Sales Pitches That FAIL vs. WIN (Dan Henry REVEALS HIS TOP TECHNIQUES!)

You will never be broke if you know what to say. And one good sales presentation can erase all the horrible financial decisions you've ever made. I always use a very simple analogy. I say if you're walking down the street and you see two lemonade stands and the lemonade stand on the left says freshly squeezed lemonade and the lemonade stand on the right says yellow water with sugar, which do you buy? Yeah, you buy the one on the left. Yeah, but it's the same freaking product, so why do you buy the one on left? Because it sounds better. Marketing is showing people that you understand their problem better than they do. And sales is simply getting someone comfortable with a decision they already want to make.

You can really be an amazing marketer and have products and services that aren't that great and you're going to probably outsell. The company has the best product or service, but their marketing is lousy. The reason why they do not buy comes down to the core. At the end of the day, after all the BS stories to a fear.

Of change, the biggest mistake you can make in business history.

All right, Jeremy Miner, welcome to another episode. Now look, you're a salesperson who wants to persuade, who wants to sell more. You got to be able to know how to give a really good presentation and how to frame that, how to frame your quote unquote pitch. So this next guest I brought on here is going to help you learn how to do that. This gentleman is a Wall Street Journal bestselling author and he's a digital marketing expert known as for his results driven and straightforward approach. He founded a company called getclients.com in 2017. Well done. That helps entrepreneurs, salespeople, coaches create predictable revenue and sales through online marketing. I know that's what you want to learn more than likely if you're in sales as well. He's a big guy in high ticket space and emphasizes quality over quantity to attract committed customers. His expertise in sales, funnel optimization we're going to talk about. Funnels enables businesses like yours with whatever you sell to get to the next level. We got Dan Henry. Dan, how are you? What's up, man? I'm good. All the way from Dubai. The cool guy. As I said, coming up for the elevator. So hey, I've got, I've got some stuff here. I want to go through your story here because you're, you're known as this like big, you know, Internet marketer and how to craft presentations and frame your pitch and those type of things. Were you born with those skills or Is that something you had to, like, acquire?

Funny story. Do you remember Billy Mays? The oxiclean guy? Yeah, yeah, yeah, yeah. So when I was young, very Young, in my 20s, I was. I was delivering pizza. And I needed to get out of that business because I was delivering pizza for seven years.

For who?

Domino's and Pizza Hut.

Domino's, Domino's and pizza. Which one's better? It's all crap. It's all garbage.

You know what's better?

What?

And abs.

Abs are better. Abs are better. Abs are better.

Yes.

So you're delivering pizza.

Yeah. And so, you know, I had a few girlfriends leave me, and, you know.

They just didn't like the pizza.

They just thought I wasn't going anywhere, you know? And at the first one, I was like, ah, they suck. They don't know what they're talking about. After the third one, I was like, okay, I probably should do something. So I answered an ad in Craigslist, and it was for a sales job. So they fly me up to Trenton, New Jersey. It ended up being the company where Billy Mays got his start. Because what those guys do is they go to, like, Sam's Club and department stores and they do these presentations. And the guys that are really good, then they put them on tv. So I go, I get the job. And the sales manager that I had was the same sales manager that trained Billy Mace.

Okay. Okay.

And I don't know nothing about sales. I don't know nothing about.

You're a newbie. You're delivering pizzas.

I don't know, you know, and I look like I'm 12 and my hair is all messed up. I got no style.

Yeah.

Just total wreck of a human, right? So they teach me this script. And we go six, like, 5:30am to a Sam's Club. We set up the booth, you know, we. And we were selling pots and pans. And there's this incredibly overpriced set of cookware. Right? Where, you know, everything else in the store is 60 bucks. This is like 500 bucks for cookware.

Yeah.

And it was a cooking show, okay? So my manager, he gets on the intercom. He's like, attention, Sam's Club shoppers. Come to aisle five. In five minutes. We have a cooking show. You know, Come on down.

Yeah. Right?

So all these people start showing up, and it was my turn to do the presentation.

Yeah.

So I get nervous and I say, dude, I can't do this. These people, like. These people are old. Yeah. Like, they're not gonna listen to me. I'm like 20 something. Like, what? And my manager, he gets in my face. I thought he was gonna give me a Kevin Costner speech, right? Motivational. He's like, listen, you little shit. And he holds up the paper and he spent. He said, we spent millions of dollars crafting the words on this page. We've been doing this for a decade. We've made hundreds and hundreds of millions with these words. You think you're that damn special that if you say this, it won't work for you?

Yeah.

And I was like, okay, well, damn. So I get up there and I do it. I say exactly what they told me to say. And I made like 15 sales. I mean, like. And I got like a hundred bucks a sale. I made 1500 bucks in commissions that day.

Yeah.

Never made, I mean, like 500 bucks a week delivering pizza.

Yeah. Yeah.

Fifteen hundred dollars in commission from like.

What, the 30 minute presentation?

Yeah. Not even.

You're like, what?

It's like 15 minutes.

Yeah.

And that day I realized something. You will never be broke if you know what to say.

Yeah.

And one good sales presentation can erase all the horrible financial decisions you've ever made. Whether it's for you, whether it's for your company doesn't matter. Because, like, if you really think about it, like, you know, life coaches, right. Like, most life coaches are broke.

Yeah.

But there's a billionaire life coach.

Yeah.

Which is Tony Robbins.

Exactly.

But how does he sell life coaching with a presentation?

How he frames the presentation. Right. It's one thing. Everybody has an offer. Right. And the thing with, you know what I find is that everybody's like, oh, it's the offer, it's the solution, it's the product. And they think that if they just, you know, the thing they have now, the reason why they're not really successful at selling it is because it's missing this thing or that thing. And then they go to this industry thinking it's just going to be this, this new thing that's going to get them success. And then the same thing happens there where they can't sell that. It's because in a prospect's mind, all those offers, all those solutions, they really kind of look the same because they, they're not on the inside. Right.

Right.

So it's how you frame how you make it sound, how you make the offer sound, how you frame it.

Yeah. Because I always use a very simple analogy. I say if you're walking down the street and you see two lemonade stands, and the lemonade stand on the left stand Says Freshly Squeezed Lemonade. And the lemonade stand on the right says Yellow water with sugar. Which do you buy? Yeah, you buy the one on the left. But it's the same freaking product, so why do you buy the one on the left? Because it sounds better. People don't buy good products, they buy good sounding products.

Exactly. That's so true. Because it's the same question I was just asking Myron on the show. Is it. You know, it's like everybody wonders this. Like, salespeople working in the same company, selling the same thing, same price points, same solution, same script, talking to the same type of prospects, get completely different results because it's all how they frame it, it's all how they position it.

And look, there's only three markets. We all sell the same shit. Health, wealth, and relationships. Right? You're either selling how to make money.

How to bump uglies, or how to look good while you bump uglies. That's it. Okay, that's it. I mean, if you really boil it down, you're either saving money or making money. Oh, you. I save you Taxes. Still money, Right?

Make money selling solar. You're locking in the rate, protecting against the rate.

That's money.

Lowering their, you know, lowering their.

Their bill.

Right? You're saving the money, right?

Yeah. Health, welfare, relationships. So to me, it's like. It's what you say, it's how you describe what you do. It's your way you communicate the value that makes the difference. Because at the end of the day, nobody's coming up with anything truly new. I mean, every once in a while Steve Jobs comes along, but what did he do every year to sell Apple?

Yeah, well, it's how he framed it, right?

He did a presentation.

It's not like he had. He was the only idea that it was like. It's not like he's the only person that came up the concept of that type of phone or whatever. He just knew how to communicate.

He knew how to communicate.

Same with anybody that you admire. Elon Musk, Jeffrey Bezos, same thing. It's like everybody had those ideas. They just didn't know how to communicate it. Like they did. And that's the difference. That's why communication skills, number one skill. You have to.

It's the number one skill if you.

Want to be anything in your life, 100%. So I've been watching some of your reels on IG, and lately I've noticed that you are breaking down, like, you know, pitches or presentations. Tell us how that. Where did you get that idea. I actually like that the reaction reels where you're breaking down pitches and stuff. I actually really.

So I actually saw Edward Collins. He.

Edward verified.

Yeah, Edward verified. He breaks down the, like, tax strategies and tells you if they're legit or not. Right. So I thought, well, what if I break down social media, content, sales, videos and pitches from all these businesses that were doing well and show you why they're saying with it? Because when I've been doing this for so long that I don't hear it anymore. Like, if I. If I don't hear what they're saying, I hear what they're doing.

Yeah.

And so when I break it down, people are like, oh, I didn't realize that.

They don't know what. What they're doing. They don't know what listening, but they don't understand what's going on behind it.

Yeah.

Behind the scenes.

And I'm actually. I'm going to start breaking down shitty ones, too.

You should. Yeah, let's talk about that. So what would you say are the top three that you've broken down and then why those top three? What did they do that stood out compared to everybody else's? Because everybody's pitching, everybody's giving presentations. But there's a difference between the ones that are in the top 1% or higher compared to the 99%.

So the most popular one I did was the Tony Robbins stuff. And the reason for that is he's the best.

And was he, like, at Date With Destiny? Like, what was he. Where was he at, what was going on?

That's the thing. It's all the same.

Yeah.

Right. So Jim Rohn, his mentor, said, if you have something good to say, say it often and you'll be successful. So it doesn't matter if he's on YouTube. It doesn't matter if he's at Date With Destiny. He doesn't master if he's on. But he's always saying the same thing. If you. If you can just come up with 10 core principles for your brand, you can say those same things. You can ill. You can use analogies and stories to illustrate those same principles. 10, 15, 20 different ways. Times that by 10, you have hundreds of things to say. But it's all essentially the same thing.

Yeah. Tony's just mastered patterns, right? Patterns all the way. Just patterns. It could be. Pattern erupts to, you know, he talks. I went with me and my girlfriend Kayla. We went to Date with Destiny about two months ago. Okay. Because, you know, she wanted to Go there Relationship day. I obviously wanted to go relationship today for sure. I also wanted to go to see all the deframing and of course you did. You know, I'm sitting there like taking us home and saying, oh, that's a really good reframe.

That's what I would be doing.

So I love that. So he talks about there's three types of people and. And this is all he's doing is he's preaching putting them into an identity that they want to move away from to the identity they want identity stressors, those who do this. And then there's the dabblers and they do this. And then those are the ones that are committed to mastery. Right. Then there's the ones who come to mastery. Here's what it means to be committed to mastery. Who wants to be committed Mastery? Me, me, me, me. And then they sell business mastery. So what he was doing is he's taking all of the people that were dabblers and stressors and that's their identity that he got them into. And then he helped them feel that pain of being in that identity. And then they wanted to move away into the new identity committed to mastery.

Which.

Here's the, here's the thing. Like I always ask everybody, like, is selling something that you do to people or is selling something you do for people? There's a big difference in that.

My view is marketing is showing people that you understand their problem better than they do. And sales is simply getting someone comfortable with a decision they already want to make. Yeah.

It's not like if they respond to your ad, they don't already understand that something is missing scene or something is wrong or they have something, they just don't understand it. Like you do the expert. Right?

Right.

So the way you position yourself and what you're selling and marketing is causing them to view you as kind of, you know, higher status. Right. You're the authority. Like, you know how to solve their problems. Right. But the thing that Tony does, that's brilliant because some people like, oh, he's manipulating people. I'm like, well, not really. Not at all. Because what are the two biggest emotional drivers that causes a human being to want to change? Pain and the fear of future pain. So if you can't help them relive their pain of their past history, the present moment, and then have that fear that that's going to keep happening or could happen, then they don't feel any need to change.

Exactly.

To change. They don't buy when they don't buy their problems Stay the same.

Exactly.

So it's like you're doing it for them. Because if he doesn't like take them out of their belief systems and reframe them into a belief system that this is possible for you, you can master your life or whatever, then he's not really helping them and he understands that. One of the best.

I don't think it's manipulation unless you know. Yeah. Because the thing is, I always called.

This the two costs.

Right. Most people when they sell stuff, they worry about what the product cost. They don't worry about what it costs the customer if they don't buy the product. Right. Okay. And I always say, I always say this, I say, listen, is there anybody in your life that you have not spoken to in a long time because. And you care about this person. Maybe it's a friend or a family member, but you haven't spoken them in a while because you had an argument now. And everybody always raises their hand, they say, oh, I got one, I got one. I said, now listen, if you got up every morning and as you were getting dressed, you looked into the mirror and you imagined that you were getting dressed for that person's funeral every morning, do you think relatively quickly you'd end up picking up the phone and they say, well, of course. I say, well, why don't you do that? Because it feels, feels bad. Human beings don't like to do things that feel bad. They don't like to think about things that feel bad. So that's why you don't do that. And when you're considering buying a product, you're not thinking of the bad thing that will happen if you don't buy that product. Because humans don't like to think about bad things. So as a marketer, as a salesperson, your job is simply to get them to think the consequences of not taking action more than what your product costs.

Yeah. It's taken them out of that frame or belief system of the price or cost. And focus on what you just said, the consequences of inaction, and also the end result that they really want. And that's taking them out of price or cost based thinking into results based thinking. And once you master that, selling becomes really, really simple and easy because that's all it is. This is really good. So let's talk about these, some of these breakdowns. So Tony Robbins, great one. What's another one that you broke down? They're like, man, this is.

Tony was good. Marie Forleo, I don't know, what do they do? Marie? So she she sells this thing called B school. Okay? She's been around for, like, a long time. They've done millions of dollars, and it's like a general business training for female entrepreneurs.

Okay. Like, helping them scale their businesses or.

Something or grow, I think. I mean, if you. You don't even know, I think it's just basic digital marketing.

Okay, what did she do? What did she do that was so unique or different that would have helped her audience, like, overcome their limiting beliefs or whatever?

Well, she's just very like Tony. She's very good at framing, setting up the problem, calling out the problem, properly identifying with the audience, even little things that she does where, you know, me and my husband, we have this thing happen, relatable situation. Because if somebody can't relate to you, they don't want to buy from you. So sometimes you have to sprinkle in just these, like, little relatable stories. Even if it's just a quick thing like me and something as simple as, you know, me and my husband were at the grocery store every day. Just that one sentence, right? Because who has never been to the grocery store with their husband? And just that one little thing, if you pepper it in, actually matters. Because if somebody puts you on a pedestal, the higher and higher and higher that pedestal grows, the further it is for them to reach. And the further it is for them to reach, the less they think that you can help them. Because you must not know what it's like to be all the way down here. So you have to say things that reduce the size and the height of.

That hero's journey, as Russell would say, that or kind of the hero's journey. So they can identify with who you are, right? Because they might view you as like, there's no way I could be like that, right?

You gotta knock yourself down, off yourself down.

Where they're like, well, wait, wait a minute. He was just like me. He just learned this or he did that.

I learned that the hard way. When I first started, we were printing millions of dollars for our marketing training, and I was like a kid, and I didn't. I didn't have anything nice. I still was living in the tiny house because I couldn't. I didn't have good credit, so I couldn't buy a good house. You know, I'm such a douche. I had a Lamborghini delivered to a house. The car cost more than the house. My neighbors were like, because I wanted something nice. Dude, I was poor my whole life. I wanted something nice, and I couldn't buy A nice house. So I'm like, all right, give me a Lamborghini.

Give me the Lambos twice as much as the house.

But that actually lowered. My conversion rate lowered because it was less relatable, and I had to learn that the hard way.

That's so true. And I think, you know, if you. If you have nice cars or whatever, and you're. You know, if you're a marketer or maybe a influencer or whatever, or you're. Let's say you're a salesperson. I mean, you could be selling insurance or whatever. Whatever you sell. And you want to get more organic leads, right. That are following you and you're doing reels. Let's say you got a nice car. I see a lot of people, like, stand by their nice car to do all their stuff, but it's. It almost seems like. Because I think people went through that era where a lot of that was just fake. But if you're just driving in the car and you don't say anything about the car, people will kind of see stuff in the car that, like, oh, he's driving to this, or she's driving to that. But it's the. Like, your influence goes up when you don't need to say anything about it.

Yeah. It's like.

You know what I'm saying? Yeah.

You have a kid.

Yeah, I do.

You do. Use the kid. Just show the car to the kid. Everybody loves it. You got a dog or a kid, whatever you're doing that people would normally not like, you infuse a dog or a kid, and all of a sudden they love you. Oh, oh, he's got the dog in the car. I can relate. Oh, he's. He's showing his kid the thing, and then all of a sudden, they love you. It's the wildest thing. It's the.

I love that. Okay, so we've got Tony. We've got this lady. What's another one.

Really good one. So I would say you got to go back. You got to go back to the old guys, because they were the. Can I be honest with you?

Thank you for being honest. Yes.

I think people kind of suck now.

Yeah.

I think people are lazy.

That is.

Well, I'll tell you why. Back in the day, guys like Zig Ziglar had to learn. They had to. There was more friction for them to learn this stuff. They had to go out and seek it. They had to go find people in events that nobody heard of, like Dan Kennedy. Dude, it's not like you could just see a Dan Kennedy ad. Right. Like, these are things that were not as available now. Now.

You can buy a book from, say, Russell Brunson or something. And it's just so accessible that instead of going and really having to go through the gauntlet to learn it, it's like, oh, let's make it easy for you. Here's a template. Here's. Instead of understanding the true nature of it. And so what happens is you have watered down marketers, you have watered down salespeople. You have people that just really don't know how to do it. Like, I see your stuff and I see how incredibly surgical you are with, like, there was one real. I need to do. I need to react some to some of yours. We need to get them on the list. Because I saw one you did, and it was just so perf. Like how you. How you. You. You do these. Like, you play out a scenario.

Oh, yeah, yeah, whatever.

Yeah, yeah. Like, you play out the scenario and.

Tell me this pen. Some of this apartment.

No, that was the one. It was the sell me the pen one. Yeah, it was. And I thought it was brilliant. I got to react to that. And so you're very cerebral and surgical. But I mean, how many sales coaches have you seen that? It's just so basic.

Well, it's because they don't have experience, they don't have wisdom. It's like the salesperson that, you know is in sales for one or two years and then they. They do good. Let's say they get multiple six figures a year and they're like, I'm gonna start my own sales training company. Yeah, they don't have the wisdom or sense. I was in sales, like hardcore sales. 2B, 2B, 2B, 2C for 18 straight years, making millions of dollars a year in commissions. Straight commissions. So I have a little bit of experience. I have wisdom. So, you know, we can. You can have somebody like buy one of my training programs, let's say an advanced program per year. They go through it, they start, they triple sales, and then they go off and start their own thing. Well, the problem is you can start copying some of my content, but you don't really understand it because you don't have. You can never buy wisdom and experience. That is just takes time that you go through. Right. If somebody buys your content, they can try to copy it, but they don't have your wisdom and experience that you had to go through to put it all together. So they don't understand it like the person who it came from.

But there's. There's Too many of those people.

Because I'm a dozen.

Yeah, they're everywhere now. They're like cockroaches just scurrying around, you know? And then. And then the worst part is they see the people who are interested in buying these trainings will see those people. Then they'll see you or me, and they'll assume that we're like them. And it's like, bro, like, I've been doing this for a decade, you know.

And experience and wisdom, like, you can never. You just. You have to go through it yourself.

Yeah, but that. But that's who the best are, is like Jim Rohn. Jim Rohn's is amazing. You just. You just find any audio from Jim Rohn, Motivational audio. Zig Ziglar, you know, one of the best ones, Right. And I use this in my present. I'll just give you the sauce. Okay, let's do it. All right.

This right here, writer downer, write this down.

This is the best. One of the best. Closes okay. All right. So you have a whiteboard. And I say, okay, imagine this is from Zig Ziglar. I say, imagine that you were going to hire the best employee, right? You wanted the best. What characteristics would you want to see in an amazing employee? And people will list out honesty, hard work, you know, their commitment. Okay? And they'll list all these things out, right? And then you say, now, if you had an employee that was honest and had commitment and, you know, positive thinking, worked hard, would that make a great employee? Right? And they go, yes. I said, would that make a great employer? Would you like to work for that person? They say, yes. Would that make a great president? Yeah. Oh, yeah. Would that make a great father? Oh, yeah, it would. Would that make. And so what you're telling me is these qualities just make you good at anything. Right?

Identity.

All right? And then I say. Or Zig said, okay, now let's go through each one. Are these skills or attitudes and attitude. Attitude, attitude. Maybe one or two will be a skill.

Yeah.

And then I'll say, okay, so what you're telling me is that being successful at anything in life is 95% your attitude. And if you can just learn that one little skill, that one little piece.

Yeah.

You can be successful. Yes, you can. Okay, well, here's the deal. If you bring me the right attitude, I will teach you the skill and we'll blow this thing up for you.

Yeah. So he's framing them into that identity. Yeah.

Right. And that's. I heard him do that. And he does it a bit different. He used it, but I modified it for me and I do that close on my live presentations or what? And I mean, because they're telling you. Yeah, I didn't write a single word on the board.

Well, it's getting them to. The most powerful form of persuasion is when you get the other person to persuade themselves.

Exactly.

Because now it's their idea and their ideas are always true. And it's a gospel. If a salesperson says, you should do this because of this, this and this, unless they're a lay down, you're the slimy salesperson out the other. Because you're biased. You're trying to sell me.

You're the salesperson.

Yeah, exactly. But that's how society. Here's the thing. Like, you know, if I, if I'm doing a keynote or something, or even a virtual event, I'll say, you know, how does society view salespeople in general? High status or lower status? There was a lower status. I was like, well, why is that?

You're right down there next to lawyers.

Why would you be viewed as lower status? Because if nothing is sold, that means there's no such thing as an economy. I mean, you're responsible for the economy. You should be higher status. If there's no such thing as economy, that means there's no such thing as a society. Everything's sold. Like, if there's never was sales people, there wouldn't be a society. So why aren't you higher status? Because it's like when you go to the doctor and the doctor, you know, examines you and they're like, okay, Dan, you know, we're going to do this exam now. Go ahead and take off your clothes, put on the scanner, I'll meet you in the next room. You're probably unlikely to say, you know, I don't know, like, I need to talk to my spouse. You know, I don't know, I'm still looking. I need to do more research on this. I need to think it over. Like, you're not going to do that because you view them at a high status. Yeah, right. So it's like, why are salespeople viewed a lower status? Because the way most of them communicate unfortunately triggers that reaction. Yeah. So where, okay, so you're, you know, you're mastering these presentations. Where did you go from there? How did you get into what you're doing now?

Well, you know, I worked in normal sales jobs for a while.

You got the sales jobs? Yeah, got her making money. You're like, hey, there's Something to this thing called sales.

Here's what happened. I was.

I was doing well with some like basic Internet marketing stuff. And then I, you know, I learned how to get websites ranked on Google and I made money from that. But then Google changed everything. Yeah. I guess CEO. But then Google changed everything. And so I lost all my money. So I had some money left over.

Yeah.

And I was like, screw the Internet. Yeah, this sucks.

Yeah.

That I did. That was so much work. So I went, I bought a bar and nightclub.

Okay.

And I remodeled it and it was like in a horrible spot in town. It was since 1948. It had never been successful. And everybody told me it was a terrible idea. They said 95% of bars fail in the first year in Florida.

Which is true.

Which is true. Which. But you know what I heard? I heard that means 95% of my competition is not really competition.

So you're just like Tony says, it's like you're reframing it into like, this is a positive thing for me. Instead of like, oh, I don't have a chance. You're like, oh, I got a better chance because it must go out. Yeah, it's good.

And so I knew some marketing. Yeah. I thought, well, all these bar owners, they don't know marketing. So I thought, okay, let me do some marketing.

Yeah.

So here's what I did. I went on Facebook and I said, $20, all you can drink, including top shelf, come to this new place. So everybody showed up. I grabbed one of these DSLR cameras, I walked around for seven hours and I got tons of footage. And I made it because it was packed. Right? Right.

Yeah.

So then I just started running ads and doing social media content. And look, I lost my ass that first night.

Right.

But it didn't matter because everybody knew where it was. And now I had footage of it looking busy. So when I started running marketing and advertisements showing the place, it looked busy.

Raises in the market's mind like, oh, wow, this must be the new place.

It must be the new place.

The new place.

And then they came and then it was the new place. And like, literally I flipped that bar in 14 months for a $300,000 profit and made money while I owned it.

You see what Dan did see? So he just reframed everybody's idea of what this place used to be. It went from the place that nobody's going to. And then he did some social media, social proof and reframed their way of thinking into like, this is the new place everybody's going to. And Literally did that probably within a few weeks. Oh yeah, it's amazing.

And even on slow nights, I had this little trick to fill the bar, I'll tell you. So if it was slow, I would get on the intercom and I would say, hey, if you want a free jello shot, we call this a Facebook check in shot. Just fake. Just check in Aqua Bar and Lounge on your Facebook, come to the bar, show the bartender, will give you a free shot. Now a bottle of Skova, I get that time. Six bucks. It can make like 300 yellow shots.

Yeah.

So it cost you like nothing. Yeah, right. And they would come up, they'd show the bartender the check in, they'd get the shot. Mary Sue, Tom, whatever, is driving around looking for something to do. Oh, you know, Tom's at Aqua Bar and Lounge. He just checked in within 45 minutes. Places packed.

See, all he's doing is he's taking them out of their frames or belief systems. Right. And reframed them into a new belief system that this place is the best place to be.

Because everybody's talking about it all at once that night.

Yeah, yeah. So all you're doing is raising your status. That is brilliant. Okay, so let's go into some entrepreneur. So how, how should people look at sales and marketing as an entrepreneur? Because, you know, this is it marketing, is it sales?

Like you're going to have different things.

Well, I don't care. It's, you know, everybody has their own views by kind of the where they came from.

Right.

So everybody's their own perspective. And a lot of times I always say the truth is in the middle.

My perspective is this. If you have insanely good marketing, you don't even need salespeople. You don't even need the sales department. But very few people have that good of marketing.

Would you say it depends on what the solution offer and price tag might be? Could that be some of it though?

It could, but I'll give, but not necessarily. Because that Richard Branson cruise was. This happened during COVID so it ended up getting canceled, but it was brand new cruise line and it sold out without anybody talking to anybody. It literally sold out. And it was super expensive, it was super exclusive. And literally I was calling trying to get a ticket to it and they're like, it's full. Yeah. Okay. So it does depend, I wouldn't necessarily say on price, but a combination of all the factors. It's like a lot of factors, industry to industry.

Some factors.

But look, there's some industries where you have to talk To a sales.

You're not really going to sell cybersecurity to bank of America on a web interact.

No, no, no, no, you're not. But, but look at. But look at Gary Vee. Gary Vee makes social content. That has nothing to do with it because he owns VaynerMedia. He gets like Coca Cola and Red Bull and all these big companies. But what he does is he's not talking to them.

Yeah. Okay.

He's showing through his content that he can blow up a brand and then they reach out to him.

Yeah. And they still probably talk to salespeople though, when they reach out to them. But you're saying they're a little bit more warmed up. There's more. There's more authority there.

My view is this. Your goal in marketing should be to make your salespeople as much of order takers as you possibly can and not salespeople. Now, obviously that's not pot, but look, a good sales team will make up for crappy marketing. It's going to be a.

If you can have the combination of both.

Well, yeah, I mean that. Then you're.

You. You even master like cold calling and you have marketing and stuff. You're even better. There's a lot of different things.

I mean, that's the real answer. If you have both that are really great. But when off.

Yeah.

When does that.

Here's the thing, like, you can really be an amazing marketer and have products and services that aren't that great and you're going to probably outsell the company has the best product or service, but their marketing is lousy.

And that's the unfortunate truth. But if you have a great product, it is an absolute disservice to not know how to explain what you do so that it sounds as good as it truly is.

Yeah.

And what's crazy is you'll invest in all this stuff, but you won't invest in simply how to describe what you do.

You're not. Now that's not. Hold on. This is a high level person watching this right now. These are high. This is a high level community that we have. It's not them. It's all those people out there.

Well, it's an understood you. Okay, look, if you're watching this right now and you do invest in it, then you're ahead. You're ahead of the pack. You're the 1%. Most people aren't the 1%.

So you're committed to mastery. That's all it is. You're committed. You know, Tony talks about the Stressors, the dabblers, the committed master. I take a little bit, I take it a step further with salespeople, entrepreneurs, really. Anybody in life. I say there's four types of people. First, the first type of person is the, I call it, let me get the pronounce it pronounced. The winger. The winger, the one who wings everything. Oh yeah, they wing everything in marketing, right? They're a sales person that says something different to everybody. They don't really have a process. They don't know if it's works or not. One week they're up, the next week they're down. They're just kind of guessing. You know, when they don't make a lot of sales, they blame the leads or the prospects that are broke or they have fear. And those salespeople typically get fired. Those are the ones who wing things, right? And that's really any profession, think about anybody in life that's not very good, they wing it.

Well, look, listen, if, if, if most people weren't wingers, we'd be broke. So please wing it.

Those are the dabblers dealers, right? So marketing, maybe they buy a few books on marketing or sales, they go to a couple of free events, they watch some of your free content, you know, the IG reels or you know, YouTube. And then they, they just hope that if they just stay in long enough, if they learn from their, their mistakes, that eventually they'll figure it out. Right. And those typically, that's where most salespeople, marketers are. They're kind of just average. If they ever get good, it's because they work like crazy hours, they play the numbers game and eventually they burn out, right? They get somebody. Those are the dabblers, right? Think about who's your, do you watch like sports?

I watch ufc.

Okay, so ufc, who's your favorite fighter?

Probably right now. Khamzat.

Yeah. Would he be a dabbler? He wouldn't be in the league if he was.

Right.

Then the third type of person, this is any like they're the know it allers, right? They think they know everything, so they've invested in their skill level in the past. Maybe they took a marketing course or a sales course and they, they got good. You know, they're making six figures a year or whatever. And then their ego like, oh, I know everything there is to know about it. They stop investing, stop training and their income typically gets capped and they just don't know why. Right. They're always trying to figure it out. And then you have the few, the proud, the great. The 1%. And those are the ones who are committed to mastery because they're always investing in their skill set. Right. As a marketer, as a salesperson, what's the number one thing tied to how much you make your skill set? Like what you're actually doing, how you're framing it, like how you're positioning.

Right.

Learning how to communicate it.

I think salespeople actually are more likely to invest in their trainings than the actual company owners, you know, because I deal with more company owners.

Yeah.

And because, you know, when you own a company, you've got all these different boxes that you have stuff in, in your head. You have all these different things you have to think of when you're a salesperson. You're like, I need to sell the freaking deal.

You think a business owner probably be. Understand that, hey, your, your revenue, your profit margin is going to depend how well you market and how well your salespeople, you would think that when they're talking about your solution.

But that's the thing. Everybody wants to make more money, right? Everybody wants to be the 1%. They want to make more money, they want to have a better body, they want to have a better relationship. Everybody wants that.

Yeah.

But the truth is you cannot become the 1% if you behave and think like the 99.

If you behave like a winger or a dabbler or a know it aller, you'll never get in the top.

You'll never get.

It's only the ones who are committed to mastery. That's what I always say. Like, watch your favorite athlete. Let's say it's Michael Jordan or LeBron James or Tom Brady. Who are Patrick Mahomes? Were they a winger, a dabbler, a know it all, or committed to master? Committed to mastery. Who's your favorite CEO? Let's say you said Elon Musk. Was he a winger, dabbler, know it all, or committed to master? You see, I could go into every profession in the planet. Top police officers, top in the military, top anything. And they're always, you know, what you're.

Doing right now is identity selling well. Yeah, because I can break.

No, they will see this. I don't do it to them. I do it for.

Oh, I love that frame.

It's true, but it's true, right? If you don't learn, like if you're a marketer, right. And let's say you're. You have a marketing course that teaches people how to blow up their brand, you know, you have a moral obligation to sell that to them. Because if they don't know how to do that, their problems stay the same and they never become a master at what they do. Right. So they can't do that through trial and error.

The problem is there's people out there that are worse at what they do than you, than me, than the people who are good. And so for me, like, I know that there's people out there who are making crazy promises, they're doing things they shouldn't be doing, they're getting sued by the FTC and they're making money, and they're nowhere near. I'll just say, I don't think they're anywhere near as good as I am at teaching marketing. Yeah. So it's my job to continuously figure out, how can I explain what I do better, Doing it for them so that they buy my stuff instead of theirs. Because if I let them buy their stuff, I'm doing them, you know, that.

They'Re not going to get the results you could have got.

Exactly. And so it's my duty and obligation to. I really don't like this whole thing about, oh, you shouldn't sell. Like, I don't have anything to sell. You have shit to sell.

That's because they have a mindset that selling is something that you're doing to them, not for them. They don't understand what selling is.

Well, my thing, I always tell people this, I say, listen, if you feel that whatever you do is not going to make a massive transformation in their life that is so much more valuable than whatever it is you're charging, if you think that that will happen, then you either have to look at yourself and say, well, then why. Why are you. Why do you feel bad about. Or you have to go, oh, maybe my product isn't that good. It's one or the other.

Yeah.

And you deal with either one of those issues, you fix the product so it is worth it, or you fix your mindset. Because, dude, if I. If I sold you a cure for cancer for 10 bucks, I'd be an asshole if I didn't try to sell as many as possible.

Of course. Of course. Yeah, exactly. Like I said, most society views salespeople as. It's something that you're doing to them, like it's a wrong thing.

Right.

Instead of you're doing it for them. So it's. It comes back to, you know, most people, the. The mindset that. That it's something you're doing to them instead of for them.

Right.

So, like, if I'm. If I'm in an audience and I've got a keynote training or whatever the company brought me in for. I, you know, I want to interrupt the audience's patterns because I'm doing it for them, not to them. So, you know, sometimes it depends on the audience. It depends on. Sometimes I'll do something different when I walk out on stage because I can start reading the audience and I like to mingle with them a little bit before I even go up on stage. I get a super important of what's kind of going on in their mindset and all that stuff. And there's. Sometimes we'll, you know, I'll walk out and I'll be silent for like 30 seconds, and I'll just sit there on stage. And then the whole audience is like, what's going on? They put down their phone. That was what's going on. I'm interrupting the pattern. Right. Because what are they used to most speakers doing? Hey, how's it going? I love the city. Everybody having a good time? Let's go. Yeah. And that's fine. But their brain is used to that pattern. And so what you see a lot of people do in the audience when that happens is they get up and they go to the bathroom or they start getting on their phone or their computer because their brain recognizes patterns. Right. Are all of our brains do. So I have to interact that pattern to get them to engage. And once again, I'm not doing it to them, I'm doing it for them. Because if I can't get them to engage, I can't really help them.

Exactly. If they're not paying attention, they're not going to pay.

Yeah, well, everybody votes with their dollars. You know, like Tony Robbins says it best. I was watching a podcast with him and PBD the other day, and he talks about, you know, you can be a great speaker and get a standing ovation at the end, but that doesn't necessarily mean you're a great communicator because people vote with their dollars. Right, Right. That tells you if you're great or not.

Funny story about that. Russell hired me to do a repitch. Now, I don't know if this.

Yeah.

So, I mean, I can explain what that is.

Yeah, go ahead.

So let's say you have an event, or maybe it's a webinar or whatever, and you get. You get your people in the room. You're the event owner, you're the guy. You get up on stage, you. You pitch your stuff, you make an offer. You make an offer. You make this Much sales.

Selling your solution, whatever it is.

Yeah. Then you have a professional platform closer or whoever come in the next day or the next morning and pitch your same stuff again. Just say it in a different way, and then you make more sales. So Russell had a conference, super conference, and.

I was doing the repitch. So he gets up on stage, and he pulls multiple six figures out of the room.

And this is selling the click funnels. Like software.

It was selling them. I don't even remember what he was selling. And I was like a master. Like, I'm like a business mastermind.

Was this before, like, clickfunnels?

No, this was just. This wasn't even a year ago.

Okay.

Yeah. Yeah. Okay. And so here's what had happened, right? He had two people in the room. Okay. So he had a bunch of people who were into marketing and funnels, and he had, like, doctors, lawyers, professional. Well, his pitch was amazing, but it was very directed towards the marketers. Okay. And so my job was to do a repitch. So I started kind of talking to people, and I figured out that most of the people there on the other side of the room didn't know what a webinar was.

Yeah.

So I get up on stage the next day, and I go, man, oh, my back. I'm like, there's a chiropractor in the room. And a bunch of people raised their hands. I say, you know, it's funny. I was at a chiropractic office. I saw an ad, and they said, come in for an adjustment. And I come in, and there was like, 15, 20 people there. And all of these people were getting adjustments. And then the chiropractor did a presentation. Have you guys ever done this? Like, have you ever done, like, a presentation with a bunch of people in a room? Maybe. Maybe you're a dentist. Maybe maybe you're a lawyer. Right. And. And they're like, yeah. I'm like, you know, when that happened, I thought, this is kind of like a webinar.

Yeah.

You know, but it's. It's kind of a crappy webinar because. No, nobody bought. You know, But I thought about it for a second. I thought, look, you're all here because. Would you consider yourself innovators? And then. Yeah, we're innovators. You're here. You're at a. You're at a conference to learn how to create business. How many chiropractors, how many doctors actually come here to learn this? And then I said, you know, it's funny. Everybody calls Steve Jobs in it.

Innovator.

Yeah, but most people don't know what innovation is. See, innovation is not inventing things. It's when you borrow ideas from other industries that are seemingly unrelated and you apply them to your industry. Like the MagSafe.

Everybody understand what he's doing here, how he's aligning like a group that has no familiarity with marketing or funnels. And now he's aligning, like, what they. The lingo they speak. And with this analogy, and now they're like, oh, yeah, that makes sense.

And they were older, so I said, guys, remember when we had laptop cords and you would trip over them? It was, like, annoying. You'd rip the circuit board on your laptop, then you have to wait for the laptop for two weeks. And then they came up with those magnetic ones, and it was so much better. Well, you know how Steve Jobs came up with that? He found that in Japan, the rice cookers had magnetic power cords so that when you tripped over them, it didn't spill boiling water all over over you. And he thought, wait a minute. People trip over their laptops. I'll make a magnetic laptop power cord. See, Steve Jobs borrowed an idea from an unrelated industry and applied it, and that's why he is an industry leader. And I imagine you are all here because you want to be industry leaders.

So you put them in that frame.

Right. And right now, you're at a conference where you are learning from one of the best in the world at webinars. You might not know it by that name, but you are doing it. You're just not doing it at a high level. And you now have an opportunity to borrow, to innovate your industry. Your industry by borrowing this and applying it to yours. And how many doctors, lawyers do you think are doing? None. That's why you're in.

That's why I have a competitive advantage.

Yeah, I said that. Yeah. Nearly doubled sales for the whole conference.

Yeah. That's amazing. Yeah. There's so much to break down in there.

There's a lot of different. There's a lot going on.

I could probably take. We could take probably two hours, five minutes every. Everything you just did there. So I think it's. I think it's important for everybody to understand that whatever you're doing, you know, most of you are watching us or listening to us, are in sales or you're in coaching or, you know, you're an entrepreneur that wants to get your employees to follow your vision. Or Maybe you're the CEO of a Fortune 500 company listening to this, and you want to scale the business even bigger than what you have now. More profit margin. It all comes down to your. It comes down to one thing. How you communicate your idea, how you sell it, how you communicate, and how you frame everything that you just did there. Because typically, you know, whether you're speaking to one on one with the consumer, or let's say you're in a. You're on a virtual, you know, Zoom meeting with 10 decision makers, if you sell B2B or something, or you're selling from stage, typically not all audiences, but any audience, about 80% are going to have more of an inferior mindset. Yeah. Okay. They don't believe they can do the thing that you're saying that you can do. Okay. So if you're talking about, let's say if you're selling a marketing course, they might think you were the best marketer on the planet, Dan. But they have this inferior complex where they're like, well, Dan's good, but I'm not Dan. I can't do that. So what Dan has to do is he has to help them come out of that belief system. I. I went to episode psychologist. So this is all this framing stuff. So I went to school to be a psychologist.

Oh, nice.

Yeah. So, like, you learn from.

Like, that definitely helps me.

Well, that's. That's what I took in. I'm like, why are you. Why is everybody selling this?

My original major was psychology.

Yeah, see, there you go.

Yeah. And then I switched it to audio engineering. Didn't use that, but yeah, now you.

Get back to the psychology.

Yeah.

Because when I got into sales, I'm like, why are you guys doing this? Like, hardcore techniques like that, you're just triggering resistance in their brain. You understand that? I was like.

Like, oh, that's dope that you were like, that's so cool.

Yeah. So it's like you're taking them, you know, like, if you have a patient that wants to commit suicide, that is their belief system.

Do you talk about this in your marketing?

A little bit? A little bit, Yeah.

A little. A little bit.

Yeah. This should. It's more of our advanced training programs. We talk a little bit, but this.

Should be a part of your brand. This should be what? What? This is your. This is your unfair advantage.

We do. We. I mean, it comes from behavioral science. We talk about it.

Yeah, but I would just. I don't know. For me, I would lean more into it because that's amazing. I hear you were. It's like, that's an amazing.

It's like a Patient. So every human being has a worldview, right? Typically from your childhood by the ages of 4 to 13, like Milton Erickson talks about.

Okay.

So your belief system, the way you see the world, most of it has to do with that age. So who raised you, what religion you belong to? Your cousins you hung out with? Who you follow on TikTok now influences your way of thinking. Right. So every, every consumer, everybody in the the planet has a way of thinking that's called a frame. NP causes a frame. Well, where did NLP get that from? They got from like Sigmund Freud and Milton Erickson and psychology.

So you were very into like environmentalist type of think thinking like that. Your, your behaviors and your mindset are strictly defined by your environment as you grow up. You're a big believer in that.

I'm a believer in that. But I. You can shift that.

You can shift that.

You can change that. You can change it on the dime. Actually, some therapists will be like, oh, it takes years, but, well, you just don't know how to do it. You haven't learned how to take them out of that frame within a couple minutes. It doesn't necessarily take 10 years. You just have the better question be like, hey, I don't know how to get people to change quickly. Can you teach me how to do it? So you have a patient prospect. Doesn't really matter if you're a prospect. What would be a viewpoint or worldview that most prospects think? So when a salesperson first starts talking to you, what's the first thing you start thinking in your mind? How much is this going to cost?

Cost?

Why, why does your brain go there about that?

Well, see, if you think about it.

Yeah. Every time somebody sees one of your ads that also think that why though?

Here's why. Our minds have default program, right? When you touch a hot soap, you, you don't even need to think about it. You immediately go back, you get near a ledge, you feel nervous, your body starts giving you sensations that say, bro, get away from the ledge. You have no control over it, right.

It's your survival part of your brain, right?

So think about this way. Your mind is automatically programmed to keep you alive, alive, safe. Right? Now, in order to get reward, in order to get reward, what must you do? You must risk. There is no reward. Without risk, you, you can't make money in the stock market without risking change. Yeah. So if in order to get to be successful is if in order to get reward, you must risk. And risk is the opposite of safety. Then by Default. Your mind is opposed to success because it is opposed to change.

Yeah. Because success has changed. You're not successful, so you're changing.

Right.

The core. Core of any human being. The reason why they give you any objection. The reason why they do not buy comes down to the core. At the end of the day, after all the BS stories, to a fear of change.

Sure.

Because you can't see what's on the other side of the mountain without pain first.

Yes.

Then you get to see.

I always think about it, like, logically, you say, this will help me. This. Logically, all of this will work. Yeah. But how many times do you get on a sales call, probably not you, but most. Most people, and they're like, yeah, this all makes sense. But then at the very last minute, when it's time to pay, all of a sudden there's a problem.

Fear of change.

It's because we start feeling these physiological things that our mind is like, wait a minute. I don't care about the logic. You're about to spend money that is unsafe. You need to be safe.

Yeah. It's because you've been constantly sold to all the time through marketing, Social media. You get up in the morning after you go to the bathroom, first thing you do, look at social media, see ads trying to sell you something. Turn on the TV ads trying to say something. Turn the radio, go to work. As trying to walk, drive.

It creates. It creates. Yeah.

So your frame is like, oh, sales is bad. I'm always getting sold. So anytime you feel somebody's trying to sell you something, your guard goes up. Spidey senses.

Right. But. But the thing is, is that again, we go back to 1% and 99%. You see, you wouldn't take your car to a car mechanic who doesn't know how their engine works. Right? Yeah. Well, if you want to be successful, if you want to be a successful salesperson or an entrepreneur, what's the number one tool that you use? Your mind. So it's important to know how your mind works. And so.

And know how the mind of the person you're communicating works.

Exactly. But see, that's the thing. When you're talking to a prospect, you got to understand that, look, they are just getting nervous because it made sense. Everything you said made sense.

Yeah.

But they're now nervous because that's what their brain's gonna do because they're human. So what you have to do is get them comfortable. Yeah. It's not just about. It's sort of like if you go to let's say you get your wife or girlfriend pregnant. You go to two doctors. The first doctor, amazing credentials, great pricing awards like all this. And then you go to the next doctor. Not as much as experience overpriced, not as great of reviews. Like, which doctor would you say to go with?

You're gonna go with the one that you feel like understands you the most.

Right. But you as a man, which one.

Do you immediately, it's probably gonna go because the doctor probably couldn't bring out that emotion in me to the one that's the. The that you feel has the best credentials.

The best credentials, right?

Yeah.

But you get in the car with your wife, and your wife all of a sudden goes, doctor number two. I don't know. Yeah, I just felt comfortable with him.

She felt like he understood her.

So now you go with that doctor. And that's the truth is it's not just about convincing. It's not about persuading. It's not about making it make sense. It's all also about comfort, making them comfortable with actually handing you the money. Because no matter what you do, that brain, that primal brain is going to kick in. And I go, wait a minute. Danger Will Robinson this. So you're going to feel heat and you're going to feel nervous. You got to help them become comfortable with that 100%.

It's, you know, Tony Robbins actually talks a lot about that. And I like to take it a step further. And I would say the number one way to influence another human being, remember, I'm not doing it to them, I'm doing it for them. So the number way to influence a human being is to get them to feel like you understand them the most. I'm talking about you understand their needs, their desires or wants, even their fears, where they feel like you understand them the most without buying into their story, because they've already done that. They have limiting beliefs. So if you buy into like, oh, I need a week to think about, that's you're just buying into their story.

Right.

Their fear. Right. If you buy into, like, now's not a good time, you know, let's talk next quarter. You're just buying into their story if you let them off the hook. But you got to get them to feel you have to have that emotional connection. Right. Like you talk about now. How do you get a human being to have the emotional connection? A lot of that, most of that is really how you use your tonality and actually your body language, even if they can't see it because that affects your Tone, it's not even necessarily the words you say, it's how you say those words, how you position the words. Yeah, this is a good conversation. A couple more questions. I know we've got to go to this event. What would you say a beginner entrepreneur, like what? Give us maybe one thing that really, besides marketing, besides sales, what's one thing that really helped you get ahead of the ball game with your competitors besides marketing and sales?

Realizing that the biggest mistake you can make in business is trying to sell your passion. Because it's your passion.

Yeah.

Doesn't mean it's the market.

Nobody cares.

Nobody gives a shit about you and your goals and your dreams and what happened to you when you were a kid. Nobody cares. They care about them.

Yeah.

Now you can maybe use that.

Yeah.

Maybe some of it.

Yeah.

But at the end of the day, if you want to become rich, find something people are already buying and explain it better than the competitors. That's it. Literally, that's all you have to do. Hey, they're already buying this thing. How can I make it sound simpler, more entertaining and clearer than the next guy? And you win.

And what Dan means here as well, because I know somebody like, well, if I just learn how the product works better and I explain the features and benefits, I'll sell better. That's not what he's saying because that will just make you worse. Especially, you know, there's, there's, you know, we train a lot of companies that the silicon like B2B space, right? And I love them. They get on there because I sold Enterprise B2B as well, one of the industries I sold in my career. And they use these big words, you know, like consultative words. And they talk about like just high end words. I'm like, does your prospect even know what that means?

Right.

You know, like solar says we'd be like, oh, how much are you paying per kilowatt? I was like, well, how do you know the homeowner knows what a kilowatt is? Yeah. Like, I don't know what a kilowatt is.

Like, do I work at your company? Like, I don't give a shit. Exactly.

Like, like, like they use this big words, thinking that if they use these big words and you got to simplify it, right? You got to. So, so tell me a little bit about your, your, your utility bill. Like, I know a lot of the year it's pretty low, but what have they been making you pay lately? Yeah.

Can I give you a really great example of this? And you're such a Sales guy. I'm such a marketer. This is like such a marketing version. I know.

Marketing, communication, sales.

I forget the year. But there was two software companies that were launched in the same year, and they both had the same exact product. It's just a budgeting app. That's it. Now, one company, they only got 100 customers their first year, and they said, we'll help you budget better.

Yeah.

The next company did 100 million their first year. And you know what they said? We will show you how much money your bank is secretly ripping off from you.

Oh, that triggers fear, pain.

Right?

Right.

That was mint.com.

Yeah. Oh, my gosh. That's so brilliant.

Now think about it, dude. It's the same thing. You just said it better.

That's it.

Because what they did. That's brilliant. What Mint did is they seeded doubt in your mind. Am I getting ripped off by my. Exactly. Or if you felt like you have, then it just draws out pain. You're like, yes, that's true. I've had that happen. And now you're drawn to that. But if it's just a budget app, you're like, it doesn't. There's nothing. Doesn't seed any doubt in your brain.

Sell what everyone else is selling and people are already buying and just say it better. Yeah, if you could just do that. You're rich. You're a millionaire.

Done. It's just. It's all committing to mastering the skills. Dan, it's been a great show. Where can. Where can people find out about more about what you do?

So we do. We do an event quite often. You can go to epicpitch.com and check that out. And it's all about. It's all about sales. Presentation.

It's all about presentation. So if you want to get better at your presentations, go to epicpitch.com epic pitch.com and get some of his materials. There's a reason why he is known as one of the best marketers on the planet, not just Dubai. Hey, I love Dubai.

I don't even sell in Dubai.

Well, you sell everywhere, man. All right, everybody. And if you have any questions, text me. 480-637-2944. Dan, it's been a pleasure. We'll have to do this again, my man.

Thank you, man.

Next time in I'm in Dubai, come. Maybe I'll come over there, show. I think I have a keynote sometime this year. April.

Yeah, yeah. Come, come.

Okay.

Yeah, we'll hang out for sure.