How To Handle High Ticket Objections | Real $35,000 Live Demonstration (Then I Break It All Down)

In this video, you're going to see me handle a real-life $35,000 objection for a coaching client who did not have the money. Now, the worst way to handle any objection is to read a script because the energy behind the words are more important than the actual words because sales is just energy. And there's a lot of objection handling videos out there which give you what to say, and there's some of them which are a little bit better which tell you how to say it, but none of them All these gurus out there, none of them are actually showing you real-life examples of them practicing what they preach and handling the objections with the words they tell you to use and how to say it. And so in this video here, I'm going to share with you a real-life demonstration of me handling a $35,000 objection. It came off the back of my 3-day virtual business boot camp, an event that I run 3 times a year to beginner coaches. And at this event, I upsell my $35K.1 inner circle. Now this is for beginner coaches, and so this client here had never made money before in his business, and he's being presented a $35K offer. He was torn, he was on the fence. I got him up on stage and I handled the $35,000 objection on the spot. Now what you also see is at the end of this video here, my business partner who co-facilitates the event, Tony, he breaks down everything I did, what I said, why I said it, the sequence of why I said it, how I said it, so you can apply it to your business as well. And more importantly, at the end of that, I bowtie it and I'm gonna give you a framework, write it in, on how to understand objections and how to apply it to your offer, whether your offer is $35,000, $100,000, or even if it's a $1,000 offer, this principle works at any price point because it's not the price point that allowed me to get this offer over the line, it's how I handled the objection with the framework that I'm using. So watch this, enjoy, comment in the comment section below on what you're loving most. I read all the comments and I look forward to seeing you close better. What's up, Nicholas?

I wrote me and kind of regretted it. 'Cause there's a fear sitting inside. I've been sitting with that through the whole week, uh, 3 days.

Would you still like to have this conversation?

I couldn't quite hear you, Richmond.

Would you still like to have this conversation?

Yeah. Yeah. Okay.

Do you prefer Nick?

Uh, probably Nicholas. Nicholas.

Cool. Nicholas. So Nicholas, tell me more. Tell me more.

Uh, I have been doing coaching trauma therapy for a number of years, part-time, slowly, one day a week, 2 days a week. And, uh, earlier this year I left the Blue World. And haven't had the success that I would have liked. Haven't replaced the income, which wasn't huge anyway. Um, fear of success, fear of failure concurrently. The questioning myself, can I, can I do it? Can I go big? I've certainly had successes with clients, but can I, can I build the business to be what I want it to be? And listening to so many amazing people that are in this community, in this family, this does feel like family. It kind of feels like I'm scared to knock on the door. I love helping people, inspiring them to be more of what they can be. I'm feeling, um, can I pull it off? Is my commitment strong enough? I've certainly been inspired through the weekend. I, I didn't get as far as even typing in that for the interview because I don't have the income.

Anything else, Nick— Nicholas?

I feel like I'm in the right place. I don't know how to make that happen. And not that I thought that there's not a pathway. So sitting in the background, and I joined Tiny Academy and tried to put it on pause when I first joined because I had other things on my plate and sort of like going, well, okay, now's the time to To dive in and start going through the prompts and get my first tiny challenge up. And so feel like I'm standing at the starting line. Yeah.

So Nicholas, let's say you were to knock on that door. And it were to open, Yeah. What would you be most afraid of happening if you were to step in?

I'm taken back to when you did the decision-making around investments. And the last one, I can't remember exactly how it was framed of, you know, what's the worst thing? Would I lose money? And I Don't believe that I would. But if you ask me what's the worst thing that could happen is that, and I can, but I can only see that there's opportunity ahead of me if I was to step through. So it's my financial position is probably the biggest thing. It's kind of like, how do I afford to invest in myself?

What options do you have?

Get Tiny Challenges up and running and I'm serious. I mean, I'm doing other things as well and I have a few clients, but not the number of clients and not the dollar value commitment that I believe is available to me. I basically selling my services as a On a session-by-session basis, more or less. And recently I put together a program and I have sold one of those at $3,000 just recently, which is a step up for me.

Well done. Well done.

And I believe there's a lot more available.

Yeah. Great. I'm starting to see a slightly different person right now. Hmm. What else options do you have?

I can probably access some funds from a savings account. That's kind of like my safety net. That's enough. Been living off those funds in part. Um, so to take a chunk out, well, depends what value, but you know, so it depends on the values. Uh, if it's too big a chunk, then it doesn't feel viable because I don't know how long before the Money starts coming in. Not to say it wouldn't come in, just don't know when that would be. So, um, feels like there's a bit of trepidation there, or maybe a lot of trepidation. Yeah.

And what would you be most afraid of happening if that was the case? Let's just say you did tap into that fund and it didn't get topped up in the timeframe you wanted to, or ideally, what would you be most afraid of happening then?

Something just came up for me sitting in the background. I've got two, I'll say adult daughters, and one of them's unwell. And part of that, what I'll call my safety net money, which is kind of feel like might be there for my daughter with health issues, and. Already, I guess I'm struggling with— as a father, I wish I had more income, more ways I could help my daughters and with their health and stuff, and in particular one of them. Let's, uh, like the monkey with the jar, isn't it? Hanging on.

Possibly, yeah. Maybe, yeah. How old are your daughters? Tell me more about them.

27 and, uh, almost 24. And, uh, 27-year-old has a few months ago come back from, uh, having lived in Mexico for 5 and a half years and broken marriage and some health issues, as I mentioned, and going to need an operation. She doesn't have private health insurance, and so it's finding some money for an operation there, contributing to that. So she's going through a difficult period at the moment, but Being able to support her emotionally as well is wonderful. But feel at least she's in Australia, and between myself and my ex-wife, her mum, we're working together to look after her. And my 24-year-old is not talking to me, hasn't for 2 and a half years. Is that pain and burden I carry? I definitely want to succeed. For them, both as a role model and I'd like to leave them something when my time comes. And at this rate, I don't feel like I'd be leaving them anything, so it feels pretty shit.

So Nicholas, where to from here?

Been asking me that, myself, that for 2 days. I don't, I, I don't know. I feel, feel like I want to move and feel like my feet are stuck. Yeah.

Can you at least wiggle your toes?

Hmm. Go yes.

Yeah. Cool.

I can even dance when Tony asked me to.

Cool. Stuck, but just stuck in the same spot dancing, wiggling the toes.

A bit like that.

Yeah, yeah, cool. How far could you move your feet?

What do you mean by that?

Meaning we can wiggle our toes, we can dance a bit. Can you step forward?

I believe so, yeah,

yeah.

I mean, that's, yes, that's, that is the, an easy answer. But what am I stepping forward into? I guess.

Good question.

Yeah. You know, if I bring it back to, I made a comment before that's like wanting to dive into developing Tiny Challenge for my business. So that's already decision made. And being here is part of that action taking. And I said I paused, I signed up for Tiny Academy, but I haven't really done anything. So it was kind of like, you know, Monday, start of the new day, or, you know, this boot camp leading into next week is now it's time to really get involved and learn about it and start going through the prompts and all that sort of thing. And Launch Tiny Challenge. Yeah. So can I move forward? Yeah, that, that intention was there.

Yeah, but what's the real step forward, right?

What's that?

What's the real step forward? Is that the question? What's the action?

I guess so.

Yeah.

How big is it?

How big is it? Yeah. Nicholas, were you around today? You've been here the whole day?

Pretty much.

Yeah. Yeah.

Toilet break or something. But yeah.

Yeah. Yeah. Yeah. Do you remember when I talked about the compass?

I won't say in detail. I remember you talking about it.

Yeah, just briefly about the compass, how, um, it starts in our internal gut or intuition or whatever you want to call it, right? What does your internal compass or gut or intuition say that next step needs to be for you? What do you secretly wish or know it needs to be?

Feeling a mix at the moment. I, um, there's been so many Inspiring shares and stories around Point One and, and what it has done for people. And, and so the, the social proof is definitely there, and it sounds inspiring. Um, and to really step into that family It's really inviting. And there's probably the more cautious side of me going, already got this certain amount of information and training and whatever available to me through Tiny Academy, which I know is not the full the full picture, saying, well, maybe you should get that developed first and then step into Point One. But then I think it was Tracey, from memory, said something about— now mind you, she came off the back of a big income, but it's like, well, I'm going to be paying for Point One sometime. Do I do it now? May as well do it now. And so I heard that, and, and that makes total sense. And there's no offense, Tracy, but there's a little part of me that just went, yes, but you're in a different financial capability. Because there's a part of me going, I wish I could do that. So there is a bit of a— my maverick side and my conservative side are— I'm feeling a bit torn.

Yeah. Sure, they were friends at some point in your life. Hey Nicholas, can I get your permission to guide and lead you in this moment?

Be appreciated.

Only if you feel safe, and I want to make sure that you feel safe with me Holding your hand while you probably have some sort of blindfold on right now, but only if you feel safe.

Um, the easy answer, yes. Yeah, high trust.

Thank you.

And I thank you for what you've shared over the weekend because that has built that trust and, and, and all the other people that have been spotlighted have also, um, provided that. So yes,

means a lot.

Thank you.

I normally don't like to share stories or anything because it almost seems like I'm making this conversation about me and it's not about me. But if it's okay with you, maybe a 2-minute story. That might help me guide you to the next step, if that's okay with you.

Please.

Um, and you may have seen this, maybe seen me post this online, because I have posted online. When I was $1.2 million in debt and facing bankruptcy, I was earning $120K a year in optom, and that's— it was pretty good. You know, it's not terrible, not great, but when you live in Sydney, it's probably not enough, right? Um, where do you live, by the way?

Brisbane.

Yeah, so you know Mermaid Waters and you know like all that, the story.

I was following your story. I was on every— I was at every stop.

Yeah, yeah, yeah. Griffith Hospital Station was the furthest stop that I went to that I had to get off to go to. Yep, cool, very cool. Um, so I was earning $120K a year, and I had— and the reason why I was about to go bankrupt was because I had $1.2 million in debt because I bought mining town properties in Queensland and they weren't getting serviced. And so I was— I had to pay $60,000 a year in just interest only on that $1.2 million. It's 5% interest, and I was earning $120K. Before tax, and after tax it's around about $90,000. And so $60,000 was gone, which means I only had $30,000 to live. And I did have a bit of savings, but I was going backwards fast, you know, living in Sydney, wife, 1-year-old, all that kind of stuff. And that was a problem. And I thought The problem was because I had the $60K coming out every year, and so I was stuck. And I thought my only option was to go bankrupt, and that's why I explored that route. And in order to go bankrupt, you've got to kind of spend all your money because they're going to take it all, right? So I had $50,000 in savings.

If I can just interrupt, I used to work in— I used to work in insolvency.

Wow. So now you, now you can tell me the truth.

I have seen those people with those, those mining town properties and that end up going bankrupt.

Yes. Well, that's part of the story. Yeah. Because the banks were getting bad press, as you, as you know, right? And so they were just wiping the loans clean and I chose not to do that, but that's a different part. Um, but so I had $50,000 left and I decided, well, I'm gonna go bankrupt, I've got to spend this $50,000. And I spent it on coaching because I— if I spent it on a car, they'll sell the car, all that kind of stuff, right? But I spent it on, on coaching. I got myself a one-on-one coach, spent it on Tony Robbins, uh, Scott Harris, and I, I blew all of it in personal development because I knew that Worst case scenario, went through my whole filter, at least I'll end up with some learnings, right? And then my personal coach said to me, Richmond, you're troubleshooting the wrong problem. Your problem is not the fact that you're in $1.2 million debt and paying $60 grand a year. The problem is you're not making enough money and that's why it's hurting you. See, would a person making $1 million a year with $60 grand in debt they have to pay, would it hurt them? It wouldn't even pinch them. And I thought, wow. And that was the aha moment I needed to say I actually do have options. I, I never thought about figuring out a way to make more money, even— and I never even entertained the idea that I could make more money outside optometry. The whole side hustle thing wasn't anything to me. And so the whole idea of planting that seed of being an entrepreneur and going to coaching and doing this thing and building a business was like, well, if I just make even $250,000, that $60,000 won't hurt that much. If I make $500,000, then that $60,000 won't even— I wouldn't even feel it. If I make $1 million, then it'll be like just paying the water bill. And I get water's expensive, but that was my realization. And so that's what I strived to do before I went bankrupt. And I built up a successful business, and to this day I still have that debt. And I know I can wipe it off because I know what you're talking about, right? But it's probably too late now. But I still have that debt because I realized that I was stuck because I didn't know what my options were. And that was my big aha moment, and I was troubleshooting down the wrong problem. And so I share that with you, Nick, because sometimes we get stuck because we don't know what our options are. And this is the part where I want to guide you, if you're okay with it.

Yeah, please.

Cool. Um, Open up your browser.

On the computer, or this monitor rather?

Yep. Or on your phone, whichever is easiest for you.

Got it on the other screen.

Yeah. And you might already have this open. I know you said you didn't have it before. Maybe it is secretly, I don't know, in a saved tab. p1interview.com. That's the main— that's the domain that I'm going to ask you to go into right now. And we're just going to take one step, small step at a time. The first step is typing in the letter N and then I and then C and then H and keep on going until you finish your name.

It's opening because I never went there.

Yeah. Okay, cool. But you had to start in your mind first. Like someone, Travis, said, all dreams start in the mind first.

First name entered. The OK button pushed.

Cool. What's the next step? What's the next question? Surname?

Yeah, it's pretty tough.

Look at the smile on your face now. You shouldn't be smiling right now. You should be freaking out.

Ah, you're just too crafty, aren't you? Okay. Got email. I'm moving on to phone number, Australia.

Going too fast there, Nicholas. Going too fast there. Cool.

You're on the screen.

Oh, am I? Okay, cool. Where are you up to now?

I'll put in my personal details.

Cool. Cool.

And that's saying, are you currently guest Tiny Challenge book buyer, Tiny Academy Performance 1 with—

cool.

Jane, Chris, Caitlin, Jane.

Yep. Whenever you're ready, just take the next step.

Tiny Academy. What is your biggest challenge in growing your business right now? Moving too slow, struggling to get consistent paying clients, overwhelmed with— oh, look at that. That's what I needed. E, all of the above.

Looks like I've read your mind before.

What made you apply? It doesn't say Richmond coerced me.

I should put that option in, shouldn't I? That'll be funny.

I will go all of the above again. Got to a deposit question.

Hmm.

Hmm. Posit isn't so much of a problem. It's everything after that. And then it's talking about that.

Oh, okay. So you tick something. Okay. Still alive.

I'll share. There's a part of me that says, Well, I can get to an interview and then I can still run after that.

You can, yeah. You can even cancel. You can, yeah, you can pull a no-show. You can abuse. You can say Richmond made me do this. You can anything. And if there's an option for all of the above, you can do all of the above too. E, answer E.

What's my name again? Okay. I picked the time. Says I confirmed an appointment.

Would you like to happy dance in this moment or just let it all soak in?

That's not happy dance, but I can say there's relief. It's probably the word that comes to mind.

Tell me more.

I'm actually feeling calmer than I thought I would. I'm feeling supported by you and There's more than you. There's— there's— I, I know there's more than you. All the other coaches and your, your team, crew, family, fellow, um, participants. It's nice. That support's nice.

Thank you for trusting me. It means a lot.

Thank you for guiding me.

Okay, we raise the music for you.

Let's go.

All right, um, go ahead, type in the chat, what did you love most about that? And as we do that, I'm gonna bring Tony up to the stage, but Nicholas, sincerely, um, I don't take your trust lightly, and that's for anyone. It is one of the most guarded things we have, and it really means a lot to me. It really means a lot to me. Um, all right, ladies and gents, would you like TK to Break that down so you can model best practices. And when I say best practices, I really believe that how we do things in here, in P1, in our community, is at a very high standard. It is, is what I call best practice. Would you guys agree? Show of hands. Yeah, cool. All right, well, let's give it up for the one and only Mr. Tony Cade.

Thank you, Richmond. Appreciate you. And I want to begin with just acknowledging Nicholas's courage there as well. Never an easy thing to put your hand up, especially in a room, you know, with 240 people in the room, and to be on stage and to share that vulnerability. That's inspiring. And I think that takes a next level of bravery because what you have done, Nicholas, probably Man, I was taking lessons from it, and I found myself laughing out loud with some of the conversation. I find myself feeling all the feels as well. Gang, we are gonna have a bit of a conversation breakdown. And when we work together like we do in Pro Coach, I mean, you guys already know that I'm like framework obsessed and all the rest of it. But it's a collaborative experience. So if you've got your camera off right now and you can have your camera on, I'm calling you out. Get your camera on. That's gonna be amazing. If you need to loosen up the phalanges, Loosen them up because we're gonna need to type a couple of things into the chat screen as well as we go through this experience again. Thank you, Joshua. I see Felice Woodward has come back on camera as well. Yeah, I notice these things at least for the 49 that are on my main screen here as well. It's a couple of things that I want to point out. Where's your where's your level of certainty when it comes to sales? When it comes to sales, so ten out of ten is like Tony. I feel sorry for those Eskimos because I'm selling them ice. One out of ten being like Tony, I'm like so good at coaching, but then when it comes to like day five of my tiny challenge, or when it comes to sales, it's like why did I turn into a weirdo? Why did I do that? Like how did that happen? Okay, I see some. I see some great numbers. I see some people who are in the minuses. Okay, great. You and me, we started at the same space. I see some people. In sort of like the mid sort of numbers as well, like the 3s, 4s, and the 5s, and the 6s. Really cool, really cool. I see some higher numbers, I see some like lower numbers. Regardless of like where you sort of, you know, have your level of comfort, the mistake— not the mistake, let me ask this question. What are we all searching for when it comes to certainty in sales? Like when we're searching for certainty in sales, It's like, I've got to learn sales, I've got to learn how to have a sales conversation. What are we mostly like out there looking for? What are we mostly searching for? What are we searching for when we— when it comes to learning? When it comes to learning, you're looking for learning. So yes, connection, these things are perfect. Yeah, confidence. What gives you confidence? Hmm. Yeah, yeah, practice frameworks. Yeah, evidence. Okay, cool. I got you. That's what we're searching for as part of a process. I got you. Let me borrow from the bakery world for just a moment. When I first had to start learning about making bread in the bakery world, you know what I craved? Not, not all just the bakery goods. No, I actually craved recipes. That's what I wanted. I wanted all the recipes. Well, what's the recipe for the sponge? What's the recipe for the white bread? What's the recipe for the sourdough? What's the recipe for this? Now, how does that transfer into sales? Well, oftentimes We find ourselves scouring, searching for where are the sales scripts? What do I say? When do I say it? What's the objection handler? What's the reframe? What's the this? What's the that? And you know, I think that there's a space and a place for recipes, and there's a space and a space for sales scripts. But there's something that supersedes recipes. There's something that supersedes sales scripts. Sales scripts, and you all already have it. You already have it, and you might not know that you've already have it. But I'm sharing with you now. You've already got it. Oh, look at some of these overachievers in the chat. Yeah. What intention do you feel? It's a feeling. What intention do you feel Richmond brought to the conversation with Nicholas? Empathy. Yeah. Hope. I like this word, Nate. Compassion. Yep. Attention. Yeah, true. Presence. Now, you're not going to get that in a sales script. You're not going to find that in that bakery recipe. Those things aren't there. I mean, we all say that I used to make my bread with love, but it doesn't have it on the recipe sheet. In fact, there's people out there in the bakery world that have the same recipe as me, but they weren't the award-winning baker I was. How can that be? There's people out there who have the same sales script. They have the same quote unquote fancy objection handlers. Or when they say they don't have the money, then you just do this. I don't know about yet. I don't know. I don't even just saying it. It just sort of makes me feel like a little bit icky. Yeah, I've got some great intentions coming through the chat. Trust, compassion, being genuine, holding space, being present. Really important. And those are all the intentions that Richmond brought to that conversation with Nicholas. He didn't bring any fancy wording or, um, I said I laughed out loud. I did. When Nicholas said, uh, at the end of the conversation, they're like, oh yeah, you're too crafty, right? You're too crafty. Like, yeah, that made me laugh. You know, I thought that was, that was such a cool thing to be able to say, you know, from a, from a sales perspective or from a, you know, coach-client sort of situation. Let me ask this question. Who here is a killer coach? And I say a killer coach, I don't mean out there like, you know, like, like, you know, like you're taking names or anything like that, but you just internally know that you're good. You just know that. Yeah, you can light up the chat screen. In fact, who's the best, right? If you're the best and you're like, yeah, I'm so good. Well, I want you to take that same intention, that same belief. Now, probably somewhere along the way, you might have heard somebody say like, oh, Don't coach people when you're selling to them. Like, oh, don't, don't bring coaching and sales together. And that's probably why your shins get a bit sweaty and why your throat closes up and why your beat, like your heartbeat, so much harder because you feel like you need to be somebody different. Do you think that Nicholas just felt sold to? Do you think Richmond came in believing that he was trying to sell something? Or do you, did you sense that like actually the conversation that Richmond and Nicholas had was actually like a side-by-side conversation? And it was actually a coaching conversation where they approached it together. Do you guys feel like that was a together conversation, or did you get the impression that it was like a, like an opposition, or a, like a bad language here, but a sales conversation? How do you, how do you feel that conversation was positioned? Together? Yeah, absolutely. And if you are a world-class coach, then you can be world-class in these situations as well, because what you truly just witnessed Was Richmond having the the most heartfelt, warm, compassionate intentions for Nicholas and just wanting what was best for him? I think over and above everything, Richmond just wanted what was best for Nicholas. And if what was best for Nicholas was for him to wiggle his toes, okay, yeah, crushed it, Nicholas. You are kicking goals. If the best thing for Nicholas was for him to, I think one of Nicholas's suggestions was to. Well, maybe I could just go to Tiny Academy. Yeah, okay, yeah, you could do that. One of his suggestions, well, I could do some dancing. Yeah, you could do that. But Richmond just wanted what was best for Nicholas. That's another key distinction, by the way. So as we break this down, number 1, can you bring positive intentions to your sales conversations? Number 2, can we get rid of maybe some old programming around sales and coaching being different? They are one and the same. And number 3, can we come into each of these conversations, say maybe day 4 or day 5 of my tiny challenge, and just have this belief that I'm just going to do everything I can to make sure that they are looked after, that they are served, that I have all of my attention direction to my client? Now, here's the crazy thing. I know that we've got some parents in the house. We've got some parents in the house? Yeah, we've got some parents in the house. Well, Richmond's spoken about Carter a little bit. And her defiance. Well, Carter and Bodhi, my Bodhi, they're kind of similar in some senses. I always say that Bodhi's a badass and that if she could wear like Richmond's like awesome black leather jacket, she totally would. I'm not looking forward to when she comes home and is like, Dad, I bought a motorbike, because I think it's on the horizon. But you know what? If Bodhi ever got herself into trouble, or if ever Bodhi, you know, maybe she wasn't listening, maybe she ran on the road, or maybe she put herself into danger. As a parent, you don't think. You just go and save that kid. You guys picking up what I'm putting down? Like, you just, you just, you just do it, and you don't even worry about your consequences. And maybe for some of you, you've been in that position where it's like, ah, you see that there's a danger for your child. You don't think to yourself like, oh, hang on, if, um, they're about to touch the stove and I accidentally touch the stove, I'm going to get burnt. No. So you never worry about you. Now, what that really means is that when it comes time to having that sales conversation, you bring those positive intentions, you think about them, your body's not gonna close up on you anymore. You're not gonna have that visceral reaction to thinking that you're having to have a sales conversation. You guys know what I mean when I say that? It's kind of like being hit in the face with a ball. If somebody says they're gonna hit you in the face with a ball, you sort of like cringe. You're like, oh my God, that's gonna hurt. But if you sort of get hit in the face with a ball and you don't know what's coming, it's like, oh, it wasn't that bad. Wasn't that bad? It's kind of where it's at. It's kind of where it's at. So question for everybody, can we bring those 3 things to our tiny challenges? Can we bring those 3 attributes to our sales conversations? If you can bring those 3, type in the chat screen for me, 3. And you're not gonna see this on any baking recipes. You're not gonna see this in any sales scripts. 3. Wow. Okay. When I said loosen up the phalanges, you guys really loosen up the phalanges. Chat screen's going crazy right now. I love that for you. You okay if we go like a little deeper and we just maybe break the conversation down? Because there was something about really key pieces as well. Would you, would you guys be cool with that? If you're okay going a bit deeper, just type just for me deeper. That would be great. The first thing that you would have noticed was that when Nicholas came on stage, Richmond built like instant rapport with Nicholas. Nicholas, by the way, Nicholas. How many times did Richmond call Nicholas Nick? It's like a couple of times, like, do you prefer Nicholas or Nick? Oh yeah, Nicholas is great. No worries, Nick. Yeah, it made me laugh, but rapport wasn't broken or anything like that. It was, it was fine. Why? Well, because you know what? Richmond just cared so much about him and Nicholas felt it. I think Nicholas— I think Richmond could have called Nicholas Bob or Michael and Nicholas would have been like, yeah man, that's my name, no worries. Like, yeah, that's kind of where it was at. And that's kind of the truth when you care so much about somebody else, right? Notice when Nicholas first came on stage, you could kind of tell that this was a really important conversation for him because there was a big exhale. And as a coach, you need to be observant. Okay, be observant of people's physiology, whether it's in the coaching session or Day 5 Tiny Challenge, whatever it is. So instantly there was a connection there, and this was actually the place that Nicholas needed to be. That was really important. That was key. So rapport was built kind of, kind of pretty rapidly. There was some apprehension. And Richmond gave Nicholas the opportunity to, if he wanted to smoke vomit like Batman, he could. It was like, hey, is this a conversation that you'd like to have? Nicholas was like, yeah, actually, this is a conversation I'd like to have. Great. No worries. Now, here's what I know about Nicholas. And Nicholas, I know that you're still in the room, and I hope it's all right that I speak about you when I share some observations. If you can confirm for me, like, in the chat or nod your head or something, That would be great as well. I don't know if I can see you on my main stage here, but that would be great. And if I'm off point, by the way, like, let me know in the chat as well. That's totally cool. Thank you, Matt. Appreciate you. Nicholas is super intelligent, right? Nicholas is super intelligent. Nicholas has probably been in the coaching— I'm not sure if he mentioned how long he's been in the coaching space for. I think he said he was working with trauma. So he's been in the space for a while, and he is Um, uh, really, um, problem aware, really problem aware. And the tip-off to this for me was that he said that he's got fear of success and fear of failure concurrently. Now, somebody who maybe is not so problem aware, they would probably just describe it as being like really stuck or just being unsure. But Nicholas was like, hey, this is like, I, I know where I'm at. And that really gave Richmond and Nicholas the ability to have a really authentic, deep conversation at a great level of depth, right? If Nicholas hadn't said that, the conversation might not have gone the way that it did, but it really did because he was very open and, and he came out with like a real truth very early. Side piece of commentary, we're gonna go on a quick side quest. That's actually a really tough place to be in as a client. It's a really tough place to be in even if you're not a client. Pardon me, that's just a really tough place to be in, full stop. It's kind of like being problem aware, like, oh hey, I've put on a few extra kilos. And it's kind of like saying, well, I know what I should be eating and I know I should be going to the gym and I know I should be working out, but man, I'm still eating all this really bad food. Like, why am I doing that? And so you start spinning your wheels on both sides of the equation. Can anybody relate to what it is that I'm trying to articulate right now? If you can relate, show of hands right in the chat screen for me. Relate. Yeah, it's a really tough one. And that's why Nicholas has found himself in the position that he's found himself in. This is just the way that it's showing up for him. But I could give you numerous examples. I could give you numerous examples. Problem aware, know what I should be doing, probably still not quite doing it. Ah, so what happens? I flip-flop. I go between both. And it was a really great place for the conversation to start. Notice that after all of that, Richmond asked a really great question, and the question was, anything else? So right now, if you're a little nervous when it comes to your coaching conversations or your sales conversations and the client gives you the problem, Just make sure you give enough time and enough— do you guys love how Richmond held space? Did you guys love that? Yeah, type in the chat screen for me, love. And if holding space is something that you can do as well, type in the chat screen for me, like, I can. Yeah, I can hold space too. I can hold space too, for sure, for sure. Richmond just really held a lot of space for Nicholas here. And hey, like, what else? Anything else? Now the beautiful thing here is it Again, builds a lot of trust, allows space for safety. And Nicholas actually unload— I say unloaded. What I mean by that is like Nicholas actually gave more the answer that he's grown accustomed to giving to himself. He knows his problem. He's aware of it, right? And so when you ask that question, was there anything else? I mean, he could say, oh no, hey, that's all, that's it. Or he could have said, well, actually, yeah, actually there's some other things there. And we actually uncovered a few extra things. And those extra things were that, that he didn't— that his income wasn't quite at the level that he wanted it to be, that he sort of, you know, started in Thai Tiny Academy a little bit, had to sort of put it on pause a little bit, and that he's been really loving the time and the experience here. Place feels like a family. There's a door there that he wants to knock on. He's just afraid to walk through. Now, if you're following along and you took some notes, Richmond asked— this is, this is a Richmond Dinh original, by the way. I've not heard anybody else in this space use this question. And so I'm gonna— Rich will come back on stage. He'll let you know what you can, you can do with this question. But this, this, this one question could be The most powerful sales question, and I've, I've spent tens of thousands of dollars on sales trainings because I used to be script obsessed until I realized it had nothing to do with the script. I used to be recipe obsessed until I figured out it had nothing to do with the recipe. You kind of need it, but you kind of don't, right? Or you guys are close. No. Yeah, Namali, you got it. What would you be most afraid of happening if you did walk through that door? What would you be most afraid of happening if you did step in? Oh, and if you're an energy person, you would have felt the energy go through the floor at this point. We were in uncharted waters. We were, we were deep. Such a great question, and you deliver that question at the right time, you're going to open up new thinking for your client. They're gonna, they're gonna love your coaching. They're gonna love the conversation that you're gonna have with them. And here Nicholas sort of responded with, like, you know, like, actually, if I walk through that door, there's only opportunity. But money's a problem for me. Hmm. Sort of took me straight back to the top of the conversation with the flip-flop, right? Afraid of, fear of success, fear of failure. It's like, well, actually, there's only opportunity there for me. But likewise, there's this. And so again, it's a reflection of Nicholas's intelligence because he's able to hold on to a paradox. Which he's probably like, damn it, Tony, I wish I couldn't hold on to that paradox, and I was just fearful of one thing. I could just overcome that thing, and then that would be fine. It would be easy. Ah, we'll get you supported, mate. Richmond asks another great question at this point. What options do you have? Hey, what type of question is that? What options do you have? What type of question is that? Is that like a closed question? Is that an open question? Is that a warm question? Is that a giving question? Does that— is that a question that like creates space, or is that a question that sort of, you know, condenses space? Yeah, it's an open-ended question. Yeah, it's a curious question for sure. Yep. So make sure you're taking notes on this. Let's make sure that we stay open. Let's make sure that we stay curious. When our clients give us what's going on for them. Again, if I have all my attention on them, I can be as curious and open as I can be. If I'm thinking about me, or if I'm thinking about, oh my gosh, I hope I get this sale, or if I'm thinking, oh no, I've got to put on my weird sort of sales hat, like, um, the whole thing's going to be destroyed, it's not going to work out, not at all. But when I stay curious, when I stay open, anything's a possibility. Alright. The conversation definitely went a little deeper, and we got to learn about Nicholas's family situation with his daughter. And so he's got some, like, outside of, you know, fear of success, fear of failure, there was also like, well, maybe I even might be a little scared if I, if I let my family down. And he didn't say it this way, but I'm just gonna paraphrase it. It was kind of like, I really want to have something amazing to give my family. I wish it was more than what I have, but kind of right now, at least I have what I've got. Hmm. But Nicholas is a smart guy. Like, $100 today is not the same $100 tomorrow. Inflation is gonna get you. Your $10,000 today is not gonna be this. Like, if, if you're thinking, well, yeah, hey, I'll hold on to it, or I'll do this, or I'll do that. Like, the unfortunate truth is the world is not designed that way. You know what you could get for— oh, we got some people of my age or a little older, right? Yeah, like my girls go to the store now, they buy a bag of lollies for a dollar. I think they get like 2 lollies. I used to go to the store with 20 cents. I used to come home with like 2 bags of lollies. It used to be like 3 for $5. It was ridiculous. So the next question comes, well, what is it that I really want to leave? Hmm, great question. Hey, 100 fizzers for a dollar, Stacy. You know what I'm talking about. Only get the pink ones though. Those, those, those green ones, they tasted weird. It's sort of like the chicken twisties. Who's eaten chicken twisties? Nobody's eating those. Just give us the, give us the orange ones or whatever color they are. Like, come on, that's where it's at. And at this point in the conversation, Richmond's holding space. We're at a great level of depth. We've asked some really open-ended questions. Again, I want to check in with everybody. Are these things that you can do? Yeah, if you can do these things, type in the chat room for me like, I can. Really important. And here, here is where the conversation got so enriched. Richmond asked, hey, do I have your permission just to lead and guide you right now? Nicholas was like, yeah, yeah, it's kind of what I need. Richmond told a story, which to Richmond's credit, he was like, I don't usually tell stories, but hey, I've got a story for you. It was something that was really relatable to where Nicholas was at as well. And at this point, there was laughter in the conversation. There was— listen to me— there was laughter in the conversation. There was banter in the conversation. Nicholas was like, ah, there's not a thing here to say. What was it like? Richmond's crafty, or like Richmond coerced me, or like whatever it was. Now I want you to imagine this. I want you to imagine that you show up the same positive intentions like Richmond has. I want you to imagine that you bring a curiosity and an openness to the questions that you wanna ask, and that you put all of your attention on your client. And at the end of— I say at the end, but during that sales conversation, you guys are actually laughing and you're having fun. Would those be emotions that you could lean into in a sales conversation? So I think so. Yeah, those are the best of— what is it probably like at the moment? Probably at the moment it probably is like, A little desperate, maybe, or like, maybe it's like a little intense, or maybe it's like, oh, I've got to— yeah, maybe it's like, maybe the conversation is like super serious. Doesn't have to be that way at all. Just come with a huge heart. Yeah, cool. Like, what do you think the next step is? And then Nicholas was like, well, probably the next step is for me to put my first name in, and then my next name, and then I just got to do this, and I just got to do that, and then I found this. And he and Richmond were just like, Just laughing about it the whole way, all the way through. I think secretly Nicholas knew that he— did you guys pick up on that as well? Like secretly Nicholas knew that he wanted to do it, that he wanted to fill the form out, that he wanted to make it happen. Yeah. And so Richmond, all Richmond had to do was be there for him. A question. When you run your tiny challenge, are you okay just being there for your client? Like, if you can be there for them, because just time just come from you, like, be there. Yeah, just you just gotta be there for them. Bring a positive intention. Yeah, you guys have got it. You guys have got it. Nicholas, I want to say massive congratulations to you. Yeah, I want to say massive congratulations to you again. I want to commend you on your bravery. I want to commend you on the way that you've shown up and allowing us also to have this coaching unpack. Has this been valuable? Has this been valuable, by the way, team? Like, has this, has this been, yeah, has this been valuable? Tell me if this has been valuable. Um, it means a lot, and I'm glad that you got value from this conversation as well. Um, that has been the conclusion of our unpack. I'm going to raise the energy. We're going to get Richmond up on the mic. You guys are so kind. Thank you so much. We're going to get Richmond back up on the main stage, and we're going to keep this train rolling. Gang, give it up for Mr. Richmond Dinh.

Who has done Pro Coach with Tony? Who's done Pro Coach with Tony? If you haven't, you've got to get in the room because he's a genius at breaking things down like this. Just an absolute genius. And so make sure you get in that room now. And also, thank you, Bob. Thank you, Bob. He's got his thumbs up. He's got his thumbs up. Yeah. Bob, John, Peter. Yeah, that would have been really, really funny. Isn't it interesting how You know, at the end of that conversation, and Nicholas was giggling and stuff. I didn't even know that was going to happen. I had no idea. But it's almost as if like he was doing something naughty. It's like, I can't believe I'm doing this. Mum won't approve. Oh my gosh, I'm gonna get in trouble for this. Oh no. Oh no. And I'm going to share with you why. Is that okay if I share with you? Because there's times where you're going to feel like I'm being really mischievous right now. But that's a good thing. Like, it's not like he's hurting anyone or he's killing anyone or he's destroying anyone or hurting, like, intentionally, like, doing anything bad. It's just sometimes we feel like we're doing something really, really naughty. And, and, and it's like, and it's a good emotion to have, like, you know, that cheekiness. And if you've got children, one of your child is like that. You just know they got it in their eyes, like, and the other child is looking for permission to be cheeky. But everybody wants to be cheeky. Some people are just doing it without permission, and some people just are waiting for the sign. But you put that chocolate chip cookie there. At some point, someone's gonna eat it. Wasn't me! Wasn't me! Why do you have chocolate smeared on your mouth for? I swear it wasn't me! It wasn't me! All right, all right. So there is no such thing as a money or time objection. The 2 main objections you're ever going to get anytime is I don't have the time, I don't have the money. No such thing as a money or time objection. Let's talk about the money one first because it's the same principle, right? Because it is the most common is a money objection. There is no such thing as a money objection. What are you talking about, Richmond? If there's no such thing, then why does it happen 99.9% of the time? Let me demonstrate this. There's only two scenarios that happen when they say I don't have the money. They either actually don't have it. So let me check your bank account. Well, you're right. You weren't lying. You're right. Whoa! You really don't have money. Jesus! What the? How'd you get down to zero so quickly? So they may not have it. So they'll say they don't have it, but that's not the real objection. They're afraid because. These days, being resourceful is not hard. It's free to become resourceful. Being creative is not hard. It's free to become creative. Like, if you want something so bad, you will make it happen, whether it's borrow from a friend, borrow from bank, borrow from credit, whatever it is. Like, I'm not encouraging you guys to go borrow money. That's not what I'm saying here at all. I'm saying that if it's an option to, and most people do have that option, or they can create the option, or they can create a way, they're just afraid that if they were to borrow it, Or get it somehow from their friend, the father-in-law, or the sister, or anything like that, that it doesn't work, then what does it mean about them? It means that I'm a failure again. It means I'm going to destroy the relationship because my husband said he'll never loan again. But I pleaded, I begged that please, just one more investment. If I borrow from my husband and he loans me the money, or my friend, or my sister, my father-in-law, then I don't succeed, what does it mean about me? What does it mean about the relationship? What does it mean? Now I'm going to live on the streets. I'm going to go bankrupt. I'm done. Shame, shame, shame, shame, shame. You failed again. So the real objection is not the fact that they don't have money. The real objection is they're afraid of what it means if it doesn't work. Boom. Who's getting this? Who's getting this? Right? So we need to dig down to that. And the question is, what would you be most afraid of happening if ABC? That's the question. Now, this is one scenario, but this is only half the picture. You are going to be surprised. And this was a real-life masterclass and demonstration, and we couldn't have picked this better example that just happened now. If I ask all of you to type in the chat screen right now— actually, don't even type in the chat screen, take a screenshot of your bank account, put in the chat screen right now— no one's going to do it. Are you kidding me? Even if you do have money, even if you have a lot of money, you ain't doing that. I mean, I'm not going to do it. I'm not going to screenshot my bank account. No way, thank you. Why? Because you don't feel safe. Getting this? And we're in a safe place and you still won't do it. Even if it was just me, Nicholas, one-on-one. Hey Nicholas, take— show me a screenshot of your bank account. I don't believe you. He ain't gonna do that. How much do you trust me? Okay, take a screenshot of your bank account. Are you kidding me? The trust is gone if I'm doing that. Like, it's— he ain't— and I wouldn't even ask it. Like, that bad is— you want to break someone's trust? Send me your bank account. I don't believe you. Like, no, you don't do that. They actually do have the money. They have some sort of savings, some sort of buffer, some sort of nest egg, some sort of fund. But they just have a rule that says I cannot touch it, because if I do touch it, what does it mean if it doesn't work? Because I'm gonna have to break the rule myself if I touch that. I'll give you some examples of some rules. When my mom passed away, she left me $60,000 of inheritance, and I had my $50,000 before I went bankrupt. or about to go bankrupt, but it didn't happen because of my mentor. And after that, I would have had to spend hers, and I wasn't even sure on the bankruptcy laws whether they're allowed to take that money or not if I went bankrupt, but it didn't matter. But the point is, I had $60,000 of her money that she left behind. Not much. I did not touch it for 2 years because I had a rule that I cannot touch my mom's money For something that I felt like could have been selfish. Leave it for the grandkids. Leave it with something that she wanted me to spend on. There's no way she wants me to become a coach. Come on. She wanted me to have my optom. And so I never touched it because I had a meaning there. If I touch my mom's savings on my own personal development, it means I'm a bad son. I never touch it. And there were times where we were struggling. And I mean struggling financially, and I still would not break my own rule because I had a meaning that I'm a bad son. And for me, being a bad son means I'm not worthy of living. Because all you want to do as a good boy is make your mom proud. And if I touched the money, mommy would be disappointed. She'll be disapproving of me, and she wasn't even here anymore. For two years, I lived on struggle street, not touching it because I had a rule that says I cannot touch it. Mommy won't approve of this. Mommy won't approve of this. If you're a widow and you were left with your late husband's money, you will also have something like this, and you have a rule that says I cannot spend money in this because it won't. It I'm going to dishonor my late husband. Or if you have some savings and you're like you have this thing called an oh crap number. If my savings drops below ten grand, I'm going to freak out. If my savings drop below a hundred grand, I'm going to freak out. If it drops below $5,000, I'm going to freak out because you have this oh crap number that says that if I don't have that much buffer and the world collapses tomorrow and we go into World War III, I'm screwed. It means I won't be able to survive because I don't know how to make it in this world if I don't have that buffer. I have this rule that I have to have $10,000 in my savings that I would never ever touch and you don't touch it for the rest of your life. And like Tony said, inflation is deflation and that $10,000 in 10 years is worth $1,000. But it makes you feel safe because you have this rule. And so I'll say it one more time. There is no such thing as a money objection. They will tell you, I don't have the money. And they may not have it, but they secretly know that if they get resource and borrow it and doesn't work, what does it mean about them? So we have to solve this. Or they say, I actually don't have the money. And that's not a lie. If they have savings and they say you don't have the money, it's not a lie. It's because no one wants to tell you they have money when they do have money because It's not safe to. It's like, tell me, show me your bank account statement. No one's going to do that. And so if I had a nest egg and I had a rule that said I cannot touch it, I will say to someone, I actually don't have any money. You notice that? That's what Nicholas said. I don't have money for 0.1. I didn't even— that's a finance. But then I don't even know how he opened that up. I'm like, whoa. It's like he just felt really safe. So that's like, thank you again, Nicholas. Thank you for feeling really safe. I don't take, I don't take your trust lightly. And so then you say, well, actually I do, but then we discovered the rule. Is this all making sense? And this is what I know. Watch this. Watch this. If you're in P1, you go through the application and the final question is, should you get accepted? Do you have the $5,000 deposit ready? It's either yes or no, but I'm willing to figure it out. It's the final question in the P1 application. Do you have the $5,000 deposit ready? Yes or no, but I'm willing to figure it out. Now, if you're in P1 right now, go ahead, type in the chat screen how many of you Ticked I did not have the $5,000, or you actually didn't have it. You said I don't have the money. Everyone see the chat screen? It's gone wild. Now someone actually didn't have it. I just didn't know which bucket they were in. Either they found a way and made it mean something empowering, or they said, you know what, that's a crappy rule. What am I doing with myself? Time for me to be a little bit naughty. And touch these savings for 3 years. What am I doing with myself? 3 years? Yeah, why have I tried to hold this on for? This is ridiculous. Yeah, it's ridiculous. Is this valuable conversation? Understanding this, understanding this, and you would never get taught this anywhere. I've invested over $150,000 on one of the world's best top sales courses, and they don't teach you this. Because they'll try to get you to reframe people to say, well, if you don't have the money, shouldn't that be the reason why you jump into the program? When the deeper objection is they're just really afraid of what it means if it doesn't work. They're afraid if they break the rule, then they're being a bad child. And if we can get down to here, that's when we open this up. Who's ready for their breakthrough? Because you can break through this for them, you can change their life. I wish someone had helped me break through this in the first 2 years because I wouldn't have had to struggle. I wouldn't have to worry about money. But no one did it. I had to do it myself. The freedom I had when I finally touched my mom's money Knowing I didn't die, kind of like Nicholas again went through. This actually quite this feels good. Like this, and I looked at him like, dude, you look like you're enjoying this. Don't go too fast. No, no, this is this is awesome. Okay. Wow, it's he he felt he felt so good. Yeah. Rules. Rules. Who here also had a distinction breakthrough insight just now? Yep, yep. And the time one is exactly the same. No such thing as a time objection. They're just afraid that if they make coaching their number one priority, that something else is going to fail. If I make coaching my number one, my marriage will die. If I make coaching my number one, I'll separate from my kids. If I make coaching my number one, I'll lose focus on my job. If I make coaching my number one, I'll XYZ. And they're afraid if this becomes number one, I'll burn out again. I've been burnt out. I don't want to burn out. If I make this number one, my health will suffer. If I make this number one, I'll get sick again. If I make this number one, then everything else will collapse that I worked so hard to build up to this point. And so there's no such thing as a time objection. You need to chunk down to say, well, what are you most afraid of happening if you were to make coaching your number one priority? If I make it number one, then Penny's going to leave me. And when we help them break through that and saying, well, what if, what if it wasn't competing with each other? What if your business was like your third child? What if your business was like your fourth child and it's a part of the family and everyone's going to look after it and it looks after the family at the same time? Why does it have to be someone else that's competing with it? And now you just gave them the breakthrough that they needed. I never thought about it like that. I never thought that it had to— it could be part of the family and it had to not be a competitor outside this. I never thought about that. And suddenly you are the one that gave them the breakthrough. Who's getting this? Right.

All right, well, I trust that that was super valuable and super useful for you. Now, one thing that you might be struggling with right now is, I don't actually have any leads to get objections so I can handle. So if that's you and you are not getting enough leads, I actually have an 8-hour lead generation course that uploaded on my channel here on how to get leads right now. So just search up on how to get leads now as a beginner and you'll find that course. I'll drop it in the description description. But also, if you are wanting to get your very first paying client, in my playlist here you'll see a 5-Day First Kiss Challenge on how to get your first paying client in under 5 days. I'll share with you on how to pick your niche, how to create your offer, and how to do lead generation without you posting any content. So that's in the playlist there as well, and you can find that on my channel here too. I appreciate you for watching. Keep believing and never settle.