SFR 88: 11 “Brunson-isms”… – Stephen Larsen

SFR 88: 11 “Brunson-isms”…

Nov 29th, 2017 anchorwave


Heres some of the best business lessons I’ve learned while sitting next to Russell Brunson for 20 months…


Hey, what’s going on everyone? This is Steve Larsen and you’re listening to Sales Funnel Radio. Oh, yeah.

Welcome to Sales Funnel Radio, where you’ll learn marketing strategies to grow your online business using today’s best internet sales funnels. Now, here’s your host, Steve Larsen.

I’m still such a dork. Hey, I want to, so just real quick, I know I talked about in an episode ago, my voice is just rocked right now. I want you guys to know a really cool success I just had. It’s good that we all … Your successes, too. I want to hear about them. Don’t shun your successes.

Everyone, you got to go embrace your successes. Here’s one of mine. I used to call them brag moments. When I was in the army, we’d be doing push ups. There was a time when I was commanding 150 people, and I was pretty good at push ups. I’ve got, honestly, longer arms than most people so they were a little bit harder for me, but I wanted to be good at them.

I’d be doing these push ups, and I’d look up in the eyes of all the guys looking at me while I was doing it, and I’d be like yelling at them, getting them going. We were all fired up. You know, we were trying to keep each other motivated. It was a lot of fun.

I used to have these brag moments to distract them while we were in those painful episodes, right? I would say, “Hey, Johnson. Brag to me, man? What’s sweet in your life? What are you doing right now that’s just kicking butt? Don’t be humble. You tell me what’s awesome in your life. What are you doing awesome at?” He would tell me. “Well, I did great at this,” or, “There’s a test I killed it at at this,” or, “I did this over here. I did this.” He would tell me that stuff, and it was cool how much confidence that brought the individual.

I wasn’t planning on saying this at all, but be cognizant of those things. Whenever you have a win, take time to win. You know, I’m not saying you’ve got to stop your whole operation and throw a party every time, but take time to acknowledge it, and be like, “Yeah, I’m the freaking man.”

Not in a cocky way, you know, but take pride in what it is your own personal progression. Be in competition with you, and get excited about those successes. Those are the successes to get braggy about. The ones where you’re in competition with yourself and go kill it.

Anyways, here’s a cool one for me. I was asked to speak at a B2B Mastermind last weekend. It was a ton of fun. There was a FHAT event, though, two weeks ago, and I was solely focused on that. By the time the Funnel Hack-a-thon, the FHAT event, was done, I only had one week … Actually, it was like five days. Only like five days to create an entire three hour presentation.

Okay, I’ve done a lot of four hour presentations without stopping. I’ve done a lot of 15 hour ones at the FHAT event, too, but three hours, that’s still a long time to prepare for, when it’s a new material the whole time. You know what I mean? Meaning I had to reorganize and restructure it.

I was spending all the evenings, I was thinking through strategy, I was talking to all my buddies, I was trying to figure out all the pieces in place. I was like, “You know, let me know what you think.” I was trying to get a heartbeat on the industry, trying to figure out where people are.

You know, what are the false beliefs of all the people who are going to be in the room? Literally doing the same strategy of creating a new product that I would anywhere else. I went through, I was like, “What are the false beliefs of the people in the room? What are they going to be thinking? What are they going to falsely believe about my …”

It was cool because I got to pitch. This was my first time ever pitching from stage, so I wanted to do a good job.

I went, and I was flying over there, and I’ve got longer arms than the average bear, like I said before, so anytime I’m trying to do work on a computer in an airplane, it is not easy. My hand is contorted into the weirdest positions just for me to … It doesn’t work. Anyways, it’s like a five hour flight with one stop and all that stuff over there. I’m getting stuff done, and it’s like 10 o’clock in the evening. Wait, no. When did I land?

It was 11. I landed at 11, got to the hotel at midnight, and I’m presenting this thing in eight hours. I was like, “I have barely even started the slides on this thing. I’ve barely made a dent in them. Oh my gosh. Okay, well, buckle up. When in Rome. Let’s just get this done.”

I sat down in the hotel room, and I just put on tons of awesome music. I was listening to the Foo Fighters, and Muse, and Incubus, and all my favorite bands, and I was jamming out. I was just cranking out these slides, and I was working the formula, and I was putting the pieces together. All the things that we know, do the best. I put those pieces together, and I look up, and it’s [spp-timestamp time="3:30"] in the morning. I was like, “Crap. I’m only going to sleep a few hours.

Ah, whatever, let’s make this sweet.” Then I went back through, and I was making things, and I was fixing it. I was like, “When in Rome, baby. Let’s go, get this done.”

I went through and I was writing the script, and putting all the pieces together, and about four o’clock … I only lasted another half hour after that, but about four o’clock, I fell asleep, and I finished, and it reminded me of all these other hack-a-thons that I’d done with Russel, where we’re like just dying, but we have a deadline, you know? It’s letter gold. Are you going to get it done, or are you not? You know, just do it. Time’s not going to wait for you, just get it done. I was like, “All right, well, I’m going to get it done.”

Anyways, I went to bed at four a.m., and I was on stage talking and teaching at 8:30 a.m. I only slept four hours, got up, didn’t eat, didn’t nothing else, I just dressed and showered real quick, and I got downstairs, and I started teaching. It was a lot of fun. There is a rush. If you guys have never done a webinar, I beg you to, because it’s like the fastest way to cash we’ve ever seen. Myself, personally, as well as with Russell, and all the two comma club coaching students that I have, but especially though from stage.

There is a huge endorphin rush from stage. I love it. I didn’t feel like I only slept four hours. I felt like I had a full night’s rest. I was on fire. It was awesome. I actually got the recordings back, which is awesome. I was teaching B2B people how to make new opportunities from their offers, and a whole bunch of other stuff, which is really a whole lot of fun.

My first session ended, there was a bit of a break, and I hadn’t even made order forms yet, so I run to the back with my buddy James Smiley, shout out to you, buddy. Hey, a little side note, actually.

You guys know when I did that six part series where I interviewed someone from the six different industries that we know are using click funnels? James Smiley is still the guy who represents the B2B industry for me. He is killing it. He’s doing awesome. From that one podcast episode, and the things that he’s created from that, only two, three months ago, they’ve done huge numbers. I’m not allowed to say how much, but a lot of money, and it’s been awesome.

Very, very proud of what he’s created. Super pumped for him. Anyway, he’s been a friend to me for a long time.

Anyways, he was there. It’s his Mastermind. Him and Danny Veiga. They were both there, obviously. I was there with them, and after my first session, I realized that we didn’t have order forms done, so James Smiley’s running over to the back, and he’s writing these order forms, and he’s putting those things together.

I don’t think anyone in there knew. I started feeling like crap, so I took some more caffeine. “Let’s take some vitamin C, baby, some caffeine. Let’s get this thing rocking.”

I did my first ever stage pitch. I’ve taught in the whole perfect webinar format many times, but I take out the last part where there’s the actual offer, and this time I didn’t stop it. I’m really excited, you guys. I closed 28% of the room on my very first time ever pitching from stage.

By comparison to other stage presenters, that’s actually quite good. I’m very excited, you guys. That’s my brag moment for this episode, and I’m super, super stoked about it.

Well, what I wanted to go through real quick with you guys is, there’s two different directions I could take this episode. I’ve pre-written out a lot of stuff, a lot of ideas. There’s two different things, okay? Anyway, so what I was going to tell you, though, is that was Friday, and I went to bed at like midnight, and got up early again, and I had a full day of meetings with another group of people that was over there in Dallas, and then I went to bed again at four a.m. that next night.

It’s Monday, and my throat is on fire. I’m actually going to stop here, shortly.

Principle number one, just get it done, just do it, okay? You set the goal. It’s like when I would buy tickets to triathlons. The first triathlon I did, I just bought the ticket before I was in shape, because I knew now I had to get in shape. You know, same thing. All right, set the date, start sending traffic to your registration page. Just get it out there, and you will figure out a way because you have to. You hold your own feet to the fire, feel a little pain over it.

I dare you to feel a little pain over it, but you’ll find out actually really quickly that it’s the secret to getting a crap ton of stuff done and actually your goals much faster.

I’ve got to get some water. Just a second. There you go. This is live. Unedited. Raw. Steve Larsen, raw. That means different things in different places.

All right. Hey, so what I wanted to go through really quick was, it reminded me of this, is I was thinking through a lot of the lessons I’ve learned, because I was teaching a lot of cool stuff at the B2B Mastermind, and super stoked I get to speak again in January, probably in February. In March, I will be, as well. I’m kind of off to the races. I’m going to speak a lot next year, so I’m kind of warming up baby.

I’m excited. Hopefully I’ll sleep more next time…

Anyway, guys, as I was starting thinking through the different lessons that I’ve learned while at ClickFunnels, things that I could share at the B2B Mastermind, I was reminded of a list that I kept for a long time when I first got hired at ClickFunnels.

I first thought to myself, “Oh my gosh. I get to sit next to, in my opinion, the most brilliant marketer that is alive, Russell Bronson.” I was like, “How on Earth am I going to be able to capitalize on this? You know, how am I going to learn the most? How am I going to take away the most I can from this?” What I did is I keep a list of “Brunson-isms”, okay? These are “Brunson-isms.” These are 12 “Brunson-isms” that I’ve kept over the years. Well, I shouldn’t say years.

It’s been almost two years. It feels like years, though, guys. We’ve been hauling cojones for a long time. I feel like I just have not stopped. I’m in a whirlwind.

Anyway, but I call them “Brunson-isms.” These are the things that I have written down while sitting next to him. When I say that I don’t mean in like the same building, I literally mean arm’s length away. As he’ll be on coaching calls, as he’ll be coaching in a circle, as he’ll be talking to someone on a podcast interview, as he’ll be launching this or that, or creating this video, or making this podcast episode of this own. You know what I mean? This is just 12, okay?

I sifted out a lot of stuff. I didn’t want to talk specifically about funnel building strategy. I wanted to talk more about how you act as an individual, as an entrepreneur.

Anyways, these are 12 “Brunson-isms.” I won’t dive too deeply into these, simply because some of these, the lesson just kind of speaks for itself, but guys, one of these lessons alone has changed my life, in my personal business, I mean. Anyways, I’m excited to go through these. I realize it’s 12 of them.

Usually, it’s easier if I say like, the three things, the two things, the one thing, maybe five, but there’s 12, okay? I wanted to get them all done in one episode, so that you guys could hear what they are. These are the 12 “Brunson-isms” that have had probably the most impact on my life. My life, not just my business. I sifted out those. This is my life, okay?

Number one “Brunson-ism,” and these aren’t ranked. They’re not ranked. I wrote them down. I was actually in a Trello card, and this is just a running thing that I’ve had for a long time. Number one is don’t create stuff. Document and sell instead, okay? Huge lesson. I did a whole episode about this a few episodes ago. It changed everything, okay? Anyway, it’s crazy you guys.

Review, document, and sell what you’re doing instead of take the time to create it…

I spent eight months making my first info product, and no one bought it for the first few months because I hadn’t spent any time creating any market pressure, creating any interest. I didn’t know what I was doing, okay? You can go spend a ton of time figuring out the actual like, “Let me go make the whole thing first.” No, no, no. Flip it. Sell it first, then document it and create it as you go. Sorry, document and sell as you go. All right. That’s number one.

Number two, and I’ll do like a review, just I’ll read all of them real fast at the end, too. All right, so that’s number one. Number two, design doesn’t sell stuff. Okay, design doesn’t sell stuff. As sad as that is to a lot of designers that are out there. If you look at Frank Kern’s funnels, he’s got a completely white background, and all he has is a headline, a video, and a button.

That’s pretty much it…

The more I’ve been doing this game, the more subtle my design’s become. I do think that design will help with follow-up sales, but it’s still not the thing that sells. If you’re getting hung up, like, “What should my funnel look like? What should this look like?”

Scrap that attitude…

Russell BrunsonScrap that mindset, and know instead that it’s the copy that sells, it’s your offer that sells. Okay, that’s it.

If you’re going to spend a lot of time on the funnel, the place to spend the time most on, after an offer, after all that stuff, is on your video. I don’t mean like making it all professional, and stuff like that. I mean the script. I mean actually what are you going to say in that thing, and how are you going to come across as human rather than it being scripted? The actual words on the page, that’s what does the converting.

As much as we sometimes want to trick ourselves and think that it’s the colors, and how good it looks, and things like that. That’ll help you for a little bit, but there’s no longevity with it. Anyways, that’s number two. Design does not sell stuff, copy does.

All right, number three. This is a big one. A little bit ago, Russell talked about, we realized that one of the reasons why Russell is where he is is because … and honestly a lot of the other people that I know who are wealthy that have become wealthy quickly on the internet, is because they stopped selling one to one, okay? Bear with me a little bit, okay?

Understand where I’m taking this…

I’m not saying not to have call centers or people doing outbound or inbound calls, or taking inbound calls. I’m not saying not to do that stuff. What Russell, as the main entrepreneur, the entrepreneur of the company, has learned to do is sell not one to one, he’s learned to sell one to many. Think of the scenarios where that applies most, okay? One to many.

One to one, that’s when I was like doing door to door sells, right? That’s when I was a telemarketer, right? I was good at those things, but it’s still only one person hearing the pitch, right? 28% of the people I closed in that room before, let’s think through that, though. 28% of the people.

That means I’ve got to talk to a lot of people one on one conversations. I’ve got to do that pitch a ton of times to really make a dent in my wallet. Well, what Russell’s learned to do is get a lot of people in a room, or a lot of people in a webinar, or whatever it is, and pitch one to many. If you can learn to do that, wealth is easier to be yours, okay?

All right, that’s number three…

Number four, this whole thing has been all about movement. There have been many times both personally and with Russell in the office there, where we’ll look around, and we’ll be like, “I don’t know what to do next.” Personally, in my own business, I’ve run into this many times, and you probably have, too, where you’re like, “I don’t know what to do next. What am I supposed to do next to actually be successful with whatever I’m trying to do?”

You’ve got to come up with that plan. One of the biggest lessons I’ve learned from Russell is that this is all about movement, all of it. All about movement. Just move, okay?

Think about a river, okay? There was this river I was rafting down once. We went on this 36 mile kayak trip, and it was a lot of fun. 36 miles, that’s long, it’s not like crazy long, but it’s pretty long. It wasn’t supposed to be that long, because the river was supposed to be moving, but what’s funny is like the first 12 miles it was moving. It was fast. It was a lot of fun.

Going through, I’m an adventuresome kind of guy. The last 24 miles, though, the river stopped moving. We literally paddled 24 freaking miles. We were so sunburnt, because we were planning to be out there like four hours. We were out there 12 hours. 12 hours, no sunscreen, like none of that stuff. Barely enough water. Actually, we pretty much were all incredibly dehydrated.

We were so sunburnt that we couldn’t stand for like two weeks. We actually got hurt over it, okay?

Eventually, you’ve got to steer the ship in the right direction, but if the thing isn’t moving in the first place, then who cares? If you don’t know what to do, just move. Think to yourself, “I don’t know. What should I do next? I think that.” Like, cool. Move forward. If you really have no idea, just do something, okay? Don’t worry about placing your foot in the most perfect place before you start going, or having all the steps planned out. It doesn’t work like that. Hardly ever does. Never has for us. Never has for me personally either.

Just about movement. Some people are like, “Well, that means you’re going to do like 13 things you didn’t need to do.” It’s like, yeah, but I found the three that made a ton of money, and you still haven’t done anything yet.

Anyway, this is number five. Number five is a big one. One of the first things Russell said to me when I sat down next to him, is he turned around and he looked over at me, and he goes, “Hey Steven, I want you to know why you’re here.” I was like, “Cool, I would love to know that, too, because you chose me out of a bunch of people. Why am I sitting next to you?” He’s like, “Someone told me early on,” I don’t remember who told him this. He’s like, “Someone told me early on, though, that there are starters and there are finishers.”

He goes, “Steven, I think that you are a finisher. I’m a starter.” What’s funny is that’s true for me as far as funnels go, but it’s part of the reasons I’m leaving ClickFunnels, is because I’m actually a starter. I know how to finish, but I’m actually a starter, and I can’t not start stuff, and I’ve been doing that the whole time since I’ve been there.

Anyway, just know, though. Usually, most of us have a predominate side. Are you a starter or are you a finisher? Sometimes one of the reasons people aren’t being successful is because they’re a finisher and they’re trying to do all these starting things. Go find a starter. Attach yourself. Same thing as the opposite.

If you know you can start a ton of stuff, but you take forever to finish things, find a finisher and connect yourself to them. Russell told me early on that’s one of the reasons he’s hired who he has, is because he’s like, “I’m a huge ridiculous starter,” which is true. You guys will see all the things that he does. He moves fast. He goes to sprints quickly, but he said, “I have tried to hire as many finishers as I possibly can.” Anyways, huge sage advice.

All right, number six. Russell’s a delegation master. One of the “Brunson-isms” that I’ve learned probably most from him is, I’ll make comments like, “Oh man, I wish I knew JavaScript better.” Or, “Oh man, I wish I knew CSS better.” He’ll be like, “Why? We’ve got a guy for that.” I was like, “Yeah, but then I’ll be able to do X, Y, Z.” He’s like, “No, no, no. We have a guy for that.” I

was like, “Yeah, but I’m interested. It would be cool to know that.” He was like, “That doesn’t matter, dude. It’s not what makes the money.” He’s done that to me many times. I like video editing. I like sound editing. I geek out over the process. I like geek out over the process of doing the thing that I do. It’s a lot of fun. All of the pieces of it, all of the aspects of it, but one of the things he’s helped me realize is like, “Man, you just delegate like a beast.”

That’s exactly what he does. He’s a visionary, he moves forward, he’s a mover, he’s a shaker, he figures those things out, and what he’s very good at doing is figuring out what he shouldn’t be doing. Not what he can’t do, but what he shouldn’t do.

There are many things that he could do that he’s not, because he shouldn’t be doing those things…

He should be focusing on the other parts of the business. Does that make sense? One of the biggest lessons I learned from him. It’s not that I didn’t know it before, but seeing it in action. It’s insane, you guys. It’s how he gets so much done. He doesn’t do it all on his own. He doesn’t try to.

Sometimes, a lot of us, especially for brand new, for kind of a solopreneur, I actually have a team. I haven’t told you guys much about them. I will interview them shortly. I want you guys to know who they are and how I found them. Specifically how I found them, so that you guys can do and start to replicate yourself as well, but I have my own team for my own stuff. I have for a long time, for this exact same reason.

I delegate like a beast…

I’ve got all sorts of stuff going on. I’ve got software being created, I’ve got an app being made right now, I’ve got tons of stuff that I do that I juggle on the side of working at ClickFunnels, which is kind of ridiculous, but it’s because of this principle that I can do that. I’m not doing it all on my own, and neither is Russell. Anyways, delegate like a beast, you guys.

Okay, next one. Moving on. Selling is all about status. Okay, if I’m trying to sell stuff, you guys got to understand that if you’re selling things to people, in the person’s mind, this is what’s really happening. “If I buy this dude’s thing and I fail at it, I’m going to look like an idiot.” That’s one of the biggest hang ups. That’s one of the biggest reasons people don’t buy from you. One of the things that he’s taught me a lot of is that, “Look, selling’s all about status.”

Okay, that’s why there’s a guarantee. It has less to do with them being able to recoup their money. It has more to do with them being able to protect their status, so that when they go to their spouse who didn’t know they bought the thing, and they go and something breaks, they can say, you’re giving them the excuse, you’re giving them an out, you’re giving them the ability to say something like, “Oh, don’t worry. It’s under warranty. Total crap. I shouldn’t have done that, but I got the money back.”

It protects their status. It’s all about status. You’re trying to increase their status and protect them from losing it at the exact same time.

Anyway, next thing. Biggest thing I see from Russell, also, he’s a huge planner. Big massive wall calendar. Since seeing that, I got one last year, and I just got my one for next year, also. It’s for macro level planning.

We really don’t do that much micro level planning, but we almost always have what we’re going to do the next day totally planned out before we get there. Meaning, I know what I’m doing tomorrow. I know what I’m doing the next day. I know what those things are, but we’ve got a macro level view on these big massive wall calendars. “Okay, we’ve got this event this day. We’ve got these things this day. We’ve got that that day. We’ve got these pieces here. We’ve got that there.”

What’s cool about it is that it actually really … In my juvenile years, I used to think that planning would cause some kind of stress, because I had to think through details that I didn’t need to know yet, and there’s an element to that, but if I keep it macro, it actually takes more off my head. I actually increase my shelf space, my mental shelf space, when I use a macro level planner. Then I’ll have a micro level one on just a legal pad. Russell does the same thing.

He actually types it, he prints it, but I like to write mine on a legal pad. Anyway, plan the day the day before.

All right, there’s a few other delegation points here, so I guess some of these could have been combined.

When you hire people, your only focus is to hire those people to do business stuff, to tend to the actual business, so that you can do what your role is. As the entrepreneur, your only role, the only thing you need to worry about is selling. That’s it. Stop worrying about your dang logo, okay? I know it’s cliché, I say it all the time, but it’s true. Stop worrying about your logo. It doesn’t matter, okay? For a long time, it does not matter.

What you’re trying to do, is it’s proof of concept that you’re looking for. Just sell it. Sell stuff, and know that at the beginning, you know what? You’ll probably have some refunds because you didn’t sell it right. So what? You’re moving.

Anyway, so when you hire people, you hire people explicitly to handle business stuff, right, so that you can do your job, which is to sell, sell, sell. Basically, if something doesn’t make you money, you shouldn’t be doing it, okay? Yeah.

Okay, another huge thing that I see Russell do, which you guys actually have also been a part of, you may not have known it though, is that do your best to include your customers in the creation of your business, or at least your product. I mean, how many things does Russell publish?

A lot of stuff…

How many secrets does he keep? He doesn’t keep any secrets. Everything that he tells you is everything that I get, too. Everything that he publishes, all the pieces that are out there, he tells it all. What’s funny, is it’s contrary to what most people think. “I’ve got this idea, and if I tell anyone my idea, they’re going to steal it.”

Okay, I’ve told everyone my ideas for such a long time. I can tell you that’s not true. You’ll have one percent of people who try to pull it off, but even if they do, they’re not going to pull it off the same way you will, so stop hiding your ideas. Start telling them. Get feedback, okay? Include your customers in the creation of your thing.

All right, next one is whenever we’re about to go on stage … He taught me this early on, also. I thought I’d pass this on, because this has been a huge piece. Whenever we’re about to go on stage … What’s funny is that at first it was just him, and then I’ve started doing it, too, but now we do it together, especially when we’re about to collaborate on stage together.

Like at the last FHAT event, I was on stage for a while, he was on stage for a while, and then back and forth, and then for a while also, we were on stage together, which was really awesome. Actually, it was a lot of fun.

Anyway, he taught me this. My voice is going, guys. I’ve got to end this thing quickly. I’ve been going for 26 minutes, too. I’ve got to end it soon, anyways. You guys are probably like, “Shut up, Steven.” Here’s the last one, and then I’ll recap real fast. All right, the frame work is what saves you. That’s what it is. Now let me explain it. Whenever we’re about to go on stage, we drop pictures, okay?

You know all those little graphs inside Expert Secrets and DotCom Secrets book? Those were once stage presentation images. Okay, so when we’re trying to figure out what to teach, a lot of times what we’ll do is we’ll use that opportunity to test stuff, to test concepts, to test things that we know we’re on the brink of that we haven’t quite been able to formulate yet, though.

It’s not that when we get on stage it’s always polished. We obviously present it very polishedly, but if there’s a concept, or there’s this technique, or there’s something like that that we want to make sure that we can test or whatever, we actually will draw it in pictures, which is why we have so many pictures. We draw it on a legal pad or a piece of paper.

That’s the thing that we take on stage with us. I do the same thing, and then when I’m teaching, and when Russell’s teaching, we can just look real fast at that picture, and it represents that entire idea, okay? Rather than write out all these bullet points, which we’ll do sometimes, which I’ll do sometimes also, but mostly it’s just this big, big thing of pictures, because if you can explain something in a hand drawn picture with a stick figure, it means you’ve probably dumbed itRussell Brunsondown enough that anyone can understand it.

Not that the people are dumb, but that you’ve put it and an area, and in a concept, and in a way that can be grasped and digested quickly. Hence lots of pictures formulate cool book, okay, that’s the formula.

Anyway, so that’s actually 11. I thought there were 12. It’s actually 11. 11 “Brunson-isms”.

Number one, document and sell. Document and sell rather than create.

Number two, design doesn’t sell stuff.

Number three, learn to sell one to many instead of one to one.

Number four, it’s all about movement. Just move. Just do stuff.

Number five, are you a starter or a finisher? Whatever your answer is, hire the other.

Number six, be a delegation master, okay? Just delegate like crazy, you guys. It’s funny because there’s a lot of personalities out there that are begging for that kind of thing. They want to be led. They want to know what they’re supposed to be doing. So tell them.All right, what is this?

Number seven? Selling is all about status.

Number eight, plan your day the day before.

Number nine, hire people to do the business stuff so you can focus on just selling. If something doesn’t have to do with selling, you should not be doing it. What is this?

Number 10? Hold on. One, two, three, four, five, six, seven, eight, nine. Yeah, 10. Include customers in the creation of your thing.

Number 11, the frame work of what you create is what saves you. That’s what saves you on stage. That’s what saves you in tons of areas. Guys, my voice is going like crazy, and it actually is killing, but I hope that that helps.

There’s an episode I did a little while ago called My Black Book of Business. All I would do is write down business ideas and lessons. I beg you to start tracking those things for yourself. If you keep track … Just something to writing stuff down that frankly drives me nuts, because sometimes I don’t like to write stuff down, but I know if I do, it’ll be there. Just write down the thing. Keep a list.

I don’t care if it’s on Trello or whatever it is, but start writing down the lessons you’re learning, and they’ll stick longer, you can teach them, you’ll actually end up doing them, you’ll remember them, you’ll actually get them digested and start applying this stuff.

Anyway, so that’s kind of what I’ve been doing this last little bit, and I just wanted to share that list with you. That’s my 11 “Brunson-isms.” Remember to have your brag moments. Remember to have your lessons written down. This is a long Sales Funnel Radioepisode, guys. Sorry about that, but I thought it’d be worth it to go through some of the biggest lessons I’ve learned from Russell Brunson. Thank you guys.

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