- [Man 2] I don't have other mentors that have gone

as far beyond my expectations as Dan has so far.

- [Woman] How do you keep 5000 people

around the world engaged for six hours at a time?

That is no small feat.

- [Announcer] Mr. Dan Lok!

(applause and cheering)

- [Lok] You get some of the most powerful

positioning methods and breakthrough business strategies.

A first time customer at best is a good prospect.

Write it down.

- [Man] The principles that I'm gonna show you today

that are literally going to be game changers

for your business if you apply them.

- [Woman] It's so special to have such a good teacher.

So structured,

so common sensed,

and to have the business acumen at the same time,

and the heart,

oh my god.

(dramatic music)

- Okay.

And I believe,

write this down,

you owe it to your audience to allow them

to take home your product so your speech

can have a lasting impact

and help create change in people's lives.

We're talking about closing, right?

With our product,

there is little chance,

little chance you're doing more

than blowing hot air over the crowd.

So here's what I mean.

This is a true story.

So

at first I was

just speaking.

First honing my skills in Toastmasters, right?

And then I got better, I was doing speech

the way I was teaching actually internet marketing,

because back then I was making very good money

with internet marketing.

Just in the in the infancy,

and all my friends were asking me

well Dan, how do you do this stuff, right?

So I would show them, here's my computer,

big thing then I'll show them all.

(mimics computer sounds)

Money shows up.

They're like holy shit.

What the hell is this, man?

Well, just do this.

Can you teach me how to do it?

I said cool, cool.

I will teach you how to do it.

No, no, no.

Can you like devote half a day to teach us how to do it?

Okay, so I do my thing,

and it's like, this is awesome.

Let me bring some more people,

and then before you know it,

I'm running a little workshop, right?

From few people,

and 10 people, 20 people, 30 people,

and I was doing my thing.

Half a day at first,

and then no we need more information.

Talk about more about how the internet marketing works.

Okay, then I make it a one-day event, right?

And then it's a two-day event,

and from there,

one of Alan's friend,

my mentor's friend who's a speaker,

and he said

well, Dan, you're doing all these events, right?

You're teaching people.

He says why are you so fucking arrogant?

I said, what?

Yeah, why are you so arrogant?

Why are you so selfish?

Well, I was like a bit like

that's pretty harsh thing to say,

and I was doing I didn't at the time

my workshop was like 100 dollars,

like 150 dollars.

Very, very cheap, right?

Like I was just doing it to help people.

I wasn't thinking about it.

He said you are arrogant

because you think you can change someone's life over speech.

I said, huh.

So he was like, when I think about it,

I don't care how good you are,

what thing what do you think are the chances

of your audiences going home

without support,

without guidance

can do what you do,

after they watch you what you do?

Well

not very high.

(laughs)

There's there you go.

That's the problem.

So, you would rather setting them up for failure

rather than setting them up for success.

Chances are if they don't take somethings

if they don't take what you do home with them

and continue to train, and ongoing,

and learn, and implement,

and then get feedback,

chances of them succeeding is zero to none.

So that's why you're selfish.

You need a product.

I said, okay.

So how would that work?

So then I started putting together my first

kind of a product

which is like a 90 to 95 dollar product on marketing online,

and from there I had case studies,

I've interviews with successful entrepreneurs online

like back then I put together the package.

He said then go out there, then you sell it.

I want you to go and sell it.

Now, I had a little bit of Toastmasters training,

so now I'm not as nervous, right?

I can speak to group.

But then when I learned that you know when you present

to to sale, to coach in front of a group

is a totally different thing, right?

And I was extremely uncomfortable.

So then Alan gave me the chance

where hey, you know what, Dan?

We're going to do the two-day event.

Why don't I give you the bonus spot again,

the bonus five o'clock?

I'm like, okay, (laughs) right?

But he was training me, you got it?

He was giving me a chance,

because as an event promoter,

no one would give me a chance.

You've got to understand.

I was 20-somewhat years old,

right?

Asian,

accent,

fucking

right?

Nerdy looking dude.

Like

Yeah, spiky hair,

fucking pimple on my face,

(crowd laughs)

like seriously.

And then I'm sharing the stage with

like some of the biggest names

in motivational speaking, right?

Like it's so funny,

they see them,

they are like so good and speaker,

and then,

Dan Lock.

(crowd laughs)

No name, right?

Nothing.

But he gave me the chance,

and I'm (mumbles) zero, zero, zero.

Finally I sold one.

Next day refund.

(crowd laughs)

It was bad.

I was so happy when I pulled the first one,

but I was so it's so hilarious

because I was I was making way more money

from my internet business,

but I somehow just wanted to crack this code, right?

Like that 99 9-9-5 package is not

fuck, it's not worth my fucking time at all.

I was making way more from internet,

but I'm like I wanna I wanna do this,

I wanna I wanna hone this skill.

I don't even know what I'm talking about, right?

I was just like, I said,

Ruby, it's challenge.

I can do this shit, right?

Just want to prove to myself.

So then finally I sold little bit more,

little bit more,

then a couple people and

but one thing about seafood is this.

I'm very, very coachable,

so I was

all these other speakers,

I was sitting there in the audience, right?

I was taking notes,

I was listening in,

I was paying attention,

and I would transcribe the speech

and would try to deliver their line, right?

And (mumbles)

Prime the pump!

Prime the pump!

I was in my room, in my room.

Prime the pump!

And I would do all that stuff try to

try to do the Les Brown, right?

Les Brown.

Who else?

Tony Robbins, right?

I got a personal

Yes! Yes! Yes!

I do this shit in my room, right?

(crowd laughs)

Like all this yes! Yes!

It's hilarious, I try all kinds of stuff.

Anyway,

so (laughs)

but that's how I learn, right?

And then you develop your own style.

So, without a product there is little chance

you are doing more than hot air over the crowd,

meaning that if you don't offer them something,

chances of them succeeding is zero to none,

and that changed my perspective.

Then, from not on being okay because

think about it.

If

When you deliver a speech, right?

If all you are after

is applause,

who's that about?

Yourself.

Right?

Because you want to get the applause, right?

Oh yeah, I'm good.

Thank you very much.

It's all ego-driven.

Do you see that?

But if it's if it's audience-driven,

you would care a lot about less about that.

You'll focus on okay how many sales am I making,

not because of the money,

because you know if you have a hundred people in the room,

if you have 10 percent they take action,

and take whatever your offering,

there's a chance that they will do well.

The 90 percent who comes up to you and say

good job,

great,

loved your speech,

changed my life, all that,

none of that work.

None of that work.

Those feel you never change your life.

Just like people watching YouTube.

Right?

When they stay on YouTube,

I get those comments all the time, right?

Where you're oh yeah you know

Dan I watch your video,

it changed your mind.

I'm like you have no idea what change your life is like,

because there is no way in fucking hell

I can change your life into a video.

I know that.

Like I'm not my ego is not so big.

Oh yeah, my video is so good.

That five-minute with me.

Oh it's so life-changing, right?

No.

It's I think the best is a wake up call.

Right?

It's like a teaser, right?

But from there, if they go

it's like this thing back then when you watched my video

versus NHTC.

Tell me the difference.

Tell me.

- [Audience Member] Matrix. - Matrix.

Yeah, what's the difference?