Think Different Theory

How To Increase Your Prices, And Get “Influencers” As Clients – With Gusten Sun


Do you want to be able to charge more for your services?

Do you want to work with influencers and “high level” clients?

Is the problem you face that you aren’t sure how to position or make your services more valuable so you can charge more?

Or maybe yours is the very common struggle of not knowing how to reach out or get the attention of the “big name influencers” and successful people?

If any of these sound like you then this is an episode for you.


In this episode, I sit down with funnel genius Gusten Sun, who was one of my first success students and now good friends, and we break down how to do just that. Charge more, and get the attention of high value clients.

We dive into Gusten’s backstory, catch up on what’s going on in the marketing world, and more.



Be sure to follow me on the below platforms:

Subscribe to the podcast on Apple, Spotify, Google, or Stitcher.

Instagram @joshforti




March 6, 2020


Be sure to follow me on Instagram @joshforti

You can find the transcripts and more at

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Disclaimer: The Transcript Is Auto-Generated And May Contain Spelling And Grammar Errors

Gusten 0:00
You look at people who are relationship coaches, charging 250,000 for a nine month program to billionaires, it’s, you know, how about smartly a billionaire is saving by not going through a divorce. So it’s like they’re selling growth, not management. They’re not selling Hey, I’m gonna babysit Nayla. Yeah, I’m not gonna manage your life. I’m going to help you grow. When you look at it that way. Whatever industry you’re in, and you stack your skills, you can tenex your prices.

Intro 0:32
You‌ ‌are‌ ‌now‌ ‌entering‌ ‌a‌ ‌new‌ ‌paradigm.‌ ‌So, ‌here’s‌ ‌my‌ ‌issue.‌ ‌I‌ ‌wanted‌ ‌to‌ ‌find‌ ‌the‌ ‌ answers‌ ‌to‌ ‌life’s‌ ‌biggest‌ ‌questions.‌ ‌Things‌ ‌like,‌ ‌how‌ ‌do‌ ‌I‌ ‌become‌ ‌happy‌ ‌and‌ ‌live‌ ‌with‌ ‌purpose?‌ ‌ How‌ ‌do‌ ‌I‌ ‌make‌ ‌more‌ ‌money‌ ‌doing‌ ‌what‌ ‌I‌ ‌love,‌ ‌and‌ ‌what‌ ‌does‌ ‌it‌ ‌mean‌ ‌to‌ ‌be‌ ‌truly‌ ‌successful‌ ‌in‌ ‌ all‌ ‌areas‌ ‌of‌ ‌life?‌ ‌My‌ ‌name‌ ‌is‌ ‌Josh‌ ‌Forti,‌ ‌@JoshForti‌ ‌on‌ Instagram,‌ ‌and‌ ‌I‌ ‌ask‌ ‌life’s‌ ‌biggest‌ ‌ questions‌ ‌and‌ ‌share‌ ‌the‌ ‌answers‌ ‌with‌ ‌you.‌ ‌My‌ ‌goal‌ ‌is‌ ‌to‌ ‌help‌ ‌you‌ ‌find‌ ‌purpose,‌ happiness,‌ ‌and‌ ‌ open‌ ‌your‌ ‌mind‌ ‌to‌ ‌new‌ realm of possibility ‌by‌ ‌helping‌ ‌you‌ ‌think‌ ‌differently‌ ‌about‌ ‌everything‌ ‌you‌ do,‌ ‌know,‌ ‌and‌ ‌understand.‌ ‌On‌ ‌this‌ ‌podcast,‌ ‌we‌ ‌think‌ ‌different,‌ ‌we‌ ‌dream‌ ‌bigger,‌ ‌and‌ ‌we‌ ‌live‌ ‌in‌ ‌a‌ ‌ world‌ ‌without‌ ‌limits.‌ ‌This‌ ‌is‌ ‌a‌ ‌new‌ ‌paradigm.‌ ‌Welcome‌ ‌to‌ ‌The‌ ‌Think‌ ‌Different‌ ‌Theory.

Welcome back to another episode of Think Different Theory. My name is Josh Forti we have an epic amazing super cool awesome episode for you here today. I have an amazing guest one of my oldest friends my first success students and it’s we’re just gonna have an absolute blast today but before we dive into that, guys, I do I have to go and I have to talk to you about Traffic Secrets again because I got to let you know that this book is coming out coming out March 17. It’s gonna be epic. It’s gonna be amazing when I have so much fun with it. We have so many cool bonuses. We’re going to talk about this book with my guests here in just one second. I know you can’t see him yet or hear him yet but we’re bringing them on here in just one second with this but a really quick March 17 mark your calendars the Traffic Secrets book is coming out is going to be amazing. We have so many cool bonuses For you, and I know that I like to use you guys about this. I told you guys about this before but it’s true. We went okay, let me give you a hint about some of the bonuses. The bonuses that you will be getting are not just from me. Wink wink. Okay, so we’re gonna have a lot a lot of fun with that mark your calendars March 17. Okay, Traffic Secrets. We’re how the waitlist next week is gonna be insane. You’re gonna see so much content from us. Awesome. Amazing. Okay. I would do an intro I would like tell you a little bit about my week, my day. But the next guest that I’m about to bring on with you or to you right now is someone I’m going to talk about all this stuff with anyway, because he is one of my oldest friends in the space. We haven’t caught up in a long time. So this is gonna be like a catch up conversation. I’m so so excited about it. He’s one of my first ever success stories from $400 a month to $20,000 a month and beyond. He is one of my best friends. Like I said in the space. His name is

Gusten actually, his name is Gusten something I don’t even know how to pronounce his last name but Gusten Sun, we’re gonna call him good. My man, welcome Think Different Theory, dude.

Gusten 2:53
Thank you, bro. Thank you so much such a pleasure. It’s ghost on song quest, but it’s for that reason that I change it because everyone is like, how do I pronounce it again? And I’m like, how can I make this easier so that you know I can build my personal brand so people actually recognize me? Yeah,

Josh 3:18
well and dude, it was hard to pronounce sung it not only what the reason was hard to spell dude or to pronounce is because it’s spelled weird. So in America, and I don’t know if this is how it is over in Finland where you’re at. But like, anytime after a cue, like in the English language, it’s always qu so yeah, there’s no there’s I don’t think there’s any except maybe there’s a couple exceptions. There’s always qu yours is q v. I’m like, bro, how am I supposed to figure out how to pronounce that.

Gusten 3:48
That’s why that’s why I did it. And now I’m the son and I’m already getting all these jokes from friends like all the sun. There is all this

Josh 3:56
You kind of had that one coming when you chase it like

Gusten 3:59
It’s worth Though I’m fine, I actually like it now, but dude, okay, so how’d

Josh 4:03
You get your name on Instagram though, bro? You’re just at Gusten that’s Yeah, bro. Dude.

Gusten 4:08
It’s funny. A couple of weeks ago, I saw someone a good friend of mine who got his first name as the handle. And I reached out to him because I was like, dude, how did you get that and already had mine. I just wanted to see how much he paid for it. And he was lucky to get it for I think he paid like a couple of thousand. Not too much. But like, it’s still worth it for the long term Brian, right for sure. You know how much I paid for mine. How much $200 a

Josh 4:31
night. That’s how you do that?

Gusten 4:34
Why? Why I did it. Know how I did it. Huh? house. I just reached out to him. He was a Swedish guy. I saw that he’s not an entrepreneur. He’s not gonna value it. Yeah, you know. And so I was like, Hey, I’m just wanted to see if you’re interested to sell it. He’s like how much? And I said $200. He’s like, okay, and that’s it. That’s all it was. It was super, super easy. That’s awesome, bro.

Josh 4:59
Welcome actually did I, my, my Instagram username @Josh, the guy that owns it? When I first tried to get it he had I mean, he has like 100,000 followers Actually, I’m curious to know exactly how many followers he has now, but he did this whole thing. And he was like, if you want the username, like so many people must have been reaching out to him for the username. Let’s see at Josh. Let’s see accounts here. Is it there? Yeah. I write fiction readers to 150,000 followers, but he had a link and on the link to a landing page, and it was like, if you’re interested in selling, or if you’re interested in buying my username, I’m not interested in selling but if you pitch me a really, really good story I might consider like selling it. And but then like, down below, he’s like, dude, I’ve been pitched like, I emailed him and he’s like, dude, I’ve been pitched like 1000 times for this username. I’m not giving it up. So I was like, Alright, well,

Gusten 5:44
that’s the difference because like, who there’s only like three people who are named Gholston in the world. So like, it’s not that hard to get your name, bro. Huh, that’s weird, bro. Yeah, who names your cake?

Josh 5:55
Okay, but I gotta tell you this though.

Gusten 5:57
Your kid Gusten

Josh 5:58
it. But no, no, no, here’s the You’re crazy story, dude, I’m not even kidding you. Okay? And we’re gonna get into like your backstory and everything here in a second. But like I saw, I just hired this content team, right? And they’re, they’re awesome. So I originally went with hire this this company called repurpose house who is awesome, right? They’re super, super cool. But then these these people that I had quoted out with Who are the people that I actually wanted to go with? They were, like, way more expensive but worth it for sure. They came back to me and they’re like, dude, like, we want to dream 100 you type deal. So we’ll like we’ll cut you a deal. Like, what can we work out? So anyway, I ended up switching and going with them because they’re awesome. But their names are Louis and Louis, and they’re brothers. They’re probably Yeah, the same first name and the same last name. I was like your mom is

Gusten 6:44
next level stuff, bro.

Josh 6:45
That’s crazy, bro. Yo, bro. How you been dude?

Gusten 6:48
I’ve been great. I’ve been well. I’m hoping we’ll get more into like after the backstory and all of that. Because like it’s been a couple of interesting months and I’m not just gonna say like, I’ve been Because like one part of me, has been great and amazing. It’s kind of like, you know, entrepreneurship is like the ups and downs. So yeah, one day, everything is amazing. And you’re like, I’m gonna take over the wall. And then the next day you’re like, like, what is it that I truly want to do in life? Yeah, what’s my purpose? And like, it’s been a mix of those two. But like, overall, I wake up and I remind myself, like, of all the blessings, I think, like, if I start the day with what I’m grateful for, and I look at my kid, Bro, I can wait until you have kids, you’re gonna be like, you’re, you think right now I hear when you’re talking about dancing. You’re like, like, Bro, I have kids now. And I’m like, bro, it’s not like you don’t have time for them. So they actually help you to do more and to do bigger things. But anyways, um, I’ve been Yeah, it’s fun times.

Josh 7:47
I like what you said there though. Dude. I think that’s a struggle we all go through. And I think I think it’s important to take time to figure it out. Like I think it’s important to not beat yourself up in that process. Yeah, like be intentional for sure. But like I look at my life, dude, holy cow, man last year I’ve been insane. Like, just like I thought I was like, I know what I want to do. And then I crashed. I’m like, Alright, I gotta reset. I got like seven months through mindset, I get my mind, right. I’m like, sweet, I don’t want to build an audience anymore. I just want to go get rich, I got to figure out how to build a multimillion dollar business. And then like a star that has success, one one month to great BAM brother dies, I’m like, Oh my gosh, and like, then do that process and Think Different Theory. And like, I think one of the things that I did really well, and I’m curious to know, kind of, like where you’re at with it is like to like, I just, I didn’t judge myself for being where I was at. I was like, Okay, this is where I’m at. And I understood, like, I gotta have my foundation, right? I’ve gotta, like, I gotta be in alignment, like before I can go on. And it like, it took me a while, you know, and I’m still figuring out like, the actual actual foundation of everything, but like, I at least have this direction of like, okay, now it is where I’m at. It took 26 years of my life to get to this point, you know,

Gusten 8:59
yeah. Do you think that hiring Katie shout out Katie, don’t think that hiring her helped you to not judge yourself to sell, you know, to tell yourself different stories because I feel like one of the things with me and I don’t always analyze this I’m not always like, self aware enough to notice. But like, I judge myself so much and like, I’ve had to go back to my childhood to figure out why and only when I can like find a specific moment in my childhood, and I can see what happened and like what created me the person I am today then I can realize why I’m functioning a different way and then understand why I have specific feelings and why I tell myself these stories and and only then it’s like this weird journey of like going back and forth trying to figure out why do I feel this way and so like, it’s a bunch of it’s a dude crazy mind, bro. That’s exactly

Josh 9:53
What we do like that. We have to go do that. And that’s literally I have a spreadsheet that I started after working with Katie which what like He said shout out Katie freakin Richardson, who is such a transformational human being like, I can’t even I can’t even put into words what she like is she’s insane. Anyway, I had a spreadsheet. And I have, there’s three columns on the spreadsheet. And there is the thing or the topic that I have a question, right? Like, why do I do X, like the thing that I’m struggling with? And then on the left side of that column is what’s the story that I’m telling myself about this situation? And it was the story that I need to be telling myself about the situation, right? I can literally go back anytime I’m like, oh, man, I’m struggling with that. Again, I go back. I’m like, Oh, that’s the old story. This is the new story. I can remind myself, and it’s that and it is it’s going back there and identifying and like, I just had my call with her. We have calls every Tuesday. And I wrote down I have like 15 pages of journaling. And one of the things that was like I was talking about is like, what am I running from? Why am I like, couldn’t stay focused, right? I was like, man, I was like, some days I can some days I can’t like some project I quash and I over delivered. It’s amazing. It’s epic and others. parts of it where I’m like, What? I can’t, like how do I? Why can’t I stay focused? Right? Yeah. And like going back and going back. And so by journaling and getting out of my head and like identifying the stories, I realized that if, if somebody else is involved, I kill it every single time. Like, if there’s a client, if you’re involved, if you know my team is evolved, whatever it is, if I have a deadline, and somebody else is involved, I will over deliver I mean expectation as it’s

Gusten 11:28
so true. That’s so interesting.

Josh 11:30
And so I was like, but if nobody else is involved, if the the results of my actions right, or I should say the, the results of lack of action does not disappoint someone, I can’t stay focused.

But it’s so interesting. As

soon as I go, and I face something where it’s like, oh, my gosh, I have to go deliver for a client. I have to go deliver, boom, I am there. I’m on top of things, whatever. And it’s because and it’s because I we and Katie helped me identify this is like, dude, I don’t trust myself. I trust myself with other people. But when it’s me versus me, I’ll let myself slide. And so I went back and one of the things and sorry, like, I know, I’m talking a lot here, but like, this is

Gusten 12:12
so good. It’s so good.

Josh 12:14
Like, I think about all the little things in life that I do that I tell myself that I’m going to do that I don’t follow through on either do or don’t do. So like, I’d be like, yeah, I’m gonna wake up at 6am tomorrow. But then, like, 6am would roll by and I’d be like, now I’m tired. I’m gonna go and I’m gonna just sleep in, or I’m not gonna, or I’m gonna eat healthy all day today. And then I don’t or I’m, you know, I’m not gonna go and, you know, go get ice cream tonight. And then I go and do it, right? It’s those little things. All of a sudden, I’m training myself to believe that if I say something, I don’t have to follow through on it. Right? And but I don’t want that perception from somebody else. So I will and so I’ve had to go back and start and like just those the littlest things, dude, like the littlest things when I say that I’m gonna go do something out to fall through today, two days ago, and I’m gonna end with this talk. Two days ago, though, I was like, I’m gonna wake up at 6am Like tomorrow morning, I that was my goal. At 6am alarm went off Dude, I laid in bed that ceiling. And I was like, if I shut my eyes right now I will fall back asleep. Yeah, like five seconds. I’m like, I just got to make it to the bathroom. Like that’s it. Yeah, like, roll out of bed like go do the bathroom shut the door. I like look at myself in the mirror of the snake and I’m like, wake up, Josh. So I’m like, you know, splash myself with water. And it took like, I wasn’t there for like 15 minutes. I was like, if I want like, I’m gonna go back to bed until I was like strong enough mentally to go out to like go to the living room. Yeah, it’s just like those little things. You know? I mean, you know

Gusten 13:33
what, I think you know what I think it is for me. And I don’t know if this if if you can relate but like, I think for me is acceptance from someone else. And and that’s why I’m always going back and looking at like, Where’s that coming from? And you know, my story and we can get into a little bit more but my parents, for example, they love me. They still do and they always did what they thought was best for me. But kids like one thing, it’s one thing to To say as a parent and I know this now as as the microphone, that

Josh 14:05
microphone a little Yeah.

Gusten 14:06
Okay. Yeah, just like it’s one thing to as a parent wanting to show that you love your kids and it’s one thing to as a kid receive that love because different love language and all that. Yes. So and especially I’m seeing like typically entrepreneurs are the middle kids. So like they have younger brothers and older brothers or sisters. And so I’ve always been in that ground where I have for those of the people listening and they don’t know I have seven siblings. So like I’ve had Yeah, I’ve had to be in the in the middle of fighting for attention. So like, going back to like finding acceptance and like, I don’t know, specifically what it is, but it’s like finding like when I work with clients, I don’t want to let them down right away like my work. When they love my work. I’m like, Yes, I feel good about myself. But when I’m alone, it’s not the same hunger or drive to get the Results. Because like, Who’s gonna say that? I’m you know, well, Donna goes stun me. Well, I am the same. And are you? Are you more or less happy with who you are?

Josh 15:12
Yeah, yeah, same. I told Katie that actually I was like, I mean like, yeah, I want to grow. Yeah, I want to, like expand, but I’m like, but also life’s pretty frickin great. Honestly. Yeah, you know what I mean? It’s like this balance.

Gusten 15:27
It’s a balance of like, being comfortable and being ambitious. Yeah, right. cuz I’ve noticed like, as I’ve been an entrepreneur now for three years, and I’ve noticed when I get too comfortable, the thing that gets me back on track is like when I’m like, hey, why did I sell anything this week? Because I was too comfortable and just delivered, right? And so I’m like, Okay, so now we’ve got to fill the pipeline. Now we got to do this thing and this thing to then have all these engines running both on the front end and the fulfillment and that sort of, you know, so it’s like, I was listening to Tony Robbins and he was talking about like the difference between, like inspiration or when things are pulling you or when you’re pushing for something. And the difference is that sometimes you have to, and now I’m probably butchering it, but it’s like, when you when you’re, you know what it is to start a business and your your back is against the wall. You’re like, you find a way to do it, but then you get comfortable and the drive or ambition is gone. And so right now, I’m in a spot when where I’m like, comfortable, but still driven, and that’s why I do challenges like, I want to do a, you know, 2024 hour funnel marathon when I build funnels for 24 hours. Yeah, I want to do awesome funnels, I want to run marathons and Okay, I recommend

Josh 16:46
that. Okay, let’s talk about that though. You ran a marathon last year, right? Was it a marathon or was a five k?

Gusten 16:52
No, it was a marathon. I didn’t train for six months and I ran a marathon

Josh 16:56
Like what? Like you’re just like woke up one day like wanna run a marathon? Sounds like a plan. And then you’re like, I’m not gonna train for the marathon. See if I can do it. How? Why?

Gusten 17:06
What do you know? Yes, theory? Yeah, they used to do Yeah, yeah. Yeah. So like, there’s one guy there. Um, what’s his name? He ran a marathon without training. And so I was at work, and in my office, and I had a break, or I was eating or whatever. And I saw this, this video, and I was like, I want to do that. And he talked about why he did it was because he said that he was going to do something, he set this goal, like, I’m going to train every single morning. I’m going to train four times this, you know, every week, but he didn’t do it. So he sort of punished himself but also it did he set a challenge to wake up or to tell him like, Hey, what are you doing? Like get your your shit together? And and so like, I wanted to do the same thing. And I was like, I need something that is like brutal, that when I’m running the marathon, I’m like, No, like, yeah, I’m telling you, bro, like, 20% into it. I’m like, No, but I finished that dude.

Josh 17:59
That was insane that was insane some of the footage that you sent over to me today I’m like, bro I don’t know if I don’t know if I would have made it that’s a mental strength right there it was. We need it. I need it. I need that challenges and I think I think we all do we need we need legit challenges, not not not the coronavirus. Let’s talk Okay, let’s change topics here real quick. We’re gonna come back to this I want to I want to get into your backstory. I wanna I want to I do it’s good but we got to talk about this. Oh coronavirus stuff. Yeah, listen, bro here in America. I swear everybody thinks the world’s ending. Like Yeah, he’s insane. Crazy it California is all the shelves are empty. People are freaking out. And oh, by the way, guess what we’ve had like 11 desk 12 deaths of it. In the past. Like since the beginning of the year, we’ve had like, what five or six or 7000 deaths from the flu, the flu, the standard flu influenza like what big stuff like that? Is it okay so you’re in Finland. Is it crazy? Hi, there.

Gusten 19:00
Now it’s getting here. Now I heard the first person or the first big story about this man who’s like piling food on the top of his roof in Helsinki in our cap, and he’s like, he’s he’s storing up food because he’s afraid of, you know, running out of food. And I was laughing because I read this, this Facebook post from one of my friends and he had he had the flu from like an airport or something. He went to the doctor, the doctor couldn’t tell the difference. It was like, I don’t know, if you have, you know, Corona virus or the flu because it’s literally the same, you know, symptoms, so you got to do a test and all of that. And so he didn’t know what to think of it, and I’m just tired of it. We can talk about it, but at the same time, I’m like, bro, this is so much fake news. It’s

Josh 19:47
like, okay, here’s it’s a business.

Gusten 19:49
It’s a business.

Josh 19:51
I saw this the ad. Okay, so we’re gonna have Brad get back on the podcast. Next week. Actually, we just had him on but he did this live over his face. A group yet last night that I watched it is the most mind blowing stuff when it comes to how the corona virus is affecting the economy. I don’t know if you know this but like since the corona

Gusten 20:09
I saw something Yeah,

Josh 20:10
outbreak like the stock market has dropped like 4000 points

Gusten 20:13
like it’s a insane

Josh 20:14
hit, but it like I’m not worried in the slightest now but keep in mind guys, I have no idea how serious the corona virus is, right? But I will tell you, I am I am not in any way scared at all. I’m like, it’s a bunch of media hype. And it’s clickbait. And it’s fear, which is what drives society and we’re talking like, the average standard. common cold flu that you would get is much more than I’m more worried. I mean, like, literally, I just think it’s a bunch of media hype. And by the way, have you seen the age group that is like dying from it’s 70 years old, every single person that has died and this is true, every single person that has died in America from the corona virus has already had a compromised immune system ever since.

Gusten 20:58
That’s what I’m saying.

Josh 21:00
so dumb oh my gosh and and by the way guys I live in Omaha Nebraska right now. Yeah, they’re bringing all of the people that are sick and quarantined in the United States to Nebraska because we have a University of Nebraska medicine here I heard this so like I’m like if anybody’s gonna get sick it’s gonna be me so I’m not even worried about it say also just chill out Julie’s Joey and shout out you I love you You know this, but I think you’re i think i think you’re freaking out for no reason. Um Okay, so media over there. Is it like you’ve been to America a little bit you know about American stuff is immediate over and Finland freaking out about it as much as the median

Gusten 21:39
American hundred percent. It’s the only thing that they’re that. Yeah, it’s the only thing they’re talking about right now. But you know me I’m not listening to. I haven’t like been watching us and reading news. I don’t have the newspaper. Like we don’t. I don’t follow any of that. I recently started doing following politics because of you. Yeah. You know Everybody’s want to understand business, the business side of things when it comes to politics tax and all that we can get into that if you want. But it’s like some of the things I just read. I didn’t know that there was a world out there like this. And you know, I don’t want to go into like conspiracies or anything like that, but I’m just like, bro, it’s all fake news. It’s all a business for them, they want to get attention and then monetize that attention. So it’s like they’re they’re promoting the left, but there are capitalists and trying to capitalize on on the turn.

Josh 22:31
I mean, they’re promoting it at this point. It’s just whatever is gonna make them money. I think and I think a lot of people I think a lot of people. That’s why so there’s a lot of conspiracy theories out there. Oh, Facebook is trying to help get Trump elected Facebook is trying to help get this person elected or these people or this organization is leaning one way or the other or whatever. I’m like, first off, read trust me online by Ryan Holiday, the most mind blowing your entire life. I’ve read it. But second, it’s like I actually don’t think that anybody, like very few people actually care who gets elected that are controlling these media, the media outlets really don’t care. What the media outlets care about is how outrageous Can I make my headline to get more clicks?

Gusten 23:14
Yeah. It’s like, I like what you said, I can’t remember who you had on but you asked them like, Where should we get the truth? Because all these media have less like, they’re just writing about whatever is trending. Yeah, they come up with a clickbait so it’s like for me, and I’m an introvert so it’s easy for me to just sit here in my dark little office and they were my party lights as the rice instead on a movie recently. He’s like, love those those party

Josh 23:42
like I really got a rave over there every night like just party party.

Gusten 23:46
So I’m like I’ll just close all that out open Click Funnels my little sketch a put some music on and say here eat ice cream and build funnels.

Josh 23:55
All right, let’s talk let’s talk Click Funnels and funnels bro. Cuz Yeah. clickfunnels changed my life clickfunnels changed your life. clickfunnels is insane. I feel like we need to talk about this right now. What do you do? Hmm, what do you even do? For those people that have no idea? They’re like, okay, we’ve been listening to you for 20 minutes now, Josh, talking about this coronavirus and mindset and everything. Who’s Gusten? Like, what do you even do?

Gusten 24:19
So I build funnels for six, seven and eight figure entrepreneurs. I’m mostly from the Click Funnels community. And a lot of times it’s people who already have a business, they have funnels, they use Click Funnels, but their design sucks or it’s not converting or they want to launch a new offer. And so um, yeah, someone posts in Click Funnels and I get tagged and I get people coming to me asking for for funnels. I also I do have otter like education products, but you know, my challenge to 1000 funnels, yeah, and, and I can go into that. If you want more more deeper.

Josh 25:01
Yeah, I guess I wanna I want to kind of take this conversation back to how clickfunnels changes businesses and and how funnels in general help people scale. I guess Let me start here guys Gusten and I have a very, very awesome relationship and I’m gonna I’m gonna talk I’m gonna talk you up here for a second here so just know I know that you just love that and you know all that because that doesn’t make it feel awkward for you at all, but I’m gonna do it so like guys Gusten was one of my very first success students back three years ago, three and a half years ago like when we got into you know, the side of things and we can talk about that I’ll leave that up to you. I’m not going to toot my own horn here but the similarities between you and I and and what allowed us to be successful I mean, these these books right here, I mean, calm secrets, expert secrets. I mean, the books that we’re talking about now, Traffic Secrets, which are you jealous

Gusten 26:00
Yeah, bro. Like, how much can I pay you right now? For you to send that over to Finland?

Josh 26:05
I mean, I feel like Russell might get mad at me if I do that. I thought about doing okay, side note, I thought about doing an ad for this like, you know, Facebook ad I was like what if I burned it, like lit it on fire and burned it, but then I was like, I can’t. There’s only one copy. I can do analysis

Gusten 26:19
on lists. You first do an audiobook of it. Oh, he’s recording it.

Josh 26:25
Yeah, no, he’s already got that he already recorded. Yeah, it’s gonna be available. Yep. So anyway, but like funnels Click Funnels Russell Brunson changed my life. They’re a large part of your life. I know as well. You’re on this journey to 1000 funnels and one of the things that I like about you and that I think that you and I see a lot of ion is we want to go out and empower people to go out there and do what they love. Right? Yeah. And and you’ve gone through a lot of evolutions. I’ve gone through a lot of evolutions of things, but this concept of building a business around what you’re passionate about around your message around whatever it is that you want to do us Click Funnels using social media using what it is that we’re doing here. I want to break this down a little bit more detail because guys, we do have the Traffic Secrets book launch coming out, right we do have these things and while those mean like, get the Traffic Secrets book, get secrets book get the expert secrets book, like while those books are amazing and epic, what they’re talking about and what they’re doing works for anybody. And in the reason that we tell you that and the reason that like these books were able to change our lives is because like the concepts and principles that are talked about in there are not unique to Russell Brunson. Right. Russell Brunson just did an absolutely epically amazing, phenomenal job of telling stories in these books about these frameworks and principles in a way that we cannot be

Gusten 27:43
simplified it, he simplified it, he made it fun and easy to duplicate.

Josh 27:47
So I want to I want to bring this conversation back to kind of the beginning for you and where you were, and how I helped you how clickfunnels and Russell Brunson helped you in like that whole transition into where you’re at today. Because I do you’ve worked for some really big names. I mean, I don’t know if you can say like any of them specifically I know some of them you like you can’t for confidentiality, stuff like that. So, you know, don’t feel like you have to say all the names but like you’ve done that but the reason that you’ve gotten there i want i want to kind of go back and uncover that journey. And I will say guys like Gusten is a overwhelming big piece to a lot of my success and who I am today, you have helped me I mean, you helped me with the social media secrets launch you have built countless funnels for me and and help with that you have been there for me when it things were bad. You’ve been there for me when things are good, like we have really developed a super super cool friendship because our visions align so much and and it starts with wanting to serve people. And so I want to back up So talk to me about what it was like at the beginning for the person out there right now. That’s like, dude, I’m, I’m getting started. I know what I want to do. I have this message. There’s somebody out there, right? Now that is they want to build a business around helping people with their weight or with their health or you know, with biohacking or, or with their, you know, their books or with their art or with their, whatever it is. And like you were in that similar situation to where you are out there and you’re like, I’m trying to figure it all out, how are you able to go and put the pieces together? Like, what were the steps that you took?

Gusten 29:21
Yeah. I want to give some context to people who don’t know me, because we were talking about like when your back is against the wall, okay? But there are two ways you can go about doing things when your back is against the wall. One of them is just, you know, going all in on something and trying to figure it out yourself and, and always cliche, something that mentors say to sell you stuff, right, like you need a mentor. But for me, it was okay. So one morning I wake up, we had gotten married. I’ve been married now for five years. That’s crazy, though. That’s and and and I thought that was you know, it would be a great idea to quit my job after we got married. To start a business to provide for my family that was, you know, that was the vision that I wanted to do. And so I built a website, okay. I was like, Okay, I got into social media marketing, and I’m not gonna go into that too much, but like, I built a website, and I put on my packages and the things that we were thought, you know, in the old school, and like, in in college, I went to college to study marketing and in business and, and they’re like, hey, do your budgeting, set up your business plan and like, I did all those things. Got my simple Wix website that is so easy and cheap. And, and for eight months, I kid you not and I was stupid to like, let’s be honest. I was. For eight months, I was watching YouTube videos, reading books, and I was trying to figure out how to get clients. Okay. And, and then one morning, my wife walks into the room, it’s 6am and it’s You know me, it takes me like four hours to a call, unless I go for a run. And my wife walks in and she’s like, I’m pregnant. And like, You’re what? And I was almost awake. Way awake when I was super excited. But then one second later, I was like, so scared because I had no money. I was making 400 a month. And boy, God, it got so bad to the point and my wife was already taking care of me. She She was already paying for the bills for rent for food. It got so bad that one day she told me like, like Austin, you either start making money, or we have to move back to my parents house. And the worst part of all of this was not that like I didn’t have the fancy car. I didn’t have the big house yet. I wasn’t a millionaire yet. It was all the people around me. Who told me I already heard their voice like I knew it, bro. Like, I knew it wouldn’t work for you and I heard all these voices. I was like, I have to figure this out. Or we’re going, you know, we’re going to be homeless. And so I go online. And Josh is there like, Ah, now and that and I saw it. First thing I saw was, was Russell Brunson with a book. Okay. And I can’t remember if it was expert secrets secrets. But I’ll tell you right now, if you if you’re sitting here and you’re like, Josh, you and your books, I get it. They’re amazing. tell you, I’ll tell you right now why they’re so good. If you understand how to build funnels, okay, the sales message, the offer and the design, you can start any business in any industry, no matter what capital you have, right? Yeah, you have to pay for Click Funnels, but I mean like, that’s the beauty of these books. Russell Brunson creates frameworks, and this sounds like an infomercial. I know but like this is, this is what made me be able to grow a six figure agency, close it down. I have zero income in January 1 2019, which is only a year ago, and be like, I don’t want to do this anymore. I want to do something else and build a new business and be at 36,000 in February or March this year.

Josh 33:19
And I just want to I just want to clarify, it was not just one year ago that your wife came to you and was like, Hey, I’m pregnant and you were broke. So that was what Yeah, How old’s your daughter now?

Gusten 33:30
She’s She’s turning three this summer is crazy.

Josh 33:32
So this is like three and a half years or two and a half years ago or three? Yeah,

Gusten 33:37
that’s all I got. I’ve had I’ve had a six figure business, six figure a year business and more than that for a couple of years now. But the thing that helped me choose what I want to do, what I want to sell, who I want to serve on is the principles of how to craft the offer the message and and I remember one day Cuz the sign is like, people see my funnels and they’re like, hey, it doesn’t look like Click Funnels, the signs, and the love the design. And I’m like, it’s funny because one I remember this day, and I have so many people who told me I couldn’t do stuff. But this designer, he’s like, just hire me, bro because like, you can’t learn design. And I was like, when someone tells me that I’m like, I’m gonna learn the sign, right? And he’s like, No, it’s just something that you have or you don’t have. And I’m like, bro, that’s what everyone says. And so I learned the sign as well. And so like, I was able to then use everything that I’ve learned from Russell to then start another business and then I was like, Hey, I wonder if I can become the best funnel builder in the community and started getting you know, bigger and bigger clients and and I feel like we’re going too fast through my story. There’s so much stuff. Yeah, we could literally be here for four hours, but

Josh 34:49
Okay, so let’s go back to where you were. I came into your life. Yeah, sorry about that. What what happened because we were together. I mean, I remember you but before you were who you Today, like what transpired there?

Gusten 35:03
So I was literally sitting there, I saw the ad from Russell and I understood one thing. I had no money, Bob understood one thing. I was like, I need to find somebody who is doing because college clearly didn’t work. Okay, this teacher didn’t even have a business. I’m sitting there. Wednesday morning, I’m like, I’m out of here by and, and dropped out. And so I’m like, now what? And my wife is like, no. What are you gonna start making money? And I’m like, Okay, I guess I’m a very, like, a value focused and like, standard focused and like, I grow I grew up like very religious. And so like, I’m, I want to learn from somebody who’s doing what I’m doing. But not just are doing what I want to do, but not just someone who’s successful but also ethical. And so I’m looking online and I see Josh and I’m like, Huh, this kid looks like you know, like me in America. Like He said he’s me but like he’s a little bit ahead you know? And some like how can I work with this guy and I actually borrowed money from my two younger brother.

Josh 36:09
So embarrassing and crazy so now

Gusten 36:11
I gotta buy them buy them something nice but um yeah so like I borrowed money from them paid you and I kid you not like cuz I had to drive I had the ambition I had all of that. So like, I just needed someone to say like don’t do this, do this. And that’s what you’re good at. You’re like you can see the full picture and I think that’s why I like my funnel now work because I see the full picture and so I have learned that from you as well. But once you showed me like do this don’t do this avoid my mistakes. That’s when I you know started seeing some success and I went to 10 k per month pretty quickly. That’s awesome bro.

Josh 36:52
What Okay, so what did you start out cuz I want to kind of dive into more specifics here on it as far as what You started offering or what steps you took. It doesn’t even have to be specific offers, but like, what things did you start doing or stop doing that helps you get to that 10 k 20 k and beyond?

Gusten 37:13
Yeah, so I remember one day I had this meeting with with a client and it was social media marketing, and I was super nervous. I was like, I’m gonna offer them 1000 a month, okay, I want to see if I can get there. And so I crafted this, this little pitch and, and I went there, super nervous, and I closed them, close them, and I was literally freaking out in my car. And I realized that they I realized one thing. This is a duplication game. Like, like, if I can close one client at 1000. I can close to and I can close three. And so I at that point, I realized like, wait a minute, there’s a lot of shiny objects, there’s a lot of trendy opportunities. But if I can just shut out everything else and focus on This one thing, deliver a good result for them. The funny thing about personal branding, and I’ve been known a little bit for like for that part as well is that I started doing that locally first. So I became the guy who was focused on getting results. And people came to me inbound. And because I’m an introvert, it fits me perfectly, because I hate doing all three and that sort of stuff, right?

Josh 38:22
Yeah. That’s super interesting. So you did social media, marketing services. Yeah. And that’s where you started.

Gusten 38:31
Yeah, how’d you I that’s how I got to 10 k per month. How did you find your first client? I think I went to first I went to like the local like networking events. Yeah, but I was super shy. And, and it was the wrong. It wasn’t my dream clients or like my dream audience but that’s where I think I got my first ones. And then it was referral based. A lot of times it was people coming to me and calling in and I didn’t know who it was. Yeah, and like, um, some people say that introverted people are pretty good salespeople. And I don’t I don’t think I’m a good closer.

Josh 39:10
I agree with that though. I 100% agree with that.

Gusten 39:12
But I’m a good listener. I’ve always been a good listener so like I just always fall in like I fell in love with my audience. Now my products that’s why I’ve had you know, a few different different things because I’m like, What is the problem that I see in the in? When I got started? I saw the problem with local businesses and social media. So I was like, how can I learn this thing? Tom, Bill you you love both loved Tom Bailey. I love Tom. He said something interesting. He’s like, if you can stack or like skill stacking if you can just focus on adding new skills, relevant skills, like add skills to your plate like you’re unstoppable. Yeah, and that’s what I’ve noticed is like, I am willing to play a 10 year game where I’m so many skills that I can start any business I can help any business. Now I can change Houston niche down if I want to, but I have the knowledge and the experience with all these different things. So I’m like, I’m confident to deliver results.

Josh 40:10
Yeah, and I think that’s super important as far as like, skill, like, you’ve got to know, you’ve got to have some form of skill. Yeah, and and to in order to make money, right? There’s there’s two ways to make money, you get paid based on time, or you get paid based on skill, right, or value that you bring to the table you can only bring to the table if you’re skilled, right? And so taking the time to learn that skill, like I learned, probably more than from anybody else, or more than from anybody else was Sam ovens is I learned that I was gonna say that to compound. Yeah, compound interest effect, like the compound fact of life. And it’s like, right now, if you don’t have anything, right, if you’re not super talented in one area, you are you’re completely equal to everybody else. Right. You It also doesn’t have skills, right? So so what you can offer is what everybody else can offer, which is time, right? And by the way, time is a terrible, like a terrible leverage, right? Like you can’t leverage, like, I can’t come be like,

Gusten 41:12
yeah, I’m gonna leverage

Josh 41:14
my time is my time if I have no skills, because you give me like, Okay, well somebody else has time to. So if time is your only asset that you have the leverage to, so I’m gonna try to pay you more. It’s not great unless you have a skill to go with it right. And so when you go out there, like you said, and you pick a skill, and you acquire that skill, and you get good at that skill, all the sudden that rises you above now it might have taken you, let’s say it takes you six months to learn that skill. For six months, you make no money, right? Six months, you are a level two, you’re trading time for money to process. But then six months later, all of a sudden, you go from not being able to charge anything or be able to charge low amount to being able to charge five grand, right? And that’s about it. Like that is a big jump and so the curvature goes like this. And then it’s like this and it’s like this, and so then as you get better and better and better. This the people as you level up, the reason compound interest goes like that is because the amount of people at this level is more or less, right. And so you have less people that you’re competing with. And then there’s, you know, the 8020 rule 80% of people at this level are always gonna stay here only 20% are gonna get to hear. And then guess what 80% of those people are going to stay there and only 20% are going to get to here. And then April is going to go up, up up above, so you can climb the ladder much faster, the dollars follow value, your skill sets follow value, and that’s where I was like, Okay, if I can get good at something, if I get really, really, really good at doing this specific thing, then I can go out and make tons and tons of money sounds like that’s exactly what happened.

Gusten 42:38
Yeah, what I learned was from James smiley, good friend of both on shout out to James, learn the power of leverage on I was like, hey, millionaires are probably hanging out, you know, hanging hanging around other millionaires. So if I can get results for one millionaire or so big on the clickfunnels community, chances are that they’re going to ask or they’re going to be asked by other people. Like Kay, who built your funnel? Especially because it’s a visual thing? It’s one of the reasons that guy into funnel building. Yes, I’m focused on conversions, and I do follow data. But it’s a visual thing. So it’s like, you know, people see you and they ask, Hey, who built this and they connect me and so on and so forth. Another thing that I want to add to what you said there was, the way that I look at is there’s a lot of people who can offer management Now it could be wealth, health relationships, but they’re always like you said, the trading time or the doing the management level, not growth. And you look at people who are relationship coaches, charging 250,000 for a nine month program to billionaires. It’s, you know how much money a billionaire is saving by not going through a divorce. So it’s like they’re selling growth, not management, they’re not selling, hey, I’m gonna babysit nilla I’m not gonna manage your life. I’m going to help you grow. When you look at it that way. Whatever industry, you’re in. And you stack your skills, you can tenex your prices. Yeah, you get better clients too.

Josh 44:07
Yeah, I like that a lot. You have to know, essentially what it is that you’re selling. Because like, there’s certain things that you know, people are like, yeah, premium premium premium. That’s gonna sell better, right? The higher you are, the less competition things like that. And I agree with that. When you’re in growth mode, like you said, when you’re selling growth stuff, but management stuff, like honestly, it probably easier just to go out there and just quick management software go cheap, get, you know, go for volume, right? Yeah, really have to understand what it is that you’re selling. And a

Gusten 44:35
lot of times it’s because it is positioning to um, let’s take for an example content. Okay, so you could sell content as Hey, I’m gonna do a video editing, unlimited video editing for you for 97 a month. That’s management, right? But if you’re like, I’m going to help you scale and I’m going to create video ads that you can literally scale Infinite Light look at what’s his name? I feel bad now. He’s doing video ads for all these big people. On Kevin. Yeah. Kevin, Shawn. Like, that’s growth. That’s growth because he can charge so much more because he has the you know, data you can track that. And that’s the same thing, but because he’s positioning himself better, he can charge more. It’s

Josh 45:17
okay. Yes. Yes. It’s, it’s, it’s all about how you present the offer Mr. Steve Larson, shout out Steve Larson that man, a side note. I boxed him last night. We were chatting back and forth about some stuff. He’s gonna be part of our bonus deck for Traffic Secrets people. So that’s all comes out. little hint, hint there. Okay. But let’s talk about this though. Okay. You can sell the exact exact same result, exact same service that you’re doing to lately different ways and charge two radically different prices for it.

Gusten 45:55
Yeah. And let me give you another example. Okay, funnels. So there’s a ton of funnel designers in this community right? And more than they charging a lot of these people are charging $500 nothing wrong with that their funnel designer. Now if you ask them, can you also do the copy? They’re like not undo copy. I’m like, how can you design something to convert? If you don’t know the sales message? Yep. Right. So they’re a graphic designer, you find that on Fiverr. And no offense to those people just be able to polarize that here. But if you can understand the sales, copy, the messaging, the position, the big picture first, and you just have to learn from Russell Brunson, it’s in these books. But look, look at it from a different perspective of like, what is the entire business model, then, you know, this is what they want to build. Now, I can build this funnel to either get them leads, or to get them customers, or whatever it is, because you understand the entire picture and not just this one thing. How do I design a, you know, illustration?

Josh 46:57
Right? Yeah. And one of the interesting things on that too, that I realized. So we’re in the process of pitching Elena Cardone to come on the podcast. And you know, impress her and I’m trying to try to it’s the car don’t world, not the bronzer. All right, so Russell, you don’t need flashy ness and, you know, try to impress him by like, oh, we’re gonna do bla bla bla. No, but that’s how you kind of do grant and Elena right? You kind of have to fly a little bit right now thinking about it. As I was sitting there last night. I’m like, emailing her back, and we’re going back and forth on it anyway. Um, I was like, the way that you present your offer to somebody big, not only that determines the price of what you’re able to charge them, but also determines whether or not they’re interested. And it can literally be the exact same thing, right? And so it’s like, think about it if I were to go to some but the dirty like a. Okay. Perfect example, Russell Bruns. Kept I recently pitched him okay as you know and all of that you that have been blowing up my phone literally I have gotten dude so many messages is ridiculous and and every phone call I got was Russell say guys he hasn’t replied yet all right so believe me once he does I’ll let you know but anyway so I sat down and I started going through it I was like okay, how am I gonna present this to Russell? And even though I’m like okay this is what I want to do. I was like if I presented this way that is a to Russell that’s like, not interesting, but present it this way. Zack same thing, but it’s a different I’m highlighting a different thing. Yeah, now he’s gonna take interest in that. So if you’ve got a service Alright, and let’s just say it’s I’m gonna go use the video editing example because this is awesome, right? And I went to someone like a Russell Brunson. And I didn’t mention video editing services but like let’s hypothetical right? Yeah, your dream your dream who you’re the Russell the grant the Brendon Burchard or whatever you do video editing services, right? And you go to them and you say I can do video editing services for you. I’m the best in the world at it. We’ve got all these results. It’s amazing. Look at everything that we do. You know, they’re gonna be like they’re gonna be like, that’s cool. That’s cool. Appreciate it. Right? Yeah. But if you instead came to them and went, Russell, oh my gosh. Okay, keep in mind, you aren’t your own zone of genius. You know more about what you’re able to create with assets than the person does. So if all of a sudden you come to somebody and you go, Russell grant, Brendan, Josh, you know, Grant Gusten, whatever, right? I have this really, really cool idea. I do video editing. That’s my specialty. Okay, great. Now you placed yourself as this this expert here in this position. That’s all the information that they need. Here’s what I was thinking we could do. Keep in mind, these are millionaires, multimillionaires, Russell runs a billion dollar company. You don’t have time to think right about what it’s all done for him. His schedule his plan, everything is done. So he doesn’t have time to come up with the idea. If you go to him Steve Larson said is when your dream 100 Somebody don’t ask, just do it. Yeah, yeah, they don’t, I don’t know. But if you come to them with a completed idea, and you go, Hey, listen, what if, since I’m a video editor, you’ve got all these. And I’m just gonna make something up here, right? You’ve got all these clips of you doing interviews with people on stage and all your different events. What if we took all those, we chopped them all up, and we made like a Netflix series for your funnel flicks where we went through and we did all this. And so it was like a Jimmy Fallon style show. And we went through all these different things, and you came up with this entire plan for them of exactly what it would look like for that. Guess what, now, not only are you going to massively have their attention, they’re gonna be like, Alright, well, alright, so this person’s now is about now you’re gonna be able to go in and say, Hey, pay me $5,000 a month retainer and I can do any video I didn’t know you need now you can be like, sweet, we’re gonna do this project. And it’s gonna take us three months and the bill is gonna be 30 grand. And he’s gonna be like, 100% Let’s rock and roll. You just doubled your price and got the attention because of the way that you presented it.

Gusten 50:58
And if it’s visual If it is funnel design, or if it’s a video editing, you can be like, here’s the vision, here’s how it’s gonna fit into your, like you said, what you’re doing right now, here’s how we can help you with Traffic Secrets, here’s how we can help you with whatever you’re doing right now. And here’s an example of it I already answered for you, then is the thing that separates the 99% and the 1%. I think one of the things that I’ve because I’ve, I always do the things that I love the most before asking, like where can I make the most amount of money, so it doesn’t feel like work? And so I’m like, Who do I want to work with? How can I help them for free? And I know guru said, like, don’t do that don’t undervalue Whatever. I’m like, how can I help these people genuinely build relationships with them? And show them what I’m thinking? Not, hey, I had a message last week, like Gusten I have this amazing idea. And you get them all the time too. So you’re like you’re just excited. That’s the face. is

Josh 52:01
like, Oh, do I.

Gusten 52:04
And bro the crazy part is a lot of people will say that they want to work in my funnel team. I only have one person that I work with shout out to me. And they’re like, you know, I can help you with this thing. And I’m like, show me like don’t talk. Yeah. Show me. Yeah. And I learned that from people like Russell Brunson and Steve Larson, Grant Cardone, whatever. Like, there’s all these people are talking, just do a one p like a section of the funnel. Just show me something. But the thing is that people are afraid to do work upfront for a reward that they might not get. Yeah, delete that is. Yeah, people don’t like re rid of that. You You win. And guys,

Josh 52:44
You have to understand like, you can do this. Like, to anybody played Yeah, you don’t have to be afraid of like, Oh my gosh, it’s Steve Larson. Right? Like, what if he doesn’t like it? What if he doesn’t? Oh, but what if he does Okay, quick, quick side note on this. I did. Steve and I are really good friends, right? How Steve and I became really good friends because I dream 100 and br a year, right? Yeah, one of the first major things that I did for him was I went and I was like, Steve, I’m going to do all of your social media for free over cost if you want to put you know, dollars behind or whatever. Here’s the plan. Baba, Baba, boom. And I started with Instagram, because that was kind of the conversation. That’s where we were in. So he was like, wow, alright, I see it. And I like had created some some pictures and images from his stuff to kind of show them what we could do gave him some example accounts. So you can see it like you said, right. It wasn’t perfect, but it was enough. And so it’s like, Alright, sounds good. I’ll let you in. So now I’m in just a little bit. Now keep in mind, you don’t stop there. So then what I do, I was like, Hey, Steve, we’re gonna start a Facebook group for you. And he goes, No, I don’t want a Facebook group. I’m like, nope. Steve, you definitely need a Facebook group. He’s like, Nope, I don’t I don’t want a Facebook group. I definitely. I definitely don’t think I need a Facebook group. I was like, Steve Yeah, you definitely need a Facebook group. So what I do Literally, when I created the Facebook group, I created the cover photo image, I created everything. I literally went and set up the entire thing for him. Steve’s Facebook group, the offer selling honor the offer, the science of selling online offers or die. I’m the one that created the group came with graphics kept by all that and I was like, Steve, here’s what we’re going to do. And then he saw it. And I gave him this example. I’m like, here’s the group, here’s how it’s gonna work is integrated. All you have to do is say go and I’m gonna turn this whole thing on. And then he saw it and he was like, oh, okay, I’ve got it. Like, I hate it. I see it now. He didn’t know I do. And you and the person that you’re trying to dream 100 right now doesn’t know what you know. You don’t I mean, and like I’ve been reading Russell for a year years now and that’s paying off. Yeah, I mean,

Gusten 54:43
you know what’s interesting, too, even if you get them to know what you do, you’re still a distraction. Because they what they’re doing right now is working these people, it’s working for them. What you have to do is say here’s how I fit into your system. Yep. And if you can do like a visual thing, what you did with Steve, for example, was first the entire plan. When he saw like, here’s in the middle, from all my traffic sources, we can get them to this community that you can sell to. He’s like, Well, that makes a lot of sense because polarizing message, feature based cause capitalist pig, that’s amazing. Let’s do it. And now he saw how you fit into his life. Plus, he now like your personality, too. Yeah, right. That’s a that’s a big thing. Like, you have you have confidence. So like when you pitch your confidence and people like that, too. That’s another thing but like what I’ve noticed with these people, like high level people, I never send out proposals. I don’t know if you do. I don’t send proposals. If I do have to have a meeting with them. I have a meeting a lot of times is just like going back and forth in messenger. What I what I’ve noticed is that people trust me, right, like they, they trust my personality. And and like they like who I am. And so like That sounds weird when you say like that, but it’s like, you don’t have to be like a super good closer or super good marketer to get clients just be genuinely just want to help a ton of people and like have a core be mature but be yourself.

Josh 56:18
Yeah, like Be confident, right? Super, super confident don’t then going back to what Katie, Katie and I have talked about a lot is like operating out of power now. Yeah, right and so even when I pitch Russell, every part she would come through and she she’d be like, you’re operating out of need there. You’re operating out of power there and I was like, oh, okay, good, sweet. Change the need to power right? The lingo the thing because you don’t want the person that you’re trying to dream 100 the client that you’re trying to get, you don’t want them to feel like you need them. Yeah, you want them to feel like they need you.

Gusten 56:51
I have a story about this as well do it. So I have amazing friends here in Finland and yeah, they were assholes when I started because they follow was crazy and I you know, willing to say that they agree that right right right. Some of them called my wife and they’re like, hey, you’re you know you’re married to a weirdo like, anyways. I’m

Josh 57:11
not wrong.

Gusten 57:14
That’s why I’m giving it to them. Last week we’re in sauna we’re masterminding and they want to build funnels a lot of them are now they want to build funnels. And then like, how are you getting clients goes then, and you know, I gave them a strategy, go to the Click Funnels group and post and like, not just like post a post and that sort of stuff, but like actually broke it down for them, step by step. Now, I love them, but the post they posted was different than when I post there or when you know, if you were to post there and so I’m like, Ha this is interesting to people. They sell the same stuff. They post in the same group, one of them get a client or 11 messages. One of them gets Cyril messages. One of them gets wrong That, right? What was the difference? And so it’s interesting,

Josh 58:06
The difference what is the difference?

Gusten 58:09
The difference is positioning. One of them operates out of power one of them operates out of need. Yeah, one of them looks needy, like, I need clients. This is a bait but it’s screaming bait poles. And I’m a beginner no offense like I give credit to people who are trying I do because it’s hard to post in a group like that. Where everybody bro the kancil culture right now is huge. Like, you post something like ha this new

I’m gonna destroy this good. So like, oh,

Josh 58:41
John Henry.

Gusten 58:43
Yeah, and then they come back to me and they’re like, I you know, I did this thing didn’t work and so like we analyze it, we go back and forth. And so it’s so powerful what you said like operating out of confidence and power. And, and and like focus in on how can I help people know How can I post something and get these clients just like?

Josh 59:04
Yeah, and I want to explain this. So I am at a point now in my life where I have some leverage over, you know, to hire people. And do you know, we’re building a team now and we’ve got the content team, we got the podcast team, and we’ve got it on my assistant and everything like that. I will tell you, like, one of the hardest things is to find people that have the same vision as you, right. It’s so hard. It’s so hard. But and the crazy part is right is that if that person came along, you wouldn’t even think twice, right? You’re like, Oh, my gosh, you are it done. Let’s go right. Like right now. Yeah, if we, if I trust you, yeah, like, Am I gonna ask for some results? Am I gonna ask for some proof? Yes. But I want to know that you understand where I’m going, because what’s going to ultimately lead a business forward? Is the vision the mission behind it, not just the products? Yes, probably. sounds really good. But that’s where I’m going. So guess what I’m really I’m getting really, really clear on myself. Who am I? What do I stand for? Then? What does think different theories stand for? Where’s the business going? Where are we going? Right? So now, here’s where we’re going. If if somebody is not in alignment with that vision, I can’t hire them, I’m not going to work with them. You know what I’m looking for. I’m not looking for a funnel designer, or a copywriter. I’m looking for a funnel designer, a copywriter that has an vision and understands what I’m talking about. So if you want to be different if you want to set yourself apart, lead with why you’re passionate about building funnels, or why you’re passionate about whatever it is, because it’s like, Hey, we build funnels because of x. The reason we build audiences for people, I build audiences because I believe that audiences and specifically for entrepreneurs, I believe that entrepreneurs are the only type of people that are going to create sustainable solutions. I believe that audiences are the only way to go and get that message out to the world. So you combine the two together, where it changed the world. We’re gonna help people understand why they believe what they believe so that they can find their message and then build an audience of raving fans around that matter. So you want to change the world and they’re gonna be an entrepreneur because of their entrepreneur, they’re gonna make a sustainable and so it’s like lead with that you’re gonna attract those type of people. That make sense.

Yeah. That’s so that’s so true. All right guys, we lost, we lost Gusten there right there at the end but I think that’s probably a really good place to wrap up the episode there with everything that we’re doing is you’re talking about going out there and being different leading with your message and doing things that are going to allow you to have those high value clients that that are going to set you apart with everything so it’s a bummer that we lost using it looks like something happened with the internet connection. But a shout out to Houston Houston thank you so much for man for coming on. Guys. Make sure to go follow Houston, we’re gonna go we’re gonna link is all of this stuff down below. So I’ll link his facebook group, I’ll link his facebook profile, his Instagram and stuff like that down in the audio version of this and also in the video version. So if you haven’t followed him yet, if you have not gone and checked him out, make sure to go and do that. Gusten I know you’re not here right now, but I super, super appreciate your time. Thank you so much for coming on. Guys. This has been actually worked out well. It’s right at the top of the hour. So this has been another episode. Other Think Different Theory with Josh Forti and Gusten Sun, the incredible funnel builder guys, he really is he does know his stuff. He’s been a very, very good friend of mine and we had a really really good conversation there with everything so I appreciate you all tuning in. Okay guys, last thing Don’t forget Traffic Secrets comes out March 17. We’ll, we will release the bonuses next week and let you know what those are the waitlist will come out next week as well. And we will go from there so that you guys can go join the waitlist and get on the link to do that. We have some super super epic bonuses, we want to sell a lot of copies. Russell Russell has changed my life And guys, I gotta be honest with you. And the last thing I’ll say here is the reason that I want to sell copies of this book has nothing to do with money. I don’t care how much money I make off of it. I don’t make any money off the front sales on the back end. And it’s not to win a contest like yes, I want to place in the top 20 but the reason I want to place in the top 20 The reason that I want to do well the reason I want to put together an absolutely epic bonus deck is because I want to support Russell Support the clickfunnels movement and mission because they have done so much for me and so much for the like just allowing me to become what I am today. And I love serving the clickfunnels people, I love what clickfunnels is done, I run my entire business off of them, I support them. And so when you’re buying a book through my link, yes, you’re gonna get a ton of bonuses, yes, you’re gonna support me, he and hopefully place in the top 20 of the contest and everything like that. But more importantly, like we’re helping Russell get this message of Click Funnels and funnel hacking and Traffic Secrets and all the secrets to get your message out to the world to more people and into the hands of more people. And that’s what this is all about. So I appreciate you guys. I love you all. Thank you so much for tuning in. As always, hustle hustle, God bless. Do not be afraid to think different because those of us that think different are gonna be the ones that change the world. I love you all and I will see you on the next episode. Have a great weekend. Take it easy fam. Peace.

Outro 1:03:52
Yo, what’s up guys? You’ve been listening to The Think Different Theory with myself, Josh Forti, which I like to call, “A new paradigm of thinking”, and real quick, I got a question for you. Did you like this episode? If you did, I want to ask a huge favor. See, the biggest thing that helps this podcast grow, and that will spread this message of positivity and making the world a better place, is if you leave a review, a rating and subscribe to the podcast. What that does is, it basically tells the platforms that this is out on, that you like my stuff, and that I’m doing something right. So if you could take like three seconds out of your day and subscribe, leave a rating, and a review, I would be forever grateful for you. Also, I want to hear from you. I want to know your feedback, your ideas, and your questions for future episodes. So be sure to hit me up on Instagram in the DM @JoshForti or via email