How Richmond Dinh Uses "Tiny Challenges" To Skyrocket Sales

I believe in the next six months or once tiny challenges become the thing, there'll be no more pro bono coaching. Like, like, tiny challenge will be the immediate next step. Like pro bono will be dead.

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, I said it like I had like a million dollar idea right as you said that. K I legit, like blow, like right now. You guys freaking out a little bit too, huh?

Hey, everybo, 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, it had like 10,000 people or a challenge that all these things. A lot of times people are beginning get overwhelmed and just like, man, I can't do that. Like, I don't have the ability to have a challenge with a thousand people. Or if I did have a challenge, thousand people that freak me out because I got a thousand people I talked 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 talking about, but they get scared. And so the guest I have today is actually someone who I've been watching, 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. Tiny 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 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 Din. 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 they. You've been in, in our inner circle now for how many years?

Yeah, a bit over two years now.

Two years.

I've got the two year. Painful.

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

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

Yeah, that's awesome. All right, 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 it, do a challenge, only a couple people show up they think was a failure, and for you, it became like, everything. So I'm just curious the backstory behind this.

Yeah, well, the backstory is four 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 was. 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 asked a question, I couldn't answer it. Or worse yet, like, how do I market and how do I do it? 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 audience five 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. 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, it'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. 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 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 that might be an actually 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, 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 8pm, 8am 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, and that's how that was born, the whole one on one challenge.

Interesting. When you talked about how like if one person showed 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 with Dan Kennedy, event, he was talking about doing events. I'm going to do an event. So I remember we, we, we read it, we got some direct mail lists, we sent postcards to people, we ran a radio ad and we had like a hundred people sign up for this event. And we were gonna do it three times during the 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 it's 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 two people walked in and one sat in the very back and one sat in the very front and, 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 two 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 last. And 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 get a thousand people, that's scary. Especially if I'm new yet one. And so when you did, I'm curious that you had the idea, was this, 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, I'm always asking myself the question, if I had to start all over, what would I do? And when I started seven years ago, there was no challenge. Like, challenges wasn't really anything. 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 six weeks, one call per week. And I thought, wow, if, if we did a one on one challenge, it'll compress that pro bono journey from six weeks into five days. And you're basically 6Xing 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 is the way. And we've got students who made $100,000 just from this faster than ever. Just from the tiny challenge, the one on one challenge, it's. I couldn't believe that they could get to a hundred thousand. I thought, yes, this would be a great way to get to your first 20, 30, 40, 50,000 for sure. But they're doing all the way to 100,000. Now they've 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?

Yeah. Well, I got to give credit. I did trade market. Yeah. And that was credit to Pedro because I was at Pedro's house and I said, hey, Pedro, of your beginner students. Like, the group challenge is overwhelming. We've actually been teaching one on one challenges to help and get the first 25, 50K. And it'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 know, well, you got to come up with a fancy name because otherwise you got to have a good marketing angle. So we're brainstorming, and we should have called it, like, the mini one or, you know, micro. And we came with Tiny. And Tiny was just. Just the perfect name. And then said to me, richmond, like, that's the name, and you got to go trademark it. I'm like, okay, I'm gonna go trademark it. So that's what we did.

Oh, that's cool. So tiny challenge is a thing. It's official. Okay, so walk me through just how it works. Like, what. What are your students doing? Or how did you do it? I'm just curious, like, from everything. From how do you structure? 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 core one, I go through, like, a framework called, like, the 5s, which means you can identify what are their fears, frustrations, what their future, like, what do they want in the next five days, in the next 12 months? Where have they failed in the past? And then what are they. 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 is topics are 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 five 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 five days that. 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 and then you do that five 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. And that's why when they transition from tiny to group challenges, the message is on point, the hook is on point, the offer's on point, and they're not going to do a challenge to 100 people and flop it.

Yeah. So fascinating. I think some 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 inner circle for a long time, like she came in as soon as she learned about funnels within, like she launched her first funnel within like eight months at two comma club. And within like a year and a half, this two common club acts like really fast. And I asked me, how did you do this? She's like, we. Well, I spent the first two years of my business going door to door pitching my soap. And then I did farmers markets pitching my soap. And she like had done so much by time that like she did a funnel. It was like, oh, just pitch my soap. I've done it a million. I know what people's concerns are, the hot buttons. I think that like when someone's walking past a farm market, it gets them to stop. Right, there's my hook. And like she knew all this things cause 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 was actually important. Like you said, the data is powerful because really quickly you also get here 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 create the things you need to do.

So.

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, well we'll recommend like 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 got a social media profile, like just put a post up that I hey, I'm offering a one on one thing for five 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 be around them.

But we haven't had a problem with people not being able to get it organically for we have a referral strategy too. It's like, hey, if you love this, I would love to two of your friends who would love this same experience and that's kind of how we grow it.

Okay. And then in theory would they do the actual two people or they just do two separate?

Two separate, yeah, like I would recommend they do it at least minimum 10 times. And so if they're selling a $3,000 offer or 5,000, I can, they're going to make about 30 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 still 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 it's 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 no's in a row because you're always iterating and getting feedback.

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

Yeah, there is 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 three 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 you have like a pre written letter and say, I just want you to feel that 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 there are no time wasters in a, in a tiny challenge because no one turns up for five days to waste your time. People will download a free guide and wait, like, you know what I mean? No one does that. People, if they're going to waste time, they'll go to other methods, but they won't stay for five days unless they were actually wanting change. So you're actually qualifying them through the five days anyway because otherwise they wouldn't show up. They actually want help. Yeah.

Interesting. Do people do all three of those or pick one or 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, YouTube, remind me to come back and drop this one because I said like I had like a million dollar idea right as you said that. K. So remember coming back.

All right?

Okay. So they message their friends, there's a filtering process, they come through. There's a five day challenge. Day number one, you said it's the five Fs. Walk through the five Fs again.

Yep. What's it, what's. First of all, paint the future. Meaning what do they want? What's the goals for the next 12 months with their biggest frustrations? Where have they failed in the past? Where have you Tried and failed. Fourth F is what are their fears? What are the 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 five days. Hey, if you've loved this, and this has been in my experience, would it be okay with you if I present to you what working with me on a paid basis looks like on day five? And so you're getting the permission there.

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

Day number two is content piece number one, 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 and A after the homework.

We do the homework with them on the call.

Yeah, yeah, yeah. With challenge homework, what we suggest is make the homework small, meaning, like all tiny. That takes less than five 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. Kind of like running a workshop or created event. Like, when you do it on the event on the core, 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 five minutes to do it. Yeah.

Okay. Very cool. So that's the content that's going to be happening. So content piece one, day three is content piece two, day four. So then when do you transition to the pitch? How does that.

Yeah, Yep. So day five. Day five is recap the five days. Let's recap what we did in the last five days. Amazing. Then we asked for referral. Hey, remember, referral. If you love. Can you think of two people that would love this? And then we transition into the. The offer. And so at that point, it's like, hey, remember day one I mentioned if it's okay by presenting what working with looks like, and you transition to the office. So the reason why we're doing that sequence is because we want to make sure that they feel good about the five days. They would 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 sixth call for, you know, another Enrollment call. Because I 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 five, it's like, we'll book in call number six 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?

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 gotta 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. And that makes sense 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, 40, $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 five minutes ago when you were saying that, I was just like. Because first I'm like, oh, this is 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 five day, one on one challenge. And I put out to my. To my audience at this point, and I'm like, you're in 51 hours with me. We're going through a process and a framework to get you. And maybe it's webinars. I'll help you to structure and build out a webinar. It's $100,000 for five day challenge, one on one with me. I think I could sell that.

I think I could sell.

Yeah, I think I could sell five or 10 of them, maybe one a week for the next 10 weeks. Right. And then structure that the five days and the end of the five days to say something like, hey, based on this, you know, you paid 100 grand for this, I have a $250,000 offer where you actually come out here for a. For a full one 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 grand. You already spent 100, so we'll apply that. So it's like 150 grand. You do that. Like I could sell 100 grand tiny challenge into a $250,000 consulting day.

I think that is so cool.

Isn't that interesting.

Challenges, like, because I.

Think about like the big challenge challenge.

Because the big challenges are we like I love big, obviously, I love big challenges. A lot of people out of mass, but you know, you're selling, you're selling a thousand dollar offer, whatever. And so there's like, you know, the people want premium, the people want low ticket. 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 five one hour calls with me for a week, at the end of it pitched, I get to come hang out with him. He's gonna write my copy for like done. I'm think twice about it. You know what I mean? Like, 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. Now they've got me thinking, wow, that's amazing.

All right, this is now tiny challenges. Two huge challenges.

Anyway.

Oh, that's cool. Okay, sorry, back to.

It doesn't have to be five. It could be three calls. We recommend minimum three calls, maximum seven calls. So three to seven is a sweet spot. Five is just a good number.

Very cool. Okay, so now I want some data based on the clients and students you have going through this process. Like what? And I know with closed 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? 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 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. And that's. She came 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 was she selling them? Cursound?

5000. 5000. It didn't start 5000. The first one's 2000 and it went up.

You're more confident.

Yeah, of course. Better.

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?

Yeah, more of the same. More of the same. So, so basically they got five days of one on one and then you're selling like what you said, like a one day, one on one or they usually sell like three months or six 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 challenges. The next stage. But actually one of my students did what she called a hybrid challenge. Like, what's that? Because she had. She transitioned from tiny to group, but then she had like 10 people in the group. Only five could show up. And I said, what did you do with other five? 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 group to people who could show up to the group calls and then the people couldn't show up. She did a more than one.

Interesting. What if we did. I saw another idea. What if you did something where again, I'm thinking about my life. If I do a hundred thousand dollar five 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 hundred grand a person and they 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'd be.

That was more valuable for me than. Yeah, than that. Yeah.

Richmond flew 18 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. There's so many iterations off of this that are really interesting and fascinating.

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 be amazing.

So cool. Okay, my next question for you then. So you talked about how some of your clients have gotten to these high. You know, it wasn't just like they made 30 grand or 50, like they're getting higher levels. Is it mostly just they keep doing it or 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 the.

The what they're making through these, through these funnels?

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

Make the time work whenever they. They're going to schedule it.

Exactly.

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 six coaching. And they're expecting coaching calls with a 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 six 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.

So fascinating. I didn't know. It's actually because lead gen simple on this. The funnel's simple. The faults are simple. The sales script is simple. The tech, tech is simple.

And the hardest is to help someone make the first 10k. Like that is the hardest dollar.

Yeah, man. Such a cool thing. Well, dang, what are we missing? What are other things people should be.

Thinking about with tiny challenges? I would Say I legit like blow.

Like right now you guys freaking out a little bit too.

Oh, I love you. I love your million dollar idea like that. Is that a high ticket tiny challenge? Wow. Yeah.

Think about any market this 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 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 a million dollar 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 a 1:1 challenge like, like in my mind I get to be a complete beginner cuz it's not going to 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 until one on one we're going to race.

Because I'm going to do it tonight. Because I'm like, I was just thinking like just how cool would that be to. Anyway, 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 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 messaged me saying, hey, this is something I think that everybody in your community should be, 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, but means we'll be streaming all around the world. Funnel 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 I can, even though it's. It's virtual. But I wanted to structure it in a way where it's not just, you know, like some fun, like, lives. A lot of, like, random cool presentations about different things you could do. And last year's funnel lives 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, what? That's the first day, right? And day number two, like, how do I go from, sorry, start up to like six figures? Day number two is like six figures to seven. Day three, seven to eight. And day four is, is eight and beyond, right? So day four, we have a couple billionaires who can come speak, which is really, really cool. But day number one, I'm like, I'm like, what are the things that anybody could do right out of the gate? And you are actually the very first person that I've asked to speak with on live this year because I wanted you to show this things. I think it's for so many people who have been struggling for so long, you know, they get, they struggle with the tech, the complication, the stress, like all the. There's so many things to be successful. We're here. If you have a message, if you have something that can change somebody's life legitimately, you can do this that fast, it's not going to cost you money.