YESTalk-143 - Dan Lok - How To Create an Abundance Mindset - Interviews With The Best

Welcome to Kevin Ward's Yes Talk for Realtors. This is Kevin Ward.

Hi there. It's Kevin Ward, the founder of yes Masters Real estate success training, helping you get more yeses and more successes in your business and in your life. And today I'm doing an abbreviated conversations with the best with, I'm just gonna say, one of my new friends and somebody that I've been following and to for a while, Mr. Dan Locke. Dan, thank you for joining me.

Welcome. Glad to be here.

Glad to be here. It's so awesome. So Dan is known primarily for today for high ticket closer, as a high ticket closer for high ticket sales. Not somebody who does it anymore, but who trains thousands and thousands of people all over the world, over 130 countries to do it. And of course, in real estate, probably the highest ticket close there is, real estate. And so he's been kind enough. We're at a convention together, and he's been kind enough to sit down with me and talk about success, talk about money, because you're kind of your whole positioning. High ticket closing is about wealth and so forth. So first tell us a little bit about your background and kind of where you came from, because I know you started from humble beginnings like I did.

Very humble beginnings.

Tell everybody a little bit about that.

Well, I was born in Hong Kong, so I immigrated to Canada when I was 14 years old because I was getting into so much trouble when I was a young guy as a teenager. Just very rebellious. So then when I immigrated to Canada, my mom and dad got divorced when I was 16 years old.

That was right after you got here?

Right after I got here. And I was the only child in my family. Just so my mom was raising me up and taking care of me. And then shortly after that, When I was 17 years old, my dad actually went bankrupt in Hong Kong.

Wow.

Right. So at first, my dad was sending us some allowance because after he went bankrupt, basically couldn't provide for us anymore. My dad was actually almost a million dollars in debt. Basically, my dad, his business partner. And my dad is a very trusting person. Right. So he signed on everything, guarantee on everything for the company. The business partner basically took the money and disappeared. And that just destroyed my dad financially and emotionally. Wow. He was never the same man again.

He couldn't recover from him.

He couldn't ever. He couldn't recover.

Wow.

And so at a young age, I had to grow up, I had to mature, and I had to take care of my family. What's very interesting is in that incident, I learned to be Self reliant. That is what taught me is even sometimes, even as your dad, you can't depend on your dad. You have to be self reliant. So I learned self reliance at a very young age. So my whole life I've always been very entrepreneurial. I've only had one job for one year. And what was that entire life? I was working in a grocery store, supermarket, as a grocery bagger. So the guy who packs a grocery, take it to the car, that's my job. That was the only job I ever had.

Right.

Something from that job though. I learned something from that job.

What was that?

I am unemployable.

Never want to go back to that.

It's like I don't want to work, go back, you know, stocking cans on the shelves and dusting the can and cleaning the bathroom like this. This is not I wanted to do right. So I learned something from that. But from then on I always been very entrepreneurial, trying to make a living doing all kinds of like businesses. I was fixing computer, I was, you know, delivering stuff, was mowing lawns and try a lot of different things. None of that we. So people look at what I do today and they ask me the question, have you ever thought, Dan, have you ever thought about this is where you're going to be? I said not in a million years. Not in a million years could I ever imagine I would be just doing what I do, right? Like publish books and speaking and training and running this now global organization.

Well, you've had such tremendous success and you've created massive wealth. And when real estate agents, when they get in the business, never met a real estate agent that didn't want to make a lot of money. And when I do events, I always ask how many of you would like to make over a million dollars in a year? Everybody raises their hand. And yet that is probably one of the most like unusual things. So many real estate agents come in, they're broke and they have that broke mentality. It's like they don't know how to make money. So let's talk about wealth. You came from humble beginnings, you know, be it living with a single mom as an immigrant in a one bedroom.

Apartment we were renting and the hood, right in the hood in Vancouver, just which is Surrey, right? That's where the drugs and all that stuff, it's a Benny boy.

And so you started out bagging groceries and then said, okay, can't do that anymore, I'm going to become entrepreneurial, start my own business. And so you Got real estate agents who all want to make a lot of money. But so many of them, like me, came from a background. Like, I grew up in a mobile home out in the country, and the idea of having a lot of money was like, no, money doesn't grow on trees. And my parents, probably when it came to money, the most common conversation in my house was, we can't afford it.

Yeah.

Or being broke. Money doesn't grow on trees. That's not for.

Money's the root of all evil.

If you're rich, people are greedy. They take advantage of other people. So how would you. Because I know you coach this. And probably one of the best in the world, if not the best in the world at training. How do you create an abundance mindset and get. Okay. That it's okay to have a lot of money to make it and have it?

Yeah.

Tell us about that. How do you do that?

I think most people, they don't. They don't make a lot of money of money or they don't create wealth because they're not comfortable with the idea of wealth. They might say that, oh, I want to make more money, but deep down they're not comfortable. I use this perfect example. So imagine this, right? Kevin, we're walking. You're not walking down the street and you hear this loud sound, like the engine. And you hear this car, like a black Lamborghini, just like shoom. Drove by. What's the first thing that goes through your mind?

Jerk.

Jerk. What else? Greed.

Not. I mean, that's material.

Yeah.

That's like show off.

Show off.

He thinks he's so hot.

It's common Daddy's money, Right? Right. All this gold digger. Right. Who knows what.

It's an evil story.

Yeah.

It's a whole story about that guy is immediately negative. Negative.

So my question is, how do you know? Yeah. You don't. You don't.

100.

So how we. So just think about how we just came up with that story with no hesitation. What if I told you that there's actually an entrepreneur who has worked 20 years his life building a great company, family man, got three kids, serving the community, donates to charity, runs a very good business, has very good customers, that this is just one of his achievements. It's what he likes to do on the weekend driving this Lamborghini. But see, that doesn't come across people's mind. Right. That's the last thing to come across people's mind. Right. So imagine this. This person, you think, oh, this is like, you know, negative asshole. You know, spoiled brat or whatever.

Right.

Would you want to be that person? No, not in a million years.

100% no.

So on one hand you say, I want to create wealth. On the other hand, you know, if you are that person driving that car, that's how the world sees you.

So your story is, I don't, I want that. But I don't want that.

You then what happen is I want it, but subconsciously you make sure I don't get that. Because I know if I get that, oh my goodness, all my friends, that's how they would view me. All my family, that's how they view me. I don't want that. So they make sure they never get that. Doesn't matter how hard you work. I mean, the analogy I like to use is where imagine you're pressing on the gas pedal, right? It's like, I want to get more money. I hustle, I work hard. Work hard. And then you have the emergency brake on and say, hey, money's bad. You make a lot of money. Oh man, people could not dislike you. You'll be an asshole. You're like a, you know you're going to be a prick, right? All this stuff. And that's why you notice people either don't achieve a lot of success or they achieve some success and they self sabotage.

That's what I did.

And subconsciously you would make some stupid decisions. You would get into bad partnership or something that's working fine and you stop doing it. You stop doing what works and boom, you crash. And you're like, oh my God, something happens, it's economy this and that. And then you're like, no, let me work hard again. And you do that again and you crash it. So your whole life is this, right?

It's my story, right there is my story, right?

You just, until you fix this, then it goes like that. But this is what nobody talks about. And what happens is when they crash, everybody's looking for mechanic. What can I do wrong?

So they think it's what they did.

It's not. It's who they are.

It's who they owe.

It's who they are that created that.

So this is so funny, when you were talking about, well, what if this is a successful businessman, family man, blah blah, blah. Immediately my subconscious created a second story. Oh well, I could never be like that. See, I mean that was, I still feel that from my old roots. It's like that cannot be programming is still there. And I immediately felt it, right, Like I know exactly what everybody else would think. About that guy.

That's right. That's right. So, so then from there, that little bit of. Almost like a little virus, right? That little bit of that piece of negative programming, that's what's gonna. I just say fuck everything up without you knowing it. And that's why you see entrepreneurs. I said, I tell people, don't be so impressed with entrepreneurs. Oh, they accomplish a lot of success in one year. You see this in this conference. I made X amount of dollars in one year. Let's see if they're still around in 10 years. Study the guys who've been around long time. And the success is like this, right? What's the big deal? A lot of people can make it. Very few could keep it. Very few could keep it.

So I'm. And I'm a case study for you. But there's so many out there watching this. So how did you do that? How did you. I mean. And I hope you don't mind me sharing a little bit of his. You know, I just. Because I found out about one of the things. I was just watching some of your videos, and he's given us a tour of your $15 million mansion penthouse in Vancouver, British Columbia. And I'm like, okay, dang it. The guy's got so much fruit on his tree. And you've made hundreds of millions of dollars in real estate development, commercial investing. And I'm like, I'm, you know, I'm trying to teach agents to make a million. Yeah. And you're up here at this level. And I'm like, I don't, I don't think you're that much smarter than me.

You know, and I'm not.

And I don't think you're that much more, you know, powerful than. And certainly you weren't when you started. You were a scared immigrant kid who couldn't speak English. So what would you say were two or three things that you would say? Here's how you reprogram that mindset and become the person who can handle abundance.

I love it. I love it. So first thing is getting comfortable with success. So when I had no money, even when I was early, like 20 something, 20 something years old, I would go into Five Star Hotel. Okay. I would work there because I want to be comfortable with the idea of wealth. Right. Even when I had nothing, so I couldn't afford to get lunch, I would just go there and work in a hotel. Good thing is they don't kick you.

Out with that job or go hang out.

No, just hang out.

Oh, go work like work, sitting in.

The hotel because I don't want to work in my one bedroom apartment because I felt poor. So I would go into that, right? And then even when I couldn't afford it, go try on that nice suit. Go test drive that car because you want to be very comfortable with the idea. Example, most people imagine, go and say, I want to be successful. Take them to an expensive watch store. Most people, they walk into Louis Vuitton, they'll be like, how many of you be honest? You're uncomfortable going in. You're like, oh, I feel like I'm out of place. Right. Do you feel you belong there? Try on that watch. You know that Rolex? See how it feels. Most people say, oh, I don't want to touch it. I'm gonna scratch it. I can never afford it. Maybe it's too. See?

Yeah, they're not gonna get a $40,000 watch.

It's just a watch. Yeah, it's just a watch. If you're not even comfortable with that, you're not gonna. So human being, you know, the comfort zone. So first thing we need to do is, you know, this is your comfort zone. You know, expand that first.

So just like instead of going and hanging out at a Starbucks to do your work.

Yes.

Go meet somebody in the lobby of a five star hotel.

Get used to it. Like, even small thing where you're traveling economy. Screw economy. This is class. It's at least business class.

Yeah.

And then first class. And then guess what? Once. Once you travel business class, first class, 100. Don't say the terminal. Go to the lounge next time. You're like, this is nice.

It took us one time flying first class.

It's like, this is it. I don't want to go back to.

The only fly first class now.

That's it. Now your comfort is expanded.

It's a different experience.

It's a different experience. But it's. Now I'm. Now your identity is. I'm not the guy that flies coach. I'm the guy that first first class. Then from there you're a little bit more comfortable. I'm not the guy that stays in risk in Motel 6. I stay in risk counting. Right, right. And it's not about being like, oh, are you just talking about, like blowing money? I'm not talking about that. I'm talking about you are getting used to that lifestyle. Even small little thing. Do it in a small way. But you can't buy the watch. Buy a nice cufflink.

So what would you say to somebody who says, that's just wasteful.

You'll always be broke because you're thinking from a scarcity mindset. Right? I can never afford that. That's not who I am. I can't afford it. I can't afford it. I can't afford it. You're just wasting money because if you're staying Ritz Carlton, you're having this lifestyle. You get used to it. What happens? Your brain now goes to, I like this. Right. How could I create more success? So I only have this how to sustain my lifestyle. What do I need to do now? You're going to the creative mode, not in the scarcity mode. Right. It's totally different thing. It's a totally different mindset. Right. That's one tip.

Love it.

Okay, next. Okay, second thing is the negative association with money. Right. That, oh, if I make a lot of money, I'm a bad person. The way I solve it is very simple. I look at the impact that I make. So you get that too from your customers, from your clients, from your, like all these case study success stories.

Yeah.

I literally, I would program myself. I would watch those videos, I would read those testimonials. I would look at YouTube, look at a comment because I need a lot of positive reinforcement while I get hundreds and hundreds, thousands of nice comments. I almost totally ignore all the negative shit because that doesn't matter. Those people I cannot touch.

Right.

Forget it. But the people I impact positively as I could see that, oh, the more successful I become, the more impact I can make. That reprograms myself into. I want more of those success stories. I want to create more of that now. It's, oh, the more wealth I create. Awesome. All money is a byproduct of value creation. So that's why I have no problem, you know, my mission statement for my company impacting a billion people. A billion.

So that's swinging for the fence.

Yes. Right. Is it okay if I miss half of half? It's okay. Right. And I don't need to focus on, you know, let's say from a company perspective, I want to hit a billion dollars. I tell you, a billion dollar company. That's why I want to build. But I don't need to focus on that if I can impact a billion people.

I heard you say, and this is one of the reasons that I'm interviewing this guy. And the reason we connected so well is because I heard you say on videos. I'm kind of checking you out was you said the way you focus on impact, not income.

Yeah.

When you focus on Impact, the income comes in, which is totally congruent with what we train at. Yes. Masters. And that is. It's about the people you serve.

It's about the people.

And when the more value you add, the more people you help, the more money you're gonna make.

So for most people, I think the whole impact aspect, they need to get there, right? Because I talk about that in my new book, Unlock It. I talk about the four stages of life. First stage is survival.

Right?

Just paying the bills. Right? Just get the point where you're paying the bills and not worry about money. Second stage, level two is security.

Okay?

Now it's meaning that you're comfortable, right? You don't have to worry so much. You're not worried. And you have everything you need in life, right? You got to roof over your head. You drive a car. Cool. And then you go into success level three. When you transition from security to success. Now you just have everything you need. You have everything you want, right? Now you're like, I don't just live in a house. I live in the house that I want. Right. I don't drive a car. I drive the car that I want. Right. I can travel. I can do all that.

Right?

But the problem is most entrepreneurs, including myself, for many years I was stuck at success.

So they. Well, most people would see that as like, that's the top level. And you're saying there's a fourth level.

There's fourth level.

I've not heard this before. This is so good. So let's.

Because success is all about me, me, me, me, me. Yeah. It's all about. It's ego driven. Wow. So my life from, I would say, 20 to 30 years old, I was that guy.

I was the guy who is private jets, fancy cars.

Yeah. I was getting a car every year. And it's about, like, when I do business, it's about me. What was in it for me? I would grab. I want to be the guy who grabbed all the chips on the table. There's no win win. There's no win win business. We lose.

Yeah.

Not good. So I was making money, but guess what? I wasn't happy. And when you're making money, you're not happy. I'm telling you. I know it's tough to relate. Nothing's more miserable than that.

That's hopeless.

That is. That is.

That is just miserable because people go, like, if I could just make this more money, I'd be happy. And now you've got no illusion because.

The whole world sees you got everything. What's and you're like, deep down, like, I don't like. I don't like what I do. I don't like who I am. When you wake up in the morning, you like who you are. Not a good way to start the day. Right?

Yeah.

Then the last level is shifting from success to significance.

This is level four.

Level four. Now, significance. Now, it sounds cliche, but now we're talking legacy. We're talking, what's the impact? Like, what do you want to be known for? Right. When you shift from success to significance, it's a totally different thing. Because now you're utilizing your, in our case, the entrepreneurial gifts that we have, the skills that we have.

Right.

How do we do this? And impact way more people? So it's one thing to say I'm gonna be successful, but it's a whole different thing to say I'm gonna make my clients successful, I'm gonna make my students successful. How many of them I could bring along, Right? Right.

Now you're changing the world.

Now you're changing the world. Not like, oh, I'm changing the world. No, you're changing the world. Totally different thing. When you can operate from significance, your whole world change. Then you don't have any guilt. You don't have any guilt. Oh, I'm making money. Am I a bad guy? No. Because you know, as you grow, the people around you, your team, your employees, your students, your clients, all their lives change. Then you'll be. I work harder now than ever. And financially I'm more successful than ever. For most people, if I just do it for myself. I don't. Honestly, I don't do any of this shit. You don't need to work anymore. I don't need to do any of this shit. I only interview book. Just focus on my company. Yeah, but if I do it for more than myself, I'll push harder. I would do more. You know what? Longer day, it's okay because I'm. I'm driven by mission. It's totally different thing.

That's so awesome.

Now, guess what? The money thing, no problem. It's no guilt. Absolutely no guilt. Because I know if I built a billion dollar company, imagine how many people I would impact. I can tell you. Millions and millions and millions of people guaranteed. Because it's the only way I'll get there.

And you're already on that path. You're already affecting millions.

So that's what I'm thinking. I'm not gonna all stop. Because if I'm just thinking, oh, I want to make enough money so I can retire, I can make enough money that I don't have to work. I can sit on the beach and do nothing. That life is boring as hell. Yeah. I'm telling you that it's not interesting. With what I've been, I've been there.

So people go like now I would never be in there, but you've been there. And you say, don't talk to me.

I know I'm motivated by growth and contribution, like what Tony Robbins talks about. So with what I do now, I integrate everything I do, when I do one, create piece of content, I meet some like fascinating people. We get to meet new people. I get to learn, I get to contribute what I know. I get to share with my audience. I just integrate with my life. So my work, my play, it's. It's very blurry, right? It's, it's not all, am I working? Am I not? It's very, very blurry.

And it's all fun and fulfilling.

It's all fulfilling. Like this to me is not work. Like, this is easy.

Yeah, this is fun. You've been hanging out.

This is easy. Like, oh, are you creating content? Are you working? Yeah, but I would rather do this than sit around and like on a boat doing nothing. Like, it's cool, but so what?

Right?

It doesn't get me excited. This gets me excited. So that changes everything.

There's so much. And I know you've got so much content. So for my peeps, for them to find you one, tell them how to find you. Because this guy has some of the best content on how to make a lot of money, on how to be successful in doing it while adding value to people. And you've also got a brand new book coming out. You just alluded to it called Unlock It. Unlock it. So tell them how to find you on social media, on YouTube and all that. And then let's find, let's talk about the book.

Yeah. So go to social media, YouTube, you type in Danlock, Danlok and it's L. Okay. Yeah. Okay. And unlock it. The unlockitbook.com to go get a copy.

The, the unlockitbook.com and that's l, O, C K, I C. We'll put the link in the video down below here in the video. And I haven't seen the. I just heard about the book this morning because that hadn't been published yet. Is that right?

In a month.

In a month, yes. So can they pre order it or.

Yes, they could.

Oh man, that's so I'm Bonicavi. I'm stoked just hearing about it. Okay, so real quick, tell them what the book is about.

The book. I wrote a book number of years ago called F youf Money.

You know that I've got that book.

And people talk about, oh, F you money, like it's just food money. It's an acronym. No, it's exactly what it means. It's exactly what it means. I wrote that when I was younger, right where I was more brash, kind.

Of in your face.

Think about the four levels.

Success you were in success.

That's like you do this lifestyle, you build a business and all that stuff. Right now I'm a little bit older, with more gray hair, a little bit more mature, looking great. The way I view life, the way I view everything I do, it's changed. It's changed. So the unlucky book, I believe is my, at this point in my life, my most important work that I share a very different perspective. You can see within a book my view on, on education, on economy, on my high income, skills, business, everything that I see, what I do now, it's a much more mature version. You can say everything I've learned condensed into a book. It's my best work.

It's my best work.

And I think when people read the book, they will see, oh, especially if they read my older book, they will see some of the principles still the same, but it's more, much deeper, much deeper level of work.

Well, let's. I love people who are the best in the world at what they do, and that's you. I love people who have the fruit on their tree, not just making a lot of money, but having a great marriage, having, you know, adding great value. You know, I've got a visit with your team and just like this guy surrounds himself with greatness and you know, I have a common mentor that you've been working with for years that I've just started working with. And so I mean, that's kind of like, all right, this is a guy I want to learn from. And that's why I've introduced, introduced you to our audience and I'm honored to get a visit with you. So. Theunlockitbook.com yes, go there. You can get a pre order a copy of the book.

Yes.

And I'm going to be reading my coaching members. We're going to be talking about it, I'm sure the content of it.

You're going to talk about the wealth.

Triangle and those four levels of life. And it's great so you can go there, find out more about it. Dan, thank you again. So what an honor to have you on on with me today.

Thank you.

A great gift to my peeps. Thanks a lot.

Thank you.

Dan Luck everybody.

Hey there, it's Kevin. Did you like today's podcast? If you did, be sure to subscribe to the next one and tell a friend about us. If you want more free training and resources that are the best to help you get more Yeses with no BS, visit me@yesmasters.com until next time. Remember every day to embrace life eng, engage opportunity and always expect yes.