How Qualified Is Your Client?

Introduction

Have you encountered a client requesting a refund after making a purchase? How many negative reviews are you happy to receive from unhappy clients? Most importantly, how much of your time are you willing to invest into the wrong clients?

Hi, my name is Tim Kan of Dan Lok’s Closing team led by Joel a.k.a Rich Asian™. In today’s article we’ll be discussing the consequences of on boarding un-qualified clients and how you could prevent them.

Consequence

Bringing in an unqualified client can lead towards limitless consequences. Don’t underestimate the small consequences either, for those small ones can result in the bigger downfalls in a business.

For example, let’s talk about “Reviews”. How effective are reviews? Would you agree that reviews and social proof have a strong influence on the buyer’s decision? How much would one negative review affect your business, brand, and reputation? How many potential clients are you losing from these reviews? And ultimately, how much money are you losing?

One of our most valuable assets, is our time. Imagine spending an hour of our time attempting to Close someone, only to find out that it was never going to be a good fit. What could you have been doing with your time instead of wasting it away?

Maybe something productive such as researching your next prospect? Work on that article you’ve been procrastinating? Be with your family? Start that push up that’s three months past due? Whatever the case may be, the hour spent going back and forth with that prospect could have been minimized as quickly as twenty minutes or less.

If you are someone that values their time, how much is your time worth? Are you okay with wasting other people’s time? And are you okay with them wasting your time?

Qualifying

When it comes to onboarding clients. It doesn’t start with the clients, it starts with the prospects. Before even considering them as “Clients”, the prospects must first be qualified to be a right fit for the service and product.

A few ways to properly qualify your prospects is by identifying their need, what is it exactly they are looking to fix or improve? If a decision has to be made, are they the ones to make it? Of course going through your program will also require their time, effort, and money..

Will they be able to afford all of those aspects? And most importantly, how committed are they? It is imperative that their pain is something that they are seriously looking to change. If not, the adversities and speed bumps along the way will easily get them off track and ultimately stop their progress.

Conclusion

“Whether your goal is to skyrocket your sales track record or increase the capacity of your business’s clientele, keep this in mind.. “Excellence comes when we balance quality with quantity”” - Amit Ray

Once again, it’s been a pleasure sharing this with you. If there are any questions or comments, feel free to contact me at tim@clientasset.com. Thank you.

-Tim


“Who are you really fighting for?” What Rocky Balboa taught me about closing

Hi, my name is Nicolas Lum and I am a closer from Dan Lok's Closing Team led by Joel a.k.a Rich Asian™. In this article, I will share with you how watching the latest blockbuster Creed II changed my life as a High Ticket Closer and how you can find your true purpose on this planet.

Secrets on how to own the High Ticket Closing cape

I am a High Ticket Closer.

That is normally the first few words that come out of my mouth when I meet a stranger. Being a High Ticket Closer has many perks and one of them is having the ability to transform and positively impact one’s life in a big way. And as they say, with great power comes great responsibility.

One of those great responsibilities is to ONLY use our powers for products and services that genuinely add value to potential clients. Once I accepted this responsibility, the only thing that held me back from truly owning the HTC cape was not knowing what my purpose was in life.

The knockout punch

Bam! There was Adonis Creed, an American boxer in the movie Creed II, knocked out in a boxing ring by a Russian who was bigger, faster and stronger than him. Dazed and with soft knees, Creed barely survived the second round.

In comes Rocky Balboa during the break, trying to bring Creed’s spirits up and motivate him to win the match. With a serious, stern and raspy voice, Rocky asked Creed a question that changed the outcome of the fight and changed my life as a Closer:

Who are you really fighting for?

In the movie, it reminded Creed why he was really in the ring, facing the toughest opponent in his life. It was not to take revenge for his father’s death, but it was to prove to himself that he is able to fill in the expectations he has on himself of being the best boxer in the world.

After this deep prep talk, he somehow managed to fight his way back into the game and won by K.O.

Who is Nicolas Lum fighting for?

After the movie, I had some time to reflect on this and ask myself this question. What is my purpose as a High Ticket Closer. Who am I really fighting for?

It wasn’t to prove to my girlfriend that I will be successful enough to afford a good life for both of us. It wasn’t to prove to my friends that I was better than them. It wasn’t to prove to my parents that I am able to support their retirement after they sacrificed all of their savings for my education.

My purpose in life is to fulfil the expectations I set for myself. My purpose is to be so successful that I will have no doubts in my mind that the unconventional route I have chosen was the right one for me. I want to feel strong, confident and fearless in my own skin. And ultimately being able to greatly impact others with my newfound conviction and clarity.

I know that this is deep. And you might be wondering, why am I sharing my deepest thoughts with you?

All I want you to do is to bring yourself to a quiet place, sit and think about these questions.

What is YOUR purpose in life?

Who is it that you are fighting for? What do you want to achieve in life?

If you truly want to own the cape of a High Ticket Closer or any other cape that you want, you need to know why.

I encourage you to go deep. Really reflect on this and peel back the superficial outer layers and get to the core.

I guarantee that if you do this, you will look at your actions differently. Is what you are working on helping you achieve what you want? What do you have to do everyday to get one step closer to that goal?

Not only that. Now that you have gone deep with yourself, you now know how it feels like for one of your prospects to go on the same journey. Imagine the clarity they would have after speaking to you on the phone having gone through this process. Even if your product was not a good fit for them, you would have deeply impacted the way they think of their life.

I hope that you will spare a few minutes in your busy day to reflect on what your purpose is. You will thank yourself when you think back having reached that goal, and remember, you are closer than you think.
If you have any questions about High Ticket Closing or you want to discuss this further, send me an email at nicolas@clientasset.com.
Until next time, always be closing.
Nicolas Lum


Globetrotter X Closing Lifestyle

Hello!

Introduction

This is Joel Goh a.k.a Rich Asian™, leader of Dan Lok’s Closing Team writing to you from Taipei, Taiwan. The past month has been filled with adventure, challenges and exciting time as I closed, Co-Instructed a Class in HTC as well as traveled South East Asia!

This short piece today reflects my thoughts and experiences Closing while traveling for a full month, and how I schedule my days.

Always.Be.Closing = ABC

Closing is a perishable skill. What that simply means is that if you’re not constantly practicing Closing, it is easy to “get rusty” and that would affect your overall performance.
You wouldn’t want your High Income Skill to dwindle now would you?
I don’t know about you, but it’s literally the foundation of what keeps me going financially!

So for the past month, I’ve been closing consistently. I schedule 2.5 hours in the morning between 0800 - 1030 for calls and another 2 hours in the evening between 2130 - 2330 just to close.

By doing this, I ensure that I always get my “reps” in and keep my High Income Skill and tip top condition.

Staying Connected While on the Road

Even when I’m not closing and am out and about exploring, I always ensure that I’m connected to the internet so I can answer and get back to urgent matters. I have both my cellphones, my laptop and my mobile hotspot with me pretty much 24/7.

I want to talk about out an awesome mobile hotspot called GlocalMe: https://www.glocalme.com/. I’ve been using it for the past month in 5 different countries and it has probably been the best piece of equipment that I’ve ever had.

Some cool features:

  • 15 hour battery life

  • 3 Sim card slot options

    • 1 built in Sim that you can pay to use

    • 2 extra nano and micro Sim card slots that you can add a local Sim to!

  • Connects up to 5 devices max!

  • It’s like a Powerbank, you can charge your devices with it using a charging cable

The GlocalMe has been fantastic because it really offers the potential of blazing speeds and unlimited Wi-Fi in different countries, rather than roaming on my cell phone which can be slow and expensive.

HTC Meetups

If you’ve been following me on Social Media or in the HTC groups especially, you’ve noticed that I’ve met up with HTC family members in every single country we visited!

It’s been a great privilege to have been able to meet family members everywhere we traveled to. We truly have to thank Sifu Dan Lok for creating a family of like-minded individuals that we can count on and learn from everywhere we go.

At these meetups, we talk about everything from Closing to business to personal family issues. We had members anywhere between 18 - 60 attend these meetups and it goes to show that once we’re a family, age and phase in life doesn’t matter; what matters is that we’re here as a family to support and care for one another.

Conclusion

Traveling for the past month has been exciting, refreshing and a good way to kick off 2019. However, I’ve been feeling a little homesick and can’t wait to get back to the US! 2019 will be a huge year for me and my team and we can’t wait to kick things off with a blast!

Hopefully you’ve been reading articles from the team and have found tremendously value.


How Prepared Are You?

Introduction

Tim Kan of Dan Lok’s Closing team led by Joel a.k.a Rich Asian™. In today’s article, we will be discovering ways to properly prepare yourself as a Closer for your upcoming calls. Every closer has their own way and style of closing, but perhaps these examples may be beneficial or helpful to improvement your personal style.

Prospect Research

How much of an advantage would it be for you to know exactly what your prospect likes and dislikes? What if you knew the exact keywords to earn your prospect’s trust? Would it make your calls easier if you already knew what type of person your prospect was? What would you be willing to give to have an upper hand against a “challenging” prospect?
One of the many ways to gain this upper hand is by researching your prospect, via Facebook, Linkedin, networking, etc. Suppose your prospect was found on Facebook, you wouldn't be willing to invest three to five minutes looking through their posts and shared media would you?

Sure it may be time consuming to some people, but by discovering and identifying their thoughts and interests, you now have an idea of how to approach the call beforehand.

One example is when I discovered that my upcoming prospect was residing in Florida. I was already intending to ask in the beginning of the call where he was calling from, and since I already knew he was located in Florida, I was able to prepare myself ahead of time to share with him my awareness of the recent hurricane that struck in his area.

By doing so, I was able to build solid rapport from the start, which not only showed that I could relate to him but also allow him to feel comfortable throughout the call.

Mindset Shift

By entering your closing calls with the right state of mind, not only will the flow of the call run in your favor, but you’ll be more capable of pivoting and navigating through and around any potential objections that may occur.

An additional benefit of being in the right mindset is having more awareness of how the call is flowing and also allowing you to not panic or stress during “challenging” moments.

Everyone has their own unique routine or form of shifting their mindset in preparation for their calls. A few examples are listening to certain music, doing jumping jacks, meditating, viewing their vision board, reading a creed, and more..

That’s the beauty of it, what works for others may not work for you. If it does, great! If not, find what works for you.

Closing Statement

These preparation techniques may or may not be of benefit to you. If it doesn’t, thank you for investing your time into reading my thoughts.

If it does, how will you implement them into your strategy? How much will these techniques improve your Closing skill?

Thanks again for your time, and I would like to leave you with an epic quote.. “Every battle is won before it’s ever fought” - Sun Tzu, The Art of War.

-Tim Kan

How to end your day, the right way

Introduction

Hi this is Conor Grace again from over at Dan Lok’s Closing Team led by Joel a.k. Rich Asian™. This is a follow up from my last article on starting your day right.

Today I will be sharing with you some ideas on recovering from your workload and optimizing sleep. Providing you the energy to kick ass!

Ending your day, the right way.

The best way to get a good start on the next day is by doing the right things the night before.

This can start immediately after your days’ work is complete.

I like to mark the end of a work day with a shower.

Through visualization and affirmation, I have created subconscious cue that tells my body “work is over, now it’s time to relax”. This is an NLP technique called “anchoring”.

I invite you to visualise yourself at the end of your work day, feeling grateful and proud of the brilliant work you do daily. Tie this to an activity that you always do after a day’s work.

This activity is the cue that will activate the feelings that you have previously visualized.

After my shower, I go for a short walk if the weather is good. This allow me to clear my head of thoughts from throughout the day.

While it’s understandable to want to work around the clock. This is not the best strategy for the long term as it can lead to burnout.

Instead, it’s a better idea to get some rest each day. This provides you the opportunity to recharge your energy levels. This way you can produce quality work the following day.

Work-Life balance

“All work and no play makes Jack a dull boy”

This applies to all of us. No matter how rewarding your job it is, a break from it is always beneficial. For both your mental health and productivity!

Although it can seem counter-intuitive to productivity, taking time out to enjoy other areas of your life can help you become happier and more satisfied with your life. This would end up boosting your work quality!

Besides, what’s the point in working so hard if you can’t enjoy other areas of your life?

So, what are some of non-work activities you love to do?

They could be anything.

Even activities as simple as a hobby, walking, cooking, going to the cinema or meeting a friend are all great ways of reconnecting with the other areas of your life.

Having these things in our lives brings balance and gives a much “fuller” life experience.

Engaging in a completely different activity than your work is a great way to shake off any mental residue.

I love the time I spend in the gym and the sauna after day of being on the phone or computer working. It’s something I look forward to throughout the day and motivates me to be diligent while working.

I invite you to reconnect with a passion of yours that has fallen to the wayside.

Start small and enjoy it!

A good night sleep

What we do leading up to bed has a huge effect on the quality of sleep we get. Have you ever got a lot of sleep one night but still wake up tired? Or didn’t get as much sleep another day yet you feel fresh waking up?

This is because sleep quality is more important that sleep quantity.

Another import factor is what stage in your sleep cycle you wake up at. We go through 5 stages of sleep in a 90 minute “sleep cycle”. Each stage has its purpose and ideally you want to wake at the end of a full cycle.

For example: If you must wake at 6am, you would want to go to bed at either 10.30pm or 12pm. This way you get either 4 or 5 full cycles in.

Sleep expert Nick Littlehales recommend 35 cycles per week in his book: Sleep

Here is my night time routine that ensures I have great quality sleep:

  1. Start winding down 1-2 hours before going to bed by stopping all screens and minimize light exposure. Light releases cortisol (the stress hormone responsible for waking us up) while darkness allows melatonin to be released and in turn allows deep sleep.

  2. Read for 15-30 minutes

  3. Go to a dark room where I can lie down and listen to some relaxing music or do some light stretches.

  4. Meditate. I like mindfulness, but any form of meditation will be of benefit to your sleep.

  5. Journal briefly about the day. What went well, things I am grateful for in my life, where I could improve, and insights learned.

  6. Prayer and/or connecting to a higher power.

Personally, this is a great sequence that works well for me. But we're all different and it’s about finding what works best for you. Set time aside each night to try different ideas and find your ideal routine.

Treat this as your personal time and enjoy yourself!

Be flexible with it. Even if you only have 5 minutes before bed one night, it's still better than doing nothing.

Conclusion

From time to time we all get “caught up” in the stresses of life, this is totally normal and not necessary a bad thing, as it can provide learning and growth.

But if we are constantly stressed out, this can be fatal. Literally. With chronic stress being a major cause of all illnesses, learning to relax should be a priority.

“It isn’t the mountains ahead to climb that wear you out; it’s the pebble in your shoe” Muhammad Ali

By creating these opportunities to detach from our work life, we can see the “whole picture” of our lives. This helps creates fulfilment and appreciation of all the good we are doing.

I hope you all enjoyed this article and learned a thing or two. If you have any questions, feel free to comment below or contact me on my email:

Conor@clientasset.com

Till next time family.

Work hard, play hard and enjoy the process.

Your Friend,

Conor Grace


Rich Asian™  2018.  All Rights Reserved.