- Hi, this is Dan Lok .
You're about to see the front and center
at my consulting and coaching business workshop.
If you are thinking of becoming a coach or consultant
or if you're a service provider
or if you're already a consultant
and coach, I think you'll find
some very powerful, powerful strategies.
I'm gonna show exactly how you go from zero
to $100,000 a year in income,
or how to go from $100,000 to making a million dollars
a year as a coach and consultant, enjoy.
So let me explain, Consulting 101.
Consulting 101, what the heck does
a consultant do exactly?
I'm gonna, again, be generalizing this
as I don't want to have to keep saying
consultant and coach, consultant and coach,
I'm just gonna say consultant.
Just to save a little bit of time, is that okay?
- [Audience Member] Yes.
- So what exactly does a consultant do exactly?
And why do people hire a consultant?
- [Voiceover] 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.
- What are you actually selling?
A consultant, as a consultant
you sell specialized knowledge.
What do you sell?
- [Audience] Specialized knowledge.
- Yeah, you have knowledge
in specific area, you sell that.
You also sell fresh eyes.
Sometimes people, maybe entrepreneurs,
they're so close to their business,
that they can't see the business from 30,000 feet above,
it's like what's the saying, people can't see
the tree from the forest.
Is that how they say, right?
They can't see, they're too close to business.
They have a tunnel vision.
So you provide a pair of fresh eyes, common sense.
You also sometimes help them by asking stupid questions.
Questions that they may not even think about.
That they're doing certain things,
and they're like, "Oh how can I do this,
"what do I need to do?"
And you say, why are you even doing it at all?
"Oh, okay, but I don't have to do this shit."
That's the stupid questions.
As an outsider, as a third party,
you're not emotionally attached to those,
to the problems.
You can ask interesting questions.
Out-of-the-box questions.
You can help them discover hidden opportunities.
Sometimes when I work with an entrepreneur
I like to help them discover hidden opportunities
that they're so again,
they're so,
so, they're being buried
in the day-to-day,
sometimes then an opportunity is there,
maybe a relationship, maybe a financial relationship
or whatever hidden assets that they have
could be intangible, that they don't even see it.
By helping them, hey, have you thought about this?
"Oh."
What about this?
"Hmmm."
What about this?
"Hmmm, I never thought about that."
Discover hidden opportunities, they're very interesting.
Connections, maybe a consultant coach that
you can help the client by making connections.
How many of you do that?
That sometimes you help them by making connections
and referrals to other people, right?
Or maybe your clients need certain work done
and you know a reliable vendor that could help them.
Have you done that before?
Right, connections.
Resources, maybe you have resources, your programs.
You have books, right, all of those things
that might be able to help them.
Like part of the DOIC doc in a circle
that my mentees have access to my library.
My library's got some good shit.
(audience laughter)
It's got some good stuff, right?
I have over 2,000 books, I have all kinds of courses.
I have like courses, hundreds of them, right?
I spent a lot of money buying courses.
Marketing materials, a lot of different things
in my library, that's resources.
Challenge pre-conceived limits.
Sometimes maybe your clients believe
that they can only get to this point
or maybe that's a glass ceiling.
No, this is what I do, that's it,
but you can challenge them.
Hey, maybe you can do a little bit more?
"Oh, okay, maybe I do a little bit more?"
Okay, maybe you can have this business,
but you can also start this business on the side,
you ever thought about that?
So you challenge their pre-conceived limits.
You maybe help them with implementation,
how many have done that before?
Right, you give them advice,
but you help them to implement, that's implementation.
That's what you're selling as well.
Accountability.
Accountability as a coach, or maybe a fitness coach, again.
Hey, you know what, showed up two times a week,
we're gonna do some weight lifting,
we're doing some cardio.
You're holding them accountable to show up.
Accountability, that makes a difference.
Recognition, recognition.
As an entrepreneur, as a consultant coach,
how many sometimes find it to be lonely?
Right, that sometimes you do, you make a stupid mistake,
but you don't want people to know.
But sometimes you experience success,
nobody will understand, right?
It's like, I can't tell my relatives on the phone,
hey, I've got this funnel going on,
I'm getting my cost bleed at $1.26,
and my conversion on the page is 16%.
"What the fuck are you talking about?"
Right?
Like, they don't get it, they don't understand.
Oh, I just closed a deal for a quarter million dollars.
"Okay,
like, yeah."
They don't get it, so recognition, sometimes we
want people to recognize what we've done,
the hard work we've put in.
Validation.
Sometimes, your client wants to implement
an idea, they want to do it,
they just need some validation.
They know what they need to do,
they just need a little bit of a push.
And say hey you know what, that's a good idea.
Sometimes that's all it takes.
They know they're gonna do it,
but they need some validation.
Hey, that's a good idea, "Okay, now I'm gonna do it."
That happens, too, right, Andre?
It happens a lot, like it's just a validation.
Sometimes it's to verify the mixture is actually
a good idea, that happens too, right?
Motivation.
That sometimes they maybe lose motivation
from time-to-time, right?
Depends on if they have a different problem
they need someone to motivate them,
that's what you're selling.
And most important of all you're selling certainty.
As a consultant coach, the most important thing
that you can sell, write this down, is certainty.
You're selling certainty in an uncertain world.
This is very important.
You're selling certainty in an uncertain world.
They're not so sure, most people are not so sure.
But you provide a certainty, that security.
Hey, do this.
Take this path, you'll be fine.
Now, maybe you are a very experienced consultant coach.
Usually, like myself, I'm probably right
I would say 90% of the time, not 100%,
but my predictions, my advice, I would say,
right, correct, 90% of the time.
Sometimes even though maybe it's not exactly perfect
but what I notice is by just giving them
that motivation, give the client a little bit of certainty
they move forward a little bit and then we can pivot.
But at least they're making progress.
Does that make sense?
That happens, too.
Certainty, that's what you're selling.
Problem is, a lot of coaches and consultants
they're not very comfortable.
They're not very certain of their abilities
cause they ain't fucking good.
They are no good, they don't even have certainty
about themselves, about their expertise.
How could they provide certainties to the marketplace?
Knowing that's what you're selling
and knowing that's what people are buying.
Notice a lot of these things,
maybe you're selling result,
maybe you're selling expertise.
I could tell you from my experience,
of doing this for over a decade now,
that's not what most people are buying.
You think that's what they're buying.
Results and the expertise.
Because all those things are assumed.
They assume you have that.
This is why they're buying and this is why they're staying.
My question to you is, how many of these things,
think of a checklist, are you providing to your clients?
Are you providing one thing?
Are you providing two things?
Or providing a bunch of these, a bunch of these?
So, what have you learned from my talk?
And how does it apply to you
and how do you take the right action?
Comment below and let me know.
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