Becoming a high-paid consultant is no easy task. It takes years of hard work and strategizing to make happen. In this interview, I sit down with Dan Lock who is an International Best-Selling Author and one of the highest paid consultants worldwide.
We talk about his journey as an immigrant who arrived in Canada when he was 14 and how he has gone from zero to becoming one of the highest paid consultants all over the world. So, if you’re someone who is looking to go from zero to a sought after, high-paid consultant, then Dan Lock is someone you will want to listen to.
Question: How tough was it over your first few years in Canada?
Answer: It was Hell! I was born in Hong Kong and immigrated to Canada at 14. Shortly after that, my parents got divorced. So, my mom raised me for the most part. When we first moved here, we were in a one bedroom condo and I would sleep on a bed in the middle of the living room floor. On top of that, I was one of three Chinese people in my high school and I got bullied and beat up every single week. I was only around 105 pounds, so I was really small and I got pushed around constantly. They made fun of my accent and I had no friends. I would sit at the back of the classroom and I would never put up my hand. I was afraid to say anything. You could have been in the class with me for the whole semester and never know my name. I looked at the floor when I walked and tried to make myself as quiet as possible. I would go home not having talked to anyone.
Question: What made you push forward?
Answer: I didn’t know what I wanted and at 17 years old my dad went bankrupt. He had been sending money to me and my mom every month and I remember coming home one day and I heard my mom and dad on the phone. I realized she was crying. I always remember the look on her face. It was a look of hopelessness. That’s when my dad told her that he couldn’t send us money anymore. We were on our own. At that point, I said to myself “I never want to see that face again. I will do whatever it takes so she doesn’t have to worry ever again.” In my teenage years, I was working. All my friends were drinking and chasing girls, and I was working. In college, I always had something on the side. For five years, I didn’t take a single day off. I never watched a single sports game, and honestly, I still don’t to this day. So for the first five years in my business, I did what most people won’t do and now I have what a lot of people won’t have.
Question: What would you say is your best tip for immigrants who are blaming the language barrier for their difficulties achieving success?
Answer: Communication equals wealth. So if you want to to be wealthy in an English speaking country, you need to learn the language. So, for me at the time, I would write in a dictionary every day and I made a point of learning one new word every day. I would also have an audio version so I could hear how the words were pronounced and repeat them back. Don’t let it hold you back, but you have to commit to learning the language so you can communicate and do business. If you aren’t committed to doing that then you’re going to lose.
I also joined a program called Toastmasters which is a nonprofit that helps with public speaking. This helped build up my confidence and helped me overcome my fears. A lot of immigrants work very hard but a lot of them don’t end up being successful. I’m not someone who says you always have to hustle. You have to hustle in the right way, which will allow you to make more money and offer something of high value to the marketplace. You need to find ways to increase your value so you can earn more. For me, what changed my life was finding my mentor. It may not be the answer for everyone. But it was the answer for me. He took me under his wing and taught me how the world and business works
Question: What would you say to any immigrant who has a day job and is looking to break free of that?
Answer: Find a side hustle, but not just to make money. I worked for my mentor for the first year basically as a volunteer but I call it my million dollar year because I learned the skills that gave me the foundation to start my own thing and get to the income I’m at today. If you think about a martial arts master, how do they pass these skills on to someone else? It’s a one on one, behind closed doors practice. That’s how skills are transferred.
Less than 1% of people succeed financially. It doesn’t matter what channel you look at, the statistics don’t change. But yet, there is so much information out there to help people and the statistic stays the same.
Question: How do you go from being a freelancer to being a high paid consultant?
Answer: There is absolutely no relationship between being good at what you do and getting paid. I don’t care how good you are. It’s about being able to close. You have to learn how to communicate your value. Let’s say you’re charging $2,000 per project. And you charge that for a while. But now your closing skills are better. You can now charge $4,000 per project, which means now you’re charging twice the amount for the same work. Your skills, your services have not changed, your closing skills changed. But what if you could charge $6,000 or $10,000? You can always find people who know more than you but you’ll be able to close more and charge more for the same services. It’s not about your offer, it’s about your closing. The closing is what improves your skills because the more you close, the more experience you get, and the better your skills get.
Question: How does someone develop their closing skills?
Answer: I teach a program called the high ticket closer program. It takes people from not knowing anything about sales to being able to close. I would say it takes several weeks to learn. And, it’s about the way you ask questions. When you’re selling low ticket stuff, traditional selling does work. When you’re selling something high ticket, the last thing you want to do is sound like a salesperson. They want to buy, but they don’t want to be sold. They want to feel like they’re making the decision on their own. They need to see the value of the exchange.
Question: How can someone start building a high ticket sales brand?
Answer: I subscribe to the principle of the fact that you can’t get rich by looking poor. Now people will say well, what about someone like Steve Jobs? Well, when you’re a billionaire you can dress however you want, but until you get there, you have to dress the part. You never get a second chance to make a first impression. So when you look good, you feel good, and you perform better. You need to line up your brand with your high ticket sales. Forget about what everyone else says. You are your personal brand whether you want to be or not. You are people’s impression of you. So why not be strategic and be in charge of how you want the world to perceive you.
Think Differently And Set Yourself Apart From Everyone Else
Many years ago I was attending a two day conference. The first day the speaker stood up and talked about adding and increasing the emails on your list. I called my web guy and had him implement the strategy as soon as I got back to my hotel room. It doubled my subscriber rate overnight. The next day, I told the speaker the results I got from his tip and this is what happened. In the audience there were 500 people, and when they were asked what results they had achieved, no one had even implemented the strategy yet. I was shocked. I thought everyone would do what I did. I thought everyone was like me.
That’s when I got it.
No one was doing what I was doing. My competitive advantage is my speed. It’s the fast fish that beats the big fish. It’s about how fast you can learn and implement. Don’t be impressed by the people who try to teach you how to get from zero to one million in a few months. Look at the people who are succeeding long-term. Do what they’re doing. Speed, money, love, speed.
The problem is that all these “formulas” are trying to come up and teach something people have never done before. That’s when you go against entrepreneurship and you fail. You don’t need a step-by-step process, you don’t need a blueprint; you need to experiment with what you learn. What worked for one person may not work for you. So separate yourself from everyone else by accumulating advice and strategies but then turning them into something that works for you. That’s true entrepreneurship at its core.
Video Interview Url: https://www.youtube.com/watch?v=9rOWE-uE3YY
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