- So, here's a question I get a lot:
why do affluent Chinese prefer chat over email?
Why do affluent Chinese prefer chat over email?
- [Audience Man] They control the time of response?
- They what?
- [Audience Man] Control the time of
your response. - They control
the time of response, yes.
- [Audience Man Two] And they can play Chinese mind games.
- Yes, you can't play game with email.
Right, yes.
Why else?
- [Audience Man Three] They get to know you.
- They get to know you.
Because when you're dealing with affluent Chinese,
they like to observe, what's the word?
- Observe. - Yep.
They are watching you.
They are watching, observing,
and they can't do that through an email.
And because most of those deals in China,
most deals are done face-to-face or on the phone.
That's how they like to do things.
[Voiceover Man] The King of High-Ticket Sales,
Worlds Highest-Paid Consultant,
Media Celebrity,
Multi-Millionaire Entrepreneur,
Acclaimed TEDx Speaker,
International Best-Selling Author,
Dan Lok.
So, don't be surprised
when you're talking with them, you're doing business,
they will always say "lets meet" what?
Face-to-face.
And then after you meet face-to-face,
you talk a little bit more on the phone,
and they'll say again,
they don't say "well, send me an email, I'll go through it."
No, no, no, lets meet again, face-to-face.
And if they're interested, lets meet again face-to-face.
Now, you might say but why do they meet so many damn times,
we already met first time.
That's just the way they do things.
That's how they make their decisions.
So, knowing you're gonna have to do a lot of meetings
to earn their trust, OK.
They wanna get answers in real time
because as they're asking you questions,
your answers they're observing.
They're watching you.
You got to understand in here the culture's so different.
In China, they're getting scammed every fucking day.
You've been to China, they're getting scammed everyday.
They're getting phone calls that are scams.
When I was in China, when I was in Chiwan,
perfect example.
Old lady, walking down on the street.
A bike just drives by her, just drives by her.
She pretends to fall down
(audience laugh)
and say "oh, my leg, my leg, my leg".
This guy just keeps riding the bike, not stopping.
I was watching the whole thing.
After five minutes of crying,
dusts herself off, "oh shit, didn't fall for that",
kept walking.
(some of audience laugh)
That's China for you.
They're getting scammed everyday.
I was there, I'm trying to buy a WIFI thing
where you can plug into your thing,
right, yeah,
and they try to sell this shit.
It works when you're there,
when you go home it does not work.
(audience laugh)
Just knowing that's the life they live their whole life.
So, when they come to here
how could they trust anybody.
They have to start off of what,
not trusting anybody,
anyone, that's the starting point.
So, knowing, that's why they wanna see
face-to-face, get real time,
are you lying to me, are you being honest, let me see.
They don't like voice mails, they prefer to keep calling.
'Cause to them, they just keep calling you,
they want to talk to a real person.
Real interactions.
A lot of business are done based on trust and relationship.
They're based on what?
- Trust - Trust and relationships.
If you think word of mouth is big in North America,
it's everything in China.
It's everything in China.
You will not get anything done without relationship.
Many years ago, even with my uncle
when he was just many years ago
starting a business in China.
He can not even get his phone connected
without relationship.
Here, go to government, I want, tell us, connect my phone.
China, you go there,
you talk to one government division,
I wanna connect my phone.
"Oh, this is not the division for that,"
"talk to the tenth floor."
Go to tenth floor, "oh, no, no, this is not,"
"you need talk to the other department."
And then "no, no this not our responsibility,"
"talk to the other department, get paperwork from them."
OK, finally he say "who can get this shit done."
Talk to one guy, get it done, over with.
That's what I'm talking about.
The cultures not changed a lot.
Without relationship, it just,
in here you can get a lot of stuff done.
You can start building those relationships.
There without relationships you cannot even move.
You cannot even move.
You get busted, you go to jail,
you need someone to bust you out.
You need relationship for that.
A phone call can solve a lot of problems, right.
Most of the real agreements are reached through
verbal contracts.
What is it?
- [Audience] Verbal contracts.
- It's what, it's a?
- Verbal contract. - And it's a what, handshake.
It's a handshake.
So, it makes email less important in China,
that's also why they love WeChat
because in WeChat you can just record the sound, the voice
quick and easy.
And so you'll notice even little things
even you're doing a deal, even very close
and closing a deal,
they will say "oh lets meet one more time,"
"lets meet again".
Just, we've already talked about everything,
we've gone through every single detail.
"I know, but lets meet one more time".
OK, fine, fuck, and then go meet one more time,
"let me think about."
"Lets meet just one more time".
One more time, because that's how they do it.
That's how what? - They do it.
- Just knowing that's what it is.
So, think of
meeting it's email for them.
Meeting is email for them.
And let me give you a clue.
Most affluent Chinese,
at least this new wave of affluent Chinese,
they don't need to go to work.
(some of audience laugh)
They got a lot of free time.
(audience laugh)
They still have nine to five,
they got nothing to do.
They have a lot of free time,
so to them they like meeting people.
Nothing to do, they meet people.
They go to events, it's unbelievable.
Like when I was selling to that market
it's very very difficult
I can tell you for Caucasian
you get someone worth more than $10,000,000
to attend any kind of functions
'cause they're busy hustling, doing things, yes?
Building their empires, managing the company.
Here, I go to a Chinese event
you've got people worth 10, 20, 30, 50, 100, 200 million
like they just like got nothing to do.
(audience laugh)
They got plenty of time.
They don't, they don't value their time, they value money.
Like I would see, OK, a friend of mine,
also my dads friend,
worth probably a 100 million.
You know, in dinner, when he go come to my house
he's doing the dumpling, you know.
Like, you know, what is it,
the ...
The skin of thing, what is it? - (mumbles answer)
Yeah, the wonton, yeah,
he's doing the dumping thing like you know.
Fucking guy worth a 100 million bucks
doing this shit.
(audience laugh)
That's what they do,
just knowing this, it's how they are, OK.
So, here's a big tip,
don't judge a book by its cover.
Please write this down.
Don't just a book by its cover.
They might look like someone
from Hastings,
looks like they're fucking homeless.
They way they dress and this and that.
The guy could be worth a ton of money.
You just don't know.
I'm telling you, you will not be able to tell.
You will not, and the wealthier they are
usually the less they care about.
And also the Chinese they like to
hide the money that they have,
so they don't want to,
you won't see them wearing a very fancy suit
'cause they in here.
They could be semi-retired
or they could still be doing business
from here to China, right.
They're flying back and forth, astronaut.
Flying back and forth.
So, their kids are going to school in here,
or the wife is here,
or the wife is here, the mistress is here,
who the fuck knows.
That's what it is, just so you know.
This is the reality, that's what you're dealing with.
So, be careful.
Lets say if you're selling real estate,
you're selling financial planning,
you're selling whatever you're selling,
you're dealing with the husband and wife,
don't assume that's a wife.
Do not assume you're talking to the wife.
Don't call her Mrs Wong.
She may or may not be Mrs Wong.
And the wealthier they are,
chances are she's not Mrs Wong.
Oh, but they've got a kid.
Yeah ...
Just because they have a kid together
doesn't mean they're married.
OK, just knowing that.
Very different in culture.
So, what have you learned from my talk,
and how does it apply to you,
and how do you take direct action?
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