How to build a $20m sales funnel from scratch

The Startup Ideas Podcast

Join me as I chat with Jonathan Courtney, Co-Founder and CEO of AJ&Smart, as we dive deep into how to build million dollar sales funnels. Jonathan shares his strategies and frameworks for creating sales funnels that will 10x your conversion rate

Episode Timestamps:
00:00 Intro
03:04 Sales Funnels explained (Websites vs Funnels)
15:53 Ugly funnels convert better!
17:52 The magic formula and example 1
25:28 What businesses should use funnels
34:11 Example 1 continued
44:58 Pixeling + retargeting = marketing gold
50:15 Example 2: Book Funnel
56:27 The MIFGY secret (Most Incredible Free Gift Yet)

1) Websites are not Funnels
Websites = brochures
Funchannels = $$$ machines
Most businesses confuse the two. Don't make that mistake!

2) The magic formula:
Facebook/YouTube ads → Landing page → Free valuable content → Call booking
This simple funnel structure has generated MILLIONS for AJ&Smart

3) Ugly funnels convert better!
Jonathan's "ugliest" funnel:
• 4 years old
• Looks terrible
• Generated $20M+ revenue
Lesson: Done is better than perfect. Launch fast, iterate later.

4) The power of long-form content:
1-hour training video → Deeper engagement → More qualified leads
People who invest time watching = more likely to buy

5) Pixeling + retargeting = marketing gold
Track visitors, show them targeted ads across platforms.
Build an inescapable marketing web!

6) Email marketing isn't dead, it's EVOLVING
Capture emails → Drip feed value → Segment based on behavior → Targeted offers
Smart email funnels = predictable revenue

7) Physical products STILL WORK in digital age
Free book funnel = game changer
People love holding something tangible. Use it to your advantage!

8) The MIFGY secret (Most Incredible Free Gift Yet)
Stack one-time bonuses on your offer. Create FOMO.
Even high-end brands use this. It just WORKS.

9) Key takeaway: Funnels aren't sleazy, they're ESSENTIAL
Top brands like Eight Sleep, AG1, and Whoop all use these tactics.
It's not about tricking people. It's about guiding them to solutions they need.

10) Want to dive deeper?
Read "Expert Secrets" and "DotCom Secrets" by Russell Brunson
Study Facebook Ad Library to reverse-engineer competitor funnels

Want more free ideas? I collect the best ideas from the pod and give them to you for free in a database. Most of them cost $0 to start (my fav)

Get access: https://www.gregisenberg.com/30startupideas

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FIND JONATHAN ON SOCIAL

X/Twitter: https://twitter.com/Jicecream
LinkedIn: https://www.linkedin.com/in/jonathan-courtney-4510644b/
AJ&Smart: https://ajsmart.com/