Dan Martell - How to Build a Business From $0 to $1M (the easy way)

00:00:00.000 I'm going to share with you the seven steps to start a business from scratch with no money.

00:00:04.500 You don't have to be rich or have money from your parents to follow these steps and make

00:00:08.060 more money than you ever imagined. I know this is true because I went from being broke in rehab

00:00:12.640 to building and selling three companies and becoming a millionaire by age 27 using this

00:00:17.440 exact process. The first is to pick a business model with high gross margins. Most people ask

00:00:23.980 the question, what business should I be in? What they should be asking is how should the business

00:00:28.180 work, which for most people brings up the question, what is gross margin? If you sell a product for

00:00:33.060 $5, but it costs me $1 to make, then my gross margin is $4 or 80%. What you don't want to be

00:00:40.040 is in, let's say a restaurant where the margins are only 45%. You want to be on the upper end of

00:00:45.720 70, 80, even 90% gross margin or 97% like software or information companies. And to do this, you need

00:00:53.300 to understand the different business models you can start. So I've put together four business

00:00:57.020 models that are the most in demand today the first is a product business with about 60 gross margin

00:01:03.260 these are companies like pila and lomi which i'm an investor in i sit on the board of or laundry

00:01:08.380 sauce which i'm an investor in or prime which my kids drink non-stop the key is is to build a great

00:01:14.540 product that people love and then focus on brand and distribution the second business is either an

00:01:19.980 agency or services and those have typically around 70 margin and they're the best ones to start think

00:01:25.500 VaynerMedia, think NP Digital, think IAG with Iman, think productized services. Anytime you get

00:01:32.520 paid to do services, the only cost you have for the most part is yourself and maybe some marketing

00:01:37.300 and sales costs. And that's where you get the margins and you can scale it because you can

00:01:41.260 ramp up marketing and sales to get the customer and then have other people deliver on what you

00:01:46.240 sold. The third is coaching or consulting. And typically those are about 80% gross margin because

00:01:51.300 there's no cost and if you have the right business model you can do one to many so companies like

00:01:56.040 sas academy which i own that coaches software ceos pbd consulting from patrick bett david you

00:02:01.920 had gym launch with hermosis and you have all these people currently using school to build

00:02:06.220 these massive communities so that they can monetize their information it's a great business

00:02:10.920 model to start if you have the skills to get results for other people the fourth is software

00:02:16.180 or SaaS, software as a service,

00:02:18.460 which is really about reoccurring subscription

00:02:20.700 for software companies with 90% gross margin.

00:02:23.840 Think HubSpot, Dropbox, Notion,

00:02:26.500 pick really any boring industry

00:02:28.420 and there is a software that somebody built

00:02:30.700 for that industry that makes them a ton of money.

00:02:33.380 It's the one that I was fortunate enough

00:02:34.880 to get introduced to when I was 17,

00:02:36.420 when I taught myself how to code

00:02:37.980 and the internet came along in 1997

00:02:40.040 and I've built my whole empire on the backend of software,

00:02:43.600 but you just have to choose which one you wanna do.

00:02:46.420 For most people, they're gonna start with services.

00:02:48.400 Just sell anything to a stranger that they pay you to do

00:02:51.760 and you get started today.

00:02:53.120 Which brings us to number two, which is to find a huge pain.

00:02:56.640 When I say huge pain, I mean not a vitamin,

00:02:59.060 not something that could make something better

00:03:00.840 in the future, but actually a pain somebody has

00:03:03.920 where it is a painkiller

00:03:05.360 and they would pay anything to relieve that pain.

00:03:07.640 The key is to solve it in a unique way.

00:03:10.080 Honestly, most businesses are only making

00:03:12.440 increasing incremental improvements. So if you want to start with doing an agency or consulting,

00:03:17.020 just make sure that you have a way to explain what you do that is unique. Create a name for

00:03:22.820 it. It's the methodology. That's why they call them productized services. So the key here is to

00:03:27.740 not try to reinvent the wheel. There are existing businesses that solve problems for customers. The

00:03:33.300 truth is, is most people when they start, they just try to be the lowest priced option. My brother

00:03:37.420 did this. He started a home building company and he said, I'm not going to work with real estate

00:03:40.660 agents. I'm just going to build a really cheap house and sell direct. And it turns out he built

00:03:45.160 something because it was so cheap that it was ugly. People said it had no curb appeal. So what

00:03:49.700 you want to do though, is figure out how can you pick one problem that is a real pain, not a nice

00:03:55.580 to have like a vitamin, but a painkiller, something where their hair is on fire, you know, where they

00:04:00.220 need to get something done and you show up and you explain to them what you do in a way that sounds

00:04:05.580 unique. If you can do that, then you're going to get demand. The more pain the customer has,

00:04:10.600 the higher the potential for sales. What most people do is they start really low and they do

00:04:15.300 something very basic and they solve it for broke people. Problem is, is rich people spend money to

00:04:20.380 save time and broke people spend time to save money. So most people won't value what you're

00:04:26.300 doing because they don't value their time. So sell to rich people because it's better. So how do you

00:04:31.620 do that you have to present yourself better you need to find people that have problems businesses

00:04:36.320 companies that are actually successful and they want to grow faster are way better than companies

00:04:41.700 that are struggling and trying to figure out how to win so you want to design your product or service

00:04:45.740 in a way that is so clear and so valuable that as soon as you start working with one customer they

00:04:51.660 tell another one and another one that is actually called product market fit where the product is so

00:04:57.520 good. Your service is so good that the market pulls itself into you. If you think you're the

00:05:02.020 best baker, the best cleaner, the best marketer, the best whatever, then just make sure you position

00:05:07.380 yourself to solve a real pain for a rich customer and you will have product market fit. By doing it

00:05:13.200 this way, you'll ensure you get a thing called VWAM or viral word of mouth marketing, meaning

00:05:18.560 that one customer turns into two customers, turns into four customers, turn into eight customers

00:05:22.760 because you actually deliver on the promise that you said. See, most people are trying to sell

00:05:27.120 vitamins. They're trying to sell things that are kind of make things better, but not really. It's

00:05:30.780 like selling a left-handed golf club to a right-handed golf player. You could, maybe they have

00:05:34.600 a friend, but it's not easy. If you actually say, no, we do snow removal within 10 minutes from the

00:05:39.100 snowfall. If it's over two inches, very clear, very easy. People will pay for that, especially

00:05:43.540 if nobody else is willing to show up and make that commitment. Which brings us to number three,

00:05:47.160 which is to create a faster money turnaround. Some people call this the cash conversion cycle,

00:05:52.220 but I like to simplify it.

00:05:53.720 It's just money turns around faster.

00:05:55.920 So in my 20s, I actually almost went bankrupt

00:05:57.840 because I didn't understand this.

00:05:59.740 I was building a business, I was growing,

00:06:01.800 and I got to a place where the more I grew,

00:06:04.040 the more cash it took.

00:06:05.580 And even though I had started with a bit of money,

00:06:07.740 it quickly ran out and I caught myself

00:06:09.780 in a place where I had a cash crunch

00:06:11.460 and I couldn't make payroll

00:06:12.520 and I couldn't afford to hire the new people

00:06:14.460 I was supposed to hire to deliver on the contracts

00:06:16.280 I'd signed.

00:06:16.960 I ended up having to sell my receivables,

00:06:19.580 go to essentially a business loan shark

00:06:22.560 to get the cash required to pay my team

00:06:25.600 and buy the stuff I needed to deliver

00:06:27.420 on the rest of the contract.

00:06:28.640 That pain created a completely different perspective for me

00:06:31.880 when I look at businesses

00:06:32.860 to make sure that I design the business model

00:06:35.360 in a way that doesn't require a lot of capital.

00:06:37.720 What I'm about to share with you, nobody talks about,

00:06:39.920 but if you get this right,

00:06:40.900 we'll allow you to have unlimited growth

00:06:42.980 without having to raise a bunch of money

00:06:44.440 from the bank or investors.

00:06:46.040 So if you spend $100 today to grow your business

00:06:48.420 through sales or marketing,

00:06:49.920 but they're only paying you like $30 a month.

00:06:52.880 It'll take you three months to eventually pay back

00:06:56.140 that amount of money it costs you to get that customer.

00:06:58.880 And that takes a while.

00:07:00.020 So if you grow really quick,

00:07:01.240 where are you gonna find all those $100

00:07:02.560 to be able to finance that growth?

00:07:04.480 So what you wanna do is change the business

00:07:06.540 to get it to a place where ideally you get it back

00:07:09.200 within two months or 60 days, or even better in 30 days.

00:07:12.440 This is what's called the CAC payback period,

00:07:15.080 the cost to acquire a customer

00:07:16.740 and how much time it takes to pay it back.

00:07:19.020 If you're only getting paid back after 90 days

00:07:21.620 after getting the customer,

00:07:22.960 you won't have enough cash velocity

00:07:24.860 to fuel your growth in your business

00:07:26.720 without putting a bunch of money on credit cards,

00:07:28.960 lines of credits, the bank, or investors.

00:07:31.580 So what I like to do is to define my payment terms

00:07:34.260 so I get as much as I can upfront to finance the growth,

00:07:38.080 meaning that I put it on the customer.

00:07:39.880 Either I charge upfront for a full three months

00:07:42.500 or six months,

00:07:43.280 or I might even get them to put 50% down

00:07:45.760 just to close the contract,

00:07:47.100 even if I don't start for three months,

00:07:49.000 so it covers my costs to staff up the team

00:07:51.480 or whatever costs I might have to incur

00:07:53.220 to get new inventory to deliver on that order.

00:07:55.920 See, the ideal is to improve your cashflow

00:07:58.140 so growth doesn't require more money.

00:08:00.280 Great businesses, if you wanna grow

00:08:01.760 without having to raise money,

00:08:03.420 you need to be on top of your invoices,

00:08:05.360 atop of your receivables

00:08:06.560 so that you don't have delinquent receivables.

00:08:09.060 Because if you don't get paid right away,

00:08:10.560 the chances over 60, 90, 120 days

00:08:13.060 that you're gonna see that money,

00:08:13.960 it goes down every month that you didn't get paid.

00:08:16.220 Which brings us to number four,

00:08:17.680 which is the manufactured demand.

00:08:19.280 The last thing you wanna be is the best kept secret.

00:08:22.340 So you wanna get in front of any medium possible

00:08:25.140 to have people be aware of your business.

00:08:27.620 I'm talking going to events, newspaper, blogs.

00:08:30.400 Today, it's podcasts, it's collaborations, it's webinars.

00:08:34.060 So you can't sell to an empty room.

00:08:36.000 So if there's nobody there,

00:08:37.280 then you can't build your business.

00:08:38.980 So where do you find these people?

00:08:40.460 And that's why I put together

00:08:41.400 the four P's of demand generation 0.93

00:08:43.220 and the last one is my favorite.

00:08:44.860 The first P stands for publish.

00:08:46.560 Not only social media, so publishing content,

00:08:49.100 helping education-based marketing

00:08:50.680 to attract your customers,

00:08:51.920 but it's also creating articles

00:08:53.660 that might be found in search engines

00:08:55.280 or search engine optimization.

00:08:57.260 The second is paid, so think Facebook ads.

00:09:00.020 The reason why I like paid is because it's fast.

00:09:02.340 You can create an ad in the next three minutes

00:09:05.140 that you put in front of your ideal customer.

00:09:07.220 Now, it may not work at first,

00:09:08.600 but it is very fast so you can get some feedback.

00:09:10.820 The third P is PR.

00:09:12.340 So think podcasts or getting featured in magazines,

00:09:15.840 public relation, this is where you wanna tell your story

00:09:18.580 for how you started your business,

00:09:20.080 what makes you unique, what your big vision is.

00:09:22.240 And those podcasts or that PR

00:09:23.740 is gonna get you in front of some new audiences.

00:09:26.000 The fourth P is partners and it's absolutely my favorite.

00:09:29.480 This is where you find other people

00:09:31.060 that sell to a similar customer as you're gonna sell to

00:09:33.600 and you collaborate with them.

00:09:34.960 You might do a joint webinar,

00:09:36.500 they might send an email to the list on your behalf

00:09:38.760 and they could become an affiliate

00:09:40.080 where you give them a piece of that business.

00:09:42.340 but partnerships are the fastest way

00:09:44.300 for you to grow your business

00:09:45.360 without spending any money upfront

00:09:47.160 and only pay them when you get paid by your customer.

00:09:50.760 Which brings us to number five,

00:09:52.160 which is to implement the buyback loop.

00:09:54.340 Most businesses fail or stay small

00:09:56.760 because they don't understand the simple concept.

00:09:59.060 See, entrepreneurs typically spend time to save money

00:10:02.200 instead of spending money to save time

00:10:04.440 so that they can invest that time

00:10:06.000 in things that make them more money.

00:10:07.740 Just look at your time today and ask yourself,

00:10:09.800 like, where are you creating leverage?

00:10:11.360 Where are you investing your time

00:10:13.260 to either make the business better,

00:10:15.180 get more customers, improve your sales process,

00:10:17.700 or are you just stuck doing it, doing it, doing it?

00:10:20.940 That's why I created the buyback loop

00:10:22.520 where I have these three distinct steps

00:10:24.460 anytime you feel the pain of growth.

00:10:27.160 So the first one is A, for audit.

00:10:29.360 We want to audit our calendar for time and energy,

00:10:32.620 things that suck our energy and cost us little

00:10:34.720 to have somebody else do,

00:10:35.880 and learn the skill of delegating to other people.

00:10:38.580 Or honestly, delete.

00:10:39.800 some stuff you just have to say no to the second part is t which is for transfer define what you

00:10:45.080 need to give to somebody else record yourself doing it and then delegate it to them and have

00:10:50.360 them create a process based on what they saw in the video which allows them to be trained without

00:10:55.480 taking any of your time the third step is to fill which is to look at your calendar and go

00:11:00.440 what skill do i need to acquire to actually grow what beliefs are holding me back what character

00:11:05.720 traits do i need to invest in to become more see if you fill your calendar with the new time you

00:11:10.040 got with things that make you better you'll be able to make the business better not by just

00:11:14.360 spending more time but by you becoming better so that you have more to give the business and

00:11:19.400 your customers most people end up hiring other people to do the thing they could do which costs

00:11:24.680 a lot of money instead of just taking all the stuff anybody could do out of their calendar

00:11:29.080 which costs a little bit of money those little things just seem like so underneath anybody else

00:11:34.360 to do that they would just rather keep them because it makes them feel productive when it's

00:11:37.880 actually interrupting their energy and their ability to focus all those errands are running

00:11:42.200 around and all those little details and those hundreds of emails and all the calendar stuff

00:11:46.360 like just have somebody else deal with that so you can do the thing that actually makes money

00:11:50.280 which is doing the business part for customer whatever that is then that increases to make

00:11:55.960 you better to hire other team members to buy back more time so that you don't end up building a

00:12:00.200 business you grow to hate which brings us to number six which is to run the replacement ladder

00:12:04.200 When I moved to San Francisco in 2008

00:12:06.280 and saw these 20 year olds building billion dollar companies,

00:12:10.000 I asked myself, like, how did they learn to do this?

00:12:13.180 What's different about their philosophy

00:12:15.240 of building companies

00:12:16.320 that obviously I hadn't figured out at the time?

00:12:18.540 I realized it's the way they sequence their hires

00:12:20.600 to give them the most time back

00:12:22.460 at every stage of their business.

00:12:24.360 And this is when I came up with the idea

00:12:25.860 called the replacement ladder.

00:12:27.140 And it's all about hiring in what order

00:12:29.640 so that you as the owner end up building a business

00:12:32.560 that can grow without you.

00:12:33.880 And it's completely backward from how I used to build businesses.

00:12:36.700 At the bottom of the ladder, we have admin.

00:12:39.100 And maybe right now you're feeling a bit stuck in your opportunity to grow.

00:12:42.320 It's probably because you're still holding on to your email and your inbox.

00:12:46.120 And this is where if you let that go and have somebody else that you collaborate with to handle all these messages that are coming out throughout the day.

00:12:52.640 So that you can focus on delivering the value for the customer instead of getting caught up on administrative tasks.

00:12:57.840 That is a huge opportunity to get free.

00:13:00.140 The second rung on the ladder is delivery.

00:13:01.860 This is where you might be feeling a bit stalled

00:13:03.940 because you're like, I've got momentum,

00:13:05.680 but I can't seem to grow.

00:13:06.740 And it's probably because you have nobody

00:13:07.700 to help you with the customer.

00:13:08.960 And this is my favorite place to hire

00:13:10.740 because it allows me to do only the thing I can do

00:13:13.380 for the customer and have somebody else

00:13:15.200 that helps with onboarding and support.

00:13:17.300 The third rung of the ladder is marketing.

00:13:19.340 And this is where you might be feeling

00:13:20.860 a little bit of friction.

00:13:21.920 You're about to break off,

00:13:23.080 but you still can't grow consistently.

00:13:24.920 It's like up and down, up and down, feast or famine.

00:13:27.840 And the reason why is because when you have no business,

00:13:30.460 you start doing marketing to get more customers.

00:13:32.520 And then once you get customers,

00:13:33.600 you get too busy to do marketing.

00:13:35.100 So you stop doing marketing,

00:13:36.240 which means eventually you run out of customers.

00:13:37.880 What you wanna do is hire somebody

00:13:39.240 that can run a marketing system,

00:13:41.240 focus exclusively on traffic to your website

00:13:44.320 and the campaigns that they need to execute

00:13:46.560 to get you new leads and customers.

00:13:48.560 The fourth rung is sales.

00:13:50.260 And sales is where you start to feel some freedom

00:13:52.500 because at this point,

00:13:53.860 you have somebody else that's getting you leads.

00:13:56.600 You have somebody that's gonna now talk to those leads

00:13:58.520 and you have somebody who can onboard them

00:14:00.040 into your company while you're on vacation.

00:14:02.280 As long as those salespeople are dealing

00:14:04.160 with all the calls and all the follow-ups,

00:14:05.940 it is a beautiful stage to get to with only four hires.

00:14:09.500 The last hire is leadership.

00:14:11.220 And this is where we get into the feeling of flow,

00:14:13.780 but not if we don't hire the right leader.

00:14:16.360 And for me, that person needs to own strategy

00:14:19.020 and the outcomes.

00:14:20.180 How do we execute towards that goal?

00:14:22.200 And then do I own those outcomes,

00:14:24.980 the number, whatever it is.

00:14:26.640 Typically for most entrepreneurs,

00:14:27.720 They want to hire somebody around operations so they can get free of the running of the business so they can be more creative visionaries and work with their best clients.

00:14:35.940 The replacement ladder is one of the fundamental concepts that most entrepreneurs never learn.

00:14:40.580 And the truth is, is the most expensive thing in your business is anything that takes you away from making money.

00:14:45.180 Which brings us to number seven, which is to attract top talent.

00:14:48.360 Here's the truth.

00:14:49.040 You can't build a business on your own.

00:14:51.060 It takes other people.

00:14:52.260 This might sound controversial, but you build the people and the people build the business.

00:14:56.620 I remember one time I was working with a client

00:14:58.140 and they were absolutely torn with their team

00:15:01.440 because there were some underperformers.

00:15:03.380 There were people that started talking back.

00:15:05.180 One person was kind of running the business

00:15:06.800 and telling them that they knew better.

00:15:08.240 And they felt like they couldn't do anything

00:15:10.060 to change the situation because if they did,

00:15:12.140 the person would either quit or they leave

00:15:13.760 and they didn't have another option.

00:15:15.340 It was better to deal with the craziness

00:15:17.340 than it was to have a hole in the business

00:15:19.560 and not be able to make payroll.

00:15:20.880 So this is why I share with them

00:15:22.000 that they needed to build a talent engine.

00:15:24.520 And there's three core steps to make this engine work

00:15:27.340 so you never feel like you are hostage by your team.

00:15:30.320 The first part to the engine is acquiring talent.

00:15:32.980 See, most people don't realize

00:15:34.320 there's actually two funnels in a business. 1.00

00:15:36.640 There's the customer funnel and the talent funnel.

00:15:39.180 And if you can get the customers coming in

00:15:40.960 at the same pace as you hire the talent to deliver,

00:15:43.420 that's when business gets really fun.

00:15:45.240 And most businesses don't have a person dedicated to

00:15:48.440 or a contractor available to continuously hire

00:15:51.540 as the business grows.

00:15:52.860 And if you don't, it's gonna be hard for you

00:15:54.700 to let somebody go knowing that it's gonna take you

00:15:57.380 two, three, four, 12 weeks of trying to interview and hire

00:16:00.660 instead of just having a person dedicated to it

00:16:03.560 on your team or somebody you hire to manage that hiring.

00:16:06.600 So getting talent on the team should be something

00:16:09.100 you invest in and part of the business.

00:16:11.440 The game in business is how fast

00:16:13.120 you can source world-class talent.

00:16:15.220 People meet my team and they go,

00:16:16.580 what's this magical pond that you go fishing in

00:16:19.060 for these talent?

00:16:19.920 And I'm like, it's not magical, I just have a process.

00:16:21.860 I have a system for hiring.

00:16:24.280 Step two to the engine is training the talent.

00:16:26.760 If you get people on your team,

00:16:28.520 then you need to train them.

00:16:29.720 I remember one time a friend of mine said,

00:16:30.980 well, what if I spend all this time to train my team

00:16:33.240 and then they leave?

00:16:34.240 And I'm like, well, what if you don't and then they stay?

00:16:36.600 It's kind of funny, but it's true. 0.84

00:16:37.920 At the end of the day,

00:16:38.960 your ability to develop your talent as a leader

00:16:42.180 will unlock your business growth.

00:16:44.200 So that's why I'm a big fan of a few key strategies.

00:16:46.440 Number one is the camcorder method.

00:16:47.740 Any work I'm doing, I record

00:16:49.800 because I know someday I don't wanna be doing that work.

00:16:52.340 So then I'll have the recordings to give to somebody else

00:16:54.440 so that they can watch the recordings

00:16:55.840 and take over that work without me having to train them.

00:16:58.800 The other thing I like to ask myself

00:16:59.920 is what does a 10 out of 10 look like?

00:17:01.860 What's the criteria for the work

00:17:04.080 so that when I give somebody else the work to do,

00:17:06.340 they have this checklist of things they need to look for

00:17:08.940 to make sure that it's done to the right standard

00:17:10.740 that you would be happy with.

00:17:11.920 The third big idea is to have the team

00:17:14.140 create the standard operating procedures.

00:17:16.120 See, most business owners do it backwards

00:17:18.240 where they sit down for a weekend

00:17:19.480 and they write everything up to have a checklist.

00:17:22.020 Whereas when I give somebody a camcorder

00:17:24.100 or a recording of the work I was doing,

00:17:25.760 then I ask them to create the checklist

00:17:27.260 so I can see two things.

00:17:28.700 One, I get the work done, the checklist,

00:17:30.540 but I also get to see if they understood

00:17:31.960 what I was saying in the video

00:17:33.140 so it shows me if they got it.

00:17:34.720 Now, the overall hack when it comes to training

00:17:37.060 and coaching and really leveling up your team

00:17:39.280 is to focus on principles, not activities.

00:17:42.060 See, when somebody does something wrong,

00:17:43.380 I don't attack the thing they did wrong.

00:17:45.320 I ask myself, what principle did they violate?

00:17:47.480 this kind of like belief I have about how we should act.

00:17:50.220 And then I use the principle as the opportunity

00:17:52.520 to coach them up to a higher standard

00:17:54.780 because that principle will take care

00:17:56.280 about 15 other moments

00:17:57.940 that they might've done something wrong.

00:17:59.580 Instead of having to address

00:18:00.600 every time they did something wrong individually,

00:18:02.900 I just point to the principle.

00:18:04.180 The principle would be as simple

00:18:05.360 as we always keep our environment clean.

00:18:07.880 So then I don't have to talk about

00:18:09.020 all the different things where it's unclean.

00:18:11.000 There you know what the principle is.

00:18:12.160 Their environment, it's your environment, keep it clean.

00:18:14.100 The third stage of the engine is to retain talent.

00:18:17.220 The easiest way to do this is with asking them

00:18:19.460 a simple question that most people never ask,

00:18:21.680 what is their five-year goals?

00:18:23.340 And I always go to personal or professional.

00:18:25.600 I wanna know, yes, professionally,

00:18:27.400 how much money I'm making, what's your title,

00:18:29.640 like what's your vision for your life,

00:18:31.060 but also on the personal level, do you wanna buy a home?

00:18:33.740 Do you wanna be in a relationship?

00:18:35.100 What are some of the big goals personally you wanna do

00:18:37.360 so that you can understand them and explain to them

00:18:39.740 how your goals in your business

00:18:41.820 map to their goals for their own life?

00:18:43.660 Then they're personally motivated themselves

00:18:45.820 to become better so they can help the business,

00:18:47.960 but also indirectly help themselves achieve those goals.

00:18:50.740 So you need to ask them

00:18:51.740 where they see their life in the future

00:18:53.360 and then continuously remind them

00:18:55.140 how the work today aligns with their goals for themselves.

00:18:58.240 My favorite thing to tell my team

00:18:59.560 is work harder on yourself than you do in the job.

00:19:02.920 I want to invest in their development as a person

00:19:05.480 because I know that investment shows up in the work

00:19:07.740 because they see how the business creates the path

00:19:10.060 for them to be successful.

00:19:11.440 If you wanna learn where I spend 99% of my time,

00:19:14.060 click the link and I'll see you on the other side.

00:19:15.820 Thank you.

Dan Martell - September 13, 2024

How to Build a Business From $0 to $1M (the easy way)

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