Sales Funnel Radio

Click above to listen in iTunes... My 11 Point PDF Checklist + I'm Publicly Leaving Funnel Building :( DOWNLOAD THE FREE CHECKLIST AT SteveJLarsen.com What's going on, everyone? This is Steve Larsen and you're listening to Sales Funnel Radio. Now, before I get into the episodes, or this episode, I just want you to see a little behind the scenes. Typically, what I do when I get these podcasts together, is I'll just write out a whole bunch of principles of things I know that you guys are struggling with, have questions about, or there's a challenge. I'll go directly address that so that I can just keep trying to provide value. Or, I'll go interview somebody and we'll go dive deep into their business. By the way, I've got about 20 more interviews lined up for you guys. It's going to be great... This podcast is actually a little bit different. This one actually took me about an hour and a half to two hours just to prep. There's a lot of cool things going in it, so I'm encouraging you right now before I start, get a pen and paper if you can. I think you're really going to enjoy this. Anyways, without further ado, let's jump into this. Again, welcome to Sales Funnel Radio. Welcome to Sales Funnel Radio, where you'll learn marketing strategies to grow your online business using today's best internet sales funnels. Now, here's your host, Steve Larsen. All right, all right. Now, while I was getting this all together, I was remembering the way I got into this industry. I've shared a little bit of this, but there's a certain part of it that I've been realizing that I haven't really shared. It's so key to success, I mean right out the gate. I had a little podcast episode a little bit ago called 'How I Broke into the Industry.' I almost wish I hadn't put that out there, so that you guys could hear a little bit more of some of the things that really happened behind the scenes. I was in college, and I was going around ... What happened was, and I've told parts of this, pieces and parts. What happened was I got married, my wife and I, we went up to college. I really hadn't had that much college done before we got married. It was only a semester or two, so I had the full brunt left. She actually had already graduated, although we're the same age. It took me ... I went on a mission for my church. I was gone for two years. I took a year off to work and get some stuff done, and put together. Anyway, through various things, I actually waited on college for a little bit. I was doing a lot of construction jobs and just trying to get money together for it. I told this story of when I walked away, and I was like, "Yeah, no more construction jobs. I'm done with this." I started going and learning, and I was doing door-to-door sales. I was like, "I got to learn how to sell stuff," so I was doing door-to-door sales. When we got married, we had like no money. You want to provide, especially as the man. Like, "I want to be the man. I want to provide for my misses." That's how I was feeling. The problem is that I couldn't. I didn't know business. I didn't know how to sell. I didn't know what marketing was. I had no idea on any of that stuff. I went into what I thought was going to be a prestigious thing going into a business degree, and going into a marketing degree. I started listening to this podcast called ... Actually, I can't even remember it. I can't remember what the name of it was, but it was a guy named Sean Terry. He was teaching how you could flip houses for zero cash, and it was totally legit. It was awesome. It was actually really, really cool. I learned a lot from him. He got me going and out the gates. I'll fast forward a little bit. There was failure after failure, after failure, and as I started getting into this funnel game ... I've told you a bit of this story before, I went to door-to-door sales. I realized that you could actually attract people who want to buy your stuff, rather than go door-to-door and ask people to buy who are not planning on it. I went from door-to-door sales to writing eBooks, and made my first funnel; although I didn't realize that's what I was making. I was using WordPress and all these tools and systems, and then I learned how to drive traffic because no one was buying my eBook. Then, I got hired by Paul Mitchell and started working on building sites and sending traffic for celebrities, which was kind of cool. I was like, "Man, none of this traffic's converting." That led me into Russell Brunson, and I found how to convert and actually sell online. That's really where money started happening. That was four years. I didn't stop. I kept going, and going, and going. Four years! It was painful. It was very painful, because I refused to get a normal job. We were living on student loans, and I was like, "Crap. Like, this is my time to figure this out big and I've got to do it now." I did not sleep much. I did not do any really extra-curricular activities at all. I worked my butt off, and I know I did, and I'm really proud of that. Here's one of the major lessons I learned... As soon as I learned what funnels were and I started building my own funnels, we launched a company called Fixed Insurance. We were doing smart phone insurance. We had customers and there was money coming in. It was great. I was brand new. We kind of mismanaged it a little bit. It wasn't the business I wanted to be in, insurance business. I wanted to go be in ... I wanted to work with people directly, one-on-one, and make their business explode. I wanted to do essentially what Russell now calls the certification program; but that didn't exist then. I was going around and I was going from client to client. I pitched to the owners of Vivant. I went over and I was working with some of the top leaders in different MLMs, building their product, MLM funnels, selling lots of their product. I was going and it was super, super awesome. The big problem was, was that none of them were big payouts. In between each of those successes that I was having was a crap ton of failure. It wasn't until I started looking back, like two days ago, literally. I was looking back and I was thinking, 'Why did this work, and why did that not? Why? Why did some funnels explode a business, and other funnels I mean, did nothing?' Even in the same business, every once in a while, a funnel would go in and it would blow up, and then would do nothing again afterwards. Like, 'What's the difference? Why? Why? Why did some ... Why did some businesses just not take?' I was going back and forth, and I was looking around. I said, "Oh my gosh, I think that there are times when a business is ready for a funnel." All right, now that's not normal thinking, right? We usually think that a funnel is good for any business at any time, always, ever; and yes, that's true. I'm not saying that you should not build funnels if you don't have all these elements but I started looking at all the people I've built funnels for. I've built over 150 funnels in the last year alone. Actually, 11 months; in the last 11 months alone. A lot from my own clients, a lot for obviously for Russell's, a lot for click funnels internal, for click funnels external, for all the clients that he's got. All over the place, from supplement funnels to funnels for toilet paper, no joke. Funnels for lots of webinar funnels, lots of info products, retail; I mean across the whole gambit, MLM, local clients. All over the place. It's been a lot of fun and a hardcore education, learned way more than my entire marketing degree combined. It's been fantastic. I started looked back and I started seeing the patterns. I noticed that there's a specific moment when a business is ready to accept a funnel. All right, you got your pen and paper now; because I created it's 11 pieces in this checklist to help you and I know when a business is ready. What I'm going to do is I'm actually going to go open this thing up. You can hear me clicking around right now, but what I did though is I figured out that ... it's not always ... I got to be careful of what I'm going say here, because I don't want any one of you to jump out and suddenly say "Well, Stephen said it's not good to build a funnel yet." That's not at all what I'm saying. What I'm saying is there's a moment when a funnel explodes the business. If you don't have one at all, if you have no extra income jumping in on you, that sucks. Build a funnel... All right, get it out there, start testing it; but there's a moment when the funnel explodes the business. What I did is I build what's called ... I've been calling it, it's just the pre-funnel build checklist. It's kind of a dumb generic name, should have probably made the name something different. I said, "How I know if the business is ready for a funnel." This is a checklist you guys can all go download right now if you want at Steve J. Larsen, my full name is Stephen Joseph Larsen, so SteveJLarsen.com. I said, "No, I'm not saying you should not ... I'm not saying that you shouldn't build a funnel if you don't have these things. " This is simply a list of the things I use to gauge how much I think a funnel is going to expand a current business. I've gone through and I've built a whole bunch of funnels for lots of people and my own personal clients, this bit of a checklist I'm running through, it was all mentally in my head until I sat down two days ago and wrote it out. I was like, "Holy crap, this is totally what I do." I created and personally use this list to vet out potential clients and prep my own businesses for a funnel. The point is to remember that funnels are not business models, or the complete business. There's been many times I've built funnels for people before I understood this. I built them just an awesome funnel. I will say that's the one constant is I build really good funnels; like a natural ... Not a natural ability at all, I shouldn't say that. Crazy enough, the things that I used to build funnels, I'm very good with the Adobe Suite. I'm very good at layout and design, and that's all I did in high school. I wish I did sports, but I was the head editor of yearbook. I got three state awards in Colorado for my layout and design. I know that's where a lot of it comes from, and super grateful for that. I had no idea it would apply to what I'm doing now, but it does. Anyways, this checklist helps me see to which extent the entrepreneur or myself knows his own company. This is one of the biggest pieces on here. What I want to do is I want to go through these items with you guys real quick. It's 11 things that help you know ... What's kind of cool is let's say you're not hitting all 11 of these things. That's totally fine, use it as a gauge. Go in and start to figure this out, because here's what happened. When I was in college and I started going back, and kind of walking back; I went and I started trying to find a client that I could blow up. I had all these start-ups. I had all these people that wanted funnels. I had 15 businesses on a waiting list in the middle of college during my marketing classes. I walked up to the teacher and I said, "I don't want to be here anymore. This is dumb." He said, "Honestly, I can see you're doing cool stuff. Why don't you just give me a cool deliverable at the end of the semester, and I'll see you at the end." I walked away and never came back to class. For three hours a day, I held my own class just trying to make as much money online as possible. It was the coolest thing on the planet. I call myself the student of exceptions. The answer's always 'Yes,' until you can get a 'No.' Just go freaking do it. Stop waiting for permission. Stop asking for permission, just do stuff. That's kind of my mentality. It's like get out of my way, that's kind of what it is. Anyway, what happened, though, is I was looking around. I was like, "Okay, I need to prove the market that I know what I'm doing on a lot of these things." Nobody knows who I am. I remember doing my first periscope and I was like, "Man, no one knows who I am. No one's going to watch this." I think I had one person watch it. The next day, I had maybe two. The next day I had maybe three. That's literally how I built this. I was like, "I got to prove to the market that I can do this stuff, and that I've been doing it, and that I can ... " I've just never marketed myself out as a person that does this. What I started doing is I started looking around. I didn't realize it, but I was using this checklist inadvertently to vet out businesses. I went and I said, "Okay," and a lot of you guys have asked this question to me, which is actually what has started spawning this podcast episode. You said, "Hey, Stephen. I've got to know how to start. How do I get going? How do I prove myself?" They're like, "Well, there's this cool start-up that wants me to." I'm like, "You said the word 'start-up.' Okay, if you're trying to prove quickly to the market that you know what you're doing, do not build for a start-up." I've told a lot of you guys that. I said, "You need to go build for a business that is ready for a funnel, and will just explode it. All right? It makes you look like a champion... It makes your funnel look like a champion, and makes the business look like a champion, all right? Because you've made them a bunch of money in a short amount of time. Well, you need certain things in place in order to actually do that. Does that make sense?" I started looking around and I was calling buddies. I'm going back to the story. I made a huge list of businesses that I thought would be cool to go build funnels for. I was sitting there and I was like, "Okay. I could my own. I could build one for a company that's already established, where they could blow it up. I could go," and I made this big list. I started going piece by piece, and I started shotgun emailing tons and tons of businesses. It's actually funny, Justin and Tara Williams in the inner circle, Russell's inner circle, they're one of the people I reached out to. They were just too slow to get back to me, so that's one of the reasons I work for Russell now and not them, which is kind of funny. I went out and I started shotgun telling people, I was like, "I will build you a funnel. I know you don't know what it is. I will do it for free, and I will show you once it's making revenue, then let's talk about me getting paid; but first, let me prove myself." It was like "Whoa." These people were like, "Who is this kid?" Then I had them proving themself to me, because then they came back to me and they're like, "Well, I want you. I want you." I was like, "Well, I can only take one of you guys, so who's it going to be?" About that time, I met a company down in Florida. I will keep them nameless, Echo. I went and I was checking out their stuff. I was like, "I could totally build for these guys. These guys would be a good candidate." I met the owner, and he was like, "That sounds amazing. I have no idea what you're talking about. Sales funnel, what does that even mean, right? That's all techno-babble. No one really knows what that is unless you're in the industry." I was like, "Well, I know you don't know what it is. I'm going to build it, and then let's just do this. So these are the things I need from you." I was like, "X, Y, and Z." I said, "I've got to have one, two, and three from you; and this is what we can expect in the timeline. Let's go," and I went to work. I started putting the funnel together. First I ran an ask campaign and I ran out there, and I got tons, like 150 responses in a day. He already had a pretty big customer base. I said, "Oh my gosh." I started looking through the responses of the ask campaign and I was like, "Oh my gosh, did you guys know that they want X, Y, and Z?" They're like, "No." We went and we built a ... We, I. I built a trip bar funnel and I launched it out to these guys. We made them like 20 grand in two days. It brought in an additional 30 grand on top of that over the next week or two, all to his internal list from an ask campaign. I was like, "Cool! I got my story. Woo!" I looked back and I was like, "Why did that really work?" That's because of this checklist. I've danced around it, but let's jump into it here. This is a slightly longer podcast, but I hope you see the value in what I'm about to say here to you guys. If you can't find a business that matches these, I'm not saying you shouldn't go do it, but look harder. If you're really trying to prove yourself, or you're trying to break into the industry, or your own business; let's say you're not building for other people but for your own business. You're trying to make these things work. You're trying to make your funnel work for your business. It might be because your business is not hitting these criteria, so let's jump in. Number one, is their business ... I'm going to share this with the standpoint of, 'Hey, I'm looking for a client,' because I've built a lot of funnels for other people. All right, so number one, is their business already making sales? Whether offline or online, I don't care. They could seriously be going door-to-door. I don't care. Are they already selling the product they're wishing a funnel was for? Do they have repeat buyers? This is all part of number one. I wrote in here this question alone is a major barrier. If the answer is 'No,' I don't work them because they haven't built the business enough to support a full-fledged funnel. Full-fledged funnel. Is there already sales happening, or is this a start-up? If it's a start-up, I usually will always say 'No,' unless they're throwing just an inordinate amount of money at me; because they haven't build the funnel around it, or they haven't build a business. You'll see more what I'm talking about as I move into this. This is a whole aspect of this business that most people don't think about, or know about, or we even really talk about. I don't think we've really thought about it before. Anyway, number two, what assets do they have? Do they have an email list? Do they have social presence, phone numbers? Do they have a website at least? Are they at least online? Do they have things like logos, images, videos, copy, sales copy. Do they have those things? What I'm really trying to figure out here is if they have enough people and enough following for me to run a successful ask campaign. An ask campaign, if you don't know what that is, is where you go out and you say, "Hey, what's your number one challenge with X, Y, and Z?" You get back a whole bunch of responses from this open-ended question, and it will tell you what to sell them next. It's really helpful. Number three, can they name and do they know who their competition is? This blows me away. When people can't say who their competition is, it's almost like an automatic 'No.' What it means is they haven't actually gone through and they don't know their own place in their own industry, and their own spot in the ecosystem inside their own industry. I wrote 'This is huge. If they can't name their own competition, but are telling me their revenue is massive, I'm going to strongly question that.' What I'm really looking for here is someone to funnel hack. If there's no one to funnel hack and they don't know who I can funnel hack, I get skeptical on the future success of the funnel right off the bat. I got to be able to funnel hack people who are being successful. It's the other reason why I don't do start-ups, because if there's no one to compete with, it's ... You're a pioneer. You're not modeling anybody. You're doing something that no one has done or no one's been successful with. That means that you might be drifting into an area where you're selling products that are based on improvement, not products that are new opportunities. Improvement-based offers are terrible. New opportunities sell a lot, just right off the bat. Anyway, you might be selling into a red ocean. Or, the ocean is so blue that the market isn't ready for it. How many of you guys use all the features in Excel, or do you just use the basic plus/minus multiplication, division features? It's the most ... Anyway. Different story. Are they trying to be a market disrupter, or are they trying to make money? You know what I mean? That's what I'm trying to say. Number four, how many products are they selling or can they offer? If they're selling complimentary products to their customers, I would know how to structure the funnel almost immediately. If they're only selling one product, I know we're probably going to have to make some of their product not just a funnel. That's fine, I just charge more. That's what I wrote. Basically, are they selling more than one product? If they're selling more than one product, successfully, it's a really easy way to make the funnel. If they're only selling one thing, typically a funnel has at least two products, different variations at least, of the same product. If they don't have that and they want to make a ... That's the hard part when insurance companies come to me and is like, "You guys have a single product, and your only other product is more insurance." I'm like, "Ugh. Like, we got to create another product here." They're like, "Oh, okay." All right, number five, what is their current monthly revenue? Some people will quote their glory days revenue. Find out how much they're really making... If they're spending their last dime to build a funnel with you, feel sketchy about it. What money will they have to drive traffic with? Plus, they get too needy. It's like going to a five star restaurant after not eating for two days. You'll hardly taste it and no one will enjoy the five stardom. Don't sell broke people. I know that I build high level funnel, and I don't want to sell level two ... business a level ten funnel. That sounds harsh, but you're actually doing a disservice if you do that. Number six, do they already know what kind of funnel they want? This matters, because it's how I gauge their education level. If they know what kind of funnel they want already, I don't have to continually educate them on the vision of what I propose to build; and especially during the build. It's much easier. Again, not a deal breaker but I go from being a funnel builder to a funnel builder plus coach. I need to allocate my time accordingly. If someone doesn't even know what funnels are, it's kind of like ... It's fine if it's this way, but you're going to be educating them a lot further. One of the people I most recently built for, they pay the ten grand, they came in, they built ... Actually, I'm going to try and interview them here soon, so you guys can all see. It's really cool. It's a political campaign funnel for another country. I live in America, and it's for another country. He's actually about to get elected, and the funnel actually helped him take office. How freaking cool is that? Anyway, but they already knew what kind of funnel they wanted. It made it really easy, because I could just build. I didn't have to coach. It's fine if you have to coach, I just have to change some things. All right, number seven, do they know their numbers? Do they know how much it costs for them to acquire for somebody? CPA? Do they know what their average cart value is per customer? Do they know what their earnings per click are? Et cetera. If they already know the numbers, that helps a lot. Number eight, do they have current and consistent traffic? If not, what's the plan to get it? If they don't have any kind of traffic flow that I could just drop something into, that's going to be hard. It'd be like if I went to ... I live in Idaho now. I'm from Colorado. There's mountains and valleys all around us. There's rivers and dams where they put those hydroelectric generators in there to get electricity. It'd be like building a dam in the middle of a valley and then trying to find the water. That's what it's like when you're trying to build a funnel for somebody who does not already have traffic. It's very difficult. It's so much easier to go find somebody who's ... It's like the Nile, they already got tons of traffic. Just drop a whole bunch of dams in there, you're going to get electricity off of it. It's the exact same principle. It's hard to build for somebody who doesn't have traffic yet. It's fine, again, if they don't. You got to know what the plan is. Who's driving it? Do they think it's you? I've had people who thought I was going to drive it. I was like, "No." I'm like, "I'm not going to drive your traffic for you." Anyway, number nine, what software and systems do they already? This is so big. This is an element we don't really talk about a lot, but you're going to become an integrations master if you're trying to build for other people. Even if you're for your own funnel, you're going to have to be somewhat of an integrations master as well. Do they know they're going to require additional software and subscriptions to build their funnel? Here's a little story. I had some people who wanted me to build a funnel using Infusionsoft. I ran the other way. I said "No." Number ten, this is so big. Again, we don't really talk about this. Do they already have their own performing fulfillment? I wrote it all caps in here, selling and funnels is the sex of business. Fulfillment is the red headed stepchild with a mole on his forehead that no one wants to think about but will actually kill the business. I wrote a little story here. I said, "I once ... " Yeah, I was stupid once and built a funnel years ago for somebody who had no fulfillment. I was just excited to get the client. I made them some quick cash in a couple days. They frantically called me back and asked me to turn it off. They're like, "Turn it off! Turn it off!" I was like, "Why? You guys are making all these sales! Are you kidding me? I just like two X'ed your company." They're like, "I know, but we don't have ... We can't handle it." I ended up having to go build this whole inventory system in the back end. They got so gun shy from it making all these sales that they never turned it back on. I was like, "That's the stupidest thing I've ever heard." They still wouldn't do it, though. Number 11, I said "Finally, have they ever been successful in anything at all, ever?" That sounds harsh, but ... Anyway, I wrote a little note on this one, too. I said, "This might seem like a joke, but someone who's never done anything, ever, in life, at all, but who has all the previously mentioned steps, has potential to be a massive basket case of emotions. Then, you'll turn into an icky life coach again." Unless they're really, really upping the price, I'd run the other way... You're not trying to keep people out, but what you need to understand is that there's been people ... There's a guy I was building a funnel with once. It was for ... He was selling a book that was, once people read it, they automatically wanted to buy product for some supplement thing. It was a long time ago. It was probably, that was about four years ago, probably. Three and a half, four years ago. I was building a funnel for him. This was before click funnels existed, but I was using things like Get Response, and WordPress, and things like that. I was building a funnel for him and literally every move I made, he was excited about but questioned like crazy. It was the most ... It was damming to my progress, just like a dam with water, but where it doesn't let the water through. I had to verify every single step the whole way, because he had never been successful in something before. He was having little successes here and there, but nothing where he could let go a little bit and say "Okay, you take the reins. I trust the expertise, and you should back off ... I'm going to back off a little bit and you just go build this thing." These are all some of the lessons I've learned. Again, this is kind of a long podcast but I wanted to show you guys some of that. Final note, and you can get this checklist and I'll show you out. I said, "Final note, this list sifts out a lot of people, and I realize that. But, that's why I made this checklist for my personal use. Your goal, and it's honestly what I've been using in my head all along, and I had no idea; but if they didn't meet these criteria, which was different than a lot of the criteria that I've seen out there for other people... But anyways, your goal is to match your funnel building skill level with the correct client for you. I waded through three plus years of bad, bad, bad clients to learn this. All right." Then, I put the actual website there. It's a little checklist, a little asset that I put together for you guys. I think you're going to really like it. There's some spelling errors and stuff like that, but anyway I think you'll understand the point of it. Guys, I wanted to ask you something. I've got actually a bit of announcement here, this is kind of a bittersweet thing for me, personally. I'm not going to spend a lot of time on it, but I'm actually leaving the public funnel building game. I'm pretty sad about it... Click Funnels is growing so fast. It's growing so incredibly fast. We're actually just trying to keep up. We've 3X'd, two years in a row. We're on track to do the same thing again this year. By the way, just so you know, that kind of thing doesn't really happen. We're extremely unique as a company, Click Funnels is. To commemorate this whole 'Hey, I'm no longer going to be doing this thing,' I wanted to just take on my last few clients. I'm excited. I want to be able to focus more. It's actually Russell has asked me. This is the reason I'm doing this is Russell's asked me to no longer really be doing anything more publicly, and to focus on helping him with Click Funnels. I completely understand what he's asking. I love Click Funnels, you guys, we are changing the world. It's so fun, but understand what I'm saying here. What I'm going to do is I'm totally going to make you a cool deal for the last few people who want me to build for them. I have until the end of March to make this happen. I only have space for three people because I put my heart and soul into these funnels. The thing I can promise and guarantee you, all my integrity, my very name, and maybe even my kids, is that I'll give you a sweet funnel. That that's something that that's what I do. It's all I do, every day, all day for ... It's been years, especially this last year with Russell. I've given some pretty big info on this podcast, you know what I mean? I just wanted to obviously this type of information I'm giving you is not ... It's not going to do anything for you if you don't actually go build one. The reason I'm doing this is like I said, I am publicly going to no longer be offering funnel building services. I've had to increase my coaching price. I first started hundred dollars an hour and I coached a lot of people and it was great; but I had no life. So I increased my price to take people even more serious, to $400 an hour; but it still, again, I had to stop. I bumped my price up again, just because I can't handle the volume. I'm being totally honest and vulnerable with you guys right now as I say this. I'm going to make this quick. I know I've been going for about 30 minutes here, and I apologize. Hopefully you guys hear what I'm telling you. You can get this checklist by going to SteveJLarsen.com. Also, there is a spot on there where you're going to see if you want to be one of my last three people, there's a spot for you to put down your name and a deposit. What will happen is I'll go through this checklist with you and I'll vet out your situation. If we're a fit, that deposit will go towards the price I charge for the funnel; which is ten grand. I thought about doubling my price, and that would be totally appropriate; but it's not even that. He wants me to stop building altogether; as far as external funnels. I'll still have my own projects that I'm building out, but I will no longer be doing it for other people. I legitimately am taking four people, but I already have one gone. I'm building for my dad right now. His is almost done and I'm going to share behind the scenes of that here soon, just so you guys can learn what we did. It's kind of cool. It's very clever. I don't think anyone really in the financial area is doing what we just pulled off. Then, I'm also building for a company called 'A Statue of Responsibility.' There's the State of Liberty on the East Coast, an equal sized statue called the Statue of Responsibility's going on the West Coast. They've asked me to build the funnel for them to make all the donations so that that statue can get built on the West Coast. They're just trying to figure out which city it's going to go in; so super cool stuff. That's basically it, so I mean technically that's five, but one of them's about done. I only have room for three more clients. This is real urgency and scarcity, you guys. I know that we teach you guys to do the real urgency and scarcity, like 'Oh, it's never going to happen again!' This probably literally will never happen again, because I'm going to sink my teeth even farther into Click Funnels. I know that there are, and ... I didn't just want to come out and say "Oh, you can't get any more funnels from me. I'm out and out of the count." Yeah, right. You can't. I'm tapping out. I literally had to ... I'm going to show you guys some of the things in here, but I literally had two choices. Russell and I have had some heart-to-hearts on it. Two choices. Russell said, "Okay, man. Like, I really need more help with what I'm doing. You can go build your own stuff and keep this going, or stay with Click Funnels. And I want to help you, um, help you there, as well." I was like, "Man, like this is just nice. My wife and I have been talking about it. She's like "This is a weird, nice problem to have. You know, which direction are you going to take?" That doesn't mean ... It will probably be like five years before I go and accept a funnel build for somebody else, you know what I mean? Unless again, it's like this inordinate amount of money. There's no way that I have time to do it anymore. This last little rah-rah. I just want to remind you guys that there's a lot of you guys I know that are thinking about hiring me. I've had 27 applications to build funnels just in the last little bit. 27! 90% of you guys I know sadly, you don't meet some of these criteria, or the ten grand is too much. That's okay, just keep pushing it, keep rushing it. I can't build for you, and that's okay; but there are a lot of you, though, who do have the ten grand, who are wanting me to build. I'm trying to give you this real urgency and scarcity and tell you that like, "Look, I cannot. I am not allowed. I can't. I can't move forward anymore building funnels after these three clients." Those are my two choices. Literally, your two choices are whether or not I'm going to go build for you because this is real urgency and scarcity. I have to move on. The landscape of my profession and my path is starting to change. For three years, I built for start-ups. For this past year, I've only built for professionals, people with at least ten grand. I have a buddy who sells $50,000 funnels. Anyway, ten grand for a funnel, the type that I build, I know it's actually dirt cheap... I just want to remind you guys that ... It's kind of funny. You think about the attractive character, this is the reluctant hero category. I'm trying to show you guys the magician's hands, kind of like what Russell calls it. I'm trying to show you what I'm doing here. I am closing this, and so I actually wanted to make you guys an offer. I'm going to make you guys an offer right now. I'm excited to do it. Not only are you guys gonna get a funnel that writes $10,000, I'll build you guys whatever kind of funnel you want. I'll do all the images. I'll help put the copy together. Videos will probably have to be done by you, so it's your face on them, but I'll help you put those together as well. I'll help you write the emails, the fulfillment emails, which there's a lot more to do on those than I've noticed you guys do. All right, help you write the soap opera series, helping you write sticky emails that will get people back in to buy, even several weeks after they've left your funny. All the different communication pieces, and that's $10,000. That's a value of ten grand. I remember the first time I charged ten grand. I was like, "This is crazy!" Then they went off and they did these amazing things. I was like, "Wow! Ten grand was nothing!" All right, I'm also going to give you guys every funnel I charge for. Every single one of them. That's about $1,000 value, almost; so I'm going to give you guys every single funnel. You'll get the $10,000, and then you'll get the about another $1,000 in funnels that I use for MLM; the funnel that I used to get 650 people to a live event, which was crazy. It was in the middle of college. That was so amazing. We raised seven grand for charity. It was awesome, but I built that funnel. I'll give you that one. You guys are going to get my insurance funnel. You'll get my podcasting funnel. You'll get my live coaching funnels, the funnel I use to get all my coaching stuff in. Which by the way, does quite a bit, monetarily. Anyway, you guys are going to get all those for free. I'm just going to share funnel them over to you. I'm going to build the funnel for you. Then, I'll give you every funnel that I charge, I'll give it to you for free. That's 11 grand in value. I'm also going to give you guys two coaching sessions post-build. This is huge. I charge $1,000 for an hour now. That's a $2,000 value. A lot of you guys, post-build, I've noticed will want to ... Obviously you're going to want another coaching session. It's like a check-up, it's like going back to the doctor after a surgery. 100% totally get it, so I'm going to give you guys two coaching sessions for free. I'll do it like two weeks after, and then one month after I'm done building. Usually my building period is two weeks, so within two weeks you'll have your funnel back; dependent on how quick you can get me the assets that I need. There's the built funnel for ten grand. Every funnel that I charge, for free, I'll give that to you for free. That's another $1,000. Two coaching sessions, that's $2,000. Then, I'm also going to give you ... Guys, I don't think a lot of you guys know, but I do a lot of stuff with the affiliate game. I've only got like 20 affiliates for Click Funnels, but it makes an extra grand a month; which is awesome. I don't do anything for that. I'm going to give you the email series I use to get people in the door. It's worth a $1,000 a month to me, right now. A real, real cost and I don't do anything. I should drive ads. I should drive traffic to it. I don't, and it still makes a $1,000 a month. I'm going to give you that specific email sequence, which is awesome. It's worth $1,000 a month. Again, get the funnel built. I'll give you ever funnel I've ever charged for, for free. Two coaching sessions, my affiliate email sequence. Then, the last thing I'm going to give you guys is I want to feature you guys on the podcast. I think it'd be cool for everybody if you guys, if we go and we peel back the funnel, maybe after the coaching sessions are done or whatever. We go through and we show the progression of the funnel, and we show how what we're doing. I thought it'd be really cool to feature you guys on the podcast so that everyone can see what we did and how we pulled it off. All together, that's like $15,000 in value. Obviously I charge ten grand for it. I'm going to give you guys $5,000 off, free for that. That's real urgency and scarcity. If you guys go to SteveJLarsen.com, you'll be able to download the checklist. Then, right after that on the next page, you can hold your spot. Again, it's $500 just as the deposit to hold your place. The reason I do that is because a lot of people want me to build their funnels, but the $500 helps me know that you're serious and in a position for me to build your funnel. If it doesn't work, I give you the $500 back. That's no risk to you at all. If we are building the funnel together, then it just goes towards the $10,000 price. That's only $9500 after that. That's it, guys. Go to SteveJLarsen.com. Again, my full name is Stephen Joseph Larsen but it's SteveJLarsen.com. You can download the checklist that I use to vet companies. You can use it to vet your own, and how much a funnel will blow up your business. Then you can also reserve one of my last three places for funnel building. Some real urgency and scarcity on this, okay? You guys have 'til the very last day in March to do this. The very last day in March. I have to do this now. You know what? Actually, what's the date? I only have two weeks, because I have to have the funnels almost done by the end of March. Anyway, the countdown clock for the real world time that I have to stop building funnels publicly, or I get in trouble, because I need to focus inwardly on Click Funnels. It will be done. Go to SteveJLarsen.com, get the checklist, and go to the next page. You'll be able to see what that all is. Guys, thanks so much. Again, you get the funnel built, ten grand. Get every funnel I've built and charged for free. I'll give you everything I have. Then, I'm going to give you guys two coaching sessions for free, for two grand; and then my email sequence for all my affiliates that gets loaded straight into your Actionetics. I can share link all my email sequence straight into your Actionetics account, which is awesome. Then, I'm going to feature you on the podcast. I think everyone will get a lot of value from that, actually. That's going to be really cool. That's real world value of over 15 grand. I'm going to give it to you for $10,000. Anyways, guys, again, SteveJLarsen.com. I will talk to you guys later. Bye. Advertising Inquiries: https://redcircle.com/brands

Click above to listen in iTunes... Garrett and Danielle White Family, Russell Brunson, and TONY ROBBINS... What's going on, everyone? This is Steve Larsen. You're listening to Sales Funnel Freaking Radio. Whoo! Hey, this is actually a special episode. This is part 3 of 3 in my review day-by-day of Funnel Hacking Live Event that Russell just threw in Dallas. I'm actually in Dallas right now recording this. I didn't want to leave the hotel room before doing this and spiting it out and everything was fresh on my mind. So, I'm just sitting inside here in the actual hotel room itself and just getting these podcasts out to you guys. These are kind of a review. Today, will be a bit shorter than the other two. The other two were a bit long, but I wanted to go in-depth so you guys felt like you were getting some values from the podcast itself. Again, and just as the others, if this is the first episode of this 3 part series that you're listening to, go listen to the other 2 first. The whole event was meant to build on itself, so I would go listen to Day 1 first, and then Day 2, and then come back to this one. Really, the last one, but this is the one where Tony Robbins came in and it was so cool. Welcome to Sales Funnel Radio. Where you'll learn marketing strategies to grow you online business, using today's best internet sales funnels. And now, here's your host, Steve Larsen. Again, thank you to all you guys that I was able to meet, and talk with, and take selfies with, and all the gifts you guys brought, which I was not expecting that. And it was very, very humbling. Anyway, guys, thank you so much. Again, my voice is totally shot still and talking as much as I am is not helping. But it is what it is. The very first person who came in was Garrett White with his wife. Now okay, Garrett has spoken every single time at the Funnel Hacking Live Events. The reason Russell likes to bring him in is because he also helps people implement. Now you think about, Garrett made this point as well. He's like, "Okay, I know you like coming to Funnel Hacking Live and you get a whole lot of extra goodies and nuggets, and things that you don't get anywhere else. Think about it, if you would just freaking read the book, watch the tutorials, and do it, you're going to be farther along than the majority of the people who are out there." It was really funny to listen to, but it was like, "Okay, okay, that makes sense." There is a lot of stuff that you can't get from a book that you do get at the event. It was actually really cool to listen to him and hear him say that. He was there with his wife though and we've never done that with him before. And his kids on the stage. Garrett was the same Garrett, swearing like a storm, but he went through and he started teaching us more about, like an echo of what Setema taught. But even more depth on certain areas; it was really cool. He was banker actually and in 2008 when the economy really tanked, he lost everything. He realized that he had no idea who his wife was. He had no relationship with his kids. He realized that the life he was living was pure crap. He hated it. He realized that a lot of it was because, again similar, was the story he was telling himself. Which was kind of cool because, Tony came in and talked about "the story we were telling ourselves." There was kind of a theme there for many, actually several speakers, not just those three. At least, that's what I picked up. Maybe that's what I needed to hear. You know what I mean? You guys might have picked up something different, who were there. Anyways. So he said, "You need to choose yourself." I don't mean that in like a freaky-deaky way, like weird. Meaning you got to create yourself, okay? Know who you are. Know the story you are telling yourself. He had us turn and scream, at the top of our lungs, at our neighbor that, "I am a marketer." Number 2, you got to live in the land of yes or no, none of this maybe crap. "Maybe I'll get this done." That means no, you're not going to do it. It was interesting to hear him say all that stuff. "Got to live in the land of yes or no. No more maybes." So, he had us turn to our neighbor and scream, "I am a closer." So, number 1 is, "I am a marketer." Number 2 is, "I am a closer." Number 3 was ... He said a lot of times when we get in these businesses, we start getting followings and we, guys I've been totally guilty of this and it's been cool to hear him say this. Because right now, sitting here right now, as I'm recording this podcast there's probably 400 messages, collectively, between email, tons of Facebook messages ... Oh my gosh, I can't even handle it anymore. It stresses me out. I want to give, and give, and give, and give, and help. I feel guilty that I can't give, and give, and give, because I have to live too. You know what I mean? I know a lot of you guys listening to this, you guys get the exact same way. We attract like people and you're listening to my podcast. We're probably really similar. You start to feel guilty that you can't help everyone and their mom at all times, for free. You feel guilty that you can't get out there and do that. I was like, "That's so true. I've totally had that experience before." Now, Russell has since been teaching me that it is your moral obligation to sell people. It's your moral obligation. It's actually the name of the last section in his new book, by the way. After he and I talked about it, because it's such a huge deal. People feel guilty about talking other people's money. He goes, "No dude, think about this ... Russell told me this and then also Garrett White was saying this on the stage too. He said, "Okay, think about it. You've gone through, you've done the epiphany bridges with people. You've been selling like crazy. You've helped them realize the need for the product. You've gone in. You've changed their paradigm of the world. Then you don't sell them something?" A. The worst thing you could do is give it to them for free. When you give something for free to somebody for free for too long ... Number 1: it can bring in these feeling of well you gave it to me for free, so everything you give me should be for free. And I'm not talking about your base. All the things you're putting out there for people, that's fine. But if you're giving your actual bread-and-butter product and service away for free, for too long, it jacks up the value that they see of what you've built. You guys know that I built the funnels for Marcus Lemonis on the tv show, The Profit. That was like 11 funnels in a day; it was nuts. Marcus saw the vision. Marcus caught the benefit of the funnel. He understood it... He had the epiphany. Because he talked to Russell about it and it was super cool. He's like, "Every business needs a funnel." And we're like, "Yeah, that's why it  exists. This is freaking cool, right?" He's like, "Oh my gosh, yeah." Then what happened is, I went out and started building all these funnels for all these peoples. That was my role in the company shortly after I got hired. I was building these funnels and I was putting them together. It was all these companies. You guys probably haven't heard of ... A lot of them were tv show episodes of the show, The Profit. I was going back of all these episodes he'd done in the past and building funnels for these companies. I'd build them and I'd put them together and the whole way, the whole way, I had to keep selling these people on why they needed the funnel. They didn't have the epiphany. We built these beautiful funnels. Oh my gosh, these guys could be making so much extra money and they came in and were like, "Cool." And it sat for like months and months and we're like, "You're not doing a dang thing. Why not?" And they're like, "We don't even know what this is. What do you do? Why is this" ... And I was like, "I've been telling you. I've been showing you. I've been coaching you. I've showed you so many times how this thing works." And they're like, "We don't want to do an internal launch to our list. Why would we do that? They've already bought from us." And I was like, "You are idiots." Oh my gosh. So what was hard and what was challenging is, if people have the epiphany and you don't sell them something, then you are actually doing them a disservice. If people pay, they pay attention. Right? They need to put some skin in the game, psychologically, to actually go in and digest and get after something. There is something you have to pay, whether with time, or with money, or with some sacrifice in order to actually get stuff. Understand it. Implement it. Push forward on it. Everything is bought with your time, your thoughts, anything. Right? And if you go in and you say, "Hey, here's this really cool product and I'm giving you this awesome offer and I'm going through and I'm ... Guys, the funnels I give for free on my site, I should charge for my full 10 grand price for a lot of them. I don't though. The ones that are 100 bucks or a 127 bucks and people come back and complain about it. There's only been one person who's actually complained about it. It's because they didn't know ... I don't even know how they got on the page. I don't even know what they bought. I mean they probably don't know how to turn on Facebook. Anyway. There's only one person complain, I couldn't even believe it. But no one else has complained. But then I'll go back and realize that some people have just not implemented it. I'm like, "I wonder if I charged more money, if people would implement this harder." Like half of the people get it and they push forward. The other half don't. Interesting. That's what Russel's been teaching me, is like if you've gone through this whole thing and you've taken away their ability to pay with money, they have to pay now with something else. Does that make sense? It's the moral obligation to sell. Right? So, Garrett White had us screaming, "I'm a closer! I'm a closer! I'm a closer!" at each other. Because we need to live in the land of yes or no. Charge the money. Charge the money. And get out there and make the sale. Because, then they're motivated. They've go skin in the game. You've changed their mindset and you've actually given them a way. The product is the path. Right? The service or the product is the path for them to actually get done what you were just saying they could. And it scratches everyone's back. That's how it happens. And people who can't afford it? That's okay. It means they're trying to figure out how to afford stuff. That's the phase that they're in. That's okay. Anyway, I shouldn't keep going about that. So, he had us screaming at each other, "I am a leader, not a savior." And then we whispered it. And it was really interesting to feel that. I have a vested interest, you guys, in your success. You guys know that, listening to my podcast, but there are just some people that I just can't help. And I can't do it for free anymore. I did it for free for three years just so I could prove myself to the market that I knew what I was talking about. That I was motivated enough to get it done. All right? That I was getting it done. That I was getting real results for the companies. And I gave it free, and free, and free, and free, and helped, and helped, and helped, and helped, and helped. But what really brought more people success, was when I started charging. And I didn't realize that until Garrett came out and he said that. I was like, "Oh my gosh. That is true. I am a leader, not a savior." Right? I am very religious and I believe in Christ, but that is not the point of this podcast. But it was interesting to think about that on that level. It was like, "Gosh, very fascinating point, my friend. Thank you very much." He's like, "There's no hack to work. Quit looking for an excuse to suck." All right? He's like, "Just suck. Just freaking do it. You're going to suck. And then you'll suck less. And you'll do it even more and you'll suck less. And eventually, you'll suck less, so little that you'll actually be good." He's like, "You just got to start. Just freaking do it." And his little daughter came up and she wanted to be on stage with him. And he's like, "Well, it's going to cost you." This is the backstory of how she got on stage with him, his little girls. "Well, you've got to make $1000." So, this little girl followed Russell's path; read the book as a punishment for time-out for something she did. Garrett makes her read Russell's book. So, she finished the whole book... She went through and made a webinar. She made $1200 on her first webinar as a 10 year old girl. It was so cool. And he was like, "Now what do we tell people who are just bad-mouthing us?" She immediately knew what he was asking and she started yelling, "I don't care about you. You probably don't know how to do half the things that I'm doing." It was really funny. Anyway. I'll stop on that. It was a big epiphany that I had for the event. That was really cool... Then Russell came through and we have a sweet traffic course. I mean you guys are starving for traffic. So, what we're doing is flying in the top experts. The people who don't sell courses. Right? These are the people who are so freaking good that you can not attain them unless you pay ridiculous amounts of money. We were like, "What if we paid the ridiculous amounts of money. They train us as a team how to do it and you guys get a camera on the inside watching us do it and how to get trained and how it worked for us. It's really just such a freaking good offer. There's a table rush. That was the first time I ever experienced a table rush. People go up before he was even done and just ran to the back, because it was gosh it was so good. Then we had a big break and Tony Robbins's security was there... And we didn't know it, but they were testing us to see if we were actually bouncing people. I like to fight, so I was like, "Make me a bouncer, please." I look like a softie and I smile and hug like one. And I'm always pumped and excited, but there's this other side of me that really likes to fight stuff. Which is why, I think, that I got drawn into the army. Anyway. So, apparently they were testing us. They were like, "You guys are doing a great job. We're really impressed with your staff." We're like, "Yeah, we're totally freaking security guard. Yeah, what." Anyway. So, Tony Robbins came in. I have got a full page of notes, and graphs, and stuff he was saying. I don't even know where to begin on this, you guys. It was so good. Gosh, it was so good. He was like, "Hey, raise your hand if these three days, while you're here, you're kind of stressing because there's things in your business that you know you need to get done, but there just not getting done without you. Raise your hand, if you're that way. Now, repeat after me, keep your hands in the air: I am a business operator, that sucks." It was really funny. He was like, "Okay, you guys are business operators, not owners, if three days is making you freak out. Time to expand it a little bit." He was like, "I'm not trying to be cheesy. A lot of people think of me as a happy, happy, thinking, go-lucky kind of guy. That's total bull crap. I am more of a strategist. Realize when I say that 80% of success is your psychology, it's all about your state. What state are you in, if someone tells you bad news? Act like you're having bad news right now and go make the sounds and noises you would next to the person. Shoulders slouch, you know, and face kind of gets upset. You know? And he's like, "Okay, now stand up and introduce yourself to someone like you're scared of them. Notice how your body is. Now, let's go talk to people like we're excited to see them, like it's a long-lost friend." And the room was like ... It was ridiculously loud. You could hear it basically out the hotel doors, way in the back of the hotel. It was so cool. So we were jumping around like crazy and it was really, really cool. We went through three different forces of creation. He talked about us, you know, who we're spending the most time with. Life is decisions not conditions. He told us his story, which was very, very humbling. He said that success was the result of good judgment... How do you get a judgment?... By failing like crazy... He's like, "You get good at judgment by learning what bad judgment is, because that's what you make." Anyway, guys, I don't want to keep rambling on here. But, gosh, it was so freaking good. It was about how you kill your fears and people stood up. He's like, "What is really the most scary to you? I'm not going to make you guys share it. So, just he write it down. And then he's like, "Let's share." It was really funny. "I lied to you." And he pointed at one girl and he said, "Stand up. What do you fear most?" And she said and it had to do with, I can't remember, insecurity or something like that. And while she was describing it, he was like, "Okay, raise your hand if you can identify with this." Tons of people raised their hand, of course, the feeling of insecurity. He was like, "Oh man, ma'am I want you to know just how alone you are and how no one has ever experienced that ever in their entire life." We are all laughing. He was like, "Understand, you guys, that there is the mind, which is the organ in your body, in your head. Then, there is your mind. And so many thoughts of the mind control us, you know feelings of insecurity, feelings of this, or this, or that, or that, or that, or that. Realize that the mind can produce lots of stuff for the body and persuade you." He said, "I realize it was fascinating to have the epiphany that the mind is different from my mind. Although it's happening in the same place." And we had people from so many countries there and different religions, different languages even. People all of the world came to this event. So he was like, "Interesting. So people from all over the world, different languages, different backgrounds, totally different places they came from. We all feel the same feelings, though. And yet we are so our own person and think that all our problems are our own and no one else is thinking them. That's total bull crap. So, understand there is the mind and then there is your mind and you need to separate them. And when a thought like that comes in, just know that it is the mind. You can dismiss it and you can move on. It was really cool. It was really cool, guys. I don't even know what else to say on this huge page of notes. I got nowhere else to go on here. He talked about motion determines emotions. If you're feeling sad or depressed or bored, freaking start moving. Just get up and already your body is going to start changing. Your biochemistry will change. You'll feel happier just by moving. Stop sitting. We are a sitting culture now. We just sit. We don't do anything. Just get up. Do stuff. You'll feel better and you'll be happier... It was really cool actually. Anyway, guys, that's all I got for you on this one. Those are the huge, key take-aways that I got from those three days. Thank you so much. I just want to point out to you guys. Thank you. I really appreciate all the awesome stuff you've done and meeting you guys. I had to step out a little bit on Tony Robbins at the end, because we go pictures with him. I'm sure I'll post that as soon as we get back. You guys get to see that it was kind of cool. It was the whole Click Funnel team that was there with Tony. It was really fun. All the inner-circle people got their picture with him and it was really fun. And it was cool to go through those experiences together. It was very, very bonding. What I do know is that Click Funnels is far more than a software company. It is a marketing company, but it's ... I mean, do you see Russell as a standard CEO? No, this company is so much more than just CEO from some competitor that we have. By the way, he totally took the gloves off and we were 100% fighting and trying to destroy Infusion Software and Leap Pages now. Everyone got their own comic book. It was really cool. It was totally over-delivered in true Russell fashion. Anyways, guys, I will talk to you later. I've got some cool, special announcements in the following podcasts here that I'm going to be doing, because I want to take action on my own business and the things I do with you guys based on what I learned at the actual event. So, I'm going to do that. I've got some cool things going on that are going to be coming out here. And things that I'm no longer going to be doing or offering so that I can focus and help out where it's needed right now. Oh yeah, hey, one thing that was cool, before I get out of here. He brought us to this place called Medieval Times as a staff afterwards. Crazy cool. You go inside and you sit down and it's one of those dinner theaters. You go inside and it's like a big arena and there's real, live horses jousting in front of you. It's the craziest thing. The guys are riding at each other. They literally joust each other. Splinters of wood going all over the place. It was the craziest I've ever seen. They were sword fighting and sparks going all over the place. It was really cool. Anyway, it was awesome. I was actually really impressed by that place. It was funny because we are the Click Funnels Team and we were walking around trying to funnel hack them. Okay, they got this many seats. They're probably pulling this much revenue. Overhead is probably this much. We were figuring out their whole business while we were sitting there and they were serving us. We were looking up all these different words, medieval vocab. So we were like yelling. Someone did something wrong and we were yelling, "Forfeiture!" It was really funny. Anyway. You should totally go there. It was totally awesome. It had nothing to do with the event. It was really fun, though. Anyways, guys, you are awesome and I will talk to you later. Thanks for listening to Sales Funnel Radio. Please, remember to subscribe and leave feedback. Want to get one of today's best internet sales funnels for free? Go to salesfunnelbroker.com/freefunnels to download your pre-built sales funnel today.Advertising Inquiries: https://redcircle.com/brands

Click above to listen in iTunes... Russell Brunson, Justing and Tara Williams, Caleb Maddix, Emily Shai, Trey Lepelen, Jason Fladlien, Darren Stephens, and Setema Gali... What's going on everyone? This is Steve Larsen and you're listening to Sales Funnel Radio. This is day number two from Funnel acting live. These are the things that I learned, the things that I loved. You're going to get a front row seat here on some of the things that, behind the scenes, of the things that I thought were awesome during Funnel acting live day number two. Welcome to Sales Funnel Radio where you'll learn marketing strategies to grow your online business using today's best internet sales funnels. And now, here's your host, Steve Larsen. What's so funny is that, we brought in so much energy. We wanted everyone to be in a state to receive, and to learn, and to be there, and to grow and develop that by day number two, my voice was already shot. It's actually been this way for several days. Anyway, it's slightly painful actually but that's okay. Okay, so the first day, if you haven't listened to it, I would go back and listen to it before you listen to this. Because there's a lot of foundational things that were said in day one. The conference was meant to build on itself. I would listen to day number one before you listen to this. We're just going to jump right into it. We get in there, we're all fired up and stoked up. They had me as a VIP badge checker. Just so you know, inner circle, certified partners, anyone else who's kind of in the VIP area, they sit in the front seats. And I was a bouncer. It was a lot of fun. I really, really enjoyed it. I got to meet tons of you guys again. I took a lot of selfies, it was a lot of fun. It was a fun time, guys. Just like I'd said in the other one, very touched and humbled by the amount of people who came up and said hi and thanks for the podcast. Guys, that fuels me. You know what I mean? This entrepreneurial journaling is not easy for anybody. It was really nice to hear that from you guys. It was just nice. It was very nice. Especially the guys who brought gifts. Man, that was just ... that put me on the floor. That was so nice of you guys. I really appreciate it. Anyway, man, today was so nuts. Or, day number two was. It was Wednesday, February 22nd, 2017. The day before was all about marketing strategy, and how to sell without selling. Day number two was all about the funnels. What we did is, we brought in all these experts in different industries. We know the majority of you guys are in MLM, or e-commerce, or you're an author, speaker, coach, consultant, or you're in retail, you're a brick and mortar. You fit in these certain categories, so what we wanted to do was bring in people who were using funnels in those industries that you could hear from. That's what day two was all about. What happened is Russell came up and we did a presentation called Follow-Up Funnels. We were thinking about what happens when somebody comes in to one of our own funnels. We had John, who does our traffic, he went in and he ran some numbers. We found out ... it was pretty cool, because Russel showed all of our actual numbers. He's like, "Okay, here's all of our funnels during the month of just this last December. Just two months ago." And he said, "Okay here, you notice ..." And he went through all these funnels and they're profitable, and they're profitable, and they're profitable. He was showing the actual numbers. Opt-ins, cash, revenue, profit on marketing a car and Funnel University, and all these different things on all the front-end funnels. What was so funny, we realized when we were looking at him, we were like, "Man, how does ... how are we making money?" We didn't ask that question. We obviously crafted this on purpose. This is just how we presented it. It's like, "Wait a second. We pulled in only like 17 thousand dollars in front end funnels on December." We're like, "What the heck?" And Russell goes, "Wait a second, are you telling me, Russell, that you're running a multi, multi, multi million dollar business, but you only pulled in 17 grand in December? How is that even possible?" You know what I mean? It's like, "What the heck?" We went through and we found out that for every dollar that we are gaining on those front-end funnels turns into 16 dollars in the back-end. We wanted to do this because we realized that a lot of you guys, what you're getting stuck on, is you go out and you build this tripwire funnel, right? This front-end funnel. You will expect it to make you beaucoups of money, right? That's cool. That's true. Somewhere though, the customer has to be bought. Whether it's with your time, you have to buy the customer, or actual money with ads and stuff like that, you have to buy the customer. Somewhere, a customer will be bought. What we do then, is those front end funnels is how we buy the customer. We call them break-even funnels. They're not to make money. What they're supposed to do is get us a customer, get them buying something, and then recoup costs by selling them products and/or other services... So, we break even on the front-end with these funnels, but then it's all on the back-end. It's all these huge follow-up sequences that we have going on. I'm not talking about email sequences. Okay, that's one of the elements. But massive, massive things that have everything to do with actionetics. All the stuff that we put in behind turns into 16 dollars after we bring in one dollar. Now, the hardest scenario for you guys to make a whole bunch of money in is by making a front-end funnel ... okay, listen to me ... is to make a front-end funnel only. Some of you guys are like, "Well, I'm making money, but not much." Well then you're done. Move to the next step. Make a webinar. Make an invisible funnel. Make something. Ascend them to the next level on the ... you know what I mean?... Don't try and make all this money from your tripwire front-end funnels. We call those break-even funnels. We only made 17 grand ourselves in December on that, but we turned all that money into 16 dollars per dollar, right? Ascend. Age and ascend. It's one of the most important elements of your strategy, okay? He went through and he started showing how we use all this stuff. We're like, "Hey look, if you're all in, you'll be able to kill it with this thing." It was so cool. People ran and sprinted to back before he was even done. He was like, "We're not like, hard-selling anything. Just so you guys know." I think he pitched one thing the whole time. That's not the point of these conferences. The point is not for us to make money, either. We barely break even on these babies. You know how expensive it is to through an event like this? It was massive. Oh my gosh, it was so massive. We barely break even on them, and it's to help all of you guys get the tactics down, the strategies down. He first went into fallout funnels, and we did kind of like a state of the union, and showed some cool things and new features that are coming out that are just ... oh my gosh, they're mind boggling. I'm sure we're going to have to come up with a list of all the cool things we talked about there, because there's no way I could do it here. I mean, it was like an hour presentation, and people were on their feet going nuts. It was the coolest thing. Oh my gosh... Then we had a little break. And then, Justin and Tara Williams came up, and they talked about podcast funnels. They talked about how their entire multimillion dollar business has been built using podcasts. I've talked to Russell personally about this before and he's like, "Dude, the reason why podcasts are so good ..." You're on it right now. The reason why podcasts are so good is because the kind of person that listens to a podcast is usually someone who's a more active, proactive individual in their life. If I was to put a YouTube ad up, typically people who congregate around YouTube, they only want things that are free. Or, they might not be action-takers. They just want to be purely entertained. If you're on a podcast, you are deliberately trying to accelerate your life, and I applaud you for that. That's what you're doing right now. I'm trying to give you guys some cool strategies and little insights on what happened in there. Anyways, they came through, and they ... like, "Hey look, we built our entire empire using podcasts. You've got to go in there and you've got to be able to deliver great value, but don't get hung up on it." They gave a lot. It was so good. My dad was actually at the conference. I was able to get in and get him a seat. He was like, "Oh my gosh, that was the coolest thing I've ever heard." He started a podcast before yesterday was even over. It was so cool. He had the first 20 episodes planned. It was super cool. Super cool. Then we had Caleb and Emily Shay come in. Just so you guys know, Emily is like eleven. She wrote her own book. It was book on how to have the perfect sleepover. She's a cute little girl. She calls herself princess of the pitch, and she was standing up. She had the whole crowd laughing. She was a total natural. My gosh, it was so cool. She was teaching us all about what this whole funnel game is really about. She wrote that book and then she sold it door to door and made 20 grand. What's your excuse?... I was like, "Oh my gosh." She's like, "I knew I could target people at car dealerships even better." So she would hang out at car dealerships and sell her book on how to have a perfect sleepover to all the kids that would come in. I was like, "Holy crap." Little marketing genius. That's amazing. What was I doing when I was twelve? I think I was picking my nose or something. I don't know. What the heck? Oh my gosh, she was great. She talked about it's not about making money. This about your power and your ability to make a difference. Sometimes you make a funnel, and sometimes the funnel makes you. Sometimes it just sucks, and sometimes it makes money. It's all about the repetition, and wanting it, and fighting for it. It was really ... I was like, crazy impressed with the amount of wisdom that came out. You're not too small for your dreams, and your dreams are not too big for you. It was really cool. I came in. I wrote down a whole bunch of things she was saying. I was like, "Do you know what you're saying? You're like twelve and you're killing it." You know what I mean? This is really really impressive. You and your kids are just one funnel away. That was really, really cool. Then Caleb came in and he smashed it. Caleb is an outstanding, just incredible speaker. I really, really enjoyed listening to him as well. Very impressive individual. He's spoken with Gary V. and he's been on the news like crazy. He's fifteen. Just so you guys know, he's fifteen. He's killing it. He's written four books, been all over the news, he's done a TED talk. It was crazy cool, crazy cool. Been with Tai Lopez, hanging out with him. Been with lots and lots of huge people. For what he's done as a fifteen year old is insane. Most of it he did when he was fourteen. But a lot of it was because of his dad. He went through, and he showed how his dad wouldn't give him money for certain things he wanted, and instead taught him how to build a business, and get it that way. It's really, really cool. His dad wouldn't pay him for doing chores, and instead taught him how to do business stuff. It was really, really cool. It was fantastic. The first secret he gave to us was that you got to work your face off. Just work like crazy. Number two is give like crazy. He said, "Give your face off." Just give and give and give, and be charitable to all people. It's always about the individual. It's never about the money. It was cool to know that he was being genuine about it. It was so cool. Very inspiring. People were tearing up in the audience, man... It was really, really cool. Right now he said he's experimenting with doing the perfect webinar script, but inside of a game show. He's like, "You're not going to get kids inside of this webinar, just watching it." So, he's making a game show. It's really clever. Probably going to interview all those guys here in a second, and put them on the podcast. Anyway, really cool. Then we had Trey Lewellen come in. Gosh, if you guys know who Trey is, this guy made ... I don't think I'm at liberty to say the numbers. But, he is the person who's made the most money using click funnels ever. He also has the world record for offer that has made the most money in the shortest amount of time. There's been no offer ever, in the history of the world, that has brought in the amount of money. Insane, ridiculous amount of money. We're not talking just a million or two million dollars. This is a lot of money. I don't think I can say more than that. He came in and he showed us some really interesting numbers. He showed us funnelitics. He showed you, literally get a product in these price ranges. Aim for these types of conversions. Once you've got that, then you can do this. And then once you've got those conversions and these numbers, then it's time to implement these things. It was very tactile, very awesome. He basically gave the road map on how to make a million bucks. It was so cool... Something he said in there was very key, and I wanted to bring it up here. He said, "Any time you add another product to what you're selling, you immediately 12X the complexity in your business. Immediately." He said, "People say to me all the time, 'How did you make that much money? Do you just have like, thousands and thousands of skews and products, and things that you're seeling all the time?'" He's like, "No, we got like, 20." It's like, what? 20? That's it? He went through and he showed how simplicity inside of what you're trying to sell is better. Don't try and do this and this and this. He would build one funnel a week to just see what works. Just a little more of the backstory, because I know him. The guy is awesome. I've gotten to talk to him a lot, actually. He's the man. He said, "I would launch a funnel. One per week. Just to see what would work. Then, when one would stick, I'd abandon the ones that didn't work, and put all my focus and energy to the one that did break even." They would make it profitable with a few little tweaks that he showed us. That's how I'd blow it up. Then, I'd automate it. Get a little customer support in there. Then, find a relatable product that I could upsell them to after they got done with the first one. I'd build a funnel a week... It was really, really interesting. He's like, "Every time you do that though, you literally ... the number is, you will 12X the complexity and stress inside your business do to all the customer service, and support, and all the extra processing, and all the extra stuff that goes into a single product." I was thinking about it, and I was like, "Crap. I'm selling too many things. I know I am. I'd rather just focus on one or two, get extra good at it and then ..." I've got some big announcements after I'm done with this little series on ... Then, right after that, Jason Fladlien came in. Jason is the Amazon funnel expert. He has made over a 100 million dollars in the last couple of years using Amazon. You'd think, "What the heck? How does that even work?" It was so cool. I mean, it was so cool. He came through, and he showed us how he's taking ... He has his product on Amazon, obviously. He's like, "Guys, for every dollar that is spent on the internet, 25 cents of it is going through Amazon right now. Do you know how many buyers that is?" He's like, "I can make a million dollars selling ketchup, or something stupid." There's so many, and they go to Amazon with the intent to purchase... The stat right now is that like 83 percent, or something like that. It was huge. I think he said it was in the 80s. 83 percent of people make a purchase per month in the US. Isn't that crazy? 83 percent of people make a purchase per month in the US on Amazon. That's nuts. That's so many buyers. He's like, "And, it's increasing." It's the most insane thing ever. He's like, "So I totally hacked Amazon. What I do, is I take the image of the product that I'm selling. I put it on top of a ..." He showed us the exact strategy. He showed us the seven strategies that he's using. He walked through all seven funnels, showed exactly how they're working. I was like, "Holy crap. I've never even heard of this." It blew my mind, and I'm pretty immersed in the funnel world. I was like, "This is the coolest thing ever." He went through, and he showed how his product is on Amazon. He takes an image of it and he puts it on a click funnels page. He basically sends people to it. He sells it a little bit, but he said, "The less copy on selling physical products through Amazon actually converts higher than more copy." I was like, "Oh, that's a cool tip. Thank you." He's like, "And it's easier, which is awesome." He's like, "So then what I do is I say, 'Hey'..." He acts like it's a product launch. When people go there, there's a coupon code they can download... Well, when you click download coupon code, a pop-up with an opt-in form comes in. That's how he gets your email address, right? Because, Amazon keeps all the emails. So, when they put the email address in, the second page has the coupon code. He just walks people through how to buy the product. So, they take the coupon code. They'll go to Amazon. They'll search for the product, which boosts his ranking like crazy inside of Amazon's algorithm. Then, they'll go inside there, search for the product, pull it on up, buy it with the coupon code, and it scratches so many backs, it's ridiculous. Oh my gosh, I couldn't believe what he was doing. He's like, "Now I got their email for follow-up purchases of the same type of product or same product. It's the craziest thing on the planet. Amazon fulfills it. If they got Amazon Prime, it's like free shipping. I don't have to worry about that crap. It was really cool. He's leveraging what Amazon's doing. That was worth it all just right there. He showed seven different variations of strategies of when to use which. It was really cool. That was awesome. Then, Darren Stephens stood up, and he showed us event funnels, and how he throws events like crazy. Just so you guys know, you may not know who Darren Stephens is. He has helped author some of the best selling business books on the plant. Darren's a very impressive individual. One of the most well-connected individuals I've ever met in my life. Just insane, what he does. I'll stop there on that. But, he has gone and made, several times, one to two million dollars at a live event with only 80 people in the room. Think of the numbers on that. So, what he did is he goes through ... Okay, one to two, even 2.5, I think was the biggest one he did, million dollars in a couple days with only 80 people in the room. Think of the numbers that that takes. That's insane. He went through, and he showed the strategies that he uses. Very subtle cues and techniques. Ways to keep the brain engaged while you're talking to a live audience. Very subtle, little things that you do. They may not seem that big, but he's like, "They make all the difference in the world. Because I get them with me before I'm even pitching anything." It was cool. Then we had a little break. Then we had Setema come up and share ... Gosh, if you guys don't know Setema, he won the Superbowl with the Patriots. He showed some really fantastic stuff. He went through, and he started showing. He's like, "Okay. My job here is to show you guys how to implement, and to get things done in your life." And he said, "Number one, you've got to get clear about what you want in your life. You gotta declare it." He showed some really powerful examples. He's like, "I'm not just telling you to say, 'Well, I want to make money.'" He's like, "No, you've got to get clear. When you're clear, you don't go hang out with your buddy, okay? You make your business happen. When your clear, you give up a little bit of time here, you know? You start doing ridiculous sacrifices." He gave some very powerful, tear-jerking examples... I won't lie, I don't cry. But man, there was like three times at this event I was like, "Holy crap." Not just with Tony Robins. Setema is one of them. I want to go learn from him. I'm actually going to go find ... I don't know if he's got a course or what. But, I want more of that. It was cool. He said, "Number two, the story I believe most about myself is the story that I tell most to myself." He's like, "If you want to change yourself, just change the story you keep telling yourself." He's like, "That sounds really simple. And, it is, but it's harder to implement than I'm saying." Meaning, I'm too slow, I'm too fat, I'm too this, I'm too that, I'm too scared, I'm not good enough on the camera, I'm not good enough to do a webinar, I'm this. He's like, "Then you're never going to freaking do it." You have to change the story that your telling yourself. Really cool. Number three was have a holy cause, right? Just take ridiculous, imperfect actions. Stop trying to make it perfect. The things that he was saying were so ... I mean, it was good. It was really, really good. It was calling to a very entrepreneurial ADD person like myself. Really awesome. I got to keep moving a little bit faster here. The day's almost over. Then we had Two Comma Club awards. These are the people who made a million dollars inside of click funnels. Just think about this ClickFunnels is only a two or three year company, right? We've had about 100 people make a million dollars in a single funnel with ClickFunnels. You don't have those types of ratios in any other industry. MLM doesn't give that to you. Nothing else gives that to you. Really interesting. Just do what Russell says. You look at all the people that were standing up there getting a Two Comma Club award, they were doing what Bran and Caleb did. They paused the video. They did what Russell said. Then, they played it and they paused the video. They did it. It's very, very cool. Then Russell did a presentation about how you're only one funnel away, and he brought us through his actually story from college. All the intense ... Oh my gosh. I already respected Russell like a brother. I've told him that many times. I look up to him like that. It's cool to sit next to him. Really cool. But man, you guys, that man cares about you. I already knew that, but I listened to what he went through to get where this all is right now. He doesn't share the whole thing much. I don't know if there's a dry eye in the audience. It was very humbling to realize that I got to sit there. I already was humbled knowing that, but I mean, everyone else in the audience was thinking the same thing. It was so crazy. Then after that we had a ... All I'm saying is, if you were at the event, please tell Russell thank you. Even on social media. I got a few gifts from you guys that you wanted me to bring to him. That's really nice of you all, so I'm obviously going to do that. But, just say thanks to him. The guy obsesses over your success, and I don't know any other business with a CEO that does that. Please show who that is. Then we had a sweet hackathon. It was very similar to the roundtable before. I was out there mapping out stuff with you guys, and answering some of the questions. It was so freaking fun. You guys are my people, man. You hackathon people. Oh my gosh, I love it. We got an even in Boise. A new even in Boise. I'm not going to let the cat out of the bag a little bit, though. Just watch social media, you guys will see what's happening. I'm really stoked, because you guys get to come hang out with Russell and me for three days, and we build out your funnel with you. By the time you're done, and by the time you leave, you have an entire webinar done. The script, you've actually done it live. You have the entire funnel complete. You have several variations that you can get it done. We've recrafted the entire message. It has nothing to do with the product, like I was saying in the previous episode. It has everything to do with the way you put the message together. We rewrite your message. Russell is an expert copy writer. He doesn't always it himself. Actually, he does. Never mind. He does do all the copy. I forgot about that. I'll go through, and I'll write it, and usually ... I'm getting better at the copy writing part. He actually doesn't tweak as much of my stuff now, but he is a great copy writer. We go through. We write it all. We put it all together, and it's three days. Very soon here, you will have to do that before you're even allowed to get into the inner circle. We're taking the whole inner circle through this course, because we realized that the inner circle was struggling with the same sets of things, which is the whole reason we created the event. In the future, whether or not you go into the inner circle, you'll have to go through it as a lock gate to even apply. He's going to be able to elevate what he does within a circle even higher. It's going to be awesome. Giving you even more stuff. Anyways, guys, that's day number two. Thank you so much for sticking around, I know this is a lot of stuff. You guys are all awesome. Appreciate everything you guys are doing. Again, go get the ticket for next time. Day one was all about market strategy. Day two was all about the funnels. Day three is all about personal development. It will be a shorter podcast next time, because I don't even know how to capture the things that Tony Robbins taught us. I had never seen him before, and I know that everyone rants and raves about him. I was going with an open mind. I was like, "Cool. This is going to be awesome. I'm sure it's going to be great." But, I had no idea the level. I'm going to do that for the next episode, here. That's kind of my run through on all these amazing dudes. All right, bye. Thanks for listening to Sales Funnel Radio. Please remember to subscribe and leave feedback. Want to get one of today's best internet sales funnel for free? Go to salesfunnelbroker.com/freefunnels to download your prebuilt sales funnel today.Advertising Inquiries: https://redcircle.com/brands

Click above to listen in iTunes... Russell Brunson, Todd Brown, Brandon and Kaelin Poulin, Jim Edwards, and Stu McLaren... What's going on everyone? This is Steve Larsen. You're listening to Sales Funnel Radio. Now, for the next three episodes, I'm actually going to do ... This episode will be day one of Funnel Hacking Live, and I want to go through and show you the lessons I learned, and kind of what some of the speakers were doing and sharing with us. And then, obviously, next episode will be day two, and then day three. So the next three episodes are going to be a bit of an overview of the things that I learned. Let's kick it off. Welcome to Sales Funnel Radio, where you'll learn marketing strategies to grow your online business using today's best internet sales funnels. And now, here's your host, Steve Larsen. All right guys, now the first thing you'll probably notice is that my voice is shot. I am completely humbled by the number of you that I met who listen to my podcast. It was so awesome. But I met so many of you. I was totally touched, also, by the number of you ... I mean, I was not expecting gifts, but a lot of you guys ... Anyways, I'm saying thank you to those of you did that. That was very nice of you and I appreciate that a lot... I pretty much talked for three straight days and my voice is totally gone. I was going to do these last night while it was all even more fresh in my brain, but I was like, "Gosh. I can't even ... I can't even ..." You know, anyway. I was like, "Maybe if I go to sleep, everything is going to be better, and I'll wake up in the morning, my voice will be better." It's not. It's actually worse. I'm probably going to lose my voice, 100%. Anyway, that's okay. Here it goes though, all right, so you just have to, I guess, deal with that. I'm going to go ahead though, and I'm going to let you know the things that I learned, the big takeaways from Funnel Hacking Live. Now, understand that what I'm going to do here, it's not going to give justice at all for what really happened. But, this is more the tactile stuff that I'm going to go over. The very first day that we had ... Gosh, it was such a good event. Oh my goodness. Everyone was going nuts, so crazy. Totally got my picture with Tony Robbins, which was crazy cool. That guy is huge. Anyway. I'm not a small guy either, but man, he was like a full two heads taller than I was. Anyway, all right. So hey, the very first day we had Russell Brunson speak, obviously, then Todd Brown came in and spoke. Russell spoke again about something so good, and I could see everyone going like, "Crap. I need to redo how my whole product works now that I've heard Russell speak." Brandon and Kaelin spoke. Jim Edwards spoke about copies. Stu McLaren came in and taught about membership sites and how to make millions of dollars with them, it was fantastic, it was amazing. Then we had huge round table discussions, and honestly, that's ... I really lost my voice from the majority of, really, two things. When people walked in the door for the very first day, I mean, music was bumping. I mean, it was so loud, it was awesome. The stage looked incredible; it was so much bigger than last time, which none of us could really believe. We were like, "Oh my gosh, this is just amazing." Melanie and our team did fantastic. It really, really went well. Just, I can't even ... It's hard for me to describe everything that went on there. But I ... As people walked in the door, I was screaming, "Yeah, what's up? It's game day baby," as loud as I could, slapping, giving hand-fives to everyone that came in. I'm pretty sure I started bruising my hand; it actually really started hurting. But it got everyone jazzed up and in state as they walked into the door, which is awesome. We wanted the energy levels to go up, because it pulled them out of their comfort zones. I try and do that a lot of times when I'm learning things, even on my own. All right, so Russell first spoke about creating a mass movement. These are really chapters that are hardcore in his new book. But the main point is that you really need ... You got to have three things in order to create a mass movement. The first one is, you need a charismatic leader. Second one, you got to be able to have ... There needs to be a cause. Then the third thing, I think it was a following... Crap, I should have brought all my notes with me as I was doing this. But, anyway, it was so good, because he started talking about ... This is way beyond product creation, right? Most of our audience speaks, and talks, and is focused solely on, "How do I create the funnel? How do I create the product?" Right? He's like, "Okay that's good, and you guys are getting really good at that as a community. But the next step is really, how do you get people to it." Right? Joe Polish, this reminds me of one of Joe Polish's courses, but he's talking about how marketing ... You think about sales, sales is what happens face-to-face, in front of people. I think that I've mentioned that before in this podcast. Imagine standing in front of somebody, that's how you sell them, right? But marketing is what gets them in front of your face, right? That's what turns their feet and gets them standing in front of you, and that's really what Russel talked about first. Very tactile, how to do that, how to construct the message, how to get it and put it all together. Really, really cool. Then we had a quick break. Then Todd Brown came in and he talked more about the big idea, and this idea that you could latch, go back in history and look at other marketing messages that were killing it, and just tweak those messages, and he showed you how to ... Again, the whole thing was extremely tactile. I saw someone post, and they were like, "I learned no actual hardcore strategy." I was like, "Man, you must not have been freaking in the room then, because you're the only person who said that. Ever." I don't even ... Everyone I've been talking to is like, "That was the best thing I've ever ... That's the best event I've ever been to, related to business, ever. Across all business, not just marketing, in general." I was like, "Yeah, it's pretty cool." We worked our butts off for it, so we're super glad that you guys liked it. But Todd Brown talked more about how to actually get that big idea, right, the one thing, and how to construct it. The big takeaway I got from him is that the creativity that your business requires is not in you. It's not. He said, "You have got to be obsessed with the market that you're in. As you dive into the market, and as you figure out what pieces are missing, the creativity comes from the market, not from you." If you're sitting there and you're not reading books, and you're not digesting things, and you're not there trying to get better and get your craft down, you cannot conjure the amount of creativity needed, that your business needs. I was like, "That's so key. My gosh." I started thinking back, and I was like, "Holy crap. He's totally right." Any time I've ever made a product that really has done well, it's because I have been obsessed with that market. I found out exactly what the pain points were, which essentially told me what to build. It didn't come from me. There was ... I actually wrote an e-book when I was in college, and I talked all about this, that man, essentially you don't need to be creative. That is the number one thing that entrepreneurs come out and they're like, "I got to create something totally new." It's like, "Ugh." Anyway, I'll talk about that some time later... But I wrote an e-book that talks about ... I call it "Product Big Bang Theory", which is where these new ideas ... I was like, "Oh, I got to create something totally new," and it's like, actually the market might not even be ready for that. Let's say you actually did pull that off, which is super rare, that something you just made was totally new, not influenced by anything else, that's rare. That doesn't happen very often, right? It's more about product evolution. Right? You look at current states of things and you make an improvement on the way things are, and sell the solution. Then the next person comes along, he's like, "Well that's cool. That brought me up to here. But, now let's go ahead and let's elevate it again." Why are there so many freaking iPhones? Right? That's exactly what product evolution is. That's how huge money is made. Not by product big bang theory; half the time the market doesn't even accept it, you know what I mean? Anyway, I'm getting sidetracked, but ... Okay, that was the first half of the day. It was so good. Then Russell came back on and he gave a speech about how to sell pretty much anything, without selling anything. That was his headline. "How to sell almost anything without actually selling anything." He talked about this concept of ... Okay, right now, you listening, right, think about the industry that you're in right now. Think about it, and think about what it took for you to become an expert in that industry. If you don't feel like you're an expert yet, just keep learning. Right? Keep learning, and the fastest way I know to learn is to teach. Right? This podcast also helps me, guys. It helps me sharpen my craft. Right? Sharpen the saw and get better, and better, and better... I always tell people to get a coach, because it accelerates your learning, and then be a coach, because it solidifies it. Get a coach, be a coach. Get a coach, be a coach. Get a coach, be a coach... That's what I gave my closing speech on at graduation, when I graduated. Anyway. He goes through and he starts saying, "Look, as you came into this industry, whatever it is that you're in, you loved it and you started learning all the vocab from that industry." Sales funnels, auto-responders, SMTP, right? All this crap, no one know what that is if they're not in here. You go out, you get so excited, and the first person who you think is even remotely a good fit for a sales funnel, let's just use that as an example, you run up to them and you're like, "Sales funnel. Auto-responder. SMTP," and they're like, "Ah." You know, we call it technobabble... Technobabble's this thing that will kill the sale, always. The point of Russell's speech on that is that he said, "You need to go back to the time where you had the epiphany, personally. Right? That you needed a sales funnel, and you have to tell that story in a way that gets them in the same state, to have the same epiphany that you did. And then you don't have to be selling anything." Suddenly they'll have the epiphany. They'll realize, "Oh my gosh. I got to have a sales funnel now." You know what I mean? For me, because of the origin story, right? My origin story ... I've said this before, so I'm not going to go into it, because it's a big story. Right? I was in college, I was trying to make a lot of money on the side, and I was doing all right at it. I was getting hired by Paul Mitchell, the hair school. I was driving tons of traffic for them. We were building websites for some of their rising celebrities. Funny, because it was in the middle of my marketing class. We walked up to the teacher and I was like, "Hey, I don't want to come back to your class ever again. I'm already doing this stuff." He's like, "Cool. Just show me a deliverable at the end." So I went and I worked for Paul Mitchell during those hours, three hours a day, driving lots of internet traffic for them, and I could get huge volumes of traffic. I was getting all these people, all these ninja waves, white hat and gray hat stuff. We were getting lots of website visitors for Paul Mitchell there. I realized I could get tons of traffic. But I kept looking at the numbers, and they're like, "Okay, we're spending extra money on this traffic that's coming in. We know we're targeting okay, but why aren't people converting? How do I actually know that these people are making me money?" Right? It's a brick-and-mortar story. That was the big challenge, bringing them from online to offline, and walking into their stores. Right? That's when I realized, there was a skillset out there that I did not have, and that's what ultimately led me to getting all over the internet. I was like, "Oh my gosh. How do I do this? How do I do this?" That's when I ran into "DotCom Secrets" and Russell Brunson. That's how I did it. Anyway, that was the whole point of that though, is that you need to go back to ... start categorizing, start ... Sorry. I'm getting ahead of myself. Start indexing. I should say that, that's probably a better way to say it. Start indexing your stories. Okay? Russell told way over 40 stories in each one of his presentations. It's not because he's just sitting there telling stories, it's to help us. Now that you know, okay, watch what he does, watch what he does in his Snapchat. That's a huge, long, slow story that's going on. You see behind the scenes of what he's really doing in his own personal life. Right? That gets the attractive character up... He tells stories in his podcasts. He tells stories, and it's to help people have the same epiphany of need for what he's selling. Right? That's exactly what it is. That's exactly what he's doing, because he doesn't like hard closing people. He's not even that good at that. I'm not either. I'm not very good at hard selling... It's like, when I was doing door-to-door sales, that was one of the things I sucked at. I was like, "Man, I could come up with a sweet offer, but the best way to sell without selling is story selling." That's what we call it, instead of storytelling... Anyway, so we're going to keep going on. Then Brandon and Kaelin Poulin came up and they talked about social webinars, and they talked about how they spend a thousand dollars getting Russell's Funnel Hacks class. I'm sure you guys have had the Funnel Hacks class, you've gone through it, you know what it is. It's the, "My weird niche funnel that's currently making me 17 grand a day," which, that's very low compared to what it is now. But, anyway, they went through, though, and they started saying, "Hey, I got the thousand dollar thing, and all we did is we played Russell's thing for five seconds and then we stopped, and we implemented exactly what he was saying. We paused the video." He's like, "Sometimes it would take us hours to get through this set that he just showed, and we'd play the video for five seconds, then stop." Russell wanted them up there ... Sorry guys, my voice is shot. I'm trying to do the best I can here. Okay? But Russell wanted them up there to show you guys that you can go just follow Russell's path, and just pause the video. Just pause it, do what he said. Pause it, do what he said. The first year they did that, they turned that thousand dollar investment into 300 grand. The second year they did that, which was 2016, they turned it into 2.3 million. Right? Every time they saw Russell do something on social media, they paused the video and immediately did it. Right? I mean that day, they got it done, and that's how they did it. They didn't know anything about tech stuff. I know way more about click funnels than them. Right? The point was implementation, was getting out there and just doing it. Right? They used social webinars to do that. That was the name of their speech. They would stand up, and one of the cool takeaways I got from them was they said, "Hey look, if you can do it afraid, you'll be able to make it." Meaning, it's scary sometimes to do this stuff. You're like, "Oh, I don't want to do the webinar. I don't want to get out there. I don't want to be myself. I don't want to do a podcast when my voice sucks." You know what I mean, like right now? They said, "If you can do it afraid, people will sense that, they'll bond with you even more, and you'll be able to just take action and just get it done." It works out for everybody. Let me keep going here. Then there was a break, and then Jim Edwards came in and he taught about copy. Now, he is the creator of Funnel Scripts. If you guys have never used that software, fantastic software. You go in, and he basically says, "Hey look. Look, copy is not written, it is assembled." All the top copywriters in the world understand that there are elements, there are fill-in-the-blanks, for whole sales letters. Right? Everything. If you need to change your sales letter a little bit, he's like, "Think of it like Legos. All right? You take one little Lego out, and you stick another one right there to complete the sentence." You know, how to blank without blank. You know, how to make a million dollars without leaving your house. You know, how to blank without blank. Over and over again. But that works for all copy, it's not just for headlines. It works for ... He said, "I became a great copywriter when I realized that, that copy was assembled, it's not written. You are not a copywriter, you are a copy-assembler." You might think, "Okay, wow. That's not ... Is that a big enough golden nugget to actually make a speech on?" Well, then he started going through, and he started showing us how ... I mean, this is how Funnel Scripts works. If you ever used the software, it's these inputs that you toss in, and it spits out all your sales copy. At the end, he said, "Hey. The best copywriter that I ever hired, ever, is me." He's like, "If you really want to get amazing at copies, Funnel Scripts is a great launch pad. It will get you there very quickly, but you have got to learn how to assemble it on your own." He gave all the funnels, and all the scripts, and all the fill-in-the-blanks that we would ever need for any type of copy, ever, while we were there. It was a really huge value. Most the speakers gave something ridiculous at the end. It was really nice. Just, tremendous value the whole way. Okay, then Stu McLaren came in. Guys, if you don't know who Stu McLaren is, this guy's one of my heroes, second to Russell, okay? What Stu does with his time, is he goes out and he has something called World Teacher Aid, and any time you ... Some of you guys ... We were actually shocked at the number of people that did not know this. When you click 'Add New Funnel' in ClickFunnels, and you build the funnel, as soon as 100 visitors hit that funnel, a dollar automatically gets donated to World Teacher Aid. Well, we presented him with a $76,000 check while he was here. Literally 100% of all the money that comes into World Teacher Aid is used for building schools in Kenya and Africa. They've built like 11 of them now. Anyway, it's really, really cool, really touching. But we were like, "Holy crap, 76,000 funnels with 100 people came in." That's what that means. Oh my gosh. But he came in and he talked about membership funnels. What he does, is he goes through and he says, "Okay, I'm going to make a sweet membership site, but I'm only going to spend 2 weeks out of the whole year running it." You're like, "What the heck?" He goes in and he says, "Okay. I'm going to go in and I'm going to, on week one, let's have an expert come in and teach something. On week two, let's do a live Q&A about it. On week three, let's do some kind of blog or post, or something like that, some other tangible item that they can go learn from. Then on week four, we'll do some other behind-the-scenes video. Like, 'Hey, this is how I really do it. These are the little hacks I learned.'" And that's what he does. If you look at those, week one, two, three, four, the only two pieces that you have to do ahead of time are getting an expert to come in. He flies everybody in. In two days he interviews, back-to-back, to back-to-back, to back-to-back, to back-to-back, 12 of them. Right? Pre-loads 12 months of content, gets it transcribed, puts it in the membership area, puts it on a drip thing so that it goes out for them after 30 days, after 60, 90, the whole way through the year. Then he creates the blog post for it, same thing. He gets the whole thing set, and then he presses go. The way that he makes $7 million a year off of membership sites, where he only runs them a couple weeks a year, is by the way he handles the cart. He does not leave it open cart all the time. He leaves it as seats. He's like, "Look. I treat you guys like students. I really do want you to know." So rather than these huge ups and downs in his membership sites, he will literally just ... It's like stairs, steps. It's a little up, and up, and up, and up, and up, and up, and up, because while the cart is closed, while people can't get in, there's a waiting list. If there are times when he knows he wants a little boost in the revenue or he might lose some numbers, he just goes to the waiting list and says, "Hey. Look, a seat is going to open up. If you guys want to jump in, go for it," and he'll get a little boost in the sales. That's how he handles membership sites. I thought that was a really great takeaway, and I just wanted to share that over to you guys. Anyways, after that, Russell is taking people to Kenya if they buy a school. We're just trying to raise money for charity. But we don't any of that, obviously. That's literally straight for charity. Then there were huge round tables at the end. It's like non-stop talking. It was awesome. It was really fun to talk to you guys, because half your questions are tactile, "Hey, how do I do this in ClickFunnels?" Then the other half are strategy like, "Hey, how would you sell this?" I got to sit down with so many of you and draw out funnels, and show you how I'd do this, and the ways we've seen it work. You guys know I've built over 140 sales funnels with Russell in the last 11 months. Way more than half of them have been all on my own. You know what I mean? Right at the beginning it was like, "Hey, build this funnel," and then I'd go out and I'd build it, he'd destroy like 90% of it. Well the percent that he's destroying is going smaller, and smaller, and smaller, and smaller. Until finally, the last six months has been like, "Okay, cool. Hey, just change the headline just a little." That's it. I was like, "Holy crap. That's so cool." But it's really fun to sit down with you guys and just start showing all these cool things we've been doing. Hopefully next year we get a round table. That's what I'm hoping for. Don't tell Russell, but tell Russell if you want to. Be like, "Russell, Stephen, why aren't you speaking? Why aren't you at a round table?" I was like, "Well, it's not my company or my call, so I'm not ... " Maybe next time I will. Anyways. Guys, that was the first day. We were there until midnight, and then we got back up. We had our meeting at 7:30, and then huge hand-slapping times the whole way, high-fives coming on in. It was awesome, again. Anyways, that was the first day. Hopefully something in there I said was of use and of value to you. Very, very awesome. I want to encourage you guys right now, if you want to ... I think we sold several hundred tickets for 2018. We sold almost 100 for 2018 right before this event actually started. But then during this event, we sold another couple hundred tickets. Anyway. There are 35 tickets, 35 seats, available for our next conference in 2018. It's going to be at Disney in Florida. We already got the resort, everything's done. The contracts are signed. We are going to freaking Disney... The early-bird price right now is 697. I think you can go to funnelhacking.com ... Well you can, I built it. Go to funnelhacking.com. You can only buy single tickets right now, not two. But, just so you guys know, a little inside track here, they are going to raise the price significantly higher for this one. Half of it's just because of demand, and because we bring in people like Tony Robbins. You know what I mean? That is not cheap. I am legally not allowed to tell you how much money it was, but holy crap. Get your ticket now, is what I'm telling you to go do. I'm not pushing an affiliate link, I'm not telling anything else, I just would love to meet more of you guys. About 75% of the room raised their hand when they asked if this was their first event. I think it's because you guys were listening. Anyways guys, fantastic time, and again, next two episodes, I'm going to go through the next two days here. I think you guys are going to like this. It got even cooler. I can't even believe the first day was just so freaking awesome. The first day, when Russell and I were talking about it and going through it, we were going through slides ... I made so many images for his slides. It was a lot of fun doing it with him. But, we realized that the first day is so foundational for the remainder of the event. All right? It had less to do with, "Hey, make this tweak on your funnel here and get an increase in conversions." That's not what the event is about. The event is about how to sell. The event is about how to actually be the business owner. It's about how to outsource. It's how to craft your message. That's really what this was all about. Okay? I saw a blog post from some guy, Billy Gene, and he was like, "This was the worst thing ever. Day one went by, and he didn't go through any tactics." I was like, "Are you freaking kidding me? What he just laid down there means you don't have to strong sell anybody else ever again, ever. All right? I don't like doing that. I'd rather put that on autopilot through a funnel, and he just told you how to do it." No tactics, my butt. Anyway. Okay, don't get me started on that, because what he put out there, there's nothing else from that event ... There's nothing else you could learn that was so valuable. It's pretty much more important than the offer. I have watched Russell ... Just so you guys know, and then I'll end this podcast. I have watched Russell, many times, not know a thing about the person's product, but because he asked certain questions, he knew how to sell it. Did you just have an epiphany? Because you should, about your own products. Some of you guys are so obsessed with your product, but you are not obsessing on how to sell it. They're different things. They're totally different things. Right? One, you've got, let's say ... I was asking someone at the event, I was like, "Do you know what's in a Campbell's Soup soup? What are the ingredients?" He's like, "You mean like all of them on the back?" I was like, "Yeah." He's like, "I don't know." I was like, "Then why'd you buy it? You don't know everything that's in it? Oh my gosh. You're crazy. You're nuts." I was like, "Now is that really that crazy or nuts?" He's like, "No." I was like, "You are thinking that everyone is going to look at all the ingredients in your offer, and all the little pieces, and all these things. That's true; the offer needs to deliver, it needs to be awesome. It's got to be amazing. But, just as important, if not more, in fact, I would say even more, you have got to obsess on how to sell it." I say, "Okay now, can you tell me what a Campbell's Soup label looks like?" He's like, "Well, yeah," and he goes through. I was like, "Okay, now why is that?" He's like, "Because they spent so much more time ... Okay, the ingredients list is on the back of the can, even. Right? That's not the highlight." However, it is the product; it's got to be there. But the message, what people see, the thing that pulls people in, right, the message they put on TV of you drinking this soup while you're sick ... Those are stories. That's how everything's sold. Anyway, I was trying to tell some of this, "Understand what I'm saying to you, that the product is important, but you have been obsessing over your product for the last several years." I knew he was. I was like, "Stop. Okay? It's time to obsess on the message. It's time to obsess on your culture. It's time to obsess on all the little analogies you're going to tell, and inventory your personal stories so people get attracted to you. Let's say your product got shut down, or you lost something, or whatever, that way people still know who you are." Does that make sense? That's the important of this, and that's really what day one was. Anyway, it was a long podcast guys, but hopefully you guys liked that. Hey guys, seriously, again, I would go get the ticket if you haven't. I'm so excited to show you guys day two and three. Holy crap. All right guys, talk to you later. Bye. Thanks for listening to Sales Funnel Radio. Please remember to subscribe and leave feedback. Want to get one of today's best internet sales funnel for free? Go to salesfunnelbroker.com/freefunnels to download your pre-built sales funnel today.Advertising Inquiries: https://redcircle.com/brands

Click above to listen in iTunes... One of my videos totally fooled an ad agency a couple years ago, and I wanna show you how I did it on Youtube What's going on everyone? This is Steve Larsen, and you're listening to Sales Funnel Radio. Welcome to Sales Funnel Radio, where you'll learn marketing strategies to grow your online business using today's best internet sales funnels. And now, here's your host, Steve Larsen. All right, that was kind of cheesy... Hey, today I want to tell you guys a little bit ... I want to tell you a cool story. I want to tell you about the power of perception. I didn't have any other name for that except for this, so this is the power of perception, right? Perception is huge. Perception is amazing. It's very, very real, right?... When I was in college ... Oh, you know what? I'm totally going to put this video in the show notes too. All right, when I was in college ... A lot of these stories I tell, I realize, are about college, but realize that I have not even been out of college for a year, so that's where a lot of my stories come from, so I'm so sorry. I tell you a lot of things that I'm doing with Russell right now currently, but obviously there are some cool things that happened while I was in college too, because I was a really active kid and I was not a normal student. Anyway, there was a class that I was a part of, and part of the class, what we had to do was we had to create a video, and we had to go get as many views on it as possibly could. And whoever had the most views, I can't remember what the prize was, but it was something crazy. And the whole show was about social media... And I will tell you that 90% of what that guy was teachings was totally old. It was not ... It was outdated information, it did not help. It was actually very bad information, some of it. But the principles were cool, right? I mean, as far as the tactics. The tactics he was teaching were old. They were outdated. School can't keep up with it, which is one of the reasons I had such a hard time with the school, right? School, college in general, does not keep up with what's going on in business and marketing... Anyway, as a group, my little group of four people, we had to come up with a video, and then we had to go get as many views on it as possibly could to get, I think, to get an A. It was kind of a cool and interesting assignment. We had to go figure out different places to post it, we had to learn about some SEO, we had to learn about ... It was really, really fascinating to do that, and it was just a whole lot of fun. We went and we decided the new Star Wars ... Let's see, which one was it? Not the most recent one, obviously, it was A New Hope. I like Star Wars. I like Lord of the Rings, I love Harry Potter. I mean, I just like a good story in general. Anyways, I like all that stuff. I especially like it when there's good music in the movie. I'm a huge music buff, so if there's good music and it's a good story, done. I don't really care if it's ... Anyway, whatever. We went and we decided that we were going to play off of all the hype for the new Star Wars. I said it would be best if we looked around the industry, and we decided that we were going to go and make a video off of what was currently happening and what all the buzz was already about, right? We were going to ride, basically, the hype. We decided it would be about Star Wars, and a video that was going around that was huge was this lifting video, and it was this bro walking around saying, "Do you even lift, bro?" Have you ever seen that video? Maybe I'll just put that in the show notes too. It's like, "Bro, do you even lift? Do you even lift, bro?" And he's saying it to all these really jacked guys that are huge and they're getting all ticked at him. And it was really, really funny. I mean, it's a funny video... And so we decided, okay, Star Wars and then the bro video, so we said, "Do you even Jedi, bro?" And so what we did is we had one of the guys in our group dress up like a Jedi, and we got him like a lightsaber and we got him a cloak. It was actually a bed sheet. And he ran around campus asking people if they Jedi. It's really funny. And he did it all these random places, and ... Anyway, it was actually a good video. I was like, okay, perception is reality, perception is reality, perception is reality... And people knew in that class that I was really, really into this weird thing called funnel building. This is towards the end of my college experience. And we made this video, and we got it together, and I was like, okay, I guarantee you none of these people or any of the teachers know about some of the gray hat stuff of the internet, right? White hat, black hat, gray hat, right? White hat is the totally clean stuff, black hat is the ... That's like straight-up hacking, right? And gray hat's kind of the in-between. I'm all about gray hat, you guys. If there's something that's going to my stuff ahead, then why would I not do it, you know what I mean? If it's not breaking any laws, then shoot, I'm going to do it... So I went and I was like, I'm going to prove a point to this teacher that there's a place for this stuff. A certain place at a certain time. And what I did is I went to Fiverr, and all things scammy come from Fiverr. That's not totally true. But it certainly was at this time. And I was like, I'm going to buy YouTube views. Right? I'm going to pay people to watch this video. And I went through and I paid like $5 and I got 50,000 quote-unquote "views." Straight-up bots, right? I mean, no one's ... They weren't real. Maybe half of them were real, because they placed it in certain spots, but the other half I'm sure were bots, just so they could deliver on their $5 thing. And in one day, we were watching the stats. We'd get into class, and we'd watch the stats. Get in the class and watch the stats. Well, I got into class and we watched the stats, and there was like this flat line and then, you know, it was like a hundred views that last day, 200 views the day before that, and then boom, 50,000 views. And they were like, "Oh my gosh, what happened? This is crazy." And I think I paid a little more and I got another 50,000 views. I was like, "This is crazy. Look how viral it's going, oh my gosh." And everyone's like, "Oh my gosh, this is so nuts." I was just chuckling on the inside... It was so funny, because the teacher was like, "This is nuts. Oh my gosh, I've never had anyone happen, this is crazy." And I was that kid that was kind of pushing the envelope. I ended up getting an email and a phone call from an ad agency. I don't think I've ever told this story before. I'm sorry if you guys are listening to this so I won't say the name of it, but I was walking around on stage on ... Oh, excuse me. I was walking around and I was ... Anyway. I got this call and this email from this company, from this ad agency, and what they do is they acquire video assets that are going viral so that they can place ads on them. And I was like, oh, that's interesting. They said, "What we'd like to do is we'd like to acquire your video to place Star Wars paraphernalia on for people to go buy prior to your video playing." And I was like, okay, like a normal ... almost like a normal video, you know, YouTube ad. And they were like, "Yes, so all we need you to do ..." And they're like, "And you'll get a percentage of all the sales that come in from that actual video." I was like, all right. Like, what happens if no more views come? They were like, "That's okay, we like your content in general, and I think this is going to go great." I was like, all right. I was like, these guys have no idea that I freaking bought, with I think a total of $10, a crap ton of views. A very small percentage of that is actually viral. And actually people who did see it, they actually really liked in and they thought it was funny. It actually did go quote-unquote "viral" for a little while, whatever you want to define that as, and it was really, really fun. But they have no idea that it was ... Anyway, what ended up happening is the last day of class I stood up and I made this presentation. I was like, hey, check it out. This is how I did it. And they were like, "Why would you do that?" And I was like, because perception is reality. Right? How many of you watch a video on Facebook as you're scrolling that has a million views without even looking at the title, just because it has a million views. How many of you watch a video on YouTube, same thing, that has a million and a half views, you've never even heard ... ...Okay, what about the guys who have the Facebook pages that have like a million likes on it. You've never even heard of them before but suddenly they're popping out of the woodwork. I was like, half the time, this is a very common practice in the industry you guys, is to go and buy likes. And I have a strategy that makes and fools the Facebook and Google algorithms to make it think that it's real and stay on there, because after a while they deleted the 50,000 views from my YouTube video. They knew that they were fake, and they went and they deleted it. Which is fine. But it was to prove a point, and to show that you could game the system a little bit, and you could push marketing material farther than ... Anyway, it's really fascinating, and the teacher was like, "Oh my gosh, this is ridiculous. You're crazy. I can't believe this happened. I've never had students do this before. That was so cool, that was so nuts." And he ended up contacting me just a few weeks later. This was actually my last semester of college, I think, so ... No, no, it wasn't, actually. Never mind. But he contacted me just a little while ago and he was asking me for marketing advice on his new venture. He left teaching college, I don't know if it's ... I don't think it's because of me, but there might have been some correlation there. And he went out and he ... He's like, "Hey, would you come help me put my actual funnels and marketing together for my new venture?" I was like, oh, interesting. Anyway, all I'm trying to tell you guys is that perception is reality... Facebook pages that I want to grow for real, obviously I don't go do this kind of crap on. Obviously the salesfunnelbroker.com one, I don't do that stuff on the Facebook page for that. The Facebook page for secretmlmhacks.com, you know, I don't do that kind of ... I have done that kind of stuff for those kinds of pages, but I do not do that stuff, obviously ... I'm trying to tell you guys, don't be sketchy, don't be weird, don't be creepy with this stuff. There's some really weird things you can do with it. You can totally gamify the system. Be real, be authentic with people. But anyway. The whole point here is that I wanted to tell you that perception is reality. The funny ... The aftermath of this whole story is that company that I signed a contract with, I think I've made like $5 with them. Because the hype of that first Star Wars video that they tied the product to died. It ended. They syndicated that content all over the internet. They put it all over the place. I guarantee ... Probably some of you guys have even seen the video. I'll put it in the show notes, you guys can go check it out. But anyway, the point is, is that perception is reality, and when you go and you start ... And like, I've talked about it in the past, how funnel building and funnel making, right, if you don't know how to build funnels and you're just trying to prove yourself in the market, that's the exact same thing. You're just trying to prove yourself... You're trying to go out and you're trying to make people see that you can do what you say you can. It's the same thing. How do you actually ... You got to show results somehow, and get people excited about what you're doing. If you can deliver on what you're saying that you can, then what's the problem with it, you know what I mean? That's the thing I was trying to tell the class too. I was like, perception is reality, you guys. This is how it happens. Anyway, I don't really know how else to tie that into funnel building, other than I think it's a funny story. And when you are building these things, though, and you're going out ... Actually, that's how. When you're going out and you're actually trying to build these things for people, and you're ... If you've never proven yourself before, or you're never built or you've never got any kind of result at all from anybody, first of all, just try and do results for yourself. Second of all, man, just get out there, tell people you can build it, and if you didn't, no one knows that you're a funnel builder anyway, and just go to the next person, right? And go to the next person, go to the next person. I mean, I think we've all done that. Russell's told several stories of several guys that have done that. That's definitely what ... Anyway, I'm not trying to ramble on. But all I wanted you guys to know is, perception is reality. And that you can gamify these algorithms when it comes to social media and traffic driving. There's a lot more strategies too that I can toss behind that, but there's enough time for this on this podcast. And I don't want to continue to ramble on. So anyway, excited to see you guys at hackathon live, excited for all these future cool things going on. Hoping that I will see some of you guys at the new funnel hackathon event that Russell is putting on. A three-day event where we build your funnel with you. You leave having done webinars. You leave with a completed webinar funnel. It's very, very cool. Anyway, he will announce more of that at the actual event this ... Is that next week? Crazy. All right guys, I will see you guys all ... Well, hopefully I'll see you guys all there. And those of you guys who I don't, I look forward to meeting you all in the future. Bye. Thanks for listening to Sales Funnel Radio. Please remember to subscribe and leave feedback. Want to get one of today's best internet sales funnel for free? Go to salesfunnelbroker.com/freefunnels to download your pre-built sales funnel today.  Advertising Inquiries: https://redcircle.com/brands

Click above to listen in iTunes... I realized a few years ago that I needed to stop asking people for permission to prove myself... What's going on, everyone? This is Steve Larsen, and you're listening to Sales Funnel Radio. Welcome to Sales Funnel Radio, where you'll learn marketing strategies to grow your online business using today's best internet sales funnels, and now here's your host, Steve Larsen. Hey, how's it going, everybody? Hey, I am really excited for today... First off, it is still freaking cold here. Oh, my gosh, it's so cold. I love motorcycles. I think some of you guys know that. I'm not a motorcycle connoisseur as far as like brand and all the little nitty-gritties of it. What I know is, I like to ride them, and I love to ride mine. Right? I've got a, it's a 2001 Kawasaki Vulcan. It's a cruiser. I wish it was a little bit more powerful. It's only 500cc, but anyway. It's still crazy fun, right? And the snow has been melting here, and the roads are clear, and so in the mornings, I have been riding my motorcycle, and what was funny is, I woke up this morning, and I rode it a little bit last week, and ... Anyway. It was fine, but this morning, I woke up, and I was like, "Oh, man, it's extra cold out. Oh, man, it's really cold out. Oh, my gosh," and since we moved new offices, we were only a mile and a half away at the other one, now I'm out four and a half miles away, which isn't that much difference, but it is when you're on a motorcycle and when it's that cold outside. And I started riding, and I was like, "Oh, my gosh, that is so cold," and I start driving, I start going, I start going, and now I have had a little bit of frostbite before in my life. I was a hardcore skier growing up. We'd go like 25 times in a single season. I started skiing when I was five years old. I don't think you guys know that. I don't think I've ever told you that before, and my dad was going to go be an Olympic skier, and I'll tell you guys more about that stuff later, but ... So we skied like crazy growing up, right? And my hands and my face and my feet are used to that kind of cold abuse. Right? And I was riding along, and I'm not going to lie, but about a mile in, I was like, "My hands are going to freaking fall off. This is ridiculous. I cannot feel anything anymore." I was like, and it starts to get dangerous, you know what I mean? Because your right hand controls the brake. Your left hand controls the clutch. You know what I mean?... Left foot is the gears, right foot, you got the back break. Right? I mean, riding a motorcycle's an involved process, you can't just sit there. And so I was like, "If I can't freaking feel the grip, this is going to be a scary experience," and it was about a mile and a half in, and my face mask starts fogging up. I wear a full mask helmet, especially when it's this cold. I mean, my face would be falling off otherwise in ... That's what it was like when I was a skier, a hardcore skier, but ... Anyway, I get to the office here, and I cannot feel my hands at all, and if you guys have ever had that experience before, I don't just mean like numb, but it's where you got the actual cells in your skin, in your fingers, they start to freeze, and it's a very painful experience, until your hands go numb. They go numb, but then you can tell they're getting extra stiff and hard. You can't really move them, and it starts to freeze, literally, and it's a painful thing to have happened, but it's like 12 times more painful to have them thaw. Oh, my gosh. So I got here to the office and I was like, "Hey, I'm going to record a podcast. I want to jump out to you guys real quick," but I had to wait for like 15 minutes just pacing around the office quickly, because my hands are just throbbing as they start to thaw. It's a ... Anyways, it's an awful experience, and I was like, "Hey, Siri ... " Let me see if ... Hopefully it doesn't turn on. Okay. And I was like, "Hey, Siri," hopefully Siri doesn't hear me, I was like, "What's the temperature?" And it was like, brr, 24 degrees. I was like, "Oh, my gosh, I didn't know it was 24 degrees outside," and I was wearing gloves, but they're these paper-thin little things, so like, oh, gosh, okay. I'm not going to do that again. Anyway... Hey, super excited for today. We are still about ... Gosh. I'm so excited. We're still about a few days away from Funnel Hacking Live, and I just wanted to recap real quick what happened last time. That was a life-changing experience for me. At the time, I was about to ... So this is last February. I was still in college, but I only had a week left of school, and I was getting straight As, and I was ... I mean, I was a ... For the most part, I was a straight A student. I graduated with a 3.85 GPA, and ... Which is kind of a rare thing, but I feel like, because most people are straight A students, I feel like they're really, they're kind of tightwads, and they don't know how to sell stuff, and they're ... I just get really into all the subjects. If something interests me, I'll go learn it and try and get good at it... But anyway, so I was nervous because Funnel Hacking Live was basically during finals week, and I was excited to get there, though. All I knew is, I had to get there. I couldn't explain it, I didn't know why other than it was my tribe. You know what I mean? I knew my tribe was meeting. I knew they were getting together, and I knew there were things that were going to happen there that were going to get taught that would not be taught otherwise. It would be hard for me to learn the things that I was going to learn there outside of the event. You know what I mean? That's why it's so exciting to go. That's why it's so important to go, and I didn't have any money, though. I knew that Russell's going to be opening the cart. This is like, rewinding even more, the last time it was in March, so in like January, he was like, "Okay, I'm going to open up the ... " I think that was in, he's like, "I'm going to sell some tickets and get this thing going," and I was like, "Crap, I got no money." I was a poor college student. I was in the army, I was in ... I mean, there was a lot of stuff going on, my wife. I was trying to just keep up with school, we had two babies. We had, there's so much stuff going on, and that's kind of cool to have met a lot of you guys since starting this podcast. A lot of you guys were in the exact same situation, or are still now. It's kind of cool to bond over that, for sure, but ... And I was like, "Cool, I'm going to go find some guy that I can build funnels for who will, instead of paying me, he will just pay for me to go to the event," and this, it sounds cool, but it was like, man, the execution of that was rough, and so I went in ... Some of you guys are making a mistake when you go build funnels for people, you're trying to prove yourself. You're trying to ask for permission too much. I've done a lot of coaching sessions with you guys recently, and one of the things I've noticed in there is like, "Hey," I'm like, "Hey, now go build for somebody for free. Go prove yourself," and it's like some of you are asking permission to prove yourself. You'll go out and you'll say, "Hey, can I build you a funnel? Hey, can I build you a funnel? Hey, can I build you a funnel?" Right? And that question needs to happen eventually, but the time that it happens does not need to happen first, so what I did is, I went out and I found this guy, and I was like, "Hey, look. What I did at first is, I found a business that it was already succeeding, which makes it ridiculously easy to be successful with a funnel with. ...Hint, hint, hint. Massive gold drop, right there." Right? Go find a business that is already being successful, that, especially if it's eCommerce, it's going to be really, really easy. If they have their own list, that's huge. If they have a social media following, absolutely massive, those are like the big pieces, man. If you got to find a company that's like that and you're trying to prove yourself as a funnel builder, that is one of the magic formulas. It cannot be a new company... Okay? It's very, very difficult to do that with a new company, and you guys know that's kind of my policy. I don't do funnel building with new companies anymore. I tried that for probably two years. Half of that was when ClickFunnels existed. The other half, when it wasn't, and I was using it with WordPress, and it sucked, but okay, so I went out, and I found this company, right? And some of you guys are going at me saying, "Will you let me? Will you let me?" What I did, though, is I said, "Hey, I have an idea. I know you ... I build these things called sales funnels on the internet, and it's kind of a technobabble term. Most people have no idea what it is, which is totally fine. Anyway, your business fits perfectly in this scenario," and he's like, "Really? Okay. Oh, that's interesting." I was like, "I don't expect you to know what this is. I will pay for all the software. I will put everything together for you. I want to build you a sales funnel online... Actually, I'm going to do it for completely free, and I know that sounds crazy, but it's honestly so that I can show you that I know what I'm talking about, and that they work," and he was like, "Okay." And is a company, they sold water ionizers, and they had a whole bunch of monthly products, and they had a whole bunch of ... It was a really fascinating company, actually. Actually, it's still the water we drink here in the office now, with Russell, because I showed it to him, and he's like, "That's cool." Similar to the Kangen Water thing, but they actually work. Oh, man. Anyway. So I went out and I was like, "Hey, we're going to build you this sales funnel," right? And I went out and I built it, and I ran ask campaigns, just like you guys have seen me doing recently, which I should probably give you an update of that at some point, but I was running ask campaigns, and I was gathering all this research, and I was learning about his competitors, and I was all over the place. I was doing, I was funnel hacking, right? I was learning his competitors' businesses better than his competitors knew their businesses, right? It's kind of what you have to do with funnel hacking. It's not about just screenshotting pages. You got to, man, figure out what their margins are. I mean, figure out what the costs are. Where are they getting the ... Who's the suppliers? You have got to know their business as well as the business owner when you funnel hack someone hardcore, if you're actually going for it. Do not do a shallow funnel hack. Right? And be open about it... Don't be sold on those are the people that you're going to go out and build, that's the funnel you're going to go out and build. That was the challenge, is that I was going through saying, "Okay, are these guys actually making money? Are these guys actually succeeding in the marketplace?" Right? And I was going through, and I remember, I would get up crazy early, and I would ... Just like I do now, and I would go, and I'd hide in different places on campus where there was sweet internet, when the buildings were all closed, because I needed to funnel hack. I needed to build, I needed to get this funnel out, right? I wanted to go to Russell's event, and I had to figure out a way to get there, so I freaking hustled. And I went out and I ended up building this funnel for him, and it was a tripwire funnel. I was like, "Hey, let me walk you through it," right? And I just made all these screenshot videos of it, or I'd get on Skype with him and I'd walk him through it, and as I started showing him this stuff, he's like, "Oh, my gosh. I didn't realize this is the kind of stuff you're talking about." I was like, "Yeah, this is what we mean by sales funnels in this industry," and he's like, "Would you take over all of my social media?" And I was like, "Crap, okay. Yeah." He's like, "I'll start paying you for that. Let's see what this funnel thing is first," and as I'm taking over social media, and I'm starting to do posts and all this stuff, he goes, "Would you take over all of the server and tech stuff?" And I was like, "Sure," and I knew I had to do a lot of that stuff, just because I was ... I mean, my dad was an executive at IBM. We built our own like 115-port network inside of our house. Totally geeky, but, I mean, it's fun, and so I knew some of that stuff. He's like, "Would you take over this? Would you take over this?" Pretty soon, anything that had to do with a circuit I was in charge of, right? And so by the time I launched the funnel, I went out and I was like, "Hey, here's the funnel. This is going to be an awesome funnel. Let me show you... It works like this, and this, and this, and this, and this, and this, and the easiest way for this to make money is for you to send an email, a series of emails, out to your internal list," and he was like, "Okay." I was like, "So here's the email. Let's send it out, boom. Let's send it," and so we sent it. Right? And within the first day, it made 20 grand, and in, over the next three ... Because people open their email at varying times. Over the next week or two, or a little bit of time, overall it made I think almost 60 grand, and he was like, "Oh, my gosh," and it was all through my system. It was all through the thing that I built, and I was blown away and was changing my mindset, just I was reframing my brain. I was like, "This is insane. I've never done this before, and I'm proving myself, and I'm ... " He didn't know that I hadn't done all that stuff. He didn't know that ... Anyway, all I was trying to do is prove myself, right? That's how you do a hardcore funnel act. That's how you actually prove yourself for the marketplace, and there's been people that have been coaching with you, like I said, I mean, you guys, you're doing a great job just getting more hardcore on it. Don't ask permission. Just go build it. Right? And that's what I was telling these guys, also, when I built for them, was like, "Look, I know you don't know what it is. I'm just going to build it. If it works, awesome. If not, you'll never hear from me again," and he was like, "Okay." That's an easy proposition as a business owner. Some kid's going to work for me for free, if it works and makes money, then I'll start paying you, and if not, no harm, no foul? It's like, "What?" I ended up rebuilding his entire website into ClickFunnels, building out tons of funnels that hooked from his main website, and, I mean, it was a cool experience. I left right before we were about to launch a webinar, and that's when I got hired by Russell, and ... Man, that webinar was going to crush it. Oh, I'm so sad they didn't launch it, but you're the only one that's passionate about it, and your value proposition goes through the roof, right? So after he started making money, I was like, "Hey, look, there's ... Honestly, as far as payment, it was good for me just to prove myself to you and to myself and to the industry that I know what I'm doing on this stuff, so as a payment, I would love it if you would just pay for my hotel. Just pay for my ticket, pay for my flight," and he's like, "Okay, and so you brought in 60 grand. I can cough up a little bit of that. It's hardly anything, comparatively." And I went, and I went to Russell's event, and I totally miscalculated the days, and so ... The first night, I got my own hotel room. It was this total dump. I mean, it was like a 50-dollar-a-night hotel, and I couldn't get a car, so I was renting bikes on the other side of San Diego, and I would bike, I don't even know how many miles, but I biked a long way, all the way into the event, and so I was kind of sweaty, but I just knew I had to be there. I knew I had to be there, and I remember I ... There was a very surreal feeling, you know like those moments where you just, you are where you are supposed to be, you know? You walk in, you're like, "My gosh, this is it." Like, "I'm, this is ... I don't even know why, but this is it," and I walk on and into the event, and it was the day before ... The day before the event, it was registration, and I walked in, I was like, "Hey, here's my ticket," and they're like, "Awesome." They gave me my name tag, and it was like, "Oh. Wow." And some of you guys might laugh at that, but that's what, it was a huge deal to me. I knew my life would be changed by being there. I did not know why, I could not explain it ... And I walked in, and I was like, "Hey," I got my badge, and they hand over this bag with all this stuff in it, and I was like, "Whoa." I mean, it was like holding gold, I was like, "Holy crap. Wow," and I had biked several miles to get there, and I was biking around the bay, and I was like ... Anyway, it was a really interesting night, and I remember, after they gave me my bag and they gave me this badge and all the stuff, I turn around and there's all these support guys sitting at this table if you had any questions, and I walk up, and I think some of you guys heard the story, and it was actually Mark Bangerter. I'll tell him that I mentioned him, he sits on the other side of the window from me over there. He's like, "Hey, who are ... " Oh, and he looked at my name tag and he goes, "Wait a second, are you that guy who's pulling off all that Star Wars ninja crap on our software?" And I was like, "I don't know." And he goes, he's like, "Where do you work now?" I was like, "I graduated on Friday," and he's like, "Are you kidding me?" I was like, "No." He goes, "Get this kid an application." He's like, "What have you been doing?" I was like, "Well, lately, I've been building up a CRM with Infusionsoft that integrates with ClickFunnels back and forth," and he was like, "Oh, my gosh. You know Infusionsoft?" And I was like, "I've set up," and that's where, the company that I built a funnel for, that's where it had turned into. They wanted me to build up the CRM, despite me telling him how much they did not need it and how much of a waste of money it was, and how much it did not work, and how hard it was for it to do everything, they still wanted me to use Infusionsoft and go and integrate ClickFunnels with Infusionsoft, so I ended up doing it. And so anyways, Mark was like, "Holy crap, you know this? Man, get this kid an application," and I got asked to apply to ClickFunnels four more times throughout the event. Four more, and the peak of it all was when Russell gave the speech for certification, and he stood up and I knew I wanted to be certified. Again, part of that whole, I don't, mystical crap, whatever, but I knew I needed to be certified, and Russell stands up and he goes, "Okay, we got this thing called certification. Here at the event, it's eight grand. Besides here, it's going to be ten, and basically, by the end, you're going to be making a butt-ton of money," and I was like, "Cool." I already love ClickFunnels, I already know I'm pretty good at it, I already ... Part of it was my background in layout and design in high school. I was a head editor for yearbook, I designed all the editors in InDesign with Adobe, and ... Anyway, I'm kind of rambling now, but all I'm saying, guys, is this event is a big deal, and for those of you guys who are going to make it, I'm really excited for you to be there, and this isn't like a, I'm not trying to ... There's no affiliate link here. There's no ... I'm just really freaking excited. This event changed my life, and this is one of my ... I look more forward to this event than I do, like, Christmas or my birthday, all right? People's lives change here... Now, for those of you guys that are coming, my dad's going to be there. He's, we're building out his product for the financial ... It's called financialinvestingsecrets.com. He's got a futures trading product... I think I was just telling you about that, but anyway, all I'm trying to say is, I'm super stoked that you guys are going to be there, and when you come, already have ... For those of you guys who are just starting out, already have funnel hacked somebody, all right? That's the ... I'm trying to think of the easiest ways you guys can get the most out of it when you're there. Anyway, guys, it's going to be a great experience, and I'm excited to see you guys when you're there. This ... You know what, I'll just bring it full circle here, all right? So when I was at the event, I heard Russell give certification, and I was like, "I got to figure how to ... I do not have eight grand. I barely made it here as it is. Somehow, I don't even know how, but I'm going to make it work." Right? And I ... Some of you guys know I'm religious. I went back to my hotel room and I said a prayer and I was like, "Heavenly Father, God, I've got to get to certification. It's the next step for me. It's what I'm good at. It's what I do for Russell, I'm his funnel builder. It's what I'm good at. I've got to figure this out." And he didn't know who I was yet, and he had no idea who I was, and I walked back into the room and I kind of had this feeling like it's all going to be okay, and I walked in there and I started talking to some of the other certified partners, and I was like, "I got to make this work," right? And I started talking to Nora, who's a ClickFunnels employee, and I was like, "I got to make this work," and she's like, "I feel like you got to make this work," and I was like, "I'm trying to make it work," and the Hackathon started shortly thereafter. And I went downstairs, and there was a whole bunch of people, all of their computers set up, a huge noise going over, the smell of pepperoni pizza all over the place, people are staying up crazy late funnel building, and there was a guy there, a ClickFunnels employee who was, I won't name him now, but he was sitting there and he was building something, I saw what he was building, and I was like, "I can build that faster." And I pulled up my computer right next to him and I was like, "I'm going to beat him," and I just started hauling and all these people started watching what I was doing and I was beating him on this funnel hack using the editor, and I was, I mean ... Anyway, I'm very competitive, and I eventually met this lady whose name's Nora. She was in charge of the certification program, right? And she was like, "Oh, I'm super impressed with you. Oh, my gosh, you got to ... You've done that and that and that with our software? Oh, my gosh, that's crazy. You're in college? Oh, my gosh, I need you." And she's like, "Let me introduce you to Brent," and I go and I get introduced to Brent and Brent's like, "Cool, why don't you get ... Why don't you go apply? That'd be awesome," "Sounds good," and I was like, "Okay, sounds good. I'm literally going to go be the CMO of this other company they're building funnels for and on Friday, four days from now," and he was like, "Holy crap. You're graduating that fast." He's like, "Please apply." And the last night, I stayed up the entire night, the event was over, right, and I remember just, I needed to just act, I needed to act, and I was definitely the last person at the event. I was definitely the last person to leave the hotel, and my flight didn't leave till the next day, and I stayed up the whole night making this video explaining to them why they should hire me. I don't think a lot ... That's probably the part of the story that you have not heard. Russell's told the story before and he's like, "Hey, he stayed up the whole night because he didn't have a hotel room." Well, there was a hotel room that I got, and it was a junky piece of crap one, because I didn't have enough money for another one. I could've stayed there, but I ended up just staying in the hotel where there was good WI-Fi, and I worked my butt off, and I funnel hacked, and I built a brand, and it's actually where the basis of salesfunnelbroker.com came from, that night, right? And I created this huge, amazing video. It was only about, they only wanted a seven-minute one, so I was like, "Okay, cool," so when I made it, this awesome seven-minute video, and I'll put that video in the show notes as well. Ooh, that'd be kind of cool. All right, I'll put the video in the show notes. And I went back to college, right, and I sent the application in, right, the night before I left San Diego, and on Tuesday, right, I came back on Sunday. On Tuesday, I got a call from Brent, and he's like, "Hey, man, just saw your application. Crazy impressive. I loved it if you came down for an interview," and I was like, "Cool, I'm in the middle of finals, but what if I drove over there?" And he was like, "Okay," so I drove from, it was about four and a half, no, it was about, yeah, about five-hour drive, and luckily I'd been doing so well in my classes I kind of just left, and I went and I stayed the night somewhere and then drove into ClickFunnels headquarters the next morning, and I walk in there and Brent's like, "Hey, how you doing, man? Looking sharp. Thanks for dressing up," and we chatted for a while, and he's like, "Hey, would you go sit and just wait for a little while?" He and I talked for a while, he was like, "Would you go away for a while and Russell will come in, you'll get to meet him," and I freaked out. I was like, "I get to meet Russell Brunson? Oh, my gosh," and I started freaking out. And I went, and I started sitting in another room. I was just trying to make conversation with another guy, because I was freaking, I could not believe that I was about to meet the man who had already changed my life, and such incredible respect for him and what he's doing. Most entrepreneurs get pretty cocky... Most entrepreneurs get pretty all about the money, and, no joke, I mean, he, the guy wants to make a lot of money, it has nothing to do with not wanting to, and he makes an absolute insane amount of money, but he is more about helping people, and I'm all about that, so it was really kind of cool synergy there. But anyways, he walked in, and we met, and we had an hour and a half conversation. We talked for an hour and a half face-to-face. It was so crazy cool, and at the end of it, before I left, he sent a message to Brent, and he's like, "I want that kid. Do whatever you need to take, do whatever you need to be able to get him." And I was like, "It's Wednesday. I'm supposed to leave on Friday for Florida," and he's like, "Well, what are you going to do?" I was like, "Well, if you offer me a job, I'm coming here. I'm not going to Florida, I'm going to stay here, and I'm going to go ... " Oh, man. Anyway, anyway ... All right, guys, that was a long episode. I just wanted to tell you guys how stoked I am for click, for funnels, for... ... Anyway, this is a long episode, and I want you guys, when you who are, those of you who are coming, I want you to come and know that this is something, expect that it will change your life. Expect it, right?... I do, I did, it did, it has, and I'm really excited to meet you guys. Definitely say hi to my dad when you guys are there. I'm just, he's just getting introduced to this world, I'm just introducing him to people, so that'd be awesome too, but ... Anyway, long podcast there, but, anyway, hope you guys enjoyed it. Super stoked. If you want to turn those intro things into your own alarm clock, go for it. That's me getting stoked every time, every morning to do stuff with Russell, but ... Anyways, guys, I will talk with you later, and, yeah, I'll talk ... All right, well, see you guys. Bye.   Thanks for listening to Sales Funnel Radio. Please remember to subscribe and leave feedback. Want to get one of today's best internet sales funnel for free? Go to salesfunnelbroker.com/freefunnels to download your prebuilt sales funnel today.Advertising Inquiries: https://redcircle.com/brands

Click above to listen in iTunes... Our 3-day event and the powerful lesson it gave me... All right, how you doing everyone? This is Steve Larsen and you are listening to Sales Funnel Radio. Welcome to Sales Funnel Radio, where you'll learn marketing strategies to grow your online business using today's best internet sales funnels. And now, here's your host, Steve Larsen. All right, all right, all right. Hey, sorry it's been about a week since I actually podcasted, I've been crazy busy! We had an event here, Russell and I, it was actually really cool, I got to speak on his stage, which is super cool! Get up and speak and teach. It was actually his inner circle. We were kind of testing an event, we were trying to see how it ran, we were trying to see ... Even before we do big things we'll actually go to a test group, which I've been telling you guys to do lately before you actually go out and try to sell it, go through a little test group, which is actually what I've been doing with my dad. He's got a cool software he wrote that helps you trade futures and he wins like ... I can't publicly announce or declare that he wins 80 to 85% of the time but it might be near those ranges. Anyways, it works though! That's what we do, we go take a little test group and we did that here, recently, at the new office and it was three days long. About 15 minutes before, we're walking around, Russell and I are kind of in the back, there's an event room where everyone can go and hang out and we've got a spot for about 80 people. And Russell and I ... then on the other side there's all these locked doors, you gotta have keycards, and we're all official now, we're kind of laughing like "Crap, we're like a real business now!". And we're on the other side of the building and he and I are kind of hiding a little bit like phew, we've got the jitters a little bit, 'Alright, you ready for this, its three days." We're getting stoked. I was like, "you got everything you need?" And he said "Yeah, I think so, can you do X, Y, and Z for me?" And I said sure, and we're kinda going back and forth. And about 15 minutes before we walk out there he goes, "Hey, will you introduce me every day?" And I was like, "crap, I've never done that. Yeah, okay!". And I literally went to Google and I was like 'How to introduce somebody on stage' and I was like, what's the main goal? And I asked, "what do you want to have happen?" And he said "The biggest thing I want, I want there to be higher energy than what they currently are so that when I come in I can pick them up from where they are and keep going. It's easier for me to match them if they're at a higher level of energy than me walking on stage and they're all like 'bluuuh' with slumped shoulders." Anyways, I hope that makes sense. But he's like "would you introduce me?" And I'm like "Okay, sure." So, I went and I was like, Okay, I gotta tie it into a story somehow, is there something I can tell about him, what's something that's funny? And you gotta be careful, you don't want to make fun of your boss. I was like 'Alright man, I think I got it.' and I got up on stage and I told this story, and I've actually told it on this podcast here before so I actually probably won't, but at the end of it, what happened is this guy in the inner circle came up to me ... What's up, I know you're probably listening to this ... and he's like, "Dude I love your energy. It was so awesome to feel that, you got me so charged up for the day I'm brand new here, will you send me the voxxers that you send to Russell ... That was part of the story was that every single morning I vox Russell and I just go, "Woo yeah baby, woo its Monday we get to build funnels with Dirk!" and I start yelling, I'm like "Yeah, woo!". What other business do you get to do this with? Who else gets that excited over what they get to do? I don't know. This is a freaking cool industry that we're all in this together. And he's like "Will you send all those things to me?" and I said sure! I'm actually going to play you for them right here, he said "Hey I would love to have these things as my alarm clock." So if you guys want this, you totally can but literally what happens is every single day I vox Russell just like pumped, and it's only like three seconds long on every single one of them but that's all you need! It's all about staying in state and its all about pre framing your head top be able to handle what's about to happen, it's all about ... Anyway, super cool stuff! So while I was coming in today, I was like hey, you know what would be kind of funny is if I put those on my podcast so here they are! "Woo, Monday baby, yeah!" ... "It's Tuesday baby, yeah, woo! Get some!" ... "Woo! It's Wednesday baby! The tank!" All right, how was that? You guys, I am a goofball at heart and I don't care. I think when people start caring too much they get old and die. Hey, if you like that cool, if not, whatever. Its something that I do, Its just a little fun tradition I have with Russell and one of the inner circle wanted so I thought 'Hey, might as well put it on the podcast'. I learned something really valuable, and this is the reason I'm podcasting today. I should say that I relearned it, because I have learned this before, and it hit home so hard. I learned this, Russell gave me a course by Joe Polish, probably like six months ago now. And I went through and I started listening to it, and my gosh it was so good, and I started going through it and I was like 'this is incredible, I'm loving this.' And ... you guys are gonna be knocking on my door asking for the name of the course, I cannot remember it! I'd have to go find it. Anyway, so, at this event there was ... in the future I'm gonna be teaching probably about half of the event, so I'll teach a few sessions then Russell will get up and teach a few sessions, and we'll kinda tag team back and forth. On this one, I put together the actual workbook for it, he did most of the teaching of it so we could test it out. But there were a few parts he had me come up and teach on, and ... I'm holding the book right now, its called 'The Funnel Hackathon and for three days we build your funnels. Or you do. But you come in and we tell you, okay, now heres the next thing to do, build it. And we don't move on until you're done! Now heres the next thing to build, go build it. All right now heres where our heads are at when we do this, now you do it. Its hand holding the whole way through and at the end of it these guys are like "Oh my gosh, that was incredible, so awesome." And these are concepts and principles that Russell and I have been going back and forth on. Like, oh my gosh, think about this, think about this, think about this and its been really special to do that with him as he puts his new book together. What was interesting is I get to my sections and in between each session we have these little workshops where people execute what we were just teaching, and we do not move on until they have what we were just telling them to do, which was really helpful for them. To keep them accountable like that. There were several guys, I mean, I've been studying this stuff forever with them, right? I've actually been put in a place with Russell's funnels, I've been doing this stuff right and what was fascinating to me is to have ... some of these guys in the inner circle are making 100 million dollars, an obscene amount of money, right? Huge amounts of money. And you guys know my goals, you guys know that I'm, as of last year, making a grand a week, and I'm like 'yeah, that's awesome!' And you guys are following my story of how I've been pulling this thing off and that's been great, its been a whole lot of fun. But what was making me laugh was the questions that people were asking me, I was like "How is it that you don't know this and you're making that much money?" How is it that you are making 100 million dollars and I'm freaking out over a thousand dollars a week and I soon will be making 30 grand a month, that's my goal for this year and I think I can do it, I'm already on my way. Just so you guys know, a little accountability on that whole thing, I'm already at about two grand a week now and its starting to ... Anyway, it's been fun. I still have no ads going, I should probably do that. You guys are gonna laugh at me when I say that but its just another thing to do and there's a lot of crap going on. Anyway, this is what I ... and I'm not gonna lie, I started getting down on myself, like some of these guys are like 'How do I do this?' And I'm like ... It's because of this theory, or its because you put these together, or its because you did this, like how do you not know this? How do I know this? Is that what I'm supposed to be contributing to this world like, what the heck? How come ... Anyway, it didn't make me mad, but I was like crap, it kinda sucks. How is it that I'm able to teach this stuff and where is my hundred million dollars, know what I mean? And please know I'm not ... I don't feel like I'm a selfish individual, I believe in giving and giving and giving and that's why I have so many things built for you, that on my site I give away for free. These were all things that were starting to go through my head. Some lines from Joe Polish's class started to run through my head, I'm bringing it full circle now. In there he teaches that there is no relationship between being good and getting paid. So let that sink in a little bit. There's no relationship between being good and getting paid. You know those books like "Why A students work for C students"? Those students are good, but that's not how you get paid. Isn't that interesting? But a lot of entrepreneurs seem to think that and a lot of us seem to think that in general and I have that hit home right between the eyes again, right? I was telling my dad this and I was like, look, its so funny, when you eat humble pie you don't just have a slice, the whole pie gets thrown at your face, that's how humble pie works, and I was like crap, all right, huge lesson again, but there is no relationship between being good and getting paid. However, there is a huge relationship between being good at marketing and getting paid. Isn't that funny? I'm teaching marketing principles to these guys, I know it's not a know how about marketing in my situation, its more that I don't really have a product. I've got like a product that I don't drive traffic to. All right and that's what I've been making that money from. Like, man, I need to make a product! Why don't I have my own product yet? Just think about this, so he's saying, no relationship between being good and getting paid and there's a huge one between being good at marketing and getting paid. And he said, what's the difference between sales and marketing? Sales is what happens face to face, sales is what happens when you're in front of an individual, or when you're on the phone with them. Marketing though, is what gets them to your face... Marketing is what gets them to turn their path, everyone's in motion, and all you're doing is you're turning their motion and its turning them straight to you and then sales is what happens at that point but until then, sales, and marketing is not the same thing. There are some businesses that survive because they have a good product. But they're a terrible business right? Products and businesses are not the same thing. But people think that, just like funnels and business models are not the same thing. That's why I don't build funnels for brand new people, because they haven't proven their business. Funnel is not the business but sometimes people think they are. Anyway, I'm not trying to get sidetracked, but that really hit me home between the eyes again and I was like crap, massive humble pie again! Very frustrating for me to go through and actually relearn that. So I think I'm gonna go build a product and I've got an idea on what it is, and I'm gonna start pushing it forward again and what's funny its already in my plan to anyways, its just we've been so busy with getting ready for the event we just had, then actually doing the event, and then we got funnel hacking live, woo, that's in like a week! My life changed last time I went to the last funnel hacking live I had no money! I'll tell you guys that story another time, but the way I got there and how it all happened was really interesting and I got seated next to Russell it was very interesting and what qualified me to sit next to Russell was very interesting, I'll have to go through that sometime, but anyway, guys! All I want to do is point that back home to you guys and help me realize that its good to be good, but there's a lot of crappy products that get a lot of money. No relationship between being good and getting paid. Huge one between being good at marketing and getting paid. I'm just saying that as many times as I can so that I can push into your head that its more about how you market the stuff than it is about ... Its been funny too, as I build funnels. There's been a few funnels I built, I don't know if I'm allowed to say this, whatever. So you know Marcus Lemonis. I built a lot of funnels for his team after Russell was on his TV show, and he's like "Hey why don't you build a funnel for this company? Why don't you build a funnel for this company?" So I was like sweet, sweet, sweet! So I built like five funnels for this guy. Marcus is the man! Oh my gosh, he is so awesome, I have so much respect for that guy and what he's done. The problem that happened is that there were guys that didn't have the same epiphany that Marcus did. So they didn't know what we were doing and at the end of it we built these amazing funnels, totally immaculate, they looked fantastic! I mean they were some of the best looking funnels I have ever created and it was painful because Russell had a call with them and he's like 'Man I feel like we built you guys Ferrari's, we gave you the keys, and they're just sitting in your driveways, you've never even touched them before. Not because there's ingratitude from Marcus' side, it's that his team, the actual owners of the businesses, they didn't have the same epiphany. Like, what the heck am I supposed to do with this? I mean there's a lot of education behind what a funnel actually is. So that's where you have to be good at stuff but you can go too far by thinking 'it's all about the funnel, it's all about the funnel, it's all about the funnel'. There's marketing that happens too, its not just about making pages look good. That's what happened... Anyway, I've had a few of you guys ask that, that's why I'm telling that story, but anyway I should end this before I continue to ramble but, I just wanted you guys to know that ... anyway, get out there and make sweet products, make sure they're good, make sure they deliver, but understand that its ultimately not the thing that gets you paid, its how well you market it. Just like you always hear those guys like, 'I invented this cool thing but I don't know how to sell it, so it just sits on my shelf'. 'I invented the cure for cancer, but it just sits on my shelf'... Like, what? Oh my gosh... Anyways, guys, have a good one! Super excited to see you guys at funnel hacking live, please reach out to me, I've had a lot of you guys ask if you could take me out to lunch, and I do appreciate that but there's absolutely no way that I'll have time to do that while I'm there to help throw an event. I am an employee of clickfunnels still, you know what I mean? Anyways guys, talk to you later!  Thanks for listening to Sales Funnel Radio. Please remember to subscribe and leave feedback. Want to get one of today's best internet sales funnel for free? Go to salesfunnelbroker.com/freefunnels to download your prebuilt sales funnel today.Advertising Inquiries: https://redcircle.com/brands

Click above to listen in iTunes... Good morning everyone. This is Steve Larsen and you're listening to Sales Funnel Radio. Welcome to Sales Funnel Radio where you learn marketing strategies to grow your online business using today's best internet sales funnels. Now, here's your host Steve Larsen. All right you guys, how's it going? It's been a little while since I've recorded a podcast. Things have been so busy, so busy. I'm actually driving over to our brand new office. We got a really cool event going on. We got most of Russell's inner circle over here. We're going to go for the next three days through some cool material to help them launch, but I don't know if I'm supposed to talk about it yet. How's that for a cliffhanger?... If you guys go to Funnel Hacking Live, you'll find out more about what it is. You guys are going to like it. It's really, really cool. I don't see anyone else doing what we're doing here. Anyway, hey it's been a while since I've done a podcast. Again, I just want to apologize for that. I always try and do at least two of them a week. That's my goal. I always try and do it with an awesome microphone. Just like the last one I did, guys I'm in the car again. Sorry about that. I'm obsessed with the sound quality like I said before, but whatever... The message today I think is kind of cool. I think it was only two weeks ago, so I've been traveling a lot. We're going all over the place and we're switching offices. I haven't really had a chance to sit down with my microphone and actually do an actual podcast. Just barely we got our security cards to go into the new building. We got all stuff. For a long time I couldn't get to my stuff. That's what I'm saying. I couldn't get to my equipment and actually do a podcast for you guys. Anyway, enough blabbering on that. Just about a couple of weeks ago, I was flying back. I was in Vegas on a trip for Russell. I don't even know how to talk about this. I was feeling kind of down on myself for ... I'll admit. I was feeling a little bit down. I was like, "Crap, like there's all these things I wish I had up and running." There's all these things that I wish I had going. I have like six sales funnels right now that are at the 90% level. I just got to spend another couple extra hours on each room to get them launched. I know a lot of you guys are going to hear that. You'll be surprised by that and go, "Wait a second, this is all you do." Yes, but for other people. I have a lot of my own funnels already running and make great fantastic money. They're totally on autopilot and I absolutely love it... I guess it was just ... I don't know how to say it. I was feeling down on myself. I was like, "Oh crap. I just wish that there are these things going. It must be because I had to push harder. It must be because I have to do this or do that." I was looking on a lot of external things. I was walking through the airport thinking about this and that's kind of my nature to be honest. I'm naturally hard on myself, not unlike the bad way but in the incredibly self-motivating way. Otherwise I won't be where I am and same with a lot of you guys who listen to this podcast. I was walking to the airport. I was listening to some cool audio books and I was like, "All right, like gearing up. Okay, here it comes. I'm feeling the stress." Some guy taught a long time ago that when you start to feel stressed, it's actually your body preparing to be able to do what you're thinking about doing. Don't always push off stress... Stress can be a good thing... There's good stress and bad stress... I think I've talked about that before like, "Welcome to stress." Your body's prepping to go handle and take on whatever challenge you're thinking about. I was walking to the airport. I was feeling this. I was thinking this... I was in my own world man. I feel like I was one of those like the horses with eye blinders on. I was looking right kind ... I wasn't looking at the ground. I was kind of looking right in front of me. I was just pacing. My flight didn't take off for a few more hours. I got there kind of early. I kind of came up to the spot where there's tons of terminals all over the place, meaning it's almost like the equivalent of a cul-de-sac. There was terminals kind of this huge ring and the people sitting. It was massive, people everywhere. I was walking and all of a sudden I hear this thud, the boom. I hear the sliding sound and this pair of sunglasses comes flying in front of me... They land and stopped about right in front of me where I am. It kind of come off guard. I looked down and I looked over at the thud. There was an old gentleman who had passed out laying on his back in the middle of the terminal. A lot of us heard it. He was like may be 10 feet from me. His wife was standing right there. She turns around and she notices him. She goes something ... I can't remember the name but she was calling his name. "Are you okay? Are you okay? Hello, oh my gosh!" She starts freaking out understandably. I just kind of walked over to him and his eyes were wide open. He was lying down on the floor. I'm not trying to get gruesome but I just want you to kind of feel what I felt. There was a little bit of blood coming from his head. He wasn't breathing. His tongue is kind of out a little bit. He basically, I don't know if it's a seizure or stroke. Also we realized there were no paramedics around. We were going to have to try and save this guy. I'm not going, I was in shock. I was in such a stupor because of what I was previously thinking about. I'm thinking about, all of a sudden these are the things. I was like, "I wish I had this going. I wish I had this going. I wish I had this going." I was in such a stupor that it shocked me that that situation was in front of me right there, right then. I was not able to even really react the way that I would be able to. I mean we train for this stuff all time. I'm in the army. We trained for that kind of crap all the time. This other guy just like snapped right into gear. He went and he got a defibrillator. We were shocking his heart while he's on the floor. I was yelling at a lady with a radio saying like get people over here, and another lady was grabbing him. A guy started doing CPR on. It was really intense. We went probably like five minutes without him actually breathing. Now somebody saw his chest rise just a little bit on his own and everyone clapped in the whole terminal. We're all cheering and stuff. I was really heavy and I don't even know, but that was the only breath that I saw him take. I think like the paramedics came in, but it took them forever. I wanted to yell at them. I saw them coming down terminal and they were walking. I was, "Oh my gosh, that pissed me off so much." I was like, "You guys ..." I'm pretty sure the guy died. His wife was right there screaming. It was an awful experience... I remember I had to get to my plane. We were there a while. I had to get to my plane and just get on the plane like nothing ... I mean it was a crazy experience. I know that a lot of us have experienced those types of things in our life. This happened several weeks ago and I've been trying to figure out how to actually, because I knew when it happened I was like, "This was a huge lesson to me, a huge lesson to me." You guys, I get a lot of messages from you guys. I said in the last podcast, I've got 400 messages behind. I've been able to little them down something about half of that now. A lot of you guys ask the same kinds of questions that I was having. I was thinking like, "Man, I hope I'm not the kind of influence that is helping my audience to not complain but make sure that we got gratitude for what we're doing." There has never been a time where entrepreneurship is this freaking easy. Yesterday, I was talking to a group of guys. We we're the group of buddies of mine. They're like, "Dude, what do you do?" I know that a lot of you guys had that question before also. What do you do? You got to sit down. You got to try and explain what it is. It's hard to explain what it is. Entrepreneurship, the type that we do can be a little bit lonely because it's such a new thing. Sales funnels themselves are not but the way that we pull them off, it's very new. A lot of people don't know what it is. A lot of people have no idea. You're like, you got to compare it to stuff. You're like, "Hey, you know like Amazon. You go buy stuff." They say, "Other people have enjoyed this product. Do you want it too? Check the box. It's kind of like that." This is not a normal facet for entrepreneurship at all. Anyway, such a cool time to be alive and such a cool time to be ... I am constantly grateful for what we are doing, but it was amazing how stark of a lesson it was to me that ... I mean we got a lot of cool crap going on in this world you guys, that it's amazing. I was talking to that group of guys I was seeing yesterday. They're like, "What do you do? What do you do?" I started explaining it to them. They're like, "Wait a second, so you're saying that you go create the product or have somebody else create the product. Somebody else fulfills on it. Somebody else drives the traffic for it. Somebody else like ..." You get the point? Somebody else, somebody else, somebody else... I said, "Yes, that's the point you guys. The point is we're living in a time where entrepreneurs do not have to be the ones doing all stuff, especially now that ClickFunnels exist. We don't have to worry about the tech side anymore. Literally, all you have to worry about is the marketing side. "You can obsess over what your pages look like. You can obsess over certain things, but honestly you can test products and offer so freaking quick. It is amazing." Anyway, that's kind of what I only wanted to say in this. I hope what I'm trying to say is coming across clearly that man, you don't know when life's going to end. You don't know. We got the coolest life on the planet. We're so lucky. We are lucky amongst entrepreneurs themselves and many people count entrepreneurs as a whole to be lucky. For us to be doing what we are with ClickFunnels, for what you're doing with your own sales funnel. The speed you can test things. The speed, it's absolutely incredible. I just found out I think from the number yesterday ... I don't know. The last few days had blend, so I don't really remember but it's recently. We found out that ClickFunnels has produced 100 millionaires. Isn't that crazy? Oh my gosh, 100 millionaires. We're just barely at 30,000 users... See the thing with the ratio is there ... I mean that ratio doesn't exist in MLMs. It doesn't exist ... It's amazing. Absolutely incredible what it's done for people. A cool place and time we get to live in. Then I watch out that guy, I'm pretty sure that he passed away in front of us. His whole skin tone changed. It looked very much like he didn't make it. It's very sad to be watching that. It threw me back to reality that holy crap. Just grab the loved ones and keep them close. Realize that you got it pretty freaking good. You got it good. We all got it really, really good. It's exciting to be where we are. I love all the cool messages I'm given from you guys. I love it. We had an awesome community just on this podcast itself. It's very exciting time to be in, very exciting place to be in. I'm excited for you guys success for the reason that you can go spend more time with family and do the things that you want to do. The point is not to be a workaholic. You know what I mean? I mean the whole reason I started doing this entrepreneurship thing was like to pay for some extra things, pay some bills. I thought, "Gosh, if I could just make like 100 extra dollars this week. A hundred extra dollars here." It's amazing how small that is now that to me. That's extremely tiny. Then it keeps on growing, it keeps on growing. It keeps on growing. Pretty soon, our attention can start to turn away to other things. Anyway I know this is a shorter podcast but I'm just thinking about, take whatever lessons that come into your head for yourself. I've been struggling to know how to put this in the podcast respectfully, but then also with the stark reality and lesson that it brought to me and what that is. Crazy grateful to be alive at this time... My wife and I are talking like, "Man, imagine? I don't even know what I'd be doing if it was like pioneer times." I imagine I'd be farming. I like the outdoors. Beyond that, I don't know. I don't know what that looks like. It's just really, really awesome. Anyway, I want you guys to know that you guys are awesome. You guys already know that. Personally, definitely appreciate what you guys are doing. Look forward to continuing to meet a lot of you guys especially over the next couple of weeks here at our different events that are going on; and very, very excited to see the successes you guys are having. There are cool messages lately where risks are taken, appropriate risk, but then huge rewards that are coming as well. I want you guys go do that, take those risks that are calculated. Keep producing cool stuff and pumping value into the world. It's a different kind of mindset for an entrepreneur. The conference that I was at is very much not about that. It's very much take, take, take. This is how you make a ton of money and screw a lot of people. That's what the conference feeling was kind of about. I was like, "Man, this is not our culture as a community." I'm really, really grateful. Anyway, you guys are awesome and I'll talk to you later. Bye. Thanks for listening to Sales Funnel Radio. Please remember to subscribe and leave feedback. Want to get one of today's best internet sales funnel for free? Go to salesfunnelbroker.com/freefunnels to download your pre-built sales funnel today.  Advertising Inquiries: https://redcircle.com/brands

Click above to listen in iTunes...  "About 10 years ago my Dad told me one of the secrets to wealth regardless of your job or business..." What's going on, everyone? This is Steve Larsen, and you're listening to Sales Funnel Radio. Welcome to Sales Funnel Radio, where you'll learn marketing strategies to grow your online business using today's best internet sales funnels, and now, here's your host, Steve Larsen. All right, all right, all right. Hey. I'm in a car by my phone. I am obsessed with music, so I love sound quality, which is why I usually use a $200 mic to record my podcast. Hope you guys will forgive me. I actually just went to Russell's this morning. We are lifting together with the crew, and I'm hurting actually. I'm in a lot of pain. We're doing squats and I didn't warm up, so I'm feeling all those pops in my hamstrings. That was stupid. Anyway, hey, I hope you guys are doing awesome. I have got just a ton of messages lately. I want to thank you, but I also want to apologize. I'm 300 emails behind, real emails from you and 60 Voxes, another 30 Skype messages. People are somehow finding my phone number, calling me. I appreciate it, but I just physically am unable to answer all that stuff right now, but anyway... Russell and I were talking this morning. We didn't talk about this, but something popped into my mind. I remember growing up, I did a whole lot of construction. You guys probably didn't know that. I actually worked at Discount Tire for a little while during the winter months. It was totally freezing.   We would work 12 hours a day, no breaks. They'd give us hamburgers for lunch, and we'd grab ... It was so cold. Oh my gosh. You'd feel it down in your core, the kind of cold ... I grew up in Colorado, and it was the kind of cold where you breathe and it hurt your lungs to breathe just because the air was so freezing. You know what I'm talking about?... Anyway, super crazy. I ended up getting really deathly sick because of it, because our hands would be all greasy. They'd come in, they'd give us this food. It's not like we'd wash our hands. I'm sure I ate car grease and oil a couple times. There's no doubt that I did. Then after that I went and I did construction doing residential swimming pools. We built a lot of swimming pools for the Denver Bronco players. Pretty cool stuff. I got to meet a lot of their players and stuff like that. We'd go around and we'd build these sweet, just awesome, high end swimming pools. Sometimes I was part of the build crew and sometimes I was part of the cleaning crew. I'd come up later on and we'd do all the pool maintenance on them and stuff like that. A couple times ... Is it Moreno? I can't remember his first name, but on the Broncos player, Moreno. He almost shot me because I walked into his house or I walked into his backyard, which is usually what we did. We didn't knock. We just did it. He's like, "What? Oh, bro, I almost shot you." Anyway, kind of funny. Then I worked other ... All I'm saying is I actually worked at a plastic factory for a while, and we made M16 buttstocks and syringes. It was injection molding. It was really interesting. I did so many construction jobs and it taught me how to work. It taught me how to do hard stuff, stuff that sucked, which is good. You want to know how to do those things. I love what I do, but there are elements of it that are work, stuff that is really, really ... Let's see if I can shift. I'm driving my car. I drive a stick shift. Here we go. If you can't do the crappy part of the business, then you're going to fail because it's the crappy part, so I'm having a crappy part of it. Obviously, a good side and bad side. Anyways, one day, my dad brought me aside. My dad was an executive at IBM. He's a genius, man. He's the man. I'm working on his ... He does extremely well in the financial markets, just personally and so I'm helping him build a webinar right now, but anyway, I'm getting sidetracked. Anyway, he brought me aside. This is several years ago, a long time ago, maybe almost 10 now. That's crazy. I'm 28. What? He brought me aside and he said, "Hey, you know what?" I was doing all these construction jobs and I was learning how to work and it was great stuff and it was good for a teenager. I went on a mission for my church. I came back, and he was like ... Here's one of the biggest lessons he ever taught me besides how to work hard. He brought me aside and he said, "You know what? If you want to make a lot of money, you have to got to stay on the revenue side of business." I didn't understand what he was saying at first. He's like, "Do not reside on the cost side of business." I was like, "Okay, you know, I don't, what are you talking, what are you talking about?" He said, "Think about it. When you go into work, does your position produce revenue or is your position a cost to the business?" I was like, "Interesting." He's like, "Any time that you are standing on the revenue side of business, you're going to make a lot more money." That's why sales guys get paid so much money. That's why people who do HR and people who do support, that's why they don't get paid a lot of money. They are a cost to keeping the business running. He's like, "If you want to ever ... If you want to keep on ..." He's like, "That's why I've done so well in my career is because I have stayed on the revenue generating side of business." His job was to go, to fly to clients all over the world. He's been to I don't even know how many countries, well over 50, tons of ... My dad traveled like crazy growing up. He'd go out and he'd go to these clients and he'd figure out what they needed to built. Then he would come back and he'd orchestrate the team and they would build this crazy software solution for these high-end people, anything from watches to NASA and to the military. He did a lot of stuff software wise. The software in your car that you're driving right now, he's touched that stuff. He's created industry standards that's touched all of it. All I'm saying is he knows what he's talking about on this stuff. Take what he's saying and take what I'm saying to you right now as real. Just think about it. Any time your business, any time your position, which is why it's so great to be the entrepreneur, you are directly in charge of making money for the company. People are like, "It's not fair that that guy comes in and he owns it and he makes all this money." He's like, "Well, he is solely responsible for making your paycheck happen, so, yeah, why wouldn't he be, you know?" There was a great book that I read... I was just thinking about all this again, how interesting that is because that's one of my roles for current job in ClickFunnels. I'm very much on the revenue side of business. Sales funnels and my skill set is very much directly related to the revenue side of all these other people's businesses when they hire me to do their funnels. I'll charge 15, 20 grand for a sales funnel, but I know it'll make them 10 times that in a year. You know what I mean? It's dumb, easy decisions on that. The reason why I can do that is because it's on the revenue side of business. Just think about that as you go through. Are your activities, what you're doing right now in your day, are your activities keeping you in the revenue side of what you need to be doing in your business to grow it or are you standing on the cost side? That stuff started hitting me because I've been doing some extra stuff to just push further and push harder as I work with Russell, and it's brought more money in. It's more brought more value. It's brought more stuff in. It's cool to see what happens when you start to do that. Whether or not you are an entrepreneur who's solely on your own, you can start thinking about this. Are my activities right now revenue producing or are they cost producing? Am I actually pulling in money? It's such an interesting way to look at. There's a great book that I read once. I got to be honest with you. I'm saying this to you, but I cannot remember the name of it. The whole point of the book though was he was saying, "Okay, there's really four different areas of work that you can go in." This isn't Robert Kiyosaki's ESBI thing. It was another guy who had four different quadrants, also, and he was saying that your ... Let's say you want to get a job. Let's say you don't want to be an entrepreneur. I know a lot of ... 99% of the people who listen to this podcast, you guys are all trying to be entrepreneurs. You are entrepreneurs. You're going out. You're changing the world. You're doing great things. Just take this as a grain of salt just with the lesson. He basically said that if you want security, you will not make a lot of money unless you become this high-end entrepreneur. Eventually you get to this place of great security. If you want to make a lot of money, you have to stay in high-risk job opportunities. You have to stay in these positions where you actually go out and you have to ... It ties in exactly what I'm saying. You have to be on the spot where revenue is created. There were four different quadrants and he was saying, "Look, the places ..." Think about a doctor. That's more high risk. You are playing with people's lives. It's no wonder they get paid a lot of money. Society has said, "Okay, let's let this guy get paid a lot so that he is motivated to know his stuff." You know what I mean? Remember that thing about sales funnels? 50% of the time, on the first launch, they don't work. They're high risk. Then you turn around and we make three tweaks to them and they're actually not high risk at all. They'll turn around to make a butt load of money. It's just figuring out the right model on certain things. Anyway, funnels are not high risk though for that reason... I was just thinking about all this stuff this morning while we were lifting. I was like, "It's so fascinating how true that lesson is that my dad told me, like, 10 years ago. Stay on the revenue side of business. You know, do things that are going to bring extra income in." If you're working somewhere right now and they're not willing to see the money that you're pulling in, should be worth a raise or whatever, second guess what you're doing. I'm not going to sugarcoat it. That sucks... If you can go in and you can create a butt load of extra value, if you can go in and you just ... Anyway, I think you guys get the idea. What ended up happening is I was doing all, just to come full circle, I was doing all these construction jobs and I was tiling. I was actually steel tying. We'd get these huge things of rebar. We'd take these machines and we'd bend the rebar. We'd build these pools inside of these backyards. It's cool. I helped maintain and do some of the pool for the singer from One Republic, which is cool. The guy's got a sweet pool, man. It's underground, under his house. It's so crazy. I was a pool cleaner and I did that for a long time. I'd go and I'd clean the pools. I had a route that I'd go on. It's the cost side of business. It wasn't directly ... I was a service guy. My position didn't really make money. I was just fulfillment for what they were selling... I remember I was sick of it, that there was this moment of time. I was 22. That was 6 years ago. Wow, almost 7. What? It's my birthday coming up. Woo hoo. I remember walking out of the big warehouse where we had all of our stuff. I was covered in cement powder and all this stuff. I was dirty and it was freezing out. It was a good experience, but I remember it was time for me to go back to college and finish that semester, to pick back up. I was almost done with school at that time. I remember there was this little piece of tile on the ground. This might sound cheesy, but I remember I picked up this piece of tile and I realized, I was like, "I'm going to take this and I'm going to keep it with me because I want to remind me to never do a job like this again. Not that it's below me, but just because I want to never have to be in a position where I have to do this again, and there were times in the future during college where I hadn't quite figured out how to make enough money yet. I went and I ... We're about to start Funnel Fridays. I got to run, and it's in three minutes... Instead of taking the construction job, that's when I decided I was going to go try and do real estate, which eventually led me to funnels. Anyway, all I'm saying is decide what position you're going to stay in and then stick to it. I know a lot of you guys have already done that, but anyway, I just hope that stays motivating to you guys. Stay on the revenue side of business and stay doing only the tasks that are going to bring revenue to what you're doing. Outsource the rest of them. Anyways, guys, I got to run. If you guys want to, check out Funnel Fridays or Funnel Feast. That's where I do kind of what we do on Funnel Fridays, but more in depth usually on Saturdays. Check out FunnelFeast.com if you want. All right, guys. Talk to you later. Bye.  Advertising Inquiries: https://redcircle.com/brands

Click above to listen in iTunes... VERY surprised about what I learned while wandering the booths at Affiliate Summit West... What's going on everyone? This is Steve Larsen and you are listening to Sales Funnel Radio. Welcomes to Sales Funnel Radio, where you'll learn marketing strategies to grow your online business using today's best internet sales funnels. Now, here's your host, Steve Larsen. A few days ago, I was talking to Russell and I was like, "Dude, my first, not the interviews, but just the podcast, at the very beginning of this podcast, I'm not a huge fan of them." I hadn't really found my voice yet, hadn't really found the way I speak and my style yet. I was like, "Dude, I might just delete some of them." He looked at me real fast and goes, "No." He's like, "You cannot delete those." I was like, "Why?" He goes, "Because it's part of your journey man. You even told me around podcast number 60 on marketing your car. That one, that's when it started changing for me. I was like, "Oh yeah, that makes sense. That makes sense." Anyway, those of you guys who have stuck with me this far, you've listened to a few of those podcasts in the beginning. I'm really loving getting more interaction from you guys. It's been a lot of fun to speak with a lot of you guys, and talk with a lot of guys. I just launched, actually, talking about cool little things just going on right now, little updates. It's been awhile since I've done a podcast, but I just launched called funnelfeast.com. It's a picture of a sales funnel, or just a normal funnel. It's got a fork and a knife trough it, and then just a big bite taken out of the side of the funnel. Basically I get enough of you guys asking me, "Hey, how do you build this? How did you build this? How do you build this?" I thought I might as well start streaming live when I'm building a sales funnel. Now I don't always make it through, but I try to show just the hardcore building parts. Lot of little tips and tricks, and hacks that I use, stuff like that... It's been cool to watch. I mean I think I had like 300 of you on the first one, and this next one has blown up like crazy. I just did Jeff Walker's product launch funnel, and went through and built those pages. Of course get to share the funnel out to you guys. Just trying to provide value. Hopefully you guys like that. Anyway, hopefully I can see a few of you guys on there later. Been a little bit busy though. I was gone for about five days, and Russel had me over at Vegas. I was at the Affiliate Summit West Conference, and I'm not really a Vegas guy. I don't really care about gambling. I think it's dumb. We studied the little formulas in college about what actually gambling is, the actual math formulas behind it. I was like, this is the dumbest thing on the planet. Why would I ever gamble? I'd rather see if a funnel works and lose money that way than on gambling, but to each is own. I just look around like, "Dude, I don't care about this." Everyone's like, "Oh, you're going to Vegas. Woo hoo." I'm like, "Well, you guys are going to think I'm weird, but I don't mind just staying in my hotel room just working." I guess that goes to show I'm a little bit of a workaholic. Hey, I thought I would share with you guys some of the lessons I learned while I was at ASW, the Affiliate Summit West. There's thousands of people. These are all the affiliates, the hardcore affiliates on the internet. Like I said, thousands of people, tons of vendors. I don't know, there were probably 70 vendors. Lots and lots of companies go there. They set up a booth and everyone walks around. There's big high level speakers speaking, so obviously Russell spoke while he was there. Really fascinating to walk around and start talking to people. We had really interesting people come to the booth. Some people who have used click funnels and love it, and then people who hadn't heard of it at all. That was the two different categories. There's no middle ground, it was like, I have click funnels and I love it. It's amazing. The other category was like, I don't even know what you guys do. Well, it's only two years old so not shocked there... It was really fascinating. Some of the people that came by, just so self-righteous. Some of them, they're like, "This is what I do, and I'm so professional." You're like, "Oh man. Your customers don't love you. I can already tell you because you're being too professional. I can see that from the outside right now. I don't want to do business with you." Why? Because it makes me think that I have to be all professional and polished 100% of the time just to use your guys service. I thought that was a really powerful lesson there. The other thing that I thought was interesting was, I was walking around, I'd walk up and I'd start talking to people, and it was fascinating, we all talked about it. The rest of us, the Click Funnels staff that was there, we talked about it all together. It's incredible to me how hard it is for people to explain what they do... I mean, I was walking around these different companies ... I can't even remember the name of ... Maybe I shouldn't say names on it, but it was company after company after company. I don't know if they had just hired some people who'd never heard of their company before, and they were just trying to fill booths, space and get people there from their company and represent and wear their swag, or if they just truly ... It was a common thread. I was walking around, it was extremely loud because there's so many people there. If you're talking face to face you feel like you're yelling, so you're basically yelling for the full eight hours every day. That was cool for sure, but I was like, "Hey what do you do?" People would sit back and they'd be like, "We, what I," and there'd be all these little false starts. I was "You really don't know your spot in the business system, the business ecosystem. You don't know what you do. You don't know what value you're actually providing to people." I was thinking, how should we do this for Click Funnels or even for my own self. How would I say this? How would I pitch what I do to companies? It put a theme for the remainder of the event in my mind. I'd walk around, and I started asking a question. When people walk up, they'd be like "Hey, how's it going? My name's so and so." I'd go, "What's up? My name is Steve." I'd immediately ask them, "Hey, what do you sell?" I didn't want to say, "We are this, and we provide this," and you start talking about yourself immediately, that's garbage. No one ever wants to hear about that... When I did that in door-to-door sales, I did door-to-door sales for two summers, and I'd go out, if I start talking about myself immediately they'd be like, "Okay, why are you knocking on my door, telling me that? You're interrupting my space to tell me about you?" I'm just thinking about what you ... Does this make sense? I'm just trying to tell you guys, as you go through, make sure you understand what you do and be able to sum it up. The easiest way to get to a point ... I don't care if you don't build funnels. I don't care if, whatever it is that you do, go find somebody ... My mom still calls it funnel clicks. She has no idea what I do still, which is fine, but as soon as I can go explain to her, and I can explain to certain people around me what I do clearly, and have them get that a-ha moment, like, "Oh I get it." I got to get them to have the a-ha, very quickly... Russell calls it the epiphany bridge I think. You got to get people to say that quickly. They'll be like, "Oh, oh I get it." There's a great book called Pitch Anything. I can't remember the name of the author, but the author says in there that, there's really several different brains in our head. The first brain that you got to get through, he calls it the croc brain. This is the ancient part of our brains. The part of the brains where, as soon as something pops up we go, "Oh crap. That's something new. Can I eat it? Can I mate with it? Will it hurt me? Should I join with my tribe with it?" It's those internal instincts that you make, judgements right off the bat without even trying. Internal human instincts... When you go up and you start talking to somebody you got to get your message past those people, past the croc brain as he calls it. Get it past the crock brain. Get the message past ... Almost like a gatekeeper. I did tele-marking, phone sales for awhile too. I did all sorts of sales before I started doing sales funnel, which is why I think I took to it kind of quickly. I did that on purpose actually. It was kind of cool... Anyway, as a telemarketer we would call the first person, whoever answered the phone, so they'd call and I was selling for a company called IvanX... I don't even think they're around anymore either. That was years ago. They'd answer the phone and be like, "Hey what's up? I'm looking for Kevin." They'd be like, "What?" They'd be able to say to the receptionist. If they answered the phone and I was like, "Hello I'm calling from IvanX. We'd like to talk to you about a special offer today." They wouldn't even say anything. They'd just hang straight up... We'd have to do things that would get us past the gatekeeper, into the business owner's office. Get that phone ringing. Get past the gatekeeper. We can think about that gatekeeper, think about that first person as the croc brain. There's things that you've got to do to get past your market, and get your message past the croc brain. So many people I've seen, they'll jump out and they'll go, "Hey, what do you sell?" "I sell this, and they're marking solutions that will help you reach your clients better, so that you can better automate your message and receive a better ROI. Keep people inside your funnel and ultimately lead them down the path of success." You're like "Oh, nobody talks like that." Nobody talks like that. Talk normal. "Hey, what do you do?" I would just ask people that. "Cool, what do you sell?" They'd be like, "All right," and it'd immediately get them talking. Some really good books out there that say whoever talks the most is the one who's going to end up buying something, because they talk themselves into right? I walked up, and I said, "Hey, what's up? I'm Steve. What do you sell?" They'd say, "Hey, well I don't sell anything right now." It's not my job to just start barfing all over them. It's my job to start asking questions and be like, "Cool. What do you sell?" Or "What are you selling right now? What's the hottest thing on your plate?" I never answer that with an actual statement. It's got to be a question... Start applying what I'm saying right now, apply it to sales funnels, apply it to your marketing. Think about a squeeze page that pops up and it says, the front page pops up and it says, "We are a global enterprise running a marketing," It's like, man you can't do that crap. It's got to be really specific, and it's got to them plugging into ... Who, I think it's, is it Frank Kern or I can't remember, but he says ... Or Dan Kennedy, I can't remember, but he says the whole job of the marketing is to join the conversation that is already happening inside of your prospects head. People would come up, and the easiest way to do that is just start asking a few questions. That's why quizzes at the beginning of funnels work so well. Regardless of what they answer, it doesn't matter... You're just trying to get them involved in the conversations. I love quizzes. There was a few podcast episodes I did that was about quizzes and how to use them effectively. I think I added a template in there for you guys, along with some of the most high-converting quiz funnels out there. I toss those findings in that. I think I did. If I didn't, please somebody, let me know, and I'll toss them next time. I'm pretty sure I did. Anyway, I know this is kind of roundabout, but there's a huge point to this. People had no idea how to speak and talk about what they do. People would walk up and go, "Hey, what do you guys do?" They'd be asking us, they'd be standing at the Click Funnels booth. I'd be like, "Hey, what's up? My name's Steve. You know what, what do you sell?" That's how I would answer that. If they ask me a question, I'd just ask one right back. I'd be like, "Well, right now I'm selling," I don't know, it could be anything. "Right now I'm selling dating software." There was lot of people who were doing that there. I'd say, "Cool. How are you guys currently getting your clients?" That's what I would ask them next. I don't just jump right in and say, "Oh, you're selling something? Well we are clearly, we are clearly the answer for you." No one wants to hear that because they know you're just blowing smoke up their butt. There's a lot of options out there. You got to play the game... Play the game... Sales is a game, business is a game... That's how I look at it, and it makes it even more fun than it already is. I would say to them, "Cool, what do you sell?" Eventually I would say a statement like this, "You know, people in your industry are typically using our software to make auto-webinars." That's when they'd go, "Oh, interesting." As soon as they did that I knew that I had them for the next five minutes. I was like, "Who's your top competitors?" I'm literally funnel hacking them, funnel hacking their top competitors with them. They just don't know that that's what I'm doing. They'd be like, "Well, our top competitors are getting all their clients like this." I'd be like, "Cool. I mean, are you doing that?" "No." I'd be like, "Why? Let me show you. Here you go." That's when I would stand side by side with them. I'm not squaring up with them, I'm not directly facing them. I step to the side and I stand side by side with them. There's a great book called, The Definitive Book of Body Language. Absolutely fantastic. I used it like crazy during door-to-door sales... You'll see in there, I mean you never square up personally with somebody unless you're going to fight them. If you're talking to a loved one, you don't square up with them. You stand on the side of them, side by side. I would stand side by side and pull up a computer, and be like, "Well here. Tell me the URL." I'd focus the attention on the tool. They'd start going through and they'd say, "Hey, well go to such and such dot com," and say, "Cool." Then I'd pull up a black click funnels page on the other side and I'd say "Hey, let's start going through this. If these guys are doing so well, my guess is that you're probably not going to want to just go make up something online. You probably want to model what they've done. Is that probably right?" They'd go, "Yeah." I'm just leading them down the path of funnel hacking... Anyway, guys I don't want to keep ranting, but I think you get the point. Know how to speak about your stuff. There's several people I've ask, "Hey, well what are you selling?" They'd be like, "I sell everything?" "You sell everything? Okay. Well who's your market?" They'd be like, "I sell to everyone." What?... They were dead serious. That happened several times. That's the reason I'm making this podcast. Is this a natural, is this a regularly occurring phenomena. If you're selling everything to anyone, that means you're selling nothing to nobody. There's a reason why you're coming to me, and it looks like you've been wearing the same clothes for 10 days. I'm not trying to be mean, but you guys know what I'm saying, right? There's a few other people who have been talking to me on Facebook, saying the exact same thing. They'll be like, "Hey, what do you sell?" "I sell such and such." "Who do you sell it to?" "I sell it everyone. I sell it to anybody." That right now, I'm telling you right ... I don't even need to see your funnel. Your response right there just kiboshed your sales, destroyed them. By me seriously just tweaking your front end message, I know I'm going to make this convert because you have a great product. That guy over there is making a butt load of money, so why aren't you? Oh, because you think you're selling to everybody... It's like, "No, that's not true." I don't try to sell click funnels, or the funnels that you guys see the free funnels. I'm not trying to sell that crap to everybody. It's only certain people I know who are going to look at that and go, "Oh, cool," or people I know that I will be able to educate and put them through a big multi-day sequence that will train them how to do this stuff. I just finished a cool one, by the way on real estate. We'll see how that one goes. You guys will see my post about it. Anyway, long rant there, but know how to talk about your stuff, and know that when you're selling it, it's more about you just answering questions, or asking questions I mean. Ask, ask, ask. Just ask tons of questions to people... Eventually they'll look at your stuff, and go "Okay, so what do you do?" That's how you know you've been successful with it. If I have to tell somebody, "Oh, you know Click Funnels is only $100 a month. The top tier one for all the cool ninja stuff is $300 a month." If I have to say that, and they didn't ask me, that means I failed. That's what the rule was on door-to-door. When I was doing door-to-door sales, I'd go spot to spot to spot, the blazing heat, and it's pest control, so it's got to be hot. The bugs are there, we're in the right spot. Anyway, I go knock on the door and I'd be like, "Hey, we're in the neighborhood. My boss sent me over here." I'd just act like I don't care. "My boss sent me over here and honestly we got time for one more. I'm supposed to find somebody. I can give it to you for like 60% off if you want me to do it right now. Otherwise, I'll just go to the next person." They'd be like, "How much is it?" As soon as they'd ask that, I'd be like, I would never answer it. I would never answer directly. I would say, "You know what? It depends actually." You don't want to go just straight to the end. You want to lead them down a conversation. You want to show them how it's logical that they should buy right now. Take the emotion and use it to your advantage. People think sales are dirty, but this is how sales work. You have all done that. None of you biologically, but closing, everyone thinks they're being logical during closing. That's the whole ... Anyway I'm getting way into sales tactics... Gosh guys, use the same things inside of your sales funnels. These are not ... If you think you're having a conversation with somebody throughout the entire funnel, that means you're doing the funnel right. If you are sitting there and you're like, you're being a little coropratey on them, your conversions are going to suck. Unless, actually I can't even think of an unless. Every time I've ever sold anything high ticket, or even low ticket, that's always been the case. Everyone wants to be dealt with as a human being not as a corporate. No one falls in love with corporations. Anyways guys, I'm ranting right now, but I hope you get the point of the lessons I was trying to say here. Know what you sell and how to talk about it. Know that when you sell ... The easiest crash course sales course I can give to you right now is that you should not be talking more than the other person. Just ask them a lot of questions, and start to show them how it gets in there. When they ask you how much, and when they start to ask selling questions like, "Well does it work with this?" Those are cues. That's them saying, "Okay, I'm starting to see how this could work for me. I'm starting to see how this could work for me. Let me start seeing if it really can though. XYZ," and they start asking ... Anyways, you guys get it. Hey, if you guys want to, I'm going to continue to build a few sales funnels online. Typically, I've been doing it Saturday mornings at like eight or nine in the morning, mountain standard time. I'm going to go ahead. Just watch the Sales Funnel Broker Facebook page, or even my personal Facebook page. I'll keep posting the links out there. You can check out funnelfeast.com. I got the replays of some of the previous ones, and when I can, when I'm allowed to, I'll drop in the share funnel link for you guys, so you can just download them straight into your account. Also, you can jump on the email list if you want to. It's just so I can let you know when the next episode is up, or that I'm going live. Anyways guys, hey, thanks so much. Get out there and crush it! Be the best spokesperson about your stuff by not speaking about it a lot. All right guys, I'll talk to you later. Bye. Thanks for listening to Sales Funnel Radio. Please remember to subscribe and leave feedback. Want to get one of today's best internet sales funnel for free? Go to salesfunnelbroker.com/freefunnels to download your pre-built sales funnel today.  Advertising Inquiries: https://redcircle.com/brands