- Can I have two people?
How many?
Two people.
Go to the mic share.
What did you get out of this exercise?
- Me and Matt have a question for you.
- Yes, please.
- I don't understand one thing about
You know when you said, "Form the message."
What is it that you're saying to the person
that you are calling to action?
What do you mean by that?
- Very good, very good question.
I'll answer that after the share.
- Thank you.
- For some time
- Hold on, what's your name?
- I'm sorry.
(laughter)
My name is Alfred.
- [Audience] Hi Alfred!
- Hello everyone!
That sometimes it's quite awkward to meet new people
and ask those types of questions
but I've found that over the years
that in my business, I was a fitness trainer
and having to meet new people
that's how I overcame a lot of shyness
so in coming up with you guys
it's a little bit easier for me to do.
But you really need to get to know somebody
and you can make some really interesting connections
and possibly
(coughing)
- Okay, great.
Round of applause.
(applause)
Energy, zing
- My name is Hannah.
- Hi Hannah!
- Hi everyone.
So what I learned from today is when people ask me
about myself and people constantly without them asking
keep telling them about myself, even though-
- How many of you do that?
(laughing)
- And it's good to review what I've learned
so I ask, see I don't even remember the name
Super Sam, Super Sam yes.
I spoke to him and he said, "Oh I come here for fun."
Oh this really good quality, just want to come here for fun?
And I asked him what he learned today
and he talk about the seven and staff
and I asked him what he can apply
and bring home today
he said he's gonna go home and follow the step
and it's good for me to review
that the first three steps to master
a lot of people go all the way, not in order
and try one another so it's good for me to review
and meet new people, good exercise.
- Great, round of applause.
(applause)
Energy, zing.
Very good, very good.
So when you're informing, answering your question
with the message, the message depends
on needs and their goals and their strengths.
It's not waiting for your marketing message
hey you know what, let me talk about my business
let me give you my business card
that's not what I'm talking about
so the message, the call to action
depends on what the other party needs.
So in this case, let's say Suzanne
what did she say
she's looking for a joint venture partner, right?
And her goal is that she's got a book
she's thinking of writing a book
her goal, aspiration is to do bigger conferences
and help more people, right?
So that depends on in this case if Ken knows
or he has the expertise or he has the network
that can help Suzanne.
See, don't feel like when you meet someone
it is an obligation that you have to exchange information.
There's no one saying, there's no law saying
when you meet someone, meet a stranger at a networking event
you have to exchange information.
No sometimes okay great, nice meeting you
and that's that, that's okay.
So the people that you feel like you're connecting with
you might be able to help them
then that's when the exchange happens.
Sometimes the message was it was very nice meeting you
I hope you enjoyed the conference, that's it
and you move on, you don't have to get something
from them or they get something from you.
It makes the whole thing very awkward, yes?
So let me give you three strategies.
How many?
Three strategies.
When you go and network, changes everything.
First strategy, first secret is
you want to become a person of value.
You want to become a person of what?
- [Audience] Value.
- Value.
Write this down, money earned is a
by-product of value creation.
Making money is actually pretty simple.
Money earned is a by-product of value creation
meaning the more value you deliver
the more people you deliver value to
the more money you're gonna make.
It's very, very simple.
You want high income?
Serve more people.
I make a lot of money because I serve a lot of people.
It's very simple.
So how do you become a person of value?
Well, if you are a person of influence
you are valuable.
If you are a person with expertise and experience
you are valuable.
If you are a person with a big network
you are valuable.
You want to become a person of value
and here is the key.
You've got to become a person of value
bracket beyond your core product or service.
Beyond just what you do, so Dy here
Dy has to figure out how can I deliver value
beyond just fitness.
Maybe it's marketing, maybe its something else
maybe it's your network, maybe it's who you know
you've got to learn how to deliver value
because if you can only deliver value
based on your core product and service
isn't that very limited?
It's very, very limited
so that restricts the amount of people you can help
the amount of value you can deliver
so that restricts how many people you can meet
how many people you can serve
and how can you expand your network?
You can't.
So you have to be more diversified not just thinking about
okay here's what I do, I'm a mortgage broker
that's all I do, you have a mortgage?
You need a new mortgage?
Let's talk.
You don't need a new mortgage?
That's it, I can't help you, no.
So become a person of value beyond your product or service.
Number one.
And as an entrepreneur you don't get paid for your time.
Write this down.
You get paid for the value.
What is it?
Value you bring to the time.
You don't get paid for your time as an entrepreneur
you get paid for a result.
You get paid for the value you bring to the time.
So how can you become more valuable?
How can you become more valuable?
Just shout out the answer, how can you become more valuable?
- [Audience Member] Become an expert.
- Become an expert, okay, learn your subject, yes.
How can you become more valuable?
- [Audience Member] Be more efficient with your time.
- Okay be more efficient with your time, okay.
How can you become more valuable?
- [Audience Member] Add value to others.
- Yeah but how can you become more valuable
so you can add value?
- [Audience Member] Take interest in others.
- Interest in others?
Maybe also expand your interests.
Not being so narrow being focused on whatever that you do.
Strategy number two, you want to network for your network.
So here's how it works.
Let me explain to you, this is it.
If we remember nothing else from tonight, remember this.
So typical networking.
You go out there, this is you, okay?
Smiley face, I'll draw a smiley face.
This is you, most people go network with people
and hopefully you try to get some business.
Now you're not gonna do that any more, yes?
You're not gonna do that any more, yes?
- [Audience] Yes.
- Jesus, okay.
So you go there, it's a one way communication
you want to get something from the other person
the other party, okay?
So instead of doing that, how many of you
have clients right now in your business?
Have clients?
Okay.
Think of, in terms of referrals.
Where are most likely are referrals going to be coming from?
- [Audience Member] Existing clients.
- Your existing clients because they're doing business
with you, they trust you and they like you, yes?
So here's what you do.
First of all you go back to your clients
and you get to know them at a deeper level.
What kind of needs do they have?
What goals do they have?
Beyond your product or service.
What other needs do they have?
What other goals do they have?
Here's what you do.
When you go out and you network with people
don't network for yourself, you go and you network
for your clients, okay?
You network for your clients.
Let me ask you a question.
Let's say you are a realtor.
Gary is a good example, right?
My mentee also.
So Gary you go and you network.
So if you look at that beyond, your real estate service
as a realtor, you get to know your clients
and they all are entrepreneurs, yes?
You get to know their business, you go out there
and you try to find business for them.
What happens when you send clients to your existing clients?
What happens?
- [Audience Member] They become better clients.
- They become better clients.
- [Audience Member] They'll send you more referrals.
- They will send you more referrals.
A stranger who has never done business with you
how the fuck can they refer anyone to you?
(audience laughing)
They haven't experienced you, it makes no sense.
But your existing clients who like you
have been doing business with you for years
be honest with me, how many of you
don't actually know your clients that well?
Besides the transactional relationship.
You get to know them well, find out their needs and goals
and you refer clients to them and they refer clients to you.
Make sense?
So when you go out there, you don't have the problem
you don't have to talk about yourself at all.
Because you're not networking for yourself.
You're networking for your network.
You're networking for them.
So in this case, it could be
let's say Ken and Suzanne.
Ken might be saying "Oh you know what?
"I actually have another client of mine
"who has a big list and who has been promoting events
"I think maybe he can help you
"he provides phenomenal service, right?"
And then Suzanne says, "Oh that's great
"give me the referral," right?
They might do some business.
Now when they do business, this client
he's gonna think of Ken.
Wow, Ken sent me the referral, that's great
we're doing some business now.
I've got to send Ken some clients
I've got to help him out a little bit, right?
You do that for a client, so network for your network.
Make sense?
You don't go for yourself, okay.
Now you might say, "But Dan, what if I don't have
"A large network of high quality people right now."
It means you don't have a client
you don't have a big client base
you may be getting started
you don't have a lot of clients right now
that you can send some business to.
Then what do you do?
Well, let me give you a tip, would you like a tip?
- [Audience] Yes.
- Okay.
Associate with the people that already have a huge network.
If you don't have one, associate and leverage
the people who already have a huge network.
So in this case, Gary
Gary go to the mic actually and share.
Round of applause.
(applause)
Six figure realtor just so you know.
Now Gary, what did you do when I shared this with you?
So remember I went back and said you know what
go back to your clients, how can you deliver value
beyond just your core product and services?
By the way, everyone say, "Hi Gary."
- [Audience] Hi Gary.
- Hi!
- [Dan] Yeah, what did you do?
- Well what I do is I just try to find out
what my clients do, most of them are working 9-5 jobs.
But a lot of them are looking for jobs
so when I see them, they go oh I'm looking for a position
in journalism, I don't know any specific person
I'd be like oh I know a HR director
LinkedIn kind of introduction
and I went to school with a bunch of people
and a lot of them are looking for jobs then
what I was trying to do is
oh you're interested in marketing?
I know a marketing, some professional I can connect to you.
So what I do is I just try to help people
and yeah, sometimes school teaches you
networking is just pass everyone your business cards.
Like business school, they teach you
go to networking events so that maybe you can
get a job at Teles or Hydro or whatever
but then some of my class mates actually
started helping other class mates.
They'd go, "Oh you want to get a job at Hydro?
"I used to work there, let me connect you."
So I started learning from other fellow class mates.
- [Dan] What percentage of business is now
coming from referrals?
- Like, all of it almost.
90%.
- Think about it, think if you're Gary's client.
You bought a home, he gets to know you
about your needs and your goals and your business
and after you purchased a home from him
he keeps sending you business.
He's trying to help you grow your business
beyond just selling a home.
Not goodbye, thank you, wam bam goodbye ma'am.
It's not like that, right?
It's more serving you after the transaction is done.
When you want to buy another home
who are you gonna think of?
- [Audience Member] Gary.
- Because there are so many realtors you can choose from.
But Gary is the only one that has been sending me
business that's been helping me out beyond what he does.
Yes?
Round of applause, round of applause.
(applause)
Energy, zing.
Question?
- [Audience Member] If you have an online business
- Yes.
- [Audience Member] So how do you-
- Oh good question.
So what if you have an online business
how does that work?
So if you have an online business, how does that work?
Tell me.
- [Audience Member] I mean with the clients
I cannot really learn about the clients.
- Michael?
- [Michael] Maybe you can try to
get the community onto Facebook
and get offline people on Facebook
and then real faces to faces
that way you can make the connection.
- Ali?
- [Ali] The concept of blogging.
Blogging is the way you're teaching others different things.
You might be, I don't know, a plumber
but you're talking about plumbing stuff
you're teaching people about things around your business
through blogging which is online.
On the side, you're selling product but here
you're creating traffic.
- Yeah and let me show you what I do.
Even though an online business, not just an email address.
Not just a list of where you can send offers to.
So out of that, actually DJ is gonna cover that next class
that we talk about 80/20 and the top 20%.
You want to focus on the top 20% of the clients
you get to know those on a more personal basis.
What are their goals?
What are their needs?
So out of my list, of course I have a big list.
But out of that, I have a core group of entrepreneurs
that I connect with, not just LinkedIn
I know their goals, I know their website
perhaps we have chat on the phone briefly.
Those are my friends, right?
That's my network.
So when I go to them, I can pick up the phone.
If you cannot pick up the phone and call them
that to me is not a relationship, right?
You have to be able to pick up the phone and reach them
does that make sense?
Get to know them more, but DJ will get into that
a little bit more in depth.
So strategy number three before we go.
You want to form or join some kind of mastermind group.
How many of you belong to some kind
of mastermind group right now?
Okay so if you don't know what a mastermind group is
it's a concept from the Napoleon Hills book
"Think and Grow Rich."
Basically, it's a group of people, like minded people
that you get together once a month
or something like that, maybe even more frequently
and you will brainstorm and you support each other
and you help each other, some kind of mastermind group.
So, if you think in terms of this way
let me share a very simple, simple story with you.
How many have heard of Iman?
How many know of Iman?
So, earlier this year a few friends of mine
had been talking about Iman.
Hey you know what, Iman's a great guy
he owns the Vancouver business network
which is one of the largest meet up in VC.
He's a great guy, you guys have a lot in common.
Actually he's teaching a lot of stuff
Dan what you were teaching eight years ago.
I thought that's interesting
so I thought I would connect up with him
because I'm always connecting up with people
so then I pick up the phone and I call Iman
I said this is what I'm doing
now I did not pick up the phone and say Iman
here's my service, here's my product, buy something from me.
Doesn't mean I've got nothing to sell.
Instead what I did is, I invited him
I said, "Hey Iman, my name is Dan Lok
"check out my website here's some of the work that I've done
"I'm interested in forming a mastermind group
"with local successful entrepreneurs
"and one of my friends gave me your name.
"So that's why I'm calling you to see if you're interested."
What did he say?
"Sure, sounds good to me."
So I said okay great.
I bring him into my network.
So we meet and then we get together
with the mastermind meeting
and we talk and we brainstorm and we share our challenges
our goals, I get to know him on a more personal basis.
Afterwards, it just happens in a few months, right?
Afterwards, since then, actually Iman
without me asking, by the way.
He has promoted me twice to his audience
without me asking, okay?
Now we also actually business partner
in one of the companies.
Did I try to go and say, "Hey Iman
"Would you like to be my business partner?"
I hadn't even thought about that.
I invite him to my mastermind group
where now you can deepen.
What's the word?
- [Audience] Deepen.
- Deepen the relationship.
Now you will only invite the people you think
are the cream of the crop to your mastermind group.
When you meet someone at networking
you don't have to try to sell them anything
myself I belong to three mastermind groups
that I personally created and we've made millions.
Millions of dollars from that group
just through joint venture opportunities
without actually mentioning anything about joint ventures
because we develop relationships.
When you see them once a month
three, four, five, six months
you're gonna do something, believe me.
You're gonna do something.
And even if you don't do something, is that okay?
- [Audience] Yes.
- You get value, yes?
So now from them on, you go and you network.
It's one of the three key things.
You either invite them to your mastermind
or you refer them to your clients
or you see how you can add value.
So that becomes like that.
Not this.
It's this, one of these three options, that's it.
Make sense?
Okay take two minutes to discuss what I just said.
Two minutes, go.