Get Big By Mastering Small Epic Speech at Eileen Wilder's Black Card Event

Guys, we have a really special opportunity right now to hear from one of my friends and one of the greats. Someone say greats. Richmond Dinh is in the building today and has flown here all the way from Australia.

And he has graced the stage obviously at Funnel Hacking Live. If you haven't heard Richmond, if you don't have the pleasure of hearing Richmond teach before you're about to get your mind blown. So are you ready? Say ready. Richmond Dinh is a seven figure entrepreneur who's helped made over $20 million online and has helped helps coaches get clients through a revolutionary Tiny challenge framework. He's the creator and founder of the Tiny Challenge model and the founder of the Underdog movement. I always love that. He's a published author of two books, the Footprints of Success and just recently, Tiny Challenge. So good, Richmond. And he shared the stage with Russell Brunson, Grant Cardone, Gary Vee, Pedro Adeo, Brendan Burchard, and he's been a headline speaker at Funnel Hacking Live. More than that, he is a devoted husband to his wife Penny, and a proud father to three beautiful daughters. Black card. Will you stand on your feet? Express your appreciation for Richmond traveling all this way and welcome to the stage none other than Richmond Din, ladies and gentlemen.

Appreciate you.

Thank you so much. Thank you.

Wow. Thank you, thank you. I was gonna open with a story, but I thought maybe I should teach something.

Oh, no, I got nothing to teach. I really, really thank you for a warm welcome. I know this is the first time I met you guys, but I feel like this is family. It's big credit to Eileen for creating such a good community and such a loving community too, so. And congratulations to our award winners too. It's so cool. I remember the first time because I used to be an optometrist eight years ago. I was in a room two by three for ten years. Testing eyes one or two, one or two which is clear. That was me. That was me for 10 years. So everything that I achieved up here, I believe you can do because I did it and I had to learn everything. So everything's learnable as long as you're willing. As long as you're willing. And so I remember my first client as well and my first high ticket, my first 25k day, my first 100k. All those milestones are something to be cherished and you don't get that milestone again. So just massive congratulations to the winners up here. So thank you for that. Yeah, why not give it up for you guys again.

So today I want to kind of talk about how to, I guess how to go big by just mastering being small. Is that cool? Yeah. And that's really the key. Like if you just do the small things well again and again and again and again and again, then you will naturally go big. Success is unavoidable. And that's how the tiny challenge framework came about. I want to share with you on that. But then how you can apply it to master classes. Because I believe you guys are doing masterclasses. I've done about 75 to. To almost 80 group challenges now. I've done probably close to 200 master classes, done more masterclass and challenges, and I love doing both. I don't think there's one better than the other. I believe Eileen does both as well. Russell does both. So I both. They both have their use. And I want to talk to you about a tiny challenge, but also for yourself. Just see how it's relevant to you and how you can apply it to a master class. Because I think there's some great parallels there on how to start small so you can grow big. I'll talk about how to do.

How to scale one on one coaching. You'll be surprised. Everybody here probably thinks you cannot scale one on one coaching. And since coaching was started, it went like, you can never scale one on one coaching. How could you? But now there is a way, and you're gonna be blown away by that. And the terminology is called a shadow seeding, which was kind of invented and in the room a couple of months ago. I didn't have a name for it. And then Eileen came up to me and said that shadow seeding thing, so cool that you do. I was like, oh, that's a good name. So now I call it shadow seeding. And then I'll share with you guys on how in the last couple of months, I personally sold my first 100k offer, and then it became the second, and then it became the third. And now it's just something really surreal. And some of the mindset shifts I had to have because I had the same limit beliefs as. It's funny, you have the same limit beliefs as selling a 1k offer when you haven't sold a 1k offer to the 100k offer. It's just the same limiting beliefs, but just a different number. And I'll share some tips around that. Would that be useful? Yes. Cool. All right. So it was about four years ago where I started or I wanted to run a challenge. Cause challenges became a really big thing back then. I thought, wow. Cause I was doing so many masterclasses and webinars and I thought, like, let's just try and mix it up with a challenge. And the biggest problem was, which is the same thing as a webinar or masterclass, is how do you fill it up? How do you market it? What time should you run it? What if no one shows up? Worst thing is, what if one person shows up and that's like so embarrassing. And I was really frozen for a long time with the first challenge and I thought, no, I'm not going to do it. So I procrastinated for about three months, and I don't really procrastinate that much, but that was a long time for me. And so I, I was so scared that no one would show up, which at the end of day didn't really matter because no one's there and no one's going to see you fail. Because really, at the end of the day, you're not really afraid of failing. You're just afraid of other people seeing you fail. And that was kind of the realization to me is like, wow, well, if no one's there, no one's going to see me fail. So I'm okay with that. The worst one was, what if one or two people were there? Then someone's going to see me fail. Then that's embarrassing. And so for a couple of months, I just was so scared of doing it and I thought, why don't I just do it to one person? Wouldn't that be like, just do that and just be. Make it deliberate, but not really. But not tell anyone about it because it's kind of. It felt embarrassing at the time, just doing a challenge to one person. Kind of like if you were to do a masterclass to one person, imagine that. Like, it's not something, oh, I did a masterclass to one person. You know, I did a challenge to one person. Not something you gloat about. Lo and behold, turned out to be the best thing. It turned out to be so many benefits. And even though I wasn't a complete beginner back then, but I realized that this had to be the way for every person getting started to make their first 5, 10, 15, $25,000 online. Because with the one on one challenge that I ran, the. The time was convenient. It means I didn't have to launch it, I didn't have to market it, I didn't have to worry about filling up. Should I do it on Monday, Tuesday, 8:00am, 10:00pm cause you could book in all five calls anytime, anytime, it's convenient, it's flexible, and you got a 100% show rate.

It's a 100% show rate. The only reason why people don't attend your master classes or your events is because the time doesn't work, or the reason why they attend late because they couldn't get there on time, or they leave early because they had another commitment. But with a, with a challenge, a tiny challenge, one on one, every time slot we booked in worked. And so you got a 100% show rate. Yet I removed all the imposter or the comparison. But the best thing that came out of the conversions were so high because I got to understand all the fears, failures, frustrations, needs, wants, everything about them. And then I could formulate an offer to them based on exactly what they want. And you get to know them so well and reciprocity becomes so high. And then that was what launched the Tiny Challenge movement. And so I remember when I, when I told Russell about it, it was a really funny conversation. Russell, we do this thing called Tiny Challenges. It's a one on one challenge. He was so confused. How does it scale? What does. It doesn't make sense. And I re explained to him, like, this is so good. It's the best way to get started. It's convenient, it's flexible. If you get 10 leads, you get 10 tiny challenges. You're not going to get 10% show rate. And then once he got it and it just penny dropped for him, he's like, you need to come speak on my podcast. And we did it for 45 minutes. At the end of it, he was hooked. And he's like, I think I'm going to run my own tiny challenge. And he ran two of them. He made 100 grand each from them, and he made $200,000 from a tiny challenge. And then after that, that's when he invited me to come and speak at Final Hacking Live. And then I was the opening speaker for day one in Las Vegas. And so essentially that's what it is. And it allows you to get started so easily. And one of the biggest misconceptions with a tiny Challenge is, is. And by the way, as I say this, I don't think anyone right now is doing a tiny masterclass.

You know what I mean? Like, it's, there's a marker for that. Imagine you spend three, four hours with someone and you don't have to worry about filling up a room. You don't have to worry about the time. It's like, well, what time do you want to do it now, tomorrow, 8am, 10pm it doesn't matter. There's no launch date. There's no crazy, weird, complicated funnel. There's nothing. You don't need email automation. It's just easy. There's no tech involved. You don't even have to do it on Zoom if you don't want to.

You can just literally ring them up and do it right now. And so when I shared it with Russell, he was so impressed by it and he kind of said to me.

So how does it actually work in a challenge? Can someone like, you can't really hack it? Like, that's the problem. You can't hack it. Whereas you can sit in a masterclass or webinar or normal challenge and you'd hack it. You can funnel hack, you can watch what they're doing. And it's like, yeah, Russell, you can't. The only way to learn how to do it is either jump into the program or actually be my only tiny challenge participant. It's like, well, what if people sat in and watched? Like, he gave me the idea, can people sit in and watch you do it? And I was like, well, then it's not. And I thought, whoa, actually, you know what? Maybe they can. And what if we charge for it? It's like, yeah, like, you know, because if I was to do one and I sold some seats and people watch me coach that person one on one to build out the perfect webinar, I think someone would buy those seats. And I thought, yeah, I would buy those seats. I'd pay 10 grand for that. And that's how the idea of a shadow seat came about.

Who's following this? Yeah. And then I said to Russell, all right, well, when are you going to do it? He's like, well, when are you going to do it? I'll race you. Who does it first? And it was a race between who did the first Shadow Sea. And so I did the first one only about three months ago, I believe, or three or four months ago. And so I did a one on one challenge. It was a paid challenge because one on one challenge could be free or paid, kind of like a masterclass can be free or paid. And. And it was like to build out the perfect five day challenge because I'd done over 70 at the point. And I said, who'd like to sit in and watch me coach? It was actually Sarah, the first one who coached. Sarah built out the perfect challenge and we had five or six people say, I want to sit in and see you do that. Because I can learn from what you're doing, charge $500 a seat and they paid for it. And then when I pitched my 25k offer to Sarah, it wasn't just pitching to Sarah.

Pitching to the six people in the room who never got coached because it was a one on one call with a shadow seat and then three. And then the extra three was I saw four seats like 4:25 California offers from that one on one challenge. And you can do the exact same thing with a master class, which means you don't have to worry about facilitating to a room, you don't have to worry about making relevancy, you don't have to worry. It's just you coaching one on one with that person for three, four hours or over three, four, five days. And then you get so good at it that other people want to pay you to watch you do that and they get the transformation and then the offer is presented to everyone and suddenly you can have a six figure payday.

And then is this useful by the way? And it removes all the overwhelm, all the stress, everything from, from the marketing of it. And then later on, if you want to go big, you want to go large scale, you want to do actual proper campaigns, you can. But by doing this, you get to understand your ideal client better than they can. And that's the secret to marketing. That's when you understand the messaging, your I help statement, the pain points, their fears, their frustration, everything about them. And it takes all the pressure away from you from actually having to present to a whole room, zero skill set to start. And then you build your skills while doing. It's so good, right? It is so good. I actually did a tiny challenge again last week and I did it to a bigger group this time. I thought okay, I'll charge $97 and we sold like 105 seats that, so that was 10 grand up front. And I presented, I presented a, I presented a 100k offer to the person I was doing to and she said yes, but to the rest of the room I presented a 25k offer with a 5k downsell. And we're just still wrapping up the calls from that and application. But at this point in time it's 220k from just that. That finished on Friday. Again, again, shadow seating, scaling one on one. Thank you. So this is the new way of how to scale one on one. Whether you do it in a three or four hour masterclass or three, four, five day challenge. But we've discovered a way to scale one on one coaching through just having people sit in and shadow. Imagine like imagine Tony Robbins doing one on one coaching, 10 sessions or five sessions. And he said, who'd like to sit in and watch me coach this person, fix their marriage or blow up their business, whatever. He said, I'd like to be a fly in the war and you'd pay for that. But he's not coaching you. But it's even more valuable cause they're going through a deep transformation. So that's the part I want to give, but I want to also share with you the journey of. And by the way, Austin, are you keeping track of time? Sorry, if I go over time, Just let me know if I've gone way over time. Thank you. Awesome.

So I want to share with the journey of, like the process of how the 100k offer was even formed. And then at the end, if you got any questions around, like the shadow seating or the one on one masterclass or how does a one on one thing work? More than happy to help you guys out. So maybe I'll do share a quick story. Yeah, who's up for a story? Yeah. All right, I'll share a quick story.

So it was not so long ago, about six years ago, and I was at this six day, six day personal development event. It was one of my first events, basically learning how to become a life coach. And I don't know anyone here been to like a five, six day event before. Just out of curiosity. They're long, right? They're long.

And that I want you to imagine me six or seven years ago, 25 pounds lighter than what I am now because I had gone on this weird trend called vegan.

I was a vegan for two years and I couldn't sustain the calories. And so I was literally 25 pounds lighter than what I am now, which is I was really, really skinny. And so I was at this six day event.

And on day five I was mentally exhausted. I was emotionally drained, I mean introvert by nature. And so like I recharged by just going back to my room. And so I was even socially exhausted. More than that, energetically I was drained because that whole event, they didn't really serve much vegan food, so I wasn't eating, eating much eating anyway. And so by day five, I was gone. And I want you to picture this, right? Imagine a five day event in a hotel, not in my home city. I'm from Sydney and I was in this city called the Gold coast, which is another place in Australia. And at 4 o' clock on Friday. They said, okay, everyone now give me your wallet, give me your phone, put on a table, we're all going to collect it. And they collected everyone's wallets and phones and it's four o' clock and they said, this is your mission. We've got a task for you. Your task is to get to Gold coast and back, which is around about 70, 80 miles. It's basically like Orange county to San Diego and back. It's about that distance there, but no phone, no wallet, no resources, nothing.

You can't call your friends, you can't call any contacts, you can't do anything. And if you don't get back by midnight, which is 8 o' clock at 8 hours rather so 4 to 8, then you get locked out of your hotel, you'll be homeless for the rest of the night. Legit. They wouldn't give you back your hotel keys and you just have to find a way. It was basically an exercise of how resourceful can you be? And, and they said, well, only about 40% of people complete this thought. Whoa. And so the first thing that came and then they said, and your time starts now. That's, it's. They gave us two minutes on the pre frame and they said it starts now. And, and obviously, you know, you run out of the room and what's the first thing that comes into your mouth? A curse word that you should never say. Ah. So. And I was, I was really freaking out. I was like, what do I do? What do I do? What I do? The only thing they gave us was a bottle of water and $5 and that's all we had. We couldn't use anything else and we had to make it back. And they said just go. And so everybody's running out of the event room and frantically running around not knowing what to do. And first thing I thought of was like, I need money. I'll probably need some money to catch some sort of public transport to get up there and back because there's no way you can walk there, there's no way you can ride a bike there. It just, there was no, not enough time. In act fact, if you ride a bike there, It'll take you six hours there and six hours back. That's 12 hours. You'll run out of time. So you had to have some sort of public transport or some vehicle or something, but means you need money and we only had $5. And I thought, well, how am I going to get money and what I'm going to do when I get money, I'LL probably catch a train or a bus or something like that. And I'm thinking probably $20 would be enough for me to buy a train ticket to get up there and back in time. And so the only thing I could think about on how to get $20 was to go wash dishes. And so I'm, like, running around. And now, to give you context, actually, it's funny. Anyone heard of the Gold coast before, just out of curiosity? Oh, yeah. Whoa. Okay, that's cool. The Gold coast is like the 100 times crappier version of Vegas. It's just. It really is. They call it, like, Bruce Vegas. It's just not like Vegas at all. But that's what they. That's the best we got in Australia. It's kind of got a casino and all that kind of stuff. Got lights and stuff, but it's nowhere like Vegas. So imagine you're running around in Vegas trying to find a job and to get an extra $20. I mean, I guess you could do it in Vegas. There's a lot of people doing some weird things on the street. You know what I mean? But it's not like that in Australia. And so I'm thinking, okay, the only way for me to get a job is to maybe go into, like, a restaurant and try to find some dishwashing work or something that would pay cash. And so I thought, yep, that's a great idea. So walk in one restaurant, they said no. Walked in another cafe, they said no. Walked in another cafe, they said no, another restaurant. No, no, no, no, no, no. I thought, well, it's not working. I gotta either keep on trying or try a different approach. And so I tried a different approach. I thought, okay, maybe I would just go to a car wash, because surely they'll hire me at a car wash and pay me $15 cash. And so I didn't know where the car wash was. So I asked this older couple and I said, excuse me, like, sir, I'm looking for a car wash. Because I'm in this situation. I need $15 cash. I want to earn some money. And they're like, oh, yeah, okay, sure, no problems. And so they point me to the car wash. And I said, oh, where's that? And it's like, that's about 10 minutes drive away. And I said, oh, I don't have a car. And they're like, why do you want to go to a car wash? Well, this is a thing. I don't have a wallet. Da, da, da. And then they knew, wow, you're at A weird seminar, but they felt for me. And then.

And then an old man, old lady walked me and said, actually I know the owner of this cafe here that we're eating at. And they introduced me, told, told them the story, said this young man, he needs a little job. Can you help him out, wash dishes, whatever it is. And the manager said, okay, sure. And so he gave me a job and I was washing dishes at the back there. And I don't know if you guys have ever washed dishes at a restaurant before. Wow, wow, wow, wow, wow. Yeah, yeah. Well, my parents always said, eat all the food off your plate, but that was for different reasons because it came from Vietnam, poverty, all that kind of stuff. But now I always eat the food off my plates because I don't want anyone else to clean. It's so dirty. And so I'm back there and it's a mess. But I thought, I'm just going to have fun. After about half an hour, the manager just felt sorry for me and he's just laughing with me and he said, hey, Richmond, here, here's the $15, go on your way. He gave me the $15 and now I had $20. And at this point it's a little bit after 5 o'. Clock. I got $20. I need to find some public transport and I don't know this area and so I see some tram lines, I find the tram lines and I get to the tram line and I'm walking north because all I know is that Brisbane is north. So if I just keep on going north, I'm going to be okay. And I find the tram lines and I see it and I go, okay, I need to go north. But they don't go all the way north to Brisbane. Then I go north to his hospital and then I need to catch a train to go to Brisbane and then go back. And so I thought, well, I'll just start there. Now I get to the tram stop and trying to figure out how to pay for it, but it's got. It takes these electronic cards, you know, these tap and go's kind of thing and there's no cash outlet and I'm just trying to figure it out. And the tram's coming in two minutes time and if I don't figure it out then I have to wait half an hour for the next one. I don't have time. And so I could not figure out. And there's this guy there and I said, hey man, do you know how I pay by cash to get my train ticket or tram Ticket. And it's like, no. I've been here for, like, six years, and I've.

Never seen anyone try to pay cash. And also, I've never seen any tram guards. So just. Just get on.

And now I'm thinking, what do I do? Because I'm like, I'm a good boy. I was raised as a good boy. Don't break the rules. Da, da, da. Don't talk back to your parents like that kind of stuff. And, you know, to me, that was like jailbreak. It was a jailbreak. But I didn't have the time. I did not have the time. I could either wait half an hour for the next one to come and try to figure it out, which maybe I could have done, but it was half an hour that I didn't have the luxury of having. And so I took the risk. I thought, okay, I'm just gonna get on. And I got on, and I sat down and I thought, what's going on? And this is a true story. I kid you not. As you sit down, I don't know if you guys have this in public transport here, but these three tram guys, they walk through in the gray uniform, and they're checking everybody's tickets. True story, true story. And now I'm like, what do I do? What do I say? And before I could even think of a story, the only thing I could think of was just tell the truth. And I told the truth. I said, I don't have any ID on me. I'm at this seminar. They took our id, they took our wallets, they took our phones. They took every other. I'm so sorry. And I took out $20 and said, Look, I want to pay. Like, I didn't want to steal this ticket. I want to pay. And he looked at me and said, we're not ticket dispensers. We can't take your money. It doesn't work like that. They don't sell tickets. Like, yeah, I had to pay at the station. And he looked at me and he felt my sincerity, and he just said, look, I believe you. You make sure you get off at the hospital station. You're telling me you're getting off at and go on your way. I thought, whoa, wow. Got off. So I got off the station to stop, and now I have to catch a train up.

And I got $20 in my hand as well. And so I'm trying to find, like, the train stop. And there was no train stop around there, but there's a bus stop, and I'm just asking some locals hey, excuse me, how do I get to Brisbane from here? It's like oh that's easy, you got to catch this bus. This bus goes to the train station. That train station will take you all the way up to Brisbane. I'm like that's okay, cool. So I wait for the bus, I get on the bus and I go to the bus driver, I'd like a return ticket to Brisbane, thanks. And he said great, that's $34.

And then I said okay, well how much is a single? $17. I'll take the single. Then thinking I'll just figure it out because I found $15 now I could do it again. And so should be pretty simple. Get there, get a job, do all that kind of stuff. And so I paid the $20, got $3 in return. Now I got $3. And now I'm on my one way ticket to Brisbane.

And it's about an hour and a half or an hour 20 ride up to Brisbane on the train. It's a pretty long distance. And so I get to Brisbane by around about, just before 8:00 o', clock, about 7:50. And as soon as I got out I need to start to plan and reverse engineer my exit going back home. And I got out and asked the tram guy or the train guy, hey, excuse me, I need to get back to Mermaid Waters, this tram stop, by 11:30 at the latest because I need to get back to my hotel by midnight. What train do I need to catch to be able to get back in time and reverse engineer all this? And he said you got to catch the 9:10 train back to make it back by 11:30 so you have time to get back to your hotel. I thought great. So I had about an hour 20 and the first thing I said to him, hey, well would you happen to have a job that I could do for the next hour 20 to earn an extra? How much? I said how much is the ticket? He said it's $14, $17. I said great, I was $14 short. So I said is there anything I can do here to make an extra $14, anything? And he said nah, I can't give you a job, it doesn't work that way. You need a tax file number, you need all this kind of stuff, da da da. Okay, fine, I'll be back, I'll be back. So he looked at me really weird thinking this guy's crazy, he's not going to come back in an hour. 20 or $40, there's no way. And so I run on the streets and this Friday this is Friday and every restaurant was full, every pub was full, everything was beautiful, busy. And I'm trying to get my way into speaking to the management at every single place. And some places would make me wait 5 minutes, 10 minutes. One person sat me down and made me wait over 10 minutes. I'm thinking I don't have time to afford. And not only did they make me wait, when they got there, they said, I'm sorry, we can't give you work.

And I'm getting no after, no after, no after, no after, no. And time's ticking and it's 8:45 now, I've got 25 minutes left and time is ticking fast. And I'm. And I said, I just have to keep on going. And I get a no, no, no. And now it's almost 9 o' clock.

And it gets to the point where you realize, okay, I don't have enough time anymore, but you have to keep on going. So I'll just try one more place. Said, hey look, this is my situation, can I please get some work? And I'm basically almost begging them. And they said, look, I'm sorry, we can't, but they felt so bad for me. They put their hand in the tip chart and they gave me $4 and that's the most they could give me. And now I've got three plus four seven.

And I don't have enough. But I walk back to the train station and I see the guy again. He's like, hey, you remember me? He's like, yeah, I remember you, yeah. I said, hey.

I don't have $14 and I really, really need to get on this train. If I don't, I'm gonna be homeless for the whole night. Is there anything you can do for me? Is there like, can you give me a child ticket to. Can you give me a pension ticket? Can you give me a senior ticket? Like, is there anything you can do for me? And he looked at me.

And said, look, just give me the $7. And he printed me out a full price ticket and he said, look, just go. The power of just asking.

And now I've got my ticket, I'm on the train and I'm on my way home. And I thought to myself, I can't believe I just did this. I couldn't believe it. I was going to make it home back in time by midnight. And at this point I was exhausted, I hadn't eaten anything.

This is a true story, I kid you not. I was emotionally tired, mentally drained from the five day event. I was running around for five hours straight and I was 25 pounds lighter than what I am now. And I thought I'd just close my eyes for a little bit because it's now 20 on the train.

Yeah, yeah.

Not kidding, not kidding. The stop I was meant to get off at, I fell asleep and I missed the stop. And you know there's about the Progress bar on the train and it's really funny when you say, oh, yeah, yeah, I'm always two stops away, but it went the other way, the Progress bar went the other way. And like, ah. And when I woke up, I was two stops ahead and I'm panicking and now I'm panicking, I'm pissed, I'm frustrated because I thought, how could I let this do this to myself? Like, how could I fail at this point in time? And now I'm scared. I'm scared because it's late at night. I ran out and I don't know what to do. And I get off at the stop that's two stops ahead and it's dark and it's 11 o' clock now. And I'm like, where do I go? I run to the other side of the platform to see which train comes back. That's half an hour, which I did not have time for that. I was not going to make it if I caught that one. So I'm running around the train station at night, not knowing what to do, and I see this random guy and he's wearing this hoodie jacket and it looks so suspicious, but I don't know, like, I need to ask for help, I really do. And so I just went up to him and said, excuse me, sir, like, do you know how I get back to Mermaid Water Station from here? And he's like, oh, that's okay. So he pulls down his hoodies, turns out to be the nicest guy ever. And he said, I'm actually going there, just follow me. And he turned out to be a really cool guy. So I did follow him. He took me to his bus stop and he turns out like just the most genuine person. And I'm telling him my story and we sit on the bus together. But I don't want to be rude because every five minutes I'm just checking my watch, just checking, just checking. And at some point, it was around about 1140. At that point I thought, why am I even checking my time anymore?

There's no point. I had to really just let go of control. And now it's just up to Grace or God or Karma. Whatever you want to believe.

I just had to surrender because I had done all I could. And then the bus got to that stop, the tram got to the place I wanted to go, and now it's 11:58. And I had to two minutes ago to run around about 300 meters, which I don't know how many feet that is, but about 300 meters. And now I just. I'm running for my life. I'm running, running, running, running, running, running, running, running. And I get there with about 30 seconds to go. And I made it. Yeah. All right. Yeah, give it up.

And you couldn't have, like, made that story up. It was just crazy how that happened. But I share that, because that lesson was what carried on to the 100k offer that I want to share with you, is that the world parts way for those that are committed. The moment you commit, the world will part ways for you. But you have to commit first. And when I was in the Uber with Eileen only a couple of months ago, and it was funny because at Russell Brunson Mastermind, we kind of, you know, we kind of get up on stage and share what's the biggest constraint we have in our business right now. And my one was something around master classes and how to fill it up. Can I get more people to show up? And I remember catching an Uber with Eileen that day to that event, and she's telling me at her 250k offers, like, at the point in time, I only had a 25k offer, which is, like, pretty good. But she's talking about 250k, 10 times 1. I was scratching my head. How does that even possible? How do people pay? How do you even charge? I couldn't fathom it. And then it just kind of sat with me. I just didn't think anything more. And then I got up on stage at Russell Brunson's event, and then I'm explaining to my. My biggest problem. And then Myron says, richmond, what's your business model like? And I drew him out, my essential model. I got a 1k, 5k, like 25k. And he's like, where's your 100k? And I'm like, 100k. That's not why I came here for. I just can't how. I need to learn how to fill up my webinar. That's it. And he's like, no, no, no, no. You need 100k. I'm like, no, I don't need 100k. I don't want 100k. Stop it. Stop It. And you know when you get that second sign that was from Myron that night, I'm thinking, why do they try to coach me? And they say, richmond, don't you believe you're good enough? No, I don't. What is this?

Like, I just had all these thoughts in my mind, and I kind of let it go, let it simmer. And that night we went out to dinner, and turns out, like, Russell was there, and I was sitting next to Russell and Colette, and Myron sits opposite of the table. And I'm like, here we go.

Next minute, they're coaching me on, like, why don't I have 100k offered? I could feel their belief in me. How many of you just need someone to believe in you first? Yeah, 100%. And after that intervention, I'm like, okay, I just need to commit first. And I know something will happen, and I'll figure out what the offer looks like, but I just need to commit to doing it first. And so I put out my phone and I messaged Kayleigh over there. I said, kaylee, I have a special offer for you. And she's like, what is it? What is it? I'll tell you tomorrow. No, tell me now. Okay, I'll tell you now. I got a 100k offer. I had no idea what the 100k offer was. This is right in front of Myron. I'm doing it right in front of Myron. And she's like. And I asked her, do you trust me? She said, yes. Cool. I need 10k down now. And I'll tell you more about what the offer is tomorrow. And had no idea what the offer was. No idea. And then she put it down, done, celebrated. And that was the beginning of the first Karnak offer. And now I know exactly what that offer is. And part of it was like, now she's here because part of that. But now we're spending so much time together on this whole week together. And I'll be able to personally help her, both her and Sarah with their business. And the clarity came only because I committed to that offer first. It's crazy what you can create once you commit. A lack of creativeness always is a result of a lack of commitment, period. Always. And so when you commit first, creativeness happens, resourcefulness happens. These things happen. You can't think of those things until you commit first. And so that story of me going to the Gold coast and back and making within one minute was the biggest lesson I learned, is when you commit first, the world will part ways for you. And that's how. That's how you win in life. So that being said, how am I going with time, Austin? I've gone Good, Good, good, good. Cool. All right, so if we got some time up, I mean, you know, I'm happy to open for some questions or anything you may have or help you get unstuck, but that was the journey for me, and I just want to era. I can't thank Eileen enough for starting that journey only a couple of months ago and believing in me and believing that I had something in me and 100k offered me and then became Mari and then Russell believing it. And so I think when we're around people who see bigger things in us than we can see in ourselves, then we're in the right room. And sometimes we can feel like an imposter. Like, oh, my gosh, do I even deserve to be here? Am I good enough to be here? But that's what you should be feeling. That's what you should be feeling every single day, and that's when you know you're in the right room. So that being said, thank you so much, and I appreciate you all.

Cool. I'm happy to take questions or anything. How would you like Eileen yet?

Hi, I'm Elizabeth Trich. Thanks. Such great stories. I love that. Commit first. Creativity will come. My words were, the world will part for you. So my question is, when you're doing the one to one masterclass.

How much engagement are you getting?

A lot. Here's a big misconception. This is what Russell asked me, too. It's like Richmond. What about time wasting? What about time wastes? Like, you know, tire kickers, People like, oh, my gosh, they're coming to waste your time, and you just gave them three or four hours or five sessions. Like, whoa. And here's. Here's. And I thought that too, but here's the. One of the misconceptions, and it's actually the opposite. So if everyone just pulls out their phone for a second, right? I want you to check something on your phone. Like, on my phone, I've got the first page of apps. I got four by five. So 20 apps, and I got 20 apps, and that's all I got. I can scroll twice. That's it. I wonder how many times can you scroll in your phone?

Simple. That's awesome. Twice. This is a cool room. I wouldn't imagine, but sometimes I ask some rooms and they say, I got 13 pages. You know, distraction, distraction. 10 years ago, there's no such thing as shiny object Syndrome, right? No, no. What are you talking about? But now there is. Because every app on your phone is designed for one thing, is to get your attention. Attention. So you get your data, because data's the new oil. And so every app on your phone is fighting for your attention. Facebook, WhatsApp, Instagram, tick tock, messenger, email, Spotify, Audible, Voxer, YouTube, chat, GBT, everything. Everything. And so we live in a world where it's so hard to get someone's attention now. It's harder than ever before. And this is just your phone yet alone. Netflix, spouse, kids, business, everything. It's just really, really hard to have someone's attention right now. And that's a really valuable commodity. And so if you come across a tire kicker or a time waster, they, they, no one's going to give you three, four hours of one on one attention if they didn't have a problem they won't solve now. It's crazy whether it's in a masterclass or a tiny challenge. And so they come pre qualified if they were not really up for it. Like they're giving away their time to you and their attention, which I believe is more valuable than their money. When they could, if they weren't really serious, they'll just do a group thing and have the camera off on zoom or attend half and watch Team Replay. That's kind of what they do. But on this, this model and this framework, you will naturally attract the highest qualified person in front of you because they're giving you all their attention. And there's no way, if you do that on zoom that they're going to have the camera off. Yeah, that would be just extremely rude. But it just wouldn't happen because they're there. It's like, wow, I'm so busy. Everything's trying to get my attention, but my next three hours is just for you. And then your job is to present Arlene's framework and just crush it. Just crush it. And if. And the worst thing that can happen is that you get data that you could never ever get before. Yeah. The best thing that could happen is you may come in there with thinking, oh my gosh. So the tiny challenge I did last week, like just last five days, I thought. So the participant I chose, I thought, yeah, you know, at the end of it, I'll probably present to her a 25k off. I didn't really know what I was going to present to her to be honest. I just thought after day one and two, I'll elicit what she needs. I'll find out what she wants. I'll hear some of her frustrations. And now probably think of some 25k offer. After those first two days, which is, which worked out to be about 90 minutes total, I realized, whoa, I actually can help more of what she needs now. And that's when I decided I'm not leaving an offer 25. I'm going to do a 100k offer. And so you may get some clients and after an hour just learning about them, you're like this person, you know what, let's just do this. And then you present a super high ticket offer. And that's the upside. It's not restricted to just one thing that you're thinking because it's so customized and tanning. You do that ten times over. Then. Then you see some patterns, you see some common themes, and then suddenly you can launch it on a sales page, launch it on an actual group setting, and launch it as a, as a big offer to a front of one too many people. And that's, that's when it can scale much better. Cause now you've got more than just one validation, but you've got multiple points of validation. Yeah. So that's, that's how it kind of works. I don't know if that answered your question.

It was about engagement with them.

Yeah. Yeah. Like, I mean, yeah, you do. It's a conversation. It's not, it's not like, you know, I'm speaking one to a group and you know, it's, it's really like a dialogue and, you know, asking more questions rather than presenting. And so it takes away the skill set of even needing to present. Yeah. Because if you, like when you're, you know, obviously at some point you want to be a great presenter, but if you're starting out and you don't have many clients, then, you know, you need those, you need the skill set. So keep it more like a dialogue. Ask questions, nod like what you're doing now and tell me more. Tell me what else? What else? Tell me more. What else? Oh, great, cool. Okay, we're going to do this. And so you may teach them a framework on. For example, I might teach them on niching. I'm like, okay, today I'm going to talk about your niche. I'll go, niche is not a tattoo. Okay, great. Tell me more about your history. And then you kind of work it out with them. And then at the end of it, I might ask a question of, okay, so any limiting beliefs around this niche? Oh, they can't pay. They don't have the money. Cool. Then you break that down and you talk about that with them. So it's so personalized. Whereas you would never get an opportunity to do that in a, in a group setting. Yeah.

Hi, I'm Azure. Thank you so much for this.

You're welcome.

Very cool. I loved. I didn't have the luxury of time and, and at the same time you're, you're telling us to honor people's time and our, I mean time is, it's, it's money. So my question is a little logistical to build off of. Elizabeth, you, you've mentioned that you had someone you're doing the one on one time with, but then you were selling seats, the shadow seats. Love that. Did the person who was doing the one on one pay you for the challenge? Mini. Did they pay you at all or how were you, you, you mentioned they were pre qualified. How were you pre qualifying them and, or were they already clients of yours?

Could you talk about that a little bit? They were already clients. They were already clients. So I, I did it for the shadow, for the shadow seating strategy. I already picked someone that I knew that was going to be like a dream to coach, you know what I mean? But otherwise, like, I mean if you're doing shadow setting, I would not pick because it couldn't be dangerous. Like you pick the wrong person and it's like, ah, you know, it just kind of a nightmare. So I picked people who already, already love me. And I mean, I'm sure you guys will have that in your world. So for shadow seating it's a bit more of a, I guess start with like a free kind of, you know, one on one kind of thing and then do enough of those and then eventually you'll transcend to shadow setting and do it to people who, you know, it's going to be a great experience for both parts parties. And yes, I have charged and I haven't charged as well. When I say I charge, I charge $5,000. And the one I didn't charge for, but she's already paid me $25,000 so, so she's already an existing client, high ticket client. And so more of a demonstration and the trade off for that for me not charging her that 5,000 because, and I said to her, because I want to use this in an Evergreen training.

Because that's what I want to sell. And so I won't charge you the 5,000, but I, I want your full permission for me to use this Evergreen. And now that what we just did last week Will be Evergreen. If people like you want to see Richmond do a tiny challenge, boom, here, watch out on Evergreen. And I present the offer. And, you know, same thing. Yeah.

With the shadow seating, how does that work logistically? Do you have them up on Zoom, but their cameras are off, or do you.

The cameras are on. Their cameras are on. But I basically, this is how I pre frame it. So it's just me and the other person in Zoom. We're both spotlighted, and that's just us. I have the other people I might open up saying, hey, welcome. Today I'm going to be coaching Darlene, you know, and she's gracefully given up her time for us, and please hold space for her. She maybe have some vulnerable moments where some tears may get. Dig deep and all that kind of stuff. Everything is mentioned here is kept here private in case you want to mention anything. It's, you know, private and confidential. And then I say to Darlene, Darlene, let's pretend no one's here. And I'm going to pretend no one's here. And I don't even talk to the room after that. I'll just go, ring, ring, ring, hey, Darlene. And boom, we're in. And she doesn't talk to the room, she talks to me. We end the call, I sign some homework. Done. And then now I go back to the room and allow for some questions. And that's where they get the value from paying.

So your client knows that they're being.

Yeah, they agreed to it beforehand. Wow. Yeah. Yeah, 100%.

It's like a win, win because you present to them an irresistible offer to get coached by you one on one. And it's like. But the trade off is there's shadow seats. And then maybe the other trade off is I'm going to use it as evergreen training. And they're like, okay, done. It's a win, win, win situation.

Hi.

If you're just starting out, how do you spread the message? Worried about tiny challenges?

Yeah. Or tiny master class.

Or tiny master classes.

Yeah. Cool. You don't need much of a follow. If you got one, like, on that, you got one. You know what I'm saying? It's because it's 100% show rate. So I would do a. I would do a call to action post, you know, on Facebook, I don't know what you guys call it, but we call it postcard, where you can write 100 characters and it goes in that big. You can do that, Whatever that's called. Do you do like, hey, I'm Looking to work with someone one on one for three hours or four hours or five days or whatever it is to help them solve this problem. And they're taking one person, right? And that's it. And that's a call to action post and people put up their hand for it. Or you can do a real 90 second reel. Those two platforms right now are working best for call to action posts. So the posting on Facebook or a 90 second reel and it's a direct call to action, state what they're going to get out of it, what the biggest pain point is, and then I guess some scarcity and urgency because it's legit.

It's.

You can only take on this one person a week or two people a week or something like that.

No, no, no. Exactly. Yeah, yeah, yeah. Free. Free, free. That's correct. Yeah, yeah. I wouldn't do paid unless it's a warm list. Yeah, I wouldn't do paid because then you got to, you know, take me through a sales funnel and all that kind of st.

Oh, you got it. Yeah, man. Thank you for being here. I know that sounds like the nice thing to say, but like, genuinely thank you for being here. Welcome. Since you discovered this tiny challenge, it sounds like it's really beneficial for when like you haven't done one before and there's a lot of fear behind it. Is there certain circumstances where you would pick doing this over a regular challenge? Like, is there any cons that are missing in the tiny challenge? Yeah, yeah, I believe, I really, really believe the future, future of marketing is demonstration of competency.

Actual demonstration of competency, not demonstration of marketing and sales skill set. Because everybody here is well versed on, you know, oh my gosh, it's just a sales pitch. But when you can demonstrate competency through a tiny masterclass or tiny challenge and sell shadow seeds, people see your competency and they buy that. They're like, whoa, I want that kind of coaching for me because there's. I'm not, I'm not. There's no like, you know, there's no, you know what I mean? There's no like of that salesy kind of. Nothing wrong with sales. I love selling, I love marketing. But I do believe there's this pocket here where you can sell just as well. Even better by just demonstrating competency through selling shadow seating to what you're actually doing. And if you've done enough of those one on ones, 100, 200, whoa. You're competent and you sell that any day of the week.

Thank you. You're welcome.

So a new coach who is just starting off, they decide to do a free masterclass to a one on one person individually. Going into this, would you recommend that this coach pre frames by asking the prospect, hey, we're going to spend this much time together. If everything made sense, would you be open and willing to invest with me? Or is that not even something you're putting in the process? Qualifying factors. So first things first. Know that no one gives out three hours at a time if they weren't committed. Like, think about it. Like I thought about even, like if someone said, hey, if I went to the gym, hey, Richmond, I'm giving out a three hour, you know, CrossFit class.

If I, and it's free. If I opted in for a three hour CrossFit class, I want some change in my life. So understand like that's. You know what I'm saying? So already that's committed. Like they, they committed. However, yes, you do use that pre frame and I use that pre frame in the opening five minutes of the, of the mini challenge. Mini master class or before even booking. No, no, no, no, not before, not on the, on the call. So there's a few hurdles they have to go through before they get on the call, but I wouldn't use that before that. So a few hurdles such as how committed are you? 10 out of 10. They have to score 10. And we do three different types of commitment. Number one. And they choose number one. You can do a donation to charity. It's like, hey, look, just before we get started, would you be willing to donate $20 to charity or $50 to charity of your choice? Not to me, of your choice. And because when you give, you open yourself up to receiving and I'd like for you to be open to receiving over the next three hours or over the next thing. So that's a frame. That's what, that works really well. Or you can have them write a handwritten letter like I, John, or I, Mary, commit to da da da da da, and you write the script and then they write it and they take a picture, they send it to you. So that's another one that you can do. Or it can be a fully refundable deposit of $100, $50. They get it back at the end of three hours or the five days. But lo and behold, that goes towards the deposit of your program.

Thank you. Yeah.

Did you mention the program?

No, not, not, not before they get on. Not before. So we only go through those hurdles to pre qualify them with a deposit, the letter or the refundable. And if they do all those things and they're giving up three hours, they're committed and then the opening five minutes of that call. Say, by the way, if you're loving this and you don't want the momentum to stop, I have an offer for you and would it be okay if I present it towards end and you know, you go through that kind of conversation. Yeah, I know it's 50. 50. Some people don't like to tell people they're about to sell them, but some people do. I don't know. I know.

Myron likes to tell you that he's going to sell you. Russell doesn't tell you, so. But they both sell really well. So either. Either. It depends on your personality.

And you reveal the price also in.

The first five minutes. Yep. Yeah, I do. But again, different, you know, like, you know, just depends on the personality. Depends on the personality. Yeah. I don't think there's any right or wrong. It's just more of not so much the right and wrong. It's more of your confidence in delivering it. That's the more important part. So if you're. If you're not confident pre framing, then that's okay. You don't need to do it. But if you are, then, you know, say you can do it.

Okay.

I have the mic. So.

I was just curious about. I'm just thinking through, like, the lens of a lot of my clients. Like, they're healers and they work in the mindset space or, you know, like really deep stuff, trauma work.

How. How are you? And I know you and I are both business coaches, so it's a little different. But for maybe one of your clients that's in that space, like, does that get a little weird? Like, do you know what I mean? Like, having somebody coaching somebody for that amount of time about, like d. Trauma. Like, I'm just thinking about this through, like, if I were to suggest something like this, my clients. Am I making sense with.

With a shadow seat, you mean, or.

Yeah, with the shadow seat. Like when you're dealing with, like, not a business coaching offer.

Yeah, yeah, yeah. You'd be surprised. You'd be surprised. So the person I took through the. The tiny challenge this week, she's a. She's a widow coach. So she lost her husband and there's some, you know, she's. Yeah. And I didn't. I learned a lot. I like, one of the biggest fears is finding love again because that person could die before them again, you know, and it's like, wow, Never thought about that. But it, it makes sense. Like then they're so, they're, they're so hesitant to find love again because they could cannot live with another loss of their partner dying before them again, you know, and, and she cried on call number one. She was in tears and stuff, but she was open and she was ready to, you know, she was, maybe she was at the stage where she was comfortable or maybe. Yeah. So I think if you like that's when I opened up the call. I make sure that everyone holds a really safe space for them and this is all confidential and you know, people can feel the energy in the room. So it's our role to create that space. Yeah, but if they don't want to, then that's okay too. At least I don't think everyone's going to say yes to it. But you'll be surprised on more people we're willing to do that and I think it's more healing for them too to, to have people know that they're not alone. Yeah.

Thank you so much for this. This is awesome. So I'm thinking about corporate offers and specifically sometimes the, the four hour masterclass, it's, it's a lot of time for an executive to take out from their day. So when you, we were mentioning earlier about breaking it up into multiple events, is it consecutively like Monday through Friday when we're talking about a master class. So how do you set that up?

Yeah, well that, that's a good point. Like, I mean, because four hours is a big chunk of time. It is for some people. Hey. And so I suppose if that's the case, you could do two, two hours. The closer you finish it, the higher the conversion. And so like our students who stretch like a five day challenge, because tiny challenge is so flexible. That's the best thing about it. It's not. Has to be Monday, Tuesday, Wednesday, same time every day. Because it's, it's a tiny challenge. It's one on one. Like you can do it anytime. And some people take two weeks to complete the five course and there's a correlation between how quickly you complete that process to making this out at the end. So the quicker the better. Yeah. Two in the morning, two in the night. Yeah, maybe. Yeah.

Thank you so much for this. It's amazing. I'm Dr. Tooby, by the way.

My question is how does this diff.

Differ from a VIP day? Like if. Because I don't see a lot of bits or anything coming. If you're doing, if you're doing that Then I would charge for it. So, so there's like free, like tiny challenge and then there's a paid. So the paid is more. If you're wanting to, because the free is more about front end bringing people into your pipeline and it's more about getting started. You don't have a big list. It's like overwhelming. It's like, ah, now I have to launch it now to fill up a room. It's stressful. It's really stressful when you're trying to get 100 people in the room or even 50 people in a room. But this just removes all the overwhelm. And once you've done 5, 10, 15 of these and you built the confidence then, then you can do either group or you can start doing high ticket timing. So I guess what I mean is if I do a coach, like I pick someone and I coach them individually and I want to pitch them my.

VIP day where we go further and deeper. What is the difference of what I'm.

What I'm doing with them in that tiny challenge? Where does bits come into this? Or like are we strictly just giving them all we got for four to five hours or days? And then how do we differentiate that from what we're going to sell them? Yeah, that's a good question. So it, what you notice like where, where are they on their, I guess, journey? You know what I mean? Like if what would be an example of a niche or an avatar, what their problem would work with a business owner. Yeah, exactly. So if the business owner is like that beginner level, you know.

It really depends on their mindset really. I mean I can't, I don't really want to pigeonhole like just beginners and they're not, you know, you'll never pitch 100k offer to a beginner. You could and it works really well. Just depends on where their mindset is at. And so you could very much, well teach very similar things. But if you find and you start to realize, well, this person's a high level person, they're ready to go all in and do whatever it takes, then I would pitch 100k offer. Very much like when I did it to Darlene, the person I just pitched it to, I didn't think to pitch 100k offer, but after the two sessions were like, she's ready for it. And so I just did it, you know, so. And that's what you'll figure out. So it may not be too much different. It's. I know it sounds funny, but the funny thing is.

You can sell the same story to a room that hasn't paid you any money, and it'll be less impactful to a room who has paid you money. You know, the same story. The same story. It's just, it's a funny thing about, you know, when you. When you pay attention and, yeah, anyone who's been to a Tony Robbins event who's going funnel Hacking live, actually, yeah, if you've seen Tony Robbins before, you can go on YouTube and watch Pretty much every story he's going to tell you on day four of fun Hacking Live. But now you're in the room, it just feels different. But it's the same story. It's exactly the same, and it's just so impactful.

Thank you.

Ladies and gentlemen, let's thank and express our appreciation to Richmond in. Come on, make some noise. Let's go. That was amazing.