How To Think With Dan Henry Why You Can't "Book A Call" with Dan
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“If you work ON your business, you're an entrepreneur. If you work IN your business, you're self-employed.”
Ask yourself, do you want to learn from someone who is self-employed, or do you want to learn from an entrepreneur?
Is there a difference between the two?
Yes! One will teach you how to build, scale, and live the life you want, and the other will show you how to be shackled to your business and continue to be an employee.
Trust me when I say, you do NOT want to learn from the guy who is constantly shackled to the daily operations of his business, and I’m going to explain why!
In this episode, I am going to cover:
- Why you are a hypocrite if you refuse to book a call with my sales team
- The reason behind why if you could talk to the business owner directly, then they aren’t someone you should be learning from, to begin with
- How much the rest of your business would be limited or take a hit if you take your own sales calls rather than focus on growing your business
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— TRANSCRIPT —
In today's episode, we're going to talk about why you cannot book a call to speak to me directly and why you really wouldn't want to work with me if you could.
All right, so one objection I've seen, and I just had a meeting with my sales team and I said, "Hey, can you guys make a list of the top objections we get on an on sales calls?" and then I also sent out an email asking why people have yet to book a call, but they've, you know, read my book or they've watched my webinar, et cetera. We got a bunch of responses back hundreds of responses. I had them categorized in terms of how often they appear and believe it or not one of the objections that were not at the top of the list, but pretty high was Well, I would book a call, if it was with Dan, if I could book a call with Dan, I would book a call. I looked at this and I thought, man, this is so odd that people would say that.
Here's why. You got to understand, I'm not an accountant. My company is not a small accounting firm or something. We help people grow seven and eight-figure businesses. Whether you're a beginner and you want to get your company off on the right foot, or you already have a company and you want to scale it. It's odd to me because think about this, If I wanted to grow my company and I saw a guy that had grown an eight-figure company built a huge brand, helped so many people mastered systems for operations, mastered lifestyle, be able to run an eight-figure company without constantly being married to his business and have the time to enjoy life and I thought, wow, I want what this guy has. So I want to see if this guy can teach me how to have that thing, but I'm not going to book a call because I don't get to talk to him personally.
Well, if you could talk to me personally, then I wouldn't be the person that you want to hire. Think about that. That's not just me, that's anybody. That's like saying I'm going to buy ClickFunnels, but I want to talk to Russell Brunson first, or I want to buy Gary V's book, but I want to talk to Gary first. I mean, I could give you a million examples. The thing is that even if you were booking a call to speak to somebody at Vayner Media about advertising, or you were going to book a call to talk to somebody at ClickFunnels for like a hiring coder, you still wouldn't talk to Russell, you still wouldn't talk to Gary. Okay? Just like if you book a call with my team, you're not going to talk to me because if you could talk to me, I wouldn't be Dan Henry. Why would you book a call to scale your business and then that's the person you would talk to? If they have that much free time, then they wouldn't be who they claim to be. "Teach me how to build a business where I don't work all day. Oh, but I'm only going to book a call with you with your company if you take the call."
That it's complete hypocrisy, it makes no sense. The reason my company does so well and the reason we help other companies do so well is that we've developed a system and a way to get people good at that system. If I was on calls all day, just to see if maybe you want to buy my stuff, I would not have the time to create such great products. I would not have the time to coach existing clients that already paid. I would not have the time to write that book, Digital Millionaire Secrets that so many people love. I literally saw one of the comments, "Well, I read Dan's book, but I'm not going to book a call because it's not with Dan." If I had time to take a sales call, I would not have time to write a book, especially not make it a Wall Street Journal, bestseller, let alone build my company. Come on, this is common sense, right? This is bottom of the barrel, at the bottom of the totem pole, Entry-Level default common sense. If you don't understand that, then it's going to be very difficult for me or my team to help you grow your business, right? You want to grow your business. You want to scale. So you should learn from somebody that doesn't have to take sales calls. Do you want to take sales calls?
If I said to you, "Hey, John, I'm going to help you build a business or grow your business. But you're going to have to take every single sales call."
You say, "Oh, well, I don't want to do that. Well, can I hire a team to do that?"
I reply "Well, yeah, you could, but that's not me 'cause I take the sales calls."
No, no, no. You want to hire somebody that has a team because if they have a team, that means that they're not married to their business. They're not shackled by their business, right? Let me tell you something if you book a call and you talk to the guy, that means the guy shackled to his business, which means whatever he teaches you, it's going to result in you being shackled to your business and that's not what you want. So if you want to build a business and you don't want to be shackled to it, and you're not willing to book a call because the main guy, the CEO is not taking that call then you are a hypocrite. You really don't deserve to have what you want because you can't understand the fundamental basics of hypocrisy. It really gets to me because it's like saying, I want to be a professional golfer, but I don't want to take golf lessons. It's that type of logic. If you want to build a scaled business where you are not shackled by your business, then you go and you pay the guy that built a big business without being shackled to his business and that guy does not take sales calls.
Gary V doesn't take sales calls, Russell Brunson doesn't take sales calls. Ray Dalio does not take investment consultations. Some associate at Bridgewater Associates does. Dan Henry does not get on the phone and take sales calls because he's busy building getclients.com and making great content so that his clients do get amazing results. Not that I'm throwing myself in with any of those people. I'm probably the lowest on the list there. You've got Ray Dalio is a billion-dollar hedge fund manager, and Russell Brunson a hundred million dollar software company, but let's set aside eight figures, even at a high seven figures you shouldn't be answering the phone.
If you work on your business, you're an entrepreneur. If you work in your business, you're self-employed. Do you want to learn from an entrepreneur or do you want to learn from somebody that's self-employed? You got to ask yourself that honestly, you gotta be really honest with yourself. Are you serious about growing your business or are you a hypocrite? Period. I'm laying it all out because that's the truth. So think about that. By the way, if you are on sales calls and you help people grow their business, that's something you can throw at them or your salespeople can throw at them. Now listen, if you're just starting and you haven't built that big brand, cause I know I can hear the questions, "Well, Dan shouldn't I take sales calls in the beginning, Or should I not take sales calls in the beginning?" Yes, in the beginning, you should take sales calls. I took sales calls in the beginning, but that was the beginning.
My offer has evolved and changed over time because I've learned things from scaling a business. So in the beginning, my offer really wasn't Hey, let me help you scale to eight figures 'cause I wasn't an eight-figure earner yet. I was taking my own sales, you gotta pay your dues, you've got to work your way up. Once you get up there and you want to scale and you've paid your dues and now it's time to get to the next level, you've got to stop taking sales calls. You gotta hire a team. When you want to learn from somebody that knows how to manage a team, you don't demand that they get on a call because that's just asinine. It's just ridiculous, "Show me how to create a business that doesn't drive me crazy but you have to get on the sales call with me, the CEO of the company." Come on, guys, let's get real.
So I hope this advice helps you in whatever way. If you do decide to book a call with my team so we can show you how to scale your business, A: It won't be with me. It will be with one of my team and, B: When you do get on the phone with my team, they will take a look at your business and they'll see if we can help. If we can help, we'll show you what that looks like and you can decide if you want to be a part of it or not. But at the end of the day, if you are dead set on talking to me personally, and that's the only way you're going to book a call, then don't book a call. Honestly, with that mindset, I ain't gonna be able to help you anyway, no matter how much money you pay me.
So I hope this helps guys and I'll see you all in the next episode!