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well I'm excited man thanks for having me on and I'm really excited because I taught a lot of these pieces in separate different places and this is the first time I've ever kind of taught it all together so it should be kind of fun my screen looks like a mess right now except everything open you're learning about today but then I'll start I'll make it more organized here here in a minute so it should be kind of cool all right so we've got about two hours that's what Joel gave me which would be kind of fun to go through a bunch of stuff and I'm gonna be showing you guys first off what I call my perfect webinar it'll be breaking down the perfect webinar funnel I'm gonna show you guys the pages and our webinar funnels I'm gonna show you guys my actual webinar I mean it just it'll be fun I got I'm not I got nothing to hide so imma show you guys anything and everything you want if you have questions then feel free to to ask me throughout I'll be I'll be looking at the questions here as well but I'm just gonna go in and we should have a lot of fun you guys so I'm excited for this and excited for Joel putting this whole thing on all right so to begin with so we're gonna start over here with the perfect webinar how many guys have ever seen this before I'm gonna make it big she has the whole screen this is the focus of right now all right so this is the perfect webinar and some some backstory on this this is something that I didn't really invent it myself it was it was initially actually let me let me step back even further so when I first got this business I wanted to be an internet nerd right that's all I knew that's all I understood and I was I was a online trying to sell things it was really cool and one day there was this guy who's one of my my early mentor someone I really looked up to his name is Armand Morin and he was talking about he had the seminar at a time called the big seminar and it was internet marketing seminar we could learn and come and learn how to be an internet marketer I'm like well I'm doing the internet marketing cool like see how to grow it Plus it'd be cool to see to actually meet other entrepreneurs I'm not sure about you guys but I always said like being an entrepreneur it's like the loneliest job in the world right like there's nobody that really gets you half the times like your uh your spouses don't understand what you're doing your friends don't like you're like the weird guy right and so I didn't have any like friends I could relate with so I'm like I can go somewhere I think was like $2,000 per ticket I can go 2,000 bucks I can go and spend this time and get to know other entrepreneurs and might just hang out I was so excited so went to this event and when we got there there's about 500 people in the room and I give them the first day and I got my notepad out my laptop I'm so excited and first speaker gets up there and he starts talking and he speaks for about 90 minutes and then when he's done he he tells everyone to go in the back of the room and just sign up for his program which i think was like 2 grand and I was like that was weird but I also know I looked around I saw all these people like popping up all around the room turning out and running to the back and then like throwing money at this guy and I remember like you know I wasn't that good at math but I look back and I started doing the math I was like 2 4 6 8 you know whatever I was like that guy made just made $60,000 like that was the craziest thing I've ever seen and then next next speaker gets up and he sound like a $5,000 package and he's even better sales person he goes through the whole pitch and at the end of it everyone runs to the runs to the back and starts starts buying again I'm doing 5 10 15 20 minutes made a hundred grand next speaker the next speaker over three days I watched this and at the time I have some people don't believe me when I say this but at the time I was a shy awkward nervous kid who just wanted to hide in a computer didn't dare to talk in front of people didn't dare - you ain't that stuff but um but I was like after seeing that over and over and over again I'm like I got to learn how to do this because that was amazing like I'd never seen someone make $100,000 in 90 minutes before I'm like if that's possible then I got to figure out how to do it so it kind of started my whole my journey to kind of figure to figure this stuff out and and back then it was before webinars were ever even thought of we were using teleseminars initially and so I started trying you know kind of testing said like I'm gonna do a teleseminar something like talk to people at her dress up so certain news will tell us them in our so my little list ahead of the time and first I go and tell seminar I just talk for an hour and I try sell people stuff and and sometimes it worked and sometimes it didn't and and it was cool because every week or so I do a teleseminar and I would just I would try different things I would try something weird now try this and try that and some things just didn't work because something's worked really good and eventually I kind of started seeing like okay when I do things like this people buy when I do things like this nobody buys right and again I'm I was never a good student but like I liked money and I liked when I you know when something worked that I was gonna make my own I wanted to do that again so I kept I just I started watching and noticing what was working and about that time this guy named alex mandossian who's still just one of the most brilliant marketers i've ever met he had this course called teleseminar secrets remember was a thousand dollars and they do they did this big whole product launch and they did it through teleseminars funny enough so i'm listening in day after day after day to always tell seminars from everyone trying to help him sell his course and i was like so nervous my high no thousand dollars that's a lot of money there I dare to do it I'm not there to do it and finally one of my friends said Russell how many tell us immerse me down and I was like I don't know like 15 or something he's like how much money you make on all of them I was like you know each one makes anywhere from you know a thousand up to you know eight or nine thousand dollars or whatever was the time I remember and he said he said if you made one or two extra cells from one teleseminar from one one idea you get from this course like it would be I think that pays your thousand bucks back then and everything if that point forward everything else is free money and I was like you know you're you're right like it's a thousand bucks why am I freaking out about this like I saw people's stuff all the time like if I'm gonna be a good at you know get some stuff I got to become good at and purchasing things as well so I I put the wrist it I bought the thing and I went through his hotel seminar course and it was cool it was the first time I'd ever thought about like like the process like when someone's on the phone what do you actually say and in what order do you say and how do you do it yeah be prior that I would just get on I would just talk and I would teach so I was just you know whatever came to my head I would do and he kind of start talking about like his script and like how he would do things so I'll say hello so I started kind of taking some of those ideas and implementing him into what I was doing for my presentation and on my teleseminars and I had some some increased success was like well how this is these were cool like these really good ideas and he had ideas everywhere from know how to get people on the teleseminar to closing on the teleseminar to what happened afterwards which a lot of you know a lot of what I do now is was inspired from that initially in almost a decade ago and so again you guys will see a lot of that over the next two hours with some of the stuff I'll be sharing with you but that was kind of my first time ever where I said step back started thinking about this process I remember doing one teleseminar with this guy named Mike Chen and before they tell someone I might got on with me to kind of prep me for the teleseminar and I remember one thing powerful he taught me he said he said look when when I sold my product he said these are the three questions that everybody has number one was you know why does it cost so much why does it whatever he had the three questions he said what I need you to do is during this during the teleseminar I need you to ask me these questions in this in this ways like you need a phrase in the exact same way I give him to you and then the first question was like hey Mike so I you know with all the features inside the software I can't believe you're only selling it for $300 he said you know and why do you why did you do that and he had me ask the question that wakes he knew that people's heads like well 300 bucks is a lot but then they hear me say wow everything's in this how why are you only selling it for $300 like why is it so cheap and something changes their their perspective right and so he added me to do that and there's two other question I came over they were now but two other questions the same way that addressed his main concerns and we did that and that teleseminar was the first tell someone I ever had that broke five figures I think it was like he made 17 or 18 thousand dollars on it what should I was for me was just insane like that was more money than I ever dreamt of and it came in one back there were 60 minute call and so I just became like I'm saying this stuff is awesome a little while later one of my friends Mike Phil same some you guys know him he invited me to come out to to one of his his events and come and speak on it in a marketing and and so I'm like sure like I've never done that before only event I'd ever been to his arm in a couple months earlier so I kind of seen that and he said when you come I want you to sell something I was like okay cool I can sell some stuff and then again I've been doing these teleseminar so I had a little bit of knowledge but I still didn't really get it yet and I remember thinking you know when I was at was our man's event like I knew more about internet marketing and any of the guys who up there speaking I was like I'm gonna go to this event and I'm gonna teach all my best I'm just gonna blow their minds like I will give them so much value that they will run to the back room they're getting they're gonna give me money okay cuz like I'm gonna out teach everybody else that was my thought going to this thing and so I spent weeks weeks when we preparing this presentation which as many if you know me you know it's not really my style I'm a lot more I'm a lot more like you know I just kind of seen my pants but I prepare and I prepare and I prepare and I and I I created I still think to this day was one of my best presentations ever and it taught some the most amazing things the internet marketing in a really simple simple format and I did the presentation in the end of it I tried to sell my product again I put the word tried in there because I tried to sell my product and and I did my little pitch at the end just like I'd seen other speakers do from stage and and I did it and nothing nobody moved like I could literally hear the crickets in the in the I ins burger and I'm looking out over this room about 200 people and I'm just like embarrassed and devastated and my freaked out and um I just done my pitch it's pitch you're completely quiet no one's talking there's no music playing it's just kind of dead and I'm done I'm like no what do I do like how quick I gotta walk to the back of the room over there and I was like so scared so like that's a long it's a long walk away I can walk through all these people and it was like the walk of shame so I'm walking back there all awkwardly and people trying to get up in their seats and feel came back start asking me questions and a couple things one thing in people that and that was the most amazing presentation I ever saw like tons like 20% of them told me that and then they walked away and he didn't buy none of a bought none of them bought I was like how like what I taught was so amazing I gave was everything they needed to be successful I qui in the world or they're not buying my my thing I was so confused and I was embarrassed honestly I shook hands talked to become people really quick and then I went my hotel room and I was so embarrassed I literally did not leave my hotel room next three days I locked myself in the room and I just watched cable TV ordered room service and did not I did not once leave the room the rest of the trip I remember being so depressed and so embarrassed I did not want to see anyone else for the event because I was so embarrassed and so I'm hiding in my room and then it's like in my head I was like I will never ever be a public speaker again that was so painful so horrible and I made $0 outright a pay my own way here payment hotel I'd make a penny I lost money why would I ever do this again inside I walked away from it and I did for a while and and I kept doing teleseminars which was working and I kept getting better and better those I started implementing some of these things we'll talk about here in a minute got better and better at it but but um I didn't want to speak again and a couple months later I got another invite to speak another vent I told him no and they kept asking me - asking me and and fine I was like okay I'm gonna I'm gonna come I did the same thing you know prepare an amazing presentation of my yogi this time like and I'd kind of done like a basic you know I had wit kind of sold it in the end the kind of the last time kind of bounces like I'm a change how I do my pitch you know it's like I feel like last time I was insulting their intelligence I was trying to do it like how the other speakers doing I'm like you know that's not me like you know I'm just gonna be like straight up straight up so goes the guys have been set up on stage and his room is a little small or maybe 150 people and I do my presentation at the end of it these are my words I'm so like looking back on now it's funny to me but I said I'm not gonna do what the other speakers do and insult your intelligence with talking about what this is worth and dropping the price I'm just gonna tell you the prices it's nine hundred ninety seven dollars and you know you've gone through the shredder you know how you know how valuable it is any more of this and you need to meet me in the back room to sign up and I ended and saved the crickets hike this is horrible I have so much pain associated this I I don't want to do this again and finally I'm like you know but other people are doing it like I gotta figure out what in the world other people are doing to figure out houses how they're doing it cuz it works obviously it works I'm not that dumb I gotta be able to figure it out maybe there's there's something I can do and so make it now is this is that's ten years ago now seems crazy that that whole experience happened and so uh and so by the time I started thinking well who is doing good I started looking around some people I was learning from and some of the mentors I had and stuff like that and one of my one of my top mentors was a guy named Dan Kennedy and he I went to one of his events and again I saw his the same thing people run in the back and it's like so cool and so on I went back to the in there the back of the room they have all their courses they sell and they had two different public speaking courses one was Dan Kennedy's public speaking course and one was Bill Glazer so I bought both of them I'm like I gotta figure this stuff out so I'm listening to these courses and and there's one like resounding theme I keep hearing throughout the whole thing with this with their with their courses and if they kept saying over and over and over again says look you as a as a teacher right like you want to go up there and teach and give and share so the problem is you're doing that you're doing your audience a huge disservice because there's no way in 90 minutes you can change someone's life like you can't give them the tools and the training and everything they need to be successful he said your only job your only responsibility during that 90 minutes is to inspire them and have give them belief that what you are able to do will work for them that's it okay somebody repeat that you're dropping at 90 minutes is to inspire them and to give them belief that what it is that you are selling can help them okay that's it if you can inspire them and if you can give them a belief that what you have will help them they will give you money that's it okay you impressing them with how much you know how good of a teacher you are will not well first off not gonna help them because they're gonna leave with an in with an incomplete you know understanding to be able to implement what you showed them and second off they're not gonna give you money okay and so I kept saying it over and over and over again and I'm saying that seems so backwards for my little from logic for me should be like whoever gets the most value gets the most money right and that's true in parts of life but not in a webinar or stage pitch when you're selling it's different and so and so I said you know it fine I'm gonna just trust these guys and so I started learning how they were doing their stuff and watched their presentations I'm model they were doing I went to my next event had my new presentation where I instead of teaching a whole bunch of stuff I was trying to inspire them and give them belief that what I had to sell would help could help them and did my first pitch and I still remember I sold six people a thousand bucks a pop $6,000 which again it was a lot of money I was just like boom like okay this is working now now now I got a working model how to make this better act what can I do and how can I make this better and so I started going through a whole bunch of other people's public speaking trainings and not let me sit back not public speaking training cuz that's in my mind a bad thing like it's not public speaking like how to be polished and clean right you're if you hear my webinars you hear me even right now like I stutter I say things wrong but man I can get in front of a stage and I can close a room like I know how to do that now it's not from from speaking eloquently is from understanding the right way to give a presentation again and so I was tarted going then I study every I bought man I spent tens of thousands of dollars on different people speaking courses I found the best people guys like Ted Thomas and I learned his whole concept called trial closing from Ted Thomas trial probably talked about later on the in the perfect webinar he taught me trial closes add that to our webinars we saw an increase where we were averaging nine dollars per webinar registrants it jumped it to over $16 per registered just by adding in trial closes not changing anything else in the pitch besides adding in trial closes I went to [Music] blank at all their names wrong the grand who's a real estate guy went to his public speaking training and learned how he did it I went learned from so many people so many people anyway start going through it and so remember the the biggest thing I learned on I'll share this with you guys I'll walk you through how it all works I was at a Dan Kennedy event and Armand Morin the guy who ran the big seminar my very first time I ever went to was speaking he gets him on stage he's selling $1,000 thing and he literally closed over Ike I don't know it was like four or five hundred thousand dollars in sales like it was the most amazing thing I'd ever seen and I was just watching it was like I was like watching someone do art right like they're painting is just the most amazing thing in the world and and I'm watching this and and afterwards like I kind of lingering around someone talked to him just tell him you know like how cool he is and I was actually I was speaking at his event two weeks later first time I'd ever spoken to big seminar which I was excited for because that was my first event I ever went to right and so uh and so he does his pitch and he makes all the money and then the end of it ever talking and they finally leave and he walks up to me he's got the stack of order forms that like it looked like when you go to Stapleton you buy a big ol like you know big old block of paper that's it look like he hold that up he said hey Russell you want you want to stack a pit of order forms like this thank you heck yeah man like I'd love to make a half a million dollars in 90 minutes like you just did he said and there's one thing you got to learn Mike alright what's that and he said it's a concept I called a stack it's ok what's that mean he said he's that walk back his presentations that you see how I did this thing you walk him through what he did and yeah that was kind of cool he said in two weeks when you speak at my event he's like when you do when you close do the stack if you do the stack you will be rich if you don't you're gonna bomb and I was like okay Andy the way you kind of show Chen it's like well it's kind of its kind of embarrassing like and yet I'm gonna show you guys it here in a minute but I was like that's kind of embarrassing he's like just do it I'm like okay like I don't want to screw this up like this is Armand more like I was a little scared right so I did my presentation and I just modeled his stack as close as I could remember it went to event two weeks later and did over a hundred thousand dollars in sales from the stage like by far the biggest I had a table rush people spring to the back I was like man that is amazing so I started adding the stack into my webinar presentations and it just crushed every time boom that clock was crushed it crushed him after a while I remember I thought I was too smart for the stack I'm like you know what that's embarrassing like I don't like doing it so I pulled it out of a presentation first time in my life I ever blanked on webinar not didn't make a single cell and I was like you know what this is the lesson to me I will never ever ever sell again from a webinar or sage presentation without a stack like there's like I just this is my hard fast rule I will stack every single time and as I've shown my students and people the stack like it just it works like magic every time like and every time people tell me the first time I was really embarrassed and then they do it and then they make a bunch of money and suddenly they're not embarrassed anymore it's really weird we had a big event last week here here and Rob for so you guys may know Rob he was he was here and I was talking we're talking about webinar funnels and he raises his hand he's like he's gonna grow up he's like he's like Russell I have some some bad news for you probably good for you but bad for me he's like I learned your perfect webinar and I thought it was the stupidest thing I ever heard so two weeks ago or whatever three weeks ago I did my I did a webinar to my list and I did it my way which was the best the better way the right way and I made two sales and I was really depressed and so I went back and I put the stack in like you said it was so embarrassing I did the same webinar it's the same list we've already seen the same offer but they hadn't bought and did it again we made 17 sales all he did was just change it by adding in the stack like it's magic and and I'm give me as ideas so I want to pre-sell and get you excited about this we're gonna go through all the content here in a minute but I want to understand like this wasn't something I just made up overnight like this is 10 years and me learning from err all these different people and bringing pieces and trying things and testing things and and that's what this has become the perfect webinar came from that one other kind of backstory of a cool thing that that I learned and which will kind of tie more into the webinar sequences we'll talk about during the second hour but uh when when I was Arman's event he kind of pulled me aside before I spoke he said he's like I'm gonna to teach you one thing that'll double your sales a mic alright what's sad he said the biggest thing that'll impact your sales at an event outside of doing the presentation right he says it's how the is how the the host of the event how they introduced you I'm like really he's like yep he's like if I go to an event and he's like in the the host like introduces me bad he's like the presentation will bomb he said they come in and introduced me the right way then then it's just it will make a bunch of money and so he started doing was actually manipulating how the introduction happened like what was said during that introduction to him so he would make a video ahead of time so you watch the video and then you come onstage so he could control that pre frame and that sanely the webinar I'll show you guys through the funnel but by by us positioning the funnel the way we do I'm pre framing us when someone shows up on the webinar they're already predisposed to by most people when they show up on the webinar and my webinars right now close consistently at 15% every single time which you know I've heard people brag about numbers are higher but I've never seen anyone's numbers who actually will be willing to show me their numbers we close 15% every single time on a live webinar and then on from from stage we get pretty close to 50% every single time when I'm speaking on stage so so again this these numbers work and the process works and that's why that's why it's so awesome so anyway with that said dad I pre framed that for you guys are you excited to learn about this now I hope all right cool so with all that said I always try to take these complex processes write all these things that we do and like how do I simplify I'm like I'm not I'm not like the smartest dude in the room I don't understand that like I I did great in college I great in school but one thing I'm really good at is taking these super complex things and trying to build out something that I can look at and then her things instantly really really quick over and over and over again him and so that's was perfect webinars every time I would tweak it and find new things and build new things and change things I would come back and I would keep adding to this graphic until it became what it kind of is in this template right here in the last man in the last lesson I think 10 months the last 10 months this this template here is made me personally over 10 million dollars I know it's made a bunch of our students like Liz Beni learned about it about a year ago I think that she just passed six hundred thousand dollars in sales from her perfect webinar I can go person after person after person like if someone came to me and I've had people ask me it's like Russell what would you do if you know if you lost your email list and you lost all your friends and and you lost everything and you had a start over from scratch today and you need to become a millionaire as quick as possible what would you do and you only have a thousand dollars in your pocket or whatever right I was selling the exact same thing like I said the first thing I would do is I would print out the perfect webinar script and then I would open a PowerPoint I'd find a product I'd like I would build out a perfect webinar around that product and I would go to Facebook I spent a thousand dollars Facebook Ads driving to the perfect webinar and then I would make my first sales and you know whatever whatever that gets that first money that's a I take that money to reinvest more ads reinvest more ads reinvest more ads and within a few months I'd be a millinery game I think that's it so if you guys wonder like what my secret is like it's this like I'm on a hold anything back with you guys like this is it it just works it's been tested over and over and over again okay so there's a perfect webinar okay so I'm gonna walk us through that there's basically there's three parts here in the perfect webinar there's an introduction which is we talked about like the the the pre framing everything you doing before I grants me gets on the webinar to capture their attention and make sure they show up okay biggest drop-off rates in webinars with two spots one is the first 10 minutes and number two is right when you transition to your clothes okay so imma show you guys things to do strengthen those from keep you belong so first is the introduction next is the content section and then the last is the clothes is the stack is how we we close it out okay so walk us through all all three all three pieces to that okay so the first is the introduction now the biggest about introduction is you cannot be boring okay I used to in ours and telecentres in first class it's funny I've listened to so my old teleseminars I was just like a shy nervous kid so I can on I'm like hey everyone can you guys hear me if you can hear me chat in the box over there okay hey my name's Russell and and we're just kind of like I was so nervous I probably lost half my audience before I even got to like anything cool okay you have to change that when someone gets on a webinar it's weird I think about like you're in your home office and you don't this thing and you're you're probably shutting the doors and you're kind of like okay is this like is this gonna be working how are like we have time for this you've got to grab him instantly and like just shake them and beg this is gonna be amazing right it's the first thing I do is the second I start my webinar I typically started about five to ten minutes early I get on there and I'm not just quite hey guys this is Russell I'll be on a little bit and quiet I want energy and emotion and noise and things happening right when I get home okay so first thing I get on mic hey this is russell brunson you guys I am so excited for the webinar today if you are just logging in we're about to get started this webinar we be talking about blah blah but whatever the thing is we're talking about saying it's gonna be amazing and you know where you started about six and a half minutes oh six nappin is from right now we're gonna get started and I'm excited for us we had tons you guys log it in right now and and for those here's are just jumping on when I welcome you to the webinar ends russell brunson I'm gonna be your host today and we're about five minutes away from from go time and I'm just excited to have you guys here and when the webinar starts I'm gonna be covering one of my favorite topics in the world which is bla bla bla bla bla bla bla bla bla okay now for those guys who were just jumping on a welcome to the webinar about four and a half minutes from UC I'm doing this so there's constant talking for 10 minutes where I'm just talking in a loop because people are logging in every about 30 seconds okay well you'll see like if you have a big weapon right every second new people are logging in okay and so I'm on like a little 20 to 30 second track riding this little looping this and looping this and loopy I'm trying to say a different way so it's a little interesting and exciting but I'm telling them how much long you know what how much longer is what's the hook what's why is this gonna be exciting why am I so excited why should they be excited and I just keep going through that loop in that and loop in that and you'll notice when you jump on a webinar like that where I'm instrument or someone that understands this process is doing it instantly there's a different change of energy you right Valley this is this is like this is gonna be cool something's happening here right it's post like hey everyone we're get started in a few minutes hey we're testing the audio we'll try to get on in a few more minutes it just changes the whole state right I'm very big in like when if you guys have ever study NLP Locke talks a lot about pre frames and States and things like that like I can affect your state really really easily based on a frame that I'm taking you through right so if I want you to buy if I'm gonna be asking you for money over here everything else is happening before here's the frame right each each every time you move from one step that you're entering through a frame so I want to control that frame the best I can and make that experience amazing because the better that is the more likely you're gonna buy you're gonna do the next page and the next page you keep moving through right so it starts with me with a whole bunch of energy getting them excited for what's about to happen okay all right now when the webinars about to start Mike hey guys we are at the top of the hour we always certain time I'm ready get started I hope you guys ready get started let's jump right into this okay my name again and even though I've said it 50 times I'm starting in my name is Russell Brunson when welcome guys to the webinar today now we're gonna be on for between 60 and 90 minutes and before this webinar ends blah okay I'm giving them a bold promise I have to give them a ruler by which to measure our success by okay if you don't give people a ruler to measure their success by then what happens at the end of the webinar they make up their own way to judge success in nine times out of ten it's not gonna be pretty okay so I have to tell them it's very beginning like this is what success will be like in the end this webinar okay so I might say something like Frank let me grab my grab my slide so you can see I've done this presentation more times than almost anything on earth so I'll just kind of show you some of these things okay can you see my screen there all right so first Stephanie okay so during this presentation I'm gonna show you guys my weird niche file it's currently make me seventeen thousand dollars per day which is pretty awesome right but the cool thing because that's cool for me does really matter for you I'm gonna show you guys how to clean Ock it off in less than ten minutes how many guys want learned an ethic knock off my funnel in less than 10 minutes okay I submitted with bold promise I'm gonna show you a funnel it's making 18 grand a day and i'ma show you how to knock it off that's it now they know like and then this webinar he's and show me is funneling some air knock knock if I get those two things this hour has been has been successful okay does that make sense you guys so you've got to you got to give him a bold promise because that's what we gonna judge you by so many times he filled his jump the webinar teaching in the end of the people like why was I even like well I was aiming on that thing was so weird right so you got it you've got a you got to do that alright so bold promise second thing is we got a hook to the end so if you look at mine down here sliding mistakes I say now I got a I got a gift for you guys for everyone who stays till the end I created a sales funnel called phonology and I'm gonna give you this funnel for free in fact this one looks like right here see those four pages it sells a product here I'm gonna give you guys this as a gift for free just for stay until the end nothing else you have to pay anything you this for free if you stay till the end can what I do well I've got their attention so I only got it for a few minutes before a lot of me to start jumping off I've got to grab him and I've got to give them a hook to the end why should you say to the end kiddos not to be a free funnel sometimes like like one of my webinars my best selling ones was about high ticket secrets and I say how many you guys want to see my call center okay it's a little tiny two-person operation I made cool so what I'm gonna do is that everyone who stays then I'm gonna pick up my laptop we're gonna walk over there's the call center yes and check it out and see exactly what it looks like okay and people are going nuts they wanted to see it right so Kimmy it doesn't have to be something tangible it can help yeah I see well if you would go like at the end this I'm gonna give away a free iPod which I'm not a big fan of those because it's so unrelated and I get people staying just for you know for whatever but if you can find something that's just kind of interesting and unique someday you know I'm I'm willing to give to sell to you cuz they're basically selling you their time I'm so you this time and in the hopes that I'll get this thing at the end okay so hooking at the end is big heap commanding attention this star from the second you start the webinar me talking loud energy you know commanding attention then you come in to qualifying yourself like why should they care at you so I come here and I'm like hey I'm Russell here's me Tony Robbins me Richard Branson here's me sleeping and it's kind of like I'm showing them that they should care that I'm the one presenting okay so I'm qualify myself and then and then I future pace okay future pacing it's all about kind of putting themself in into what it could be so for me I future pace a little bit earlier right here so I tell my story this is kind of like my earnings disclaimer slash future pacing I'm saying look by this webinar I promise you you will not make $17,000 a day in fact I got shot I just want to cover some bills one does it's an Intel seminar someone told me how they were a millionaire and I thought I want to be a millionaire and so this time become a millionaire you make $2,000 a day and for me I start making these little funnels and most of them fought but everyone smile one would work and some made $10 a day some $800 day and then every once while one blows up and I got one right now it makes $27,000 $17,000 per day right now am i coming at 27 funnels humanity has have one funnel working for you and they imagine you have to imagine you have ten and then as we move 27 okay we're doing over 10 million dollars a year because we're 27 funnels and you're not gonna start that way but you could but you're gonna start with one can you imagine will be like when you have when you have a bunch of them okay so I'm future pace think imagining like imagine when this outcome that's true for me right now is true for you will it be like okay and that's my deductions does that make sense you guys you see how that introduction now you're like man I feel like this is gonna be amazing I want to see I want to see how it works again all right good questions Kim all right so now that's kind of my introduction kay and you guys had a fun thing you don't like fault I don't be like me just follow it to a tee like I was trying making fun interesting and and then I always see like everyone just copies me so like for me I talk about this and I make now you got to make me a promise promise me the after I show you this you're not gonna use these powers for evil and everyone laughs and then two weeks later I see this on everybody's intro so I like hey promise me you know I can use these powers for evil I'm like don't don't copy me like think it plugs something else in here that's cool that's more fitting for your personality you know anyway so behalf blown the introduction just have a lot of energy if you do that that's are gonna keep you long that's gonna be a big drop-off points I'm in her back with alex mandossian teleseminar course he he showed teleseminar time line it was like he was like 10 minutes there's drop-off point 15 minutes to top off points it's like you gotta get him past that ten minute mark and you gotta keep him past the 1550 minute mark and you can do those two things you just increase how much money you make that's the two drop-off points okay so introduction is is big all right now we're gonna transition over here to the content and this is something that's this is this is like for me was the missing piece I didn't I used to do an intro and then I would just talk for like an hour and then I would go over into this the stack in the closes and and I learned this concept from a guy named Jason flatland some you guys may know him he's got a webinar product and the webinar product was good it was really good but the biggest thing I got out of it was how to structure the content and I've changed how I do it a little bit but definitely like I was heavily influenced by by his by what he he was doing yeah because you can just teach to teach but if you teach the right way if you teach this way this will every single thing you're doing will set up the cell at the end and it'll make it'll happy will leave feeling amazing okay all right so here's kind of constant the first thing I'm a huge believer in this is your webinar has to focus on one thing what is the one thing that you're trying to help somebody to accomplish okay I had a conversation with Perry Belcher's uh one of my friends and he was talking about he's a great copywriter but he was talking about how he how he had gone and they done a bunch of tests on their different sells videos and webinars and things they had done he said that he said that they found is that if they ever tried to convince somebody of more than one thing in a sales video so of two things or three things whatever that was that it would 910 would bomb and the more simple the the concept was and and there was only one thing like the offers made the most money all the one thing they all in common was they were all focus on one thing one thing you're trying to convince somebody else okay and so for you your webinars not about you know i'ma show you the seven different ways to increase traffic to your website like that's that's not it it's understand acquittal one thing what's the one thing that that they've got to understand if they believe that one thing then then everything else fits in you know everything else will work okay so for me my one thing I'm trying to convince them of is that they can quickly create sales funnels that's my one thing okay so it's kind of I kind of you know it never says that like as the things like it's kind of wrapping this headline so the headlines my weird niche funnel curtain that makes me seventeen thousand nine hundred forty seven dollars per day and I definitely knock off in ten minutes okay the point of that that that headline is what's the one thing you're gonna learn you're gonna learn first off what it what a good funnel is and how to knock it off okay how to create your own funnel like that that's my one thing okay so you gotta feel like what's the one the one belief you're trying to give someone and then inside of that we're embedding three secrets secret once eager to and secret three okay so each of these secrets the goal of those secrets is not just again teach random stuff is to identify what their false belief patterns are and then shatter him and after it's been shattered then rebuild it okay so let me show you the me pull we had a white board here and now I just whiteboard this but we don't so they open up my paint program I can I can doodle some stuff for you here alright this is key if you can understand this part of it right alright so here here's my one thing my one thing and from here we got three secrets so the first thing I figure out is for somebody to believe my one thing right because I my whole goal is if I get them then I told it before like the only goal of a presentation is to get them to believe that what you have will work for them that's it okay if I need you to believe that what I have will work for you you will give me money okay so the one thing this is what they got to believe okay now look at that now that I know this is what they got to believe they got to believe that you know that eating eating butter for breakfast is the secret to losing weight right if that's the one thing then I gotta feel like what are the three faults belief patterns they have based on that okay if the one thing is like that that they need to use Facebook to dry you know Facebook's the the best source to generate leads online so I know that's what it is then one of my three faults what are the three faults belief patterns and people have about that okay one thing when I add to this to if you're struggling feeling your one thing is one of the easiest ways to do it is if you can fill in the sentence right here it'll probably work how to blank with out blank okay so right here how to blank this is what they want so how to drive unlimited eats your website how to lose a million pounds in five minutes how to whatever it is they want so yours they want without the thing that they hate without cutting out carbs right well you know how to make how to make like one of my best-selling webinars a high-ticket secrets is how to how to how to sell super high expensive things on the phone without ever or house so super high ticket packages without ever talking on the phone take that one it sells high things without the thing that they hate is talking on the phone right so you know how to do whatever the cool thing is you have without the thing that I hate okay that that's my headline nine times out of ten on a webinar okay it ties back to this one thing okay so now I gotta figure out the three the three faults belief patterns okay so let me come back here so I'll show you this here my webinar so transition here I'd go through here's my three secrets okay so see grammar one is how to ethically still over a million dollars with the funnel hack from competitors for under $100 okay number twos how to clone their proven fund in less than ten minutes number three is how you get their same customers start coming to your website instead okay so for me my three faults belief patterns and we kind of show this in so you can see how this kind of relates back to my my presentation right so first belief pattern that people have is that for you to be able to create a good sales funnel like that it's really hard okay you've got to go through and have you know you got to have designers and programmers and you have to like tests a million things it's gonna be really hard right so that creative sales funnel is hard okay so that's the belief pattern right here is that this is really really hard okay so my goal my job with this is to basically take that belief they have that's hard I have to smash it it is not hard in fact it's easy so I was this right here it says I'm gonna break it and then rebuild it okay so it's really really hard to break that during the content and then rebuild it okay next thing here so next one is that it takes a lot of time oh it takes so much time so hard to build a sales funnel so that's their belief I have to smash that belief and then I rebuild the new belief okay and the third one is it's really hard even if I had a funnel would be hard to get people coming to my website so for me it's traffic traffic is really really hard that's their belief so I have to smash that belief and show my oh it's really really easy okay now if I've done that a fit effectively I've been this this and this it then thereby proves that this one thing is true does that make sense you guys I never go too deep you know concepts and strategies here which makes me laugh because like I was the worst student of all time I hated school I really struggle with it and teachers talk about somebody was so boring to me but this is fascinating because this equals insane amounts of money okay grasping this and understanding this will make you a millionaire faster than anything else I know on earth okay so that's why I'm spending time with it why won't you understand it that's what it is again so this is the one thing they believe this one thing they're gonna give you money here are my three false belief patterns that are keeping them currently from giving me money I've got to show them that their belief pattern is wrong I got to break it and then I got to rebuild it to show them it as easy okay there's a belief pattern I destroy it and then rebuild it destroy it rebuild it and now I have proven this one thing is true now they have belief now they give me money they really is that simple when all said and done okay so there's the concept so lady can I go over here so here's my three seeker so you're going how to ethically still over a million dollars with the fun Roxbury competitors for under $100 okay so now I gotta help them understand this the first thing I talk about is here's how to ethically do it or there's a secret and I start teaching right you got a model success if you don't mom success you can get shot arrows in the back and I'm just teaching I'm showing you some examples of how I did something right like I just modeled people who are successful so here's some aside I've modelled it here's some aside and modeled it and then all did it cost me like alright it all work cost me a hundred bucks and anyway this doesn't make sense for you cuz you haven't obviously I've seen the presentation but I'm just making I'm as quick as possible the easy as possible showing showing that that it's really easy okay the thing they thought was gonna be hard actually really really easy okay so show that at the end of it now I show this is exactly how I do it and right wow that is easy Russell I can actually do that they show them like when all synonyms all yeah I do step one go to clickbank click on the mark place button step two final products making a crap ton of money number three buy their products see what they're selling and number four sketch it out could everybody here do that can you all go to clickbank can you all find something's already started can you all buy it someone's product and in case sketch so that's how easy this is okay now that I crap it is easy even though I could do that right it's not hard this is really really easy Russell took my belief pattern I thought it was hard he showed me how easy was it destroyed my belief pattern now I believe thanks Russell thanks this webinar this is actually easy I can do this okay as soon as there's thinking that you got him okay now it transitions to comer to okay now now I'm gonna show you how to probe you know close and proven funnel in less than 10 minutes now this is what you're probably thinking you I get designers or webmasters and programmers and all these people make it really really hard right it's about what you believe do you believe this is really hard to think a lot of time a lot of money that's probably you believe right well guess what you are wrong let me smash that belief because here is the new way a better way it's called click funnels I show them click funnels awesome they're like oh my gosh that is amazing this is easy now I'm in so I just took that thing and get like I play this really hard like I teased them last I'm like you know this way used to have to you I've had designer Pro how many eyes think to be successful you got to have all these pieces in the Reich yeah and they're all overwhelmed and if they weren't overwhelmed I'm trying to overwhelming here okay because they don't have that belief yet I want to give them that false belief so I can destroy it Hey so that's just kind of yeah so I'm trying to give him that that false beliefs that I can destroy it I have to destroyed it now I can rebuild it and now it's like wow Russell is right I don't need a designer or webmaster program around analyst person it doesn't take a lot of time I can do it in less than 10 minutes this is now suddenly easy boom which strengthens my one thing then it transitions to the last one am i okay so how many guys thinks is amazing but you're like well this is cool Russell but how do I get people to come to my website it's really really hard right because that's they believe it's the last bleep pattern if I can shatter this one they've got no excuses they have to give me money because this is the only last excuse they could possibly have so a third excuse here I can't get traffic sighs show me here is how easy to get traffic I show them a really simple process again notice that I showed one okay my mistake that I would have done in the past and the most you guys gonna do you like let me show you twelve ways to get traffic and he starts showing all these things that's wrong you got show them one again it comes back to the one thing I'm like the one thing is the core to the webinar but it's also the core to each secret like what's the one thing of the secret the one thing one like the one thing is like should be the overarching theme of entire presentations everything's like the one thing right so within the secret what's the one thing they got to do to get traffic cuz I can show you 50 ways to get traffic but I'm not doing that showing you guys the one that's gonna be the simplest and the easiest I show them this they go to similar web they find out where their competitors traffic's coming from and they just go and reverse-engineer it and then look how easy it is and in five minutes my ads on the same site and if I model it worked do you guys think you can be successful this as well like yes I can so I took their their last belief we smashed it now they've got no legs to stand on only thing we can believe now is that this one thing this one thing is true and if they believe this one thing is true then they have to give me money unless they don't have it but they have money I just I've just destroyed the three the three belief patterns that we're keeping them from giving me money there's keeping them from believing that this would work for them and I blitter obliterated them now that they're gone right like it's it they they have to buy now okay I've taken away all the friction all those kind of things and that's how we that's how we teach the content you guys okay my students are doing that my webinar closing rates went from you know five to six percent up to ten fifteen and then like I said live stage were closing about fifty percent now from a room which is amazing walking room a thousand people you're like there are half these people will buy before I'm done it's half a million bucks it's really exciting right it's that's what's really important to understand you guys is is that when I smashed these and obliterate them they they have to believe my one thing soon as they have to give me money okay alright so there we go now we've gone through the content stuff we have broke their belief patterns and rebuilt the ones that we need them to have now we got to transition to where we asked for money okay now this typically is like the most awkward and embarrassing part for most people in fact it was funny I went to like a network marketing meeting one of my friends is like hey we're having a little home party would you like to come and for me that I just like yes I do what time so when's this thing right and we show up there's like five or six people and they were selling essential oils right so they're ever you know trying these oils and sniffing them they do a presentation talking about it and the lady up front talking she's doing a great presentation like it was really really good and all sudden you could tell like now she needed to ask people for money and like her face gets red she starts talking really really fast and she's sweating she gets nervous and the more nervous she gets the more nervous she gets and it keeps just like compounding and building ourselves she's freaking out and she's like you know what I'm gonna do and then she's like oh you know if you want to buy you can go over there by but you know I probably wouldn't buy because most people shouldn't buy and it's just you know but if you are interested in give us money you should definitely talk with us but if not don't worry about it I was like whoa what did she just blurt out like it's so painful and probably she has that form oh she has that's how it's probably gonna be and was for me I would get to the selling part and I get nervous I'd like I already speak fast anyway I all said also my voice is just like blue like we would speed up even faster and so uh and so I had like I figured like how do we transition this and arm and taught me this he said this is the easiest transition in the world after you've gone through everything then all you say say hey let me ask you has a question that's the transition think that's it okay so let me actually has a question we've been talking about sixty minutes and I think it's been a good experience we've had a lot of fun taught you guys a lot of cool things but you know 60 minutes is it's hard to cover everything in sixty minutes so I have a question for you how many of you guys how many guys would like to uh to have you know or how many gives me interested in if I had if I had a way for you to be able to continue this conversation and be able to continue continue learned today how many as we interested it every was like oh they're going crazy and for me I like asking permission so I always say well if you don't mind I put together a special package today so here's my let me ask you a question picture like this is how I do mine and know I've say 20 people copy this picture like go find your own picture you guys this is mine anyway but conceptually on this I say say so let me ask you has a question how would you guys feel a little bit like this right our I show this picture and then I laugh and I'm like I'm like I know I talk really fast yes I'm guessing that you know last 60 minutes has been fun but some of you guys probably feel a little like this am i right right yes am i okay I totally get that so what I wanted to do because of that is uh we we put together a special package called funnel hacks and the funnel hacks present phonak's is is is a way for you guys to be able to implement this stuff over the next six weeks and I just wanna ask you guys permission do you came fresh if I take a minute to kind of share with you what's inside of funnel hacks and then I wait it's always awkward okay but you gotta you gotta you got to be okay with awkward okay I learned this from Joel bow or getting one of the public speaking classes I went through he said you always ask permission before you sell because soon as they said yes you can sell to me I can just changed everything right so I always ask them permission so do you guys mind if I just spend them in real quick and show you show you this package potato funnel hacks and I wait it just awkward silence if I'm in a seminar also you hear people say yes yeah they're screaming I was like yeah yes you just tell us what it like there's all start screaming and then I know I'm in can the webinar I sit there and I'll send Austin I start seeing all these people in the GoToWebinar saying like okay okay I mean I'm in I'm in and and they give you permission okay if somebody gave you permission to sell they're more likely to buy okay so I want I like to ask from them for permission Kevin all right so there's probably permission then I go into a here's we got now we start going over here into into the stack and then the closes okay now I'm gonna go through the stack because this is the most important imma share some of these clothes I'm not gonna go through all the closes because there's this is what there's 16 of them here I spend like 20 minutes in each one and put on time for that I'm also like there's a lot more than this it's just the ones I use like all the time and then there's a whole bunch more like you sometimes and there's so I'm not gonna go into all these but if I'll show you guys a bunch of them if you're interested in learning all these I have a presentation on perfect webinar give away for free that goes into all of these and you go if you just go to a perfect webinar secrets calm you can get that this DVD and it goes through all the different closes so excited mocking may have time to go to all of them so I'll go through a bunch of them but just if you wanted to dig deep into that you can get that for free it's like like 495 shipping handling Mills DVD out to you that goes through all of them so okay so the stack so this is the stack that I learned from Armand Morin okay now for this stack to make sense the the key concept behind the arm and Tommy said he said that most speakers get on stage right and I okay this is what my package is boom number you know first thing is this then you get this and you get this and you get this scene and they show you all these cool things and then the last thing they show you is usually like just one of their bonuses right you're gonna get this really cool calculator watch or whatever right and then you're like okay and all it costs is $10,000 and so the problem is that people's attention span is like super short right like like like shorter than you will ever believe right people's attention fan is just like almost not there and so when you say the price is only $10,000 the only thing they associate that price with is the last bonus she showed them so if you show them like all this cool stuff like you're gonna be a car in a house airplane in a you know I'm gonna gonna named Mars after you and your new school calculator watch and the price is only ten thousand dollars all their Ike is like all they remember is like oh it's ten grand for a calculator watch and that sucks that's a lot of money right is that that's how people's brain is working so what you have to do is you have to restock what's in the offer over and over and over again and right before you reveal the price you have to restock the again so they associate the price with everything okay so I'll show you how that works in a minute but if you see from these little images here like here I'm saying component one is this then I talked about it and I say okay now come on number two you get this Plus this I talked about that it's just that mean you're gonna get this Plus this Plus this and talk about it I say keep stacking I keep Rhys tacking it then I show him the price and I move on I'll talk about the stuff here in a minute okay let me show how that works so I come through this presentation and I talk about first thing so this is my stack slide so say okay so I just talked about first thing they're gonna one your enterprise account to click phones for free so the first thing is one your enterprise account click phone so here's the first to my stack right you can get this total value of three thousand five hundred sixty four dollars the next thing you're gonna get my transition to my next thing you know the master class which is this and this and this is why it's amazing here's testimonials people loved it how much money they made ba ba ba ba ba ba ba who works for then I stack it again so that means you're gonna get the one your enterprise gonna click photos and the six week photo hacks master class total value of 6500 see $1 because I stacked the two parts of the offer so far now I transition to the third thing what's third thing it um you need traffic okay so I talk about traffic why it's awesome and then I stack it again so that means you're gonna get the one year prize gonna click photos a six week funnel hacks masterclass instant traffic acts 12 value of eight thousand five hundred fifty eight dollars then the next thing right you need copywriting so talking about my copy part of my product and I go through all that and so how cool it is it's amazing talk about email sequences and I stack again so that means you're gonna get and you guys I promise you a flock we're doing this the first few times okay but it's uh it's worth it so and don't gloss over life you look I'm like Stephanie didn't get all this stuff for eleven thousand you can't just gloss over it like I've tried it before and it drops your conversions like you have to say it again so every time I come back slides that says I say so that means you're gonna get one your enterprise gonna click final is a six-week funnel axe masterclass instant traffic accent ception secrets soap opera Seinfeld secrets total I have eleven thousand five hundred fifty two dollars you see I then so I stack it over and over and over and over and over I'm gonna do a couple more times too by the way but I do everything and now this is my offer okay total value of eleven thousand five hundred fifty fifty two dollars now before I transitioned to like don't want I'm not gonna charge this that's where I'm gonna charge you I have to get them to believe that it's worth that amount of money right there if I cannot get them to say yes Russell is worth $11,000 they're not gonna pay me 997 okay so I have to get them to justify this price okay so when I do that it's through a process called if all statements I learned this from Dave van hoose okay it false statement so what I do that to say this court knows packages eleven thousand dollars now obviously I'm not gonna charge you has eleven thousand five hundred fifty two dollars I think it's worth it I'm not gonna charge you guys that but I need to ask you as a question if all that the funnel hacks package did was so if all if all that this did was blah would it be worth it if all this did was blank would it be worth it if all this it was blank would it be worth it so three times I'm gonna get three yeses yes yes yes I need them said say yes three times that if all that this package did was something and it'd be worth $11,000 I get to say yes three times so first off if all I said it was finding he funnels profitable would it be worth it yes if all the student was to help you to share your message with more people would it be worth it yes if all the shippers give you the ability to cancel all the monthly tools you're currently using a glue together your funnels would it be worth it yes yes yes yes three times they told me source eleven thousand five hundred fifty two dollars okay so now when I come back to my say it's only a thousand if they don't buy it then they're lying to themselves they just told me is worth eleven grand I'm giving you a 90% discount can you see why it's important so I'm taking this price the top value and then I have to give them to in in their own mind to say it's worth that and you have through it false statements I may if all slide there's three at least three different times 3 s's Bank transition okay and this one I'll show you this one my closes buy come back through and then I give him the actual price 997 its nightly the price and then after that and I do some more closes which I'll talk about here in a second I go back through all the way to the end and then I take my last slide here where then they see the price to see what to do they see the call to action they see a recap and much other cool stuff okay so that's basically how the stack how stack works okay you know right here on slide 111 irie stacked it again right I do like they've come back here I did here I talked about the prices and I'm doing some drama some like closes in here to you know to help close them and then come back and again I restock it one more time and then I get my call to action to the action takers and they come to slide right here okay so again I'm gonna go the closes here in a second but a couple cool things I want to state one thing this this last slide here in the bunch we've tested we've tested this a lot and walked some other pieces one other thing that's cool is a if you can do this for your product so we obviously we offer people they could just buy normally which is which is awesome but then we come back and say hey PayPal will actually finance you so you guys know that PayPal has got a financing program and it's not for everyone but it's subject to credit approval it's only for us-based customers but my guess is right now for most you guys 75% of your audience is probably us base so this would work for most of your clients so I throw slide in here this basically says hey and I'll leave you if they buy through PayPal they can use PayPal is financing right or PayPal we're in like when they go through PayPal a little thing will pop up saying hey you want to use PayPal Bill Me Later program or I think it changed the name of recently but it used to be Bill Me Later and you say yes what happens PayPal goes and does an instant credit check if they if they approved boom and drops thousand dollars in their account they buy it you get the money instantly you didn't cost them a penny and they got six months with no payments and no interest here this is the most powerful slides of my presentation I say look some of you guys like I know you want to maybe can't afford it or you're nervous or whatever so we're gonna do is we set up and deal with PayPal they'll actually finance this whole thing for you you know it's not for everyone you've got to be subject your credit approval in you gotta be in the US but if if you five for this you sign it that means you go in there you don't pay a penny right now you could access to everything I talked about you can go through you can use it for next month two months five months six months you can every month make a thousand ten that 100 grand a month for six months and in six months now then you pay PayPal back and you're not paying a whole bunch of interest there's no payments no interest for six four months that crazy okay so that's a gift PayPal's giving you a us-based customer so if you're on the fence and you should want financing boom there it is PayPal will finance you you can use this make a crap ton of money and then in six months from now then you can pay it off that awesome have you guys want that all right go you know I do that now Davis last slide this is Las Vegas I've tested so many things here in fact I'm gonna make it live so you can see exactly what I do um okay so this is some cool stuff all right first off you see that all pretty well first off I recap my offer on the slide the reason I do that is because when every time you get a slide everybody asked me a million times what wasn't it again what's in it again I'm like are you kidding me I've stacked this 80 times health the world do you not know what's in my package at this point in our relationship right but they don't so I have here so they can just see it again okay I had the big oil price in green because green means go I have a call to action which is whatever calm slash go cuz I wanted to go I have a countdown clock now we started to use countdown clocks when I would speak a lot of events I put a 10 minute or 10 or 15 minute countdown clock and it would get people's butts out of their seat and running to the back so I started doing it with with webinars and what we did initially is we would do I think in a 10 minute countdown clock and I would just be talking to the 10 minutes and while I was talking to this 10 minutes cells be coming in a second the clock hit zero cells stopped just every time I was like God's annoying so then we made a clock that went 15 minutes and excel's came in at 15 minutes they just the second the clock at zero people stopped buying I was like well screw that let's put this in the cycles of 30 minute clock so we bumped out 30 minutes and I said on for 30 minutes doing QA and the whole 30 minutes people are buying and using by about thirty minutes is when it starts trickling down it stops but it's crazy me I did webinars for almost a decade where I would do the clothes say the prize in that end where I know that more than half my saves by 3/4 of my cells come during this 28 minute I just during this 30 minute countdown clock okay like it is made me so much more money I don't know how I didn't do it before but it's amazing right people are like how do you make a countdown clock in PowerPoint I just found a clock there on a clock online I recorded in Camtasia it turned into a video file and I out of the video to my slides this is the video files they can pause it and push plenty like it's not a real countdown clock it's a little video because I can figure out how to make a countdown clock so there you go that's what I did so counter clocks huge then the next question like what do you do for 30 minutes while the countdown clocks happening okay same thing you do the introduction you've got to talk constantly I got to keep the energy high keep them pumped up keep them excited because if I have a lull they're gonna stop buying okay so I can't have a wall so I do is numb I went through afternoon this webinar 30 or 40 times I know what everybody's top questions are so I just preload him here my slides and I go through and I asked I answer questions people that they have in in GoToWebinar so like I I'm answering questions live then I also preload all the questions that no I get over and over and over again okay and I scopes to be on sliders click through here what are you fighting everything count and then answer it I'm okay next question Oh what happens after the first year and I answer it what are the tools so I need an answer and I just go through this and for 30 minutes I just keep answering these questions everyone's like Russell how in the world did you make it so they can do Q aids like that in PowerPoint so I'm not a PowerPoint ninja so I just wrote out every one of these questions and then like I literally had a slide like every one of these little questions in here it took forever and then I just animated them all out and then I just stack them on top of each other so now it's a big huge blurred messes of things okay so there's probably an easy way to do it but that's how I do it that's in there there's like 50 questions it looks like a bunch of like just mumbo jumbo but that's what it is okay so that's how that's how you last slide this slide I could say is is very important I say these two slides are so probably two of the most important they're using PayPal financing and then using this this is to keep closing cells all day long okay all right you guys getting this isn't making sense to you all right a couple of things one thing I just did she is right there I just dropped three trial closes on you so some of you guys are saying what is a trial clothes trial clothes is something that I am embedding all throughout my presentations I learned this from Ted Thomas Ted Thomas's nickname is the Pied Piper I've seen videos of him speaking at Robert Kiyosaki events where he will have a line of a thousand people all holding their credit cards above their head waving it following him to the back of the room and they call him Pied Piper because he's the best at like getting people to do that and so I was speaking an event and I had heard rumors of Ted Thomas never met him I'm doing my presentation I look at all the ice and the back through my see this old man and I was like I think that's Ted Thomas I am so nervous right now that the king of closing is sitting here watching me speak right they did my presentation and we did some sales and it wasn't like amazing but it was good and I was like kind of proud of it and he was kind of hanging out after the the webinar excuse me the the seminar and then after everyone I disappeared you came to me say hey Russell my name is Ted Tom it's like oh yeah I know who you are don't worry and he's like can I think you to lunch like that'd be awesome so he took me lunch we start talking he starts asking all these questions question after question after question and then he stops and he says Russell look at your head right now I looked at my heads like just nodding he's like see your heads moving Mike yeah he's like what I just did use I just had a whole bunch of trial closes which is why you were nodding yes right now he's like when I was in your room said you were engaging speaker you're getting people to buy you know people went and bought things were good but I was sit in the back room and I noticed that not a single person's head was moving in the entire room he said if you watched me speak from the second like stamina on stage the entire presentation everybody's heads nodding yes the whole time I'm like really is like yeah they've said yes to me about a million times before I ever asked them for money I was like well how do you do that he says it's a little thing I call it trial closes he said what trial closes is you ask people little questions well yes or no questions the answer is obviously yes and they say yes and they say yes again and even if you're home in a webinar your head is probably not any when I'm doing my webinar okay so I'm using these trial closes throughout the entire thing in K so for example here's my intro slide so hey guys welcome to webinar me talking about my weird news phone it's currently making me 17900 seven hours per day how many guys would love to see behind the scenes of a funnel spanking 17 grand a day would that be awesome okay well I'm gonna show you guys that you guys excited for that okay stood three trial clothes they told me yes three times reading the first part of headline okay and I say but not only minute each that I'm gonna show you how something it's even better for you cuz the other things cool for me right and the trial clothes but I'm gonna show you guys something I'm gonna show you guys how you can ethically knock it off in ten minutes how many is one one her ethnic NACA ethically knock off my funnels in less than 10 minutes boom then another yes okay so that's six yes is my very first slide now I need you guys do me a favor before I show you this can you just please promise you you're not gonna use these powers for evil what do they say yes okay over here okay so whatever you is I gotta show you a disclaimer first off I promise you guys you are not gonna make $17,000 per day right now you just probably knew that you were gonna be that right go to trial closes now and I start going through it and so every time I'm saying something I'm in I'm interacting with the audience I'm saying this makes sense you guys getting this is this awesome he is excited does that make sense right right and they're saying yes yes like I actually canceled on if you can all my webinars I probably asked you to say yes at least a thousand times in my presentation is not more every time people do want me to critique a webinar I start watching within five minutes I know exactly what's wrong they never you know they didn't interact with you later and say yes and because usually they're embarrassed they feel stupid or whatever but that is what gets people to nod their head okay and they need them nodding their head the entire 90 minutes if I'm gonna ask him for money okay a couple of cool things that trial closes work the best for is when you show testimonials okay so for example this is Liz right so I'm a lot to T was show testimony and they move on like here's Liz testimony and she said with our new funnel which is the webinar funnel this month and we're on track to make hunter Katie this month next testimonies to Mike stance and move on okay that's the worst thing you could do when you share testimonial you've got a future pace and drop a million trial closes after every single one so I realize this thing this will that said she said with our new funnel ba-ba-ba-ba-ba right could you guys the maginot that would be like to get a hundred new clients it's not amazing like what would you do theater new clients this month now I'm sure some you guys are thinking that's probably you know that's not likely for me right and I get that like a lot of you guys that may not make a lot of sense might not be possible but I promise you if you'd asked Liz a few months ago without possible for her she were told you know - okay you guys getting this you see how that works this makes sense you are you get excited I kind of so like I'm excited for Liz are you excited for all right then move on to my case I dropped like 50 trial clothes they said yes like 80 times around Liz and just drove that is I made that testimony so real flex I said yes over and over and over again I told Mike story and I'm like is that cool you guys like can you imagine I'd be like if you were Mike he was brand freaking new and I was rich like what would that be like for you to have that same process okay trial clothes chocolate same theme I'm showing like cool features like showy she's like I'm sure my soul white act hobby has all my soul had acts even it'd be awesome who wants what media by hags alright that's what I thought it's pretty cool right I'm appreciate you know I just trial closing throughout okay trial closes are huge right now I'm come to some of these other closes so again there's a whole bunch like I'm trial closing every every sentence I'm almost trial closing and then as I start transitioning here you'll start seeing you start seeing some of them it's if I can find some of them buried in here [Music] okay so here's my transition we're gonna get when your butts count okay so this is called if false statement she showed you that I had two choices that's uh your two choices that's this is warm chocolate right everyone close right here you notice I'm not using all of them on every presentation I find the ones that fit that makes sense and I plug him in so I'm gonna have a bunch of in here but I'm not in fact I think I when I first start mapping is all I wanted my high ticket secrets webinar I put every single one in so I had like whatever sixteen of these ones in here and it was kind of cool but it like even it's kind of overkill for me I felt kind of awkward so I started I do a lot less of them now but I always have probably seven or eight or nine of them in here okay so here's my I had two choices option were one like I could go as cheap as possible and sell as many as possible but the promise that didn't really incentivize me to stack on the value for you so my second option which required a little bit higher investment but in exchange I can have a more resources help guarantee your success okay so then they're mine like sweeties gonna charge me more right that's my goal with that clothes gonna make sweet okay all right now we got their two choices carry here okay not for the price that I click now you've kind of got two options here's your first option don't do anything and not take this leap of faith which is a hundred senators free or your second option is just point out this tiny little vestment today compared with all the value that you're gonna get return and just give it a shot if you can't make cuz I believe my company that if I can't make you money down deserve yours okay so that's not too close there's I'm using now that they've got two choices so before is like I've got you choices and I lead the way I phrased the only one logical option and then for here you only have two choices okay I obviously got a lot of choices they can hang up the phone and walk away they can you but I need to make them believe there's only two choices one makes them look like a fool number two is amazing okay the rights we try those are my two options I only have two choices it says it right here I don't want the first option do nothing I want the second option that's amazing okay guarantees are good the real question I call that over here anyway um might called something different anyway the real question is working a few minutes your time to check it out which even even only there's half what a claim in today's training will pay for self since your very first funnel is live anyway you can see there throughout here like I said I would go through all of them but we are all ready so I got excited telling you guys stories already an hour 15 minutes in so again if you want if you want to watch all the rest sees if you go to perfect webinar secrets calm there's a DVD it's $4.95 we ship it out to you it's DVD plus comes with a paper version this you can have it but the DVI go through all 16 of them I show you examples let me see exactly how to add those in but hopefully Ida helps like again final ones you like fine put your own in there as well about how your closing throughout the whole thing I'm dropping closing slides throughout this whole stack here it's about times at the end and again between a trial closes these closes and the stack like it's hard for people not to buy especially if you've if you sure that's the right way we've taken away everything every logical excuse they have you not only view smash you rebuilt it show them how it is possible with this one thing then when you show them here's the one thing and then you you you sell it the correct way that we show through here it's hard people not to buy him okay and like I said we close consistently 15% it's amazing Suze Weber guy saw on account of people and that was write down a number I'm okay if I get 15% means all moment I will have made 83,000 dollars and I do the webinar and almost every time like clockwork we hit whatever number it is that I that I forecast the beginning because I know that consistently almost every single time we close the exact same rate it's like the weirdest thing in the world does it make sense me how that works but it just just works okay so it's good to get it now for you guys to be I'm saying well how good some oh I don't have to be Russell kind of my experience if you can get a webinar that closes at a at a you know seven or eight percent like that's a good one or even a lot of money of that you get to ten percent that's a million dollar webinar you get above that you know I mean we're at fifteen percent and it's been live less than a year and we're just shy of 10 million dollars in this one webinar and it's not slowing down at all like it's it's amazing so that kind of should give us some some groundwork okay why why is it so important to test these things and try them over and over and over and over again why is important to to learn the skills because shifting you know two or three percentage points difference between a 7-figure your company and a figure your company like it's just it's those little tiny tweaks all added in together okay and so you guys have that benefit obviously avenues for 10 years standing up on stage is embarrassing myself over and over and over again so you guys could just kind of use a shortcut not go through all that and just kind of pick up where I left off and I give you guys this as a gift because I do care about your success and I want you guys to have successes I care about what Joel's doing he's that done an amazing job and it's just I want I wanted to give this to you and hopefully it'll help you guys in a lot so that's kind of first part here alright so next thing we're gonna cover so that's that's the webinar when somebody gets on right so next piece we want to cover is what do we how do we get someone on the web what's the process for that let me shrink this screen and and Michael asked how does Russell identify the top three beliefs to kill you know does he just go for the obvious ones so I was wondering if you could kind of shed some light on on your three secrets like which three beliefs do you usually shoot for great question okay so the question is what three beliefs are you to shoot for so for me a lot of it depends on what like what it what is I'm selling is it's got tie into that right somehow it's got it's got a weave back you know for me like the reason why I am showing you find my slide real quick so many slides where's my number one okay I think the reason why I'm showing you guys my process of this is because I'm trying to get them you know like this helps my my case for like if they learn how to to funnel act someone then they're gonna wanna use clickfunnels if they then learn how I use click for his want to use click phones they believe they get traffic that funnel they don't use click phones right so it's like it's got a support what it is I'm selling at the end of the day is that's the first part the second part of it though is as most people have the same issues and and they're usually tied to two - time - money - things like that and so I try to figure out how to how to how to base it so I don't have like a hard fast rule for that really a lot of issues kind of knowing knowing your market knowing like what like what it is it keeps them from from taking action you know but I would venture to guess it's pretty similar in most markets right like let's say it's the weight loss market for example and you know everyone's tried a million different diets so why why and they're not success in the past one of them is like they you know maybe they heard they to get rid of carbs and so they love donuts not giving up donuts or bread or whatever right so it's like if you know that that's the majority people's concern you say look the cool thing is you can do this without cutting out carbs like are you serious like I not cut out carbs like cows as possible right or you know they they've tried in the past and he lost him to gain it right back okay that's a common concern so okay how do make this was not this was the lifestyle changing are you whatever those things are so I think it really you know the keys is understanding your market and understanding like what pain they've gone through to get to where they're at right now right people people take action to get on the webinar that they they're buying things because they're there they're usually in some kind of pain and they're trying to get out of that pain and so if you can identify like the last ten times they try to get out of that pain like what was the issues they probably ran into like I know my market you know the issues were they don't know what to do okay which is why we should not a funnel hack now you know what to do I don't know how to do it I can't afford programmer so okay well that's cool let me show you how to do with clickfunnels tonight okay well that's cool but you if I did do it right I can't get traffic okay let me show you that too you know like those are the three core things that my people struggle with and so for your market he's got to go through like what is it you know the last ten things they've tried in the past like why do they fail why they think they sailed if you can answer that then it becomes really easy so yeah I hope that that helps it's really really simple to come up with your three core core concepts and 95% of the time it's gonna come down to either time or money how can you save from time how can you save them money or make them more money and and then you usually throw one other thing in there so I mean even with secret number one you know how to steal over 1 million dollars of funds for under a hundred bucks like how to make more money without spending a whole lot of money you know how to clone the prudent funnel in less than 10 minutes like how do you get this stuff done in very little time and then you usually just throw any throwing one other one that common pain point that they've that that you know that they're that they're having so yeah man keep it up man you're doing an awesome job so we got a lot of people that are excited so I just want to bring that question to your attention very cool awesome ok alright so let's transition I got another 40 minutes so next 40 minutes I want to show you guys the process of what we're doing now to get tons people on the webinars and get them excited and get them show up and all those kind of things and kind of walk us through the funnel the funnel process so I'm gonna pull this down here now so this is one of like 10 different registration pages I'm gonna show you has a whole bunch of them here just he can get different ideas of what we're doing and how we're doing it but this is this is one of my this is the the control this one is made is a lot of money and so a couple things about it the first thing I want you to notice is you notice right here we got the one thing in the three secrets so if you look my page like the only copy on this page almost is here's my one thing and down here my three secrets right if you thought through your one thing in your three secrets a lot like that's gonna be the best copy you God so so I that's basically my landing page that's number one number two the thing that gets people to register for a webinar or join a squeeze page or whatever that that is is curiosity yeah curiosity and pain those are the two things right and so I need them to like whatever my one thing is they're my headliners for this thing it has to be something they cannot figure out in their mind on their own okay and so for my Isis my weird niche fun it's clearly making me seventeen thousand dollars per day and how to ethically knock it off in less than ten minutes okay the human mind looks that like doesn't make any sense how could some make 17 grand a day and how could I ethically does make ethical knock it off in less than 10 minutes like there's so much curiosity wrapped in that thing that you have to like if you read that for the rest of your life you'd be thinking like what the crap like what was that thing again I wish I could find that webinar because I gotta figure out what his weird niche funnel is like I got to see who that thing is right it was funny we did our certification program last week and one of the camera guys this he was a he's a my main camera guy brought this this is that he's like intern to come and help and it's a 16 year old kid and and the kid like afterwards came to me he's like hey I have a question for you so I saw one year I started this webinar thing online and Facebook whatever he's like it said that you make seventeen thousand dollars per day is that true and I was like I was like actually like we make a lot more now but one of our funnels make 17 grand a day yes he's like oh that's so cool and he was like so excited cuz like didn't think was true and then I found it was true that he was just like like going nuts cuz you want to figure it out right and so they see this like it's just it's curious like I can't figure that out okay so people all the time that are like that their headlines are like the fastest way to lose weight okay problem is that I can think like what's fast way this way probably cutting out carbs okay I in my head I think I can answer it so then I don't register because I think I can answer it you have to believe it so curious spaces they can't just answer in their head if you do that so get some to register and get send the show up because sometimes people register they don't show up because you it's not curious enough okay so that's the key guys you gotta you gotta like invoke curiosity like that's I can't stress that enough of all of our split tests that we've done over the last five years like what I found consistently across the board is that the curia the more curiosity based the headline is on the landing page the the more people will respond if it's opting in registry for registrar whatever okay that's that's it okay and so getting that and that ties in the whole now that becomes the top my presentation that becomes my one thing that ties into my three secrets so all those pieces kind of come out here a couple other things though it's this picture back here so you see this picture like was it look like it doesn't make any sense right okay there's a theme here like here's me doing the hang loose signed is that a phone is the hang glue said I'm holding this like picture looks like a website the background there's a huge website back there like like what is that right it's just rock curiosity I don't know what this is we tested tons of her pictures back here hey beach scenes all sorts of things this one crushes on every single time I think it's because like it doesn't make any sense right like what in the world is that doesn't make any sense okay so there there's kind of your theme the less sense you make on your registration page and the more curiosity base you are the more people can opt-in there's my hard fast rule for that alright so that is one our registration pages I'm gonna coming to clickfunnels and uh I think this is the right one okay so for me in my market like I know that for my webinar like this is this is like the majority my market I'm going after these internet marketers it's business opportunity seekers as people who this would be interesting to him right but I know that my product as I scale this and grow it I know there's gonna be other markets that I also want to go after that this message isn't gonna resonate with him right like a chiropractor is gonna see this and they're not gonna resonate with it and so but if they were on the webinar it would resonate with them they would buy the product so Irene itch out my my front end page to to kind of to to to speak to different audiences that that makes sense so awesome coursing application everyone alive so it also these I'll show you some the other variations of the pages here in a second alright now I'm gonna go through this so here's my first page here that I'm gonna register so I'll register here and you'll see now it takes me to page number two in the funnel after the register and then the line on this page and on this page this is where you know my job's not done yet I caused some curiosity but now I gotta like drive it home and get them to actually show up so a couple things I do here first thing I video for me saying hi thank you so much registering and I'm talking to him like this webinar class is gonna be amazing this is what's called again this way you're gonna learn I'm sorry getting him fired up and excited for that that webinar right that's the first thing I do on this page here next thing I do is for me I like to have people for stuff write down the date and the time of the events I don't forget you have the date time here I added this because some people like they register and GoToWebinar didn't send the email for some reasons like I need the email again so I did announce page just like if you knew webinar you can rear edge astir here just take some just directly to the GoToWebinar page so it's just kind of like a second backup it's like when I was skydiving the dude that was hooked in my back he had two parachutes and so I'm kind of a big believer now just like throwing on a second parachute just in case so that's my that's my second parachute for some reason they didn't get the GoToWebinar link right then over here now is I want them to do stuff before they show up to the event okay there's a couple different schools of thought on this one of them is and this is like Frank Kern he always sells something on his on his thank-you page to try to cover his ad costs for the webinar right so because if someone if I spend you know I think on average we're spending between three and five dollars for someone register for our webinar on Facebook so I want to make sure that i recoup those costs before the webinar so i usually on the thank you page i'm selling something so so for me Ron sells I give people a free two week trial two clickfunnels so my video says I said hey just registering for the webinar now before you get in the webinar I'm gonna be talking about click phones you need to go get a trial to clickfunnels it's not your [ __ ] I don't say that but go get the trial click on the button down below and go get a free trial so they click on that they go get their free trial and then it starts putting them into that process start using the software so now when they show up for the webinar they're predisposed to it they understand it they're more likely to buy okay the other concept begins like let's say you're selling whatever you're selling a thousand dollar video course on on the webinar you might want to like hey I've got a twenty seven dollar video QuickStart guide go buy that right now it's a quick start and help you get started this whole video marketing whatever right so I'm selling something to kind of help cover the lead costs but secondly is I want to get people in the in the process of buying with me okay human beings are really interesting characters like like when we start like when we start moving we're in motion it's hard to stop us when we not motion it's hard to get it started right and so I want to get the process started I would rather somebody have bought something from me before I pitch them $1,000 things then not so I'm gonna try do that here on this page so for me I'm selling the dollar the the free trial so they're not buying them to putting their credit card in before the webinar right and then I started in this down here just to again make more my hourly cost and I have step number one here's the dates times of the webinar said number two go get your free trial and then step number three go buy my book okay so I'm kind of selling two things here but they're just kind of like each these a really simple offers free trial free book they put in a credit card but now like I'm making money before webinar ever starts that makes sense so that's kind of I'm doing my registration page a lot of different things the core things that I'm reading them excited about the webinar making sure they write down the eights and time and trying to sell them something so that's why I do want to thank you page all right this is a called the deathful website and so this is one I target when we're sending like chiropractors and doctors and dentists and professionals people who don't know what a funnel is but they know what a website is and this one converts awesome I have like a sales letter version the registration page I also have a video version that I get norm I could find like three seconds but it's just a little bit longer and it's kind of explaining them like the depth of a website right so I find something that something that again my the webinar just have to change I'm still teaching the same thing but it's a different hook that'll get that audience engaged because you'll finally if you started you know you're building the webinar on Facebook traffic and let's say after a while like you're gonna run out out of people to show it to you like you're gonna show everyone in that market right after usually a couple months we we have what we call ad fatigue where people seem that off for so many times like it stops responding as well and you go from two or three dollars of registrants like $10 or $15 and gets more expensive so for me so that I could RiRi niche the front end we could target a different audience so this was one version we had targeted I was trying to show a bunch of them but and we conceptually can't see how that how that all works all right cool pull my chicken over here because next thing is I'll show you the other registration are the pages you see if I can find them real quick well let's talk about conceptually then I'll find the pages for you later so here's conceptually now what we do we call this the perfect webinar funnel grab if you've always asked me what is the best a new webinar and how long our shoppers are promoting and what's a bah-bah-bah all these things like that so I'll kind of walk us through what we what we do and this isn't this isn't a hundred percent like the same for every everything right like if this you notice a lot of these things are happening if if I have somebody who's sending emails fro the webinar if I'm do this on Facebook it's gonna change a little bit but not dramatically so just gonna keep that in mind it like this this process will tweak based on the type of traffic you're sending to it can but I'm gonna I'm gonna kind of explain it as if I have a joint venture partner who's promoting this webinar and then Athol kind of tweak and show you how we do if it's Facebook or some other type of ad source can so you gonna call us the perfect webinar funnel so in my perfect world I like do my webinars on Wednesday and then you get on Friday okay so I'm doing two webinars each week okay and the the reason is a lot of people I know is funny when a bunch of students who are doing webinars once they're didn't like every Thursday whatever and so the webinar end on Thursday and Friday start buying ads and they drive ads Friday Saturday Sunday Monday Tuesday Wednesday Thursday and the show brakes were horrible and the first they're all freakin acts like nobody showing up but we started digging deeper than analytics when we found those interesting is that their show up rates people that register Friday Saturday Sunday Monday Tuesday were really low but people registered Wednesday and Thursday we're awesome like they're all showing up it was just because like most the people were getting attention spans are so short that they don't remember that far out and so you compress that time so for me I like about a two and a half day lead time to a webinar if I go Pat and maybe three and a half days max but not any longer than that so that's why I like Wednesdays I like to start my promotion on Monday do a Monday promotion Tuesday Wednesday Wednesday then you Wednesday webinar and then kind of through there okay cuz I don't want more in two and a half days from when the first could hear about it to one webinar half if it goes further than that the show braid just starts taking okay all right so this idea so Monday I would have a joint venture partner to promote my webinar registration page okay and then presented people will hit the confirmation page and then they're gonna hopefully buy something right so you guys saw that process already then after they register for the webinar I send them what we call an indoctrination process or some indoctrination pages these are pages to get them excited about about the webinar okay now in a perfect world what would happen is someone register on Monday then Monday they watch movie number one Tuesday to watch video number two Wednesday morning watch three number three and then they'd show up on the webinar okay and so many people stressed out like Russell I they register on on a Tuesday and the webinar happened then they got the other videos later and it's all messed up and I keep trying to stress like it doesn't really matter I think dr. nation pages are amplifiers they're not necessary to the sale they're there to help strengthen the cell so a lot of AC will register the watched video number one then they get on webinar then they watch the video to you then video three and then they buy after video three right this Lea it doesn't matter kind of where where these hit it's just having them there because it intensifies their desire and their likelihood to purchase when they're actually on the webinar okay is that make sense so it just don't stress out about like the timing the sequence a make sure it's perfect because it won't ever be so don't worry about it okay so the register on Monday boom and then they get start getting each day they get video number one the number two video number three and somewhere in that time they're watching the webinar I'm trying to sell them okay so push it really hard for this live Wednesday webinar so Monday male Tuesday male Wednesday we mail in the morning and then Wednesday we mail an hour before the webinar actually happens again okay a couple other tricks I know Joel knows these a couple other things we do if you're using GoToWebinar a cool trick you can do is go to webinar will send it a message out an hour before the webinar saying don't forget your webinar starts in an hour so what we do is that we 10 10 to 15 minutes before the webinar starts I log into GoToWebinar and then I change the title of the webinar from Russell's cool webinar to asterisk asterisk starting now all in bold caps asterisk asterisk and then Russell's cool webinar so I changed the title of it and it says hey do you want to notify all participants of the change of Title I say yes and then go to webinar he knows everybody 10 to 15 minutes before the webinar with the big email the subject line says starting now and that is one of the biggest things we use to get people actually show up the webinar it's amazing a couple of tricks is if you read if you grab cell phone numbers and you text text using an hour before the webinar then again I like 10 minutes for the webinar so sort of using that works as well those are all things I'm doing to get people to show up the webinar right and again if I've used a lot of curiosity if my indoctrination videos strengthen the webinar give you more excited more interested in showing up it'll increase your show brains although I mean there's a lot of pieces to go instead but all those things together will help increase your show rates okay you know on the if your show operates are under 20% like you're in trouble like either the markets horrible or you know I get in emails or it could be a lot of different things but if the sub 20 percents can be hard to make the metrics work between 20% and like 40% is awesome if you go above 40% give me a call and let me know how you did it cuz that's amazing okay so that's how we do it so then the webinar happens on Wednesday we do this one live and I love doing webinars live and I want to I want to sell you on why you should your webinars live first one of the main reasons why you need to do it live a whole bunch of times not just once um every time you webinar you learn different things about why people are not buying in fact the very first time I did the the clickfunnels webinar I was at a I was at an event in San Diego a speaking of my Phil Simms event and I think it closed like thirty eight seven room was it was awesome is like my first it was the first it was the first time I had done the webinar stage presentation and it worked and then the next morning I was flying out and I met this lady in Lobby she's like hey your presentation was awesome and I wish I could have Bob but I don't have a supplement like what do you mean she's like well I don't have a supplement and I can't really buy a mic this isn't about supplements is about like anything I wasn't sure what a supplement is an example she's like really like what do you do she's like oh I'm a coach I'm like this this is like made for coaches she's like really I'm like yeah and so she's like well me and like three my friends who want to buy but we don't of a supplement but if we can bike we're gonna buy so they ran back and like ended up buying the next day when they found out that it worked for anyone right and I was like would always work for anyone but she just did know that but I never did own that either if she didn't tell me that she told me that and so what happened next I'm spiking sure you might sway my slide so after she told me that I went back to my slides and check this out you guys will see how I transition this so after I teach the very first thing I show my supplement funnel that come right here I say I say because Jamel shares their stuff haven't final in a video ok that's why they're like oh I wish I had something like funnel like is so I came back I had this I said like well who does this work for yeah obviously works people supplement funnels but also works for coaching funnels and info product filings and e-commerce funnels and real business followers for all types of businesses for example here's my coaching funnel how many guys are coaches or you want to be a coach and then I cap the audience um a cool well this is my coaching funnel makes me 70 grand a week you should knock it off how many guys sell information products here's my info product funnel you should knock it off here's my e-commerce funnel you should knock it off here's my chiropractors fund we should knock off so I'm showing them all these examples and now if they're a chiropractor like oh this does work for me or if they're an e-commerce like Oh works for me okay and they also they get it in all these other his other markets and I didn't know that until she told me that that she didn't understand so she told me I tweaked that and increased my conversions right then the next when we got back in the event the next Tuesday I did a webinar I had two webinars that day one in the morning one in the afternoon we had more people registered for the morning webinar I did the webinar and did alright who made like thirty thousand dollars in sales I was kind of upset and so afterwards I'm like why aren't people buying and I told my staff will make export all of the QA from GoToWebinar any to see why people aren't buying and so I spent like thirty minutes reading every single question people had submitted and all sounds like Wow everyone's having questions about this and about this and about this and I found out all these questions I went back in and I tweaked my slides I changed a whole bunch of stuff I moved things around I changed the order I shared cases that would help strengthen positionings I tried to answer all the questions people had and then after I did that then uh that is like four hours later had the webinar so I'm going as fast as I can the webinar happens I get on with less people on the webinar I did the webinar and that when we closed away did a 120,000 dollars in sales on the live webinar four times as much from a couple tweaks without webinars over I was like holy crap we made way more money they export all the questions let's find out what people are stuck at exported the questions that read them all came back tweaked my slides sweet my slides three is there another person boom - 150 grand cells and export the questions and I've done the webinar live probably man 40 or 50 times every time export the questions I changed my slides so this is the living breathing thing that's always changing and always evolving if I didn't want to automated webinar and then just use that I would have left millions and millions of dollars online so there's long now to tell you to do your webinars live the first time right so you quit are live on Wednesday when it's when it's when it's done then I transition over we say - uh it's everyone directly like hey this is a replay because the problems like a lot of people get on the webinar and they're waiting for a replay so they never show up and I and and I will always make more money if they show up okay and so I need them show up so what we do is we try to train the webinars over and say hey webinars amazing ton of people want you know are interested in on it so what we're gonna do is we're gonna do a live encore I don't sale I said we're do an encore webinar this Friday at the exact same time you need to be on it okay so then we've wrote that Thursday say hey Friday's webinars - haven't go rear edge astir said register re get some of the videos but send me on Friday morning and then Friday hour before hey webinars happening now we got all these people reengaged in the sequence to re-watch the videos and now a huge percentage show up they didn't show up the first time cuz they're like man this is so good I missed it the our course is happening so they came to encore and then we sell them again now this time on the Friday webinar I do not do those ones live I take the recording from the earlier Wednesday webinar and then we replay that and for us to use GoToWebinar should replay it through GoToWebinar and that's how we do the the Friday webinar okay there's people you can hire there's a couple different companies that will actually they'll log on your GoToWebinar account the record your Wednesday webinar and they'll go on the push play on a video and it looks like it's live people have no idea that it's not live because it looks live and I have my entire staff logged in go to webinar answering QA during the webinar and so it makes it seem very very live and usually will get not quite as many but almost as many sales from the Friday webinars view the Wednesday webinar then when Friday ones over now we transition into like our into like and replay then go watch online so Saturday morning an email for a replay then Sunday morning they get an email for the replay plus what we do is we print out the cliffnotes of the webinar which is basically take screenshot I've everyone the sly with some text it kind of explains that kind of they can read through the webinar and I've having a big PDFs like a 70 page PDF so I was like here's the replay but if you're in a rush print out the clip floats right now and go read these because this offer is going away tonight at midnight like you need to go here's a clip notes read really really quick and then Sunday we do one more one more email six hours before we end that we close the cart which gives them the replay gives them the cliffnotes plus gives them urgency and scarcity now I don't know what it is about humans but if we don't have urgency and scarcity half the times we won't ever move we get about a third of our sales in the last six hours every single time and it comes from us saying six hours left this offer disappears forever if you want click phones for free for a year you've got you've got six hours go and people all of a sudden are gonna make decisions when something's about to disappear and that right there is the sequence we take them through so that's what I call the perfect webinar funnel now again this is based on a joint venture partner emailing their list or SEMS right they're sending one two three four five six seven eight nine ten emails which may seem like a lot some people will never send you ten emails some people will so we try to get that and they're like I'm on to ten emails on my okay how about you do Monday Tuesday Wednesday and then let's do a Thursday and the Sun whatever it is right after I get as many as I can on him cuz the more they get the more mine they'll make the more money we'll make okay now I want to give you guys and I did how much more money you can make with this so I've done the webinar with the the funnel x1 off-mike they'll same three times the last eight months first time we did it we did like 150 grand second time we did like I know 80 or 90 grand but it was like three months later I'm like obviously you never do bought it started gonna buy and then we did it one more time like last month and last month we said let's follow this process to a tee so we mapped out we did it all in the webinar live we did eighty thousand dollars live and then through the whole sequence was all sent down we ended doing two hundred and fifty thousand dollars in total sales so we more than doubled ourselves from the webinar through this replay sequence okay so it was worth it heck yes who's worth there right so it's awesome somebody has may not have JV partners or emailing she would say how does how does work for me same process I'd be driving Facebook Ads Monday Tuesday Wednesday the registration page and then Thursday Friday I'd changed the message to the webinar was amazing encore replay happening here and she's my facebook ads - here Saturday Sunday Sunday and also have the app some registers here then the email sequence internally is going through and push people to Thursday Friday Friday Saturday Sunday Sunday okay so that's kinda how we we do it hopefully that makes sense all right let me show you as I think I might have found the the three indoctrination pages let me see if I can pull him up real quick so we're doing this process with J Boyer i'm thursday so a couple days and this is this is the sequence he is following we didn't see webinar with him a couple months ago when he's doing it again and my guess is it'll do amazing alright cool repatriation boom-boom-boom so this will be obviously 53% conversion around the landing page i told you what this curiosity base what registration pages work like crazy okay let me see if this is the right page i think it is alright cool this is the right one so let's just loading here okay so these are the videos the athlete register i sent out these three videos here in rome so this is video number one alright and I kind of went sometimes I get symmetric is that I word to Matt dramatic exciting so we do these high production videos you don't have to do these most of our students just do iPhone videos but we've films holding the octagon is really fun right so video number one was the anatomy of $500,000 a month sales funnel video is how to design your funnel and be number three is how to build your funnel in ten minutes okay so I kind of do similar like a product launch via the same product launches before so the first thing they can be number one hey here's the anatomy of a $500,000 a month funnel so you watch this video it's kind of fun entertaining so not bored and kind of just and this is where I show the funnel and I just kind of they see that process right a couple things we also do I'm reminding him hey the webinars happening here don't forget your free click funnels account here's a three secret side these other things on the page as well just keep reminding this is happening that's kind of that's page number one right then the next day to get video number two which is right here okay this is my talk about how to design your funnel so it starts in the Octagon back here at these guys so and then I come here to the office and actually we map out we map out a funnel together me and Mandy and get some all excited and I see here's the funnel special and how to design their funnel now they're like oh cool not how to design a funnel okay and in video number three now is then I show so hope points like I show like here's Chris who's like a really good designer here's Mandy who's like an author's never design anything and Manya's able to beat Chris how fast to build their their sales felt like she built a whole funnel in time he started like halfway through the landing page which is kind of fun and then we transition and I do demo and click funnels okay so you see I like those three videos just gets them excited about click funnels in the webinar on what's happening all those kind of things and that's kind of the point of these is to get people excited sticking to action one show up on the webinar okay and again everything on the page around here's here's your ticket again your webinars happening in two days right down these steps here's a video talking about what what click funnels is and so it get some more more sighs so when they show up the webinar I'm like how many guys no click funnels is happy break all right signed up yesterday oh I just found out about click funnels and a lot of times it's funny they they really remember that like I'm the one that told me to sign but they're like oh I heard about that somewhere the other day it's like yeah the emails I sent out to you how talking about click funnels which is kind of fun okay no one no more metric I want to share with you guys on this to kind of lead rive this whole thing home so when we launch this webinar initially and again we've gone from you know click funnels we first start trying to sell click funnels we did a big product launch around it and it completely bombed we had I mean way less time sin I thought I was kind of embarrassed and so for man to about two months I was just like depressed might we spent like millions of dollars building click funnels like I know it's the greatest thing since sliced bread but nobody's buying like what's wrong and and luckily my friend might fill same was like hey man and I want you to come to my event and so click funnel so I was like I can't so like we have free trial nobody's even buying it man like I don't get it he's like I don't care I got you on the docket people are clowning you and you speaking on click funnels you got to figure out and you have to sell something for thousand bucks that's like oh man and I literally didn't even start my presentation until his event started I was still in Boise Idaho event start in San Diego and they're streaming live online so I had it on one of my monitors I'm watching this thing right and then so I'm watching this the webinar happened or with a live event so this is like Friday so it's Friday I started my presentation I'm flying out Saturday morning and I speak Saturday afternoon and so I like I literally Ollie did I start this process same way you guys should start it I I open up the perfect webinar script opened my powerpoints I started filling them blanks I'm literally watching this live event happen live well I'm like filling the powerpoints here took me out a day to get this whole thing a hard day because I you know I was working with her to get out then holding together jumped in to plan the next morning flew to San Diego got up on stage gave the presentation just followed my own template didn't even deviate just followed it to a tee and we closed 38 percent the room and it just worked and I went through and I the process I kind of told you guys about and and it's been less than a year since that it's two months from that when that webinar happens and that that webinars taken clickfunnels from being this tiny little company to will do we're doing over a million dollars a month right now and soon will be about two million dollars a month it's just growing really really rapidly and all came off this webinar 100% now what happens is a percentage people come to this funnel they watch the webinar and then they buy but we found for every single person who buys live on the webinar three people sign up for the trial and so while you're not everybody's on the webinar a huge percentage of joining our continuity program and now getting now paying us monthly to be in there and so it's just grown that the residuals of our business as well and so if you look at that as a whole and I'm not telling this to brag tell you guys inspire you that they're like one webinar can change your whole can change your life I remember when I was growing up in this whole marketing world I read a thing from Gary Halbert he said that one idea properly exploited while walking when I did you have while walking on a beach properly exploited will make more money can make more money than ten lifetimes of hard work he also said that you're only one sales letter away from being from from being rich and I'm a big believer that a with webinars like one webinar can change your life like it has for me one webinar has changed my life soon as my family's life changed my team's life changed my entire focus in life because it worked because it inspires people it gets them to take action if you had the right way it's it's not like something like you're selling some why people love it I love being inspired and getting ideas and and when you shatter their belief patterns and now they're right wow they this is I can actually do this now like you you are changing people's lives and and the result from that is the money that you're able to make on the back side of it so I just want to stress that that's why I came honest I know what Joel is doing his powerful I've seen what he's done with other clients and it's been fun watching him I know what it's done for my company I know what can do for your guys's company and that's why I came volunteering my time I'm not making any money off this I just want to share this with you guys because if you do this you can become financially free and it's worth studying it's worth figuring out to create a perfect webinar it's worth doing tons and tons of tests it's worth embarrassing yourself on stage for 10 years and hopefully want to do that because I've given you guys you know this a new starting-point but it's worth it one good idea properly exploited is worth more than 10 lifetimes the hard work and I believe that and it's it's true with with this webinar so I hope that was beneficial for you as I hope you enjoyed what I shared in the last two hours and I want to thank Joel for them to be part of this and hanging out with you guys today was a lot of fun that was just jam-packed full of like valuable valuable valuable content like literally guys people pay you know Russell and other marketing gurus like tens of thousands of dollars to to map out what Russell's showing you right here on the screen and it's completely worth it because like if you're generating $80,000 $150,000 from one replay from from one webinar like it's completely worthless of Russ thank you so much man for for taking taking the time and and I just want to give you a big thank you and I know everyone that's on board right now they've been even loving the content so thanks a lot man I'd you appreciate it cool no worries man appreciate it