Russell Brunson's Funnel Hacking Live Keynote Speech Part 1

hey everyone it's Russell Brunson welcome to a special marketing secets episode where I'm going to let you guys see behind the scenes of one of our presentations from last year's funnel hacking live so the big question is this how are entrepreneurs like us who didn't cheat and take on Venture Capital we're spending money from our own Pockets how do we Market in a way that lets us get our products and our services and the things that we believe in out to the world and yet still remain profitable that is the question and this podcast will give you the answers my name is Russell Brunson and welcome to marketing [Music] Secrets all right so this presentation is uh is one that I was really nervous about giving uh it was called one funnel away which was the whole uh theme of The Last fun hacking live event and uh it's something that um I wanted to share my failures my bankruptcy Stories the ups and the downs everyone here talks about the Highlight re I wanted to share the other side of it I don't typically release uh sessions from Pho hacking live anywhere but this one has such a big impact on our audience and helping people know that everyone including me especially me big ups and big Downs uh yet lit we were just one funn Away From Success each time and so um as we were preparing for next yearing live which will be coming live soon at funnel hacking live. com I was kind of rewatching some the presentations I saw this one I was like I want more people to have this so I'm going to break this episode into two episodes this is episode number one go check it out and uh leave me a comment if you like it please subscribe uh tell other people about it and hopefully it'll give you some hope and some faith that the path you were on is right and that this process is going to get you what you want and what you desire and let you have the to serve other people so that's the game plan now check out this uh episode and I'll see you on part two tomorrow okay so what I want to do is I want to go on a journey with you guys my journey which started way back over here on my timeline in my back story so those who know me or have heard about me or know anything about this I got started um uh initially I started learning about business when I was uh a 12 or 13 year- old kid sitting there uh with my dad uh he was watching the news and I was watching it with him and I was sitting there I'm like I can't believe he hasn't told me to go to bed yet this is the coolest thing in the world and the News was on and then when the news ended then Mash came on and I was like I don't he must think I'm asleep or something like he hasn't told me to go to bed and I'm sitting there like trying not to move I don't want him to know and so I'm watching MASH with my dad I thought it was the coolest thing in the whole world and then when mash got done like he still like didn't say anything like he's got to be convinced I'm asleep this is so cool and then uh the next thing came on and it was an infomercial late night infomercial with Don the Prix how many you guys remember Don the Prix yes uh just amazing person uh and he had an infomercial and I was so grateful for him and for his passion his excitement talking about he was doing and he was talking infomercial about how to place tiny little classified ads you can make a fortune right and it was um God it was the coolest thing I remember sitting there listening to him and I was like this makes so much sense I'm looking at my dad like are you paying attention to what's happening like this guy is the whole thing made so much sense to me he said I took a class I took a a classified ad I put it in a newspaper and I made $30 and I told my friends and my family like I started business I made $30 this week and they all laughed at me he's like so then I took that same ad and I ran it in a thousand newspapers the next month and I made $30,000 and I was just like mind blown and I've been just I've been ruined from that day on when it came to to the world I'm like I can't like I can't not do something like this I was so excited I saved a bunch of money uh mowing lawns and everything and eventually I bought Don the priest kid on an infomercial I read through it all I learned it and I wasn't able to actually do anything though because I didn't have money to do direct mail and all all sorts of things like that but that's how I first heard about direct response marketing I remember um after I got Don pri's kid I got so excited I was at the grocery store with my mom one time and we walking out and on the checkout stand there was uh a magazine it was called small business opportunity magazine had a whole bunch of little cartoon people in front of how many you guys have seen that magazine before that's it this is like the greatest like swipe file of direct respon ads ever so I didn't know at the time though I was just like there's like 30 things talking about how to get rich quick and I'm like sweet I want to get rich quick that'd be awesome so uh had my mom buy me this magazine I went home and uh if you look at it it's like 140 pages of ads and four pages of Articles it's pretty awesome and so I'm looking at every single ad and I'm like oh my gosh I can sell gold chains at the mall and make money it's like call this 00 number for free info kit I'm like sh free info kit sent to my house and like the next page it's like something else and Page after page all 140 pages I called every single 800 number to request the free info okay and uh about a week later I started getting uh these gifts in the mail first it was like two or three letters then it was like 10 or 15 letters then it was like 60 or 70 letters and I think those people started selling my name to other mailing list soon it became like hundreds of letters and the mailman could not physically shove the junk mail in the mailbox anymore because there was so much coming in so i' get home from Junior High and I'd come home and i' I'd walk into the house and I see on the the bar i' see two or three letters from my parents and Russell stack a junk mail and they're like there's your junk mail I was like oh and I take in my room and i' open I like read these things like this is so cool and all these money-making ideas so that happened at a young age unfortunately again I couldn't do anything well I tried once so this one person convinced me that like Direct Mail was the key and like all you do is you get a list of buyers who bought similar products and you write a sales letter and you mail it to those people and a percentage will buy I'm like awesome only problem is I can't afford a mailing list um and I don't have any stamps or any envelopes or anything and so I'd done something i' made a little bit of money doing some some chores and I asked my mom to go uh take that money and instead buy stamps and bring me home stamps so she brought me home 38 stamps that's how much money I had made and I had 38 stamps I was like this is so awesome I used to tell my my brothers and uh sister and uh parents always used to tease well not my parents didn't tease me my brothers my sister did because I'd always like I'm going to be a millionaire any minute now and like this is going to work and they used to be like oh are you a millionaire yet oh and like totally make fun of me right so I had these 38 stamps I'm like okay if I can get 10% of people to say to buy that's three people if I sell a $50 product $150 I was like God like I'll be rich so I didn't know what to do and so they talked about sales letters and so I was like I write sales letter I printed out on blue paper so blue paper that be more likely to read so I I went on my parents computer I wrote a little sales that I printed out 38 copies of it and I couldn't afford an envelope so I just folded it and stapled it and then I didn't actually have a mailing list so I just opened the white pages and flipped through and randomly picked 38 names I'm like this is going to be huge so I wrote it put my stamp on and all my savings put in the mailbox and I was just like I am going to be rich this is going to be amazing I sent it out told everybody like when this comes back it's over like I'll be able to move out have my own house it's going to be amazing and uh unfortunately nobody responded so that was the only time I was able to invest I didn't have the money to even buy a classified ad in uh in newspaper so I just kind of after that I just kept reading all these these uh all this junk mail and uh learning from all these people um and then a couple years later I got into wrestling and I kind of forgot about making money but there was a seed that had been planted so I wrestled through High School had a lot of fun got a college scholarship I wrestled through college and when I was going to college I met my insanely beautiful wife most of you guys not she's right here hiding [Applause] so and um met her and fell in love really really quick and I spent the next like three or four months trying to convince her in fact it was probably the hardest sell I ever had to convince her that I was the right one um and luckily she said did you see that picture I was kind of a geek not going to lie anyway convinced her to marry me and it was it was amazing and about the time we got engaged um uh I realized my dad saidwell when you get married like I'm not going to keep supporting you like that's when you become a real man and you have to like I'm like what but I want but Dad like I'm wrestling and they're covering my school but I like he'd always send me money to pay for food and stuff and he's like no like if you get married like you're kind of on your own like I'm like crap I want to get married but I don't want to like grow up yet um dang it and my wife was uh fiance at the time wife now she was working and she was making money and she got a second job to support us and I was just like wrestling I'm like I don't have any money and so I'm like I got to do something and then luckily the greatest thing in the world happened that happens to a lot of us I was up late at night stressing out about this and then this little thing popped up on TV and it was an infomercial and it was this guy talking about how people are making money with these little websites and that they were doing an event at holiday in like the next day and you could come and get tickets to it I'm like this is it so I like call the number get my tickets the holiday in I show up the holiday and it's like a little tiny room with like 50 really really like desperate people sitting there and uh I get and then there's a dude on stage who's all like in a suit and tie and I'm like whoa that guy looks rich and he started doing his thing and within like five minutes he closed me on like this $50 thing and so I ran the back and I like had I had my One credit card uh I think had like a $300 like credit like that was it I all I had earned so far so I bought my $50 thing I ran back to I'm like oh I'm going to make so much money with this and then he pitched just on a website which was like three grand and I was like oh and everyone's running back buying websites I'm like I can't afford a website dang it and they pitch website hosting at $80 a month and all these things and so like and then they're teaching like hey if you call your bank you can get your credit extended I'm like oh sweet I didn't know that so I'm calling the bank like hey can you make my card $1,000 learning all these things and so getting my credit card bigger and uh which was kind of cool and then I bought everything he told I'm like all I need the whole thing so I buy it all and he convinced me like PayPal's evil he's like you have to have a merchant account there's $6,000 for merchant account I'm like I don't have $6,000 yet he's like well you can't make money online without a merchant account six grand I'm like ah but I I couldn't afford that but I had everything else so night I went home and I was like cool I got a domain name I got hosting got you know $1,000 worth of internet web stuff and I jumped online and I was like I'm G to have a website and I was getting excited I started uh Googling some things and eventually within about 15 minutes I realized the website hosting is not $80 a month I realized that domain name is not like $1,000 like all I was like oh oh crap like I got taken like for all these and I was just like I was freaked out and so I end up calling the next day and I was like Hey so my son is a minor and he was at your event last night and he charged all his credit cards and he needs to be out of this contract and uh they they got me out of the contract and gave me my money back so that's one trick if you ever need to get out of a contract um it's worked almost every time uh so those are the real Doom Secrets all right so uh so I got a contract but that point like I was in I was like oh my gosh like I can I just need to sell stuff on the internet and so that started this thing about the time my wife and I were getting ready to get married and I was like trying to sell stuff and I was selling like all sorts of different things I remember initially I thought maybe it's eBay like people make money on eBay and I remember driving to the thrift store buying everything that I could find I thought was worth value and then like on my bike with like grocery sacks full of crap like driving my bike back home and I had I remember like about a Michael Jackson record cuz I'm like dude records are so old this has got to be worth like hundreds of dollars uh I end up selling it for 13 cents on eBay um so depressed um anyway and all these things and I was like and I was boxing them and I was shipping these things out and like when all a sudden that I think I made like $40 or $50 but my costs were like $150 $200 and was like I was going to the trying to find boxes to box all these weird things I bought and it was just horrible thing and I'm sitting at the post office with like 18 different boxes of weird things like records and all these things and there's this dude standing there with a big huge like box full of CDs like hundreds and hundreds of CDs and I'm here with like a wheelbarrow full of like odd boxes I'm like dude what are you selling he's like oh I sell information products I like what does that mean he's like all these CDs have info burden on people pay me and I ship them a CD I'm like is it the same CD like yeah I have cd burn I just burn them and then I put them in these things and I sent them out I said are you kidding me they're all the same size I could like buy one box and just like it'd be so much easier and so that's when we started talking about information products I was like I didn't know that was even a thing and so I got excited about information products so I started Googling stuff and started learning about uh how information products and I ended up finding this CD it was called it was a CD that had like 8,000 coloring book pages for kids and uh and I the guy was selling us so I emailed him I was like dude this CD is cool like uh I was like can I buy the rights from the CD so I can I want to sell it and he was like uh I've never done that before but uh sure for 200 bucks I'll sell you the rights and you can sell too I'm like a sweet so I gave him $200 I didn't have and he gave me the right so he had the CD and then basically all I do is I had to burn it on a CD burner I could mail out as many times as I wanted and he had a big long sales letter he let me use so I put his sales letter up and I started trying things and uh what was cool is I started making sales not a lot like every like other week we make a sale for 20 bucks and uh and then I'd go burn a CD and I put it in an envelope and I ship it out and I was just like this is so cool like information products became like the thing and I was trying to figure out how that whole thing worked and and um that's why I started bumping into people like yanic silver and all these different internet marketing gurus and watching what they were doing selling information products and I was just hooked at that point and um about that time I started um watching what they were doing started learning I started creating different things that uh my flashlight still on sorry about that I started creating things in fact one of my very first products ever does anybody in this room remember the product zip brander yeah yeah like three people VJ does um so I had all these these these info products and I was buying resized other people's products I was selling these things and I remember like I was like wouldn't it be cool if there was a way where like when when I sent this file this digital file to somebody if like when they first open it instead of just getting the file they would see an ad for my product and then they see the file and I like that was my first like like light bulb I'm like oh my gosh I was like it's like zipping a file but you'd zip it and they'd be branded so they open it they'd see your ad first I was like this is the like I thought it was it like that is my idea this is going to change the world as we know it right so I bought zander. com and I remember Arman Mor at the time was one of the guys I was studying and like I was just like Armen is so cool like every one of his sites look very similar they were so cool I'm looking and like armite he had a big heterographic with his picture like his arm folded with a with a suit coat on I was like oh dude that's what I need so I got to Picture Me Like folding my arms and suit coat and he had this header and so header looked just like his his always like e cover generator and so like Zip brand looked like identical and then this is where like my funnel hacking started so he had this big long sales letter I'm like that looks weird but arman's do I'm going to do it so like I looked at his sales and I wrote my own based on that and uh and then I was like how do I how do I create this I didn't know that and so my first thought I was like oh well I should just become a computer engineer like that' be the coolest thing like I want to make software so I switched my major to like computer information system so I could learn how to code right it was about the time that semester was changing so I get to class the first day and teacher gets up there and starts talking about code and like databases and all these things structures and I sitting there like oh crap I have no he's talking about like not even a little bit and within about 15 seconds I realized that I'm not a coder and never will be a coder couldn't even understand I thought like it was a Spanish class or something and I'm just like I don't even know what he's saying but I didn't know how to change my major again and I kind of was so I just kind of stayed in it and um and a little while I kind of got depressed I'm like that was my one idea like I guess I can't do it and then I remember um I was listening to a teleseminar I was on a wrestling tournament we were driving to California was like a 16-hour drive and I downloaded on my it was pre iPods it was like this little tape player thing a whole bunch of Tel seminars Armen had done I'm listening to these things in the back of the car where all the other wrestlers are like partying and having fun and like listening to music and I was listening to these seminars and uh they were totally making fun of me the whole like if you meet any of the wrestling buddies like they relentlessly made fun of me the entire entire trip like you're such a nerd like you're never going to make any money I'm like no I swear I will so I'm listening to these things the whole way and uh and in one of these things like 22 hours into this this thing I'm listening to Armen says like yeah I don't code software I go to the at the time it was called Script L I go to scrip L and I pay guys in Romania and India really like hardly anything to build stuff and I was like Armen is not a programmer I thought I I thought he was a programmer there are people in India that can do this so I went like literally that night I jump on script plance and uh and I and uh and actually prior to that I I tried to hire a company to do it and they quoted me like $5,000 I was like okay well I don't have that and so I took the same description I'd given these guys and I posted on script Lance and instantly I got uh I got all these people started bidding on it one guy was like I'll do it for 5,000 I'll do it for 2,000 for 1,000 for 500 for and came down all the way down to this guy named cyprian in Romania said I'll do it for 20 bucks I was like I got 20 bucks so I picked him and uh he's like all right so this is how I'm going to do it I'm like I don't know what you're talking about but just do it so he did like spent like two or three days sends it back he's like here it is so I tried it and I like zipped a file and I opened it and my ad showed up I was like you did it oh my gosh he's like yeah thanks for the 20 bucks I was like no you like this is going to be huge like I'm going to make millions I feel guilty giving $20 can I pay you an extra1 he was like yeah so I gave him a $100 and I felt good about it and um that was my very first software product I ever did and it didn't make me Millions I probably made I don't know 10 15 20 grand with that product it was the first one I had as a sales letter started driving traffic I was doing Google ads I was Finding JV par all these things I started selling it and that was like the first thing that actually made me any money is that exciting how many has one Z rander the first 30 people in the back just kidding no okay um it doesn't work anymore the coding all stopped working like 10 internets ago so it's done but that was my first software product it was so cool about that time is when I started learn you know more about info products that's when the potato gun came out potato gun DVD all these things I was just doing all these little businesses and none of them were like huge smashing like million dollar successes I didn't pull Dan Henry and read a book and five months later made a million bucks like I was like hey I made five grand here oh I made $200 here oh and these little things kept kept happening it was so cool and um and every project did a little bit better it was like kind of like slow momentum like everyone did a little bit better than the last one because I got more customers were coming in more people and then and I kept just making things in different markets potato guns and um and just all these sorts of different things and each one got a little bit better and it was just fun I remember back then I started doing Tel seminars and I was like i' get like 30 people online and i' talk about something I'd sell at the end and some people would go buy it and it was so exciting and um and that was like the start of this whole thing for me and then um one of my friends BJ who's sitting over here um he was the wrestler at Nebraska and I wrestled at Boise State was our senior year and my senior year I'd made um I'd made pretty good money probably $150 $200,000 somewhere in there my senior year and he had heard about it and so uh boy St was wrestling Nebraska and we're sitting there wrestling and we're glaring each other because we're opposite teams and afterwards he's like hey man so someone told you told me you're making money is that true and I was like yeah he's like how you doing it how you doing it and so we kind of talked about a little bit and then uh we know flew back to our our places fur out college and we kind of talked back and forth a couple you know for a little while and then uh after college got done he's like hey man um I want to do what you're doing uh can I get a job and I was like you want a job he's like yeah like well what would you do all day he's like I don't know I'll do what you're doing I'm like okay and can we talk about marketing stuff he's like oh I love to talk about I'm like that be so cool I have nobody talk about this stuff like I thought it was just me I was like so you're like you're actually interested in this thing he's like yeah I'm like okay yeah man I'll give you a job so come on out so he's like all right so he jumps in the plane flies to Boise and moves like literally into our office slept in our office for like 6 months and he gets there and he's like okay so how does this work like I've never really had an employee before I'm like I don't really know either um I'll pay you and uh we can talk about marketing then we'll sell stuff and it'll be awesome now me as an entrepreneur I was in this mode of like eat what you kill like I'd sell something make a bunch of money and I was like sweet and then we wouldn't do anything for like four or five months and we create something sell it make a bunch of money and then that's kind of the the model that I was on for a long time right and then uh BJ came and he wanted to be an employee and I was like so excited I'm like sure so he's an employee and and then the weirdest thing happened is every two weeks he wanted to get paid whether we made money or not like I never heard that but I was like okay so here's some more money and then two weeks later more money like oh crap we haven't sold anything for like a long time and so then uh and then he had some other friends that came along that were like this is cool I want to work for you too I'm like all right come on over man let's get jobs so I gave them jobs one of his buddies and his wife and then some other people and soon I was like I got all these friends that want to talk about marketing with me this is so fun and so we had all these people coming over and then but the problem was that like every two weeks they want to get paid and so but we weren't selling anything so I had to go lock myself in the back room and I'm like don't bug me you guys I got to make money so we can all hang out again so I close the door and I start working and I'd be working and I'd be selling stuff and then they' be out there like dude can we help you I'm like shut up I if you talk to me I can't make money to pay you so just like go away and they're like we really feel bad like we want to help you Russell I'm like I don't have time to train you because otherwise we can't make money to pay payroll and so they just kind of and that was like this thing and what's interesting is this is one of my one of my first lessons as an entrepreneur um that uh that was tough right and so um I had I don't remember had five or six people at the time uh we hired this video guy that was there so many side stor I can't tell you all of them um he was an Indian guy who had shorts went up to here and he had a braid that went past his shorts because he told me in interview he's like yeah I'm a video guy I'm like you can't even we could do videos and he's like yeah I got all sorts of video stuff so we hired him and then turned out he didn't know anything about video at all and uh but I didn't dare to fire him cuz I never fired anyone I was so scared and like every day we're like I wish like he' just quit but I don't know dare to fire I'm like I don't know what to do like oh it was it was just all these weird learning things right and uh and so this went on for a while I was launching something like every week trying to make money to cover payroll and was just this huge thing and it became like horribly not fun for a long time and uh it kept going worse and worse and worse until the point where it was uh December it was the beginning of December it was freezing cold and I was looking at everything and like every penny I'd ever made was gone every idea I had for like how I could hustle and like sell things to different markets like was gone and I was just like just drained like I don't know you know what to do and uh it was Christmas time I was outside and I started going to go hang up lights around my house and I had this little someone had sent me like an iPod Nano and Stu McLaren had actually done an event I don't know if steu knows this and he had sent me the links to it so I download the links to this event on this iPod plug into my ears and I start like hanging up Christmas lights which which I had never done before it's a horrible job turns out you can hire people for really cheap to do that and the the lights look really straight mine were like like it was really bad and I kept stapling Through the Wire which would then kill the lights and it was bad and my fingers were so numb I had this little light coat on I remember like God my fingers were so numb and I couldn't I had to have my gloves off to be able to like squeeze the thing and so like I put them back in and get warm then I go back in and and I didn't really want to go inside and get warm cuz I was so depressed cuz I knew that um that like the next payroll was coming up in like a week or so and I was like I don't have money like I don't know what to do and like tomorrow I need to go in and tell these guys otherwise they're going to like it's going to be really awkward when you know payroll does come and I'm like oh sorry guys so I'm like tomorrow I have to go tell everybody this and so I stayed outside in the cold because I didn't want to go in um and I just was trying to think and so I'm stapling these these Christmas lights around the house so I'm listening to this audio and in the audio there's two different speakers talking about different business models that back then no none of us called these things funnels but they talked about these different business models what they were doing and one of them uh was uh was an offline guy his name is John all and that's some of you guys heard me talk about him he's the guy taught me about attractive character and he said he's like I have this thing that I've been doing where I I create these CDs and then I tell every it's so controversial that um I can't put it on the internet which is like the funniest thing ever he's like so because of that you got to pay me $5 that I will ship you the CD and then he said what happens that I ship him the CD but then that customer financed me putting a set like sending them a sales letter I was like dude that is like brilliant I'm like we got to do that and I remember IID filmed the CD like two years earlier um or DVD and I was like we could do that we could burn that DVD and we could start sending that out so that was the first uh the first presentation was John Allin say the next presentation was this guy named Matt basac who's become a close friend since then and Matt was talking about his business model he said um what I do is I send out CDs and then people that buy the CDs I call them on the phone and we sell them coaching I was like you can call people on the phone like I'd never I'm an internet nerd I'm like wait you pick like and I was super scared but I knew that there was a guy that worked for me at the time one of those my five or six friends who had who had sold things on the phone before and all I was like oh my gosh like what if like what if like like what if we figured out something we could do where we could like save this thing like that might actually be possible I start get more hey Christmas lights I'm listening to stuff and I'm just like oh my gosh like this this plan this like funnel was going through my head and I'm like okay I think I figured out like a blend of what these two guys are saying could actually could actually work and so by the time I got to hang up Christmas lights I I texted all of them like you guys uh you don't know this yet um but we're about to go bankrupt but I got an idea that I think can save it uh let's meet tomorrow morning early and I'm going to walk you guys through uh what I think could actually save this business send and they're all like texting back like what like we're going through bankruptcy like oh yeah we're about to um and uh and lucky said okay let's all come in so they all came in the next day and I was like you guys I think I got a model this is what we're going to do I was like remember that DVD I did like two years ago we're take that it's going to be a free DVD it's going to be so controversial we can't sell on the internet we'll charge I think it was $4.

95 shipping and handling and we'll send this DVD out to him and then inside the DVD we're going to have a sales letter where we're going to sell a $5,000 actually was $5,500 I don't know why we said that price but $5,500 they're like cool what do we sell $5500 I'm like I don't know what do you guys want to sell uh all right so then we had our whiteboard and we on our whiteboard like well if someone G us $5500 like we'd have to be something amazing like what if we did this and we're like we listen what if we did this and we made this huge list for like two hours of like all the amazingness I was like that would be awesome but I'm not willing to do of that stuff so okay we're not going to have them sleep in my house we're not going to have them do and we kind of crossed out all these things right okay and like okay I'd actually be willing to sell this I think people would actually buy that like that would be insane and so we took that and then at the same time we added a a newsletter so somebody bought the CD they joined um a newsletter that was $37 a month so they came from here and they joined a newsletter was $37 a month and that was the funnel now back then we have clickfunnels so luckily we had one or two nerds still working for us who were able to kind of put these pieces together and we had this really rudimentary like horrible looking funnel but it was live within a day we said okay let's try it and the time I had a little tiny email list this is pre Facebook pre it was back Myspace days so it back then we pushed some traffic to this and uh we end up selling a couple hundred of these CDs and then in the CD we shipped out to him inside they came a sales letter talking about this and then it put people on a continuity program and then we called everybody about the CD and said hey you bought the CD how would you like to come to Boise and we're going to give you this and and this is our hail Mar pass like please let this work and so we did that we focused on it we drove traffic to it and when all was said and done over the next like two we period of time we got 800 people to get our free CD uh from that way we used to do is everybody was on continuon we had 800 people that were on this $37 month coton but it was free for a month so we wouldn't make any money here but we had 800 people's phone numers so we were able to call and so we start calling them and we didn't know anything about phone sales or anything we were just like hey man you bought the CD you want to come and hang out with Russell they're like yeah and uh in that in that two we period of time we sold 10 people at $5,500 a piece which ended up being 55k and that funnel Sav Christmas is that awesome awesome I was able to pay all of our payroll we had some money left over it was awesome and the coolest thing is 30 days later than this CL started and all these people on continuity and suddenly we had a business this is when I learned the power of continuity David fry who's one of my favorite people in the whole world he's in the audience here somewhere I think he used to always say he's like until you have continuity you don't have a business and I never understood that till this there's David smiling over there I love that guy and uh and now I found out how son I had these people and then so what happened I don't know the math 800 times 37 a month it's like 25k a month and we knew like we have continuity now every single month we have 25k and that means I can pay for employees I can I I realized like it's you don't hire employees before you have continuity but now we continuity now we actually had people covered and we could actually focus and think and that was um the first funnel that really kind of Saved things and turned it around for us want more marketing Secrets if so then go get your copies of my two bestselling books book number one is called expert secrets and you can get a free copy at expert secrets. com and book number two is called dotom secrets and you can get your free copy at dotcom secrets.