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 you’ll hear in today’s 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 Filsaime’s 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 that’s 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 don’t squeeze pages and sales letters and things like that. There’s 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 don’t 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 didn’t 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, “Hey, 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 can’t remember. A couple different quotes. One of them said something about, “Just one sales letter will make all your problems go away. One good sales letter.” I think it’s 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, that’s 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 don’t 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.

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 you’ll hear in today’s episode: <ul> <li>How this one event Russell was able to sell 36% of the room.</li> <li>Why Mike Filsaime said Russell had one of the best presentations he had ever seen.</li> <li>And why this presentation actually got Russell more opportunities to speak at other events.</li> </ul> So listen below to hear how Russell was able to do so many sells at Mike Filsaime’s 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 that’s 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 don’t squeeze pages and sales letters and things like that. There’s 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 don’t 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 didn’t 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, “Hey, 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 can’t remember. A couple different quotes. One of them said something about, “Just one sales letter will make all your problems go away. One good sales letter.” I think it’s 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, that’s 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 don’t have the slide yet, but in the next month or so I will probably put it live. If you go to <a href="http://perfectwebinar.com" rel="nofollow" target="_blank">perfectwebinar.com</a>, 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.

Inbound Vs. Persuasion

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 can’t 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. That’s 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, “Man. 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?” 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 people’s responses. Man, it cracks me up. People’s feedback. Some people, and it’s funny because the people who are the least healthy are always the ones who are trying to explain to me how it’s 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 won’t. They said, “All you need is this. All you need is whatever.” They have their thing. Then there’s 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 law’s 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, “Wow. You always look for little things to give you the edge.” 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 that’s 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 they’re response of information would be very similar. Those who fight to have enough and they don’t 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 don’t 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.

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: <ul> <li>Why Russell uses so many supplements and how people react to them.</li> <li>How Russell is always trying to have a slight edge on his health and his business.</li> <li>And what three types of people you will see in both business and supplement taking.</li> </ul> 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 can’t 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. That’s 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, “Man. 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?” 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 people’s responses. Man, it cracks me up. People’s feedback. Some people, and it’s funny because the people who are the least healthy are always the ones who are trying to explain to me how it’s 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 won’t. They said, “All you need is this. All you need is whatever.” They have their thing. Then there’s 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 law’s 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, “Wow. You always look for little things to give you the edge.” 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 that’s 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 they’re response of information would be very similar. Those who fight to have enough and they don’t 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 don’t 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.

The Slight Edge

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 today’s episode:  Why some areas of Russell’s life are amazing and others are struggling. What Russell is doing to try to balance out his life so it’s amazing all the way around. And why it’s 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 it’s 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 it’s 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 section’s 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, “Look 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.” 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 wasn’t sleeping. I wasn’t 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 don’t 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 didn’t agree with it and it scared me. I didn’t 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. “There’s two way to do this. The fast way and the slow way.” I said I wanted the fast way. He said the fast way is really expensive. I said I didn’t 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 can’t 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 can’t 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 didn’t 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, “what is wrong with you? You are so happy right now.” I said I don’t 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.

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 today’s episode: <ul> <li>Why some areas of Russell’s life are amazing and others are struggling.</li> <li>What Russell is doing to try to balance out his life so it’s amazing all the way around.</li> <li>And why it’s important to work out your life and make sure its balanced.</li> </ul> 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 it’s 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 it’s 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 section’s 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, “Look 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.” 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 wasn’t sleeping. I wasn’t 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 don’t 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 didn’t agree with it and it scared me. I didn’t 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. “There’s two way to do this. The fast way and the slow way.” I said I wanted the fast way. He said the fast way is really expensive. I said I didn’t 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 can’t 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 can’t 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 didn’t 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, “what is wrong with you? You are so happy right now.” I said I don’t 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.

Straightening Out The Wheel

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 it’s different than other product launches. Here are the coolest reasons to listen to this episode:  How a product launch works and why it doesn’t 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 “Marketing in Your Car.” Hey, everyone. It’s been a little while since I talked to you guys, probably because we have been killing ourselves getting Click Funnels launched out. I’m driving home at about four in the morning, and I’m driving back a few hours later. I’m usually a little bit too tired to talk [laughs], but the good news is that today’s the day. We’re going to go live, and it’s exciting, and it’s scary. It’s so many things, but above all I’m 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 I’m thinking about it, every one of us, depending on if you’ve got a business already, and you’re 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 we’ve got everything, all of our ducks in a row, and it’s always perfect, and it’s sunshine and roses, but the reality is, it is crazy every single time. We’re juggling a million different things, trying to get everything done, but it’s 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, you’ve got to start chopping things and pulling things off, and it gets smaller and smaller until you get to where you’ve got something that you can actually do and put out there in the world, and even right now, it’s 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 we’ve stuck to it, and now it’s go time. One thing that’s interesting that we’re doing on this launch – I think we’re going to start a trend – maybe. I’m not sure, but we’re 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 we’re doing is inside Click Funnels, we’ve got basically five or six different funnel types. Today we’re going to launch, and we’re 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. That’s the first thing we’re launching today, and that will give us a chance where the promotional video’s all about that feature and about thing, and we’re talking about that one little thing, and then two days later, we’re going to unlock the next feature, which is our automated webinar funnels and our webinar funnels, and so that will come out. Then, “Boom,” we’ll launch a new sales video with that. We’ll have training that goes with everything and we’ll indoctrinate and get people using that, and then three days later, we open our sales funnels, and after they open it, we’ll 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 we’re doing an internal rolling launch where we’re 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. That’s the first thing. The second thing is it gives us a chance on the support side to make sure we’ve mastered one funnel type, and make sure that it’s perfect and that we have templates and Q&amp;As and all of those types of things. Just to make sure we’ve 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, we’re excited. That’s the strategy, and it’s 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 we’re excited, and just really excited to share Click Funnels with the world. It’s 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 – and I thought about it a little bit before I posted, and I posted, and I said, “Look, guys, even if we never sold a single copy, this tool will make me and make my company millions of dollars. I’m just so grateful to be the one that has the chance to share it with you guys,” and that’s really how I feel, and so today, if you’re listening to this podcast, go get your Click Funnels account. Again, we’re giving away free trials, and I promise you guys you’re going to love it. It’s going to change your business. It’s changed mine already, and will continue to do so for the rest of my life. I’m at the office now. I’m going to go in. I’m going to push the last few buttons and give everybody everything live, and in a few hours it’ll be show time. I appreciate you guys listening in, and we’ll talk to you soon.

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 it’s different than other product launches. Here are the coolest reasons to listen to this episode: <ul> <li>How a product launch works and why it doesn’t necessarily mean you have to have all your ducks in a row.</li> <li>How this launch is really more like a reverse product launch and how it will work.</li> <li>And Why Clickfunnels is being launched differently.</li> </ul> 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 “Marketing in Your Car.” Hey, everyone. It’s been a little while since I talked to you guys, probably because we have been killing ourselves getting Click Funnels launched out. I’m driving home at about four in the morning, and I’m driving back a few hours later. I’m usually a little bit too tired to talk [laughs], but the good news is that today’s the day. We’re going to go live, and it’s exciting, and it’s scary. It’s so many things, but above all I’m 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 I’m thinking about it, every one of us, depending on if you’ve got a business already, and you’re 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 we’ve got everything, all of our ducks in a row, and it’s always perfect, and it’s sunshine and roses, but the reality is, it is crazy every single time. We’re juggling a million different things, trying to get everything done, but it’s 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, you’ve got to start chopping things and pulling things off, and it gets smaller and smaller until you get to where you’ve got something that you can actually do and put out there in the world, and even right now, it’s 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 we’ve stuck to it, and now it’s go time. One thing that’s interesting that we’re doing on this launch – I think we’re going to start a trend – maybe. I’m not sure, but we’re 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 we’re doing is inside Click Funnels, we’ve got basically five or six different funnel types. Today we’re going to launch, and we’re 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. That’s the first thing we’re launching today, and that will give us a chance where the promotional video’s all about that feature and about thing, and we’re talking about that one little thing, and then two days later, we’re going to unlock the next feature, which is our automated webinar funnels and our webinar funnels, and so that will come out. Then, “Boom,” we’ll launch a new sales video with that. We’ll have training that goes with everything and we’ll indoctrinate and get people using that, and then three days later, we open our sales funnels, and after they open it, we’ll 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 we’re doing an internal rolling launch where we’re 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. That’s the first thing. The second thing is it gives us a chance on the support side to make sure we’ve mastered one funnel type, and make sure that it’s perfect and that we have templates and Q&amp;As and all of those types of things. Just to make sure we’ve 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, we’re excited. That’s the strategy, and it’s 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 we’re excited, and just really excited to share Click Funnels with the world. It’s 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 – and I thought about it a little bit before I posted, and I posted, and I said, “Look, guys, even if we never sold a single copy, this tool will make me and make my company millions of dollars. I’m just so grateful to be the one that has the chance to share it with you guys,” and that’s really how I feel, and so today, if you’re listening to this podcast, go get your Click Funnels account. Again, we’re giving away free trials, and I promise you guys you’re going to love it. It’s going to change your business. It’s changed mine already, and will continue to do so for the rest of my life. I’m at the office now. I’m going to go in. I’m going to push the last few buttons and give everybody everything live, and in a few hours it’ll be show time. I appreciate you guys listening in, and we’ll talk to you soon.

The Reverse Product Launch

The secrets of temporarily unbalancing your life to achieve your dreams… On today’s episode Russell talks about why his life is unbalanced because he isn’t getting any sleep and why right now, that is okay. Here are some things you’ll hear in this episode:  Why entrepreneurs don’t 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 it’s 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 “Marketing in Your Car.” Actually it should be called, “Marketing in Your Ferrari”, because right now, late at night, I’m 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 brain’s a little bit fried right now. Over the last week or so, we’ve 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 it’s been super fun. We’re halfway through the week, and we’ve got the other half coming up, and so I’m 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 I’m really excited. We’ve got some amazing changes. If any of you guys have used Click Funnels yet, you’re going to be blown away by the new editor and the new UI that we’re rolling it out on Thursday, and so we’re trying to hit a hard deadline and get it all done by Thursday, which will be pretty cool. So that’s why we’re all killing ourselves right now. I was thinking about some stuff recently. In my life, I’ve been trying to do so many things. I’ve 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. There’re so many things that are happening right now, and I’ve 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. It’s been hurting, so I’ve been trying to get some more sleep, and so I’m 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 you’re 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 don’t know who Mark Cuban is, you’re probably living under a rock right now, but one thing he said that was really interesting, and I’m going to slaughter the quote, but he said something along the lines of – something about sleeping at night, like, “While my competitors sleep, and I’m staying up at night getting ready to kick his butt,” or something like that, and so that’s been our mantra, because we’ve been going through this. We’ve got a couple of big competitors, some of them with VC money and everything that we’re competing against. We’re the ones busting our butts at night while they’re sleeping soundly in their beds, and they’re not going to know what came and hit them, so that’s exciting. The other Mark Cuban thing was I was listening to, watching “Shark Tank”. 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 you’re first getting started out, you can’t lead a balanced life. He was talking about how things have to fall to the wayside, because there’s so much effort and momentum that has to go into launching this thing. He was like, “Entrepreneurs do not get the privilege,” or whatever you want to call it, “the luxury of having a balanced life when they’re getting started.” 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. It’s 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 that’s what I had to do to be able to succeed. You’ve 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 there’s going to be some things in my life that I love that I’m going to have to cut out just so that I don’t die [laughs] from lack of sleep and lack of everything, right? So one of the things I’m going to cut out is going to be weight-training. It’s going to be this and that, and like, “What are the pieces I’m 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 – that’s what’s going down. I’m at the office now. Late night, I’m driving the Ferrari. Things are good. Time to get this Click Funnels launched so it can change the world, both your guys’ and mine. I’m excited, and I will talk to you guys soon.

The secrets of temporarily unbalancing your life to achieve your dreams… On today’s episode Russell talks about why his life is unbalanced because he isn’t getting any sleep and why right now, that is okay. Here are some things you’ll hear in this episode: <ul> <li>Why entrepreneurs don’t have the privilege of living a balanced life when you are just starting out.</li> <li>And why you have to sacrifice balance sometimes to get the momentum you need to succeed.</li> </ul> So listen below to find out why it’s 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 “Marketing in Your Car.” Actually it should be called, “Marketing in Your Ferrari”, because right now, late at night, I’m 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 brain’s a little bit fried right now. Over the last week or so, we’ve 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 it’s been super fun. We’re halfway through the week, and we’ve got the other half coming up, and so I’m 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 I’m really excited. We’ve got some amazing changes. If any of you guys have used Click Funnels yet, you’re going to be blown away by the new editor and the new UI that we’re rolling it out on Thursday, and so we’re trying to hit a hard deadline and get it all done by Thursday, which will be pretty cool. So that’s why we’re all killing ourselves right now. I was thinking about some stuff recently. In my life, I’ve been trying to do so many things. I’ve 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. There’re so many things that are happening right now, and I’ve 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. It’s been hurting, so I’ve been trying to get some more sleep, and so I’m 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 you’re 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 don’t know who Mark Cuban is, you’re probably living under a rock right now, but one thing he said that was really interesting, and I’m going to slaughter the quote, but he said something along the lines of – something about sleeping at night, like, “While my competitors sleep, and I’m staying up at night getting ready to kick his butt,” or something like that, and so that’s been our mantra, because we’ve been going through this. We’ve got a couple of big competitors, some of them with VC money and everything that we’re competing against. We’re the ones busting our butts at night while they’re sleeping soundly in their beds, and they’re not going to know what came and hit them, so that’s exciting. The other Mark Cuban thing was I was listening to, watching “Shark Tank”. 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 you’re first getting started out, you can’t lead a balanced life. He was talking about how things have to fall to the wayside, because there’s so much effort and momentum that has to go into launching this thing. He was like, “Entrepreneurs do not get the privilege,” or whatever you want to call it, “the luxury of having a balanced life when they’re getting started.” 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. It’s 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 that’s what I had to do to be able to succeed. You’ve 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 there’s going to be some things in my life that I love that I’m going to have to cut out just so that I don’t die [laughs] from lack of sleep and lack of everything, right? So one of the things I’m going to cut out is going to be weight-training. It’s going to be this and that, and like, “What are the pieces I’m 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 – that’s what’s going down. I’m at the office now. Late night, I’m driving the Ferrari. Things are good. Time to get this Click Funnels launched so it can change the world, both your guys’ and mine. I’m excited, and I will talk to you guys soon.

The Unbalanced Life

Lessons that I learned from my Greco coach, and how they 10x’d 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 today’s episode:  A brief history of Russell’s 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 Russell’s Olympic Wrestling Coach taught him. ---Transcript--- Hey, everyone. This is Russell Brunson, and I want to welcome you to a very late night “Marketing in Your Car.” Hey, everyone. It is eleven o’clock at night. I just got done with a two-hour wrestling match, and it was awesome. One of my buddies who’s been my jiu jitsu coach for the last few years or so – I wanted start to do some hard wrestling, and he was trying to learn some wrestling, so we’ve 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 I’m old and I’m out of shape, I could still do all right in wrestling, which makes me happy. I’ve 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 it’s 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. I’m going to be honest. I don’t know how these directly relate to you specifically, but it’s a principle that I learned in a really interesting way, and I’m going to share that with you, and hopefully you’ll 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, you’ll find value, but it’s not going to be surface-level. It’s not going to be like, “Oh, yeah. This is how this works,” and so if you listen to this podcast, and you don’t 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 I’m going to share with you right now. There’s my preview for this podcast. The backstory is – 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, “Who are you, Russell?” 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 can’t tell you how many happy moments and the stuff that came from that, but again, the defining thing in my life is definitely that. I’m sure that all of you guys have in your life something that – I look at my life before wrestling, and I’d come home from school and I’d watch cartoons [laughs] until dinner, and then I’d eat dinner, then I’d go to bed. It was the first thing I had where I had a dream, and I had a goal, and I put everything – my blood, sweat, and tears into it and chased that dream and achieved some big goals, and also didn’t achieve some goals, and I learned how to win, and I learned how to lose. It was just – to this day, the greatest thing I’ve ever had a chance to experience – 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 I’m 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 I’ve ever met. I don’t think I’ve 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 – showed up here in America. He moved out to Utah. He got this job coaching this little kids’ club. My little brother’s in that club, and in two years, he took my brother, and this group of kids who didn’t 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 I’d 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, “What is this guy doing? Does he not know how wrestling practices run?” Literally, what we would do is every Sunday we’d come in, and in wrestling you’ve got an offensive guy and a defensive guy, right? So I’m practicing moves on him, so I’ll have a guy stand there, and I’ll practice shooting on him, and I’ll practice taking him down. I’ll practice different moves. The defensive guy plays like a dummy, and he’ll let you take him down. That’s how you drill, right? You practice that way, and then you go and you wrestle matches where everyone’s going live, so you have this dummy’s 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 guy’s 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, “Ivan, you need to be teaching us stuff. I need to be learning some new take-downs. You need to be drilling us,” 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, we’d 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, “Russell, right now when our guys are coming in here, they’re drilling against people who don’t know how to be dummies, so that’s not going to help them in competition. In competition, if you’re 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 you’re not practicing perfectly in your practices, when you get in competition, you’re not going to be at that level,” 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, “Yes, now you guys are good defensively. Now you’re good practice partners. Now we can focus on the offense,” 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 can’t remember – I’m pretty sure we won first place at that tournament, if not it was just because we didn’t 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. I’d 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, “What was interesting when we first brought Ivan in, the first three or four months, he didn’t 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, “Offensively these guys come to practice and the defensive guys are just lying there. They’re doing to moves perfectly, and then they go to tournaments, and they go to matches, and they go to fights, and they’re losing because when they go against somebody who’s good, the pressure and the things that are happening defensively at practice are not at the same level as what’s 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, “Let’s focus on offensive, offensive, offensive,” and that’s not always the right way to start something. Building the foundation and understanding that part of it, which may seem like you’re taking a step back. It might seem like you’re 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, I’m not sure how this relates back to your life – if it’s in your relationships, if it’s in your businesses, if it’s in some other area – your finances, your religion – whatever it is, but I want you to think about that. What part of your life – 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 I’ve 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 don’t get it yet, that’s fine. It’s not something that’s right in front of your face. It’s something you’ve got to think about, and figure out how to relate it to yourselves. I’m here now. I’m at my home. I’m going to go shower, and I’m going to take a nice, long nap, or I’ll just go to bed, and I’ll see you guys maybe tomorrow. I’m excited. Click Funnels relaunch is about to happen, and I’ve got Dylan and Todd in town. They just got here tonight, and I’m super fired up. We’ve got a new editor. It’s an exciting time, so maybe I’ll share some of our pre-launch strategies with you guys tomorrow on a podcast, because I think you’ll enjoy it. We’re doing some cool stuff and building a lot of buzz, and I’m excited for it. With that said, you guys, I appreciate you all for listening, and I will talk to you soon.

Lessons that I learned from my Greco coach, and how they 10x’d 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 today’s episode: <ul> <li>A brief history of Russell’s wrestling career and some of the experiences he had.</li> <li>Why he questioned his Olympic wrestling coach until he saw the brilliance of what he was teaching.</li> <li>And why it is important to use what he learned in other aspects of his life.</li> </ul> So listen below to hear what Russell’s Olympic Wrestling Coach taught him. ---Transcript--- Hey, everyone. This is Russell Brunson, and I want to welcome you to a very late night “Marketing in Your Car.” Hey, everyone. It is eleven o’clock at night. I just got done with a two-hour wrestling match, and it was awesome. One of my buddies who’s been my jiu jitsu coach for the last few years or so – I wanted start to do some hard wrestling, and he was trying to learn some wrestling, so we’ve 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 I’m old and I’m out of shape, I could still do all right in wrestling, which makes me happy. I’ve 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 it’s 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. I’m going to be honest. I don’t know how these directly relate to you specifically, but it’s a principle that I learned in a really interesting way, and I’m going to share that with you, and hopefully you’ll 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, you’ll find value, but it’s not going to be surface-level. It’s not going to be like, “Oh, yeah. This is how this works,” and so if you listen to this podcast, and you don’t 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 I’m going to share with you right now. There’s my preview for this podcast. The backstory is – 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, “Who are you, Russell?” 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 can’t tell you how many happy moments and the stuff that came from that, but again, the defining thing in my life is definitely that. I’m sure that all of you guys have in your life something that – I look at my life before wrestling, and I’d come home from school and I’d watch cartoons [laughs] until dinner, and then I’d eat dinner, then I’d go to bed. It was the first thing I had where I had a dream, and I had a goal, and I put everything – my blood, sweat, and tears into it and chased that dream and achieved some big goals, and also didn’t achieve some goals, and I learned how to win, and I learned how to lose. It was just – to this day, the greatest thing I’ve ever had a chance to experience – 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 I’m 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 I’ve ever met. I don’t think I’ve 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 – showed up here in America. He moved out to Utah. He got this job coaching this little kids’ club. My little brother’s in that club, and in two years, he took my brother, and this group of kids who didn’t 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 I’d 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, “What is this guy doing? Does he not know how wrestling practices run?” Literally, what we would do is every Sunday we’d come in, and in wrestling you’ve got an offensive guy and a defensive guy, right? So I’m practicing moves on him, so I’ll have a guy stand there, and I’ll practice shooting on him, and I’ll practice taking him down. I’ll practice different moves. The defensive guy plays like a dummy, and he’ll let you take him down. That’s how you drill, right? You practice that way, and then you go and you wrestle matches where everyone’s going live, so you have this dummy’s 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 guy’s 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, “Ivan, you need to be teaching us stuff. I need to be learning some new take-downs. You need to be drilling us,” 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, we’d 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, “Russell, right now when our guys are coming in here, they’re drilling against people who don’t know how to be dummies, so that’s not going to help them in competition. In competition, if you’re 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 you’re not practicing perfectly in your practices, when you get in competition, you’re not going to be at that level,” 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, “Yes, now you guys are good defensively. Now you’re good practice partners. Now we can focus on the offense,” 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 can’t remember – I’m pretty sure we won first place at that tournament, if not it was just because we didn’t 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. I’d 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, “What was interesting when we first brought Ivan in, the first three or four months, he didn’t 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, “Offensively these guys come to practice and the defensive guys are just lying there. They’re doing to moves perfectly, and then they go to tournaments, and they go to matches, and they go to fights, and they’re losing because when they go against somebody who’s good, the pressure and the things that are happening defensively at practice are not at the same level as what’s 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, “Let’s focus on offensive, offensive, offensive,” and that’s not always the right way to start something. Building the foundation and understanding that part of it, which may seem like you’re taking a step back. It might seem like you’re 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, I’m not sure how this relates back to your life – if it’s in your relationships, if it’s in your businesses, if it’s in some other area – your finances, your religion – whatever it is, but I want you to think about that. What part of your life – 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 I’ve 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 don’t get it yet, that’s fine. It’s not something that’s right in front of your face. It’s something you’ve got to think about, and figure out how to relate it to yourselves. I’m here now. I’m at my home. I’m going to go shower, and I’m going to take a nice, long nap, or I’ll just go to bed, and I’ll see you guys maybe tomorrow. I’m excited. Click Funnels relaunch is about to happen, and I’ve got Dylan and Todd in town. They just got here tonight, and I’m super fired up. We’ve got a new editor. It’s an exciting time, so maybe I’ll share some of our pre-launch strategies with you guys tomorrow on a podcast, because I think you’ll enjoy it. We’re doing some cool stuff and building a lot of buzz, and I’m excited for it. With that said, you guys, I appreciate you all for listening, and I will talk to you soon.

Working On The Defense First

How I can make as much front end revenue giving my product away for free, as I can selling it for full price. On today’s 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 Russell’s 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 “Marketing in Your Car.” Hey, everyone. It’s been a little while since I’ve done one of these. I’ve been super busy, and was actually out until about three o’clock last night recording the coolest promo video ever. I’m excited to launch it. It’s a blend between the FourHourBody.com, if you watch Tim Ferriss’ promo video there – it’s a blend between that and “Prison Break” [laughs], and I think it’s going to be pretty cool. It took us six hours to film, literally, twelve seconds of footage, so we’ll see how it all turns out. In my head it’s amazing, so I’m hoping that it actually turns out that way. That’s 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 it’s so simple and so easy that everybody should be doing it – and I don’t 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. Let’s say you wanted to sell a $47 product. You’ve got your $47 product, and you’ve got your up sells, and you’ve got your down sells. That’s just trying to sell. For a typical $47 product, you’ve got to write a really good VSL. It’s a lot of work to sell that, right? So you take that into consideration, and there’s 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 it’s free plus shipping. I want you to go head-to-head with those. I’m curious. If you send a thousand people to both of those, and on your free plus shipping offer, your copy’s not amazing, but it’s a good offer, so people want it. How many people would you think want both of them? I was thinking we’d be conservative. From $47 down to free, let’s say we get three times as many, so let’s say at $47, I get ten customers. At free, I get thirty customers. Now I want to ask you – do you guys agree that that’s pretty realistic? If I had almost the identical product, if it was just as good of a product, with one I’d 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? I’d say that three times is pretty conservative. Let’s say three times four – this argument of what I’m trying to sell you guys on right now, okay? [laughs] So there’s 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 we’re taking the product, we have the order form, and they put in their credit card information, and then right before they click “Submit”, there’s a little tiny block that has two sentences. The sentences just say, “Yes, I want this,” and “Hey, do you want me to throw in this extra thing that does this that’s really cool. It’s an extra $47. This is a one-time offer, and not available anywhere else.” It’s literally probably thirty or forty words. I’ll have to find out how many exactly, but that’s about it, and then we sell this $47 product. That’s called a bump, that’s like an order form bump. Now, right now, we’re averaging almost forty percent, so I think it’s thirty-eight percent is what we’re averaging – people who buy our free plus shipping offers, who click on that little button. So let’s say we broke it down, and we only got 33.3 percent to do it. So now I want to come back. We’ve got two offers. The $47 product that we’re selling along with our up sells, and then we’ve got our free plus shipping product, but on the order form, we’ve got this little bump that says “Hey, only $47”, and right now, we’re 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 I’m 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 – I’ve got to sell the crap out of it, whereas with the free plus shipping, I’ve just got to tell them that there’s 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. It’s 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 they’re getting fifteen to eighteen percent of the people to take that trial. They had some really good copy – a long form video and everything to sell people on that $1 trial. I said, “If you just got rid of that whole video, added that offer to your order page, and write two sentences, they said the lowest we’ve gotten is twenty-eight percent conversion. The highest is over fifty. They’re averaging fifty – pretty close. I think it’s 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. I’m at the office now. I have a fun day planned out, so I will talk to you guys all again later.

How I can make as much front end revenue giving my product away for free, as I can selling it for full price. On today’s 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: <ul> <li>The secret that has transformed Russell’s business.</li> <li>And How Russell can get three times as many customers and make the exact same amount of front end cash, before up-sells.</li> </ul> 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 “Marketing in Your Car.” Hey, everyone. It’s been a little while since I’ve done one of these. I’ve been super busy, and was actually out until about three o’clock last night recording the coolest promo video ever. I’m excited to launch it. It’s a blend between the <a href="http://FourHourBody.com" rel="nofollow" target="_blank">FourHourBody.com</a>, if you watch Tim Ferriss’ promo video there – it’s a blend between that and “Prison Break” [laughs], and I think it’s going to be pretty cool. It took us six hours to film, literally, twelve seconds of footage, so we’ll see how it all turns out. In my head it’s amazing, so I’m hoping that it actually turns out that way. That’s 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 it’s so simple and so easy that everybody should be doing it – and I don’t 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. Let’s say you wanted to sell a $47 product. You’ve got your $47 product, and you’ve got your up sells, and you’ve got your down sells. That’s just trying to sell. For a typical $47 product, you’ve got to write a really good VSL. It’s a lot of work to sell that, right? So you take that into consideration, and there’s 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 it’s free plus shipping. I want you to go head-to-head with those. I’m curious. If you send a thousand people to both of those, and on your free plus shipping offer, your copy’s not amazing, but it’s a good offer, so people want it. How many people would you think want both of them? I was thinking we’d be conservative. From $47 down to free, let’s say we get three times as many, so let’s say at $47, I get ten customers. At free, I get thirty customers. Now I want to ask you – do you guys agree that that’s pretty realistic? If I had almost the identical product, if it was just as good of a product, with one I’d 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? I’d say that three times is pretty conservative. Let’s say three times four – this argument of what I’m trying to sell you guys on right now, okay? [laughs] So there’s 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 we’re taking the product, we have the order form, and they put in their credit card information, and then right before they click “Submit”, there’s a little tiny block that has two sentences. The sentences just say, “Yes, I want this,” and “Hey, do you want me to throw in this extra thing that does this that’s really cool. It’s an extra $47. This is a one-time offer, and not available anywhere else.” It’s literally probably thirty or forty words. I’ll have to find out how many exactly, but that’s about it, and then we sell this $47 product. That’s called a bump, that’s like an order form bump. Now, right now, we’re averaging almost forty percent, so I think it’s thirty-eight percent is what we’re averaging – people who buy our free plus shipping offers, who click on that little button. So let’s say we broke it down, and we only got 33.3 percent to do it. So now I want to come back. We’ve got two offers. The $47 product that we’re selling along with our up sells, and then we’ve got our free plus shipping product, but on the order form, we’ve got this little bump that says “Hey, only $47”, and right now, we’re 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 I’m 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 – I’ve got to sell the crap out of it, whereas with the free plus shipping, I’ve just got to tell them that there’s 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. It’s 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 they’re getting fifteen to eighteen percent of the people to take that trial. They had some really good copy – a long form video and everything to sell people on that $1 trial. I said, “If you just got rid of that whole video, added that offer to your order page, and write two sentences, they said the lowest we’ve gotten is twenty-eight percent conversion. The highest is over fifty. They’re averaging fifty – pretty close. I think it’s 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. I’m at the office now. I have a fun day planned out, so I will talk to you guys all again later.

The Power Of The Order Form Bump

A cool strategy to redistribute your work day into other areas of your life. On today’s 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 Russell’s 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 “Marketing in Your Car.” Hey everyone. It’s 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. I’m 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. I’m not sure if you guys are the same way, but I’m guessing you probably are [laughs], and it’s interesting. Carl – 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. He’s making more money than he ever was working the whole time, right? Today his big challenge to me was, “Hey, Russell, you need to start shifting your work habits and what you’re doing.” It was interesting. He said that, “Do 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?” I was like, “Probably not. Maybe a little bit, but not a ton more.” He said, “Okay, 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?” and I was like, “No, I think we’d still be able to get everything done in the same amount of hours. We’d be able to jam it in. A lot of times, when you have less time, you get more stuff done.” He was like, “Well what if we did that to your work day? Right now, what time do you usually leave the office?” I said, “Oh, about six.” He said, “Let’s shave it off so that every day, you start leaving the office at four? Do you think that you could do that?” I’m like, “I guess I could.” He said, “What do you do from four to six, anyway?” I’m like, “I don’t know – just stuff?” He said, “I bet if you cut those things out, all of the stuff you could get done prior to four. At four o’clock, you have to turn your computer off, and you had to leave the office.” We went through the whole process, and he committed me to doing that, which is kind of fun, so I’m excited to start trying that out today. The next thing was he was like, “What about Fridays, man? What do you do on Fridays?” I was explaining. I explained what I do, and he said, “Friday’s kind of dead day, then, right?” I’m like, “Well I get stuff done, but, yeah, it’s not as productive usually,” and he’s like, “What 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?” I said, “Probably not a lot. I don’t think I’d lose out on too much stuff.” So he kind of committed me to that. So I am shaving two hours a day off of my work day, and then I’m going to shave half a day off of my Fridays, and just see what happens, and my guess is that the world’s not going to come to an end. I’m excited to find out [laughs]. I want you guys to think about that as well for your life. All of us don’t have enough time – enough time for your family, enough time for your church, enough time for all of the different pieces you’re having, but we spend so much time at the office working. So I’m 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. I’m guessing, I’m not sure yet, but I’m guessing that everything else will just fall in to the right spots. So I’m 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 – I can’t remember who all. It was called “Guerilla versus Gorilla”, and it was awesome. One of the concepts I learned in there, Jay Conrad Levinson was saying that people have habits – a lot of us will kick our business and work eighty hours a week, and we’re 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 he’s 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 you’ll 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 it’s going to do overall. I’m fired up. I’m excited. I recommend you guys test out the same thing. Right now I’m at the gym. I’m going to go get tough, and it’ll be fun [laughs]. I appreciate you guys, and I’ll talk to you soon.

A cool strategy to redistribute your work day into other areas of your life. On today’s 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: <ul> <li>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.</li> <li>Why his life coach recommends cutting two work hours out of his schedule everyday.</li> <li>And how Russell thinks these changes will go.</li> </ul> So listen below to hear Russell’s 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 “Marketing in Your Car.” Hey everyone. It’s 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. I’m 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. I’m not sure if you guys are the same way, but I’m guessing you probably are [laughs], and it’s interesting. Carl – 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. He’s making more money than he ever was working the whole time, right? Today his big challenge to me was, “Hey, Russell, you need to start shifting your work habits and what you’re doing.” It was interesting. He said that, “Do 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?” I was like, “Probably not. Maybe a little bit, but not a ton more.” He said, “Okay, 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?” and I was like, “No, I think we’d still be able to get everything done in the same amount of hours. We’d be able to jam it in. A lot of times, when you have less time, you get more stuff done.” He was like, “Well what if we did that to your work day? Right now, what time do you usually leave the office?” I said, “Oh, about six.” He said, “Let’s shave it off so that every day, you start leaving the office at four? Do you think that you could do that?” I’m like, “I guess I could.” He said, “What do you do from four to six, anyway?” I’m like, “I don’t know – just stuff?” He said, “I bet if you cut those things out, all of the stuff you could get done prior to four. At four o’clock, you have to turn your computer off, and you had to leave the office.” We went through the whole process, and he committed me to doing that, which is kind of fun, so I’m excited to start trying that out today. The next thing was he was like, “What about Fridays, man? What do you do on Fridays?” I was explaining. I explained what I do, and he said, “Friday’s kind of dead day, then, right?” I’m like, “Well I get stuff done, but, yeah, it’s not as productive usually,” and he’s like, “What 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?” I said, “Probably not a lot. I don’t think I’d lose out on too much stuff.” So he kind of committed me to that. So I am shaving two hours a day off of my work day, and then I’m going to shave half a day off of my Fridays, and just see what happens, and my guess is that the world’s not going to come to an end. I’m excited to find out [laughs]. I want you guys to think about that as well for your life. All of us don’t have enough time – enough time for your family, enough time for your church, enough time for all of the different pieces you’re having, but we spend so much time at the office working. So I’m 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. I’m guessing, I’m not sure yet, but I’m guessing that everything else will just fall in to the right spots. So I’m 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 – I can’t remember who all. It was called “Guerilla versus Gorilla”, and it was awesome. One of the concepts I learned in there, Jay Conrad Levinson was saying that people have habits – a lot of us will kick our business and work eighty hours a week, and we’re 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 he’s 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 you’ll 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 it’s going to do overall. I’m fired up. I’m excited. I recommend you guys test out the same thing. Right now I’m at the gym. I’m going to go get tough, and it’ll be fun [laughs]. I appreciate you guys, and I’ll talk to you soon.

What If There Were Only 20 Hours In A Day?

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 “Marketing in Your Car.” Hey, guys and gals, and everyone who’s listening. I hope you’ve had an awesome day so far today. If you’re in the car right now, then you’re just like me, and you’re getting excited and pumped up for the day – trying to get in the state, right? I just want to talk about what my mind’s been on all weekend, because it’s been kind of exciting. For the last however many years – seven or eight years, I’ve been watching everyone do their big product launches. They do the multi-video sequences and all of those kinds of things. I’ve 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 I’ve really done it was with the Click Funnels launch to our own internal list, where basically – 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 didn’t 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 “indoctrination pieces”. 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 he’s 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]. He’s 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] “a million dollars in like twenty minutes,” and all of this garbage. I was like, “Yeah, but in twenty minutes, there’s no way everyone read the sales letter. They just bought because they wanted to buy.” It’s kind of like he had this feeling. Frank came in and he was like, “Hey, so-and-so’s sales letters are awesome, but you have to understand that the sales letter’s just one piece of the sequence to this. The sequence is what sells people. It’s all of these indoctrination pieces. It’s 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. They’re just going to buy it because they’re going to buy. That was kind of a big “aha”, a big epiphany for me. Having the perfect, scripted sales pitch is awesome, and especially for cold trafficking. If they don’t know you, and you’re driving them in from Facebook or somewhere where you’ve got to click and you’ve got to convert them really, really quick. A good old-fashioned video sales letter or an actual sales letter is definitely the way you’ve got to go to convert them, but after they’re on your list, or you’ve 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. I’m going to go back through all of them. We’re 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. We’re going to be doing that for each one. I’m excited. For example, this week we’re rolling out a new project called “List Hacker”, and I’m 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 I’d gotten shut down for spamming, and all of these things I’d tried to do. I told that story, and it was fun. So that’s video number one in the sequence, and then number two is me sitting in my office with a whole bunch of junk mail, and I’m talking about junk mail and why it’s important. I tell that whole story, which is again, not really a sales piece. It’s just kind of getting people excited, and it’s 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, “Boom,” then we push the actual sell – push people to the actual sales video which then slam dunks and closes them. It’s 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? That’s what we’re going to go back and do with all of our stuff. Just for you guys to think about that, even if it’s 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. That’s it for today. I’m going to go in today and bust out some pre-indoctrination videos. We should be rolling out the first video, “List Hacking” today, which I’m excited for, and then we’ll go from there. All right, everyone, have a great day.

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: <ul> <li>Why having a perfect sales pitch is awesome, but you also need an indoctrination sequence.</li> <li>And what an example of the process is.</li> </ul> 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 “Marketing in Your Car.” Hey, guys and gals, and everyone who’s listening. I hope you’ve had an awesome day so far today. If you’re in the car right now, then you’re just like me, and you’re getting excited and pumped up for the day – trying to get in the state, right? I just want to talk about what my mind’s been on all weekend, because it’s been kind of exciting. For the last however many years – seven or eight years, I’ve been watching everyone do their big product launches. They do the multi-video sequences and all of those kinds of things. I’ve 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 I’ve really done it was with the Click Funnels launch to our own internal list, where basically – 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 didn’t 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 “indoctrination pieces”. 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 he’s 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]. He’s 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] “a million dollars in like twenty minutes,” and all of this garbage. I was like, “Yeah, but in twenty minutes, there’s no way everyone read the sales letter. They just bought because they wanted to buy.” It’s kind of like he had this feeling. Frank came in and he was like, “Hey, so-and-so’s sales letters are awesome, but you have to understand that the sales letter’s just one piece of the sequence to this. The sequence is what sells people. It’s all of these indoctrination pieces. It’s 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. They’re just going to buy it because they’re going to buy. That was kind of a big “aha”, a big epiphany for me. Having the perfect, scripted sales pitch is awesome, and especially for cold trafficking. If they don’t know you, and you’re driving them in from Facebook or somewhere where you’ve got to click and you’ve got to convert them really, really quick. A good old-fashioned video sales letter or an actual sales letter is definitely the way you’ve got to go to convert them, but after they’re on your list, or you’ve 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. I’m going to go back through all of them. We’re 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. We’re going to be doing that for each one. I’m excited. For example, this week we’re rolling out a new project called “List Hacker”, and I’m 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 I’d gotten shut down for spamming, and all of these things I’d tried to do. I told that story, and it was fun. So that’s video number one in the sequence, and then number two is me sitting in my office with a whole bunch of junk mail, and I’m talking about junk mail and why it’s important. I tell that whole story, which is again, not really a sales piece. It’s just kind of getting people excited, and it’s 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, “Boom,” then we push the actual sell – push people to the actual sales video which then slam dunks and closes them. It’s 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? That’s what we’re going to go back and do with all of our stuff. Just for you guys to think about that, even if it’s 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. That’s it for today. I’m going to go in today and bust out some pre-indoctrination videos. We should be rolling out the first video, “List Hacking” today, which I’m excited for, and then we’ll go from there. All right, everyone, have a great day.

The Secret Of The Pre-Indoctrination Video

The easy way to get to the top. ---Transcript--- Hey, everyone. This is Russell Brunson, and I want to welcome you to “Marketing in Your Car.” Hey everyone. I’m 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 won’t 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. I’ve been trying to do the Bulletproof Diet. I thought I was doing it well, but I’ve been gaining weight and gaining body fat. I was like [laughs], “I don’t think this Bulletproof thing is really working. I think there’re some issues here, and so two months ago, I was on his site, and he had a link. It was like, “Hey, five hundred bucks for a one-on-one consultation.” I was like, “All right. Sweet. I can do that,” 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 can’t remember his name, but it was at one of Armand Morin’s events, and I may have even done a podcast about this before, because I think it’s 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 Armand’s 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, “Dude, how in the world can you afford all of that? That stuff’s expensive.” He said, “Russell, I learned something early in my life. There’re 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 “Boom,” buy my way in. I buy into everyone’s programs,” and he just works. –“There’re two ways. You either work your way in or buy your way in. It’s faster to buy your way in.” 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 he’s launching. I talked to him about how to promote it, and “Boom.” We feel like we had a connection, and now moving forward, I feel like he will be a friend – someone who I’ll be able to help in the future. He’ll 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. It’s interesting. I’m 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 they’re my friends now. Again, I never would have met these people if they’d had to work their way in, but they bought their way in, and now “Boom,” I’m here. I’m on their team. I’m helping them out in their businesses, and it’s a ton of fun. There was a guy the other day who – 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, “Hey, Russell, by the way, I’ve got this new thing,” 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. That’s my thought for today. There’re two ways to get in, again, you guys. You can work your way in, or you can buy your way in, but it’s always better and faster to buy your way in. That’s my thoughts. If you don’t 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 Joyner’s “Farewell Package”. That’s what you’ve got to do sometimes – buy your way in. That’s my message for today. I hope that helps some of you guys. Check out Dave Asprey’s stuff. Super cool guy. I’m excited for his book to come out. We’ll talk to you guys all again really, really soon. Thanks.

The easy way to get to the top. ---Transcript--- Hey, everyone. This is Russell Brunson, and I want to welcome you to “Marketing in Your Car.” Hey everyone. I’m 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 won’t 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. I’ve been trying to do the Bulletproof Diet. I thought I was doing it well, but I’ve been gaining weight and gaining body fat. I was like [laughs], “I don’t think this Bulletproof thing is really working. I think there’re some issues here, and so two months ago, I was on his site, and he had a link. It was like, “Hey, five hundred bucks for a one-on-one consultation.” I was like, “All right. Sweet. I can do that,” 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 can’t remember his name, but it was at one of Armand Morin’s events, and I may have even done a podcast about this before, because I think it’s 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 Armand’s 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, “Dude, how in the world can you afford all of that? That stuff’s expensive.” He said, “Russell, I learned something early in my life. There’re 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 “Boom,” buy my way in. I buy into everyone’s programs,” and he just works. –“There’re two ways. You either work your way in or buy your way in. It’s faster to buy your way in.” 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 he’s launching. I talked to him about how to promote it, and “Boom.” We feel like we had a connection, and now moving forward, I feel like he will be a friend – someone who I’ll be able to help in the future. He’ll 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. It’s interesting. I’m 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 they’re my friends now. Again, I never would have met these people if they’d had to work their way in, but they bought their way in, and now “Boom,” I’m here. I’m on their team. I’m helping them out in their businesses, and it’s a ton of fun. There was a guy the other day who – 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, “Hey, Russell, by the way, I’ve got this new thing,” 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. That’s my thought for today. There’re two ways to get in, again, you guys. You can work your way in, or you can buy your way in, but it’s always better and faster to buy your way in. That’s my thoughts. If you don’t 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 Joyner’s “Farewell Package”. That’s what you’ve got to do sometimes – buy your way in. That’s my message for today. I hope that helps some of you guys. Check out Dave Asprey’s stuff. Super cool guy. I’m excited for his book to come out. We’ll talk to you guys all again really, really soon. Thanks.

Work Your Way In Vs. Buy Your Way In

What is it that makes the TOP successful Entrepreneurs so different from the rest? They understand how to identify and make great marketing decisions, and implement KEY strategies, FAST... That’s my goal for Marketing Secrets (formerly known as 'Marketing In Your Car').Inside each episode, you’ll get actionable ideas, tips, and secrets that you can implement immediately into your business. Take a 10-minute ride with me, and I’ll share with you how to increase your traffic, turn visitors into BUYERS, and generate consistent, scale-able income.

I buy all of his stuff! Honestly, it’s a game changer

Russell Brunson disciple

I learn so many valuable tools from this awesome guy!

Russell knows his stuff!

What is it that makes the TOP successful Entrepreneurs so different from the rest? They understand how to identify and make great marketing decisions, and implement KEY strategies, FAST... That’s my goal for Marketing Secrets (formerly known as 'Marketing In Your Car'). Inside each episode, you’ll get actionable ideas, tips, and secrets that you can implement immediately into your business. Take a 10-minute ride with me, and I’ll share with you how to increase your traffic, turn visitors into BUYERS, and generate consistent, scale-able income.

Marketing Secrets (2013-2014)

After our latest startup, I realized that almost everything people are teaching online about startups online are DEAD wrong. ---Transcript--- Hey everyone. Welcome to Marketing in Your Car. My name is Russell Brunson, and I am excited to be here with you today. Hey everyone. I am actually taking my wife’s car on a 25 minute drive to go get some stuff fixed. I have nothing else to do so you guys get to be entertained. I hope that’s alright. I am excited for this podcast. I have been thinking a lot. I have known for a little while, Stu McClaren, one of my favorite people on Earth, called me out yesterday, and said, “Dude, when are you going to do another podcast?” I just wanted to do this one. This one may be a little longer since I have a little more of a drive. I just wanted to talk to everybody at a different level than normal. Normally I am trying to share different tips and tricks and techniques to take whatever you are doing and make it a little better and make you start thinking different ways. I wanted to talk about what has been happening with some of my businesses over the last little bit. It is interesting. There are so many people that are teaching internet marketing. There’s very few people that I really trust anymore. The biggest reason is because, and I outgrew myself in this same category, a lot of times we assume that whatever worked for us, is what is going to work for everyone. I’ve built my internet marketing business. We have launched product after product and I know a good formula that works. I know that market really well. Over the last year or so, we have been putting out all these different products and different niches. Every time it surprises me how much new stuff I have to learn to make each of those businesses actually work. It is frustrating for me because I know all this stuff. I should be able to make it work right away. It always takes time. It takes more time than I ever think. I’ve definitely changed the way that I think about business, and the way I teach business because of that. I understand that it’s not all cookie cutter. It’s not 100%. There’s a lot  you have to do, to figure out different markets. We are in the couponing niche. We have been doing well with it. Recently I brought on some of our friends. Initially they were students. They become really good friends. You guys probably heard of them if you have been following me for any amount of me, Xan and Jen Spencer. We have this couponing site, and I didn’t have time to focus on it. I love the concept and the idea behind it. They just sold their hair bow site and made a ton of money selling it. They are looking for their next project. We brought them in to come work with us on this one. It has been  interesting watching what they have been doing and how they are getting into the market and understanding what it is, and really trying to figure out that path and what we can do to make it successful. Holy crap. Sorry guys. You are getting this live. I am at an intersection, and the light is red and I am stuck in the middle. Holy cow. That was embarrassing. Let me pause this for one second. That disaster was averted. I was at a green light, and I was turning left and I was half way in the intersection turning left and all of a sudden all the cars stopped. I looked up and we were all stopped turning left. The street we were turning left onto was completely backed up probably about a mile and a half. Then, the light turned red and I was stuck in the middle of the intersection with two cars in front of me in the middle of the intersection and a car behind me in the middle of the intersection. I am back, and I am alive. Things are good. I was talking about how different it is. Same with our supplement. We have been doing really well with our supplement. Almost a year now. It is doing well. It is exciting. It inspires me just how we put out a little business like that, and by traffic and it works. It just keeps working and working. Because of that we decided to put a lot more energy and effort into it. We actually spent time to write a really good sales video. We are going back now and diving back into that business, which is a whole different market. It’s interesting to me to start looking at. Obviously I could talk a lot about the differences in the market. That’s not the point. The point is that there are differences. Used to be back in the day you could find a niche, put up a product, drive some traffic and make some money. I think those days are a lot different now. You have to understand there is a culture. There’s stuff that is happening, and these markets. It’s important to find those things. What I want to talk about today is more like the path that I am seeing a lot of commonalities among all the niches that we’re in, and a lot of what I am going to be shifting dotcomsecrets over to in the new year. I wanted to throw some of this out to get you guys thinking and you can get some ideas for your business as well. We used to always think that we lead with a product, create a good product, drive some traffic and that’s how you lead. I don’t think that’s the smartest way to lead anymore. I look at that with our weight loss offer. That is what we did. The problem was that we didn’t know the market well enough. We created what we thought was the best offer possible. We launched it and it didn’t do well. We are going back and doing the stuff we should have done first to really understand the market. I think we will do well this time around. We could have saved almost a year worth of time had we gone this direction the first time. If I, and any business I am in, or getting in like dotcomsecrets, like the relaunch for the entire brand and company and really starting from the beginning where the goal is how much value can you provide. I think that the smartest way to begin in any niche, this is even ecommerce. I am not just talking infoproducts, but anything, is start with value can you give people. The simplest way to do that is blogging. Set up a blog and start sharing really cool stuff. That’s the first step. After your blog is set up I think you should start up a fan page. I have been fighting social media forever, but one of the other episodes you saw, you see I am starting to see the value of it. You can set up ads for five or ten dollars a day. It will add people to your page. Just set that up and let it run and get people adding to your fan page and watch this community grow from two people to 10 to 50 to 100 to 500 to1,000. Consistently be doing that. When you are blogging, after you blog, the biggest thing you have to do is how do I promote this blog post now? There’s a lot of things you can do to promote it, but the best I think is Facebook. As soon as you make a post, you go to your fan page and boost that post and push it out there. You spend maybe five or ten dollars doing that. The next day you make another blog post. You go to Facebook and post it and boost it. Just following that pattern. At first it will be super slow and aggravating and you probably won’t get a lot of traction from it. You will have the ads on there, and people are being added and just consistent. Months from now, three months from now, six months from now you are going to have five, six, ten, fifteen thousand people and it will start growing very quickly from there. It is all about putting this value out first. Then, you start seeing what people are responding to. A little while ago I was watching a video that Jeff Walker put out there. I don’t typically watch Jeff’s stuff. I like him as a person, but I not particularly interested in product launches. The last thing I want to do is a product launch. I don’t look at that anymore. I was watching one of his videos, and one thing he said that really struck out to me, he was talking about how he said that the biggest thing for him is when he first got the publishing thing. He said, “I recommend all you guys just go publish something.” Put stuff out there. It wasn’t until I put stuff out there that I saw what people responded to. What things do people like? What things do they share? What things do they talk about? What things do they not care about? What things cause no emotional response what so ever? For example, we know that on our couponing site the last two weeks, we have been posting the model in that market is different. It is how many offers can you get in front of people. We are posting tons over and over, 20, 30 offers a day. Supposed to put those out there. Some of those get nothing. Other ones get some shares, some get tons of shares. This week had something interesting where Jessica posted on her blog this picture of these homemade dryer sheets that she makes. Unfortunately we didn’t put it on our Facebook page. We put it on our blog. Somebody came to our blog and saw it. The took the picture, they posted on their Facebook page and luckily they linked back to her site saying, “Check out this picture I found on livingonacoupon.com.” They posted it out there. Within four days that image had been shared 350,000 times. Not liked, shared. 350,000 times. We found out about it from one of her friends. She said, “Look at this sharing your picture.” She saw it, and we missed it. We went back and over that two day period of time, the 350,000 shares, we had 50,000 people that came to our blog per day. Our revenue was over $400 each day, which is awesome. We found out that was what something responded to. They wanted homemade stuff, like how to make homemade dryer sheets. I never would have launched a course on how to make homemade dryer sheets. Now we know that people are interested in that market and that type of a thing. Instantly now we know. That is the thing Jeff was talking about. You need to start publishing something. Until you do, you have no idea what people are going to respond to. If you want to start leading with your sales message first then you spend so much time and energy before you know what people actually want, what they are listening to. I would start with that. Making cool blog posts, put it on Facebook page, boost them. Rinse and repeat over and over again. Have something in place where your fan base is growing, growing through paid ads. You are talking five bucks a day, ten bucks a day maybe to implement that strategy. That’s the first step. You are putting this stuff out there. Again, there are a lot of other things you can do to promote your blog posts. For simplicity sake that is where I would start at. The second thing I would do, and it makes me laugh. This is my belief now. Six years ago podcasts were brought to my attention, maybe even seven or eight years ago, and I thought they were the dorkiest, nerdiest things in the world and they would never catch on, kind of like RSS feeds, and I was right. Podcasts I was wrong. They are the thing right now. I keep hearing it. It’s funny because I used to be a faster adapter of things. Now I am more stubborn. I am an old man now. I am a little more stubborn in adapting things. I didn’t want to adapt this for a long time. Recently, one of my friends had a podcast that he wanted me to listen to. I downloaded the podcast app, and I downloaded the podcast and started listening to it, and I got hooked. I suddenly realized that podcasts are the radio of the future. You can subscribe to the people’s stuff that you want, and you have a chance to listen to it. One of my friends, Stu, I mentioned him earlier. He was telling me one of his clients who works for him said that each podcast listener is worth more to them than an email subscriber, which is crazy to me, but instead of fighting that, let’s go with it, right? Who knows how long email is going to keep working efficiently. Let’s have distribution channels…as many as we can. I started thinking more about that. This is a distribution channel, these podcasts. I remember about two years ago I had a guy that wanted to interview me for a radio show. We went down to the radio station, and it was the coolest thing in the world. I felt like Frasier Crane. I had a big microphone. He had a producer. I asked the producer if I could call her Roz. She said no. I felt like Frasier Crane. After I did that, I wanted my own radio show. That was my entire goal for the next 6 months was my own radio show. If I do a radio show locally and it goes good then we could try to pitch it and get syndicated nationally. I had this whole strategy. You got a big, famous radio show. You can sell ads, you can make money, you can push your products, books and make a fortune. For years I kept thinking about that and wanting to do it. After I got the podcast thing, I was like, “This is the radio of the future.” Radio will be dead soon if it’s not already. I don’t listen to radio. I hook up my podcasts that I want, and I am driving and I listen to them. I think again, that’s the direction that we are all going. I have been studying a lot. I am going to keep doing the Marketing in Your Car Podcast because I love it, and it’s fun. It is low maintenance for me to fulfill on. I am going to keep doing that. I am also going to launch another podcast underneath the dotcomsecrets brand. It is more of an actual radio show where I have people that I interview and I am sharing things. I have to do my first interview for my first one this coming Tuesday. Mark Joiner is my first mentor and Mark is going to come on and be my first guest so I am kind of excited for that. Because I have been setting podcasts to what people are doing and it’s really intriguing. I was listening to the guy who runs the entrepreneur on fire podcast. He basically interviews an entrepreneur every single day, seven days a week. He was sharing some of his stats, and what I didn’t get it until he went to this. He said, “I ran the show for free for a long time and got a big following.” Now he gets 10 or 20 or 30 thousand downloads each episode. You basically get paid on CPM so every download, every 1,000 downloads, you make whatever. Ten bucks or thirty bucks. Showing the math, each of my episodes, I have three sponsors. This guy, this guy and this guy. He is paying this. He is paying this. That means, every single day that I do my podcast, because I know I’ll get 20,000 downloads because people are subscribed to it and they are waiting for it, because of that, every single day just to do my podcast, I make $1,200 in advertising revenue, $1,200 just by the fact that he is podcasting. I was doing the math, and $1,200 a day times 30 days, I can’t do right now in my head, but $1,000 a day times 30 days is 30 grand a month, 30 grand a month, and all he is doing is interviewing awesome people. He launched this less than a year ago. Okay? Start thinking the blog obviously is a great platform. The blog is a great platform to get people who are on Facebook and reading and those types of things, but there is also this huge, untapped market of podcasting. You get these people to download and you are sharing content and ideas. You are building a following and you have your own radio show. People actually pay to sponsor the radio show when you get a following. You start just like we talked about before. You start out by giving content, putting stuff out there and seeing what things people attach to. What concepts, what ideas you share, what things get other people interested. Only way to know that is to publish stuff. Put it out there like Jeff Walker was saying, seeing what gets people to respond. That’s the first step, and trying to build your audience like that. I think any market I get in the future, that will be my first two steps before we ever create an offer and see if we can get enough of an audience based on that, then we can go and start getting sponsors for our podcasts and promote products as an affiliate on our blog and get sponsors for our blog. You know over the last three, six, nine months, what people have been responding to, what things they are interested in, what things get shared, what things get passed around. You find out what doesn’t. As soon as you know that, now you can go back and create the right offer. The offer than people actually want. The thing they want to give you money for. I think that’s the right way to make a business. That’s the right way to start a business. Again, because every market is different, you won’t know what that is until you are in there. You see the responses. The flip is people will love you because you are giving your best stuff every single day and when you come back and decide to monetize it, there’s different relationship level there. They are going to trust you over someone else because they have been listening to, they have been reading you or seeing you on Facebook. You have established yourself as someone who is credible and cares and someone who is trying to provide value in the world. That is what I have for you guys today. I hope that gives you some things to think about. Those are things that I have been thinking about a lot. We are relaunching dotcomsecrets. The podcast, we are also launching, a new blog. A new blog you guys will be shocked. My goal is every blog post is for every post to be more valuable than a $97 product. We are going to change some stuff. It will be good. That is our game plan. I am at the car dealership. I am getting my wife’s car fixed. I have to jump off. I hope you enjoy this podcast. If you like it, please come and comment, but also please share it. If you like it, go on your Facebook account and check out Russell’s latest podcast. It was awesome. I would appreciate getting it in the hands of more people. That’s about all I ask for. Appreciate you guys. Thanks everyone who is listening and paying attention. Good luck with your business and we will talk to you guys all soon.

After our latest startup, I realized that almost everything people are teaching online about startups online are DEAD wrong. ---Transcript--- Hey everyone. Welcome to Marketing in Your Car. My name is Russell Brunson, and I am excited to be here with you today. Hey everyone. I am actually taking my wife’s car on a 25 minute drive to go get some stuff fixed. I have nothing else to do so you guys get to be entertained. I hope that’s alright. I am excited for this podcast. I have been thinking a lot. I have known for a little while, Stu McClaren, one of my favorite people on Earth, called me out yesterday, and said, “Dude, when are you going to do another podcast?” I just wanted to do this one. This one may be a little longer since I have a little more of a drive. I just wanted to talk to everybody at a different level than normal. Normally I am trying to share different tips and tricks and techniques to take whatever you are doing and make it a little better and make you start thinking different ways. I wanted to talk about what has been happening with some of my businesses over the last little bit. It is interesting. There are so many people that are teaching internet marketing. There’s very few people that I really trust anymore. The biggest reason is because, and I outgrew myself in this same category, a lot of times we assume that whatever worked for us, is what is going to work for everyone. I’ve built my internet marketing business. We have launched product after product and I know a good formula that works. I know that market really well. Over the last year or so, we have been putting out all these different products and different niches. Every time it surprises me how much new stuff I have to learn to make each of those businesses actually work. It is frustrating for me because I know all this stuff. I should be able to make it work right away. It always takes time. It takes more time than I ever think. I’ve definitely changed the way that I think about business, and the way I teach business because of that. I understand that it’s not all cookie cutter. It’s not 100%. There’s a lot  you have to do, to figure out different markets. We are in the couponing niche. We have been doing well with it. Recently I brought on some of our friends. Initially they were students. They become really good friends. You guys probably heard of them if you have been following me for any amount of me, Xan and Jen Spencer. We have this couponing site, and I didn’t have time to focus on it. I love the concept and the idea behind it. They just sold their hair bow site and made a ton of money selling it. They are looking for their next project. We brought them in to come work with us on this one. It has been  interesting watching what they have been doing and how they are getting into the market and understanding what it is, and really trying to figure out that path and what we can do to make it successful. Holy crap. Sorry guys. You are getting this live. I am at an intersection, and the light is red and I am stuck in the middle. Holy cow. That was embarrassing. Let me pause this for one second. That disaster was averted. I was at a green light, and I was turning left and I was half way in the intersection turning left and all of a sudden all the cars stopped. I looked up and we were all stopped turning left. The street we were turning left onto was completely backed up probably about a mile and a half. Then, the light turned red and I was stuck in the middle of the intersection with two cars in front of me in the middle of the intersection and a car behind me in the middle of the intersection. I am back, and I am alive. Things are good. I was talking about how different it is. Same with our supplement. We have been doing really well with our supplement. Almost a year now. It is doing well. It is exciting. It inspires me just how we put out a little business like that, and by traffic and it works. It just keeps working and working. Because of that we decided to put a lot more energy and effort into it. We actually spent time to write a really good sales video. We are going back now and diving back into that business, which is a whole different market. It’s interesting to me to start looking at. Obviously I could talk a lot about the differences in the market. That’s not the point. The point is that there are differences. Used to be back in the day you could find a niche, put up a product, drive some traffic and make some money. I think those days are a lot different now. You have to understand there is a culture. There’s stuff that is happening, and these markets. It’s important to find those things. What I want to talk about today is more like the path that I am seeing a lot of commonalities among all the niches that we’re in, and a lot of what I am going to be shifting dotcomsecrets over to in the new year. I wanted to throw some of this out to get you guys thinking and you can get some ideas for your business as well. We used to always think that we lead with a product, create a good product, drive some traffic and that’s how you lead. I don’t think that’s the smartest way to lead anymore. I look at that with our weight loss offer. That is what we did. The problem was that we didn’t know the market well enough. We created what we thought was the best offer possible. We launched it and it didn’t do well. We are going back and doing the stuff we should have done first to really understand the market. I think we will do well this time around. We could have saved almost a year worth of time had we gone this direction the first time. If I, and any business I am in, or getting in like dotcomsecrets, like the relaunch for the entire brand and company and really starting from the beginning where the goal is how much value can you provide. I think that the smartest way to begin in any niche, this is even ecommerce. I am not just talking infoproducts, but anything, is start with value can you give people. The simplest way to do that is blogging. Set up a blog and start sharing really cool stuff. That’s the first step. After your blog is set up I think you should start up a fan page. I have been fighting social media forever, but one of the other episodes you saw, you see I am starting to see the value of it. You can set up ads for five or ten dollars a day. It will add people to your page. Just set that up and let it run and get people adding to your fan page and watch this community grow from two people to 10 to 50 to 100 to 500 to1,000. Consistently be doing that. When you are blogging, after you blog, the biggest thing you have to do is how do I promote this blog post now? There’s a lot of things you can do to promote it, but the best I think is Facebook. As soon as you make a post, you go to your fan page and boost that post and push it out there. You spend maybe five or ten dollars doing that. The next day you make another blog post. You go to Facebook and post it and boost it. Just following that pattern. At first it will be super slow and aggravating and you probably won’t get a lot of traction from it. You will have the ads on there, and people are being added and just consistent. Months from now, three months from now, six months from now you are going to have five, six, ten, fifteen thousand people and it will start growing very quickly from there. It is all about putting this value out first. Then, you start seeing what people are responding to. A little while ago I was watching a video that Jeff Walker put out there. I don’t typically watch Jeff’s stuff. I like him as a person, but I not particularly interested in product launches. The last thing I want to do is a product launch. I don’t look at that anymore. I was watching one of his videos, and one thing he said that really struck out to me, he was talking about how he said that the biggest thing for him is when he first got the publishing thing. He said, “I recommend all you guys just go publish something.” Put stuff out there. It wasn’t until I put stuff out there that I saw what people responded to. What things do people like? What things do they share? What things do they talk about? What things do they not care about? What things cause no emotional response what so ever? For example, we know that on our couponing site the last two weeks, we have been posting the model in that market is different. It is how many offers can you get in front of people. We are posting tons over and over, 20, 30 offers a day. Supposed to put those out there. Some of those get nothing. Other ones get some shares, some get tons of shares. This week had something interesting where Jessica posted on her blog this picture of these homemade dryer sheets that she makes. Unfortunately we didn’t put it on our Facebook page. We put it on our blog. Somebody came to our blog and saw it. The took the picture, they posted on their Facebook page and luckily they linked back to her site saying, “Check out this picture I found on <a href="http://livingonacoupon.com" rel="nofollow" target="_blank">livingonacoupon.com</a>.” They posted it out there. Within four days that image had been shared 350,000 times. Not liked, shared. 350,000 times. We found out about it from one of her friends. She said, “Look at this sharing your picture.” She saw it, and we missed it. We went back and over that two day period of time, the 350,000 shares, we had 50,000 people that came to our blog per day. Our revenue was over $400 each day, which is awesome. We found out that was what something responded to. They wanted homemade stuff, like how to make homemade dryer sheets. I never would have launched a course on how to make homemade dryer sheets. Now we know that people are interested in that market and that type of a thing. Instantly now we know. That is the thing Jeff was talking about. You need to start publishing something. Until you do, you have no idea what people are going to respond to. If you want to start leading with your sales message first then you spend so much time and energy before you know what people actually want, what they are listening to. I would start with that. Making cool blog posts, put it on Facebook page, boost them. Rinse and repeat over and over again. Have something in place where your fan base is growing, growing through paid ads. You are talking five bucks a day, ten bucks a day maybe to implement that strategy. That’s the first step. You are putting this stuff out there. Again, there are a lot of other things you can do to promote your blog posts. For simplicity sake that is where I would start at. The second thing I would do, and it makes me laugh. This is my belief now. Six years ago podcasts were brought to my attention, maybe even seven or eight years ago, and I thought they were the dorkiest, nerdiest things in the world and they would never catch on, kind of like RSS feeds, and I was right. Podcasts I was wrong. They are the thing right now. I keep hearing it. It’s funny because I used to be a faster adapter of things. Now I am more stubborn. I am an old man now. I am a little more stubborn in adapting things. I didn’t want to adapt this for a long time. Recently, one of my friends had a podcast that he wanted me to listen to. I downloaded the podcast app, and I downloaded the podcast and started listening to it, and I got hooked. I suddenly realized that podcasts are the radio of the future. You can subscribe to the people’s stuff that you want, and you have a chance to listen to it. One of my friends, Stu, I mentioned him earlier. He was telling me one of his clients who works for him said that each podcast listener is worth more to them than an email subscriber, which is crazy to me, but instead of fighting that, let’s go with it, right? Who knows how long email is going to keep working efficiently. Let’s have distribution channels…as many as we can. I started thinking more about that. This is a distribution channel, these podcasts. I remember about two years ago I had a guy that wanted to interview me for a radio show. We went down to the radio station, and it was the coolest thing in the world. I felt like Frasier Crane. I had a big microphone. He had a producer. I asked the producer if I could call her Roz. She said no. I felt like Frasier Crane. After I did that, I wanted my own radio show. That was my entire goal for the next 6 months was my own radio show. If I do a radio show locally and it goes good then we could try to pitch it and get syndicated nationally. I had this whole strategy. You got a big, famous radio show. You can sell ads, you can make money, you can push your products, books and make a fortune. For years I kept thinking about that and wanting to do it. After I got the podcast thing, I was like, “This is the radio of the future.” Radio will be dead soon if it’s not already. I don’t listen to radio. I hook up my podcasts that I want, and I am driving and I listen to them. I think again, that’s the direction that we are all going. I have been studying a lot. I am going to keep doing the Marketing in Your Car Podcast because I love it, and it’s fun. It is low maintenance for me to fulfill on. I am going to keep doing that. I am also going to launch another podcast underneath the dotcomsecrets brand. It is more of an actual radio show where I have people that I interview and I am sharing things. I have to do my first interview for my first one this coming Tuesday. Mark Joiner is my first mentor and Mark is going to come on and be my first guest so I am kind of excited for that. Because I have been setting podcasts to what people are doing and it’s really intriguing. I was listening to the guy who runs the entrepreneur on fire podcast. He basically interviews an entrepreneur every single day, seven days a week. He was sharing some of his stats, and what I didn’t get it until he went to this. He said, “I ran the show for free for a long time and got a big following.” Now he gets 10 or 20 or 30 thousand downloads each episode. You basically get paid on CPM so every download, every 1,000 downloads, you make whatever. Ten bucks or thirty bucks. Showing the math, each of my episodes, I have three sponsors. This guy, this guy and this guy. He is paying this. He is paying this. That means, every single day that I do my podcast, because I know I’ll get 20,000 downloads because people are subscribed to it and they are waiting for it, because of that, every single day just to do my podcast, I make $1,200 in advertising revenue, $1,200 just by the fact that he is podcasting. I was doing the math, and $1,200 a day times 30 days, I can’t do right now in my head, but $1,000 a day times 30 days is 30 grand a month, 30 grand a month, and all he is doing is interviewing awesome people. He launched this less than a year ago. Okay? Start thinking the blog obviously is a great platform. The blog is a great platform to get people who are on Facebook and reading and those types of things, but there is also this huge, untapped market of podcasting. You get these people to download and you are sharing content and ideas. You are building a following and you have your own radio show. People actually pay to sponsor the radio show when you get a following. You start just like we talked about before. You start out by giving content, putting stuff out there and seeing what things people attach to. What concepts, what ideas you share, what things get other people interested. Only way to know that is to publish stuff. Put it out there like Jeff Walker was saying, seeing what gets people to respond. That’s the first step, and trying to build your audience like that. I think any market I get in the future, that will be my first two steps before we ever create an offer and see if we can get enough of an audience based on that, then we can go and start getting sponsors for our podcasts and promote products as an affiliate on our blog and get sponsors for our blog. You know over the last three, six, nine months, what people have been responding to, what things they are interested in, what things get shared, what things get passed around. You find out what doesn’t. As soon as you know that, now you can go back and create the right offer. The offer than people actually want. The thing they want to give you money for. I think that’s the right way to make a business. That’s the right way to start a business. Again, because every market is different, you won’t know what that is until you are in there. You see the responses. The flip is people will love you because you are giving your best stuff every single day and when you come back and decide to monetize it, there’s different relationship level there. They are going to trust you over someone else because they have been listening to, they have been reading you or seeing you on Facebook. You have established yourself as someone who is credible and cares and someone who is trying to provide value in the world. That is what I have for you guys today. I hope that gives you some things to think about. Those are things that I have been thinking about a lot. We are relaunching dotcomsecrets. The podcast, we are also launching, a new blog. A new blog you guys will be shocked. My goal is every blog post is for every post to be more valuable than a $97 product. We are going to change some stuff. It will be good. That is our game plan. I am at the car dealership. I am getting my wife’s car fixed. I have to jump off. I hope you enjoy this podcast. If you like it, please come and comment, but also please share it. If you like it, go on your Facebook account and check out Russell’s latest podcast. It was awesome. I would appreciate getting it in the hands of more people. That’s about all I ask for. Appreciate you guys. Thanks everyone who is listening and paying attention. Good luck with your business and we will talk to you guys all soon.

Lessons In Starting Over…

The new pre-frame that almost always doubles conversions on any type of Facebook traffic campaigns. ---Transcript--- Hey, everyone. This is Russell Brunson, and I want to welcome you to a beautiful, sunny “Marketing in Your Car”. All right, everyone. I hope you’re having an awesome day. My first question for everyone out there is, “Do you guys think we should do new theme song for our podcast?” [laughs] I keep getting comments about it. It’s funny, because I bought the domain, MarketingInYourCar, almost ten years ago. When podcasts first came out, I was like, “That’d be a cool idea for a podcast, so I’m going to buy that.” Then one of my buddies, Paul Colgin, had a friend who used to write jingles, and he’s like, “You should have him write a jingle for your podcast.” So he wrote that almost ten years ago, and then it was almost ten years later that I finally worked on a podcast [laughs]. We put it in there, and it’s been kind of funny. Today, I have something fun to tell you guys about, because I think this is something that could be a game changer for most of you guys. I don’t want you to dismiss it, because I almost dismissed it. I actually did dismiss it once. The second time, it was like someone hit me in the head with a bell, and I thought, “Ah, I see what I’m missing.” In my high-end $21,000 Mastermind group that Daegan Smith and I run, one of the guys in our group is a guy named Glen Ledwell. He owns MindMovies.com. At our first Mastermind meeting, he was talking about in their business how they never get traffic from Facebook to convert – that for whatever reason, it just wouldn’t work, and so they were trying all of these different things. He said that finally they decided just to add a quiz in front of their landing page. They have their landing page, and all they did was add this little quiz, and the quiz is not even a real quiz. It doesn’t do anything. It asks five or six questions about something, and then it lands on a page that has their sales video. Actually for them, it was landing on a webinar registration page, and then they just recently did one with an “Invisible Funnel” webinar page as well – [coughs] excuse me – so that was the concept, right? He showed us the numbers. At the first Mastermind, he said, “Hey, we did this, and it doubled our conversions,” and I’m like, “Oh, nice.” I didn’t think much about it. Then at the last one, he showed us, and he actually showed us some very specific numbers. It took these campaigns that were at break-even or losing on Facebook and instantly doubled them. Let’s say he was getting a 1.3 percent conversion rate. He ended up getting 2.6 or higher conversion rate, not by changing anything, just by adding a quiz in the front of it. I thought, “Man, isn’t that interesting?” So right now, I’ve been working on this new campaign, and I thought, “You know what? I’m going to add a quiz in front of this campaign and just see what happens.” That’s what we’re doing right now. Hopefully in the next day or two, I’m rolling out this new funnel thing that we’re doing, and you’ll notice in the front of it, it’s got a quiz. The quiz asks six different questions, but it doesn’t really do much, other than just ask questions, and then it lands them on a page to sign up for something that costs a little more money. I’m really excited to see the test of that versus just going directly to the page, and seeing what happens. I’m really interested. For you guys, especially if you’re driving traffic from Facebook, I recommend trying that – try and put a little quiz. Again, the quiz is very simple. You’ll see mine. Mine’s basically, “Take this quick two-minute quiz, and find out how to double your traffic, conversions, and sales.” The first question is, “Where did you hear about us from?” and they pick an option. The next step is, “How much traffic are you currently getting on your site?” The next step is, “How many split tests do you run?” The next step is, “What are your…” Just some basic questions just to get them engaged. It’s an engagement device, where they start taking these little micro-commitments and clicking on something. They’re taking this quiz, and for whatever reason – it doesn’t make logical sense to me – for whatever reason, it gets somebody in a state where more people now will take action, just because they’re clicking on these buttons, and you’re asking them questions. The other interesting thing, now that I think about it is, I went to this Mastermind group earlier this year. It’s called the “Ocean’s Four Mastermind Group”, with a bunch of guys, and one of the guys, Ryan LeVeck, was talking about how he quizzes in all of the markets that he’s in, as well, and how great of a big thing it is. I think it might be the new big thing, you guys, so if you’re running campaigns on Facebook, try a little mini quiz ahead, before you land somebody on your sales video page, and just see what happens. I think you’ll be amazed with the results. I know I’m excited to find out, and I will return and report and let you guys know what we find out in the next week or so, after we run our first real quiz. I’m at the office. I’m going to go implement this stuff, and I will talk to you guys soon.

The new pre-frame that almost always doubles conversions on any type of Facebook traffic campaigns. ---Transcript--- Hey, everyone. This is Russell Brunson, and I want to welcome you to a beautiful, sunny “Marketing in Your Car”. All right, everyone. I hope you’re having an awesome day. My first question for everyone out there is, “Do you guys think we should do new theme song for our podcast?” [laughs] I keep getting comments about it. It’s funny, because I bought the domain, MarketingInYourCar, almost ten years ago. When podcasts first came out, I was like, “That’d be a cool idea for a podcast, so I’m going to buy that.” Then one of my buddies, Paul Colgin, had a friend who used to write jingles, and he’s like, “You should have him write a jingle for your podcast.” So he wrote that almost ten years ago, and then it was almost ten years later that I finally worked on a podcast [laughs]. We put it in there, and it’s been kind of funny. Today, I have something fun to tell you guys about, because I think this is something that could be a game changer for most of you guys. I don’t want you to dismiss it, because I almost dismissed it. I actually did dismiss it once. The second time, it was like someone hit me in the head with a bell, and I thought, “Ah, I see what I’m missing.” In my high-end $21,000 Mastermind group that Daegan Smith and I run, one of the guys in our group is a guy named Glen Ledwell. He owns <a href="http://MindMovies.com" rel="nofollow" target="_blank">MindMovies.com</a>. At our first Mastermind meeting, he was talking about in their business how they never get traffic from Facebook to convert – that for whatever reason, it just wouldn’t work, and so they were trying all of these different things. He said that finally they decided just to add a quiz in front of their landing page. They have their landing page, and all they did was add this little quiz, and the quiz is not even a real quiz. It doesn’t do anything. It asks five or six questions about something, and then it lands on a page that has their sales video. Actually for them, it was landing on a webinar registration page, and then they just recently did one with an “Invisible Funnel” webinar page as well – [coughs] excuse me – so that was the concept, right? He showed us the numbers. At the first Mastermind, he said, “Hey, we did this, and it doubled our conversions,” and I’m like, “Oh, nice.” I didn’t think much about it. Then at the last one, he showed us, and he actually showed us some very specific numbers. It took these campaigns that were at break-even or losing on Facebook and instantly doubled them. Let’s say he was getting a 1.3 percent conversion rate. He ended up getting 2.6 or higher conversion rate, not by changing anything, just by adding a quiz in the front of it. I thought, “Man, isn’t that interesting?” So right now, I’ve been working on this new campaign, and I thought, “You know what? I’m going to add a quiz in front of this campaign and just see what happens.” That’s what we’re doing right now. Hopefully in the next day or two, I’m rolling out this new funnel thing that we’re doing, and you’ll notice in the front of it, it’s got a quiz. The quiz asks six different questions, but it doesn’t really do much, other than just ask questions, and then it lands them on a page to sign up for something that costs a little more money. I’m really excited to see the test of that versus just going directly to the page, and seeing what happens. I’m really interested. For you guys, especially if you’re driving traffic from Facebook, I recommend trying that – try and put a little quiz. Again, the quiz is very simple. You’ll see mine. Mine’s basically, “Take this quick two-minute quiz, and find out how to double your traffic, conversions, and sales.” The first question is, “Where did you hear about us from?” and they pick an option. The next step is, “How much traffic are you currently getting on your site?” The next step is, “How many split tests do you run?” The next step is, “What are your…” Just some basic questions just to get them engaged. It’s an engagement device, where they start taking these little micro-commitments and clicking on something. They’re taking this quiz, and for whatever reason – it doesn’t make logical sense to me – for whatever reason, it gets somebody in a state where more people now will take action, just because they’re clicking on these buttons, and you’re asking them questions. The other interesting thing, now that I think about it is, I went to this Mastermind group earlier this year. It’s called the “Ocean’s Four Mastermind Group”, with a bunch of guys, and one of the guys, Ryan LeVeck, was talking about how he quizzes in all of the markets that he’s in, as well, and how great of a big thing it is. I think it might be the new big thing, you guys, so if you’re running campaigns on Facebook, try a little mini quiz ahead, before you land somebody on your sales video page, and just see what happens. I think you’ll be amazed with the results. I know I’m excited to find out, and I will return and report and let you guys know what we find out in the next week or so, after we run our first real quiz. I’m at the office. I’m going to go implement this stuff, and I will talk to you guys soon.

The Secret Pre-Frame

The question that Russell asked that helped him raise an extra $500,000 in extra cash by the end of the year. ---Transcript--- Hey everybody! This is Russell Brunson, and welcome to today’s Marketing In Your Car podcast. Hey guys, so we just finished a two-day mastermind here in Boise. I just actually drove my brother, who’s our audio-video guy, back to the airport. He’s flying back home, and I’m driving back, to go hang out with my kids and my wife and stuff, and so I’ve got probably 15 minutes or so in the car. I just wanted to talk to you guys about some cool stuff I’ve been thinking about. And what I want to talk about is probably one of the most important things that I think any of us could ever think about. It’s had a really profound impact on me the last like week, so I’m excited to talk about it. So earlier this week — my wife and I have been planning on building a house for a while. We’ve been looking at a lot of stuff, and we finally found some land we like and everything. And then just like last minute, I think it was on Tuesday, we saw this house. It looked really cool. So we’re like, “Oh let’s just call the realtor and go check it out.” So we go check out the house and it’s amazing! It’s 11,000 square feet, it’s on five acres, it has everything we could dream of in a house. Plus like the yard is amazing. There’s a swimming pool, there’s a hot tub, there’s like a full orchard worth of trees. Like seriously, the coolest house like I think I’ve ever seen, and so I want it really bad, right? And the only problem is, to buy a house that size, we had to have a down payment of $500,000 to be able to move forward on the house, and I don’t care who you are, a half a million bucks is a lot of money, right? So I’m like, “Well, how can I?” Anyway, so I started to just… like my wife is like, “I want this house. I want this house.” I’m like, “We can’t really afford it.” But I was like, “Don’t worry. I’ll start thinking about it, and I’ll figure out a way that we can get it.” And so, all of a sudden I started asking some interesting questions. The question I asked was: “How can I make a half a million dollars in extra cash before the end of the year? So the next two and a half months, and typically if someone says something like that, you’re like, “You’re crazy. There’s no way you can make a half million dollars in two and a half months extra on top of what you’re doing.” I was like “there’s got to be a way,” so I kept thinking about it and thinking about it, and my wife’s like, “Don’t talk about something like that. It’s not good.” You know, she thinks it’s like you. What I’m going to do is illegal or something, that she’s just kind of funny like that. She doesn’t like when I plot and scheme ideas, so I’m like, “No, there’s got to be a way that we can do that.” So, I went back home and went back to the office, and we’re all working and I kind of told those guys, “You know, I love the house. I want to move in.” And Brent and John share an office with me, and I kind of asked them, “You know, like how can I make an extra half a million dollars this year?” And they kind of just like are working and kind of commenting, and they’re not paying attention. Finally, I was like, “Guys! Stop what you’re doing, like this is actually really an important thing. We need to be asking ourselves questions like this more often. Like how can we make an extra million dollars or half a million dollars cash in the next like two months?” And so, they kind of put everything down and started focusing, and we started asking questions. We started kind of evolving this thing, and within about 45 minutes we created a very realistic, concrete plan that I honestly think we could execute to make a half million dollars in the next two months, and we got it done. And then I kind of stopped, and said, “You guys, we need to ask ourselves questions like this more often.” I was like, “You know, an hour ago, we were working on these projects, and we never asked the question how can we make an extra half a million dollars. We just… we’re were just working on our thing.” And I started thinking like, if we look at a squeeze page, and we say, “How can we improve the conversion on the squeeze page?” and we ask that question, we’ll figure out a way to make it better. If we do a sales letter, how can we make this better? If we ask that question, we’ll figure out a way to make it better, and what I was thinking is like when you ask the right questions, the right things will come. If you ask big questions, you’ll be able to figure out the solutions to big things. So kind of an example of what we were figuring out for our $100,000 offer, or to make a half million dollars, I was like: “You know, we do a product launch and try to sell a $1,000 product, and sell 500 of them, I’m like, ‘Oh, that sounds like so much work!’ I was like, ‘We could do this… We could do this…’” And all of a sudden I was like, “What if we… What if we created a $100,000 package and just sold five of them?” and like, “Oh, that’s a good idea. What can we sell for $100,000?” I’m like, “Well, think about this… Like we launched this call center. We launched this little mini call center in our office. We’ve got two sales people. We hardly generate any leads. It’s very few leads, very targeted. And right now, with two sales people, we’re averaging, not quite, but pretty close to $100,000 a week in sales. And I was like, “Think about this. If we found five people who have a business, but they don’t have this little like mini call center thing that we just built, and it could literally make them $100,000 a week. “What if we come in and say, ‘Hey, pay us $100,000, and I will come to your office, and my team will come and build out the whole thing. We’ll train sales people for you. We’ll get the whole thing done, and you will leave with a business that can make you $100.000 a week. “Would you pay me $100,000 if I gave you business that made you $100,000 a week?” Everyone was like, “Yeah! I would. That’s a no-brainer. Of course I would.” You know, obviously, it was just like, yeah, it’s a good deal. But I’m like, but still the same thing is I’m kind of scared. Like if you’re going to write a check for $100.000, there’s so much risk in that so much fear. And like, is that actually going to work or not work? I was like, “Well, what if we did this. What if we came back and said: “Hey, give us $100.000, but don’t give it to us, put it in an escrow account. And we’ll look at it, and then we’ll come in, and we’ll build this entire thing for you for free. “We’ll set it up. We’ll launch it. We’ll run it, and we’ll watch it, and we’ll help make sure it works, and we will wait until it’s made $100,000. “And as soon as it’s made $100.000 in gross profits, then that $100,000 that you put escrow will be released to me, and then you’ll have a business that you can keep running to make $100,000 a week.” I was like, who would say no to that? Like as long as you have the ability to put $100,000 in escrow, who would not do that? Like I’m going to make you $100,000 before you ever give me any of the money, and so it starts being like that. I’m like this is actually really good. Like this is something I would have paid for in a heartbeat, and it’s got to be the right business, the right company, right? But if it’s the right fit, we could literally come in and in less than a week we could build this whole thing out for somebody, and have a new asset hooked to their business and make them $100,000 a week. And so, I started getting excited. So I was talking to some guy, and this guy, I kind of mentioned it to him. And he was like, “Dude, I know tons of people who would go for that.” So he started calling some people, and we got two or three people lined up that may do it. Then by mastermind group, when I kind of pitch it, and soon as I do everyone’s going crazy, and one person is like… they’re like: “We’re not on spot yet. We can’t do it, but I know somebody who would be very interested, who wants to do it,” so then we got one potential client. Then Daegan told me, he’s like, “There’s a guy who was talking to me two weeks ago, who said, ‘All I want is the call center. I want somebody to come and set the whole thing up for me, and I’d pay anything — any amount to do it.’” Boom! We got a lead right there, and then the guy in the room also said he wanted us to do it for him. So within two days of me just asking that question, of how I can make a half a million dollars in a month, I’ve already got six people, potentially, who are able and interested in giving me $100,000, for me to come set this thing up for them, and I was just like, how cool is that? And it’s just interesting like, most of us — the difference between successful people and not successful people is successful people ask the right questions — and I’m really kind of ashamed of myself. I haven’t been asking better questions lately. My questions lately have been stupid. They’ve been like… they haven’t been big enough questions, you know, and so I’m going to start every single morning, waking up, and like asking a big question or multiple big questions, and then using that throughout the day, try to answer those questions. Because my question is like how can I get my work done today, or how can I whatever, nothing good is going to happen. If my question is like how can I make an extra million dollars, how can I change more people’s lives, how can I double the size of my list? Like if I ask questions like that, then suddenly my focus goes there. And as Tony Robbins says, “Where focus goes, energy flows,” and we just started to start picking the right questions. And if you pick the right questions, you’ll start growing correctly. I think we focus too much on trivial things that don’t really matter, as opposed to picking the right questions to help us grow our business the right way. It’s kind of funny… and then later that night in the mastermind — seriously I need to learn to take my own advice sometimes. But we were at dinner, and I was talking about how the Ferrari, we would probably do a contest and give away the Ferrari, and do a fun kind of thing like that. I was talking about that, and one of my friends, who works for ClickBank said, “Hey, you should have ClickBank. Use part of ClickBank to give away your Ferrari.” And I’m like, “Well, there’s no way they’re going to do that.” He’s like, “Why not?” and I’m like, and I told him all the reasons why it wouldn’t work. He’s like, “Dude, you’re just not asking the right question.” I’m like, “There’s no way that will ever work.” And he kept like making fun of me. He’s like, “You just ask. Ask a better question! Like you’re asking the wrong question.” And I kept telling him, I was like — his name is BJ. I’m like, “BJ, this… ClickBank would never in a million years go for this. Like it’s a mute point. Doesn’t even, like it’s not worth even discussing. And he kept saying, “Dude, you’re the one who talked about, say, ask a better question,” and I was just kind of upset and annoyed with him, so I kind of ignored him. Anyway, the next day we’re sitting in the mastermind meeting, and all these discussions are happening, and then after talking to BJ, and all of a sudden boom! It hit me. A way that we could partner with ClickBank on the Ferrari launch, and I said, “BJ, like I just answered the question.” I said, “Because you forced that question into my head, annoyingly, it was in there and my brain figured out an answer.” And within a day we had the answer to this thing that, potentially, can make me insane amounts of money — an actual quarter million dollars a month — because I had that question forced into my head. If I would have asked the question, I probably could of figured it out a lot quicker. So I just want you guys to all just start thinking about the quality of the questions you’re asking, and how often you’re asking them. I teach a Sunday school class today, and I teach the 15 and 16-year-old kids, and so today in class I was just talking about this concept about questions, and I was like, “What are your goals and your dreams and your desires?” And they kind of were telling me things they’re trying to accomplish, what they’re doing, and so what we did is we took a minute. I had everyone pause for just a minute, and I actually timed it. I said, “I’m going to give you a minute right now. I want you to pick one big goal or one big question to be your focus for this week, and then I want you to come back next week and report back to me what happened, because you focused on that question for an entire week.” And so, we paused, and then had everyone sit there and think for a little bit, like what would be their question, and I didn’t have them tell me what they were because I don’t want to… You know, since with people that age, they’re embarrassed to show their real desires and their dreams, what their questions are, so I didn’t ask them to share it with us. But I gave them a full minute to think about it, and I ask them, “Do you all have your question?” And I said, “Okay, I want you guys to go home tonight, think about a question, and when you wake up in the morning, I want that question to be the first thing on your mind. “And throughout the day, I want you to be thinking about that question, and then tomorrow, the next day, I want you to wake up in the morning and for an entire week I want you to focus on that question.” And I said, “For most of you guys, I promise you, by day one or day two, this big, huge question that you didn’t think was even possible to answer, you’ll be able to answer, and it won’t take you a whole week.” I was like my “how am I going to make a half a million dollars extra in the next two months,” which — it’s a big order that I was asking my brain to come up with — but sure enough, within hours, we had the answer, okay? The question of how can I get ClickBank to completely promote my launch to all their affiliate base is a big question! Not even logical! And within a day we had the answer. Okay, so just start thinking big, thinking way bigger than you’ve ever thought before, and figure out that question that you never thought you’d ask and you probably shouldn’t ask. If somebody knew you were going to ask it of yourself, they would make fun of you, and tell you it’s not possible. Or tell you that things like that don’t happen to people like you. And if you do that, I promise you cool stuff is going to happen. And I think about the Ferrari… I’m like when the Ferrari contest came out, at first I looked at it and I was like, “I imagine a lot of people competing. “I’m not going to win,” and then the second I looked at it, I said: “Huh! How can I win this?” and as soon as I did that, it opened up my brains to a pathway, and suddenly a month later we won a Ferrari, okay? If you’ve ever read Rich Dad, Poor Dad, he talked about the difference between financially rich people and financially poor people. He said, “Poor people say, ‘I can’t afford that,’ and rich people say, ‘How can I afford that?’” Just a change in the question, how do you position it differently, how do you do it so that your mind doesn’t say, “Oh good! I’ll think about this” and relax, but instead, you put your mind in a state where it’s got to think, and got to figure it out. And our minds, our subconscious minds, are so much smarter than we give them credit for. We just don’t ask because we’re so lazy, and it doesn’t want us to ask. It wants us just to hang out and watch T.V. But if you turn the T.V. off, ask the question, then ask the question and keep asking and keep asking it, you’ll be shocked at how fast the answers will come. I’m convinced of that. I’ve seen it twice this week, with seemingly impossible goals and dreams, coming about in reality in a matter of hours, after we asked the question, so ask the question and see what happens. Anyway, that’s it for today you guys. I am actually just back from the airport, and I’m grabbing my wife and my kids from church, and then we’ll be heading home. I hope you guys had a great weekend. It depends when you’re listening to this, but I hope everything has been great for you guys. If you’re enjoying these podcasts at all, please share them with your friends. Post it on your blog. Come and comment, and we love it, it’s fun to do, and I hope you guys are getting some ideas that will help effect your lives and your businesses, positively. Thanks so much, you guys! This is Russell Brunson with the Marketing In Your Car podcast.

The question that Russell asked that helped him raise an extra $500,000 in extra cash by the end of the year. ---Transcript--- Hey everybody! This is Russell Brunson, and welcome to today’s Marketing In Your Car podcast. Hey guys, so we just finished a two-day mastermind here in Boise. I just actually drove my brother, who’s our audio-video guy, back to the airport. He’s flying back home, and I’m driving back, to go hang out with my kids and my wife and stuff, and so I’ve got probably 15 minutes or so in the car. I just wanted to talk to you guys about some cool stuff I’ve been thinking about. And what I want to talk about is probably one of the most important things that I think any of us could ever think about. It’s had a really profound impact on me the last like week, so I’m excited to talk about it. So earlier this week — my wife and I have been planning on building a house for a while. We’ve been looking at a lot of stuff, and we finally found some land we like and everything. And then just like last minute, I think it was on Tuesday, we saw this house. It looked really cool. So we’re like, “Oh let’s just call the realtor and go check it out.” So we go check out the house and it’s amazing! It’s 11,000 square feet, it’s on five acres, it has everything we could dream of in a house. Plus like the yard is amazing. There’s a swimming pool, there’s a hot tub, there’s like a full orchard worth of trees. Like seriously, the coolest house like I think I’ve ever seen, and so I want it really bad, right? And the only problem is, to buy a house that size, we had to have a down payment of $500,000 to be able to move forward on the house, and I don’t care who you are, a half a million bucks is a lot of money, right? So I’m like, “Well, how can I?” Anyway, so I started to just… like my wife is like, “I want this house. I want this house.” I’m like, “We can’t really afford it.” But I was like, “Don’t worry. I’ll start thinking about it, and I’ll figure out a way that we can get it.” And so, all of a sudden I started asking some interesting questions. The question I asked was: “How can I make a half a million dollars in extra cash before the end of the year? So the next two and a half months, and typically if someone says something like that, you’re like, “You’re crazy. There’s no way you can make a half million dollars in two and a half months extra on top of what you’re doing.” I was like “there’s got to be a way,” so I kept thinking about it and thinking about it, and my wife’s like, “Don’t talk about something like that. It’s not good.” You know, she thinks it’s like you. What I’m going to do is illegal or something, that she’s just kind of funny like that. She doesn’t like when I plot and scheme ideas, so I’m like, “No, there’s got to be a way that we can do that.” So, I went back home and went back to the office, and we’re all working and I kind of told those guys, “You know, I love the house. I want to move in.” And Brent and John share an office with me, and I kind of asked them, “You know, like how can I make an extra half a million dollars this year?” And they kind of just like are working and kind of commenting, and they’re not paying attention. Finally, I was like, “Guys! Stop what you’re doing, like this is actually really an important thing. We need to be asking ourselves questions like this more often. Like how can we make an extra million dollars or half a million dollars cash in the next like two months?” And so, they kind of put everything down and started focusing, and we started asking questions. We started kind of evolving this thing, and within about 45 minutes we created a very realistic, concrete plan that I honestly think we could execute to make a half million dollars in the next two months, and we got it done. And then I kind of stopped, and said, “You guys, we need to ask ourselves questions like this more often.” I was like, “You know, an hour ago, we were working on these projects, and we never asked the question how can we make an extra half a million dollars. We just… we’re were just working on our thing.” And I started thinking like, if we look at a squeeze page, and we say, “How can we improve the conversion on the squeeze page?” and we ask that question, we’ll figure out a way to make it better. If we do a sales letter, how can we make this better? If we ask that question, we’ll figure out a way to make it better, and what I was thinking is like when you ask the right questions, the right things will come. If you ask big questions, you’ll be able to figure out the solutions to big things. So kind of an example of what we were figuring out for our $100,000 offer, or to make a half million dollars, I was like: “You know, we do a product launch and try to sell a $1,000 product, and sell 500 of them, I’m like, ‘Oh, that sounds like so much work!’ I was like, ‘We could do this… We could do this…’” And all of a sudden I was like, “What if we… What if we created a $100,000 package and just sold five of them?” and like, “Oh, that’s a good idea. What can we sell for $100,000?” I’m like, “Well, think about this… Like we launched this call center. We launched this little mini call center in our office. We’ve got two sales people. We hardly generate any leads. It’s very few leads, very targeted. And right now, with two sales people, we’re averaging, not quite, but pretty close to $100,000 a week in sales. And I was like, “Think about this. If we found five people who have a business, but they don’t have this little like mini call center thing that we just built, and it could literally make them $100,000 a week. “What if we come in and say, ‘Hey, pay us $100,000, and I will come to your office, and my team will come and build out the whole thing. We’ll train sales people for you. We’ll get the whole thing done, and you will leave with a business that can make you $100.000 a week. “Would you pay me $100,000 if I gave you business that made you $100,000 a week?” Everyone was like, “Yeah! I would. That’s a no-brainer. Of course I would.” You know, obviously, it was just like, yeah, it’s a good deal. But I’m like, but still the same thing is I’m kind of scared. Like if you’re going to write a check for $100.000, there’s so much risk in that so much fear. And like, is that actually going to work or not work? I was like, “Well, what if we did this. What if we came back and said: “Hey, give us $100.000, but don’t give it to us, put it in an escrow account. And we’ll look at it, and then we’ll come in, and we’ll build this entire thing for you for free. “We’ll set it up. We’ll launch it. We’ll run it, and we’ll watch it, and we’ll help make sure it works, and we will wait until it’s made $100,000. “And as soon as it’s made $100.000 in gross profits, then that $100,000 that you put escrow will be released to me, and then you’ll have a business that you can keep running to make $100,000 a week.” I was like, who would say no to that? Like as long as you have the ability to put $100,000 in escrow, who would not do that? Like I’m going to make you $100,000 before you ever give me any of the money, and so it starts being like that. I’m like this is actually really good. Like this is something I would have paid for in a heartbeat, and it’s got to be the right business, the right company, right? But if it’s the right fit, we could literally come in and in less than a week we could build this whole thing out for somebody, and have a new asset hooked to their business and make them $100,000 a week. And so, I started getting excited. So I was talking to some guy, and this guy, I kind of mentioned it to him. And he was like, “Dude, I know tons of people who would go for that.” So he started calling some people, and we got two or three people lined up that may do it. Then by mastermind group, when I kind of pitch it, and soon as I do everyone’s going crazy, and one person is like… they’re like: “We’re not on spot yet. We can’t do it, but I know somebody who would be very interested, who wants to do it,” so then we got one potential client. Then Daegan told me, he’s like, “There’s a guy who was talking to me two weeks ago, who said, ‘All I want is the call center. I want somebody to come and set the whole thing up for me, and I’d pay anything — any amount to do it.’” Boom! We got a lead right there, and then the guy in the room also said he wanted us to do it for him. So within two days of me just asking that question, of how I can make a half a million dollars in a month, I’ve already got six people, potentially, who are able and interested in giving me $100,000, for me to come set this thing up for them, and I was just like, how cool is that? And it’s just interesting like, most of us — the difference between successful people and not successful people is successful people ask the right questions — and I’m really kind of ashamed of myself. I haven’t been asking better questions lately. My questions lately have been stupid. They’ve been like… they haven’t been big enough questions, you know, and so I’m going to start every single morning, waking up, and like asking a big question or multiple big questions, and then using that throughout the day, try to answer those questions. Because my question is like how can I get my work done today, or how can I whatever, nothing good is going to happen. If my question is like how can I make an extra million dollars, how can I change more people’s lives, how can I double the size of my list? Like if I ask questions like that, then suddenly my focus goes there. And as Tony Robbins says, “Where focus goes, energy flows,” and we just started to start picking the right questions. And if you pick the right questions, you’ll start growing correctly. I think we focus too much on trivial things that don’t really matter, as opposed to picking the right questions to help us grow our business the right way. It’s kind of funny… and then later that night in the mastermind — seriously I need to learn to take my own advice sometimes. But we were at dinner, and I was talking about how the Ferrari, we would probably do a contest and give away the Ferrari, and do a fun kind of thing like that. I was talking about that, and one of my friends, who works for ClickBank said, “Hey, you should have ClickBank. Use part of ClickBank to give away your Ferrari.” And I’m like, “Well, there’s no way they’re going to do that.” He’s like, “Why not?” and I’m like, and I told him all the reasons why it wouldn’t work. He’s like, “Dude, you’re just not asking the right question.” I’m like, “There’s no way that will ever work.” And he kept like making fun of me. He’s like, “You just ask. Ask a better question! Like you’re asking the wrong question.” And I kept telling him, I was like — his name is BJ. I’m like, “BJ, this… ClickBank would never in a million years go for this. Like it’s a mute point. Doesn’t even, like it’s not worth even discussing. And he kept saying, “Dude, you’re the one who talked about, say, ask a better question,” and I was just kind of upset and annoyed with him, so I kind of ignored him. Anyway, the next day we’re sitting in the mastermind meeting, and all these discussions are happening, and then after talking to BJ, and all of a sudden boom! It hit me. A way that we could partner with ClickBank on the Ferrari launch, and I said, “BJ, like I just answered the question.” I said, “Because you forced that question into my head, annoyingly, it was in there and my brain figured out an answer.” And within a day we had the answer to this thing that, potentially, can make me insane amounts of money — an actual quarter million dollars a month — because I had that question forced into my head. If I would have asked the question, I probably could of figured it out a lot quicker. So I just want you guys to all just start thinking about the quality of the questions you’re asking, and how often you’re asking them. I teach a Sunday school class today, and I teach the 15 and 16-year-old kids, and so today in class I was just talking about this concept about questions, and I was like, “What are your goals and your dreams and your desires?” And they kind of were telling me things they’re trying to accomplish, what they’re doing, and so what we did is we took a minute. I had everyone pause for just a minute, and I actually timed it. I said, “I’m going to give you a minute right now. I want you to pick one big goal or one big question to be your focus for this week, and then I want you to come back next week and report back to me what happened, because you focused on that question for an entire week.” And so, we paused, and then had everyone sit there and think for a little bit, like what would be their question, and I didn’t have them tell me what they were because I don’t want to… You know, since with people that age, they’re embarrassed to show their real desires and their dreams, what their questions are, so I didn’t ask them to share it with us. But I gave them a full minute to think about it, and I ask them, “Do you all have your question?” And I said, “Okay, I want you guys to go home tonight, think about a question, and when you wake up in the morning, I want that question to be the first thing on your mind. “And throughout the day, I want you to be thinking about that question, and then tomorrow, the next day, I want you to wake up in the morning and for an entire week I want you to focus on that question.” And I said, “For most of you guys, I promise you, by day one or day two, this big, huge question that you didn’t think was even possible to answer, you’ll be able to answer, and it won’t take you a whole week.” I was like my “how am I going to make a half a million dollars extra in the next two months,” which — it’s a big order that I was asking my brain to come up with — but sure enough, within hours, we had the answer, okay? The question of how can I get ClickBank to completely promote my launch to all their affiliate base is a big question! Not even logical! And within a day we had the answer. Okay, so just start thinking big, thinking way bigger than you’ve ever thought before, and figure out that question that you never thought you’d ask and you probably shouldn’t ask. If somebody knew you were going to ask it of yourself, they would make fun of you, and tell you it’s not possible. Or tell you that things like that don’t happen to people like you. And if you do that, I promise you cool stuff is going to happen. And I think about the Ferrari… I’m like when the Ferrari contest came out, at first I looked at it and I was like, “I imagine a lot of people competing. “I’m not going to win,” and then the second I looked at it, I said: “Huh! How can I win this?” and as soon as I did that, it opened up my brains to a pathway, and suddenly a month later we won a Ferrari, okay? If you’ve ever read Rich Dad, Poor Dad, he talked about the difference between financially rich people and financially poor people. He said, “Poor people say, ‘I can’t afford that,’ and rich people say, ‘How can I afford that?’” Just a change in the question, how do you position it differently, how do you do it so that your mind doesn’t say, “Oh good! I’ll think about this” and relax, but instead, you put your mind in a state where it’s got to think, and got to figure it out. And our minds, our subconscious minds, are so much smarter than we give them credit for. We just don’t ask because we’re so lazy, and it doesn’t want us to ask. It wants us just to hang out and watch T.V. But if you turn the T.V. off, ask the question, then ask the question and keep asking and keep asking it, you’ll be shocked at how fast the answers will come. I’m convinced of that. I’ve seen it twice this week, with seemingly impossible goals and dreams, coming about in reality in a matter of hours, after we asked the question, so ask the question and see what happens. Anyway, that’s it for today you guys. I am actually just back from the airport, and I’m grabbing my wife and my kids from church, and then we’ll be heading home. I hope you guys had a great weekend. It depends when you’re listening to this, but I hope everything has been great for you guys. If you’re enjoying these podcasts at all, please share them with your friends. Post it on your blog. Come and comment, and we love it, it’s fun to do, and I hope you guys are getting some ideas that will help effect your lives and your businesses, positively. Thanks so much, you guys! This is Russell Brunson with the Marketing In Your Car podcast.

Asking The Right Questions

As we transition from a YouTube generation to a Pinterest generation, this new type of sales letter is going to win. ---Transcript--- Good morning. This is Russell Brunson, and welcome to Marketing In Your Car. Hey guys and gals and anyone who is out there in podcast land and listening today. I am excited today because today I am going to be working on our supplement. A lot of you guys know if you have been listening to this or following me, we have a supplement. I have been wanting to do a supplement for 10 years now, and finally about a year ago we put one together and launched it and it’s been great. We are having a ton of fun with it. We have been testing a lot of different things. Initially what we started doing with it, we started with a free plus shipping type thing where they would get the first bottle for free. We would charge them shipping, and after 14 days we would start billing their card and ship them out a new supplement, which has been working good. We are at point now where our recurring is around $50,000 a month from it. Not too bad for a little side project. Right? We should do half a million bucks or so this year from that supplement. So that is kind of cool. I want to grow it big. I have been people who got supplements who are doing half a million dollars a month or more. I am on this eternal mission to figure out how in the world do I scale it. I think it is how it goes. The weight is really hard to scale immediately. We are spending $80 or so to get a free customer. In some cases we are able to break even by day 14, which is awesome. Sometimes it takes to day 45 or beyond to break even. I don’t know about you, but I have a risk. I am pretty into taking risks and stuff, but I am risk intolerant with my money. Day 45, if we haven’t broke even by that point it kind of scares me. How do we create something where we can break even at day one or make a profit at day one and go from there? That has been the mission that we have trying to look at. We are looking at all the other people that are doing really well with supplements right now. Ed O’Keefe has a really good supplement that I take now. I bought it to go through the sales process, and I am actually addicted to it. There are bunch of really good supplements as well. I have been watching their funnels. What has been interesting is that most of the guys that killing it right now aren’t doing free plus shipping type things anymore. They are selling one, three or four bottles off their order page and upsales for other things. We are working on that. What I really want to talk about today is an interesting thing that I have been looking at. The shift from the sales video back to the sales letter. For the last two year, sales videos have been the thing that has been crushing it. I don’t think it is going to go away at all, but it is interesting. For a while it felt like the market was in this YouTube generation where everyone is watching videos. Over the last year or so it seemed like it shifted more to the Pinterest generation where we are looking at images and text, if that makes sense. For example, if you post a video on YouTube or you post an image on YouTube, traditionally you are going to get way more comments, shares, likes, things like that from an image than you ever would from a video. Isn’t that interesting? Where forever it was video, video, video. With our supplement we created a sales video version and sales letter version. The sales letter, we also did it a lot different than we normally do. We are trying to test some things that go against what I have always believed as the norms. I am testing to see if maybe I am wrong. If I am wrong, that is cool. I would rather be wrong and rich than right and broke. We are testing this out, and I have been looking at, if you guys know Miconi, he owns Mind Valley, and if you look at them, they are crushing it right now in the personal development space. If you look at the way they design their websites and sales letters, they are very different. They are not a traditional sales letter, or even the sales letter way that I have done them and I have taught them where you are starting with a star story and a solution and you are going through this process. They are more like these blocks of stuff. That’s the best way to explain it. If you look at one of Mind Valley’s sales letters, go to MindValley.com, and look at their sales letters, he sells theirs 10 or 12 blocks. Each block is its own little message. People can scan it. It almost looks like infographics. You scan it and see the things. Each block has a topic. They have bullet points. They have pictures and the next block and the next block and the next block. There is not a logical story progression throughout. It is just like we are talking about the benefits. This block we are talking about the guarantee. This block we are talking about what other people have said about it. This is the ingredient block and stuff like that. We design this sales letter to go that way. We are going to be doing tons of testing and video versus sales letter versus video with sales letter versus tons of different things we are going to try out. It is really interesting to me right now that I feel like, I look at different markets. If you look at the warriors for example, all of the offers that are in there, none of them are video, very few of them are video. The majority are all text. I am wondering if we are going to start transitioning back to a spot where people prefer more text based sales letter so they can scan more. They can get their information. If so, I am curious and I am interested to see if it will change the way the sales letters are built because the old school, traditional sales letter is a long story. You can’t just scan because you are going to miss the point of the story. Whereas the way that Mind Valley is doing theirs and the way  we are doing this one, is it very scannable. Each block is independent of itself. If you are looking at that chunk, that block whatever you want to call it. It has one message. Each block has its own core message. Anyway, it is just very interesting. I am excited to test this and see what is happening. I definitely think that we are transitioning away from the YouTube generation and transitioning towards the Pinterest image, text generation. Beware of that in your marketing. Look at how else can you add more text elements. At least, if you don’t have, you don’t want to make text sales letters, at least have an option that has a text version of your sales video. I think people are getting now where they don’t want to watch videos as much. It was intriguing for years, but now it’s like, “Oh crap. A video.” Whereas you have text, they can scan, they can find what they want. It is interesting. I don’t know if I am right or wrong, but I am predicting the rebirth of the sales letter. The rebirth will be much different from the old sales letter. I don’t think it is going to be story based. I think it is going to be block based. That is what I have for today. I am at the office. I am going to go play with my new sales letter. The smackdown will begin. Video versus sales letter. Maybe it will be a combination of both that wins. I don’t know, but we are going to find out. We are going to put it to the test because I want to see where people minds are at right now. It will be interesting. I am here at the laboratory. I am going to step in, and I will report my results back to you guys in the next week or two or three when we get some testing done, drive some traffic and see what people are responding best to. Thanks so much everybody, and we will talk to you all again soon.

As we transition from a YouTube generation to a Pinterest generation, this new type of sales letter is going to win. ---Transcript--- Good morning. This is Russell Brunson, and welcome to Marketing In Your Car. Hey guys and gals and anyone who is out there in podcast land and listening today. I am excited today because today I am going to be working on our supplement. A lot of you guys know if you have been listening to this or following me, we have a supplement. I have been wanting to do a supplement for 10 years now, and finally about a year ago we put one together and launched it and it’s been great. We are having a ton of fun with it. We have been testing a lot of different things. Initially what we started doing with it, we started with a free plus shipping type thing where they would get the first bottle for free. We would charge them shipping, and after 14 days we would start billing their card and ship them out a new supplement, which has been working good. We are at point now where our recurring is around $50,000 a month from it. Not too bad for a little side project. Right? We should do half a million bucks or so this year from that supplement. So that is kind of cool. I want to grow it big. I have been people who got supplements who are doing half a million dollars a month or more. I am on this eternal mission to figure out how in the world do I scale it. I think it is how it goes. The weight is really hard to scale immediately. We are spending $80 or so to get a free customer. In some cases we are able to break even by day 14, which is awesome. Sometimes it takes to day 45 or beyond to break even. I don’t know about you, but I have a risk. I am pretty into taking risks and stuff, but I am risk intolerant with my money. Day 45, if we haven’t broke even by that point it kind of scares me. How do we create something where we can break even at day one or make a profit at day one and go from there? That has been the mission that we have trying to look at. We are looking at all the other people that are doing really well with supplements right now. Ed O’Keefe has a really good supplement that I take now. I bought it to go through the sales process, and I am actually addicted to it. There are bunch of really good supplements as well. I have been watching their funnels. What has been interesting is that most of the guys that killing it right now aren’t doing free plus shipping type things anymore. They are selling one, three or four bottles off their order page and upsales for other things. We are working on that. What I really want to talk about today is an interesting thing that I have been looking at. The shift from the sales video back to the sales letter. For the last two year, sales videos have been the thing that has been crushing it. I don’t think it is going to go away at all, but it is interesting. For a while it felt like the market was in this YouTube generation where everyone is watching videos. Over the last year or so it seemed like it shifted more to the Pinterest generation where we are looking at images and text, if that makes sense. For example, if you post a video on YouTube or you post an image on YouTube, traditionally you are going to get way more comments, shares, likes, things like that from an image than you ever would from a video. Isn’t that interesting? Where forever it was video, video, video. With our supplement we created a sales video version and sales letter version. The sales letter, we also did it a lot different than we normally do. We are trying to test some things that go against what I have always believed as the norms. I am testing to see if maybe I am wrong. If I am wrong, that is cool. I would rather be wrong and rich than right and broke. We are testing this out, and I have been looking at, if you guys know Miconi, he owns Mind Valley, and if you look at them, they are crushing it right now in the personal development space. If you look at the way they design their websites and sales letters, they are very different. They are not a traditional sales letter, or even the sales letter way that I have done them and I have taught them where you are starting with a star story and a solution and you are going through this process. They are more like these blocks of stuff. That’s the best way to explain it. If you look at one of Mind Valley’s sales letters, go to <a href="http://MindValley.com" rel="nofollow" target="_blank">MindValley.com</a>, and look at their sales letters, he sells theirs 10 or 12 blocks. Each block is its own little message. People can scan it. It almost looks like infographics. You scan it and see the things. Each block has a topic. They have bullet points. They have pictures and the next block and the next block and the next block. There is not a logical story progression throughout. It is just like we are talking about the benefits. This block we are talking about the guarantee. This block we are talking about what other people have said about it. This is the ingredient block and stuff like that. We design this sales letter to go that way. We are going to be doing tons of testing and video versus sales letter versus video with sales letter versus tons of different things we are going to try out. It is really interesting to me right now that I feel like, I look at different markets. If you look at the warriors for example, all of the offers that are in there, none of them are video, very few of them are video. The majority are all text. I am wondering if we are going to start transitioning back to a spot where people prefer more text based sales letter so they can scan more. They can get their information. If so, I am curious and I am interested to see if it will change the way the sales letters are built because the old school, traditional sales letter is a long story. You can’t just scan because you are going to miss the point of the story. Whereas the way that Mind Valley is doing theirs and the way  we are doing this one, is it very scannable. Each block is independent of itself. If you are looking at that chunk, that block whatever you want to call it. It has one message. Each block has its own core message. Anyway, it is just very interesting. I am excited to test this and see what is happening. I definitely think that we are transitioning away from the YouTube generation and transitioning towards the Pinterest image, text generation. Beware of that in your marketing. Look at how else can you add more text elements. At least, if you don’t have, you don’t want to make text sales letters, at least have an option that has a text version of your sales video. I think people are getting now where they don’t want to watch videos as much. It was intriguing for years, but now it’s like, “Oh crap. A video.” Whereas you have text, they can scan, they can find what they want. It is interesting. I don’t know if I am right or wrong, but I am predicting the rebirth of the sales letter. The rebirth will be much different from the old sales letter. I don’t think it is going to be story based. I think it is going to be block based. That is what I have for today. I am at the office. I am going to go play with my new sales letter. The smackdown will begin. Video versus sales letter. Maybe it will be a combination of both that wins. I don’t know, but we are going to find out. We are going to put it to the test because I want to see where people minds are at right now. It will be interesting. I am here at the laboratory. I am going to step in, and I will report my results back to you guys in the next week or two or three when we get some testing done, drive some traffic and see what people are responding best to. Thanks so much everybody, and we will talk to you all again soon.

The Rebirth of the Sales Letter

An idea that sparked when I heard Tim Ferris speak in New York has dramatically changed the structure of our business. ---Transcript--- Hello everybody who is listening to our podcast today. This is Russell Brunson, and I want to welcome you to the marketing in your car podcast. I am having the most fun week I think I have had in a long time with business. Awesome stuff is happening. We just signed a deal Kevin Harrington and Click Bank and Traffic and Conversion summit that was amazing. A bunch of cool stuff is happening. Our living on a coupon site, we relaunched it using a bunch of social media, and we have gone from…it has gone from…it was making about $10 a day to now, $200 a day in two weeks period of time. It is scaling rapidly, which is fun. Tons of fun stuff is happening. I want to talk about one little thing that I have been doing that we are doing right now that I think is, it is probably one of the smallest, yet the biggest breakthroughs I have had in a long time. Some of you probably remember I signed up for Joe Polish’s, 25k group. I didn’t join the group. I just went to the $10,000 thing out in New York. My wife and I went out there. I had a couple of podcasts when I was out there. When I was out there, one of the speakers was Tim Ferris. One thing that Time Ferris said that has been resonating in my brain for the last couple months since then was someone asked him, “Should I be on Twitter or Facebook or YouTube? Where should I be at?” He said, you need to pick one. Pick one that is going to be your home. That is going to be your desired way to share stuff with your audience. Forget about the rest. People try to do things on 30 platforms, but they are never successful. Pick one that is going to be your thing that you know you can go to and focus on and go to over and over again. If you do that then you are going to be successful. Again, that’s just a little thing that makes a lot of sense, but I have been thinking about it. I have been looking at my own business, and my business is all over the place. Some of you guys probably know. I hate going into Facebook, yet I have eight Facebook groups. I have a Facebook group for our local group, for dotcomsecretsx, for Russell Brunson fans, things like that. I think we have five or six different continuity programs that are all separate. We have multiple blogs. All of this stuff out there. It’s confusing for me because of that, I never, I get overwhelmed logging into Facebook because I had 12 groups I needed to look in and check and communicate with. Because of that I don’t log in and talk to anybody. I have a blog except I never blog because I know that I should blog. Twitter and tweet, and I never do anything. Because of that, because there are so many thing to do, I just don’t do any of them. I started thinking, I need to centralize everything and make everything simpler and easier for me and for our customers. That way they have a very clear path. Because of that we have been shifting a lot of things. We decided what social media platform we are going to focus on. We are taking all of our eight or 10 or how many groups we have, we are deleting them all and create one group. It is going to be like the dotcomsecrets group. We are going to push everybody to that. As far as all of our products, we are merging multiple continuity programs into one. If you join one, you get access to all of them that way people aren’t like, “Should I join this one or this one?” I don’t want to make my customer confused and feel like they have to sign up for multiple things. I want everything into one, singular focus. We have been doing that. From that idea we decided instead of right now we have tons of products all over the place. What if we created one customer center? Somebody bought something and logged into any of our sites, and it takes you to this one, centralized customer center that has all of our products that they purchased. They can see, click on it and boom, get the information. Again, we had this idea and it seems so simple now. I am like, why didn’t we think of this years ago. It is brilliant. People come in and see all the products they have access to and also the ones they don’t have access to. Click on them and buy them right there inside of our customer center. We already have the credit card on file, yes I want this product, and boom we ding their card and it unlocks it for them. These are some of things we are doing all from that one little idea of communicating it to one platform. How can we shift all these things and move them into one platform? It’s been a fun process. Anyway, you guys will start seeing this come out soon. We are probably two or three away from having the customer center done. We also have merged the customer affiliate center together. Those two accounts are basically one account. You log in, and you have your customer stuff and you have your affiliate stuff all tied there together. It’s pretty fun and pretty exciting. I am excited for it. For you guys, think about for your business. Same kind of thing. What platform are you going to publish on? Just pick one. Is it going to be your blog? Facebook? I think blog and Facebook you can tie those two together because I look at Facebook more as like a way to amplify a blog, but what ‘s your home base? Some people, Facebook is their home base. Some people it is YouTube. They post videos all day. They use Facebook to promote it. Where is your home place that you are publishing stuff all the time so people can find it, see it. They know if they are on here for Russell it is all right here. Same thing for you. Where are you going to publish at? If you looked by our products where can they find them at? Are they consolidated in one spot where they can find them easily? Can they upgrade and buy other things very quickly? That’s what we are doing. I am excited. It is going to be fun to see this whole thing roll out. Before the end of the year you guys will see a new blog, new customer center, new affiliate center, a whole new strategy, a consolidation of our continuity programs into one continuity program, which we are lowering the price on. I think it is crazy, but I think it is going to be really good too. I am excited. Hope you guys are excited about your business as well. If you are not excited then listen to these podcasts again and get refired up and reenergized. One of the times I was not excited was when I was not learning and growing. Get back into learning mode, the education mode. Learn some stuff. Get excited. Go apply it, and have fun with your businesses you guys. I am at the office now. I am going to get some work done, get this stuff all consolidated so soon I will have a cool blog that you can actually read all the stuff I have to share with you guys. Thanks you guys, and I will talk to you soon.

An idea that sparked when I heard Tim Ferris speak in New York has dramatically changed the structure of our business. ---Transcript--- Hello everybody who is listening to our podcast today. This is Russell Brunson, and I want to welcome you to the marketing in your car podcast. I am having the most fun week I think I have had in a long time with business. Awesome stuff is happening. We just signed a deal Kevin Harrington and Click Bank and Traffic and Conversion summit that was amazing. A bunch of cool stuff is happening. Our living on a coupon site, we relaunched it using a bunch of social media, and we have gone from…it has gone from…it was making about $10 a day to now, $200 a day in two weeks period of time. It is scaling rapidly, which is fun. Tons of fun stuff is happening. I want to talk about one little thing that I have been doing that we are doing right now that I think is, it is probably one of the smallest, yet the biggest breakthroughs I have had in a long time. Some of you probably remember I signed up for Joe Polish’s, 25k group. I didn’t join the group. I just went to the $10,000 thing out in New York. My wife and I went out there. I had a couple of podcasts when I was out there. When I was out there, one of the speakers was Tim Ferris. One thing that Time Ferris said that has been resonating in my brain for the last couple months since then was someone asked him, “Should I be on Twitter or Facebook or YouTube? Where should I be at?” He said, you need to pick one. Pick one that is going to be your home. That is going to be your desired way to share stuff with your audience. Forget about the rest. People try to do things on 30 platforms, but they are never successful. Pick one that is going to be your thing that you know you can go to and focus on and go to over and over again. If you do that then you are going to be successful. Again, that’s just a little thing that makes a lot of sense, but I have been thinking about it. I have been looking at my own business, and my business is all over the place. Some of you guys probably know. I hate going into Facebook, yet I have eight Facebook groups. I have a Facebook group for our local group, for dotcomsecretsx, for Russell Brunson fans, things like that. I think we have five or six different continuity programs that are all separate. We have multiple blogs. All of this stuff out there. It’s confusing for me because of that, I never, I get overwhelmed logging into Facebook because I had 12 groups I needed to look in and check and communicate with. Because of that I don’t log in and talk to anybody. I have a blog except I never blog because I know that I should blog. Twitter and tweet, and I never do anything. Because of that, because there are so many thing to do, I just don’t do any of them. I started thinking, I need to centralize everything and make everything simpler and easier for me and for our customers. That way they have a very clear path. Because of that we have been shifting a lot of things. We decided what social media platform we are going to focus on. We are taking all of our eight or 10 or how many groups we have, we are deleting them all and create one group. It is going to be like the dotcomsecrets group. We are going to push everybody to that. As far as all of our products, we are merging multiple continuity programs into one. If you join one, you get access to all of them that way people aren’t like, “Should I join this one or this one?” I don’t want to make my customer confused and feel like they have to sign up for multiple things. I want everything into one, singular focus. We have been doing that. From that idea we decided instead of right now we have tons of products all over the place. What if we created one customer center? Somebody bought something and logged into any of our sites, and it takes you to this one, centralized customer center that has all of our products that they purchased. They can see, click on it and boom, get the information. Again, we had this idea and it seems so simple now. I am like, why didn’t we think of this years ago. It is brilliant. People come in and see all the products they have access to and also the ones they don’t have access to. Click on them and buy them right there inside of our customer center. We already have the credit card on file, yes I want this product, and boom we ding their card and it unlocks it for them. These are some of things we are doing all from that one little idea of communicating it to one platform. How can we shift all these things and move them into one platform? It’s been a fun process. Anyway, you guys will start seeing this come out soon. We are probably two or three away from having the customer center done. We also have merged the customer affiliate center together. Those two accounts are basically one account. You log in, and you have your customer stuff and you have your affiliate stuff all tied there together. It’s pretty fun and pretty exciting. I am excited for it. For you guys, think about for your business. Same kind of thing. What platform are you going to publish on? Just pick one. Is it going to be your blog? Facebook? I think blog and Facebook you can tie those two together because I look at Facebook more as like a way to amplify a blog, but what ‘s your home base? Some people, Facebook is their home base. Some people it is YouTube. They post videos all day. They use Facebook to promote it. Where is your home place that you are publishing stuff all the time so people can find it, see it. They know if they are on here for Russell it is all right here. Same thing for you. Where are you going to publish at? If you looked by our products where can they find them at? Are they consolidated in one spot where they can find them easily? Can they upgrade and buy other things very quickly? That’s what we are doing. I am excited. It is going to be fun to see this whole thing roll out. Before the end of the year you guys will see a new blog, new customer center, new affiliate center, a whole new strategy, a consolidation of our continuity programs into one continuity program, which we are lowering the price on. I think it is crazy, but I think it is going to be really good too. I am excited. Hope you guys are excited about your business as well. If you are not excited then listen to these podcasts again and get refired up and reenergized. One of the times I was not excited was when I was not learning and growing. Get back into learning mode, the education mode. Learn some stuff. Get excited. Go apply it, and have fun with your businesses you guys. I am at the office now. I am going to get some work done, get this stuff all consolidated so soon I will have a cool blog that you can actually read all the stuff I have to share with you guys. Thanks you guys, and I will talk to you soon.

Shifting All Things Into One

Do you struggle to get stuff done each day?  Russell talks about how to shut off active communication, switch to passive communication and how it can make you 200 – 300% more productive every day! ---Transcript--- Hey everyone. This is Russell, and I am actually going in tonight to the office. It is almost nine o’clock at night, but I’m working a late night tonight, because sometimes that’s what you’ve got to do. I’m going out of town tomorrow with my family and so I’m heading out to a late night session at the office to get some stuff done so I can take a couple of days off and goof off with family I’ve been thinking about something a lot today, and I’ve been ranting with some of the guys who work for me about it. I just wanted to get everyone’s perspective on this and put it out there. When I first got into this business, one of my early mentors was Dan Kennedy, and I went through his time management course [laughs], which is different than most time management courses. If you’ve ever gone through it, he talks about time vampires and how to distance yourself from customers or anyone who wants to suck your time. For example [laughs], with Dan, if you want to get hold of him, you have to fax his assistant. Once a week his assistant collects all the faxes, puts them in a FedEx box and FedExes it to Dan. When Dan gets it, he then writes his responses on the faxes and then shoves them back in the FedEx box and FedExes them back to his assistant. His assistant actually will respond back to each person who contacted him, so [laughs], if you’re going to ask him a question, it’s a two-week process. It may be annoying on your side trying to get hold of him, but it also makes you, when you ask questions, very, very efficient. That’s my biggest issue with phone calls. I hate phone calls. You can ask anybody [laughs]. I hate answering the phone. The only person I answer the phone for is my wife. On the phone, everyone wants to be like, “Hey, how’s it going?” They try to catch up, and twenty minutes into this conversation, they finally get around to what they’re going to ask you. Then e-mail came around, and at first, the way e-mail worked is we just told people what we wanted, they responded back, and it was great. But now e-mail has become so informal that to write an e-mail, I’ve got to go through this chitchat – the same stuff I’ve got to do on a phone call. It takes so much time and energy. Then text messaging came out. I love texting, because I can text people and the response is really quick. There’s a new app I’ve been using called Vox which is great, because I can Vox somebody and leave a message, and then when they get it, they can respond back to me. If I have time, I can respond back. I really like that type of communication. I hate active communication, where we have to be actively engaged, because it takes me and you having to be stopping everything we’re doing at the same time to connect and have that conversation. It’s so inefficient for me. It drives me crazy. A lot of people ask me, “Russell, how in the world do you run twelve companies. How do you do all this kind of stuff?” The way I do it is because I don’t have inefficient communication. My people on Skype – I try to train people I work with and it’s very difficult, because they don’t understand. If you’re on Skype and you message me it will be like, “Hi.” –“Hi.” –“Hi.” I will never respond back to a “Hi”. If they leave me a question, I will respond back with the answer next time I’m on, but I hate the active communication, because it opens up a door that wastes so much time. It makes you so inefficient. If I’m respond back to someone who skyped me, “Hi,” it would become at least a ten minute conversation, talking about the weather and everything else before we got to the point. For me, for time management, for example – I want you guys thinking about this, too – how can you shift your communication? To set active communication, where you’re sitting there talking in dialog with somebody, to inactive, where they send you messages and you respond on your time, kind of how e-mail used to be. The tool that I’m using when I do that is Skype, for the most part. I’m still struggling to train some of people whom I work with on that, but that way you message me on Skype. When I am ready to focus on that project, I will find that thing, and I will respond back to them on that topic. Text messaging is still great, because of that. Voxer, if you haven’t downloaded the Voxer app, it’s great. I can leave voice mail. It’s almost like a voice walkie-talkie text message. I text message somebody what I want to tell them, and they walkie-talkie me back when they want to. I encourage you guys to figure out ways to break up active communication and train your partners, your staff, your employees, into the inactive kind. You will get so much more done. I set my day out, so I know, “Hey, today from this time to this time, I’m working on this business, or this project, or this, whatever it is,” and I only look at e-mails and correspondence and things related to that. I shut off everything else. I’m not perfect at it. I’m still getting better at it [laughs], but I get so much more done when I do that. It’s amazing. I promise you guys that if you will cut out active communication, cut out phone calls – you don’t call people. Don’t do meetings. Meetings are the worst thing in the world. Do not do them, especially the “Got a minute?” meetings. If you’ve got a staff, then you know what “got a minute” meetings are. They always end up being eighteen hours long. Figure out ways to break up the active communication and turn things into passive communication, where you communicate back if and when you want to. And notice I said, “If.” That’s a big thing. You do not have to respond back to everyone. I would say probably ninety-nine percent of my e-mails go un-responded. I’d say probably fifty percent of my Skypes go un-responded. Just because somebody messages me, doesn’t mean I have to respond back to them. I want to give you guys that permission as well, to understand that you don’t have to respond back to everybody. Just respond back to the people that you need to communicate with for the project that you are trying to move forward at that time. If you do that, you will get so much more efficient. If you will train your partners, and train your staff, and train your employees to do that, you will become so much more efficient. I’ve got three partners right now that I’m trying to train on that. They’re like the talkers who want to just get on the phone and hang out and network and talk, and I’m the opposite of that. We have this thing where they will call me, and then I will text them back. But that’s the way you’ve got to be. You’ve got to be so protective of your time, because people will dominate your time. They will devour it, and they don’t care. If you don’t care about it, people will run you over and so that’s my message today, for tonight. Again, I’m going in at nine o’clock, probably planning about three hours of some awesome stuff, and then I’m going to go and take a couple of days off and party with my family, and it’s going to be awesome. I hope you enjoyed this. Again, if you like these podcasts, please leave your feedback. This is brand new. I’ve never done one of these before, and I would love to hear some feedback, hopefully positives. If they’re negatives, please don’t leave comments [laughs], but if they’re positive, I’d love to hear your comments. In the iTunes place would be really cool and also at our DotComSecrets.com, for more information about us and how we can help your business. Again, you guys, just take care of your time. It’s your only precious commodity that you have. Protect it. Don’t let people suck it. Don’t let people be time vampires and suck it up. Be very protective of it. I hope this helps. Thanks, everybody.

Do you struggle to get stuff done each day?  Russell talks about how to shut off active communication, switch to passive communication and how it can make you 200 – 300% more productive every day! ---Transcript--- Hey everyone. This is Russell, and I am actually going in tonight to the office. It is almost nine o’clock at night, but I’m working a late night tonight, because sometimes that’s what you’ve got to do. I’m going out of town tomorrow with my family and so I’m heading out to a late night session at the office to get some stuff done so I can take a couple of days off and goof off with family I’ve been thinking about something a lot today, and I’ve been ranting with some of the guys who work for me about it. I just wanted to get everyone’s perspective on this and put it out there. When I first got into this business, one of my early mentors was Dan Kennedy, and I went through his time management course [laughs], which is different than most time management courses. If you’ve ever gone through it, he talks about time vampires and how to distance yourself from customers or anyone who wants to suck your time. For example [laughs], with Dan, if you want to get hold of him, you have to fax his assistant. Once a week his assistant collects all the faxes, puts them in a FedEx box and FedExes it to Dan. When Dan gets it, he then writes his responses on the faxes and then shoves them back in the FedEx box and FedExes them back to his assistant. His assistant actually will respond back to each person who contacted him, so [laughs], if you’re going to ask him a question, it’s a two-week process. It may be annoying on your side trying to get hold of him, but it also makes you, when you ask questions, very, very efficient. That’s my biggest issue with phone calls. I hate phone calls. You can ask anybody [laughs]. I hate answering the phone. The only person I answer the phone for is my wife. On the phone, everyone wants to be like, “Hey, how’s it going?” They try to catch up, and twenty minutes into this conversation, they finally get around to what they’re going to ask you. Then e-mail came around, and at first, the way e-mail worked is we just told people what we wanted, they responded back, and it was great. But now e-mail has become so informal that to write an e-mail, I’ve got to go through this chitchat – the same stuff I’ve got to do on a phone call. It takes so much time and energy. Then text messaging came out. I love texting, because I can text people and the response is really quick. There’s a new app I’ve been using called Vox which is great, because I can Vox somebody and leave a message, and then when they get it, they can respond back to me. If I have time, I can respond back. I really like that type of communication. I hate active communication, where we have to be actively engaged, because it takes me and you having to be stopping everything we’re doing at the same time to connect and have that conversation. It’s so inefficient for me. It drives me crazy. A lot of people ask me, “Russell, how in the world do you run twelve companies. How do you do all this kind of stuff?” The way I do it is because I don’t have inefficient communication. My people on Skype – I try to train people I work with and it’s very difficult, because they don’t understand. If you’re on Skype and you message me it will be like, “Hi.” –“Hi.” –“Hi.” I will never respond back to a “Hi”. If they leave me a question, I will respond back with the answer next time I’m on, but I hate the active communication, because it opens up a door that wastes so much time. It makes you so inefficient. If I’m respond back to someone who skyped me, “Hi,” it would become at least a ten minute conversation, talking about the weather and everything else before we got to the point. For me, for time management, for example – I want you guys thinking about this, too – how can you shift your communication? To set active communication, where you’re sitting there talking in dialog with somebody, to inactive, where they send you messages and you respond on your time, kind of how e-mail used to be. The tool that I’m using when I do that is Skype, for the most part. I’m still struggling to train some of people whom I work with on that, but that way you message me on Skype. When I am ready to focus on that project, I will find that thing, and I will respond back to them on that topic. Text messaging is still great, because of that. Voxer, if you haven’t downloaded the Voxer app, it’s great. I can leave voice mail. It’s almost like a voice walkie-talkie text message. I text message somebody what I want to tell them, and they walkie-talkie me back when they want to. I encourage you guys to figure out ways to break up active communication and train your partners, your staff, your employees, into the inactive kind. You will get so much more done. I set my day out, so I know, “Hey, today from this time to this time, I’m working on this business, or this project, or this, whatever it is,” and I only look at e-mails and correspondence and things related to that. I shut off everything else. I’m not perfect at it. I’m still getting better at it [laughs], but I get so much more done when I do that. It’s amazing. I promise you guys that if you will cut out active communication, cut out phone calls – you don’t call people. Don’t do meetings. Meetings are the worst thing in the world. Do not do them, especially the “Got a minute?” meetings. If you’ve got a staff, then you know what “got a minute” meetings are. They always end up being eighteen hours long. Figure out ways to break up the active communication and turn things into passive communication, where you communicate back if and when you want to. And notice I said, “If.” That’s a big thing. You do not have to respond back to everyone. I would say probably ninety-nine percent of my e-mails go un-responded. I’d say probably fifty percent of my Skypes go un-responded. Just because somebody messages me, doesn’t mean I have to respond back to them. I want to give you guys that permission as well, to understand that you don’t have to respond back to everybody. Just respond back to the people that you need to communicate with for the project that you are trying to move forward at that time. If you do that, you will get so much more efficient. If you will train your partners, and train your staff, and train your employees to do that, you will become so much more efficient. I’ve got three partners right now that I’m trying to train on that. They’re like the talkers who want to just get on the phone and hang out and network and talk, and I’m the opposite of that. We have this thing where they will call me, and then I will text them back. But that’s the way you’ve got to be. You’ve got to be so protective of your time, because people will dominate your time. They will devour it, and they don’t care. If you don’t care about it, people will run you over and so that’s my message today, for tonight. Again, I’m going in at nine o’clock, probably planning about three hours of some awesome stuff, and then I’m going to go and take a couple of days off and party with my family, and it’s going to be awesome. I hope you enjoyed this. Again, if you like these podcasts, please leave your feedback. This is brand new. I’ve never done one of these before, and I would love to hear some feedback, hopefully positives. If they’re negatives, please don’t leave comments [laughs], but if they’re positive, I’d love to hear your comments. In the iTunes place would be really cool and also at our <a href="http://DotComSecrets.com" rel="nofollow" target="_blank">DotComSecrets.com</a>, for more information about us and how we can help your business. Again, you guys, just take care of your time. It’s your only precious commodity that you have. Protect it. Don’t let people suck it. Don’t let people be time vampires and suck it up. Be very protective of it. I hope this helps. Thanks, everybody.

Killing “Active” Communication So You Can Get Stuff Done

Russell’s new strategy to take home more money without increasing sales, and what’s the #1 reason why business exists… ---Transcript--- Hey everyone, this is Russell Brunson. Welcome to a very rainy Marketing in your Car. It’s raining today. I’m heading into the office and I’m really excited for today. This morning, I had my accountability call with Carl White. I talked about it in an earlier podcast about the power of accountability calls, and finding an accountability partner as someone to hold you accountable. So far, it’s been going really good. What’s fun is it’s nice having Carl. He’s such a very opposite personality from me. I think that what he brings to the table for me are just things I don’t have right now that are really cool. One of the things he was talking about which I appreciate him so much for this. It’s going to be my big focus for today is he was talking about in his company before, he would look at how much money he would make and then look at what he was actually taking home, and that percentage. He was like, I don’t remember exactly, 15% or whatever. He was like, “How do I change that to 40 percent?” That became the goal. That was his focus. It needs to be 40 or 50%, whatever the number is. He started working and working on focusing on that. How do I take home a bigger piece each month? He said that became one his key drivers, not how much money does the company make but how much money does he actually get to take home which is interesting to me because I think my problem is my focus has always been what’s our top line revenue. It’s a good goal to have. In fact, this month we just broke our record which I was really excited about. We had an awesome month. We did that literally without, I don’t think we hardly emailed our list at all. We didn’t do a product launch or anything and it was still probably one of the best months we’ve ever had. I think the only time we’ve had higher months was back when we had the call center. We had 100 employes but definitely since we’ve shrunk down to about 13 people now, definitely the biggest month we’ve had by a long shot. Being with that, what I took home from that wasn’t that exciting to me. That was my frustration today on my accountability call. What I decided to do and I’m really excited for this actually, which is funny because the least favorite part for me in our business is accounting, and accountants and stuff like that but we just hired an accountant in house. What I’m going to be doing with her is going through all of our stuff and probably spend two or three days just going through and really trying to understand the numbers because again, they’re like my enemy right now. I hate them. Understanding them a lot better and figuring out how do I change our business so that I can take home a bigger percentage, I’m not even sure right now what percentage I’m taking home but change that to whatever it is to how do I take home 30, 40, or 50 percent. In business, that’s really the only thing that really matters. That’s not true. There are two things that matter. One is that you’re providing value to the end customer and number two is that the owner is getting paid, the owner is making money. It was funny, when I was at Boise State, I had this finance class. I also had an economics class. My economics teacher asked a question. He said, “What’s the purpose of a business?” He was like, “Oh, to create jobs, do this, and do that,” all these things. In my finance class, my teacher who I really liked, he said, “The only purpose of a business is to make the owner money, that’s it. If it’s not for that, what’s the purpose of it?” Obviously hopefully you’re selling something that’s going to provide value to the end customer but the only purpose of the business is to make money for the owner. I think I’m probably more in the middle of those two schools of thought but it made me think about that. Having a business, creating jobs and stuff like that is good but if you as the owner is not getting what you need out of it, what’s the point of it? You just have an average paid job, depending on what you’re doing. That’s my big focus for this week. There’s going to be less of how can I sell more stuff. I think we got that under control. It’s going and growing. It’s exciting, but more of let’s look at the numbers and really figure out what we are actually making, take immediate costs away, this and that, and then what’s it going to take for me to increase what I’m taking home. How do we change our commission structures, our profit share structure with our internal team so that everyone is incentivized to pay me more? It’s kind of exciting. I’m not sure what’s going to come of it. I have no idea. That’s part of the fun of the creation of it all. That’s my goal is to sit down in front of a whiteboard for four or five hours today and try to map that out and figure out a way to make that work. I’m excited. If I figure out the solution, I’ll report back to you guys and let you know but just start thinking about that in your business. Start thinking about how can you set up things so that the goal of the business is to pay you, and one of your KPI, your key performance indicators should be how much money, what percentage of the money that the company is making, you’re able to take home each month. I think if you do that, even if it doesn’t increase your money, gross sales, it should increase the money you take home which is really the point of this whole game anyway. There’s some advice for today. I’ll let you know how it turns out for me. Other than that, I’m at the office. I got to get out in this cold rain and run to the door. I’m going to jump off now and I’ll talk to you guys soon.

Russell’s new strategy to take home more money without increasing sales, and what’s the #1 reason why business exists… ---Transcript--- Hey everyone, this is Russell Brunson. Welcome to a very rainy Marketing in your Car. It’s raining today. I’m heading into the office and I’m really excited for today. This morning, I had my accountability call with Carl White. I talked about it in an earlier podcast about the power of accountability calls, and finding an accountability partner as someone to hold you accountable. So far, it’s been going really good. What’s fun is it’s nice having Carl. He’s such a very opposite personality from me. I think that what he brings to the table for me are just things I don’t have right now that are really cool. One of the things he was talking about which I appreciate him so much for this. It’s going to be my big focus for today is he was talking about in his company before, he would look at how much money he would make and then look at what he was actually taking home, and that percentage. He was like, I don’t remember exactly, 15% or whatever. He was like, “How do I change that to 40 percent?” That became the goal. That was his focus. It needs to be 40 or 50%, whatever the number is. He started working and working on focusing on that. How do I take home a bigger piece each month? He said that became one his key drivers, not how much money does the company make but how much money does he actually get to take home which is interesting to me because I think my problem is my focus has always been what’s our top line revenue. It’s a good goal to have. In fact, this month we just broke our record which I was really excited about. We had an awesome month. We did that literally without, I don’t think we hardly emailed our list at all. We didn’t do a product launch or anything and it was still probably one of the best months we’ve ever had. I think the only time we’ve had higher months was back when we had the call center. We had 100 employes but definitely since we’ve shrunk down to about 13 people now, definitely the biggest month we’ve had by a long shot. Being with that, what I took home from that wasn’t that exciting to me. That was my frustration today on my accountability call. What I decided to do and I’m really excited for this actually, which is funny because the least favorite part for me in our business is accounting, and accountants and stuff like that but we just hired an accountant in house. What I’m going to be doing with her is going through all of our stuff and probably spend two or three days just going through and really trying to understand the numbers because again, they’re like my enemy right now. I hate them. Understanding them a lot better and figuring out how do I change our business so that I can take home a bigger percentage, I’m not even sure right now what percentage I’m taking home but change that to whatever it is to how do I take home 30, 40, or 50 percent. In business, that’s really the only thing that really matters. That’s not true. There are two things that matter. One is that you’re providing value to the end customer and number two is that the owner is getting paid, the owner is making money. It was funny, when I was at Boise State, I had this finance class. I also had an economics class. My economics teacher asked a question. He said, “What’s the purpose of a business?” He was like, “Oh, to create jobs, do this, and do that,” all these things. In my finance class, my teacher who I really liked, he said, “The only purpose of a business is to make the owner money, that’s it. If it’s not for that, what’s the purpose of it?” Obviously hopefully you’re selling something that’s going to provide value to the end customer but the only purpose of the business is to make money for the owner. I think I’m probably more in the middle of those two schools of thought but it made me think about that. Having a business, creating jobs and stuff like that is good but if you as the owner is not getting what you need out of it, what’s the point of it? You just have an average paid job, depending on what you’re doing. That’s my big focus for this week. There’s going to be less of how can I sell more stuff. I think we got that under control. It’s going and growing. It’s exciting, but more of let’s look at the numbers and really figure out what we are actually making, take immediate costs away, this and that, and then what’s it going to take for me to increase what I’m taking home. How do we change our commission structures, our profit share structure with our internal team so that everyone is incentivized to pay me more? It’s kind of exciting. I’m not sure what’s going to come of it. I have no idea. That’s part of the fun of the creation of it all. That’s my goal is to sit down in front of a whiteboard for four or five hours today and try to map that out and figure out a way to make that work. I’m excited. If I figure out the solution, I’ll report back to you guys and let you know but just start thinking about that in your business. Start thinking about how can you set up things so that the goal of the business is to pay you, and one of your KPI, your key performance indicators should be how much money, what percentage of the money that the company is making, you’re able to take home each month. I think if you do that, even if it doesn’t increase your money, gross sales, it should increase the money you take home which is really the point of this whole game anyway. There’s some advice for today. I’ll let you know how it turns out for me. Other than that, I’m at the office. I got to get out in this cold rain and run to the door. I’m going to jump off now and I’ll talk to you guys soon.

What Percentage Are You Taking Home?

There’s no school like the old school. Start using the old marketing methods that still work. ---Transcript--- This is Russell Brunson and this is the Marketing in your car Podcast. I am doing something exciting today. I am promoting a teleseminar. The last time I did a teleseminar was years ago. It’s been so long since I’ve done a teleseminar. Let me tell you why I decided to do a teleseminar instead of a webinar. I’m lazy. I don’t know about you guys, but webinars take a lot of work to create and design and get the slides and all this kind of stuff. While I could do that, I don’t have enough time. I’m too busy right now to go and create another webinar. I was thinking, “How do I do this a lot easier?” and I thought of teleseminars. It was funny to me, and maybe this is just me, but I think a lot of us do this. We find something that works really well, and for some reason we stop doing it. I made my very first million online by doing teleseminars. Every single week I was doing teleseminars. When I started creating the registration page for this teleseminar, I was looking at my old hard drive that had all my old websites and stuff on it. I found one that had every single one of my old teleseminars. I started looking at all these pages. I remember seeing a teleseminar page with Marlon Sanders, Matt Basac, Vince James, all these people I used to do teleseminars with. We made so much money doing teleseminars, and it wasn’t nearly as difficult as doing a webinar. We would get on a teleseminar, we’d start talking and hanging out and at the end of it we would sell something and we always did awesome with it. It makes me laugh because I haven’t done a teleseminar in years and years and years. It’s this tool, a profitable tool that we have that we never use. I don’t know if you’re like me, but if you are, I want to challenge you guys to do a teleseminar for your list. Again, the prep time is about a thousandth of a percent what it takes to do a webinar. Just see what happens. I’m doing one this Friday. My plan is, now that I’m back from winning the Ferrari and everything, is I want to just do a breakdown with my list going over the seven or eight steps of what they need to do in the next 30 days. I’m going to show them that blueprint. At the end of it, I’m going to have an application for them where they can apply for our coaching program. It will be fun, it will be no stress, we’ll hang out, we’ll have a good time and I’m excited for it. I want to throw that out there as another marketing tool for you guys to bring back into your arsenal. If you haven’t been doing them for years like me, we should try them out. We talk about pattern interrupts. Pattern interrupts are huge. If we are doing webinars every single time, webinar, webinar, webinar, after a while our audience starts realizing there is going to be another webinar and this is how the process works. You’ve got to interrupt the pattern every once in a while. That’s why I’m excited for teleseminars. I’m not positive, but I’m guessing that you’ll see me doing a lot more teleseminars over the next few months, just because it’s going to be fun to mix it up a little bit. When everyone else is zigging, we’re going to zag. Same thing as right now: everyone is doing email and social media and we’re going old-school with direct mail and telephone. Just have some fun mixing up your marketing messages, hitting people with different media, different ways. I think you’ll be surprised at the results. I know I’m excited for this, excited to see the results. Maybe I’ll share with you guys on a future podcast. My recommendation for today is to start thinking about the telephone, start thinking about teleseminars. The service we use is www.InstantTeleseminars.com. It’s a really simple, easy system to use to do a teleseminar. They probably have a trial, so go test one out, make a bunch of money with it and then pay the first month’s bill. That’s about all I’ve got today. I’m actually not heading to the office. I’m heading to the gym right now. This is Russell Brunson and I will talk to you guys all again soon.

There’s no school like the old school. Start using the old marketing methods that still work. ---Transcript--- This is Russell Brunson and this is the Marketing in your car Podcast. I am doing something exciting today. I am promoting a teleseminar. The last time I did a teleseminar was years ago. It’s been so long since I’ve done a teleseminar. Let me tell you why I decided to do a teleseminar instead of a webinar. I’m lazy. I don’t know about you guys, but webinars take a lot of work to create and design and get the slides and all this kind of stuff. While I could do that, I don’t have enough time. I’m too busy right now to go and create another webinar. I was thinking, “How do I do this a lot easier?” and I thought of teleseminars. It was funny to me, and maybe this is just me, but I think a lot of us do this. We find something that works really well, and for some reason we stop doing it. I made my very first million online by doing teleseminars. Every single week I was doing teleseminars. When I started creating the registration page for this teleseminar, I was looking at my old hard drive that had all my old websites and stuff on it. I found one that had every single one of my old teleseminars. I started looking at all these pages. I remember seeing a teleseminar page with Marlon Sanders, Matt Basac, Vince James, all these people I used to do teleseminars with. We made so much money doing teleseminars, and it wasn’t nearly as difficult as doing a webinar. We would get on a teleseminar, we’d start talking and hanging out and at the end of it we would sell something and we always did awesome with it. It makes me laugh because I haven’t done a teleseminar in years and years and years. It’s this tool, a profitable tool that we have that we never use. I don’t know if you’re like me, but if you are, I want to challenge you guys to do a teleseminar for your list. Again, the prep time is about a thousandth of a percent what it takes to do a webinar. Just see what happens. I’m doing one this Friday. My plan is, now that I’m back from winning the Ferrari and everything, is I want to just do a breakdown with my list going over the seven or eight steps of what they need to do in the next 30 days. I’m going to show them that blueprint. At the end of it, I’m going to have an application for them where they can apply for our coaching program. It will be fun, it will be no stress, we’ll hang out, we’ll have a good time and I’m excited for it. I want to throw that out there as another marketing tool for you guys to bring back into your arsenal. If you haven’t been doing them for years like me, we should try them out. We talk about pattern interrupts. Pattern interrupts are huge. If we are doing webinars every single time, webinar, webinar, webinar, after a while our audience starts realizing there is going to be another webinar and this is how the process works. You’ve got to interrupt the pattern every once in a while. That’s why I’m excited for teleseminars. I’m not positive, but I’m guessing that you’ll see me doing a lot more teleseminars over the next few months, just because it’s going to be fun to mix it up a little bit. When everyone else is zigging, we’re going to zag. Same thing as right now: everyone is doing email and social media and we’re going old-school with direct mail and telephone. Just have some fun mixing up your marketing messages, hitting people with different media, different ways. I think you’ll be surprised at the results. I know I’m excited for this, excited to see the results. Maybe I’ll share with you guys on a future podcast. My recommendation for today is to start thinking about the telephone, start thinking about teleseminars. The service we use is <a href="http://www.InstantTeleseminars.com" rel="nofollow" target="_blank">www.InstantTeleseminars.com</a>. It’s a really simple, easy system to use to do a teleseminar. They probably have a trial, so go test one out, make a bunch of money with it and then pay the first month’s bill. That’s about all I’ve got today. I’m actually not heading to the office. I’m heading to the gym right now. This is Russell Brunson and I will talk to you guys all again soon.

Teleseminars Are Back

What I learned when launching our first real SAAS program. ---Transcript--- This is Russell Brunson and this is the Marketing in your car Podcast. I hope you guys are having an awesome day today. I’m actually not driving to the office today. I’m driving to a hotel to pick up our programmer. He is a stud. Some of you guys may know him. He is in town for the next couple of weeks working on some cool projects, so I am going to grab him from the hotel. I have kind of a little longer drive today, so I thought I would do a podcast and talk to you about what we are doing right now, because it’s exciting. Just to get the wheels in your head turning if you are doing any software as a service products, SAAS (software as a service). This is kind of an interesting time in the internet world. When I first got online, the thing to create were these little .exe files, desktop-based. I remember Armen Morne things like E-cover Generator, Header Generator, Sales Letter Generator, all these different products. When I first got online, I saw all the things that Armen was doing, and I was like, “I want to do software too.” I did Zip Brander and Form Fortunes and all these other little software programs. Back then, the cool thing to do was create these little downloadable software programs to download and run on a computer. That’s what we did. People would pay for it one time and we would end at that point. I remember the very first software as a service we ever had was called Digital Repo Man. It was this really cool product where basically if you had an ebook or some product that you were selling, you would use Digital Repo Man to lock it down. Then you could give it to your customers and when your customers wanted a refund you could turn their license key off so they couldn’t give it to other people. It was a cool thing. For whatever reason, it didn’t sell that well. I think it’s one of those things where it’s a prevention versus a cure. People don’t really want to buy a prevention. They want to buy a cure. They wanted to buy something for after someone steals their book so they can go out there and beat up the customer that did it, but they’re not willing to pay money to lock it down ahead of time. Anyway, it didn’t do that well, but it was the first time I had sold software as a service, where people log into a members area, they pay you monthly. It was kind of cool. My favorite thing was that if I made an update to the software, it automatically made the update for everyone. Whereas with Zip Brander when I made an update I had to contact all my customers, give them something to download a new version. 90 percent of our support questions were because people hadn’t downloaded the newest version. It was kind of a nightmare. Software as a service became really big for a while, and we started doing some things in it, but I never really paid a lot of attention to it. Then a little while later WordPress came out and we started building three or four different WordPress plugins and themes and stuff like that, because the WordPress is so big. I’ve got a friend who is probably listening to this podcast, Stu McClaren and he runs a site called WishlistMember where they sell membership plugins for WordPress. They’re doing awesome. They’re making an insane amount of money with it. I was talking to him back when we were in Kenya and he told me one of the biggest issues with it is that their support is kind of a nightmare. Everyone has different servers and different hosting and different version of WordPress, all these different things that can happen with WordPress. Then if you make an update, everyone with your software has to go download the update. In January this year, we kind of mapped out this idea for a really cool plugin, and that’s what we were going to do. Then we found someone who had something kind of similar and they went and looked at it. The service we had created is a really cool thing that will go and backup your entire website. It’s this really cool thing, but it’s kind of hard to explain. It’s awesome. The company saw they had something similar and they built a WordPress plugin. They had it for about six months and then they took it down. We contacted them and said, “Why did you guys take down the WordPress plugin?” They were like, “Our software doesn’t need the WordPress plugin. We just used it to get into the WordPress community. But it’s a nightmare. We have to support a billion different website. It got so support-intensive that we just couldn’t do it anymore. Now we’re back to our normal software as a service thing.” I was like, “Isn’t that interesting?” A company like that had huge VC money and they couldn’t even support a WordPress plugin. Again, this year we were planning on building this WordPress thing out and we finally decided not to go that direction. We’ve been focusing on three software project simultaneously, which probably isn’t the right way to do it, but they all go hand-in-hand so we did it that way. One is a shopping cart that we are calling Backpack. One is an analytics and follow-up tool called Actionytics. Then one is this really cool front-end website creator, and we don’t have a name for it yet. Hopefully we’ll think of a name soon. After these programs are finished, we’ll be excited to start rolling them out. My focus for next year is 100 percent this new software company and these three products we have. I think the potential is really big with it. That’s kind of the direction that we’re focusing on. As we’re developing software programs, for any of you guys who are thinking about developing software, I wanted to give you some tips and tricks and ideas to think about that we have found helpful and might be useful for you guys if that’s the way you’re going. By the way, if it’s not the way you’re going, you should look at it. If you get one really good software program, it will feed you for the rest of your life. One of the big things is the first version of our landing page creator was actually an automated webinar site. It was called ClickFusion.com. I loved that domain name, I love the logo, I love everything. We built this automated webinar software which I think is the best out there by far. I think the problem is we have way too many features. We can do anything for everyone. Because of that, no one ever adopted it. It was too much stuff. A little while ago I read a book called Rework by 37 Signals. Of all my marketing books, it’s probably the one I’ve read the most times. Stu, who I was talking about earlier, actually recommended it at Pirate’s Cove. Rework is a book written by the owner of 37 Signals, and they have Base Camp and a lot of other products like that. They’re all software as a service kind of things, and they were talking about their methodologies to create software. One of the big takeaways I had is that they draw out their feature list, and they cut it in half. Then they cut it in half again and again, and they try to make the most bare-bones, simple thing as possible. When customers come and ask for features, they say no. If people are looking for this or that, they tell them to go try their competitor. They basically say they try to keep things so simple and easy that you really can’t mess it up. It’s a different mindset. Most software people I know look at software like Bill Gates and they want every feature in the world like Microsoft Word with a billion features that no one knows how to use except the bold, italics and underline. I just kind of thought about that from our side. Let’s make things that are simple, easy, that everyone can use. As we’ve rebuilt this new automated webinar/landing page/funnel generator, this time around we’ve built it way differently, where it’s stripped-down, bare bones. It does one or two core things really well, and that’s it. It’s turning out amazing. I’m excited to start marketing, because I think people are going to really jump on it, because of how easy it is to use. That’s kind of what I’m doing right now. I’m at the hotel, going to grab Todd right now. I may do part two of this tomorrow or even tonight. I want you guys thinking about first off, creating some software, but second, creating it very simply, very easy. If you’re thinking about that at all, I would go read Rework by Jason Fred. You should read that no matter what. Every mistake I’ve made in business, when I read that book I was like, “Crap, I made that mistake and that mistake.” I found tons of them. That’s about it for today. I hope you enjoyed this podcast and I will talk to you all either later today on part two of this one, or tomorrow. Thanks everyone.

What I learned when launching our first real SAAS program. ---Transcript--- This is Russell Brunson and this is the Marketing in your car Podcast. I hope you guys are having an awesome day today. I’m actually not driving to the office today. I’m driving to a hotel to pick up our programmer. He is a stud. Some of you guys may know him. He is in town for the next couple of weeks working on some cool projects, so I am going to grab him from the hotel. I have kind of a little longer drive today, so I thought I would do a podcast and talk to you about what we are doing right now, because it’s exciting. Just to get the wheels in your head turning if you are doing any software as a service products, SAAS (software as a service). This is kind of an interesting time in the internet world. When I first got online, the thing to create were these little .exe files, desktop-based. I remember Armen Morne things like E-cover Generator, Header Generator, Sales Letter Generator, all these different products. When I first got online, I saw all the things that Armen was doing, and I was like, “I want to do software too.” I did Zip Brander and Form Fortunes and all these other little software programs. Back then, the cool thing to do was create these little downloadable software programs to download and run on a computer. That’s what we did. People would pay for it one time and we would end at that point. I remember the very first software as a service we ever had was called Digital Repo Man. It was this really cool product where basically if you had an ebook or some product that you were selling, you would use Digital Repo Man to lock it down. Then you could give it to your customers and when your customers wanted a refund you could turn their license key off so they couldn’t give it to other people. It was a cool thing. For whatever reason, it didn’t sell that well. I think it’s one of those things where it’s a prevention versus a cure. People don’t really want to buy a prevention. They want to buy a cure. They wanted to buy something for after someone steals their book so they can go out there and beat up the customer that did it, but they’re not willing to pay money to lock it down ahead of time. Anyway, it didn’t do that well, but it was the first time I had sold software as a service, where people log into a members area, they pay you monthly. It was kind of cool. My favorite thing was that if I made an update to the software, it automatically made the update for everyone. Whereas with Zip Brander when I made an update I had to contact all my customers, give them something to download a new version. 90 percent of our support questions were because people hadn’t downloaded the newest version. It was kind of a nightmare. Software as a service became really big for a while, and we started doing some things in it, but I never really paid a lot of attention to it. Then a little while later WordPress came out and we started building three or four different WordPress plugins and themes and stuff like that, because the WordPress is so big. I’ve got a friend who is probably listening to this podcast, Stu McClaren and he runs a site called WishlistMember where they sell membership plugins for WordPress. They’re doing awesome. They’re making an insane amount of money with it. I was talking to him back when we were in Kenya and he told me one of the biggest issues with it is that their support is kind of a nightmare. Everyone has different servers and different hosting and different version of WordPress, all these different things that can happen with WordPress. Then if you make an update, everyone with your software has to go download the update. In January this year, we kind of mapped out this idea for a really cool plugin, and that’s what we were going to do. Then we found someone who had something kind of similar and they went and looked at it. The service we had created is a really cool thing that will go and backup your entire website. It’s this really cool thing, but it’s kind of hard to explain. It’s awesome. The company saw they had something similar and they built a WordPress plugin. They had it for about six months and then they took it down. We contacted them and said, “Why did you guys take down the WordPress plugin?” They were like, “Our software doesn’t need the WordPress plugin. We just used it to get into the WordPress community. But it’s a nightmare. We have to support a billion different website. It got so support-intensive that we just couldn’t do it anymore. Now we’re back to our normal software as a service thing.” I was like, “Isn’t that interesting?” A company like that had huge VC money and they couldn’t even support a WordPress plugin. Again, this year we were planning on building this WordPress thing out and we finally decided not to go that direction. We’ve been focusing on three software project simultaneously, which probably isn’t the right way to do it, but they all go hand-in-hand so we did it that way. One is a shopping cart that we are calling Backpack. One is an analytics and follow-up tool called Actionytics. Then one is this really cool front-end website creator, and we don’t have a name for it yet. Hopefully we’ll think of a name soon. After these programs are finished, we’ll be excited to start rolling them out. My focus for next year is 100 percent this new software company and these three products we have. I think the potential is really big with it. That’s kind of the direction that we’re focusing on. As we’re developing software programs, for any of you guys who are thinking about developing software, I wanted to give you some tips and tricks and ideas to think about that we have found helpful and might be useful for you guys if that’s the way you’re going. By the way, if it’s not the way you’re going, you should look at it. If you get one really good software program, it will feed you for the rest of your life. One of the big things is the first version of our landing page creator was actually an automated webinar site. It was called <a href="http://ClickFusion.com" rel="nofollow" target="_blank">ClickFusion.com</a>. I loved that domain name, I love the logo, I love everything. We built this automated webinar software which I think is the best out there by far. I think the problem is we have way too many features. We can do anything for everyone. Because of that, no one ever adopted it. It was too much stuff. A little while ago I read a book called Rework by 37 Signals. Of all my marketing books, it’s probably the one I’ve read the most times. Stu, who I was talking about earlier, actually recommended it at Pirate’s Cove. Rework is a book written by the owner of 37 Signals, and they have Base Camp and a lot of other products like that. They’re all software as a service kind of things, and they were talking about their methodologies to create software. One of the big takeaways I had is that they draw out their feature list, and they cut it in half. Then they cut it in half again and again, and they try to make the most bare-bones, simple thing as possible. When customers come and ask for features, they say no. If people are looking for this or that, they tell them to go try their competitor. They basically say they try to keep things so simple and easy that you really can’t mess it up. It’s a different mindset. Most software people I know look at software like Bill Gates and they want every feature in the world like Microsoft Word with a billion features that no one knows how to use except the bold, italics and underline. I just kind of thought about that from our side. Let’s make things that are simple, easy, that everyone can use. As we’ve rebuilt this new automated webinar/landing page/funnel generator, this time around we’ve built it way differently, where it’s stripped-down, bare bones. It does one or two core things really well, and that’s it. It’s turning out amazing. I’m excited to start marketing, because I think people are going to really jump on it, because of how easy it is to use. That’s kind of what I’m doing right now. I’m at the hotel, going to grab Todd right now. I may do part two of this tomorrow or even tonight. I want you guys thinking about first off, creating some software, but second, creating it very simply, very easy. If you’re thinking about that at all, I would go read Rework by Jason Fred. You should read that no matter what. Every mistake I’ve made in business, when I read that book I was like, “Crap, I made that mistake and that mistake.” I found tons of them. That’s about it for today. I hope you enjoyed this podcast and I will talk to you all either later today on part two of this one, or tomorrow. Thanks everyone.

SAAS Smackdown P1

Russell is driving home a 2 AM in the morning and sharing some of the insights they got building out their new SAAS products. Russell also shares with you what it’s like being a super hot girl! ---Transcript--- Hey everyone! This is Russell Brunson. I want to welcome you to an exciting edition of the Marketing In Your Car podcast. It is actually 2:00 in the morning. I just dropped off Todd at the hotel. Todd is our developer. You guys heard about him in the last episode, and I’m in the Ferrari driving home at 2:00 in the morning. It is freezing cold! And the top’s down, and I just passed a cop. But the top will remain down because we’re driving a Ferrari. You don’t put a top up. I don’t care if it’s two in the morning, if it’s freezing cold, that’s how we roll and run the Ferrari. So in the last episode, I was talking about developing software is a service type product, and what’s been fun is basically the last two weeks Todd has been here in town. We’ve been developing a brand new product, and I’m super fired up about it because I think it’s going to change the way that people do marketing. I know it’s going to change the way I do things. It’s going to make it where, basically, I can do all the marketing by myself without any webmasters, developers or anything, which is exciting. So anyway, I’m excited for it. But I’m more excited just to talk more about you guys, about software as a service. And we talked about it last time, just some of the benefits of it. But the reality is like it’s been interesting is we’ve developed this product. You know, in the past when we developed products, we tried to give it so many features and so many things that it’s just overwhelming to customers and to us to support it, and to create. And we’ve really been following this model just like making a strip-down, bare bones, as simple and as easy as possible, and as we’ve done that it’s just making a tool that I think people will use and stick with long-term. One of the cool concepts we talked a lot about tonight, that I think I want to kind of focus this on with you guys is, when you’re creating, if you decide to create your own software — if and when you’re creating your own software. One of the biggest keys in the long-term success of your program, whatever you’re creating, is if you can create something that has pain and disconnect. And it makes me laugh… I’ve been doing membership sites now for, man, seven or eight years. We’ve made millions of dollars off membership sites. But one of the constant dilemmas we have is there’s always this constant churn and burn. We’re always just adding people into the funnel. I just passed another cop, so I might go onto the side street here. Anyway, it’s a constant burn and churn when you have a typical membership site because content is good, but it’s not essential. Like when somebody — you know, their credit card comes up, and they’re looking at their bills — like when they look at like “Oh, it’s a membership site. I enjoy it. But, hey, you know, it’s… I don’t have to have it.” So it’s creating something that if somebody wanted to cancel, there’s huge pain and disconnect. And that’s really what — you know, not that we’re trying to develop things that cause pain, that would hurt our client’s business. But is something that is so valuable and so useful that if they ever canceled it, would be very painful. So, you know, if for some reason their credit card failed, they’re just going to think, “Oh my credit card failed, no big deal.” If their credit card failed, within two minutes they would call you because they’re using your service so much that they have to have it to function. And that’s the kind of product that you’ve really got to create, and I think that’s really the big secret. I really think that next year, with this product rolling out, I think we could do $10-million pretty easily next year. And it’s just because we’ve created something that’s so powerful and so useful that the pain and disconnect is just so much, and so I really want you guys thinking about that. Like if you do decide to develop a software program, like what kind of product or service can we create that ties our customers in so deeply that they just love it so much that they can’t cancel? It’s kind of like our supplement. Our supplement has been interesting because I think it’s kind of the case with any supplement you have. There is a percentage of people who it doesn’t work for, and there’s a percentage of people who it works great for. And that’s how it is right now. If we have people, we have clients who are literally calling us saying: “My bottle is empty, and my new next shipment hasn’t come in! I will pay you whatever it costs to overnight this thing. And make sure that I have that bottle here tomorrow because I don’t want to go through a single day without this in my system.” We get those kinds of calls all the time, which is awesome and exciting. And so, again, it’s pain and disconnect. If those clients stop having our supplement, they’re in so much pain that they can’t function, and so they don’t want to go without it. And I think that, you know, in the past in the Internet marketing world, what people have taught and talked about it is just, you know, “create something that’s good and people will stick on it.” But I think you’ve really got to create something that has such a big pain and disconnect that they can’t leave you. They won’t leave you because it’s so important. And that’s the kind of businesses we’re really trying to focus on, and I think you actually should be focusing on as well, and so, I just want to kind of throw that out there because that’s what we’re talking about right now, and it’s been a lot of fun. The other thing that we are kind of playing with that I think is interesting that I want to throw out just an idea for you guys is: If you do have a membership site or something that doesn’t have that big, huge pain and disconnect, you know, one thing that we’ve been looking at a lot recently is like, what’s our average customer value? You know, and we did this before on our membership sites. You know, the average customer stays for one month or three months or six months or whatever it is. When you find that number out, it’s very important to kind of just start focusing on that. Say, “okay, our average customer is staying for just three months at a time, you know, or six months at a time, whatever that is, if you know what that dollar amount is. We’re going to be instituting one of our membership sites coming up next month, and I’m really excited for is… We’re going to give people the ability to buy out their membership site. So if we know the average person stays for three months, that means that month number two or two and a half, we’re going to start a campaign basically saying: “Hey, you’ve been a member for two months. So far, I hope you’re really enjoying the site. What we want to do is, we want to offer you the ability to buy out your contract. “So basically, for an extra $100 or $200 or whatever it is, you can get a lifetime access to the site. So longer do you have to pay us $97 a month, just pay $200 and boom! You get lifetime access.” And suddenly for anyone who takes that, we just basically increased, you know, we took that person from the average two to three months, to six or eight or twelve months of revenue. Anyway, it’s a cool concept I’m really excited for, and I can share stats and results, as we get deeper into it and kind of see what happens. But just think that. Think about what’s your average stick rate, and right before that average stick rate, give people the ability to buy out a membership at a discount. Or people who cancel give them the ability to buy out the membership at a discount. Same kind of thing that, you know, they’re probably just tired of seeing the monthly payments. They probably still like what you have, so you said: “Hey, you know, you may not like paying $97 a month. But for how about $200, we’ll give you lifetime access. You never have to pay again.” And just some fun things to start looking at, just different ways to look at your numbers when you’re doing reoccurring revenue, continuity, and things like that. So anyway, I hope these are just a couple fun ideas. Again, you know, I am so tired right now. We’ve been going like, literally the last two weeks that Todd has been here, we been going late nights like this almost every single night. I’m pretty sure my wife is ready to kill me, but sometimes that’s what you do as an entrepreneur. You burn the midnight oil to create something really cool that will pay you for the rest of your life. And so that’s what we’ve been doing and just having that kind of fun, so my brain is kind of all over the place. I just wanted to share with you guys some interesting ideas while I’m driving home, so it’s been a lot of fun. I’ve also had a lot of people email me, asking what it’s like driving the Ferrari, now that I’ve been in Boise driving it for the last week or so. It’s been interesting. Like the first day we had it and parked at the office, we probably had four or five different sets of people who came to the office, parked, came to the door and asked like, “Who’s Ferrari is that? Who’s Ferrari is that?” Like it wasn’t just someone driving by, like they actually came into our office, and asked to see and ask me questions about it. This one kid that drove by, and the guy got so excited he called all his friends. We had this group of like all these teenaged boys outside our office just checking out the car, and they literally sat outside for over an hour, taking pictures and just looking at it. I thought it was the funniest thing! And then, the other thing that’s been interesting is I kind of know what it feels like now to be a really super hot girl. Like, literally, when I’m driving down the street, I have guys driving — be honking their horns, waving, yelling catcalls at me. I had people like, pulling into parking lots and asking me questions, like I’ve never felt that. I’ve never had the opportunity to be a super, smoking hot girl, but I could imagine that’s probably what it’s like for them. Like they get approached, they have people yelling at them; here people are just like staring. Literally, I can watch as I drive down the road and almost every guy has this like really weird like whiplash, you know, where they’re following the car. And so, I can kind of empathize now with super hot girls, and I feel bad for them sometimes because that would be really, really hard and annoying. At first it’s kind of cool and flattering, but after a while it would be annoying. So anyway, I’m still in the stage where I like being the super hot girl, and I’m enjoying everyone yelling at me in my car. But I’m sure it will go away, and we keep talking about, you know, what are we going to do with it? Obviously, I don’t think I want to drive a Ferrari the rest of my life. I would like to, but… You know, winning a Ferrari is cool, but I think we told you guys in one of the other episodes, it’s just the tax liability is like… Basically, Joel, he won. You know, he gave me the car so he wrote it off on his taxes as a $130,000 loss. We basically incurred a $130,000 gift, and so I had to pay taxes on $130-grand. Which in my tax bracket is like $60-grand or something crazy like that, so by winning the car I’ve got to pay $60-grand, plus I’ve got to pay sales tax. I’ve got pay like another eight or nine grand as soon as I register it, which I’m doing tomorrow. It’s kind of just an expensive machine, so I think after like the thrill of driving, it wears off. We’re going to do a contest and give it away. We talked about selling it, but selling it… Let’s say I sold it for $130- $150-grand, you know, after paying taxes I still would make $70- $80-grand. Whereas, if I did a contest, and if I execute it correctly, we could make a lot more than that. So we’re actually going to, using the Ferrari in a contest, to give away our new software we’re launching. So who knows! We’ll see. Time will tell. It’ll be a lot of fun. Anyway I just got home, you guys. I’m ready to crash and go to bed. I hope you guys are having a great day, having a fun time being an entrepreneur. Think about some of these cool things I’m sharing with you. Hopefully, you guys implement it in whatever your business you’re in, and I will talk to y’all again soon. Thanks so much, you guys!

Russell is driving home a 2 AM in the morning and sharing some of the insights they got building out their new SAAS products. Russell also shares with you what it’s like being a super hot girl! ---Transcript--- Hey everyone! This is Russell Brunson. I want to welcome you to an exciting edition of the Marketing In Your Car podcast. It is actually 2:00 in the morning. I just dropped off Todd at the hotel. Todd is our developer. You guys heard about him in the last episode, and I’m in the Ferrari driving home at 2:00 in the morning. It is freezing cold! And the top’s down, and I just passed a cop. But the top will remain down because we’re driving a Ferrari. You don’t put a top up. I don’t care if it’s two in the morning, if it’s freezing cold, that’s how we roll and run the Ferrari. So in the last episode, I was talking about developing software is a service type product, and what’s been fun is basically the last two weeks Todd has been here in town. We’ve been developing a brand new product, and I’m super fired up about it because I think it’s going to change the way that people do marketing. I know it’s going to change the way I do things. It’s going to make it where, basically, I can do all the marketing by myself without any webmasters, developers or anything, which is exciting. So anyway, I’m excited for it. But I’m more excited just to talk more about you guys, about software as a service. And we talked about it last time, just some of the benefits of it. But the reality is like it’s been interesting is we’ve developed this product. You know, in the past when we developed products, we tried to give it so many features and so many things that it’s just overwhelming to customers and to us to support it, and to create. And we’ve really been following this model just like making a strip-down, bare bones, as simple and as easy as possible, and as we’ve done that it’s just making a tool that I think people will use and stick with long-term. One of the cool concepts we talked a lot about tonight, that I think I want to kind of focus this on with you guys is, when you’re creating, if you decide to create your own software — if and when you’re creating your own software. One of the biggest keys in the long-term success of your program, whatever you’re creating, is if you can create something that has pain and disconnect. And it makes me laugh… I’ve been doing membership sites now for, man, seven or eight years. We’ve made millions of dollars off membership sites. But one of the constant dilemmas we have is there’s always this constant churn and burn. We’re always just adding people into the funnel. I just passed another cop, so I might go onto the side street here. Anyway, it’s a constant burn and churn when you have a typical membership site because content is good, but it’s not essential. Like when somebody — you know, their credit card comes up, and they’re looking at their bills — like when they look at like “Oh, it’s a membership site. I enjoy it. But, hey, you know, it’s… I don’t have to have it.” So it’s creating something that if somebody wanted to cancel, there’s huge pain and disconnect. And that’s really what — you know, not that we’re trying to develop things that cause pain, that would hurt our client’s business. But is something that is so valuable and so useful that if they ever canceled it, would be very painful. So, you know, if for some reason their credit card failed, they’re just going to think, “Oh my credit card failed, no big deal.” If their credit card failed, within two minutes they would call you because they’re using your service so much that they have to have it to function. And that’s the kind of product that you’ve really got to create, and I think that’s really the big secret. I really think that next year, with this product rolling out, I think we could do $10-million pretty easily next year. And it’s just because we’ve created something that’s so powerful and so useful that the pain and disconnect is just so much, and so I really want you guys thinking about that. Like if you do decide to develop a software program, like what kind of product or service can we create that ties our customers in so deeply that they just love it so much that they can’t cancel? It’s kind of like our supplement. Our supplement has been interesting because I think it’s kind of the case with any supplement you have. There is a percentage of people who it doesn’t work for, and there’s a percentage of people who it works great for. And that’s how it is right now. If we have people, we have clients who are literally calling us saying: “My bottle is empty, and my new next shipment hasn’t come in! I will pay you whatever it costs to overnight this thing. And make sure that I have that bottle here tomorrow because I don’t want to go through a single day without this in my system.” We get those kinds of calls all the time, which is awesome and exciting. And so, again, it’s pain and disconnect. If those clients stop having our supplement, they’re in so much pain that they can’t function, and so they don’t want to go without it. And I think that, you know, in the past in the Internet marketing world, what people have taught and talked about it is just, you know, “create something that’s good and people will stick on it.” But I think you’ve really got to create something that has such a big pain and disconnect that they can’t leave you. They won’t leave you because it’s so important. And that’s the kind of businesses we’re really trying to focus on, and I think you actually should be focusing on as well, and so, I just want to kind of throw that out there because that’s what we’re talking about right now, and it’s been a lot of fun. The other thing that we are kind of playing with that I think is interesting that I want to throw out just an idea for you guys is: If you do have a membership site or something that doesn’t have that big, huge pain and disconnect, you know, one thing that we’ve been looking at a lot recently is like, what’s our average customer value? You know, and we did this before on our membership sites. You know, the average customer stays for one month or three months or six months or whatever it is. When you find that number out, it’s very important to kind of just start focusing on that. Say, “okay, our average customer is staying for just three months at a time, you know, or six months at a time, whatever that is, if you know what that dollar amount is. We’re going to be instituting one of our membership sites coming up next month, and I’m really excited for is… We’re going to give people the ability to buy out their membership site. So if we know the average person stays for three months, that means that month number two or two and a half, we’re going to start a campaign basically saying: “Hey, you’ve been a member for two months. So far, I hope you’re really enjoying the site. What we want to do is, we want to offer you the ability to buy out your contract. “So basically, for an extra $100 or $200 or whatever it is, you can get a lifetime access to the site. So longer do you have to pay us $97 a month, just pay $200 and boom! You get lifetime access.” And suddenly for anyone who takes that, we just basically increased, you know, we took that person from the average two to three months, to six or eight or twelve months of revenue. Anyway, it’s a cool concept I’m really excited for, and I can share stats and results, as we get deeper into it and kind of see what happens. But just think that. Think about what’s your average stick rate, and right before that average stick rate, give people the ability to buy out a membership at a discount. Or people who cancel give them the ability to buy out the membership at a discount. Same kind of thing that, you know, they’re probably just tired of seeing the monthly payments. They probably still like what you have, so you said: “Hey, you know, you may not like paying $97 a month. But for how about $200, we’ll give you lifetime access. You never have to pay again.” And just some fun things to start looking at, just different ways to look at your numbers when you’re doing reoccurring revenue, continuity, and things like that. So anyway, I hope these are just a couple fun ideas. Again, you know, I am so tired right now. We’ve been going like, literally the last two weeks that Todd has been here, we been going late nights like this almost every single night. I’m pretty sure my wife is ready to kill me, but sometimes that’s what you do as an entrepreneur. You burn the midnight oil to create something really cool that will pay you for the rest of your life. And so that’s what we’ve been doing and just having that kind of fun, so my brain is kind of all over the place. I just wanted to share with you guys some interesting ideas while I’m driving home, so it’s been a lot of fun. I’ve also had a lot of people email me, asking what it’s like driving the Ferrari, now that I’ve been in Boise driving it for the last week or so. It’s been interesting. Like the first day we had it and parked at the office, we probably had four or five different sets of people who came to the office, parked, came to the door and asked like, “Who’s Ferrari is that? Who’s Ferrari is that?” Like it wasn’t just someone driving by, like they actually came into our office, and asked to see and ask me questions about it. This one kid that drove by, and the guy got so excited he called all his friends. We had this group of like all these teenaged boys outside our office just checking out the car, and they literally sat outside for over an hour, taking pictures and just looking at it. I thought it was the funniest thing! And then, the other thing that’s been interesting is I kind of know what it feels like now to be a really super hot girl. Like, literally, when I’m driving down the street, I have guys driving — be honking their horns, waving, yelling catcalls at me. I had people like, pulling into parking lots and asking me questions, like I’ve never felt that. I’ve never had the opportunity to be a super, smoking hot girl, but I could imagine that’s probably what it’s like for them. Like they get approached, they have people yelling at them; here people are just like staring. Literally, I can watch as I drive down the road and almost every guy has this like really weird like whiplash, you know, where they’re following the car. And so, I can kind of empathize now with super hot girls, and I feel bad for them sometimes because that would be really, really hard and annoying. At first it’s kind of cool and flattering, but after a while it would be annoying. So anyway, I’m still in the stage where I like being the super hot girl, and I’m enjoying everyone yelling at me in my car. But I’m sure it will go away, and we keep talking about, you know, what are we going to do with it? Obviously, I don’t think I want to drive a Ferrari the rest of my life. I would like to, but… You know, winning a Ferrari is cool, but I think we told you guys in one of the other episodes, it’s just the tax liability is like… Basically, Joel, he won. You know, he gave me the car so he wrote it off on his taxes as a $130,000 loss. We basically incurred a $130,000 gift, and so I had to pay taxes on $130-grand. Which in my tax bracket is like $60-grand or something crazy like that, so by winning the car I’ve got to pay $60-grand, plus I’ve got to pay sales tax. I’ve got pay like another eight or nine grand as soon as I register it, which I’m doing tomorrow. It’s kind of just an expensive machine, so I think after like the thrill of driving, it wears off. We’re going to do a contest and give it away. We talked about selling it, but selling it… Let’s say I sold it for $130- $150-grand, you know, after paying taxes I still would make $70- $80-grand. Whereas, if I did a contest, and if I execute it correctly, we could make a lot more than that. So we’re actually going to, using the Ferrari in a contest, to give away our new software we’re launching. So who knows! We’ll see. Time will tell. It’ll be a lot of fun. Anyway I just got home, you guys. I’m ready to crash and go to bed. I hope you guys are having a great day, having a fun time being an entrepreneur. Think about some of these cool things I’m sharing with you. Hopefully, you guys implement it in whatever your business you’re in, and I will talk to y’all again soon. Thanks so much, you guys!

Software As A Service 2

How we made $30,000 in four hours, training people on stuff we love to share, and how you can too. ---Transcript--- Hey everyone, this is Russell Brunson. I want to welcome you to the Marketing in Your Car podcast. We are officially on episode 51 which is exciting for a lot of reasons that I’m going to talk about in a minute. It’s about noon. I’m heading to the office right now. I’m going in a little bit late. That’s because I went in earlier today as well. I had a workout early because we’re relaunching the new version of our supplement this morning. We had some ads hitting someone in real quick to fix some things up, headed back home to shower and play with the kids, and now I’m heading back to the office, about noon but I want to share with you guys a really cool story about the black box. Some of you probably saw the promotion we ran recently. It’s doing really well. I want to walk you guys through it. The black box training, if you didn’t have a chance to watch it, which you should go watch it. You can see it at MillionaireIncubator.com. It’s basically I was walking everyone through the process I’ve been using lately that’s just crushing it where basically, we’re leading with a free plus shipping something, a newsletter, a magazine, a CD, a DVD, an mp3 player, a knife, a something, some weird gadget or info, giving away a free thing. After they purchase that free thing, then you take them to a page that walks them through a really cool case study of something you’ve done or are doing. Then you have them sign up for an invisible funnel webinar which is a webinar where basically they pay zero dollars to attend. Then you do the training live. At the end of it, if they like it, then you bill them. They put their credit card in for zero dollars and you re-bill them at the end. At the end of the three or four hour long training that you teach whatever concept it is you’re teaching, then you offer them an opportunity to work with you where you have them apply. We ran that last Friday. One of the tweaks we did this time with our invisible funnel which was kind of cool is we actually, up front, they can sign up for zero dollars and then pay $97 when the training is over. Or if they know it’s going to be good and they can save $20 by just paying $77 now. We did that. What’s interesting is 39% of the people paid the $77 now which was exciting. We made almost $10,000, just shy of $10,000 from people paying the $77 up front, and then today, probably here in about an hour, we’re going to be re-billing everyone who didn’t cancel. Based on that, we’ll be making another probably $20,000 to $25,000 depending on how many people’s cards go through. We made about $30,000 just doing the actual training which was exciting. It’s always good to get paid to teach someone cool up front. Then now we got a hold of people that applied to work with us. We’ll be signing them up as well for our high end thing which hopefully we’ll make another six figures or more from that. It’s exciting and cool. This whole black box concept is something that I hope all you guys have a chance to look at. That’s basically the process. You create a really cool, take out your best tip, secret, or strategy or whatever, make a free plus shipping thing, and then sell that. They pay for shipping and then on the next page, you show them a case study of how that thing that they just bought, how it’s worked for somebody else. Say a case study of how someone lost 30 pounds or someone made this much money, or someone saved this much money on their taxes, whatever your system is that you teach. Then tell them that you’ll teach them that over premium training that is anywhere from $47 to $97 but they don’t have to pay until after the webinar is over. They just put in their credit card now. If they hate it, they let you know. If they love it, do nothing and you’ll bill them at the end. At the end of that, let them apply to get your more personalized one-on-one coaching program. That’s what we did and taught. It’s been exciting so far. People have been going crazy with this. I’m excited. The other reason I wanted to tell you this is the whole free plus shipping thing, we used to do it back in the day where we’d do free plus shipping and put someone on a forced continuity program but we stopped doing that because FTC and Visa and Mastercard did not like that, so we stopped doing forced continuity, but we kind of stopped doing free plus shipping stuff as well. Over the last three or four months, we brought it back, didn’t do any continuity but we do upsells. Right now, that model is crushing it for us. I actually took the first 50 episodes of Marketing in your Car. We put it on a CD. You will see here in the next week or two an offer I put out where you get the first 50 episodes of Marketing in your Car for free, just cover six or eight bucks for shipping and handling and we’ll ship it out to you. I hope a lot of you guys take it up because you’ll have a chance to listen to the entire first 50 episodes on one CD. We cut out the cheesy audio songs so you don’t have to hear it a thousand times. I think it would be really good. Afterwards, we’ll upsell people into our funnel. I recommend you guys getting it for two reasons. One, you’ll get all of the podcasts so far on a nice convenient CD, and number two, you’ll have a chance to see this black box process in action. I’m at the office now. I’m going to go rock and roll, make some more black boxes for myself, for my businesses, and check to see how our supplements are doing this morning with our new funnel and the new ad that went out. Hope you guys are doing awesome and we will talk to you soon.

How we made $30,000 in four hours, training people on stuff we love to share, and how you can too. ---Transcript--- Hey everyone, this is Russell Brunson. I want to welcome you to the Marketing in Your Car podcast. We are officially on episode 51 which is exciting for a lot of reasons that I’m going to talk about in a minute. It’s about noon. I’m heading to the office right now. I’m going in a little bit late. That’s because I went in earlier today as well. I had a workout early because we’re relaunching the new version of our supplement this morning. We had some ads hitting someone in real quick to fix some things up, headed back home to shower and play with the kids, and now I’m heading back to the office, about noon but I want to share with you guys a really cool story about the black box. Some of you probably saw the promotion we ran recently. It’s doing really well. I want to walk you guys through it. The black box training, if you didn’t have a chance to watch it, which you should go watch it. You can see it at <a href="http://www.millionaireincubator.com/" rel="nofollow" target="_blank">MillionaireIncubator.com</a>. It’s basically I was walking everyone through the process I’ve been using lately that’s just crushing it where basically, we’re leading with a free plus shipping something, a newsletter, a magazine, a CD, a DVD, an mp3 player, a knife, a something, some weird gadget or info, giving away a free thing. After they purchase that free thing, then you take them to a page that walks them through a really cool case study of something you’ve done or are doing. Then you have them sign up for an invisible funnel webinar which is a webinar where basically they pay zero dollars to attend. Then you do the training live. At the end of it, if they like it, then you bill them. They put their credit card in for zero dollars and you re-bill them at the end. At the end of the three or four hour long training that you teach whatever concept it is you’re teaching, then you offer them an opportunity to work with you where you have them apply. We ran that last Friday. One of the tweaks we did this time with our invisible funnel which was kind of cool is we actually, up front, they can sign up for zero dollars and then pay $97 when the training is over. Or if they know it’s going to be good and they can save $20 by just paying $77 now. We did that. What’s interesting is 39% of the people paid the $77 now which was exciting. We made almost $10,000, just shy of $10,000 from people paying the $77 up front, and then today, probably here in about an hour, we’re going to be re-billing everyone who didn’t cancel. Based on that, we’ll be making another probably $20,000 to $25,000 depending on how many people’s cards go through. We made about $30,000 just doing the actual training which was exciting. It’s always good to get paid to teach someone cool up front. Then now we got a hold of people that applied to work with us. We’ll be signing them up as well for our high end thing which hopefully we’ll make another six figures or more from that. It’s exciting and cool. This whole black box concept is something that I hope all you guys have a chance to look at. That’s basically the process. You create a really cool, take out your best tip, secret, or strategy or whatever, make a free plus shipping thing, and then sell that. They pay for shipping and then on the next page, you show them a case study of how that thing that they just bought, how it’s worked for somebody else. Say a case study of how someone lost 30 pounds or someone made this much money, or someone saved this much money on their taxes, whatever your system is that you teach. Then tell them that you’ll teach them that over premium training that is anywhere from $47 to $97 but they don’t have to pay until after the webinar is over. They just put in their credit card now. If they hate it, they let you know. If they love it, do nothing and you’ll bill them at the end. At the end of that, let them apply to get your more personalized one-on-one coaching program. That’s what we did and taught. It’s been exciting so far. People have been going crazy with this. I’m excited. The other reason I wanted to tell you this is the whole free plus shipping thing, we used to do it back in the day where we’d do free plus shipping and put someone on a forced continuity program but we stopped doing that because FTC and Visa and Mastercard did not like that, so we stopped doing forced continuity, but we kind of stopped doing free plus shipping stuff as well. Over the last three or four months, we brought it back, didn’t do any continuity but we do upsells. Right now, that model is crushing it for us. I actually took the first 50 episodes of Marketing in your Car. We put it on a CD. You will see here in the next week or two an offer I put out where you get the first 50 episodes of Marketing in your Car for free, just cover six or eight bucks for shipping and handling and we’ll ship it out to you. I hope a lot of you guys take it up because you’ll have a chance to listen to the entire first 50 episodes on one CD. We cut out the cheesy audio songs so you don’t have to hear it a thousand times. I think it would be really good. Afterwards, we’ll upsell people into our funnel. I recommend you guys getting it for two reasons. One, you’ll get all of the podcasts so far on a nice convenient CD, and number two, you’ll have a chance to see this black box process in action. I’m at the office now. I’m going to go rock and roll, make some more black boxes for myself, for my businesses, and check to see how our supplements are doing this morning with our new funnel and the new ad that went out. Hope you guys are doing awesome and we will talk to you soon.

The “MarketingInYourCar” Blackbox In Action

On this episode, Russell talks about his 8 hour marathon hangout and the ONLY thing you need to get your business to 7 figures a year. ---Transcript--- Hey, everybody. This is Russell Brunson from the “Marketing in Your Car” podcast at DotComSecrets.com. Right now, I’m actually headed to the gym, because I don’t want to go the gym this afternoon, so I’m going this morning [laughs]. This is actually the “Marketing on Your Way to the Gym” podcast this morning. It’s been a couple of day since I did a podcast, mostly – oh, I just hit a squirrel. Oh, he survived. Good, he missed me [laughs]. That was close. I’ve been gone. I was out of town, in Dallas, because there’s a new network marketing company launching. I’ve spent the last seven months or so building out all of their sales processes, and scripting their videos, and all of that kind of fun stuff with it. They actually went live on Saturday, so it’s been kind of a whirlwind nightmare and exciting all at the same time. I’m sure that if you were on Facebook or on Twitter that you have been pounded by it, which is probably kind of annoying to some people, but it’s a good thing from my standpoint, because the word is out, it’s growing fast. It’s on the first leg. This is Tuesday morning, so it’s been live basically two and a half days. We’ve had over 35,000 people sign the NDA to find out what it is, and it’s been exciting watching it. It’s just growing like wildfire. I’ve had messages from people trying to get close to me. My voice is on all of the videos, so it kind of makes me laugh. What was interesting, and what I want to talk about today is that there is a really good book written by Michael Masterson called “Ready, Fire, Aim”. In that book he talks about the skill sets and the things that you need for a business going from zero to a million dollars in a year, from a million to ten, from ten to fifty, and from fifty to a hundred. For most of us, we are not going to get past the ten million dollar mark. You might, but for me, I don’t even want to. We got to ten million dollars once, and it was kind of a nightmare to manage. But anyway, it was interesting – the skill set to go from zero to a million dollars – the whole book is funny. Most people will be focusing on getting the website perfect, getting their office set up, hiring the right staff and all of this stuff. He’s like, “The only thing that matters, if you want to go from zero to a million dollars, is sales. Sales are the only thing that matters. Getting in there, and cutting your teeth, and just selling, selling, selling, selling.” If you’re going to read that book, it brings you back to that, because in all of our businesses, we make money when we sell. Most of us, when we start our businesses, if we’re entrepreneurs, that’s how we get our start. It’s us out there selling and doing our best, and then somewhere when we start growing, we get away from that. I know for me, we always come back to that. When everything starts getting going down a little bit, you can come back and sell, and, “Boom,” it brings it back up. Selling obviously is happening in a lot of different formats. You’ve sales letters, webinars, tele-seminars, videos. There are so many fun ways to sell online. Yesterday I did a kind of a fun experiment. Because this whole new company is launching, and we want to get a bunch of market share as quickly as we can to get a lot of people on our team, we decided to do a big huge Google hangout yesterday. We ended up doing Google Hangout for six or seven hours long. I can’t remember. I was beat up by the end of it, but basically we got me and four or five other people on it, and we put it out to our list. For six or seven hours, we did this huge long hangout, closing people one at a time on why they should sign the NDA. It was actually really fun. It felt almost like we were on PBS – one of those telethons, because we’d be on there and get people to text us their information. We’d go and we’d fill out the form, and say, “congratulations, Mike. You just made it in. Go sign the NDA. Okay, so and so, I just got your text. We’re doing you next.” Everyone was going back and forth, and there was a lot of energy in our office. It was really fun. But it reminded me about getting back to the roots of selling. We put everything else on hold the entire day, and did nothing but have our entire team all selling for the entire day. I look at – you know most days in the office, I’m working on a project. They’re working on their little thing, and things slowly move forward, but the times we make huge jumps is when everybody’s selling. The energy in the room is from when all of that stuff is happening at once. I think that in my company, we’re going to do another telethon today, which is going to be fun. I would really set it up at least once a month where you get everyone on your team selling – something in place where that’s the mindset and the culture of everyone – that selling is the most important thing. It’s the lifeblood of our team. Whether it is, if you have an e-mail list, you sending an e-mail out to your list and having people calling in, or something that causes that to happen. You can get everyone on your team doing that. When you do it, it brings your team closer. Everyone understands that the way that they make money and get paid is by selling, and it just changes the culture a little bit. Yesterday was such a neat, magical day. By the end of it, we were all tired and beat up, and we all just wanted to go home and crash, but that experience bonded us altogether, and I think it was really neat. That’s what I recommend. Again, first off, I’d go read Michael Masterson’s book, “Ready, Fire, Aim”, and even if you just read the chapters, the beginning two or three chapters, where it talks about going from zero to million dollars a year, that stuff is powerful, and it will get you back into the mindset of selling, selling, selling. Then do that with your team. Do that if it’s just you. If you’re a one person team, figure out a way you can just sit down and sell all day long, because when you start selling, you’re going to see what works, what doesn’t work and it’s by far the best way to start growing. If you have an existing business relationship, it will really expand if you just get back into the sales mindset. That’s about it for today. I just wanted to mention all of that stuff. That’s what’s going on in my life and at the top of my mind right now. I’m at my gym now, so I’m going to go. I appreciate you guys. If you enjoyed this podcast at all, please comment on it. I think I need a couple of more comments, and then I can actually get some stars showing on this thing which would be exciting. All right, talk to ya soon guys.

On this episode, Russell talks about his 8 hour marathon hangout and the ONLY thing you need to get your business to 7 figures a year. ---Transcript--- Hey, everybody. This is Russell Brunson from the “Marketing in Your Car” podcast at <a href="http://DotComSecrets.com" rel="nofollow" target="_blank">DotComSecrets.com</a>. Right now, I’m actually headed to the gym, because I don’t want to go the gym this afternoon, so I’m going this morning [laughs]. This is actually the “Marketing on Your Way to the Gym” podcast this morning. It’s been a couple of day since I did a podcast, mostly – oh, I just hit a squirrel. Oh, he survived. Good, he missed me [laughs]. That was close. I’ve been gone. I was out of town, in Dallas, because there’s a new network marketing company launching. I’ve spent the last seven months or so building out all of their sales processes, and scripting their videos, and all of that kind of fun stuff with it. They actually went live on Saturday, so it’s been kind of a whirlwind nightmare and exciting all at the same time. I’m sure that if you were on Facebook or on Twitter that you have been pounded by it, which is probably kind of annoying to some people, but it’s a good thing from my standpoint, because the word is out, it’s growing fast. It’s on the first leg. This is Tuesday morning, so it’s been live basically two and a half days. We’ve had over 35,000 people sign the NDA to find out what it is, and it’s been exciting watching it. It’s just growing like wildfire. I’ve had messages from people trying to get close to me. My voice is on all of the videos, so it kind of makes me laugh. What was interesting, and what I want to talk about today is that there is a really good book written by Michael Masterson called “Ready, Fire, Aim”. In that book he talks about the skill sets and the things that you need for a business going from zero to a million dollars in a year, from a million to ten, from ten to fifty, and from fifty to a hundred. For most of us, we are not going to get past the ten million dollar mark. You might, but for me, I don’t even want to. We got to ten million dollars once, and it was kind of a nightmare to manage. But anyway, it was interesting – the skill set to go from zero to a million dollars – the whole book is funny. Most people will be focusing on getting the website perfect, getting their office set up, hiring the right staff and all of this stuff. He’s like, “The only thing that matters, if you want to go from zero to a million dollars, is sales. Sales are the only thing that matters. Getting in there, and cutting your teeth, and just selling, selling, selling, selling.” If you’re going to read that book, it brings you back to that, because in all of our businesses, we make money when we sell. Most of us, when we start our businesses, if we’re entrepreneurs, that’s how we get our start. It’s us out there selling and doing our best, and then somewhere when we start growing, we get away from that. I know for me, we always come back to that. When everything starts getting going down a little bit, you can come back and sell, and, “Boom,” it brings it back up. Selling obviously is happening in a lot of different formats. You’ve sales letters, webinars, tele-seminars, videos. There are so many fun ways to sell online. Yesterday I did a kind of a fun experiment. Because this whole new company is launching, and we want to get a bunch of market share as quickly as we can to get a lot of people on our team, we decided to do a big huge Google hangout yesterday. We ended up doing Google Hangout for six or seven hours long. I can’t remember. I was beat up by the end of it, but basically we got me and four or five other people on it, and we put it out to our list. For six or seven hours, we did this huge long hangout, closing people one at a time on why they should sign the NDA. It was actually really fun. It felt almost like we were on PBS – one of those telethons, because we’d be on there and get people to text us their information. We’d go and we’d fill out the form, and say, “congratulations, Mike. You just made it in. Go sign the NDA. Okay, so and so, I just got your text. We’re doing you next.” Everyone was going back and forth, and there was a lot of energy in our office. It was really fun. But it reminded me about getting back to the roots of selling. We put everything else on hold the entire day, and did nothing but have our entire team all selling for the entire day. I look at – you know most days in the office, I’m working on a project. They’re working on their little thing, and things slowly move forward, but the times we make huge jumps is when everybody’s selling. The energy in the room is from when all of that stuff is happening at once. I think that in my company, we’re going to do another telethon today, which is going to be fun. I would really set it up at least once a month where you get everyone on your team selling – something in place where that’s the mindset and the culture of everyone – that selling is the most important thing. It’s the lifeblood of our team. Whether it is, if you have an e-mail list, you sending an e-mail out to your list and having people calling in, or something that causes that to happen. You can get everyone on your team doing that. When you do it, it brings your team closer. Everyone understands that the way that they make money and get paid is by selling, and it just changes the culture a little bit. Yesterday was such a neat, magical day. By the end of it, we were all tired and beat up, and we all just wanted to go home and crash, but that experience bonded us altogether, and I think it was really neat. That’s what I recommend. Again, first off, I’d go read Michael Masterson’s book, “Ready, Fire, Aim”, and even if you just read the chapters, the beginning two or three chapters, where it talks about going from zero to million dollars a year, that stuff is powerful, and it will get you back into the mindset of selling, selling, selling. Then do that with your team. Do that if it’s just you. If you’re a one person team, figure out a way you can just sit down and sell all day long, because when you start selling, you’re going to see what works, what doesn’t work and it’s by far the best way to start growing. If you have an existing business relationship, it will really expand if you just get back into the sales mindset. That’s about it for today. I just wanted to mention all of that stuff. That’s what’s going on in my life and at the top of my mind right now. I’m at my gym now, so I’m going to go. I appreciate you guys. If you enjoyed this podcast at all, please comment on it. I think I need a couple of more comments, and then I can actually get some stars showing on this thing which would be exciting. All right, talk to ya soon guys.

The ONLY Secret To Get From $0 To $1,000,000

You’ve heard the #1 reason you succeed or fail in real estate is “Location, Location, Location,” but what is the #1 reason when you’re online…? ---Transcript--- Good morning, everyone. This is Russell Brunson again, from the DotComSecrets.com “Marketing in Your Car” podcast. For me, the weekend just ended. I hope everyone had a great weekend. I’m rebounding from winter today, and I’m actually wearing shorts to work, so I’m excited. I want to talk about something that’s on my mind a lot. We had Easter break this weekend, so my family and I went down to where my wife’s parents live. It’s interesting. We live in Boise, Idaho, which isn’t a huge town, but it’s a good-sized town. We drove down two and a half hours to a city called Burley, which is where my wife’s family is from. It’s a lot smaller town, and from there we drove out to a smaller city called Alpine, which has about five hundred people. From there we drove out to this city called Almo, which I think has about eight people in the whole city, and that’s not really exaggerating all that much – literally eight people. I had some interesting thoughts along the way. First off, we were driving down to Burley, and on the side of the freeway, there’s this hill. I’ve seen this every time we drive by it, and I’ve always wondered what it is. It’s this huge hill, strangely huge, and it looks like something that just popped up out in the middle of nowhere. They have these two huge waterslides coming off of one side, and a zip line that comes off the other side. It’s on the side of the freeway, out in the middle of nowhere. There’s no city within fifteen miles of there – it’s just this random, weird thing. I keep thinking, “What is that?” I always want to stop and go water-sliding down it, but you’ve never see anyone there. It’s just this random thing. That was the first thing we saw, and then we went out to Almo, which again, is this little podunk city, literally, with a population of eight or nine. We’re driving out there, and all of the sudden, there’s this huge hotel. That’s where we stayed. We called every night for an entire week before someone answered the phone. We were driving down there, literally, and someone finally answered the phone, and they go, “Oh yeah, we’ve got tons of rooms. Come stay.” We go and stay at this place. We’re the only people staying there. There’s nobody else. It’s just interesting. My brother-in-law was down there with us. We were hanging out with him. His family owns one of the local banks, and he told me that both of those projects – the big huge hill on the side of the road – that the people had come in and tried to finance with them. They turned them down, because they said, “Look, nobody is going to go to a random water slide on the side of the freeway where there’re no exits close by [laughs]. There’s no city.” They turned the guy down. The guy was all excited. He was so passionate. He knew it would be huge, so he went and borrowed money from his friends and family, built this huge waterslide thing, and apparently it went bankrupt because nobody could even get to it. Literally, there’s not an exit close by. I don’t know how you’d even get to it. The other one was this little hotel in the middle of the desert that the bank actually did finance. There’re probably twenty rooms or so. There’re more rooms in this hotel than there are people in the city, and it’s not like there’s a tourist spot close. It got me really thinking about how so many times, we get passionate about an idea, and we think it’s the greatest thing in the world, so we go and we dump all of this money and time and effort into something when there’s nobody around. In the real estate days, they used to always say that the most important thing about real estate is “location, location, location.” I remember hearing that from my dad when I was a kid. Now obviously for this, these guys built a waterslide hill on the side of the freeway – horrible location. Nobody shows up. Bankrupt. These other guys found this little city with a population of eight and decided it would be a great spot for a hotel. The spent probably a million bucks building this hotel, and guess what? Nobody shows up. Location, location, location. So how does that relate to you guys? When we used to do our big high-end seminars – some of you guys probably came to them. We used to do seminars where we would charge between five and ten thousand dollars for people to come to our office in Boise. We’d spend three days working on their business, and I’d say half of the time, if not more, people would come to these businesses, that they weren’t businesses – there was no market. One guy I remember vividly. I felt bad for the guy. He spent ten grand to come. I tried to talk him out of it, but he kept telling me, “I want to create a product to sell to Boy Scout leaders, because there’re X amount of Boy Scout leaders across America, blah, blah, blah. Nobody else is tapping into this market,” and I said, “The reason no one taps into it is because there’s not a market there. Boy Scout leaders usually aren’t really getting paid for that. They’re volunteers. They’re not going to spend their own hard-earned money to go and buy more stuff to learn how to become a better Scout Master, unfortunately. I wish they would, but they just don’t. It doesn’t really go hand-in-hand.” The way I look at this is, in the real estate world, its location, location, location. In our world, it’s, “You’ve got to find a hot market ahead of time.” I luckily learned this lesson early on when I bought a product from Frank Kern and Ed Dale called “The Underachiever Method”. In fact, two years ago I bought that whole company, and I bought that brand from them because I was so passionate about it. I still am. We’re going to be publishing it as a book and a bunch of other really cool stuff here in the near future. One of the core things they taught in The Underachievers Method was that there’re basically three steps. Step number one is to find a hot market. Step number two is to ask them what they want. Step number three is to give it to them. So many of us go around and do it backwards, where we will have an idea for a product. We go and create the product. We spend time and energy and money and effort creating the product, and then we go and try to sell it, and ninety percent of the time, there’s no market there. In my business, we’ve been really trying to reverse engineer it, and go the other way. Find the hot market first, find out what they want, and then create it. That’s how we found our diabetic supplement. We went out there – and I don’t know anything about diabetes. In fact, ours is a niche within diabetes. It’s neuropathy. I don’t know anything about neuropathy, but we were able to find out that there’s a market there. People are buying stuff, and so we went, and we found out what they wanted. They wanted a natural supplement, and so, “Boom,” we created it. We did it the correct way. Find a hot market. Ask them what they want, and then give it to them, as opposed to what most of us do, which is have a product idea, create it, and then go try and shove it down people’s throats. For people that are doing that, you’re just like that dude on the side of the road with the huge waterslide, and nobody’s around. It’s important to sell stuff you’re passionate about, but that’s not the first step. The first step is to find that market. Find the group of rabid, hungry buyers first, and after you’ve found it, then, again, it’s not like you go and create something. Find out what they want. Ask them questions. If you find that existing traffic stream, you can put up what we used to call fly catcher pages. We’d put up a little page, and say, “What’s your number one question about this topic? What’s the most important thing? What’s the number one thing you’re trying to do? The number one struggle with your diabetes?” or whatever it might be. You ask people that, and they let you know, and then you create the product. Just like in real estate, it’s location, location, location. In Internet marketing world, it’s find a hot market – the market, the market, the market. So I just want to encourage you guys that wherever you are in your path right now, if you haven’t started yet, make sure that you’re doing it the right way. Find the hot market first. If you already have a business, and you’re trying to grow it, go out there and start looking for those markets. Go and find the place that there’re already people at and set up shop there. Another thing – we were in Albion, and these guys were building this beautiful bed and breakfast, out in Albion, Idaho, population, again, three hundred or something like that. I was like, “Why? You’ve got to spend the same amount of money building a bed and breakfast in Albion as you would in Boise. Why wouldn’t you build in Boise where people are actually at, and people are visiting and traveling to?” I think the only visitors to Albion each year are my wife and I, because we have family there, but most people aren’t going to Albion. It’s going to be very difficult to keep that bed and breakfast busy all year round, but for whatever reason, people fall so in love with the idea, they fall in love with the location, that they do crazy things that just don’t make sense logically from a business standpoint. For you, I want you guys to be thinking logically. I don’t want you to fall in love with a product. You can fall in love with a market, because you know that there’s so much traffic, there’s so much business, and so many people there, and if you do that, then you’re going to be fine, but if you go about it the other way around, and you spend all of your effort building the most perfect product in the world and hope that there’s a market later, you’re going to be sorely disappointed when you find out that you’ve spend a lot of time and a lot of energy. That is my rant for today. I’m now at my office. I’m planning to have a really exciting day today, so I hope you guys enjoyed this and I hope that you got some value out of it, and we will talk to you guys all soon.

You’ve heard the #1 reason you succeed or fail in real estate is “Location, Location, Location,” but what is the #1 reason when you’re online…? ---Transcript--- Good morning, everyone. This is Russell Brunson again, from the <a href="http://DotComSecrets.com" rel="nofollow" target="_blank">DotComSecrets.com</a> “Marketing in Your Car” podcast. For me, the weekend just ended. I hope everyone had a great weekend. I’m rebounding from winter today, and I’m actually wearing shorts to work, so I’m excited. I want to talk about something that’s on my mind a lot. We had Easter break this weekend, so my family and I went down to where my wife’s parents live. It’s interesting. We live in Boise, Idaho, which isn’t a huge town, but it’s a good-sized town. We drove down two and a half hours to a city called Burley, which is where my wife’s family is from. It’s a lot smaller town, and from there we drove out to a smaller city called Alpine, which has about five hundred people. From there we drove out to this city called Almo, which I think has about eight people in the whole city, and that’s not really exaggerating all that much – literally eight people. I had some interesting thoughts along the way. First off, we were driving down to Burley, and on the side of the freeway, there’s this hill. I’ve seen this every time we drive by it, and I’ve always wondered what it is. It’s this huge hill, strangely huge, and it looks like something that just popped up out in the middle of nowhere. They have these two huge waterslides coming off of one side, and a zip line that comes off the other side. It’s on the side of the freeway, out in the middle of nowhere. There’s no city within fifteen miles of there – it’s just this random, weird thing. I keep thinking, “What is that?” I always want to stop and go water-sliding down it, but you’ve never see anyone there. It’s just this random thing. That was the first thing we saw, and then we went out to Almo, which again, is this little podunk city, literally, with a population of eight or nine. We’re driving out there, and all of the sudden, there’s this huge hotel. That’s where we stayed. We called every night for an entire week before someone answered the phone. We were driving down there, literally, and someone finally answered the phone, and they go, “Oh yeah, we’ve got tons of rooms. Come stay.” We go and stay at this place. We’re the only people staying there. There’s nobody else. It’s just interesting. My brother-in-law was down there with us. We were hanging out with him. His family owns one of the local banks, and he told me that both of those projects – the big huge hill on the side of the road – that the people had come in and tried to finance with them. They turned them down, because they said, “Look, nobody is going to go to a random water slide on the side of the freeway where there’re no exits close by [laughs]. There’s no city.” They turned the guy down. The guy was all excited. He was so passionate. He knew it would be huge, so he went and borrowed money from his friends and family, built this huge waterslide thing, and apparently it went bankrupt because nobody could even get to it. Literally, there’s not an exit close by. I don’t know how you’d even get to it. The other one was this little hotel in the middle of the desert that the bank actually did finance. There’re probably twenty rooms or so. There’re more rooms in this hotel than there are people in the city, and it’s not like there’s a tourist spot close. It got me really thinking about how so many times, we get passionate about an idea, and we think it’s the greatest thing in the world, so we go and we dump all of this money and time and effort into something when there’s nobody around. In the real estate days, they used to always say that the most important thing about real estate is “location, location, location.” I remember hearing that from my dad when I was a kid. Now obviously for this, these guys built a waterslide hill on the side of the freeway – horrible location. Nobody shows up. Bankrupt. These other guys found this little city with a population of eight and decided it would be a great spot for a hotel. The spent probably a million bucks building this hotel, and guess what? Nobody shows up. Location, location, location. So how does that relate to you guys? When we used to do our big high-end seminars – some of you guys probably came to them. We used to do seminars where we would charge between five and ten thousand dollars for people to come to our office in Boise. We’d spend three days working on their business, and I’d say half of the time, if not more, people would come to these businesses, that they weren’t businesses – there was no market. One guy I remember vividly. I felt bad for the guy. He spent ten grand to come. I tried to talk him out of it, but he kept telling me, “I want to create a product to sell to Boy Scout leaders, because there’re X amount of Boy Scout leaders across America, blah, blah, blah. Nobody else is tapping into this market,” and I said, “The reason no one taps into it is because there’s not a market there. Boy Scout leaders usually aren’t really getting paid for that. They’re volunteers. They’re not going to spend their own hard-earned money to go and buy more stuff to learn how to become a better Scout Master, unfortunately. I wish they would, but they just don’t. It doesn’t really go hand-in-hand.” The way I look at this is, in the real estate world, its location, location, location. In our world, it’s, “You’ve got to find a hot market ahead of time.” I luckily learned this lesson early on when I bought a product from Frank Kern and Ed Dale called “The Underachiever Method”. In fact, two years ago I bought that whole company, and I bought that brand from them because I was so passionate about it. I still am. We’re going to be publishing it as a book and a bunch of other really cool stuff here in the near future. One of the core things they taught in The Underachievers Method was that there’re basically three steps. Step number one is to find a hot market. Step number two is to ask them what they want. Step number three is to give it to them. So many of us go around and do it backwards, where we will have an idea for a product. We go and create the product. We spend time and energy and money and effort creating the product, and then we go and try to sell it, and ninety percent of the time, there’s no market there. In my business, we’ve been really trying to reverse engineer it, and go the other way. Find the hot market first, find out what they want, and then create it. That’s how we found our diabetic supplement. We went out there – and I don’t know anything about diabetes. In fact, ours is a niche within diabetes. It’s neuropathy. I don’t know anything about neuropathy, but we were able to find out that there’s a market there. People are buying stuff, and so we went, and we found out what they wanted. They wanted a natural supplement, and so, “Boom,” we created it. We did it the correct way. Find a hot market. Ask them what they want, and then give it to them, as opposed to what most of us do, which is have a product idea, create it, and then go try and shove it down people’s throats. For people that are doing that, you’re just like that dude on the side of the road with the huge waterslide, and nobody’s around. It’s important to sell stuff you’re passionate about, but that’s not the first step. The first step is to find that market. Find the group of rabid, hungry buyers first, and after you’ve found it, then, again, it’s not like you go and create something. Find out what they want. Ask them questions. If you find that existing traffic stream, you can put up what we used to call fly catcher pages. We’d put up a little page, and say, “What’s your number one question about this topic? What’s the most important thing? What’s the number one thing you’re trying to do? The number one struggle with your diabetes?” or whatever it might be. You ask people that, and they let you know, and then you create the product. Just like in real estate, it’s location, location, location. In Internet marketing world, it’s find a hot market – the market, the market, the market. So I just want to encourage you guys that wherever you are in your path right now, if you haven’t started yet, make sure that you’re doing it the right way. Find the hot market first. If you already have a business, and you’re trying to grow it, go out there and start looking for those markets. Go and find the place that there’re already people at and set up shop there. Another thing – we were in Albion, and these guys were building this beautiful bed and breakfast, out in Albion, Idaho, population, again, three hundred or something like that. I was like, “Why? You’ve got to spend the same amount of money building a bed and breakfast in Albion as you would in Boise. Why wouldn’t you build in Boise where people are actually at, and people are visiting and traveling to?” I think the only visitors to Albion each year are my wife and I, because we have family there, but most people aren’t going to Albion. It’s going to be very difficult to keep that bed and breakfast busy all year round, but for whatever reason, people fall so in love with the idea, they fall in love with the location, that they do crazy things that just don’t make sense logically from a business standpoint. For you, I want you guys to be thinking logically. I don’t want you to fall in love with a product. You can fall in love with a market, because you know that there’s so much traffic, there’s so much business, and so many people there, and if you do that, then you’re going to be fine, but if you go about it the other way around, and you spend all of your effort building the most perfect product in the world and hope that there’s a market later, you’re going to be sorely disappointed when you find out that you’ve spend a lot of time and a lot of energy. That is my rant for today. I’m now at my office. I’m planning to have a really exciting day today, so I hope you guys enjoyed this and I hope that you got some value out of it, and we will talk to you guys all soon.

The Waterslide In The Desert…

If you don’t keep track of your score in business, you can’t win. Here’s how Russell is building his scorecard today. I highly recommend you build one as well. ---Transcript--- Hey everyone, this is Russell, and welcome to another episode of Marketing in Your Car. I hope you’re excited for New Year’s. It’s coming soon. Last night, I was up until about midnight and couldn’t fall asleep so I got my clothes on, drove to the office, and worked until three in the morning, and then woke up again today at seven because I’m so fired up about getting ready for next year. I want to tell you guys my number one task for today because I think it’s going to be probably one of the biggest things that I could possibly do to increase our business next year. I’ve never done it before. It shocks me. I should have been doing this for the last ten years of my business. I highly, highly encourage all you guys to copy me and do this today. What I’m doing is basically I’m making a scorecard. You know, the biggest problem that I think I have in my business is that I don’t keep score. I don’t watch the numbers as close as I should, revenue goals and things like that, mostly because I think I hate accountants. They stress me out. They just are really weird people. Because of that, I really shy away from looking at the numbers and all that kind of stuff. Over the last month, I worked with my accountants to have them completely change our profit and loss sheets because I hate the way that regular accountants do it and I had them make up one for me that actually gives me numbers that look like a way I can actually read and interpret them. That was one part of it. The biggest part is we’re making a huge scorecard. I’m going and buying a huge whiteboard. We’re mounting it in my office today. Basically, I’m going to break the scorecard into three different sections. One is going to be a daily section, Monday through Sunday, the time each day, and it’s going to have our five core businesses, Dot Com Secrets, Edison, Neurocell, Body Evolution, Living on a Coupon, and other. Have those businesses and have each day, Monday, Tuesday, Wednesday, Thursday, Friday, and what’s going to happen is each morning, we’ll wake up and I’m going to put in how much money we made in each of those companies, boom, right huge in front of our eyes so we can see, “Hey, yesterday we made $13,000 or $23,000,” whatever we made, and we can see it. Then every single day of the week, we’ll put that in there and we’ll set weekly goals each week and see if we can try to beat the weekly goal. That would be the first section. Then what happens after the week is done, we’ll clear it all out and on the right-hand side of the board, it will be a weekly number. We’ll have week one, week two, week three, week four, week five, and have just the total now of the entire week for all companies. “Hey, last week, we made $160,000,” or whatever, and put in the number for that week. Week number two, week number three, week number four, and at the end of that, we’ll have our monthly goal. At the bottom of the whiteboard, or all across the bottom, we’re going to have all 12 months and we’ll have just the monthly. January we made $450,000, February we made $600,000, whatever it is, and we’ll be able to start seeing it. What that will do is that will start getting me and everyone on my team and everyone here focused on those goals. Obviously we’ve done well and we always do well. We’re focusing on just doing a lot of stuff but we never just focused on that number. I think that’s going to be a really big thing for us is having a scorecard out in front of us all day long, every single day because if you can see the scorecard, you’re more likely to keep working towards that and trying to increase it. One thing I’ve learned is that whatever you measure, you can increase. If you don’t measure it, you can never increase it. I’ve looked at that over the last years. I looked through our numbers with our accountants. It was up and down, up and down. There was no ever steady progression, just ups and down. I think with this, it will give us a focus every single day of what can I do today to increase that. The big model that I’m going to have for our internal company and also for our website, in fact, I think I may change the tag line of Dot Com Secrets to just being, “How to give yourself a raise everyday,” and how often do we look at it. Everyday, how do we give ourselves a raise? Yesterday, we did $13,000. How do we give ourselves $14,000 today? What do we have to do to give ourselves a raise today, always having that be the focus. That’s what we’re doing. We’re building a huge scorecard. It’s going to be fun. It’s going to be on the board. We’re going to look at it every single day. I’m excited for it. For you guys, you need to make a scorecard for yourselves as well. I recommending going to Home Depot. For $10, you can buy a big old whiteboard, go mount it on your wall, and make your own scorecard. Like I said, we’re breaking our board into three sections, having our daily, weekly, and yearly numbers. For this, we’re just focusing on revenue numbers. Then internally, what we’re going to be doing is the same kind of thing where each key department is going to have their KPIs which are key performance indicators. Revenue will be one KPI, refunds will be another KPI. Obviously we don’t want any of those. We’ll also have how many opt-ins, how much traffic level, all these different KPIs as well. Each day, we’ll mail out a report in the morning from the day before of, “Hey, here’s how many opt-ins, subscribers, buyers, blah, blah, blah we got as well.” We’ll have a daily email scorecard that goes out as well as the big scorecard for our numbers on the wall. That’s what I’m doing today. Isn’t it exciting? I recommend for all of you guys as well to make your scorecard, put it up so you can see it and everybody in your team can see it. If you work remotely, you can do something like ducks board and build your own that way. I just want something that’s out in front of you every single day, and just look at those numbers every single day because again, what you track, you can increase. That’s it, guys. I’m at the office, about to go make my whiteboard. I’m excited. I hope you guys do as well. We will talk to you guys all again soon.

If you don’t keep track of your score in business, you can’t win. Here’s how Russell is building his scorecard today. I highly recommend you build one as well. ---Transcript--- Hey everyone, this is Russell, and welcome to another episode of Marketing in Your Car. I hope you’re excited for New Year’s. It’s coming soon. Last night, I was up until about midnight and couldn’t fall asleep so I got my clothes on, drove to the office, and worked until three in the morning, and then woke up again today at seven because I’m so fired up about getting ready for next year. I want to tell you guys my number one task for today because I think it’s going to be probably one of the biggest things that I could possibly do to increase our business next year. I’ve never done it before. It shocks me. I should have been doing this for the last ten years of my business. I highly, highly encourage all you guys to copy me and do this today. What I’m doing is basically I’m making a scorecard. You know, the biggest problem that I think I have in my business is that I don’t keep score. I don’t watch the numbers as close as I should, revenue goals and things like that, mostly because I think I hate accountants. They stress me out. They just are really weird people. Because of that, I really shy away from looking at the numbers and all that kind of stuff. Over the last month, I worked with my accountants to have them completely change our profit and loss sheets because I hate the way that regular accountants do it and I had them make up one for me that actually gives me numbers that look like a way I can actually read and interpret them. That was one part of it. The biggest part is we’re making a huge scorecard. I’m going and buying a huge whiteboard. We’re mounting it in my office today. Basically, I’m going to break the scorecard into three different sections. One is going to be a daily section, Monday through Sunday, the time each day, and it’s going to have our five core businesses, Dot Com Secrets, Edison, Neurocell, Body Evolution, Living on a Coupon, and other. Have those businesses and have each day, Monday, Tuesday, Wednesday, Thursday, Friday, and what’s going to happen is each morning, we’ll wake up and I’m going to put in how much money we made in each of those companies, boom, right huge in front of our eyes so we can see, “Hey, yesterday we made $13,000 or $23,000,” whatever we made, and we can see it. Then every single day of the week, we’ll put that in there and we’ll set weekly goals each week and see if we can try to beat the weekly goal. That would be the first section. Then what happens after the week is done, we’ll clear it all out and on the right-hand side of the board, it will be a weekly number. We’ll have week one, week two, week three, week four, week five, and have just the total now of the entire week for all companies. “Hey, last week, we made $160,000,” or whatever, and put in the number for that week. Week number two, week number three, week number four, and at the end of that, we’ll have our monthly goal. At the bottom of the whiteboard, or all across the bottom, we’re going to have all 12 months and we’ll have just the monthly. January we made $450,000, February we made $600,000, whatever it is, and we’ll be able to start seeing it. What that will do is that will start getting me and everyone on my team and everyone here focused on those goals. Obviously we’ve done well and we always do well. We’re focusing on just doing a lot of stuff but we never just focused on that number. I think that’s going to be a really big thing for us is having a scorecard out in front of us all day long, every single day because if you can see the scorecard, you’re more likely to keep working towards that and trying to increase it. One thing I’ve learned is that whatever you measure, you can increase. If you don’t measure it, you can never increase it. I’ve looked at that over the last years. I looked through our numbers with our accountants. It was up and down, up and down. There was no ever steady progression, just ups and down. I think with this, it will give us a focus every single day of what can I do today to increase that. The big model that I’m going to have for our internal company and also for our website, in fact, I think I may change the tag line of Dot Com Secrets to just being, “How to give yourself a raise everyday,” and how often do we look at it. Everyday, how do we give ourselves a raise? Yesterday, we did $13,000. How do we give ourselves $14,000 today? What do we have to do to give ourselves a raise today, always having that be the focus. That’s what we’re doing. We’re building a huge scorecard. It’s going to be fun. It’s going to be on the board. We’re going to look at it every single day. I’m excited for it. For you guys, you need to make a scorecard for yourselves as well. I recommending going to Home Depot. For $10, you can buy a big old whiteboard, go mount it on your wall, and make your own scorecard. Like I said, we’re breaking our board into three sections, having our daily, weekly, and yearly numbers. For this, we’re just focusing on revenue numbers. Then internally, what we’re going to be doing is the same kind of thing where each key department is going to have their KPIs which are key performance indicators. Revenue will be one KPI, refunds will be another KPI. Obviously we don’t want any of those. We’ll also have how many opt-ins, how much traffic level, all these different KPIs as well. Each day, we’ll mail out a report in the morning from the day before of, “Hey, here’s how many opt-ins, subscribers, buyers, blah, blah, blah we got as well.” We’ll have a daily email scorecard that goes out as well as the big scorecard for our numbers on the wall. That’s what I’m doing today. Isn’t it exciting? I recommend for all of you guys as well to make your scorecard, put it up so you can see it and everybody in your team can see it. If you work remotely, you can do something like ducks board and build your own that way. I just want something that’s out in front of you every single day, and just look at those numbers every single day because again, what you track, you can increase. That’s it, guys. I’m at the office, about to go make my whiteboard. I’m excited. I hope you guys do as well. We will talk to you guys all again soon.

Building Your Scorecard

How to increase your conversions by un-muddying your offers, and a whole bunch more… ---Transcript--- Hey everyone, this is Russell and this is a special late night edition of Marketing in your Car. I hope you guys are doing awesome. I am actually driving home from the airport right now. I had a really fun weekend. Some of you know if you follow me on Facebook, you probably saw we just launched or created a brand new supplement for the MMA called MMA Ignite. I was actually in Dallas, Thursday flew to Dallas to go film us actually making the product because we also, sometime in the future, I’m going to be creating a product called SupplementSecrets.com. I just wanted to be able to have that footage of them actually making our first batch of MMA Ignite so I flew down there, brought a camera, and filmed the whole process. It was cool, you see them. We made our own formula. They go and buy all the raw materials. They have boxes and barrels of all these powders and stuff. Then they take them all, mix them in this huge mixer, and take them into the other room and put them in the machine that puts them into the bottles, and then the label machine puts the labels on, and the thing seals the top. It was a really cool process. We filmed the whole thing. I’m sure you guys in the next few months will see that when we come out with that product. It’s a fun thing. I was just planning on doing that, then I realized that this weekend was the NCA Wrestling Tournament in Oklahoma and Daegan Smith was going to go. My birthday was two weeks ago, so Daegan was like, “Hey, I just bought you a birthday present. You’re coming to NCAs.” I flew from Dallas to Oklahoma and had a chance to go watch the NCAs yesterday which was really fun. Daegan came through. He got us front row seats so we were front row, right in the section where the wrestlers run out in the mats. It was pretty sweet. My wife and my kids were watching the tournament from home. Because we got such good seats, I guess they saw me on TV every couple of minutes so it was kind of fun. My little son Bowen texted and he was like, “Hey dad, you’re on TV. You’re famous,” so that was fun. It was just a really fun weekend. It was cool on the flight home, I had some delays. It was probably ten hours I’ve been in airports. I had a chance to work on this new product we’re putting out, another one of our free plus shipping products, just finishing up the front-end book for it. It got me excited and thinking a lot more about marketing and things like that. I want to share with you guys a concept that over the last four or five days, I’ve been thinking about this. I shared the concept with Daegan. I might have mentioned it on a podcast but I’ve just been thinking a lot about it. I have another probably 15 minute drive to get back home so I thought I would just dump it on you guys a little bit, and hopefully give you guys some ideas because I think I’m going to talk about this a little bit, the Dot Com Secrets Lab Funnel. I rebuilt it three different times. I think the next, I haven’t seen the stats yet but I think the one we built right before I left out of town, I’m hoping that it converts a lot better. I think that the psychology behind what I was trying to do, I explained this whole concept with Daegan. I think that too often, we try to sell things, we’re trying to sell stuff. When I first got into this business, people always talked about you create an offer and you create bonuses, and the more bonuses you have the better. Then you get your features and your benefits. You’re trying to explain all the amazing stuff about this product. The theory is that if you drop 1000 different bullet points, that one of those little bullet points is going to speak to somebody and they’re going to want to buy. Because you’re not speaking face-to-face, when you try to sell somebody face-to-face, you have an advantage because you can see what their concerns are and things like that whereas in print and video and stuff, you don’t so the theory is you’re just giving everything you can think of and throw it out there. One of them hopefully will be the one that closes them. I’ve been thinking a lot about that. I don’t necessarily think I agree with that concept. One of the big things I was just writing about in my book that we’re going to be launching, talking about the different free plus shipping offers we’ve been doing and why they’ve been working so well, one of the things I’ve been writing about is the fact that the free plus shipping offers that do the best aren’t the ones that are this free course or something big like that. The ones that do the best are the ones that are very singular focused, one concept, one idea, one thing that you’re selling. I was thinking about if you look at, talking about concepts you guys probably don’t know yet because you haven’t read the book, but this funnel that we take people through, this free plus shipping, we put them through an invisible funnel. At the end of it, we sell them your coaching program. Your coaching program is the end-all, be-all, right? It’s all the stuff you have, teaching them how to do everything. That’s hard to sell because it’s so big that it’s hard for people to grasp that. Then you take your entire coaching program or whatever and pull one piece of that out, the one most sexy part of that. That becomes what you train on during your invisible funnel training. Then from your invisible funnel training, you pick the sexiest thing and pull that piece out. That becomes the free plus shipping thing, very much one focus. The new upsells that I did for Dot Com Secrets Labs, I kind of did the same thing. One of the upsells is a new traffic upsell. In there, there’s a whole bunch of videos and things like that about different ways to get traffic. It’s a good product. It’s a great product. When I was writing the copy for it, starting the traditional way, talking about you’re going to learn this traffic system and this, you dump on all these different systems, I was like, “Man, I don’t think people really want that. What people want is the one thing. What’s the one thing that the product is going to give me if I buy it? That’s what I want. How is it going to solve this one thing?” I took all the, I think it was seven different traffic systems in there, and I just focused on one. I talked about one and made it so mysterious, exciting, intriguing, and cool. I talked about that and was like, “There’s a bunch of other ones too but I don’t have time to talk about this. This one alone is worth more than the price. You’re getting that plus seven more.” I just talked about that one thing, that one bullet point. I just went deep into that and made that the bait, the thing to get them to have the desire to come in, instead of throwing out every feature and benefit, a bunch of bonuses. I just picked the one thing that I think is going to be the best bait. That becomes the entire focus of the sales message, the same thing with the second upsell inside Dot Com Secrets Labs. The traffic one is a new upsell that I hadn’t done before whereas this one is one that has been in every version of the upsell flow. We’re selling the Seven Figure Shortcut, which is our automated webinar and sales training. I thought, “I’m going to do the same thing on this. I’m going to figure out what’s the one thing in this entire course.” This course is big. I think it’s six or seven days worth of videos. It’s two different workshops and a whole bunch of other stuff, probably one of the best products I’ve ever created. The problem is when I try to sell it, people don’t want to buy seven days worth of videos. There’s just so much stuff, they get overwhelmed and it seems like a lot of work. Of all the seven days worth of content, what’s the best thing? What’s the one most intriguing or sexy, the one thing that had the biggest impact on me, the reason why I put that in the course? What was the one thing that had the biggest impact on me? I was thinking back. The one thing that had the biggest impact on me was when this guy named Armand Morin taught me a thing he called the stack. It’s the way he did his close when he sold from stage. He taught me this way to close. I did it and I’ve always struggled to sell from stage or on webinars. I learned it and the very first time I did it, I closed 40% of the audience. Then I took that and added it to every presentation I’ve ever done. I think I counted 23 or 24 different webinars and presentations I’ve created that all use that. Every single one that I’ve used that has been successful. It was this one thing. I talk about that. I say, “Look, I did this whole course that taught everything else I’ve learned about how to script a webinar and how to sell things. There’s some amazing stuff that I don’t have time to go through it all, but just this one thing alone, the stack, that one thing has made me millions of dollars. That’s something that’s inside of this course. I don’t know anywhere else in the world you can get it, but you can get it in this course. For $297, you get the course. You’re going to learn about that one thing but you’re also going to get all this other stuff I’m not even going to talk about, a bunch of other things that can help you get traffic. That one thing is by far worth the price of admission.” That’s the way I pitched it. I’m not sure how sales have done over the weekend since we launched it. I’ve been out of communication with all the wrestling stuff and the supplements but it logically makes a lot of sense to me. I think us as product designers and developers, we get so into all of the stuff that we create and the packages that we create that have so many elements as things, whereas I think sometimes the power is just figuring out the one thing they desire the most and really focusing on that. If it’s what they want, not what they need but what they want, that’s going to be what drives them to buy. I think the other things will muddy the waters too much. I think all the other stuff, the bonuses and all that crap that we normally throw in just muddy the waters. It takes the focus off of the core desire they have. That’s my thought process right now. It gets me excited because it changes the way that I present things and I pitch things. I was also thinking a lot about upsell flows, the right way to do them. I used to for years, I would just go and have my front end product. What’s the upsell? I would pick a random product, and just do random different products in the sales process. For some reason, it used to work alright back in the day but today, it doesn’t. Thinks have to be very congruent. That’s the other thing I’ve been thinking a lot about. What is your front end offer? What are your upsells and things like that? This black box is turning into some of our high end clients. We’re having everyone create a free plus shipping offer. The upsell is the invisible funnel that they’re doing. As of a week ago, I would have thought that the best way to do it was have your free plus shipping be teaching this process, and then the invisible funnel is you going deeper into that process. What I’ve found from our testing with Dot Com Secrets Labs, I did that. We set it up where a free book was the front end product and the first upsell was invisible funnel style training where they got to be on this webinar where we went deeper into testing and all that kind of stuff. The take rate was horrible. It was really bad. I think it’s because if your upsell is more of the same thing, it’s not what people want. They want the next piece of the process. The new upsell flow, by the way, if you look at the Dot Com Secrets Labs one, if you look at Dot Com Secrets as a whole of my company, we have three missions we try to help people do, help them with traffic, conversions, and sales, those three things. Dot Com Secrets Labs is the conversion product. The upsell is the traffic product. Hey, we just helped you double your conversions. Now I want to help you double your traffic. The second upsell is the third pillar of our company which is sales. Hey, we just helped you double your conversions. If you took the first upsell, we helped you double your traffic. Now we want to help you double your sales. It’s taking that path of logical next thing they need. By buying your product, what’s the gap that they’re missing? Not so much the gap but what’s the next thing they’re going to need after that. If you can figure those things out, it just makes your upsell flow work a lot better. Thanks for allowing me to brain dump. I’ve been thinking about it but it always helps me to put it out in words. I’m now at my home. It’s late at night. I’m excited to get to my wife and give my kids a kiss. I appreciate you guys and hope you enjoyed this podcast. I hope you’re enjoying the stuff we’re doing now. We’re putting out a lot of fun stuff and having a good time. Watch what we’re doing. We’re making more money than we ever have. Model what we’re doing. That’s the best way to make more money. Thanks you guys. I’ll talk to you all soon.

How to increase your conversions by un-muddying your offers, and a whole bunch more… ---Transcript--- Hey everyone, this is Russell and this is a special late night edition of Marketing in your Car. I hope you guys are doing awesome. I am actually driving home from the airport right now. I had a really fun weekend. Some of you know if you follow me on Facebook, you probably saw we just launched or created a brand new supplement for the MMA called MMA Ignite. I was actually in Dallas, Thursday flew to Dallas to go film us actually making the product because we also, sometime in the future, I’m going to be creating a product called <a href="http://www.supplementsecrets.com/" rel="nofollow" target="_blank">SupplementSecrets.com</a>. I just wanted to be able to have that footage of them actually making our first batch of MMA Ignite so I flew down there, brought a camera, and filmed the whole process. It was cool, you see them. We made our own formula. They go and buy all the raw materials. They have boxes and barrels of all these powders and stuff. Then they take them all, mix them in this huge mixer, and take them into the other room and put them in the machine that puts them into the bottles, and then the label machine puts the labels on, and the thing seals the top. It was a really cool process. We filmed the whole thing. I’m sure you guys in the next few months will see that when we come out with that product. It’s a fun thing. I was just planning on doing that, then I realized that this weekend was the NCA Wrestling Tournament in Oklahoma and Daegan Smith was going to go. My birthday was two weeks ago, so Daegan was like, “Hey, I just bought you a birthday present. You’re coming to NCAs.” I flew from Dallas to Oklahoma and had a chance to go watch the NCAs yesterday which was really fun. Daegan came through. He got us front row seats so we were front row, right in the section where the wrestlers run out in the mats. It was pretty sweet. My wife and my kids were watching the tournament from home. Because we got such good seats, I guess they saw me on TV every couple of minutes so it was kind of fun. My little son Bowen texted and he was like, “Hey dad, you’re on TV. You’re famous,” so that was fun. It was just a really fun weekend. It was cool on the flight home, I had some delays. It was probably ten hours I’ve been in airports. I had a chance to work on this new product we’re putting out, another one of our free plus shipping products, just finishing up the front-end book for it. It got me excited and thinking a lot more about marketing and things like that. I want to share with you guys a concept that over the last four or five days, I’ve been thinking about this. I shared the concept with Daegan. I might have mentioned it on a podcast but I’ve just been thinking a lot about it. I have another probably 15 minute drive to get back home so I thought I would just dump it on you guys a little bit, and hopefully give you guys some ideas because I think I’m going to talk about this a little bit, the Dot Com Secrets Lab Funnel. I rebuilt it three different times. I think the next, I haven’t seen the stats yet but I think the one we built right before I left out of town, I’m hoping that it converts a lot better. I think that the psychology behind what I was trying to do, I explained this whole concept with Daegan. I think that too often, we try to sell things, we’re trying to sell stuff. When I first got into this business, people always talked about you create an offer and you create bonuses, and the more bonuses you have the better. Then you get your features and your benefits. You’re trying to explain all the amazing stuff about this product. The theory is that if you drop 1000 different bullet points, that one of those little bullet points is going to speak to somebody and they’re going to want to buy. Because you’re not speaking face-to-face, when you try to sell somebody face-to-face, you have an advantage because you can see what their concerns are and things like that whereas in print and video and stuff, you don’t so the theory is you’re just giving everything you can think of and throw it out there. One of them hopefully will be the one that closes them. I’ve been thinking a lot about that. I don’t necessarily think I agree with that concept. One of the big things I was just writing about in my book that we’re going to be launching, talking about the different free plus shipping offers we’ve been doing and why they’ve been working so well, one of the things I’ve been writing about is the fact that the free plus shipping offers that do the best aren’t the ones that are this free course or something big like that. The ones that do the best are the ones that are very singular focused, one concept, one idea, one thing that you’re selling. I was thinking about if you look at, talking about concepts you guys probably don’t know yet because you haven’t read the book, but this funnel that we take people through, this free plus shipping, we put them through an invisible funnel. At the end of it, we sell them your coaching program. Your coaching program is the end-all, be-all, right? It’s all the stuff you have, teaching them how to do everything. That’s hard to sell because it’s so big that it’s hard for people to grasp that. Then you take your entire coaching program or whatever and pull one piece of that out, the one most sexy part of that. That becomes what you train on during your invisible funnel training. Then from your invisible funnel training, you pick the sexiest thing and pull that piece out. That becomes the free plus shipping thing, very much one focus. The new upsells that I did for Dot Com Secrets Labs, I kind of did the same thing. One of the upsells is a new traffic upsell. In there, there’s a whole bunch of videos and things like that about different ways to get traffic. It’s a good product. It’s a great product. When I was writing the copy for it, starting the traditional way, talking about you’re going to learn this traffic system and this, you dump on all these different systems, I was like, “Man, I don’t think people really want that. What people want is the one thing. What’s the one thing that the product is going to give me if I buy it? That’s what I want. How is it going to solve this one thing?” I took all the, I think it was seven different traffic systems in there, and I just focused on one. I talked about one and made it so mysterious, exciting, intriguing, and cool. I talked about that and was like, “There’s a bunch of other ones too but I don’t have time to talk about this. This one alone is worth more than the price. You’re getting that plus seven more.” I just talked about that one thing, that one bullet point. I just went deep into that and made that the bait, the thing to get them to have the desire to come in, instead of throwing out every feature and benefit, a bunch of bonuses. I just picked the one thing that I think is going to be the best bait. That becomes the entire focus of the sales message, the same thing with the second upsell inside Dot Com Secrets Labs. The traffic one is a new upsell that I hadn’t done before whereas this one is one that has been in every version of the upsell flow. We’re selling the Seven Figure Shortcut, which is our automated webinar and sales training. I thought, “I’m going to do the same thing on this. I’m going to figure out what’s the one thing in this entire course.” This course is big. I think it’s six or seven days worth of videos. It’s two different workshops and a whole bunch of other stuff, probably one of the best products I’ve ever created. The problem is when I try to sell it, people don’t want to buy seven days worth of videos. There’s just so much stuff, they get overwhelmed and it seems like a lot of work. Of all the seven days worth of content, what’s the best thing? What’s the one most intriguing or sexy, the one thing that had the biggest impact on me, the reason why I put that in the course? What was the one thing that had the biggest impact on me? I was thinking back. The one thing that had the biggest impact on me was when this guy named Armand Morin taught me a thing he called the stack. It’s the way he did his close when he sold from stage. He taught me this way to close. I did it and I’ve always struggled to sell from stage or on webinars. I learned it and the very first time I did it, I closed 40% of the audience. Then I took that and added it to every presentation I’ve ever done. I think I counted 23 or 24 different webinars and presentations I’ve created that all use that. Every single one that I’ve used that has been successful. It was this one thing. I talk about that. I say, “Look, I did this whole course that taught everything else I’ve learned about how to script a webinar and how to sell things. There’s some amazing stuff that I don’t have time to go through it all, but just this one thing alone, the stack, that one thing has made me millions of dollars. That’s something that’s inside of this course. I don’t know anywhere else in the world you can get it, but you can get it in this course. For $297, you get the course. You’re going to learn about that one thing but you’re also going to get all this other stuff I’m not even going to talk about, a bunch of other things that can help you get traffic. That one thing is by far worth the price of admission.” That’s the way I pitched it. I’m not sure how sales have done over the weekend since we launched it. I’ve been out of communication with all the wrestling stuff and the supplements but it logically makes a lot of sense to me. I think us as product designers and developers, we get so into all of the stuff that we create and the packages that we create that have so many elements as things, whereas I think sometimes the power is just figuring out the one thing they desire the most and really focusing on that. If it’s what they want, not what they need but what they want, that’s going to be what drives them to buy. I think the other things will muddy the waters too much. I think all the other stuff, the bonuses and all that crap that we normally throw in just muddy the waters. It takes the focus off of the core desire they have. That’s my thought process right now. It gets me excited because it changes the way that I present things and I pitch things. I was also thinking a lot about upsell flows, the right way to do them. I used to for years, I would just go and have my front end product. What’s the upsell? I would pick a random product, and just do random different products in the sales process. For some reason, it used to work alright back in the day but today, it doesn’t. Thinks have to be very congruent. That’s the other thing I’ve been thinking a lot about. What is your front end offer? What are your upsells and things like that? This black box is turning into some of our high end clients. We’re having everyone create a free plus shipping offer. The upsell is the invisible funnel that they’re doing. As of a week ago, I would have thought that the best way to do it was have your free plus shipping be teaching this process, and then the invisible funnel is you going deeper into that process. What I’ve found from our testing with Dot Com Secrets Labs, I did that. We set it up where a free book was the front end product and the first upsell was invisible funnel style training where they got to be on this webinar where we went deeper into testing and all that kind of stuff. The take rate was horrible. It was really bad. I think it’s because if your upsell is more of the same thing, it’s not what people want. They want the next piece of the process. The new upsell flow, by the way, if you look at the Dot Com Secrets Labs one, if you look at Dot Com Secrets as a whole of my company, we have three missions we try to help people do, help them with traffic, conversions, and sales, those three things. Dot Com Secrets Labs is the conversion product. The upsell is the traffic product. Hey, we just helped you double your conversions. Now I want to help you double your traffic. The second upsell is the third pillar of our company which is sales. Hey, we just helped you double your conversions. If you took the first upsell, we helped you double your traffic. Now we want to help you double your sales. It’s taking that path of logical next thing they need. By buying your product, what’s the gap that they’re missing? Not so much the gap but what’s the next thing they’re going to need after that. If you can figure those things out, it just makes your upsell flow work a lot better. Thanks for allowing me to brain dump. I’ve been thinking about it but it always helps me to put it out in words. I’m now at my home. It’s late at night. I’m excited to get to my wife and give my kids a kiss. I appreciate you guys and hope you enjoyed this podcast. I hope you’re enjoying the stuff we’re doing now. We’re putting out a lot of fun stuff and having a good time. Watch what we’re doing. We’re making more money than we ever have. Model what we’re doing. That’s the best way to make more money. Thanks you guys. I’ll talk to you all soon.

The One Thing

Some of my thoughts after day 1 of our new supplement offer. ---Transcript--- Hey everyone, good morning. This is Russell Brusnon. It’s about 6:30 in the morning and I’m heading to the gym. I was too excited to not do a podcast. Welcome to the Marketing in your Car podcast. I got to admit, part of this whole episode is because of my good friend and faithful listener Stu McLaren. We had a chance, I know you guys have heard me talk over the last however many months about our supplement we have. We’ve been doing really well with it. We always have a free plus shipping thing where they get a free trial bottle. We auto bill them and all that fun stuff. We couldn’t ever make that offer work very well like in mass media when we would take it to media buyers and stuff like that. We’ve been trying to figure out a way to do it. The media buyers said, “If you want to be successful buying big media, you have to change the way your offer is structured. It can’t be a trial. It has to be up-front pay. It has to be all these things.” They showed us some successful offers. We looked at all of them. I bought probably 20 different supplements to see their sales process and to see what they upsold and how much they upsold them for, what the price points were, and all that fun stuff. That was what I did about six months ago or so, and started reworking our offer. We hired a great copywriter. He wrote the copy and designed it all, put the whole process together. Yesterday, it actually went live. It was exciting. You never really know what’s going to happen. You hope and pray that it’s going to do well but yesterday was a big day for us. The ad we bought, we spent $1300 on the ad and within about three hours or so, we broke even. Within about eight or nine hours, we doubled over, meaning we had made over $2600. This is on cold traffic which is what makes it so exciting. It was the equivalent of putting a big billboard out in the street, and people driving by came in and either bought it or didn’t buy it. I’m excited, to double over your money on the first day on a cold ad before any of the testing process has really started is exciting. I remember I’ve been wanting to do a supplement for years. Ever since I interviewed a guy named Vince James, and some of you guys, hopefully most of you guys have heard that interview. It’s the 12 month internet millionaire where I interview Vince. He had made $100 million in 23 months selling a supplement. He wrote a really good book called The 12 Month Millionaire. In that book, he wrote a chapter called, “What’s it’s like when one of these things explodes.” He talks about how with his offer, the one that he did when he first mailed the first sales letter, he said it tripled over on the front end which for him had never happened before. He’s like, since he had that happen, he knew it was game over. He took that letter that he was mailing and started scaling it to more magazines, making it wider and bigger. Again, with it, he made in 23 months $100 million. That’s how I’m feeling this morning. I’m awake, I’m excited. Today, my only question when I get into the office is how do we scale this. What can we do? How can we increase the traffic and make it more consistent? How can we get more of it? That’s going to be my focus today and probably for the next, who knows, next year if it keeps going this well, if we can keep scaling it. We’ve had a lot of successful offers. I think last I checked, we had six or seven products we had made that had done over a million dollars in sales but we’ve never had one that we could just really scale, take it, and grow it by adding tons more media to it. That is going to be a fun process to learn and try. That’s what we’re doing. For all you guys out there who are trying internet marketing stuff, don’t give up. The stuff all works. I took a little break to go in and work out. Now I’m back in my car, heading back home. Anyway, I just wanted to add onto the end of this because I wanted to make this actionable for you guys, not just talk about a success we had. I’ve been doing this for a long time, over a decade now of creating and trying out offers. It’s interesting, some fail, some do well, some do really well. You never know. That’s why I think if you really want to be in this whole internet marketing/direct response game, a big part of it is you got to always be creating new things and testing stuff because you never know which one is going to blow up. It’s kind of interesting. I remember hearing, I think it was on Shark Tank or somewhere, they were talking about how most people are trying to get a grand slam. That’s their goal, trying to get a launch that makes them a million dollars and make a grand slam but tons of millionaires have been made by hitting singles and doubles. I think it’s really key. We’re always looking for grand slams but the reality is you’ve got to hit singles, hit doubles, single, double, triple, and then every once in awhile when you step up to the plate, you’re going to knock one out of the park but you can’t do that if you’re only up to bat once or twice. You always got to be practicing, getting better, trying and testing. I don’t know where our supplement is going to go but based off just day one, it’s pretty exciting. I think we’ve got a lot of potential. Now it’s going to be the fun part about learning how to scale it, grow it, and seeing how far, wide, and deep we can go. I just want to encourage you guys as well. Just keep on creating different offers until you hit the single, which usually the single is going to be the first one that gives you your big payday, hit a double which is probably the one that’s going to let you fire your boss and make this thing a full time gig, then every once in awhile, and it might not be a year from now. It might be ten years from now but if you’re consistent with it and keep getting better and honing your skills, you can knock one out of the park. That’s about it for today. I’m excited and fired up for today. I hope you guys are as well. Make sure that you put yourself in a positive state for yourself plus the people you’re working around. Your attitude I promise you is going to wear off on people around you, so put yourself in a good state. Go in there excited today, get fired up, and have some fun. Thanks everyone, and we’ll talk to you soon.

Some of my thoughts after day 1 of our new supplement offer. ---Transcript--- Hey everyone, good morning. This is Russell Brusnon. It’s about 6:30 in the morning and I’m heading to the gym. I was too excited to not do a podcast. Welcome to the Marketing in your Car podcast. I got to admit, part of this whole episode is because of my good friend and faithful listener Stu McLaren. We had a chance, I know you guys have heard me talk over the last however many months about our supplement we have. We’ve been doing really well with it. We always have a free plus shipping thing where they get a free trial bottle. We auto bill them and all that fun stuff. We couldn’t ever make that offer work very well like in mass media when we would take it to media buyers and stuff like that. We’ve been trying to figure out a way to do it. The media buyers said, “If you want to be successful buying big media, you have to change the way your offer is structured. It can’t be a trial. It has to be up-front pay. It has to be all these things.” They showed us some successful offers. We looked at all of them. I bought probably 20 different supplements to see their sales process and to see what they upsold and how much they upsold them for, what the price points were, and all that fun stuff. That was what I did about six months ago or so, and started reworking our offer. We hired a great copywriter. He wrote the copy and designed it all, put the whole process together. Yesterday, it actually went live. It was exciting. You never really know what’s going to happen. You hope and pray that it’s going to do well but yesterday was a big day for us. The ad we bought, we spent $1300 on the ad and within about three hours or so, we broke even. Within about eight or nine hours, we doubled over, meaning we had made over $2600. This is on cold traffic which is what makes it so exciting. It was the equivalent of putting a big billboard out in the street, and people driving by came in and either bought it or didn’t buy it. I’m excited, to double over your money on the first day on a cold ad before any of the testing process has really started is exciting. I remember I’ve been wanting to do a supplement for years. Ever since I interviewed a guy named Vince James, and some of you guys, hopefully most of you guys have heard that interview. It’s the 12 month internet millionaire where I interview Vince. He had made $100 million in 23 months selling a supplement. He wrote a really good book called The 12 Month Millionaire. In that book, he wrote a chapter called, “What’s it’s like when one of these things explodes.” He talks about how with his offer, the one that he did when he first mailed the first sales letter, he said it tripled over on the front end which for him had never happened before. He’s like, since he had that happen, he knew it was game over. He took that letter that he was mailing and started scaling it to more magazines, making it wider and bigger. Again, with it, he made in 23 months $100 million. That’s how I’m feeling this morning. I’m awake, I’m excited. Today, my only question when I get into the office is how do we scale this. What can we do? How can we increase the traffic and make it more consistent? How can we get more of it? That’s going to be my focus today and probably for the next, who knows, next year if it keeps going this well, if we can keep scaling it. We’ve had a lot of successful offers. I think last I checked, we had six or seven products we had made that had done over a million dollars in sales but we’ve never had one that we could just really scale, take it, and grow it by adding tons more media to it. That is going to be a fun process to learn and try. That’s what we’re doing. For all you guys out there who are trying internet marketing stuff, don’t give up. The stuff all works. I took a little break to go in and work out. Now I’m back in my car, heading back home. Anyway, I just wanted to add onto the end of this because I wanted to make this actionable for you guys, not just talk about a success we had. I’ve been doing this for a long time, over a decade now of creating and trying out offers. It’s interesting, some fail, some do well, some do really well. You never know. That’s why I think if you really want to be in this whole internet marketing/direct response game, a big part of it is you got to always be creating new things and testing stuff because you never know which one is going to blow up. It’s kind of interesting. I remember hearing, I think it was on Shark Tank or somewhere, they were talking about how most people are trying to get a grand slam. That’s their goal, trying to get a launch that makes them a million dollars and make a grand slam but tons of millionaires have been made by hitting singles and doubles. I think it’s really key. We’re always looking for grand slams but the reality is you’ve got to hit singles, hit doubles, single, double, triple, and then every once in awhile when you step up to the plate, you’re going to knock one out of the park but you can’t do that if you’re only up to bat once or twice. You always got to be practicing, getting better, trying and testing. I don’t know where our supplement is going to go but based off just day one, it’s pretty exciting. I think we’ve got a lot of potential. Now it’s going to be the fun part about learning how to scale it, grow it, and seeing how far, wide, and deep we can go. I just want to encourage you guys as well. Just keep on creating different offers until you hit the single, which usually the single is going to be the first one that gives you your big payday, hit a double which is probably the one that’s going to let you fire your boss and make this thing a full time gig, then every once in awhile, and it might not be a year from now. It might be ten years from now but if you’re consistent with it and keep getting better and honing your skills, you can knock one out of the park. That’s about it for today. I’m excited and fired up for today. I hope you guys are as well. Make sure that you put yourself in a positive state for yourself plus the people you’re working around. Your attitude I promise you is going to wear off on people around you, so put yourself in a good state. Go in there excited today, get fired up, and have some fun. Thanks everyone, and we’ll talk to you soon.

Are You Ready To Scale An Offer?

Russell shares his hypothesis for the best way to convert his buyers into actual coaching clients. Listen in to see if this will work for your business as well. ---Transcript--- Hey everyone. This is Russell Brunson. I want to welcome you to an amazing day and another fun episode of Marking in Your Car. I just got back from a two-day mastermind event in Washington, D.C. It was amazing. We had such a good time. One of the guys in the mastermind group is one of my favorite people. He is super high energy and awesome and he is a mastermind junky. I think he is in seven or eight groups. After two days, he pulled me aside and said that it was the best mastermind meeting he had ever been to which meant a lot. We started early; we went late; and we did some awesome stuff for everybody. It was very cool. I had a lot of big breakthroughs, as well. The mastermind group is one we initially sold at an event called The Invisible Funnel. Some of you may know this concept and some of you may not. It is a cool way to sell things without selling. A lot of the attendees are doing Invisible Funnels, so we spent a lot of time talking about them, dissecting them, and figuring out ways to make it better. On my flight home yesterday, I was working on a book I am putting together called The Black Box. One of the steps in the Black Box is the Invisible Funnel, so I was writing out that whole process again. All of a sudden, I think a light bulb came on for me. A light bulb definitely did click. I have yet to see if it is a good light bulb or a bad one, but I think it is very good. Here is the concept behind it. We are selling a ton of our printed products. This is back in our coaching business, so I want to preface that. Our goal, obviously, is to convert people from a front end customer into a coaching client. That is the entire goal, right? We were trying to figure out how to convert those leads from people into someone who has applied and is kind of raising their hand for coaching. We have been getting a lot of coaching application leads, but not in the volume we want. I do not want to say they are not the quality of people we want, but half of the people applying really are not ready for it. They are not at a point in their life where they can afford it; they are just not ready for it. I want more of the qualified people, right? When I was writing the section of the book yesterday about the Invisible Funnel, I was thinking about how it came about. There is a story behind it. I was working with Tony Robbins and Chet Holmes on their company called Business Breakthroughs, International. Chet mapped out their business model for me. It was really cool. They would drive radio ads into a call center which they had built. The person would answer the phone and say, “Welcome to Chet Holmes, International,” and they would give the caller the report for which they had called in. Then they would say, “Hey, by the way, Tony and Chet are doing this event. It usually costs a thousand bucks to come to Vegas plus your hotel and your flight. Now they have a version where you can do it from home. It is really, really awesome and you need to be part of it. “Because of this, we are going to let you get on this Webinar. It is a $300 Webinar, but we want to make sure it is something you believe in, so we are not going to charge you anything for it right now. You can come for free. All you have to do is put your credit card in and we will bill you after the Webinar if you love it. If you do not love it, then do not worry about it.” That was their pitch and their hook. I thought it was really, really cool. When you look at their model, it just crushed it with that. People would come in, register for the Webinar. They would get on the Webinar and stay on there for three hours. If they loved it, they would pay the $297. If they did not love it, they would not be billed for anything. This is how they ran this business. This is how they built this company. I do not know how much volume they are doing, but it grew into a very, very big company. This is where the Invisible Funnel concept came from initially. I could never figure out how to turn it into an online process, but Daegan Smith figured it out. He started creating Webinars where you would register by putting your credit card in and they would bill you $97 after the Webinar was over. He made a ton of money with it. We modeled it and we made a ton of money with it. It worked. This is a quick explanation of the Invisible Funnel. I could go on. We literally did an event earlier this year. It was a three-day event talking about the Invisible Funnel, so there is a lot more to it. This is the core, quick concept, though. It is a premium Webinar. Someone puts their credit card in ahead of time, but you do not bill them until after the Webinar is over if they loved it. At the end you can offer them your high ticket products, services, or things like that. I have been thinking about this as a tool to convert our buyers from buyers into applications. I was thinking that most of the products we sell now are tied to either traffic conversions or sales. I thought, “What if every single week every Friday I did an actual live Webinar?” This is what scares me, honestly. It is my biggest scary part. It would not be an automated Webinar, but an actual live Webinar. It would be three or four hours long and I would teach my entire process for doubling traffic conversions and sales. “What if I started doing this?” This was my thought. I am kind of nervous about it, but I am going to do it. I will have people come on and try it for free. It would not cost them anything. They would put in their credit card for no charge and then, after the Webinar, if they loved it they would pay $97. That is the process I am going to go through. I will teach them all of our best stuff for three hours. Then, at the end, I would use it as a tool to get them to apply to be part of our coaching program. This is what I am going to test out and I am very excited about it. We have done Invisible Funnels on the front end before, but I want to use it as a backend tool for all of our traffic sources. If you look at my business model, I envision someone buying DotComSecretsLabs and DotComSecrets X or purchasing anything we have. They come in there and then the immediate sequence is, “Hey, Russell is doing a live Webinar! You need to get on it! Come here to register.” This would be the core thing we are focusing on, pushing, and promoting. We would use this as our conversion piece. It would convert people from buyers into clients, I guess. Maybe that is the process. The first step is to get traffic to convert to buyers. This is the conversion. The second step is to convert buyers into clients, into people with whom I am actually working. Invisible Funnel is that conversion piece. This is an interesting way to look at it. I am learning this stuff with you guys as we are going. You always learn stuff when you start a fleshing it out like this. Anyway, I am very interested in trying this. It is my goal. Next week we have another Webinar and the week after I am going to test this process out and see if it works. If it does work, I think it is going to be very, very cool. It will be Operation Converting Buyers into Clients. Should we call them “clients” or “students?” It should be “clients.” That is the game plan! I want to issue you the same challenge. If you are listening to this right now, you have buyers that are buying stuff. Hopefully you have mastered Operation Traffic into Buyers, right? This is the first focus for us. The second is Buyers into Clients and we do this through Invisible Funnel. I think it is the perfect mechanism to get people to switch over. Anyway, I am excited! I am fired up to try it out! I will report back to you what happens after we do it. You guys can look out for it. You will see me promoting it here probably a week from now. I am going to test it out quickly to see if it works half as well as I think it will. If it does, it will be an exciting thing for us. That is the game plan for this week for me. It feels weird. It is Friday and this is actually my first day of working. I had a parent-teacher conference for my three-year-old this morning and I am getting my hair cut right now. I will get to the office about noon today to work for three hours and then I am kind of done for the day and done for the week. This is tough for me because I am a workaholic and I love this stuff! Hopefully my wife will not mind if I sneak away and work a little bit this weekend, but you never know. All right, guys, that’s it. I am heading in to get my hair cut, so I will be a little bit lighter, hopefully. Oh, there is one last thing I want to tell you. It has nothing to do with marketing; it just has to do with what is happening today. I am typically a very healthy eater. I am pretty strict and I try to do stuff, but this year has been a travel year so far. We had a lot of stuff happening. We went to D.C. with Daegan and with Daegan, man, we had the best Indian food I have ever had. We had these crab cakes. I ate so much stuff that was not right for me to eat and I felt like garbage. I got back yesterday and I wanted to cleanse myself and start over. I think many times I say, “I’m going to start over on Monday,” and it never actually happens. I really wanted to flush and reset. Some of you have probably seen this lemonade diet before. It is horrible. You make lemonade with cayenne pepper and you do salt water flushes. It is a horrible process. Last night I said, “You know what? I am just going to do it.” I always talk about doing it and I needed a hard reset now that I am back. I am home for two or three months before I have my next thing. I want to start these next two or three months going on the right path as opposed to just continuing to eat out everywhere. This is my goal, to do a hard reset and boom! Start over. I am doing a three-day cleanse with this cayenne pepper and lemonade and salt water flush just to get all the toxins out of my body. I am basically not eating for three days while just doing this cleanse just to reset my body. From there I will move forward in a healthy manner again. I am not recommending that all of you do a diet, but I am recommending this: When you decide to take a step towards something like in business or relationships or health or whatever it is, most of us say, “I’m going to do that!” and we start doing it. Then we slip back into our old ways. You have to do a hard reset; otherwise it is very difficult to stick with it, to keep going on. I recommend that whatever big thing you are moving towards in your life—a relationship thing, weight loss, business, or whatever—do a hard reset. If it is business and you are starting a new business, do a 30-day no-TV reset. You get no TV for 30 days maybe. One of the resets I am thinking about is one a couple of guys in the mastermind are doing. Daegan just did it, too. They are resetting their productivity. Before, they had Skype, Facebook,      cell phones, text, and all of these things. They said they wanted to reboot. Daegan changed the password on his email. He does not know it; he just gave it to his wife. He changed his Facebook password; he got rid of his cell phone. He got rid of any way for anybody to communicate with him. He just turned it off completely and he is hard resetting right now. He is going to do it for a month or something like that. I don’t know how long he is doing it, but he is cutting off all internal communication to himself to allow him to only focus on doing proactive things. When he wanted to reach out, he will talk to his wife to log into his email and send an email. It will be much harder to do this. This is his process to completely reset. He did that and he has a couple of other people in the mastermind to do it. I am kind of tempted to do it, as well. I am nervous (I’m not going to lie). He will do the reset and then start reintroducing things back into what he is doing. If you say, “I am just going to take Twitter away for a day and then Facebook,” it will never happen. It is like pulling off a BandAid, right? It is too slow. You just have to rip it off, go through the pain, and then slowly reintroduce things which you think are necessary. I promise you that during the reboot you will find out how many of the things you are doing are not necessary. It is kind of interesting, so I wanted to throw it out there for you. Think about the big changes you want to make and figure out how you can do a big reboot just to flush everything out. Then when you are focusing in that thing, you do not have lingering stuff that is keeping you from accomplishing your real goals. That is what I have. I went a bit longer today because I am driving to the hair cut. I am here now, so I am going to end for now. I appreciate you guys. Look for my Webinar over the next couple of weeks. We have two Webinars coming up. Next week we are going to talk about how we do our high-ticket selling. That will be fun. The next week I am going to test this Invisible Funnel to convert buyers into clients. I am excited and I will let you know how it goes. Thanks again, everybody, and we will talk to you soon.

Russell shares his hypothesis for the best way to convert his buyers into actual coaching clients. Listen in to see if this will work for your business as well. ---Transcript--- Hey everyone. This is Russell Brunson. I want to welcome you to an amazing day and another fun episode of Marking in Your Car. I just got back from a two-day mastermind event in Washington, D.C. It was amazing. We had such a good time. One of the guys in the mastermind group is one of my favorite people. He is super high energy and awesome and he is a mastermind junky. I think he is in seven or eight groups. After two days, he pulled me aside and said that it was the best mastermind meeting he had ever been to which meant a lot. We started early; we went late; and we did some awesome stuff for everybody. It was very cool. I had a lot of big breakthroughs, as well. The mastermind group is one we initially sold at an event called The Invisible Funnel. Some of you may know this concept and some of you may not. It is a cool way to sell things without selling. A lot of the attendees are doing Invisible Funnels, so we spent a lot of time talking about them, dissecting them, and figuring out ways to make it better. On my flight home yesterday, I was working on a book I am putting together called The Black Box. One of the steps in the Black Box is the Invisible Funnel, so I was writing out that whole process again. All of a sudden, I think a light bulb came on for me. A light bulb definitely did click. I have yet to see if it is a good light bulb or a bad one, but I think it is very good. Here is the concept behind it. We are selling a ton of our printed products. This is back in our coaching business, so I want to preface that. Our goal, obviously, is to convert people from a front end customer into a coaching client. That is the entire goal, right? We were trying to figure out how to convert those leads from people into someone who has applied and is kind of raising their hand for coaching. We have been getting a lot of coaching application leads, but not in the volume we want. I do not want to say they are not the quality of people we want, but half of the people applying really are not ready for it. They are not at a point in their life where they can afford it; they are just not ready for it. I want more of the qualified people, right? When I was writing the section of the book yesterday about the Invisible Funnel, I was thinking about how it came about. There is a story behind it. I was working with Tony Robbins and Chet Holmes on their company called Business Breakthroughs, International. Chet mapped out their business model for me. It was really cool. They would drive radio ads into a call center which they had built. The person would answer the phone and say, “Welcome to Chet Holmes, International,” and they would give the caller the report for which they had called in. Then they would say, “Hey, by the way, Tony and Chet are doing this event. It usually costs a thousand bucks to come to Vegas plus your hotel and your flight. Now they have a version where you can do it from home. It is really, really awesome and you need to be part of it. “Because of this, we are going to let you get on this Webinar. It is a $300 Webinar, but we want to make sure it is something you believe in, so we are not going to charge you anything for it right now. You can come for free. All you have to do is put your credit card in and we will bill you after the Webinar if you love it. If you do not love it, then do not worry about it.” That was their pitch and their hook. I thought it was really, really cool. When you look at their model, it just crushed it with that. People would come in, register for the Webinar. They would get on the Webinar and stay on there for three hours. If they loved it, they would pay the $297. If they did not love it, they would not be billed for anything. This is how they ran this business. This is how they built this company. I do not know how much volume they are doing, but it grew into a very, very big company. This is where the Invisible Funnel concept came from initially. I could never figure out how to turn it into an online process, but Daegan Smith figured it out. He started creating Webinars where you would register by putting your credit card in and they would bill you $97 after the Webinar was over. He made a ton of money with it. We modeled it and we made a ton of money with it. It worked. This is a quick explanation of the Invisible Funnel. I could go on. We literally did an event earlier this year. It was a three-day event talking about the Invisible Funnel, so there is a lot more to it. This is the core, quick concept, though. It is a premium Webinar. Someone puts their credit card in ahead of time, but you do not bill them until after the Webinar is over if they loved it. At the end you can offer them your high ticket products, services, or things like that. I have been thinking about this as a tool to convert our buyers from buyers into applications. I was thinking that most of the products we sell now are tied to either traffic conversions or sales. I thought, “What if every single week every Friday I did an actual live Webinar?” This is what scares me, honestly. It is my biggest scary part. It would not be an automated Webinar, but an actual live Webinar. It would be three or four hours long and I would teach my entire process for doubling traffic conversions and sales. “What if I started doing this?” This was my thought. I am kind of nervous about it, but I am going to do it. I will have people come on and try it for free. It would not cost them anything. They would put in their credit card for no charge and then, after the Webinar, if they loved it they would pay $97. That is the process I am going to go through. I will teach them all of our best stuff for three hours. Then, at the end, I would use it as a tool to get them to apply to be part of our coaching program. This is what I am going to test out and I am very excited about it. We have done Invisible Funnels on the front end before, but I want to use it as a backend tool for all of our traffic sources. If you look at my business model, I envision someone buying DotComSecretsLabs and DotComSecrets X or purchasing anything we have. They come in there and then the immediate sequence is, “Hey, Russell is doing a live Webinar! You need to get on it! Come here to register.” This would be the core thing we are focusing on, pushing, and promoting. We would use this as our conversion piece. It would convert people from buyers into clients, I guess. Maybe that is the process. The first step is to get traffic to convert to buyers. This is the conversion. The second step is to convert buyers into clients, into people with whom I am actually working. Invisible Funnel is that conversion piece. This is an interesting way to look at it. I am learning this stuff with you guys as we are going. You always learn stuff when you start a fleshing it out like this. Anyway, I am very interested in trying this. It is my goal. Next week we have another Webinar and the week after I am going to test this process out and see if it works. If it does work, I think it is going to be very, very cool. It will be Operation Converting Buyers into Clients. Should we call them “clients” or “students?” It should be “clients.” That is the game plan! I want to issue you the same challenge. If you are listening to this right now, you have buyers that are buying stuff. Hopefully you have mastered Operation Traffic into Buyers, right? This is the first focus for us. The second is Buyers into Clients and we do this through Invisible Funnel. I think it is the perfect mechanism to get people to switch over. Anyway, I am excited! I am fired up to try it out! I will report back to you what happens after we do it. You guys can look out for it. You will see me promoting it here probably a week from now. I am going to test it out quickly to see if it works half as well as I think it will. If it does, it will be an exciting thing for us. That is the game plan for this week for me. It feels weird. It is Friday and this is actually my first day of working. I had a parent-teacher conference for my three-year-old this morning and I am getting my hair cut right now. I will get to the office about noon today to work for three hours and then I am kind of done for the day and done for the week. This is tough for me because I am a workaholic and I love this stuff! Hopefully my wife will not mind if I sneak away and work a little bit this weekend, but you never know. All right, guys, that’s it. I am heading in to get my hair cut, so I will be a little bit lighter, hopefully. Oh, there is one last thing I want to tell you. It has nothing to do with marketing; it just has to do with what is happening today. I am typically a very healthy eater. I am pretty strict and I try to do stuff, but this year has been a travel year so far. We had a lot of stuff happening. We went to D.C. with Daegan and with Daegan, man, we had the best Indian food I have ever had. We had these crab cakes. I ate so much stuff that was not right for me to eat and I felt like garbage. I got back yesterday and I wanted to cleanse myself and start over. I think many times I say, “I’m going to start over on Monday,” and it never actually happens. I really wanted to flush and reset. Some of you have probably seen this lemonade diet before. It is horrible. You make lemonade with cayenne pepper and you do salt water flushes. It is a horrible process. Last night I said, “You know what? I am just going to do it.” I always talk about doing it and I needed a hard reset now that I am back. I am home for two or three months before I have my next thing. I want to start these next two or three months going on the right path as opposed to just continuing to eat out everywhere. This is my goal, to do a hard reset and boom! Start over. I am doing a three-day cleanse with this cayenne pepper and lemonade and salt water flush just to get all the toxins out of my body. I am basically not eating for three days while just doing this cleanse just to reset my body. From there I will move forward in a healthy manner again. I am not recommending that all of you do a diet, but I am recommending this: When you decide to take a step towards something like in business or relationships or health or whatever it is, most of us say, “I’m going to do that!” and we start doing it. Then we slip back into our old ways. You have to do a hard reset; otherwise it is very difficult to stick with it, to keep going on. I recommend that whatever big thing you are moving towards in your life—a relationship thing, weight loss, business, or whatever—do a hard reset. If it is business and you are starting a new business, do a 30-day no-TV reset. You get no TV for 30 days maybe. One of the resets I am thinking about is one a couple of guys in the mastermind are doing. Daegan just did it, too. They are resetting their productivity. Before, they had Skype, Facebook,      cell phones, text, and all of these things. They said they wanted to reboot. Daegan changed the password on his email. He does not know it; he just gave it to his wife. He changed his Facebook password; he got rid of his cell phone. He got rid of any way for anybody to communicate with him. He just turned it off completely and he is hard resetting right now. He is going to do it for a month or something like that. I don’t know how long he is doing it, but he is cutting off all internal communication to himself to allow him to only focus on doing proactive things. When he wanted to reach out, he will talk to his wife to log into his email and send an email. It will be much harder to do this. This is his process to completely reset. He did that and he has a couple of other people in the mastermind to do it. I am kind of tempted to do it, as well. I am nervous (I’m not going to lie). He will do the reset and then start reintroducing things back into what he is doing. If you say, “I am just going to take Twitter away for a day and then Facebook,” it will never happen. It is like pulling off a BandAid, right? It is too slow. You just have to rip it off, go through the pain, and then slowly reintroduce things which you think are necessary. I promise you that during the reboot you will find out how many of the things you are doing are not necessary. It is kind of interesting, so I wanted to throw it out there for you. Think about the big changes you want to make and figure out how you can do a big reboot just to flush everything out. Then when you are focusing in that thing, you do not have lingering stuff that is keeping you from accomplishing your real goals. That is what I have. I went a bit longer today because I am driving to the hair cut. I am here now, so I am going to end for now. I appreciate you guys. Look for my Webinar over the next couple of weeks. We have two Webinars coming up. Next week we are going to talk about how we do our high-ticket selling. That will be fun. The next week I am going to test this Invisible Funnel to convert buyers into clients. I am excited and I will let you know how it goes. Thanks again, everybody, and we will talk to you soon.

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