(dramatic music)
- The art of communication is the language of leadership.
Write this down.
The art of communication is the language of leadership.
All great leaders are great communicators.
All great leaders because that's how you inspire.
If you wanna shift a company, if you wanna fix a company,
you wanna grow a company, I don't work on the company.
I work on the leader.
I shift the leadership, I shift the leaders,
I shift the company.
It's like they're driving a big ship.
Make this degree turn, the ship will turn.
And very often, employee problems is usually
lack of communication.
Employee performance or lack of employee performance,
lack of communication.
Lack of sales, lack of communication.
From the company to the marketplace.
Yes?
- [Audience] Yes.
- So the leader, here's a great quote that I love.
A leader takes people where they want to go,
a great leader takes people where
they don't necessarily want to go but ought to be.
Okay write this down.
A great leader takes people where they don't necessarily
want to go, but ought to be.
So sometimes as leader when we're communicating,
it means that we have to push a little bit.
We have to challenge them a little bit.
It also means that you have to be okay that not everybody
would agree with you.
Not everybody will like your leadership style
and that's part of the game.
That's part of the game.
Because you know what's best for them.
Sometimes in sales, again going to a situation,
a sales situation, a sales conversation,
where my belief is so strong that his mind internal
believes my internal dialogue.
My internal what?
- [Audience] Dialogue.
- I'm gonna sell them something that they don't even know
they wanted yet.
But when I'm done they're gonna say thank you.
Now not a bad internal dialogue to have.
I'll say it again.
I'm gonna sell them something they don't even know
they want it yet.
But when I'm done they're gonna say thank you.
That's how much conviction you need to have.
So my question to you is, and you don't have to answer
this out loud.
How strong belief do you have when it comes
to your product and services?
Scale of one to 100.
100%.
Is it 50%, is it 60%?
Is it 80%, is it 100%?
It makes a difference.
And know that, ask yourself, if it's only 50%,
60% then hmm.
How is it affecting your results?
And you might think you're prospects don't know.
I guarantee you they know.
The minute they talk, you open your mouth, they know.
This is all subconscious, all subconscious.
We can't force people to move forward with us
but our passion can motivate and inspire them.
I've been accused of many things of in my life.
Two things I've never been accused of,
one not being good looking.
(audience laughs)
That's confidence.
And second not being enthusiastic.
Not being enthusiastic.
Knowing this,
imagine if I come up to the stage
and Steven introduce me and I say
Hi my name is Dan Lok
and welcome to my group.
So excited for you to be here.
(audience laughs)
It's gonna be, it's gonna be awesome.
I think, yeah so, yeah I'm looking forward to it yes.
You're like get the, fuck, right?
(audience laughs)
Get him off the stage!
So knowing is very simple.
As a communicator, your energy has to be what?
- [Audience] High!
- If you are a five, your people is gonna be a one.
If you're an eight, they're probably like a three or four.
If you want them to be at eight or nine
you better be at a 10.
Same thing with employees.
Oh how come they're so unmotivated?
How come they're so fucking lazy?
How come they don't have no energy?
I say look at you!
(audience laughs)
Like looking I mean I don't get it.
I don't get inspired just talking to you.
You gotta motivate yourself.
So the most important person you need to influence is who?
- [Audience] Yourself.
- Yourself.
And how often do they do that?
- [Audience] All the time!
- All the time.
As an entrepreneur you don't have the luxury.
I'm saying it, you don't have the luxury to relax.
You just don't.
When you chose this crazy career, this path,
you've given that up okay?
If you just want to have a job that's okay.
Nine to five meh after work, have a beer, that's okay.
Entrepreneurs don't like that.
Your energy always has to be high.
Always has to be high.
So ideally if you want to get them to eight or nine,
get yourself up to 10, get yourself up to 11.
In a moment I'm gonna give some tools on how to do that.
But now just lock that in your mind, get up.
But Dan that's not my personality.
I'm like kind of soft spoken and I'm kind of quiet.
That's just not who I am.
That's why you can't sell shit.
(audience laughs)
That's why nobody's buying from you.
I'm sure you're a very nice person.
But it's like when people ask you how good is your product?
Well uh it's very nice.
I think it's good.
I think you can try it, see if you like it.
Like I want to buy from you
but come on!
Give me something!
Give me a little bit of conviction, I would buy it.
Well but I don't want to push you.
It's up to you, you can think about it.
It's okay.
You see the problem?
I'm not saying you have to be as loud as me,
be as outrageous.
But I'm saying that you gotta
have a little bit more conviction.
Because you can't help them if you don't sell them.
I'll say it again.
You can't help them if you don't sell them.
So you might think you're being nice.
You don't want to push them.
You don't want to offend.
But that's not good because no transaction is taking place.
Nobody's doing business with anybody.
They are not benefiting from your product and services
in spite of you might deliver great value
but they will never find out.
They will never find out.
Does that make sense?
Yeah they'll never find out.
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