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com
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Dan Lok’s
6 Steps To 6 Figures
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Seminar Rules
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1. Never Use Profanity

and Never Offend The
Audience.
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I am NOT here to be
your guru. I make my
money doing this stuff,
not teaching it.
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2. Never Reveal The Big Sale

Until The Very End. Never
Mention Price Upfront.
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Seminar Rules
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3. Always Offer
Incomplete Information
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7 Most Dangerous Words

In The English Language
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 Poor Entrepreneur Says:
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“My business is different.”

OR

“My clientele is different.”

 LOKISM:
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“Any moron can quickly come up

with lots of reasons to invalidate
ideas. Most do.

There’s genius and profit ONLY in

coming up with ways to apply
ideas.”
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Ask Yourself: “How can I

implement THAT idea into
my business, with a new
twist to make it my own?”
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I have what must be

the greatest job in the
world!
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STEP 1

Build Your Business

Around Your Lifestyle
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 LOKISM:
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“It’s not HOW MUCH

money you make, it’s
HOW you make the
money.”
They say the three most
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important decisions in
life are:

1. What you do.

2. Where you do it.
3. With whom you do it.
 This workshop is about taking
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your business to the next level.

But it is also about personal

power and satisfaction, about
changing the way you work so
that you can become increasingly
in charge of the four Ws of career
satisfaction.
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LOKISM:

Most people spent their

lives living the way other
people wanted them to live.
 Assignment:
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• What time do I like to get up in the

morning? What time I like to go to bed?

• At what hour do I want to begin

working? When am I most productive?

• When is my energy highest?

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What do I want to spend the majority of my

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time doing? Here are some possible answers.

• Write
• Engage in technical work, such as programming or
building websites
• Plan
• Design graphics
• Conceptualize products
• Create something with my hands
• Make movies
• Make music
• Teach
• Speak
• Mentor other.
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• Do I want to work at home? Do I want to go out to an office?

• How much time do I want to spend inside? How much time do I
want to spend outside in the world?
• What type of physical surroundings do I desire?
• Do I want a window out into nature? What type of view do I
desire?
• What physical activity do I want to incorporate into my day?
When?
• How much time do I want to spend with other people? How
much time do I want to spend alone?
• Do I want to work alone, or do I want a partner or associates?
• Do I want to manage other people? Have employees?
• How much time do I want to spend with my family and friends?
• What hobbies do I want to do?
• Do I want to travel? How much?
• Do I want to engage in continuing education? What type?
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• If I knew I had only one year to

live, how would I spend my time?

• How would I change my

relationships?

• What would I want o leave behind?

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Number one form of self-sabotage is doing
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things incrementally better.

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Entrepreneurs who sets out to sell like his

counterparts and peers do, but better is
forever doomed to competing against the
mediocre-middle for no more than a fair
share…
of earning what others earn
and a little more…
at being treated as the others are treated
but a little better…
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The last thing you ever

want to appear to others
as is another
_______________________
 SELLING IS ABOUT POWER.
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Traditionally and logically, it is the

prospect who has the power.

For selling to be easy, price to be

irrelevant, entrepreneurs must take
all the power away from the buyer.

The sell has to be perceived by the

buyer as having all the power.
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The Ladder of
Wealth
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“At the highest income

level, you don’t get paid for
WHAT you do, you get paid
for WHO you are.”
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Lokism:
“The highest paid
entrepreneurs in the world
spend 80% of their time work
on the WHO, not the WHAT.”
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Lokism:
The best people at anything
are generally the poorest. It’s
about being KNOWN or
PERCEIVED as being the best.
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Step 2
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Identify Your Dream

Client (Avatar)
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“Your goal is to establish

your position of authority in
your world. In order to make
that happen, you make your
world smaller.”
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“If everyone is your

client, then NO ONE
is your client.”
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Think of your clients as

long-term. When you see
them as being around for an
extended time, they must
be people that you respect,
like and want to be around.
 Now we’ll create the profile of your
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ideal client together.

1. Ideal Client Profile

• Demographics – age, gender, income, etc.
• Psychographics – this refers to personality,
values, opinions, attitudes, interests, and
lifestyles.
• Behavior – their similar likes and dislikes, sports,
hobbies, etc.
 2. Clients’ Locale
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What places attract your ideal client? This

applies to both a physical place or a location
on the internet.

• Where do they hang out?

• What do they read? Both online and
offline?
• What do they search for online?
 3. The Function of Their
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Purchasing Process
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• What are the needs that motivate your

ideal client to want to buy what you offer?
• Do they start their research process
online? With a mobile device? Ask their
friends?
• Do you know and understand their
problem or need?
• What do they perceive to as the benefits
of finding a solution to their problem?
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LOKISM:

Your intimate understanding

of your market and core
business is the #1 ingredient
for riches.
I don’t work well with posers,
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fakers, wannabes, or get rich

quick junkies.

I WORK EXCEPTIONALLY WELL

with serious and committed
entrepreneurs who want enjoy
learning and growing together.
The Dark Art of Persuasion
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think that they and
others purchase through a process of
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rational thought, arriving at a

decision.

This is NOT how most people

buy it all.

Most people arrive at the decision

first, then go through a process of
rationalization.
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6-figure or 7-figure earners

supply the rationalization
but never rely on them in
order to make a sale.
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What do this mean?

1. People buy BY feelings

(emotions)
2. People ACTUALLY buy feelings
3. People buy in response to YOUR
feelings
4. People buy by bonding with the
seller, SHARED feelings
FEELINGS THEY (Want To) Buy

She got up at 3:00 A.M., navigated

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traffic, stood outside the cold

waiting, pushed, shoved, to get into
the store at 5:00 am – to buy. Why?

To save money? WRONG.

To get something in limited supply?
WRONG.
To get shopping over with early?
WRONG.
FEELINGS THEY (Want To) Buy
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To FEEL superior to others. YES.

To FEEL frugal and responsible. YES.

To FEEL heroic. YES.

To HAVE A STORY TO TELL. YES.

 The doctor took on nearly a million
dollars in debt and countless hours of
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aggravation, disrupted his practice,

etc. to buy and build his own office
building. Why?

More financially lucrative than

renting? WRONG.
Better landmark location to attract
patients? WRONG.
Investing in real estate is important?
WRONG.
FEELINGS THEY (Want To) Buy
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To FEEL superior to others. YES.

To FEEL successful and prosperous.

YES.

To FEEL important. YES.

To HAVE A STORY TO TELL. YES.

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LOKISM:

You get more traction and

leverage in selling when you
use NEGATIVE feelings than
you do POSITIVE feelings.
 NEGATIVE FEELINGS
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Inadequacy, being looked down on,

“manhood challenge”

Rage, resentment, embarrassment

Exclusion, being locked out, being “un-

cool”

Guilt

Fear
 POSITIVE FEELINGS
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Success, achievement

Peace of mind

Acceptance, admission, benefits

Love

Security, Pride, Respect

 People Want “The Magic Bullet”
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• The one product/service that is going to

make everything “okay”
• It’s going to solve some of their major
problems
• Or give them a miracle cure!
• An instant solution!
• And an on-going solution.

If they believe you can give this to them – they

will buy.
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BREAKTHOUGH SECRET
Always be promising FASTER,
EASIER, NO WORK, EFFORTLESS
to your clients because that’s
what people always want but
NEVER buy into that yourself.
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LOKISM

Easy is not part of success.

Easy is not part of life.

 STEP 3
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Define Your Unique

Selling Advantage
(U.S.A.)
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WHAT IS U.S.A.?

Unique Selling Advantage is a

statement that outlines how your
business, product, or service is
different from that of your
competition.
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Your U.S.A. answers the one,

paramount question:

“Why should I choose your

business/product/service versus
any/every other competitive
option available to me, including
doing nothing?”
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“What it absolutely has to be

there overnight!”
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“Melts in your mouth, not in your hand.”

M&Ms use a patented hard sugar coating that keep
chocolate from melting in ones hands.
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“We GUARANTEE

Fresh hot pizza, delivered in 30

minutes or less or it’s FREE!”
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4 SIMPLE STEPS TO HELP

YOU IDENTIFY WHAT MAKES
YOUR BUSINESS UNIQUE
 Step 1: Start With The Basic Questions
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1. What products or services are you selling? Boxes

and moving supplies.

2. Who is your target audience? Local homeowners

who are moving, and don’t have a lot of time to
look for used boxes in order to pack.

3. What do your business do well? We provide quick,

responsive service while making the purchasing
process easy for our customers.

4. What do your customers/clients really want?

Helping our customers get the moving supplies
they need quickly, easily and affordably.
 Step 2: Solve a Problem
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Identify your target audience’s

problem and explain how your
product or service solves that
problem.
i.e. Selling moving boxes: not being able to
easily location the proper containers when they
are packing their belongings and preparing.
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Step 3: Identify the Differentiators

Identifying what it is about your solution
to your customer's problem that is
different, or better than, the solution
your competition offers.
The potential differentiators of our moving supply
company may be that they offer sturdier boxes, less
expensive boxes, complete packing solutions, same-day
delivery, or exceptional customer service.
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This step combines the most important elements of the

previous steps into a concise statement that embodies
the value your company has to offer. Keep in mind that
your USP essentially implies a promise, or a pledge, you
are making to your customers.

The moving supply company, for example, may create a USP that
says simply:

"Sturdy Boxes in 24 Hours"

This USA aims toward their overwhelmed customers who are getting
ready to move, and quickly need boxes that won't collapse.
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If all else fails, you can

manage to be reasonably
unique, your U.S.A. can
simply be… YOU!
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“If you are your

authentic self in your
business, you have no
competition.”
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ONE BIG CATCH

If you’re going to create a persona-

driven USA, you’ll need to keep
showing up. It’s your job to stand
front and center and say something
interesting. You’ll provide the voice
and culture for your company.
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 STEP 4
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Crafting Your
Irresistible Offers
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An irresistible offer is crafted so that

it appeals to logic and emotions.

It makes the case for the superior

value so effectively that the
consumer has virtually no choice but
to say, “No one in their right mind
should say no to this offer. I’d be
crazy to pass it up.”
 An irresistible offer does
three important things:
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• Instantly compels your prospect/clients to act

by presenting a solution for their problem

• Explains what your prospects/clients will

“lose” or miss out on by listing the key
benefits your products delivers, not just the
features

• “Forces” your prospect/client to say “yes I

want it now” (not in 5 days time) by creating
a sense of urgency
When your product is great and your offer is irresistible,
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your prospects will ask themselves a series of questions.

• “Should I continue to suffer OR should I act now and

solve my problem?”
• “Should I continue to feel ashamed OR should I act
now and deal with my problem?”
• “Should I continue to envy other people OR should I
act now to get what they have?”
• “Should I continue to think about this OR should I act
now and ensure that I don’t lose out on a good deal,
something that costs less than its value?”

In a nutshell, these questions all ask the same thing,

“Should I act now?”
An irresistible offer means the answer is “Yes!”
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 3 Types of Irresistible Offers
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1. FREE OR LOW-COST OFFER

(Builds Your List)

2. JV FRIENDLY OFFER (Tap Into

Other Peoples’ List)

3. BIG MONEY OFFER (Makes You

$$$)
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LOW COST OFFERS
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Offer something your target market really

wants and values (high perceived value):

• FREE or discounted software

• Webinar
• Collectibles
• Books
• Free consultation
• Major discounts
• Membership
• Piled Up Offer
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JV FRIENDLY OFFER
(EXTREMELY IMPORTANT)

An offer that other “players”

with a big list would be happy
to promote.
 BIG MONEY OFFER
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• Mastermind or High Level Coaching

Group
• Levels of Membership
• Ego Appeal (Black card)
• Collector Item
• Special Edition / Limited Edition
• Experience
• Train The Trainer Certification Program
• Business in a box or licensing program
• Done For You Program
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 STEP 5
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7 Pillars of Authority
Marketing
WHAT IS AUTHORITY MARKETING?
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au-thor-i-ty

a: power to influence or
command thought, opinion, or
behavior

b: freedom granted by one in

authority
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Authority Marketing is the

strategic process of
systematically positioning a
person or organization as the
leader and expert in their
industry, community, or
marketplace to command outside
influence over all competitors.
 Authority = NOT being questioned and
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price is NOT an issue.

When you view someone else as an

AUTHORITY FIGURE, you view them as…

Expert
• Much more knowledgeable about ‘x’
than others
• Recognized by others Expert
• Symbols of being an Expert
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Powerful
• Someone who can say YES or NO
• Someone who is not easily or readily
accessible

Authoritative
• LOOKS like an authority figure
(uniforms)
• Speak and act in a certain way – with
certainty
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 PILLAR #1 – BRANDING & OMNIPRESENCE
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To be seen as an authority, you must have a

larger-than-life brand and be everywhere. When
you think of a business person in the world
today who is omnipresent, you likely think of
the likes of Richard Branson or Donald Trump.
Branding begins with your logo, your look and
feel, your color palette, your website, and the
design of your collateral materials.

Omnipresence is the act in deploying those

brand assets into the marketplace to show up in
many places.
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PILLAR #2 – CONTENT MARKETING

Authorities are seen as experts, and experts are

constantly publishing new content for their
consumer public.

The content should come in multiple forms and

multiple sizes.

Content marketing includes everything from

articles, authorship of professional bookstore
books, blogs, podcasts, whitepapers, and more.
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PILLAR #3 – LEAD GENERATION

An often neglected element of authority
marketing is lead generation.

Leveraging your authority position in your

industry, community, or marketplace to
effortlessly generate more qualified leads — a
magnet with leads flowing toward you — is one of
the most effective ways to monetize your
authority marketing initiatives.
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PILLAR #4 – REFERRAL MARKETING

Similar to lead generation, referral

marketing is taking it one step further.
Rather than generating cold leads, you are
proactively engaging satisfied customers to
facilitate introductions to new prospects.

People don’t believe what you say about

yourself, they believe what others say
about you!
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PILLAR #5 – PUBLIC RELATIONS & MEDIA

Being interviewed and featured in the news –
radio, television, print, and online — is the
fastest way to build the credibility and expertise
for an individual or an organization.

When consumers see “As Seen On/In” with

numerous logos of prestigious media outlets, it
immediately builds confidence and trust in the
mind of the prospect. Being interviewed regularly
also helps create that sense of “omnipresence.”
 PILLAR #6 – SPEAKING
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When speaking from the stage, you are

automatically seen as an authority by the
audience.

Speaking can create significant income streams

through fees alone, but the opportunity to sell
product in the back of the room, generate leads
and interest from the audience, and co-opt other
people’s customers to become your customers
make speaking one of the most desired and
sought after authority marketing channels
available.
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PILLAR #7 – EVENTS (ONLINE OR OFFLINE)

Authorities command influence and have a
following of true fans.

Authorities leverage their loyal following to host

online and offline events.

Examples include teleseminars, webinars, in-

person seminars, bootcamps, and workshops.
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PILLAR #7 – EVENTS (ONLINE OR OFFLINE)

Authorities command influence and have a
following of true fans.

Authorities leverage their loyal following to host

online and offline events.

Examples include teleseminars, webinars, in-

person seminars, bootcamps, and workshops.
 What Does Dan Do To Promote And
Maintain His Omnipresence?
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1. Give at least ONE interview per week. 52

interviews a year. (TV, Radio, Podcast or Print)
2. Conduct at least ONE interview per week for
Shoulders of Titans. 52 interviews a year.
(iTunes and all podcast directory)
3. Create and upload 200+ videos PER year to
YouTube.
4. Publish at least ONE new book per year.
5. Give away a minimum of 3,000 books a year.
6. Deliver at least 20 presentations or speeches a
year.
 BIG SECRET www.getwsodo.com
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DEVELOP YOUR OWN
AUTHORITY PLATFORM

Let’s say you’re in the business of selling

software or services to construction
companies, specifically commercial
construction firms.

Imagine now you’re the founder of “The

Commercial Construction Leadership
Network” on LinkedIn. With that intro,
prospects will recognize you as a leader in
the industry.
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 STEP 6
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Use Joint Ventures To

Fast Track Yourself To
6-Figures
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The reality of Joint Ventures is really
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very simple, and pretty much comes

down to asking a potential prospect…

“Wanna do a deal?”

No lawyers, no long drawn out

negotiations, no committee meetings,
no going into business with the other
party.
 Everyone www.getwsodo.com
already does joint
ventures in one form or another!
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 Why Should You Do Joint
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Ventures?

1.Gain Time

2.Leverage “Piggyback Effect”

3.High Net Profit for Both Parties –

Conversion with no risk
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 MedPB Before - January 2013
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•$90,000+ a month in revenue

•$0 profits
•$90,000.00 in debt (line of credit and
credit card)
•3 months behind on fulfillment
•7 full time employees
•1st month, we lost 25% of clients
overnight.
 3 Joint Venture Strategies I’ve Used
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To Turnaround The Company

•Partnered up with the largest direct mail

company in the industry

•Offer VIP buying groups and bonus in

coaching

• Launched Appointment Maximizer at $97

a month
 MedPB After - May 2016
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•$2.5 million dollars in annual revenue

•Profit went from 0% to 35%

•$150,000.00 in savings (ZERO DEBT)

•15 full time GREAT employees

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“Dan, where to Find

Qualified Joint
Venture Partners?
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Lokism

“Do JV’s with PEOPLE,

not businesses!”
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Million-Dollar JV Question

“Who already has my

customers?”
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10 Places To Look To
Find Potential JV
Partners
1. Your Own Customer List
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2. Networking events and training
seminars (Multi-Day)
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www.getwsodo.com
3. Industry Associations & Trade
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www.getwsodo.com

Shows
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www.getwsodo.com

4. High Level Mastermind Groups

 4. Article Publishing Sites
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www.getwsodo.com

eHow.com
EzineArticles.com
SelfGrowth.com
Technorati.com
Squidoo.com
HubPages.com
Examiner.com
5. Launch Leaderboards
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www.getwsodo.com
6. Niche Specific Blogs
www.getwsodo.com
www.getwsodo.com
7. Newsletter Publishers
(Mailing List!)
www.getwsodo.com
www.getwsodo.com
8. Top Sites
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www.getwsodo.com
9. Google and Facebook Ads
www.getwsodo.com
www.getwsodo.com
10. LinkedIn and Facebook group
www.getwsodo.com
www.getwsodo.com

Owners
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www.getwsodo.com
 www.getwsodo.com
www.getwsodo.com

7 Important Questions
You MUST Ask Potential
JV Partners
 www.getwsodo.com
1. Is your mailing list composed of buyers or visitors/leads?
www.getwsodo.com

2. How big is your mailing list?

3. How often do you contact your mailing list?

4. Do customers buy from you often and, if so, how often on

average?

5. What is the percentage of clients who bought more than

once from you?

6. How much did customers pay per product, on average, in

the past?

7. How often (and what type of) promotions do you send to

your list on a regular basis?
 www.getwsodo.com
www.getwsodo.com

How Not To Approach

JV Partners
 www.getwsodo.com
www.getwsodo.com

1. Keep It Personal

Don’t use a template. Template emails

that are clearly templates will not work
and make sure you use the name of the
person you are approaching.

If the email begins with “Dear website

owner” or something similar, you are not
even going to get through the door.
 2. Don’t Approach By Asking For Something
www.getwsodo.com
www.getwsodo.com

When you ask someone to promote for you, you are

asking for a favor.

Don’t go in suggesting something or that someone do

something, even if it can potentially make them a lot of
money, if you have never established a positive
relationship with them.

Why should they trust you? Why should they even read
your email?

You haven’t done anything to warrant respect or justify

their attention.
 3. Don’t Take Rejection Personally
www.getwsodo.com
www.getwsodo.com

I’m amazed how many times I tell people

that I don’t wish to promote their product
or work with them that they read into my
email as a personal attack.

Don’t take rejection personal and

definitely do not ever send back an
angry email if you ever hope to work
with that person.
 4. Start By Making Friends
www.getwsodo.com
www.getwsodo.com

Every successful joint venture I have been involved with

included some kind of prior relationship. If you go in
cold, you get a cold response, but if you go in knowing
each other you are much more likely to have the person
at least listen to what you have to say with sincerity.

This is why it’s so important to attend events. Personal

time spent with people is the best way to get a personal
connection. This is especially important if you have no
personal brand (status) in your market.
5. Do Favors First To Invoke The Law
www.getwsodo.com
www.getwsodo.com

Of Reciprocity

Reciprocity is a HUGE motivator. Think about

how you personally feel when someone does
something for you and then they come back and
ask you for something.

One of the best ways to get someone to at least

consider your JV offer is to promote their
product and make a ton of sales.
www.getwsodo.com
www.getwsodo.com
www.getwsodo.com
www.getwsodo.com
www.getwsodo.com
www.getwsodo.com
 www.getwsodo.com
www.getwsodo.com

LOKISM
Poor people do what’s easy,
that’s why their life is hard.

Rich people do what’s hard,

that’s why their life is easy.