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Q&A With The Kids
Behind the scenes conversation with a bunch of young entrepreneurs. ---Transcript--- What’s up everybody? This is Russell Brunson, welcome back to Marketing Secrets podcast. I’ve got a really fun special episode for you today. Recently I had someone in our community contact us and say “Hey, we run a school with kids from (I don’t even know how young), from first grade up to sixth grade.” I think the oldest kids were about 12 years old. Anyway, they said, “We’d love to have these kids come over and ask you questions about your company, about being an entrepreneur and all that kind of stuff.” So I thought it’d be really, really fun, so we had them come over this last week. And they’d been studying entrepreneurship and business and they were doing a bunch of things, and they had to make a pitch deck to pitch to investors, they were going that night to actually go sell stuff. So this little cute entrepreneurial classroom of kids came here to the Clickfunnels offices, and I thought, you know I’m going to record this just in case anything cool comes out of it. And it turned out to be really, really fun. This is an episode that if you have kids, you should probably pull your kids in and listen with them. I think you’ll hear some new stories and get some ideas whether or not you have kids or not. But this is definitely a presentation geared towards children and getting them excited about entrepreneurship and kind of telling them some stories about how I built my company. It was funny, we had this little microphone box you can throw to them, and they were all fighting over it, they wanted to hear their voice. So you’ll hear a little bit of that. I had my brother try to edit out any of the long pauses, or the awkward things. So hopefully it’s listenable to listen to everything. And it’s kind of fun, I think 8 or 9 kids asked the exact same question, so I had to re-answer it different ways every single time. So hopefully you guys catch that in there. One of the girls talked about entrepreneurship, I asked who wants to be an entrepreneur, and she’s like, “No.” and I’m like, “Why not?” and she’s like, “It’s kind of like a teeter totter, where you’re off a cliff where either you fall of a cliff and you die, or you don’t.” or something like that. And I was, “That is the best explanation of entrepreneurship I’ve ever heard.” Anyway, this is just a fun episode I wanted to post here for you guys. I hope you enjoy it. Again, if you have kids, maybe have them listen in as well. And with that said, I will queue up the theme song and I hope you guys enjoy this Q&A session from the kids group that came into our office the other day. What’s up guys? How are you guys doing? Kids: Good. Russell: Welcome to Clickfunnels. We’re excited to have you guys here. Why do what? Kid: Why do you sound like you have a microphone? Russell: Because I have a microphone. Check this out, I have a microphone here. This is called the catch box, you hold it like this and you talk into it. I wanted to this so that way when we ask questions we can make sure we hear everything. Because it’s kind of fun, and sometimes this room gets loud because we have all these super heroes everywhere that sometimes mess things up. So we’re going to practice this to make sure you guys can make this work. So who wants to tell me their name? Kid: My name’s Garrett. Kid2: My name is Paxton. Kid3: My name’s Brynn. Kid4: My name’s Jack. Kid5: My name’s Liam. Russell: Alright, so my first question for you guys is do you guys know what my name is? Kids: No. Russell: What’s my name? Do you want to catch it? Kid: Jack! It’s Clickfunnels. Kid2: Russell. Russell: You’re right, good job. Okay, thank you. Russell. I am one of the founders of Clickfunnels, which is where you guys are at today. So I heard you guys have been learning about entrepreneurship, is that true? Kids: Yes. Russell: How many of you guys want to be entrepreneurs when you grow up. Kid: No thanks. Russell: No thanks. How come, I want to know why you don’t want to. Kid: The reason I don’t want to be an entrepreneur is well, first of all, I’m afraid of messing up and I don’t like the risk that I’m taking. Russell: Who has a cool thing about being an entrepreneur? Kid: One cool thing is that you can be almost anything that isn’t already a corporation. You could be like a UT bridge kind of entrepreneur. Like Clickfunnels is made by entrepreneurs and it’s made for entrepreneurs as well. Stuff like that. Russell: Okay, so I’m going to tell you guys my story real quick about how I became an entrepreneur, and then I’ll let you guys ask questions because I heard you guys had some good questions. So I didn’t know I was going to be an entrepreneur my whole life, but when I was…how old are you guys? Kid: 6 Kid2: 9 Kids: crosstalk Russell: Who’s the oldest? Kid: 6 to 12 Russell: How old are you? Kid: 12 Russell: 12 okay. So I was about your age, I was about 12 or 13 years old and I didn’t know what I was going to be when I grew up. I had no idea. I remember I was watching TV one night, and late at night there’s these things called infomercials. Any of you guys ever seen an infomercial before? Where they try to sell stuff? And there was this guy on the infomercial, he was selling this book about how to make money in the newspapers, and I was like, that is the coolest thing in the world. And he was selling, you had to pay $40 to buy this kit, and I did not have $40, so I begged my dad for money and he said, “No.” He said, “If you want to have that money, you have to earn it.” So I went out and mowed lawns for a whole month to earn $40 and then I took that and bought this kit on TV that taught me how to make money with newspapers, which was kind of cool. So that’s when I first started learning, I was about your age when I started learning about it, so you guys are in a good spot. So then fast forward to when I was in college. I was going to school and I didn’t know what I wanted to be. I liked to wrestle, do we have any wrestlers in here? What? We got a couple of wrestlers. So I’m a wrestler, so I was wrestling in high school and I loved it and then I started wrestling in college. I came to Boise State to wrestle, and then I met my beautiful wife and I fell in love with her and I wanted to marry her. But guess what you have when you get married? Do you know what this means? Kids: Money. Russell: Money. And I didn’t have any money, I was completely broke. I didn’t even have a job. And I was like, I gotta do something or else I’m going to be in big trouble and my wife’s not going to have a house to live under if I’m going to marry her. So I tried to figure out how to make money, but I couldn’t get a job because I was wrestling. So I gotta figure out a different way to do this. So I thought, you know I could do, I could quit wrestling, but I love wrestling. I was like maybe I could become an entrepreneur and try to sell something of my own. And I didn’t know what to do. So I started trying to learn how to do, how to make money. I was trying to think what my first big idea was going to be. And I tried a whole bunch of things, and guess what, none of them worked. I tried thing after thing to make money and none of them worked, and then one day, one of my friends said, “Russell, do you want to make a potato gun?” and I was like, “What’s a potato gun?” How many people here know what a potato gun is? Kids (inaudible) Russell: So this is a potato gun, and I didn’t even know what it was. I was like, “What’s a potato gun?” and he said, “What a potato gun is, you make it out of sprinkler pipes and you get a potato and put it here and you jam it, so a potato would be right here, and you get a broom and push it down so it pushes it all the way down to right here. And then over here there’s a big hole. So you spray hairspray in here, and you put a cap over the top of it, and then guess what happens?” Kid: It goes boom. Russell: Inside of here there’s a whole bunch of fuel and there’s a potato stuck right here. So in the cap, and I couldn’t find the cap this morning because I think somebody stole it, or somebody just misplaced it, there’s a little igniter, and if you click the button on the igniter it makes a little spark inside of this hole right here, and that spark lights the hairspray on fire. And the hairspray is like, ‘Ugh” and it wants to explode, but it can’t. But guess what it does? It takes the potato right here and goes, pfft, shoots it out and it goes like a hundred yards. How many of you guys know how far a hundred yards is? Have you ever been to a football game before? A hundred yards is the whole football field. It shoots it all the way across a whole football field. Is that crazy? So he told me that, my friend told me that. And I was like, “That sounds like so much fun. Let’s do that.” So we went and we didn’t know how to make it though. So we went on Google and typed in “how to make a potato gun, and then people had different instructions, “This is how you cut the pipe” and “This is how you glue it together” and “You gotta buy pipes this size and this size and this and this.” And we read all the instructions about how to make it, and then we went home that night and we started making it. And we had so much fun. It took us three or four days to build our first potato gun, and when it was done we went out by the airport and we started shooting potatoes, and it was so much fun. But then, guess what happened? We were shooting potatoes and all the sudden this big huge jeep, that had camouflage on it, started coming toward us. And I was like, “What’s going on?” and they drove all the way up and out came this big, huge army guy, with a big old mustache. And he walks over, “What are you guys doing?” I’m like, “We’re shooting potatoes.” And he’s like, because we were behind the airport, he said, “You’re on government land. You cannot be shooting things back here.” And I thought I was going to go to jail. I was so scared. I was like, “Ah, okay. Okay.” And he’s like, “How does that thing work?” So I kind of told him, and he’s like, “It doesn’t go that far.” I’m like, “No, it really does.” And he’s like, “Prove it.” I’m like, “Really?” so he said, “Yeah.” So he started shooting guns with me, this big police man who was going to arrest me. And he shot like 5 or 6 potatoes with me, and then he’s like, “Okay, you can’t shoot back here or I’ll have to put you in jail. So go shoot them out in the forest or something.” And he let us go and I was like, “Oh good, I thought I was going to go to jail.” So luckily I didn’t. So then, we had so much fun making these, they were so much. The next day I went back to school…yeah? Kid: Why didn’t he arrest you for having an illegal and dangerous weapon? Russell: That’s a good question. He said, “How come he didn’t arrest you for having an illegal and dangerous weapon?” I think it’s because he thought it was kind of cool. It could have been worse. Anyway, luckily he didn’t. I don’t know why, but I’m super grateful he didn’t arrest me. So anyway, I went back to school on the next Monday and I was sitting there thinking, “What should my business be? What should my business be?” and all the sudden, boom, the light bulb went off in my head. Have you guys ever had that before? You have an idea? I was like, “What if there’s more people besides me that want to make a potato gun? What if I’m not the only person.” And I thought, I’m going to see if there’s more people besides me. So on the internet, what’s cool is it will show you how many people are typing in different searches in Google. And guess how many people were looking for potato gun plans that month? Kid: 200,000 Russell: Ooh, I wish. Kids: crosstalk Russell: 500, 100. Kids: Crosstalk Russell: So if you look at the entire world, around the whole world, there were 18,000 people searching for how to make potato guns and nobody was selling a product on how to make potato guns. I was like, “What if I made a product on how to make potato guns? I could make some money. This would be the coolest thing in the world, and I could get arrested.” So I had the idea. So then I called my friend up, his name is Nate. I said, “Nate, we’re going to make a product teaching people how to make potato guns.” And he said, “How do you do that?” and I said, “I don’t know. I’ve never done it before, but let’s figure it out.” So we borrowed a video camera from somebody and then we drove down to Home Depot, maybe it was Lowes, I can’t remember. Home Depot or Lowes, and we walked to the sprinkler isle, and I had all the sprinkler pipes and I recorded a video and said, “When you buy the sprinklers, there’s a secret, you have to make sure that the PSI is right. So if you look on here it talks about the Pounds per Square this thing can handle.” Anyway I summarized how much that is, how much these are, and what sizes. So we made a video of us buying all the pieces of the gun. Then we drove to my wife’s work, where they had a little workshop, and we made a video us, recording gluing the thing together and making the actual potato gun. Then we drove and filmed us at school writing out all the different formulas and how, you know, all the different plans on how to make potato guns. And we took all those different things and we put it on these videos and then we made a dvd. And this was my very first dvd, it’s called HowToMakeAPotatoGun.com. And this dvd taught people how to make a potato gun, just like that. So this was my very first product ever made, and there’s the dvd inside. Do you guys even know what dvd’s are? You’ve seen those before. Kids: Yeah. Russell: I know, it’s a pain. It gets scratched, they have to rebuy a new one, which is good for me. Kid: Just put a bandaid on it. Russell: I don’t think you can put a bandaid on a dvd, but that is a good idea. Alright, so this was my very first dvd, and I was so excited, I’m like, “Now what do I do? How do I sell it?” and I didn’t know how to sell it. So I went and got this website, howtomakeapotatogun.com and then I put up a webpage to sell it. And it had a little picture of the dvd. I said, “Here’s a dvd teaching people how to make potato guns, just like the one that I just made. And I started buying ads. So when somebody would go to google and type in “How to make a potato gun.” They would see my ad and see, “Do you want to learn how to make a potato gun? Click here.” And they’d click on my ad, come to my webpage, and a lot of them started buying this dvd for like $27, they’d buy the dvd. And that’s how I got started as an entrepreneur, I started selling this dvd. I sold a whole bunch of them for a while, and that was my very first product. Any questions about that at all? Kid: What was the hardest part about making it? Russell: Ooh, good question. The hardest part about making it is I didn’t know how to edit videos. So we recorded them on this camera, and then I didn’t know what to do. So I had to read books about how you get them from the video camera onto the computer. So then we got them on the computer. And it’s like, how do you turn it into a dvd? I didn’t know how to do that. So then we had to edit the thing, then we had to glue it together, put it together, then we had to burn it on dvd. So learning how to actually make the dvd was the hardest thing for me. Kid: What was the most difficult thing about making your whole business? Russell: The most difficult thing about making my whole business was probably believing it was going to work. A lot of times… Kid: It seems so fun. Russell: A lot of times we have an idea but we’re like, is that really gonna work? We have to do all this work, should I do it or not? So the hardest part is just believing it will actually work the very first time. Kid: And how did you make it? Russell: Alright, who else has got a question? Kid: What was the easiest part about making your business? Russell: The easiest part, man, there’s not a lot of easy parts. There’s a lot of hard parts. The easiest part was probably after it started working. Because there’s a lot of hard work to get it started, then when it started working, then guess what? The webpage was there, my ads were there, and I’d go to school every day, I’d go to wrestling practice, and while I was goofing off and having fun, people were going to Google, type it in, click on the ad and they would buy. So even when I was sleeping at night, people started paying me money. So I was making money in the morning, at night, when I was on vacation, the money kept coming in. So that was the best part. After all the hard work was done, then it just started making money whether I was there or not. Kid: What, how much money did you make every day? Russell: Good question. So this product, this was my very first one, so it never made me tons of money. But it was making probably between 25 and 50 dollars a day. But for me, how many of you guys think that $50 a day would be amazing. So it was tons. When I was going to college I was like, $50 a day is a lot of money for me. It was really, really cool. Good question. Kid: My name is Paxton. Russell: Thanks Paxton, you’re awesome. Kid: What inspired you to make the potato gun? Russell: Ooh, good question. So when I was trying to figure out what to make, I was looking around and I saw a lot of other people selling things. So I was looking at what’s everyone doing? And I had a friend, one friend who was making a product teaching people how to do baby sign language. So I was like, that’s kind of cool. Because she was really good at teaching babies sign language. I had another friend that was teaching people how to do hair bows. They’d make hair bows, any girls have hair bows? They’d make these really cool hair bows, and they had a dvd teaching that. So I saw three or four things, I saw all these people who were really good at something, they made a dvd teaching it, and I was like, “I’m not good at anything. What could I do?” and then when I made that potato gun I was like, “What if that’s my thing? What if I make potato guns?” So that was my very first, that’s how I got the inspiration. Kid: What was your biggest regret? Russell: My biggest regret…hm. Probably my biggest regret is I didn’t start sooner. I waited for like 2 years before I made my first product. I was thinking about it, talking about it, I was scared. So I didn’t do it. I wish I would have started faster, because I would have started having success faster. Kid: How much money did you make every year? Russell: Every year? Well the first year I didn’t make very much money. I made maybe $10,000. And then it started getting bigger and then one year I made a million dollars in a year, which was so cool. And then it got bigger, and then Clickfunnels, this company now, I’ll tell you what we do in a minute, but Clickfunnels did over a hundred million dollars last year. What would you guys buy with that? Just kidding. Kid: I’d buy the company. Russell: You’d buy the company. Kid: What was your favorite part? Russell: My favorite part? I love when somebody buys your product and then they use it, and they have success, that’s the best. So someone who’d buy it, they’d make a potato gun and they’d send me a picture, “Look at my potato gun that I made?” Yes, that’s awesome. I helped them do it. Kid: How many did you sell in the first week or month of you releasing it. Russell: Good question. First week, I don’t think I sold any. First month, I probably sold 5 or 6. And then it got to the point where I was selling about one a day. So probably 30 a month. One or two a day was kind of average. Kid: Do you have any advice for people who want to be an entrepreneur or want to get what they’re doing out there. Like if you’re streaming and stuff. Russell: Yes, great question. Can I tell you a story about that? I have a friend, his name is Jacob Hiller and when he was born he wanted to be able to dunk a basketball. How many of you guys here can dunk a basketball? Kid: In a baby. Russell: How many guys dunk on a ten foot hoop? It’s hard right. I still can’t do it either. I’m not good enough. But he wanted to be able to dunk that. He loved basketball, but he couldn’t quite dunk it. He said his arms were a little bit shorter, so he couldn’t ever dunk. So he said, “I want to figure out..” He set a goal, he said, “My goal, I want to become someone who can dunk a basketball. How do I do that? I can’t dunk right now. I have to learn some exercises.” So he stared reading books and started studying, how can I increase my vertical. That’s what they call it, you’re vertical, how high you can jump. So he started learning, started watching videos, and reading books, and then that’s how he started. Then he started learning some stuff and it started helping him. And he thought, “I’m going to start a YouTube channel teaching people what I’m learning.” So he started this YouTube channel, and in the YouTube channel he would learn something. So he would learn, if you do a certain exercise it will make you jump higher. So he’d show people how to do the exercise and posted a video on that. Then he’d post another video learning other ways to increase your vertical. And he had a whole bunch of videos and started posting them on YouTube because he was loving it. He was learning it and then he would share it as he was learning what he was learning. And then one day he ended up having about 10,000 people who were following him on YouTube, and he’s like, “This is so cool. I have all these followers that are following me and I don’t know what to do with it.” So he asked those guys, “What do you guys want me to, what can I do?” and someone said, “I wish you’d put together a book that would teach me all the different ways you learned how to jump.” And he’s like, “Okay, that’s kind of cool. I could do that.” So he wrote an ebook. Do you guys know what an ebook is? Kid: Yeah, it’s like a book that’s online and it’s really cool. Russell: Yeah. So he wrote his first ebook and all it was, was a whole bunch of different ways that he used to jump higher. So he’d show, “Here I tried this exercise and how I did it.” And then “This exercise” and he showed like a hundred different ways to jump higher and he put it together and he called the book The Jump Manual, teaching people how to jump higher. So he got that all done, he started being excited about something, then he started talking about it every single day until he got a lot of people following him, then he came out with his very first product, which was an ebook. I think he sells the ebook for $37, and he makes 3 or 4 thousand dollars a day, every single day, selling that book. But what’s crazy, he did that while he was in college, then he met his wife and they fell in love and got married, and they said, “Where should we move to?” and he said, “Our business is on the internet, we don’t have to live anywhere.” And they said, “What if we just picked somewhere really cool.” So his wife a globe out, a big globe. You guys know the big globes? Kid: Yeah, yeah, yeah. Russell: And they spun it like this, and said, “Ready go.” And they stopped it and it was like, “Kenya.” And they’re like, “Let’s move to Kenya.” So they got in a plane, packed up all their suitcases, they didn’t have a house yet, and they flew to Kenya, and then in Kenya they found out there’s warriors called the Maasai warriors. Have you ever heard of them before? Kid: No. Russell: Well, guess what they’re famous for? Jumping. They’re famous for jumping. They go out in these plains, in the desert and they jump. So they got to Kenya and he’s like, “There’s these guys that are great at jumping.” So he got his video camera out and said, “Teach me how to jump better.” And these warriors in the middle of the desert in Africa taught him how jump higher and he filmed it all and posted those videos online like, “I learned how to, these cool jumping tricks from these guys.” And he said, “If you like these you should go buy my book.” And more people bought his book. So he lived there in Kenya for 3 years, excuse me, 3 months and the whole time they were there people were buying his book on the internet, so he didn’t have a job, he was just living and having fun. And 3 months later they said, “Let’s move. Where should we move to? I don’t know.” So he got the globe out again, they spun it, “Here.” And it was like the Great Wall of China. They’re like, “We’re moving to China.” So they flew to China and they got to China and they’re like, “What should we do in China.” And they said, “Well what kind of exercises can we do on the great wall of china? We can sit against the wall, I can do jumps on the wall.” So they made videos of him doing all sorts of exercises on the great wall of china, and put those on YouTube and then more people bought his book. And then 3 months later they spun the globe again and picked a new spot. And they’ve been doing that now for like 8 years. They have not had a house for 8 years. Every three months they pick a new place around the world and they fly there and live there, and their internet business, people keep buying his ebook while he’s traveling the world having a good time. Is that cool? Kid: And another question, is buying ads for your video even worth it, in your opinion? Russell: Definitely. We spend about $750,000 a month buying ads. So we spend a lot of money because it’s the fastest way to get to people. There’s free ways you can do it, but it takes a lot longer. If you can buy ads, it speeds up the process a lot. Kid: But for smaller YouTubers who are trying to get out there. Russell: Yeah, so it’s good to buy ads when you have a product to sell. Because if you’re just buying ads to grow your channel, it’s hard because you’re not making any money and you’re just spending money. But if you have a YouTube channel and you’re selling something on the channel, then it makes sense to buy as long as you make more money than you’re spending. That’s all we’re looking at. I want to make sure that if I spend $1 I want to make $2. And you just kind of watch that really close. Good questions. Kid: What was the best part after you made your business? Russell: The best part is, let’s see, there’s been a lot of really, really cool parts. But I think my best part is there’s this group, have you ever heard of Operation Underground Railroad? Have you heard of it? You think so. Do you guys know what the Underground Railroad is? Did you learn about that yet in school? What’s the underground Railroad? Kid: It’s how slaves get away from their owners. Russell: Yes, the Underground Railroad, how they freed slaves back in the day. So, Operation Underground Railroad is an organization, it's called a charity, and they help save people who are enslaved. Did you know there are still people in slavery? There are little kids that get kidnapped that are put in slavery, and they think there's over 2 million kids right now that are in slavery all around the world. It's really sad. So, there's this group and they go in and they try and save these little kids. So, the most exciting thing so far is the last two years a in a row we helped raise money for Operation Underground Railroad. We raised over $2 million for them which is enough money to save almost 1,000 kids from slavery. So, of everything we've done, that's the thing that's the coolest for me. Kid: How did you get the idea of ClickFunnels? Russell: Ooh, good question. That's a great question. Ken, so after I made my potato gun… So, I made my potato gun and we were selling this, right, and then what happened is I wanted to figure out how do you make more money. I was just selling DVD, but I wanted to make more money. So, I had a friend and he said, what you need to do is you need to add an upsell. Do you guys know what an upsell is? Kid: No. Russell: Who's ever been to McDonald's before? So, you go to McDonald's and if your mom or dad says, hey, I want to order a Big Mac. Then what does the guy say at the drive-through, do you know? Goes, a Big Mac, do you want a fries and drink with that? You heard him say that before? Kids: Yes. No. Russell: That's called an upsell. Kid: I don't go to McDonald's. Russell: Good, it's bad for you. That food kills you. Anyway, but if you go, that's called an upsell. So, my friend said you should have upsells for this. I said, what does that even mean? He said, well, when someone buys potato gun DVD, what's the next thing they need? I said, well, they have to go to Home Depot and they have to buy all the pipes and all the stuff and the glue. He said, what if you put those together in a kit and then just sold the kit, and you send the kit out to people? I said, that's a cool idea. So, I found somebody to make these kits and they make a potato gun kit. Had all the pipes and everything, all the glue, everything. So, what we did was somebody would buy the DVD from me and they'd say, I want the DVD. Then the next page would say, cool, you bought the DVD, we're going to send it to you. Do you want us to put one of these kits in the mail that way you don't have to buy the pipes, you can just glue them together? Out of every single person who bought the DVD, for every three people got the DVD, one person would buy the kit right there. So, that's what we call a funnel. A funnel is where you take people through a sales process. Someone buys a DVD, and then someone buys the kit. So, that's kind of what a funnel is. I know it's kind of confusing, but that is what a funnel was. So, we did it for my own business. I did it for a lot of other people's businesses, and then one day I met this guy named Todd. He's my business partner in ClickFunnels. He lives in Atlanta, Georgia, though. You guys know where Atlanta is? Couple of you guys. So, he lives in Atlanta, way over there, and he said, what if we build software that makes it super easy for people to make websites and funnels the way that you do. So, he built the software and we decided to call it ClickFunnels. So, what we do is we help entrepreneurs and we teach them about stuff like this. Teach them how to start their own businesses and then they use ClickFunnels to build-out their web pages and their funnels. So, that's how we got the idea for ClickFunnels. And you guys know what a Funnel Hacker is on your shirt? Kid: No. Russell: A Funnel Hacker is someone who uses ClickFunnels. So, you guys are all Funnel Hackers now. So, that means you are a part of our tribe. So, all of our people they say, I'm a Funnel Hacker. Kid: What was your most exciting part of starting your business? Russell: Most exciting? So, there's this guy, he's 6'7". You know how tall that is? It's like this tall. His head's like this big, and he's super-famous. His names is Tony Robbins. Any of you guys ever heard of Tony Robbins before? Kid: Yeah. Russell: You guys have? Kids: crosstalk Russell: He could be. Anyway, Tony Robbins is cool. He was someone I saw him in movies, on TV, and he was super-famous. I always thought he was awesome. So, about 10 years ago, I got to meet him, and then he had me fly out to Fiji. You guys know where Fiji is? You do? Fiji's awesome. He owns a resort in Fiji, so I flew to Fiji and I got to speak at his seminar. Then he spoke at my seminar which was super cool, and then recently we became business partners. So, I got to be friends with somebody who was my hero for a long time, and I even became friends and business partners with him. So, that's probably the most exciting to be able to hang out with a giant, he's literally a giant. He is so cool. Kid: What was the most expensive part of your business? Russell: So, for ClickFunnels there's over 300 people that work here. Not all of them in this office, but it costs us a few million dollars a month to pay everybody who works here. So, that's by far the most expensive is all of the people. Okay. But they are amazing people, so we love it. Kid: What was the most fun part? Russell: Ooh, the most fun part? Let's see. I think the very first time I made my very first sale, that was so fun because I tried to sell something, nobody bought it. Then very first time somebody gave me money, I made $20. Someone bought something on the internet from me, I made $20. I was so excited that I called my wife up, I said, we made $20. She said, that's not very much money. I said, I know, but it's the very first time I made money on the internet. So, we went out to dinner and spent that $20 on dinner and a movie. And then guess what? Kid: What? Russell: The next day, the person who paid the $20, he asked for a refund and I had to give it back. But it was the very first one, so it was still exciting. Kid: Can we watch your potato gun video? Russell: Oh, I can give one to your teachers, if they want to make a whole class on potato guns, I don't think… But that's up to them, not to me. Kids: crosstalk Russell: That would be a cool class in school, but I think Potato Gun 101. Yes? Kid: Like, on the commercials it cost a lot of money. Have you ever been in debt from the commercials? Russell: Mm-hmm, yeah, a couple of times we tried to... A couple of times we did commercials and they didn't make any money, and we got in some debt. But we were able to pay it off. What happens a lot of times, a lot of times you'll do a lot of different commercials or ads, and sometimes some of them work and some don't work, but hopefully you get more that work than don't work. And the other thing is if you put a commercial on TV, it costs a lot of money, but if you put a commercial on Facebook, it doesn't cost very much money. Kid: What made you come up with the name ClickFunnels? What's the inspiration for that? Russell: Great question. So, we had this other company that we tried to start back in the day called ClickFusion. I was thinking that's a cool name. I don't know why we thought it was kind of cool, but guess what? That business failed three times. It kept failing, and so when we started the idea for ClickFunnels, Todd, who is my business partner, I said we should call it ClickFusion. He's like, ClickFusion always fails. It's bad luck. We should call it something different. Like what should we call it? Like Click Waffles, Waffle Funnels, Funnel Ice Cream, Funnel Cake, Funnel, and then all of a sudden he said, ClickFunnels. I was like, ooh, that sounds cool. Let's see if we could buy it, and nobody owned it. So, we're like, yes, so we bought ClickFunnels. Kid: What do you sell besides weapons of death by potato? Russell: So, besides weapon of death by potatoes? So, I've written some books. Want to see? So, I've written these books. I wrote this book right here called Expert Secrets. I wrote a book called DotComSecrets. So, I sell these books. We also do seminars where we have entrepreneurs from all around the world. They fly actually here to Boise sometimes. We actually, last week we had people here from all around the whole world and they pay us to teach them how to build funnels, and then we also sell ClickFunnels as software. So, most of our money comes from ClickFunnels from the software. We use these as coaching people on how to build businesses or it's the ClickFunnels software. That's where most of the money comes from now. Kid: Where were you originally from? Russell: I grew up in Utah. Kid: What? Russell: Yep, I grew up in Utah and then I actually, I told you I was a wrestler, remember? So, I wrestled, then I wrestled at BYU, and then BYU dropped the wrestling program, so I was like where should I got to wrestle? And Boise State had a program, so I moved to Boise, and I've been here ever since. Kid: Is it hard or easy to own your company? Russell: Ooh, good question. Some days it's really easy because I wake in the morning and I'm like, I can do whatever I want. I don't have to wake up. But some days it's really, really hard. Some days you wake up and it's like, for me I have 300 people to work for me, so if we don't make money, then where are they going to get paid from? And somebody and they have all their kids. Sometimes it's kind of a stressful thing to manage a lot of people who rely on us. So, some days it's really nice. I go on vacation for a week and not worry about it, or a couple of weeks, but some days it's really stressful. So, that's with entrepreneurship there's really good things and really scary things at the same time. Kid: Why is your logo like a tablet with gears? Russell: Oh, good question. So, when we started ClickFunnels, we needed a logo design, so we hired this guy, his name is Mantis, kind of like praying mantis, but he's Mantis. He lives over in Europe somewhere. I don't even know. And so I said I want a really cool logo, but I don't know what it looks like. So, he designed 20 different logos and a whole bunch of different ones, and that was one of the ones he designed. I was like, ooh, it's kind of cool. That was my favorite one. I like the gears because we can do gears like, on my jeep we could have gears on it. We could put gears on our T-shirts and things like that. So, that was just the favorite one I liked of all the different ones that he designed. Kid: Did you ever get like, when you wrestled, did you ever get really hurt really bad? Russell: Nothing too bad. I got hurt a little bit, but I never broke a bone or anything super bad. Kid: What was your favorite part about starting your business? Russell: I think my favorite part is my boys now are wrestling. My kids, they do a lot of sporting things, and it's cool because I can leave any time I want in the middle of the day, and go and see them. Go see them at wrestling practice, or I can do things like that. I kind of set my own schedule. So, those are my favorite things. I can set my own schedule and be able to to whatever I want. Kid: Were you nervous at all? Russell: Oh yes, all the time I get nervous. Especially sometimes I get to standup... So, this is kind of a little stage, and there's about, I think about 50 people can fit in here. But this year in February I spoke at a baseball stadium with 35,000 people in it. So, I walked on this huge stage and there's 35,000 people, and that was really scary, but it was pretty cool too. Kid: If you don't have this restrictive access, what's the next product you plan on selling if you are going to? Russell: Oh, that's a good question. I love software. The software business is fun because you create it once, and people pay you every single month for it. So, I think if I ever sold ClickFunnels or if I ever got unrestricted access to whatever, I'd probably call my business partner, Todd, up I'd say, okay, let's build some more software. This will really be fun because it's really nice. Some businesses are hard because it's like you have to ship products from China, or the supplements, you have to get all the materials and mix them all. This ones just nice because it's like we have a bunch of programmers who make the software better every single day. But people are just buying the software, they keep paying every single month. They keep using it. Kid: Also, I'm wondering where did you get your, you know, you said you had that extra pack with all the tubes and stuff, where did you get those things? Do you ship them in? Russell: Oh, the sell the kits? Kid: Yeah. Russell: There was a guy in Northern Idaho who I met who was selling potato guns online. He wasn't selling very many of them. So, I bought a kit from him and I'm like, these are really cool. So, I called him and I said, hey, you're selling these kits, I'm selling DVD, if I sell your kit and I pay you for it, will you ship it out to people? And he said, yeah. So, I think, I can't remember exactly. I think I'd pay like $50 to buy the kit from him, and I'd sell it for $200. So, basically, somebody would give me $200 and then I would send him $50, and he'd send the kit to them. It was really cool. Kid: Would ClickFunnels be something that smaller YouTubers would may be beneficial to them or would it be like- Russell: You want to be a YouTuber? No, for sure. In fact, we have a... Did you see the bathroom hallway yet or the kitchen? So, we have a really cool thing that we created, it's called the Two Comma Club. When somebody makes a million dollars inside of a funnel, we give them this huge gold record and there's two commas in it. Do you know why it's called Two Comma Club? Okay, this is why. If you draw a million dollars, this is what a million dollars looks like. That's a million dollars. How many commas are in a million dollars? Kids: Two. Russell: Oh, so we call it the Two Comma Club. So, anytime somebody makes over a million dollars, we send them a trophy like this and there's two commas it says, you're in the Two Comma Club. So, when you guys see we send them a big one like this big, and then we put a small one in our office. So, when you guys do a tour, you'll see all these all over the place. And then there's a silver one that means they made $10 million in side of funnel. So, anyway, I was going to tell you this because we have some kids right now, there's one kid who's I think... What's Caleb, Caleb's 17 or did he just turn 18? Well, anyway, one kid was like 17 or 18, he won a Two Comma Club award. We've got a couple of other kids that are teenagers that are like 15, 16 year old, that have almost won a Two Comma Club award. So, there are kids that are not that much older than you that are doing this. We had one girl who was here last week, when she was 13 years old, her mom taught her about how this whole business works, and she started selling scarves. And at 13 years old, she made over $100,000 on the internet selling scarves. Is that crazy? And then when she turned 16, she didn't want to get a driver's license because she had too much money, so she just had Ubers drive her around everywhere. So, she never got a driver's license. That's how much money she had. That be crazy? Take an Uber to school every day. Kid: If you're just selling merchandise on your channel, like you know how YouTubers sell merchandise? Russell: Yep. If you were to make some merchandise, would it be worth it to advertise it through your ClickFunnels or no? Russell: Yeah, for sure. Kid: Okay. Russell: Yep, for sure. Kid: What was the part that you found most interesting? Russell: Ooh, the most interesting? Definitely is all the different people we've had a chance to meet. So, people that started using ClickFunnels. First we didn’t know who was going to use it, and then we started meeting these amazing people. Like there's one guy, his name's Chris, and Chris had cancer. He almost died of cancer, and he figured out how to fight cancer, and he ended up not dying. So, he wrote a book called Chris Beat Cancer, and he was trying to sell it. He started selling it on ClickFunnels, and he's helped tens of thousands of people to overcome, to be able to fight cancer now from his book which is really, really cool. That was just one person, and there's so many interesting people like people selling all sorts of things. So, definitely my favorite part is just seeing all the cool people that we're helping and letting them sell more of their products to help more people. Kid: What other awarenesses do you help with? Russell: So, the main ones that we do, we do Operation Underground Railroad to help children from slavery. We go to Kenya every year. We build schools in Kenya for kids out there. And then we, a lot of the people that work with us do stuff like, one of these guys, he helps gym owners to build up their gyms, and last month... You guys know who Arnold Schwarzenegger is? Kids: Yeah. Russell: Arnold Schwarzenegger is like Mr. Olympia like 20 years, like the strongest man ever for a while, he gave $100,000 to Arnold Schwarzenegger to The Boys and Girls Program or, yeah Boys and Girls. So, we got to meet Arnold Schwarzenegger to give him $100,000 to help all these kids. So, a lot of people that we help, help tons of different organizations and charities too. It's really cool. Kid: What was the hardest part of your job? Russell: For a long time the hardest part was how to fire somebody. Oh, that was the worst. Someone works for you and they're not doing a very good job, you'd be like, I have to fire you. In fact, the first time I fired someone, guess what happened afterwards? Kids: What? Russell: I cried for like 10 minutes. It was really bad. I don't fire people anymore which is really nice. The hardest thing now is sometimes when ClickFunnels has a problems, we have 89,000 people that use our software, so like one time we were flying to London and when I was in the air, ClickFunnels went down, and everybody's websites, and everybody's Funnels went down. When I landed, people were super mad, and I got thousands of messages on my phone, everyone who was mad that all of their websites were down, and that was not very much fun. So, those are the hard parts sometimes when stuff like that happens. Kid: What's the hardest part that happened to you before, like in the start of your business? Russell: The start of my business? Twice I almost went bankrupt. Twice when I started making a little bit of money, and then I lost it all. That was the first time I had like probably six or seven employees, and then I couldn't afford it all, and we almost lost it all. The second time I built it to 100 employees, I was like, this is amazing. And then everything fell apart and I had to fire 80 people in one day. Oh, that was really hard too, so there's a lot of ups and downs. Someone earlier, oh you back here earlier said you didn't want to be an entrepreneur because of the risks. So, the nice thing to being an entrepreneur, there's two things, right. There's a lot of risks. Like a lot of times you can fail, and if you fail, you don't get paid anything. Like when I show up at work, I don't guarantee to get money. When you're an employee, if you get a job, you always get paycheck every two weeks. For me, I didn't get a guarantee. But the upsides is that you can make unlimited money. So, you have unlimited... There's no ceiling on it, so you kind of have the both. You can lose everything or you can make everything, but that's the scary part of it. But I still think it's worth it. Kid: It's sort of like a teeter-totter, like hanging off a cliff. You either fall or you live, so. Risk or no risk? You go on it, you risk your life. You don't, you stay alive. Russell: There you go. The entrepreneur teeter-totter, you either live or you die. The last question. Make sure it's the best one ever. Kid: What's your favorite part about your job? Russell: All of the people that work here at ClickFunnels are my best friends, so my favorite thing to come in everyday and I get to see all of my best friends. We all get to hangout and talk about business, and have ideas and brainstorm, and it's just fun to hangout with all of my friends everyday. Man: I'll give you one more final maybe tough question. Russell: All right. Man: As you've built this, obviously, you've had to venture out into different things whether that's speaking, or hiring people and firing people, all these different things. What would you say has been the greatest fear that you've had to face? Russell: It's tough because there's a lot of fears that go into starting a business because the path never, there's never a path. It's always you're just kind of like, so when you hire your first employee, you're like do I hire somebody, do I have enough money to hire? Like what's the rule, what's the laws? I don't even know, but I know I need help. It's just like you hire them, and then you're like waiting for everything to collapse. Then you're like, okay, nothing bad happened. Okay, cool, then you hire another person. My first time I hired eight employees before I knew I had to pay taxes. I didn't even know that was a thing. I had no idea, and I found out later. It's like, oh, you have to pay taxes and payroll tax, and like I didn't know that. So, like you have to go fix all the problems that you made, but I think a lot of times for me the scary part is I just didn't know anything. I was just kind of just stepping out. I was passionate about stuff so I was trying to create things, and as I was creating things, that's when to be able to support the art of what we were trying to do, like you had to figure out all of the other stuff along the way. But we were so passionate with what we were doing, it made it worth it. But just the fear of like at every step of it, because there's a million books but you don't know which book to read for this problem or this situation. A lot of times you read a book later, you're like, oh, that would have been awesome to know way back here. So, a lot of it is just being willing to risk it all and just hope for the best and hope you figure it out as you go. I heard someone say one time it's like you're jumping out of an airplane and you're building the parachute as you're falling. You know, like I hope I get this thing figured out before I hit the ground. That's what it feels like most days, especially the early days. Less nowadays. We've got pretty good structure in place now, but initially it was a lot of that kind of stuff. That's why I think a lot of people don't do the entrepreneurship because that first step is really scary. It's not like I know this is the path, get a degree, go to college, get a job. There's no path like that. It's like okay, go create something and the market will tell you if you're worth it or not. That's kind of scary to put yourself out there a lot of times.
Aired 8 months ago 29:02
Helping Business Owners Be Seen - Joe Fier & Matt Wolfe - FHR #283
Why Dave Decided to talk to Joe and Matt: Joe Fier & Matt Wolfe are the co-founders of Evergreen Profits and absolutely love showing people how simple it really is to get seen online in competitive industries. They share their system of driving targeted traffic that turns into leads and sales to business owners who want to scale (but have failed in the past). They aren't an agency (they're pretty much the anti-agency). Having generated over $100 million for themselves and their clients, Matt and Joe pride themselves on helping other business owners who want to be seen, and give great advice on affiliate marketing strategies and audience growth systems. Tips and Tricks for You and Your Business: Traffic strategies (2:30) SEO strategies (4:10) Creating content around affiliate offers (7:30) Using ManyChat as live chat (12:40) Funnel Stacking (15:50) Quotable Moments: "People want to be talked to as a human, not an automated bot" Tools: Yoast SEO EvergreenProfits.com/funnelhacker Links:FunnelHackerRadio.com FunnelHackerRadio.com/freetrial FunnelHackerRadio.com/dreamcar ---Transcript--- Speaker 1: 00:00 Welcome to funnel hacker radio podcast, where we go behind the scenes and uncover the tactics and strategies top entrepreneurs are using to make more sales, dominate their markets, and how you can get those same results. Here's your host, Dave Woodward. Well everybody. Welcome back to funnel hack Speaker 2: 00:18 radio. I'm your host, Dave Woodward. You guys are in for a treat today. I have opted to have two amazing podcast host as well as guys who are absolutely crushing it. So let me know just to you guys, Joe and Matt Wolfe. What can the show guys? Hey man, how you doing? Thanks for having us on. I'm so happy to have you guys. So these guys are the cohost of hustle and Flowchart, which is an amazing, amazing a podcast. They've got cool, cool guys on there. I just know she had Tom Breeze on a couple of other guys. I've noticed obviously Billie Jean and the whole list. I'm like, Gosh, these events. Read them. Know a lot of these guys. Good Friends of mine. So it's a mucks. The most important thing that I want to make sure those guys who are listening. The reason I wanted to have Joel and Matt on today is these guys are almost anti agency and I want to kind of address why would, why we bring up anti agencies. Speaker 2: 01:06 The main specialty they really have is driving massive amounts of content. Also a of traffic, I'm sorry, using ads and content, podcasts being one of those content pieces, but one of the really cool things these days right now is they have this weird like super power of being able to be seen everywhere, but by the right people. Everyone these days talks about being seen everywhere. It really doesn't matter if you've seen everywhere, if no one cares about you, so we're going to talk today about is how to get seen everywhere by the right people, how to do affiliate marketing the right way, how to actually use ads, content traffic, so hold on tight guys. It's gonna be a fun podcast and super excited at both you guys on the show. This is our favorite topic is just kind of opening up some eyeballs to how traffic can actually be done effectively and not extensively and it's a super easy. Speaker 2: 01:53 Once you get that foundation layer, well do I know that's one of the biggest things most people struggle with is this feels like to do traffic. I got to spend thousands and thousands of dollars. I never know which dollar really works and which one doesn't. It's kind of proverbial going back to the old branding days and you know, 50 percent is going to work. I just don't know which 50 percent it actually is. So with that, let's kind of dive right in guys. So tell me what, where do we start? How does, where do you want to take this thing? All right, so you know, probably the best way to approach this. I'll kind of give a quick breakdown of our traffic strategy and then you can kind of pick it apart if you want and we'll just dive deeper and deeper into it. So the way we drive traffic, is it sort of a combo of Google ads, Seo and facebook ads? Speaker 2: 02:32 Um, so what we'll do is we'll create a piece of content around the problem that our product solves. So a blog post on our wordpress blog, we'll create a piece of content and we'll go to google and we'll find what people are searching for keywords around the content that our problem solves. We're not trying to sell them on that first touch. So for example, one of the examples I gave on a previous podcast was, um, let's say you have a home remedy for, okay. Um, somebody goes to Google and says a in, how do I cure heartburn at home? Right? Well, that person is looking for a solution to their problem. You put content in front of them with some tips on home remedies for heartburn. Now that they've used that content, they essentially raised their hand and said, look, we've got this issue. That's how we know that this problem is interested now, or this person is interested in what we have to offer. Speaker 2: 03:23 Now what we're gonna do is we're going to retarget the heck out of them everywhere. So they're gonna start seeing our ads to our product offering on facebook, on Google display network, on youtube ads onto Bula. Uh, you name it. We've probably experimenting with retargeting on those places, so the key ideas use google search ads so that people are searching for the problems that they have, put content in front of them related to that problem and then just retarget them everywhere once they viewed that piece of content. So that's the sort of game plan in a nutshell that, that we operate under and we do it with both our own products and with affiliate products Speaker 3: 03:56 in our podcast and our podcast. So I'm really curious because Seo is one of the things I just suck at. I've never done anything. You get this thing out. The whole idea as far as google content scares me. It's how do you, how do you really do this thing effectively without having to outsource all of it or do you outsource at all? So there's a combo. We do outsource a little bit. We actually hired some interns and have have a little team as well. We're lean and mean, so we're not a big company so. But it appears that we have this massive budget, which is really cool. It's only being shown to the right people. All these ads, so for Seo, we always use a yoast seo plugin for wordpress sites, so just the free version can do a lot for you if you just turn the all the lights inside the plugin green. I mean that's a good first step. I mean everyone should be doing this and we didn't focus on that for a very long time. We did that for about two months with all the previous existing posts and now what do you know? Organic traffic is the number one player for us. That's how we get most of our traffic. So the retargeting Seo while ast, is that right? Why O a s t a r y s t, Speaker 2: 05:05 yeah, and if you're not familiar with that plugin and essentially what you do is you install it and then we write a new blog post. It says what keyword you're trying to rank for. You plug in that keyword and then we'll give you a whole bunch of suggestions of how to optimize that post so that it ranks for that keyword. So you just kind of follow the list. If you follow the list, there's a little light that starts out red saying you're not optimized. If you follow the list, the light turns green and you're now on Speaker 3: 05:26 page optimized for Seo tools. I'd love to see. Yeah, I mean it's great for existing content. We're all sitting on a bunch of it, so let's optimize that and then you can go further with some new keywords. So how you guys didn't use that on your podcast Speaker 2: 05:42 and cast. We specifically try to rank for our guest's name. That's kind of our big game plan with the podcast is anybody who comes on our show, we want to be on page one for that guest's name. We want our episode with them to be on page one so people will search for, let's say had dave Woodward on our show. They searched Dave Woodward. We're ranked number three probably below your site and you know, maybe click funnels and some of the stuff you're involved in, but ideally we show up on page one as, um, an interview with you that people are interested in. They click into our blog, they click deeper into our blog, defined other, you know, other things, and then based on what they look at on our blog, we then retarget them with offers. Awesome. So you're taking that podcast, make a transcript out of it as a blog article, taking that blog article using seo yoast and other tools to then rank for that Speaker 3: 06:29 guess. Yeah, exactly. And we see it as a big segmentation tool. Any piece of content, no matter what you're producing, we just, she's podcast. It's easy for us. We have a system and it's multipurpose, you know, we can go across the web and upload a transcript to things like a medium, you know, or use that on medium.com. You can make them into slideshare, pdfs and then get traffic that way. So we're big into repurposing, but bringing it into our, bringing people into our ecosystem so we can let those retargeting pixels do their work. Speaker 2: 06:58 Yeah, I love it. Well, I'm really curious on the affiliate side of things because this is one of the things that people are always bugging me about. You know, at first obviously you click phones, has our dream car award winning thing, so you get 40 percent recurring commission plus if you get to a hundred accounts on a monthly basis, you get $500 a month for your car twitter accounts, you get a thousand. So we've always got people saying, how do I get a car, how do I get a car, how do I get this money? And one of the things people I struggle with trying to help people understand is there's more to it than just taking our current links and blasted him everywhere. You are just magical at really creating content around affiliate offers. I want to spend some time on that. Sure. Speaker 3: 07:37 Sounds good. Um, yeah, so we start with I guess our approach. We'll start there as we like to work with tools that we love and ones that we use in our own business so we can put our knowledge, our experience behind all the content that we create around that tool. So, uh, yeah, we'll, we'll usually also work with folks that we kind of know who probably have act like better the relationships we have with that affiliate offer, let's just say that helps the entire thing. So we'll start with creating content and we'll select probably the top five common objections and then from there, you know, that's where we can start pointing ads on Google for instance. And then, um, that's more or less our first touch from Google ads to a piece of content. And then from there we have pixels for Google, facebook, youtube, there's, I mean there's all sorts of different platforms you can retarget on. That's where we call it our cleanup crew. More or less, you didn't buy on the first touch. There's always a call to action inside the value giving a blog post there. But we know that it's gonna take multiple touches. So we feed the Pixel. That's what the guys like. Vince Reed, Billie Jean, all those guys, you mentioned a Tom Breeze, they're all big on feeding the pixel. I think that's the big thing. People have to get over it. Speaker 2: 08:50 Don't go what that means because we hear that term feed the pigs all the time, but I don't people really understand what feed the pixel really needs. Yeah. So if you want to do retargeting, which is, you know, you, someone lands on your website once and now they're cookie cookie drops onto their browser. That's the pixel that you would grab from a facebook or Google ad platform. Uh, so that would be the pixel we're talking about there. And for retargeting you can build this audience. So the Pixel is essentially creating this new audience of visitors who are engaging with your content. So basically the idea is you put a piece of content in front of people, your pixels on there, anybody who views this piece of content is going to see our other ads. So we want to get as many eyeballs on this piece of content as possible so that more people see our other ads. Speaker 2: 09:37 So that's essentially what feeding the pixel is so that our ads are being retargeted all over the place to more and more and more people. I love it. Super Cool. And I guess one little wrap a bow on that, a lot of folks try to get super targeted on, uh, the, you know, the platforms she feed the pixel, you're leveraging their algorithms and the, yeah, the rocket scientists that work at Google and facebook, let's leverage what they've done really well, feed that Pixel and let them do the hard work. Yeah, we'll follow up when it comes to advertising. We've actually kind of gotten in the habit of selecting less and less options inside of facebook and Google and letting facebook and Google optimize for us. So you know, we're going to start with some, some very broad like interest targets on facebook, you know, we may start with like digital marketing or something like that which has $20 million fans, but it's still pretty broad and then we won't set any other targeting and if you let it run for like a week or two overtime, facebook's going to start to figure out which of these people are converting and which aren't. Speaker 2: 10:35 And they're going to start putting more of the right people in front of your ads. So I love that idea. That is super cool, so on the affiliate side, because affiliate marketing is one of the most can be a struggle for a lot of people because they have so many other people competing for the same type of words. Everything else. What are some of the key things you guys are doing? I know you guys, first of all said you take is find out what are the five objections or things about what else? I think there's a lot of ways with affiliate marketing that we go probably way above what most people are willing to do, which is why we've been so successful at it. Um, you know, real quick, I want to make sure we talked about that kind of success because you guys are just your normal affiliate marketers who are making a couple hundred thousand 100 bucks, a thousand bucks or even 100,000. Speaker 2: 11:18 You guys are like seven figure affiliate award winning marketer. I mean, you guys totally get this thing right now. Eighty percent of our business affiliate marketing is our main income stream. We do sell courses and things, but affiliate marketing is our main revenue stream. Um, if you want to learn how we're doing it, that's what we have the courses for, but we make enough money doing what we do. So, um, so, so as far as affiliate marketing goes, there's so many things that we'll do. So, a, we always like to create a landing page so we're never going to send straight to our clickfunnels affiliate link. We're going to send them to some sort of a piece of content that maybe compares click funnels to other alternatives that are there, that explains the various ways we're using click funnels in our business, things like that. We're going to create a lot of content around click funnels and why you should want click funnels. Speaker 2: 12:01 So that's where we're going to drive our Google ad traffic to. Um, another thing that we do is on our landing pages, we always put a little mini chat. I'm not sure if you're familiar with mini chat, but a little of course chat Bot that basically will allow people to communicate with you over facebook messenger. We put that on all of our, all of our pages everywhere across the Internet. So if somebody's interested in affiliate product and they have a question, they get access to me or joe or one of our two team members that are actually in mini chat fielding questions. So we'll actually get into mini chat and close sales over mini chat of products that we don't even own. Um, now I'm want to stop you there because this is one of the things that people screw things up with many chat is they've had this idea as far as it set it and forget it type of approach. Speaker 2: 12:44 You guys are actually, that's one of the things I love about what you guys do. You guys actually using mini chat as live chat, which is something most people don't even consider. It's like, you know, I don't want to do that. I'm just going to set it up and let it run and whatever happens happens. So yeah, we used to use, which was kind of the same idea, a little button thing that said, hey, do you have any questions? They message us and then we'd go into the dark app and respond to people when the mini chat opened up the version where you can do the, essentially the same thing, but it goes to facebook messenger. We got rid of our can just put that on there instead. But yeah, I mean the first two messages are actual automated messages. Like, Hey, what do you need help with, you know, select one of these options that applies. They click one, maybe there's a link to like an Faq or a video or something. And then beyond that a real person jumps in and actually communicates. Speaker 3: 13:32 And we have a whole system. So this is, I'm happy to bring this up because no one is doing this, not even for their own products. And we've had a, we just actually spoke to Mike mcalary of profit first and he bought a product from us and uh, and he noted he was like, you do better customer service than the actual product owners do affiliates doing this because of the follow up. And people want to be talked to like a human, not an automated Bot. People mainly think it's about talking to them. I'm like, no, no, no, no. This is joe here. This is Matt and I'll even do. We'll sometimes do loom videos where it's a customized screen capture maybe a minute or 200 percent of the time. Ninety eight percent of the time people are like, holy crap, you just took that time for me. Like personalized and by then you're pretty much close. They're telling everybody else about their experience. So it's super cool. Not very many chats. Amazing. You can do a lot, but flipping it to be pushed. Personalized and humanlike I think is the key. Um, so deeper down the, the affiliate funnel, Speaker 2: 14:36 no, the list around every single product we promote. So we have a list of people that are interested in click funnels. We have a list of people that are interested in thrivecart and other tool. We promote pushcrew yeah, we do push crew notification. So when, whenever we want do a promotion, we send it out to our entire push crew lists. Um, I don't know. We actually have an affiliate marketing course. It's got 120 different ways to promote products as an affiliate and if you just did them all, I mean there's no reason you can't make six figures a month doing it. Okay, so stop right there and tell people where they can get that because I've known them. People are going to go crazy. So how do they actually get that course? So that would be the best places to go to evergreen profits.com/funnel hacker. Speaker 2: 15:16 So you'll get a book actually, it's a little free book for the coastlines that all this traffic stuff and you'll have an opportunity to see the affiliate course and it's a piece of. It's a piece of a bigger funnel. We'll say that, which again, I want to make sure people understand. I think it's one thing I love about what you guys do is this I refer to is funnel stacking where they come in one funnel and they literally get stacked and layered and that layering is what allowed you guys to really crush seven figures as affiliates. Which is phenomenal. And I think too often people think that I'm going to create one funnel and it's just going to take care of everything for me. So explain kind of how your, how your funnel stacks work. Yeah. So everything is content based and we love to, you know, start with content and interest. Speaker 2: 15:58 Kind of like what Matt was lining out with, uh, you know, we'll have either topics around a specific product or maybe it's podcast and our case and we use that content to segment folks into these different funnels. So these are all different followup sequences based off of the type of content they just consumed. So they'll have, will have an email follow up sequence. Pushcrew has its own kind of marketing, a mini chat has tags as well, so we have the opera and then obviously have the pixels, the different ad networks that are going to show irrelevant affiliate offer or maybe it's additional training and other podcasts we want people to listen to. So that's the idea is using content to kind of leverage where we want to take them. We're personally choosing to go based off of the content. And then as far as far as like the actual funnel elements, you know, I don't want to say this is easy to do, you know, it's kind of a simple concept, but it's not easy to set up everything we do. Speaker 2: 16:53 So one of the things we do is we actually have a split test running all the time on all of our pages. So even when we're promoting affiliate products, let's say we have a landing page that promotes click funnels, I'm going to have two variations of my headline on that page going at any given time or two variations of our video explaining why you should get click funnels or two variations of the button. There is always, always 100 percent of the time I split tests running on both our landing pages and our various ads that we're running. So we're just optimizing, optimizing, optimizing. And I've just, I'm never satisfied. I've got some ads in Google where we're getting percent click through rates on them and I'm still trying to optimize them up into better click through rates. So that's awesome. Matt, go ahead. I was curious as far as when you're doing a split test, how, how often are you changing it? Speaker 2: 17:39 Because the problem I run across people that say I'm going to split test. I do, they set it and they forget about it. It's like dude, you're not doing anything with that. So split testing, so use vwo visual website optimizer to run our split tests and I actually I check in on them once a week, but it really depends on the amount of traffic going to a landing page. Some of our offers get a lot more traffic than others. You know, we've got paged at some pages that will get up, you know, a thousand visits a day on them. So those ones I can legitimately optimize on a once a week basis. Some of them, you know, they'll get a thousand visitors a month so I'm actually, I'm checking on them once a week but I'm actually only going in and making a new variation once. I feel like I've got enough data to really justify a new variation. Speaker 2: 18:20 So you know, so man, do you feel like a thousand is enough? Is that Kinda the magic number? It has got to be technically, I think if you were to talk to like a real hardcore conversion rate optimization guy, he would say that's not enough. Um, for me it's been working. It's been working. We're seeing incremental growth every month. So I'm, you know, I'm happy with the results we're getting out of it. That's the key thing that we had the Aha this year is I think as a business coach and said, okay, look at the little indicators that you have in your business, like conversion rate, uh, you know, traffic numbers, all of that. If you can increase those little bits, that little bits every week, I mean, just look at the compounded effort over 12 months and then look at where you're going to be over that span of time. Speaker 2: 19:00 You will, I mean conservative things about tripling your revenue. Now, you know, if you're just slowly doing just that and then optimizing your ads as well in the same way. And it's not rocket science, you just have to have a really solid offer or multiple offers. And then just do these little small, monotonous tweaks that, you know, it's not starting something from scratch, but as entrepreneurs love doing, staying in your lane and going, oh yeah, that's been a big Aha for us is just the small incremental improvements week over week, over week, look at it over six months. And you went, wow, how did I get from there to here? So how do you guys deal with the whole shiny object syndrome? Because you guys are getting a ton of offers in front of you guys all the time. Speaker 2: 19:41 The best people to ask on that. Matt had been in business together for like 12 years now, which is crazy. He's like my other brother I never had. So we have a similar brain. It's different, but this year I honestly, we, we hired a coach and he told us to stick with the plan for like a year minimum. And that's where I went into the optimizations. That's where we went into a very deliberate mood on what we're doing. Each week. We've even kind of cut down our work time because of just personal things we want to do rather than sitting behind a screen. So we'll, I'll say, I'll say the times, the most difficult thing that gives us shiny objects syndrome is we have a podcast as well, so over the last year and a half since we started this show, we've interviewed 112 people now and every single person has good ideas, so that's where our tiny object syndrome comes into play is we'll get off an episode with somebody and go test that and then like we'll talk to, you know, one of our mentors and they'll be like, no, stay the course, you know, verbally slap us. Speaker 2: 20:40 A mentor works getting super clear on what we're doing now. And then what's the, what's the infinity project? James Schramko calls it like this thing and you're always kind of working on what your team is and that's worked for us. Yeah, no, I love Schramko's infinity project. It's a great, great analogy. He thinks he's a great guy. Yeah. So I'm really kind of curious as far as I'm sitting here going massive shiny object syndrome with a ton of affiliate stuff and going, okay, so evergreen.com four slash funnel hacker. I got to see who's going to go ahead and actually go through all 120 of those and put those in place so we can do. Let us know. We'll give you something cool. If you do that and prove that you've done them all, it'll be good. Yeah, I mean that's. That's the cool thing about affiliate marketing I guess that we want to. Speaker 2: 21:29 It's a great bolt on. You don't have to just do affiliate marketing. Do you have a solid offer that you feel like you're still leaving some things out that you can then leverage someone else's offer product or service or even brokering a deal? We've done so many of those and that's the thing. It all compiles up into more profits based off of what you're already doing. So bolt on. I think that's a good little like, oh, that's it. One of the things you guys made mentioned, which I don't hear too many people talking about these days and that's Taboola. Do you wanna explain what to Bula is and how you guys were using it. So taboola is what's called a native advertising platform and essentially what it is is if you ever go to some of these bigger sites like CNN or Msnbc site, you read some news and you scroll down to the bottom of the news site, it'll say you know, also recommended and there'll be some little ads and usually they're very like click baity looking ads with the image. Speaker 2: 22:21 You can't really make out what they're doing in the image. And they're like, you know, wait until you see what this guy did after he ate a pickle or whatever. And you're like, oh, I need to click on this. What is this? Right? So you see these on these big platforms, these new sites, and it's down at the bottom and they call it native advertising because it looks like it's native to the site. It looks like, like you're clicking on more internal content on the site, but when you click to it, it's, you know, an external site and the extent of what we've really experimented with is just purely retargeting because the idea being if they view a piece of content, we want them to see us in as many places as we can possibly put ourselves. So there'll be a piece of content. Maybe the content is around, you know, click funnels, here's all the way we use click funnels and now all of a sudden they're seeing our ads to our landing page about clickfunnels. Speaker 2: 23:08 They'll see them at the bottom of an MSNBC page. They'll go to somebody's blog, they'll see it on Google display network, on the sidebar banner. They go to facebook, it will be in their feet. You know, it's just part of being everywhere. And so our budget for it isn't very big. We don't get just a ton of impressions on that. We might spend $7 in a month on it because it's a very low volume play, but it's part of that branding thing is part of that psychological thing. We're holy crap, I'm seeing these guys everywhere and that's what it does for us at least. I love that. A two bullets. One of the things we're starting to play around with ourselves. So I, again, I haven't heard too many people playing around with it says, cool, you guys are using it. Yeah. Yeah. And it, it's, it's great for feeding the Pixel to um, you know, we tried to put some of our content, the same kind of content that if somebody searched google, they would see those blog posts. We tried to put that in some of the native ad platform stuff and put some like click baity links just to feed the pixel. And what we noticed was the time on site from those people was like three seconds long. And we're like, okay, these people are clearly not spending the time required to be a good prospect. So we actually cut out all cold traffic from taboola and just made it purely a retargeting play for us. But their dive back into it in the future, I'm sure we will. That's the key. Speaker 3: 24:20 Just be on his men. If you have, you know, the access to all these platforms and can just do retargeting, why wouldn't you just place that Pixel on your site and let it do its work? Keep an eye on the budgets, you know, make sure you're not spending a boatload of money but, but the branding play, you know, it's what five to seven touches is the average. They always say, for someone to make a conversion, well might as well do it this way. That's how we choose it. Speaker 2: 24:41 And I mean with the, with the risk of sounding like I'm kissing butt a little bit, something like click funnels makes it really easy because once you get something one of these funnels that works really well, there's a little button that says, clone your press that button and you do it all over again. Wonder how we do that landing page, that evergreen product. I love it. So obviously one of the things you guys are magicians ad is making sure that you're seen by everywhere, but most importantly by the right people everywhere. And I appreciate you guys spending time with the state as we kind of get close to wrapping things up here. Joe, Matt, anything else you guys want to leave with our audience? I think Speaker 3: 25:16 the big thing is, is just the Aha is, is think about how you can bring all these platforms and let them work together. A lot of folks try to keep things. I'm a facebook guy, I'm a google guy. Well, why not be everything you know, and focus on your input where, where, where's the best input they could bring those qualified eyeballs to your ecosystem. And then, you know, let the magic happen with the platforms. Speaker 2: 25:39 That's the big thing. I mean, you pretty much covered it. Um, you know, and, and we do the same thing with the podcast. We didn't really dive too deep into it, but with the podcasts, um, you know, that's the podcast could be huge. If anybody who's thinking about doing a podcast, I'm always blown away with the excuses. People don't, they give for not having a podcast because it's probably been the most impactful thing we've ever done in our business. But you can do what we call our invisible podcast funnel where essentially people listen to an episode and then once they listened to an episode of, let's say we had a, a creator of a software product on the podcast, we can interview that person than anybody who listened to that interview. All the sudden we can now retarget them with that person's. So it's just a real quick way to use and monetize a podcast through, you know, that that's essentially them raising their hand and saying, I'm interested in this because they just spent an hour with me, Joe and the creator of the product. Speaker 2: 26:34 They're going to start seeing everywhere now. So take for example, you guys had me on, if you have me on your podcast, you didn't win target click funnels because we'd be talking about click funnels and everything else. And then you're going to have your affiliate link type to see all those ads that we send them to a landing page. We wouldn't, we'd never really linked straight to an affiliate link. We would send them to a landing page. That way we have the opportunity to, to, um, capture him on an email list and give some reasons why you should get it through our link and maybe offer up some bonuses and things like that. Uh, but yeah, that's exactly what we do. We would put our landing page for clickfunnels in front of anybody who listened to our episode together. Yep. Oh, such a cool idea. Speaker 2: 27:12 We should probably do that. I'll probably do that. That sounds fun. Anything else guys? Again, thanks so much. Yeah, just everybody. Evergreen profits.com/funnel hacker. You can go down the rabbit hole and learn a little deeper and that's going to get something. This book right here, it's called, um, the evergreen traffic playbook. That's the book that will give away for free. We'll give you a free digital copy email@example.com slash funnel hacker. There you go. Awesome. So guys, again, check it out. Evergreen profits Dr. Com, forward slash funnel hacker. So again, evergreen profits.com, forward slash funnel hacker. They're kind enough to give you guys a free copy digital copy of the book. And most importantly, you then get a top into their funnels and see how you get retargeted literally all over the entire world online and take it down and follow exact what they're doing. So again guys, thank you so much. You guys are amazing. It's always fun talking to you guys. We'll talk soon. Speaker 4: 28:11 Thank you. Hey everybody. Thank you so much for taking the time to listen to the podcast. If you don't mind, could you please share this with others, rate and review this podcast on itunes. It means the world to me or I'm trying to get to as a million downloads here in the next few months and just crush through over $650,000 and I just want to get the next few 100,000 so we can get to a million downloads and see really what I can do to help improve and, and get this out to more people. At the same time, if there's a topic, there's something you'd like me to share or someone you'd like me to interview, by all means, just reach out to me on facebook. You can pm me and I'm more than happy to take any of your feedback as well as if people would like me to interview more than happy to reach out and have that conversation with you. So again, go to Itunes, rate and review this, share this podcast with others and let me know how else I can improve this or what I can do that do to make this better for you guys. Thanks.