Dan's authenticity.

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

that have gone as far beyond my expectations

as Dan has so far.

- [Female Participant] How you keep five thousand people

around the world engaged for six hours at a time?

That is no small feat.

- [Announcer] Mr. Dan Lok!

(applause)

- You get some of the most powerful,

precision-ing methods and breakthrough business strategies.

A first time customer, at best,

is a good prospect, write it down.

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

that are literally going to be game changers

for your business if you apply them.

- [Female Participant] It's so special

to have such a good teacher.

So structured, so common sense,

and have the business acumen at the same time,

and the heart, oh my god.

(upbeat music)

(piano music)

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

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

they don't have to buy anything.

They'll only do so if you convince them

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

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

why do we project our own values on them?

Oh, they won't want to buy.

I was talking with one of the platform speakers

a few days ago because I was putting together PowerPoint.

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

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

He's got an offer

and I was telling him about this,

he said, "Oh, Dan."

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

His event's coming up.

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

"they probably won't go for the offer,

"it's too high of a price point."

I said, "Well, how do you know?"

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

Well, that's your own values.

That's your own projection, right?

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

But, you're not giving them a choice.

Because he was hesitant,

because I was asking him to bump the price

and put together a more valuable package.

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

to work with people.

I said, "Why don't you extend it,

"make it a minimum of one year.

"Better yet, two, three years.

"Let's say, one year, 12 months."

"Oh, Dan, I got to up my price,

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

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

Why do you project your own value

with they only want a three-month offer

when they maybe want a 12-month?

They are hungry, they want the 12-month.

But you're not offering it to them.

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

So he was very hesitant because a lot of fear.

I guess all he's been selling

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

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

Let's face it, anything significant in life,

three months aint going to do shit.

One year aint going to do shit.

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

one year to form a solid foundation, right?

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

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

"What's going on?"

Like, what's the ongoing relationship?

No, he's only thinking about three months.

Does that makes sense?

That's what I'm talking about.

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

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

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

it doesn't matter.

You've got to give them the option

because if you don't give them the option,

they can't act, right?

They don't know.

No one's forcing them to buy.

It is your job to give them a choice

but not make the decision for them.

Say it with me.

It is our job.

- [Audience] It is our job.

- To give them a choice.

- [Audience] To give them a choice.

- But not make the decision for them.

- [Audience] Not make the decision for them.

- You need to give them a choice.

You need to give them a choice.

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

whether they're capable of it,

is not you to judge,

because sometimes I made this mistake.

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

and I would judge.

I would think, "Oh, you know what,

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

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

Almost always I was wrong.

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

"She's like all gung-ho."

(tongue clicking)

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

not super excited, kicks ass."

Takes what I teach, just (imitates explosion)

to get to the next level, right?

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

not necessarily the most successful.

They one who makes a lot of noise,

because they spend all the time making the noise,

(audience chuckling)

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

That's what I'm talking about.

The ones who are kind of quiet,

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

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

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

What the fuck? (audience laughs)

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

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

The ones who sending you email all the time,

they're focusing on the wrong thing.

So, don't judge.

Do not judge.

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

when I sell the internet marketing package,

I had a man, okay, he's blind.

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

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

"Like, you can't read the screen.

"How can you build internet business

"when you can't see anything?"

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

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

"Can't get a job, can't read.

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

I still remember, it's like just yesterday.

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

because he can't see, right?

So, he needs someone, like someone like this,

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

Because he can't see where the table is.

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

he was asking me questions about the program,

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

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

Well, he went ahead and purchased the program.

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

So he is learning all the knowledge, right?

He's learning the copyrighting, because at the time

there was a copyright component.

He would do the copy through the words, right?

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

Launch a little business, making, you know,

not huge amount of money.

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

it's decent amount of money.

But that to him is life-changing.

But what if I would have judged,

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

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

Funny enough, because he can't see,

he's actually able to process information so fast.

His headline, when he just verbalize it,

it's fucking good.

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

It's all just learning.

He would listen to the word,

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

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

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

And the wife would type

and they would do this little business.

Isn't that amazing, right?

It's this type of thing.

So, write it down, don't judge.

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

Same thing with the closer.

Am I right?

Don't judge.

You don't know.

Remember what I said?

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