- The worst clients in the world are cheap clients.
How many have some cheap clients in your client base here?
Okay, how cheap are they, tell me?
(people laughing)
How cheap are they, come on, how cheap are they?
How cheap are they?
Does that mean they negotiate price every time?
They try to nickel and dime you?
Yes?
- [Man] You send them a questionnaire and they don't reply.
- Yeah, you send them a questionnaire and they don't reply.
Yes, takes them forever to get back to you, yes.
Why, because they have no alternative.
Look, even notice McDonald's is upgrading to McCafe.
They are trying to be a little bit more high end.
They are trying to capture that breakfast business.
That white collar business, right?
You have to do everything on the cheap.
It creates a bad experience for your clients.
It just creates a bad experience
because they are not paying you much, you cannot do much
and it just creates a bad experience, for everybody.
- [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)
- So, my question is, why in the fucking world
would you want to still be in business
selling to people who's got no money?
Why would you be in business selling
to people who's got no money?
I say, make the money, sell to people that's got money.
Sell to players with money and give the money to the poor.
That's okay.
But in a business setting, sell to people who has got money.
Your life will be way, way less stressful
and here is what I believe.
It doesn't take 10 times more effort
to sell $10,000 versus $1,000.
In some cases, it takes less effort.
In some cases, it takes less effort, okay?
But Dan, you're kidding me, my clients
would never pay me that much to work with me!
(Dan laughs)
Oh my God.
Write this down.
You attract the kind of client that you are.
This is not pleasant, but this is a fact.
You attract the kind of client that you are.
If you are cheap, your clients are cheap.
If you are flakey, your clients are flakey.
If you're a pain in the ass to deal with,
and you know who you are,
your clients a pain in the ass to deal with.
Guarantee.
You wonder how come my clients always
nickel and dime me and try to twist my arm?
Do you do that in some other areas of your life?
You attract the kind of client that you are
so if you want better clients,
first you have to make some internal shifts
and change a little bit of who you are
because you attract the kind of clients that you are.
It's very, very simple.
I always say your business is a reflection of the owner.
Your business is a reflection of you.
Your life, your home life is disorganized?
Your business is disorganized.
You have cash flow problems, you're not good with numbers
at home, you're not good with numbers in business.
You don't know how to deal with people
at home, as a person, as a friend.
You don't know how to deal with people in business.
It's the same, it's exactly the same.
I can sit down with you,
I can have five minute conversation.
I can know an awful lot about you, believe it or not,
because who you are is so clear to me.
I look at the way you dress, the way you talk,
the way, your language pattern, maybe some little belief.
I know an awful lot about you.
You can't even hide.
You're like naked in front of me.
It's just a question if I want to point it out.
And usually I don't say anything
because you're not paying me so I'm not saying anything.
(crowd laughing)
Seriously, I don't say anything.
Usually I say, "Oh good!"
People come to me, be polite,
"Oh, great presentation, great."
Okay, awesome, I don't say anything.
You don't ask me anything, I don't say anything.
That's what I've learned, learned to have mouth shut.
Only if you ask, then I'll say a little bit.
It depends on how open you are
and most people are not open, believe it or not.
But, awfully, I know a lot, even Kevin, right?
I know an awful lot about you, even the first time
we talk in Facebook and stuff, I know.
I'll remember these things.
But it's just a matter of, do I want to say something
or do I not want to say something?
And usually I don't
because I believe if they're not ready
than I usually don't say anything.
It's just creates a bad experience,
a bad relationship, why bother?
How many of you have tried sometimes,
tried to, out of the goodness of your heart,
tried to talk with your friends,
tried to help them out and then what happens?
Hello, what happens?
- [Man] Distance.
- Distance.
- [Woman] (muffled)
- [Man] Ex-friends.
- Ex-friends very quickly, yes, Nathan?
- [Nathan] A ton of excuses.
- Yes, a ton of excuses.
It doesn't help the relationship.
Let them be what they want to be.
That's what I've learned, right?
(dramatic music)