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  • - [Male Participant] In person, you get to feel

  • Dan's authenticity.

  • - [Male Participant] I don't have other mentors

  • that have gone as far beyond my expectations

  • as Dan has so far.

  • - [Female Participant] How you keep five thousand people

  • around the world engaged for six hours at a time?

  • That is no small feat.

  • - [Announcer] Mr. Dan Lok!

  • (applause)

  • - You get some of the most powerful,

  • precision-ing methods and breakthrough business strategies.

  • A first time customer, at best,

  • is a good prospect, write it down.

  • - The principles that I'm gonna show you today,

  • that are literally going to be game changers

  • for your business if you apply them.

  • - [Female Participant] It's so special

  • to have such a good teacher.

  • So structured, so common sense,

  • and have the business acumen at the same time,

  • and the heart, oh my god.

  • (upbeat music)

  • (piano music)

  • - Yeah, your audience doesn't have to buy anything.

  • If they don't think it's the right fit,

  • they don't have to buy anything.

  • They'll only do so if you convince them

  • that your product value is enough to exchange for the money.

  • So, why, again, just like one-on-one,

  • why do we project our own values on them?

  • Oh, they won't want to buy.

  • I was talking with one of the platform speakers

  • a few days ago because I was putting together PowerPoint.

  • Talking to him, and I was talking about his offer.

  • He's got an offer, he's doing a big event.

  • He's got an offer

  • and I was telling him about this,

  • he said, "Oh, Dan."

  • Because basically I'm asking him to bump up his price.

  • His event's coming up.

  • "Oh, I don't know, I think most people in my audience,

  • "they probably won't go for the offer,

  • "it's too high of a price point."

  • I said, "Well, how do you know?"

  • "Oh, they're going to be mad if I increase the price."

  • Well, that's your own values.

  • That's your own projection, right?

  • No one's pointing a gun to their head to buy.

  • But, you're not giving them a choice.

  • Because he was hesitant,

  • because I was asking him to bump the price

  • and put together a more valuable package.

  • Because his package right now, is like a three-month package

  • to work with people.

  • I said, "Why don't you extend it,

  • "make it a minimum of one year.

  • "Better yet, two, three years.

  • "Let's say, one year, 12 months."

  • "Oh, Dan, I got to up my price,

  • "I got to do a lot of these things."

  • I said, "Yeah, but you help people deliver more value."

  • Why do you project your own value

  • with they only want a three-month offer

  • when they maybe want a 12-month?

  • They are hungry, they want the 12-month.

  • But you're not offering it to them.

  • If they don't want it, they can always say, "No."

  • So he was very hesitant because a lot of fear.

  • I guess all he's been selling

  • is three month, three month, three month, right?

  • I said, "No, I know three months aint going to do shit."

  • Let's face it, anything significant in life,

  • three months aint going to do shit.

  • One year aint going to do shit.

  • Like, minimum, if they are players, they're go-getters,

  • one year to form a solid foundation, right?

  • And after one year, what's after that one year?

  • So, I said, "Why are you not giving them more support?

  • "What's going on?"

  • Like, what's the ongoing relationship?

  • No, he's only thinking about three months.

  • Does that makes sense?

  • That's what I'm talking about.

  • So, your audience doesn't have to buy anything.

  • So, you don't need to be so self-conscious.

  • If I ask a lot, if a lot of them don't take action,

  • it doesn't matter.

  • You've got to give them the option

  • because if you don't give them the option,

  • they can't act, right?

  • They don't know.

  • No one's forcing them to buy.

  • It is your job to give them a choice

  • but not make the decision for them.

  • Say it with me.

  • It is our job.

  • - [Audience] It is our job.

  • - To give them a choice.

  • - [Audience] To give them a choice.

  • - But not make the decision for them.

  • - [Audience] Not make the decision for them.

  • - You need to give them a choice.

  • You need to give them a choice.

  • Whether they want it, whether they're hungry for it,

  • whether they're capable of it,

  • is not you to judge,

  • because sometimes I made this mistake.

  • In the past, when I would make an offer from stage

  • and I would judge.

  • I would think, "Oh, you know what,

  • "I don't think this person would do well.

  • "Or I think this person wouldn't do well."

  • Almost always I was wrong.

  • The ones I thought, "Oh, she's so awesome.

  • "She's like all gung-ho."

  • (tongue clicking)

  • And then here, she's like, "Don't say much,

  • not super excited, kicks ass."

  • Takes what I teach, just (imitates explosion)

  • to get to the next level, right?

  • Sometimes, your audience, the ones who are the loudest,

  • not necessarily the most successful.

  • They one who makes a lot of noise,

  • because they spend all the time making the noise,

  • (audience chuckling)

  • they're not spending time getting shit done, right?

  • That's what I'm talking about.

  • The ones who are kind of quiet,

  • and then before you know it, send you an email,

  • "Oh, Dan, I took your program two years ago

  • "and now my company's doing two million a year."

  • What the fuck? (audience laughs)

  • It's those type, like, what the fuck, right?

  • Seriously, it's that kind of thing, right?

  • The ones who sending you email all the time,

  • they're focusing on the wrong thing.

  • So, don't judge.

  • Do not judge.

  • Like, I've had a long time ago, long time ago,

  • when I sell the internet marketing package,

  • I had a man, okay, he's blind.

  • Literally, he's blind and he wants to invest in my package.

  • I said, "I don't know if my package would help you.

  • "Like, you can't read the screen.

  • "How can you build internet business

  • "when you can't see anything?"

  • He said, "Well, Dan, I can't get any work

  • "because I can't get any job done, right?

  • "Can't get a job, can't read.

  • "But I can hear you, I can listen to you."

  • I still remember, it's like just yesterday.

  • After my offer, he was sitting somewhere in the middle,

  • because he can't see, right?

  • So, he needs someone, like someone like this,

  • "Can you help me, take me to the back of the table?"

  • Because he can't see where the table is.

  • He was standing in front of me, he was asking,

  • he was asking me questions about the program,

  • and I'm like, "I don't know, I don't feel good you investing

  • "because I don't think it's going to work for you."

  • Well, he went ahead and purchased the program.

  • Good that his girlfriend, now the wife, could read.

  • So he is learning all the knowledge, right?

  • He's learning the copyrighting, because at the time

  • there was a copyright component.

  • He would do the copy through the words, right?

  • And the wife would create a website and all of that.

  • Launch a little business, making, you know,

  • not huge amount of money.

  • Like, we're talking four or five thousand a month,

  • it's decent amount of money.

  • But that to him is life-changing.

  • But what if I would have judged,

  • "Oh you shouldn't do it, it's not for you,

  • "you can't, it's not going to work."

  • Funny enough, because he can't see,

  • he's actually able to process information so fast.

  • His headline, when he just verbalize it,

  • it's fucking good.

  • Like he would just listen, because there's no distraction.

  • It's all just learning.

  • He would listen to the word,

  • he would write the email copy with words, just talking.

  • Like, first name, bracket, at a time, right?

  • And we would do the copy just like that, dictate.

  • And the wife would type

  • and they would do this little business.

  • Isn't that amazing, right?

  • It's this type of thing.

  • So, write it down, don't judge.

  • Do not judge, it is not our place to judge.

  • Same thing with the closer.

  • Am I right?

  • Don't judge.

  • You don't know.

  • Remember what I said?

  • Don't listen to what they say, watch what they do.

- [Male Participant] In person, you get to feel

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