(dramatic music)
- So I want to share with you a couple of ideas
that we focused on and we just talked about.
What was the key thing,
Gary Halbert's story I just told,
what was the most important concept
that I told in that story?
You don't have to go to the mic.
You can yell from your seat.
- [Man In Audience] Still have a mentor.
- [Woman In Audience] Mentor.
- A mentor, yeah?
- [Woman In Audience] Covers everything that you believe.
- Yeah, what else?
- [Man In Audience] Successful mentor.
- What did I do with Gary that was kind of profound,
even confessed it was?
- [Man In Audience] Let's name your other
business people's challenges.
- Yeah, it's all true, but there's one profound--
- [Woman In Audience] To mentor you.
- What was that?
- [Woman In Audience] To mentor you,
you ask them to mentor you.
- I asked him, I asked a question.
I asked a question that nobody would answer me for.
I asked for what I wanted.
- [Man In Green Shirt] I think I could sit down
and watch him while mastering that of people.
- That's right, that's the concept.
Asking for what you want.
It's a foreign concept to most people.
Asking for what you want.
Now look at life this way,
just put the hat on and ask for what you want
and look at how life works.
If you ask for what you want,
the chances of getting it,
based on my experience,
the experience of colleagues and students over the years,
is somewhere between 60% and 95%
if you ask for what you want,
that's the more percentage of the time you'll get it.
If you don't ask for what you want,
how often do you think you get it?
- [Audience Members] Zero.
- Zero, or maybe you might get it 100 or 200 times.
So if you don't ask for what you want,
you're not gonna get it.
If you ask for what you want,
there's a good chance you will.
What do we do more of the time?
Like all the time.
People don't.
'Cause they're waiting, their belief systems are,
all this kinda crap,
it gets in the way.
And it's just not in business,
it happens to personal relationships.
Do you realize that most couples out there
have problems with sex
and they're afraid to ask what do they want
from their partner?
It's absurd!
It happens all through our life.
We don't ask for what we want.
And therefore, we don't get it.
And then we get mad at the person
for not giving us what they want.
So how can you expect somebody else
to figure out what's going on in your brain?
So you ask for what you want,
in all the areas in our life,
and your life will look a lot better.
A lot happier,
a lot more wealth,
a lot more fun.
Got it?
- [Woman In Audience] Got it, yes.
- Okay.
- [Woman In Audience] Woo!
- Woo!
(laughing)
Okay, I just want to find out from one of the stories here.
In 1969, I already mentioned that--
oh, thank you.
In 1969, I already mentioned...
that's my alarm for my pill to go off here, hang on.
(distant cell phone music)
- So while he's doing that,
the one last thing to know about asking for what you want,
'cause Allen taught me this concept,
I don't know, 12, 13, 15 years ago.
Sometimes when you don't get exactly what you want,
you gotta rephrase your question or go back to it,
and just ask for it a slightly different way.
Sometimes there's a persistence involved, right?
You're gonna get feedback from someone
and then you gotta go,
"Okay, now what do I do with this?
"How do I shift this around and ask for what I want?"
But it's amazing how many times,
even when you think there might be something complex
or whatever and you ask for exactly what you want,
and you get, as Alan said, really close, 95%.
Above what you were planning to get from that.
If you don't, then just rephrase the question,
but as Alan said, people are so afraid at times
just to ask for what they really want.
- [Man In Audience] Darren Daplin said the same thing.
- Yeah.
- [Man In Audience] DJ, isn't it like fear of rejection?
I know that's why people-- - Yes.
- [Man In Audience] I mean that's part of it,
you know what I mean? - Absolutely.
- [Man In Audience] He was like,
people don't like to get "no."
There's fear in this.
- Yep, and sometimes it's just embarrassment,
or you know how some people are,
some people ask for a discount anywhere, right?
And for other people, that's just not
in their DNA or their norm or whatever.
They're embarrassed by it, they're like,
"Oh, don't ask for a discount!"
- [Man In Audience] I have a friend who does the same thing.
- So that's--
- [Man In Audience] Everywhere we go, he's like
"You just gotta be positive"
and it gets the discount. - Right!
- [Man In Audience] And I'm always like, "wow."
but I can't do , man.
- Yeah, but see he's asking for what he wants, right?
- [Alan] Well, you can't do it,
but I suggested you can do it,
you just have to learn how to do it.
I should run a course called "Asking for What You Want."
(laughing)
- [Woman In Audience] What was Gary's last name again?
- Halbert, H-A-L-B-E-R-T.
Go to garyhalbert.com
all his past newsletters--
he's dead now, he died about 10 years ago.
But all his newsletters he wrote,
they're all online, free.
- [Man In Audience] Awesome.
- [JD] His son runs the website now.
- [Alan] Yeah, go look,
it's amazing stuff, amazing stuff.
Do you have a question?
- [Man In Audience] Yeah, I was just gonna say
one of the things, one of the tricks I always used is,
you become a friend before you ask,
and that's very easy.
People like personal stories.
- That's right.
- [Man In Audience] Based on something about you,
you just open up, in an hour,
you will build trust.
And immediately you get a level of connection,
some sort of connection with this person,
and maybe the first time around,
or maybe the second time around,
you ask for something,
but then when you ask,
you already have a level of friendship, connection.
- Well, you saw a connection happening in those circles,
we stayed in a total of 20 minutes ago,
and suddenly you're best buddies.
- [Man In Audience] Yes, exactly.
- Exactly right, exactly right.
I want to finish with a quick little story,
a little story about me back in 1969.
My goal was to hitchhike across Canada,
which I achieved.
But I got stuck just outside Kamloops
in the middle of August.
If you know Kamloops in August,
you know it's very hot.
And the night before,
I was let off by a camp counselor
in the middle of nowhere on the Trans-Canada Highway.
So I get up the next morning at 6 a.m.
when the sun comes up, whenever time it was.
And I get up to the highway,
it's 6:30 or 7.
Start hitchhiking and 7 a.m., 8 a.m., 9 a.m., 10 a.m.
and not getting any rides.
All I was getting was comments from cars coming by,
"Dirty hippy!"
and you know, whatever else is going on,
cause hey, I had my guitar in my back sack,
you know, the backpack and the whole bit.
So I played the part pretty much,
a bit dirty from the 52 days of hitchhiking before that.
And finally I got a ride, eight miles down the road,
which wasn't much help at all.
(audience laughing)
So, in the distance, after he dropped me off,
I looked down the road,
I thought I saw a gas station
or some other building down there
so I started walking towards it and eventually I got there,
and it was a gas station.
I thought, "Oh boy, maybe it's the kind of gas station
"that has a snack bar attached to it."
No, it had a pot machine.
And a candy machine.
So I puffed a couple of those each, and then I felt worse.
And around this time,
it's around 2 or 3 o'clock in the afternoon
and I was struck by this thought:
the goal is to get to Toronto.
So I thought, if I'm going to Toronto,
I better start doing something.
So I asked myself a question:
what can I do to get myself to Toronto faster?
'Cause right now, it's not working at all.
In fact, if I hold a sign up that says maybe, "Cavery,"
'cause if I have "Toronto" that's asking for too much.
I didn't know of asking for what you want back then.
So I found a piece of cardboard by the side of the road,
I pulled out a pen I had in my backpack
and I managed to carve out the words "Cavery"
on this piece of cardboard.
So I started to hitchhike like this with the Cavery sign.
And I'm holding all my stuff
and trying to look somewhat respectable
but was failing miserably.
(audience laughing)
And finally this car stops
and it was a green Austin America, 1968.
The cars that gave me rides always stuck in my brain,
'cause there's so few of them.
And they pulled over,
and they helped me load my stuff in the car,
and they asked where I'm going
and I said Cavery, didn't you see the sign?
They said no, we didn't see your sign,
you was at an angle, we couldn't read it
Turns out, they were going to Toronto.
(laughing)
And I went with them.
And the moral of that story is,
I asked a question, I got an answer.
And that's how life works.
Whenever you ask yourself a question,
and you always give the answer.
I mean, it's gonna be the one you want,
gonna be a good one.
But the whole thing is,
asking questions is how you access your brain.
How you access a computer, its software.
How you access your brain is by asking questions.
And if you improve your ability
to ask questions of your brain in your mind,
you give better answers.
Also with other people as well.
Well, I really enjoyed tonight.
It's been really fun and I hope you guys
got some value out of the hot seat circles
or the breakthrough circles, as they call them.
DJ, thanks for inviting me.
- You're welcome, it's a pleasure.
(audience clapping)
- [Alan] Thank you.
Thank you.
- So I just want to personally thank Alan,
I mean just so that we know in the background that,
you know, Dan talks a story, you know,
of people who've known Dan from board,
Dan talks about the story about how he learned
how to copyright and how he
mentored with someone and everything else.
Well, this is the Alan Jacques
that he mentored with at that time.
And for those that don't know,
Alan and I worked together for 10 years in a partnership,
that's where I met Dan so,
Dan made the connection with me from that standpoint.
I see the insights just came back to me tonight
and everything else,
just thinking about the power of questions,
which is really an expertise.
You know with Alan,
if you've got a few minutes to stick around,
just ask him from that way.
So, even like for me today, when I found out
that we needed to come up with another speaker,
it automatically became a question of mine,
what can I do
to deliver five to 10 times more value tonight?
This automatic thought that came in where,
a lot of times what would happen,
people would get stopped, they'd be bummed,
they're like how could this happen, everything else, right?
But when you fake if you ask a question,
it automatically puts you into an action,
or into a positive state.
You know, no matter what's happening from that way.
And all that stuff I learned from Alan that way.
I really appreciate you coming out Alan--
- [Alan] Thank you.
- [JD] And I hope maybe Dan and I can get out
to come out again,
and we get some other insights from him.
There's just so many things that Alan has done
that we really didn't get a chance to talk tonight--
- [Alan] Well, I'll tell you what I'll do here.
If anyone wants to hang around,
anyone that wants to ask me questions of anything,
I'll hang around and answer some questions.
- [JD] Good.
- [Alan] I won't do one-on-one,
I'll do it in a small group. - [JD] Okay, that's fine.
- [Alan] So everybody can hear the answers.
- [JD] Alan, some of his business accomplishments
are amazing to me.
He did teach Dan and I copywriting,
he's a little bit more humble and everything else,
but there are few copywriters that can say they've
written a letter that's actually generated
a million dollars in revenue,
and Alan's actually done two of those letters in his time.
The actual letters from that standpoint.
He started the Real Estate Investment Network,
which to me was amazing.
I've heard about it before I even knew Alan at that point
and just to think he created the whole concept
of the real estate group at that time.
It didn't exist.
I mean people know, that know about Rain and Riad
and all these different groups, yeah.
Well, we were at a time
where none of that stuff was out there.
It was just a thought and if you ask Alan the story
about it he might tell you:
People laughed at him, people ridiculed him,
people told him it wouldn't work.
- [Alan] Tony Campbell who runs it now
told me it wouldn't work.
- [JD] Yeah, so it's just the story,
just the mindset,
it always amazes me when I hear that story
that this was something that he had a seed plan
in his mind to what he was able to grow that thing
and have it grow across Canada.
So just an exceptional entrepreneur from that way,
also a personal friend from that way,
and Dan, I still mentor with him
and I'm just really grateful you came out here tonight
to talk to the group.
So that's it, thanks for coming out tonight everyone.
- [Narrator] Ten times your finances.
Ten times your business.
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Ten times your life.
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(dramatic music ends)