and color schemes that probably donāt match your brand and your fill, but thatās okay, because your initial goal is to just get them in the door.ā As soon as they come through that front door, for us at least, we immediately transition from a kind of a cold, high-conversion funnel to our branding stuff.
Thatās the way that we look at the way that we drive our traffic. Itās a two-step process. Step One, bring them in with whatever converts the best, and then immediately, now that youāve got them, theyāre on your list. Now itās time to start building your brand and your attractive character and all of those things, where now youāre getting them to build the relationship. Thatās how you start getting people to convert better on the back end, because I agree one hundred percent. I think that branding on the back end is important. In fact, I think youāll sell way more.
For example, this week we sold four people our $25,000 package, which is awesome. Thatās by far a record for our high-end coaching things in a week. We sold four of them on the phones. I never could have done that off of a cold campaign, where somebody comes in off of a cold squeeze page, and we call them to sell. No, they come in off of a cold campaign, and then after weāve got them, now we share our attractive character, and we share stories, and we share our branding. We do all of this stuff to warm up that relationship, and get us to the point where somebody will come in at a higher level.
Anyway, Iām not sure how exactly that relates to Lindseyās concert, but itās just something thatās interesting. The other thing, and again, this is me, from the marketing standpoint. I always look at situations and stuff from the perspective of, āWhat would I be doing different if this was mine. If they hired me as a consultant, what would I do?ā One of the big things that I notice ā oh, and thereās a cop, a motorcycle cop, shooting people with his gun [laughs], and I think I clipped it.
All right, Iām back. I was looking at what theyāre doing, and they had this pre-band come out first, and they were great. They sang and got everybody excited, and then they took thirty minutes to reset the stage and everything. Then Lindsey came out, and again, she was just awesome, from the very first second she walked in. What was interesting is Iām looking at this room. There were maybe five hundred to a thousand people, all jammed. Weāre all standing-room only, and itās a really cool facility, and literally, there were probably ten of us ā my wife and I, and a couple of others who were jumping around, having fun, and everybody else was just kind of standing there looking at her. I think everyone enjoyed the experience, but we were at the equivalent of a rock concert or more, and nobodyās moving around.
I was thinking a lot about Tony Robbins, when we did his events, and when we were at his event, Iām the kind of person who, I donāt like dancing. We didnāt dance at our wedding. I just donāt do that. At my first Tony Robbins event that I went to, everybody was dancing like crazy, and for the first eight hours, I refused to participate in the shenanigans. I did not want to be dancing, right? [laughs] After a while, he broke me down to where we were all just going crazy, and it was awesome. I remember that next day was the first time I ever met with Tony. We had a little private meeting, and we were talking. We were in Toronto, and he said that it always takes a while to get the audience in a state where theyāre willing to jump around and dance and go crazy and leave their inhibitions behind, and he said that at some events, that happens really, really fast, and other ones take a long time. He said that Toronto took a long time. It took five or six hours before he felt like heād broken through and everyone was playing full out.
So it took a process, but I was thinking about what Tony does. When you show up at his event, heās got thirty people on stage dancing, and theyāre trying to get the whole audience dancing, and everythingās moving, so as soon as he walks out on stage, the whole audience is already dancing and moving and jumping around, and so itās easy to kind of step into that and start running with it.
At Lindseyās thing, everyone was sitting around waiting, waiting, waiting, and then she comes out at level ten, but nobody had been moving and dancing and jumping, just people like my wife and I, whoād been to Tony Robbins. We like jumping around now [laughs]. Weāre jumping around, and everyone else is sitting there, even after her seventh or eighth performance. It was insane. It was so good, and again, my wife and I are jumping around crazy, and she like comes out to the audience, āYou guys are awesome. Thereās a pack of girls out there going crazy,ā and literally, there was probably twenty of us, maybe in the whole audience who were going nuts.
I think for her I would look at, before she comes out, getting a bunch of people on stage, getting the audience dancing and moving and coach them and train them and get them to get in the right state that you want so that when you show up, their energy levelās at a different level.
Two times ago, when we were in New York, we went to āThe David Letterman Showā, and what was really interesting was the fact that before the show, we had someone who took our entire audience and coached us through the entire process and coached us through what weād need to do. āāThis is what David needs. He needs you laughing. He needs you moving. He needs your energy,ā and theyād coach us through it, and when we got into the studio, and it was the same thing. Theyād coach us through it again, and they got us all prepped. Then Dave came out, and, āBoom,ā we were at level ten by the time he showed up. I think from a marketing standpoint, that pre-frame is big.
Now that concept can work anywhere. When I used to do teleseminars and webinars, I would get on there, and they were all quiet and then when weād get started answering, Iād say, āHi, this is Russell,ā and Iād get startedā I remember five or six years ago, I was doing a teleseminar with Armond Morin, and I showed up ten minutes early. He was on there for ten minutes prepping the event, getting people excited, getting them fired up. āāThis is whatās going to be happening. Youāre going to have a chance to listen to Russell, and itās going to be great. Thank you so much for coming,ā and then he had this loop, where he kept on getting people fired up for this thing, for ten or fifteen minutes before we started. Then, āBoom,ā we started, and we were at a level ten.
So that state, the state that whatever people enter into whatever experience ā your teleseminar, your webinar, your event, your sales process ā thereās a lot of ways you guys can manipulate that. If Lindseyās crew were to hire me, thatās what I would be focusing on ā how to manipulate that pre-frame before she shows up, so that when she shows up, and when she stepped on the stage, it would be at a level ten from day one. And Iād say that idea is for you guys too. Think about all of your sales processes, how to crank that up and get your audience at level ten before you start speaking or selling or teaching.
Iām back home. Iām going to go eat and get ready for the day. I appreciate you guys. I hope you enjoyed this podcast. If you have a chance to go to a Lindsey Stirling concert, do it. It was awesome. Worst case ā just go to YouTube and type in āLindsey Stirlingā and watch some of her stuff, and you guys will be blown away by her talent, for sure. All right, guys. Iām out. Weāll talk to you again soon.
- Näytä enemmän
