Dan Martell - 4 Steps to Building a High-Performance Team

00:00:00.080 Not training your people 1.00

00:00:01.640 is the reason your business is stuck.

00:00:03.680 Zig Ziglar had a great quote.

00:00:04.920 He says, you don't build a business,

00:00:06.880 you build the people and then the people build the business.

00:00:10.680 So if you've been struggling to try to grow your business,

00:00:13.160 you just keep falling backwards.

00:00:14.960 I wanna share with you what I've learned,

00:00:16.420 literally hiring almost a thousand people across my career

00:00:19.840 and failing at growing in my early days

00:00:22.960 because I didn't understand the principles.

00:00:25.400 I'm gonna teach you four strategies

00:00:27.380 that you've never heard or considered before

00:00:29.680 because these are the things

00:00:30.920 that will absolutely drive people motivation

00:00:34.520 and for them to take the actions

00:00:35.920 to help you grow your business.

00:00:38.080 It'll build a team that'll get your time back

00:00:40.820 to allow you to actually increase your revenue

00:00:43.020 and most importantly, create a world-class culture

00:00:45.860 that can't be stopped

00:00:47.180 where people will be fighting to come work with you.

00:00:49.820 So let's get into it.

00:00:51.000 Here are the four strategies.

00:00:52.520 Number one is hire and train.

00:00:54.800 A lot of people, when they're hiring, they're fearful.

00:00:57.520 It's like, what if I take this new person

00:00:59.540 and I train them all up and I give them all of my secrets

00:01:02.760 and they become incredibly talented and then they leave.

00:01:06.900 What if you don't and then they stay?

00:01:09.340 Most people, they spend most of their time,

00:01:11.860 they spend more time on hiring

00:01:13.320 and less time on actually training their people.

00:01:16.500 They've got a scarcity mindset.

00:01:18.240 They're just worried.

00:01:19.080 It's like, oh, all this energy and time put into this person

00:01:21.840 is gonna be lost because I don't control it.

00:01:24.620 I don't keep it.

00:01:25.460 So they try to like keep all their secrets.

00:01:27.860 And that was me.

00:01:28.780 started my company Spheric Technologies,

00:01:30.700 I would literally give each person just enough

00:01:33.620 to do the job and nothing more.

00:01:36.000 And yet I was frustrated every time somebody didn't come up

00:01:38.840 with an innovative idea or solve a problem on their own,

00:01:42.480 or I felt like they didn't show up the way I was

00:01:45.200 and I was always pulling them forward,

00:01:47.720 but I wasn't actually training them to think this way.

00:01:50.780 I wasn't asking of them.

00:01:52.760 I wasn't sharing with them what I knew.

00:01:56.020 So they were just showing up

00:01:57.440 the way they thought was right,

00:01:58.920 based on the lack of information, lack of motivation,

00:02:01.760 lack of drive that I was bringing to their work.

00:02:04.880 I was literally saying, hey, can you just come up

00:02:06.980 and do the stuff, but then not bug anybody else?

00:02:10.340 If you hire people and don't train them,

00:02:13.020 that you will absolutely be hitting the ceiling

00:02:15.740 of their capacity based on the limited information

00:02:19.620 that you're giving them.

00:02:20.440 They will never be able to break through

00:02:22.780 from that limited ceiling.

00:02:24.600 Number two is aligned goals.

00:02:26.200 When I interview people,

00:02:27.800 and I do dozens of interviews per week,

00:02:29.660 one of my favorite questions to ask them is in 10 years,

00:02:33.340 we can't be working together,

00:02:34.680 so that takes that off the table.

00:02:36.720 And you can kind of dream a little bit

00:02:38.920 and be as descriptive as possible.

00:02:40.920 When you fast forward 10 years

00:02:42.960 and you've given yourself permission

00:02:45.580 to set some crazy goals

00:02:47.120 and to just live this unshackled life,

00:02:50.720 what does your life look like in 10 years?

00:02:52.700 And be specific about where you're living

00:02:54.900 and who you're working with

00:02:55.880 what type of work you're doing, et cetera.

00:02:57.520 And that answer is just so powerful

00:03:00.260 because it gives me a glimpse into their future,

00:03:03.120 what they think is the best possible outcome,

00:03:07.020 their aligned goals.

00:03:09.220 And the best scenario is when I hear somebody explain to me

00:03:14.300 the thing they want to achieve for themselves

00:03:16.640 that they inherently will want to drive towards

00:03:19.880 the I need in my business.

00:03:22.000 That opportunity of having them express to me

00:03:25.280 the vision for their life that's aligned

00:03:27.580 with what I need in my business for them to go create

00:03:30.200 over the next five, seven, eight years.

00:03:32.600 That is the most beautiful thing.

00:03:34.500 So most people that hire never understand

00:03:37.640 what is driving the deep desires of your team members.

00:03:41.000 Where does their life, their dreams, their aspirations,

00:03:43.820 what do they look like?

00:03:44.920 And it's so funny because I don't think a lot of people

00:03:47.080 have somebody in their corner, their quarterback

00:03:49.660 that understands what their dreams are.

00:03:51.200 It's very rare that in a professional situation

00:03:54.800 that we are asked these questions

00:03:56.520 to allow them to explore the possibility.

00:03:59.780 The crazy part sometimes is people don't even know

00:04:01.540 what their 10-year vision is.

00:04:02.740 But if it's aligned with what you need from them

00:04:05.580 in your business, I'm telling you,

00:04:07.520 you won't have to motivate, you won't have to push.

00:04:09.700 They will just show up to learn

00:04:11.320 and you can give them so much more responsibility

00:04:14.300 and accountability to accomplish things

00:04:16.360 because you know that inherently

00:04:18.040 they're driven to that same outcome.

00:04:20.040 Number three, learning and development plans.

00:04:22.380 It's one thing to understand where somebody wants to go.

00:04:25.080 But more importantly for me is when I have a direct reports

00:04:28.560 or I'm developing teams, I'm always looking for ways

00:04:32.500 that I can build a path for them to grow.

00:04:35.200 Oftentimes when I first started,

00:04:36.800 I just didn't understand this concept.

00:04:38.900 I didn't create a learning path.

00:04:41.120 I just said, hey, here's the things

00:04:42.300 I want you to take over, do them.

00:04:44.820 And I never stopped and said like,

00:04:46.340 well, what are the skills they'd actually have to develop

00:04:48.660 so that they could be successful executing that request.

00:04:52.600 Actually, I have a team member on my team, this kid, Sam.

00:04:55.300 He's amazing.

00:04:56.220 He's been with me for a few years now.

00:04:58.440 And I was just like feeling like there was more,

00:05:00.920 that he wanted to give more and kind of ask him like,

00:05:03.480 what's your vision for your life?

00:05:04.860 And like, remind me what that looks like

00:05:06.860 to get him connected with it.

00:05:08.460 And I knew that the response was gonna allow me

00:05:11.360 to then ask, hey, do you want more responsibility?

00:05:14.640 Do you want to step up?

00:05:16.160 Do you wanna be pushed?

00:05:17.340 Do you wanna be coached?

00:05:18.460 Do you wanna be put in an environment

00:05:19.980 where you gotta perform?

00:05:22.080 And the cool part is I knew before

00:05:23.920 I even offered the opportunity

00:05:25.140 that that was gonna be his response.

00:05:26.400 He had already shown me through the work

00:05:28.980 that that was the kind of person he was.

00:05:30.520 And then from there, we can start building a plan.

00:05:33.040 We can set up a reoccurring meeting.

00:05:35.040 We can talk about some training, some events,

00:05:37.260 some people you need to meet.

00:05:38.660 I mean, one of the big opportunities

00:05:40.080 for all of you guys watching

00:05:41.460 is opening up your personal network to your team.

00:05:45.260 You know all these people that can actually do the work

00:05:47.900 that you're asking of your team, but I don't know why.

00:05:50.280 Some of you guys, maybe it's your,

00:05:51.640 you don't wanna ask for the favor,

00:05:53.200 or you're worried that the person's gonna go out there

00:05:55.380 and meet somebody and maybe decide to go do something

00:05:57.360 with somebody else.

00:05:58.200 Again, it's that scarcity mindset,

00:05:59.740 that fear-driven actions.

00:06:02.060 And I'm a big fan of just giving the person

00:06:04.260 all the resources that you have in your powers to give

00:06:06.860 so that they can be successful.

00:06:08.580 And for me, that meant sending him to a training,

00:06:11.340 sending him to a seminar,

00:06:12.860 getting him connected with somebody

00:06:14.300 that was world-class in his space.

00:06:15.920 And because he had those connections,

00:06:17.660 Now he brings that back to the team.

00:06:20.080 It is one of the most powerful things

00:06:21.860 is to create a learning path for your team members.

00:06:24.840 Number four is leadership ceiling.

00:06:27.060 One of the things I learned a long time ago

00:06:29.000 is no business will grow past the growth of the leader.

00:06:32.520 So if you wanna grow your business,

00:06:34.680 if you wanna increase your revenue, reduce your churn,

00:06:37.420 expand your revenue, whatever it is,

00:06:39.380 create more value for your customers,

00:06:41.120 you need to look yourself in the mirror and go,

00:06:43.460 who do I need to become so that I can grow

00:06:46.280 because your rest of your team

00:06:47.620 is going to be held back by that.

00:06:49.960 You don't currently have the leadership skills

00:06:52.800 to build the business you have in your mind,

00:06:55.060 because if you did, it would be here.

00:06:56.860 So if you wanna build 100 million a year company,

00:06:59.020 you need to become 100 million a year leader.

00:07:01.800 You need to show up.

00:07:03.040 You need to go first.

00:07:04.340 You need to grow and invest in yourself

00:07:06.240 and be the example and hold the standard

00:07:09.080 and share those lessons

00:07:10.800 so the rest of the team can be inspired.

00:07:12.720 You know, at the end of the day,

00:07:14.280 your dreams need to be so big

00:07:16.020 that everybody else's dreams fit inside of them.

00:07:19.140 And if they don't have an understanding

00:07:21.380 of where you wanna go,

00:07:22.860 it's gonna be really hard for you to pull them forward.

00:07:25.700 So if you're not investing in yourself,

00:07:27.300 if you're not growing, but you expect your team to do this,

00:07:30.420 that is a big, hard problem.

00:07:32.880 When I was building Spheric,

00:07:34.500 one of the challenge I had was

00:07:35.940 because I wasn't developing and making a strategic plan

00:07:39.940 to personally develop myself every year,

00:07:42.760 it just felt so hard.

00:07:44.520 Everything felt like friction.

00:07:46.000 It was like, I was trying to run in molasses.

00:07:48.040 I was trying to create this business,

00:07:50.300 but everything depended on me.

00:07:52.000 It was like, I have all this weight on my shoulder

00:07:54.160 and I was just like, why is it so hard?

00:07:56.320 Why, you know, and I'm like trying to push

00:07:57.960 this boulder up a hill and it just felt so difficult,

00:08:02.000 but is because I wasn't sharing my development with my team.

00:08:05.940 I wasn't even doing a fraction of the personal development

00:08:08.260 that I'm doing today.

00:08:09.240 And because I'm not out front,

00:08:10.960 if I'm not creating the forward momentum,

00:08:15.320 then I'm not pulling people behind me like a draft would.

00:08:18.560 If I was on a road bike and I was biking behind a car,

00:08:21.440 it would be 10 times easier because I'm out in front, right?

00:08:25.520 The car's out in front.

00:08:26.800 You gotta go out in front so that your team

00:08:29.300 can draft behind you to continue to grow the business.

00:08:32.540 So if you want to build the people

00:08:34.500 so that people can build the business,

00:08:36.540 then be sure to hire and train,

00:08:38.060 create a learning development plan,

00:08:39.760 create the one-on-one structures,

00:08:41.600 make sure you're developing yourself

00:08:43.200 so you can push the ceiling higher

00:08:45.520 because the more you grow, the further your team can go.

00:08:49.220 Be sure to like, subscribe, leave a comment.

00:08:51.140 Let me know what was the most important or strategic

00:08:54.020 or valuable thing that you took away from this video.

00:08:56.780 Leave it below in a comment.

00:08:58.060 As per usual, I wanna challenge you to live a bigger life

00:09:00.920 and a bigger business, and I'll see you next Monday.

Dan Martell - December 19, 2022

4 Steps to Building a High-Performance Team

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