that I get from YouTube (soft music)

or from social media, and a lot of people asking me,

"Well, Dan, what if I don't have a mentor,

"if I can't find a mentor

"and I want to be more successful, I want to accelerate,

"I want to do better

"within my industry

"or whatever career that I'm in right now?

"What are some of the things that I can do?"

Well, here's what I believe in.

First of all, you have to understand that most people,

they live a life of mediocrity

meaning that most people actually don't know

what they're doing.

So, if you don't have a positive role model in your life,

guess what you could do.

Just look at what other people are doing in your industry.

Let's say you're in sales.

Look at what most salespeople do.

And then what do you do?

You do the opposite.

So, find out what they're doing right now,

observe their behaviors, and then do the opposite.

Let's say you're working in a car dealership right now,

hypothetically,

and you look at what most people do in a car dealership.

Maybe they spend a lot of time chitchatting

near the water cooler.

Or they gossip a lot.

Or they come across too salesy

and really stupid, outdated techniques

to manipulate the customer.

Well, guess what.

Look at those, study those,

and then you do the opposite.

If you just do that, you will stand out.

The way they talk is a certain way, do the opposite.

The way they greet a customer this way, you do the opposite.

The way they treat customer this way, you do the opposite.

Most sales professionals, what they don't understand,

the amateur, write it down, the amateur,

they try to get a customer to make a sale.

Professionals, we get a sale

so we could acquire a customer.

It's a very different type of thinking.

It's a different level of thinking.

Meaning most salespeople, unfortunately,

they are transactional.

It's, hey man, you come in, I sell you something,

you never hear from them again.

Comment below.

How many of you have dealt with salespeople

that after they, quote-unquote, make the sale,

after they have closed the deal,

you never ever, ever, ever hear from them again?

You never hear from them again.

They never add any value to your life.

Unless maybe it's an annual renewal thing,

just a few days before the renewal,

then they'll call you up, "Hey man, how's it going?"

and they try to renew you.

But in between, there's nothing, there's no communications,

there's no added value, right?

So, if you think about, if you don't do your business,

don't conduct your business in a way that's transactional,

instead, you develop the relationship, guess what.

That's how you get all the referrals.

That's how you get the repeat business.

You spend so much damn time, so much effort

getting that customer in the door

and closing that customer,

and now this money makes value exchange

and now you sign a deal, you close a deal,

now you have that customer.

Guess what, you forget all about it.

Why?

Why?

Here's how I want you to see it from now on.

Forget the first sale.

That's it.

Don't even think about the first sale.

Don't think about, I get this sale, I'm done.

No, I want you to completely forget the first sale.

Knowing that you acquire,

you make the sale to get a customer.

I don't care if how much commission you make.

I don't care what you get from it.

I don't care any of that, forget that.

Are you gonna sell a car?

Forget the first transaction. (fingers snap)

The first car don't count.

You gonna make the money,

but mentally, don't even count that.

Only count the second and third one.

If you only count your second and third one,

how would you conduct yourself differently?

How would you do business differently?

How would you communicate and stay in touch

with the customers differently?

Tell me, comment below.

What would you do differently

if you don't count the first one, only the second and third?

Would you just close that deal and ignore them?

Or would you be providing value along the way?

And sometimes, I'm not talking about,

oh, just giving them free gifts and things like that.

I'm not talking about those thank-you,

fake, pretentious thank-you card.

Who cares about that stuff?

I'm talking about getting to know your customers.

What other ways you can

add value to their lives. (bell dings)

How much do you know about them?

Let's say you're a real estate agent.

You know how most real estate agents they operate?

They show shit.

That's it.

Here's a key to open house.

Oh, feel free to walk around.

They show shit, that's it.

I've seen so many realtors.

Most are not that good.

Now, some are good.

Those are probably my students, but most are no good, right?

They just, they show shit.

There's no follow-up.

They're just trying to get the money.

Afterwards, you don't hear from them again.

Versus, here's a different way of doing it.

And you're probably not gonna do it

but I'm gonna teach you what works.

Get to know your prospect.

Why are they buying a home?

What do they do?

Hypothetically, let's say you sell expensive home.

You get to know the buyer, you get to know the seller.

Once you know the buyer, after they purchase the home,

open the welcoming gift, get a little basket, little gift,

appreciation, that's all good.

But afterwards, get to know them.

What else do they do?

Maybe you find out that the buyer

is actually a business owner,

that she runs a certain types of business.

Cool.

Who else within your network,

'cause you deal with a lot of people,

that you can refer some business to her,

that you can make an introduction?

Or you know her business, maybe she's in digital marketing.

You see something interesting,

an article, a video, or a book.

$20 book.

Send them something.

From time to time, staying in touch.

Because people, they stay at one house,

they may buy a second house, they might know someone.

Everybody knows somebody else

that they could refer some business to you.

If you just do it,

you spend just a tiny little bit of time and money,

nurture that relationship,

you stop selling and just adding value,

you doing that, how many more referrals you gonna get?

It doesn't require tricks, it doesn't require techniques.

It requires a little bit of thoughtfulness.

It requires care.

Just do that.

How many realtors do that?

Nobody.

No one does that.

Just do a little bit.

And then guess what happens.

That buyer will remember you

because no other realtors ever take the time to do that.

You're like, "Hey, you know,

"here's something that could help you."

Then you're always in front of them

and they know that you're thinking about them,

not just selling them a home.

Now, you have a much deeper friendship.

When they wanna buy that investment property,

when they wanna sell the home,

when they have a friend that needs to buy a home,

guess who are they gonna call first.

It would be you.

And all you did, because you stopped looking

at the first transaction as the only transaction,

forget the first one, the only thing that counts,

the only thing that dictates how good you are,

how great your business gonna be,

how much more income you gonna make

is the second and third and fourth one.

Change the mentality, shift your focus,

and see how that will transform your business.

I could go on and on how many bad techniques

or outdated techniques that a lot of amateur salespeople use

and use every single day.

Click the link below and check out,

see if you are using still some of these techniques,

and then what you should do instead.