What is a Tiny Challenge?

In order to turn a cold prospect into a paying customer, you cannot just open up a website and have a link there that says, book a free discovery call. And suddenly, boom, the next day you got 20 calls booked in your calendar. Who gets how many you get? Like, that's. That. That's not happening. You cannot open up a website and have a book a free discovery session. Suddenly you got a full book next week. You can't open up a sales page and a funnel and have your $2,000 coaching program there. And. And suddenly you wake up and you've made money while you sleep. That doesn't happen. You actually need to actively market yourself in order to get a paying client who gets this, by the way. This is what I mean. You actually have to do some work to get a paying client. But the question is whether your work pays off and whether it's worth the time. How many get that? That's it. Because a lot of us, I don't think we're afraid of hard work. It's just the work doesn't pay off or it's not worth our time. And so right now, in order for you to turn a cold customer into a paying client, the marketing that you need to do are one of these options. And you may have tried some of these and it didn't work, or not to the way you like it, and that's probably why you're here. Or they seem too overwhelming and you don't even know where to start. So you can definitely send cold DMs to try to sell your stuff. Now. We never teach it, we never will. I don't recommend doing it. Type in the chat screen if you got a cold DM in the last seven days. And more importantly, how did it make you feel? Or what do you think about people who send you cold dm? If I open up my phone right now, I guarantee if I go to my outbox, there's at least a dozen cold DMs. Yes, it feels. It feels a bit scammy, says Ken Paul, says, I ignore them. Yeah, yeah, cold DMs. Nah, delete, says Renee. 100. 100%. But you can do that. You know, it's not their fault because someone is teaching them that there's probably a course out there that they got sold into, only to realize that they've been told to do cold DMs because they were taught that it's a numbers game. When it's not a numbers game, it's a trust game. Write that down. That's key.

You can use appointment setters to book calls for you. But the problem with appointment setters is you need a list, you need a following, you need engagement on your content. Otherwise, what are they booking a course from? They can't. 0 times 1000 is still zero. 0 times infinity is still zero. You need some list or some following for setters to work. Show of hands is making sense. So I'm not saying it doesn't work, but it's not going to work when you're starting out. Now, you can use sale funnels, which is very complicated. They do work, but then you have to understand copywriting. Above the fold, below the fold. Should I do a vsl? Should I do a static video? Should I do. What's a 32 percentage, 32% page conversion good or not good? 8% OTO good or not good? What about the order bump? What about the guarantees? What about the email sequen? Ah, overwhelming. Not doing it.

You can definitely use events and workshops. You can use vsl, which is a mini webinar. You can use webinars. You can do all these things. The problem with these things is how do I fill it up? What if no one shows up? How do I even run one? What about the tech involved? I've got a studio here, I've got multiple cameras here. What about the tech? And yet alone, how do I speak one to many. If I got 10 people in the room and they got the cameras off, oh my gosh, how do I deal with that? You don't have. If they got the cameras on and they look lost, how do I deal with that? Then you have to learn the skill set of speaking. And then once you learn the skill set of speaking, then you have to learn how to sell one too many. You know, when I started out coaching eight years ago, the only thing that was available was to get clients was run a live workshop in your local area, get 10, 15, 20 people, 100 people in, and then at the end present an offer and then they will buy. And that was the only thing that was available back then. And So I spent $5,000 on how to run a workshop only to realize, oh my gosh.

I'm actually not that good at speaking. In fact, speaking was my number one fear. And then I dropped another $8,000 in a speaking course to learn how to speak to a live audience. And part of that course was learning on how to write on a flip chart. And then after that, then I had to learn the tech involved. And then that wasn't working. I was six Months in workshops were not working because I realized that I didn't learn how to sell one to many. And now suddenly I have to drop another $12,000 on a sales course to learn how to sell one too many. After learning how to sell speak once a minute. After learning all the technical, learning all the room, and then finally about 7, 8 months in workshops started making money for me. But I had to spend seven to eight months investing more money to learn the skills to make it work. And I lost a lot of time.

Who sees the skill sets required just to make that thing work now? Did it work? Yeah, eventually. But I had to spend a lot of money, a lot of skills to make it work. And everybody else is telling you that that's easy. It is not. If it was, you wouldn't be here. And if it was, everyone will be successful. No one tells you the hidden skills you need to make these things work. And so people try this. It doesn't work. And they're like, oh my gosh, I should try something different. Oh, this new thing called challenges. They look awesome. How many of you have sat in a five day challenge before? Who sat in a challenge pool? Show of hands. Cool. Keep your hand up if you know what a challenge is. Raise your hand if you know what a challenge. Tony Robbins does a challenge. Russell does. Cool. They will do challenges. A challenge is amazing. 100%. They are so good. But then it comes to you wanting to run one. It is 100 times harder than a master class or webinar because you have to entertain people for five days straight. Now, the concept makes sense, of course, because it's the best way to build trust. Because imagine spending five days with someone, you're going to build so much trust that whatever you will have to offer, it's going to be very hard for them to say no to because they trust you so much. So how many get that challenges work because they build trust in the best possible way in less than five days? 100%. But how do you get that? It's five times harder to run that than a webinar because now you've got five people in the room for five days straight. And if you've ever thought about running a challenge, you probably didn't do it because it's overwhelmingly difficult. Who's following this right now? Right. The bad news is these are your only current options. And you got to pick one of these things because you've got to find a way to market yourself. Type in the chat screen. It's a yes or no question. If you've done one of these things, if you've done one of these things, it's yeah, okay, yes, yes, yes, yes, yes. And if you haven't, type in the chat screen, why not? My guess is because it's overwhelming and you don't know where to start.

Is that a fair assumption? Show of hands, is that a fair assumption? Yeah, 100%. And my guess is when you started doing this, it was harder than you thought. Correct? 100%. Now that's struggle street. What if there was a new way to do this where you didn't have to learn all those skills? And I mean that sincerely. And you could literally get started right after this training right now. And I mean that sincerely as well. And many of you think I'm just making stuff up, but once I share this framework with you, you are going to be blown away. And that's an understatement. There is a new way, and it's called a tiny challenge, which removes all the stress, all the overwhelm, all the skill or the experience required with every other framework that is available to you right now. And just to give you context of what a tiny challenge is, as I explain this to you, half the room will be completely confused, will think, this won't work. This is weird, this is strange. The other half will be like, that is genius. Now, who knows who Russell Brunson is? Show of hands, who knows who Russell Brunson is? Yep, Very cool. Okay. In case you don't know, I think about 10% of the room didn't have their hand up. This is Russell Brunson, considered the goat of marketing. The next man we're about to bring up is the single greatest marketer of the 21st century. The goat of the marketing industry. New York Times best selling author, collects books. His ideas have literally shaped, crafted and molded how we view modern day marketing. But also everything he does is with integrity, the one, the only. And make some noise for Mr. Russell Brunson.

So that's who Russell Brunson is. Now I remember I explained this to Russell Brunson.

And the first time I explained it to him, he said, I'm a bit confused. I don't really see it working. This sounds strange to me. He's like, yeah. And I said, okay, Russell, Russell, let me re explain to you. Obviously I'm not explaining myself clearly enough. And so I re explained to him what a tiny challenge is. And the moment he got it, the penny dropped. And then to his words, he said, this is the most brilliant thing I've ever heard, I'm blown away. This needs to be the future of marketing. And so when I explained to him, he's like, richmond, I need you to be on my podcast. And so he interviewed me for 45 minutes on his podcast, which some of you guys may have seen on YouTube. And. And then at the end of the podcast, he was even more blown away to the point he says, okay, I'm running Funnel Hacking Live in a couple of months time, and I want you to be the headline speaker on day one in front of 10,000 people, because the world needs to learn about this. And that's how I got on Funnel Hacking Live. And so.

He'S released two podcasts since then, and the most recent one he released on Tiny Challenges, says this the future of marketing in 2025 and beyond big shifts. And in this podcast here, he talks about all things tiny challenges. So if you're wondering if you're in the right place, you're 100% in the right place. So what is a tiny challenge? A tiny challenge is simply this. For half the room, you might be a bit confused. Without half, you'll be like, oh, my gosh, that's awesome. But just hang tight with me. Just hang tight with me no matter what you're feeling, because this will be a big breakthrough moment for most of you. Now, a tiny challenge is like a traditional challenge, except it's delivered one on one with you and another person, not in a group with just you and another person, one on one. Thus it removes all the overwhelm. It creates huge amounts of reciprocity and converts like crazy. Give me a thumbs up if that makes sense. It's like a normal challenge, but it's done one on one. Now you might think, what I can do. That is it. Oh, my gosh, that's amazing. It's one on one. It can be free or it can be paid. It can be free or can be paid. And it's three to five calls, done over 30 minutes long, delivered over three to five days. That is it. Three to five calls, 30 minutes long, delivered over three to five days. Give me a thumbs up if that makes sense. Give me a thumbs up if that makes sense. Now you might be questioning, okay, if I do a free one, that's awesome. If I do a paid one, that's equally awesome. If I do a paid one, how much should I charge? Now, if you're going to do a paid one and you've never done a tiny challenge before, well, I would recommend you do one of two things. You probably charge a fully refundable commitment deposit of maybe $47 or something like that, or $97, just fully refundable just because you want to weed out time wasters. Or you may just do a donation to charity. Hey, in order to use just donate $40 or $50 to charity. That's going few ones that you charge just to kind of gauge where the market is at. It's crazy good offer, but it kind of gets a bit of commitment. Give me a hands up if that's making sense, right? If you're thinking about charging. Otherwise, just do a free version. But that's what it is. It's one on one, free or paid. And it's three to five calls, 30 minutes each over three to five days. Now I'm going to explain why this works so well and how it can work for you no matter what niche you're in, even if you're in B2B. By the way, if you just joined us, scan this QR code. It'll take you directly to the workbook. We're going to drop it in the chat screen just for you as well. So how did I discover this framework? It happened by accident because I was running workshops and I was successful at it only because I had to spend over $25,000 to learn how to do it properly and spend eight months of my time to learn it. But then I wanted to start to run challenges and it made more sense to build more trust. And it was like, wow, spend five days with someone, you become best, best friends after that. And it's just the trust is so high because I like to play the trust game, I don't like the numbers game and so I like to play trust game. And so I was so overwhelmed with running a challenge though, because not only had I not run anything for five days straight before, but then how do I fill up the room? How do I engage them? What if no one shows up? Or worse yet, what if one person shows up because no one shows up? No one knows. But if one or two people showed up, that's embarrassing. And I was so crippled with fear, I didn't do anything for three months. And guess what happens when you don't take action in your business for three months? You don't make any money. And I had to make money fast because I had a family to feed. And so I decided, you know what? I'm so scared of running one. And failing that, I decided to run one to one person.

Just not proud of it, but I'll just do it to one person. That way I can't fail and they'll show up. I can do it anytime. I didn't have to do a launch. And lo and behold, I did not realize how powerful it would be, how much reciprocity was. And the conversion rates were through the roof. And that's what gave rise to what I call now a tiny challenge. And I asked myself, oh, my gosh, this needs to be the starting point of every single person if they have not made their first $100,000 online. So that's how I discovered the framework, just by accident, why was it so powerful? I want you to imagine a group challenge or even a group webinar masterclass. In order to run that, you have to have some tech skills. Now, some of you might be good at tech, but in order to run a tiny challenge, you do not need any tech skills. Why? Because all you need to do is once you find someone that's wanting to do a tiny challenge, you pick up your phone and you just call them. You don't even need zoom. Everybody knows how to make a phone call. That's it. And I mean, you don't need any tech skills at all. We got grandmothers and grandfathers running tiny challenges and they're bad with tech, but because they know how to use a phone, who's following this right now? Which means it's super easy, super simple with anything group. Like a group challenge, you have to have presentation and speaking skills, one to many. Now, that's a skill worth learning, but it means you have to learn and invest money to learn it. And if you're not good at it, you're going to bomb everything because your presentation skills are awful. With a tiny challenge, you don't need any because it's done one on one. You can literally do it over the phone. You have to have some marketing skills and a launch date to do this. So if you think about doing group challenge or masterclass, oh, my gosh, I want to launch it. Should I market it a month out, three weeks out, two weeks out, Should I market it a week out? How do I market it? How do I fill up the room? Oh, my gosh. Should I start on a Monday? What about public holidays? Oh, my gosh. Long weekend, Australia Day? Oh, my gosh. July 4th, long weekend, Easter. Ah. Ah. Should I do it 8am, 10am, 10pm? Oh, my gosh. What about the time zone difference at 12 o'? Clock? One hour course? Ah. Now I don't even start. Who's seeing the difficulty there? 100%.

In a tiny challenge, you don't have to launch anything because it's one on one. If you were to get a tiny challenge registration right now and well, you say, well, hey, my gosh, you want into my tiny challenge or one on one challenge? Oh, well, I can't do it now, but I can do it in about two and a half hours time because I'm on this training with this Asian guy from Australia and it's so good right now. But let me book in that first cord. Does that cord work for you at 12 o'? Clock? And they might be like, oh my gosh, it does. You can do it in two and a half hours. @ our first call, yes. And you didn't even have to launch it or learn the tech or learn the speaking. And once you get on that first call, booking the next four calls. Hey, does this time every day work for you for the next four or five days? And oh my gosh, it does. Oh my gosh, Wednesday, it actually doesn't work for me. I've got this kids pianos, kids lessons, all that kind of stuff. Can we do that call at 8am? Oh my gosh, that works for me. Oh, no. Saturday, Sunday, we're going away on this long weekend, this planned trip. Can we do that call? Maybe like Saturday evening at night when the kids go to sleep, I can do that either. And suddenly you got all five calls booked in and you get a 100% show rate.

That's key. Ultimate flexibility. And you never have to launch. The number one reason why when you do a group event that people don't show up is because the time didn't work. Think about it. When we got 92 people in the Zoom Room right now, in order for me to get 92 people in the Zoom Room, you know how many people I needed registered for this event? 600. Now we have like average, industry average is a 10% show rate. 10% show rate. So. Meaning that if I got 600 who registered, I normally would get 60 people in the room. But because I've been doing this for a while, I can get 92 people in the room. And that's meant to be good. Now, where are the other 500 people?

You know, the reason why they're not here predominantly is this time just did not work for them. Think about it. The reason why some of you got here on time and cannot stay to the end is because time doesn't work for you. The reason why some of you just jumped in late is because the start time didn't work. For you, in a tiny challenge, the time always works. Who's following this right now? This is key. This is huge. And it gets even better still. You don't need a big list. You can start anytime. 100% show rate. This is easy for you to work full time. Ultimate flexibility, ultimate location and time frame. And you can do it anywhere. We've got students, including myself, run tiny challenges while in transit to the airport, while sitting in the lounge. You can do this anytime, anywhere. Now, here's one of the best things about it and the biggest misconceptions. Every other framework will attract time waste. It just will. People will turn up, cameras off, they're not engaged. They're doing other things. They just maybe turn up to day one of your challenge and not turn up to the other days. Whereas in a tiny challenge, you attract the most highly qualified prospects. And this is one of the biggest misconceptions. Richard. What if I do a tiny challenge and oh, my gosh, it's three to five course, 30 minutes each over three to five days, and they're just a time waster. Now, how many of you sometimes get frustrated by time wasters? Who gets frustrated by the time wasters? Yep. We all do. And we don't want them.

Here's what we found. And this is what I used to think as well, until I started doing them and realized, wow.

The people coming into this are way more qualified than I've ever had before. And here's the reason why. I say if everyone. You want to pull out your phone for a second, I want to show you something. This is going to blow your mind. Okay. If you pull out your phone and I'll show you my phone, right on the front page of my phone, I got four apps by five, so I got 20. I've got 20 apps there. And now I can scroll across and got another 20 and that's it. I can't scroll anymore. Right. How many pages can you scroll? I'm just curious. Type in the chat screen. I've only got two. I've only got two.

Austin. Wow. One. You are focused. Ken has nine. Nine says Paul.

Seven. Anil. One. Justin. Four. Ten. Eight. Six. Cool. Everyone write this down. The number one enemy to your success is distraction.

Who would agree? Who would agree? Yeah.

Guess what? This is.

Your number one enemy. But it's also your friend too, isn't it? Yeah. It can be both. Every app on your phone is designed to do one thing. What do you think that is? To get your attention. Why does every single app on your phone Want your attention. Because once it has your attention, it has your data. And data is the new oil. Who gets data is the new oil. And the world we live in right now is to get your data so it can rerun ads to you and get your attention and sell that data to other companies. That's how they're making money. That's the world we live in. And so I don't want to say that we're living in a fantasy land. That's the reality of a situation. Ten years ago, if you said, hey, I've got shiny object syndrome, no one will know what you're talking about. Why? Because Getting your attention 10 years ago is relatively easy. It's so hard now because everything's trying to get your attention. Who's following this right now? This is important. That's just fine. Look at my, if you look at my phone, I've got. Instagram wants my attention, I guarantee you that. Facebook, Spotify, Google Maps, WhatsApp, YouTube, Messenger, Camera, Gmail, Audible, Uber, Voxer, ChatGPT. Every single time I use one of those apps, one on one, they want me to stay on there longer. The more I stay on there, the more I type, the more I do things, the more they have that data on me, the more they can use it against me or sell it to other companies. Who's getting this right now? And every app. And if you've got nine pages, well, my guess is you probably have some overwhelm in your life right now and you probably struggle to focus. That's just the truth of it. Now, I'm not saying I'm perfect. That's why deliberately delete the pages because I know if I have nine pages, it's going to draw me in. That's just your phone outside. This is Netflix, is YouTube, is your parents, is your spouse, is your kids, is your team, is your friends. Everything else is trying to pull you away from your tension. And so if someone agrees to give five calls to you, one on one over five days in a tiny challenge, guess what it tells you about that person? They have a problem they want solved right now. In a world where everything's trying to pull away their time and their attention, who's following this right now, which means they're the most qualified client. It's crazy. I personally would not sit in the tiny challenge if I didn't have a problem I might solve right now because I'm busy.

Three kids, my wife Penny, a business, we got 17 full time staff right now we're busy.

Who's getting this right now, this is an important concept. I'm going to share with you some statistics later of our students running their first five tiny challenges, their first 10, the first 15, and how many clients they're converting, you're going to be blown away. And they never coached before. Why? Because the framework attracts the highest quality clients. Who's getting this right now? It is awesome. But it gets even better still. Because part of the framework you are going to have some accountability. And it's difficult to hold group accountability, but one on one accountability is always superior. And so if I wanted to go to the gym and I had some group accountability and I wasn't really feeling up for it, I'd sit at the back of the class so the teacher doesn't really notice me and I'm there. But I kind of won't do a full session. Anyone done something like that before? We've all been there. Just show of hands. Yeah, of course that's okay. But if you had a one on one trainer and I was at the gym and I wanted to go for 10 squats, now if I had one on one trainer there, guess what's happening? I'm doing 12. Because write this down. With one on one accountability, your students always do more.

Here's the second thing will happen. Those 12 that I do, I will do them with better form. I'll do them better. So with accountability, your students always do better. They do more and they do better. Guess what happens when you have a client or a prospect come in. They're already pre qualified because they're the highest quality client, because they're giving their attention to you. They have a problem they want solved now and they get accountability. And so they do more and they do better over the five days. Imagine the progress they experience and they want the problem solved now. At the end of it, they're just ready to buy whatever you offer them. You can see that, like this is why the conversion is so high. And they're going to be like, I wish I found you sooner. Where have you been all my life? What the hell? But this is where it gets really critical and really important. Now we got 94 people in the Zoom right now. I would love 94 Responses to the next question I ask if everyone could just participate. Even if your camera is off, please participate in this next question because I want the whole room to see this demonstration right now because you guys are going to demonstrate something. Now I want you to think about a competitor in your space, right? One of your competitors in your space, whoever that May be, but have you seen online. It's a yes or no answer. Have you seen online on any social media platform, on any platform, whatever, someone in your space advertising one on one challenge, five day tiny challenge or something like that? Have you seen someone advertising that at all in your space as a competitor? Look, we got one yes, two yeses. But look at the rest.

Look at this. Everyone just look at the screen. Look at the screen. So you got three yeses. That's how I found out the iPhone. That's how you found three yeses. Three yeses and.

30, 40 no's. Something like that. Who just saw that, by the way? Right? Yep. I hope you guys just saw that.

What does this mean? It means that there's a football stadium out there.

With your ideal clients and there's no hot dog stand.

Write this down. Your biggest competitive advantage in business is always when you do not have competition.

Who's following this right now? Always. That is the the biggest competitive advantage you ever get in business when you don't have competition. And as you just saw from the chat screen, there's a football stadium out there with no hot dog stand, except for about four or five people where there might only be one hot dog stand. Now, if you open up a hot dog stand where there is none there, you could have cold, stale, expensive, crappy hot dogs and you will still sell out because you have zero competition. Now, if you open up a hot dog stand and there's a hundred other stands there, and you were the cheapest and you sold organic and you were the best, you will still be broke because there's another hundred there. Who's following this right now? This is really important. Now, I'm not saying you should sell cold, crappy, expensive hot dogs. Don't do that. But you have this prime opportunity right now where you can get in the marketplace and there's no one there. And it may seem like it's a scam. What? This is too good to be true. There's no one there. You know why there's no one there? Because the world doesn't know about tiny challenges yet. Because I only released this to the public only late last year when I was at Final Hacking Live.

This is so rare to have this vehicle where you could be the first. Who's getting this right now? First of all, is this useful? I want to make sure, like, this is huge. I hope you're getting something super valuable right now and you feel my urgency because I wish I was your avatar right now. However, I'm not. But If I was, I'm not just opening one hot dog stand. I'm opening up 100.

I'm just gonna have a whole chain. Who's getting this right now? Like, this is because there's an advantage now. If you're not the first one, you're not gonna lose 5, 10, $15,000. And sometime you could potentially lose hundreds of thousands, if not millions of dollars by not being the first one you cause. There's a huge advantage. Thank you, o'. Neill. I see you nodding. There's a huge. Ken's nodding as well. Like, there's a huge first mover advantage. Who gets this right now? And if you're in the tech space, you know, it's first to market, it's first to market share. Like, you know, there's a principle there, but it gets even better still. And this is the part where I love for you guys to start paying attention. So if your camera's not on, I'd love for you to turn on your camera for this because it'll allow you to pay more attention, because this will the penny you drop. And this part I explained to Russell Brunson, and this is like when penny dropped for him. And this is what got me on stage. So imagine you run a challenge to 10 people, and you wanted to fill up the room and get 10 people in the room. Go ahead, type in the chat screen. Go ahead, type in the chat screen. How many do I need registered to get 10 people in the room? How many do I need registered?

Yep. About 100, sometimes even 200. Yeah, you're right. You're right. About 100. Now, getting 100 people to register for a masterclass or a group challenge or whatever it is should be overwhelming for a lot of you, because you might be thinking, how do I even get 100 people? Where do I find them yet alone? You have to learn the tech, you have to learn the speaking. You have to learn how to sell one to many. You have to have a proven offer. You have to learn how to fill up the room. You have to learn how to all those things. Just get 10 people in the room, and you need 100 people registered. And at the end of it, you're going to present an offer, and you don't really know what you're doing. And everybody says no. It's not 10 people that say no. It's 100 people that said no. Who's getting this right now? And at the end of it, maybe the only person that bought was your sister who you love to death, and you gave her 90% off. And you sold your course for $100. And you sold your soul with it as well. Who's getting this right now? Cool. So I know that you guys are laughing, but that's true.

That's why you're here. Let's just say you do 10 tiny challenges. Go ahead, type in the chat screen. If I wanted to do 10 tiny challenges, how many people do I need to find? How many people do I need registered?

Correct. 10. Not 2010. Because it's a 100% show rate. It's a 100% show rate. So you do your first tiny challenge. It's okay. Now, how many of you have cooked pancakes before? Who's cooked pancakes before now? I don't know the science behind it. Maybe if you do, you can type in the chat screen and educate us all. Why are the first two pancakes weird and dud pancakes? Why? And then the third one, it's awesome, but it tastes the same. But they're just dude. Now say it's like that with your tiny challenge. It's your first one. Write this down. Messy is sexy. Messy is sexy. But you do your first one. It's your first pancake. It's a bit messy. I don't know. It's my first tiny challenge, and I do it and I present an offer at the end. And they say no. And you're like, ah, it's a bit deflating. But that's okay because only one person said no, not 100. And you didn't have to learn the skills. You have to learn. You didn't have to learn the speaking. You didn't have to learn the tech. You didn't have to learn all the fancy things. You didn't have to learn how to fill up a room. You could get started right now. 100% show rate. Awesome. You can. That's okay. They said no. First pancake. Not a big deal. We can't expect a win on the first one, but that's fine. And so here's the two questions you want to ask at the end of your tiny challenge. How many we can get? The trust is so high at that point, right? Then, like, the trust is huge. Two questions you ask. When they say no, what made you say no? Get the data. Because data is oil. Data is dollars. Data is currency. What made them say no? Understand that the next most best question to ask is more important is what would have made you say yes?

What would have made you say yes? You'd be surprised on what people say. I'll give you an example. So we have our six week tiny challenge course at Underdog Academy. And it teaches the choreography of the five days. What to do day one, day two, day three, how to assign the homework. What homework to assign, how to present the offer. We give you seamless scripts for the delivery, everything from A to Z. So you can run it and run it tight and convert like crazy. But then one of the feedbacks we had was, oh, Richmond, you know what? Like, if you, like, if you had a recording of you actually running a tiny challenge, like, that would be it for me. Because then I could watch it while I'm driving or listen to it while I'm driving or going to the gym or cleaning the house, or I can just sit down and watch it. Cause I like to. Once I see or hear it, I know. And I'm like, wow, I didn't even think about that. So I went back to my archives. Luckily I recorded it, got permission from our student and said, can I put this recording in our course so they can see me running one with the framework I'm teaching? And that was a thing that got people over the line. And I'm like, wow, because I've made you say yes. Who's following? And now my offer is getting even better. And so the next time I do it, second pancake, it's getting a little bit better. It's still a little bit messy, but I got feedback on my offer, I got more data, I present it, I'm feeling a bit more confident. And they say no. I'm like, ah, it's okay, but I'm feeling better about it. It's a close no. It's almost a yes. And it's only my second pancake. Only. It's my second lead. And ask them the two questions. What made you say no? Get the data. What would have made you say yes?

Another example, Richmond, Like, I've bought three other courses and I haven't touched many of them. It's not because I'm lazy. It's not because I don't have this dream that I'm willing to work towards, but because I just work better with accountability. How many of you work better with accountability? Not saying you're lazy, but you just do. Me too. Do you have accountability? Well, we didn't, but now we do. And we don't charge more for it. And we hold. We have accountability with a million dollar coach holding them accountable. So they do more, they do better, they complete the course. More importantly, when they complete the course, guess what happens? They get paid.

And so now we have accountability in there. Who can see the offer getting even better still. And then I do my third tiny challenge. It's a little bit better now. It's less messy. It's like my third pancake. And suddenly I present the offer based on the feedback of the first two. I'm feeling more conf. Confident now as well. And I get my first yes online. And that's my first thousand, two thousand, three thousand, five thousand dollars online. It's not just money in your bank account, but it's a shift in your identity of who you are now as a coach. Because the very first time, you are now officially a legit paid coach. Who can feel that, by the way. And that's real. Your confidence is sky high.

Our average students get their first client in the first three, and you present your offer as well. But here's also the awesome thing is now you have a validated offer in the marketplace. The reason why everything else doesn't work for you is because your offer is not even validated yet alone. You have to learn all the skills. Who's getting this right now? Yeah. And if you do this and you bomb, it's not like you can do another one tomorrow. You have to wait another cycle, which is generally a month. Whereas this, if you bomb it, you can do one in the afternoon. Who's getting this right now? And it's only one person. And you get the proven offer done and you present it again, you get a no. That's okay. Not a big deal. What made you say no? What would have made you say yes? Oh, Richmond is a six week program. But I'm going away for two weeks. Such a bad time. And you got such a good offer. Can I buy it now and start in two weeks time to skewer the offer 100%? You can. Oh, my gosh. Richmond. Two weeks right in the middle of your program. I'm away for two weeks. Can I get an extension? Can I get eight weeks to complete the six weeks? 100% you can. Oh, my gosh. Can I get 12 weeks? Complete six weeks? Because I'm on and off, on and off. I'm working in the mines and I'm. I got this FIFO thing, blah, blah, blah. Okay, awesome. Yes, you can. We give unlimited extensions. We get the full six weeks. It's not a deadline to finish it in the six weeks. Suddenly, that made the offer even better because we had some flexibility. Who's getting this right now? Only because we asked what would have made you say yes. So if you're selling a six week course. Maybe you should have some flexibility there as well. Because your students may not have that six weeks blocked off exactly in their time schedule to work with you over the next six weeks. Who's getting this right now? This is important only because I asked them what would have made you say yes. Now I know my office even better. It's got the recordings, it's got time extensions, it's got accountability. We add in the traffic cart and now we get a yes. Boom, another thousand or two thousand or three thousand. Another yes, Boom. Now we're on a roll. We're getting better confidence sky high. You never get 100% yeses in a row. That doesn't happen. But that's okay. What made you say no? What will have made you say you? Send suddenly, yes, yes, yes, yes, yes. That's your first 10, 15, 20, $25,000 online. And here's the crazy thing. You never needed to learn how to speak. You never needed to learn how to fill up a room. You never needed to learn how to do all the tech. You never needed to learn how to sell one to many. And you all could get started right now. Who's getting this right now? Right? And you might be thinking Richmond. I don't know my niche. How many have been told that you need to niche down? Who's been told you need to niche now? And the riches are in the niches and blah, blah, blah, blah, blah. And it's true, you do. But not so soon, because there's a lot of pressure. If you don't niche down here, you're done. Who gets that? Right now? You're not going to be able to fill up the room here. It's like Richmond, like I'm a. Okay, I'm a woman, but I'm a corporate woman. I'm also a single mom. I'm also a victim of abuse and I don't know who to coach. Well, here's what I'd say. Take a tiny challenge on a corporate woman. Take a tiny challenge on a single mom. Take a tiny challenge on a victim of abuse. Now, I guarantee after you do those three, you'll know exactly who you are called to serve. Who's getting this right now? So the framework allows your niche to find you.

I don't know my I help statement. Richmond. I'm confused. On my I help statement, you do five, six, seven tiny challenges. You know your I help statement because you hear exactly what they're saying. Who's getting this right now? And this is my favorite Part who can see why Russell Brunson says this is the future of marketing. You can see what 100%. My favorite part. Now, if you needed brain surgery, touchwood, you don't need it and you're looking for a brain surgeon, would you rather a brain surgeon has done 2,000 hours or 2,000 brain surgeries or a brain surgery that's only done 10, 100%. You want the 2,000 hour, one or 2,000 brain surgery right now? Personally, for me, I've done over 2,000 hours of one on one coaching.

And I'm extremely competent at what I do. When I was an optometrist, I was an optometrist 10 years and after 10 years, I had done 20,000 eye tests. Would it be fair to say that I was a very competent optometrist? Would that be fair to say? 100%. Would it be fair to say that I'm a competent coach because I'm on 2000 hours of one on one coaching? 100%. You can't take that experience away from someone. Now if you've done 10, 15, 20, 30 tiny challenges, you would have done your version of 100, 200, 300 hours of coaching. And that competency stays with you. And you got paid at the same time. There is no other framework which allows you to earn while you learn who's getting this right now, which is crazy.

And when your competitors see that you open up your hot dog stand and they will open up one next to you, because they will.

Your competitors, clients will say, why should I choose you over him or her? And you'll be like, well, because I've done 200 hours of one on one coaching. And then they cannot argue with that. Who's getting this right now? Yeah, cool.

Who's loving tiny challenges? Yeah, excellent. Cool. So when I presented this to Russell, he, he was blown away.

To the point where.

He started to run his own tiny challenges. I'm going to show you the video of that later on. And he made $200,000 from them. But before.