Why a Good Coach Never Answers the Question

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I recently sat down with Kally, one of my top sales reps for my company. We decided to have a casual chat with each other about the importance of NOT answering all of your student’s questions on calls is actually the best way to coach them.

You see, when we continuously lead students or clients by the hand to the answers they are seeking, what are they really learning? Are they learning to think for themselves objectively? Are they learning to find and use new resources to get the answers they seek?

No, of course not.

I’m sure you’d heard this quote many times before…

“If you give a man a fish, you feed him for a day. If you teach a man to fish, you feed him for a lifetime.”

And the same concept applies here. Teaching your students to find their own answers, or better yet, know how to ask a question properly will unlock so much more for them than just the one sought-out solution…
 

In this episode, I am going to cover:

• Why it’s much more beneficial to your coaching students to be blunt and upfront, than give them “feel-good” and fluffy responses
• The real secrets behind effort, and how it’s not just about working hard, but it’s about working smart and investing in yourself
• What the perfect combination is for the formula of success
   

If you got value from what you heard here, please be sure to subscribe and rate this podcast! Bonus points for you if you write a review! ;)

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— TRANSCRIPT —

Dan:

Hey, everybody in today's episode, we're going to talk about why actually answering your student's question is the worst way to coach.

Dan: 

All right. So I can already tell I’m going to get some heat for this one. So, alright. Let's say you're a coach, right? You're coaching consultant and you're on a coaching call with your students and you get a question. I believe one of the worst things you can do as a coach is answer the question. Now, what do I mean by that? By the way, we have Kally here, my guest again today, Kally, how are you doing? 

Kally:

I'm good. Thanks for having me on again.

Dan: 

For those that you don't know, Kally is not only one of our best sales reps, but she also handles our coaching calls for our program. You know, teaching our, our clients and students, how to get better at closing over the phone. And we are in this discussion the other day because you know, she started coaching and you call me up, or we talked about some of the sales and you say, “Hey, Dan, I just, I have a question on the coaching calls, is it not…” Or actually, why don't you tell me what your question was? 

Kally:

Yeah, so my question, what I was really trying to figure it out, cause I wanted it to really be helpful on these calls. Is, am I supposed to be getting the same question over and over and over and over again? 

Dan: 

Well, yes. Welcome to welcome to coaching. But the, the thing here, and as we dove into that is you, you know, you, when you're a coach, right? You're your first and your, your new coach, especially you may know what you're doing. Absolutely. But you, you also have this, this thought in your head, every new coach has a thought in his head. They say, well, I'm supposed to answer their question, right? I mean, that's, what's going to help them. Right? And I always say, if they knew the right question to ask or the right way to ask the question, they wouldn't need to ask the question in the first place.

Dan: 

And what I mean by that is there is a problem, right? They're asking the question, whatever it is, because they have a problem. And you as a coach, a good coach, you have to dig past the superficial question that they ask and find the root of the problem and then solve that. That to me is a good coach. So for instance, if I have somebody, I remember actually you talked about it earlier. Somebody said it was, you know, when should I hire a, a sales rep? And I think they were talking about the way they were asking. It was like, I have this many webinar registrations and this many people booked a call. And that has nothing to do with like hiring a sales rep, hiring yourself. You can close at 35% for a solid couple hundred calls. Then you can look at hiring a sales rep and having them take calls.

Dan: 

That is what I say. And that has nothing to do with how many webinar registrations converted to calls that's marketing. This is sales. And so if you would have attempted to answer his question as asked, there's no way you would have given him a productive answer or helped him, but by digging in and saying, well, forget though, that part of it, how many calls have you taken? Right? How many have you closed? What's the rate? You know, fig you know, asking followup questions to figure out what the actual problem is. That's when you can begin to help as a coach.

Kally:

Yeah. Actually hearing what the problem is. So another example is on sales, coaching calls. I get questions all the time where they'll say I was on a call and somebody said to me, “I have to talk to my spouse. What do I say? Right. Like tell me the exact words, what I'm writing this down. What should I say?

Dan:

Oh, should I say depends on how the beginning of the call went. I mean, it depends on, on what you said prior to that. Depends on what you agreed. I mean, what did you say, Kally?

Kally:

Well, I took it right back to the top of the call. Like, how do you, how do you take your calls? Do you tell them to bring their spouse before they even get on the call? What's your process? Cause it's not about my words. My words are my words. Right. Maybe something that works for me doesn't work for other people. So I took them back to understand what their processes do you ask them at the beginning of the call? Is there anyone else on the call? Did you bring your spouse? Do you have one? Do you make decisions with them?

Dan:

Right. And what is said, then completely influences what you would say if that happened. Because let's say, let's say you're at the beginning of the call, right? And you say, you know do you have a spouse? Yeah. I have a spouse. Okay. Do you need them to make decisions? Do you know if you decide today that this is a good fit and you want to move forward, you know, do you need to talk to your spouse? “No, absolutely not. I make the decisions.” Okay. Then if that is said, then at the end of the call, when they say, I need to talk to my spouse, you can say something, you know, you can point out that they already agreed that they didn't need to. And you get an then, you know, and obviously whatever objection they have is you need to find the real objection because they're obviously just making that up.

Dan:

You know, if they already agreed that you, they didn't need their spouse, versus if you didn't say that at all. So sometimes when people I'll give you the exact words, well, this all depends on a variety of situations. And so, you know, you got to understand the process and you got to understand what happened. You got to teach them. Why not just answer the question, right? Because then they won't understand why. And they won't understand why their question was wrong in the first place. I don't want to say wrong, but just not articulated in a way that will solve their problem. But again, if they knew what question asked or at least they knew the exact way to ask it, they wouldn't have the problem in the beginning.

Kally:

Yeah. It's funny how that works, right?

Dan:

Yeah, it is. It is like, and there have been times where I've been speaking to a colleague or somebody that, that is, you know a high up in the, in the, in the ranks of internet influencers or whatever. And in the middle of me asking the question, I'll realize that I've answered the question. As I'm asking it, I'll be like, nevermind. You know, I'll be like that. And then they'll laugh, you know? And then they'll be like, I do that all the time, you know? But that's the thing is if you really truly understand what to ask to solve your problem, then you'll be able to solve your problem on your own. And so when you're a coach, you need to understand that you have to ask the follow-up questions. You have to understand why they're asking the question, what the problem is behind the question, and then solve that problem. Not just answer their question to make them happy. So they feel like they got their money's worth. Do you want to, you want to solve their problem, or do you want to just pander to them and make them happy? Or do you want to actually fix what's wrong? You know, that's a different piece of somebody that sells a coaching offer to make money. And so someone sells a coaching offer to help people.

Kally:

I mean just imagine how much more valuable your product becomes, right? Your program, your coaching, whatever it is that you're selling, and the testimonials that your students are then going on and saying, right. Cause now, instead of just telling them what to say, you've taught your students, had to think for themselves how to fish for themselves. Right. So I mean the effects of your business on just coaching that way is incredible.

Dan:

Yeah, absolutely. Absolutely. But you know, as a prospector, as a student sometimes you can feel like, I'll just answer my question, just answer my question. And it's like, dude, like, you know, you, you, you're not asking the right question. Do you want me to answer your question when we solve your problem?

Kally:

Well, it's, you're really patient with people that way.

Dan:

I'm patient with people? 

Kally:

I mean, yeah. Yeah. Because yeah. I mean, you're not just giving them, you could just give them the words and move on to the next question.

Dan:

Oh, I see what you're saying. Yeah, yeah. That's true. I can't though. It, I would explode if I did that. I just, I don't have it in me to pander and to just make somebody happy for the sake of making them happy, I have to solve their problem. Otherwise, I'll go to sleep that night and I'll be thinking about it and I'll be like, ah, man, I should have, I should actually solve their problem instead of just, you know, making them feel good. You, I just can't, I can't do that. It's just not, not me. 

Kally:

But it's because you actually care, like, right. I usually hear about their problem and you actually care about teaching them to solve their problem.

Dan:

Well, it's a comment I'll be, you know, to be completely transparent. Yeah, it's a, I just, I'm an honest guy. It's a combination of me actually wanting to help people as well as the fact that, you know, some people just get, they have pet peeves, they just get annoyed by things like they, they just get, you know, they just can't stand certain things. I cannot stand, you know, bad marketing and bad you know, entrepreneurship. Like I like when somebody is clearly got a great product or they clearly can, you know, have the potential to be successful and they're just doing something blatantly wrong, or they're just not understanding, you know, how simple it is to get to the next level and they're complicating it. I just, that, that drives me nuts and I just have to fix it. It's sorta like a painting, you know, bad marketing to me or bad or bad, you know, operations or bad sales or whatever.

Dan:

It's just, you know, it's like a painting on the wall that is crooked. And I'm just like, I got, I got to fix it. I got to fix it. It's funny. Cause I try not to talk business in private, you know, situations. And I've been in situations where, you know, I'll be hanging out with somebody who is a, like an influencer or something and they'll be cool or whatever, but like one of their staff, like I was in a situation somewhat recently, not very recently obviously, cause we’ve all been locked down, but I was hanging out with somebody who is another, you know, high-level entrepreneur and they had their, their team there and we were hanging out, we were having some drinks and this, he was one of the guys that does like their webinars or their tech stuff. I don't, I don't exactly remember, but you know, he sat down and he was like you know, try to ask me all kinds of questions about marketing.

Dan:

And then his, his boss was like, Hey man, chill, you know, we're all just trying to chill and relax and have a good time and stuff. But like he said something and, and that's true. Like, I, I did not want to talk business. I did not want this last thing I wanted to talk about, but he said something before the other guy could cut him off. And he said something that I was a mistake. Right. Like I knew that he was making a huge mistake and that, that mistake was also costing my friend money, you know? And I was just like, darn it. You know? So I said, listen, blah, blah, blah, blah, blah. And I told him exactly how to fix it. And he goes, Oh wow, wow. You know? And, and so like, I don't know, 30 days, 30, 45 days later my buddy calls me up and he's like, Hey man, did you tell you know, we like, you know, really increased our webinar conversion rate recently.

Dan:

And, and so, and so said that you talked to him about it at the party. And I was like, yeah. And I, you know, told him about it. And he's like, he's like, well, you know, I told him not to talk business cause that wasn't a really trying to do, but I gotta say I can't, you know, I'm kinda glad he did because you know this really helped us out. And again, it was a combination I wanted to help my friend and as well, I just can't stand bad marketing. It's that crooked painting on the wall. So and I didn't even get paid for that. So, you know, I just, I do care about, about the art of this and you, anybody out there listening, if you, if you really commit to your business and what you do in your movement, you will care as well. And you will not get on coaching calls and you will not pander. And just say stuff to make people happy. You will actually try to solve their problem. And I always say, what Kally, what do I say? I say, this may not be the answer you want to hear, but it is the right answer.

Kally:

And that's hard, right? Like it's hard for me on coaching calls on when I'm on sales, coaching calls.

Dan:

Well, I mean, yeah,

Kally:

You tell people like, you're not that that's not right,

Dan:

Right. It's hard, but it's what you gotta do. You know, it's a lot of things in life are hard. You know, how hard it is to write a book, you know, how hard it is to write a book and make it good, and then do all the marketing and, and pump out interviews and all the stuff to make it hit the wall street journal, bestseller list. I mean, you know that, and we hit number three on the top three wall street. That's hard, but I wanted to do it. And so I did it and, you know, I did the things I didn't want to take tons of interviews. I didn't want to, you know, I mean, that's, you know, I wanted to sit around and watch TV, you know? I mean, that's just like a natural thing. Like, people don't want to work hard. People don't want to do things that are uncomfortable.

Dan:

People don't want to do things that are hard, but we do them because they, by doing them, we get the things that make us happy. And the things that make us feel fulfilled and the things that, that are the right things to do. So but you know, I have heard Kally that you have been absolutely crushing it on the sales coaching calls and that you're really getting our clients and our students sales rate up. And again, I don't think that you we'd be getting such great feedback about your calls and such great results. If you just said things to make people feel good. I just, I don't think you would be doing as good a job if you did that.

Kally:

Right? Yeah. I'm going to, I'm going to turn it up a bit on our calls. I'm just kind of easing everyone into it.

Dan:

Nah, you don't need to look. Everybody knows, everybody in our program knows that they come to me, they come to my company because we don't beat around the bush. You know, we tell them exactly how it is and exactly how to fix it. And, you know we don't, we don't beat around the bush and you know, I've, I've had to, I've had to get harsh with people sometimes on calls because they just weren't, weren't getting it. And I remember I had and I don't mind saying this. We had Lauren, we had Lauren on the call and I remember at one point she said that she got off the call and she, you know, she was so upset that she cried and, you know. She was that upset because I just told her, I said, listen, you're not, you're not doing the work.

Dan:

You're giving 50% effort at this, you know? 

Kally:

Yeah. 

Dan:

And the thing about it is, is that she was going through a lot. Like she, you know, she had a baby, she was dealing with issues with her husband in terms of immigration, cause all this stuff and a lot of stuff was going on. And you know, I said, look, that that sign like, that really is bad. But if you build an engine in a car and that car and you built the engine wrong, right. You didn't follow the blueprint, you built it wrong and the car doesn't run. Right. You can't yell at the car and say, “Oh, I tried so hard. I have so much going on in my life.” And then all of a sudden the car runs and it starts moving forward. It doesn't work like that.

Dan:

It doesn't matter how you feel or what's going on in your life. You've got to go back, take the engine apart and put it back together correctly. End of story. That's the only way the car is going to move forward. And so fast forward to what, what was it like a couple of days ago she posts in the group. 

Kally:

Oh, it was wild. 

Dan:

It was wild. And she had like a $10,000 day. And then she had six sales calls booked even past that. And she's just like, man, she's like, I really needed that tough love and blah, blah, blah, blah, blah. You know? And, and I've heard that story so many times. I said, first you'll hate me then you'll thank me because I'm not going to tell you the feel-good stuff. I'm not going to tell you what you want to hear to make you feel good.

Dan:

I'm going to tell you reality. I'm going to tell you the truth, period. And once you can accept the truth, that's when you can begin to get to work. 

Kally:

Did you ever have anyone tell you, like, feel-good advice that was it's horrible for your business? 

Dan:

Oh yeah, absolutely. Absolutely. Actually, when I was younger I got all kinds of advice like that, all kinds of stuff like, Oh, you know, the, the, you know, the worst advice you can get is what matters is that you tried that's what matters, who, who came up with that? Like, I want to know in the history of humanity, I want to know the moment and who it was that literally came up with the phrase what's important is that you tried, okay. Maybe if you're playing little league baseball and you're five, but when it comes to entrepreneurship and business, that ain't what matters, what matters is the result.

Dan: 

And you can try, but people don't understand effort, right? Like people like you want, you want to hear something about effort. This is a, this is a funny, kind of, I told us on a coaching call. I'll probably have to make a whole podcast on an effort, but I'll just tell you real quick. So I, I don't really drink much anymore. Right. And, but I do like to, from time to time, you know, have a drink, well, I've also been really, really focused on, on my health and losing weight and, and getting in shape and feeling good. And so one of the things I've been doing is making sure that I count my macros, count my calories, and I've lost like 15 pounds. I'm starting to actually look like a, you know like I might have muscles and stuff and it's been great.

Dan:

You know, like, you know, it's funny cause people like comment on my ads. Like, Hey, you're looking good, Dan. And you know, I feel better and I feel more, more, you know, just, just flexible. And I just, I feel it's easier to get up early. And so I, I, one of my favorite drinks is a Manhattan. But, but if I drank whiskey the next week, if I have one drink the next morning, I feel foggy. I feel kind of like, Ugh. And I don't you know, I just don't feel good and it affects my work. But I found because there was this one night where I was at a, at an event and there was nothing but vodka and I had to have a vodka drink and I ended up having several and I felt fine the next day. Right.

Dan:

And I don't even like vodka, you know, to be honest with you, I hate vodka. But when I drink vodka, I don't, I don't feel, I mean, unless I drank like a whole bottle or something, I'm sure I would feel terrible. But when I have a few drinks of vodka, I don't feel bad at all. The next day it was, it was almost as if I never drank. And so I literally hire a bartender to, once I realized this, I hired a bartender to come out and make me virtually every vodka drink on the planet because I hate vodka. Right. I'm like, there's gotta be one drink, one drink. Okay. That is good. That all like, so here I am, you know, I got this bartender making all these, these drinks at my house and there's this lineup of drinks and I'm sipping all of them.

Dan:

And I find the one that I liked and it was a blueberry vodka martini. And I'm like, I never thought, you know, I drink like whiskey and stuff. I'm like never, I never thought in a million years I'd be drinking a frickin blueberry vodka martini. And you know, and so not only at the cost of my ego, but just, you know, I live, I really put so much effort. So where if I wanted to have a drink, I knew exactly what drink I could make. I knew how many calories would is in it. I knew that it wouldn't make me feel bad the next day. And so if I did want to have a drink, that was the drink. And in order to do that, I hired a bartender to come out and make mothers drink like that.

Dan:

I remember telling that story to a friend of mine, Dan you're psycho, like who puts in that much effort? I said, well, I put in that much effort because I know every once in a while I will have a drink. And if I drink whiskey, I'm going to feel bad the next day. And you know, now I might drink whiskey on like a Friday night if I'm not doing anything the next day. But if it's in the, in the middle of the week and I want to have one drink, I might have a vodka drink and I feel fine the next day, or if I'm going out to an event and it mostly happens at events, if I'm going out to an event or a gathering and I have a drink and I got to speak the next day or something, you know but that's, I mean, that's a lot of effort to put in to figure out which drink won't make you feel bad that most people would not put that effort in. And I forget who said this, I need to, I need to look it up, but how you do I think it's called how you do one thing is how you do everything or something like that. Do you?

Kally:

Yeah. Yeah. I think that's exactly to paraphrase. That's how it goes. Yeah.

Dan:

Yeah. Actually a whole lot. There it is. I'm looking it up right now. Yeah. How you do anything is how you do everything is about having a power set wise. So that is by who's this by this is by well, I dunno, it's not telling me who, but anyway, it's a really good, it's a really good saying because it's just, you know, it really shows you the fact that, you know, you can't be lazy in one thing and not lazy in another. Laziness is laziness. And so for me, I was, I think it's Tom ferry, maybe that looks like who it might be. I don't know. Anyway, the point here is that you know, the amount of effort people think it takes is, is way less than the amount of effort it actually takes. 

Dan:

And, you know, so when you say, Oh, I got a you know, I want to get better at, at, at webinars. I want to get better at speaking on stage, or I want to get better at this or that people don't realize that you can't just like sorta, you know, whatever, just put in a little bit of effort and you will be great. You have to put in a lot of effort. And that is just not... that's the difference between somebody who becomes truly successful and somebody who's not is they realize, they realize that the amount of effort is that is required is much higher than the amount of effort they expected when they first start.

Kally:

So let me ask you this. Cause you're, so I've been with you what, almost two years now, right. And two years ago, right. Did you ever fathom that you would have to spend as much effort as you are right now? Cause you're, you're a pretty practical guy, right? You're I mean, you're, you're an incredibly hard worker, but did you underestimate the effort that you needed for this moment today?

Dan:

Oh yeah. Oh, absolutely. Totally, totally. I totally did. But that's the thing is everybody does eat. Nope. I mean, everybody does, the difference is what you do when you get there. Meaning when you come to the crossroads, right. And you're like, Oh, it way more effort. Right. It is way more effort. Did you, what do you do? Do you say, Oh, this is too much. I'm going to give up. It's easier to go back to my nine to five or do you rise to the challenge? That is the difference is of course I underestimated it, but when it came time to, you know, do it, I, I rise to the challenge and that's the difference.

Kally:

So what would you say to people that want to rise to the challenge? Right. But they just, they try and they're like, Oh, I really can't do this. 

Dan:

You mean what happens when they, well, I mean, look, not everybody's meant to be successful, you know, not everybody is meant to be. And our job, one of our jobs as coaches is to help them develop a mindset in which they can put in there. Because it's funny thing is once you actually accept that it takes that much effort. And then you actually do it. It's only about a week before you go ah this ain’t that bad. You know? I mean, it's, I mean, it's just like, not that difficult. 

Dan:

I mean, I imagine if I said to you, Hey, you know, you need to record 20. Like for instance, let's say your ads, aren't doing well. And I say, well, okay, your ads, aren't doing well. I look at your ad account and you got two ads to two angles. So why don't you take a day and record like 30 different ad angles and then upload them all. It's like a whole day. Oh, that's such, I got, you know, I got to go to me with my sister for lunch. How many times have you met your sister for lunch? Well, we usually do it a couple of times a month. All right. So take one day and not like, I mean, Oh, well I normally play basketball. Well then don't like, do you want to play basketball at your friends? Are you, are you an NBA player? Well, no. Are you going to be an NBA player? No. So why are you playing basketball? We'll just to hang out with my friends. Okay. So take that recreational activity that you do all the time.

Dan:

And instead today, fricking record 30 ads and put them in there and guess what? Some of them are gonna work a heck of a lot more than two. So, you know, just do it, like just do it. And the difference is, is some people aren't willing to do it. And that is why if everybody had the mindset to do it, then we being, being a millionaire would not be special. It's special because it's hard. 

Kally:

Right, right. Yeah. 

Dan:

Oh, you got a guest. 

Kally:

I do. Yeah. So I think it is it's the difficult part is the 90% mindset, right? Like just getting over your mindset and then the execution. I mean, that's just excellent. 

Dan:

Well, it really helps, there are some things that help them. This is, this is why we sell. What we sell is because you got three elements here, right? Yet three really core elements to success here. Number one is a blueprint, right? It doesn't matter how hard you work. If you have the wrong blueprint, your business is going to fail. Right. Well, we have the blueprint because we've literally been doing this forever. You know, millions and millions and millions of dollars. We've run through our process. We refine our process. We've got a blueprint. That's you know, that, that, that nobody's arguing that, okay,

Dan:

Second thing is execution, right? Most of these online gurus, they stop at the blueprint. They give you a blueprint, but then they don't work with you to get good at the blueprint. Imagine if a jujitsu coach, you know, told you how to do jujitsu, but never worked with you to get good at it. You'd be the worst person that you did to ever imagine if a professional boxer, you know, you become a boxer and your boxing coach is like, here's how to throw a jab.

Dan:

And that's it. They're done. They don't actually work with you every day to get that job good. They just say, here's how to throw a Jap. You’d get your lights knocked out if you got in the ring. Right? So the second thing is we work with, this is why we have like four coaching calls a week. We work with you on getting good at this stuff. Here's the blueprint. Now let's learn how to really execute the blueprint. Just, I always say, if you give a hundred actors the same script, how many get the part? One. Why? Because they did it better. They read the script better. They got the part. So second is execution. 

Dan:

And the third one is community. You, you know, you got the blueprint, you got coaches that are gonna help you. But then you're also in a group of, of our other clients. Now think about this. Kally, think about all the times. We've seen somebody post a result where they say, wow, on the last coaching call, Kally said this, or Dan said that, or whoever said this, and we did it. And we, we, we made all this money and, you know, blah, blah, blah. And everything went up. And then like 20 other people that have been slacking the whole month, see that and go, what coaching, call what call? And they go back and they watch the replay of the coaching call. And they're like, Oh, that was gold. And they go to it and they make, they get results, right? 

Dan:

If you, and this is why I love group coaching calls versus one-on-one anybody that thinks one-on-one coaching is better than group coaching has absolutely no idea how to coach nor do they have any idea how to be coached. Because group coaching has always superior to one-on-one coaching for multiple reasons, which I can talk about in another episode. But you just get more value when you have multiple people with multiple problems and one person because you learn from other people's problems, things you didn't even think to ask. And as well, you get that community where people are succeeding and people are encouraging others. And again, you are the average of your, you know, your top five friends. I mean, if you hang out with drug dealers all day long, you're probably going to eventually be a drug dealer. If you hang out with millionaires all day long, you're probably gonna make some money. 

Dan:

So, you know, if you get the blueprint, you get the coaching to help execute blueprint. And you're in the community of likeminded, people who are trying to succeed and do what want to do that, right? There is the perfect formula for success. But, but obviously you have to care enough about yourself to spend the money and invest, invest in yourself, invest in yourself, to get into it, to get into a program like that. And as well, you know, be able to have that mindset, you know, effort is not just about working hard. It's about working smart and investing in yourself.

Kally:

Well said, Dan.

Dan:

Well, Kally, you know, I don't, I don't want to keep you up all night. So we're actually recording this at like nine 30 at night. Cause you guys were spending all day crushing it on sales calls and yesterday was insane. You guys just Limit lonely. 

Kally:

Let me just add this. So Steph posts in our group, right? Talking about community, we've got a community in our company. So Steph posts in our group she's like closed, closed. And I was like, that's it, you know, get it right. So I just fire back. I'm like, get on my calls and I crush out three and I'm like call up stuff. I'm like, yeah, there you go. I saw you posted to had to beat it. Right. So I mean, having that, we have that in our company and it's so important to like Morel. I don't want to,

Dan:

You just gave me a fantastic idea. 

Kally:

What's that? 

Dan:

Okay. Well and the podcasts here. No, I mean, I'm gonna tell you my idea and then we'll end the podcast. This is fantastic. So it's a culture-building thing. So you just said close closed, right? So how about we do this in our DMC girl, digital and your coaching group and our in our mastermind, let's do this thing where whenever somebody closes a sale, like a high ticket sale, they comment in the group closed and they, you know, they talk about their success and what'll happen. And it'll especially happen with people who are just, you know what I mean? If you close, like, you know, 10 sales a week, you probably going to get sick of posting. But when you're, when you're what's going to happen, is the people who are just starting when you know, their first five or 10 sales are going to be closed, close, and it's going to encourage the living heck out of everybody else in the group to make. 

Dan:

Cause that's the thing is like, you can spend the money, right. But when you see people succeeding, it makes you want to log in. It makes you want to hop on the calls. It makes you want to want to take advantage of what you already bought. I mean, I've literally seen people say, Dan, I bought this six months ago, I haven't taken a single step. And then I saw the success story I logged back in. I'm so glad I did. I made $20,000 last week. Ah, and I'm just like, yes, because you, again, you gotta be around people that are successful and are trying to be successful and trying to do what you want to do. And it's very hard to do that if you're not physically around those people where you live. Right. Especially right now. I mean, you know, so, so by being in that community of people, it's just really, really helped. 

Dan:

So I think that's an idea. I think we're gonna, I'm gonna, I'm gonna make a post in the group and be like, Hey guys, you know, for the next 30 days or something, every time you close a sale come you know, make a post “closed” and let's encourage everybody. I think that will really help out, 

Kally:

Oh, we're going to light things up. It's going to be awesome.

Dan:

The group might get overcrowded with closed posts, so we'll see, we'll see how it goes. Anyway. Kelly, thank you so much for hopping on again. I like having you on these things. I feel like it's just like chill, Joe Rogan vibe that, you know, you know.

Kally:

That's exactly what I was thinking!!

Dan:

Where are you really? Cause like I'm normally kind of uppity on these podcast episodes, but then when you come on union and we're just like, Oh man, that's crazy. Like, you know, it's like Joe Rogan thing, but Joe Rogan, if you're listening would love to come on your show by the way. Love you, man. Anyway, he's not listening to my show. 

Dan:

Anyway, thank you Kally so much for coming on and guys if you, if haven't yet get a copy of my wall street journal, best-selling book, I could get used to saying that a Digital Millionaire Secrets I'll leave a copy of it in the description. And if you are ready to blow up your start the right way or blow up your you're a digital product company, your software company, or your coaching consulting or online course company, and you want to book a call and maybe you'll even get Kally to talk to us and see if we're a fit to work together. I'll leave a link below to book a call as well. I will see you guys in the next episode. Thank you so much, Kally. And we will see you guys soon.