Why a Small Audience Is Actually Your Unfair Advantage

Added: 2026-05-12

[00:00:00]What if I told you that one of my coaching clients has only 500 YouTube subscribers and is making $30,000 a month? No viral videos, no massive following, no posting every day, just a tiny audience and a huge income.

[00:00:19]And here's the thing, that's not the exception. That's actually the model.

[00:00:23]And in this episode, I'm going to show you exactly how it works. See, one of the things I absolutely hate about the day and age we live in is that everyone feels like they need to go viral or have their own version of whatever that means. They need a lot more followers, a lot more viewers, a lot more listeners, a lot more subscribers. And the reason people think that is twofold. One, well, that's what everyone says you need. So, everyone says you need more followers.

[00:00:54]Everyone's teaching you how to go viral.

[00:00:56]Everyone's showing you how to get more traction with your content and we live in a content hungry world. And so I I get that content is not the problem, but everyone's telling you you need to be bigger, have more, reach more people. So that's one reason why you think you need it cuz that's what everyone's telling you. But number two makes a little bit of sense actually. You intuitively know that you're making a certain amount of money right now. Let's say you're making $5,000 a month in your business right now.

[00:01:27]and you already have, let's say, a thousand subscribers on your YouTube channel. I'm just throwing out numbers.

[00:01:34]So, you at a subconscious intuitive level make the assumption. You you look at the correlation and you make it the causation. So, this is a classic fallacy. You say, "Okay, the correlation between the number of followers I have and the amount of money I make, a,000 subscribers or a,000 followers, $5,000 a month. That's what I've built so far."

[00:01:57]So, you intuitively think, well, if I want to double my income from 5,000 to 10,000 a month, I need to double my followers from a,000 to 2,000. Or if you wanted to get to $50,000 a month, that's a 10x growth in your your cash flow or your income. I would need to get 10,000 subscribers or followers. And so you think it's taken me 3 years or 7 years to get my first thousand followers on Instagram or YouTube or Tik Tok or subscribers. Is it going to take me another 3 to seven years to to 10x it? I don't want to wait 3 to seven years. So, is there a person or a way that can show me how to 10x my followers or subscribers in the next few months?

[00:02:45]Right? So, that that's where our brain goes. We think we make the certain amount of money we have been making because of the amount of followers and eyeballs we have. And so, if we want to make more money, we want more eyeballs.

[00:02:56]And so, we don't want to wait for more eyeballs. We want to get more eyeballs faster. That does that sound like you? I mean, that's where most people that I talk to in this space find themselves.

[00:03:06]And the problem with this, well, there's many problems with this. The number one problem with this is that you lose hope real fast because now you have pinned your hope on your ability to get a lot more views, a lot more subscribers, a lot more followers. And for some people, you're going to get views and subscribers and followers real quick.

[00:03:27]So, you don't lose hope. So, that's maybe not your problem. But most people, it's very hard to go viral. It's very hard to scale up from a,000 subscribers to 10,000 to 50 to 100,000 anytime soon.

[00:03:40]Not impossible. It's just very hard for most people. So, you're you're pinning the hope of your business, the huge income you want, whatever huge means to you, if it's just 10,000 a month or it's a h 100,000 a month or a million a month, the numbers are are very personal. That doesn't matter. But whatever your goal is, you've pinned the outcome of that goal to I need more followers, more eyeballs, more subscribers, and you have disempowered yourself. You've disempowered yourself and given up your hope. Nobody wants that. I'm here today to show you that that is not only not the only way, it's actually a bad way.

[00:04:19]Because let's let's stop and think about this for a second. If you're being honest, how dialed in or optimized is your business and business model on a scale of 1 to 10? I don't know how you want to rate this. 10 being the most dialed in. You put another eyeball in front of this business model and it's going to convert the absolute best it can. One being it is a hot mess.

[00:04:42]Express. I've got websites and landing pages and funnels and things that are broken and lead magnets and offers and I think I have a webinar somewhere and oh I don't know if I have the right link set up or I haven't even looked at my funnel in tw 12 years or 12 months. That would be a one, right? Where on that scale is your business right now?

[00:05:02]Most people would say they're between a four and a six. Okay, maybe it's a hot mess. That's even worse. But let's say it's even a five.

[00:05:15]It's a five, meaning it's not even halfway to being perfectly optimized for conversions, for smooth sailing, for delivering and fulfilling on the offer.

[00:05:26]Do if I gave you a million more followers today, do you really want a million more people in front of your broken system with your broken sales page that probably won't convert those million people? So, now they're gone. Great.

[00:05:40]What was the point of those million people? They're gone. Broken fulfillment and customer service. What happens? You have a million people and they're complaining about a million things.

[00:05:51]Can can do you have the mental bandwidth to support a million new customers?

[00:05:56]Like, think about this for a second. Are you even ready for a million followers?

[00:06:02]Most people, the answer is no. Now, some some of you have this dialed in. Like, you might be the person that's like, "Bro, Graham, I'm dialed in. my business is converting. I know I know my numbers.

[00:06:12]I've got my funnels. Things are optimized. I just need more people.

[00:06:18]Hold that thought. We we we might have something for you. But most people, it'd be a hot mess express because you have a broken system. You don't want more leads and filling up your broken system. But here's the great news. You don't even need a perfectly optimized system to get to your income goals. So you don't need an optimized system in terms of what the world says and you don't need a huge audience. So how does this work? Well, what I want you to do today is take a deep sigh of relief. I want you to exhale as I'm about to tell you some really good news, my friend. Your current audience size, whatever it is, is already enough for you to make the amount of money you want to make. It's already enough.

[00:07:10]You don't need to grow. Well, I'm happy for you to grow and I I want you to grow. Why? Because if you're like I'm assuming you are like most of my students and clients, you're a good human being who has transformation for people. That is valuable. And therefore, don't you want to transform as many people's lives as you can? Yeah. So, that's that's why you want to grow. But you don't need to grow to make more money. Oh, no you don't. You don't need a bigger audience. So, what I'm going to give you in this episode is a system that will work with the audience you already have so that a handful of the right people can become life-changing income for you.

[00:07:52]Does that sound good? Okay. The most important thing you need to do to scale up your income with a tiny audience is to select your someone.

[00:08:04]Select your someone. You don't need every person on the internet or every person on planet Earth to know your name. You just need one person. What do I mean? Um, most creators, most coaches, most experts, most people posting content try to speak to everyone. And they do this literally and figuratively.

[00:08:28]Literally, they say, "Hey y'all. Hey everybody. Hey everyone." Don't say that. Please just stop saying that. If you're ever saying that, don't say that.

[00:08:37]When when you're talking to your camera or you're talking into your microphone for a podcast or you're writing a blog post, what is the realworld interaction with that video, that podcast or that blog post? Are there, let me ask you this, are there a thousand people crowding around a computer screen watching your video? No. Are there a thousand people crowding around your iPhone listening to your podcast when when they listen to it? No. Are there a thousand people crowding around your laptop or a laptop reading your blog all at the same time? No. You are not speaking to the many. You're speaking to the one. This is what's so interesting about content is it is a stage much like a physical platform.

[00:09:26]That's why they're call platforms where you're elevated above everybody else so they can see you and hear you and you can project and and share your message.

[00:09:33]It is a stage in the sense of the function of what it does, right? So you want your own YouTube channel or podcast or blog or whatever or Substack because it is your platform upon which you get to be invited every single week without anybody's permission because you built it and you get to speak from it and influence people for the better. But that's where the analogy breaks down. It is not a one to many in terms of the way other people experience you. They don't experience you in a crowd. They experience you like you're experiencing me right now one-on-one.

[00:10:06]If you're watching this or listening to this, you're likely the only person in your vicinity. You might be in your car right now. You might be sitting at your desk. You might be on your phone at Starbucks or on an airplane. I don't really know where you are, but you're listening to this. You're watching this by yourself. So from your experience, it's just you and me, bro. We're just having a conversation. So why would I say, "Hey everyone. Hey y'all." That just breaks the the the reality field.

[00:10:35]That just breaks the trust. It breaks our moment. You're like there, you look around you like there is nobody else here. I'm like, "Hey everybody, who are the other buddies? It's just me." So you want to speak to the one literally. So you say, "Hey friend. Hey there, I'm speaking to you. Maybe you have felt this. It's a singular you. It's a singular audience in the way you communicate. But beyond that, metaphorically, this is so important. Your brand and your content cannot be for everyone or about everyone. It needs to be for one person. The good news is you get to pick that person. I say this all the time, but the number one question in business is not what or how or when or why or where. It is who.

[00:11:22]The most important question, the most important question you could ever ask or answer in business if you want to make a ton of money and bring real transformation in people's lives is who?

[00:11:31]Who do you want to serve? Who are you positioned to serve? Who do you feel most excited to serve? Who do you get energy serving?

[00:11:43]And that who might have changed from the past. I have changed my who at least three times. I've had three different who's. But you decide that and you need to decide that because the who will determine everything else. Everything you do in business. Every other decision downstream of that comes from the who and is informed by the who. So, uh this is something I teach in my book, The Effortless Business. I call it the perfect client code. At a high level here, uh it's in chapter three of my book, The Effortless Business. So, go read that if you haven't already. I'll link to it below. But at a high level, you want to spend some time creating a document that I call the perfect client code that answers a few questions describing your ideal client, the person you have visualized transforming. And if you've already had clients, then your your favorite past client you've ever had or current client you have. and and you build a whole client code around this one person. So you imagine that person and from there you build out a few specific thing things. What is their number one problem that you're going to build your whole business around solving because that's all businesses is solving a real world problem. Okay. What and it's their problem that you want to solve. What is their dream outcome that they desire more than anything? If you were to solve their problem, what dream outcome would that allow them to have? You got to know what that is. Okay? Again, it is a singular problem, a singular dream outcome. Now, what are the different pain points that that ideal client feels because of the problem? You want to know what those are? What are the specific payoffs they will get once they realize their dream outcome? Okay, they realize their dream outcome. What does that look like and do for them in their real life?

[00:13:36]And then you want to figure out what is your process from solving their problem to getting them to dream outcome. These are like your steps, your method, right?

[00:13:44]I don't have time to go into depth about that, but at a high level, you need to figure that out before you do anything else or anything next in your business.

[00:13:54]This document will inform what kind of messaging should go on your website, what kind of content you should create, how you present your offers, what kind of offers you should make, what kind of podcasts you should guest on, what kind of events you should go to, what kind of books you should read and study, who you should collaborate with, how you should show up on Instagram, what your bio should be. Do you see how powerful this is? Because everything about your brand is a signal. Everything. And you want that signal to attract your ideal client.

[00:14:31]Why? Because they're the people that would love to pay you.

[00:14:36]And they're the people you could transform their lives, right? So there are people that would love to pay me that I can't help. And there people that I can help that don't love to pay me. I don't want to talk to either of them. I want to talk to and attract the people who I can help and who would love to pay me. That's the whole point, right? You want money. You want clients. You don't want followers. You want clients. You don't want to be famous. You want clients.

[00:15:01]Does this make sense? So, the number one thing you have to do to have huge income with a tiny audience is to select your someone. Who is your person? And get really detailed on that. Number two is you need to speak their struggle. We alluded to this earlier, but once you know you're someone and you know their main problem, all you need to do, this is going to be over the next two points and the place you need to start in all your messaging and all your content is to hold up a mirror to them to reflect their inner world.

[00:15:37]Right? When you use language, when you use words, when you use metaphors and examples and stories that illustrate that you know their inner world, you know their pain points, they feel seen.

[00:15:52]When they feel seen, they lean in. You never lead with their dream. You lead with their pain.

[00:16:00]Especially if it's someone brand new. If you have a warm audience, you can lead with their payoff or the dream they want. If this is a cold audience, if this is someone that found you on Instagram, if this is on an ad, if this is the first time they're seeing a YouTube video, you lean with their pain.

[00:16:13]Think about what I did in the the thumbnail and thumbnail title of this video um or title of this on the the episode for the YouTube or the podcast, excuse me. Tiny audience, huge income.

[00:16:28]The first words on that thumbnail are your pain. Tiny audience. The reason you're listening to this right now is because the word tiny audience connected with you somewhere like h I feel like I have a tiny audience. That's a pain. I'm speaking your struggle. Okay. See, my content is not about me. It's about you.

[00:16:50]Your content should not be about you.

[00:16:52]It's about your ideal client. So, don't talk about what you want to talk about.

[00:16:57]Talk about what they want to talk about.

[00:16:59]And what they want to talk about is their struggle, their pain. They want a solution to their pain. So, here are some content levers, four of them, that you can use to have endless content when you put it out there in the world. Number one is just answering their real burning questions. What are they already googling? What are they already on YouTube? What are they already asking chat GPT and Claude?

[00:17:22]Right? You can even use these tools. You can tell Claude, you can tell ChatGpt, you can tell Gemini, you can tell whatever tool you like, this is my ideal avatar. Again, this is why your who selecting your someone is the most important. You you you create your perfect client code document. You feed that into your AI um you know LLM of choice and you say this is who my ideal client is. Based off of this document, what you see, go do real research right now and give me a list of the top 10 or top 20 burning questions that this ideal avatar, this type of person is asking the internet right now. either asking you or other LLMs or googling or searching what are their top 10 or 20 burning questions and let the AI agents go to town for you. Then each one of those 10 or 20 questions becomes a video for you to produce, becomes a podcast episode for you to produce. It becomes a newsletter for you to write. You see how we want to speak to their struggle. It's the first way to build trust and it's the first way to get them to lean into you and to get their attention because your messaging, your content is a signal and you want to speak to their pain. So, answer the real burning questions.

[00:18:34]Number two, solve their biggest problem.

[00:18:36]So, when you get content, make sure that the content is about solving their biggest problems. That's what this episode is all about. One of your problems, presumably, if you're listening to this right now, is that you have a tiny audience and you're not making as much money as you'd like. So, I'm showing you how you can still make huge income with a tiny audience. How you can make six, seven figures a year with a tiny audience. So, I am I'm right now solving your problem. Okay.

[00:18:58]Number three, content level for you.

[00:18:59]Share your contrarian point of view.

[00:19:02]This is a great This is kind of a dream within a dream. This is like the movie Inception. Right now in this episode, I am sharing a contrarian point of view that you can have a tiny audience and a huge income. That followers don't matter. that you don't need to go viral to make lots of money. That is by definition contrarian. That is contrary to what most people believe, think, and teach, and post about. You have your own spiky points of view, as my friend Rich Litman would say. But your contrarian takes. This is how you stand out is what? And you ask yourself this, what is something that most people believe in my industry that is wrong? This is from this is your opinion and you can fill in the statement.

[00:19:47]Everybody says X but the truth is why.

[00:19:53]Most people in this space believe A but the truth is B. That is a great framework and I think I stole that from Neil Gordon. Um just that sentence alone is provocative and it helps you. You could probably have dozens of those. um fill out that state statement as much as you can to just uncover for yourself your own contrarian points of view. This is going to help your content really land for your ideal client. And then finally, use their language, not your expert language. This is one of the biggest problems for all of us, and I have struggled with this for years in both my my first business in the music space and in this business is you you you move away from beginner language the deeper you get into this. When you first had the problem that you no longer have that you're probably solving for your clients, you used real language. Then you learned and you found a solution or maybe you got a coach or maybe you had a breakthrough and then you you got to the other side of that. Now you're now you're the expert. Even if you don't like that language, you're the one who has found a solution and you're you're solving that problem for other people.

[00:20:58]Now you you've gotten so deep into industry lingo. You've created your own frameworks. And so if you're talking about your own framework terminology all the time, this is language that doesn't mean anything to the beginner, the person that's way back where you were 5 years ago, 10 years ago, a year ago, right? So one of the greatest exercises you can do is to go back to using their language. What was the language I used when I got started? How did I frame the question? Because I didn't even know probably how to ask the question. So, can I go back and get a, you know, a list of the types of phrases and questions and language and words that I used back then and try to use those in your content? Remember, you're not trying to go viral. You're trying to just create a signal that attracts the right person, the person who is exactly the person that you can serve at the right time when they really need help. That those two things are going to lead to a client real fast.

[00:21:56]Um, what's so cool is that this type of content that speaks directly to their pain, to their desired outcomes, their fears, their frustrations, their dreams, all of this acts as a signal.

[00:22:08]It's invisible to everyone else. So, that might mean no one notices you, but those are the people that wouldn't buy from you anyway. But that signal is absolutely irresistible to your person, your who, right? So, you select your someone, you speak to their struggle. Number three is you show your solution.

[00:22:29]So, we're still in content. Let me tell you the the best thing you could ever do for your business is to commit to long form video content.

[00:22:40]Long form video content. Think like a YouTube video podcast like this.

[00:22:46]But even if it's 20 minutes, long form video content is the most powerful vehicle right now and has been for decades. is the most powerful vehicle to attract your ideal client and blow up your business.

[00:22:59]So long form video is ideal for client attraction way over it outperforms short form any day. So it outperforms reals on Instagram. It outperforms Tik Toks. Um it outperforms YouTube shorts. Why?

[00:23:17]short form can get attention and it can go viral and it can let people know that you exist and go, "Oh, he knows my problem." Or, "Oh, she's funny." Or, "Oh, they have a good solution." It can be that hit, but it's only the beginning of the immersion process. Your client needs to be immersed in your world and your worldview before they can become a a client. So, your prospect, I mean, needs to be immersed.

[00:23:43]That is why a a static ad to book a call or a a short form video book a call is the only way you could create a client from something short because you need to get them on a call to in a 30 to 45 minute sales call create immersion show them that you understand their problem can solve their problem show them a solution and persuade them or have a chance to persuade them to buy your thing I don't do sales calls I don't need to do sales calls because when I present an offer to my ideal client, they are so immersed in my world that they are what I call pre-sold.

[00:24:24]You want pre-sold clients.

[00:24:27]A pre-sold client is a client who already knows who you are, already knows that you know their problem, already knows that you have a solution, already buys into your premise, your worldview, your belief about the way you can get the solution and solve their problem and already has been served by you. This is so key because of your long form video content has already been served by you already. Already already two already.

[00:24:55]Why not? that they already know you can help them because guess what? You've already helped them that when you present an offer to them, they're like done. Absolutely. It's just a it's just a formality. It's just a formality of going from free to paid of like am I making her my coach like legit legit or making him my coach legit legit or or not? And either answer is fine by me, but I don't have to do any convincing. I don't have to like stiff arm you. I don't have to try to persuade you with every fiber of my being. No, I'm so leaned out in the sales process.

[00:25:31]I don't even do sales calls. When I just present an offer to a group of people, people say yes and people say no. Both are fine with me. So, the beauty of a long form video for you is that you can create focused, immersive environments that can get your potential clients pre-sold. A good 30 to 45 minute video podcast or video on YouTube if you don't want to do the podcast side of things is going to do three things. It is going to filter out the people that aren't your people anyway, right? I talk about Jesus. I talk about working less. I talk about my family. I talk about things that are just going to filter out people that don't like Jesus language, want to work 24/7, don't care about a family, they just want to be a a bro in front in front of a Ferrari with a lot of scantily clad women, right? And working around the clock. So, I'm already going to filter out those people that are like, "Dude, who's this nerd?" Right? If I talk about Star Wars, if I talk about leading worship like at my church, it's going to filter out all those people who are not going to like me anyway. So, it filters out the tire kickers. Also, when I talk about, and this is really key, a subtle thing you can do in your content is to seed your offers. What I mean by this is, we'll get to the offer part in a second. It's the last point. But when you subtly tell your people in your free public content that you are a coach, you have paying clients, you mention the price of your offer. Sometimes you talk about client success stories. All of that is seeding your offers without making a pitch. You're letting them know real casually, oh, she works with clients. Oh, people pay him. Oh, he has a mastermind. Oh, he does a VIP day. Oh, he charges this much for one-on-one. I wonder if he you when you mention your book, when you mention your challenge, when you me you see how you just mention in passing, it subtly tells people that, hey, I'm I I get paid to do this.

[00:27:41]So that that especially if you seed high highriced offers, it'll filter out tire kickers. And that's what you want to do.

[00:27:48]You don't really, God bless them. They can keep watching your videos. That's great. But you don't have to try to get tire kickers on a sales call when they they're never going to buy from you anyway. So, it filters out tire kickers.

[00:27:59]Um especially people that can't watch 15 minutes of a video or longer. They're they're not for you. You the the length is on purpose, right? You want them to sit through a long video because that's going to create a client faster than anything, right? Does it does it make sense? It's so funny. Think about this.

[00:28:16]We're like, "Oh, make it short. Use B-roll. Do jump cuts. Make it quick.

[00:28:20]Make sure you hook them. Don't talk too long because then they'll leave. If they're going to leave, they're not going to buy from you anyway. Or what are you trying to trick someone into buying your thing, your coaching or whatever, who's not really patient enough or committed enough to do the work you're going to give them to get the transformation. No, that doesn't make sense. You don't want those people.

[00:28:40]So, that's why I go long. That's why I talk for 30, 45 minutes, sometimes an hour at a time on this show, because if you can't hang with me, you're not going to want to work with me. And I'm not going to want to work with you because we're going to do some real work together. I'm going to transform your life and blow up your business. People who work with me go from where they are to making $50,000 a month, $100,000 a month, $250,000 a month consistently and go from working 40 hours a week to 20 hours a week to 10 hours a week.

[00:29:08]That's what my clients do. So, if you want that and you can't hang in a video, I can't help you, right? And then what's so great about this is the long form video content just creates such trust because there's so much more immersion that the conversion happens almost effortlessly. Again, they're pre-sold.

[00:29:28]And let me just give you a simple analogy here to remind you of how to show up in your videos. This will take the all the pressure off of you and make your videos 10 times more effective um at pre-selling your clients. to borrow from the the genius Donald Miller, borrow his language, you are not the hero in your video, you are the guide.

[00:29:47]Your listener or viewer is the hero.

[00:29:51]Okay, this matters and this is not nuance. This is fundamentally a shift.

[00:29:56]Most people post about how great they are because they think they need to show how great they are to show how credible they are so that the viewer or listener will respect them and trust them that they can get them a result and feel safer in this awesome person's care and therefore fork over their hardearned money.

[00:30:16]That is actually a turnoff. If you're walking around talking about how great you are in your videos, you are literally breaking trust and repelling your best clients. The thing that creates more trust and more buyin and gets your person to want to absolutely beg you to sell them something is to position yourself as the guide to their hero story. Your prospect is a hero in his or her own story. And they have a a challenge they're facing. They have an enemy they have to conquer. They have to rescue the princess. They have to go on a journey. They have to the whole hero's journey thing. They are the hero. But in every hero's journey, Joseph Campbell to Star Wars to Harry Potter to Lord of the Rings, every hero, whether it's Luke Skywalker or Frodo Baggins or Harry Potter himself, needs a guide. Every Luke needs a Obi-Wan Kenobi or a Yoda.

[00:31:15]Every Harry Potter needs a Dumbledore.

[00:31:18]Right? Every Frodo or Bilbo needs uh Gandalf.

[00:31:24]The guide is usually positioned as an older wizard or older sage or an older spiritual teacher, right? And that's just a caricature of wisdom, of guidance. Someone who's gone and done the journeys and slain the dragons and had the adventures and live to tell the tale and and can speak from experience like, "Hey, I've gone up the mountain, come down. Let me help you. I'm not the hero, but I want to help you get to the top of your own mountain."

[00:31:54]You don't have to be old to be the guide. You just have to remember that guides get paid. Heroes go broke.

[00:32:03]Guides get paid. Heroes go broke. Heroes might get a lot of followers and attention because you're like, "Oh, wow.

[00:32:10]She's so impressive. Wow, he's so smart.

[00:32:13]Wow, they're so rich." But they don't get paid. Guides get paid. Guides say, "Hey, I exist to help you win.

[00:32:22]And how can I help you win? I want to help you win." Right? So, if you position yourself as the guide and you look at every video you do as I'm going to guide the hero who's the listener, viewer, follower in this episode, solve this problem, and achieve this dream outcome. I'm going to meet them where they're at. I'm going to give them wisdom. And my goal is that by the end of this video, they feel like they were able to slay the dragon, save the princess, blow up the Death Star, you know, whatever it is. If you position yourself that way, you will attract so many more clients because guess what? Every hero in every story undervalues their guide at the beginning of the story and only progressively realizes there is there is so much more wisdom in in that deep well. And so they grow to really love and cherish and need the guide the longer they're around in their journey. The harder the journey gets, the more they need the guide. So, for example, I have people who will watch this video or listen to these podcasts and they realize, okay, Graham could be my guide. And so, then they'll go buy my book, The Effortless Business, and they'll read it. And that alone is a guide. Like, this book is like, I've been in there and done it multiple times. Let me get guide you along the journey. And then they realize, you know what?

[00:33:45]I really need to be able to ask him some questions. So then maybe they'll come to my challenge, the 10K offer challenge, because then I can answer their questions. They realize there's way more depth in the well that Graham has. And so maybe I can come to his event and ask him questions and he can coach me real time to really shape my offer and my business. And then the people on that challenge realize, oh my gosh, 5 days with Graham has been transformative. And I I'm literally not trying to brag, but I'm I feel like there's some trust here, right? You we can speak freely. They realize at the end of five days, oh my gosh, my life has changed in five days.

[00:34:20]I don't want this to end. Like, what do I do when I get stuck in in five weeks?

[00:34:25]H what if I want to be able to ask Graham a question? I don't even know if I fully know all the nuances of what he taught me. Like, I I know I'm going to need to like I need more of his help.

[00:34:34]And they hire me to coach them. But all along I've been their guide from a a YouTube video to a book to a challenge.

[00:34:43]And then my clients, I'm literally their guide. I help them win. That's who you need to be for your prospects. You're not the hero of your story. Your client is, but you will get paid way more if you can let go of needing to be the hero. Take off the hero complex. Be happy with a guy that now there's no pressure. You don't need to impress anybody. You just need to come and serve. Be of service. Jesus gave us the formula. When his disciples said, "Jesus, which ones of us is going to be the greatest in your kingdom? I want to sit on your right hand side or your lefth hand side." And they're just being idiot men vying for ego and who's going to be the greatest of the 12. Jesus didn't say what most Christians would think Jesus would say. If you read the verse, they think it says you shouldn't want to care about greatness, you should just care about other people. No, no, no, no, no. He says, "If you want to be great, he who desires to be great, here's how to do it, must become the servant of all."

[00:35:38]Oh, so in the kingdom of God, which is always upside down from the kingdom of the world, the greatest people in the kingdom of God are people who serve others. So greatness still exists. Oh yeah. The first shall become last, the last shall become first. If God didn't believe in greatness or priority, there would be no first. There is definitely a first in the kingdom of God. But the way to get to the front of the line is to be willing to go to the back of the line and serve everyone. Be the the greatest servant of all. You will become great.

[00:36:10]And that is literally the blueprint for making money in business is be the guide. Be the servant. Okay? You know who does this so well is my client Aiko.

[00:36:21]So she is an English pronunciation coach for native Japanese speakers. And I referenced her at the top of this episode, but Aiko came to me and started working with me a few years ago and we helped her blow up her business. But the thing that blew me away and made her like like it made her a poster child of this tiny audience huge income movement is that when I was getting to know her business, I was like I go, "How many YouTube subscribers do you have? Am I on the right channel? It only has 500 subscribers." She's like, "Yeah, that's right." And I'm like, "But you're doing $30,000 a month." She's like, "Yeah, that's right. I'm just doing what you teach." And I'm like, I go, I I know I teach this stuff, but you're doing it at a level that most people never even thought is possible.

[00:37:08]500 subscribers, 250 people on her email list. And she even famously would delete people from her email list who stopped opening any of her emails. Like, if you don't open a single email of hers, or maybe after a week or two weeks, you don't open an email, you're straight deleted. She kept her email list artificially small at 250 because she's like, "Why would I want to email people that aren't willing to open my emails?" I was like, "You're a killer. That's amazing.

[00:37:34]How can she go from 500 subscribers, 250 people on her email list to be making $30,000 a month consistently with no viral videos, no huge platform.

[00:37:46]The reason she's able to do this is because of these three points we've done so far. And we're going to land the plane here. She selected her someone native Japanese speakers who want help with their English pronunciation, aka their accent. Okay?

[00:38:00]She spoke to their struggle and she showed her solution. That's what her YouTube channel is all about.

[00:38:08]Speaking to their struggle and showing her solution to their struggle, her methodologies, speaking their pain points. At the end of every video, the people that found her videos are like, "Oh my gosh, Aiko is my guy. She is my girl. Like, who else who else am I going to hire to help me?" Her videos were designed for only her perfect exact person. And so what these videos did is they pre-qualified, they pre-interested, and they pre-sold her people. So that by the time she makes an offer at the end of a video, in an email, by the time they reach out, they they already know they want to work with her. They just don't know what it costs or what it looks like. So it almost doesn't matter. Does this make sense? They are presold. The offer is just the semantics. And this can be you.

[00:38:55]And there's just I have so many clients that have less than 5,000 subscribers or followers doing multi-6 and some seven figures a year. The the concept is the same. They selected their someone. They spoke to their struggle. They showed their solution. But here's the final piece. The piece that you absolutely need for this to work is you need to sell something significant. You don't need volume. You need value. And you need to be premium. You need to charge a premium for what you do. I talk about this a lot, but the only way the math maths with a small audience is if you have a high price for your offer. It's the only way the math maths. If I only charged $197 for a course, she would not make $30,000 a month off of 500 subscribers on a YouTube channel. So, if you're thinking like, how that's not enough volume, you're absolutely right.

[00:39:45]To do low ticket offers like courses and low ticket memberships, you do need volume. You need a ton of people. But this is the only way it works is just decide to stop playing that game. It's a very hard game to win. I won that game, but it was getting harder and harder and harder. So, I pivoted and moved upstream and became a premium brand. The math is simple. 10 clients paying you $3,000 a month to work with you is $360,000 a year.

[00:40:13]Okay, that's it. If you create a $10,000 offer, you only need to sell three clients a month to make $30,000 a month, which is $360,000 a year, which is an amazing life. The big audience is not the problem. See, you don't need a big audience. The offer is usually the problem. You need a better offer, and you need a premiumbric offer. And you need to understand what premium buyers are looking for because premium buyers don't want to buy your cheap stuff.

[00:40:43]Premium buyers want to buy premium stuff and they want real results and you can't really give real results in a course.

[00:40:50]It's possible for the right person to maybe get results, but a a premium offer is going to look different than a simple course. So, I've done a lot of episodes on offers. If you need help like building out your offer, you should come to my next 10K offer challenge. Uh the doors already closed this week. We're already in one right now, but I you can look at 10k offerchallenge.com. I'll link to it below for the the dates for the next one. So, if you missed it, I'm sorry, but don't miss out on the next one. And don't miss out on the VIP tickets before they're sold out. Grab one of yours cuz those do sell out. But come to the next 10K offer challenge and that's exactly what I can help you build cuz that's a huge component of this. But I've done a lot of teaching on this.

[00:41:30]When you've done points one through three correctly, your prospects arrive to your offer pre-sold.

[00:41:38]They're so deeply immersed in your world. They've watched your videos. They trust you. They already want what you have. How much easier would your life be if you were making offers to people who already know they want to buy from you.

[00:41:49]They already know they want what you have and and they're absolutely begging you to serve them. How much better would that be? premium price plus pre-sold client is the effortless business model in action at its core. Um, and it's beautiful. You don't have to chase clients. You don't have to post and pray. You don't have to go viral. You don't have to keep up with trends. You don't have to be on your phone if you don't want to. Like, if I'm going to be honest, I don't really like Instagram.

[00:42:20]Instagram brings out more insecurities in me than almost anything else on the planet. So, why would I want to be on I have a 15-minute time limit on Instagram, on all social media, on my phone every single day? Because after 15 minutes, I start to like hate my life.

[00:42:36]And I feel like I've won the game of life. My life is amazing. And that's how powerful Instagram is. I can already start hating my life in longer than 15 minutes. So, um maybe you like social media. That's great. I'm not saying you have to give it up. I'm just saying you don't need it and you don't need to go viral. Um you just need to create what I'm calling a client magnet. It's a huge part of what I teach in the book. But you do this well, bro. Game over. Tiny audience, not only is that not a problem, it's your unfair advantage because it's forcing you to build a better business model. So, my friend, just remember, you don't need a massive audience. You need the right audience.

[00:43:12]Build content for one person. Show up as their guide. Go long form and sell something worth buying. That's not a big following strategy. won't work for that.

[00:43:25]But it's a tiny audience, huge income strategy, and that's a great place to be. I hope this episode blessed you and helped you today, and I can't wait to see you on another episode real soon.