(dramatic music)
- Don't approach by asking for something.
Here's a big one.
Don't approach by asking for something.
When you ask someone to promote for you,
you're asking for a favor.
Don't go in suggesting something or someone do something,
And oh yeah! You know. Promote my stuff.
It make you a lot of money.
When you've never established
a relationship with them first.
Why would they trust you?
Why should they even read your email?
Why should they do a deal?
You haven't done anything to warrant respect
or justify their attention.
Let me give you a real life example.
VEG or sometimes when go out there, VEG is better.
It's much better.
But when I go out there and speak,
after my presentation, most of the time,
some people would approach me and say,
Want to do a deal?
Not to want to do a deal.
They say, Hey Dan, do you,
Lets say the other day there was a guy, a realtor,
not Gary, a realtor, shady one approached me
and say, hey Dan you seem very successful.
Do you know any affluent investors you can refer to me?
And I said, in fact yes I do know a lot
of affluent investors,
but no way in hell I'm gonna refer them to you,
and he was like, whoa you're so rude.
What's wrong with you man?
I'm just asking.
I said, you don't fucking get it.
Right there, you blew it.
I don't know who the fuck you are.
You gotta understand what this sounds to me in my ears.
I don't know you.
I don't give a fuck.
Why don't you endorse my product or service
to your most important clients or partners?
That's what it sounds to me in my ears,
and yet people do it all the time, all the time.
They approach.
What's my mic?
My battery is there?
See my anger.
(audience laughing)
It just fucks up the battery.
Mother fuck is exactly what it is.
Give me a mic battery, thank you man.
It pisses me off.
It really does.
Thank you, thank you.
Why would they want to do a deal?
Instead of doing that,
you see most people they want something for nothing.
Now, just tell me you're not that type of people.
Yeah.
Most people, they want something for nothing
and it's like I just met you at an event.
I don't know you.
I do not know you.
You don't know me.
How can we possibly do a deal?
It makes no sense.
Is it on?
Yes, good, okay.
It makes no sense.
Instead of doing that, don't approach them
with something for nothing.
Approach them, offer value.
That's why I've been saying this from day one, VEG start.
Don't be a product pusher.
Don't go out there and just give your business cards,
just add value.
Develop that relationship.
This is what counts, so easy.
When you deliver so much value to people,
you don't need to ask.
They will want to do business with you.
Does that make sense?
(audience affirming)
It's so easy.
When they want to do business with you, it's so easy.
They will ask you, let's do a deal.
Now, you have the power and say, let me think about it.
Now, you can negotiate terms,
so don't approach them with something like that.
It's like there's one, I'm not going to name any names,
but there's one person that
now I'm trying to do a JV with,
and I've talked to him on the phone,
and after the phone call
he never replied to my emails anymore,
don't reply to my phone calls anymore,
and I'm still trying to do a, that was like 2-3 months ago.
I'm working on it, and now I'm trying to see the people
around that guy who knows that person and put in a good word
for me like in an endorsement.
Hey, you know what, do a deal with Dan.
Dan is a good guy, he's reliable, he's solid, he's good.
Do a deal with Dan, so I'm trying to do that as well.
I'm thinking he's gonna do an event in a few months.
I'm gonna go to the event, I'm gonna go to the event
and meet him in person.
Now, it may or may not work out,
but I know whatever I invested in the event,
I'm gonna learn something yes?
(audience affirming)
But more than that,
I calculate how much that deal could be worth.
We're talking a seven-figure deal.
I want that deal, so just keep working on it.
The best way, let me give you a secret.
The best way to get these heavy hitters or successful people
who've got big influential people to promote you,
very simple, two things.
Either you send them sales,
help them become more successful.
Send them some sales.
You will get their attention.
Number two is become their clients.
Become their clients.
They will pay more attention to you
because now you're a client.
Instead of, hey please promote me,
you know what, man I've been to your workshop,
I've been to your event, I've purchased your program,
I am a client, they will respond.
At the very least, if they're not gonna do the JV with you,
they will give you feedback why they're
not doing the deal with you yet.
At best, they will say yes.
Is very simple.
Go to these events here, invest.
I look at that like marketing costs,
it's marketing costs.
I go to the event.
I buy whatever program they've got.
It's marketing costs.
I'm gonna spend money on Google anyway.
Why not spend on this and see if that works right?
That's the way I do it.
Send them either some sales or become their clients.
That's how you develop that relationship, very simple.
How can, it's like the guy that I met who wants me
oh do you know any affluent investors?
He doesn't know me at all.
He knows nothing about me.
He just saw me spoke for 30 minutes.
He thought well there, yeah, there's some successful
guy I can take advantage of.
That's what he's thinking.
Oh but Dan don't you say you--
What the fuck is going on?
Is that my battery?
No.
Okay.
Be nice to your team.
(audience laughing)
- Where was I, I lost my train of thought.
No there's was one thing I was going to say.
(audience speaking)
No there was something else.
It will come to me, it will come to me.
Oh yes, so Dan don't you wanna help people?
Don't you say you wanna help others and stuff like that?
Here's the thing.
Successful people most of the time we are generous yes?
Most of successful, they are generous,
but we didn't become successful by being fucking stupid.
Our reputation is worth a lot of money to us.
Why would we so easily just endorse somebody?
It makes no sense so instead of doing that,
we watch, we observe, and we see what you do,
and when you haven't even taken the time to
develop relationship, like when you haven't
invested effort in the relationship,
why would someone, who is more successful,
invest in the relationship?
They are not obligated to help you.
They could help you.
Same thing with me, I give,
but I give on my own terms.
I give people who want to receive.
I don't shout to deaf ears.
That's why I say to people, want my help?
Come to VEG.
You don't even fucking show up for the meeting
and you want my help.
Are you kidding me?
Who are you man?
What are you thinking?
Oh and guess what, Dan is not gonna help me?
They jump to the next thing.
Good, don't come back.
If that's how they operate before we do business,
I don't want them in my life.
Guess what, if they're that flaky they jump from one
thing to another and we do a deal, guess what happens
to my customers?
Same thing.
One little dufus test, fail.
Do the same thing, filter them out.
Filter them out.
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