Dan Henry: The Psychology of Selling, How to Make Cold Prospects Say “Yes” Fast | Sales | E379

Summary

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Young and Profiting Podcast – Ep. 379

Dan Henry: The Psychology of Selling, How to Make Cold Prospects Say "Yes" Fast
Host: Hala Taha
Guest: Dan Henry
Date: December 29, 2025

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Episode Overview

In this value-packed episode, Hala Taha and Dan Henry—self-made entrepreneur and multimillion-dollar digital empire builder—dive deep into the psychology of sales. They unpack advanced, actionable strategies to convert cold prospects, overcome objections, leverage storytelling, and shift audience beliefs for powerful, ethical selling. This conversation serves as a masterclass blending practical frameworks with memorable stories, perfect for anyone aiming to level up their sales and marketing game.

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Key Discussion Points & Insights

1. The Fundamental Mindset of Selling

• On Simplicity in Sales (00:14, 27:29):
  • Dan stresses most people overcomplicate sales and content:
    • “People don’t want more or better content, they want simpler content.”
  • The challenge is not making money, but “getting out of your own way.”
• "Scary Bridge" Analogy (08:55, 41:29):
  • Powerful metaphor for helping customers bridge the gap between their current state (doubt) and desired future (success). Your offer is the vehicle (the “helicopter”) that carries them across that “scary bridge.”
  • Quote: “Imagine there’s this bridge between the before and after... The helicopter is your offer. The helicopter's what you sell.”

2. Building Rapport – One-on-One and One-to-Many

• On Sales Calls with Cold Prospects (02:36):
  • Always research prospects beforehand to find genuine common ground—via social media, hobbies, etc.
  • Strategy: “Talk about something that both of you are interested in... if I simply mention jiu jitsu and I say, ‘Hey, appreciate your patience. I had an early jits training session this morning...’”
• Handling Resistance (04:56):
  • Don’t react defensively to difficult prospects. Stay calm to show strength:
    • “If you don’t make it a big deal, it won’t be a big deal.”
• Mass Rapport (05:33):
  • Use the “FORM” method (Family, Occupation, Recreation, Money) to relate to larger audiences and hit universally relatable topics.

3. Structuring High-Converting Sales Stories

• Scary Bridge Story Framework (08:55):
  • Show the “before” (what your audience experiences now), the “after” (the transformation), and highlight the “scary bridge” (challenges you overcame).
  • Teach people how your offer acts as a shortcut or vehicle to their desired outcome.
• Notable Moment:
  • “It illustrates, you know, what it's like to be them... And your story of how you did that is the scary bridge.”
• Quote: “Make sure you show that it works, but also show that, hey, you could make it quicker... that is your offer.”

4. Questioning and Diagnosis – Probing for True Motives

• Framing the Call (12:33):
  • Use a “doctor visit” analogy—frame the call as a consultation to diagnose problems.
• Precision in Questions (13:17):
  • Useful phrasing: “Why did you reach out to me specifically?”
  • Avoid broad, open-ended questions that invite vague answers.
  • Channel sympathy with questions like, “What do you need my help with specifically?”
• "Fool or Favorite" Principle (15:00):
  • As explained by Chris Voss: Are you the prospect’s true first choice (the “favorite”), or just one of many (“the fool”)?
• How to Address "How are you different?" (15:42):
  • Dig into the genuine root of skepticism:
    • “Can you give me an example? … What happened in your past experience?”

5. Overcoming Objections: It's About Beliefs, Not Just Logic

• Objections as Belief Barriers (22:52, 23:21):
  • Most sales objections aren't about price or timing, but limiting beliefs.
  • Dan’s Addition: Fourth reason people don’t buy: “They don’t believe in themselves to use your product.”
• “Asteroid Close” Strategy (24:54):
  • Motivate by reframing capability/belief in themselves:
    • “If the President called and said, ‘an asteroid is coming, and only you can save the world if you do this thing’—could you do it?”
    • Quote: “You’re either capable or you’re not. The only thing that changed in that scenario was your motivation.”

6. Education vs. Selling: Teaching Without Overwhelming

• How Much to Teach? (27:14, 27:29):
  • Free content/webinars: teach what to do, why, and when.
  • Save the “how” for your paid offer:
    • “You can spend so much time teaching what to do, why you're doing it, and when to do it that your offer is the how.”
  • Use analogies/metaphors (e.g., mountain climbing and needing “cleats”) to establish the need for your solution.

7. Stirring Pain and Finding True Motivation

• Unearthing Motivation (32:39):
  • Dig beneath surface answers—keep probing with questions to find true drivers, often rooted in love or status.
• Socratic Selling (33:47):
  • Let the prospect answer their own objections by guiding them with questions.

8. The Two Ultimate Motivators: Love or Status

• Lover Status Framework (34:47):
  • Every big buying decision is rooted in the desire to gain either love or status.
  • Example: Buying a sports car for status OR to make a child happy (love).
• Find Their Primary Driver (35:57):
  • Once you do, all other objections fade; reorient the conversation around that driver.

9. Mass Storytelling to Address Diverse Audiences

• Inclusive Storytelling (41:29):
  • Use stories that resonate with both love- and status-motivated buyers, and both genders.
  • “Almond Milk” Story:
    • Illustrates pain from not knowing something—frames teaching as filling painful knowledge gaps for listeners.

10. Lifestyle Business, Fulfillment, and Wealth

• Redefining Success (46:12, 46:25):
  • Dan’s current focus is on fulfillment, not fleeting happiness or material status:
    • “Happiness is overrated… You accomplish the mission at the cost of being happy. I don’t care about being happy. I care about being fulfilled.”
• On Wealth:
  • Use online business cash flow to invest in stable assets like real estate, enabling fulfillment, not just luxury.

11. Practical Action Steps

• Shortcut to Profitability (50:17):
  • “Sit down and make a list of things that will make running your business easier and less effort... Find things that make running the business easier, that make you get more output for less input.”
• Advice for Beginners (51:40):
  • “Anybody can make a business out of their name... There’s something that’s happened to you in your life, some story you have... If you don’t have something to sell, holy crap. Just go learn a skill that most people don’t want to take time to learn, and then you just teach that skill.”

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Notable Quotes & Memorable Moments

• On Simplicity:
  • “People don’t want more or better content, they want simpler content.” (00:14)
• On Objections:
  • “There’s a fourth reason people don’t buy. They don’t believe in themselves to use your product.” (23:21)
• On Motivation:
  • “Your offer is the helicopter that carries them safely across the scary bridge.” (41:29)
• On Fulfillment vs. Happiness:
  • “Happiness is overrated. I don’t care about being happy. I care about being fulfilled.” (46:25)
• On Getting Started:
  • “It’s not that hard to make money. What’s hard is getting out of your own way.” (00:14, 51:40)
• On Status/Love Motivators:
  • “Most of what you’re going to do on a sales call is just ask questions until you understand, okay, here is what the primary driver is.” (36:13)

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Key Timestamps for Important Segments

• 00:14 – Simplicity in teaching and content
• 02:36 – Breaking the ice and rapport-building techniques
• 05:33 – Building mass rapport: FORM method
• 08:55 – Scary Bridge story framework explained
• 12:33 – Framing sales calls; digging for the real “why”
• 15:00 – Chris Voss’ “Fool or Favorite” concept
• 23:21 – Objections as limiting beliefs; Dan’s “fourth reason”
• 24:54 – The “Asteroid Close” (belief/motivation experiment)
• 27:29 – What to teach vs. the “how” (value ladder revealed)
• 32:39 – Stirring pain/urgency for change
• 34:47 – Love or Status: the core motivators
• 41:29 – Storytelling to speak to everyone: almond milk lesson
• 46:25 – Fulfillment over happiness; money and meaning
• 50:17 – Actionable step for listeners: focus on leverage
• 51:40 – Dan’s story: anyone can turn knowledge into cash

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Episode Takeaways

• Mastering sales is more about changing beliefs and removing barriers than “convincing” anyone.
• Simplicity is king—in both teaching and selling.
• Focus on the prospects’ real motivators, which boil down to love or status.
• Use stories, metaphors, questions, and frameworks (“scary bridge,” “Asteroid Close,” “Socratic Selling”) to guide self-discovery in buyers.
• Build leverage in business for a fulfilling life, not just one filled with more “stuff.”

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For more from Dan Henry, visit his YouTube/Instagram @DanHenry or getclients.com.
Special free talk link: in episode show notes.

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Transcript

[A]

If you're a beginner in building a brand, I'm going to teach you something you don't know about growing a business.

[B]

Dan Henry, a self made entrepreneur who went from delivering pizzas to building a multi million digital empire.

[A]

It's not that hard to make money. What's hard is getting out of your own way. Most people don't understand what education is and that's why they teach too much and it turns people off. People don't want more or better content, they want simpler content. There's something that's happened to you in your life, some story you have, there's something you can sell, and if you don't have something to sell, holy crap. Just go learn a skill that most people don't want to take time to learn and then you just teach that skill.

[B]

You've made millions of dollars, you've reached like pinnacle of success. What actually drives you to keep going right now and how do you fulfill yourself?

[A]

So man, that's such a good question. And this is advice I would give to my younger self and any person who's starting. First of all.

[B]

What's up young and profiters? Welcome back to part two of my conversation with the incredible Dan Henry. Last week, Dan showed us how to build a personal brand that sells. So if you haven't tuned into part one of this conversation all about personal branding and Dan's come up story, I definitely go tune into that one. And today we're going even deeper with Dan. We're going to talk all things sales, sales, psychology, sales, storytelling, all the frameworks that has helped him generate millions of dollars in revenue. In this episode, Dan breaks down why people don't buy because of logic, they buy because of belief. He explains how to overcome objections, help your audience trust themselves. And he also shares his scary bridge analogy, a framework for helping people cross the gap between hesitation and action. Yeah, fam, I promise you, you're gonna wanna take notes on this one. This episode is packed with actionable strategies that will completely transform the way that you sell. So let's jump right back into my epic conversation with Dan Henry. You're really known for this 12 step sales script. Now, I know it's not your newest material, but I feel like people are gonna really love to hear the way that you combat obstacles and things like that. And I thought we could go over it in a game. Are you down for that?

[A]

Sure.

[B]

I'm gonna give you a scenario and then you're gonna tell me how you would react to that scenario. It's called close the deal. Okay.

[A]

Okay, great.

[B]

So the first scenario is a prospect joins a zoom call. They've got their arms crossed, no camera on, they're really cold, and they join the zoom call, and they're like, okay, let's get this over with. What would you do?

[A]

Well, personally, with what I sell, I would probably not sell to that person, but I get your point. Whenever I would get on a call, and this is in my book, I would always research the person prior in case something like that happened. People post their whole lives on social media, right? So in order to build rapport, because that's what you do the first five or so minutes of the call, you want to build rapport. Okay. And the easiest way to build rapport is to talk about something that both of you are interested in that both of you like. And so I would go on. I go on their Instagram, I go on their Facebook. I'd find something. There's gotta be something that they're into that they've mentioned that I also like. And so let's just say for a moment that they do Jiu jitsu, right? I noticed it. And I do jiu jitsu, okay? So regardless of their attitude or whatever, if I simply mention jiu jitsu and I say, hey, appreciate your patience. I had an early jits training session this morning. I just got done. I'm really excited to dive into this call. Right? Automatically, we now have common ground. Automatically, there's something between both of us that we can talk about that we can jam on. And I might just completely ignore their attitude and be like, hey, before we get started, I saw you were a purple belt. Is that true? And this is a great phrase. Is that true? Because it's kind of awkward if you say you did jiu jitsu, right? Like, that's weird, right? So you just say, is that true? Okay. Because whenever you say a phrase like, is that true? People are like, well, yeah, it's true. Oh, cool. How long you been doing that? Right? And then all of a sudden, now you're connecting and you have common ground, and their defenses will be lowered. I would not try to immediately sell them or even mention the fact that they're upset or anything like that. And another thing that I've told people, sales reps, when I used to train them, never let a customer win a shit test, right? Sometimes customers will test you emotionally to see if you have resolve, right? So I use this scenario if somebody gets on a call and says, well, I really would like to buy from you, but, you know, I Don't like guys in red shirts. So that's why I'm not gonna buy from you. I'd be like, you know what? I absolutely agree with you. My wife bought me this shirt. I hate it. She makes me wear it. And as soon as I cash my commission check from this deal, I'm gonna go out and buy a blue shirt. It's just a very simplistic example. This scenario would never happen. But if you don't react, you show strength, you show resolve. People like to work with people who have resolve, who have discipline. They don't like to work with reactive people. So one of the best advice I can give to people is when somebody does something like that, don't react. Don't make it a big deal. If you don't make it a big deal, it won't be a big deal.

[B]

What about from a one to many perspective? How do we build rapport? If we're on a webinar or even selling in a video, how can we build rapport with our audience?

[A]

I love this question so much because even though I've written a very popular book on one to one selling, I hate one to one selling. I like selling one to many. Okay. It's just like a higher level of selling. Right? Because like you said, the guy who crossed his arm, I would be like, I don't want to work with this guy. I wouldn't even try to sell him. Yeah. There's four things that you can mention at the very beginning of any talk. First thing you mention is family. Second thing you mention is occupation. Another thing you mention is hobbies, recreation. And then the final thing you mentioned is money. You want to mention the money last? So you'll notice when we started talking, I mentioned that my father didn't get paid his worth. I said that I had an occupation delivering pizza. I mentioned that I couldn't do my favorite hobbies. And then I mentioned that I was only making 500 bucks a week and I wanted to make more so I could retire my dad. When you mention family, occupation, recreation, and money, almost every person can relate to these things. They can always relate to family because everybody has family. They can always relate to occupation because everybody has an occupation. They can always relate to recreation because everybody has things, hobbies and things they like. And they can always relate to money because everybody has to use money to live in the world. And I learned this from Dan Kennedy, by the way, which is like a legendary Internet marketer. It's called form. Right. So family, occupation, recreation, money. If you just Mention those things, people will relate to you. And one way you can do this to be like, does anybody here, like, have a hobby that they really like, but they just don't get to do much anymore? And, oh, yeah, I do. Right. Well, I don't know about you, but mine's Jiu Jitsu. Okay. See how you do that? So you just hit those four points because you can't really talk to each person individually so much. You have to be able to speak to everyone in the room. And the way you do that is family, occupation, recreation, and money.

[B]

You're familiar with Russell Brunson, of course, right? You were a part of ClickFunnels and everything. I've studied him a lot. He's one of my clients. What do you think about using a hero's story in the beginning of a webinar? Do you think that's important? Where you kind of go over what your struggles were and how you discovered the solution?

[A]

I love Russell. Russell is actually the guy that got me interested in Internet marketing. And then I became obsessed with the idea of communication and doing these talks and communicating so that people would buy my stuff. And Russell actually had me a couple years ago do a re pitch at one of his conferences. And he got up and pitched, and then the next day, I got up and pitched, and. And I nearly doubled his sales. He gave me a great testimonial. It was super nice to him. And then I also hosted a challenge for him. For me, I've always found that there are so many scripts and there are so many different ways to say things. It's more about accomplishing something rather than a script or a format. And so I simply try to accomplish certain things. I tried to accomplish three things when I tell that opening story, regardless of how I tell it. So I don't think about, how am I going to script it. I'm like, how do I just accomplish these three things? The first thing is I have to show them that I understand what it's like to be them. The second thing is I have to show them that I took a very long journey that took a lot of time and money. And the final thing is that I have solved the problems that they used to solve, and I have actually achieved what they want to achieve. And so I call this the scary bridge story. So all you have to do is you create a before, and there's three things that you used to experience that your customers are currently experiencing that way. They're like, oh, yeah, I'm dealing with that now. Oh, I'm dealing with that now. I'm dealing with that now. And then what you do is you craft an after. Well, an after, unless you are a liar, which hopefully whoever is listening to this is not a liar, is the opposite of the before. So if I say, well, I didn't know what to say in order to get people interested in my products and services, and now I know exactly what to say. My sales were inconsistent, and now they're consistent. People used to question my value, and they would always bargain on price. Now people pay a premium every time, right? Like, it's just the opposite. Okay? And imagine that there's this bridge between the before and after. Well, this bridge, I call it the scary bridge. This is what you had to go through. All the horrible trials and tribulations, all the time and money that you had to spend to figure this out. And that scary bridge is full of snakes and ghouls and goblins, and it's just really bad time, but you came through it. Well, now they have the option. If they want to go from the before to the after, they have the option to do what you did and take the scary bridge, which costs a lot of time and money. Or let's just say that there's a helicopter and the helicopter can pick them up from this side, take them over, and land safely on the other side. Well, the helicopter is your offer. The helicopter's what you sell. So one time I was speaking at an event, and I only had 15 minutes. I had 45. But something happened. They had to cut it down. All I did was tell my scary bridge story. And when I did that, people came up to me after I got off stage, and they were like, hey, can you help me do this faster? Hey, can you help me do that quicker? I said, yeah, I have this thing. I still ended up doing, like, 100,000 in sales because people just came up to me and talked, okay, this illustrates, you know, what it's like to be them. You know, this illustrates that you've achieved the thing they want to achieve. And your story of how you did that is the scary bridge. You just have to make sure that you show that it works, but also show that, hey, if you don't have to do this or you could make it quicker, that would be a lot better. And that is your offer. And so that's more the loose framework that I follow today. It works really well for me. And when I teach it to people, it's a lot easier to understand than, like, the hero's journey and all that. People get really caught up in it. I just try to make it simple. And when it's simple, you do it. And when you do it, you make money.

[B]

Yeah. And it doesn't have to be so formulaic or in order. It's just making sure you achieve those things by the time you're ready to pitch your offer at the end. Okay, so let's go through another scenario. You asked why they booked a call and they shrug and they say, I don't know, I'm just looking around, maybe for the future. So how do you dig deeper to uncover the real reason of why they're on the call?

[A]

Almost everything you should say should be a question. Okay, almost everything. So I normally tell people, like, listen, how these calls work is they're kind of like a visit to a doctor, right? Like you book the call cause you have a problem. Just like you would go into the doctor because you have a problem. And I'm gonna ask you some questions about your problem, and I'm gonna see if I can help if I have the medicine that will take away the problem. So I'll give you a diagnosis on this call what I think the problem is. And if I can help and if I can, great. If it's in alignment, great. If not, no big deal. So I always set the frame first because now if I start asking them questions, it can be a bit abrasive. But if I frame it like that now they're like, okay, that makes sense. I'm going to start answering these questions. And so that thing that you said where they were like, oh, I don't know, just for the future or whatever, if I don't ask that first and I use that doctor analogy, well, now they're like, oh, yeah, okay, I guess I did book a call because I had a problem and it makes sense that he would ask me and give me a diet. They start doing the math in their head and now it makes sense to answer questions. And I've done this opening a lot and it works really well. So then I say, okay, so right off the bat, why did you reach out to me specifically? That's how I asked the first question. Because if I say, like, why did you book a call? They might say exactly what you said. I don't know, I'm just looking around. But if I say, why did you book a call with me specifically? And what do you need my help with specifically? Now they're going to tell you why particularly. They trusted you with their time more than anybody else. So they have to say something like, Well, I saw your ad or I've seen you got results with this guy or whatever. And then when you say, well, what do you need my help with specifically? Now, they're going to tell you the problem. I don't like to ask why they booked a call because that's a very open ended question. I'd rather say, like, what do you need my help with specifically? It gets closer to the root of the problem. So I try to ask questions that don't allow them to go into the like, no buy zone. I try to keep it very focused. Jordan Belfort, actually, years ago, I was on his podcast one time. He has this thing called the Straight Line System. That's the guy that the Wolf of Wall street was based off of. And this is very similar to what he does. He tries to keep you on this path so. So that you can't veer off into the zone where you're not gonna buy. And so I'm very intentional with my question. So that's how I would handle that.

[B]

Yeah, I love that. It reminds me of something Chris Voss talked to me about called the fool or the Favorite. Have you heard of this?

[A]

No, but I'm a huge Chris Voss fan, so I love him.

[B]

Yeah, I love him. Yeah, he's great. So he says, why me? And then based on their response, he figures out if he's a Fool or the Favorite. So if they say something like, well, because you're like the number one in your niche and you didn't this and you've done that, you learn what they actually know about you. But if they say like, well, you know, my intern found your name and they don't really know anything about you, or like, you might find out that they're talking to a bunch of people and you might be the fool in this situation, they're just trying to understand your price or use you as leverage for some other deal. So he calls it the fool or the Favorite.

[A]

Oh, that's great. I love that. I love that. Yeah. And when somebody's on the phone and they say, like, have you ever had the objection? Like, well, how do I know this is different? How do I know that you're any different? So I have a really great way to handle that. I basically say, well, I'd love to answer that question. Can you give me an example? Because, see, like, when people ask that question, what they're really saying is, I had a bad experience, this thing happened. I'm not gonna tell you what this thing is, but it happened. And I'm worried That this thing will happen again. That's what they're actually saying in their head. They're not saying, why are you different? So I need to find out what that thing is. So I would say, okay, I want to be able to tell you that. Have you worked with some other companies before? I can tell you how we're different than them. And then they'll say, oh yeah, I worked with this company or I did this or I did that. I said, okay, well is there a particular thing that happened with that company that you didn't like? And they'll say, yeah, when this happened, they didn't do this or whatever. Gotcha. And do you think if that did not happen or it went a different way, you would have got the result you were looking for? Well, yeah. I said, great. So now you have the information. So now you can say, well, here's how we're different. That particular thing you said, it won't happen with our company because of this. So does that make you feel more comfortable? So one time somebody said to me, we had a call, I had a mastermind that was like $50,000, right? And it was like a high end entrepreneur mastermind. And guy says, well, how is this different than any other mastermind? I'm like, okay, well have you been in any other masterminds? And he's like, well, yeah. I said, well, what's something you didn't like? And he says, well, what would happen is I would go to the mastermind and I would ask a question and the guy would just not answer it. He would just kind of give me this philosophical answer and I just wasn't there for that. I just wanted help. I just wanted to know what to do. So then I would say, okay, got it. So you went and it was maybe like a nice networking thing, but when you actually asked a question, you didn't get a direct mechanical here's what to do answer, right? Yeah, right. Okay, well, do you think if they gave you that answer and they got in the weeds with you, you would have got the result you were looking for? Well, yeah, of course. Okay, got it. Well, here's how my mastermind is different. I don't do any philosophical stuff. I'll be honest with you. I don't give you a T shirt, I don't take you out to a fancy dinner. We go to my office and we literally uber eats in food and we spend every minute opening up all the problems in the business. And I'll tell you exactly what to say. I'll tell you exactly where you're going wrong. I will script things for you off the top of my head. I'll tell you exactly what you should like. And I just said, look, this is how it goes. And then sometimes I'll even send them a video of. Did Carlos send you the video of me interacting with the client? Right. Literally telling them a script. And then they went and did it and it made all this money or whatever. So I'll just address it directly. And so here's what happens, right? When this happens, you know what to address directly and what part of your product or service to tell them directly. Or you realize very quickly that you have something in your service that sucks that people don't like and you should probably fix it. Okay? One of those two things is gonna happen. So that's how I would handle that.

[B]

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[A]

Yeah, I just worked. I went over to Iman Gadzi's house just the other night and did a pitch with him.

[B]

One of the things that stuck with me when I interviewed him is that he told me that objections are never what they seem like. People will say it's a price thing. People will say it's a timing thing. But at the end of the day, he told me that it's usually based on beliefs. It's like some limiting belief that they might have. So how do you feel about objections, and how do you handle objections in a webinar setting or social media, like a mass setting?

[A]

When you say something, you need to know what the thing they're gonna think is after you say it. Because you can't talk to every single person when you're doing a group setting, right? And so I like to put in stories, analogies, and metaphors that conquer those objections as they happen. Because you can't just say something and it makes sense automatically. You have to break things down, right? And so when you make a point, people are gonna think, well, that makes sense, but. And then you say something else, and they go, well, that makes sense, but. And then you say something else, and they go, well, that makes sense, but. And all you have to do is fill in the blanks until there's no more buts. And so when somebody has a belief, the belief is something happened to them. They had some common experience that most people have, and because of that experience, they don't believe this thing will happen. And I'll go back to Jordan Belfort for a second. He famously said that people do not buy for three reasons. They don't buy because they don't believe you, they don't believe in your product, or they don't believe in your company. However, there is a fourth reason. Dan Henry says there's a fourth reason. People don't buy. They don't believe in themselves to use your product. See, and especially when you sell any sort of consulting coaching events, people oftentimes believe in you, but they don't believe in them. So a lot of what you do has to be getting them to believe in them. Let's say I'm showing you something and you think it's hard, you think you're not capable, you think you're not special, you're not good enough, whatever, right? Sometimes I'll use what I call the asteroid. Close. So I'll say, okay, how many of you just don't think you want this? You want it really bad, but something's telling you that you're just not capable and therefore you shouldn't try, right? I'll get hands raised. I'll get people saying that, because this is a common thing. So I'll say, okay, let's Do a little thought experiment and let's see if you're really capable. If I can do a thought experiment and show you whether or not you're capable so you can put this to bed, so you can understand once and for all, are you actually capable of this? Will you do this thought experiment with me? And they're like, yeah. I'm like, okay, take the thing that you think you're not capable of. Take this particular thing. If the President of the United States called you on the phone and said, hey, there's an asteroid headed towards Earth and it's gonna hit us, but if you can accomplish this thing, it misses us and everybody's fine. But if you can't accomplish this thing, it smacks into the Earth and that's the end of the human race. Could you do it? And they always go, well, yeah, of course I could do it. Then I'm like, whoa, whoa, whoa, wait a second. So what you're telling me is that you're capable? Because, look, you're either capable or you're not. The only thing that changed in that scenario was your motivation. You see, you said you were capable. You said you could do it because you had to do it because you had to save the world. But, see, you don't have to make more money. You don't have to lose more weight. You don't have to fix your relationship. You don't have to do any of this. The question is, do you want to? Now, the next thing might be, well, I don't know if I can motivate myself, but at least we covered they're capable. Okay? So you just gotta go one by one and break down one by one these beliefs through analogy, metaphor, and story to show them, hey, you can. Nope, this isn't a problem. Okay? And when you get to the end, all the roadblocks are gone, and now you can make the sale.

[B]

Now, how much of this webinar presentation or talk is educational versus just storytelling and interacting? Like, what portion is actually educational? And how long are these webinars? Typically?

[A]

A free webinar is going to be 45 minutes to an hour. A paid webinar could be multiple days. I mean, I've done five, six hours a day for three days. I've done an hour a day for five days.

[B]

And even with a paid webinar, you're pointing to an offer at the end of it.

[A]

Yeah. So what I do for my paid webinars, this is really cool. And I've sold 25 and 50,000. And I've sold 10,000 as well, is I say, hey, look, you're gonna apply for this thing, and when you apply, you're gonna put down, like, a $500 deposit just to show me that you're serious. You're gonna get my WhatsApp number on the next page. Just text me, and I'll personally tell you if it's for you or not or if you have any questions, whatever, right? So what'll happen is they'll put down the deposit. They'll text me. I swear to you. It's literally like two questions, and most of the time is, I'm in. And I will literally make a 25, 10, or sometimes $50,000 sale just on WhatsApp. On text, no sales team, no sales calls. In December, I did have someone come in and help because we got so overwhelmed, I couldn't get back to everybody. And then I had them text them, which is a good problem to have, you know? But the thing is, you've done all the selling, right? So you mentioned education. I want to address that. So most people don't understand what education is, okay? And that's why they teach too much in their content. And it turns people off, because people don't want more or better content. They want simpler content. They want stuff they can use. And so there are four things you can do when you teach. You can teach what to do, you can teach why you do it. You can teach when to do it, and then you can teach how to do it. The thing is, and this is just how human beings work in order to learn how to do something. It's very unlikely that you will actually execute on this thing unless you understand what it is, why you're doing it, and the right time to do it, what, why, and when. You actually do need to understand these three things before you understand how to do it. Otherwise, you're gonna suck at it. So what's great about this is that on free webinars, free trainings, and on, like, paid presentations, you can spend so much time teaching what to do, why you're doing it, and when to do it that your offer is the how. And you can teach a little how, but ultimately, what, when, and why, and showing them how to become the person that can actually do it. And this is where the analogies, the metaphors, and the transformation come in. To give you an example, just a very simplistic example, you're at the foot of a mountain, and you're looking up at the mountain. You want to climb this mountain, and you only know of One path, and it's like this very difficult path, and there's a broken bridge and all this stuff. And somebody comes up to you and says, hey, did you know about this path over here? It's like a straight path up. No, I didn't know. Yeah, it's right here. So if we stop there, they just showed you. What did that give you? Value by simply telling you of another path that exists that you didn't know about. That's value. Okay? And so let's say you say, okay, so this path is over here right now. Here's why this path is faster. It doesn't have any broken bridges, it goes straight up, et cetera. And the only thing is, it's an incline path. It's very steep. So it's very hard to walk up if you don't have cleats, really. Well, do you know where I can get some cleats? Yeah, I happen to sell some cleats. We sell cleats. Do you want to buy some cleats? Right. So now they're like, well, yeah, I need the cleats to go up the path. But you didn't even know about the path before you told them about the path. So I'll give you an example of what I mean by the path. Let's say you were a tax accountant and you were selling people on how to save money in taxes legally by creating your own foundation, right? So if you're a business owner or you're investor, whatever, you make a lot of money. But you don't know that you can save taxes with a foundation. Well, now you know what to do. Then you explain why a foundation works. Okay? Well, a foundation works because you explain the whole thing. And now they understand, okay, foundations can help you save taxes. Here's why foundations can help you save taxes. Well, when would I be able to use it? When would I be able to do this? Well, when you're paying at least $500,000 in taxes, that's appropriate to start your own foundation. Okay? So now I know what a foundation is and why I can save taxes and when I should do it based on my income or based on how much taxes I pay. Well, by the way, we sell a done for you tax setup. So they're not going to be interested in paying you to set up a foundation for them until they learn what a foundation is, why it saves them taxes, and when it's best to start one now, they're like, well, this is value. I didn't know this. Hey, can you set one up for me. Bam. You just sold a client into your tax practice. So when you teach what to do, when to do, and why you're doing it, this opens people up for the how. And there's plenty to cover in what, when and why.

[B]

So I'm going to say one more scenario for this game. Prospect says, yeah, our revenue has been flat for a while, but it's not the end of the world. How do you stir the pain so they feel the urgency to solve it?

[A]

I would just be like, okay, so what are you trying to do with your business? What's your revenue? And they say, okay, it's at a million. And you say, okay, so is there a particular reason why a million is enough? I will try to dig and figure out why are they trying to make money in the first place? Because you don't just try to make money to make money. There's a goal. It could be something they want to buy. It could, it could be recognition. Cause like you said before, whatever they just said, it's not real, right? There's some reason they wanna be more recognized. They want to make more money because they wanna buy something. Keep it simple. There's some reason, like they would've not got on the call unless they wanted to solve the problem. So we already know that's bs, right? So I would try to dig and first discover what, why they're doing this in the first place. And then when they tell me I really want to be an expert in my industry, like I have enough money, but I want to be an expert in my industry. 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 and. 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. 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 and 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?

[B]

No. But the question that comes to my mind. So Russell Brunson says that all decisions are made based on status. It's either gonna increase your status or decrease our status. And basically every decision you make is status. And I think you say lover status, right?

[A]

Yeah, it's lover status.

[B]

It's lover status. Okay, can you talk to us about that?

[A]

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 would assume, mistakenly that he just wants a red Corvette because he thinks he's going to get women, right? He's having a midlife crisis, whatever. He's divorced, he wants to get a Corvette, he wants to look cool. Right? But this is an assumption. So I might ask what makes you interested in this red Corvette? And he may tell you, oh yeah, I want to attract women. Okay, fine. Or he might say, you know, my kid loves. He loves like Hot Wheels and his favorite car is a red Corvette. And honestly, man, I just want to take him to school every morning in a red Corvette. It's going to make him feel amazing. So you see, neither of these people are buying the car. They don't care about the car. They care about what the car gets them. The first guy, he wants to look important so he can attract females, so that's status. The second guy wants to make his son happy. That is love. So generally when someone buys something, it's either or. I tell you, I've had people come on and buy business consulting for me. And, and sometimes they say, I just want to buy a Lamborghini. I want to be a big dog, I want to be amazing. And other people will say, I want to make my mom proud. I want to buy my mom a house. I've been promising my wife for five years that we're going to get a bigger home. We have a two bedroom house, we have three kids. She's burnt out, she's overworked, she wants a bigger house. And I keep telling her I'm going to do it. And, and man, I just want this business to work so that I can get her the house. That's not status, that's love. Now maybe he is also. You can do it for both as well. But your primary motivator, the primary driver, that's what you gotta find out on the call. What is the primary driver? Because the primary driver, that's the thing that's most important to them in the world. And when you can show them it's most important to them and you can get them to say how important it is. That's when all objections become irrelevant because they want desperately to see that primary driver actually become a reality. So most of what you're going to do on a sales call is just ask questions until you understand, okay, here is what the primary driver is. And then you can speak.

[B]

Young and profiters.

[A]

You.

[B]

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[A]

What I try to do in a mass setting is use example stories that will cover all the bases, right? There's gonna be some people in the room that want love and there's gonna be some people in the room that want status. So all you have to do is cover both. This is a misconception. Not every person who's listening to you talk is gonna resonate with every single thing you say. But you can do it in a way where you hit multiple. Like for instance, if you're a man, right, and you're speaking from stage or you're speaking in a webinar, there's going to be women who are naturally going to want to buy from another woman more than they're going to want to buy from you. So I'll give you an example. This is a story I tell on a lot of my webinars. It's my almond milk story, right? And this is such a famous story, if you're in the Henry verse, that people bring it up all the time, right? So you like to open talks with it. So I tell this story about how I come home one day and. And there's this big huge jug of almond milk. Probably this big. And I was like, why is that? And I knew it was almond milk. Cause we don't do dairy, right? And so I'm like, why is there a big thing of almond milk here, right? And my wife goes, hey. And she's got this real mean look on her face. She's like, come here, come to the refrigerator. I'm like, okay. And so she opens the refrigerator and she's like, do you know what this is? And she points to a store bought carton of almond milk. And I was like, almond milk? And she's like, yes. And it costs $6 a carton and it has all these cancer causing chemicals in it. And I go, what do you want me to do about it, right? I don't know. And she goes, she walks over to the big jug and she says, you know what this is? And I'm like, almond milk? She's like, yes, but. And then she grabs this black contraption. This is a lens. But she grabs this black contraption. She's like, do you know what this is? And I'm like, no, that I don't know what it is. She's like, this is a homemade almond milk maker. And I can take a handful of almonds this big and I can make this huge jug of almond milk. And it's like maybe 20 cents for what would cost $12 with two jugs. And there's nothing but water and almonds in it. And it was at that moment that I realized that my wife was right. We had been wasting 150 bucks a month on almond milk. I drink a lot of it and ingesting horrible cancer causing chemicals simply for one reason. We didn't know you could make homemade almond milk. And isn't it the things in life that we don't know that cause us the most pain and suffering? So you're here today because you want to learn how to grow your business. I'm going to teach you something you don't know about growing a business or whatever it is, right? So that's how I open it up. So what do I cover there? I cover a relatable story about a wife showing her husband something that he didn't know that relates to food or kitchen or childcare or whatever. And I said the magic phrase, my wife was right. Fellas, if you're a man and you want to resonate with women, all you have to do is say my wife was right about anything and you will automatically have rapport. And then I make a principle, a point. I always end things in lessons or principles. Is, look, pain and suffering comes from just simply not knowing things. So if there's something you don't know about growing a business, that's why you have pain and suffering. We're gonna show you something that you don't know. So you see how simple it is, you know, and that's it. And so these are the ways that you can cover men, women, young people, old people. But one thing I teach about building a brand, that's important and this will help you because a lot of what we're talking about is pretty advanced. If you're a beginner in building a brand. And I relate this, I relate it all to the same thing, is don't try to build an audience. Just try to become one person's favorite creator. If you could just think of that one person, just make content for that one person. When you're starting a business, try to just think of one person. And when you think of that one person, it's easier to speak to these objections and these things because the more specific you are in who you serve, the more consistent the beliefs and the objections will be. And then it makes it easier to cover all of them, one to many.

[B]

Well, Dan, this has been a masterclass in personal branding and sales. I wanna close this out with some personal questions for you to try to just understand. You've made millions of dollars at such a young age. You've reached like pinnacle of success in your industry. How do you fulfill yourself these days? Because before we got on the call, I was telling you how I have a sports car that the battery died and you're like, well, I don't buy Lamborghinis anymore. Yeah. I found out that you sold your $2 million yacht at one point.

[A]

That was during COVID Because I couldn't do anything with it. Yeah, yeah, yeah.

[B]

So how do you think about money? You're still making money. And what actually drives you to keep going right now? And how do you fulfill yourself?

[A]

Man, that's such a good question. And this is advice I would give to my younger self and any person who's starting out. First of all, happiness is overrated. It's so overrated, because when you are on your deathbed, you're not gonna be thinking, was I happy? You're gonna be thinking, did I do the right thing? Did I accomplish what I set out to? Did. Did I treat people right? Did I do right by people? And the thing about accomplishing the mission is that you don't accomplish the mission by being happy. You accomplish the mission at the cost of being happy. And so one thing I never try to do is focus on being happy. I don't care about being happy. I care about being fulfilled. It means more to me to be fulfilled and feel like I've done the right thing than to be happy. If every man wanted to be happy, they would do a lot of weird stuff, okay? And so most people can't relate to this. I've lived both lives. I've literally delivered pizza for seven years, and I've bought a $2 million yacht, cash. I mean, these are wild ends of the spectrum. I wasn't any happier on that yacht than I was when I was playing Tekken 2 with my girlfriend hanging out, laughing. I swear to you, it does not make you happier. And so I think to myself, okay, if all these things that are so expensive don't make me happy and happiness, honestly, is overrated, I'm not gonna care too much about it when I die. Then I need to align my life and my money and everything with things that make me feel fulfilled. So I live in Dubai right now. For me, I feel good when I get things done, and I feel fulfilled when I accomplish things. So I live in Dubai Marina, where I don't have to drive anywhere. This apartment costs $1.6 million. I live here specifically so that I don't have to go anywhere, sit in traffic for an hour. I can go do everything I need to do. Workout, gym, coffee, whatever. Content, whatever I need to do right here. And that means at 6 o', clock, 5 o', clock, whatever, I can stop what I'm doing. I can stop my business and I can relax with my wife. If you lived in a suburb here in Dubai, you'd be driving all over the place. You'd spend half of your day in traffic. So I just say to myself, okay, what allows me to do the things that accomplish the mission and what do I gotta buy or where do I gotta put my money? Where I do that? So another thing is my personal brand. I've exited a couple companies, but I don't try to play the exit game. I try to play the my personal brand makes massive amounts of cash game. And then I take that cash and I put it into real estate and I let that money turn over and make more money. So my big thing is make cash with your Internet business, you know, make good cash flow and then just put it into something that does not mess up like real estate. I'll be honest, you gotta be kind of dumb to lose money in real estate. This is a very beginner friendly way to make more money. So I just do that. I just make money and I dump it into real estate and I buy the things that allow me to accomplish the mission and I keep it simple. That's it. I don't try to buy extravagant things anymore. Though. I'm not going to lie to you. I have been eyeing a Rolls Royce Phantom recently. It's a $400,000 car. My wife is like, you should get the car. You deserve the car. I'm like, nah, I don't need it.

[B]

You deserve the car. Get the car.

[A]

I know my CEO says that, my wife says that I get it. And there's practical reasons for it, picking up clients, content. But my main reason for getting it is if I do decide to go somewhere in Dubai and I'm stuck in traffic for two hours, I'm very comfortable, I can get work done, et cetera. But I always say to myself, you know, ah, do I really need that? It's not going to make me any happier. But my wife is pushing me, she's like, yeah, you deserve it. So that might be the next big purchase.

[B]

I love it. Well, Dan, I'm going to end this interview with one question that I ask all of my guests. What is one actionable thing our young and profits can do today to become more profitable tomorrow?

[A]

Sit down and make a list of things that will make running your business easier and less effort. Do not subscribe to this idea that if you just put in maximum effort and you do a lot, that's gonna win you the game. Find velocity vehicles. Find things that make running the business easier. That make you get more output for less input. Put more focus on finding those things and building those assets that make running a business easy. When you do that, you will achieve success in your business faster with less burnout. And it will give you space to enjoy life. Because why are you making money if you're not gonna enjoy life? Why this whole like, I'm not gonna hang out with my friends and all that's fine for a moment in time, but eventually you're here to live life. Create a business that allows you to live life. That's why we call it the lifestyle business. If we can't have a lifestyle, why are we doing it?

[B]

So there's going to be like 60 to 80,000 pizza boys and pizza girls tuning into this episode. Any last pieces of advice for these 20 or 30 year old somethings that are trying to make it in life?

[A]

Anybody can make a business out of their name. The thing that got me started, that really made me realize it was possible, was a man who was a math teacher. He got paid back then $20,000 a year to be a math teacher, and his class was how to use Microsoft Excel to do math equations. One day he decided that he was going to create an online course on how to use Microsoft Excel, put it on the Internet, and he made a million dollars. So every other teacher that was getting paid 20 grand a year to teach math, he made a million when they made 20 grand. Why? Because he changed the equation. There's something that's happened to you in your life, some story you have, no matter how boring you think it may be, that to someone else is fascinating. There's something you can sell, and if you don't have something to sell, holy crap. Just go learn a skill that most people don't want to take time to learn, and then you just teach that skill and it doesn't even have to be a big deal. Fricking Microsoft Excel. Okay? I paid my way through college by going and learning how to use a home recording software. And I charged $50 an hour to teach people how to set up their home recording software. And I paid my way through college doing that. It's not that hard to make money. What's hard is getting out of your own way.

[B]

Dan, this was such an awesome interview. Honestly, I swear, one of my favorite interviews of 2025. So I'm so glad that I had you on the show. Thank you so much for all your wisdom. Where can everybody learn more about you? Everything that you've got going on Some of your new offers and things like that.

[A]

I'm always putting out great content on YouTube and Instagram at Dan Henry. Our main website is getclients.com but if you want, I can give your audience access to the talk that I did in Bali on personal branding. If you think that they would find that helpful. Okay, great. Awesome.

[B]

Cool. We'll put that link in the show notes. Dan, thank you so much for your time today.

[A]

Thank you very much.

[B]

Well, there you have it. Yap gang. What an incredible second half of my conversation with Dan Henry. Now every once in a while I get a guest where I'm like, man, where have you been the last seven years? Because Dan Henry was just so good. He knew so much about sales and marketing. It's my favorite topic to talk about and he just absolutely crushed it. We've got so much to learn from Dan and I hope he comes back on the pod. And today we got a sales masterclass. He completely reframed what it means to close deals. And I remember he said that sales is not about convincing anybody. It's about helping people make a decision that's in their best interest. You're not changing minds, you're changing their beliefs. One of my favorite things that he said was that most objections aren't really about money. They're about belief. People don't think they can actually get the result. Sometimes it's not that they don't trust you, it's because they don't actually trust themselves. When you can help people see what's truly possible, the sale becomes easy, natural and honest. I also loved Dan's insights on creating one high converting talk or webinar and and mastering it until it just prints money. He said most people chase complexity when they should just be chasing consistency. Focus on refining your best offer, your best talk and your best system. That's how you scale without chaos. And finally, remember his concept of the scary bridge. He explained that your customer wants to get from point A, where they are now, to point B, where they want to be. But between those two points is a scary bridge full of fear, doubt and risk. Your job as a marketer is to show them that they don't have to walk across that bridge alone. Your product is the helicopter that carries them safely across. All right, I'll catch you guys next time. And thank you so much for tuning into this awesome two part series of young and profiting podcast. If you enjoyed this conversation with Dan Henry, then spread the word and help others listen, learn and profit as well. And if you did enjoy this show and you want to thank us, then make sure you drop us a five star review on Apple Podcasts, Spotify or Castbox. Guys, I literally check Apple podcast reviews every single day. I'm obsessed with reading your reviews. They make me so happy. They motivate me to keep going. I love hearing about what you love about the show and what you like to learn about on the show. It really helps me craft episodes that I know you guys are gonna enjoy. So drop us a review, let us know what you think. And if you prefer to watch your podcast as videos, this is an especially good two part series that you can go find on YouTube. Dan was whiteboarding and sketching things out while we were talking. So it's just such a good episode to listen to twice because it was so good and then also to watch so that if, especially if you're a visual learner because Dan was drawing as we were talking the whole time. So check that out on YouTube. Just look up young and profiting. We'll also put the links for our YouTube videos in the description. You can also find me on Instagram at Yapwithala or LinkedIn by searching my name. It's Hala Taha. And finally, I've got to give a huge shout out to my YAP team. You guys are all legends. Thank you guys so much. This is your host Kalataha AKA the podcast Princess, signing off.