(inspirational music)
What kind of questions to ask myself?
I asked you to go through that little bit here.
Here's a good question.
Before you do something yourself
ask yourself this question
look at your to-do list.
You want to ask
can it be done cheaper, can it be done what?
- [Audience] Cheaper.
Can it be done faster, can it be done what?
- [Audience] Faster.
Can it be done better, can it be done what?
- [Audience] Better.
Better.
Can it be done by someone else
who likes it more than you do?
Can it be done by someone who likes it more than you do?
So look at my to do, there's a pile of stuff
lot of objectives, lot of tasks to do, okay.
Can it be done cheaper, can it be done faster
can it be done better?
Can it be done by someone else
who likes it more than I do?
And a lot of stuff I don't like to do
that I'm not good at, so I delegate those.
So those four questions.
Does that make sense, yes?
- [Audience] Yes.
As a leader, your job is not to do the job
but to make sure the job gets done.
Now what's the difference?
What's the difference?
Not to do the job, but make sure it gets done.
What does that mean?
- [Audience Member] Just get the result.
Just get the result.
Sometimes I tell my team and they know
anyone, ask anyone who works with me
I say don't tell me the labor pain, just give me the baby.
I don't so much care about the process
I want to see the result.
In fact, Benzo go to the mic, go to the mic.
(laughing)
Benzo works with me very closely, one of my mentees
give him a round of applause.
(applause)
He works with me very closely.
Now Benzo what's it like working with me?
Very great and intense.
No, intense.
But what does it mean?
Let them know, give them some specifics
what's it like or ... So they get an idea.
Okay, okay.
I would say that Dan comes up with the strategies
and how the processes will work
and then in most cases it's just me doing the implementation
and putting it into action.
He's not a control freak, for sure.
He doesn't give, "Yeah do it this way or this way."
He gives the core idea and then I just fit all the pieces
together, put the puzzles together.
That's how it normally works.
Do we always get it right?
No, for sure.
Do we make mistakes?
Yes.
Is that okay?
Yes.
Do I take your head off when you make a mistake?
Sometimes.
(laughing)
That's truth, that's the truth.
So you have to let your people
you have to be comfortable letting them make mistakes
you can't just take their head off
every time they make a fucking mistake
because they start making mistakes
and when they start making mistakes
what does that mean?
Stop learning.
They stop learning but what does it mean for you?
You stop producing things, you go back
and you've got to finish that fucking job.
You've got to let them
it's not exactly the way I want it, it's okay.
I'm okay with that.
So he knows it's intense, I push him, he knows.
I love it too.
Yeah.
So I tell people, if you work with me its intense.
It is intense, it's not easy.
Not always pleasant, not always pleasant.
But I think it's kind of fun.
It is.
It is kind of fun.
So a round of applause.
(applause)
so let me tell you a quick story.
Many years ago when I was still doing copywriting
kind of transitioning to consulting
hadn't done consulting yet.
At the time, I was always at home
and at the time, I was basically
I wanted to help people.
I wanted to what?
- [Audience] Help people.
Help people.
So I was always, anyone who wants my time
I would give them my time.
I was basically a public library.
How many know what a public library is?
Okay.
So a public library.
So we remember this one day
I was in the home office, I was talking on the phone
and this gentleman called me up
and he asked me a million questions
and I spent a good hour with him on the phone
I gave him some of my best ideas and strategies
and he said thank you and then we got off the phone.
At the time, my ex-girlfriend at the time
ex-girlfriend Tiffany walked by my office
and she overheard a conversation and she came in the office
and she looked at me with those beautiful eyes
and a nice smile, I'll never forget what she said.
She said, in Chinese, "Dumbass."
and I was like, "What's wrong?"
and she said "Why are you giving it all away for free?"
I said, "Well because I want to help people,
"Who would pay me?"
and she said "Well, other people pay other people.
"You pay your mentors.
"Dan you go to seminars, you read books
"and you did all these things to accumulate
"all this knowledge and here you are
"giving enough information to somebody
"to make them dangerous
"and not getting compensated
"for your time, knowledge and energy."
I said, "Hmm, that kind of makes sense."
"You should charge for it."
So I made a decision.
For the next call that I got
I'm gonna do an experiment here.
I'm gonna ask for money and see what happens.
Call, another gentleman called me up
and this was a gentleman actually
he purchased one of my programs in the past
an incorporating program and he likes it and is using it
making good money and he was asking me, again
a lot of questions and I simple turn the table around
halfway I stopped and said, "You know what sir?
Those are good questions, however I charge a consulting fee"
And he said "Oh, okay, well how much do you charge?"
Hmm, that's a very good question.
"What kind of budget have you set
"aside for something like this?"
I kind of throw the ball back to him.
And he said, "Well you know, Dan
"I've been using your program
"I've got your business partner.
"I think your program is very good
"If I can work with you, that's awesome.
"I think we've got a budget probably we're comfortable
"Investing like five grand, would that work?"
"Yeah that would work."
(laughing)
"That would work and okay great, let me talk to my
"business partner and get back to you."
Called me back in about two hours or so.
He said, "Yep, Dan, we're ready to go.
"I want to pay you five grand and we'll go for it."
"Great, so then how do we get started?"
Never done this before, right?
I don't want to sound like I don't know what I'm doing.
"Do you want to put it on Visa or Mastercard?"
I just came up with that.
"Oh Visa would work, do you take Visa?"
"Yeah that would work."
So anyway I got the visa number
and that's kind of my first official consulting client.
Write this down.
Your time, knowledge and energy
are your most valuable commodities.
Your time, knowledge and energy are your most
valuable commodities.
Your time, knowledge and energy
they are your most what?
- [Audience] Valuable commodities.
Because customer is replaceable
money is replaceable
everything else in your business is replaceable
time is not, you cannot make up lost time.
Everybody understand?
You cannot make more time, you cannot.
This minute, you're listening to my talk.
That minute is gone.
It's gone, you cannot get it back.
Yes?
- [Audience] Yes.
So think about that.
- [Narrator] Ten times your finances
Ten times your business
Ten times your marketing
Ten times your life
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