How To Think With Dan Henry

>>> CLICK HERE to Book Your FREE Strategy Call with my Team!! <<<----Usually, I’m not someone that believes in cold pitching.What’s cold pitching? That’s when someone reaches out to somebody unannounced and tries to sell a product or service without any previous interaction with you. To me, that feels spammy, so I just don’t do it. I get cold pitches all the time. Most of the time, they show up in messenger, some are creative but still fall short, and I’ve even gotten gifts at times as an incentive to buy something! It has never enticed me to buy something.Until recently…I got a cold pitch that was so good I couldn’t resist! This time, this pitch was so good I agreed to work with the guy!I want to share what happened and why this was the greatest cold pitch I’ve ever heard!  In this episode, I am going to cover:What is cold pitching, and why I never do it myselfWhy this cold pitch caught my attentionHow this cold pitch is going to help me grow my business 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! ;)  — SUBSCRIBE & FOLLOW — Subscribe to Dan’s YouTube ChannelFollow Dan on FacebookFollow Dan on InstagramFollow Dan on TwitterWant Dan’s Wall Street Journal bestselling book for FREE?Click here to get Digital Millionaire Secrets, FREE!Interested in having Dan’s team personally work with you to grow your business?Book a FREE Strategy Session here!Want to learn the 5 Keys to Scaling ANY Digital Product, Online Course, Coaching Offer, or Mastermind?Click here to watch the webinar now!Click here to Visit our Corporate Website: GetClients.com — TRANSCRIPT — In today's episode, I'm going to talk about the greatest cold pitch I've ever seen. That's what's coming up.All right. So I am normally not one for cold pitching. And what I mean by cold pitching is, you know, reaching out to somebody unannounced and pitching them your services without any sort of previous interaction. You know, my business has primarily centered around attraction marketing, meaning I put awesome stuff out, people see it, they love it. They reach out to us to become clients. That's essentially what we do. I very rarely, well I don't. I've never actually reached out to someone and said, Hey, we can help you. Hey, you should buy my stuff. I've just haven't done that. It's just not me. You know? So generally, I just don't like cold pitches, mostly because they come off very spammy to me. Some of them have been good, you know, especially the ones where people like send you gifts in the mail and all that jazz.But the greatest cold pitch I've ever seen in my entire life happened to me recently. It's very interesting. So I post on Facebook, and I say Hey, I don't even remember what I posted, but I basically was saying, you know, has anybody tried doing like a sort of a music video or a song or something like that, or for a YouTube intro. And I was just sort of brainstorming. And this guy, Joey Yak who is like a professional rapper, and what he does is he makes like, he like writes rap songs for people. I start getting tagged like crazy, right? Just getting tagged tag, tag, tag, tag, and people are going nuts over this. And like, did you see the rap song that the guy made you? I'm like, what are you talking about? So eventually, I see it. And this dude, Joey, he films this video, right? And he's super intense. I mean, the guy is super intense. His energy is enormous.And he's just like, did Dan Henry asked me to make him a banger. You know, I think he did. He's just going nuts. And he literally writes a rap song, fully produces it with lyrics and everything. And it's like, he went on my about page on getclients.com and he like, read my story. And then you wrote this whole rap song based on my story. And then he puts it in a video, and then he's like, listen, you can have this, but you got to film it like this. And he scripts out a music video for it and filmed some scenes from it. And he's like, you got to go up with a pizza box and put money in it and, you know, open it up, and then you throw it, blah, blah, blah, blah, blah. And so basically, without me ever talking to this dude, he writes me a rap song, records it, you know, produces it, creates a video with a pitch and a not even a pitch, just like, Hey, here's the song I made for you.And part of a scripted music video where he literally filmed part of it, acted it out, and handed it to me. And he was like, listen, you can have it. It's yours. If you need any help, let me know that was it. And I'm like, holy crap. I'm like, that is the greatest literally, I was like, that's the greatest cold pitch I've ever seen. So I reach out to him, and I'm like, dude, this is really cool. This is really cool. You know, we could use this as a YouTube trailer, this and that. But then I was like, you know what? And I gave him an idea for something else that was stewing in the back of my mind. And I wanted to film this music video, a parody music video based on something I'd seen in a movie. I won't let the cat out of the bag just yet.But you know, I said, could you rewrite this song, change the lyrics, have it to do with what I do for a living and all that. So he's like, yeah. So like an hour later, he messages me back with the whole song done, like in an hour. And I'm like, this guy is crazy talented. So he messaged me back, and he's like, he's like, yeah, this is it. Boom. And so I go, Hey man, I'm like, this is great. We should film a music video with this. And so he's like, Hey man, I work with this guy. He's got like a red camera. And he films, you know, music videos for like Seven Dust and these big bands. And we fly all over the country filming videos. And I'm like, well, you know, can you film this music video? And he's like, yeah.And so he like scripts it all out and I'm like, all right, sold. So I pay him a decent chunk of change to do this. We get it all scheduled. He flies out with his cameraman. And then a behind-the-scenes guy, we get some models because the video requires some models. We hire some models, and we get them on the boat. We go out, and we film this video. The video comes out just amazingly awesome and hilariously funny. And it comes out, and I'm like, this thing is too good to just release it as an ad. We gotta, like pump this up. So then I go, all right, this is amazing. So then I go, and I reach out, and I find somebody who's good at these, you know, viral contest things. And so we decided to use the software called UpViral with a guy I know in the industry is the Wilco is the owner of the software.He created the software, and I said, you know, finally gonna use your software. So I hire this guy. That's really good with it. And we're doing this whole, like, sort of viral launch thing where, you know, the world premiere of the music video is going to drop on a certain date, and you'll get points, right? So like, you go, and you sign up for the contest, and you share the contest, you do some other little tasks, and you get points. And then when the video goes live, you get points for like, you know, sharing it, tagging your friends in it on Facebook, and then, I think it's going to get released on YouTube as well. You go on YouTube, and you leave a comment, you subscribe to the channel, you get points for that. We have all these like little tasks that you can do to get points.And the biggest one is filming a reaction video to the music video and posting that on your YouTube channel that gets the most points. And so we're going to be giving away a ton of prizes. I may even give away like a day charter on the yacht or something. I don't know yet. I might do it. I might just do it. 'Cause, that would be like the most awesome grand prize, you know, but there'll be plenty of chances to win. There'll be random winners. There'll be winners for the most points. There'll be winners for, you know, just all kinds of different categories. So there'll be plenty of winners. And the idea is to just make this video when it drops go super viral. And that's just, and I know it'll go viral in the industry, but I want to see if I can make it go really viral.And so we'll probably also reach out to some influencers in the industry and see if they're willing to, you know, post it when it goes live, stuff like that. And you know, it just all snowballed into this huge project and this huge thing. And then I decided, well, what better time than to get my new High Ticket Selling webinar done, which is a webinar that we're, we're basically taking our approach to high ticket selling for like courses and coaches. And we're going to apply it to not just courses and coaches, but agencies, web designers, accountants, virtually anybody that has a service, a product, an event, you know, anything that we could sell for a premium price. And we're launching that. And so I decided to make that the launch from the music video, and it just snowballed all from this, this amazingly, just creative cold pitch.And I was just super impressed by that pitch. And so for those of you who are, who really, and like, it's a risk, right? Like I could have said, no. I could have said like, oh, I don't like rap music or something, forget you. And then he, all that time and effort he spent into that could have gone away. And maybe he's done that before. Maybe he sent stuff to people, and it just didn't work out. But let me tell you something. One thing I learned about life is this fortune favors the bold. Fortune favors the bold 100%. You absolutely will get nowhere in life, playing it safe and trying not to, you know, oh, that'll be a waste of time, fortune favors the bold, and it worked out for me. I'm going to hire him for several more videos. We're going to do some crazy, funny videos for my Plan Tomorrow company and my, How To Think company when it launches all that stuff.So, anyway, I just thought I'd share that with you guys. It was really, really, really a hilarious time and a great time. And it all came from that amazing, amazing cold pitch. So hope you enjoyed this. My voice is starting to go, I've been recording podcast episodes all day, but I will see you in the next one.

>>> CLICK HERE to Book Your FREE Strategy Call with my Team!! <<<----What do you do when your webinar doesn’t convert as well as you would like it to? If you’ve been following me for a while, you know I don’t do live webinars very often. In fact, it’s been a few years since I’ve done a webinar like this.  The truth is, live webinars are very time-consuming, and if you are busy like I am, you know sometimes it’s hard to find the time to fit in the production of one live webinar. So how can you refine your webinar without having to do it live multiple times? Let me share the process I use to gather the information I need to refine my webinars without blocking out huge amounts of time out of my schedule. In this episode, I am going to cover:What my most recent webinar conversion rates wereHow I collect the information I need to improve my webinarAnd, the process I use to make sure my webinar will convert consistently 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! ;)  — SUBSCRIBE & FOLLOW — Subscribe to Dan’s YouTube ChannelFollow Dan on FacebookFollow Dan on InstagramFollow Dan on TwitterWant Dan’s Wall Street Journal bestselling book for FREE?Click here to get Digital Millionaire Secrets, FREE!Interested in having Dan’s team personally work with you to grow your business?Book a FREE Strategy Session here!Want to learn the 5 Keys to Scaling ANY Digital Product, Online Course, Coaching Offer, or Mastermind?Click here to watch the webinar now!Click here to Visit our Corporate Website: GetClients.com — TRANSCRIPT — Why my last webinar didn't convert very well and what I'm going to do about it. That's what I cover in today's episode.All right. So I have recently kind of on the down-low, done a live webinar. And let me just set the stage for you on this. If you've been following me for any length of time, you know that right now, my business is primarily, you know, higher-end coaching. We don't really sell courses anymore. We sell, you know, an actual high-end coaching experience. But I started a new company recently called Plan Tomorrow, and I'm very excited. We just launched the Plan Tomorrow Daily Planner, which is my productivity planner that I created. And that's been going very, very well. But we give away a free, or the plan is any way to give away a free productivity class with the planner. And, you know, the idea is that it's a really nice class. And at the end, we ask them if they would like to purchase our new, Legendary Productivity program.And so, you know, we have this planner, and then we have sort of a backend online course to go with it. And this is a lower ticket item. It's not a high-ticket. It doesn't include actual coaching. It's an online course. And so in the past, I've, you know, I've done 8 million with, you know, lower-ticket online courses, but it's been a couple of years since I've actually done a webinar to a low-ticket program. And so, you know, I was thinking, Oh man, you know, it's been a while since I did this, plus it's a personal development course. It's not an exciting topic or a sexy topic. It's productivity. So I'm thinking, you know, all right, well, how well is this going to go? I don't know.You know, I was a little nervous. But at the end of the day, I decided, you know, look, if it doesn't convert that great if I'm rusty on this stuff, then I'll just make it better. And that was my mindset. I'll just make it better. So, the webinar was on Tuesday, and I didn't really tell anybody about it. We had a very small waiting list for the planner, and we just sent it out to them. And there weren't even that many people on. Normally I have hundreds and hundreds of people on my webinar. I was looking at like 800 people or something. And there was maybe I don't like 50 people on this one, and I wanted it that way 'cause I wanted to test it out. Well, the webinar was Tuesday at 1:00 PM. I still had some slides to finish. The order page wasn't finished.I thought, okay, I'll get up Tuesday morning, tighten that up. And we'll do the first one. I'll try it out. And so on Monday, we filmed a music video on my yacht. That was very exhausting. I was literally sunburnt. I looked like a lobster. I was sunburned like crazy cause we were on the boat for hours filming. And so I go home, and I'm just exhausted, right? I go to sleep, and I normally get up at 7:00 AM, set my alarm. I wake up, and it's 12:50 PM. The sun had kicked my butt so bad that it made me literally sleep through my alarm all the way up to almost one o'clock. I wake up, it's 12:50 PM, and the webinar's at one. So now I have 10 minutes from the moment I opened my eyes to the moment I go up to do the webinar.So I grab a cup of coffee, go up there, I'm messaging our operations manager, like get this order page together. Holy crap. You know, so I get on there. Literally, I had a slide that said insert personal story here. And I was like, Oh boy, I was like, this is going to be fun. So I do the webinar, and traditionally to a warm list, my conversion rate on a webinar is anywhere from 30% to 40%, my best-converting webinar ever was 50%. Granted, there was a long lead-up to that webinar launch. So people knew the product was coming so that, you know, that's why it was so high. But on this particular webinar, I did it, I ended the webinar, and it converted at 20%. Now a lot of people in this industry would love to convert webinars to 20%. That's pretty good.But for me, just because I've been doing it so long and all that, I wasn't happy with that. And yeah, I could chalk it off to the fact that I got up 10 minutes before the webinar that some of the slides weren't done, that I was groggy that, you know it's a personal development offer and those are harder, blah, blah, blah, blah, blah. But at the end of the day, I don't use any of those as excuses.So here's what I did at the end of the webinar. I asked multiple questions, like, I went hard, right? Like, you know, what concerns do you have, what questions do you have? And I started getting all the objections that people were giving me, and I wrote them down, and I went back, and I had some of my team on, I talked to them about it.I thought about it. I thought about it. And I ended up reworking a lot of the webinar. We're doing it again on Friday. And I'm gonna email it to a little bit bigger portion of my list. And then try it one more time. And if I can get the conversion rate up to at least 30%, then I'll do it again. I'll blast the whole list, make sure it maintains, then I'll put it on autopilot. That's my plan anyway. So, you know, traditionally, what have I done to make a webinar that doesn't convert as good as I'd like it to convert? What have I done to make it better?Well, I generally will do. If it's a high-ticket webinar, I'll do what I call a no-call survey. If it's a low-ticket webinar, I'll do a didn't buy survey. And, you know, I'll send out emails to the people that attended and didn't buy, and I'll get them to fill out a form. And when they fill out that form, it asks very specific questions. This is something we teach our clients, but it's a very specific set of questions, and it's designed to understand why they didn't buy. And to go deeper than well, I didn't have the money and all that universal objections, but that's what it's designed to do. And so ultimately, what I've done in the past is, 'cause I'm not a live webinar guy. I don't like doing that, right? Some people will do live webinar, after live webinar, after live webinar, after live webinar. And they'll ask, you know, they'll look at the objections at the end, or they'll send out, you know, questions at the end, and then they'll just keep making it better and better.And that's cool, you know? But I've got a lot going on in my life right now. I mean, I've got a kid, I've got, you know, investments, I've got new businesses I'm starting. So I've always been more of an automated type of person. So what I like to do is I like to put it on automated, or I might do it live a few times just to get the major things hashed out from didn't buy surveys. But then I put it on autopilot. I let it run for, you know, a couple of months, and I automate that didn't buy survey, and I let those questions collect. And then I order them in the frequency in which they appear. I look at the objections in a spreadsheet because it's all automated as a Google form, goes to a spreadsheet. And then I go back, and I make another version of the webinar based on, you know, those objections.And then I let it run for a little bit. I just do the process again. That way, I don't have to kill myself doing live webinars. And it all automats. Now the question here, you know, if you did it live every single week and you did a didn't buy survey every single week, yadda yadda, would you maybe attain that information a bit faster? Well, yeah, but I just don't want to live that type of lifestyle. Like I don't want to constantly do live webinars. It's just not me, man. You know, maybe it's just because I'm from Florida, and we just kinda like to not, we don't live by a schedule, you know?But so that's what I intend to do to make it better. Granted, it's from a base, but it's still pretty good, 20%. I'm going to do it again on Friday, see how it comes out. And hopefully get that up to at least 30%, which would be awesome. Cause if you're converting at, you know, 30% on a warm audience, you should be able to convert at 10% on a dead cold audience, which means on something like an auto webinar, you could convert at anywhere from two to four, maybe 5% if it's like really great. And so I would rather convert it like 3% than 10% all day long and never ever have to show up anywhere.I built my whole wealth on that because I have other stuff to do, you know? So that's what I intend to do to fix it. I hope I hope this gives you a little behind the scenes of the business and what I intend to do. I hope it's helpful. And if you need help growing your offer, whether that's an online course, a service, a done for you, a mastermind, et cetera you know, let us know. You can always book a call at getclients.com, and we'll see if we can help you. All right. See you guys in the next episode.

>>> CLICK HERE to Book Your FREE Strategy Call with my Team!! <<<----Do you know what it takes to build a successful business? I can’t tell you how often I see people struggling to build their business, thinking they need to figure it all out themselves before they hire a coach. It’s a common misconception that a business coach is someone who only helps you sell your product or service. The truth… A coach is someone who is there to guide you through the entire process! They have the skills and knowledge you might be missing to help you build your business quickly and efficiently. Far too often, people struggle through the creation process alone, missing the critical elements required to see success. Let me share why you should seek coaching, even if you are still in the idea phase of building your business.In this episode, I am going to cover:What happens when you create your business without guidance from a coachHow coaching can help you save time and moneyHow your offer and your message affect your business 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! ;)  — SUBSCRIBE & FOLLOW — Subscribe to Dan’s YouTube ChannelFollow Dan on FacebookFollow Dan on InstagramFollow Dan on TwitterWant Dan’s Wall Street Journal bestselling book for FREE?Click here to get Digital Millionaire Secrets, FREE!Interested in having Dan’s team personally work with you to grow your business?Book a FREE Strategy Session here!Want to learn the 5 Keys to Scaling ANY Digital Product, Online Course, Coaching Offer, or Mastermind?Click here to watch the webinar now!Click here to Visit our Corporate Website: GetClients.com — TRANSCRIPT — In today's episode, we're going to be covering yet another insane objection. This is one that I get a lot. It's called. I'm just at the idea phase. Once I get my idea, I'll join. That's what we cover in today's episode.All right. So here is an insane objection that I get a lot or that my company gets a lot. And just to be clear, every once in a while, I'll do a podcast episode where you know, the theme is insane objections, and they're objections that a customer might give you that just don't make any sense. And, and I'd like to break those down and talk about them.This one is one from my offer that, you know, may not apply to everybody, but I think just understanding, you know, how we work through it will help you regardless. So the objection is I'm just at the idea phase. Once I get my idea, I'll join, or a similar objection is, you know, I don't have an offer yet. You know, when I figure out my offer, I'll join. Now, as a company, we help people to you know, create online courses, a coaching program, sell their service. Let's say you have a done for you service, and you want to charge high ticket and really provide a good service, but you're struggling to figure out, you know, how to put together the messaging for your offer, regardless if it's a course, coaching, consulting, an event, service, you know, maybe you're even a tax accountant looking to give tax guidance. Regardless of what it is, most of what makes these things work and makes people want to buy from you is your offer and how you articulate that offer.In other words, messaging. Now, when people come to us, a big objection that we see over and over again is, you know, well, I'm just figuring out my idea. So like, let's say you have an online course, or you have a consulting offer, or maybe you're going to do this event that you want to charge people to come to.What have you, you may be thinking, okay, well, what should the offer exactly be what should the messaging be? What, you know, what should my idea really be? And the funny thing is with our program, we literally have an offer creation coach, like part of the program. And one of the biggest, you know, most important aspects is getting your idea solid, having a solid well-crafted offer, and having the messaging behind that. And that's what makes things like Facebook ads and emails and webinars and all that work super easy. If you have the right offer and the right messaging, all that other stuff becomes super easy. It's when you don't have the right offer, and you don't have the right messaging, the things like ads and emails and webinars become very difficult. And let me give you an analogy as to why.Imagine you went and you wanted to build a house, okay? You're going to need to hire an architect to design the house. And then you're going to need to hire a contractor to look at those blueprints and actually build the house. So the problem with most entrepreneurs, and I imagine you could, you know, you could still translate this to other industries, but the problem is entrepreneurs and, and internet marketers, especially, they want to build a house without hiring an architect. They literally just want to go to a contractor and say, build me a house. And they don't want to hire the architect. Now, what do I mean by that?Well, if you come to me and you say one of two things, you say, Hey, Dan, I'd like to join, but I'm not going to hire you to help me craft a great offer, craft great messaging, and make sure my idea's good. I'm going to go do that myself. Something that I have no idea how to do otherwise, I would have already done it.And I'm going to figure that out first, then I'm going to come to you, and we'll get to work. This makes no sense because, well, every single time we have somebody do that, they come in, like alright, I got my offer. And then we look at it and go, well, it's kind of, it's kind of trash. We got to fix it. And then they go, wow. I see that. I see what I did wrong. Thank you so much. I wish I would have joined sooner. Yeah, you know, I mean, because we have the architect and the contractors here, you know? If you really are dedicated to building a business, then you need to hire somebody to help you. It doesn't have to be my company, but the point is, you got to hire somebody from the beginning because you need an architect.You need somebody who is going to help you develop the offer from the beginning. And, I understand, you know, it's nerve-wracking to spend a bunch of money on getting a consultant or a coaching program when you're not even sure what your offer will be. But, you know, again, would you build a house without hiring an architect? You know, no, you wouldn't.Now, the second thing that we also see on the flip side of this is people will say, Oh, no, I got my idea, it's great. It's awesome. You know, it's good to go. And then they join. And then we look at it, and it's not awesome. It's not great. And we have to fix it anyway. Almost every single person I've ever had come into either my mastermind or just our main client coaching program has always had an issue with their offer.Even people that were already at a million dollars, I've literally had people already had a million dollars come in and say, you know, Dan, I'm stuck at like, you know, a hundred grand a month. You know, we've made about a million, but I can't scale to two or three or four. And then we look at it, well, there's definitely an issue with the offer, blah, blah, blah, blah, blah. And that makes everything else a lot easier. And it makes scalability a lot easier because, again, most people want to tell you that scaling is about a technique, a system, this, and that. And it's really not. It's about how well, and this is an unpopular opinion. Nobody wants to say this, but it depends on how well you do things.The things that have made me scale more than anything in this industry are not so much doing things differently, they're doing things better, but everybody wants to focus on systems instead of skills. And that's why most people will remain poor. I know that you don't want to hear that, but that's the truth. Okay. You can't just, I mean, look at all the people that they, Oh, you know, we're going to do challenge funnels. That's the flavor of the month I'll do just do challenge funnels. And then the next month it's, oh, no, let's do virtual events. And then the next month, it's oh, no, we're going to do a three-video series. And it's just for years, you know, it started out with the three video series. At least this is in the internet marketing space. First, it was three video series. Then it was webinars. Then it was, you know, challenge funnels and probably a bunch of stuff in between, summits. And the thing about it is it's the same people that are doing all of these different methods are still in the same spot.You know, some people are doing great, but here's the thing, the skills that make all those things work are the same, a good offer, good messaging. So if you have a bad offer and bad messaging, you're going to do all those things. And they're still going to suck. If you have a great offer, great messaging, you can do all those things, and they'll probably all succeed very well.The point is that the most important thing is your offer and the messaging. And if you're not willing to hire somebody to help you with that, your house is going to fall down. Cause what happens if a contractor builds a house with crappy plans? The house falls down. It doesn't matter how good the contractor is. The house falls now. And so, you know, one of the things we do on sales calls and in our marketing is we tell that analogy.We say, listen, would you not hire an architect to build your home? Would you just go right to the contractor? No, because the house would fall down. And then we give some examples as to some people who, I can't tell you the amount of clients that have joined the program and said, you know, Dan, I waited a year to try to figure out my offer, and I couldn't figure it out. I finally joined, you guys figured it out in one call, and now I'm at like, you know, 50 grand a month or a hundred grand a month or whatever. I mean, you know, or, and even if you're just a, more of a newbie super even 10, 15, 20 a month, I mean, the point is is that this is an insane objection because it makes no logical sense.It is only set out of fear, not out of logic, because if it was, there's no reason for a human being, an entrepreneur, to say, I don't want to hire you to help me figure out my idea, my offer, or my messaging. I only want to hire you to help me sell it. Either you have a brain injury, or you're not actually speaking out of logic. You're just fearful. And I get it. I totally get it. Fear can control all aspects of your life. It can prevent you from getting married. It can prevent you from finding love. It can prevent you from moving up in your career. It can prevent you from investing in yourself, give you a perfect example of fear.Everybody was afraid of Bitcoin. And so nobody, you know, you know, tons of people did not invest when it was $500 when it was $10,000. Now it's fricking 55 grand. So, you know, and I've invested in Bitcoin at multiple points, even at like 53, because, and you know, when it dropped down to 42, I wasn't scared because I knew it's a normal pullback, and I kept going up. I didn't let fear rule my life and cost me things. Just like, you know, recently I spent about $15,000 developing a music video for this new webinar we're doing, because we're expanding to not just help, like course creators and all that. We're expanding to help, you know, agencies and done for you services and, and professional services. And so we filmed this over-the-top music video, and I spent like 15 grand on it. And you might say, well, Dan, you could have filmed something with your iPhone. You didn't need to do that.Well, I want it to go viral. I want it to really blow up. And so I don't mind spending 15 grand on it because look, let's say I've spent 15 grand on that. It doesn't do well at all. Well, now I know, but let's say it works. And so now I go, Ooh, I'm going to do more of these. I'm going to do more of these funny, you know, over the top things. And you know, but if I never did it, cause I was afraid, I might miss out on something amazing. And there have been tons of times in my life where I early in my life, where I haven't done something cause I was afraid. And then, you know, as I grow, I do more and more things that I'm afraid of, and they work out great because what's often on the other side of fear is greatness.And so I encourage you to not let fear rule your life, especially when it comes down to money. I mean, money always replenishes, right? I mean, look at what we got going on. You lose your job. You get a check from the government, right? If you have a job, if you blow your money at the bar, you get a check two weeks later. If a pandemic hits, you get a fricking check. Money always replenishes, but time doesn't. If you don't take steps to grow your business now, because you're afraid of investing, because you're afraid of putting your idea out there because you're afraid of criticism, blah, blah, blah. Well, you're going to lose that time, and time never comes back to you ever. You miss your son or your daughter's first baseball game because you were busy working your second job.You never get that baseball game back ever. It does not return to you, your daughter's dance recital, your kid's graduation, your anniversary that you could have gone to The Bahamas, but you didn't quite have enough money, whatever it is, those moments are gone forever. They do not come back. Time is literally the most valuable thing in the world because it cannot be reproduced. It cannot be moved. It cannot be replaced once it happens, it happens, and it's gone, period. It is finite. And so I encourage you not to let fear rule your life, but this is one objection that we hear a lot.And I hope by listening to this episode, you can get some ideas for how to overcome it with, you know, with your business. And you know, what, if you're somebody that's considering my program or working with us in any capacity and you've thought and, you've had this objection. Maybe this podcast episode will give you a little bit of insight into why that's the best time to invest when you have an idea. And it doesn't have to be with me. Look, I'm not trying to sell you on me on my company. If you need help, get help from somebody. It doesn't have to be me.I think we're the best in the world at it. But hey, the point is, is that the deeper issue here is that you invest in something, in someone, in some company to help you grow your business, if not us, then somebody else. Because if you're not doing that, you're letting fear rule your life. And you know, if you want to hop on a call with my team and see if we're a good fit to work together, here's what I'll tell you. If we aren't a good fit to work together, we can recommend somebody that we think would be a better fit. We do it all the time. So I think you just need to make that step or take that step and stop letting fear rule your life because I stopped letting fear rule my life, and my life has changed dramatically. So I hope you enjoyed this episode. Don't forget to subscribe, and I'll see you in the next one.

>>> CLICK HERE to Book Your FREE Strategy Call with my Team!! <<<----Do you find yourself frequently complaining about your situation? You might not notice it in yourself, but we can all see it in those around us, right? It’s natural to complain to some extent, and in some cases, our society and social circles even facilitate it. Now, think about this…What does complaining do for you?It might help you blow off a little steam, but it’s doubtful. Most of the time, complaining highlights the negativity and leaves you feeling worse than you did before. On top of that, when you complain, instead of working to solve the issue, you have wasted mental and physical energy that you could have used to overcome the problem or create a solution.  Let me share how you can find out if you are someone who frequently complains and share what you can do instead! In this episode, I am going to cover:How to find out if you are a habitual complainerWhat happens when you invest your time and energy into complainingHow to change your mindset to stop complaining and focus on finding solutions 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! ;)  — SUBSCRIBE & FOLLOW — Subscribe to Dan’s YouTube ChannelFollow Dan on FacebookFollow Dan on InstagramFollow Dan on TwitterWant Dan’s Wall Street Journal bestselling book for FREE?Click here to get Digital Millionaire Secrets, FREE!Interested in having Dan’s team personally work with you to grow your business?Book a FREE Strategy Session here!Want to learn the 5 Keys to Scaling ANY Digital Product, Online Course, Coaching Offer, or Mastermind?Click here to watch the webinar now!Click here to Visit our Corporate Website: GetClients.com — TRANSCRIPT — Hey everyone, in today's episode, I am going to talk about how to stop complaining and start winning.All right, So if you listened to a previous episode, I talked about how to understand whether or not you should take a customer complaint seriously, and by taking the wrong ones seriously, you could actually negatively affect your business. And you know, I got to thinking, I was like, you know, some people might listen to this episode and think, Oh crap, you know, I might be one of those habitual complainers. And so, what I'd like to do in this episode is go over how to fix that. Because to be honest with you, when I was younger, I was a habitual complainer. Okay?I was constantly complaining about everything. I was, you know, blaming everyone else. I didn't take responsibility for anything, and I just, I wasn't getting anywhere in life, wasn't getting successful, and I fixed it. So I'd like to share that with you.So first of all, you have to understand that you know, human beings, it's natural to complain. It is all right. It doesn't make you a bad person. It doesn't make you this, you know, terrible human being. It's just a natural thing that happens. There are tons of natural things that happen, and society sometimes can tend to facilitate that. And so first you have to understand that you're not a bad person. You know, there's nothing wrong with you. But you can definitely improve this aspect of your life so that you can have more success, right? Because when you complain, you have to understand that it doesn't help you. Even if your complaint is legitimate, it still doesn't help, right? If you're sitting there saying, oh, life is unfair, and life sucks and all this. Well, that's great. Maybe life is unfair. Maybe it does suck. But complaining about it doesn't help you solve problems.The thing is, success is about solving problems, right? The more problems you solve, the more successful you become. And if you stop solving problems, then you are never going to be successful. If you continue solving problems one after another, you will eventually become successful.It reminds me of that movie, the Martian with Matt Damon. And I remember, you know, if you haven't seen the movie, basically he gets stranded on Mars during a NASA mission, and they have to go and pick them back up because they left him there. And you know, so this whole movie is just, he almost dies. He has like grow his own food on Mars. Like he literally grew potatoes on Mars in Martian soil. And I don't remember the exact specifics, but he survived. And by the time they got him, he was like a twig.But he survived. And at the end of the movie, He, you know, they show him years later, and he's teaching a class for new NASA recruits, and he says, you know, when you get up there at some point, everything is going to go south. And you can just accept that, hey, this is it. This is how I end. And you can die up there, or you can start doing the math, and you just start solving problems. You solve one problem, and then you solve the next problem, and then you solve the next problem. And if you solve enough problems, you get to come home. That was how the movie ended. And I remember hearing that and just thinking, wow, like that is so freaking true. Because in entrepreneurship, it's the same thing. If you keep solving problems and you keep solving problems, eventually, you get to become a millionaire.Honestly, I mean maybe not a millionaire, maybe high six figures, whatever you get to become successful. But if you stop solving problems and you just accept that life sucks and everybody hates me, and it's not fair, then you will never become successful. And that's the thing. Life isn't fair. All right? Life is not fair. If two people are in a race, right, and they're racing around the track, and they're about to start the race on the same line. And then, for some reason, somebody walks up and says, hey, you, you have to go 20 yards back, and you have to start from there. And that's it. It's done deal. You have to do it, right? If you just quit and you say, well, that's not fair. Therefore I'm not going to race. You're not going to win the race. It's impossible for you to win the race. It's impossible.But if you walk back there to that line and you say yourself, well, you know, this isn't really ideal, but I'm just gonna run faster. I'm going to run harder, and I'm still going to beat that guy. And you run your little booty off, and you may have a chance to win. Maybe you don't win, but maybe you do. Okay? Maybe you do. And you see, the thing is you have a chance. You do have a chance. And if you just quit, you have zero chance. At least you have some chance. Okay? And you know what? Maybe you don't win, but it doesn't matter because you will still learn. You will still get better. And eventually, you will win. You will see success if you just keep going and keep solving problems. So here's what I'd like you to do next time you find yourself complaining.First of all, I would start asking friends, colleagues even. Say, Hey, I got a question for ya. You know, I'm trying, I'm really trying to improve my life and, and just, you know, really step it up. Could you tell me, do you think I complain a lot? And if you have friends that are honest, they'll tell you. And I remember doing this. I remember asking some of my friends do I complain a lot. And the response I got from all of them was pretty much the same. It started with cackling and laughing their butts off. And I was like, okay, I'm going to take that as yes. And they said, yeah, yeah you do.And I tried to brush it off by saying, oh, well, you know, I'm just blowing off steam. It makes me feel better. But in the end, that was energy I was expelling. That could have been put into solving problems. All right? And so the first thing you need to do is be aware, okay? You need to say, all right, I need to identify when I complain. So I'm going to observe myself for a day, and I want, you want to try to catch yourself when you complain, all right? One thing you can do as well, if you have a partner or friends, whoever that you live with or hang out with a lot, you can ask them. You can say, Hey, would you do me a favor? Would you tell me when I start complaining? Will you call me out on it? And when you do this, you can start to realize how much you actually complain.And the next thing is you have to take responsibility for what you're doing, right? There are two forms of responsibilities, right? Let's say you're complaining about something, and there's a legitimate complaint. You also have to realize that even though your complaint might be legitimate, the act of complaining excessively, especially, is that really going to solve the problem? All right? You know, I've hired and fired a lot of people in my career and you know, who I always look for. I look for the person that, when they are in an unfair situation, still step up.For instance, let's say there's a team effort, and let's say somebody's not pulling their weight. I remember this happened one time, there was a project that we had going on, and there were three people in the project, and one person was just not pulling their weight, not pulling their weight at all, and the two other people were pulling their weight.And one person was complaining about it and just really complaining, came to me complaining, complaining as if I didn't notice it myself, but they were complaining. The other person decided to pick up the slack and basically do two people's jobs and didn't complain. You could tell he wasn't happy, but he didn't complain, and he got the job done. And when I noticed that, I rewarded him by giving him a raise and some other things I won't discuss, but I rewarded him. And the thing about it is when you have the ability to take responsibility for your own thoughts, your own actions, that's one thing. But when you have the ability to take responsibility for someone else's screw-ups, even though you shouldn't have to, even though it's not fair, but you do it anyway now, that is a mindset that will get you extremely far in life.Extremely far. All right. I mean, imagine you are on a team of a sports team, and you wanted to get, I don't know, you wanted to get to the Superbowl, and somebody wasn't pulling their weight, and so you could complain, or you could run faster, right? You could work harder, and let's say you did that, and you just squeezed out the win. Now you get to go to the Superbowl. But if you just complained, you're definitely not going to the Superbowl, right? So you can actually create successes in your life by picking up the slack of other people, even though it's unfair, even though you shouldn't have to, you just do it anyway because you're either a doer or you're a complainer, right? So you have to take the second thing at first, be aware. Second, take responsibility for both yourself and for others.All right? Now I'm not saying that if you buy a car and you drive it off the lot, and the car breaks down, you shouldn't complain and get your money back. I'm not saying that. We gotta use a little common sense here. But what I'm saying is that when things are not ideal, right? Like if you spent five grand on a course and one of the lessons is two hours, and you're sitting there complaining that the lesson is too long, and therefore you don't watch the lesson. Well, now you're not going to learn this stuff. So you could just stop being such a freaking lazy complainer and just watching anyway, okay? Solve the problem, period. And you'll learn this stuff, and you move forward. Okay. When I went to college, I mean I dropped out, but when I went to college, you know, I had a really good GPA. I had a 4.0, and I hated most of the classes, but I did it anyway.And so when you have the ability to take responsibility for your actions, take responsibility for somebody else's actions, pick up the slack and do things you really don't want to do anyway, you open up a whole new world of possibilities for yourself. Because you have to remember that most people, 99.9% of the people on the planet, are not willing to do that. And so, if you simply are willing, you now open yourself up. You open the door to a whole world of success that 99% of the population has closed themselves off from. All right? And so take responsibility and just remember, these are just thoughts. They're just thoughts. Take a positive action, right? Put away the negative and take a positive action.So the third thing is, and this is ties in, focus on the end result. Try to think about what you really want, and ask yourself, what action will get me what I want. Will complain and get me what I want, or will doing this thing get me what I want. If doing this thing gets me what I want, even if it's unfair, even if it's not ideal, even if it's hard, even if I shouldn't have to do it, I'm going to do it anyway. Will it get me what I want? And not that all 100% of the time. It's going to be that and not complaining. So you have to ask yourself, do you really want it? If you really want it, you'll stop complaining, and you'll start doing.And then the other thing is you have to reverse your thoughts, right? So if you're thinking this lesson is two hours long, I don't have time to watch this. I don't want to sit here for two hours and learn this. Reverse that and say, you know what? I've had a hard week. I'm gonna relax. I'm going to sit down, I'm going to open my laptop, and I'm going to enjoy this lesson. Okay, I'm going to grab a nice cup of chamomile tea. I'm going to put on some very low soft music just so that you know, it's nice in here, a nice environment and I'm going to listen to this, and I'm going to have a great time because I'm learning something that is going to make me money or help me lose weight or make me happy or whatever it is, right? And start focusing on the positive and not the negative.It's like I get up every morning at 7:30. My personal trainer comes in, wakes me up every morning at 7:30, and I don't like leg day. I hate leg day, right? Just because I dunno, I just don't like it. Most people don't like leg day, but every Friday, I do it because when I wake up, instead of thinking, oh, I hate leg day, I'll say, oh, this is the last day. And then I get two days off cause I work out Monday through Friday. I take Saturday, Sunday off. So I'm thinking, oh one more, just one more, and I'm done, and I get two days of rest. Okay. Or Oh man, I get to see if I can bump up my squat today, right? Yeah. In the back of my head, maybe, oh, I hate leg day, but I just reverse it, and I think about a positive. So whatever your negative thought is just 180 degrees, reverse it, right? And focus on whatever the opposite of that negative thought is because the opposite of the negative thought is a positive outcome.So to recap, be aware of your negativity and your complaining. Enlist your friends to help you become aware. Then commit to taking responsibility for your complaining, for your own actions, for your own shortcomings. Take responsibility for other people's shortcomings and pick up the slack, do it anyway. And as well, focus on number three, focus on what you really want. Focus on the end result, on the end goal. And ask yourself what action will get you there? Is it complaining, or is it doing something? And then finally flip your negative thoughts.If you can do these four things, you will start becoming less of a complainer and more of a doer. And when you're a doer, that's when you get things done. And I understand, you know, it's hard and man, people can be so freaking unfair. They really can. You know, I remember when I used to play league pool. Man, if you're a pool player, you'll know that there's a lot of unfairness that happens in, you know, when you go to these like bar tournaments and stuff like that, it just happens, right?And I remember there was one time we were playing, I don't remember exactly what had happened, but they give you handicaps. And because of some weird technicality or because I had taken our, sorry, the guy that I was facing had taken more than 60 days off from playing, he had his handicap drop, and this guy was a really, really good player. And so one of our teammates was complaining about it, and he was supposed to face him.He was complaining. He's like, this is bs. This guy is really good. He's played semipro tournaments. This is a technicality. While, this guy who's not even that good, you know, didn't have a fair handicap yet, and it was not fair. It absolutely was not fair. But here's the thing, no matter what, nothing was gonna change that night. It wasn't going to get corrected. There was no way that that handicap was going to get changed. We were where we were. And so I thought to myself, all right, this is an unfair situation, but how can we solve it? How can we still squeeze out a win? And so I walk over to the guy. I said, hey, if it's okay with you, cause you could tell that the guy that he was supposed to face was annoyed by our teammates, negativity, and complaining, and just tell he wasn't into it. And he's rolling his eyes.I said, hey listen, my buddy here is, you know, complaining. I'm the same rank as him. How about I play you instead because I'm not going to complain. Let's just play. Let's just have fun, if that's okay. And the guy said, okay, fine. So what I decided to do was I thought, all right, how can I beat this guy? And so what I decided to do was just try to play a very safe game and constantly hook this guy and frustrate him and get him to a point where he was super frustrated. Because I'd watched him play before, and I noticed that he got frustrated a lot when he did have trouble. And so instead of me trying to actually win the game, I would play safe on him, which is legal in pool, bar pool, you know, what they call APA.And I would just intentionally frustrate this guy, a much different strategy than what I would normally play. And he got so frustrated that he started, you know, one stroking and just not really paying attention to what he was doing and just being very frustrated. And I actually ended up pulling out the win. And so, you know, when I look back on that experience, I think finding a solution, like the energy that you put into complaining, could be energy that you could simply put into finding a solution and just solving the problem, right? Because the pot of gold at the end of the rainbow is only available if you go to the end of the rainbow. But if you sit at the other end and you complain, and you moan, and you cry about whatever, and you never even attempt to find the gold, you will never find the gold, it's 100% chance you will fail, right?If all you do is complain, you have a 100% chance of failure and a 0% chance of success. But if you just get over it and try anyway, there is at least a chance that you will succeed. You know you have the choice between taking action and doing something hard or picking up the slack, or complaining. You want to choose action because action will get you everywhere, and complaining will get you nowhere.Again, understand complaining gets you nowhere. Action gets you everywhere. And if you have the ability, I'll say it one more time. If you have the ability to do things, even though they are unfair, you will unlock a door to a world that 99% of people are unwilling to open, and all the gold will be there waiting for you with literally no competition, no one in your way. You can just open the sack and start filling it with gold, sling it over your shoulder and laugh all the way to the bank. All right, so I hope this episode has helped you, and I hope you can do what I did and fix that habit of just constant negativity and complaining and turn it into action. All right, I love you guys. I'll see you in the next episode.

>>> CLICK HERE to Book Your FREE Strategy Call with my Team!! <<<----“If you are talking more than 10% of the time, you’re talking too much in your sales calls.” If you think you might be talking too much during your sales calls… You probably are.  Remember, your job is to ask questions. Allow the prospect to say things that help them to reach a conclusion to buy on their own.  If you talk too much, you miss important information that your prospect might have shared with you if you allowed them to speak. Let me share what you need to look for to know if you are talking too much during your sales calls and what you should be doing instead! In this episode, I am going to cover:How much should you be speaking in your sales callsWhat to say and how to say it when you do speakHow to review your calls to find out if you are talking too much 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! ;)  — SUBSCRIBE & FOLLOW — Subscribe to Dan’s YouTube ChannelFollow Dan on FacebookFollow Dan on InstagramFollow Dan on TwitterWant Dan’s Wall Street Journal bestselling book for FREE?Click here to get Digital Millionaire Secrets, FREE!Interested in having Dan’s team personally work with you to grow your business?Book a FREE Strategy Session here!Want to learn the 5 Keys to Scaling ANY Digital Product, Online Course, Coaching Offer, or Mastermind?Click here to watch the webinar now!Click here to Visit our Corporate Website: GetClients.com — TRANSCRIPT — How to know if you talk too much on a sales call. That's what we're going to talk about in today's episode.All right. How do you know if you talk too much on a sales call? Well, you probably do if you're listening to this episode. I had an issue happen recently where, you know, I noticed one of my sales reps' close rate was going down, and I went and listened to some of her calls. And lo and behold, I find that she's having these immensely long conversations with prospects, and she's just going on and on and on almost to the point where I can tell the prospect is getting tired of just listening to her talk. And you have to remember when you're on a sales call everybody's there to make a decision. You're not there to have a chit-chat. And, sure, there is a short time at the beginning of the call where you want to build rapport. Absolutely. But you can't just make it this big, long a BS session.Okay. And I noticed this with my clients, and I noticed this with, you know, people that come to me to learn high ticket sales. They're always talking, talking, talk, talk, talk, talk, talk, talk, talk, talk, talk. And so let me just sort of break this down when you're on a sales call, and you are trying to figure out what's important to the customer. And you're trying to, I hate to use this word, but persuade the customer. You have to realize that the customer is far more likely to buy when they persuade themselves. Meaning your job is to ask questions that allow the prospect to say things to themselves that make them go, wow. I really do need to make a change. Wow. I really do need this product. The second you try to persuade them to buy your product, you've already lost. And in order to allow your prospect to think and say things and talk so that they can convince themselves, you have to shut up, and you have to let them talk.When I ask somebody a question, I say, well, why is this important? What's important about this to you? What's your motivation for getting to this revenue or whatever the question is. And they answer me. I say, okay, got it. And then I ask the next question. I don't provide commentary. I don't sit there and BS with them. I listen, I shut my mouth, and I listen and sure. I'll talk a little bit in the beginning, to get a little rapport going. But ultimately, I shut, and I listen. I don't go, Oh yeah, blah blah blah. You know, plus think about this. The more you talk, the more opportunity you have to say something stupid and to lose the sale.If you ask the right questions, like for instance, let's say they give me an objection, and they say, well, I just, I don't think, I think it's too expensive. I just, I can't, you know, it's just really expensive. Okay. Now, most reps would sit there and try to defend why their product is too expensive or not, or not too expensive. Instead, always ask them. 99.9% of the time, when somebody gives you an objection, you should be asking for clarification. In other words, you should be shutting up, ask a question and shut up. Well, does that mean that you think the product is not worth it, that you won't get a return? Or does that mean that you don't have the money right now? Oh, well, no, no, no. The product's totally worth it. I know I get a return. I just don't have the money.So you see what happened there. Now we've identified that they actually do think the product's worth it. And they just said something that, you know, they just said that because it's just something that you say. And so when you ask for clarification, you find out, okay, they don't have the money. Now, when you begin asking questions like, well, if it's something you want to do, do you have any ideas on how you can get the money? And you can go down that path and actually get potentially to the sale. But if you sit there and you say, well, you know the programs worth it, you're arguing with your prospect over something that isn't even a concern for them. You just took one thing they said and went ham on it instead of asking for clarification, in other words, allowing them to talk. For instance, there's another one.Well, you know, what's the difference between you and your other competitors? You know, I've taken courses before. I've had coaches, and they weren't that good. What's different about you? Well, let me ask you, what didn't you like about your last coach? Oh, well, you know, there was only one call a week, and I just didn't think that was enough time. Oh, okay. Well, we actually four calls a week. Do you think that if you had 400% more calls to get help, you would do better? Oh yeah, I would. Wow. Okay. See how that conversation went. I didn't sit there and go, well, I'm different because blah, blah, blah, blah, blah, blah, blah. Cause I don't even know why they're asking that. I don't even know why they're saying that.Yeah. So instead of me yakking and opening my mouth, flapping it all over the place, I ask what he didn't like about their last coach. Now, if they tell me something like I couldn't call him personally on the phone and have dinner with him and his family. Sorry, ain't no amount of money. You can give me in this world. They don't print enough money for you to get my phone number or have dinner with my family and me. So I would, at that point, say, Oh, that makes sense. Got it. Well, we don't offer that. And that's not something I'm willing to do, but thank you for the call. Have a nice day. And now I don't sell somebody that's having these insane expectations that I'm not nor willing to meet.But if I say, well, what didn't you like about your last coach? And they tell me a specific reason. And that specific reason is something that in my program, I know is totally different. I mention that, and then they go, Oh yes, I guess I would get more results. And now that objection has been completely handled, and they're either going to buy, or they're going to move on to another objection. And then you just handle that. But the way you handle it is by shutting your fricking mouth. Don't laugh. Don't talk. Don't tell a story unless you're literally telling a story of a client that in that way quickly addresses their objection. You know? Well, I don't think you have anybody selling e-commerce. Actually, we have a few clients selling E-Commerce. One of them did X, X, blah, blah, blah. You know, now that you know that, does that make you feel more comfortable?And again, I even ended with a question. So that's the thing. I hear people, and they're just going on and on like a school girl on prom night. Shut up, let your prospect talk. Because when you let them talk, you learn what their actual issue is. And most of the time, they don't tell you what their actual issue is the first time around. They don't articulate it. Do you think all these people that want to buy from you have level 1000 articulation skills? They don't. They're normal people. They're not going to articulate exactly what their issue is or what they're feeling the first time. So instead of you yakking, ask. Ask and let them talk. The more they talk, the more you will learn. And then you don't have to talk that much.You can respond to the real issue and make the sale. So the next time that you're on a sales call, and it didn't close, go back and listen to it, and ask yourself how much did I talk? Transcribe it, look at it. Look at the paragraphs. Were you talking more than 10% of the time? If you were, then you're talking too much. I aim for more like 5%. I am to barely talk. I should not be talking hardly at all. I should be talking in, in short little, teeny, tiny segments and listening, let your prospect talk. And by the way, you should be listening to them anyway. You should not be, be talking. And, you might say, well, Dan, why are you being so aggressive? Why are you saying that we're yakking, and we're, we're flapping our gums?It's because you are. And if you're offended by that, you shouldn't be in sales anyway, because sales is not for the weak of heart. Sales is not for people who get offended but look; you're a salesperson. That is a tough industry. Or if you're selling your own product, it's tough. You're asking for five, 10. I close 55,000 over the phone all time, all time. I closed three last week. And you know why? It's not because I'm this amazing salesperson. I mean, I have worked extremely hard to become very good at high ticket sales. And that's why I've taught hundreds of people to be good at high ticket sales. But ultimately, it's not because I was born this amazing salesperson. It's because I know how to shut up and believe me, I like to talk a lot.In fact, that's the number one thing that most people say about me, is Dan never shuts up. All my employees, my friends, my family, Dan never shuts up. Dan never shuts up. Yeah, but when it's time to make a sale, you have to shut up. So if you're sitting there saying, well, Dan, that's just not me. I'm a talkative person. That's not who I am. Well, change or go and get in a different industry. There's a time and a place, and on a sales call, that time and that place is for you to shut your mouth because you're talking too much. You're not listening to your prospect. You do not understand what's important to them because you're too busy yacking.By the way, you're probably wondering what happened to the rep of mine that I had this conversation with. Well, I told her essentially the same thing I told you in this podcast. She acknowledged it. She went back, and she reduced the amount of that she did probably by 80%. And lo and behold, I started seeing the sales come in one after another, from her. And she says, wow, Dan, I didn't realize how much easier it was to make sales by shutting up. So it does work.So if you think you talk too much, you probably talk way too much. Think about that the next time you get on a call and try to let your prospect talk, and try to ask questions that allow them to talk and close your mouth so that you can hear. All right. I hope this is helpful to you, and I'll see you in the next episode.

>>> CLICK HERE to Book Your FREE Strategy Call with my Team!! <<<----"If you make enough noise, all eyes will be on you. Make sure you're selling something."You might have noticed that I've stirred up quite a bit of controversy recently, and I'll be honest…In a way, I did it on purpose.Let me explain. I did not set out to create controversy, but I did decide to capitalize on it.There will always be controversy to deal with at times in your business, there are only so many ways you can handle it when it comes, so I chose to make it serve me.Let me show you how I'm leveraging this controversy and share how you can learn to do the same.  In this episode, I am going to cover:What are the three choices you have when dealing with controversyWhy you should expect to deal with controversy at some point in your businessHow to leverage controversy to help your business get more social media exposure 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! ;)  — SUBSCRIBE & FOLLOW — Subscribe to Dan’s YouTube ChannelFollow Dan on FacebookFollow Dan on InstagramFollow Dan on TwitterWant Dan’s Wall Street Journal bestselling book for FREE?Click here to get Digital Millionaire Secrets, FREE!Interested in having Dan’s team personally work with you to grow your business?Book a FREE Strategy Session here!Want to learn the 5 Keys to Scaling ANY Digital Product, Online Course, Coaching Offer, or Mastermind?Click here to watch the webinar now!Click here to Visit our Corporate Website: GetClients.com — TRANSCRIPT — In today's episode, I'm going to teach you how to hack the social media algorithm to get more reach and attention, especially before you launch a new product.Okay. So this is gonna be an interesting episode because I've stirred up quite a bit of controversy recently, and oh gosh, I'll admit it. I kind of did it on purpose, but I will explain all of that. All will be revealed in this exclusive interview with myself. So, first of all, let's set the stage here. You know, it is not getting any easier to get reach on social media, whether that be Facebook, Instagram even really any social media platform. Now here's the thing, social media platforms and they all have different algorithms, but ultimately it comes down to one really simple way to look at it. If your content is engaging and it's getting tons of engagement, and people are engaging on the platform, that's good for the platform because people are staying on the platform. Because they're engaging and not going somewhere else and doing something somewhere else, which means they're buying advertising, or they see advertising, and they're generating revenue for the platform, right?Because if you go on YouTube or Facebook or Instagram and you just go, Oh, that's cool. And then you leave, well, that's fewer revenue dollars for that platform. So the more you stay and engage, the more they like you because you're making them money. And unfortunately, in this world, one of the most engaging things is controversy and polarity. There are other things too, like, you know, like comedy and things like that or news, but one of them is, and probably the easiest, the one that you can control and you can pretty much fabricate out of nowhere is controversy. And so when you have a post or something going on your profile, your platform that is controversial, lots of people engage. They comment, they argue, et cetera. And the platform goes, Oh, this person's content is very engaging, something's happening.So let's show more of their stuff. Let's start showing more of their stuff the next time they post. And I noticed that dramatically. I mean, I have hundreds and hundreds of comments sometimes on my posts. And then, you know, when I go to post other things, people will always say, well, Dan, I see you everywhere. Well, yeah, 'cause I make sure that I push the algorithm here and there. But here's the thing is, I always say, if you make enough noise, all eyes will be on you, make sure you're selling something.So recently, and I'll break this down. We're about to release a new ad, and I'll just give you the whole background here. We're expanding the company a bit. We're doing a whole new website design for getclients.com. We're building out a whole new webinar. We're widening our audience a bit because, for a long time, we've only helped coaches and course creators, but people who are in other types of businesses, like maybe they're an accountant, or maybe they have an agency, or maybe they're a web designer, or maybe they shoot music videos for a living, or maybe they provide some sort of done for you service or whatever. Like we've had them trickle in here and there, and using our same system, we've been able to get them the same results because, you know, the principles of marketing are the same. It's just how you apply them. And so we created a new program called High Ticket Selling, which I released to my students a few weeks ago. And we started selling people into that, that aren't just, they're not specifically a course creator or a coach, but maybe they sell tax planning or maybe whatever. Really it works for anybody that has a transformational product. It wouldn't work if you were necessarily e-commerce unless you had an e-commerce product that was transformational and expensive or could be expensive. So not a fidget spinner. Ultimately we teach people. We're moving to teach people how to raise their prices, create a red carpet experience for their customers and, sell for a much higher price over the phone and still dominate the competition. So that's how we're widening our audience, and we need something to sort of kick that off and let everybody know, Hey, this is what we're doing now. So what better than a viral music video?So we're filming a music video on March 1st on my yacht, and we're going to do this big funny thing. And I'm sure that if we just released it as is, it would be fine. It would go somewhat viral, and it would be great, but I want to get the algorithm warmed up as much as possible prior to that. So, you know, and I didn't actually mean to do this. It just happened. I've been posting pictures of people on my boat recently because look, when you have a boat, anybody that has a boat takes pictures on their boat, right? And it's funny because when I take pictures of my boat because it's a 60-foot luxury catamaran, $2 million yacht, some people get kind of butthurt about it. And it's like, so if I have a crappy boat, it's okay to post pictures. But if I have a nice boat, you can't do that. You know? So, so I post pictures of the boat, and for weeks I was posting pictures, my family, my mother, my father, videos and images of them saying, you know, Oh, how great it was. You know, I like literally had tons and tons of content out there from my family, right?And then one day I decided to have a Superbowl party, and I invite some, some friends of mine. Some employees, a photographer that I use and, they invited some girlfriends. I had a few guys on there as well. There's probably like, I don't know, seven girls, maybe five guys. And we had a nice Superbowl party. And at one point during the party, the girls asked to take a picture, and they said, Hey, Dan, come here in the picture. I said, okay, I didn't even think of it, right? I just got in the picture and took a picture. And so I posted it, not even thinking about anything, right? Just not even really thinking about it. And then, all of a sudden, I start getting these negative comments and these people going, " I don't know, Dan. Dan must be going, Dan Blazerian now." And, "You know, he used to be professional and, now he's doing this whole thing with women and yachts."It's like one picture where prior to that, all the pictures are of my family, my mother, you know, my sister. And I think it was because the women in the picture happened to be attractive and, I guess thin, you know? And, look, St. Pete and Tampa is a very healthy city. There are tons of like health clubs and stuff. And I don't know. Maybe it was just that the girls who happened to be on the boat that day were all in shape, so whatever. And everybody freaked out about it. And I noticed this and I went, Ooh, okay. All right. People are kinda going nutty over this. So I said, all right. Let me press here. You know, 'cause I knew that if I did and look, let's face it, this is completely irrational, right?I've seen comments where people are accusing me of all kinds of sexist stuff, saying, Well, you said this. And it's like, no, I didn't. I never said that. Somebody else said that who looked at a picture, who said something to somebody else and, then all of a sudden, you're assuming I said that. But that's great because people are just going completely out of their minds over this. So I decided to stoke the fire. So I made a post after this, and I said, Hey, I'm going to be hiring some models or some girls for the music video shoot because the music video we're doing is a parody of another video, which requires, you know, a few girls to make the video make sense.And so people like freaked out about that and, I knew they would, and so that's why I posted it. I already pretty much knew who I was going to hire, but you know, people are like, Oh, well, they should get paid. And it's like, well, yeah, I know they should get paid. I never said they wouldn't. But again, like, this is what happens online people, their intelligence drops like a fricking rock, and they don't realize that there's so much context outside of a picture or a ten-word post, you know? How do you know what it's for, you know? You don't know if a person is paying or not paying, or if it's a music video that's about this or about that. You have no context.So, but people make judgments and, then when people make those judgments, other people defend, and it goes crazy, and you get hundreds and hundreds of comments. So I stoked it that way. And then I did another post where I was like, "What's wrong with having attractive women in an ad or music video? Are you hot phobic?" And I knew that would really just drive people nuts. And again, I'm not going to lie to you. I do it on purpose because I think it's super silly to react negatively to one single picture in the first place and make assumptions that are just absolutely ridiculous. So if you're going to be ridiculous, I'm going to at least going to leverage your ridiculousness to increase my reach and grow my company and get my message out there. You know?So that's the thing, people will do absolutely ridiculous things to try to hurt you. And it's sort of like, I envisioned Steven Seagal in my head, "Redirect the energy and use it against them," you know? And it's like, okay, fine. If you're going to be ridiculous and you're going to just be super hyper-sensitive, and you're going to take things out of context, fine. Help me get paid. Okay? Help me hack the algorithm. Let's go. So, you know, I make these posts, it increases the reach because everybody's arguing and, the irony, and the funny thing about this is that they have no idea what a video is about or whether or not I'm paying. And of course, I'm paying models. I'd rather pay models, so they show up, you know? But I know they're going to make these assumptions because people just don't use their brains. A lot of times, when they see posts, they just make assumptions.And those assumptions create debates and arguments and comments and engagement and reach. And I know that if I do this, it's going to increase my reach, so the next time I post something, more people will see it. More people will talk about it, and when I do finally premiere that video, there'll be a lot of eyeballs and attention on it. I'm even thinking about doing some sort of like world premiere thing, or maybe doing a contest where like, we give like a monetary prize randomly to people who share it or something. I dunno. I'll figure it out. But yeah.You know the point is that look, you're going to have controversy because we live in a world now where everybody's offended by everything. They're offended by the air, the humidity, the molecules. They will find something to be offended by. And so you have three choices.You can let it get to you. You can engage, and you can just let it get into your head, which is dumb because, you know, they're being ridiculous. They don't even know the context. Why are you taking their opinion seriously?Or you can completely ignore it, which is what I do most of the time. Or you can leverage it, and you can leverage it to hack the algorithm to get more reach. And look, you might say, well, Dan, don't you feel bad about that? No, I don't because they're going to do it anyway, right? If they don't do it on my post, they're going to go on somebody else's posts make assumptions, and I mean, do you know how many comments I responded to where somebody said, well, you're saying this, or you did this. And I go, actually, I didn't. And they go, Oh, Oh, well, in that case, you know what I'm saying? So they're going to do it anyway. So it might as well be on my profile.I might as well get the engagement from it because, you know, and keep in mind that what is the goal here? The goal is to spread our message, right? And you can't spread a message without making one person super-happy without making another person disgruntled, right? That's the thing about polarity. If I teach people how to grow their business and make more money, I'm going to make people who are anti-business, who are anti-wealth angry. Now, if I go and I say I'm going to help people lose weight. I'm probably gonna make some people who don't want to lose weight angry because they think there's something wrong with that.I mean, I remember seeing a story about a woman who had a bunch of kids, and she was like a fitness person. She's like a fitness model. And she, I think she went on, I don't remember the details, but she was on the cover of a magazine. And she had like abs, and she looked really good, and it was within, I don't know, six months or a year of her having kids. And she just really worked hard to, you know, to get that body after having kids. And she got completely just ridiculed for it because, you know, they say, Oh, that's unrealistic. And it's like, well, yeah, it's unrealistic if you don't go to the gym. But if you go to the gym every day and you work your butt off, it's realistic because it just happened. She's not a robot. She's not an Android. She did it. So it's obviously realistic. She did it, you know?And so for me, it's like, I already know people are going to go crazy over things that are going to take them out of context. They're going to make assumptions, and so if they're going to do it, you might as well do it on my post so that I can get more engagement so that I can spread my message so that I can help more people. Okay? Because ultimately that's the thing, I'm going to take something negative, and I'm going to turn it into a positive, and I live my whole life like that. I call it the 180-degree rule. Almost anything negative you can turn into a positive. And so if people are going to hate on me and they're going to comment, and they're going to say stupid stuff, cause they take things out of context.Fine, but if you're going to do that to me, I'm going to leverage you to make more money. And there's nothing you can do about it unless you just shut up and don't talk about me, but you can't do that because you just can't help yourself. You just can't help yourself, and I know you can't help yourself. And I know that if you're one of those people and you're listening to this podcast right now, even though I'm telling you I'm literally doing it on purpose. And I'm literally telling you, you're helping me grow my business. You're still not going to be able to resist the urge to continue to do it. And then you're going to say, well, no, I'll go and comment on his post and say, see, he did a podcast episode where he said, he's doing it on purpose. This is all a sham. Why would you follow this guy? Why would you give him money? It's a sham. He even said so. He even admitted it. Okay, good, go do that so that people go listen to the podcast episode and learn this technique so they can help grow their audience and their business through polarity and controversy and hacking the algorithm. Please go, you know, go frolic amongst the social media world and do said thing. And even though I'm telling you this, and I'm telling you that it's going to help me, you're still going to do it. You're still gonna do it 'cause you just can't help yourself. It's human nature.And I think that on a side note, on a serious note, there is a little bit of comedy in this, in this episode. But ultimately, I think at the end of the day, we just need to give our fellow humans more grace. Because at the end of the day, think of all the hate and think of all the controversy and, all the bad byproducts of people feeling bad and, and wasting their time, arguing with people and being insulted and being called names because, you know, they took something out of context or made an assumption that just isn't true. Or they were super sensitive about something. I'm sorry. But if you have a lingerie line and you hire models to model the lingerie, and then you cry women objectification. Well, what about the women that volunteer for that job, 'cause that's how they pay their bills and they work hard and, they work to be a model, and that's their career? Like, what do you say to them? Like, I mean, and I'm not saying right or wrong, what is objectification or what isn't.Look, I'm a business, I'm an entrepreneur. I'm not a social psychologist, or I'm not a political figure. So I don't know the answer, right? Like, I don't know where the line is. Like, I try not to get super deep into that because that's above my pay grade, right? Like, I don't know a lot of those things, but I can tell you that it's an issue. I can tell you that if you say you can't do this, it's going to hurt people. It's going to hurt the market. It's going to hurt people who do that for a living. You know? So I will just say this, all that said, please try to give your fellow humans a little bit more grace, try to give them the benefit of the doubt. Try to understand that they probably don't mean what you think they mean and what you're assuming probably isn't the case. Maybe it is, but you don't know. And instead of accusing and labeling and calling names, ask for clarification and ask it in a nice way. And also, let me just, one more thing for those of you that follow me and are fans of mine. I really want to ask you, and even though I know it helps the algorithm, and I know it helps hack.Please don't name, call people that are ridiculous. And I get it. They're ridiculous. I've seen so many comments where people say, Oh, you know, you're being like Dan Bilzerian now, and I'm going to stop following you because it used to be all about family for you, Dan. And now it's not. Which look, I know it's ridiculous because I get it. I posted one picture. There were some girls on the boat, and people made assumptions. And all of a sudden, I'm Dan Bilzerian. Even though there were dozens and dozens of photos of my family, I know it's ridiculous. I know it's stupid. It is dumb. It is absolutely stupid. But that doesn't mean that when somebody comments that, if you're a fan or a follower of mine, you should call them a name or cuss at them or whatever because when you do that, you're basically saying, Hey, I have just as little class and, I'm just as ignorant as you are just in a different categorical way. And it doesn't make you look good.And I could choose to say, yeah, do it, give them hell. And yes, that would increase the algorithm even more and, or would hack the algorithm even more and give me even more reach. But ultimately, at the end of the day, I do have a line. I have a moral and ethical line. And so I just want to tell all of you who are fans of mine, please just don't be rude to people. Like you can be assertive, but don't sit there and tell people that they're, you know, a piece of this or that, or cuss at them or call them names just because they're being a bit ridiculous. And they're taking things out of context. That's not to say that they're not being ridiculous. They are, but you can still treat them with respect while being okay with disagreements. And so I just want to say that.That said, guys, I hope this was helpful. That this podcast was helpful, and don't forget to subscribe, and I'll see you the next one. And don't forget that video is coming soon! So stay tuned. 

>>> CLICK HERE to Book Your FREE Strategy Call with my Team!! <<<----Have you thought about what could help you take your business to the next level?There's been an ongoing debate in the business world about the need for a coach. Some say you don't need a coach  because you can learn everything you need to know from courses, books, and Youtube.  Sure, those are all great places to gain the knowledge you need to grow your business, but... What happens when you get stuck or, even worse, when you aren't aware of the things holding you back?When all the courses, books, and Youtubes fail to answer your questions about your specific issue in your business, that is where a coach can best serve you.Let me share the things you might not know about why you need a coach and how that coach can help you when you need it most.In this episode, I am going to cover:Why your emotional approach to your business may cause you to be short-sightedHow a coach can see into your business in a way that you are not able toWhy you are doing yourself a disservice when you refuse to get coaching 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! ;)  — SUBSCRIBE & FOLLOW — Subscribe to Dan’s YouTube ChannelFollow Dan on FacebookFollow Dan on InstagramFollow Dan on TwitterWant Dan’s Wall Street Journal bestselling book for FREE?Click here to get Digital Millionaire Secrets, FREE!Interested in having Dan’s team personally work with you to grow your business?Book a FREE Strategy Session here!Want to learn the 5 Keys to Scaling ANY Digital Product, Online Course, Coaching Offer, or Mastermind?Click here to watch the webinar now!Click here to Visit our Corporate Website: GetClients.com — TRANSCRIPT — What is the single most compelling reason why everyone needs a coach? That's what we're going to talk about in today's episode.So should you get a business coach or any coach for that matter? This is a debate that's often had, especially in the business and the online marketing and entrepreneurship world. You see, a lot of people have this belief or argument that you don't need a coach. They're just trying to sell you something. You can watch YouTube videos. You can read books. And yeah, you can watch YouTube videos, and you can read books, and you can definitely learn things from there, but that's not the reason why you have a coach or a consultant or somebody to, you know, or even being involved in a mastermind, right? Here's why sure you can learn new things from them. And that's what everybody focuses on. They say, well, what am I going to learn? What am I going to learn? And well, you can learn a lot. That's not the single most compelling reason, the simple, most compelling reason. And I'll expand on this in a moment, is to have an outside non-emotional set of eyes.And let me paint a picture for you. I was recently watching a UFC fight, and I'm super into UFC, and I do jiu-jitsu, and you know, I've been trained in jiu-jitsu for years, so I'm just really into MMA. So I was watching Kamaru Usman versus Gilbert Burns. Now just to set the stage here, Kamara Usman is the welterweight champion. He has been for a while. He sort of a, you know, calculated. I don't want to say slow. He's a balanced fighter. He's not like going off the chain freaking out, you know, going super hard. He just a very smart fighter. And Gilbert Burns is the number one contender.He's very, very violent, very rapid, very fast flurries, brute force, speed, and strength. And that's how he's worked his way up. Now when they started fighting in the first and second round well, primarily the first round, Gilbert looked like he was really taken it to Usman. Like he was just his speed, his power. He, you know, it seemed like he was potentially on his way to a title. And he looked really good, and it looked like Usman was going to have some trouble. Well, when it was going back to his corner, again, his coach, who's not in the ring, he's not getting punched, his eye isn't swelled up. He's looking at the fight from an outside view. He sees the complete picture. He sees everything. Remember, you know, Kamaru, the fighter, is only seeing what's in front of his face.He's only seeing punches being thrown. He's right there. He doesn't see the whole picture. He doesn't see everything around him. He's focused on Gilbert. He's focused on his opponent, and he's getting kicked and punched and floored. It's not like he has time to think about things. You know, it's largely reaction at that point. And so he goes back to his corner, and his coach says, remember, your jab is why you're a champion. Use your jab, and he coaches him on using his jab. Now the jab is not what is normally considered the most sexiest or the most entertaining of techniques. It's a jab, right? When people think of a knockout, they think of a wild right or a hook or kick, or just a plethora of techniques that you normally see a flying knee, perhaps a plethora of techniques that you normally see that would end a fight.You very rarely hear people like, Oh, this is jabbing. You know, it's, it's, it's generally used by a lot of fighters to set things up, but it can be very dangerous if you, if you really, you don't know how to use it and, and don't get me wrong. I'm not a professional boxer. I'm not a professional MMA fighter. These are just things I know from being in that world and also being a fan for a long time. So he says that to him. So Usman comes back out, and he starts systematically using the jab, like really focusing on the and the entire pace and direction. The fight turns around. Gilbert gets stuck one after another here and there, and it starts slowing him down. And then he gets hit with a jab that puts him on his butt. And for the rest of round two, he's completely discombobulated.He is his entire attitudes change, all that, that speed and ferociousness and velocity that was looking like it was going to give Usman trouble, that was gone. And at one point, it looked like he was not going to make it out of the second round, all from a jab, from a jab. So he makes it out of the second round. The third round in, his coach, again, says to jab, focus on the jab. He comes out, same thing, jab, jab, jab, really messing Gilbert up. And then, finally, just 34 seconds into the third round, he hits him with a jab that just puts him on his butt, knocks him out. And they call the fight, and Usman retained his title from a jab.Now think about this for a second. Think about what this means. If his coach would not have seen what was happening and not coached him, and if Usman did not listen to his coach, that fight could have gone a completely different way. I'm going to tell you again, I'm not a professional fight caller, or I'm not a professional fighter, I'm an amateur fighter at best, but based on what was happening in that first round, if things would have continued to go that way, it definitely looked like he could have lost that. That's what I was assuming. I thought we were going to see a new champion, but when he came back in, he listened to his coach. He didn't do things wild and sexy. He jabbed, and he won.Now, here's why a coach has an, especially in business, a coach has the ability to see things without emotion, without all the head trash that you have in your brain. And this is why I have a coach. I have coaches. I have a speaking coach. I have an investment coach. And I always say a coach without a coach or consultant without a consultant is a hypocrite. You know, and here's the thing is when you're in your business, and I've said this a million times, it's way easier for me to help come up with marketing ideas or problem-solving with somebody else's business than with my business. Because when you try to come up with a solution to a problem to your business, you have your entire life to think about you have the history, all the emotional things that have happened in your entire life that have just caused you to have sort of a cloud over your thoughts and really close your eyes and think, think about the last problem that you had. Close your eyes for a second, and think of all the things that ran through your head when trying to solve that problem. Probably many of them didn't have a lot to do with that problem.Or they were feelings where they were emotions, or they were, you know, Oh, well, when I did this, that didn't work. Well, you know, I know, but then there's this, and there's just so much extra going on because it's your life, your business, your baby, your emotions that it's hard to make a clear decision, just like when you're in the ring. And you know, I've been in the ring before I've been to competitions. I've been at tournaments where I'm listening for my coach because maybe I don't see something. I'm right there. I've got sweat in my eyes. I've got, you know, somebody's on top of me or whatever. And just like those fighters, they can't see the full 30-foot view picture. But the coach in the room, in the corner, looking at the entire fight, he can, he or she can see all those things.And so when they coach you, it's because they have a different perspective. They have a much more logical and non-emotional perspective. They're not the ones that just got punched in the face. They don't have sweat in their sweat or blood in their eyes. They're not angry because the other guy talked trash in the middle of the fight. They have a clear head. And so in business, when we give advice, and we're the consultant, we're able to give advice without all that extra stuff in there clouding our vision. And when you receive advice, you're receiving it from somebody with a clear head who's already been there. Who's already done that and is able to coach you without letting that get in the way and cloud their judgment. And that's what it comes down to the cloud of judgment when you're in the stuff.And that's that metaphorical sweat is in your eyes. It clouds your judgment, and you need to have somebody there a second set of eyes that can give you the perspective that you need because their judgment is not clouded. It's the same thing for me, you know, I go to make an investment. I remember one time I got very emotional about this investment. It was an apartment building. I thought it was great. And when I had my investment advisor look at it, and he ran the numbers, and he's like, this is not great, at all. But I was so excited, and he's like, I know you want to own your first apartment building, but this is not a good investment. And so I listened to my coach, and I did not buy that. And then I ended up putting my money in something else a little bit later, and it produced very well with a lot less headache.So this is why you need a coach. If you're in business and you don't have a coach or a consultant, or you're at least not in a mastermind or something. You're just trying to do it on your own. It's you're doing yourself a disservice, a massive disservice, and I get it. You can read books, you can buy courses, understandable, and maybe there are some things that the coach will teach you that you didn't know. Or maybe you know everything. Maybe even that coach doesn't have anything new that they can necessarily teach you. But at the end of the day, that second set of eyes is worth its weight in gold.Now at getclients.com, we have a ton we can teach you. I mean, we've made it our life's work to master getting clients for course creators, consultants, mastermind owners, software creators, professional services, agencies. You know, we even have a client that we help who shoots high-end music videos. We help them get and close clients. I mean, if you need clients, that's what we help you do. And so there's a ton we can teach you. But more importantly, when you're in our group, we're able to give you that second set of eyes so that when you have blood and sweat in your eyes and the left eye's puffed up and it's almost closed, and you can barely see out of it. And the other guy is talking trash and, and things going to take your belt and he's kicking me in the face, and you're not thinking clearly we're here to give you that clear-headed direction and guidance on how to solve the problems in your business and grow your business. So that right there, I believe, is the single most compelling reason why everyone, including myself, needs a coach, if not multiple, just like fighters have multiple.So that said, you know, if you're interested, you can go to getclients.com. We have a ton of free information to help you decide if we're right to work with you. That includes my best-selling book, Digital Millionaire Secrets, you know, webinars, training that we have, you know, podcast episodes like this. Blog posts and YouTube videos and all that good stuff. So check out getclients.com, and you know, hopefully, we can help you. And even if you don't choose to work with us, choose to work with somebody. Get a coach so that you have that fresh set of eyes. I hope you enjoyed this episode, and I will see you in the next.

>>> CLICK HERE to Book Your FREE Strategy Call with my Team!! <<<----Have you ever heard the saying "Buyers are liars"?We have all been the buyer at one point in our lives, and most of the time, when we are faced with a larger purchase, we get uncomfortable. So we make excuses, and we "lie" about why we can't make the purchase.Why?We all work hard for our money, and we don't want to part with it! If you let those words dictate your belief, you will lose the sale. 99% of the time, when somebody says, "I don't have the money," it's just not true.Even if they initially believe that to be true, the potential client usually can and will find the money once you can show them how the investment makes sense for them.Don't let that "lie" be a reason you don't make a sale! Let me show you what to do instead.In this episode, I am going to cover:How to move forward with a sale even if the prospect says they have no moneyHow to reframe your thinking instead of losing the saleHow knowing the difference between selling and closing can help you make the sale 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! ;)  — SUBSCRIBE & FOLLOW — Subscribe to Dan’s YouTube ChannelFollow Dan on FacebookFollow Dan on InstagramFollow Dan on TwitterWant Dan’s Wall Street Journal bestselling book for FREE?Click here to get Digital Millionaire Secrets, FREE!Interested in having Dan’s team personally work with you to grow your business?Book a FREE Strategy Session here!Want to learn the 5 Keys to Scaling ANY Digital Product, Online Course, Coaching Offer, or Mastermind?Click here to watch the webinar now!Click here to Visit our Corporate Website: GetClients.com — TRANSCRIPT — In today's episode, I'm going to talk about why you must never believe your prospect has no money because they do.All right. One of the biggest issues I hear is, Oh, my clients, or my prospects, or my audience doesn't have the money. And look, this is just the biggest lie ever. It's a lie on your part. It's a lie on their part. Everybody's lying okay because that's just not true. And I could go through example after example.We've got a client named Bruce. He said that to me when he first came on as a client, and he said, "You know, I sell to musicians, but I only want to sell my stuff for like a couple of hundred bucks 'cause my audience doesn't have any money they're musicians." And you know, our response was, "Well, do you know why musicians don't have any money? Because they spend all of it on being a musician." The truth is everybody has money, or they can get it. It's just the way it is. We actually got him to raise his prices, like 10X his prices, and he's made hundreds of thousands of dollars with his offer to musicians. So, and it's not even like a make money offer or anything like that. And so, you know, that just goes to show you, but I digress.The point I'm trying to make here is when you're on a sales call or just when you're thinking about your audience, you cannot accept the fact that they say or that you think they have no money for two reasons.Number one, the second you believe they don't, you have lost the sale. So whether they do or they don't is completely irrelevant because if you believe they don't, then even if they do, you'll lose the sale. All right. That's number one.Number two. Let me tell you a quick story. This just happened to me the other day. I was online, and somebody messaged me, a guy named Jesse. He's been following me for years, literally years. Since I owned a bar like, I mean, this is like ancient history in Dan Henry land. He's like, "Man, I've been following you since he owned a bar," this and that. And I said, "Oh, that's cool, man." I remembered him because I remember him commenting on my posts like five years ago. And he's like, "You know, I've been thinking about your program," and I go, "Well, I'll tell you what, since you've been following me for so long, I'll take the call with you." So, and I'm not going to say his last name, 'cause I don't want to call him out like that. So we'll just say Jesse, say his first name.Great guy. Awesome, awesome, fun. Very nice guy. But you know, he gets on the phone, and he tells me that he owns a software and that his software is and I'll keep the specifics out for his privacy, but it's a software, it's a tool that teaches people how to create a specific type of business. And they use the software to facilitate that business. And so he says, "You know, I wanted to join your program cause I've been stuck. But you know, you doubled the price. You went from five grand, ten grand and, I've just, haven't been able to get over that." I said, "So how long have you been thinking about it?" He replies, "Oh, I've been thinking about it for a year. I just couldn't get over the fact that you raised it by five grand."I said, okay. And so I asked what he did, and he told me about the software, and I said, "Well, let me ask you a question. How much do you charge for this?" He says, "It's like 150 bucks a month." I'm like, "Holy moly, 150 bucks a month. I said, well, are your people getting any results?" And he said, "Yeah, one of my guys, one of the people we taught you know, last year they did a million dollars with their business, and they took home about two to two-fifty. I said, "Let me get this straight. You helped somebody make a net quarter-million dollars, 250 grand in a year, the first year. And you charged them 150 bucks a month?" And he's like, "Yeah." And I'm like, "Bro, no. You should be starting 10K for this. 10K per year, easy, easy, you know?"And he's like, "Wow. You know, I just can't get my brain around that." I'm like, "Kind of like how you can't get your brain around a measly $5,000 price increase for my program?" And he goes, "I guess so, man." You know, so I talked to him, I said, "Well, what's your revenue at?" And he tells me. His revenue's good, it's really good. He was like at six figures a month. And I said, "You know, bro, like you're at six figures a month, and you're number one, hemming and hawing over five or ten grand. Number two, you're even considering that versus my higher-level program, which is 55,000 per year. I don't understand, you know, how much have you spent in the past? How long have you been in business?"He says, "Oh, I've been in business for four years." I asked, "Well, how much have you spent on learning how to grow your business?" He says, "Oh, about 40 grand." I said, "40 grand? So you spent ten grand a year on growing your business and on learning great business." And he's like, "Yeah." I said, "Well, has it grown?" He replied, "Well, no, not really." Oh, shocking. And so I talked to him, and I got some more information. I said, "All right, look, I was going to sell you this $10,000 offer today." And he's like, "No, yeah, I want it. I want it. I got the money. I finally got it." I said, "No, no, no. If I sell you this $10,000 offer, I'm going to be enabling you. I mean, it's like your crack head, and I'm just giving you a crack rock. I mean, you're at six figures a month. You need higher-level help. So here's the deal. I'm going to sell you my $55,000 per year mastermind, or I'm gonna not sell you anything. Because if I sell you the 10K program, will it help you? Yes. But it'll also be enabling you to spend pennies on your business when you expect mountains of gold in return."And so, you know, again, this is a guy who literally took a year to get over the fact that there was a $5,000 increase. So you might be thinking, as a salesperson on the other end of the phone at this point, there's no way this guy's going to buy 55 grand, no way, no possible way. Right? Because he's hemming and hawing over five grand. And so he says, "ell, he says, I get what you're saying. So you could really teach me how to sell this for 10K?" I said, "Absolutely. This is what I do. Like, I've done this a million times over. I do this all the time, another day at the office. Absolutely." So he says, "Okay. Maybe if there was like a really good payment plan, but there's just absolutely no way I could pay the 55 K today." And I said, "Okay."And I, to be honest with you, when people say that to me, I don't even acknowledge it. I don't. I pretend you never said it because you're lying, okay. Buyers are liars. Okay. Buyers are liars. I'm a liar when I'm a buyer. If I go to buy a new car and somebody is like, well, you can get this one instead, but it's this much more. I'll probably say something like, oh, I don't have the money, which is total bull crap.I just don't want to spend it on that darn car. You know? And I don't want to admit that, that I just don't want to, you know. So all buyers are liars, and I'm not trying to say that my prospects are liars. I'm trying to say that all of us as human beings when we're presented with buying something, we immediately start lying. You know, because it's just such a weird thing to buy something and give a bunch of money to somebody, no matter what you're getting. And you just as a sort of knee-jerk reaction, you just start lying about stuff. It's an old saying in sales. Buyers are liars. You know, how do you know when a buyer's lying? When his lips are moving. You know, there's all these jokes. But the thing is, jokes aside, it's true.And so he says, you know, pay plan da, da, da. I said, "Listen, the reason why we have such high performers in this group, why everybody's at the utmost quality in this mastermind is that everybody sends a wire for 55 grand. There are no payment plans. There's no funding. You got the money, or you don't. I mean, I guess you could get funding, but the point is that you either have the money, or you don't. We don't do payment plans." And he goes, "Okay, I see." And I said, "Listen, you're going to be really mad when we raise it to a hundred grand because that's what we're doing. We're raising it from 55 to a hundred, not like in the next couple of weeks or anything, but it's happening this year. We're raising it to a hundred grand per year."And he goes, "Wow." You know, so he asked a few more questions. I tell him a few more concepts. I say, "Well, listen, you know do you hike?" And he says, "Well yeah, I used to," I said, "Okay, would you hike to the top of Mount Everest without a guide? Or would you hire a guide to take you up there to know the right path?" He says, "Oh, I would absolutely hire a guide." I said, "Well, why, why would you hire a guide?" He said, "Well, because if I don't, I'm probably going to fall. I'm probably going to go up the wrong area on the wrong path. I'm gonna fall and die." I said, "What makes you think that's any different with your business?"You know? And I just sorta go through a few of these beliefs, busting analogies, and all of a sudden out of nowhere. And again, this is the same guy that literally took a year to get over five grand. The same guy who said there, no way he could afford 55 today. No possible way. He goes, "Okay, I'm in." Not only does he say, okay, I'm in, but he literally wires the money 10 minutes later. I've never had somebody wire the money that fast. People usually take a day or two. You know, they go to the bank, yadda, yadda, yadda. My assistant Alice sent him the wire instructions. He must've done it online literally ten minutes later, and we received the wire. Ten minutes, that's the fastest anybody has ever wired money from the guy that said he didn't have any, couldn't afford it, and hemmed and hawed for a year over five grand.Now, what is the moral of the story? And keep in mind that this guy's awesome, right? He's a really nice guy. He's a great entrepreneur. He just had this one little sticking point around money and investing in himself. And I helped him get over it on the call. But the point is that buyers are liars. And if you sit there and you let what somebody says with their mouth dictate your belief, you will lose the sale. If somebody says, I don't have the money; you don't say to yourself, Oh, they don't have the money. I guess they can't make the sale. You say, how can I show this person that this investment makes sense for them? Because 99% of the time, when somebody says, I don't have the money, even if they think they don't have the money, they really do, or they could get access to it.You know, I often say, well, let me ask you a question. Let say the offer is ten grand. I say, if I give you a brand new Lamborghini for ten grand, would you buy it? Yeah. Would, could you get the money? Yeah, I would. Okay. So you can get the money for a fancy car, but you can't get the money for business coaching that you need to grow your business and take care of your family? Oh, you're right. See what I'm saying right there. Boom done. Okay?So the thing you have to understand is that you can't believe they don't have the money because if you do, you've lost your sale. And if you have a sales team, you can never let your sales team ever utter the words. They didn't have the money. They don't have it. I don't want to hear that. Okay? And maybe here and there, people actually don't have the money, right? Or maybe the logistics are too heavy for them to get or access the money, or maybe they have no credit, and that's fine. And those things do happen. But they're so rare compared to the people that say that they don't have the money and actually do have the money. They're a fraction of that. And so there's just no reason to even acknowledge that. That's a thing because you will immediately get in the mindset of, I don't need to make this sale because the person didn't have the money in the first place. Therefore it's an excuse not to close.But we got this guy in, and he wired the money, he's in, and I'm going to help him. He's got a great offer, a fantastic offer. I'm going to help him grow his business. I've actually helped some people grow similar businesses to his, so I knew I could get him results. And there you go. And so I look forward to helping him really skyrocket his business and raise his prices.So I hope this episode has helped you understand that when people say they don't have the money, 99% of the time, that's just not true. And you simply need to get them comfortable with making the investment. Remember, selling and closing are different. Selling is the art of persuading somebody to buy something. Closing is the art of helping someone to become comfortable with the idea of separating themselves from their money to purchase something they already want.So I hope this was helpful. And remember, if you need help growing your business, whether you're a professional, you're an accountant, a lawyer, you're a consultant. You sell an online course, a mastermind, a service, web design done for you, SEO agencies, tax planning. It doesn't matter what it is. If it's a service that enriches somebody else's life in some way, we can help you grow it. You can go to getclients.com and check us out. So hope this helped. And I'll see you in the next one.

>>> CLICK HERE to Book Your FREE Strategy Call with my Team!! <<<----Have you ever had a potential client ask to speak to an existing client or student?Trust me, I know it feels a bit insane to hear someone ask that question. There are two things you have to keep in mind here:First, understand there are a few simple reasons you hear that question.Second, know there are also some simple ways to answer this question without making your prospect feel uncomfortable or belittled.Remember, we are all prospects or potential clients at various times in our lives. If you handle this situation with empathy and tact, it’s almost a guarantee that you will end the call with a new client. Today, I want to share how I handle this objection with about a 99% success rate! In this episode, I am going to cover:What you need to understand about why your prospect is asking this questionHow you can reframe their question to help them see the illogical nature of this objectionWhat you can do to offer an extra level of comfort as they move forward with their purchase 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! ;)  — SUBSCRIBE & FOLLOW — Subscribe to Dan’s YouTube ChannelFollow Dan on FacebookFollow Dan on InstagramFollow Dan on TwitterWant Dan’s Wall Street Journal bestselling book for FREE?Click here to get Digital Millionaire Secrets, FREE!Interested in having Dan’s team personally work with you to grow your business?Book a FREE Strategy Session here!Want to learn the 5 Keys to Scaling ANY Digital Product, Online Course, Coaching Offer, or Mastermind?Click here to watch the webinar now!Click here to Visit our Corporate Website: GetClients.com — TRANSCRIPT — In today's episode, I'm going to be talking about insane objections, and this one is a doozy. Can I talk to one of your clients, or can I talk to one of your students before I buy? I'm going to cover why that's an insane objection in today's episode.All right. So every once in a while, I'm going to be doing some episodes on insane objections, and what are insane objections? They're objections that are well insane, insane in the membrane. Anyway, the point is that they're objections that I believe customers ask without really thinking it through, and they don't realize how silly the question or the objection is. And so what I'd like to do in today's episode is to go over the objection: Can I speak to one of your clients first, or if you sell like an education product, one of your students first before I buy. I hear this one a lot, and honestly, the way in which you handle it is pretty simple.So they asked that question, I said, "Well, you know, what do you expect to learn from talking to one of my clients?" And then they'll say, well, you know, whatever, it doesn't matter what they say.And so I say, "Okay, well, let me ask you a question. Before you booked a call today, you saw several testimonials from clients. These clients covered what you just said. They, you know, they said they got results. They said this. They said that are you concerned that these testimonials are not true, snd that's why you want to talk to the people in them?" And, you know, they'll either say, "Well, maybe, you know, blah, blah, blah," or, they'll say "No, no, no, no, no." And you know, during these questions about why they're asking this sometimes, a lot of the time, the client or the prospect will just say, "You know what? Nevermind," because they'll realize how silly of a question that is. It's just insane.And here's the real reason why, and I'll say this to the prospect, I'll say, let me ask you something, let's say you hire me and you become a client, and you pay me a lot of money to get you a result. And all of a sudden, I get you a result, which is what you paid for. And then every other day, I'm hitting you up saying, Hey, will you talk to this new client? Hey, will you talk to this new client? Hey, will you talk to this prospect? I mean, is that really what you're paying for? You know, it would that make you comfortable? Would you like to basically pay me for you to be a free sales rep for me when I need it?And you know, they'll say, well, well, you know, they either say no. And then again, they'll realize how, why it's an insane objection, or they'll say, well, I don't mind talking to, you know, some of your clients. I said, well, good, because we get about like six a day that we onboard. So, I mean, you want to talk to six people a day? Do you have time to talk to six people a day? Well, no. Okay.So again, I just keep asking these questions not, and you know, you use a nice, friendly tone of voice. You don't try to mock or belittle the prospect. But you make it, you know, you ask them, and you reframe the question in a way that shows them deep down without you saying it. Their question is kind of insane because who wants to do that? I mean, I would be, you know, I'd be pretty upset if I hired somebody to do something for me or teach me something. And then they constantly hit me up to, I mean, I don't mind if you hit me up for a testimony or a case study that that's fine because then you know, your prospects can see that and I don't have to talk to anybody, but if you're constantly asking me to get on the phone with your prospects, I'm going to be like, dude, like, that's not that wasn't the deal. Like I'm busy, you know?And so as you cycle through these questions, the prospect is saying to themselves, wow, this is pretty silly. Why would I ask that, and probably I'd say about 75% of the time they let it go. They just forget about it. Most objections fizzle. They fizzle out. And then they move on to whatever their next objection is, or they buy.Now, let's just say that you're in the 25% where they just won't let it go. They're like, well, you know, I just, that's just not how I work. That's just not how I buy things, because, you know, I need to talk to your client, you know? And they're just pressing it. Now we're starting to bleed into the area of maybe they're not the right client for you because, you know, if you drag them in, you have to drag them around. And I don't want to work with anybody that's, quite frankly, a pain in the butt. And if you're asking me to speak to one of my clients on the phone repeatedly, you just won't let up. Let's be honest. You're probably a pain in the butt. You really are. I mean, it's just, it is what it is. Cause I don't do that. You know, I mean, I don't nag my clients. So what I say is, listen, how about this? If you're concerned, and again, most of the time, when I say what I'm about to say that it fizzles out anyway, they let it go. They don't actually say, okay, I'm going to do that.But here's how, here's how we ended. I simply say I tell you what, you've seen the testimonials, you've seen the case studies, right? We normally have zero refunds. Like we don't give out refunds, but here's what I'll do for you. If you join today, right now, I'll let you in the client group, and you can go, and you can look at all the people that said all these amazing things, and you can network with them in our client group in our community. If you find that a single person, just one single person said something or gave a testimonial or gave a case study, and you find that that wasn't true. I will not only refund your money 100%, but I'll let you keep the program, or I'll let you keep the service, whatever, free of charge. I'm confident that everything you have seen has been 100% accurate. So does that sound good? Are you opposed to that?And then they'll say, Oh, you know, 99% of the time when you do that, they're like, okay, I get it. I don't need to talk to the client. Everything's legit, or it's not even that they think it's legit, to be quite honest with you. It's just them stalling. They're just trying to make a decision they're trying to, and here's the other thing you've got to guys got to understand. It may sound like in this episode, I'm a little bit harsh on the prospect, but to be quite honest with you, you do have to have a little empathy for the prospect because we're all prospects at times in our life. And when you give somebody else money, it doesn't matter how great the value is. It is an emotionally disturbing experience to give somebody money. It really is. I mean, you know, separating yourself from your money to get something you want is, is an emotionally disturbing experience.I wanted that yacht that I bought, a $2 million yacht. I wanted it, and I love it. I've been on it so many times. I love it. It's great, and you know, I knew that between the charters and the business events, and then the tax savings, and this has all come true, I basically get the yacht for free. And that's, that's, what's, that's what has happened. But even still, I wired $2 million when I bought that boat cash. Now I got a recapture loan on it, which we just closed on this week where I get most of that money back, and I put it into investments, and those investments pay for the maintenance on the boat.It's really cool. It's like, I got, I'll do another episode on this, but I basically made the boat pay for the boat just by knowing how to leverage the power of money. Anyway, the point is that initially, to buy the boat, I did have to buy it cash. And so even knowing all that, it was still emotionally disturbing to wire $2 million for a frickin boat, even though I knew all of those things, and it wasn't as emotionally disturbing as, like the first time I wired a $500,000 down payment from a house, that was really tough. But again, you know, you get used to it, but the point is that when you have a prospect on the phone, no matter how sold they are, it's still is ugh! Nobody likes to spend their money. So try to understand that, and know that a lot of the objections they give are not real. They're just sort of saying things cause they're uncomfortable. They want to get comfortable.And so again, by repeating back, you know, are you saying this, are you saying that, would this make sense to you? Would you like me to do this to you? Do you want me to call you every day? You know, it allows them to understand how silly the objection is. If it keeps going, then you simply say, well, look, I don't know what your concerns are whatever, but why don't you just buy and if you get in the group and there's a single person that lied or said something misleading and they tell you that, I'll refund you and you can keep the program, I'll put it in writing. And then it's like, you know, at that point, if they still have that objection, then it's a complete lie.Then it's just, they're just trying to get you off the phone or something, and you need to call them out on it. You say, listen, I've given you everything you've asked for. I'm not going to bother my clients. Just like I wouldn't bother you. I've told you I'd give you your money back. Let's be real here, dude, like, are you just saying this to get me off the phone? Like, if you're not interested, if you're not interested, just tell me I'll hang up the phone. You know what I mean? Or, you know, I'm not going to work with you because, honestly, we're already having friction on the phone here. Lord knows how much friction we'd have when we worked together. However you want to go from there, but 99% of the time, when I go through that process with somebody, it takes care of it.So I hope this was helpful. And again, if you, if you guys sell an online course, a coaching program, a mastermind, or a service. If you're an agency, a tax professional or an accountant or something like that. Any sort of professional service or product, information product, consulting, done for you professional service, my company, at getclients.com can definitely help you grow that business, adjust your offer, adjust your pricing, adjust your sales and marketing. And you can, of course, check us out and getclients.com, and we will help you grow, especially in the area of selling. So that's it. I hope you enjoyed this episode, and I'll see y'all in the next one.

>>> CLICK HERE to Book Your FREE Strategy Call with my Team!! <<<----Scaling your business is one of the most misunderstood things out there, quite frankly. People tend to think that scale is all about selling more, doing more advertising, more everything.The truth…It's much more complicated than you may think. Scaling actually starts with the processes and operations of your company.You scale by working through the bottlenecks and logistics. That's what prevents you from selling more while maintaining or improving the quality of the product and your reputation. There is so much more to scaling than people realize.So I'm going to break it down and focus on the core of what makes scaling difficult, especially when your business is in its early stages.    In this episode, I am going to cover:The Devil and The Food Truck and how this applies to your businessWhat you have to give up now to make more in the futureThe question to ask yourself before you get involved with another offer 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! ;)  — SUBSCRIBE & FOLLOW — Subscribe to Dan’s YouTube ChannelFollow Dan on FacebookFollow Dan on InstagramFollow Dan on TwitterWant Dan’s Wall Street Journal bestselling book for FREE?Click here to get Digital Millionaire Secrets, FREE!Interested in having Dan’s team personally work with you to grow your business?Book a FREE Strategy Session here!Want to learn the 5 Keys to Scaling ANY Digital Product, Online Course, Coaching Offer, or Mastermind?Click here to watch the webinar now!Click here to Visit our Corporate Website: GetClients.com — TRANSCRIPT — In today's episode, I'm going to talk about why scaling is the art of making decisions that cost you money now but make you money later.All right, everybody. Today I want to talk about why scaling your business is one of the most misunderstood things out there, quite frankly. People tend to think that scale is all about selling more and more and more and more and more and more advertising, more this, more that. And, you know, I could go on for hours about the actual logistics of scale and how, you know, I mean, we've done 20 million, you know, well, over $20 million and you know, very rarely do I say to myself, "Oh, I just can't make more money because of the advertising, or I just can't get more leads that just can't get more sales." It's never really that it's the processes and operations and the bottlenecks and the logistics that prevent more selling from happening in a way, which doesn't decrease the quality of your product or your reputation. And so there's much more complication to scaling than people realize.And it would be a very long conversation to get into it. But for me to simplify this for you, it's one core piece. And especially for those of you who are a bit newer in your business, scaling is the art of giving up money now to make more money later. Let me see if I can explain this with an analogy I call the devil and the food truck.So let's just say that you're in the middle of the desert, right? And the devil appears, and you know, you've been in this desert for weeks, no food, no water. You're literally about to just fall down and die of dehydration. You're walking around feeling like a piece of beef jerky. Okay. Devil appears. And he says, okay, you see way out there in the distance. You see that food truck, and, boom food truck appears. And he's like; there's a food truck all the way out there with, you know, water and food and, and it'll last you months. Plus, the truck has fuel in it. You can drive it out of the desert, get out of the desert. Okay. That's awesome. But then the devil says, listen, you've been hungry, starving, thirsty for days. And he makes a plate appear in front of you with like a porterhouse steak and big glass of and lemonade, maybe a beer, what have you just, you know, right there, right in front of your feet. Literally, your toes are touching the edge of the plate. And he says, it's going to take you about an hour to walk all the way down that desert and get in that food truck. And if you do get all the food in the food truck and get to drive it away.But if you stop to eat this meal that's in front of you right now, you're going to miss the food truck. What do you do? Now, some would say it's quite easy of an option to just walk, skip over the food that's in front of you, walk the hour and get in the food truck. But when you're hungry and you're thirsty, and literally all you can think about is food. And you feel like you're going to die if you don't eat or drink something. It's a lot more difficult. It's easier said than done to give up that food in front of you and make that hour walk to the food truck.And a lot of entrepreneurs, they a ton of entrepreneurs, they eat the food in front of them. And let me see if I can make you understand how this applies to you.Let's just say for a moment that you are focused on growing your business, and you sell a product, right? And somebody comes along and says, "Hey, I'd like to pay you to do this other thing. It's like, sort of outside of what you do," or "I'd like you to speak at this event." Or "I'd like to do a joint venture with you," or "I'd like you to become a partner in this other company." Now, if you're an experienced entrepreneur and you've been running companies for a while, and you've already scaled companies, you know, maybe you would be able to handle a situation like this a lot better than somebody who hasn't, but most people listening to this podcast right now, you're probably in the beginning of your entrepreneurial journey. And I can tell you that those opportunities, as great as they may sound, are absolutely the plate of food in front of you and your product, your long-term vision, is the food truck.I remember when I first got started, you know, I had a goal, I was going to create an online course, and I was going to sell it. And that was my goal. And a lot of time needed to go into me really figuring that out. And I ended up getting distracted quite a bit by people who, you know, wanted me to do this thing. Why don't we do that thing? Oh, well, Hey, I know you don't normally do this, Dan, but I'll pay you this to do that. Yeah. You know, and just all these things that were, may have made me money right then and there, like, so, Oh, here you go, here's money. But now that takes up time that could have gone towards me building that business that will long-term make a ton of money. And, you know, I eventually decided like I'm going to focus, period. And then I, you know, I grew an eight-figure company.I'll give you another example that happened recently for the past, I dunno, six months we've been diligently, diligently working on this new company that I'm starting called Plan Tomorrow. And we sell a really awesome and unique productivity planner called the Plan Tomorrow Daily Planner. And it is unlike any other planner you've seen it's. First of all, it feels higher quality than any planner I've ever held in my hands, but it's just, it's structured in a way for people that really want to get things done. And they don't want a complicated planner that they have to learn how to use. They can just get right to work. And it also comes with some productivity training, it comes with the free productivity class.So there's a lot that had to be done in that. We had to like develop, you know, a system for productivity. We had to design and write all the pages of the planner. We had to come up with like 90 something productivity tips that we put throughout the planner, sprinkled throughout the planner. We had to create a course that we give with the planner. I mean, just a lot of stuff, right? Now, those planners are only going to sell for, you know, they're going to be an under $40 product. So it's not like the margins are astronomical with that, but when you have an e-commerce company and a physical product that you build up, there's an exit play there. 'Cause I exited a software that I was a part-owner in, and that was great. I mean, there was, you know, you exit company, you can make a lot of money.And that's the weird thing about what I do. You know, I own basically a consulting company and I can't, I can't really sell it because it's me, right? But I can take all that cash, and I can dump it into creating companies that I can sell. And that's what I'm doing with this. So I spent, oh man, I'll probably a hundred grand creating this company so far. I haven't made a dime from it. I haven't sold a single planner. And that's mainly because my planners got stuck in customs, but I just heard that they finally got released, and they're arriving at our warehouse tomorrow. But the point here is that during all that time that I was building all that, I could've done other things. I could have done events. I could have done JVs. I could have built relationships that made me money. I could've done a lot of stuff, but it didn't. And there was money that was offered to me.There was money I could've made a lot more money than I made by not doing it, but I chose to instead of taking the plate of food in front of me, the money now, I chose to have some discipline and walk that hour to the food truck, because I'll tell you right now all that time, I spent really building this out and making it good, not just making it, oh, let me throw together a planner and sell it, no. This thing is legit, and a lot of people are excited about it. We have a huge waiting list. I'll probably sell out the first few days I launch it. I don't know, but you know, the point here is that in five years, if I build that company up to, you know, whatever, I mean eight figures, and I sell it for an eight-figure exit. You think I'm going to look back and go, Oh, I wish I didn't spend all that time laying the foundation, laying the groundwork, and focusing on that company. I wish I would have done that JV. I wish I would've spoken at that event. I wish I would've done it. No. You know what I mean?And so when you scale, whether it's scaling your company, whether it's expanding your company, whether it's creating a new company, whatever it is. There's no way to scale without giving up something right now. You're never going to get to the food truck unless you step over that plate of food and start heading straight forward. So next time you see an opportunity come along, I always ask myself, is this temporary money or is this permanent money?Permanent money is money that will bring in money constantly for years. Temporary money is a one-shot deal. So a live JV launch. It's why I don't, and everybody tries to get me on these JV launches. Oh, you know, it doesn't matter what it is. You know, Tony Robbins, Russell Brunson, this person, that person. Get in on the launch, get in on the launch. No. I'm not going to do it, man. I'm not. I'm busy doing my stuff. I'm just not going to get in.Now, if I personally use the product and I love the product, I might consider doing some sort of promotion. Or if there's an evergreen thing where I could make commissions off of it forever. And it's a tool or something I believe in, fine, maybe. But you know, Oh, we're doing this event, will you speak at it. I mean, I spoke at Funnel Hacking Live cause I knew that they're going to market that content for years. So it made sense. You know what I mean? But I've spoken at events before that I shook my head and went, why did I do this? You know?Anyway, so the point is that you really got to decide is what I'm going to do going to make me a little bit of money now, and that's it, or are these efforts going to pay off for years to come. And ultimately, regardless of either one, is this time that could be spent building something for the future? And that's where the discipline comes in. If you really want to scale to eight figures, it ain't ads. It's discipline. It ain't sales. It's discipline and its focus. Steve Jobs said focus is not about what you choose to do with your time. It's about what you choose not to do.So I just want you guys to think about that and remember that sometimes when you have a big vision, and you want to do big things, you have to give up the little things in order to make those big things happen. I hope you enjoy this episode, and I'll see you in the next one.