- So today we are going to talk a lot about
out of the box referral ideas.
Now before I get into it, I need your help.
Because I consider this is kind of my home,
I invite you to my home.
So if this is the first time you are here,
we don't know each other yet.
I'm not gonna treat you as a stranger.
I'm just gonna assume that we kinda know each other,
that I'm not gonna spend a whole lot of time building me up,
showing you my accomplishments, and all this shit.
It's not important.
So I kinda want to focus on you.
So I'm just gonna assume that
we know each other is that okay? Yeah?
So I'll just share and I'll just teach
and if this is your first time joining us,
you will know very quickly I'm not politically correct.
(laughter)
Very quickly.
- [Narrator] 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.
- I will need your help,
because I always like to be very interactive.
Share with me some, maybe some traditional,
or some referral techniques that you have used
or you know a lot of people have used that didn't work.
Or didn't work as well as you wanted to.
So give me some, just yell out the answer.
(quiet speaking)
Hrm?
Going for coffee. Okay, so coffee.
Okay.
(quiet speaking)
Let's...?
Lives too far?
No, referral techniques, give some examples.
(quiet speaking)
In what way? What they should do?
(quiet speaking)
Okay but what didn't work?
Give me something that didn't work.
(quiet speaking)
So you kinda ask existing clients,
but they don't actually give you many referrals.
Okay, so existing clients. Okay, good.
- [Audience Member] BNI.
- BNI. Okay, how many of you have heard of BNI?
How many of you have been to BNI?
Wow quite a few, okay.
So, BNI.
What else?
(quiet speaking)
Okay, so giving your business card.
Interesting.
Or sometimes, I see entrepreneurs,
they give a stack of business cards to people.
Oh if you know anyone that needs my services,
please give them a card.
Like, the hell they would do it.
They don't even have time fixing their own fucking business,
they don't have time to think about your business, trust me.
(laughter)
Alright, what else?
- [Audience Member] Sending an email.
- Sending email, so kinda just email asking. So email.
Okay, give me maybe two more.
(quiet speaking)
A free consultation. Okay, free consultation.
Okay, maybe one more.
(quiet speaking)
Other meetup groups, except this one.
- [Audience Member] No, not this one.
- Thank you very much.
Let me emphasize, other, highlight, meetup groups.
So, okay. Those are some of the techniques,
some people ask existing clients, hand out business cards,
free consultation, other meetup group, email,
we're not going to talk about of these things today.
Because they don't work.
But the question is, why don't they work?
- [Audience Member] Not enough incentive.
Not enough incentive? Hrm, okay.
- [Audience Member] Not enough you.
- Not enough?
- [Audience Member] They don't see you.
- Not enough... you?
- [Audience Member] Yeah, like you're not there
to interact with them.
- Okay so you're not there--
- [Audience Member] Well, I guess, maybe the coffee one,
but like--
- Engaged, involved in the process. Okay.
- [Audience Member] No relationship.
- No relationship. Very true, very true.
Give me one more, why?
- [Audience Member] They don't give you a chance
to offer value.
- They don't give you a chance to offer value.
Now here's the thing:
So we know most entrepreneurs maybe have tried
some of these techniques and they didn't work
and then almost deep down, we know they didn't work,
then why do most people still keep doing them?
Habit.
Don't know any other way, yes.
- [Audience Member] Stubborn.
Stubborn, yes.
There, listen, very good point.
Because the problem is, this shit, occasionally works.
It's what I call accidental referrals.
It's like you do enough of it, oh you get one,
or maybe, maybe email.
That's work, or BNI, from here and there
I get a couple referrals, but nothing significant
that you can build a business on, does that make sense?
Let me ask you a question, by percentage,
how many of you actually get your business right now,
let's say, more than ten percent of your clients
come from referrals? Can I see a show of hands?
Keep your hands up.
More than twenty percent of your clients
come from referrals?
It's more beneficial to look at each other.
Keep your hands up.
More than thirty percent of your business
comes from referrals.
Look around the room.
More than fifty percent of your business
comes from referrals.
Still a lot of hands up.
More than eighty percent of a business comes from referrals.
Still a lot of hands.
Now what have you learned from this?
Put your hands down.
(quiet speaking)
It's damn important.
What is very interesting is you can see from here,
just a quick survey, a majority of us get our business
from referrals.
Yet, it's the stuff that we pay the least attention to.
We don't think about it. It just happens.
If we get some, that's nice, if you don't get some,
that kinda sucks, but that's just the way it is.
Instead of, from after tonight, my goal for you is
you will go back to your business
and you will be more strategic about it.
You'll be thinking about it more,
you'll be putting some systems in place
that you are creating referrals more on purpose.
Not by accident. In fact, let me do a quick test.
How many of you are here tonight or found out
about me or VEG because you were referred by somebody else.
Nice and high. Nice and high.
Look around the room. Okay?
Now put your hands down.
How many of you because I gave you money
to put up your hand?
(laughter)
Okay? DJ? Awesome, that's my buddy.
Forty bucks I owe you.
So did I give you any incentive,
is it because you bring in, you refer somebody,
then I will give you twenty bucks?
Anybody?
So one of the things you have to consider,
learning from anybody, any teacher, any instructor,
always ask this question: Do they eat their own cooking?
Do they eat their own cooking?
If I was gonna teach you how to get referrals
and I ask you how many are referred,
one fucking hand put up, then I'm not doing what I teach.
So it's the person, is the teacher doing what they teach?
Or just teaching stuff that they haven't done?
Does that make sense?
Consider the source.
Do they eat their own cooking?
I eat my own cooking.
Do you wanna ask me a question?
You got questions, I got answers.
Comment below, in the future I'm gonna take
some of the questions and make future video based on it.
If your question is good enough,
I might just speak to you in one of my upcoming videos.
And don't forget click the subscribe button,
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In the meantime,
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