Tiny Challenges for Every Size Business with Richmond Dinh

because you always wonder, you always get fearful, like, what if, what if like, um, something happens to my social media, or you get canceled, or things like that, where you can't run ads? And, you know, like, what a great way to— because you're always going to have your list, but you can just, just keep on doing this.

In the last decade, I went from being a startup entrepreneur to selling over a billion dollars in my own products and services online. This show is going to show you how to start, grow, and scale a business online. My name is Russell Brunson, and welcome to the Marketing Secrets Podcast. Today's podcast episode is something that I think is really unique and different. And as you will see when I go through the interview, I start freaking out about halfway through because the light bulbs start going off in my mind. So I have this guest coming on because I wanted to figure out more ways who someone who's a brand new beginner who wants to be successful as a coach or a consultant can do it without having to go through all the stress and anxiety and all the fears that most people go through, right? And so during this interview, we talk about a concept called tiny challenges. And it's the opposite of doing a big challenge. You try to get thousands of people to register and you do these big 5-day challenges that are all choreographed and everything. Instead, it's doing challenges with just one person. Which at first sounds crazy. Like, why would I do a challenge with just one person? But I heard this person doing it. They've helped over 200 people to do this now and using these tiny challenges to get their first sale and their second sale and grow into actually really big legitimate businesses, which is really fascinating. Doing this way, you don't have to buy ads. You don't have to like build a funnel. You don't have to like have technology. You don't have to have a Zoom account. You can literally just do it on the phone. Like, it's a powerful strategy that I'm excited to share with you guys today. So for the beginners, this is gonna be amazing for you. Now, for the more advanced people, this is where, again, my whole, thought going into this interview is this is something for beginners, they're gonna love it. And about halfway through, I have this, like you literally watched me, I'm like, I just had, like my mind just got blown and like, let me tell you what I'm gonna do with this. I started sharing with it and we kind of started iterating and riffing on it and it was amazing. So if you're an advanced marketer, I think I'm gonna be using this strategy to start selling $250,000 days. And so yeah, it'll work for either of you guys. I promise you this is gonna blow you away. My guest today's called, his name's Richmond Dinh. He's gonna share with you guys a concept called Tiny Challenges. It's one of the coolest new innovations I have heard of in a long time. So cool in fact that this is something I'm going to be focusing on doing here in the next— In fact, my guess is by the time this goes live, I've already done it. So there you go. I'm implementing faster than we can even edit these videos. That's how cool this is. So with that said, I hope you enjoy this interview with Rich Medina. Hey, everybody. Today I've got a really special guest and I'm excited to talk to you about something really cool because a lot of times when people start a business or they hear people talking about I did a webinar, I had like 10,000 people or a challenge that all these things. A lot of times people who are beginning get overwhelmed and it's like, man, I can't do that. Like, I don't have the ability to have a challenge with 1,000 people. Or if I did have a challenge with 1,000 people, it freaked me out because I got 1,000 people I talk to. And it's very overwhelming for people who want to be a coach. They want to be a trainer. They keep hearing these big numbers people talk about, but they get scared. And so the guest I have today is actually someone who I've been watching for the last few years. One of my favorite people, like in our community, super excited to have him here. But he started doing something recently where he was doing these little tiny challenges, mini challenges, Heidi Challenges. And I wanted him to kind of talk about this. I think for any of you guys who, who want to become a big coach someday or whatever that thing might be, but you're at the beginning, like this is like one of those powerful, simple, easy ways to get started right out of the gate. And so our guest today is Richmond Dinh. Richmond, how are you doing today?

Very good. Thanks for having me on, Russell.

Yeah, he flew all the way from Australia to be with you guys here today to, to share this. But he's there. Inner Circle means a— you've been in our Inner Circle now for how many years?

Yeah, a bit over 2 years now.

2 years.

2 years.

Yeah, he prepaid for 2 years. He's like, I'm not leaving. So he flies to Boise a couple times a year from Australia, which—

yeah, it's been— I mean, it's been so good. I mean, it's, it's the only time I fly out of Australia now. It's, it's just for these events. And that's— I mean, it makes, makes the year really fast and really fun.

Do your family think like Boise, Idaho must be this huge like tourist location? Because we keep going there every day.

I tell them how amazing it is. I'm so surprised on how beautiful the town is. It's just— yeah, yeah. I mean, I'll bring them here one day too as well. Yeah.

That's awesome. Alright, so let's get to this. So first off, I want to understand how you even stumbled upon this, right? Because I think most people, they do a challenge, only a couple of people showed up, they think it was a failure. And for you, it became like everything. So I'm just curious the backstory behind this.

Yeah, well, the backstory is 4 years ago, I heard about the idea of doing a challenge and I was, I guess, I wasn't fully a beginner in my coaching journey but I wanted to run a challenge because it just made sense to build trust. But I had all the fears that everyone has. What if no one shows up? What if they do show up and they ask a question I couldn't answer it? Or worse yet, like how do I market it and how do I do it and what topics do I teach? There were so many things. I wasn't speaking much back then as well and so I've never really consistently speak to an audience 5 days in a row for that long and my biggest fear was like hey, if no one shows up, it's not a big deal because no one knows, right? And that's okay but my biggest fear was what if one person shows up? That would be the worst. And, um, and I thought about it. I thought like, you know, sometimes in life the, the worst things can be the best things. And like, if you, if you can't, that's why you must. And if you don't have the money, that's why you should join the program, because you don't have the money all the time. And so I asked myself the question, like, what if one person did show up? Like, would that be such a bad thing? I thought, well, not for them. Like, that would be the best thing for them.

Oh, one-on-one challenge, 100%.

Like, one-on-one time. And that would be a far superior offer for them. And then I thought, and I'll probably would close higher as well and it might be a really cool thing. And then I got used to the idea about, you know what, actually that might be actually a really good thing. And so I just went for it and I thought, yeah, I'm going to do this. I'm going to do this one-on-one challenge as a worst-case scenario but as a primary vehicle. And then it blew up into this crazy thing because I found out all these other benefits around it because the traditional challenge, you got problems of what date should I do it on, what time, like if I'm catering for the international market, should I do it 8 PM, 8 AM, all this kind of stuff. But a one-on-one challenge, you can do it anytime. It's an agreed time between you and the other person. It can start on a Saturday. It doesn't have to be the same time every day. You can have one day break. It had so much flexibility and it took all the pressure away from running a traditional challenge and it took all the fear away. And that's how that was born, the whole one-on-one challenge.

Interesting. When you talked about how like if one person showed up, that would be like the scariest thing in the world, it reminded me the very first live event I ever did was actually right by the airport downtown Boise. And I just been to Dan Kennedy event, he was talking about doing events. I'm gonna do an event. So, I remember we, we, we got some direct mail lists. We sent postcards to people. We ran a radio ad and we had like 100 people sign up for this event. And we were going to do it 3 times a day. It was like morning, afternoon, night. And the very first one, I think we had— I don't remember how many people were supposed to come, but like, like 10 people showed up and it was like he said, okay, 10 is fine. And we kind of did the thing and I think the room was set for like 30 people. So it's kind of like they were sporadic, but it wasn't that bad. And then that was the first one. The second one that happened around lunchtime or whatever, only 2 people walked in and one sat in the very back and one sat in the very front. And I felt that like that fear. I was like, oh no. And I, you know, you know me, I talk fast anyway. And my 90-minute presentation, I delivered in about 13 minutes because there's 2 people. I got so nervous, I was like, and it was done. I was like, well, thanks for coming, guys. And then they kind of just awkwardly left.

It was—

and then the last one, I think we had another like 12 people came to the last one, so it wasn't as bad. But the word— like the one that had the most fear for me was not the one ton of people, was one with almost nobody. So I understand that conceptually to scare someone from even trying because both sides are kind of scary, right? You got 1,000 people, that's scary, especially if I'm new, yet one. And so when you did— I'm curious, you had the idea, was it more so you became okay with the idea of one, or did you orchestrate this to only be a challenge for one person?

How did that work? I first became okay with the idea of one, but then I thought myself, because I'm always asking myself the question, if I had to start all over, what would I do? And when I started 7 years ago, there was no challenge. Like, challenge wasn't really a thing. Um, but I would start on like one-on-one pro bono. Like, that's what all coaches should do. And I thought, because that's what I did, I, I did one-on-one pro bono for like 6 weeks, one call per week. Um, and I thought, wow, if, if we did a one-on-one challenge, it'll compress that pro bono journey from 6 weeks into 5 days, and you're basically 6x-ing the speed of result from experience point of view. But then you get the re-sign opportunity because it's encompassing the challenge and it's more attractive. I thought that's actually, that should be the way, like that should be the way for every beginner starting coach because pro bono, we all have to do it anyway so it replaces the whole, the whole pro bono journey and then the more I thought about it, the more I thought this is crazy, like this is going to reduce every stress or overwhelm or anxiety anyone has from even doing a challenge to 20 people or 100 people and it's just a great way to start as well to build up your skill set in presenting because there's zero presentation skills required. It just can be done on the phone. You don't have to be good at tech because it can be done on the phone or just WhatsApp video or whatever, and it removes all that away. And then you get to learn how to craft your messaging, learn to see what offer sticks. And from that, it was like, this, this is the way. Like, for— and we've got students like who've made $100,000 just from this, faster than ever. Yeah, just from the tiny challenge, the one-on-one challenge. It's I couldn't believe that they could get to $100,000. I thought, yes, this would be a great way to get to your first $20,000, $30,000, $40,000, $50,000 for sure. But they're doing all the way to $100,000. Now, they got a couple of hundred hours of coaching experience up their sleeve as well and from a competency level, it's huge. Interesting.

Okay, so walk me through this. So someone decides they're going to do a tiny challenge. Is that a trademark?

This is yours. Well, I got to give credit. I did trademark it, yeah.

Did you?

And that was credit to Pedro because I was at Pedro's house and I said, hey Pedro, like, you know, A lot of your beginner students, like the group challenge is overwhelming. We've actually been teaching one-on-one challenges to help them get the first $25K, $50K. And he's like, one-on-one? What's that? Like done one-on-one? Like you market it as one-on-one? It's like, that is crazy. That solves everything. And I said, yeah, it does. And I said to him, look, this is what we're teaching. And he's like, you got a name for it? And I'm like, no. He said, well, you got to come up with a fancy name because otherwise, you know, you got to have a good marketing angle. So we're brainstorming, we should call it like the mini one or it's, you know, And we came up with Tiny, and Tiny was just, just the perfect name. And then he said to me, Richmond, like, that's the name and you got to go trademark it. I'm like, okay, I'm going to trademark it. So that's what we did. Oh, that's cool.

So Tiny Challenges is a thing. It's official. Okay, so walk me through just how it works. Like, what are your students doing or how did you do it? I'm just curious, like, from everything, how do you structure it? What does the offer look like? Like, what are you doing day by day? Just to kind of help people understand what it looks like.

Yeah. So, so it's different from a group challenge because it's not done like obviously it's not done to an audience where you have to make it relevant to the room so you can tailor the content specific to what they need. So the biggest difference on call one, I go through like a framework called like the 5S, which is you can identify what are their fears, frustrations, what their future, like what do they want in the next 5 days, in the next 12 months, where have they failed in the past, and then what are they afraid of trying, right? And so we get all this data on call number one which is data is dollars, right? And that's— you can't get that data from a group challenge. And so they get that data and then we kind of say, okay, this is what you need. The challenge's topic is going to XYZ, but because I'm hearing this, I might just tailor a little bit to what you're looking for over the next 5 days. And then when it comes to presenting the offer, it's as simple as— because most brand new coaches don't know what to offer. It's like, hey, have you loved the 5 days? Like, yes. If I was to offer you something for $3,000, what would that look like to you? And they tell you what the offer is. It's— and then you do that 5 times, you've got a proven offer, and then you can now create a proper offer from it. So it gives you the data immediately without having to try to second-guess what should my offer be, because you're— yeah, it's, it's, it's so good. The data you get from this is amazing. That's why when they transition from Tiny to group challenges, the message is on point, the hook is on point, the offer is on point, and they're not going to do a challenge to 100 people and flop it.

Yeah. So fascinating. I think it's one of the problems a lot of people have is they don't— they've never tested the messaging, the hook, any of that kind of stuff. Like one of my favorite stories, Jamie Cross, who's been in Inner Circle for a long time, like she came in as soon as she learned about funnels within like she launched the first funnel within like 8 months, hit 2 Comma Club, and then like a year and a half, 2 Comma Club X, like really fast. And I asked her, how did you do this? She's like, well, I spent the first 2 years of my business going door to door pitching my soap, and then I did farmers markets pitching my soap. And she had done so much by the time that like she did a funnel. It was like, oh, just pitch myself. I've done it a million. I know what people's concerns are. The hot buttons, the thing that when someone's walking past a farmer's market, it gets them to stop, right? There's my hook. And like, she knew all these things because she'd done it ahead of time. Where most people like, oh, my funnel doesn't work. I tried this thing.

Nobody bought.

No one clicked on my ad. And they're just because it's the first time ever doing it, right? They have no idea what's actually important. Like you said, the data is powerful because really quickly you also hear like the way they're explaining things in their own words and like, oh wow, they said this, they said this, and you start listening and it helps you to to create the things you need to do.

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So how do, how do, like, how do people get their first client? Is this something they're— I don't know if you're buying ads or you're just talking one-on-one to find someone. How do they get their first client for something?

Yeah, we'll recommend to first of all reach out to their immediate contact list, family, friends, friends of friends, acquaintances, people they know in the past. And if they've got a social media profile, they just put a post up that I 'Hey, I'm offering a one-on-one thing for 5 days,' that kind of post there, and start there. Like, most people will be able to get 10 people from the immediate circle, like, very, very easily. I mean, unless they haven't been a good person to the people around them.

But nobody likes you, they trust you.

Yeah, which is probably a good thing because it tells you what you need to work on next. Just be more likable. But we haven't had a problem with people not being able to get it organically first before they were to run ads. I mean, actually No one needs to run ads for this. It's just very easy because on the last day, we have a referral strategy too. It's like, hey, if you love this, I would love to— two of your friends would love this same experience. And that's kind of how we grow it.

Okay. And then in theory, would they do the next one with two people or would they just do two separate?

Two separate. Yeah. I would recommend they do it at least minimum 10 times. And so if they're selling a $3,000 offer or $5,000, they're going to make about $30,000 to $50,000. Right. The reason why that's important is because I'm doing it 10 times actually takes less time than doing a challenge, a group challenge, because it's delivered one-on-one. Like a group challenge, as you know, a lot of marketing, a lot of hooks, a lot of ads, a lot of all this stuff. So the time, the time it takes to do 10 tiny challenges is actually the same, but they get to present the offer 10 times and iterate 10 times and get 10 points of data. And so it's almost impossible to get 10 nos in a row because you're always iterating and getting feedback. Yeah.

Okay. So step 1 in this process, they go out there, they message their warm audience, whatever it is, telling them that they're doing a 5-day challenge one-on-one. They're interested to contact them. Do they filter? Like, if you like someone message you like, I know this person's broke or this person's not going to do like, how do they pick the right person? They take anybody?

How does— Yeah, there is a criteria. So we do have a filtering process. We call it a commitment piece. And so the commitment piece, once they agree, okay, does this work for you? Like the times work. The final thing is, and there's 3 types of commitment pieces we recommend. The first one is just donate $20 to charity of your choice, and the way we frame that is because once you give, you open yourself up to receiving. It's a good thing to do, and so just send me the screenshot once it's done, and they do it, they can do that. The second thing is a commitment letter. So do you have like a pre-written letter and say, I just want you to feel like I, my name is, you know, Russell, and I commit to it, and they copy the letter, send it back to you, and that's a commitment piece to say they're going to be committed to do it. And then the third one, you could charge like a very small price point, like $17, $27 refundable deposit, just to make sure you're getting in the right people. But the crazy thing is, um, there are no time wasters in a, in a tiny challenge because no one turns up for 5 days to waste your time. Um, people will download a free guide and, and wait, like, you know what I mean? No one does that. Um, people, if they're going to waste time, they'll go to other methods, but they won't stay for 5 days unless they were actually wanting change. So you're actually qualifying them through the 5 days anyway, because otherwise they wouldn't show up. They actually want help.

Yeah, interesting. Do people do all 3 of those or pick one, or, um, you just pick one?

Yeah, I just tell them, hey, pick which one resonates with you the most and then use that as your commitment piece.

I just had a big idea that I'm going to share at the end based on what you just said, because you just blew my mind or something.

But I—

so if I forget, everyone on YouTube, remind me to come back and, and drop this one because I said it like I had like a million-dollar idea, right? As you said that, okay. So remember, coming back. All right. Okay. So they messaged their friends, there's a filtering process, they come through, there's a 5-day challenge. Day number 1, you said the 5 Fs. Walk through the 5 Fs again.

Yep. What's first of all, paint the future, meaning what do they want? What's their goals for the next 4 months? Where are their biggest frustrations? Where have they failed in the past? Where have they tried and failed? Fourth F is what are their fears? And what are they most afraid of? And the fifth F is framing. So framing the sale, right? And so asking for permission to be able to sell to them at the end of the 5 days. Hey, if you've loved this and this has been an amazing experience, would it be okay with you if I present to you what working with me on a paid basis looks like on day 5? And so you're getting the permission there.

Very cool. Okay, now, so that's day number 1 of the challenge. What happens now on day number 2?

Day number 2 is content piece number 1, which is kind of following your framework. What's your opportunity? What's the way? They reveal some sort of framework of their system of creating a result, and then they assign homework after that, and the homework is done on the call, and then Q&A after the homework.

We do the homework with them on the call.

Yeah, yeah, yeah. This with challenge homework, what we suggest is make the homework small, meaning like all tiny, that takes less than 5 minutes to do, because when you leave people to do the homework after the call, they don't do it. But it also gives them the time. It's kind of like running a workshop or curated event. Like when you do it on the event, on the call, they just move faster. And so we wait, like just wait, and then they can send it into you or text you or whatever it is, but you just give them 5 minutes to do it.

Yeah, okay, very cool. So that's the content that's going to be happening. So content piece 1, day 3 is content piece 2, day 4. So then when do you transition to the pitch? How does that Yeah, yeah.

So day 5, day 5 is recap on the 5 days. Uh, let's recap what we did in the last 5 days. Amazing. Um, then we asked for, um, referral. Hey, remember referral? Uh, if you love— can you think of 2 people that would love this? And then we transition into the, the offer. And so at that point, it's like, hey, remember day 1? I mentioned if it's okay if I present to you what working with me looks like, and you transition to the offer. So the reason why we're doing that sequence is because We want to make sure that they feel good about the 5 days, so we do a quick recap and then they refer to people that's feeling good for that and then we're going to the offer and then present the offer, handle objections and maybe for probably half the people, they'll need to book in that 6th call for, you know, another enrollment call because they need to think about it.

Oh, gotcha. So if they don't have it, then you follow up the call to do—

Yeah, if they don't buy on call number 5, it's like we'll book in call number 6 to You know, unless it's a hard no and then, you know, just let it go. Get the data, get the feedback, which is the more important part.

Yeah, I just served you for the last week. Why did I— I would assume at that point someone who's spent that much time investing in them, they almost feel obligation at the end of like, wow, like, yeah, they put a lot into me. I got to make sure.

Here's the thing that blew my mind too. I had a client who sold a $15,000 program off a tiny challenge. Like, and that makes sense because, because of course you could sell something higher because there's more intimacy. And so I had a lot of people saying, oh, but Richmond, I've been doing group challenges and it's not really working. And maybe they've made $30,000, $40,000, $50,000 and they feel like they're taking a step back by doing this when in fact, if they've got the experience and that skill set and they're good at what they do, imagine they could sell a $20,000 program and I believe that would be very, very possible. Like You would do that? Yeah.

Let me tell you my million-dollar idea I had 5 minutes ago. When you were saying that, I was just like, because first I'm like, oh, it's such a good thing for beginners. And all of a sudden I was like, okay, what if I want to do this? What if I said I'm going to do a 5-day one-on-one challenge and I put out to my, to my audience at this point and I'm like, you're going to get 5 one hours with me. We're going through a process and framework to get you— and maybe it's webinars. I'm going to help you to structure and build out a webinar. It's $100,000 for a 5-day challenge, one-on-one with me. I think I could sell that.

I think I could sell.

Yeah, I think I could sell 5 or 10 of them, maybe one a week for the next 10 weeks. Right. And then structure that the 5 days and the end of the 5 days to say something like, hey, based on this, you know, you paid $100,000 for this. I have a $250,000 offer where you actually come out here for a full 1 day. We're going to build out the rest of it and you have a chance to do a presentation of my event or whatever, do webinar, you know, and it's $250,000. You already spent $100,000. So apply that. So it's like $150,000. You do that. Like I could sell a $100,000 tiny challenge into a $250,000 consulting day.

I think that is so cool.

Isn't that interesting? That's— I'm just going to challenge you, like, because I think about like the big challenge, because the big challenges are like, I love big— obviously I love big challenges, a lot of people, a lot of mass. But, you know, you're selling, you're selling a $1,000 offer or whatever. And so there's like, you know, the people who want premium, the people want low ticket. And so it's kind of like you're targeting this group in the middle. But I think with tiny challenges, again, you can, you can target that group. You can also just shifting around. Like if Dan Kennedy charged me, you know, $50 grand to do 5 one-hour calls with me for a week and the end of it pitched, I get to come hang out with him. He's gonna write my copy for like, done. I wouldn't think twice about it. You know what I mean? Like, wow. What if I just did one or two of those a month? Anyway, I don't know. That's just kind of an interesting mind—

I would do that.

Just had me. Yeah.

Yeah. Now they got me thinking. Wow. That's, that's amazing. All right.

This is now tiny challenges to huge challenges. Anyway. Oh, that's cool. Okay. Couple of, sorry, back to—

it doesn't have to be 5. It could be 3 calls. We recommend minimum 3 calls. Maximum 7 calls. So 3 to 7 is a sweet spot. 5 is just a good number.

Very cool. Okay. So now I wanted some data based on the clients and students you have going through this process. Like what— and I know with close rates, it's all over the place. I'm curious, like what's— what is it looking like? Is 1 out of 10 or something?

3 out of 10. 3 out of 10. We've never had someone do 0 out of 10. Like it's— the average is 3 out of 10 in the first 10 and then the averages go up on the next 10. Then it becomes 4 out of 10 and the next 10 is 5 or 6 out of 10. They just get better. And so, um, our record student, she's done like 55 of these, and her first 10 was like 3 out of 10, but then towards the back end she was closing 7 out of 10. It just became too— and that's— she became addicted to it. She didn't want to do group challenges. It's like, this is way better. Yeah, it is. It just was working.

What price point, uh, was she selling? I'm curious.

$5,000.

$5,000.

It didn't start $5,000. The first one's $2,000, and it went up.

Get more confident.

Yeah, of course.

And then the fulfillment, like you said that you asked them kind of what the fulfillment looked like, but traditionally, what is it? Is it more, is it like doing more one-on-one calls or something?

Yeah, more of the same, more of the same. So, so basically they got 5 days of one-on-one and then you're selling like what you said, like a 1-day one-on-one, or they usually sell like 3 months or 6 months of one-on-one coaching.

Yeah, that's so cool.

Yeah, you want to hear something really cool? Yeah, because the next stage is people think group challenge is the next stage but actually one of my students did what she called a hybrid challenge. I'm like what's that? Because she had— she transitioned from tiny to group but then she had like 10 people in the group and only 5 could show up and I said what did you do with the other 5? I did a tiny challenge. And so it was a 100% show up rate for a small challenge and she called it a hybrid challenge. That's amazing! And so 100% show rate so she did grouped so people could show up to the group calls, and then the people couldn't show up, she did them one-on-one.

Interesting. What if you did— I saw another idea. What if you did something where, again, I'm thinking about my life, I do $100,000 5-day with somebody, but then let people pay $1,000 to listen in and just watch it?

Whoa.

Because then it's like you get the $100,000 as a person and you get 10 people to pay you, you know, whatever, that would be 20 or 30 people. That could be really fascinating.

Like the Decade in a Day, like 100%.

Yeah, to watch other people get coached through it.

That was more valuable for me than—

yeah, than that. Yeah, Richmond flew 18 3 hours to Boise, Idaho for a 15-minute consult with him, but you were in the room for one day and then you flew back out, which is crazy. And thank you, that was amazing that you did that. But yeah, there's something valuable about that. Like, I wonder if you could sell tickets to— anyway, sorry, there's so many iterations off of this that are really interesting and fascinating. Um, man, I want to do one really bad right now. Anyway, sorry, I digress.

Yeah, and you'll be attracting the best clients too for that, for what you're thinking. It'll Amazing.

So cool.

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Okay. My next question for you then. So you talked about how some of your clients have gotten these high, you know, it wasn't just like they made $30 grand or like they're getting higher levels. Is it mostly just they keep doing it or are they, are they moving from one thing to the next? Or like what are the other ways to keep increasing prices?

Increasing the price of the offer?

Or just what they're making through these, through these funnels?

Yeah. So they just keep doing it. It's keeping doing the same like this. You know, I never run out of leads because I mean, you only need one. Yeah, exactly. You only need one. Put an ad out, spend $30, that's it. If you wanted to run ads, like, I mean, it's, it's too easy. Like, you maybe could 10 people apply, but the show-up rate is 100% because it's the reason why people don't show up is either not relevant or the time doesn't work. But it's, it's a tiny challenge, so the time always works.

Yeah, make the time work, whatever they, they're going to schedule it.

Exactly.

Oh, so fascinating. Huh. This is like one of the most simple, most brilliant things I think I've ever heard. Yeah, it's cool because you're structuring it as a challenge. You think about this like when you're doing pro bono work, you're selling coaching calls. I'm going to do 6 coaching calls and they're expecting coaching calls. So the challenge is different, right? You're like, you have the ability to set the tone on number one and the ability to sell at the end because it's framed in a way that's not like, wait, I thought I was getting free coaching. You know what I mean?

Exactly. Exactly. So I believe in the next 6 months, or once Tiny Challenges become the thing, there'll be no more pro bono coaching. Like Tiny Challenge will be the immediate next step. Like pro bono will be dead because it does the pro bono in one. Yeah.

So fascinating. I didn't know, actually, because lead gen is simple on this, the funnel is simple, the follow-up is simple, the sales script is simple.

The tech?

The tech is simple.

Um, and the hardest is to help someone make the first $10K. Like, that is the hardest dollar.

Yeah, yeah, man, such a cool thing. Well, dang, what are we missing? What are, what are other things people should be thinking about with tiny challenges?

I would say, um, I'm legit like, blow—

like, right now, you guys freaking out a little bit too?

Oh, I, I love you. I love your million-dollar idea. Like, that is that high-ticket tiny challenge. Wow.

Yeah. Think about any market this would work in. I'm thinking because for me it's like even doing a big challenge, like you said, there's a lot of work that goes into like maybe doing a big challenge. I'm like, this would be something simple. Like I could just have one client a week to go through the product. I'm spending an hour a day in my week for this really cool thing that leads to $1 million a day or whatever those things are at the back of it. Like that becomes worth my time even because initially I was thinking like, who's going to spend the time to do a tiny like one-on-one challenge? Like like, in my mind, I'd be a complete beginner because it's not gonna be worth your time. But even at my level, it's like it'd still be worth my time if that was just structuring the payment differently, but the same outcome, the same, the same thing.

Yeah.

Yeah, it's amazing.

Yeah, maybe, you know what, maybe I'll, I'll borrow your idea and I'll run the first one, let you know how it goes, and sell one-on-one.

We're gonna race because I'm gonna do it tonight because I just think like just how cool would that be Anyway, it's— yeah, whoever's the first one is going to get the best traction because it's such a unique thing that everyone's going to copy us. So we got to make sure we implement this before this video goes live on YouTube. By the time you guys see this, it'll be live and it'll actually be happening, which will be amazing. Okay, I want to transition a little bit. So what I'm excited for is when you first kind of presented this idea to me and you've been in the Inner Circle for a long time, it's been fun watching your journey and seeing the things you're doing. But I didn't know that you were doing these things and you'd message me saying, hey, This is something I think that everybody in your community should learn about and understand. You kind of walked me through just kind of a quick version of this. I was like, oh, that's really, really cool. And so this year, as we were planning out Funnel Hacking Live, it's cool because this year the event's going to be a little different than years in the past. It's going to be a virtual event, which means we'll be streaming all around the world. It's Funnel Hacking Live International. We've got huge audiences in Brazil and all these different countries that we'll be streaming into. So it'll actually be the biggest Funnel Hacking Live, even though it's virtual. But I wanted to structure it in a way where it's not just You know, like some fun, like a lot of like random cool presentations about different things you could do. And last year's Funnel Hacks Live is all about the linchpin, very specific. And this year I wanted to transition where the very first day is all about how to go from, from I'm a startup business owner to my first million dollars. Like, well, that's the first day, right? And day number 2, like how do I go from a million or sorry, startup to like 6 figures. Day number 2 is like 6 figures to 7. Day 3, 7 to 8. And day 4 is, is 8 and beyond, right? So day 4, we have like a couple billionaires who are going to come speak, which is really, really cool. But day number 1, I'm like, I'm like, what are the things that anybody anybody could do right out of the gate. And you are actually the very first person that I've asked to speak on Araki Live this year because I wanted you to show these things. I think it's for so many people who have been struggling for so long, you know, they struggle with the tech, the complication, the stress, like all the— so many things to be successful. Where here, if you have a message, if you have something that can change somebody's life legitimately, like you can do this that fast. It's not going to cost you money. And, you know, you have to learn a thousand things. It's just like you're out of the races. So I'm pumped to— this would be the official announcement for those watching. That you're speaking at Funnel Hacking Live this year to go deeper into this whole, this whole model. And I'm excited because I'm excited to just to see other case studies of people who are actually doing this. You know, how many people you had kind of go through this process with you so far?

We've been teaching this for years. We just didn't even have a full name for it.

And so you tie a name to that becomes amazing, which is a lesson for everyone as well.

You teach your own proprietary name. That's true. That's true. The power of just having a name and giving it a name. I would say, oh, 200. Like a lot, a lot of students, particularly in the last 12 months when we really made it the main thing. Like the main thing was it was always like a side thing, like an extra thing, but now it's like the main vehicle. And so, um, and the results have been the fastest results we've ever seen and with the least limiting beliefs, like, you know, imposter, all that, all those things, fear of judgment, all that kind of stuff that comes through. There's not much of that. I mean, there's a little bit, but not much. It's not enough to stop people from doing it.

Yeah, so cool. Will you throw out a couple of the industries people are doing this in just to get an idea of like, it could be almost anything, right?

Yeah, the most interesting one was, or two, qigong. I got a client who's doing like, learn qigong, which is like some sort of, I think it's like Chinese martial arts, like kind of like tai chi. And an accountant, like, she was like, no, accountants will not do a challenge. You gotta learn a challenge. But of course they would, because there's a problem you can solve in less time or easier for them, of course they're going to want to do it. And yeah, an accountant doing a tiny challenge is pretty cool.

Yeah, yeah, they're fascinating. You think about this, like, and I've noticed this when you're selling anything, like, the more time you spend with a person, the more likely they are to buy something, right? So why I'm such a big believer in podcasts, because, you know, they may see Instagram or see different things in short form, but as soon as they— you get something on your podcast and they spend an hour with you every day, you know, like, or once a week, whatever, like, you spend so much more time, they're way more likely to buy from you. In fact, when we first launched my Inner Circle back in the day, it was fascinating because, you know, I didn't know who— like, we put it out there to our whole audience, people showed up. And what's fascinating is of the 100 people who joined the Inner Circle during the very first time we ever launched it, it was like 90-some-odd percent of people had came into my world and then they listened to the podcast for like 8 months, a year, and then they jumped in and signed up for the Inner Circle without thinking twice. Like, that was— it was the more— there was a direct correlation with how much time I spent with somebody, how much money they were willing to spend with me. And this, like, the Tiny Challenge, you're spending 5 like you have so much time with somebody, like, like to prove yourself, to show that your stuff's working, all the kind of things. Like, they're so much more likely— you're taking, you know, a month and a half worth of them listening to podcasts, you're catering it directly to them, spending the time, they're seeing the value. And then, um, as long as you're the next logical step, like, oh, here's where we're going to go from there.

Like, it's, it's, uh, and it's quality time too. It's way— it's the most intimate time you could have with someone directly. So though I guess those 5 hours will be equivalent to potentially 50 hours of consuming content on YouTube or podcasts or anything. It's just so intimate. They feel like they've known you forever because even after a 5-day group challenge, you know, everyone feels like, I've been here for— I feel like I've known you forever. And it feels like you've been in a challenge for such a long time, you lose this sense of time. But in the tiny challenge, that, that whole time perception is exaggerated even more.

Yeah. Ah, so fascinating. Well, thanks, man, for sharing this. I cannot wait for you to be speaking at Funnel Hacking Live to share this with everybody in the world and show specifically exactly how they can execute on it. But even this this video alone, like I've got 500 ideas on different things I can start doing like immediately.

In fact, it's so cool jamming out with you because I love how when you hear great ideas, you just take it to like to the next level.

Yeah, well, it's funny because I'm not going to lie, when you first start talking this, like in my head, I'm like, I will never do this ever until like that thing clicked. And I was like, I can actually do this because it's funny. Like, you know, Inner Circle, we've got Eileen, she has her $250,000 consulting day and Myron's got his $350,000 like things. And I'm like, I don't even have the guts to offer that. I mean, how do I even offer that to somebody? You know what I mean? Like, if I email my list about like, how do you even— but I was like, this would be the way. This is exactly like if I went out to my list and said, we're gonna— I'm gonna do— I'm doing 5, 5-day one-on-one challenges with people. It's gonna be $100 grand each. And at the end of it, I'm gonna pick 2 of you guys to do a private, you know, they knew ahead of time. Like, it's like they're all fighting for like, no, like, I'm gonna be the best student, I'm gonna be the best student because only 2 of them gonna have the thing, you know, or whatever it might be. Be super fascinating. It's fun for me too because You know about this project, but I'm building this huge library and we ended up transitioning. We're buying a movie theater, right? Which is really cool. So it's this huge movie theater, but we had to rehab it. So I got a lot of money to rehab it, but then I don't have enough to finish the project. So I'm like, how in the world, you know, on month 12 on this project, I really need $1 million today. I'm like, how am I going to pull out $1 million? And like, this literally gave me the idea of just like, oh my gosh, every time the next construction loan You know, I could go to a bank and get it, but instead of going to the bank and do it, it's like, I'm going to do 4 mini challenges, which will give me, you know, the money up front. And then from there, if I get 2 people to buy the thing, like there's the money to cover this month's, you know, of the construction or whatever. If I do that 2 or 3 times, that pays for the entire thing.

And anyway, so zero ad spend too, right?

100% zero.

Yeah.

I think I could build a waiting list. I think again, selling people access to watch me. Anyway, there's so many fun ideas off of this. It's insane. But this is not about me, you guys. This is about the beginner who's just getting started. So for anyone who's advanced, whose wheels are spinning, let us know in the comments down below. But for the beginners. I hope you guys take this. It's something that's been proven to work. 200+ clients doing this. But it's again, it's something I think anybody can do at whatever level. If you've got some kind of expertise in a topic, something that you know you can help other people with, this is a fast, easy way to just get it done. Spend an hour a day doing this for a week and just test it out. You know, and you said if you do it 10 times, the average person is getting 3 the first time around, right?

Yeah. The worst, the worst close rate has been 1 out of 10. We've never had 0. Never. And I kept on telling them, don't be the first one. It's all on me.

So think about it. I'm thinking about somebody who's like, I need to make $30 grand this month. Like, how do I do that? Like, okay, you're going to have a $3,000 offer. You got 10— I had 7 figures— 10 tiny challenges. You do what in the next 30 days? If you do 2 a week, 3 a week, whatever the math is on that, you could do 4 or 5 a week like quite easily.

That's just, you know, that's a couple of calls a day. It's very manageable because there's not much marketing involved with it. It's just, it's, yeah, not much prep work.

Yeah, I have a dozen friends right now who I know are struggling, who I'm literally going to send this video before it even gets out to YouTube, just because it's like, this is the plan. Just go do this first. Like, it's so simple. A lot of them who are doing— they're posting on social, they're doing these kind of things, trying to get clients for their higher, you know, for literally a $3,000 package. But they don't have the selling mechanism. Like, they're struggling because it's like someone sees it and then they got to sell. And it's just like this weird transition that they're kind of figuring out. Well, this is like such a simpler, more powerful thing. So I love it, man. Anyway, thank you for being here and for sharing all this stuff. I cannot wait for you to be at Funnel Hacking Live International. Streaming around the world, sharing this kind of stuff as well. I think it's changed a ton of people's lives, and I'm just grateful for you, man. I love having you here, and I look up to you, and just, I love having you.

So likewise, Russell, same. And I'm excited too because I believe that this is something the market has really been hungry for that hasn't been— like, hasn't been— like, it's, it's truly innovative too. It's going to change the industry. So I'm grateful for the opportunity because, you know, obviously to get this out there, we need a platform. And so I'm so, so looking forward It's awesome.

All right, tiny challenges, you guys. Go to your first tiny challenge and come to Funnel Hacking Live so you can watch Richmond teach you guys all the behind-the-scenes secrets. So thanks, man, for being here. Appreciate you. And I hope this is a ton of value for all you guys.