How To Make Your First $100K Online (Tiny Challenge) ft. Richmond Dinh | #TheDept Ep. 72

Would you rather make $100,000 helping a,000 people or would you rather make $100,000 helping 10 people, maybe even one person? No one has ever been able to crack the code on how to scale one-on-one coaching. The future of marketing is a demonstration of competency, and that's exactly what you're doing through this model here. I just did one a month ago, and that was a $290,000 tiny challenge. On today's podcast, we have Richmind Den, who's going to help you unlock your business and get you paid more, helping less people. Most people have this conception that you

need a large audience, a large email list to make large money. Tiny challenge is a challenge that's done one- on-one with just you and another person and that's it. Highle people, they want that intimacy. the close rate is insanely high because there's so much reciprocity and you can tailor your offer exactly to what they want and need because you know everything about them. Is there any industry that it doesn't work for? I really believe that probably in about 2 or 3 years time, it's just going to be the the number one go-to framework to help

someone make their very first dollar online and then when they master it, their first 100k offer will be through a tiny challenge, too. So, Richmond, thank you for being on the department. Thank you for having me. I've heard incredible things about you and what you do uh for entrepreneurs and business owners, primarily from Myin Golden himself. We went golfing a couple months ago and he said, "Dude, there's this guy who teaches this really cool way to sell high ticket offers or premium value offers." And I was like, "What?" And and he said, "Uh, it's something

called like tiny challenges." So, uh, I believe most of my audience are always wondering how they can sell their genius. And so, you've been able to help multiple people in various different uh, industries apply this thing, which you is tiny challenges. Yeah. Including Russell Brunson, too. He ran two of them.,000 each. That's crazy. Okay. Yeah. Yeah. Can you just define first and foremost uh from a from a 30,000 ft square, you know, point of view, what is a tiny challenge? Yeah. Good, good question. Good question. So, or maybe let's just go challenge. Yeah, exactly. What's

a challenge? What's a challenge? Like, I mean, most people It's funny you say that because most some people don't even know what a challenge is. Like, what a challenge like a fitness challenge. Well, there's business challenges or, you know, content challenge and Marin does his um make more office challenge. A five challenge is to be five days working with someone and it's in a group setting and there's one specific outcome and people do the homework and get the outcome through a 5day challenge. Kind of like a fitness challenge but more for our space. And so

that's what a challenge is, but a tiny challenge is a challenge that's done one- on-one with just you and another person and that's it. And I know you're looking at say no. Yeah. Like who does that? Can you do that? Is it scalable? All that kind of stuff. It's the like I mean you can run a challenge, you can run a webinar, you can run a master class, you can run a workshop, you can run all these other things, but a one-on-one challenge is the easiest challenge to get started in with the least amount of

friction. You don't have to launch it. You don't have to have a big list. You only need one person. 100% show rate because it's all locked in the calls. Five calls, 5 days, generally done over the 5 days, but you can do it over seven days if you want because sometimes the schedules don't align and it's just you don't have to have much experience to get started. It removes all the imposter. If you're a beginner and you don't know your offer, then it's the best place to get your offer down pat. If you don't know

what your messaging is, you'll know your IHEL statement after the first three calls cuz you hear everything. And so from that point of view, it's great to get started, but also we can talk about the advanced version as well. No, dude, it's so good. I I'm just thinking because most people feel like they need most people have this conception that you need a large audience, a large email list to make large money. Correct. And and if I sometimes I actually pause even people in my inner circle, I say, "Hey, don't do a challenge like it

might be too much to chew or to to like attack, you know, because because yeah, you don't want to sell five tickets and like you said, one person shows up now. You're showing up discouraged before." So all this like all this mental hoops which I think this is what is really cool about this solves solves all the problems. Yeah. On an internal standpoint and external standpoint and something that a light bulb came off to me and you probably know it is that like uh like high like income earners or highle people they want that intimacy.

Yes. And so they don't want to be in a group challenge with everyone else. like big player like we're talking about Rick you know what I mean he's not going to go in a big group challenge like tiny challenge is perfect so so okay so we defined what a tiny challenge was it's a series of calls let's just boil that's correct series of calls done over consecutive days ideally one-on-one typically the gold standard is five calls over 5 days oneonone the calls are about 45 minutes each and you're taking them through one specific outcome get

to the end present your offer and then the the close rate is insanely high because there's so much reciprocity and you can tailor your offer exactly to what they want and need because you know everything about them. So, okay. So, how do you let's just go how do you market and sell the tiny challenge? Yeah, it it's it's so easy. I mean, you don't if you were to run an ad, I mean, you'd spend $30 cuz you only need one person, but so we don't say like don't why would you run an ad for it?

just it's organic traffic and you're the you're the king of organic marketing, you know, and so it's just really putting out a call to action to your list and get someone to apply to work with you one-on-one. It can be free or it can be paid. I think if you're more at the starting phases, just just do it for free or with a $97 fully refundable deposit that gets paid back at the end. Uh it's just easier to fill up your first couple. But you can do a paid version as well and you just do

a call to action to your list. you'll get like I mean if you got a hundred followers you're gonna get 10 people to put their hand up and now you got the you got the luxury of having to pick which one you want to do dude and I think something really cool is like you said just do it for free if you're starting out one reason people need to do things for free when they're starting out is for the data like you said the people just showing up on Zoom people don't realize if if if

the problem isn't you know we all know the problem we're trying to you know solve If it's very clear, they're just going to tell you all your future marketing language. They're going to tell you all the problems that they're really dealing with. You thought it was like the surface level thing, but it's like, oh, this is what they really need help with. And so, no, I just that's really good. Is there is there any industry that it doesn't work for? This is this is great. Like I um I haven't figured out an industry that it

hasn't worked for yet. Like people like I'll give me an industry. So um it definitely works for real estate agents and real estate industry but the personal training industry I've bu I feel like this is going to be the biggest innovation and um to personal trainers personal trainers their business model and you know most of them are broke right and um so their business model is you go to the gym and they'll approach you want a free 30-minute session and so they'll give out free 30-minute personal training sessions and at the end of it if

you like it you might buy 10 sessions and normally it's $80 a session and they'll buy 10 sell you 10 sessions for $600 And that's a broken model. They'll probably have to give out 10 free sessions to sell a $600 package. Imagine a personal trainer went to you and said, "Hey, I'm doing this one-on-one 5day challenge just oneonone." Dude, in a world where like one-on-one is is actually a way to stand out right now. 100%. 100%. And so, I mean, if a person was trying to approach me at the gym, say, "I've got a one-on-one

5day challenge with me. oneonone, whether it's free or fully refundable deposit, whatever it is. If they took me through that process or even like um anyone through that process, they'll know everything that you've tried, what's not working, what are you not willing to do, where have you failed, what are your pain points, what are your goals, what are your what are your sticking points, everything. All right? And then at the end, you they're not going to be offering a $600 program. They'll offer like 2, three, four, $5,000 thing for 6 months. Particularly if you're like

a female saying, "Look, I can help you get back into that dress that you wanted to fit in again before you had kids that you've tried for the last six years, and now I know exactly why. If you like this, would you like more of the same?" And they're going to be selling two $3,000 programs just like that. And if they do two tiny challenges, that's 10 sessions. They're going to convert at least one of them. They're going to be making two or three,000 a week. Yeah. There'll be no more broke personal trainers from this

model. Yeah, dude. I'm I'm And my brain is trying to break it, but I It's also fix. So if it's even scaling it because that same person could do two at in the same week. Yes. Yeah. You could do three in the same week. If you're doing an hour or two hour Zoom call. Yeah. Yeah. Exactly. Exactly. The call is about 45 minutes. If you follow the framework you'll get down pat to about 30 to 45 minutes. But um but even then if they're an hour or two hours it's that's okay too. Yeah. Yeah. Just

out of curiosity for the audience because there are people that they know that there's money to be made online. They know that they have a passion and they they've helped people in the past and they've never charged for it. But like how do you encourage people to know who they're called or supposed to serve? Yeah. This and this is the best thing about a tiny challenge. So for example, if you're like a you know I could do corporate women ah I could do single moms but I also could do like you know women women of

abuse. Maybe they could be all those three categories. They're a corporate woman. They're a single mom. They're they're a victim of abuse. And I guess do three tiny challenges on each avatar and guarantee after that you will know who you want to serve. Like your niche will find you through the model. Yeah. Okay. It's and safe. You don't have to run this big group challenge, fill it up, no one shows up, and then if it bombs, then you have to wait another month because it's not like you can run it again tomorrow, right? And this

just allows you to find your niche through the framework. That's good. And I just want to like where this fits in your business model listener or watcher is this is what you call the vehicle the sales vehicle right it doesn't matter what business you have you must have a vehicle that puts I I mean you can use the word vehicle you could use the word room you can use the word environment but you need to reverse engineer the environment people have are in or have gone through when they hear your your actual offer. Correct. And

this is why the ch the challenge generally speaking has worked really well for me is because I just decided that this was going to be the vehicle. Now, some people can do this 15-minute discovery calls. Yes. Uh but when when you're talking like one of the best ways to sell our genius is to do it in such a high value exchange where people are it's not about overd delivering but it it is about like I got way more value than whatever the price was paid or if it was free you know. Yeah. Reciprocity is huge

like huge reciprocity and um and I think that's that's underrated. hard work is underrated, but the reciprocity is huge. And if they if they do sign up, you get a raving fan from the go. And if they don't sign up, you still get a raving fan. So either way, you are creating raving fans whether they sign up with you or not. And so um you're right about the vehicle though because you can't just you can't just have a website, book a free discovery call. That's not going to happen. You actually need a proper vehicle. And

discovery calls are, you know, they're very discouraging, I think. Yeah. Um, and you if you you'll have to do at least a dozen discovery calls, particularly when you're starting out, maybe to get one sale, but you just do two tiny challenges and you you get a high ticket sale very quickly. Yeah. Could you talk through Yeah. Our friend Ricky Kuth who is like a real estate coach. Walk through how you helped him unlock this because I I know his journey. He's he's reached mass audiences, low ticket monthly communities, making tons of money, which he's killing

it, but he he was like, "Man, there's something about this whole challenge. like, you know, high premium value offer thing. Yeah. And Yeah. So, yeah. So, for his level, I said, "Okay, probably do a paid tiny challenge." Like, I mean, and charge quite a lot for it. So, he put out a call to action. He charged $2,000 for it. And cuz he's got such a warm list, got so many people. Work with me one-on-one 5day challenge. $2,000. That's like, pick me, pick me, pick me. Like, that's that's a steal. Like, imagine Marin did that. Of

course, he would never do that, but you know. Um, and so it was an irresistible offer, one-on-one tiny challenge, 5 days for 2,000. And at the end of it, uh, the first one he did, he pitched the 25K and they just said yes like that. And then, um, and then he did another one and he pitched 100, his first 100K offer, and they just said yes like that. So, the people who go through a one-on-one tiny challenge are extremely committed and that's why the close r. So, like we go back to the personal training example.

Um, if you got approached at the gym by a personal trainer, say, "Hey, would you like to do a 5day one-on-one challenge with me?" You got to be ready to Yeah. go in. Yeah. Like cuz I don't I don't really feel like getting my ass kicked today. You like I don't you know, you got to be really really ready that week to really push hard otherwise you're not going to do it. So, the commitment is a lot higher. And so, from that aspect, that's why he did it. And we it was just basically belief being

in the right room. M Yeah. Did Did you help him at all with that 100k offer? No. No, I didn't. I didn't. He just lobbed out the number. Yeah. Yeah. I don't know exactly. I don't know if you know I don't know if exactly he knew what was going to be in it. And that's when I sold my first few hundredk offers. For me, it was like, well, I don't know exactly what's going to be the deliverables. I knew the outcome which is like a 10x guarantee but I didn't know how I was going to

deliver it and so the deliver was so good. Yeah. Exactly. No, I think people just feel like it needs to be dialed. No, it's like uh it it actually is it's how I've even discovered what I'm going through. It's like let's just put it out there. People say yes. It's like oh okay. Yes. And just so you know, if you think somebody isn't faking it, they probably are or they have at one point for a long period of time. Yes. So like that's good. And I I don't like to say I won't say the word

faking it, but like just just throw the offer out there. Omar, what's an offer? It's it's a a promise transformation or outcome with a price attached to it. and and so yeah, can can you talk to the mental uh emotional cycle that you went through to get to a place where you're like, "Okay, I'm going to charge 100K for this." Yeah. Well, this is this is Well, there's a story for that cuz I had dinner with Marin and um this was around October last year and at at Russell's Inner Circle. Okay. And so, is it

here in Vegas? Uh in Boyisey. In Boyisey. Oh, yeah. Cuz he did one in was that September he was Okay. Yeah. Yeah. Yeah. Yeah. And um and so we're we're at Yeah. at Russell's inner circle and there you you go present you know something valuable to the room it's a mastermind but also at the end of it like what's your biggest problem in your business right now and for me it was just getting people to shop to my events like increasing shop rate and then my like richman what's your value ladder and I showed him

my value lad we got a 1k we got a 25k and it's a very simple model it got us to $6 million last year and that's that's it done right and it's like where's your 100k offer No, no. I just want to help me increase those shop rates. I I don't want 100k offer. I don't need 100k off. This is the value model that's generated millions, millions, millions, and it's simple and it's scalable. And I just couldn't fathom that. And so, it was really getting to me. And then um and then, funnily enough, I caught

an Uber to dinner that night with Eene and then Eileen's like, "Richman, how come you don't have a 100K offer?" And I'm like, "What is going on here now? Now Eileen's in my ear about 100K offer." So, we had dinner that night and then Marin just wouldn't let it go and so he played this $100 game with me and I I'll show you the video later. It's really cool. And that game I lost and it was the best lesson that I ever had because I realized the value of um my worth after that game. And

that night I messaged a person who I thought maybe would take upon the 100k offer. Her name's Kaylee. And I said, "Hey, Kaylee, I've got a 100K offer for you. Um, but I'll tell you more about tomorrow." And she's like, "No, no, no. Tell me now." Like, "All right, I'll tell you now." Dude, you're giving us the copy and paste text right now. It is. It is. This is like this. If you watch this and you do that and um it was just uh and then she wanted to know obviously, you know, I just did

a bit of a cheeky kind of DM said, "Tell me, tell me now." I was like, "How much do you trust me?" He's like, "I trust you with everything." cuz it was very we know each other for a very long time. She's a raving fan. I helped her get to $3 million, you know, and uh and I said, "Okay, cool. I just need you to wire me to deposit now and 10,000 down and I'll tell you more about the offer tomorrow." But I did not know what was going to be in it. And here's what

I learned. Wow. The moment that happened, creativity precedes commitment. Say that again. Creativity precedes commitment. You can only become creative if you commit first. And what the moment you commit to a 100k offer or whatever it is, you start brainstorming in your mind of how am I going to do this? What I'm going to put in it? What's going to be in it? And then my mind could not stop that night because I had just been transferred this $10,000 for this first 100k offer. Wow. And now I was just otherwise if I had not sold

that or committed to it, I wouldn't be up all night thinking what's going to be in it. But because the fact that it's real now and it's done then um but that's that's for everything like the moment you commit to writing a book the moment you commit to a YouTube channel like just do that first one and suddenly you start thinking okay what else do I need to do what else what else what else you have to commit first could I could I challenge you with something if somebody's thinking to themsel like isn't that a

scam isn't that like scamming people that you sold or something where you challenge yeah what what would you say to that well first of all I knew the outcome come. I knew like, okay, I'm going to I'm going to guarant I knew the outcome. I'm going to guarantee you a million dollar return. Uh, and I knew I could do that because I mean, I already did it with her anyway, but also we've done it with ourselves and I know that I'm a good person, meaning that I would do whatever it takes to help her get

the outcome. Really good. The early reason why tiny challenge was born because I've been up so obsessed with getting our students results and originally we were teaching them kind of like group challenges like we and then like you know they were struggling there was overwhelming how do I fill it up no one showing up then they had to learn the skill of tech and speaking and selling one to many and you know facilitating a room and it was so hard for them and I thought like there has to be an easier way and so when

you're when when someone's struggling It's not it's usually not the um it's not them. And I say that, you know, obviously you got to take responsibility, but it's because they they haven't been taught the fundamental like component of what's going to work. Like you you always got to break things down to the lowest common denominator when you're teaching someone things. And so otherwise, they're not going to be able to graft it and become successful. And that's partly how the tiny channel is born cuz I was thinking what's the lowest common denominator that they need to

do for them to make money online. And so I'm just obsessed with student results. And I know that about me. Um and so I don't like I put it upon myself really hard to get our students results. And that that's that's my personal integrity. Yeah. Which is great. Yeah. Something I've learned uh as a believer is like I had to get really good at sales, marketing, offer creation, and calling people to a higher place because because people who didn't have integrity were doing that. People who didn't have character were doing it. And it's like who's

wrong here? You know, like no one will know because it's on the other side is what really matters. And so that's correct. That's why getting really good at language and the words. That's like the first thing I did was I jumped at your like DM text. I'm like there's words right there. Like that's that you can copy paste that. Hey, I have a maybe it's not 100K, maybe it's 25K, maybe it's 10K, maybe it's five. Yeah. But it's there there is so much it there's compassion in that. It's like I want to help you. Yes.

and you know and um there is a two-sided street when charging higher prices and it's it's it's so that people when when they pay they pay attention when they pay more they pay more attention. So, it's really good. I I just wanted cuz I just know they're skeptics, you know, for sure. And I I mean, you know, unfortunately, not everyone has integrity, and everyone has probably been scammed at some point in their life. And you know, you paid the money and then suddenly they ran off and you know, um that happened to us one time

with a holiday. We paid for a holiday, company went like silent on us like what this is a travel agent like where now we have to pay for another holiday. Like so um if you're a highly integral person and you got high character then I believe when you commit first cuz um this thing about congruency right so congruency happens when you commit to a promise or commit to an outcome and then it's like oh my gosh now I got to step into that identity cuz I just promised someone that. So you got kids, it's like

you, you know, you promise your daughter, I'll be there at 3:00, and it's like, "Oh, I forgot I had something on, but you have to be there at 3:00, so you make it happen." So, um, you know, and sometimes you don't even know your schedule, but you got to make you got to fulfill on your promises, right? Uh, and if that's the person you are, then yeah, you don't need full clarity on your offer. Good. Say that one more time just for the people in the back. You don't need You don't need full clarity on

your offer. The funny thing is even if you did, when you fulfill an offer, it always changes how you deliver it anyway. Yeah. Yeah. I I think it's just because what most people were all perfectionists like when I put myself out there cuz I I was making videos on like gear for a long time. People know me a lot for like how to set up a studio and all that stuff. And I was able to put all my uh chips on the gear and the brands and like that was what I was selling. But then

when I started selling like me, I it was like all on me. And it was a very emotional, you know, crazy thing because now I need to be I need to sell myself. And in a weird way, I had a friend tell me like, "Omar, this is going to sound really weird, but you need to feel yourself." Not and like that sounds really weird, but like, bro, you're you're the goat. So like, act like it, sell yourself. like no one's no one's going to, you know, no one's going to be confident in trusting you with

their money if you don't sound like you're the best decision, you know, and so, but I say all that to say that like we we we get in our little dungeons and then we start creating our offer and it's like, yeah, just put it out there. Like one of the best things you could do is like say what would if if if if that's what if you know I can help you with that what would that be to you like worth for you? And that's what you can do in a tiny challenge. You can literally

ask them okay well uh if you don't have any clarity in your offer you're like hey well if I was to offer you a $10,000 offer or $20,000 offer what would need to be in it for you to say yes. M. And then they'll tell you and you're like, I can do that. Crazy. So good. Okay. You broke down like or you didn't break it down yet. I want you to break it down. Yeah. You said like you you structure these calls for like 45 minutes. Yeah. Okay. Can you break down that structure? Easy. Yeah.

The first core is the most important. That sets the tone for the whole tiny challenge. And so the first call we go through the 4F framework which is you got to um so you open the call you know you build some rapport but the four Fs is number one you want to elicit their future. So, where do they want to be in the next 5 days with you over this challenge? But what's their goal? What's the outcome? And what will be a great outcome? But also, 12 months from now, if we were sitting down having

a coffee together, and you'd like to report to me what happened in the last 12 months, what would you like to say? And so, now we know their future. Dig deeper. Why is that important to you? All those kind of questions. The second thing is we want to know what their frustrations are. So, what's getting in the way? What are the roadblocks? Uh what what are you struggling with? Like, I mean, what's your biggest problem right now on getting that goal? And then the third F is where have they failed in the past? That's important.

What are they willing to try? What are they not willing to try? Are they in another coaching program? Have they been, you know, have they been uh scammed or, you know, know a bit about their history? And that would tell you more about their skepticisms or their willingness or their hunger. And then the fourth F is what are their fears. So any limiting beliefs getting in the way, any hesitations, you do that call in the first 45 minutes, you'll know everything about them and you already know what to offer them. Wow. Like that's that's that's

how powerful it is. You will know your IHEL statement. You'll know the messaging. You know you you will know so much about them. And then you say, well, at the end of the call, great. Awesome. So here's what we're going to do over the next 5 days. I'm going to go through this three-step framework to help you reach this five um fiveday goal that you're looking at. We're also going to do this. And at the end of it, if you're loving it and you don't want to, you know, you want to continue working with me,

would it be okay with you if I present to you what a 12-month offer might look like? And everyone says yes. And you know, that's that's how you structure. And then day two, day three, day four, you go through the content, assign some homework, and then and then do the offer on call four or call five. Hey department fam, wanted to take a brief break from this conversation. I hope you're enjoying it as much as I am. And the first thing I wanted to talk about is that did you know that 75% of the people

that watch this podcast on YouTube actually aren't subscribed, which is a high chance that you're not subscribed. So number one, I want to say thank you for listening or watching the podcast. And number two, if you can hit that subscribe button, that would be amazing. The second thing is if you are an entrepreneur, content creator, or somebody looking to make money online, I want to encourage you to come to this online event called the Content to Cash Challenge. This is a special 5-day event that's going to give you access to the system I use in

my business to make multiple six figures with my content. If you've been desiring to either get your business and brand more exposure, grow a YouTube channel, whatever it is when it comes to video, I would encourage you to jump into the content to cash challenge. We'll be sure to post the link to the challenge down in the show notes or the description. And I want to encourage you to jump into the VIP experience. This will give you access to a 1-hour Q&A call every day of the challenge. This will guarantee myself to answer a personalized

question you may have. So, I'll see you on the content to cash challenge. Now, let's jump back into the conversation. So, good. Okay. And then, um, what would you say that I I have a guy in my program who teaches leather workers like how to how to draw on leather and create patterns on for belts and stuff. Yeah. And they do a challenge. It's like the drawing challenge. Yeah. And uh I think I saw that. That's so cool. So many different challenges, right? Like um I'm just I'm I just want to cuz I again I'm

just trying to break it cuz now now this is somebody who like needs demonstration and like um you know if we're doing it virtually like h have you helped somebody do it where there is an element of doing like if I were to do let's just say if I were to do it how about let's just do that. Yeah. Yeah, it's like let's dial in your content studio for in your office and we'll do that in in 5 days and then we'll come up with the next 10 YouTube ideas that should work for you. We'll

come up with your lead magnets and we'll do all that in 5 days. Yeah. What I I guess I guess I guess the thing is like why would somebody feel like they're down to continue if if you help them accomplish something like that? Yeah. Well, that this is the key. You need to elicit their 12 month goal because otherwise you're not stretching the gap and otherwise going to leave. Oh wow, you did such a great job with these 5 days. I don't need you anymore. But hang on a sec. I got this 12 month goal.

So that's that's the key there. Number one. And at the end of the day, if you you can't change someone's life in 5 days. You know that. So um so that's that's number one. Stretch the gap there. And number two, listen to what they're saying. like they they they're telling you what they want but also telling you what they need. And perhaps maybe your offer is not matching exactly to what they want or need. And so be flexible with your offer. If you already got a pre like you know got offer that's already been selling,

but just be flexible with it and think about how can I create this or even change the messaging to hit the mark with that person. Sometimes a change in message in the same offer makes all the difference. Like no 100 so good. Do you do you have a story where you put yourself out there and you tried something and then you threw an offer out there and nobody bought? 100%. This is when I was this is when I started. Um so it was funny back back before co days you everyone's doing events like live events

in your local area. People would come down and that was the model. There was nothing virtual. There was no zoom all that kind of stuff. This was about eight years ago and I had an event and I had uh 80 people there which is like in hindsight how how do I get 80 people to this event? I don't know how to like a live room and I was like I'm excited. And back then uh I had a $1,500 offer. Okay. And pitched it thinking this is going to be so good table rush and no one

no one ran to the back. It was so embarrassing. It was um Yeah, I mean I was that was definitely a low point but but it made me get better. So good. Yeah. What looking back now, what did you overlook or not do or what did you do that ruined it? Yeah, good good good question. Um number one is market research. Like and my talks about this a lot like you know positioning is more important than presentation and understanding exactly what they need to to get the market to message match and my offer just didn't

match the needs of what they wanted in the room. So that's step number one. Step number two is taking them through uh how do I say this like friend-zoning like I you know um like in the dating scene the moment you friend zone someone it is game over and I believe there's a correlation between you wanting to please and your ability to sell and they are inverse and the more you want to please someone the less likely you're going to be able to sell them and so for me I was a massive pleaser I I

wanted everyone's acceptance and so I would just, you know, and people can feel that and so I really had to work on myself internally to get rid of that pleaser so that I could really serve someone and sell. Mhm. Makes a big difference. It's really good. And then what have you done to get better at selling? Yeah. So I used to um Success Resources is a company which does like multispeaker events and all that kind of stuff like that and I would crew and my first coach Scott. So he used to run big events and

I would crew for him for free and all these big events for free. And when I go crew there, I said I want to be on the sales table. And so I would literally go work for free for these companies who were selling like stage R stuff, but let me crew and let me be around the sales table. And so I just immerse myself around selling and I watch how they sell, handle objections, take payments, close the deals, sign the contracts, all that kind of stuff. And I just did that for 2 years. That's and

that's how I learned because I I knew I had to be be good at this or be great at it and I just surround myself with just sales people. Why do you think people believe sales is like ah I don't I don't want I don't want I don't know they get they have a they say sales is sleazy or icky. Yeah. It's the conditioning, you know, it's the conditioning of that used car salesman and all that kind of stuff, but also the wrong people are getting to sales and that's the thing like, you know, anyone

can sell and unfortunately we're talking about integrity and character before and you know, everyone's been burnt by someone who doesn't have integrity and so it's just history of cultural conditioning, but also their past references as well and what happened to them. Yeah. Yeah. Yeah. I mean, the reality is is you have to get good at it. Yeah. Yeah. Or else we'll have 80 persons, 80 people show up to a Zoom call or in person event and nobody will buy. Yeah. And um you know the book um by Chini uh influence. It's it's a great book

and he goes through the seven laws of influence and one of them is reciprocity and reciprocity is in my opinion the greatest law of influence. And so through a challenge that's why challenges work so well cuz reciprocity is so high. So you don't even really need to learn how to sell that well with all the other techniques if you use reciprocity. And that's why a tiny challenge, you know, for people starting out and they don't really know how to sell, but the reciprocity is huge. That does the selling for you so good. Yeah. It It's

made my life easier. Yes. Yes. And the thing is like I when I was creating content for another channel um I didn't I was blissfully just delivering value like I I there was nothing in exchange. I was just happy to do it and just you know make other people's life easier. Yeah. Um but it's funny when you prioritize making other people's life easier it becomes much easier for people to buy from you. 100 on on on that point. Um I'm not a fan of sales scripts and you know object I I I don't really you

know we don't really teach that. I I'd rather give a philosophy. So the number one thing in sales is intention and you just have the right intention then everything flows from there and so people can feel like what what you're saying like you know just give give but if you have the intention to take their money then people can feel that as well. So setting the intention is the most important thing everything becomes easy after that. So good. If I'm not mistaken, I think Myron told me that you you you can sell tickets to your

tiny challenge if I'm not mistaken. So people can watch the process. Correct. This is Okay. So this is crazy. Yes. Um and and maybe even for the person doing the um was it the crafting that you're talking about or Yeah. Okay. So 100 years of coaching since coaching has been around for over 100 years now. No one has ever been able to crack the code on how to scale one-on-one coaching. So, the problem with the tiny challenge is it's one-on-one 5 days unscalable. And everyone's like, "How do you scale that?" And initially, it's like, "Well,

you can't. You you master tiny challenges. You understand your niche, your messaging, your offer. Everything's proven and validated now. And then you go to group." But you don't even need to do that. So, this is how you scale one-on-one coaching. And I've done this like I mean I just did one a month ago and that was a $290,000 tiny challenge. So I picked a person and I said, "Hey, I'm gonna coach you oneonone." But and I gave her an irresistible offer and kind of like what Rick did, like $2,000, five calls oneonone. Like dude, I

I literally am like if I showed up cuz I'm not a fan of selling on social media, like you know, have something that you get people off the platform and then, you know, deliver. Maybe it's low ticket or something, but I kind of have no problem saying I want to help one person next week. Yeah. It's like a,000, 2,000, 5,000, whatever. Five calls, 5day challenge. And so, um, now I, so I did that. I picked a person. I said, "Now, I'm going to help her build out her perfect tiny challenge." And I said to her,

"Look, I'm going to give you a great offer on the caveat that you allow me to have people in the same Zoom room and shadow and watch me coach you oneonone. I'm not I'm not coaching them. It's not a group coaching call. I'm coaching you oneonone, but I want them to have value from it cuz they're going to get so much value from seeing me coach you and transform your business." And they're going to take notes, apply it to the business. At the end, I'll break it down on exactly what I did, why I did

it, and I'll allow some Q&A at the end. And so we uh for that one there, we sold $197 shadow seats. And then they came in, they watched, they were blown away. They're like, "Wow." And then at the end, obviously, when you pitch your offer, you're not pitching to one person. You're pitching to 100 people. And that's how you scale one- on-one coaching. I believe that the future of marketing is a demonstration of competency. And that's exactly what you're doing through this model here. Yeah, dude. So good. Yeah. Um when it comes to like the

payment part, I mean just how do you make that part like not awkward? Yeah. You mean like um like how do you take payment on a sales page or something like that? Yeah. Like when you're saying like okay, so here's the offer. Do you do like the deposit thing? Do you talk that through or do you like hand them off once they say yes? Like Yeah. Yeah. Yeah. So I know it's so many different processes like like this. For us it's pretty simple cuz a lot of them like they've already paid $97 to be there.

Mhm. And so it's a it's a paid challenge. This is like the easiest, least friction way to get paid. It's like, would you like me to charge the card on file? Okay, that's it. Good. Boom. We don't want to send them to a page or we have all that. Some people, oh, can you show me the page? And you know, they want to read it. That's cool. But it's like, would you like me to charge if you'd like me to charge a card on file right now? A,000, 5,000, whatever it is. Boom. Because you got

that card on file. Yeah. You It's on Stripe. Whatever. really good. Yeah, dude. Fire. Do you Who's another person you've helped recently that like their win excited you? Yeah. Well, Russell's probably the biggest one. I mean, he ran two tiny challenges. $100,000 each and he he charged $100,000 for it, you know. So, $100,000 to work with him one-on-one for five days. Five days. Yeah. Tiny challenge. Okay. And then and then he was going to pitch a 250k offer at the back end of it, but then um he decided not to do it. He's like, "Oh,

you know, this was enough." like if you're charging 100 grand for a 5day tiny challenge. And so he just um he just didn't he didn't want to pitch a VIP 250k offer, dude. Cuz here's what happens. People feel like because they're only helping one person, they're limiting their maybe they feel like they're wasting their time. Yeah. And there's a girl in my group who's like I just she does real estate and she's killing it on like her the way she does home tours on her phone. uh like doing 100k months in her real estate business

she's crushing and she wants to mentor other women and there's like this desire in her to want to start off with all the you know like just a handful of people when I mean my my thing for her is like just beta test whatever you want to do just beta test it there's nothing wrong with just trying things put it out there I think what I think I'm getting from the tiny challenge it's this is such a good put it out there but can you speak to somebody who's like cuz I I like helping less

people. People would think that I have thousands of people that have given me their credit cards and they're taken my courses. They're like, "No, I've worked with a couple hundred people last year, made over a million dollars." And so, but yeah, can you just like explain like to kill the desire to feel like you need to sell a lot of something? I I agree with that. you have 100 loyal, raving fans, you will be on seven figures for the rest of your life cuz they're the people who just always vouch for you and that's all

you need. And um even like you know your your channel, you your views are so high compared to like your subscribers. I I see people with like millions of followers and they're like they don't have their 100 fans. Yeah. You know, and so get your 100. focus on quality, not quantity. Cuz we live in a world where vanity, you know, that's kind of the metric, but it shouldn't be because like I mean, what really matters is how much like how much you're impacting the 100 people around you and you're making really really good income from

that. Like just you do that one person at a time and even if you do it through a tiny challenge, you'll get to your 100 law fans very very quickly. Dude, it's so good. So what what what's your what's your business called? Point one. That's my mastermind. Yeah, it's your mastermind. Yeah. Yeah. Point one. What is um Yeah. What's the focus in the mastermind? Yeah. The mastermind. Number one, I believe there's a there's a hidden force which I call the eighth wonder and that governs everything in your life. Your how you how you dress, what

you believe, what you value, what you focus on, what sports you play, what you eat, everything. And that's proximity. So who you spend time with governs every direction that you go to. And that's why we we hang around like mentors and you know cool people right and so that governs it and your parent and you know that when your child comes home with a particular friend they're either happy or they're not and so the environment is everything. So the eighth wonder is this force that governs everywhere you go. You cannot it's impossible for you to

I guess if you hang around you know 10 overweight people you're going to become overweight. If they're vegan you're going to become vegan. If they play golf you're going to play. That's how I started golf because my friends were playing golf. I'm like, I got to get into this. If all your friends are earning seven figures, it's a matter of time you are going to earn seven figures. And so, Point One is a mastermind of high achieving entrepreneurs who are striving for like six to seven figure mark. And when we put people in there, they

hit the mark because of sheer proximity. And that's how Rick sold his 100k offer, not because I helped him with the 100K offer, but because he was hanging around with me for so long. And it's like, I can do a 100K offer now. cuz they get the belief because you always become who you spend time and that's how I sort of hang out with Myin. It's like you hang out with Myin enough you're going to start to sell and by the way we we sold our first million dollar offer. I saw that. Yeah. Which is

insane. Yeah. It's insane because I'm not there to compute it quite yet other than the fact that but the thing is like I have friends that have invested a million dollars um in in a a one-year coaching program and it it paid off like they they broke through a ceiling in their business that they were stuck at for three years and they were able to 5x that investment in the first year and then now you have that information for the rest of your life. Yes. But uh Yeah. Okay. Okay. So, you sold the million dollar

offer only because I was hanging around with my You know what I mean? Hang around with him for 4 days and you know on the yacht and stuff and after that it's like was this like a company like or an organization or was it like just a person like was it it was a person? Yeah. This couple entrepreneur they're they're making eight figures a year. So, um you know it's just it's just insane. Like No. Yeah. Dude, you just hit a new level. like turn up. Uh, hey, question for you. Are you somebody who is

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you. And also, if you look at the description below, we have a special promo code that will give you 12% off your entire order. Big thanks to Yulanszi for sponsoring this episode and helping us create. Dude, that's crazy. So, eight years as an entrepreneur. In your eighth year, you got to the place, let's just say seven years, you got to a place where you you got the confidence to charge $100,000. Yeah. For your offer. And then in your eighth year a million dollars. This is what's really cool. You know the Alex Ramos is here in

Vegas and he does this scaling workshop here. Yeah. And they really focus on the pro like the problem in your business. Like it's very problem aware 5K workshop. Yeah. Just to get you to feel like what look what we're missing out on, you know? And one of the things that they point out is key man risk, which is if if if we're building a business that's built around our brains and if we're not prioritizing SOPs and systems, then when we're out, the business is out. My thing is is like all businesses have pros and cons.

Yeah. Right. Profitability, whatever. But like building a business from your brain is one of the most high-profit business models on the planet. Yes. And something something that's very enlightening is that some people would have like built a business to sell in eight years and maybe maybe they'd be able to sell it for three mill. I have a friend who sold his um his uh European mechanic shop for I think a little over a million dollars after having it for like 25 years. Wow. You know, which is that's cool. Fine. what you know, but in my

mind I'm like my brain's broken like like now now the next there there's other levels to just different kinds of offers. When somebody buys a million dollar offer from you, it's just the ability to make a lot of money in a short amount of time is why I love this business model. Yeah, agree. Agree. But what what did that what did that um sales process look like? You're going to laugh at this. The same thing. No, I'm not even kidding. I'll show you the DM. Like, it's like I won't mention the person's name, but hey,

you know, um, I've got a million dollar offer for you. Put a wink emoji. And then she's like, what? What? I'll tell you tomorrow. Don't tell me now. Yeah. What is this? This I'll tell you tomorrow is crazy. Yeah, it works. But that's my personality, too. So I always say we talking about sales before like sell to your personality. Um the mistake I've made when I've tried to sell like someone else. So everyone has a natural selling style and I like to be cheeky and so sell to your personality. And the mistake I've made when

I taught our students is I tried to help them sell like me and so I'm like that didn't work. So find out your natural selling style. And so if the cheeky DM works then go for it. But maybe face to face works for you better. I'm not sure. For me, that's that's how it was done. Yeah, it's crazy. So, that wasn't even a tiny challenge. That was just No, you understood them enough, though. Yeah. The relationship was there. Exactly. Anyone buying a $100,000 offer or more, the trust is immensely high. 100. Yeah. So, you don't

really need to, you know, you're not going to do a value stack and you know that would be weird like here's a value stack and if it's not that's no. Okay. I will ask you this question and it's we're talking about charging a lot of money for our consulting or coaching services. Yeah. Can you speak to the concept that just because it's a h 100,000, a million, or maybe maybe 10,000 is a lot for some people, but if I'm charging somebody $100,000, like I have to give them my life, you know, like we think because

we're charging a lot, we have to actually give a lot. Yeah. Can you can you speak to that? Yeah. And that's the breakthrough I had with Marin. Like that was one of my reluctance to ah but then if I do that like I'm tied down for a year and I'd rather not like you know we we did well last year and you know I I felt free. I can play golf. I'm writing my book. I'm here with you. I'm going to Vegas like all that kind of stuff and I just didn't want to lose my

freedom. So there's this misconception that the more you charge the more freedom you'll lose. M and I so there's a story so um about a dentist like you know I don't know if it's a real story like this guy had a toothache and it was bothering him and he kind of left it he thought it would go away on its own and then it got worse to the point where he couldn't eat and then it got worse to the point where he couldn't sleep a week went by now so painful that it couldn't function so

he went to this emergency dentist and he said I I really need my tooth fixed it's something's wrong can you fit me in like let me try to fit you in now okay cool sat him down on the chair and then put out his tools. 2 minutes later, problem solved. The guy and he's like, "Wow, you're a genius." Came to pay the bill. It's $1,500. And the guy's like, " $1,500 for 2 minutes? You're a ripoff." He's like, "Okay, let me put you back on the chair. I'll take 3 hours." He's like, "No, no, no.

Okay, okay." You know, so people don't want more time. People want outcomes. And so that's what I learned from charging 100k offers or million dollars. It's not the time they want from you. Why? Why would they want 20 hours when you can do it in an hour? Like it's just they want the outcome. And high achieving people who pay that much really don't want more of your time. They just give me the outcome. Give me the thing I need to learn. Give me my next step. What's the hack? What's that quarter inch turn that I

need for me to really take this to the next level, right? Yeah. Yeah. Which is really something good that you brought up. Not to generalize people, but there is an observation with people who do value their time and they value what the outcome you could provide them, you know, could do for them so much so that they're just easier to work with. Yeah. Yeah. Like what you say about working using your brain. Um people like laborers, people who use their hands, they think the only way they can make money is with their hands. And then

you transcend that. And then the next level is people think, "Oh, the only way I can make money is through trading my time." That's level two. Then level three, the highest level is the only way I can make money is with my intellect. And so people get stuck on that time trade level without going to the next level without realizing they can trade that. And then fourth fourth level is leadership. It's like, you know, you're not even doing with your brain. You're hiring people who are smarter than you who are doing things. And you know,

people ask me, "Hey, Richmond, how do you run your ads?" And I have no idea. I have someone that's super smart on my team that's doing it and I don't know anything and they're so smart and how we running like even with our um in our in our business with operations. I don't even know what the stops are cuz my like our operations manager is like the best and if she's left I don't know what I would do cuz I don't even know how to do that. So now you can leverage the geniuses of other

people and not your own and that's when you can really scale fast. What how much have you probably if you're comfortable sharing how much have you invested in your own personal development? Well, up until Marin like that was definitely the largest that 350k offer I would say that's a good question. Uh probably 1.2 1.2 I'd say close to that. Yeah. And would you be a would you have been able to get to where you are as soon as you No way. Like since I started 8 years ago, we've made $20 million, but most of it

has come in the last 2 years. Like that, you know, exponential growth, right? And um there's no there is no way like no way that we would have made that much without investing yourself. Like that's you either pay for it or you pay for it. And um and I get that some people, you know, they join programs, they do things and then they don't get the ROI. Um and some some programs out there are really not that good. And you got to take ownership by saying, "Okay, I got to cut my losses and move on

to the next thing, but you got to constantly just evolve yourself and grow." And that's that's how you do it. Like take responsibility. Yeah. Really good, dude. So, this book, what um I mean, we covered what what did we not cover that's in this book right now? Or is it just more detail or what? Yeah. Yeah. Well, it's got frameworks. that got scripts in there because if you're running a tiny challenge, one of the things that might happen is, you know, your course could go an hour and a half long and it's like wo and

then imagine five calls like that and I'm an introvert by nature. I know you are too and that could be very draining on a person especially if they were to say no at the end especially is so it helps you keep the cause tight but also gives you a framework of what to offer at the end as well. So and so one of the chapters in the offer is this is principle. So actually uh if you know McDonald's bad example but if I went to McDonald's and you know you go to McDonald's and you order

on the screen now and they always have like would you like this and some sort of upsell option y and so if I ordered a small fries at McDonald's and I and you know they got some upsell on the screen they got over 100 menu items that they could potentially push to you but they're not going to do that because then you no no you you'll never come back but they push to you like one or two upsells and it's really interesting If they don't get that right offer in front of you, they don't make

money, right? So, how do they know like what what's going to be the best upsell offer that they could push to you that would give the highest conversions? And if I ordered a small fries, people like, "Oh, maybe a burger, maybe sauce, maybe a sundae, maybe an apple pie, maybe nuggets, maybe the special $2 cheeseburger, whatever." I mean, you don't want to know where the last time I got got at McDonald's was the sausage egg McMuffin is like four bucks and then if you want to buy two, it's five. That's the principle. Yeah. Offer more

of the same. When you offer more of the same, that's the highest chance that someone will say yes because you are not guessing. You don't know if you offer a Sunday, they could be allergic to dairy. They don't feel like a Sunday. But if they offer if you order fries, you know one thing about them with 100% certainty. They want fries today. They can eat fries. They're not allergic. So, always offer more of the same. Anything else, you are 100% guessing. Wow. I always say guessing cost you money. Guessing is dangerous. That's why we get

coaching. That's why you need to invest because if you're not getting coaching, you are 100% guessing. And so, the principle of more the same, we go into much more depth about at the end of the tiny challenge. How do we frame it more the same? One of the things is the title of your program should be the probably the same hook as your tiny challenge. Good. Because if they came in your tiny challenge from that hook, then to offer more of the same, it actually needs to be a similar title. Even though the program like

you have a different title, you don't have to change what you're delivering, but at least the title has to match. Really good. Before I go, I have I have a um what is it? A very selfish question, but where can people connect with you and tap into what you're doing? Yeah. So, the book's best place. Tinychallengebook.com. Tinychallengebook.com. Otherwise, you can find me Richmondin on either Facebook, YouTube, Instagram. That's like my name there. I've got the blue tick. There's only one person there. I mean, you know, I I think uh I'm pretty recognizable like you are.

Like, you got a unique look. So, or you can get a Tiny Challenge book. That's how you can grab copy of the book. Yeah. And we'll link it up in the description. And if you're still watching, DM me and let me know that you're department fam. You'd be surprised that people are like literally they they're finding me on Instagram and they're like, I watched the whole way through. Yeah. Okay. Selfish question. So you said that you were golfing like three days a week and then you're like I I really need to write this book. Yeah.

So can you just share a little bit about the journey cuz I want to write a book. Yeah. There's a part of me though that doesn't want to write the book, you know. So yeah, what was your process of writing this? Yeah. what the I mean it's my second book. The first one was more of just I just wanted to write it for the journey of writing it. Um number one like commit to writing it and you cuz writer's block is is a real thing but the moment you start writing you know things just start

coming out and it is it is a big time commitment and but these days with AI it makes it so much easier and for me like I mean English is my second language. I spoke Vietnamese when I was younger and then, you know, grew up in Australia and grammatically, you know, I'm not the best, you know, in that. So, I got a proofreader and proof readers are very affordable these days. And so, you just write it and proofread it and get it done. Um the the thing is the book I believe so w with AI

with the world changing like someone could you know most $997 courses are going to be redundant now because you can just show me how to do like that. So personal branding is going to be your go-to and so your book is going to like you the book is the easiest way to brand yourself. It is the easiest way to do it very quickly. Whereas building a YouTube channel takes time. Building your followers takes time. Building your list takes time. All of those things take a lot of time. But a book is the fastest way to

brand yourself period today. Like even speaking to all that. Yeah, dude. I was actually told by a friend, it's kind of why we moved into this new space. And I it sounds so backwards, but it's the future of courses is just in-person events. Yes. So, it was it was at one point easy to sell a course for $3,000 online. Yeah. But you could sell a two-day, you know, accelerate a workshop for $3,000 and people kind of want to get around other people and energy and I've been I've been seeing people crush these like they have

these events that they either throw monthly or bimonthly and then that's actually the first open door to the next thing, you know? Yeah. But I mean that's for people at different levels that can do something like this. I I actually believe that more entrepreneurs are going to buy old church buildings. Yeah. I love your building here by the way. It's so good. Thanks. And um but dude, I I love I love this because I'm always searching for myself and also other people. What is the sure way that you could get the quickest result? And that's

just like a constant journey, right? It's just optimizing and and and and dialing things down to its pure essentials. That's correct. And and that's part of the right why I wrote this book too. And you know, so stop the golf thing for about 6 months. Uh I do believe that this is going to change the industry because it is the like the lowest common denominator foundationally to get paid in the quickest, simplest, least amount of friction way ever u in any framework. It's the number one place to start in any industry, in any niche. And

so I knew that this was going to be a big game changer in the industry. So um part of that was more from an impact goal as well. And and I I just wanted to really get it out because I really believe that more like probably in about 2 or 3 years time um the majority of the marketplace their first dollar online was made through a tiny challenge. Like it's just it's just going to be the the number one go-to framework to help someone make their very first dollar online. And then when they master it,

their first 100k 100k offer will be through a tiny challenge too. So the the scalability is huge and it's for beginners but also for highly advanced people too. Yeah, dude. So good. And this is just great for the marketplace because everyone can do it at every level. Yeah. Yeah. So good, dude. I appreciate you. Thanks for sharing. Um love to have you back and just talk kind of like the next level of things. I think the next level of things is um probably more deep just like more deep stuff for for other people. I I

I I realize that when you put yourself out there to help others, there's a there's a there's a journey that we all go through uh to get to the confidence in helping other people and there you just exude confidence and yeah, dude, you smiled this entire time which is which is amazing which means like yeah, dude, you found gold, bro. And so yeah, thanks for being on. You made it easy. Thank you.