Dan Henry

Got it.

So what does being a name in your industry, what does being recognized in your industry mean?

Well, it means that a lot of people know who I am and they know the work I've done.

Okay, so...

In order for a lot of people to know who you are and a lot of people to experience your work, does that mean you need more clients?

Well, yeah, it means I need more clients.

Okay, so I understand this is not about money, but to accomplish your goal, we need more clients, right?

And when you get more clients, you just happen to make more money, right?

So you see, as long as you figure out what their motivation is for solving the problem and you dig on that motivation, you don't have to tell them anything.

They will tell themselves.

It's what I call Socratic selling.

They will answer their own question.

You just have to ask questions in a certain direction and eventually they will answer.

So do you have a specific example of like a call you've done or something that you can give me?

Yeah, it's lover status.

Yeah.

So let's say a guy walks into a car dealership and he looks at a red Corvette.

He's like 40 years old.

He looks at a red Corvette.

Most people...