1 00:00:00,060 --> 00:00:02,480 if you're looking to generate more leads 2 00:00:02,480 --> 00:00:02,490 if you're looking to generate more leads 3 00:00:02,490 --> 00:00:04,789 if you're looking to generate more leads and you're looking to generate more 4 00:00:04,789 --> 00:00:04,799 and you're looking to generate more 5 00:00:04,799 --> 00:00:07,639 and you're looking to generate more sales then this is the most important 6 00:00:07,639 --> 00:00:07,649 sales then this is the most important 7 00:00:07,649 --> 00:00:09,470 sales then this is the most important video that you'll ever watch today I'm 8 00:00:09,470 --> 00:00:09,480 video that you'll ever watch today I'm 9 00:00:09,480 --> 00:00:11,660 video that you'll ever watch today I'm gonna give you three powerful strategies 10 00:00:11,660 --> 00:00:11,670 gonna give you three powerful strategies 11 00:00:11,670 --> 00:00:14,720 gonna give you three powerful strategies that I personally use to prospect 12 00:00:14,720 --> 00:00:14,730 that I personally use to prospect 13 00:00:14,730 --> 00:00:17,570 that I personally use to prospect without being pushy before I get into 14 00:00:17,570 --> 00:00:17,580 without being pushy before I get into 15 00:00:17,580 --> 00:00:20,570 without being pushy before I get into the strategies I want to share a little 16 00:00:20,570 --> 00:00:20,580 the strategies I want to share a little 17 00:00:20,580 --> 00:00:23,210 the strategies I want to share a little bit of my story with you and how I learn 18 00:00:23,210 --> 00:00:23,220 bit of my story with you and how I learn 19 00:00:23,220 --> 00:00:25,040 bit of my story with you and how I learn about prospecting and how some of these 20 00:00:25,040 --> 00:00:25,050 about prospecting and how some of these 21 00:00:25,050 --> 00:00:28,429 about prospecting and how some of these things work now in my early 20s I was a 22 00:00:28,429 --> 00:00:28,439 things work now in my early 20s I was a 23 00:00:28,439 --> 00:00:30,859 things work now in my early 20s I was a copywriter meaning I was writing coffee 24 00:00:30,859 --> 00:00:30,869 copywriter meaning I was writing coffee 25 00:00:30,869 --> 00:00:32,690 copywriter meaning I was writing coffee and sales pages and marketing 26 00:00:32,690 --> 00:00:32,700 and sales pages and marketing 27 00:00:32,700 --> 00:00:33,970 and sales pages and marketing literature's for companies entrepreneurs 28 00:00:33,970 --> 00:00:33,980 literature's for companies entrepreneurs 29 00:00:33,980 --> 00:00:36,620 literature's for companies entrepreneurs now in the beginning of my career I was 30 00:00:36,620 --> 00:00:36,630 now in the beginning of my career I was 31 00:00:36,630 --> 00:00:38,209 now in the beginning of my career I was trying to just like everybody else 32 00:00:38,209 --> 00:00:38,219 trying to just like everybody else 33 00:00:38,219 --> 00:00:40,010 trying to just like everybody else trying to get leads trying to get sales 34 00:00:40,010 --> 00:00:40,020 trying to get leads trying to get sales 35 00:00:40,020 --> 00:00:42,200 trying to get leads trying to get sales trying to get these clients and I had no 36 00:00:42,200 --> 00:00:42,210 trying to get these clients and I had no 37 00:00:42,210 --> 00:00:44,330 trying to get these clients and I had no way of doing it so a friend of mine who 38 00:00:44,330 --> 00:00:44,340 way of doing it so a friend of mine who 39 00:00:44,340 --> 00:00:46,910 way of doing it so a friend of mine who is not a successful entrepreneur told me 40 00:00:46,910 --> 00:00:46,920 is not a successful entrepreneur told me 41 00:00:46,920 --> 00:00:48,770 is not a successful entrepreneur told me hey you should just go call people man 42 00:00:48,770 --> 00:00:48,780 hey you should just go call people man 43 00:00:48,780 --> 00:00:51,380 hey you should just go call people man you got a you got a prospect smiling 44 00:00:51,380 --> 00:00:51,390 you got a you got a prospect smiling 45 00:00:51,390 --> 00:00:53,660 you got a you got a prospect smiling down and I said okay well let's smile 46 00:00:53,660 --> 00:00:53,670 down and I said okay well let's smile 47 00:00:53,670 --> 00:00:56,330 down and I said okay well let's smile and dial and he told me to call the 48 00:00:56,330 --> 00:00:56,340 and dial and he told me to call the 49 00:00:56,340 --> 00:00:58,160 and dial and he told me to call the people from the Yellow Pages and I did I 50 00:00:58,160 --> 00:00:58,170 people from the Yellow Pages and I did I 51 00:00:58,170 --> 00:01:00,200 people from the Yellow Pages and I did I open up the Yellow Pages I look at all 52 00:01:00,200 --> 00:01:00,210 open up the Yellow Pages I look at all 53 00:01:00,210 --> 00:01:02,060 open up the Yellow Pages I look at all these businesses and I called them and I 54 00:01:02,060 --> 00:01:02,070 these businesses and I called them and I 55 00:01:02,070 --> 00:01:03,590 these businesses and I called them and I say hey you know my name is Dan Locke I 56 00:01:03,590 --> 00:01:03,600 say hey you know my name is Dan Locke I 57 00:01:03,600 --> 00:01:06,050 say hey you know my name is Dan Locke I noticed you have an ad and at a time I 58 00:01:06,050 --> 00:01:06,060 noticed you have an ad and at a time I 59 00:01:06,060 --> 00:01:07,640 noticed you have an ad and at a time I didn't know anything about sales and 60 00:01:07,640 --> 00:01:07,650 didn't know anything about sales and 61 00:01:07,650 --> 00:01:09,170 didn't know anything about sales and closing so I have what's basically 62 00:01:09,170 --> 00:01:09,180 closing so I have what's basically 63 00:01:09,180 --> 00:01:11,270 closing so I have what's basically calling them and say hey I think you're 64 00:01:11,270 --> 00:01:11,280 calling them and say hey I think you're 65 00:01:11,280 --> 00:01:13,730 calling them and say hey I think you're AB is not very good I think I could do 66 00:01:13,730 --> 00:01:13,740 AB is not very good I think I could do 67 00:01:13,740 --> 00:01:15,230 AB is not very good I think I could do better you should you should hire me and 68 00:01:15,230 --> 00:01:15,240 better you should you should hire me and 69 00:01:15,240 --> 00:01:16,880 better you should you should hire me and they're like you stupid like [ __ ] off 70 00:01:16,880 --> 00:01:16,890 they're like you stupid like [ __ ] off 71 00:01:16,890 --> 00:01:19,210 they're like you stupid like [ __ ] off and they hung up right so I did about 72 00:01:19,210 --> 00:01:19,220 and they hung up right so I did about 73 00:01:19,220 --> 00:01:22,670 and they hung up right so I did about 500 calls and after about 500 calls I 74 00:01:22,670 --> 00:01:22,680 500 calls and after about 500 calls I 75 00:01:22,680 --> 00:01:26,090 500 calls and after about 500 calls I said to myself this kind of sucks right 76 00:01:26,090 --> 00:01:26,100 said to myself this kind of sucks right 77 00:01:26,100 --> 00:01:28,880 said to myself this kind of sucks right coke Alling people prospecting and 78 00:01:28,880 --> 00:01:28,890 coke Alling people prospecting and 79 00:01:28,890 --> 00:01:31,249 coke Alling people prospecting and getting the phone slam and people were 80 00:01:31,249 --> 00:01:31,259 getting the phone slam and people were 81 00:01:31,259 --> 00:01:33,350 getting the phone slam and people were jacking you and just [ __ ] on you all 82 00:01:33,350 --> 00:01:33,360 jacking you and just [ __ ] on you all 83 00:01:33,360 --> 00:01:36,080 jacking you and just [ __ ] on you all day and I'm like okay yeah if I could 84 00:01:36,080 --> 00:01:36,090 day and I'm like okay yeah if I could 85 00:01:36,090 --> 00:01:38,240 day and I'm like okay yeah if I could even get clients this way this is not 86 00:01:38,240 --> 00:01:38,250 even get clients this way this is not 87 00:01:38,250 --> 00:01:41,179 even get clients this way this is not very pleasant way of getting business so 88 00:01:41,179 --> 00:01:41,189 very pleasant way of getting business so 89 00:01:41,189 --> 00:01:44,179 very pleasant way of getting business so I asked myself the question what would I 90 00:01:44,179 --> 00:01:44,189 I asked myself the question what would I 91 00:01:44,189 --> 00:01:45,950 I asked myself the question what would I need to do so that I never have the 92 00:01:45,950 --> 00:01:45,960 need to do so that I never have the 93 00:01:45,960 --> 00:01:47,480 need to do so that I never have the prospect again 94 00:01:47,480 --> 00:01:47,490 prospect again 95 00:01:47,490 --> 00:01:50,060 prospect again and that question changed my life so 96 00:01:50,060 --> 00:01:50,070 and that question changed my life so 97 00:01:50,070 --> 00:01:52,370 and that question changed my life so instead of prospecting he's what I want 98 00:01:52,370 --> 00:01:52,380 instead of prospecting he's what I want 99 00:01:52,380 --> 00:01:53,690 instead of prospecting he's what I want you to do I wouldn't think of 100 00:01:53,690 --> 00:01:53,700 you to do I wouldn't think of 101 00:01:53,700 --> 00:01:56,240 you to do I wouldn't think of positioning instead of prospecting you 102 00:01:56,240 --> 00:01:56,250 positioning instead of prospecting you 103 00:01:56,250 --> 00:01:57,890 positioning instead of prospecting you see most salespeople they go out there 104 00:01:57,890 --> 00:01:57,900 see most salespeople they go out there 105 00:01:57,900 --> 00:01:59,180 see most salespeople they go out there and you want a prospect let me get the 106 00:01:59,180 --> 00:01:59,190 and you want a prospect let me get the 107 00:01:59,190 --> 00:02:01,730 and you want a prospect let me get the leads man let let me smile and down I'm 108 00:02:01,730 --> 00:02:01,740 leads man let let me smile and down I'm 109 00:02:01,740 --> 00:02:04,219 leads man let let me smile and down I'm telling you after you Dow five hundred 110 00:02:04,219 --> 00:02:04,229 telling you after you Dow five hundred 111 00:02:04,229 --> 00:02:05,840 telling you after you Dow five hundred thousand calls you're not smiling no 112 00:02:05,840 --> 00:02:05,850 thousand calls you're not smiling no 113 00:02:05,850 --> 00:02:08,210 thousand calls you're not smiling no more I wasn't smiling for sure now for 114 00:02:08,210 --> 00:02:08,220 more I wasn't smiling for sure now for 115 00:02:08,220 --> 00:02:10,550 more I wasn't smiling for sure now for some businesses maybe that's what you 116 00:02:10,550 --> 00:02:10,560 some businesses maybe that's what you 117 00:02:10,560 --> 00:02:12,050 some businesses maybe that's what you need to do you need to a lot of cold 118 00:02:12,050 --> 00:02:12,060 need to do you need to a lot of cold 119 00:02:12,060 --> 00:02:14,000 need to do you need to a lot of cold calling prospecting I'm just saying 120 00:02:14,000 --> 00:02:14,010 calling prospecting I'm just saying 121 00:02:14,010 --> 00:02:16,250 calling prospecting I'm just saying that's not what I have done to build my 122 00:02:16,250 --> 00:02:16,260 that's not what I have done to build my 123 00:02:16,260 --> 00:02:18,759 that's not what I have done to build my career so instead of prospecting 124 00:02:18,759 --> 00:02:18,769 career so instead of prospecting 125 00:02:18,769 --> 00:02:21,710 career so instead of prospecting positioning let me give you an example I 126 00:02:21,710 --> 00:02:21,720 positioning let me give you an example I 127 00:02:21,720 --> 00:02:24,050 positioning let me give you an example I want you to picture this think of 128 00:02:24,050 --> 00:02:24,060 want you to picture this think of 129 00:02:24,060 --> 00:02:26,150 want you to picture this think of prospecting it's like you're going out 130 00:02:26,150 --> 00:02:26,160 prospecting it's like you're going out 131 00:02:26,160 --> 00:02:29,090 prospecting it's like you're going out there you are fishing but you're using a 132 00:02:29,090 --> 00:02:29,100 there you are fishing but you're using a 133 00:02:29,100 --> 00:02:32,000 there you are fishing but you're using a like a spear right you're hunting so 134 00:02:32,000 --> 00:02:32,010 like a spear right you're hunting so 135 00:02:32,010 --> 00:02:33,860 like a spear right you're hunting so you're looking into the water right and 136 00:02:33,860 --> 00:02:33,870 you're looking into the water right and 137 00:02:33,870 --> 00:02:35,960 you're looking into the water right and water it's like this deep and you see a 138 00:02:35,960 --> 00:02:35,970 water it's like this deep and you see a 139 00:02:35,970 --> 00:02:37,850 water it's like this deep and you see a little fish and try to like you know 140 00:02:37,850 --> 00:02:37,860 little fish and try to like you know 141 00:02:37,860 --> 00:02:39,770 little fish and try to like you know just step on it and try to end and the 142 00:02:39,770 --> 00:02:39,780 just step on it and try to end and the 143 00:02:39,780 --> 00:02:41,509 just step on it and try to end and the fish gets away anyway anyway he's 144 00:02:41,509 --> 00:02:41,519 fish gets away anyway anyway he's 145 00:02:41,519 --> 00:02:43,640 fish gets away anyway anyway he's another fish who I try to get that that 146 00:02:43,640 --> 00:02:43,650 another fish who I try to get that that 147 00:02:43,650 --> 00:02:46,750 another fish who I try to get that that prospect now positioning it different 148 00:02:46,750 --> 00:02:46,760 prospect now positioning it different 149 00:02:46,760 --> 00:02:48,710 prospect now positioning it different positioning is how can you have people 150 00:02:48,710 --> 00:02:48,720 positioning is how can you have people 151 00:02:48,720 --> 00:02:50,229 positioning is how can you have people come to you as if you're chasing them 152 00:02:50,229 --> 00:02:50,239 come to you as if you're chasing them 153 00:02:50,239 --> 00:02:53,720 come to you as if you're chasing them how can you have people want to do 154 00:02:53,720 --> 00:02:53,730 how can you have people want to do 155 00:02:53,730 --> 00:02:56,030 how can you have people want to do business with you call you instead of 156 00:02:56,030 --> 00:02:56,040 business with you call you instead of 157 00:02:56,040 --> 00:02:58,100 business with you call you instead of you calling them so you're not chasing 158 00:02:58,100 --> 00:02:58,110 you calling them so you're not chasing 159 00:02:58,110 --> 00:03:00,340 you calling them so you're not chasing them but you become the chase so 160 00:03:00,340 --> 00:03:00,350 them but you become the chase so 161 00:03:00,350 --> 00:03:02,960 them but you become the chase so positioning I think of that as fishing 162 00:03:02,960 --> 00:03:02,970 positioning I think of that as fishing 163 00:03:02,970 --> 00:03:05,240 positioning I think of that as fishing with a net instead of trying to uses 164 00:03:05,240 --> 00:03:05,250 with a net instead of trying to uses 165 00:03:05,250 --> 00:03:07,970 with a net instead of trying to uses like old-school spear which from time to 166 00:03:07,970 --> 00:03:07,980 like old-school spear which from time to 167 00:03:07,980 --> 00:03:10,039 like old-school spear which from time to time you do catch some fish that's a 168 00:03:10,039 --> 00:03:10,049 time you do catch some fish that's a 169 00:03:10,049 --> 00:03:12,020 time you do catch some fish that's a problem from time to time you do catch a 170 00:03:12,020 --> 00:03:12,030 problem from time to time you do catch a 171 00:03:12,030 --> 00:03:14,120 problem from time to time you do catch a fish you don't go hungry but at the same 172 00:03:14,120 --> 00:03:14,130 fish you don't go hungry but at the same 173 00:03:14,130 --> 00:03:15,289 fish you don't go hungry but at the same time you don't create a lot of wealth 174 00:03:15,289 --> 00:03:15,299 time you don't create a lot of wealth 175 00:03:15,299 --> 00:03:17,180 time you don't create a lot of wealth either you make a lot of money but 176 00:03:17,180 --> 00:03:17,190 either you make a lot of money but 177 00:03:17,190 --> 00:03:19,400 either you make a lot of money but positioning now I'm fishing with a net I 178 00:03:19,400 --> 00:03:19,410 positioning now I'm fishing with a net I 179 00:03:19,410 --> 00:03:23,330 positioning now I'm fishing with a net I have my bait right out there now with 180 00:03:23,330 --> 00:03:23,340 have my bait right out there now with 181 00:03:23,340 --> 00:03:27,380 have my bait right out there now with one hook multiple hooks multiple fish 182 00:03:27,380 --> 00:03:27,390 one hook multiple hooks multiple fish 183 00:03:27,390 --> 00:03:30,099 one hook multiple hooks multiple fish bones and I just wait when the prospect 184 00:03:30,099 --> 00:03:30,109 bones and I just wait when the prospect 185 00:03:30,109 --> 00:03:33,410 bones and I just wait when the prospect bites on the bait and I say okay but not 186 00:03:33,410 --> 00:03:33,420 bites on the bait and I say okay but not 187 00:03:33,420 --> 00:03:34,340 bites on the bait and I say okay but not you see if you know anything about 188 00:03:34,340 --> 00:03:34,350 you see if you know anything about 189 00:03:34,350 --> 00:03:36,050 you see if you know anything about fishing you don't just like reel them in 190 00:03:36,050 --> 00:03:36,060 fishing you don't just like reel them in 191 00:03:36,060 --> 00:03:40,009 fishing you don't just like reel them in no you wait you wait the fish bites on 192 00:03:40,009 --> 00:03:40,019 no you wait you wait the fish bites on 193 00:03:40,019 --> 00:03:41,599 no you wait you wait the fish bites on the bait and then okay here we go 194 00:03:41,599 --> 00:03:41,609 the bait and then okay here we go 195 00:03:41,609 --> 00:03:43,400 the bait and then okay here we go now we can do business I don't want to 196 00:03:43,400 --> 00:03:43,410 now we can do business I don't want to 197 00:03:43,410 --> 00:03:46,130 now we can do business I don't want to talk to anybody unless I know they are 198 00:03:46,130 --> 00:03:46,140 talk to anybody unless I know they are 199 00:03:46,140 --> 00:03:48,800 talk to anybody unless I know they are properly qualified that there is a need 200 00:03:48,800 --> 00:03:48,810 properly qualified that there is a need 201 00:03:48,810 --> 00:03:51,890 properly qualified that there is a need there is a reason for you and I to do 202 00:03:51,890 --> 00:03:51,900 there is a reason for you and I to do 203 00:03:51,900 --> 00:03:54,170 there is a reason for you and I to do business that's how I do it let me give 204 00:03:54,170 --> 00:03:54,180 business that's how I do it let me give 205 00:03:54,180 --> 00:03:57,600 business that's how I do it let me give you an other example how this works in 206 00:03:57,600 --> 00:03:57,610 you an other example how this works in 207 00:03:57,610 --> 00:04:01,260 you an other example how this works in life okay I have a dentist that I go to 208 00:04:01,260 --> 00:04:01,270 life okay I have a dentist that I go to 209 00:04:01,270 --> 00:04:03,240 life okay I have a dentist that I go to both Jenny and I my wife we go to this 210 00:04:03,240 --> 00:04:03,250 both Jenny and I my wife we go to this 211 00:04:03,250 --> 00:04:05,010 both Jenny and I my wife we go to this dentist and he's one of the most 212 00:04:05,010 --> 00:04:05,020 dentist and he's one of the most 213 00:04:05,020 --> 00:04:07,740 dentist and he's one of the most expensive dentists in my city he 214 00:04:07,740 --> 00:04:07,750 expensive dentists in my city he 215 00:04:07,750 --> 00:04:09,540 expensive dentists in my city he actually teaches as a professor at 216 00:04:09,540 --> 00:04:09,550 actually teaches as a professor at 217 00:04:09,550 --> 00:04:12,000 actually teaches as a professor at University of British Columbia so he 218 00:04:12,000 --> 00:04:12,010 University of British Columbia so he 219 00:04:12,010 --> 00:04:14,310 University of British Columbia so he teaches other dentists so like a PhD 220 00:04:14,310 --> 00:04:14,320 teaches other dentists so like a PhD 221 00:04:14,320 --> 00:04:16,020 teaches other dentists so like a PhD dentists right let me tell you about 222 00:04:16,020 --> 00:04:16,030 dentists right let me tell you about 223 00:04:16,030 --> 00:04:18,030 dentists right let me tell you about this dentists first of all he's the most 224 00:04:18,030 --> 00:04:18,040 this dentists first of all he's the most 225 00:04:18,040 --> 00:04:20,460 this dentists first of all he's the most expensive and every time of the make an 226 00:04:20,460 --> 00:04:20,470 expensive and every time of the make an 227 00:04:20,470 --> 00:04:22,560 expensive and every time of the make an appointment I have to do it three months 228 00:04:22,560 --> 00:04:22,570 appointment I have to do it three months 229 00:04:22,570 --> 00:04:25,800 appointment I have to do it three months in advance three months in event after 230 00:04:25,800 --> 00:04:25,810 in advance three months in event after 231 00:04:25,810 --> 00:04:27,780 in advance three months in event after make an appointment with the dentist and 232 00:04:27,780 --> 00:04:27,790 make an appointment with the dentist and 233 00:04:27,790 --> 00:04:29,909 make an appointment with the dentist and when I go to the office let me tell you 234 00:04:29,909 --> 00:04:29,919 when I go to the office let me tell you 235 00:04:29,919 --> 00:04:33,300 when I go to the office let me tell you this I I don't dare to show up late 236 00:04:33,300 --> 00:04:33,310 this I I don't dare to show up late 237 00:04:33,310 --> 00:04:35,730 this I I don't dare to show up late because what what happens is he's so 238 00:04:35,730 --> 00:04:35,740 because what what happens is he's so 239 00:04:35,740 --> 00:04:37,650 because what what happens is he's so booked in so fully booked if you're like 240 00:04:37,650 --> 00:04:37,660 booked in so fully booked if you're like 241 00:04:37,660 --> 00:04:39,210 booked in so fully booked if you're like 15 20 minutes late 242 00:04:39,210 --> 00:04:39,220 15 20 minutes late 243 00:04:39,220 --> 00:04:41,460 15 20 minutes late your appointment is gone the next person 244 00:04:41,460 --> 00:04:41,470 your appointment is gone the next person 245 00:04:41,470 --> 00:04:44,730 your appointment is gone the next person comes in also what happens is the whole 246 00:04:44,730 --> 00:04:44,740 comes in also what happens is the whole 247 00:04:44,740 --> 00:04:46,710 comes in also what happens is the whole experience my go to the dental office I 248 00:04:46,710 --> 00:04:46,720 experience my go to the dental office I 249 00:04:46,720 --> 00:04:50,220 experience my go to the dental office I sit there I wait or the dentist and then 250 00:04:50,220 --> 00:04:50,230 sit there I wait or the dentist and then 251 00:04:50,230 --> 00:04:51,600 sit there I wait or the dentist and then the assistant would bring me to that 252 00:04:51,600 --> 00:04:51,610 the assistant would bring me to that 253 00:04:51,610 --> 00:04:54,150 the assistant would bring me to that chair right and you lie down when I'm he 254 00:04:54,150 --> 00:04:54,160 chair right and you lie down when I'm he 255 00:04:54,160 --> 00:04:56,820 chair right and you lie down when I'm he like that and I just wait and then after 256 00:04:56,820 --> 00:04:56,830 like that and I just wait and then after 257 00:04:56,830 --> 00:04:58,530 like that and I just wait and then after this isn't that's all the pre-work then 258 00:04:58,530 --> 00:04:58,540 this isn't that's all the pre-work then 259 00:04:58,540 --> 00:05:00,690 this isn't that's all the pre-work then the dentist comes here okay here's 260 00:05:00,690 --> 00:05:00,700 the dentist comes here okay here's 261 00:05:00,700 --> 00:05:02,280 the dentist comes here okay here's what's going on and he would do is maybe 262 00:05:02,280 --> 00:05:02,290 what's going on and he would do is maybe 263 00:05:02,290 --> 00:05:03,960 what's going on and he would do is maybe whatever procedure he needs to do will 264 00:05:03,960 --> 00:05:03,970 whatever procedure he needs to do will 265 00:05:03,970 --> 00:05:05,610 whatever procedure he needs to do will be cleaning or maybe he would just 266 00:05:05,610 --> 00:05:05,620 be cleaning or maybe he would just 267 00:05:05,620 --> 00:05:08,010 be cleaning or maybe he would just instructor the assistant to do the 268 00:05:08,010 --> 00:05:08,020 instructor the assistant to do the 269 00:05:08,020 --> 00:05:10,920 instructor the assistant to do the cleaning and that is yeah now let me ask 270 00:05:10,920 --> 00:05:10,930 cleaning and that is yeah now let me ask 271 00:05:10,930 --> 00:05:13,409 cleaning and that is yeah now let me ask you this that dentist 272 00:05:13,409 --> 00:05:13,419 you this that dentist 273 00:05:13,419 --> 00:05:17,820 you this that dentist do I dare to just drop in to see the 274 00:05:17,820 --> 00:05:17,830 do I dare to just drop in to see the 275 00:05:17,830 --> 00:05:18,360 do I dare to just drop in to see the dentist 276 00:05:18,360 --> 00:05:18,370 dentist 277 00:05:18,370 --> 00:05:22,500 dentist no do I dare to missed appointment no do 278 00:05:22,500 --> 00:05:22,510 no do I dare to missed appointment no do 279 00:05:22,510 --> 00:05:25,850 no do I dare to missed appointment no do I dare to show up late no see that's 280 00:05:25,850 --> 00:05:25,860 I dare to show up late no see that's 281 00:05:25,860 --> 00:05:29,100 I dare to show up late no see that's positioning that it's positioning as a 282 00:05:29,100 --> 00:05:29,110 positioning that it's positioning as a 283 00:05:29,110 --> 00:05:31,260 positioning that it's positioning as a Sales Professional you got to think 284 00:05:31,260 --> 00:05:31,270 Sales Professional you got to think 285 00:05:31,270 --> 00:05:33,840 Sales Professional you got to think about well what do I need to do so that 286 00:05:33,840 --> 00:05:33,850 about well what do I need to do so that 287 00:05:33,850 --> 00:05:36,120 about well what do I need to do so that my prospects would come to me I don't 288 00:05:36,120 --> 00:05:36,130 my prospects would come to me I don't 289 00:05:36,130 --> 00:05:38,640 my prospects would come to me I don't have to keep chasing prospects that's 290 00:05:38,640 --> 00:05:38,650 have to keep chasing prospects that's 291 00:05:38,650 --> 00:05:40,560 have to keep chasing prospects that's the perfect example how can you be dead 292 00:05:40,560 --> 00:05:40,570 the perfect example how can you be dead 293 00:05:40,570 --> 00:05:42,960 the perfect example how can you be dead dentist in your industry now I'm gonna 294 00:05:42,960 --> 00:05:42,970 dentist in your industry now I'm gonna 295 00:05:42,970 --> 00:05:45,960 dentist in your industry now I'm gonna give you three powerful strategies the 296 00:05:45,960 --> 00:05:45,970 give you three powerful strategies the 297 00:05:45,970 --> 00:05:50,600 give you three powerful strategies the three P's of positioning the first P is 298 00:05:50,600 --> 00:05:50,610 three P's of positioning the first P is 299 00:05:50,610 --> 00:05:53,580 three P's of positioning the first P is publishing you see in my early 20s I 300 00:05:53,580 --> 00:05:53,590 publishing you see in my early 20s I 301 00:05:53,590 --> 00:05:55,200 publishing you see in my early 20s I learned that prospecting sucks I don't 302 00:05:55,200 --> 00:05:55,210 learned that prospecting sucks I don't 303 00:05:55,210 --> 00:05:56,730 learned that prospecting sucks I don't want to cold call people I want people 304 00:05:56,730 --> 00:05:56,740 want to cold call people I want people 305 00:05:56,740 --> 00:05:58,860 want to cold call people I want people to come to me so I ask the question how 306 00:05:58,860 --> 00:05:58,870 to come to me so I ask the question how 307 00:05:58,870 --> 00:06:01,350 to come to me so I ask the question how do I differentiate myself what do I need 308 00:06:01,350 --> 00:06:01,360 do I differentiate myself what do I need 309 00:06:01,360 --> 00:06:03,870 do I differentiate myself what do I need to do so the first thing that I noticed 310 00:06:03,870 --> 00:06:03,880 to do so the first thing that I noticed 311 00:06:03,880 --> 00:06:06,270 to do so the first thing that I noticed all my business failures I started to 312 00:06:06,270 --> 00:06:06,280 all my business failures I started to 313 00:06:06,280 --> 00:06:08,250 all my business failures I started to fail at thirteen businesses before 314 00:06:08,250 --> 00:06:08,260 fail at thirteen businesses before 315 00:06:08,260 --> 00:06:10,140 fail at thirteen businesses before having my first success and that 316 00:06:10,140 --> 00:06:10,150 having my first success and that 317 00:06:10,150 --> 00:06:11,220 having my first success and that cooperating business 318 00:06:11,220 --> 00:06:11,230 cooperating business 319 00:06:11,230 --> 00:06:13,740 cooperating business was my first success previously every 320 00:06:13,740 --> 00:06:13,750 was my first success previously every 321 00:06:13,750 --> 00:06:16,980 was my first success previously every single business that I had I had printed 322 00:06:16,980 --> 00:06:16,990 single business that I had I had printed 323 00:06:16,990 --> 00:06:19,230 single business that I had I had printed mrs. cotton yes you know what I'm 324 00:06:19,230 --> 00:06:19,240 mrs. cotton yes you know what I'm 325 00:06:19,240 --> 00:06:20,130 mrs. cotton yes you know what I'm talking about 326 00:06:20,130 --> 00:06:20,140 talking about 327 00:06:20,140 --> 00:06:22,560 talking about mrs. cards the ones you meet with people 328 00:06:22,560 --> 00:06:22,570 mrs. cards the ones you meet with people 329 00:06:22,570 --> 00:06:24,000 mrs. cards the ones you meet with people and you collect and install in the trash 330 00:06:24,000 --> 00:06:24,010 and you collect and install in the trash 331 00:06:24,010 --> 00:06:26,400 and you collect and install in the trash can that's what I'm talking about so I 332 00:06:26,400 --> 00:06:26,410 can that's what I'm talking about so I 333 00:06:26,410 --> 00:06:27,960 can that's what I'm talking about so I thought you know what I'm not gonna have 334 00:06:27,960 --> 00:06:27,970 thought you know what I'm not gonna have 335 00:06:27,970 --> 00:06:29,700 thought you know what I'm not gonna have a good stock instead I'm gonna have a 336 00:06:29,700 --> 00:06:29,710 a good stock instead I'm gonna have a 337 00:06:29,710 --> 00:06:31,830 a good stock instead I'm gonna have a book because everyone throws that way 338 00:06:31,830 --> 00:06:31,840 book because everyone throws that way 339 00:06:31,840 --> 00:06:33,270 book because everyone throws that way this is caught no one throws away a book 340 00:06:33,270 --> 00:06:33,280 this is caught no one throws away a book 341 00:06:33,280 --> 00:06:35,730 this is caught no one throws away a book so I'll publish the book and I'm not 342 00:06:35,730 --> 00:06:35,740 so I'll publish the book and I'm not 343 00:06:35,740 --> 00:06:37,620 so I'll publish the book and I'm not proud of the book it's a horrible book 344 00:06:37,620 --> 00:06:37,630 proud of the book it's a horrible book 345 00:06:37,630 --> 00:06:40,050 proud of the book it's a horrible book it's a book that if you can find out 346 00:06:40,050 --> 00:06:40,060 it's a book that if you can find out 347 00:06:40,060 --> 00:06:41,610 it's a book that if you can find out eBay please let me know I will buy it 348 00:06:41,610 --> 00:06:41,620 eBay please let me know I will buy it 349 00:06:41,620 --> 00:06:43,830 eBay please let me know I will buy it back from you right but I did my first 350 00:06:43,830 --> 00:06:43,840 back from you right but I did my first 351 00:06:43,840 --> 00:06:45,600 back from you right but I did my first book I self-published I did it all wrong 352 00:06:45,600 --> 00:06:45,610 book I self-published I did it all wrong 353 00:06:45,610 --> 00:06:48,030 book I self-published I did it all wrong he had grammatical errors the cover was 354 00:06:48,030 --> 00:06:48,040 he had grammatical errors the cover was 355 00:06:48,040 --> 00:06:50,430 he had grammatical errors the cover was done all wrong he had no graphics all of 356 00:06:50,430 --> 00:06:50,440 done all wrong he had no graphics all of 357 00:06:50,440 --> 00:06:52,500 done all wrong he had no graphics all of that is like my worst book that I've 358 00:06:52,500 --> 00:06:52,510 that is like my worst book that I've 359 00:06:52,510 --> 00:06:54,690 that is like my worst book that I've ever written but it's still positioned 360 00:06:54,690 --> 00:06:54,700 ever written but it's still positioned 361 00:06:54,700 --> 00:06:57,150 ever written but it's still positioned me properly I remember I was traveling I 362 00:06:57,150 --> 00:06:57,160 me properly I remember I was traveling I 363 00:06:57,160 --> 00:06:59,640 me properly I remember I was traveling I was on a plane traveling to us and 364 00:06:59,640 --> 00:06:59,650 was on a plane traveling to us and 365 00:06:59,650 --> 00:07:02,490 was on a plane traveling to us and sitting next to me was a gentleman and I 366 00:07:02,490 --> 00:07:02,500 sitting next to me was a gentleman and I 367 00:07:02,500 --> 00:07:03,600 sitting next to me was a gentleman and I was talking with him 368 00:07:03,600 --> 00:07:03,610 was talking with him 369 00:07:03,610 --> 00:07:04,950 was talking with him it's business man and we're just talking 370 00:07:04,950 --> 00:07:04,960 it's business man and we're just talking 371 00:07:04,960 --> 00:07:06,390 it's business man and we're just talking about what we do and things like that I 372 00:07:06,390 --> 00:07:06,400 about what we do and things like that I 373 00:07:06,400 --> 00:07:07,410 about what we do and things like that I was telling about a little bit about 374 00:07:07,410 --> 00:07:07,420 was telling about a little bit about 375 00:07:07,420 --> 00:07:09,390 was telling about a little bit about what I do as a copywriter and he said 376 00:07:09,390 --> 00:07:09,400 what I do as a copywriter and he said 377 00:07:09,400 --> 00:07:10,830 what I do as a copywriter and he said well you know Dan that sounds very good 378 00:07:10,830 --> 00:07:10,840 well you know Dan that sounds very good 379 00:07:10,840 --> 00:07:12,180 well you know Dan that sounds very good you know you sound like a very bright 380 00:07:12,180 --> 00:07:12,190 you know you sound like a very bright 381 00:07:12,190 --> 00:07:13,560 you know you sound like a very bright young man you know doing a business card 382 00:07:13,560 --> 00:07:13,570 young man you know doing a business card 383 00:07:13,570 --> 00:07:15,870 young man you know doing a business card I said you know what I don't have a 384 00:07:15,870 --> 00:07:15,880 I said you know what I don't have a 385 00:07:15,880 --> 00:07:18,390 I said you know what I don't have a business card however I reach into my 386 00:07:18,390 --> 00:07:18,400 business card however I reach into my 387 00:07:18,400 --> 00:07:21,720 business card however I reach into my briefcase and pulled out a book alright 388 00:07:21,720 --> 00:07:21,730 briefcase and pulled out a book alright 389 00:07:21,730 --> 00:07:24,060 briefcase and pulled out a book alright so I have a book and you should see his 390 00:07:24,060 --> 00:07:24,070 so I have a book and you should see his 391 00:07:24,070 --> 00:07:27,270 so I have a book and you should see his reaction his jaw dropped to the ground 392 00:07:27,270 --> 00:07:27,280 reaction his jaw dropped to the ground 393 00:07:27,280 --> 00:07:29,280 reaction his jaw dropped to the ground Wow for such a young guy you have a book 394 00:07:29,280 --> 00:07:29,290 Wow for such a young guy you have a book 395 00:07:29,290 --> 00:07:32,070 Wow for such a young guy you have a book on what you do this is cool and he was 396 00:07:32,070 --> 00:07:32,080 on what you do this is cool and he was 397 00:07:32,080 --> 00:07:33,270 on what you do this is cool and he was flipping through it like this it's like 398 00:07:33,270 --> 00:07:33,280 flipping through it like this it's like 399 00:07:33,280 --> 00:07:36,300 flipping through it like this it's like wow this is cool and before the plane 400 00:07:36,300 --> 00:07:36,310 wow this is cool and before the plane 401 00:07:36,310 --> 00:07:39,920 wow this is cool and before the plane even landed he wrote me a check for 402 00:07:39,920 --> 00:07:39,930 even landed he wrote me a check for 403 00:07:39,930 --> 00:07:43,620 even landed he wrote me a check for $10,000 for a job now let me ask you 404 00:07:43,620 --> 00:07:43,630 $10,000 for a job now let me ask you 405 00:07:43,630 --> 00:07:45,570 $10,000 for a job now let me ask you this what they have happened if I gave 406 00:07:45,570 --> 00:07:45,580 this what they have happened if I gave 407 00:07:45,580 --> 00:07:47,900 this what they have happened if I gave him a business card I don't think so 408 00:07:47,900 --> 00:07:47,910 him a business card I don't think so 409 00:07:47,910 --> 00:07:51,390 him a business card I don't think so it's because I wrote a book I want you 410 00:07:51,390 --> 00:07:51,400 it's because I wrote a book I want you 411 00:07:51,400 --> 00:07:54,909 it's because I wrote a book I want you to look at the word Authority 412 00:07:54,909 --> 00:07:54,919 to look at the word Authority 413 00:07:54,919 --> 00:07:57,070 to look at the word Authority authority what positions you as an 414 00:07:57,070 --> 00:07:57,080 authority what positions you as an 415 00:07:57,080 --> 00:07:59,110 authority what positions you as an authority in our society I want you 416 00:07:59,110 --> 00:07:59,120 authority in our society I want you 417 00:07:59,120 --> 00:08:00,640 authority in our society I want you think of the word I want to look at the 418 00:08:00,640 --> 00:08:00,650 think of the word I want to look at the 419 00:08:00,650 --> 00:08:03,189 think of the word I want to look at the first part of the word you can see 420 00:08:03,189 --> 00:08:03,199 first part of the word you can see 421 00:08:03,199 --> 00:08:07,059 first part of the word you can see author that's right when you are an 422 00:08:07,059 --> 00:08:07,069 author that's right when you are an 423 00:08:07,069 --> 00:08:10,270 author that's right when you are an author you are perceived as an authority 424 00:08:10,270 --> 00:08:10,280 author you are perceived as an authority 425 00:08:10,280 --> 00:08:11,920 author you are perceived as an authority in what you do in your industry and 426 00:08:11,920 --> 00:08:11,930 in what you do in your industry and 427 00:08:11,930 --> 00:08:13,600 in what you do in your industry and here's the great thing anybody can 428 00:08:13,600 --> 00:08:13,610 here's the great thing anybody can 429 00:08:13,610 --> 00:08:15,129 here's the great thing anybody can publish a book you don't need to be a 430 00:08:15,129 --> 00:08:15,139 publish a book you don't need to be a 431 00:08:15,139 --> 00:08:17,170 publish a book you don't need to be a New York Times bestselling author right 432 00:08:17,170 --> 00:08:17,180 New York Times bestselling author right 433 00:08:17,180 --> 00:08:19,990 New York Times bestselling author right to be to write a book anybody nowadays 434 00:08:19,990 --> 00:08:20,000 to be to write a book anybody nowadays 435 00:08:20,000 --> 00:08:21,309 to be to write a book anybody nowadays you can print on demand you can 436 00:08:21,309 --> 00:08:21,319 you can print on demand you can 437 00:08:21,319 --> 00:08:23,170 you can print on demand you can self-published a book for very little 438 00:08:23,170 --> 00:08:23,180 self-published a book for very little 439 00:08:23,180 --> 00:08:25,570 self-published a book for very little money and when you have a book you see 440 00:08:25,570 --> 00:08:25,580 money and when you have a book you see 441 00:08:25,580 --> 00:08:27,700 money and when you have a book you see in a society even talk about that oh she 442 00:08:27,700 --> 00:08:27,710 in a society even talk about that oh she 443 00:08:27,710 --> 00:08:29,290 in a society even talk about that oh she wrote a book on that subject he wrote a 444 00:08:29,290 --> 00:08:29,300 wrote a book on that subject he wrote a 445 00:08:29,300 --> 00:08:31,719 wrote a book on that subject he wrote a book on that subject it means old he or 446 00:08:31,719 --> 00:08:31,729 book on that subject it means old he or 447 00:08:31,729 --> 00:08:34,389 book on that subject it means old he or she must be the expert they must know 448 00:08:34,389 --> 00:08:34,399 she must be the expert they must know 449 00:08:34,399 --> 00:08:36,519 she must be the expert they must know what they're talking about simply by 450 00:08:36,519 --> 00:08:36,529 what they're talking about simply by 451 00:08:36,529 --> 00:08:38,649 what they're talking about simply by having a book so I did in my early 452 00:08:38,649 --> 00:08:38,659 having a book so I did in my early 453 00:08:38,659 --> 00:08:40,029 having a book so I did in my early twenties and that's why you can see I 454 00:08:40,029 --> 00:08:40,039 twenties and that's why you can see I 455 00:08:40,039 --> 00:08:42,130 twenties and that's why you can see I have written now thirteen books and 456 00:08:42,130 --> 00:08:42,140 have written now thirteen books and 457 00:08:42,140 --> 00:08:43,680 have written now thirteen books and publishing my new book later next year 458 00:08:43,680 --> 00:08:43,690 publishing my new book later next year 459 00:08:43,690 --> 00:08:46,180 publishing my new book later next year almost every year I published some kind 460 00:08:46,180 --> 00:08:46,190 almost every year I published some kind 461 00:08:46,190 --> 00:08:48,579 almost every year I published some kind of a new book why because it is 462 00:08:48,579 --> 00:08:48,589 of a new book why because it is 463 00:08:48,589 --> 00:08:51,160 of a new book why because it is positioning when you have a book when 464 00:08:51,160 --> 00:08:51,170 positioning when you have a book when 465 00:08:51,170 --> 00:08:53,139 positioning when you have a book when you give people a copy of the book you 466 00:08:53,139 --> 00:08:53,149 you give people a copy of the book you 467 00:08:53,149 --> 00:08:54,940 you give people a copy of the book you should see people to the action don't 468 00:08:54,940 --> 00:08:54,950 should see people to the action don't 469 00:08:54,950 --> 00:08:56,530 should see people to the action don't you think it's way more powerful to give 470 00:08:56,530 --> 00:08:56,540 you think it's way more powerful to give 471 00:08:56,540 --> 00:08:58,810 you think it's way more powerful to give people a book versus like a flimsy paper 472 00:08:58,810 --> 00:08:58,820 people a book versus like a flimsy paper 473 00:08:58,820 --> 00:09:00,250 people a book versus like a flimsy paper business card that people just throw 474 00:09:00,250 --> 00:09:00,260 business card that people just throw 475 00:09:00,260 --> 00:09:03,100 business card that people just throw away people cherish the book this the 476 00:09:03,100 --> 00:09:03,110 away people cherish the book this the 477 00:09:03,110 --> 00:09:06,069 away people cherish the book this the book has staying power this list in 478 00:09:06,069 --> 00:09:06,079 book has staying power this list in 479 00:09:06,079 --> 00:09:08,170 book has staying power this list in there on the bookshelf in the living 480 00:09:08,170 --> 00:09:08,180 there on the bookshelf in the living 481 00:09:08,180 --> 00:09:10,420 there on the bookshelf in the living room you can flip through it I cannot 482 00:09:10,420 --> 00:09:10,430 room you can flip through it I cannot 483 00:09:10,430 --> 00:09:11,860 room you can flip through it I cannot tell you how many times I hear from 484 00:09:11,860 --> 00:09:11,870 tell you how many times I hear from 485 00:09:11,870 --> 00:09:13,780 tell you how many times I hear from people hey Dan I read your book six 486 00:09:13,780 --> 00:09:13,790 people hey Dan I read your book six 487 00:09:13,790 --> 00:09:15,310 people hey Dan I read your book six months ago a year ago two months two 488 00:09:15,310 --> 00:09:15,320 months ago a year ago two months two 489 00:09:15,320 --> 00:09:17,710 months ago a year ago two months two years ago and now they call me and they 490 00:09:17,710 --> 00:09:17,720 years ago and now they call me and they 491 00:09:17,720 --> 00:09:20,380 years ago and now they call me and they want to do business see the book is the 492 00:09:20,380 --> 00:09:20,390 want to do business see the book is the 493 00:09:20,390 --> 00:09:22,810 want to do business see the book is the paint it's out there fishing within 494 00:09:22,810 --> 00:09:22,820 paint it's out there fishing within 495 00:09:22,820 --> 00:09:25,630 paint it's out there fishing within there whenever someone is ready I can 496 00:09:25,630 --> 00:09:25,640 there whenever someone is ready I can 497 00:09:25,640 --> 00:09:27,579 there whenever someone is ready I can feel right okay now let's do business 498 00:09:27,579 --> 00:09:27,589 feel right okay now let's do business 499 00:09:27,589 --> 00:09:29,500 feel right okay now let's do business until they're ready I just have my bait 500 00:09:29,500 --> 00:09:29,510 until they're ready I just have my bait 501 00:09:29,510 --> 00:09:31,540 until they're ready I just have my bait out there in the ocean I don't want to 502 00:09:31,540 --> 00:09:31,550 out there in the ocean I don't want to 503 00:09:31,550 --> 00:09:33,310 out there in the ocean I don't want to fish with a spear here's what I want I 504 00:09:33,310 --> 00:09:33,320 fish with a spear here's what I want I 505 00:09:33,320 --> 00:09:35,710 fish with a spear here's what I want I want a big massive fishing boat I want 506 00:09:35,710 --> 00:09:35,720 want a big massive fishing boat I want 507 00:09:35,720 --> 00:09:38,110 want a big massive fishing boat I want 10 of these fishing boats with so many 508 00:09:38,110 --> 00:09:38,120 10 of these fishing boats with so many 509 00:09:38,120 --> 00:09:39,639 10 of these fishing boats with so many different nets out there in the ocean 510 00:09:39,639 --> 00:09:39,649 different nets out there in the ocean 511 00:09:39,649 --> 00:09:42,009 different nets out there in the ocean that's what I want to do so that's first 512 00:09:42,009 --> 00:09:42,019 that's what I want to do so that's first 513 00:09:42,019 --> 00:09:45,370 that's what I want to do so that's first Pete publishing the second P is public 514 00:09:45,370 --> 00:09:45,380 Pete publishing the second P is public 515 00:09:45,380 --> 00:09:48,340 Pete publishing the second P is public speaking one thing I've learned 516 00:09:48,340 --> 00:09:48,350 speaking one thing I've learned 517 00:09:48,350 --> 00:09:50,740 speaking one thing I've learned by being the person in front of the 518 00:09:50,740 --> 00:09:50,750 by being the person in front of the 519 00:09:50,750 --> 00:09:52,840 by being the person in front of the stage by being the person holding the 520 00:09:52,840 --> 00:09:52,850 stage by being the person holding the 521 00:09:52,850 --> 00:09:54,970 stage by being the person holding the clicker by being the person holding the 522 00:09:54,970 --> 00:09:54,980 clicker by being the person holding the 523 00:09:54,980 --> 00:09:58,090 clicker by being the person holding the marker he medially he positions you as 524 00:09:58,090 --> 00:09:58,100 marker he medially he positions you as 525 00:09:58,100 --> 00:10:00,790 marker he medially he positions you as the authority as the expert in what you 526 00:10:00,790 --> 00:10:00,800 the authority as the expert in what you 527 00:10:00,800 --> 00:10:03,670 the authority as the expert in what you do now keep in mind I came to this 528 00:10:03,670 --> 00:10:03,680 do now keep in mind I came to this 529 00:10:03,680 --> 00:10:07,410 do now keep in mind I came to this country without a word of English I 530 00:10:07,410 --> 00:10:07,420 country without a word of English I 531 00:10:07,420 --> 00:10:09,370 country without a word of English I couldn't speak a word of English when I 532 00:10:09,370 --> 00:10:09,380 couldn't speak a word of English when I 533 00:10:09,380 --> 00:10:12,340 couldn't speak a word of English when I first came here so I know the public 534 00:10:12,340 --> 00:10:12,350 first came here so I know the public 535 00:10:12,350 --> 00:10:13,900 first came here so I know the public speaking this skill that you can master 536 00:10:13,900 --> 00:10:13,910 speaking this skill that you can master 537 00:10:13,910 --> 00:10:15,160 speaking this skill that you can master because you may be saying but then I'm 538 00:10:15,160 --> 00:10:15,170 because you may be saying but then I'm 539 00:10:15,170 --> 00:10:17,590 because you may be saying but then I'm not a public speaker neither was I you 540 00:10:17,590 --> 00:10:17,600 not a public speaker neither was I you 541 00:10:17,600 --> 00:10:20,949 not a public speaker neither was I you can learn this because I could see you 542 00:10:20,949 --> 00:10:20,959 can learn this because I could see you 543 00:10:20,959 --> 00:10:22,660 can learn this because I could see you know what just by being on stage when I 544 00:10:22,660 --> 00:10:22,670 know what just by being on stage when I 545 00:10:22,670 --> 00:10:25,000 know what just by being on stage when I go to a business function when I go to a 546 00:10:25,000 --> 00:10:25,010 go to a business function when I go to a 547 00:10:25,010 --> 00:10:27,100 go to a business function when I go to a networking function I could try to be 548 00:10:27,100 --> 00:10:27,110 networking function I could try to be 549 00:10:27,110 --> 00:10:29,320 networking function I could try to be like everybody else try to shake hands 550 00:10:29,320 --> 00:10:29,330 like everybody else try to shake hands 551 00:10:29,330 --> 00:10:31,240 like everybody else try to shake hands meet with try to meet us meet with as 552 00:10:31,240 --> 00:10:31,250 meet with try to meet us meet with as 553 00:10:31,250 --> 00:10:33,490 meet with try to meet us meet with as many people as possible now what do you 554 00:10:33,490 --> 00:10:33,500 many people as possible now what do you 555 00:10:33,500 --> 00:10:35,199 many people as possible now what do you do here's what I do and you got to 556 00:10:35,199 --> 00:10:35,209 do here's what I do and you got to 557 00:10:35,209 --> 00:10:36,340 do here's what I do and you got to pretend that you're interested in what 558 00:10:36,340 --> 00:10:36,350 pretend that you're interested in what 559 00:10:36,350 --> 00:10:37,930 pretend that you're interested in what they do they're gonna pretend it you 560 00:10:37,930 --> 00:10:37,940 they do they're gonna pretend it you 561 00:10:37,940 --> 00:10:39,490 they do they're gonna pretend it you interest in what they do and you talk 562 00:10:39,490 --> 00:10:39,500 interest in what they do and you talk 563 00:10:39,500 --> 00:10:40,870 interest in what they do and you talk and you exchange business cards and 564 00:10:40,870 --> 00:10:40,880 and you exchange business cards and 565 00:10:40,880 --> 00:10:43,690 and you exchange business cards and nothing happened what I notice is in my 566 00:10:43,690 --> 00:10:43,700 nothing happened what I notice is in my 567 00:10:43,700 --> 00:10:46,540 nothing happened what I notice is in my early twenties very early on if I am the 568 00:10:46,540 --> 00:10:46,550 early twenties very early on if I am the 569 00:10:46,550 --> 00:10:49,150 early twenties very early on if I am the speaker if I am the man in the front of 570 00:10:49,150 --> 00:10:49,160 speaker if I am the man in the front of 571 00:10:49,160 --> 00:10:50,800 speaker if I am the man in the front of the stage before I even say a single 572 00:10:50,800 --> 00:10:50,810 the stage before I even say a single 573 00:10:50,810 --> 00:10:54,550 the stage before I even say a single word I have been positioned properly and 574 00:10:54,550 --> 00:10:54,560 word I have been positioned properly and 575 00:10:54,560 --> 00:10:56,740 word I have been positioned properly and by the end of my speech by the end of my 576 00:10:56,740 --> 00:10:56,750 by the end of my speech by the end of my 577 00:10:56,750 --> 00:10:58,870 by the end of my speech by the end of my talk I don't need to go with meet with 578 00:10:58,870 --> 00:10:58,880 talk I don't need to go with meet with 579 00:10:58,880 --> 00:11:01,240 talk I don't need to go with meet with anybody if I have a hundred people in 580 00:11:01,240 --> 00:11:01,250 anybody if I have a hundred people in 581 00:11:01,250 --> 00:11:02,860 anybody if I have a hundred people in the room a hundred people of them walk 582 00:11:02,860 --> 00:11:02,870 the room a hundred people of them walk 583 00:11:02,870 --> 00:11:05,019 the room a hundred people of them walk away knowing who I am and after my 584 00:11:05,019 --> 00:11:05,029 away knowing who I am and after my 585 00:11:05,029 --> 00:11:06,550 away knowing who I am and after my speech people who want to do business 586 00:11:06,550 --> 00:11:06,560 speech people who want to do business 587 00:11:06,560 --> 00:11:08,350 speech people who want to do business they walk him and talk to me they 588 00:11:08,350 --> 00:11:08,360 they walk him and talk to me they 589 00:11:08,360 --> 00:11:09,910 they walk him and talk to me they introduced himself I don't need to go 590 00:11:09,910 --> 00:11:09,920 introduced himself I don't need to go 591 00:11:09,920 --> 00:11:10,690 introduced himself I don't need to go talk to them 592 00:11:10,690 --> 00:11:10,700 talk to them 593 00:11:10,700 --> 00:11:13,210 talk to them so public speaking is extremely powerful 594 00:11:13,210 --> 00:11:13,220 so public speaking is extremely powerful 595 00:11:13,220 --> 00:11:15,699 so public speaking is extremely powerful way to position yourself I don't need a 596 00:11:15,699 --> 00:11:15,709 way to position yourself I don't need a 597 00:11:15,709 --> 00:11:17,650 way to position yourself I don't need a prospect why prospect one on one wedding 598 00:11:17,650 --> 00:11:17,660 prospect why prospect one on one wedding 599 00:11:17,660 --> 00:11:19,690 prospect why prospect one on one wedding at prospect one to one hundred one to 600 00:11:19,690 --> 00:11:19,700 at prospect one to one hundred one to 601 00:11:19,700 --> 00:11:22,329 at prospect one to one hundred one to five hundred one to one thousand right 602 00:11:22,329 --> 00:11:22,339 five hundred one to one thousand right 603 00:11:22,339 --> 00:11:26,290 five hundred one to one thousand right number three is per person now we're 604 00:11:26,290 --> 00:11:26,300 number three is per person now we're 605 00:11:26,300 --> 00:11:27,780 number three is per person now we're talking about being in 606 00:11:27,780 --> 00:11:27,790 talking about being in 607 00:11:27,790 --> 00:11:31,400 talking about being in being featured in newspapers magazines 608 00:11:31,400 --> 00:11:31,410 being featured in newspapers magazines 609 00:11:31,410 --> 00:11:35,370 being featured in newspapers magazines podcast websites right Inc Huffington 610 00:11:35,370 --> 00:11:35,380 podcast websites right Inc Huffington 611 00:11:35,380 --> 00:11:36,630 podcast websites right Inc Huffington Post pours 612 00:11:36,630 --> 00:11:36,640 Post pours 613 00:11:36,640 --> 00:11:39,690 Post pours all depends on your industry now you 614 00:11:39,690 --> 00:11:39,700 all depends on your industry now you 615 00:11:39,700 --> 00:11:41,730 all depends on your industry now you don't have to go dad take and detonating 616 00:11:41,730 --> 00:11:41,740 don't have to go dad take and detonating 617 00:11:41,740 --> 00:11:44,060 don't have to go dad take and detonating stream maybe there are associations 618 00:11:44,060 --> 00:11:44,070 stream maybe there are associations 619 00:11:44,070 --> 00:11:46,770 stream maybe there are associations maybe there and newsletters maybe their 620 00:11:46,770 --> 00:11:46,780 maybe there and newsletters maybe their 621 00:11:46,780 --> 00:11:48,600 maybe there and newsletters maybe their website in your vertical in your niche 622 00:11:48,600 --> 00:11:48,610 website in your vertical in your niche 623 00:11:48,610 --> 00:11:51,750 website in your vertical in your niche you just need to be the expert in that 624 00:11:51,750 --> 00:11:51,760 you just need to be the expert in that 625 00:11:51,760 --> 00:11:53,460 you just need to be the expert in that particular age you'll need to be the 626 00:11:53,460 --> 00:11:53,470 particular age you'll need to be the 627 00:11:53,470 --> 00:11:55,380 particular age you'll need to be the unlock you just need to be the best 628 00:11:55,380 --> 00:11:55,390 unlock you just need to be the best 629 00:11:55,390 --> 00:11:57,630 unlock you just need to be the best person to be seen as authority in your 630 00:11:57,630 --> 00:11:57,640 person to be seen as authority in your 631 00:11:57,640 --> 00:12:00,600 person to be seen as authority in your niche then this is would come to you 632 00:12:00,600 --> 00:12:00,610 niche then this is would come to you 633 00:12:00,610 --> 00:12:02,970 niche then this is would come to you when people call you now you can 634 00:12:02,970 --> 00:12:02,980 when people call you now you can 635 00:12:02,980 --> 00:12:05,430 when people call you now you can interview and you can qualify them now I 636 00:12:05,430 --> 00:12:05,440 interview and you can qualify them now I 637 00:12:05,440 --> 00:12:07,440 interview and you can qualify them now I can charge the price that you want now 638 00:12:07,440 --> 00:12:07,450 can charge the price that you want now 639 00:12:07,450 --> 00:12:08,970 can charge the price that you want now you may be saying but Dan well does that 640 00:12:08,970 --> 00:12:08,980 you may be saying but Dan well does that 641 00:12:08,980 --> 00:12:10,650 you may be saying but Dan well does that mean I'm gonna write a book I got to do 642 00:12:10,650 --> 00:12:10,660 mean I'm gonna write a book I got to do 643 00:12:10,660 --> 00:12:13,140 mean I'm gonna write a book I got to do speaking I gotta I gotta be interviewed 644 00:12:13,140 --> 00:12:13,150 speaking I gotta I gotta be interviewed 645 00:12:13,150 --> 00:12:15,300 speaking I gotta I gotta be interviewed as a lot of work like can I just 646 00:12:15,300 --> 00:12:15,310 as a lot of work like can I just 647 00:12:15,310 --> 00:12:19,140 as a lot of work like can I just prospect you could but my question to 648 00:12:19,140 --> 00:12:19,150 prospect you could but my question to 649 00:12:19,150 --> 00:12:21,840 prospect you could but my question to you is isn't prospecting also a lot of 650 00:12:21,840 --> 00:12:21,850 you is isn't prospecting also a lot of 651 00:12:21,850 --> 00:12:25,320 you is isn't prospecting also a lot of work isn't getting rejected also a lot 652 00:12:25,320 --> 00:12:25,330 work isn't getting rejected also a lot 653 00:12:25,330 --> 00:12:26,260 work isn't getting rejected also a lot of work 654 00:12:26,260 --> 00:12:26,270 of work 655 00:12:26,270 --> 00:12:28,840 of work isn't it easier to build some of these 656 00:12:28,840 --> 00:12:28,850 isn't it easier to build some of these 657 00:12:28,850 --> 00:12:31,389 isn't it easier to build some of these things in place so people come to you is 658 00:12:31,389 --> 00:12:31,399 things in place so people come to you is 659 00:12:31,399 --> 00:12:33,460 things in place so people come to you is that you going to them so when people 660 00:12:33,460 --> 00:12:33,470 that you going to them so when people 661 00:12:33,470 --> 00:12:35,680 that you going to them so when people come to you it's easy because they want 662 00:12:35,680 --> 00:12:35,690 come to you it's easy because they want 663 00:12:35,690 --> 00:12:37,690 come to you it's easy because they want to do business with you you are seen as 664 00:12:37,690 --> 00:12:37,700 to do business with you you are seen as 665 00:12:37,700 --> 00:12:39,970 to do business with you you are seen as the expert you're seen as authority they 666 00:12:39,970 --> 00:12:39,980 the expert you're seen as authority they 667 00:12:39,980 --> 00:12:42,790 the expert you're seen as authority they are happy your prospect listen to this 668 00:12:42,790 --> 00:12:42,800 are happy your prospect listen to this 669 00:12:42,800 --> 00:12:45,730 are happy your prospect listen to this they are happy they even get you that 670 00:12:45,730 --> 00:12:45,740 they are happy they even get you that 671 00:12:45,740 --> 00:12:48,310 they are happy they even get you that you are replying to them by that time 672 00:12:48,310 --> 00:12:48,320 you are replying to them by that time 673 00:12:48,320 --> 00:12:50,040 you are replying to them by that time you're on the phone you're face to face 674 00:12:50,040 --> 00:12:50,050 you're on the phone you're face to face 675 00:12:50,050 --> 00:12:52,480 you're on the phone you're face to face this is done you can dictate whatever 676 00:12:52,480 --> 00:12:52,490 this is done you can dictate whatever 677 00:12:52,490 --> 00:12:54,519 this is done you can dictate whatever price that you want and that's what I've 678 00:12:54,519 --> 00:12:54,529 price that you want and that's what I've 679 00:12:54,529 --> 00:12:58,750 price that you want and that's what I've done my whole life I do positioning not 680 00:12:58,750 --> 00:12:58,760 done my whole life I do positioning not 681 00:12:58,760 --> 00:13:01,510 done my whole life I do positioning not prospecting because I want to get to a 682 00:13:01,510 --> 00:13:01,520 prospecting because I want to get to a 683 00:13:01,520 --> 00:13:04,210 prospecting because I want to get to a place where I never ever have the 684 00:13:04,210 --> 00:13:04,220 place where I never ever have the 685 00:13:04,220 --> 00:13:06,460 place where I never ever have the prospect again I don't have the prospect 686 00:13:06,460 --> 00:13:06,470 prospect again I don't have the prospect 687 00:13:06,470 --> 00:13:08,170 prospect again I don't have the prospect for leads I'm Molly's not gonna handle 688 00:13:08,170 --> 00:13:08,180 for leads I'm Molly's not gonna handle 689 00:13:08,180 --> 00:13:10,630 for leads I'm Molly's not gonna handle all the time just with my now social 690 00:13:10,630 --> 00:13:10,640 all the time just with my now social 691 00:13:10,640 --> 00:13:12,790 all the time just with my now social media I don't need to prospect I can 692 00:13:12,790 --> 00:13:12,800 media I don't need to prospect I can 693 00:13:12,800 --> 00:13:13,300 media I don't need to prospect I can cherry-pick 694 00:13:13,300 --> 00:13:13,310 cherry-pick 695 00:13:13,310 --> 00:13:15,490 cherry-pick who I want to work with and I have this 696 00:13:15,490 --> 00:13:15,500 who I want to work with and I have this 697 00:13:15,500 --> 00:13:18,460 who I want to work with and I have this constant stream of leads and an infinite 698 00:13:18,460 --> 00:13:18,470 constant stream of leads and an infinite 699 00:13:18,470 --> 00:13:20,290 constant stream of leads and an infinite amount of leads not one or two nor three 700 00:13:20,290 --> 00:13:20,300 amount of leads not one or two nor three 701 00:13:20,300 --> 00:13:23,019 amount of leads not one or two nor three like I'm talking an infinite amount of 702 00:13:23,019 --> 00:13:23,029 like I'm talking an infinite amount of 703 00:13:23,029 --> 00:13:25,060 like I'm talking an infinite amount of leads from facebook from YouTube so 704 00:13:25,060 --> 00:13:25,070 leads from facebook from YouTube so 705 00:13:25,070 --> 00:13:27,639 leads from facebook from YouTube so referrals LinkedIn from all over the 706 00:13:27,639 --> 00:13:27,649 referrals LinkedIn from all over the 707 00:13:27,649 --> 00:13:30,819 referrals LinkedIn from all over the world I don't need a prospect my problem 708 00:13:30,819 --> 00:13:30,829 world I don't need a prospect my problem 709 00:13:30,829 --> 00:13:32,980 world I don't need a prospect my problem is keeping up with the demand so then 710 00:13:32,980 --> 00:13:32,990 is keeping up with the demand so then 711 00:13:32,990 --> 00:13:36,400 is keeping up with the demand so then when I have a lot of demand and very 712 00:13:36,400 --> 00:13:36,410 when I have a lot of demand and very 713 00:13:36,410 --> 00:13:37,990 when I have a lot of demand and very little supply because my time is limited 714 00:13:37,990 --> 00:13:38,000 little supply because my time is limited 715 00:13:38,000 --> 00:13:40,720 little supply because my time is limited guess what then you can charge whatever 716 00:13:40,720 --> 00:13:40,730 guess what then you can charge whatever 717 00:13:40,730 --> 00:13:41,500 guess what then you can charge whatever you want 718 00:13:41,500 --> 00:13:41,510 you want 719 00:13:41,510 --> 00:13:43,120 you want you can't act a the terms that you want 720 00:13:43,120 --> 00:13:43,130 you can't act a the terms that you want 721 00:13:43,130 --> 00:13:45,280 you can't act a the terms that you want how you want to do business and that's 722 00:13:45,280 --> 00:13:45,290 how you want to do business and that's 723 00:13:45,290 --> 00:13:47,319 how you want to do business and that's power so those are the three P's 724 00:13:47,319 --> 00:13:47,329 power so those are the three P's 725 00:13:47,329 --> 00:13:50,519 power so those are the three P's publishing public speaking and publicity 726 00:13:50,519 --> 00:13:50,529 publishing public speaking and publicity 727 00:13:50,529 --> 00:13:53,560 publishing public speaking and publicity those three so if you never want to 728 00:13:53,560 --> 00:13:53,570 those three so if you never want to 729 00:13:53,570 --> 00:13:55,150 those three so if you never want to prosper again if you want to in 730 00:13:55,150 --> 00:13:55,160 prosper again if you want to in 731 00:13:55,160 --> 00:13:56,319 prosper again if you want to in transition you're still doing 732 00:13:56,319 --> 00:13:56,329 transition you're still doing 733 00:13:56,329 --> 00:13:58,180 transition you're still doing prospecting right now you need to get 734 00:13:58,180 --> 00:13:58,190 prospecting right now you need to get 735 00:13:58,190 --> 00:13:59,710 prospecting right now you need to get money coming in but you want to start 736 00:13:59,710 --> 00:13:59,720 money coming in but you want to start 737 00:13:59,720 --> 00:14:01,389 money coming in but you want to start transitioning into positioning yourself 738 00:14:01,389 --> 00:14:01,399 transitioning into positioning yourself 739 00:14:01,399 --> 00:14:03,880 transitioning into positioning yourself so you never ever have to do that again 740 00:14:03,880 --> 00:14:03,890 so you never ever have to do that again 741 00:14:03,890 --> 00:14:06,670 so you never ever have to do that again be that dentist in your industry right 742 00:14:06,670 --> 00:14:06,680 be that dentist in your industry right 743 00:14:06,680 --> 00:14:09,220 be that dentist in your industry right fishing with a [ __ ] map instead of 744 00:14:09,220 --> 00:14:09,230 fishing with a [ __ ] map instead of 745 00:14:09,230 --> 00:14:10,690 fishing with a [ __ ] map instead of like fishing with like a [ __ ] spear 746 00:14:10,690 --> 00:14:10,700 like fishing with like a [ __ ] spear 747 00:14:10,700 --> 00:14:12,880 like fishing with like a [ __ ] spear that's old school get to a place where 748 00:14:12,880 --> 00:14:12,890 that's old school get to a place where 749 00:14:12,890 --> 00:14:15,160 that's old school get to a place where you never ever have to cross back again 750 00:14:15,160 --> 00:14:15,170 you never ever have to cross back again 751 00:14:15,170 --> 00:14:20,290 you never ever have to cross back again and that's the key to position