- So those are the seven strategies.
Would you like one more?
- [Audience] Yes.
- Would you like a bonus? - Yes.
- Yes, let me give you a bonus
and that is use events to create referral opportunities.
This is my favorite.
Use events to create referral opportunities.
Remember we talk about you wanna make it less threatening,
make it easy for people to do.
And events is one of the easiest ways.
I don't care what business you're in.
You don't have to be a speaker,
like, "I'm not a speaker, Dan."
You don't have to be a speaker.
You can be the organizer.
You can be the host.
- [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.
(dramatic music)
- Use events to create referral opportunities.
Let me give you an example.
So here's the thing.
Fact, if you get clients talking about you favorably
to others,
that's not enough for really great result either.
The people they're telling are distracted, time pressed,
nodding as their friend talks, but tuned out,
mind elsewhere, fingers texting.
That what's happens.
When they're telling, they're distracted, time pressed.
You must give your clients a reason to talk about you
and actually bring their referrals directly to you
and the best way is through an event.
The best way is through an event,
because an event, there's urgency,
there's a time commitment, there's a deadline.
There's an activity.
"Hey, you know what?
"Let's go through this thing together", great.
I mean do you look at,
let's say the traditional home-based
network marketing business.
They built a whole thing, a lot of them on home parties.
Inviting friends, right?
Friends bring friends, built some massive organization
through event.
Think of in the network marketing industry,
which is massive, billions, billions,
and billions of dollars,
you take events out of network marketing,
it does not work.
So why can we not use it?
You don't have to be network marketing.
Hey you know what, that's a good strategy.
I should do some of that stuff.
So let me give you an example.
One of the projects I'm working on,
which is a platform for real estate agents,
one of my partners, this is partners, Mylyne.
Top agent in Vancouver, what she doesn't do, Bus Bench.
She doesn't run newspaper ads.
She doesn't do any of that.
Here's what she does.
She puts together events.
So she would put together in summertime barbecue events
for her clients and have her clients bring in their friends.
And also she throws one of the biggest,
she does one of the biggest, hosts one of the largest,
I think one of the biggest in Vancouver,
if not the biggest, one of the biggest,
annual Easter egg hunt.
With hundreds, we're talking hundreds of people,
three, 400 people at the event.
She does this once a year,
have their family, their kids, everybody gathering,
their neighbors, their relatives.
She doesn't do door knocking, she doesn't do cold call.
She does this once a year,
got hundreds of leads to work with.
From there she just works that throughout the year.
One intake, lasts her throughout year.
Think Easter egg hunt.
What does that have to do with real estate?
Nothing!
But what is very brilliant,
remember we talked about
you want to give them something valuable?
Something useful, to your ideal clients.
She knows her ideal clients are family.
Meeting the husband, meeting a wife, meeting the kids.
Barbecue, volleyball together.
Yeah, of course, when we need a house we call Mylyne.
Very, very smart.
Very smart, and in case you thought of results,
200K a year working how many hours?
Steven, how many hours?
- [Steven] 23 hours.
- 23 hours a week, 20K a year, right?
- [Steven] It varies.
- Yep, yep, very few realtors can do that.
But something out of the, isn't it good?
Very simple.
Event, use events.
At Ark Inner Circle, all my Inner Circle members,
they can invite as many guests as they want.
They can attend all the meetings for free
but they can also invite as many guests as they want
for free to VEG.
That's a referral mechanism.
Right Annum?
Where's Annum?
How many people you brought in today?
30 people.
- [Annum] Today? - Today.
- [Annum] I don't know.
- 30 people came from one person.
That's a referral honor.
That's an Inner Circle.
What if I tried to get 30 people?
Very tough.
I give him that mechanism.
Hey you know, Annum, invite as many people as you want
for free.
Does that make sense?
That's an event.
But if I don't have the event it becomes very challenging.
It becomes very challenging, right?
So events, human psychology insight.
If you look at the patterns for starting human relationships
outside of businesses,
think of out side of business for a second,
most begin with an introduction in a group setting.
There's less pressure on everyone, especially refer,
which allows for a real relationship to begin.
Not being, begin.
That's what we're after, and that's where the profits lives.
Mylyne is not inviting them to a real estate thing.
She's inviting them to an Easter egg hunt
and she said every year she would go
buy these eggs for free.
- [Audience Member] Like four or 5,000 of them.
- Yeah, four or 5,000 eggs, chocolate eggs, everything,
and she would rent a venue.
And you might say
"Well they cost thousands of dollars, Dan!"
Look at her business.
She's not wasting money on newspapers.
She's not wasting money on Yellow Pages.
She's not wasting money on Bus Bench.
She's not wasting time on door knocking.
Just do an event!
She has a great, that's the thing, she has a great time,
her kids have a great time,
and this is what she's telling me.
And now the kids, now all grown up,
now they're buying their home.
She was meeting them when they were like this.
Seeing them growing up, coming back year after year
and now they get married, they buy a home!
Shit, I sold a home to your Dad, now you're buying a home.
Unbelievable!
Where are they gonna go?
They're not going anywhere because of that event.
And she's known actually,
she's been getting newspaper coverage and everything
because to show this big massive event.
She gets PR, gets interview, because of this event.
Not just another realtor, right?
Earl?
- [Earl] Can I tell you something?
- Yes, of course.
- So I'm the one who introduced Mylyne to Dan
and what you guys don't know because he doesn't see this,
I'm the idiot who gets suckered
into filling the stupid 4,000 eggs.
So she actually runs an event to promote the event
prior to the event where she gets her,
well I guess the raving fans--
- [Dan] Yep, the best clients.
- Right, and we all go together
and she sets up Karaoke and beer and whatever bunch of stuff
and then we go fill the eggs.
And the hilarious thing is we're the guys
who then invite more people to come to the event
so I've been going there since it started
and I've brought, I don't know,
at least 12 different families to her thing.
- [Dan] That last event that she did this year,
how many people were there?
- Oh, hundreds. - Hundreds right?
- Just imagine a field as far as you can see
and eggs as far as you can see
and children being unleashed as far as you can see.
And each of those children attached
to at least one or two parents, right?
- [Dan] That's huge.
- Yeah, but the funny thing is
the people who then volunteer for the event,
she runs other events to promote the event
so that we are all happy to help.
So it's almost like inception.
It's an event within an event within an event, right?
- [Dan] That's actually very smart
cause she then get the buy-in from the client.
- Yeah.
- [Dan] You turn them into fucking volunteers.
- Yep. - Which is awesome.
- So we volunteer, I volunteer, I clean up,
I set the stupid thing up,
I'm the one that puts the ribbons up.
- But joking aside, it's very smart
because you get them involved.
It's their best interest to see you succeed with the event.
So they would help promote it,
they would help bring the friends and family.
What's better than that?
She's not saying "Hey, do you know anybody
"who wants to buy or sell their home?"
She's like "Come to my hundred Easter egg hunt.
"Bring your kids, free!
"Yeah, let's do it!"
Right?
Amazing. - Thanks.
(audience applauds)
- Amazing, so different types of event,
you can do seminars, you can do luncheons,
you can do book signing, you can do parties.
If you have book, do book signing.
Social activities, sports activities,
webinars and teleseminars.
If you're a little bit intimidated,
say "I don't know Dan,
"a live event seems like a lot of work."
Do a webinar.
Get clients to invite their people on a webinar.
Google Hangout, Facebook livestream.
But I think best is face-to-face, live, live.
June 1st, when I did my one day event
there was a gentleman that came up to me,
actually full of the states, so a tent event,
and he was saying "You know, Dan, I watch your videos online
"now I'm seeing you in person.
"You're not actually what I expected at all.
"I have certain expectation, certain perception about you,
"seeing you online.
"I thought you would be this egomaniac and whatever.
"But you know, you're actually pretty cool."
I said well that's a very nice compliment
because I said people see you in a certain way,
your brand or this and that,
but unless they meet you in person
they have a certain perception.
So people like sometimes you see these comment online
and social media, they think of you a certain way,
you're like this.
I was like you don't fucking know me.
They don't know you unless they meet with you.
If you know me like this, that's a different story.
That's a very different story.
So best way for people to get to know you, face-to-face.
Through live event.
Easier.
Like Will, instead of trying to sell just the shirts,
event, men designing, men styling.
Gather, talk about men style, hair, everything.
Suit is just part of it.
Versus "Hey, you know come to my event.
"I'll sell you some suits."
Men's styling, oh I'll show up.
I'll learn something about myself.
Men confidence, right?
All that stuff, you could do at that kind of event,
draw people in.
So let's very quickly recap.
What have you learned today?
Yell the answer.
Nothing?
(audience laughs)
Shit, I'm up here!
What have you learned today?
- [Audience Member] Reverse prospecting!
- Reverse prospecting, yes!
What else?
- [Audience Member] Consistency.
- Huh?
- [Audience Member] Consistency.
- Consistency, yes.
What else? - Unique!
- Unique, yes be unique.
What else? - Sell certainty.
- Sell certainty, yes!
What else have you learned? - add value.
- Add value first, gift before you ask anything in return.
- [Audience Member] Events!
- Events, use events.
Try field events, online or offline.
- [Audience Member] Have a story they remember.
- Yeah, have a story they'll remember.
- [Audience Member] Sligets.
- [Dan] Sligets, Principle of Sligets.
- [Audience Member] Stems for stories.
- [Dan] Yeah, stories definitely give them.
- [Audience Member] Move prospects up the loyalty ladder
as quick as possible.
- [Dan] Move them up the loyalty ladder
as quickly as possible.
Give them referral tools that they can use.
Make it easy for them to refer.
So embrace the referral mindset.
In fact, before we go, say it as loud as you could
with me, okay?
Together.
I believe. - I believe.
- [Dan] That asking for referrals.
- [Audience] That asking for referrals.
- [Dan] Is a safe thing to do.
- [Audience] Is a safe thing to do.
- [Dan] I constantly give referrals.
- [Audience] I constantly give referrals.
- [Dan] I expect to get referrals.
- [Audience] I expect to get referrals.
- Best of success, always the best of luck.
Thank you.
(audience applauds)
Thank you.
Thank you, thank you.
(audience applauds)
And I'll see you in September.
We don't have any meetings in July or August
but I'll see you in September.
So what have you learned from my talk
and how does it apply to you,
and how do you take direct action?
Comment below and let me know.
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