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Ok I.
Need updates on these images.
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Book for has more 3 pages so this is the
book funnel has more than 3 pages like
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the top there but.
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This is the book funnel OK.
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So there's a sales page, a bump up,
someone up sell 2 and thank you page.
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Ok. So that's what a book funnel actually
looks like.
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Ok. Now again I mentioned this a second
ago, but a book funnels aren't just for
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selling books, OK.
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The structure is works really good for
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selling books, but it works for any type
of information product in fact for most.
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You guys recommend not writing a book
right away because writing a book takes a
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long time.
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I just finished my third book and it's
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hard. So there's a point in time when you
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should write a book, but prior to that
you can use a book full of stuff that's a
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lot faster.
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For example, this is i used a book funnel
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for this and it wasn't me selling a book,
it was me selling a preloaded MP three
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player with a whole bunch of episodes
from the marketing in your podcast.
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I'm back.
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Was the market in your podcast.
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Ok, so I took the same book funnel
structure, but instead of selling a book,
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I sell information on MP.
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Three player OK, this is the same thing I
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did with the perfect webinar script.
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It took the same book funnel structure
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but I didn't have time to.
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Write a book on this, so I gave it away
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at. One piece of paper.
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They had my script on it with a CD, DVD.
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They explained this was a CD and DVD.
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Case was information.
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Doesn't have to be books, any kind of
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information. Works really good through a book funnel
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OK. All right. So walk through the process.
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So the first step in a book funnel is the
two step order.
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Form ideas OK.
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You've seen this dot com secrets book
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you've seen there's expert secrets book.
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The traffic secrets book will be similar.
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That's kind of the page structure.
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Now I'm going to walk through, I'm gonna
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explain you guys how we kind of figured
this out.
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So if you look at the two step order
form, the order form is close to the top
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because the offer is low.
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Low price point, right.
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If I was selling something more expensive
like 100$ or above, I would not put the
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order form at the top.
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Ok, it's too fast.
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I put the order form down below lower,
but for lower ticket things I put the
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order form here.
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Now I personally used to.
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I hate this look and feel.
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So if anybody is like, I hate this.
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I don't have an order for the topic.
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I get it.
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I hate it as well.
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In fact, and probably a decade ago, I
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started studying from these marketers and
there's different tiers of marketing.
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There's like.
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I will make and it's not like the good
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guys and the bad guys, but there's like
there's like light and dark and there's a
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bunch of shades of Gray in the middle,
right.
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And I've always been you know on the
marketing like the lighter side of
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things. But I met these guys who are definitely
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more on the darker Gray to black cat
businesses and but they were making
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insane amounts of money.
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And so I was like, I want to learn from
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these guys.
What do they know that I don't know.
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And so I got into some groups, I met
these guys and started talking to him and
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it was interesting because they started
showing some of their funnels.
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I started looking at pages.
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And most of their pages had look similar
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structures. They had the order form and on the right
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hand side and had their name, their email
address are full shipping address, all
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sorts of stuff.
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And I was like, that's crazy, you're
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asking for all this stuff before they
even know what you're selling.
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Why would you do that?
And like we've tested a billion different
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things. These guys were like scientists, like
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they literally would hire people at
colleges close to them.
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They had like computer science degrees in
mathematics degrees, all stuff having to
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do insane on split testing.
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They were driving so much traffic and so
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they showed me this these pages and I was
like I don't like those.
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They said no way works step number one.
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We asked for the shipping address and
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said number two.
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We asked for their credit card, he said.
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We asked the credit card page number one.
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It dramatically decreases conversion
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because the risk is too high for the
person.
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And with all these mathematical reasons
and all these split tests they done,
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they're showing me and I was like, oh my
gosh.
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And so I fought it for years.
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I was like, I'm never going to do that.
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Kind of thing like it's just I don't like
it.
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I don't you know, in my mind is like
something that.
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Like these kind of marketers use and then
one time I decided, you know I'm going
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to, I'm just going to test it like these
are some testing that crazy like could I
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do it in a way that's not you know the
black cat side where we're selling good.
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Products, good things, but using the
techniques and the things that we learned
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over here.
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And so we did our very first version and
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it was before clickphonesbefore.com
Secrets book was another offer we had
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made and we tested it out and I did the
thing with everything being above the
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fold just like this.
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So there's a video, the order form, and
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we tested it and I tried to model there's
as close as I could and I kid you not out
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the gate did five or 6X higher conversion
than anything we have been prior to it.
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And I was like, Oh my gosh, like, why did
I fight that so long?
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And so we built.
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Click funnels initially I remember.
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Todd had the original order forms.
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I was like is there any way we can build
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an order form that takes that whole 2
step element that we that we love, that
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we use, that we have to custom code every
single time and make it a thing.
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And so he did.
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And so for now all of you guys if you
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want to do 2 step order for me, click a
button and boom it pops the thing in
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there. It is one of the most amazing things on
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Earth. So that's kind of some background story
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of such a geek on this stuff.
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Like I could go every like element like
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why I have the copy above the shipping
box and why it talks about order speed
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about why we did button.
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But like everything I could tell you the
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story behind it, there's so many
different tests and variations.
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People I met and things we figured out.
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But as a whole, if you look at this like
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this is the framework, this is what it
looks like.
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Remember I told you earlier, like all
these funny things are frameworks?
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This is the framework of a successful
page for an unboxing funnel okay video 2
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step order form like the headline there,
like the structure is been tested more
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than probably anything that you ever
dreamt of.
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And this is like the control right now.
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Ok, and hopefully somebody will beat the
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control, but this is the control.
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So this is where we start from.
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We try to beat it from here.
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Ok.
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So that's the first page.
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The two step order form a couple key
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things. Again, headline, video, all the arrows
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pushing my eyes towards the order form.
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And then there's the order form over
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there. Step number one we're getting shipping
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address and then step number two we get
their credit card information.
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Ok, so that's number one.
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A couple other things on this page.
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If you start looking at my pages closer,
you'll see more fun things.
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I'm going to map this out so I can
explain it while I write it.
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In every cells process we do.
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There are.
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Three things I try to do number one.
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The most powerful way to sell anybody
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anything is through emotion.
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Ok.
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So motion is the best.
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That's why when I talk to you guys on
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session number one about storytelling,
I'm telling a story, trying to invoke an
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emotion to get you to do something right
about.
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We don't use logic to sell, we use
emotion is the core thing, right?
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And so emotion is why people buy it, OK?
We always say people, they buy things
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emotionally to justify them logically.
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So my the best tool I have to sell the
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masses is emotion.
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So that's where I lead with, OK, then
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what happens is there's a percentage of
people even thinking emotionally engaged.
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Like this is amazing.
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I want it.
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And then all of a sudden.
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The logical thing break thing pops up and
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they're like, Oh no, how do I justify
this to my wife or my spouse or myself or
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my bank or my accountant or whatever,
right?
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And the logical brain starts going like
crazy.
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So the next close is the logical close.
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We'll put glasses on, logical guy.
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They're smarter, right?
So next is the logical close.
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Ok. And it's not nearly as powerful, but
it is important because a bunch of people
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who, like, even if they're emotionally
sold, the logic, they're gonna like, talk
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themselves out of it, right?
And then the third over here is the
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emotion. Sorry fear.
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How to make look fearful?
Except for old browsers like fearful, I'm
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not that good of a draw.
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Anyway, that guy is scared, so he looks
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pretty scared, right?
I don't even know.
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There you go.
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That got scared.
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Ok, so we got emotion, logic and fear.
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Ok, and?
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Fear you can put.
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Here you can play an urgent ski urgency
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and scarcity.
Ok, so if I'm trying to sell something to
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somebody, my very first pass is like, let
me emotionally convince you of things.
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I emotionally sell you.
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And again, a bunch of people, that's the
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big domino knocks down and they're gonna
buy the next wave of people.
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Or the logical is like, I don't know
about this.
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And if I can logically convince them,
knocks them down, boom, in the next
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percentage comes.
And the last is people who are like.
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Even if they're in here, they're like,
I'll do it later and they're.
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Like, you know, like.
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They can't make a decision to freaking
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out and urgency and scarcity is going to
push them over, OK.
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If you look at like percentage wise, I'd
say you're looking at probably.
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I don't know.
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I'm gonna guess.
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Let's say 40 % here.
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30 % here.
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That equals 100 right yeah OK.
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I'm saying it's I'd say it's probably
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around this, OK.
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Forcing your buyers come from logical
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from emotion 40 % comma logical last 30
convergence and scarcity.
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So most people do is they just do one or
the other right.
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And the logic doesn't work.
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They've gone to the motional first and
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the fear doesn't work let's say gone
through these first as well.
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So this is the sequence.
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So if you look at any email follow up
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sequence I go emotion my first couple of
emails that I moved to logic and I fear
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if you watch my stage presentation I
start with emotion.
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I moved to logic I moved to fear Watch
how I sell.
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Coaching motion, like everything happens
like this is the process.
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Ok? Motion, logic, fear, emotion, logic,
fear.
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Ok. So understand that in all you're
selling is always happening in the
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traffic seekers book.
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You guys will be getting here in the near
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future. I go deep into this and show how we use
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it even in retargeting ads.
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And like everything is moving from
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emotion to logic to fear.
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Your best case to sell some of the motion
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that shifts the logic and then it goes to
fear.
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Ok, so it's interesting if you look at
the layout.
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Of most of our sales pages, but
especially our two step order form pages.
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Is the top block here.
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The top third.
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This is like a video here of.
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Me and the two step order form.
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And this whole focus.
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Here is all about emotion, right?
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So, you know, it's the top 1/3 here.
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There's a smile is me on the video, like,
245
00:09:21,740 --> 00:09:22,610
hey, this is Russell Brunson.
246
00:09:22,620 --> 00:09:23,910
I'm emotionally trying to tell you a
247
00:09:23,920 --> 00:09:27,240
story to get you to buy, OK?
And for the percentage of the people, the
248
00:09:27,250 --> 00:09:28,410
majority of people buy right here.
249
00:09:28,420 --> 00:09:29,590
And then people are like, oh, that's
250
00:09:29,600 --> 00:09:30,820
amazing. Like, but what?
251
00:09:30,830 --> 00:09:32,560
Like, what's the catch what?
You know, right.
252
00:09:32,570 --> 00:09:33,790
They have all the things that keep them.
253
00:09:33,800 --> 00:09:34,580
So they start scrolling.
254
00:09:34,590 --> 00:09:35,440
That's just scrolls.
255
00:09:35,450 --> 00:09:37,170
They scroll past this now, this next
256
00:09:37,180 --> 00:09:39,350
thing. Ok. The emotional people didn't even see
257
00:09:39,360 --> 00:09:39,950
this. They bought.
258
00:09:39,960 --> 00:09:43,010
They're ready to go and take over the
world, whatever it is you just sold them,
259
00:09:43,020 --> 00:09:44,680
right?
The next people are looking for logic.
260
00:09:44,690 --> 00:09:46,640
So here's we have like all of your copy.
261
00:09:46,650 --> 00:09:47,250
That's speaking.
262
00:09:47,260 --> 00:09:48,570
Their logical mind.
263
00:09:49,070 --> 00:09:49,670
Ok.
264
00:09:49,750 --> 00:09:52,320
In fact, all you can say a lot of times
like logically know if you want to
265
00:09:52,330 --> 00:09:54,340
logically know what funnels are, great,
great company.
266
00:09:54,350 --> 00:09:57,320
Logically, if you really want to do this,
you got to work with a company who, who's
267
00:09:57,330 --> 00:10:00,160
helped more people hit millionaire status
phones than anybody else on Earth, right?
268
00:10:00,170 --> 00:10:01,630
Like, it just makes logical sense.
269
00:10:01,640 --> 00:10:03,120
Like I'll even use the word logical
270
00:10:03,130 --> 00:10:04,570
because that's who I'm speaking to.
271
00:10:04,580 --> 00:10:05,700
Speaking the logical mind.
272
00:10:05,710 --> 00:10:08,660
Ok. So trying to get them to be able to
justify this to themselves, to their
273
00:10:08,670 --> 00:10:11,970
spouse, to their account, whoever it is,
they got to justify things logically to.
274
00:10:12,230 --> 00:10:16,740
Ok, in fact, I heard someone tell me this
one time about this, like buying cars,
275
00:10:16,750 --> 00:10:17,780
right?
Like you go into the car.
276
00:10:17,790 --> 00:10:20,330
Leadership and you see the new car, it
could be whatever it is for you.
277
00:10:20,340 --> 00:10:24,040
It could be a Ferrari and McLaren a
Lamborghini, maybe it's a minivan.
278
00:10:24,050 --> 00:10:25,060
Like everyone got their thing right.
279
00:10:25,070 --> 00:10:26,360
You see the car and like ohh this would
280
00:10:26,370 --> 00:10:26,890
be so amazing.
281
00:10:26,900 --> 00:10:28,650
Your picture yourself driving the car and
282
00:10:28,660 --> 00:10:29,680
like the wind blowing.
283
00:10:29,690 --> 00:10:31,070
Your hair, all the amazing stuff, right?
284
00:10:31,080 --> 00:10:32,550
And you're emotionally so sold on.
285
00:10:32,560 --> 00:10:33,730
It and you go and you buy it.
286
00:10:33,740 --> 00:10:34,300
You drive it home.
287
00:10:34,310 --> 00:10:35,900
Your spouse is like, did you just buy
288
00:10:35,910 --> 00:10:37,340
that?
You're like, Oh yeah, you have to
289
00:10:37,350 --> 00:10:39,310
understand how like he gets really good
gas mileage.
290
00:10:39,320 --> 00:10:42,730
Like it's on the best, most safest cars
in the world.
291
00:10:42,740 --> 00:10:45,870
Like, you logically try to convince them
of what the emotional decision just made,
292
00:10:45,880 --> 00:10:49,140
right, because we buy things,
emotionally, we justify logically OK, so
293
00:10:49,150 --> 00:10:50,950
that's what's happening i'm giving them
the ability to.
294
00:10:50,960 --> 00:10:52,880
Justify it to themselves or the person.
295
00:10:52,890 --> 00:10:54,110
They have to justify this to this
296
00:10:54,120 --> 00:10:59,500
purchase to later right and then the
third thing is all about fear, right.
297
00:10:59,510 --> 00:11:01,080
So this is where my urgency and scarcity
comes.
298
00:11:01,090 --> 00:11:05,030
This was like why I gotta be right now
and the call to action and how many are
299
00:11:05,040 --> 00:11:07,410
left and all the things that cause
urgency and scarcity and fear.
300
00:11:07,420 --> 00:11:08,300
And that's the.
301
00:11:08,310 --> 00:11:09,080
That's the third thing.
302
00:11:09,090 --> 00:11:12,690
Ok. So if you look at the funnel box,
that's the layout of a page, emotion,
303
00:11:12,700 --> 00:11:14,320
logic and then the fear.
304
00:11:14,490 --> 00:11:16,490
Ok all right.
305
00:11:16,500 --> 00:11:18,050
So that's page.
306
00:11:18,060 --> 00:11:19,370
Number one, you guys know there's all
307
00:11:19,380 --> 00:11:20,340
this stuff going into, you're.
308
00:11:20,350 --> 00:11:21,500
Like, Ohh, Russell Super Funnel page.
309
00:11:21,510 --> 00:11:24,080
It's like, no, you have to understand the
frameworks, right?
310
00:11:24,090 --> 00:11:26,960
Here's the frameworks happening every
single page what and how it all weaves
311
00:11:26,970 --> 00:11:28,210
in. Now it's like you gotta take your art.
312
00:11:28,220 --> 00:11:30,590
Like what is your emotional story you're
gonna plug in here?
313
00:11:30,600 --> 00:11:33,520
What's your logical arguments about why
in the world they should buy this thing?
314
00:11:33,530 --> 00:11:35,560
Ok what's earnest care?
So you're going to create, this is where
315
00:11:35,570 --> 00:11:37,640
you weave your art into this framework.
316
00:11:37,650 --> 00:11:38,920
But understand this is the framework,
317
00:11:38,930 --> 00:11:39,940
right?
It's a page.
318
00:11:39,950 --> 00:11:42,120
It's a process, things like that.
319
00:11:42,130 --> 00:11:43,490
Now you got to weave your stories, your
320
00:11:43,500 --> 00:11:46,190
art, your stuff into that framework.
321
00:11:46,200 --> 00:11:47,170
You're going to paint the bathroom,
322
00:11:47,180 --> 00:11:48,970
whatever color you want it to be in this
house.
323
00:11:49,100 --> 00:11:50,680
But the framework is there.
324
00:11:50,810 --> 00:11:52,210
Ok. And so I showed some of this home
325
00:11:52,220 --> 00:11:54,880
page, but this is a theme that you see
throughout.
326
00:11:54,890 --> 00:11:55,530
It's an email.
327
00:11:55,540 --> 00:11:57,830
Sequence it's in every page, upsell pages
328
00:11:57,840 --> 00:11:58,250
down South.
329
00:11:58,260 --> 00:11:59,970
Like throughout everything we're doing,
330
00:11:59,980 --> 00:12:02,400
you're gonna follow this emotional logic
fear path.
331
00:12:02,460 --> 00:12:04,570
Ok, over and over and over again.
332
00:12:04,700 --> 00:12:06,890
Ok. And then move to the next slide.
333
00:12:06,900 --> 00:12:08,710
So OK.
334
00:12:08,720 --> 00:12:10,040
So there's the two step order when we
335
00:12:10,050 --> 00:12:10,750
talked about here.
336
00:12:10,760 --> 00:12:12,190
Ok again, step one up in the shipping
337
00:12:12,200 --> 00:12:14,650
address and it automatically directs
September 2 where they put in their
338
00:12:14,660 --> 00:12:15,640
credit card information.
339
00:12:16,080 --> 00:12:17,060
Ok now.
340
00:12:18,360 --> 00:12:20,720
I'll show you one thing we figured, I
can't remember exactly where we figured
341
00:12:20,730 --> 00:12:21,780
this whole thing out.
342
00:12:21,960 --> 00:12:23,550
I'm pretty Dang sure that I gave it the
343
00:12:23,560 --> 00:12:24,390
name order form bump.
344
00:12:24,400 --> 00:12:25,630
In fact, I would bet because I had some
345
00:12:25,640 --> 00:12:28,770
friends who they did a lot of
infomercials back in the day.
346
00:12:28,780 --> 00:12:31,410
And what they would do is if you ever
call an infomercial, they call you on the
347
00:12:31,420 --> 00:12:33,670
phone like an order this book or this
cooker or.
348
00:12:33,680 --> 00:12:37,030
This juice machine never you call on the
phone and then the sales scripts were
349
00:12:37,040 --> 00:12:40,970
written on the phone is they create they
call them bumps so the bump is like oh do
350
00:12:40,980 --> 00:12:42,650
you want rush shipping ohh cool hey you
want the.
351
00:12:42,660 --> 00:12:43,520
Cookbook to go along as.
352
00:12:43,530 --> 00:12:44,230
Well, oh cool.
353
00:12:44,240 --> 00:12:46,350
And they call them bumps instead of
upsells and so.
354
00:12:46,360 --> 00:12:48,440
When we started building this because.
355
00:12:48,450 --> 00:12:49,900
Friends who always called them bumps on
356
00:12:49,910 --> 00:12:52,320
the phone.
I was like, let's put a bump into our
357
00:12:52,330 --> 00:12:53,320
into our funnel here.
358
00:12:53,330 --> 00:12:54,970
Now the reason why order 4 bumps are so
359
00:12:54,980 --> 00:13:01,950
powerful is.
Back when I.
360
00:13:02,390 --> 00:13:03,480
When I was a young and in this.
361
00:13:03,490 --> 00:13:05,290
Industry and we were first learning.
362
00:13:05,300 --> 00:13:06,530
About this whole funnel concept, this is
what.
363
00:13:06,540 --> 00:13:10,320
Happened is somebody had a page, right?
Where they sold.
364
00:13:10,330 --> 00:13:12,460
Something and they made money like this
is amazing.
365
00:13:12,470 --> 00:13:14,450
And then somebody had an idea.
366
00:13:14,590 --> 00:13:15,920
Like, let's put an upsell some made
367
00:13:15,930 --> 00:13:20,100
upsell OTO one time offer and they sold
something more, oops, there's a person
368
00:13:20,110 --> 00:13:23,710
and they sold more and they're like, Oh
my gosh, like, 1/3 of people.
369
00:13:23,720 --> 00:13:26,190
Who bought? Who bought this?
Also bought this I made.
370
00:13:26,950 --> 00:13:30,240
Moe money. Just kidding, more money,
right?
371
00:13:30,250 --> 00:13:32,410
They made more money and like this is
amazing.
372
00:13:32,420 --> 00:13:34,110
Like wait, what if we did instead of 1
up?
373
00:13:34,120 --> 00:13:37,760
So what if we did 2 upsells and like oh
that's great, they did two upsells right?
374
00:13:38,020 --> 00:13:39,340
Oto 2.
375
00:13:39,810 --> 00:13:40,840
Ok. And also like?
376
00:13:40,850 --> 00:13:44,260
1/5 people about this and they made what?
More money like this is amazing.
377
00:13:44,270 --> 00:13:44,970
We have two episodes.
378
00:13:44,980 --> 00:13:46,340
What if we had a down sell here?
379
00:13:46,350 --> 00:13:48,900
And what if we had a down sell here?
Well, if we had another upsell fitting
380
00:13:48,910 --> 00:13:49,910
up, Sir.
No Sir and all.
381
00:13:49,920 --> 00:13:51,940
Of a sudden what was created were these
funnels.
382
00:13:51,950 --> 00:13:56,000
We had a friend who started videotaping
funnels and there are people go through
383
00:13:56,010 --> 00:13:58,740
like a 3 to 4 hour long process to get
through all the upsells.
384
00:13:58,750 --> 00:14:03,070
You just call this upsell and we guess
the next word is upsell hell.
385
00:14:03,950 --> 00:14:06,590
Ok. And I got called this traps, like
what's doing?
386
00:14:06,600 --> 00:14:07,850
So I gotta have more sales than the last
guy.
387
00:14:07,860 --> 00:14:11,260
So I used to have every single funnel I'd
have, I would have upsell down, so upside
388
00:14:11,270 --> 00:14:12,000
down, upside down.
389
00:14:12,010 --> 00:14:13,350
So some went through everything and said
390
00:14:13,360 --> 00:14:14,000
no to everything.
391
00:14:14,010 --> 00:14:16,100
I had six offers and I was like oh that.
392
00:14:16,110 --> 00:14:17,890
Plus the first thing they just bought,
right.
393
00:14:17,900 --> 00:14:18,820
And I was like this is amazing.
394
00:14:18,830 --> 00:14:20,220
Like we're making so much money and then
395
00:14:20,230 --> 00:14:22,030
one day.
I had these friends.
396
00:14:22,040 --> 00:14:23,430
This is like a decade ago.
397
00:14:23,440 --> 00:14:24,620
These friends, they to create this new
398
00:14:24,630 --> 00:14:28,740
software that would do ratings and
reviews.
399
00:14:28,750 --> 00:14:32,160
Actually approved.com
is really cool software and they said,
400
00:14:32,170 --> 00:14:33,240
Hey Russell, this new company.
401
00:14:33,250 --> 00:14:34,700
About to launch when you try it out, they
402
00:14:34,710 --> 00:14:38,790
said go and take our little shopper
approved widget and put it on your thank
403
00:14:38,800 --> 00:14:41,800
you page, the last page here, put it on
your thank you page and basically people
404
00:14:41,810 --> 00:14:44,140
can rate you based on their experience.
405
00:14:44,150 --> 00:14:45,490
I'm like OK cool we'll get all of our
406
00:14:45,500 --> 00:14:48,210
raving customers who just bought, tells
how great we are and we can use that
407
00:14:48,220 --> 00:14:49,400
widget and plug it in somewhere.
408
00:14:49,410 --> 00:14:51,100
And so I put on this thing in the middle
409
00:14:51,110 --> 00:14:51,770
of our launches.
410
00:14:51,780 --> 00:14:52,970
People bought the product, went through
411
00:14:52,980 --> 00:14:54,680
six upsell down, sell things.
412
00:14:54,690 --> 00:14:55,970
They land on thank you page and they
413
00:14:55,980 --> 00:15:00,040
would be like, hey, what was your?
Series like today rate it and I had no
414
00:15:00,050 --> 00:15:04,660
idea how upset my customers were about 24
hours into it.
415
00:15:04,670 --> 00:15:08,420
I logged in to read the reports and the
majority of the people who made it
416
00:15:08,430 --> 00:15:11,680
through upsell hell ended up here and
they hated me.
417
00:15:11,830 --> 00:15:15,040
They were I was making I'm like I'm
making money or card values huge.
418
00:15:15,050 --> 00:15:16,350
Like I'm so excited.
419
00:15:16,360 --> 00:15:18,160
So I found all my clusters, hated me and
420
00:15:18,170 --> 00:15:21,160
all of a sudden I realized, Oh my gosh,
the lifetime value might cut like the
421
00:15:21,170 --> 00:15:23,280
short term.
How much money I made in the short term
422
00:15:23,290 --> 00:15:24,860
increase lifetime value.
423
00:15:24,870 --> 00:15:26,220
Customer died, right.
424
00:15:26,230 --> 00:15:27,320
Talking about value.
425
00:15:27,330 --> 00:15:28,280
Others and taking somebody on this
426
00:15:28,290 --> 00:15:30,490
journey. I've had people that have been phones for
427
00:15:30,500 --> 00:15:32,270
five years, almost coming on six years.
428
00:15:32,280 --> 00:15:33,570
People go to every single fucking life
429
00:15:33,580 --> 00:15:35,570
why?
Because I have an amazing experience.
430
00:15:35,580 --> 00:15:38,210
We serve the highest level possible and I
realized that all these people went
431
00:15:38,220 --> 00:15:38,830
through this process.
432
00:15:38,840 --> 00:15:40,230
By time they end over here.
433
00:15:40,240 --> 00:15:43,330
They are not happy with me and the
experience was bad.
434
00:15:43,700 --> 00:15:46,140
And I was like, Oh my gosh, I gotta do
something.
435
00:15:46,150 --> 00:15:49,760
And so I start looking and say, well this
is a bad experience, what should I do?
436
00:15:49,770 --> 00:15:53,050
I said OK, I'm gonna cut this up cell and
this up cell, I'm gonna cut the down
437
00:15:53,060 --> 00:15:55,500
cells and down cells right here and I get
testing and testing.
438
00:15:55,510 --> 00:15:57,950
And we tested a ton this for about two
years or so.
439
00:15:57,960 --> 00:16:00,750
And we found when all is said and done,
we found that for me.
440
00:16:00,760 --> 00:16:02,030
And again, this is different for
everybody.
441
00:16:02,040 --> 00:16:03,110
Some industries are different too.
442
00:16:03,120 --> 00:16:04,250
Sometimes you can do more or less.
443
00:16:04,260 --> 00:16:09,510
But my own personal rule for my funnels
is I never want to have an offer.
444
00:16:09,520 --> 00:16:11,460
And I will Max have two upsells.
445
00:16:11,920 --> 00:16:13,990
That's where I found that the maximum.
446
00:16:14,000 --> 00:16:19,180
Number of money for me and still
happiness for my customers over here,
447
00:16:19,190 --> 00:16:21,330
right. It was like that was that was the sweet
448
00:16:21,340 --> 00:16:22,760
spot. I went beyond that.
449
00:16:22,770 --> 00:16:25,540
That's when I started getting angrier
anger and anger and just ruined my whole
450
00:16:25,550 --> 00:16:29,370
company right when I kept it to the
product and two upsells Max.
451
00:16:29,470 --> 00:16:31,880
That's when people are happy and they
continue my value ladder and like
452
00:16:31,890 --> 00:16:32,720
everything was good.
453
00:16:32,730 --> 00:16:33,790
So that's a big lesson I learned.
454
00:16:33,800 --> 00:16:37,300
I wanted to share with you guys because
sometimes you can use these funnels and
455
00:16:37,310 --> 00:16:39,540
you can make a lot of money but you can
destroy your relationship, your customers
456
00:16:39,550 --> 00:16:41,480
and you make money the short term and not
the long term.
457
00:16:41,490 --> 00:16:44,240
I don't know about you but in the long
term game this is not a.
458
00:16:44,250 --> 00:16:45,770
Short term transactional thing for me.
459
00:16:45,780 --> 00:16:46,920
Otherwise I'd be charging this very
460
00:16:46,930 --> 00:16:48,920
second to be here, right?
The reason why he has to be here going
461
00:16:48,930 --> 00:16:53,430
through this is because I know that the
happier you are here, the more likely you
462
00:16:53,440 --> 00:16:55,830
are to get build funnels, more likely to
build funnels on this platform like here
463
00:16:55,840 --> 00:16:58,530
in the fucking live, more likely you're
going to buy another course in the future
464
00:16:58,540 --> 00:16:59,340
like. Go to funnel.
465
00:16:59,350 --> 00:17:02,630
Flicks, like all the other things happen,
the happier experience you have.
466
00:17:02,640 --> 00:17:05,619
So if I take some short term money loss
here, it's worth it because long time
467
00:17:05,630 --> 00:17:07,960
lifetime value of the customer
dramatically goes up.
468
00:17:07,970 --> 00:17:10,710
Does that make?
Sense OK, so that's kind of the game
469
00:17:10,720 --> 00:17:12,369
plan. So for me it was always like this
470
00:17:12,380 --> 00:17:14,910
frustrating thing of like I miss the days
when I was getting 2.
471
00:17:14,920 --> 00:17:17,420
100$ average CART value but.
472
00:17:17,430 --> 00:17:18,280
I like the fact that my.
473
00:17:18,290 --> 00:17:21,140
Customers happy we make more money long
term, but I'm always figure like, is
474
00:17:21,150 --> 00:17:23,890
there another way?
And so this is when the order form bump
475
00:17:24,010 --> 00:17:25,010
came into existence.
476
00:17:25,020 --> 00:17:26,440
Ok, so I'm telling this whole story.
477
00:17:26,450 --> 00:17:30,660
The order form bump is basically another
upsell that nobody sees as an actual
478
00:17:30,670 --> 00:17:33,450
upsell. Ok, it's like the closest thing to free
479
00:17:33,460 --> 00:17:36,670
money you will ever get, where you can
increase how much money you make and keep
480
00:17:36,680 --> 00:17:40,390
your customers happy, and you're getting
a whole third upsell.
481
00:17:40,590 --> 00:17:42,520
That's like sneaky stealth attack.
482
00:17:42,530 --> 00:17:44,040
Ok, this is where the order form button
483
00:17:44,050 --> 00:17:45,390
comes from.
Think about.
484
00:17:46,140 --> 00:17:47,970
Think about when you're at the gas or the
grocery.
485
00:17:47,980 --> 00:17:50,090
Store, right. You're going around and
shopping cart, you buying all your stuff.
486
00:17:50,100 --> 00:17:52,910
You feel anything if you get to the very
end and you start going through checkout
487
00:17:52,920 --> 00:17:54,980
line you're walking through also you sit
there line.
488
00:17:54,990 --> 00:17:57,870
You look to your left and you're like ohh
there's the National Enquirer and the
489
00:17:57,880 --> 00:18:01,290
Star magazine and people and like all of
the gossip magazines right there.
490
00:18:01,300 --> 00:18:02,370
You look in the right hand, boom.
491
00:18:02,380 --> 00:18:03,970
We see tic Tacs and you see gum and you
492
00:18:03,980 --> 00:18:08,350
see Purell hand sanitizer and you see
bottles of like all the impulse buys,
493
00:18:08,360 --> 00:18:09,950
right and be like oh I'm going to get.
494
00:18:09,960 --> 00:18:10,620
That and this.
495
00:18:10,630 --> 00:18:11,760
And this and this.
496
00:18:11,880 --> 00:18:13,020
And they grab right there like.
497
00:18:13,030 --> 00:18:16,060
That's the equivalent order form someone
coming through your funnel right also
498
00:18:16,070 --> 00:18:18,400
they stopped like, oh, what's that?
Boom, that's the order form.
499
00:18:18,410 --> 00:18:19,560
It's getting them just enough tension.
500
00:18:19,570 --> 00:18:20,340
They don't think about it.
501
00:18:20,350 --> 00:18:23,720
They're looking like, oh, I want that as
well, OK, there's no sales letter for tic
502
00:18:23,730 --> 00:18:25,650
Tacs, right?
You're like, oh, those look really good
503
00:18:25,660 --> 00:18:27,540
to get the orange ones because it taste
like candy.
504
00:18:27,550 --> 00:18:29,940
They are candy, but I think they're meant
because they've tricked me, right?
505
00:18:29,950 --> 00:18:32,310
So you grab it really quick off the
shelf, that's an order form.
506
00:18:32,320 --> 00:18:35,760
Bump is OK if the thing you're selling is
complex and it will not work as an order
507
00:18:35,770 --> 00:18:36,130
for a bump.
508
00:18:36,140 --> 00:18:36,890
And needs to be something.
509
00:18:36,900 --> 00:18:37,660
That tastes like.
510
00:18:37,670 --> 00:18:38,300
Oh, do you also want?
511
00:18:38,310 --> 00:18:39,800
This like, Oh yeah, I do.
512
00:18:39,810 --> 00:18:41,300
Ok. So let me show you an order form
513
00:18:41,310 --> 00:18:43,190
bump. Looks like if you're not familiar, OK,
514
00:18:43,200 --> 00:18:45,250
the order form bump is very strategic.
515
00:18:45,630 --> 00:18:46,890
Where it fits, it fits.
516
00:18:46,900 --> 00:18:49,150
After someone put their credit card
information, they already had the
517
00:18:49,160 --> 00:18:50,920
commitment to put their credit card
information in.
518
00:18:50,930 --> 00:18:54,590
But before the submit button, right
there, we tested above like every
519
00:18:54,600 --> 00:18:56,670
variation, like that's the sweet spot
right there.
520
00:18:56,680 --> 00:18:59,950
They come in there and they're buying the
product, their credit card, and say, hey,
521
00:18:59,960 --> 00:19:03,970
real quick, do you upgrade your order?
Boom Here's the thing and this has got to
522
00:19:03,980 --> 00:19:07,350
be again, your tic Tac offer where it's
just like, it's simple, it's a it's a one
523
00:19:07,360 --> 00:19:11,070
sentence to explain it takes 3 sentences
explain it's too, much, it's like, oh,
524
00:19:11,080 --> 00:19:12,220
he's bought this book on whatever.
525
00:19:12,230 --> 00:19:13,310
You want the audio book?
526
00:19:13,320 --> 00:19:14,670
Or do you want the templates?
Or do you want?
527
00:19:14,680 --> 00:19:15,890
The very simple.
528
00:19:15,900 --> 00:19:17,900
Offer right. And that gives you this
529
00:19:17,910 --> 00:19:23,880
extra upsell in here that doesn't again
increases your money, does not decrease
530
00:19:23,890 --> 00:19:25,460
happiness level of people.
531
00:19:25,470 --> 00:19:27,860
Ok. This is like for most people most
532
00:19:27,870 --> 00:19:30,770
businesses the order form bump will cover
the cost of your advertising.
533
00:19:30,780 --> 00:19:32,640
This makes you the rest of your funnel
profit.
534
00:19:32,650 --> 00:19:35,010
Like it's like the secret sauce.
535
00:19:35,730 --> 00:19:36,800
Anyway that's an order form bump.
536
00:19:36,810 --> 00:19:40,110
Here's a couple of examples of just like
really quick like yes Russell upgrade my
537
00:19:40,120 --> 00:19:41,040
order add this to it.
538
00:19:41,050 --> 00:19:42,800
Yes Russell comma order up my order.
539
00:19:42,810 --> 00:19:45,870
Ok. If you don't have an order form bump
on every order form, you're literally
540
00:19:45,880 --> 00:19:47,240
just throwing money away.
541
00:19:47,270 --> 00:19:49,040
Ok, it does nothing but give you more
542
00:19:49,050 --> 00:19:51,480
money. Ok, does not decrease happiness of your
543
00:19:51,490 --> 00:19:53,330
customers. It just gives you more money and gives
544
00:19:53,340 --> 00:19:55,080
them another opportunity to buy something
from.
545
00:19:55,090 --> 00:19:56,360
You OK? That's the order form bump.
546
00:19:56,370 --> 00:19:58,850
It's like the greatest gift that we could
547
00:19:58,860 --> 00:19:59,740
possibly give you.
548
00:19:59,750 --> 00:20:00,400
Again, I'm building.
549
00:20:00,410 --> 00:20:01,760
Click, not me.
550
00:20:01,770 --> 00:20:03,170
I didn't build click photos when Todd was
551
00:20:03,180 --> 00:20:05,000
building. Click phones like please give me an order
552
00:20:05,010 --> 00:20:05,380
for him.
553
00:20:05,390 --> 00:20:06,650
Please like we got to figure this out
554
00:20:06,660 --> 00:20:08,280
and. So he put an order form and now it's.
555
00:20:08,290 --> 00:20:09,060
So simply click a.
556
00:20:09,070 --> 00:20:10,760
Button every single order form and that's
557
00:20:10,770 --> 00:20:14,020
literally free money will cover your
cover your ad costs in most situations.
558
00:20:14,030 --> 00:20:15,120
Ok, so that's the key.
559
00:20:15,130 --> 00:20:16,110
Or form UPS.
560
00:20:16,510 --> 00:20:17,340
All right, satsuma.
561
00:20:17,350 --> 00:20:19,110
But they bought your product, buy your
562
00:20:19,120 --> 00:20:20,130
product. They saw the order form up.
563
00:20:20,140 --> 00:20:21,510
Now taking to our upsell process.
564
00:20:21,520 --> 00:20:24,950
Ok, we use the words upsell and one time
565
00:20:24,960 --> 00:20:26,750
offer OTO.
Synonymously same thing.
566
00:20:26,760 --> 00:20:29,070
Especially one time offer special upsell
doesn't matter.
567
00:20:29,080 --> 00:20:31,530
You'll hear both those terms inside the
industries all the time.
568
00:20:31,540 --> 00:20:33,270
One time offer OTO or upsell.
569
00:20:33,280 --> 00:20:36,140
Ok now with information product and this
570
00:20:36,150 --> 00:20:40,880
is the difference between a book funnel
and a cart funnel with information
571
00:20:41,000 --> 00:20:43,330
products. The secret like people always ask like
572
00:20:43,340 --> 00:20:46,110
what?
You know if I if they just bought a 10$
573
00:20:46,120 --> 00:20:48,620
book, what should I what?
Price point, should I sell the next
574
00:20:48,630 --> 00:20:50,790
product?
I'm like, no, you understand that's not
575
00:20:50,800 --> 00:20:51,780
the right question to be asking.
576
00:20:51,790 --> 00:20:53,950
It's not about the price point.
577
00:20:54,290 --> 00:20:58,600
The question is what is the next logical
thing that they need on their journey?
578
00:20:58,610 --> 00:21:00,510
Ok, so say they came right here.
579
00:21:01,350 --> 00:21:02,300
And they just.
580
00:21:02,310 --> 00:21:05,260
They saw your thing and like this is
awesome and they bought right and then
581
00:21:05,270 --> 00:21:09,590
order form bump you to tictac offer right
here now they're coming through so you
582
00:21:09,600 --> 00:21:11,110
think hey what's the next.
583
00:21:12,640 --> 00:21:13,960
Logical thing that they need to be
584
00:21:13,970 --> 00:21:15,870
successful, OK.
And OK if.
585
00:21:15,880 --> 00:21:18,730
It's a thousand dollars or two dollars
like the next logical thing is what
586
00:21:18,740 --> 00:21:19,830
should be right here.
587
00:21:19,900 --> 00:21:22,520
Ok, the first time I got this, I.
588
00:21:25,340 --> 00:21:28,600
It's been a while since I since I learned
this lesson, but somebody was.
589
00:21:28,610 --> 00:21:30,220
Talking, I think I've been Mike Geary.
590
00:21:30,230 --> 00:21:32,570
Anyway, but anyways.
591
00:21:32,580 --> 00:21:35,790
Whoever it was, thank you for telling me
this concept is it's meant a lot to me.
592
00:21:35,800 --> 00:21:37,130
I can't even remember exactly it was.
593
00:21:37,140 --> 00:21:38,990
But the concept was let's say someone
594
00:21:39,000 --> 00:21:41,530
comes to your funnel, right?
And so you have the ebook, your ebooks
595
00:21:41,540 --> 00:21:44,290
are like how to get 6 pack abs?
Like sweet, I got a 6 pack abs and you
596
00:21:44,300 --> 00:21:45,260
bought the product.
597
00:21:45,360 --> 00:21:46,640
Now what we think sometimes like well
598
00:21:46,650 --> 00:21:48,550
someone that person interest 6 pack abs.
599
00:21:48,560 --> 00:21:50,110
I'm going some more 6 pack ABS training
600
00:21:50,120 --> 00:21:52,300
here. This is my 6 pack ABS home study course
601
00:21:52,400 --> 00:21:55,240
we don't understand is that if you put
yourself in the mind of your.
602
00:21:55,250 --> 00:21:58,110
Consumer soon as they bought thing like I
need 6 pack ads, they bought it.
603
00:21:58,120 --> 00:22:00,390
They put their credit card, they bought
it in their mind now.
604
00:22:00,400 --> 00:22:01,960
They have 6 pack abs.
605
00:22:02,220 --> 00:22:03,450
This promise has been.
606
00:22:03,460 --> 00:22:04,250
Fulfilled in their mind.
607
00:22:04,260 --> 00:22:05,870
Like I got 6 pack abs you got me.
608
00:22:05,880 --> 00:22:08,230
Like hey my 6 pack app Apps Home study
course, they're.
609
00:22:08,240 --> 00:22:10,880
Like I already have apps, I bought them
like a minute ago.
610
00:22:10,890 --> 00:22:13,620
Like why would I buy this net?
Like already bought that.
611
00:22:13,840 --> 00:22:16,570
Ok, there's there itch has already been
scratched.
612
00:22:16,970 --> 00:22:17,990
That's you understand.
613
00:22:18,230 --> 00:22:19,270
Ok the first time I got this.
614
00:22:19,280 --> 00:22:22,200
When we launch hundred split test book
and hundred split test book and the
615
00:22:22,210 --> 00:22:25,090
upsell was our conversion course for two
hundred ninety seven bucks.
616
00:22:25,100 --> 00:22:26,430
And almost nobody bought this.
617
00:22:26,440 --> 00:22:27,450
I was so confused.
618
00:22:27,520 --> 00:22:29,620
And so I started emailing customers like,
why did you not buy this?
619
00:22:29,630 --> 00:22:32,940
Like you told me you're in split test and
said, well, buyer split test book already
620
00:22:32,950 --> 00:22:33,710
have split.
621
00:22:33,770 --> 00:22:35,300
I don't need to test something else.
622
00:22:35,430 --> 00:22:36,380
I was like, crap.
623
00:22:36,390 --> 00:22:38,000
So the question is like, what's the next
624
00:22:38,010 --> 00:22:40,590
logical thing if I just got 6 pack abs,
what's the next thing I need?
625
00:22:40,600 --> 00:22:43,360
Well, it's like, hey, you're gonna go out
shopping or you gonna go eat at fast food
626
00:22:43,370 --> 00:22:45,260
restaurants?
How do you find the food that's actually
627
00:22:45,270 --> 00:22:47,250
healthy?
Like, Oh my gosh, that's a good point.
628
00:22:47,260 --> 00:22:49,310
I'm going to be it for that is the next
thing I have six pack abs.
629
00:22:49,320 --> 00:22:50,110
I got to keep them.
630
00:22:50,120 --> 00:22:51,780
Well if I'm gonna eat fast food, ohh my
631
00:22:51,790 --> 00:22:52,390
gosh, I need that.
632
00:22:52,400 --> 00:22:54,180
Boom, they're going to buy that product.
633
00:22:54,190 --> 00:22:56,930
The next logical thing, someone just
bought my they boughtthe.com
634
00:22:57,000 --> 00:22:58,400
secrets for how to build funnels.
635
00:22:58,660 --> 00:22:59,940
Ok, if my next thing more funnels.
636
00:22:59,950 --> 00:23:02,280
Not going to buy bought funnels in their
mind that itch has been scratched.
637
00:23:02,290 --> 00:23:04,170
What's the next logical thing they need?
Oh, if your.
638
00:23:04,180 --> 00:23:07,730
Photos need traffic, or if you have
photos you copy right, it's the next
639
00:23:07,740 --> 00:23:10,770
logical thing.
So when you look at an info product, book
640
00:23:10,780 --> 00:23:14,950
style, unboxing funnel, it's always about
what's the next thing they need now.
641
00:23:14,960 --> 00:23:17,100
This upset was the next logical thing
they need.
642
00:23:17,110 --> 00:23:17,620
You don't need that.
643
00:23:17,630 --> 00:23:18,600
Like, what's the next thing?
644
00:23:18,610 --> 00:23:23,110
Like, I bought I bought dotcom secrets,
the book, I bought the copywriting
645
00:23:23,120 --> 00:23:24,840
course, how to put the words on the
pages.
646
00:23:24,850 --> 00:23:25,990
Now I need the traffic course.
647
00:23:26,000 --> 00:23:27,110
That's the next logical thing.
648
00:23:27,120 --> 00:23:31,640
Ok, so that's more important is
understanding the logical sequencing.
649
00:23:31,650 --> 00:23:36,780
Of events then understanding the price
points like this one could be could be 50
650
00:23:36,790 --> 00:23:38,640
bucks, it could be 500 bucks, would be
500 bucks.
651
00:23:38,650 --> 00:23:41,960
It doesn't matter about that, just
matters if it logically makes sense
652
00:23:42,010 --> 00:23:44,260
sequentially. If that makes sense, OK.
653
00:23:44,270 --> 00:23:45,630
The other thing is that with.
654
00:23:45,650 --> 00:23:47,310
If you go back to slides over here on the
655
00:23:47,320 --> 00:23:49,970
upsells, like, these videos are typically
very simple.
656
00:23:49,980 --> 00:23:50,890
It's not me.
657
00:23:51,220 --> 00:23:51,930
In fact.com
658
00:23:51,940 --> 00:23:53,890
secrets book, you'll get the scripts for
how we do upsell videos.
659
00:23:53,900 --> 00:23:55,630
It's not like repitched everything.
660
00:23:55,640 --> 00:23:56,500
They already bought this thing.
661
00:23:56,510 --> 00:23:59,740
It's just saying, hey, thanks so much for
buying the book use, bought.
662
00:23:59,820 --> 00:24:03,170
The next people I was asking after the
book is like, how do I write the copy for
663
00:24:03,180 --> 00:24:04,840
the pages?
So let me tell you about this thing I
664
00:24:04,850 --> 00:24:08,350
created for you boom so it's a faster
upsell you have some videos are typically
665
00:24:08,360 --> 00:24:09,550
2 to 3 minutes long Max.
666
00:24:09,560 --> 00:24:10,630
They're not longer than that.
667
00:24:10,640 --> 00:24:13,010
I'm not trying to resell on something
they already bought the first thing.
668
00:24:13,020 --> 00:24:15,110
I'm just trying to push them over the
edge, like, oh, you also need this as
669
00:24:15,120 --> 00:24:16,440
well. Like, Oh yeah, that makes sense.
670
00:24:16,450 --> 00:24:17,630
Oh, yeah, that makes sense.
671
00:24:17,710 --> 00:24:19,840
Ok, that's the that's how you position
672
00:24:19,850 --> 00:24:20,780
the upsell offers.
673
00:24:20,790 --> 00:24:24,180
Ok, now, I told you before, I always do.
674
00:24:24,190 --> 00:24:26,760
I do Max and offer a bump and two
upsells.
675
00:24:26,770 --> 00:24:28,340
Sometimes the sending 2 upsells.
676
00:24:28,370 --> 00:24:28,770
I won't.
677
00:24:28,780 --> 00:24:29,960
I'll kill this one right here.
678
00:24:29,970 --> 00:24:33,040
And instead what I'll do is I'll add.
679
00:24:34,220 --> 00:24:37,970
A downsell?
Ok. So I kill this right here and then
680
00:24:37,980 --> 00:24:40,470
this is my offer by bump my upsell my
down.
681
00:24:40,480 --> 00:24:42,650
So that'll be the that'll be all that I
do.
682
00:24:42,660 --> 00:24:48,970
Ok. So what a downsell is basically is
typically it's like they said no to this,
683
00:24:48,980 --> 00:24:51,880
it's saying OK, you didn't want this
product for 100 bucks if I gave you the
684
00:24:51,890 --> 00:24:54,880
digital version for 50 or maybe said
notice because you can't afford 100
685
00:24:54,890 --> 00:24:58,000
bucks, how about we do three payments of
thirty seven, bucks right.
686
00:24:58,010 --> 00:25:02,120
So usually down selling either a digital
version or a payment plan or pricing, but
687
00:25:02,130 --> 00:25:03,070
it's basically just a down.
688
00:25:03,080 --> 00:25:05,150
So like that it's very simple, very easy
689
00:25:05,160 --> 00:25:06,630
that's usually what my downsell.
690
00:25:06,640 --> 00:25:07,530
Offers are.
691
00:25:07,770 --> 00:25:11,960
Ok. And then from here again option
number two, if I have that is the next
692
00:25:11,970 --> 00:25:16,040
logical thing.
Ok. So that's kind of how we do these,
693
00:25:16,050 --> 00:25:19,940
how we do a book funnel, the one last
thing that we do a lot of times and this
694
00:25:19,950 --> 00:25:21,030
comes back to.
695
00:25:22,550 --> 00:25:23,710
I showed you guys.
696
00:25:27,740 --> 00:25:31,650
Not on this page, but if I showed you
guys or this page, we've been doodling a
697
00:25:31,660 --> 00:25:37,840
lot today.
Back here is they've gone through this
698
00:25:37,850 --> 00:25:40,280
offer. On the thank you, page, a lot of times
699
00:25:40,290 --> 00:25:41,940
I'll introduce.
Them to the next funnel.
700
00:25:42,000 --> 00:25:45,370
Ok. So for example, I call this the thank
you page webinar after someone buys the
701
00:25:45,380 --> 00:25:48,540
traffic or the expert secrets book and
the thank you page, I'm like sweet thank
702
00:25:48,550 --> 00:25:50,690
you for buying the book that you going
through upsell.
703
00:25:50,700 --> 00:25:51,490
Thanks for everything.
704
00:25:51,500 --> 00:25:53,170
We appreciate the customer right now.
705
00:25:53,180 --> 00:25:55,900
I'm interested your training start today
because obviously excited about this.
706
00:25:55,910 --> 00:25:58,870
So I wait for the book to show up, we're
going to start training right here, right
707
00:25:58,880 --> 00:25:59,750
now. Let's go.
708
00:25:59,760 --> 00:26:00,230
And then I.
709
00:26:00,240 --> 00:26:01,840
Will go and I'll jump right immediately
710
00:26:03,740 --> 00:26:06,300
into training.
And that training is typically a
711
00:26:06,310 --> 00:26:08,900
presentation that then sells them on my
next thing.
712
00:26:08,910 --> 00:26:12,900
So for me this is like an hour long or a
90 minute long webinar, the expert
713
00:26:12,910 --> 00:26:15,640
secrets and I talk about that and then
click funnels and then if I make a
714
00:26:15,650 --> 00:26:16,900
special offer for click funnels.
715
00:26:16,910 --> 00:26:18,300
But because it's like broken and it's
716
00:26:18,310 --> 00:26:21,420
perceived as training, it seems like
another a different funnel and people
717
00:26:21,430 --> 00:26:22,020
don't get upset.
718
00:26:22,030 --> 00:26:23,280
They go through an hour of like training
719
00:26:23,290 --> 00:26:24,460
before they ever make an offer.
720
00:26:24,470 --> 00:26:25,800
So it's just the next thing.
721
00:26:25,810 --> 00:26:29,640
So they page webinar is the thing that we
use to bridge them to the next stage in
722
00:26:29,650 --> 00:26:30,590
the value ladder.
723
00:26:30,670 --> 00:26:32,580
Ok. So again the goal of that is to
724
00:26:32,590 --> 00:26:34,060
invite your customers to keep moving.
725
00:26:34,070 --> 00:26:34,930
Moving through.
726
00:26:34,940 --> 00:26:38,630
So I want to show you why this is so
vitally important the book funnel or
727
00:26:38,640 --> 00:26:39,710
unboxing funnels like this.
728
00:26:39,720 --> 00:26:42,820
Ok. I'm gonna show you this in relation
729
00:26:42,900 --> 00:26:51,010
to a typical author, OK?
So a typical author, I hear some of my
730
00:26:51,020 --> 00:26:53,150
friends who have written books and
they're all on Amazon.
731
00:26:53,200 --> 00:26:55,410
The books sound like 15 to 20 bucks,
right.
732
00:26:55,420 --> 00:26:59,150
So they've got 15$ to spend to sell a
book, right, in advertising.
733
00:26:59,300 --> 00:27:00,730
And so that's the problem.
734
00:27:00,740 --> 00:27:02,010
And I'm going to show you why here in a
735
00:27:02,020 --> 00:27:03,750
second. But that's the biggest problem.
736
00:27:03,760 --> 00:27:05,130
Most authors struggle selling books.
737
00:27:05,140 --> 00:27:06,460
People always ask me, well, how in the
738
00:27:06,470 --> 00:27:09,950
world you sold so many copies of your
book because they don't rely on Amazon.
739
00:27:09,960 --> 00:27:14,730
I create funnels that make give me the
ability to sell unlimited number of my
740
00:27:14,740 --> 00:27:16,710
books. We sell thousands of copies every single
741
00:27:16,720 --> 00:27:19,660
week. For five years because of these book
742
00:27:19,670 --> 00:27:22,540
funnels. Ok. So funnels make it possible to sell a
743
00:27:22,550 --> 00:27:24,600
lot of books with no advertising budget.
744
00:27:24,610 --> 00:27:25,900
So we walk you through the math and the
745
00:27:25,910 --> 00:27:28,700
metrics and hope you understand book
funnels and cart funnels a little bit
746
00:27:28,710 --> 00:27:31,580
better. Ok. So here's the math, basically how the
747
00:27:31,590 --> 00:27:32,300
whole thing works.
748
00:27:32,310 --> 00:27:35,800
Ok, CPA stands for cost per acquisition,
749
00:27:35,810 --> 00:27:39,420
how much does it cost, me, to get a
customer, OK, I'll break, I'll go through
750
00:27:39,430 --> 00:27:41,520
the details, but that's going to cost.
751
00:27:41,550 --> 00:27:43,030
A CV is my average cart value.
752
00:27:43,040 --> 00:27:45,360
So on average every single person goes
through this funnel.
753
00:27:45,370 --> 00:27:48,740
How much money do I make from them?
Ok, I'm gonna show you guys how this all
754
00:27:48,750 --> 00:27:49,460
this works, Ken.
755
00:27:49,470 --> 00:27:51,780
So number one right now we spend about
756
00:27:51,790 --> 00:27:55,580
23$ on average on Facebook to sell a copy
of one of my books.
757
00:27:55,590 --> 00:27:57,040
Ok, so that's why that's my bounty.
758
00:27:57,050 --> 00:27:59,080
I pay zuckerberg here's 23 bucks.
759
00:27:59,090 --> 00:28:00,630
He's like, cool, here's the book
customer.
760
00:28:00,650 --> 00:28:05,400
Ok, so it's cost me 23$ now, if, you
think about if you sell your book on
761
00:28:05,410 --> 00:28:06,690
Amazon, you sell 15 bucks.
762
00:28:06,700 --> 00:28:08,310
You're already in the hole right there,
763
00:28:08,320 --> 00:28:10,120
right?
You paid soccer 23 bucks, you go to
764
00:28:10,130 --> 00:28:11,380
Amazon, he buys 15 bucks.
765
00:28:11,390 --> 00:28:13,340
You just lost whatever the difference is
766
00:28:13,350 --> 00:28:14,640
on. There's two. It's been too.
767
00:28:14,650 --> 00:28:17,250
Long a day for me to do the math my head
right now, but that's why most people
768
00:28:17,260 --> 00:28:17,950
can't scale the book.
769
00:28:17,960 --> 00:28:18,670
Campaigns or any?
770
00:28:18,680 --> 00:28:20,950
Pain right? So instead we start selling
through funnels.
771
00:28:20,960 --> 00:28:21,270
That works.
772
00:28:21,280 --> 00:28:21,570
Come back.
773
00:28:21,580 --> 00:28:25,350
Here's my here's my book fund, right?
So the very first page here they come and
774
00:28:25,360 --> 00:28:27,310
they put in their credit card and the
book is free.
775
00:28:27,320 --> 00:28:29,080
This cover 7$ 95 cents shipping.
776
00:28:29,090 --> 00:28:32,250
And handling OK, so far on average, about
777
00:28:32,260 --> 00:28:35,000
13 % of people will land on this page
will give me the seven ninety.
778
00:28:35,010 --> 00:28:37,500
Five shipping handling OK so they've
given me seven ninety five.
779
00:28:37,510 --> 00:28:40,420
So my average cart value so far is just
seven ninety five for each customer came
780
00:28:40,430 --> 00:28:45,010
through only made 7$ 95 cents so i, spent
twenty three dollars i made seven ninety
781
00:28:45,020 --> 00:28:46,180
five. So right now I'm in the hole, right?
782
00:28:46,190 --> 00:28:46,660
It's like, crap.
783
00:28:46,670 --> 00:28:47,410
I'm not.
784
00:28:47,620 --> 00:28:48,900
I'm not going to be successful.
785
00:28:49,060 --> 00:28:50,360
Now this is where the fun starts taking
786
00:28:50,370 --> 00:28:52,530
place. Ok, so 13 % of people bought the book
787
00:28:52,540 --> 00:28:56,550
from that 20 8 % of people also said yes
to the order form.
788
00:28:56,560 --> 00:29:00,510
Bump say they pay an extra 37$ and said
yes, so I also want that as well.
789
00:29:00,820 --> 00:29:04,780
Ok, so 20 point % people bought that
upsell and so now I take the seven ninety
790
00:29:04,790 --> 00:29:09,930
five plus the 20 8 % of 37 Equals.
791
00:29:09,940 --> 00:29:11,370
If I do the math down there now, my
792
00:29:11,380 --> 00:29:13,610
average cart value is 15$ and sixty five.
793
00:29:13,620 --> 00:29:16,290
Cents i, spent the twenty seven dollars
794
00:29:16,300 --> 00:29:18,160
i. Made 1560 So I'm still not break even
795
00:29:18,170 --> 00:29:20,780
yet. But just wait, we're just in the very.
796
00:29:20,790 --> 00:29:22,020
Beginning of funnel, OK.
797
00:29:22,030 --> 00:29:23,530
So now we go to the next step after order
798
00:29:23,540 --> 00:29:23,960
form bump.
799
00:29:23,970 --> 00:29:25,970
Now I go to upsell number one it's a.
800
00:29:25,980 --> 00:29:31,150
Ninety seven dollar course right on 9 9-2
% of my customers by the upsell in 97
801
00:29:31,160 --> 00:29:33,960
bucks. Ok, so I take that times nine ninety
802
00:29:33,970 --> 00:29:37,200
seven dollars times ninety two it means I
made an additional.
803
00:29:38,930 --> 00:29:41,310
Six twenty nine dollars and sixty cents.
804
00:29:41,320 --> 00:29:42,600
Which basically my average cost right now
805
00:29:42,610 --> 00:29:47,440
is 25$ 27 cents so i spent 27 I made 25
so I'm still in the hole.
806
00:29:47,450 --> 00:29:50,540
And this is where I'm still number two
comes and saves the day up number two
807
00:29:50,550 --> 00:29:53,490
happens two hundred ninety seven dollar
course four point one nine % people take
808
00:29:53,500 --> 00:29:54,340
the second upsell.
809
00:29:54,350 --> 00:29:56,100
Now my average and average cart value
810
00:29:56,110 --> 00:29:58,660
bumps up to 37$ and seventy one cents.
811
00:29:58,670 --> 00:30:00,680
So if you look at that means I spent 23$
812
00:30:00,910 --> 00:30:02,260
to Zuckerberg on Facebook.
813
00:30:02,270 --> 00:30:05,150
I made 37$ 71 cents on average for every
814
00:30:05,160 --> 00:30:06,360
single book that I sold.
815
00:30:06,370 --> 00:30:09,600
Which means I made 14$ and 71 Sense.
816
00:30:09,670 --> 00:30:10,800
And I got a customer.
817
00:30:11,230 --> 00:30:13,180
Ok, so you see how that works when I do
818
00:30:13,190 --> 00:30:13,820
it that way.
819
00:30:13,830 --> 00:30:15,460
I don't have an advertising budget
820
00:30:15,470 --> 00:30:19,140
because how much money you spend on every
day on books, I'm like, well, every time
821
00:30:19,150 --> 00:30:22,760
I spend 23$ i thirty seven seventy one i
make fourteen dollars for your book I
822
00:30:22,770 --> 00:30:24,930
sell. I guess, man, I want to sell a thousand a
823
00:30:24,940 --> 00:30:26,400
week, 2000 week, 5000 a week.
824
00:30:26,410 --> 00:30:27,710
Can't just keep cranking up the ad spend
825
00:30:27,720 --> 00:30:30,080
as much as I can possibly handle.
826
00:30:30,090 --> 00:30:31,920
Ok, that is the big secret.
827
00:30:31,930 --> 00:30:35,520
Ok, so if you look at this, when you're
average cart value is bigger than your ad
828
00:30:35,530 --> 00:30:37,970
spend, you can grow your list without any
limits.
829
00:30:37,990 --> 00:30:40,310
Does that make sense?
So that's the magic you guys, if you
830
00:30:40,320 --> 00:30:46,110
start understanding that, OK, when I
spend 27 bucks to get a customer and I
831
00:30:46,120 --> 00:30:48,860
make 37 I get cash and I get a customer.
832
00:30:48,870 --> 00:30:50,310
Now I can start sending out value ladder.
833
00:30:50,320 --> 00:30:52,450
Ok, from the last session we talked about
the value of a list.
834
00:30:52,460 --> 00:30:55,750
A list is valuable, even more valuable
than a list is the buyer list is the
835
00:30:55,760 --> 00:30:59,370
people who paid money for information,
they're more valuable to me, OK.
836
00:30:59,380 --> 00:31:03,190
And so that's what these book phones,
they create customers for you.
837
00:31:03,200 --> 00:31:03,210
Ok.
69000
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