- So, you train your clients to know how to treat you.
You train your clients how to treat you.
I'm not saying don't pick up the phone,
but if you tell your clients, say, "Call me anytime,"
they're gonna call you anytime.
- [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.
- Instead of setting expectation, you know what?
I value you as a client.
For me to deliver the outstanding service I deliver,
I need my time off as well.
So, just so you know, on weekends, as a professional,
I do not work on weekends.
I turn off my phone; I spend time with my family.
Now, if it's such an emergency,
please, please call me.
I'll be there for you.
But if it's not an emergency, I would, you know,
gracefully ask that you call me during my regular hours,
which is, let's say, from 10 to three.
I'm there; I'll answer your phone.
You're very important to me.
But those other times, I'm working on my business
so I can better serve you.
Can we agree on that?
You have to sell them on the ideas.
You have to sell them on the ideas how to work with you.
It's your job to sell them.
To convince them, say, "This is the way I work."
Yes? - Dan, may I ask you
a question? - Yes.
- [Audience Member] Some are going to, it's all a tool,
you know, to scheduling things, like ScheduleMe
and stuff like that. - Yes.
- [Audience Member] Is that counterproductive
to what we're talking about today?
- No, it's very productive.
- [Audience Member] It is very productive?
- Because again, people are not serious,
they're not gonna schedule.
- [Audience Member] Right.
- And all you have to do is just send them a link.
- [Audience Member] And I can control
what availability I have there, right?
- That's right, it's all about control.
Good question, by the way. - Okay.
- Any other questions?
Good.
So, there's no virtue in thoughtless response.
Given unrestricted access, cell, email, social media,
pressure for expectation of instant response.
There's no virtue in that.
Absolutely not.
You will not get to the income that you want if you do that.
I promise you.
Because then you are dictated.
Your schedule's dictated by other people's agenda.
In your email box is other people's agenda.
How many follow with what I'm saying?
Yeah, your email box is other people's agenda.
Do this, get this, get this done.
What about our agenda?
What about what we want to get done?
Unless you schedule and block that out, ain't gonna happen.
Ain't gonna happen.
"But Dan, I can't afford to take this approach yet."
How many have this thinking, seriously?
Be honest.
I can't afford to take this approach yet.
Nobody?
Good.
That's a good thing to see.
Then it will never be.
Pretty much everything I do now, as Earl alluded to,
I was doing long before anybody would think
I could financially afford to do it.
There's never a perfect time to start.
There's always a reason to wait.
You do not gain.
Here's the key.
You do not gain or secure a power in the marketplace
by giving in to everybody.
Accommodation or acting out of fear.
Power comes from supply and demand.
I'll say it again.
Power comes from supply and demand.
If you have more people calling you
than you know what to do with, are you so concerned?
You miss a call.
If your pipeline is so full, you're so much in demand,
would you care if I miss one call?
You wouldn't, so that is not a time management issue.
It's a marketing issue.
You're not busy enough.
You don't have enough people lined up
that want to do business with you.
Let's solve the marketing.
It has nothing to do with your time.
Don't try to solve a marketing problem with time management.
#DanLok. (laughter)
Don't try to solve a marketing problem with time management.
Yes? (audience agreement)
Hello? (audience agreement)
Yes, good.
(peaceful music)