- You got to use your time, to create the demand.
The problem is your time is limited.
The name of the game,
to increase the income is leverage.
You accumulate social capital to create demand.
Whoever has all the demand,
has all the power, right?
In influence, you always want to be the buyer,
not the seller, right?
So we are the buyers.
We interviewing them on,
If they have what it takes, if it's a good fit,
yeah, it's no closing needed.
- Got it.
- Just like I'm buying a company.
There's no closing needed.
Well, I shouldn't say
there's no closing needed, there's negotiation,
but on terms. - But then
you did talk about it in the "Smart child",
I guess, you know,
which we won't go into tonight,
but using leveraging your social credibility,
gives you more control,
so that when these people come in
and you're in control,
you're the buyer, you can say,
"Well, you know, I don't need you.
"You know, you can't negotiate
"terms with me." - Okay?
It's the, this is a very, very, very key lesson.
- Yeah.
- We accumulate social capital,
not for fame, right?
Fame without fortunate is frustration.
There's no talking about that, right?
You accumulate social capital to create demand.
If the end goal is to drive up demand
because only when you drive,
it doesn't matter what you do.
You own your own business,
You're operating as a closer,
you're operating as a copywriter.
The name of the game,
it's the law economics, supply and demand, right?
A lot of demand, very little is supply.
What happens to price?
- It goes up. - It goes up.
It's that simple.
So you accumulate social capital
so that you could drive up the demand.
The name of the game is drive the demand.
Now, most people,
if you don't utilize social media.
Which is the name of the game,
then how do drive demand?
Think of back in the days.
- Yeah.
You have to use your manual labor.
- Yes.
- You have to use your time.
You have to go shake their hand.
- Networking events - Meet the person.
I'll do the all of that.
A lot of new business, right?
They start?
- Yeah.
- Yeah, you got to use your time,
to create the demand.
The problem is your time is limited.
If you spend all the time creating the demand,
manually and then plus doing the fulfillment,
plus everything else you got to do,
that's why those business don't grow.
So, social media is powerful,
because it's one to, how many?
- Yeah.
- It's this exponential amount.
It's one to many, it gives you leverage.
It's not about hustle.
That's why I hate when people say
"Hustle, hustle, hustle"
it's not about hustle,
the name of the game, to increase your income
is leverage, right?
How do you put yourself in front of more people?
When you drive the demand,
You can dictate terms.
- Yeah.
- So it goes back to negotiation,
that's why having walkaway power
is very, it's just very powerful.
If I want this
and there's no other alternative,
I have no negotiate, zero negotiations power,
because I have no alternatives.
But I have social capital
and say, "Hey, if this deal works great,
"but I've got a hundred other deals."
- Yeah.
- Even if this deal works great,
I still have a hundred other deals,
that I can look at and say, okay,
which one is better term?
Which one is better fit?
Whoever has all the demand
has all the power, right?
So you're in command
because you're in demand.
But no one talks about creating demand.
In the SMART challenge, we talk about this.
- We do.
- The instability and visibility
share the whole framework.
- Yeah.
- No one could buy from you,
if they don't know you.
- Yeah
- Right. And there's always this battle
of fighting, trying to get attention.
This battle of fighting to be known,
this battle, fighting to build credibility.
Well, a lot that goes away
when you got a line up of people
wanting to do business with you.
Right? So I learned that,
very early on in my career.
So everything I do is about that.
So give you a perfect example.
- Yeah.
In the beginning of my career,
I would go to these networking functions
and meet with people.
When you shook hands and you talk to people.
Before COVID, of course? Right
- Yes
And you meet with people then you say,
"Hey, this is my business card.
"What are you doing?
"Business card, And all, let's do coffee.
"Let's do all that."
And after a while, I just found that
incredibly inefficient, right?
Now, before social media,
I just realized,
whoever's is at the front of the room,
gets to meet all the people instantly.
That's why, I went to, one to.
Before, I wanted to
improve my English speaking skill,
as that goes on,
I found that, just by being a speaker
in front of the room,
it makes a huge difference.
- You get credibility.
- Stage time, equals wealth time.
Write this down, right?
If that's the case, instead of me,
let's say a hundred people in the room.
I meet with you, I meet with you,
I meet 10 people, next 20 people.
But if I'm in the front and I talk,
I might not meet a hundred people,
but a hundred people I've met me.
- Yeah.
- And afterwards, they line up
and wanting to talk
and that changed my game.
So I wouldn't go to any
networking business thing,
unless I'm the speaker.
- So then you converted that to online.
- Yeah, it's the same idea.
The difference is,
instead of one to 100, one to 200
it's one to millions
- Tens of millions, right?
- It's exactly what it is.