I wanna share a little lesson that I’ve learned with you, and that is this, before I got into business, there’s a great saying, it’s not what you know, it’s what?
Who you know. – Who you know. How many have heard that before?
Yeah, so before I got into business that was my belief. It’s not what you know, it’s who you know. It’s all about, you know, having, you know, the right people in all the right places. Then, once I got into business, I learned a little bit about business, I found out that it’s actually not who you know, it’s who knows you.
It’s not who you know, it who knows you. Because there are a lot of people like say on the internet or even in this audience, a lot of people that I don’t know them personally, of course, there are a lot of people in the audience I do know you personally, but there’s a lot of people I don’t know personally, but there are a lot of people who know me that I don’t know them, does that make sense? So it’s a personal branding, it’s your reputation, and as you put yourself out there, as you promote your brand, as you promote your business, more people will know you, and you have a bigger list and you have an email list, have your social media.
I mean, all the thousands of people add me on Facebook and this and that. Every day someone adding me, like I don’t know who they are, quite frankly. How many are adding you and you don’t know who they are, who the hell they are? Right, so it happens, right, so it’s not about who you know, and it’s who knows you. Then, what I realize is there was for most of you know, if you know my background, I make most of my money on the internet. Eventually, basically, hiding behind my computer. That’s how I made most of my money, and I’ll never forget an experience that I had number or years ago in my mid-20s. I was attending a three day event in Scottsdale called The Psychology of Winning by Robert Kiyosaki. A three day event, at the time Robert was still teaching.
How many here have heard of Robert Kiyosaki, Rich Dad, Poor Dad, yeah, at the time, Robert was still teaching all three days himself, so I went to the event and with a group, probably with 300 people or so and we all pay about $3-4000 to be there, very high quality group. So I went to the event and by, in first day it was phenomenal, great, we play games, and we learn a lot of stuff, and the second day, morning, while Robert was talking on stage, and I was sitting in the back, and I was, I don’t know what I was thinking, but I was kind of doing my own thing.
You could see like I’m not paying attention and I’m just kind of in my own little world. And suddenly, Robert stop, he’s like, hey you, young man, me, yes you, I’m talking to you.
He was yelling at me, I was like what the fuck, right? (audience laughs) So he said you’re in your own fucking little world, you punk You think business is all about just yourself? You’re in your own little world, doing your own internet shit, business is about being about people, get the fuck out.
And I was like, I was pissed because I was already pretty successful, I was making good money, and I was like who the hell you are to talk to me like that. I pay your three, four grand, right? I gonna ask for a refund, bitch, right (laughs)? So anyway, so I went to my hotel room, packing my stuff up, I was like I’m done, like this guy is rude, he is like who the hell he thinks he is, and I was packing my stuff, something asked me to stay. A part of me saying you know what? Maybe there’s some truth to that. Because the truth is I wasn’t paying attention. I was in my own little world, and I wasn’t connecting with people. I was just kind of doing my own thing, and quite frankly, the first day I was a little bit arrogant.
Because I felt like, you know, all these guys, you know, I make more money than they do and look at how young I am, they’re old as shit, right? Like I thought, you know, I’m the hot shit in the audience. But it wasn’t right, it wasn’t right. So then I’m like, hmm, no, so I went back to (laughs) after lunch, I went to Robert personally. I said Robert, I apologize, I apologize, you were right. I wasn’t paying attention, I was in my own little world. If you can give me the opportunity, I would love to stay for the rest of the couple days, and I promise I’ll be 100%. Full on participation, full on play it full out, can I stay? And he looked at me and laughed and said, sure if you want to stay, stay, great.
And the funny thing is for the rest of those two days, I got way more out of the event. I got way more, ’cause now I was connecting with people, I was meeting with people, let me tell you who I met. I met an NFL, an is it a football thing, was it NHL, yeah football player, I met the director of the movie, The Negotiator, a director, Hollywood movie director. I met another entrepreneur who just sold his company for $20 million dollars. Because now I’m open to networking. Does that make sense, ’cause before I wasn’t. But then I met all these, who the hell were these people in the first day? But I wasn’t opened, so that experience taught me something. So I make good money hiding behind my computers, but I make a fortune actually actively meeting and connecting with people.
People ask me the question looking back if there’s one thing that I would change in my career, one thing that I would change what would that be. And I would say the number one thing that I would change, looking back, is I wish I had been more proactive out there and meeting with people and connecting with people and building relationships, ’cause there was a period of time I wasn’t doing that.
I was just making my money, doing my email thing, doing my internet, doing my website, very happy to be alone. Nobody, I unplugged my phone 90% of the time. I don’t care who call and I just, nobody bothers me, most people don’t have my phone numbers, that’s the way it was. And sometimes people ask me for lunch, and at the time, my philosophy, at the time, I not proud admit it, but at the time, my philosophy was there’s no such thing as a free lunch, especially with me. (audience member laughs) I charged for to have lunch with people. At first it’s 200 bucks, then it’s 500 bucks, then it’s 1000 bucks, you want my time, you pay. Because I had to waste an awful lot of time, people picking my brain, and this and that, and then I had lunch, I felt like oh my goodness, and then when I started charging people that eliminated 99% of the people. That’s a one good thing came out of it.
But however, however, what does that also eliminate? Hmm? – Connecting. – Yes, connection and other opportunities.
And what I notice is when you charge people, yes and sometimes people might pay you and they might pay more attention, but that relationship is transactional. They meet with me, hey, you know, it’s like, hey, they’re looking at the clock, then I’ve got an hour, I pay you, let’s go. Oh, can I just order the appetizer? No, let’s go! (audience laughs) Like okay, questions, it’s like I feel like I’m being interrogated or something like that, and that wasn’t right either, that wasn’t right either. So after all these years, here’s what I’ve learned, now that I’ve understood business and life, I believe it’s not who you know, it’s who you are. Please write that down, it’s not who you know, it’s about who you are, now what does that mean, Dan? Here’s what I mean, who you are attracts the people that you know in your life.
Your personality, your character, your integrity, your personality, show me your friends and I’ll show you your future. Show me your friends, I’ll show you your future. So it’s about who you are, so if you’re at a point of your life where well, you know what, how come the people that I hang around with they are kind of not where I want to be, the people I surround myself with, maybe it’s time to upgrade your peer group, to upgrade the people you hang around with, does that make sense, yes?