- Give you perfect metaphor.
Actually, Kayvon, can I borrow you for a second?
Round of applause for Kayvon. (audience applauds)
Kayvon is a successful coach in Vancouver; speaker as well.
So imagine. - Yes.
- Now, you work with a lot of different clients too, right?
- Yeah, yes.
- Right, so-- - I've learned a lot today.
- Okay, good, so imagine this.
Imagine, Kayvon, you say, you know,
I want a climb Mount Everest.
Okay, so that's his goal, okay?
I want to climb Mount Everest.
So if I just want to give you some information,
I would say, hey Kayvon, here's a map, good luck.
(audience laughs)
Go climb!
What's the problem with this?
(audience members speak)
What are the chances of him making to Mount Everest,
and coming down alive?
Zero. (audience laughs)
What do clients want?
Here's what clients want.
They want a guide, someone who's been up there,
preferably multiple times, and come back alive.
And they say, you know what,
let's tie a rope to each other, right?
And let's go, let's go.
Now, let me ask you a question.
When you climb to Mount Everest,
are there going to be some difficult times?
Are there going to be storms?
Are there going to be horrific weather conditions?
We know that, because its a worthwhile goal.
Any worthwhile goal is like that.
But we're saying, you know what, let's go.
And sometimes he might slip, he might slip.
You say no way, it's okay, it's okay.
Let's go, let's go, we're gonna get there.
We're gonna get there, buddy, we're gonna get there.
And we get there, and oh, man,
look at this beautiful scenery, right?
And you know what, now we gotta go back down safely, right?
Okay, let's go, let's go.
That's the difference.
- [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)
- That's the difference, round of applause.
(audience claps)
You get there with just oh, here's a map?
When you give your client oh, here's some pdf,
here's some stuff, here's some video, you give them a map.
You're asking them to die, because you and I know
the chance of them succeeding is zero or close to zero.
Then why do you want to do that at all?
Why do you want to do it to them,
why do you want to do this to yourself?
Be the guide, be the leader, lead them to their victory.
And come back alive, that's what they want.
They will slip, I will slip.
How many have watched We Were Soldiers by Mel Gibson?
There's a scene which I should have picked that clip.
There's a scene that I love that he was doing a speech
in front of all the soldiers, he said,
"I'll be the first one to step off the helicopter
"on the battlefield, and I'll be the last one to leave."
I thought that was just so powerful,
and that's the image that I have.
When you work with your client,
are you the first one to step on the battlefield,
and you make sure that they all get to the finish line,
and you say I'm the last one to step on the helicopter,
and take them to safety, okay?
Take two minutes, discuss what I've said so far, go ahead.
(quiet murmuring)
Stop!
Please give them a high-five
and say I only offer transformation.
(audience high-fives and repeats)
Don't fall in love with the products,
don't fall in love with the services,
fall in love with your clients.
If you truly, deeply care about your clients' well beings,
the right clients, the highly-committed clients,
players with money,
you get compensated beyond your imagination.
Not only you get the money, the money, it's there.
You get the lifestyle, you'll get the fulfillment,
you'll get the joy, you get it all, you get it all.
You get the external stuff, the success and the wealth,
you get the internal stuff.
It's amazing, and they appreciate what you do.
They appreciate your work.
And they know, believe me or not.
You care or not, your clients know.
I don't mean like putting a slogan in a website,
oh, yeah, we care about your clients,
we hundred percent this and that.
I'm not talking about that bullshit.
I'm talking about when you are doing other things.
Are you thinking about your clients?
When you're showering are you thinking about them?
In a good way. (audience laughs)
In a good way.
When you're browsing on some websites, are you seeing,
oh, you know, there's an article that could help my client.
Or are you sending it to them?
That's what I'm talking about.
Like Desmond, you would see last night, yes?
Last night oh, I always send you some messages
like 12 o'clock at night, right?
Like go to my chair with them 12 o'clock.
At just before going to bed, right?
I always do that, just kinda fuck him up, but anyway.
(audience laughs) But go ahead.
- Alright, so I'm a single father, right,
so I go to sleep early.
I go to sleep at 11, I wake up at six,
I do the miracle morning,
I do the Attitude of Gratitude with Dan Lok stuff.
And every time I'm about to go to sleep,
that phone's next to me, it buzzes.
I got this weird feeling, I open it, and who's on it?
It's Dan, "hey Desmond, check this out.
"These guys are kicking your ass."
I can't sleep (audience laughs)
'cause I look at it, I'm like oh, shit.
I can't be sleeping right now, I gotta research it,
and so I stay up 'till two o'clock in the morning.
But it's an amazing feeling
because Dan's always got my best interest at mind.
I've seen him working at his house.
He pours more time into thinking about
each and every one of the DLIC members
than anyone I've ever met in my life.
Thank you, Dan. - [Dan] Welcome.
(audience applauds)
When you truly care, your clients will feel it.
Will they feel it?
They will feel it, and that's why they stay loyal to you.
That's why they send you referrals.
They want to see you do better.
They want to see you succeed.
They want their colleagues, their friends,
to experience the same thing.
That's how you get referrals.
You don't just get referrals and say,
oh yeah, I do this and can you send me some referrals?
You get referrals by doing spectacular, amazing work,
and you truly care about your clients.
You get the referrals.
You don't need to ask for the referrals.
You could ask, but you don't need to ask.
(determined music softly plays)
You don't need to ask.
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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