- Referral Strategy #2.
Give people an interesting story to tell
and provide good tools to your referral partners.
You wanna people an interesting story to tell
and provide good tools to your referral partners.
Instead of doing it the old way, what is the old way?
Write this down, repeat after me.
Facts tell.
- [Audience] Facts tell.
- Stories sell.
- [Audience] Stories sell.
- Try again.
Facts tell.
- [Audience] Facts tell.
- Stories sell.
- [Announcer] The King of High-Ticket Sales.
World's highest-Paid Consultant.
Media Celebrity.
Multi-Millionaire Entrepreneur.
Acclaimed TEDx Speaker.
International Best-Selling Author.
Dan Lok.
- So, give an interesting story to tell
and provide good tools to your referral partners.
So, in Gary's case, he's giving away the book.
The book is a referral tool.
What is it?
- [Audience] Referral tool.
- Referral tool.
Not a fucking business card.
That has absolutely no value.
That's why I haven't used a business card in five years.
I have not used them in five years.
I'm not saying you cannot have one,
I'm just saying don't think of a business card,
you could use a business card to build your business,
that's not how it works, okay?
So, what story can they tell about you?
What stories can they tell about you?
Now, a lot of people find simple,
straightforward referring awkward,
'cause, oh, it's like a sales pitch, right?
And uncomfortable, but everyone tells interesting stories
that they've discovered to others all the time.
Let's say, the other day, let me tell a story.
I watched-- how many of you like horror movies?
Horror movies, okay.
I was with my friends, and they said,
"You know Dan, let's go watch Conjuring 2."
How many have seen Conjuring 1?
"Conjuring 2, let's go see Conjuring 2.
"And let's go in the evening.
"Not afternoon, 10:30.
"Let's do that."
I said, "Okay, scary shit."
I said, "Awesome, let's do it!"
Okay, so we went to see Conjuring 2.
Funny thing is, so I was watching the movie
about halfway, you know there are people working
in CinePlex, right, like counting people.
So, I was watching the movie, sitting like that,
and almost half into the movie,
some scary shit is gonna happen, you know it.
You can sense the music is coming,
suddenly this person, staff walks up to the stairs, right?
So, she's walking up the stairs,
and it's pitch black.
She's walking up the stairs, and she's slow.
She's like ...
(audience laughter)
So, what the fuck?
Right, so, imagine this is me,
I'm right there, mid-aisle, she's like right here.
And she's counting her thing, right?
But I mean if you count your thing, she's like ...
(audience laughter)
And she was there for five minutes.
So I was watching the movie, I was looking at her.
I was watching the movie, I was looking at her.
I'm like, "Oh my God, the ghost has got her."
Something like that.
We need some priest or something.
She's like that, and then she was like,
she's almost finished so she turns,
she comes back.
(audience laughter)
And then she looked at me.
And all my friends we're looking at that,
we're looking at her, we're looking up ...
What the hell, is this like 4D?
This is 4D, man, this some Cineplex new shit.
So, it was hilarious.
It was scary as shit, scary as shit, the movie.
If you haven't seen it, see it; it's a good movie.
Okay, pause for a second.
How many get that's a story, right?
It's a true story.
Instead of, I say, "Well Conjuring is a scary movie,
"you should go see it."
I tell you that story because it is easy
for you to tell other people.
You see the difference?
That's what I mean.
You wanna give them interesting story to tell.
So if a friend asks you, "Why should I see Conjuring?"
"Well, let me tell you.
"I just heard a story from Dan.
"This is the story."
"Oh, that sounds pretty freaky.
"Freaky shit I like.
"Okay, let's do it. Let's go watch it."
Does that make sense?
That's what I mean.
So, what stories can they tell about you?
What stories can they tell about you?
You wanna provide tools so it's easy for them
to direct others to you, with a simple way
for those referred to learn more about you.
So provide tools.
This works best when there is some immediate benefit.
What's the word?
- [Audience] Immediate.
- What's the word?
- [Audience] Immediate.
- To the referred person.
And the best way to do this,
the easiest way to do this,
is to offer information
that your customers or referral partners can give out.
This allows you to control,
what's the word?
- [Audience] Control.
- The story being told about you
while being helpful to the person
receiving the information.
Versus, Gary, let your friend tell people about you,
you give them the book because you wrote the book.
You know what you say in the book.
You're in control of the story, what's being told,
what's being said about you in that tool,
while being helpful to the person receiving ...
So then, your friend doesn't feel like, oh ...
Imagine, hey you know what, Judy?
Here's some sales material, would you like to read some?
(audience laughter)
She feels awkward, I feel awkward,
but it's, "Oh, you know Judy, you have this problem,
"I know you're looking for the solution,
"well here's some information I think that could help you.
"Here's a video that you can watch,
"Here's a website you can visit."
"Oh, okay, that's nice, thank you, right?"
Very, very non-threatening.
Easy for the referrer, easy for the referree.
Does that make sense?
Are you with me?
- [Audience] Yeah.
- Information.
So, what are some forms of--
Oh, let me give you one more example, one more video.
This is actually a testimonial for VEG from Bryce.
Listen to this closely, 'cause this is a real-life example.
It's 20 seconds, I want you to pay attention
to the last 10 seconds.
- Hi, my name's Bryce Kelly and I'm in marketing
and video production.
I have been to Dan Lok's group three times.
The thing I love about this group is that I know
a little bit about business but what I'm getting here
is I'm getting a lot of inside information
that I didn't know about before.
The thing I like about Dan's teaching style
is that he's a real person, and he's willing
to connect on a real level.
I feel like he brings us through a lot of activities
that cause us to get up out of our seat,
get up out of our comfort zone,
and it integrates the information and the learning
a bit better than the other experiences that I've had.
For the folks who are wondering whether or not
they should come to an event like this,
I would say, just come to the event.
There's no reason why you shouldn't come to the event,
unless you're not willing to learn.
And if you're not interested in business, don't come.
But if you are interested in business, absolutely come.
You're going to learn something.
Start off with his podcast, watch his videos on YouTube,
and come to an event because it's a nice group of people
and it's a fun atmosphere.
- You have that?
So, those are what?
Referral tools.
Maybe your friends, your business colleagues,
they're not ready to come to VEG.
Well, you know, check them out on YouTube.
Try this podcast.
Zero barrier of entry.
It's free.
You like that, then yeah, we can go together.
Wednesday night, let's try it, let's carpool.
Does that make sense?
Tools.
Do I have to actively ask for that referral?
'Cause I have tools out there, doing the referrals,
doing the referring for me.
So you want to be the one that's offering information
that your customers or referral partners can give out
and allows you to control the story.
But the next question you might have,
"But Dan, what kind of information I can give away?"
Here's the key, you must give the ideal prospect
something they didn't have before,
some information or insight that helps them
to see more clearly.
That's the key.
You must give the ideal prospect something
they didn't have before.
Not the same old, same old.
Some information or insight that helps them
see more clearly.
Why, because as you help them get more clarity,
they want more.
They want more.
Some information or insight that helps them
see more clearly.
So, what you give away makes a difference.
Is it considered high perceived value?
Does it have high perceived value?
Is it easy for your clients to give that out to people?
So, when you give a business card to somebody else,
does that contain something they didn't know before?
No.
Does it contain information or insight
that helps them see more clearly?
No.
Doesn't add any value to anybody.
So that's why my book, my book here, you can buy ...
How much is my book, 20 bucks, whatever.
Yeah, but what people don't know is,
I probably give away two to three thousand books a year.
Two to three thousand books a year.
Just give it away.
It's my best referral tools.
Best clients come from I know, book buyers.
Because people who read books are very ambitious,
they're taking the time, they're sophisticated,
they're intelligent.
Most people don't read books anymore.
Some of the best clients are book buyers.
That's why a lot of my mentees, you notice,
if you seen my group, most of them have a book.
First thing I tell them to do, "You have a book?"
Right there differentiates from everybody else.
You meet someone, "Oh, here's my business card,"
versus, "Here's my fucking book."
Oof, right?
It's a different reaction.
Right there, it puts you in a totally different ballgame.
The funny thing is, anybody can write a book.
Doesn't even have to be that thick.
You can go out there and write 50-60 pages
and print it, self-publish.
You have a book.
Doesn't take a whole lot to do.
It's more fear, low self-esteem.
Insecurity holds people back.
Anybody can do it, and it doesn't take a lot.
So, before I get into Strategy #3,
let's talk about the first two strategies,
what it means for you, and how you can implement it.
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