- [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
- Now why pre-schedule phone appointments make sense,
so if I am gonna take call, I want him to be pre-scheduled,
ahead of the time.
Now here's why it makes sense.
Number one, working as I do,
only with pre-scheduled phone call appointment is efficient
and it's effective, it's a win-win.
Here's why.
Because when you pick up the phone when you call me,
I know I'm expecting you.
It's not an interruption.
It's not like, maybe I'm doing something else,
I'm on the computer, I'm not there a lot.
When you call me, that block of time
you have my 100% attention.
And I'm expecting your call, so ahead of time,
whatever materials that maybe you sent me,
I'm totally prepared.
Versus I'm... If it's an interruption,
"Hey, you know Dan, have you seen this? What about that?"
I don't know, I haven't seen it.
"Have you checked email?"
I haven't checked my email. Should I check my email?
You see how that...
That is not productive.
And yet that's how most people operate.
So it's a win-win, they know when you call,
you have my 100% attention, period.
So it's a win-win, win for them, and win for you.
Number two, it benefits everybody as much as it does me,
because it eliminates phone tags.
There's you call me, and then you're not there,
and I call you, you call me, and I call you.
After a while, I'm too busy, and I don't call you back.
I'm supposed to call you back, now I feel guilty,
and maybe you're gonna call me,
maybe I'll call him tomorrow.
You see all this bullshit in your head?
Wasted energy, wasted energy, okay?
Now, the other person also has my complete attention,
I'm totally prepared.
It's my phone? Thank you, thank you, thank you.
I just got my new Mac computer,
cause I am sick of Windows too.
(audience laughing)
Oh my god, it's so good.
I'm learning how to use the PowerPoint,
it's brand new for me.
It's awesome, I like it, it's cool.
So when you take incoming calls,
and here's a script that you could use,
please write this down, when you do take incoming calls,
so let's say someone calls you,
when you get on phone with someone,
it's a smart idea to set up what I call the exit time.
What is it?
- [Audience In Unison] Exit time.
- Set up expectation. Very simple.
When you pick up the phone,
"Hey you know what John, I have a conference call,
starting in 15 minutes, but I wanna take your call first.
I hope that will be enough time for our discussion.
Do you agree, or should we set up
another telephone appointment?"
Just set up expectation.
Letting them know I don't have an hour,
I don't have 30 minutes.
I have 10 minutes, I have 15 minutes.
Is that enough, if not should we set up another time?
Nine out of ten, there's "Oh, no, no, it's enough.
I just need five minutes."
Instead of turning a five minute conversation
into a two hour conversation.
How many have done that before?
Here's the thing, here's the warning sign,
when someone call, "Oh, I just need...
I just need five minutes of your time.
It's real quick."
And then it turns into an hour thing, all the time.
So don't do that, just set up expectation.
You know what, I'm busy, I'm gonna get on a different call,
I'm having a meeting I'm going to, I'm going somewhere.
I only have ten minutes, I only have fifteen minutes.
Is that enough, should we set up a different time?
Very simple technique, set up expectation.
They know that what they're getting is...
If they do need more time and they say,
"You know what, no actually, I need an hour
to kind of discuss this with you."
Fine, here's my schedule.
Why don't we do Friday, 2 PM, would that work?
Great, let's do that.
And then when they call you, again you're totally prepared.
Simple stuff, right? Very simple script, very simple script.
I have a quote:
"Distraction is the only true luxury of poor people.
Laser-beam focus is mandatory for success."
Distraction is the true luxury of poor people.
You know this, look at the people who are broke, distracted.
They can't focus, they can't be like that.
That's focus, can't do it. All over the place.
Sometimes' there's entrepreneurs,
you can see the way they talk, all over the place.
How many mail is returned like that?
They talk about this, they talk about that,
they jump over all kinds of topics.
There's no logic to it, there's...
I'm gonna do this, I'm thinking of this idea,
I wanna do that, I'm working on this,
(mumbling)
That's the way you talk, I know that's the way you think.
And that's the way you work, and you're fucked.
Just the way you talk, I know the way you work.
They're like verbal diarrhea.
(gurgling) Right?
They don't think it through.
They can't even control this.
The time management is self-managament.
They can't even control this, just say whatever.
Not how it works.
There's a book that I recommend called Getting Things Done.
I don't recommend a lot of time management books,
but this one I do like.
I find it very an official getting things done.
Getting Things Done, by David Allen.
So I use some of his techniques,
maybe you can pick and choose, but I like his stuff.
David Allen, simple but very, very effective.
Very effective.