Stay ConnectedIf you want to be successful, you must learn to think like those that are successful.
Self-made multi-millionaire Dan Henry sits down with successful entrepreneurs, authors, thought leaders, and influencers for a candid chat on how they overcame the odds, solved critical problems, and ultimately, how they think.
This show helps you up your mind and money game, so you can make mind and money gains.
Copyright: © 2020 | The Dan Henry Show
In this episode, I talk with Amanda Holmes, CEO of Chet Holmes International, founded by her father, Chet Holmes.Together we discuss her father's book, The Ultimate Sales Machine, including one of its most popular, and timeless strategies, the Dream 100, and more!Listen to the full episode now to learn more about the mindset and strategies you can use to increase sales and grow your business!--------Can you imagine what it would be like to double your sales year after year?You might believe that would be difficult at best, and you might even feel like that would be impossible...But would you believe me if I told you that it feels difficult or impossible because of your mindset?If you find yourself struggling with those limiting beliefs, this episode is for you!In this episode, I interview Amanda Holmes and discuss how she learned to reframe her mind to step into the role of CEO of Chet Holmes International at just 26 years old and how her company has helped countless clients double their sales year after year using their 12 Core Competencies. In this episode, Amanda and I cover:What it took for Amanda to step into the role of CEO at just 26 years oldThe Dream 100 in practiceWhy you shouldn’t rely solely on tacticsWhat the single biggest mistake in sales isThe importance of offer positioningWhat three things you must have to create a solid offerIf 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 Things I Learned Scaling My Coaching Business To $25?Click here to watch the webinar now!Click here to Visit our Corporate Website: GetClients.comClick here to learn more about How To Think— TRANSCRIPT —Dan Henry (00:00:08): Hey everybody, Dan Henry here. Welcome to the How To Think podcast, the show where we dissect the inner workings of the human mind and learn how to achieve anything in business or in life. By changing the way we think. We bring on some amazing entrepreneurs, authors, thought leaders, and people that just know how to think and get stuff done. And today we have an amazing guest. Amanda, how you doing? Amanda Holmes. Amanda Holmes (00:00:39): I can't wait. It's such a good intro. Dan Henry (00:00:41): Thank you so much. So, so real quick, I'll do you know, I'm not much for intros, right? But you know, you are the CEO of Chet Holmes International, and Chet Holmes is your father. Who wrote, of course, the amazing; one of the most amazing sales books ever The Ultimate Sales Machine. The originator of what a lot of people now use quite a bit to grow their company, The Dream 100. Amanda Holmes (00:01:09): Yes. Dan Henry (00:01:09): And all that jazz, all that cool stuff. You've, and to be fair, you took over the company at 24. Amanda Holmes (00:01:19): Yes. Dan Henry (00:01:19): You doubled sales year after year. We're going to get into all that. But the first question that I have to ask you is, did you play all the instruments on When Grapes Turn Into Wine? Amanda Holmes (00:01:34): No. Dan Henry (00:01:35): You didn't. Okay. Well, definitely you definitely sang beautiful. You wrote the song. You played it. So I'm a guitar player. You know, that we talked about that before we went live and I listened to it. I thought it was great. Good production. Did you play, other than vocals? Did you do anything on it? Amanda Holmes (00:01:53): No. Well, you Dan Henry (00:01:54): Well, you wrote the whole thing. That's pretty darn good. Amanda Holmes (00:01:57): So I was a gymnast first, and then in my junior year of high school, I thought, oh, maybe I'll do singing. And then by senior year I already had my first record. And then in college I had four records, but all of the people around me were like amazing musicians. I went to USC Thornton, school of music. So it's like top. You either go to NYU or you go to USC or Berkeley school of music. So they were the best. And I looked around and went, I've only been doing this two years. I think this might be good if you guys play and I'll just sing and write. Dan Henry (00:02:30): Well, that's fair. That's like knowing your role, knowing, staying in your lane, you know. That's amazing. That's amazing. So let's go back to cause a lot of people, you know, have read this book, which is again an amazing book. And I also believe a lot of people haven't read it and they've heard of it. You know how many people they say I'm going to read a book and then that book becomes a paperweight, you know? But a lot of people do know what The Dream 100 is, which, you want to play game? Amanda Holmes (00:03:05): Absolutely. Dan Henry (00:03:06): Let's play a game. Okay. So I'm going to explain to you what I think The Dream 100 is based on, you know, my limited understanding and what probably most people understand it as. Very, very like primal, very simple version. And then you're just going to tell me how stupid I am and how bad, how wrong I had it and that I'm going to get amazing value out of that. Trust me. So let's and by the way, before I get into this, I think a lot of people need to know your company has trained over 240,000 CEOs. And the main, I mean, I know you guys help with a lot, but the main thing is to increase sales. Amanda Holmes (00:03:46): Yes. 12 core competencies on doubling sales. Dan Henry (00:03:48): 12 core competencies on doubling sales. And would you say one of them is The Dream 100, or at least that's one, one of them is Dream 100. Amanda Holmes (00:03:54): Yes. Dan Henry (00:03:54): Okay. So let me sort of see if I can jump into this and okay. So The Dream 100 is where you find somebody that you want to sell to usually a big fish, right? Yeah. You just like, maybe it's the CEO of a company or whatever, and you research them and you figure out what they're into. You know, maybe they're into fishing, maybe they're into Marvel, I don't know, whatever. And then you send them this really amazing gift. It's either going to be really expensive or really thoughtful or both. And you get their attention because nobody opens a letter, but they always open a package. And they look at the gift, maybe it's a laptop. And then when they open it up, you're like, Hey, whatever. And then they go, well, who the hell sent me this? You know? And then they look at it and it opens up the conversation. And if you're clever enough, you can at least establish contact with somebody that you normally could never get past the gatekeeper. Am I somewhat on the same? Somewhat in the ballpark? Amanda Holmes (00:04:53): Yes. Yeah. Dan Henry (00:04:56): Okay. So that's essentially, I mean, obviously there's a fine art to it. Amanda Holmes (00:04:59): Okay, so it's the fastest least expensive way to double sales because there's always a smaller number of better buyers than there are all buyers. So marketing and selling to them is cheaper than marketing, selling to all buyers. So how do you find that dream; my father called it The Dream 100. It could be The Dream One. Dan Henry (00:05:14): Sure. Amanda Holmes (00:05:15): I just recently saw a client of ours. They were at 60 million, they had 950 clients that produced that 60 million, but 900, I'm sorry, 969 clients 950 of which produced only 9% of their revenue. So 13 of their clients produce 91% of their revenue. So instead of going after another 900, they only led an intensive effort to one client. And that one client produced them a hundred million dollars. Dan Henry (00:05:44): The big fish. Amanda Holmes (00:05:46): And they doubled sales with one client. Dan Henry (00:05:49): And that, that comes back to using the right bait and being in the right waters. Amanda Holmes (00:05:52): Absolutely. Yeah. You did a good job of picking out some of the great things about it. So my father did it with lumpy mail and that's kind of progressed over time. There's also ways to do it on social. There's also ways to write, just being the bright spot in their day, adding value, being something of interest to them. So lumpy mail is one of those ways that we do. Dan Henry (00:06:12): So I actually, you know, Russell Brunson, he invited me last year to speak at his conference. FHL and so I got to speak in front of like, I don't know, whatever. It was five to 6,000 people. And of course when people bought my stuff. Amanda Holmes (00:06:26): Awesome. Dan Henry (00:06:26): We probably did at least $2 million from that. So I was very thankful. So I was thinking to myself, well, for some, I don't know how I stumbled into this, where he asked me to speak, but I was like, I never sent him a gift, a Dream 100 gift. So I was like, let me retroactively do that because I don't think anybody does that. So I got him a Yoda, a life-size Yoda. Cause I know he's super into star wars. His kids are super into star wars. So I, and this was like right after this was Corona. Dan Henry (00:06:54): So it was like, it took forever to get this fricking Yoda over to him. And they accidentally shipped it to me first. So they shipped it to me. So then I like put a, so then, you know, I got to like deal with that. And it's like this freight thing at my house. And so I put like a little note in and I bought like, RussellsYoda.com. And I was just like, listen, this is just me saying, retroactively Dream one hundreding you and saying, thank you for letting me speak at your stage because we had a lot of money. So I sent him that and he was very grateful, but I just thought, I was like, oops, I probably should've sent him something first. And I, cause I go back to that book and I'm like, you know what, let me see if I can like, correct this. So Amanda Holmes (00:07:36): I love that story. That's so good. But it's also interesting. So my father, when he originally did it, he wanted to spend the least amount of money possible. Like he would get the stupidest little, like one time. I remember the day he found OrientalTrading.com. You can order lots of random, like a Rubik's Cube... Dan Henry (00:07:53): I remember that. I remember that magazine be careful though. It's 2021. We may not be able to say that anymore. But, but no, I remember that magazine. Yeah. Amanda Holmes (00:08:02): So that year we got 300 presents for Christmas because my dad went on OrientalTrading.com and bought the most ridiculous amount of things. Dan Henry (00:08:12): He didn't go cheap on toilet paper, did he? Amanda Holmes (00:08:13): Oh, he was, he would not buy anything brand, you know, designer, anything we got knock, I don't know about toilet paper. He wasn't buying our toilet paper. It was our assistant. Dan Henry (00:08:24): Okay. Yeah, because there's some things you don't go cheap on. Heart surgery and toilet paper, Just saying, you know. Amanda Holmes (00:08:32): So he was always about how do I find the cheapest things? It's just about changing that dynamic. But what it's evolved to now is because we have so much more ability to understand who a person is because they put everything online. Now we can get better about giving them something that would really mean something to them because he created it 30 years ago. Right. He was doing it 15 years ago. He passed nine years ago. And between the last nine years now we share everything on the internet. So you can be much more tactical about that. Dan Henry (00:09:02): Let me, let me ask you kind of a, if you don't mind, it's a somewhat personal question. Amanda Holmes (00:09:08): Happens all the time, yes, please. Dan Henry (00:09:10): Look I remember when I was 24, right? I was, I was driven, you know, I didn't really get really driven till I was like 28. But I was, you know, I was being 24. I was, you know, drinking, going out, smoking weed, going to concerts. Amanda Holmes (00:09:29): Were you at the pizza? You were running the pizza place at that time? Dan Henry (00:09:31): Yeah. I mean, it was cheap weed, but you know, I mean, I was, you know, I was going to SevenDust concerts and I was hanging out and I was just being, you know, I mean, I was still trying to build my business and I didn't really have business then, but I was still trying to like figure things out. I had a couple of businesses that came and went, you know, but I was, I was being 24. I got started a little late. I wasn't that like 18 year old kid who was like, I'm going to be a millionaire. Like I said that, but it was like, yeah, I'll be a millionaire, but I wasn't really putting the effort in. At 24 to take over, not just a company, but a legendary company; a company that, I mean, it's not Joe, the rags man's fricking lemonade stand, you know, it's Chet Holmes International, legendary. I mean, what, I mean, how did you feel filling those shoes quickly like that and stepping into that role? Or were you already kind of in that, you know, or did you like hop off the party bus and go right into it? Amanda Holmes (00:10:34): I was never so good at partying, I was very focused always, but I was a musician at that point. So my father got diagnosed with leukemia and he didn't spend one night in the hospital alone for a year and a half. It was between me, my mother and my brother. And he would have night sweats. So we'd be up all night with him and all of that year and a half, never once did he sit me down and say, these are my companies, these are what they, this is what they do. These are the people that run them. This is what I want for my companies. Right? None of that, we were just spending time together. Yeah. And there was no plan for that whatsoever. Like I'm sure my dad, if he were still here, he'd be like you did what? It would be pretty odd. Dan Henry (00:11:16): So he didn't even expect you to do this? Amanda Holmes (00:11:17): No, there was no plan for it. Dan Henry (00:11:19): Did you just kick the door down and say, listen, Amanda is in charge now. Amanda Holmes (00:11:25): Well, it puts things in perspective because for a year and a half, every day was Chet's going to die. This is what's going on. You know, it was life or death every day in the hospital with him and trying to find an alternative for him. So that was my context to then coming into this. Right? Well, well, so a, when things got even as difficult as they were, I'm like at the end of the day, nobody is dying. Like our business, like the worst that could happen is that I lost my father. Like that to me was the worst. So that had already happened. So whatever happens here, we can work it out. Right? Dan Henry (00:12:03): Now, hold on a second. That's an amazing way to think about it. Amanda Holmes (00:12:06): It's an important thing. Dan Henry (00:12:07): I think a lot of people, whether they're entrepreneurs, whether they're authors, whether there's thought leaders, whether they want to be a sports star, whether they want to be a famous, whatever it is, if they want to achieve some sort of success, they, you know, a lot of times it's all about the meaning that we associate with events, how we define events and how we redefine events. So, you know, you being able to, some, another person may completely have a different definition of that. You know what I mean? But you gave it a definition that ended in a positive result. I mean, how i…
Full show notes at the publisherDo you struggle to overcome adversity as you strive for success?You might believe your humble beginnings mean you’ll never be able to achieve anything great…You might believe failure in business is too difficult to overcome or that it’s an indication that you’re just not cut out for entrepreneurship…If you find yourself struggling with those limiting beliefs, this episode is for you!In this episode, I interview Eric Toz and discuss what he has learned through his entrepreneurial journey, taking what some might consider failure and turning it into lessons that have helped to take him from struggling entrepreneur to multi-million-dollar CEO! In this episode, Eric and I cover:How his childhood influenced his determination for success What timeless principles and skills can be applied to your personal and professional interactions Why what seems like a loss can be an opportunity for future successHow to build stronger relationships with customers and employeesHow seemingly insignificant decisions can create massive change in outcomesIf 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 ChannelSubscribe to Dan’s How To Think YouTube ChannelFollow Dan on FacebookFollow Dan on InstagramFollow Dan on Twitter— TRANSCRIPT — Dan Henry (00:00:09):So welcome everyone to the inaugural episode of the, how to think podcast, the show where we break down the inner workings of the human mind and learn how to think like successful people so that we can achieve anything in business or in life by changing the way we think, Eric, how you doing, man?Eric Toz (00:00:30):So good. I'm so happy to be here. Been waiting for a couple months now for this.Dan Henry (00:00:33):So it'd be honest if it were friends. So if it wasn't you, that was here for the first episode, I'd probably be, you know, pretty nervous right now, because last night I did this Instagram story and I was like, I'm gonna research, like all these world-class like podcasters and interviewers and try to try to be a good podcast or in the next two hours.Eric Toz (00:00:55):I think by the end of it will, you'll be doing good. Dan Henry (00:00:58):Yeah. I'll figure it out. I'll figure it out. But I'm glad I'm, I'm glad I have a good friend on to start out.Eric Toz (00:01:02):Take it easy, slow and steady.Dan Henry (00:01:04):I'm not much for intros, but you built $66 million business. You've done about a hundred million in sales, selling customizable jewelry online, and you started it by sleeping. You were sleeping and you were in Brooklyn, sleeping on a mattress. A whole bunch of crazy stuff went down and, and now you're here. And before we get into that, I just, I just want to say, like how, how would your parents describe what you do?Eric Toz (00:01:32):I think they would describe me as somebody who is always willing to burn all of the ships for me, like, you know, I had a pretty tough childhood. I think a lot of entrepreneurs did that provides an initial chip for them. They're off at whatever their circumstance or their parents, or just something bad happened to their health. And so they have this huge chip and for me, like there was never a plan B, like I was, I felt like I was going to be successful no matter what, if it wasn't like this thing that I'm currently doing, it was going to be something else. And so maybe not even about the money so much, but just such a strong desire to be successful in whateverDan Henry (00:02:16):It was. What gave you that chip? Because I know it gave me the chip that I had. I had a bunch of people who I would, I was delivering pizza and I would be like, oh, I'm going to, I'm going to build a business one day and they'd be like, shut up, like the delivery, you know? I mean, what, what was, what gave you that chip on your shoulder?Eric Toz (00:02:32):Well, a big part of it was my family has been very entrepreneurial. Like my grandfather, he actually, he had a factory in Massachusetts, literally called package machinery. This is like your old school factory, literally making like boxes and like packaging and stuff like that. And he, he sold that business. He was pretty successful. And then my dad growing up, we had a power sports business. So we were a family business. We sold jet-skis, we sold, we sold ATVs, like all these toys we had, like each of us three kids had our own everything. And then we had a few bad winters in a row where there was no snow up in New Hampshire where I'm from. And the business ended up going bankrupt. And so bankruptcy, you know, 30 years ago it was a lot different than now. Yeah, it was a true like seven years to repair your credit.Eric Toz (00:03:22):And so, you know, my dad, he went from being this entrepreneur to being like a Knight Security Watchman. Like I literally remember him coming home with like, you know, eggs and breakfast for us all after he was working all night at like a hotel. So I had no idea what was going on at the time. Had no idea what happened, how old were you? I was like five, like five, six, and all three of us. We were me and my brother, sister. We were like three, four or five, something like that. So yeah, that was really difficult. I was the poor kid at school. I was on free lunch. You know, I remember Christmas, like three Christmases in a row. I got like the same thing, which was this little, like a Hot Wheels set. And I'm like, oh, another Hot Wheels again, but we couldn't like afford anything.Eric Toz (00:04:07):So for me you know, going through puberty in high school at that point, I kind of wanted to latch onto something I could feel good about. And for me, it was sports at the time. So I threw myself into that completely. I would train for football, like during the summers, literally till like two, three in the morning, I'd be doing suicides and doing squats and stuff like that. And I had very good influences at the time. Like I had really, really great mentors. I had my football coach. I still can hear him yelling in my ear to this day saying, you know, stop feeling, sorry for yourself, stuff like that. So those were really good motivators at the beginning. And I had been influenced a number of times by some very important people not just in sports, but like later in business too.Dan Henry (00:04:55):So, so let me ask you this when you, cause I've seen, you've taken me to your warehouse in it's within the St. Petersburg city limits. And you, you took me there and it was super impressive. I mean, it's this gigantic it's like, you wouldn't even know it was there. You would not know it was there. You would not know that this building randomly in this industrial part of town is on a hundred million dollars in fricking e-commerce you know, and so you take me there and you've got these machines, let's see if we can get it, maybe Brandon can get a picture of your, of your thing up. And I can hear myself like a delay in, in my headphones a little bit, Brandon, I don't know if you've got the live stream going or not, but there's a picture of, of your, and how many people do you have working there?Eric Toz (00:05:53):Currently, we have 70 full-time employees. Yeah. Seven zero, I think during, during peak Q4, we'll have about 200 in the US and then we have an Amsterdam factoryDan Henry (00:06:05):Setting up now. So, so this right here is your, this is your warehouse. Okay. And I mean, that's, that's pretty big and it's actually bigger than that. That's just one section of it. And then you have another one where you do media, but I remember being in there, it was just like last week and yeah, zoom in a little bit, Brandon, like, look at that, look at all those people. So I want to understand the business model, because as far as I know it, you, you, you know, you have this company called shine on. Yup. And you, and you got to correct me if I'm wrong. Cause we've, we've been pretty stoned sometimes when we were talking about this, actually funny before I get into this funny story we met at this, this mastermind it was founders mastermind in downtown St. Pete. And we you had this you, you had this little segue thing that you were riding around on all, all through St.Dan Henry (00:07:00):Pete, that little, the one wheel, the one wheel. Yeah. And I remember I think you wrote it over to my penthouse here in downtown, and we got stone and just talk business for like three, four hours. It was amazing my condo. And it was a great conversation. And you told me and I definitely want to talk about this. Cause you, you told me about, you know, a lot of people say, oh, read this book and read that book. And you told me about the book, how to win friends and influence people, which I think a lot of people I think a lot of people say, Hey, read this book and people go, oh yeah, yeah, yeah, that's cool. I'll read that book, but they don't actually read it. And they don't actually put it into practice. And I re I noticed some things when we were, we were talking like, you would be like, oh, I'm sorry for interrupting. And you, you just said certain things. And I'm like, I really like this guy, like what the, what the, what is going on? You know? And I said to you, I was like, why are you so fricking likable? And you told me, you cheater that you read the book, how to win friends and influence people. And you like went hardcore on it. And you just, you, how much does that help you network and get through business and, and, and just in progress in your career.Eric Toz (00:08:12):Yeah. So I think, I think there are certain things you can learn that are timeless, right? There are certain principles that are timeless. And I think to be a good business person in the 1930s, when that book, how to win friends and influence people by Dale Carnegie was written you know, you couldn't hide behind email, then you couldn't hide behind social media. Like if you, if you wanted to conduct business, you had to like, look people in the eye, you had to shake their hand. You had to like, keep your word. You know, these are like old-school fundamentals. And so I think it actually be really helpful if entrepreneurs more entrepreneurs read that book today because it's really head-slappingly simple. Lee's simple things that he says where you're like, oh my God, I shouldn't have, I should have been doing this my whole, my whole life, like simple stuff. Like the sweetest, the sweetest word to somebody as their first name. So try to use their first name as much as possible because they immediately perk up. Right. You know,Dan Henry (00:09:06):Eric. Yeah. It makes me feel good. It does. And you know, when I read that, but I literally, because when you told me that it, it stuck with me and I've, I've read a little bit of the book, but I actually went out, I bought the book and I read it and I read it all the way through. And then I listened to the whole audiobook all the way through it. And then I downloaded the cheat sheet and I might've had one. I'm not going to lie. It's hard. It is super hard. Like some of this stuff is just hard to remember and hard to implement, and it's sort of like, you have to take. And when you first read it, you really feel like a Dick. At least I did, I read this and I'm like, well, I'm missing a lot of this. Like my first reaction was I must be a total Dick because I'm just reading all these things that we forget on a daily basis, you know, like not interrupting people, using their first names, smiling, you know, just, just, just something as simple as smilingEric Toz (00:09:58):With a pleasant tone. Dan Henry (00:10:01):That's the whole chapter on that, the whole chapter on that. And you dive deep into it. And I think in business and, and not even business, but in life, you, I mean, I'll give you an example. I was downtown. And I ran into somebody who was had actually followed me for some time and bought some of my products and stuff. And he had a friend who's this like high, high level, you know, manages billions of dollars in real estate. And I was just, you know, very nice to them. And I, I mean, anybody could have been any, any one of a thousand ways with their personality. And I was just trying to be very nice. And I noticed that his, his wife was a super, super sweet woman. And I remembered the book where it said, you know, think about what appeals to them, you know, think about w what brings value to them and how to appeal to them.Dan Henry (00:10:50):And I noticed that she wanted to talk about like cooking and making food for people. And that was like really important to her. And so I had a conversation with her about that, and I learned a lot about a lot of food that I didn't know. And then we ended up getting invited to their penthouse, which is actually four penthouses that they bought at the top of I forget which building, but it's, I think it's park shore. And they combined all four penthouses into one mega penthouse. Jesus. Yeah. It was you. And I learned so much about real estate and all that, and that was just, IEric Toz (00:11:23):Think it was from the, you conducted because of the cookingDan Henry (00:11:26):Conversations, because she invited, she invited us over for breakfast. She wanted to cook for us. So, yeah. So like, I mean, we didn't get an invite before that. And then, I mean, or maybe he, he would have invited us anyway, but it doesn't matter. The point is, is that, you know, sometimes I think we, we get wrapped up in all the problems in life. And so we're so focused on those problems and thinking about those problems, that when we go and all these differences in life, our problems are on our mind. And it's not that we're not, not nice people, but we don't take the time to articulate how nice and how genuine we are, because we're just so drowning in our own world of negativity and all the stuff we have to do. And I think that that book just gives it a great reminder to how to bring that to the surface.Eric Toz (00:12:11):Yeah, totally. And there's a whole chapter, literally just on listening. And at the end, he tells a story about how he had like an hour-long conversation with a woman on a couch. And he may be said like five words. And he was just asking questions, maybe like five or six questions. And she was talking the whole time, like, blah, blah, blah. I mean, he was into it. But at, at the end she was like, oh, you're such a good conversationalist. And he was like, I haven't said anything, but he just allowed her to sort of that. And just being there, like just holding space, I think for people can be really beneficial because everybody, especially in our business, our line of business, they just want to talk about what they're doing, like all the time and what they're currently up to.Dan Henry (00:12:58):Right. I, I do notice how did, and how do you think those tactics and that paradigm shift of how to interact with other humans? How do you think that differs between dealing with employees and dealing with just like other entrepreneurs, other, other people in your life that, that you don't pay?Eric Toz (00:13:17):I think the principles are, are the same, right? Like a mentor of mine, he's the co-founder of Zappos. His name is Fred Mossler and he, he treats his vendors the exact same way that he treats his employees and he treats people in the Las Vegas community the same way he treats vendors and, and they'll actually have vendor parties. They'll fly in their vendors once a year and have like…
Full show notes at the publisher>>> CLICK HERE to Book Your FREE Strategy Call with my Team!! <<<----Have you thought about what inspired you to become an entrepreneur?You might have been motivated to build your business simply to make more money or create a better life for yourself…You might have known you could have a huge impact on people's lives…For most entrepreneurs, it's a combination of both!But, have you ever asked yourself, how much is enough?I recently asked myself this question, and the answer inspired me to make some changes!I created this episode to share why I've decided to end the Dan Henry Show and what to expect moving forward! In this episode, I am going to cover:Why I've decided to end the Dan Henry ShowHow I plan to serve at a higher level with my company How To ThinkAnd... how to take your mental game and money game to the next levelwith How To ThinkIf 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 ChannelSubscribe to the How To Think 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 — I'm back. Hello, everybody. Welcome to the first episode that I've recorded in a long time, but unfortunately, it is the last episode of the Dan Henry Show. I'll tell you why coming up.Oh, my Lord. I'm going to miss that intro. You have no idea. I swear that intro is probably the only thing that's held me back from making this episode as long as it's been. So you may have noticed that I have not released a podcast episode in a while. There's good reason for that. And this is actually the last episode of the Dan Henry Show, but don't worry, a little bit of an announcement that may make up for that.So here's the thing I'll be short and sweet, and I'll be very, I'll be, I'll be very direct. You know, we all get started in entrepreneurship because we either want to make a lot of money and change our conditions, our living conditions, or we want to make a lot of impact or a combination of both. For most of us, it's, you know, it's both, and I think that's healthy. And you know, I started to GetClients.Com several years ago, and we've done just so well. My team has been, I mean, we've been through ups and downs, and we've done really, really well. It's helped create a life for me where I can pretty much do whatever I want, buy whatever I want, go wherever I want. And you know, at a certain point, honestly, you have to ask yourself, when is it enough?You know, when is it enough? Because I'll be honest with you, the million-dollar days and all this stuff like, dude, I don't need a million dollars a day. I don't even need a million dollars a month. Honestly, I just want to help people get out of their situation and grow their business just like I did because, you know, I mean, I wasn't, I was supposed to be delivering, I'm supposed to be your waiter at Denny's. That's what I'm supposed to be. The fact that I made it through is, it's incredible because, you know, growing up in a small Florida town, no white picket fence, no dinners every night at 6:00 PM, a normal Florida, dysfunctional family. Metallica shirts, playing guitar and smoking weed, and hanging out at Denny's at 3:00 AM. I mean, this was my life. It wasn't supposed to be anything more than that. And somehow, I broke through, and that really inspired me because it showed me that if I can do it, other people can do it. And I felt a calling to help them.And that is what we did at GetClients.Com, and what we will continue to do. And, you know, our business, showing people how to sell their advice, how to sell their knowledge, how to raise their prices and attract clients, whether you're a coach, course creator, agency, whatever that is something that we're very, very good at. We've created a lot of results for that. And we're going to continue to do that.And I just got to quickly interject here. My favorite one out of everybody is a client named Vaughn. He sells a how-to-play gospel piano course. He came to us charging $47. We got him up to be able to actually charge $5,000 for that program. And he makes now like something like 50 grand a month. And as he says, he gets to hang out, drink Hennessy and relax and make a lot of money. And that right there to me is it's just it's everything. Especially because you would never think, you would never ever think that you could make that type of money selling how to play the piano. And I'm just so proud of my team and just everything we've built together.And that said, I'm just gonna be honest. The reason I haven't put out a lot of content recently is because, one day, I woke up and I said, you know, how much money is enough? How much is enough? How many awards are enough? You know, they come out with a new award all the time, a million-dollar award, or it's a $10 million award or twenty-five million dollar award, $50 million award. And it's like, dude, how much money do you need? You know, like I don't, I value my time and my experience and my memories more.And when you stop chasing that next level, next level, we gotta hit the next level. We got to hit the next level. We gotta hit the next level, we got to hit the next level, and you just enjoy the ride; I found that it becomes a much more enjoyable experience. You know, because you can always make tons of money and enjoy your time doing this business. But when you want to hit record after record, after record, you want to push the envelope constantly, well, it takes up your time because you're hitting, you're stretching the boundaries. So, of course, you get to spend less time because you sacrifice that time to hit new heights. And I think I'm high enough, man. I'm high enough. I'm as high as I want to be. Now it's time to focus, put the shift more on happiness.And so here's how I've decided to do that. I hope this inspires some of you who maybe you've become lost in your business. Maybe you've if you've ever asked yourself, like, why do I continue to do this? Like, you know, is this really going to make me happy? Is money really going to make me happy? I will tell you this right now, no. I'll just, spoiler alert, it's not going to make you happy. And so here's what I've decided to do.I have a passion for, you know, helping people that are less fortunate or had experiences that did not give them an advantage get ahead because I didn't have an advantage when I was younger. Again, I, you know, I grew up in a poor Florida town, but by complete chance, I had the opportunity to meet some amazing people that gave me some pretty awesome mentoring and changed the direction of my life.And then from there, I was able to acquire, you know, money and build businesses and get good at doing things like that, which then obviously gave me more access and resources to get even more mentoring. And it just compounded from there. But a lot of people don't have access to that level of mentoring and listen; I'm not going to lie to you. If you sign up to be a client at GetClients.Com, you're going to pay a premium price, but we're also going to show you how to really scale your business to a crazy level. But, you know, there's a lot of people out there that maybe they don't even want to start a business, but they can still benefit from mentoring. Or maybe they're just not fortunate enough to have access to that type of mentorship.And that's why I've decided to take the time that I could be using to scale, Get Clients to new heights and use it to do something else. You know, my new passion is HowToThink.Com. And it's funny because it's not going to make anywhere near as much money as Get Clients. And that's, I'm totally fine with that. It's, you know, daily success mentoring. All the stuff that most people don't have access to, I'm giving it away for seven bucks a month. At least that's the price we're starting out at it. We might raise it a little bit, but you know, to me, it's just important to help people learn the mental game and learn how to level up. It's not just about leveling up your money game. It's about leveling up your mental game as well.And so my content moving forward is going to be a lot more about that. Less about, you know, internet marketing, like my ads and stuff that we promote, Get Clients will still be talking about that. But the actual content that I put out will be far, far less about internet marketing because honestly, I believe, and this is the point of this episode. I truly believe that I have more to offer than talking about fricking landing pages and ads. And if you've ever felt like you've been doing something for so long that you have more to offer and you haven't taken action on actually enforcing that in yourself, take it from me. It took me a long time, but I'm here, and I'm ready to serve at a higher level. And that's why I've created this company. And that's why I'm changing my content strategy.So moving forward, the Dan Henry Show will be no more. It will be How To Think. I don't know How To Think Podcast, How To Think Show you'll figure it out. You'll find out the name when we change the name on this podcast and the cover art. So it'll, you'll still have all the old episodes, but we're going to be uploading the, How To Think episodes. What are the, How To Think episodes?So here's what they are. I've sat down with some amazing, amazing people. The first episode was my buddy, Eric Toz. He built a $66 million per year business out of this small little factory, like not even a factory, like a warehouse here in St. Pete. And he sells customizable jewelry online. He did $66 million in the past year, a hundred million overall since he started. And we sat down for two hours and talked about mindset, money, you know, entrepreneurship, teams, just everything for two hours. And that audio will be uploaded as episode one. So the next episode you hear from this podcast, that'll be episode one. I also sat down with Amanda Holmes, who's Chet Holmes daughter, author of The Ultimate Sales Machine. It's where the Dream 100 came from. I sat down with Eli Wilde, who was the top speaker for Tony Robbins, sold tens of millions of dollars worth of Tony Robbins events and worked with him closely, even lived with his son. I sat down with him for two hours. And I've got so many more amazing guests I'm bringing on because I'm really fascinated by how successful people think. Because that is the engine that drives all these things that you learn all these tactics, tactics are the lowest level of growth. The mind game, the mental game, the engine that drives it is what makes those tactics work.And I love talking to people who think at a higher level, and I love sharing that so that others can think at a higher level. And so that it's going to be these podcasts episodes moving forward as well, we'll be uploading the full video episodes of those to our, How To Think YouTube channel, which you can find at youtube.com/howtothink. And we'll be posting some of the highlight clips on my Dan Henry channel. And my Dan Henry channel, you know, I'll be talking about, I might talk about crypto. I might. I mean, really, I'm going to talk about things that interest me and not just stuff that'll make you watch a video, and then you buy my stuff. Like I'm no longer interested in marketing for the sake of marketing. Cause that's what marketing is, right?That's what internet marketing is putting out content that makes people want to buy your stuff. Great. Awesome. Well, what if I want to put out content that I want to talk about? What if I want to put out content that I think will help people, even if I don't think they're going to buy my stuff? Yeah. I think I like that better. And now that I'm in a place of abundance where I've taken care of my family, bought my Mom and Dad a house, my life is so financially secure. I mean, you know, like I don't need to sacrifice the value that I can bring simply to get you to buy something. You know, if you want to buy something, buy something, we'll take care of you. We'll do an amazing job for you, but ultimately I want to put out content that I believe will help people.And that's sitting down with these people. That's me talking about leveling up your mind and money game. And I'm very big into entrepreneurship. I'm big into crypto. I'm big into, you know, the new NFT wave and just all the stuff that's going to change the very face of this earth and how we do business and how we interact with money. And just everything. I love talking about it. I love talking about, you know, how to think like a successful person, so that's going to be, you know, a lot of the content that I put out and not so much internet marketing. But obviously, we'll leave all that content up.And I'm holding myself accountable for this because I don't want to be known, you know, I don't want to be like Jason Biggs, who got known as the guy that, that F'd the Pie, and that was the only thing he could do. This is the only acting he could do. I don't want to be typecast as the internet marketing guy. I know I can serve at a higher level, and I'm going to do so. And so the content you'll be seeing coming out from me will be very different. And this podcast will change. It will be a new type of show, a new type of format, and I really hope you like it. I really do. And I hope I can serve you at a much higher level and not just talk about fricking landing pages and ads and all that. I just, I'm really excited about this. I'm super, super excited about this.And so that said, this is the last episode of the Dan Henry show. Who knows, maybe one day I will reignite this so I can use that intro again. But moving forward, this is what to expect from me. And the next episode, you will get to hear my buddy, Eric Toz, talk about how he built this just massive, massive, a hundred million dollar, like crazy. It's just; it's just really cool. And he used to like, I mean, just like me, he was not you know, he was not a wealthy person. He came from very, very humble beginnings. So I can't wait to share that with you. And I look forward to seeing you in the next episode, make sure to subscribe. And I'm going to go ahead and play this outro one last time. I'll talk to you soon.
Full show notes at the publisherTranscript
Hey, Dan Henry here, founder of GetClients.Com, and I'm super excited because today I'm going to share with you my devil and the food truck parable. And it's one of my favorite analogies to explain how to scale your business. Welcome to the Dan Henry Show.
Where else can you see behind the scenes of a multimillion-dollar online business? Nowhere! So you better stick around. This is The Dan Henry show.
All right, so let's get started. What is the devil and the food truck and what the heck does it have to do with growing your business and scaling? Well, imagine for a moment that you are in a desert and you have not eaten you have not had any water for days, maybe weeks, and you're like literally about to die. All right. Now, all of a sudden, out of nowhere appears the devil. And the devil says, all right, you don't have any water, you don't have any food. You know, you're starving. Check it out. I am going to put a plate of food right in front of your feet. And on that plate of food, you have like a nice steak, you have some mashed potatoes, maybe a big glass of water. And it's right there. It's at your feet. Your feet are literally touching the edge of the plate. You can smell the food. Your stomach starts growling. You know that you haven't eaten in weeks. And the food is right there. The devil says, listen, here's the deal. You can eat this food or way off here in the distance. Is this food truck okay? And this food truck has a month's worth of food.
Speaker1: It's got a dining table in it with food ready to go. Prepared. It's got a full tank of gas. It can get you out of the desert. And it's got all the food and water you never need. But here's the dilemma. In order to get to the food truck in time before it leaves, you have to step over the plate of food and immediately start walking towards the food truck, which is probably an hour walk away if you stop to eat the food. You will miss the truck. What do you do? Now, anybody with a rational mind would say, well, I would step over the food and I would walk to the food truck. But you've got to remember, you don't have a rational mind because you've been in the desert for weeks. You haven't eaten, you haven't slept, you haven't had any water. So you're not thinking rationally. Just like when you're growing your business, you're stressed, you're tired, you're overwhelmed, you're looking at your bank account, you're worried about the bills. Your significant other is like, oh, come on, grow your business. All right. And so you are in a somewhat similar position to being in the desert. You're not thinking clearly. And so this is how scale works. Scale is all about making decisions that cost you money now, but make you far more money later. And so when you as an entrepreneur, decide to step over this plate and go towards the food truck, that requires massive amounts of discipline, because most entrepreneurs, they don't. They take the food. Now, what is the food to an entrepreneur? Imagine for a moment that you're trying to build your business and a potential client comes along.
Speaker1: That's not a good fit. And they say, hey, I want you to do this other thing that you don't really do, but I'm willing to pay you money now to do it. Now, you might say to yourself, well, that's money now. I'm going to take that so I can make some money now. You get distracted from the growth of what you're building. And so it takes longer and longer and longer for you to hit the promised land, which is that food truck full of all the food you could ever need. To give you one personal example. I remember when I was growing my consulting business and, you know, the whole thing was, all right, we're going to refine this automated system that brings qualified clients in, qualifies them even more, and then gets them on the phone with us. And I had so many offers left and right. Dan, I want to do a joint venture. Dan, can you come on my podcast? Dan, can you you know, can you do this product with me? Can you be a guest on here? Can can we do this thing together? And in the beginning, I said yes to a lot of those things. And sure, I made a little bit of money. But what was happening was I was getting so distracted with the food in front of me that I kept missing the food truck. And so one day I said, stop, I'm not doing that anymore. And I started saying, no, no, no, no. And when I started doing that, I was able to build out our system.
Speaker1: I was able to refine and fix the problems in our company, really dial things in. And we were able to, as a result, scale and grow and have, you know, seven figure months when I did hold events for myself. We had seven figure events where we did seven figures in revenue in a day because I was so focused on that. I wrote my book, Digital Millionaire Secrets in one month. It became a Wall Street Journal and USA Today bestseller. It's produced about eight million dollars for my company. People read my book. They like what I have to say. They go to get clients, Starcom. They become a client. And none of that would have happened. That book, that system that we use, those events that we did, that's the food truck, those other things that would have made me a little bit of money here, there and there. That's this. When you learn to say no to this and have the discipline to step over it and walk that mile to that food truck, and there's no money here, there's no money here. It's just a walk. But when. You get there, that's when your business truly scales. And that, ladies and gentlemen, is the devil in the food truck. Hey, Dan Henry here. And if you enjoyed this episode, make sure to visit, GetClients.com for more free resources on how to grow your online business. And if you love this show, don't forget to leave me a five star review. See you in the next episode.
>>> CLICK HERE to Book Your FREE Strategy Call with my Team!! <<<
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When we consume content such as podcasts, books, youtube videos, audiobooks, etc, we’re doing it to learn to solve a problem and to accomplish a goal.
In this episode, I am going to cover:
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 Channel
Want 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 you can become drunk on content and why consuming too much content will absolutely stunt your growth personally and as an entrepreneur. Welcome to the Dan Henry show. Where else can you see behind the scenes of a multi-million dollar online business? So you better stick around, this is the Dan Henry show. All right, so what does becoming drunk on content mean? So when we try to consume content, we listen to podcasts, we read books, we listen to audiobooks, we're doing it to learn. Why are we doing it to learn? We're doing it because we want to learn something that solves a problem or that helps us accomplish a goal. But oftentimes we don't think about that. We just think that if we learn, good things will happen. But the truth is, you can learn too much too quickly and you can become drunk on knowledge. So imagine this. Imagine you go out to a nice dinner with your boyfriend or girlfriend and you have a couple of drinks and you have a nice social evening. It's fun. You're loose and you go home, you go to bed. And it was just a nice evening versus you go out and instead of having two drinks, you have five or six or eight and you end up getting way too drunk. You get in a fight with your boyfriend or girlfriend ends up being a terrible night and you feel like crap for the next two days or if you're in your 20s, maybe the next 12 hours, you darn 20-year-olds.
But the point here is that everything is in moderation. So here, let me give you an example of too much content. So today I was doing my morning knowledge walk and I do that every morning. I just got back into it. I moved to downtown St. Pete. And so now I'm walking around the city and I was listening to the book traction. And the reason I listen to this book, this one particular chapter, this book was because I wanted to improve the way that we document our processes in our company. And so I listen to the chapter about documenting your processes in your company from the traction book. Now, keep in mind, the book traction or really any book is multi-hours. I mean, that's like a six-hour audiobook. And so I knew I couldn't listen to the whole thing in turn right around an implement. I just wanted to listen to that one part. And as I was coming back home, I was, you know, getting all kinds of ideas in my head and I thought, OK, I'm going to come home and I'm going to specifically work on one thing that relates to documenting our processes. I'm going to talk with our operations manager and I'm going to implement. But then on my way home, I notice that I check something on YouTube. I don't remember why, but I saw a video that interested me from Andy Frisella.
And I think the reason it interested me was because I was looking at the wasn't even the video. It was the video style. It was his camera work on how he sets up his show because we're going to be setting up a show for my new company, How to Think. And so I wanted to watch it to sort of like get an idea of how the set was set up. But then as I started watching it, first, I was paying attention to the set and then I started paying attention to what he was saying. And next thing you know, I found myself beginning to forget about that action that I wanted to take. It went well, I'm getting drunk on content. And so I stop watching the video and I just. I didn't listen to anything, I bought another five, 10-minute walk home, I just enjoyed the birds singing and well, I mean, I don't know if they're singing, maybe they're screaming at each other. Maybe they're literally maybe they had a drunk night on birdseed and they're like just going at each other's throats and we're thinking they're singing, but they're not really singing. They're like actually having a domestic incident. Anyway, the point is that I didn't listen to the audio, but went home and sat down and decided to take action on that one thing that I learned earlier in the day.
And so the point here is that if you consume too much content, you will not take the action from the content that you consumed. And that's why I believe it is good to define a problem or goal, consume a piece of content that relates to that goal, and then take action before you consume anything else. And this is actually one of the principles that I decided on, and one of the core values I decided to base my new company, How to Think On. And to give you an example of that, if you read the book, Atomic Habits, it talks about how the real way to get better at something or to improve is to do it just one percent each day so that, you know, when I went to develop this company in this app, I had to research my competitors and I had to research the other mindset products that were out there. And so I found that the problem was most, if not all, of the mindset offers and memberships and events and courses. They violate the law of marginal gains and basically they create this massive amount of content. Either you go to a three, four, or even five-day event and try to fix your whole mindset in your confidence and your motivation all in one shot. Then, of course, you know, you come home, you feel good, and then you're right back where you were. Or and there were several memberships that I signed up to, popular ones, where they would some of them would release a two-hour video each day.
And I was sitting there and I was thinking, if I if somebody had a strong enough mindset to set aside two hours each day to learn about mindset, they probably wouldn't have a mindset issue with that. So you know, the idea here when I developed this was to stick to that core fundamental value of not getting drunk on content. And that's why when we release How to Think, you'll get a five-minute daily mindset mentoring session from me, deliver to your How to Think app each and every day. And the idea here is that you slowly and gradually improve your mindset so that it sticks because if you do too much, it's sort of like a diet. You know, if you try to go crazy and not eat anything for two weeks, yeah, you might lose weight, but then you gain it all back and then some. If you swing one side, you swing too far from one side to the pendulum. So the pendulum, one side, whatever, then you're going to swing violently back to the other side. Because the truth is that slow and steady wins the race. It always has. The law of marginal gains, that was written about in the book Atomic Habits, which, if you haven't read, definitely should pick it up.
But the point is, is that I live and actually, ironically, Andy Frisella talks about this. He talks about living your core values, living in your personal life, living in your company, living in your products. And that's why I personally, One of my core values is don't become drunk on content, pick a goal, pick a problem, consume the content that you need to consume to fix it, take action, then move on to the next piece. And that's exactly what I founded and developed our product. How to think is simple. Everybody has five minutes a day. And five minutes a day just chipping away at those limiting beliefs. Slowly strengthening that mindset is really what you need. You can't cram in all at once. And so that's just an example of not only becoming learning to not become drunk on content but living that value. So I hope this is helpful. And let me know in the comments, have you ever become drunk on content, yes or no? And if you want to expand on that as well, make sure to subscribe. I'll be releasing more of them soon. Talk later. Hey, Dan Henry here. And if you enjoyed this episode, make sure to visit get clients.com for more free resources on how to grow your online business. And if you love this show, don't forget to read me a five-star review. See you in the next episode.
>>> CLICK HERE to Book Your FREE Strategy Call with my Team!! <<<
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Jargon may make your ego feel good, but what feels better is getting paid and one thing for certain is clients hardly pay when they are confused.
In this episode, I am going to cover:
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 Channel
Want 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 —
A lot of times, because we're so proficient in what we do, we almost feel weird about dumbing it down.
Where else can you see behind the scenes of a multi-million dollar online business? Nowhere! So you better stick around. This is the Dan Henry Show.
Most people do not care about the Accademia of what you teach, they care about something simple that makes sense to them. And I always say dumb it down, dumb it down again, dumb it down again, then you're halfway to where you need to be, to dumb it down and then you should dumb it down again. And then maybe you're somewhat close to how dumb it needs to be to get it across to your customers. But then it should probably be dumb down again.
So one of the biggest things about this game is discipline. It's having the discipline to get over how you view things and your preferences because the truth is your preferences don't matter, your beliefs don't matter. Your values can be the bumpers on a lane. Right? Like if you're you know when you bowl and you have the bumpers, you know, the lanes only so wide. Right. Your values can be here. But if your values are here, you have no business. You should probably just get a job.
You have to have values that have some space in between to work because you have to remember, if you're going to own a business, you have to market that business, and marketing is marketing. One thing I hear from a lot of business owners, especially in this field is, "Well, I don't want to have to sell like that." Well, then don't own a business that's like saying like, I'm a fireman, but I don't like fire. I don't like spraying things with water. Well then don't be a fireman, go somewhere else. And so one thing to get over is the pride, that sort of self-righteousness because that's all it is.
And if I were to use a word to describe how most people approach their marketing, the word is petty because sounding smart to yourself is petty, not wanting to do certain marketing tactics because you don't think it's within your values is petty. I'm not saying be evil or disingenuous or wrong, but, you know, simple things that have worked for hundreds of years in marketing, like dumbing things down, do it, or don't own a business. So I just want to get that across. Sometimes you have to set your pride aside and that pettiness aside and dumb it down, because if you don't, you're not going to have a business.
And then this entire conversation is new. I just watched a video from my good friend ... and he was talking about lessons he learned in business and the lessons he learned from paying for mentoring from billionaires and stuff, and one thing he said is that one of the biggest secrets to his growth was not teaching the clients what he wants to teach, but what they want. And he was like, you know, a gym launched, all the gym owners just cared about more revenue when in reality, I knew they needed to know how to do operations and they needed to know how to build proper accounting and ... But nobody wanted to learn that because they just wanted to learn to make more revenue. That is a caveman approach. And so that's what he sold them. And that's why he made in 2020 like thirty-one million dollars. So you can have a successful business so you can have your pride.
Hey Dan Henry here and if you are enjoying this episode, make sure to visit getclients.com for more free resources on how to grow your online business. And if you love this show, don't forget to leave me a five-star review. See you in the next episode.
>>> CLICK HERE to Book Your FREE Strategy Call with my Team!! <<<
---
Are you facing multiple objections on your sales calls?
You might think that you need to come up with multiple rebuttals for every objection that you face but the truth is all objections come down to one thing.
If you don’t address this one thing, you’ll never be able to address the obstacle that is standing between your prospect and the sale.
In this episode, I am going to cover:
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! ;)
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— TRANSCRIPT —
Speaker 1: Here's the thing, all objections are the same. All objections come down to one thing. Can anybody guess what are all objections come down to?
Welcome to the Dan Henry Show. Where else can you see behind the scenes of a multi-million dollar online business? No where! So you better stick around. This is the Dan Henry Show.
So Jordan Belfort likes to say that "they're either uncertain about you, they're uncertain about your offer, or they're uncertain about your company". I would like to say a fourth one. They're uncertain about their ability to execute on what you have to offer, okay? But notice that the relationship between the four. They're all still, I'm uncertain, right? And in coaching, a lot of times you won't have a.. unless you have sales reps, the company and the "you" merge, right? So I like to just say it's all I'm uncertain, right? So just like in Jenny's case, she was uncertain about the value. But when I took the time to understand that and do the math, she is now certain. So that's what you're doing, is you're moving your prospect closer to a level of certainty that allows them to whip out their credit card. You've got to remember, they have already achieved a certain level of certainty when they get on the call because otherwise, they wouldn't be on the call. Okay? As you work through it, you get them, you edge them closer and closer and closer to that ultimate certainty.
Speaker 1: So when somebody says, I will think about it, I say, okay, so is there. And again, which way you decide to do this depends on a lot of it's a feel thing on what they've done on the call. But I'll say something like, well, what in particular are you going to review? What particular aspect of this do you need to think about? Perhaps I can provide you some additional information and then they tell you what that is and then you can dive into it and perhaps overcome it there. Or let's say earlier in the call, they kept telling you that they've put things off, they've put things off, they've put things off. I have a new personal trainer and he was asking me a question because I've been helping him with his marketing and he trains with me three days a week. So like while we're working out, I ask him questions. He mentioned to me that he was on a call and the sixty-two-year-old man said to him, "I really want to join, but my daughter's graduation is in two weeks. It's just not a good time", right? So he just let it go. And I said, would you like me to tell you a better way to handle that? And he said, sure. And I said so earlier in the call, did you pull out that that person has put things off, put their health off, put getting in shape off? He's like, "oh, yeah."
He told me that a bunch of times. So what I would say is, "So you're telling me that your daughter's graduation is in two weeks, therefore, it's a bad time to get started. But let me ask you, how many times in your life has something come up like graduation, like a wedding, etc, et cetera, that made you put off getting in shape? Happens quite often. right? And he's like, yeah, it happens quite often. Well, that is life. You're always going to have that. And the truth is, the people who get fit are not the people who wait for the perfect time to get fit when nothing's going on. Because if that was the case, we'd all be fit. People who get fit are the ones that execute on fitness in spite of it being the wrong time. The people who get fit, who turn their lives around are the ones that do it when it's not a good time. You told me that just the other day you could only play with your grandson for five minutes outside and you got winded and he was begging you to play ball with him, but you had to go inside because you were so winded. Let me ask you a question, how important is it to you? Is it important enough to you for that to stop happening, that you would take the time to make a change, make a change in your habits, even though it's not the right time? Because I got to say, John, it sounds like you're doing the exact thing that you told me that you had to stop doing earlier in the call. And so I understand you want to wait, but I would not be doing my job if I didn't recognize that and tell you that that's part of why you're at where you're at. The continual delaying, the continual putting it off, and if you make that decision right now and you break that habit, that's your first step. To finally getting your health back. Something like that, and then I told him, you can make a video because when you get objections on calls, oh my gosh. Make videos. Put them in your email sequence, put them in your content. The way I would deal with that, I would say, "okay so here's you, right? Sad and out of shape and here's you, happy and in shape, okay?" Now on your way to that journey, there's a marriage or there's a wedding, right? So you put it off and you think, OK, I'm going to go hang out over here at the wedding and I'm not going to work out that morning and I'm going to put it off, right? And then I'll make my way over. Oh but wait, there's a graduation. Wait, nope. Somebody got sick. Wait, no, I got a big presentation to deal with. Wait, no. And what ends up happening is as life goes on, by the time you get through one situation, you've now got into another and you're waiting, When that one's on you now on your way. but you wait and you continuously wait, wait, wait, wait. You map it out like that, and when you do that, it shows them visually and then I would wrap it up and I would say, you know what, all these situations are? They're called life. And if you let life stop you from fitness, you will never be fit if you just sat around all day and had nothing to do. Of course, you could get fit. The people who deserve to get their health back are the people who do it in spite of life. And that is the essence of fitness. right? I would say some stuff like that.
Hey Dan Henry here and if you enjoyed this episode, make sure to visit getclients.com for more free resources on how to grow your online business. And if you love this show, don't forget to leave me a five-star review. See you in the next episode.
>>> CLICK HERE to Book Your FREE Strategy Call with my Team!! <<<
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Are you putting off starting your business because you worry you might be wrong?
You might think you could be missing important information or that someone else could be better or more qualified than you.
If you let those thoughts hold you back, you'll never get your business off the ground. You'll waste valuable time worrying instead of taking action, building and growing your business.
You might be surprised to hear this, but most entrepreneurs are wrong!
I've been there myself, so I created this episode to share what you can do to start your business even if you think you're wrong.
In this episode, I am going to cover:
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 Channel
Want 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 gonna be talking about why you're probably wrong, and so am I.
All right, everybody. So one of the things that I see holding people back in entrepreneurship is the idea that what if I'm wrong? What if I'm wrong? Right.
Especially when it comes to people who are doing professional services, and they're new, or their coaches and consultants, or online course creators, or they have a service. And it really just has to do with new, right? What if I'm wrong? What if I'm not doing this the best way? What if somebody else is better at this than me? Blah blah blah blah blah. Well, here's the thing.
Imagine for a moment science, right, go back a hundred years, 200 years, 300 years, 400 years. Science thought certain things, you know, people, society thought certain things. They, at one point, it was widely accepted that the earth was flat. And then as science progressed and we got better at things like, you know, physics and this and that, we could put satellites in space.
We went. "Oh no, you know, the earth is round. Okay. We were wrong. The earth is round." Boom. And you know, there are tons of scientific discoveries that, you know, we thought one thing. And then we discovered that it was something else, or we found a better way to measure things or what have you now, even today with, I mean, we just put a third Rover on Mars, you know?
I mean, even today, with all the technology we have in 50 years, or really probably even in five years, or maybe even in six months, we're going to have better ways of doing things. We're going to have discovered things that we thought were one way. And we now find them to be another way. We were going to discover these things. And, you know, imagine if medicine and science just said, "Well, we're not sure. And maybe we're wrong. And so we're not going to move forward. We're not going to put our stuff out there."
Look, it's okay to be wrong. It really is. Or it's okay not to know the absolute perfect way to do something because you're always going to get better. You're going to discover new ways to solve problems, and you're going to get better and better. But the process of getting better at things is that. It is simply that you have to do it. And so if you say to yourself, "Okay, well, I want to teach this thing, or I want to do this thing for somebody. I want to create a service around this. And I just think, you know, what if I'm wrong?" Well, you have to begin.
You will find ways that you are wrong. You will discover things that, you know, oh, this is a better way. And then, you'll share them and integrate them with your business and your clients. That's how it goes. You know, people will often say to me, "Dan, I saw something in a course you released three years ago, and now you're saying this. What gives?" And I'm like, "What do you mean, what gives? I found a better way to do it. Wouldn't you want to follow the person that constantly finds better and better ways to do something and shares them with you than somebody who's doing the same thing, the same way they were three years ago?"
Now, now don't get me wrong. If, if it's still the right way and it's still the best way, I'm not going to change it. But if I find a better way, I'm going to update my stuff. I'm going to show you a better way. And oh, that makes sense. You know? So that's the thing, I probably am wrong on a ton of things, and I'll find, in a year, I'll find a better way to do those things. But so are you, right? There are things that you're wrong with right now. And then you'll find a better way.
And as a society and as a species, we move forward with that. In 500 years, it's going to be the same thing. We're going to be so much more advanced. We're going to have so many discoveries that we don't have today. And then, 500 years from that point, it'll be the same thing. Those discoveries will make us look like idiots 500 years before that, just like that 500 year period made us look like idiots these days. Just like these days made all the people that thought the earth was flat look like idiots.
I mean, it's just, you can't sit there and say, "Well, I don't want to move forward. I don't want to start my business because there are things that I could be wrong." You know, the process of, nobody's ever going to be completely right. But what matters is that you're constantly moving forward, and you take your clients with you. That's what matters. And I promise you if you're a client of mine or you're considering becoming a client of mine at getclients.com, I promise you, as soon as we find better ways to do things, we will tell you, we will teach you.
We just discovered and refined a really awesome way to pick up tons of extra high ticket sales, it's an organic method and integrates perfectly with ads, or you could do it by itself. And we've picked up a few extra sales a week from this, and it's working really, really well.
You know, I didn't use to have free Facebook groups. I did in the beginning, and then they were just a complete pain to manage. Well, I recently, probably about two weeks ago, figured out a way to have a Facebook group that's low maintenance. That doesn't have a bunch of people acting like idiots in there trying to argue and, you know, just steal each other's clients and whatnot and generate sales from that. Keep the group small, keep it highly engaging, high, super high quality. And for the most part, automate that process. And so we're filming a video, I think tomorrow, and we're going to release it to our clients, everybody in our client so that they can make more money. Right. And that's not currently in our program.
So as I figure out better ways and I experiment, and that's the thing I'm always experimenting. That's why, you know, be very careful not to copy me or others when you see us do something. Because a lot of times, it could be experimentation. I just tried four things in the past 30 days that I've never tried before. Three of them didn't work out. One of them did, we're sharing the one with our clients, and I've already seen other people who aren't clients try to copy and implement the three things that didn't work. And I just sit there and laugh. Cause I'm like, you know if you would just become a client, you'd see behind the curtain, not guess what's behind the curtain, and then just continuously run your business into the ground because you're just running around blind.
So but that's the thing, is you're always going to get better. So don't worry about that. And don't worry about finding the person who's right or wrong. It's the people that constantly move forward and constantly improve you want to be with. And that's how you should be. So hope this was helpful.
And don't forget, you can visit getclients.com. We have a lot of free information on there to help you grow your business. As well you can apply to become a client, and we'll help you scale your business to the moon personally. So hope you enjoyed this episode. I'll see you in the next one.
>>> CLICK HERE to Book Your FREE Strategy Call with my Team!! <<<
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Are you spending your hard-earned money on paid advertising that just isn't producing the return you hoped for?
Maybe you've tried everything you can think of to improve your ads, but you still can't seem to get traction. Maybe you struggle to get your ads approved, or you're attracting the wrong people with your ads.
If you can't fine-tune your ads to attract the right clients, you're going to continue wasting money. If you can't attract clients who are willing to invest in your offer, your business will struggle to grow, and you might even have to close your doors when you can't continue to spend money out of pocket on ads that just don't produce a return.
You might be surprised to hear this, but there is a way to attract the right clients without spending a single cent on paid ads!
If you're wasting your hard-earned money attracting the wrong people, I created this episode to help you learn how to attract, speak to and overcome the objections of your ideal clients through a simple method that will only take you a few hours a day!
In this episode, I am going to cover:
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 Channel
Want 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 show you how to make a million dollars mowing lawns. No, not actual physical lawns, theoretical lawns, but this theoretical lawn that you will mow and you will mow the smile on your face will grow your business. You're probably like, what is Dan talking about mowing theoretical lawns? Has he lost it? Probably, but you're still going to love this episode. So stick around.
So recently, I did a live challenge called the Raise Your Prices Challenge. And it was really fun. We did about a two-hour session every morning for five days. It was awesome. People loved it. We had literally we had people who were charging, you know, like $500 closing $3000 and $5,000 sales during the challenge, we're getting amazing results. And we had a ton of people join our High Ticket Selling Bootcamp, and we had 34 people apply for the mastermind. It was a very successful event, but I'd like to tell you a little bit of a story from some interactions I had at the event and a thing I taught called lawnmower theory.
So, you know, the whole context of the event was to show you why you're worth more. You know, so many times I see people charging pennies for something that people are just more than willing to pay for, they're just more than willing to pay for. And so, you know, there's a big disservice to your clients to charge so little because you end up not giving yourself enough room, enough income to make it worth your while to do the work.
You know, I pay my CPA 10 times more than I paid my previous CPA, but my current CPA has like, you know, she has a team, she does a lot more than your average CPA. And she was able to get my tax rate down to 6.5% because she charges enough to be able to have the infrastructure to do it and to make it worth her time to have personal calls with me when we need to go over something. So, you know, charging more allows you to do a better job.
So that said, somebody came on and asked me, well, Dan, you know, I'm struggling because I'm not good at ads. And you know, everything was about ads, ads, ads, ads. You know, I'm having this problem with ads, my ad accounts getting shut down, et cetera, et cetera, et cetera. So I say, well, let me ask you a question. Do you make at least $20,000 a month without ads? And they said, no, because I don't have time to do organic. I said, well, what do you charge? $500. I said, well, what's your offer? And I don't remember the offer offhand, but I remember when they told me it was like not a $500 offer, it was at least a $5,000. So I said, okay, raise your prices to $5,000. And think about this for a second. So you say you don't have time to do organic, right? You don't have time. And they said, yeah, yeah. And I said, does anybody else feel that way?
You don't have time? Oh yeah, yeah. Yeah. So I said, all right, everybody whip out your phones and bring up an app called "Screen Time" on your phone. And you tell me how much time you've spent on your phone, average on the daily. And everybody's like six hours, four hours, eight hours, seven hours, seven and a half hours, nine hours, four hours. And I said, okay. So y'all spend four to nine hours a day on your phone, and you're telling me you don't have time to do organic? Can you take just 25% of that time and do it? And everybody was like, yeah, yeah, yeah, yeah. You know, but I just, I don't want to, I don't want to, okay. So this is where the lawnmower theory comes in.
So I brought one person up, and I said, okay, let me ask you a question. If I gave you $10 to mow my lawn, would you do it? They said, well, no. I said, okay, that's fair. You know, why is that? Well, I don't want to mow a lawn and get all dirty, and it's hot, like, you know, I don't want to mow a lawn.
Okay. What if I gave you a hundred dollars? No, well still, I mean, that's great, but no. Okay. What if I give you a thousand dollars to mow my lawn? Well, I mean, I probably still wouldn't. I gotta work on my business. Okay, fine.
What if I give you $10,000 now? All of a sudden, hands started raising. I'll do it. I'll do it. I'll go. What if I give you a hundred thousand dollars? And everyone's like, heck yeah! So you mow a lawn, you'd mow my lawn. And you do with a smile on your face for a hundred thousand dollars.
And they said, yeah. I said, and would you give, you know, a single care in the world about how hot it was or, you know, the grass chopping up and getting all up under your neck where it's all itchy. And they're like, well, no, not really. Not for a hundred thousand dollars. I said, so what point does this illustrate?
It illustrates that are things that you think you don't want to do. But the truth is, it's not that you don't want to do them. You're simply not getting paid enough. And everybody goes, wow! So I say, okay, think about this. You charge $500. You don't want to do organic. You don't want to spend a couple of hours a day doing organic marketing. Well, what if you were getting paid $5,000? Meaning every single time you made a sale, you got paid five grand?
And what you could make at least one sale a week doing a couple of hours a day of organic, would you do it? And everyone's like, well, yeah, yeah, yeah. See, there are things you can do in your business that will grow your business that you think you don't want to do. But the truth is you're simply not getting paid enough to do it. And if you fix that, you will fix a whole host of problems. Now, why do I say this? Right? Is this just conjectures?
No, because our clients follow a 30-day organic plan, and we literally give them a manual of how to spend just a couple of hours a day, booking calls and closing sales. First, we have one client. Her name is Shana, and that's all she does. That's all. She doesn't even have a funnel. She just books calls, closes sales. She does a couple of hours of organic a day. She makes over $50,000 a month. She has a weight loss program that she charges; she was charging 6K. I believe she just raised it to 8K. Weight loss, not make money, weight loss.
So what does this show you? It shows you that, look, and here's the thing. So many people, I see this so often. People are spending money on ads, and they're running their business into the ground because they think they need ads because they don't have time for organic. But the truth is you do have time if you're getting paid enough. And so when you raise your prices, so many problems in your business go away. Because let's say you have something that is, you know, you can't easily advertise on Facebook or let's just say, you're not that good ads because, you know, ads are their own thing. You know? Or let's say you're just constantly getting Facebook disapproving your stuff. You think, oh, the problem is ads. But if you're not making at least $20,000 a month, the problem is you. I'll say it again.
So think about this. Let's say you wanted to play football, right? Would you go right to the NFL, or would you play college ball first? Well, you play college ball first. Why? Because it's an easier game. It's not as hard. It's not as challenging. And it breeds players that can compete at a high level and go to the NFL. Well, guess what? Organic is college ball. Or honestly, organic is flag football. It's so easy to make sales with organic. Like, think about this. If you can't play and hold your own and college ball, what's gonna happen to you when you go to the NFL? You're going to get crushed.
Well, the NFL is ads. That is the highest level. You are paying money to get a cold prospect that doesn't know you to give you money. Okay. Whereas with organic, there are people that you're building a warm network, you're attracting people through organic means. And, you know, I talked about this in my book, Digital Millionaire Secrets. You can literally just help people out in Facebook groups or on Vbulletin forums or on Instagram or whatever platform it is a couple of hours a day just by being helpful. And people naturally reach out to you. If you set up this process, the way I teach it anyway. And literally, if you're charging enough and you just spend a couple of hours a day, you can easily make 20 to 50, sometimes more than a thousand per month, without ever logging into an ads dashboard.
I made a hundred thousand my very first month in business doing that. And I didn't even barely know what I was doing. And, you know, we give our clients specific instructions on how to do it. We've refined it over the years, over 25 million in sales. And so I tell everybody, I say, listen, you can do this. So a couple of days later, some of those same people that had that objection came on to share a win. And they said, Dan, you're not going to believe this. I did exactly what you said. That night I spent a couple of hours, you know, doing the organic stuff that you taught. And I landed my first $3,000 sale. And then my first $5,000 sale,
I said, see, you think you need ads. You're sitting here spending weeks, hours, going through ads courses, and, and you know, all this stuff, and the thing is if you can't convert it organically, you can't convert on ads because ads are harder to convert. So if you can't at least make $20,000 a month with organic, you're not ready for ads. Sorry. Sorry to say it. You're not ready.
What makes you think, if you can't convert easily using organic, what's going to happen when you go to, that's college ball, what's going to happen when you go to the NFL? You're gonna get slaughtered, absolutely slaughtered. So I always say, you know, make 20 grand a month. That's one high ticket sale week. You can't make one sale a week, purely organic in your spare time. You're not going to be able to do anything with ads. It's just not going to convert.
Then once you get to that level and you've really refined your audience, and you understand the objections, you understand how to speak to your audience. Now you run ads, and now it becomes a lot easier. That's how I grew. That's how I grew.
So hope this was helpful. And again, you can always go to getclients.com for more value, or you can apply to become a client and let us blow your business up like we have for so many. Teach you how to fix a lot of problems, raise your prices and grow and stop fiddling around arguing with Facebook. Sorry, I'm getting all passionate over here. All right. So again, go to getclients.com apply to become a client. If you're interested, we'll work with you. And if not, then just keep eating up these podcasts episodes like candy, and, you know, give me a rating and tell people about it and all that jazz. So anyway, see you all in the next episode.
>>> CLICK HERE to Book Your FREE Strategy Call with my Team!! <<<
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Do you want to create authority in your business?
Maybe you have just started your business, or you've been struggling and find yourself stuck and unsure what to do to create authority…
You might think you're wasting your time because you don't have a degree or tons of experience. Maybe you worry that people won't buy from you, or they'll doubt your ability to get them the results they want…
I've been there too.
I created this episode to show you how to build true authority without a degree or years of experience.
If you've been stuck in the endless cycle of inactivity, unsure how to build authority in your business, this episode is for you.
In this episode, I am going to cover:
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 Channel
Want 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 does persuasion always flow from authority? And what does authority flow from? That's what we're going to cover in today's episode.
All right, everybody. One of the biggest things I hear from people trying to sell online, trying to build a list, trying to grow their business is I don't have any authority, or I'm not an authority. Why would people buy from me if I'm not an authority? How do I build authority? Et cetera, et cetera, et cetera. Well, that's what I'm going to cover today. So if you've ever seen the movie, catch me, if you can, it's the story of and in the book, of course, Frank Abignail, who is a 16-year-old kid who was able to con his way into many things.
One particular thing was pretending to be an airline pilot, so he could fly free all around the world. So how he was able to do this was he went to, I believe it was at an airport or a section of the airport where there was a secretary for the Pan-American airlines. And he asked the secretary, says, you know, I'd like to speak with somebody in the purchasing department, and the secretary says, okay, and goes and gets the clerk. So the clerk comes out and says, how can I help you? Now? Frank says, my name is John Black. I'm a copilot with the company, meaning Pan-American Airlines. And we're based out of San Francisco. I've been with the company for seven years, and I've never had something like this come up before. And the clerk says, well, what's the problem? And Frank says, well, we flew in yesterday, and we're going out today. Yesterday, I sent my uniform to my hotel to have it dry cleaned. Now the hotel and the cleaner said they can't find it. And I have to be on a flight in four hours. So the clerk says, well, don't you have a spare uniform?
And Frank says, well, yeah, I do. But it's back home in San Francisco, but I'd never get it in time for my flight. So the clerk says, hold on, hold on. A few minutes later, he comes out, and he says, my supervisor says, you need to go down to the Well-Built Uniform Company on Fifth Avenue. They're our supplier. I'll call them, let them know you're on your way. And so Frank goes down to the Well-Built Uniform Company on Fifth Avenue, and he gets a free, or maybe he bought it. I don't know, but he obtains a Pan American Airline pilot uniform.
And so he takes that uniform, and there was a, I don't know if they still do it, but there was this sort of courtesy between airlines, where if you were a pilot of another airline and you needed to get somewhere they would give you, it was like a professional courtesy. They'd let you sit in the cockpit and get a free ride to another city. And he never went on a Pan-American. I don't believe he went on a Pan American flight because that would risk him getting caught because, you know, the pilots would know each other. So he went on any other airline other than Pan American. And he was able to do that simply by walking into an airport, going up to, you know, a terminal or, or another airline and saying, Hey, can I catch a leg to so-and-so, and he'd be wearing his uniform. And that's how he was able to con his way into free flights.
And just so you understand, Pan-Am estimates ages of 16 and 18. Frank was able to fly more than a million miles for free. He boarded more than 250 commercial airlines and traveled to 26 countries around the world. And he, I mean, he did this all for free. And what he did was by obtaining that uniform, it gave him authority, and he, obviously, this is unethical, and he abused that authority to get free flights. But the point remains that the only reason he was able to pull it off is because he gained instant authority by having that uniform. So what does this mean for you?
So what it means is that persuasion, the ability to persuade, always flows from authority and authority, always flows from education, because let's think about it. What are the only two ways you can get an airline pilot uniform? Either one, you, you spend tens of thousands of dollars. You go to flight school, airline school, or pilot school. You get your pilot's license. You work your way up, get your commercial pilot's license, and you become an airline pilot, or you do something shady, and you con your way into it. And you steal one. Okay?
Just like if you go and you get a lab coat, and you walk into a hospital, I guarantee you, nobody will question that you're a doctor. And what are the only two ways to get a lab coat? You either go to schools again, spend tens, probably hundreds of thousands of dollars to learn how to be a doctor in eight, or how many ever, ten years in college and medical school, and you become a doctor, or you go obtain or steal or buy or whatever, a doctor's uniform.
And so what this means is if you're going to build authority in your space, in your niche, there are only two ways to do it. You either lie, which of course, that's the easiest way. If you say I've made $10 million and you didn't really make it, or I've won all these bodybuilding competitions, or I've got a hole in one 17 times buy my golf course. Sure. Of course, if you lie, you will have that authority. But let me tell you, I mean, I don't need to go through the reasons why you shouldn't lie. Somebody will find you out, it'll ruin your career, and you know what it's wrong, you know? So I'm not going to waste any more time arguing the ethics because I think anybody listening to this podcast, I would hope, you would ever do something like that.
But the point is, there's only one more option. And that is to educate yourself. The only way to get authority in your space is to educate yourself is to invest in your education and learn things you need to learn to have that authority. Okay?
So if I go out and I say, let me give you just an example, right? Let's say that, and I'm going way back early in my career.
I remember I had a student that said to me, well, you know Dan, you know, I'm pretty good at running Facebook ads. I think I can get people results. You know, I've done it for my own business, and I want to help other businesses. And, you know, I just don't have any authority. Righ?. And I said, well, that's because you don't have the education to have the authority. So he goes through my, and this was a course I sold, you know, years ago. So he goes to some of my course, he learns. And one of the things I said, in that course, it's like, listen, if you're not confident in your abilities, go out and get confident in your abilities, work with someone, work with a friend, work with somebody for free. Make sure that you are able to get the result, educate yourself, invest in your education experiment, do the things required to do the thing. And once you can obtain a result by getting educated, that gives you the ability to show off that result. And there's your authority.
And so to give you an example, when I first started years ago, I had an agency. And the reason I had an agency is because I had a bar. I had a bar that I had to learn Facebook ads to grow that bar, to get business for that bar. And I successfully grew it. And then I sold it for a nice profit, but when I was done with that, I was like, well, I got to create a new business. Right? So I decided to start a marketing company. And I had only worked with myself. I never worked with anybody else. So I started helping out my friends that owned local businesses.
And I thought, well, I want to make sure it's not a fluke. I want to learn the different things that can happen in this situation. I went out, and I did the thing, and I did it for free, and I mastered it. And then, I don't think anybody's mastered anything, but you get what I'm saying. I got good enough at it to where I felt I could charge. And so, you know, by doing that, I was able to get results for people, whether they paid me or not was irrelevant, I got those, the results. And then I showed off those results. And then I charged for those results. And as well, I went out, and I got the education I needed. I read books, sales books that, you know, books on copy. And so the point here is when you're thinking of starting a business, you get in this infinite loop of inaction where you say, well, I'm not confident in what I do, but which means I'm not confident enough to invest in how to sell what I do.
And you just get stuck in this never-ending loop, and you never take any action. Because if you did, you could break that cycle. I invested in education for myself before I was confident in the product because I knew that if I invested in learning how to sell it and learning how to market it, it would help me understand how to make it great, better. And it would also encourage me to get good at it.
You know, if you own a marketing company, you're going to be better a year from now than you are today. And you're going to be better three years from now. If you own a weight loss company, you're a personal trainer. You know, you're going to be a lot better in a year or two or three than you are today because you're going to learn more. You're going to work with clients. You're going to between the education to get your personal training certificate and working with clients. You're going to get better and better and better.
But imagine if nobody took action because they weren't that great yet. You have to be willing to do the thing. And you have to be willing to invest in learning how to do the thing. You know, an airline pilot that's been flying for 30 years is going to be most likely a better pilot than somebody who's taking their very first commercial flight straight out of flight school. But that person that invested in flight school, when they first invested, they didn't know how to fly.
So don't get stuck in the infinite loop of inaction because you say, well, I don't have authority, or maybe you are good at the thing. Maybe you are good at the thing, but nobody knows it. And you're like, well, you know, I can't do this. I can't do that cause I don't have authority. Building authority comes from educating yourself on the things required to build authority. And so don't use that as an excuse to remain in a constant state of inaction.
I hope this was helpful. And I'll see you all in the next episode.
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