- Premium package secret number two,
don't sell information, offer transformation.
Don't sell what?
- [Audience] Information.
- Offer what?
- [Audience] Transformation.
Transformation.
Now, a lot of people throw this term around.
Oh yeah, I provide transformation.
No you don't.
You don't.
You say you do, you don't.
Don't sell information, offer transformation.
Actually offer transformation.
Let me show you how that works.
- [Narrator] The King of High-Ticket Sales.
World's Highest-Paid Consultant.
(intense instrumental music)
Media Celebrity.
Multi-Millionaire Entrepreneur.
Acclaimed TEDx Speaker.
International Best Selling Author.
Dan Lok.
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- Let me ask you a question.
Let's do a survey here.
What type of clients do you want the most?
Number one, high-end clients.
Number two, and there is no right or wrong,
high-paying clients,
and C, highly-committed clients.
So let me ask you a question, so let's put up your hands,
let's do a quick survey here.
How many of you want high-end clients?
Put it nice and high.
Just nice and high, so I can see.
Okay, okay, okay, good.
How many of you want high-paying clients?
Good.
How many of you want highly-committed clients?
Aah, smart.
You're smart.
Why do you want highly-committed clients?
- [Audience Member] Because they will pay
you whatever you want.
- They'll pay whatever you want, but that's not the point.
- [Audience Member] They're loyal.
- [Audience Member] No, because they're committed
to themselves and they're right out there
tryin' to make them and thus, you provide for them.
- Because when they are committed,
they are gonna get the results that they want.
- [Audience Member] Less friction.
- Less friction, yes.
And when you're selling high ticket,
if you have highly-committed clients,
automatically you have those two anyway.
But, if they're not committed,
just because they are high-paying or they're high-end
does that automatically make them the highly-committed?
- [Audience] No.
- No, and if they're not committed to the process
or to what you do, are you gonna get a result?
- [Audience Member] No.
- No.
It's like the gym example again,
someone wants to lose weight, I want to get in shape,
I wanna get a six-pack abs, I've got money,
I'm willing to pay, I pay and I don't show up.
I'm not gonna get a six-pack abs.
(Audience member laughs)
I'm a high-paying client.
I'm willing to pay.
I joined a gym.
I just don't show up.
- [Audience Member] That's interesting.
- I would take a highly-committed client any day
versus just high-paying or high-end.
Because if you're committed, I can help.
If you're not committed, talk is cheap.
I cannot help.
You have to be committed to your own success,
and that's why sometimes people say,
Oh Dan, aren't you difficult to work with?
Why you put people through so many hurdles?
If you go to danlokinnercircle.com,
it's a powerful exercise.
You look at my questionnaire,
18 questions you got to fill out.
You gotta provide two references of your existing clients.
We're gonna call them.
See what kind of results you produce.
Before we even talk about, you cannot just,
I don't want you to just write a cheque to join.
I wanna see you do good work.
I wanna see you committed.
If you're committed, then I'm committed to you.
If you're not committed, then there's nothing I can do.
Doesn't matter what miracle or superpower, or what process,
or what strategies, you are gonna find a way to fuck it up,
I guarantee you.
You gotta find a way to take yourself out.
You gotta find a way to quit.
So easy to quit.
It is so easy.
So what I'm saying is, with your business,
how committed are your clients?
And why do you take on clients
that are less than not very committed?
Just because they pay you some money?
Then that's out of integrity.
Then if they're not committed,
how are they gonna get a transformation?
They will not get a transformation.
My philosophy is, be more selective, take on fewer people,
but now you know they're committed.
All in, you go all in,
and you give them the transformation that they want.
That's why.
And no this outside, outside of this,
are the coaches, are the consultants,
are the service providers, that's not how it works.
You pay me some money, yeah whatever.
You get result, you get result, meh,
means you only get paid.
They just want to get paid.
Offer your deepest transformation.
You want to have a compelling ultimate result,
something that people have a lot of natural desire for at
that particular moment in time.
Is timing important?
Hello?
- [Audience] Yes.
- Yeah, at that particular moment in time.
So sometimes they want your service now,
but then three months from now they don't want it anymore.
Or, they don't want it,
or they couldn't afford it a year before,
but now they could.
Have you seen that happen before?
Is timing important, yes?
- [Audience] Yes.
- Very, very critical.
You got to offer that at the right time.
You got to offer at right time.
The kind of offering I'm talking about will help solve,
again, an urgent problem someone is having
that they would be willing to invest a premium for.
Its about offering and doing your best work
that you can be really proud of.
Yes, Nathan.
- [Nathan] Could I get a client.
- Go to the mic, so I can record it, appreciate it.
- [Nathan] So, when I get a client.
- [Dan] Hi Nathan!
- Hello. (laughs)
- [Audience Member] Hi Nathan.
- [Dan] No, no, no, Hi Nathan!
- Hi Nathan
- [Audience] Hi Nathan.
- So, when I get a client coming in,
they always want it now,
and it's always under a really ridiculous timeline,
and we haven't even talked about how much it costs,
or anything.
How do you delay that?
- [Dan] How can you delay the sale?
- Their most important thing is that it needs to be done
now.
- [Dan] Okay, so a couple ways that you would handle that.
Is that a good question?
- [Audience] Yeah, it is.
- Okay, so let's say you have clients who come in
and they say, yes, I want to buy, but I want this right now.
You have two options.
If you can actually deliver,
like you have the room to take them on,
then you just say, you know what, you know,
maybe I could squeeze you in.
I could make this happen now.
But, I'm gonna charge you a premium for it.
Just like FedEx.
You wanna week delivery, it's this much.
If you want overnight, it's this much.
Are you willing to pay for that extra?
For that extra fast delivery, fast turnaround.
No, no, no, actually it's not that urgent.
Okay, then I'll charge you the regular price.
That's one way to do it.
Then you can see how committed they actually are
about the time, right?
You were surprised, well I'm gonna charge you 20% extra.
Oh well then, it's not that urgent.
I guess it's not that urgent.
Right?
You can charge that, or
you actually cannot take them on, you just,
you're fully booked, you're busy, and they just say
no, no, you're gonna take this on right now.
Now, this is the moment for posture.
What is it?
- [Audience] Posture.
- You gotta establish boundaries,
terms of agreement.
That's why I said, when you take on any type of client,
you have to have a clear communication of expectation.
Here's how I do business.
Here's how I work with clients.
Here's how I do business.
Here's how I work with clients.
Just show them that.
I don't work in tight deadline.
If you do, 20%, 30%, 50%, 100% extra.
My turnaround time is 30 days.
You comfortable with that?
That's how I work.
And I'm expensive.
If you want cheap work, go to Fiverr.
I'm not your guy.
I'm just not your guy.
When you come from that place,
you earn the respect from the client, because you're not,
ooh yeah, okay, I'll do it.
Yeah fine, you know, I'll do it.
- [Audience Member] Should I actually tell them
to go to Fiverr?
No, if you have to get it done (audience laughing)
and you're not willing to pay my price, I'm not your guy.
So, I'm talking about the rules of engagement.
Write this down.
Rules of engagement.
What are your rules of engagement?
How do they engage you?
How do you do business?
Do you have down their website?
Is it clear, who you're not for?
Well let me give a big tip.
If you don't want people who are desperate,
who are needy,
would it be a good idea to just put that on your website?
Just say, you know what?
I don't work with desperate people.
I don't work with anyone less than this.
Like Emily, if you think about selling a home,
you know what, if your home is less than half a million,
I'm not your person.
I only sell this amount, a million and up,
two million and up, five million, and up.
That's the category I work in.
A ton of other realtors are gonna sell you half a million,
condo, whatever, go with them.
In fact, I have some friends,
more than happy to refer to them.
I don't do that.
Do you see the difference?
Now your client can see, oh,
that's what you do and that's what you don't do.
What you do and what you don't do.
And the problem is that most of us do not have that.
We do everything.
What you won't tolerate.
No different then in the beginning of this VG.
Desmond comes up, he said about what's the rule?
That's rules of engagement.
Dress code, that's rules of engagement.
You come to my meeting, you dress in business.
You go to the club, dress code.
You know that, right?
- [Audience Member] Yep.
- Yeah, no cell phone, you know that right?
Now, here's the thing, what if I don't tell you,
you need to dress in business,
and that you cannot use your phone outside of this room,
and you use it and I give you shit.
That I'm the bad guy.
'Cause I have not communicated the rules of engagement.
But if I keep hammering again, again, this is what it is,
this is what it is, this is what it is.
Now, how many of been to VG more than two times now?
More than three times?
Desmond Susted every single time.
At every single meeting, because there's new people
who don't know the rules.
For the people who have been here multiple times,
it's a reminder, a what?
- [Audience] A reminder.
- A reminder.
So, your rules of engagement.
Now, I know for me, example, teaching high-ticket selling
pushes me to up-level my business.
It gives me that incentive to
and that extra nudge to continually be committed
to my own craft and mastering at what I do.
Now, here's the thing.
If I teach ya high-ticket, how to do high-ticket sales,
and I say to you, "You know what?
"My program is very affordable,
$29.95.
(audience laughs)
And you're gonna learn some amazing stuff.
I'm gonna teach you how to do high-ticket selling.
And, even $29.95, you can do three easy payments.
(audience laughs)
You see what I'm talking about?
That's a disconnect.
That's incongruent.
You have to be congruent with what you do.
I also know that in order for me
to be ultiman service to people, ultimate service,
I need to be their coach or mentor for a period of time,
which allows me to truly bring everything
I have to offer to their client.
And that's what I've learned.
I don't want to do quick fixes.
And that's sometimes the problem.
They'll come to you and they're desperate,
they want a quick fix.
I don't want to touch that.
Because that's not commitment.
That's just desperation.
Make sense?
You've been watching my videos for some time now,
and you might be wondering,
Dan how do I go to the next level,
or how could I be mentored by you?
Here's what I want you to do.
My very first assignment to see if you qualify.
I want you to go to fumoney.com
to download a copy of my book.
You can't even do that, I cannot be your mentor.
The second step is, after you download my book,
I want you to read it.
And you also get an invitation
to register for one of my upcoming webinars.
I want you to register and show up for the webinar.
Doing the webinar, I go through all the details
of how you can possibly be mentored by me.
Go there right now, fumoney.com
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