Dan Martell - November 21, 2025


If I Wanted to Go From $0 to $10M in 12 Months, I’d Do This


Episode Stats

Length

26 minutes

Words per Minute

208.74477

Word Count

5,581

Sentence Count

338

Misogynist Sentences

2


Summary

Summaries generated with gmurro/bart-large-finetuned-filtered-spotify-podcast-summ .

Transcript

Transcript generated with Whisper (turbo).
Misogyny classifications generated with MilaNLProc/bert-base-uncased-ear-misogyny .
00:00:00.000 I became a multi-millionaire at 28 years old, but if I had to go back and make my first 10 million
00:00:04.700 dollars in the next 12 months, this is exactly what I do. And if throughout this video, you keep
00:00:09.460 thinking to yourself, 10 million dollars is insane, then I probably can't help you. But if you're one
00:00:14.120 of the select few who are willing to do the work, this video is your blueprint. So let's start with
00:00:18.760 month number one, do the money math. Before we can make 10 million, we need to break it down.
00:00:25.000 That way it makes it more realistic
00:00:26.500 because you could sell 100,000 things for $100.
00:00:29.820 That's like consumer level.
00:00:31.500 You could sell 10,000 things for $1,000 each.
00:00:34.800 That's usually what the small business transaction size is.
00:00:37.620 You could sell 1,000 things for $10,000 each.
00:00:40.880 That's usually mid-market.
00:00:42.200 Or you could sell 100 things for 100,000 each.
00:00:45.700 That's more enterprise level sales.
00:00:47.720 The whole idea I'm gonna teach you
00:00:49.080 is to sell less for more money
00:00:51.160 so that you have less work to do.
00:00:52.780 You hear this analogy all the time in sales
00:00:54.500 where it says, look, you can go hunt rabbits,
00:00:56.140 you can hunt deers, or you can hunt elephants.
00:00:57.960 Elephants get a lot of meat,
00:00:59.420 but you have a long sales cycle and they're hard to find.
00:01:02.600 It's more complicated.
00:01:04.200 Rabbits, you can get some of them,
00:01:06.300 but you don't have a lot of meat on the bone.
00:01:07.700 Whereas if you get a good deer or a buck,
00:01:09.720 that's what you wanna be aiming for.
00:01:11.260 This is why I love going mid-market.
00:01:13.020 They're easier to find, quicker to sell to,
00:01:15.360 they buy faster, and they have the highest price for effort.
00:01:19.040 If I wanted to make $10 million this year,
00:01:21.580 I would pick a mid-market opportunity,
00:01:24.900 meaning I would try to sell something
00:01:26.260 around $10,000 a transaction
00:01:27.980 because it's got more meat on the bone.
00:01:29.800 So I can sell less things for more money.
00:01:32.860 So now that you've got your math right, let's get focused.
00:01:36.280 Month two, pick the right business model.
00:01:38.700 The right business model can either make you or break you.
00:01:42.160 I've seen people be in business and go seven, eight,
00:01:45.680 12 years without ever making a million a year.
00:01:47.820 You can do 10 in your first year
00:01:49.560 if you choose the right model.
00:01:50.900 You know that saying that says
00:01:51.740 you don't bring a knife to a gunfight?
00:01:53.480 You have to choose your weapon of choice.
00:01:55.440 The wrong one can literally ruin you
00:01:57.300 no matter how skilled you are.
00:01:58.600 I had a buddy a long time ago, he had a design shop
00:02:00.660 and everything he did was custom.
00:02:02.640 And we sat down because he was struggling to grow.
00:02:05.320 He felt overwhelmed.
00:02:06.500 I had him do this, interview your clients
00:02:08.380 and ask them the simple question,
00:02:10.120 what did you pay for from us that created the most value?
00:02:13.320 It turned out out of all the work he did,
00:02:15.920 helping people figure out their brand strategy,
00:02:17.980 their messaging and their positioning,
00:02:19.100 way they called the dig was the most valuable thing they could do all we did was package his
00:02:25.180 service into a product and that allowed him to focus on his marketing his sales and his delivery
00:02:30.940 model so if you want to get to 10 million you need to lock in the right business model usually at
00:02:35.740 this point i get asked what are the business model that exists there's only really four one is you
00:02:40.300 sell a product that can be a physical product or a digital product two is you sell a service
00:02:44.940 and usually you're either selling time your time or somebody else's time or an outcome the third
00:02:49.980 is you sell knowledge this could be in the form of coaching consulting courses but essentially
00:02:55.180 it's information incredible margins but you obviously need to know what you're doing and
00:02:59.340 the fourth is you sell connection you get paid to connect people with each other but how do you pick
00:03:04.780 the best one number one is you have to match it to the money math so for example if i'm selling
00:03:10.860 enterprise okay 100 000 average deal size and i wanted to sell 100 of those to get to my 10 million
00:03:16.220 then it probably means i'm going to sell a high ticket service right let's think about security
00:03:20.860 audits or like some high price point thing or an enterprise software as a service right essentially
00:03:27.100 your money math has to tie to the business model the second part is you have to check the market
00:03:31.500 demand so ask yourself do buyers already spend money on this the amount of entrepreneurs that
00:03:37.340 make it up. Products, business models. Never asking, do people already spend money on this
00:03:42.820 and validate that only to like build a bunch of the business to then go talk to a potential
00:03:47.100 customer and have the person say, we would never do that or we'd never buy that is wild to me.
00:03:50.980 So skip that. You don't have time to waste if you want to get to 10 million in 12 months.
00:03:54.740 And third is you have to play to your strengths. So for example, if you're skilled, then you might
00:03:59.940 want to do like a service agency type thing. If you want to sell knowledge that works, but hopefully
00:04:05.220 you have credibility and results around the thing that you're going to sell. And if it's a platform
00:04:08.880 or product, well, that only works if you know how to scale those things. If you've never done it
00:04:12.740 before, you don't have the time to learn and try to get to 10 million in a year. If I wanted to
00:04:16.660 make 10 million this year, I'd pick a product-based business because it's easier to scale with a
00:04:21.660 service aspect so I can earn money while developing it. But we'll cover that later. All right, you've
00:04:26.760 got a business model. Now let's get ready to sell it. On month number three, here's what we're going
00:04:30.760 to focus on. Craft your offer. The difference between somebody that's struggling in business
00:04:35.740 and someone that can do 10 million in their first year comes down to their offer. Your offer isn't
00:04:42.220 what you sell. It's the way you package it, the value, the outcome, and the transformation your
00:04:48.380 customer can't ignore. Think of it like fishing. The product is your hook, but the offer is the
00:04:54.140 bait. If the offer is irresistible, the fish goes, it bites at the bait, but it's the hook that keeps
00:04:59.560 them in. I remember a founder, he was like, you know, I'm doing all this stuff. He's got this
00:05:03.200 marketing company. The problem is, is that his offer was too vague. It was like everything to
00:05:08.240 everybody. I was like, go back to your customers and find out what's the thing you do that is like
00:05:12.800 the most valuable. He came back to me and then we just recrafted his offer. We changed it from
00:05:18.240 we do marketing to we'll get you a hundred qualified leads in 90 days guaranteed, or we'll
00:05:23.720 work for free until we do. Within frigging weeks, he was closing more deals that he knew what to do
00:05:29.220 with. Why? Because the offer removed the doubt, it created urgency, and it promised a clear
00:05:35.660 transformation. So how do we make this happen for you so that you can get to 10 million this year?
00:05:41.100 We need you to craft an irresistible offer. And we'll do this in four easy steps. One,
00:05:46.780 have a clear promise. Nobody buys coaching or software. They buy the results. Ask yourself,
00:05:52.720 what is the transformation your client really wants and make the offer that name? Two,
00:05:58.080 include a risk reversal. If you can remove the fear, it makes the yes a no-brainer. My son the
00:06:04.840 other day bought a course. And as he's reading the FAQ, he literally says to me, dad, they have a
00:06:09.660 area where there's questions that people have asked. And somebody asked, is there a guarantee?
00:06:13.660 And they said, yes, a hundred percent money back guarantee if you don't get the results.
00:06:17.200 So I'm going to buy it. I'm like, cool. It removed his fear of it not working for him.
00:06:21.600 Number three, stack the value. See, the offer is the initial transformation, but I always ask myself,
00:06:28.060 What's like the next part?
00:06:29.840 What does a person get stuck on?
00:06:31.320 So I think about bonuses really overcoming objections.
00:06:34.460 So if they're like, oh, I won't have time to do this,
00:06:36.500 maybe one of your bonuses is a productivity tip
00:06:38.980 so that helps them overcome
00:06:40.240 that I don't have time to implement this.
00:06:41.920 Number four, we have to build scarcity and urgency.
00:06:44.580 The truth is selling is nothing more
00:06:46.520 than holding the hand of a buyer to cross a bridge
00:06:49.920 they're afraid to walk across.
00:06:51.480 So scarcity and urgency helps them make that decision.
00:06:54.420 So we have to have limited spots or some kind of deadline
00:06:56.740 or some capacity cap to force action.
00:06:59.180 But the key is, is it can't be a lie
00:07:00.800 and just get people to make a decision.
00:07:02.780 You have to have something that's exclusive.
00:07:04.580 So if you wanna make 10 million this year,
00:07:06.960 you need to design an offer that feels so unfairly valuable
00:07:10.900 that the customer couldn't help but say yes.
00:07:14.100 And to make this easy,
00:07:15.480 if you want my exact offer template
00:07:17.580 that you can copy and paste into your business,
00:07:20.280 just click the first link in the description
00:07:21.960 and I'll send it over to you.
00:07:23.380 So now that you got your offer,
00:07:25.020 let's just make sure that you deliver it
00:07:27.080 in a way that blows your clients' minds.
00:07:29.200 Which brings us to month number four,
00:07:31.160 under promise, but over deliver.
00:07:33.420 Imagine this, you go to a restaurant, super popular,
00:07:35.820 and they say, look, we can promise you a 30-minute wait
00:07:38.900 and then you're gonna sit down.
00:07:40.000 But within 10, you get your seats.
00:07:42.100 All of a sudden, something that was like a 30-minute wait
00:07:45.300 turns into like, that was awesome.
00:07:47.160 Even though the food hasn't hit the table,
00:07:49.000 you have a positive perception of this restaurant.
00:07:51.220 That's the power of setting expectations lower
00:07:54.120 and then knocking them out of the park.
00:07:56.200 One time I was coaching this guy named Max,
00:07:57.940 he had a software and he was getting in trouble
00:07:59.780 because he had this tendency to just overcommit.
00:08:02.600 You know, every time a customer would ask for something,
00:08:04.900 he'd be like, yeah, we're building it,
00:08:05.940 we're building it, we're building it.
00:08:07.180 Problem was is that he would always be delayed.
00:08:09.020 So I said, look, just reset the expectations.
00:08:11.140 Just acknowledge the feedback, thank them for it
00:08:13.860 and say, I'll share with the team.
00:08:15.280 So then all of a sudden now you made no commitment
00:08:16.960 to a timeline, but behind the scenes,
00:08:19.240 especially for your best customers,
00:08:20.860 you prioritize the feature in the roadmap,
00:08:23.040 app, which meant it got built faster. And then all of a sudden the customers, your favorite
00:08:27.060 customers are seeing things get shipped twice as fast than they expected. And the coolest part is
00:08:31.580 Max saw his NPS score, his net promoter score double in six months, which meant his customers
00:08:36.620 were referring people to him. These are three easy steps to apply this. The first is set
00:08:41.240 conservative promises. It's better to have an irresistible offer, but when people onboard
00:08:46.140 manage the expectations lower than what you can deliver, even if it's by a few days so that
00:08:51.580 you're always able to surprise and delight.
00:08:54.480 Number two, surprise with speed.
00:08:56.400 See, early delivery equals delighted customers.
00:08:59.100 So as soon as they come into your world,
00:09:01.020 I want you to do what's called a quick wins.
00:09:02.900 Write down all the ways you can get them a quick win.
00:09:05.180 My fitness coach, Alan,
00:09:06.540 has this thing called the 16-day cleanse.
00:09:08.420 That 16-day cleanse, on average, people release 14 pounds.
00:09:12.340 That is a quick win.
00:09:13.820 Number three is deliver more than promise.
00:09:15.980 So if you offer these bonuses,
00:09:18.200 what if you added an extra one?
00:09:19.720 if you said you get a call with one of your account specialists why don't you offer them
00:09:23.080 two calls or three calls maybe you send them an unexpected gift in the mail just to be like
00:09:28.520 thank you for becoming a customer handwritten notes go a long freaking way again if you wanted
00:09:33.880 to make 10 million dollars this year i would build trust by making every client feel like
00:09:38.600 they got 10x more than they paid for okay now you're delivering like a pro but if you want to
00:09:43.720 scale you can't do it all yourself which brings us to month number five buy back your time to scale
00:09:49.640 See, your business will not scale past
00:09:52.680 the constraints of your calendar.
00:09:54.200 If every dollar earned takes you more direct time
00:09:57.100 out of your calendar,
00:09:58.060 you will burn out way before you break 10 million.
00:10:00.780 I was coaching one of my private clients
00:10:02.520 and this person, no slouch, almost 100 million in revenue.
00:10:05.720 But when I audited his calendar,
00:10:07.680 he was spending 80 hours a week doing everything.
00:10:11.040 Every decision, even though he had talented people,
00:10:13.980 came back through him.
00:10:15.380 Bottleneck, bottleneck, bottleneck.
00:10:16.980 All we did was map out his calendar
00:10:18.880 and then just hired a support staff
00:10:21.280 at the early stage around him.
00:10:23.420 All of a sudden, he had 30 hours a week freed up.
00:10:26.160 And then he took that time,
00:10:27.320 he reinvested it into strategies around sales and marketing,
00:10:31.460 doubling the business without working more.
00:10:33.700 That is the power of buying back your time
00:10:35.440 when you understand where you're blocked
00:10:36.920 at the lowest level.
00:10:38.120 Imagine you own a factory
00:10:39.440 where you, the person, builds the whole product
00:10:42.840 all by yourself.
00:10:43.640 At first, no biggie.
00:10:44.920 You can take a little bit more time here and there
00:10:47.700 and you can just work longer hours to make it all happen.
00:10:50.280 But you wanna grow.
00:10:51.640 10 million is no small feat.
00:10:53.700 Well, all of a sudden now you need an assembly line
00:10:56.000 where different people train, do different things.
00:10:58.840 They handle different machines at different steps.
00:11:01.040 That way the factory can keep producing more
00:11:03.500 without dependent on only one person.
00:11:05.800 If you don't learn how to buy back your time,
00:11:07.840 you're that one person.
00:11:08.940 This is the buyback framework.
00:11:10.860 The first step is we have to audit your time.
00:11:13.220 You gotta look at your calendar and identify
00:11:15.360 What are the $10 tasks, stealing your time from working on tasks worth $10,000 or more?
00:11:21.340 If you look at 10 million a year and you divide it by 2000, that's the amount of hours within a
00:11:26.760 year. That's what the value of your time has to be worth. You have to show up and execute at that
00:11:32.600 level. Second is you have to transfer anything that doesn't feel incredibly valuable, that lights
00:11:37.540 you up, that makes you a lot of money to somebody else. The best way to do this is to eliminate it
00:11:42.380 or just delegate it.
00:11:43.500 You might struggle getting to the next level,
00:11:46.180 not because of adding more, but by getting rid of stuff.
00:11:49.380 You have to eliminate to move forward.
00:11:51.100 But if you delegate, let's delegate low value tasks first
00:11:54.320 because from a dollar investment,
00:11:55.920 it's the best use of your money.
00:11:57.440 And then third is we have to fill.
00:11:58.980 We have to fill the calendar with things
00:12:00.760 that are gonna grow your business, okay?
00:12:02.400 So this is where you go immediately to marketing more,
00:12:05.200 sales more, removing the bottlenecks in your delivery,
00:12:08.140 but also in you, in your leadership, in your mindset.
00:12:11.660 See, what I've discovered is people don't create $10 million.
00:12:15.200 They attract $10 million by becoming an attractive person,
00:12:18.480 meaning that you're somebody that people wanna work for,
00:12:20.920 partners wanna support you.
00:12:22.300 You're somebody that shows up regardless.
00:12:24.260 That discipline and consistency,
00:12:26.060 those are areas of reinvestment to fill your calendar
00:12:28.860 with developing those skills and showing up that way.
00:12:31.540 Again, if you wanna make 10 million this year,
00:12:34.360 you have to become obsessed over removing yourself
00:12:37.100 from low value work and buying back your time.
00:12:39.600 Now that you've freed yourself from all that busy work,
00:12:42.280 let's get AI working for you
00:12:43.840 so delivery scales without breaking anything.
00:12:46.240 Now we're going to month number six.
00:12:47.900 We have to systematize everything around delivery with AI.
00:12:51.360 Sometimes I feel like a broken record,
00:12:53.400 but if your business isn't using AI to deliver,
00:12:56.680 you'll just never get to 10 million.
00:12:58.380 It's impossible.
00:12:59.840 The cool thing is today I'm working with teams,
00:13:02.900 two people, fully deployed AI across the business,
00:13:06.060 10 million in revenue.
00:13:07.360 That is the new norm.
00:13:08.380 Think about it through the same lens
00:13:09.960 as that factory analogy we just used.
00:13:12.040 You're making a car.
00:13:12.980 It takes an engine, a body, four doors,
00:13:15.220 and four tires to make a car.
00:13:16.660 But you can only make one car per day
00:13:18.460 because you're doing everything yourself.
00:13:19.580 You could unblock yourself by hiring people,
00:13:21.460 but you know what's cooler is get some robots in there.
00:13:23.840 No human involved, no smoke breaks, no complaining.
00:13:26.960 24 hours a day, you can use AI in your business
00:13:29.380 and it needs to be if you wanna get to 10 million.
00:13:31.500 Now, where should you use AI?
00:13:33.220 That's where I go back to this concept
00:13:34.940 called the theory of constraints.
00:13:36.840 so you can figure out where to place AI inside your business.
00:13:41.120 Here's how it works.
00:13:42.340 Number one is we have to identify
00:13:44.180 the number one constraint or bottleneck in your business.
00:13:47.800 It could be in some aspect of marketing
00:13:49.900 where you're not generating enough leads
00:13:51.220 because there's a bottleneck in your conversions.
00:13:53.580 It could be in sales
00:13:54.560 where people are spending too much time doing follow-up
00:13:57.120 when you could maybe get the sale to happen on the first call.
00:13:59.840 We got to identify the one bottleneck
00:14:01.420 that if we fix it,
00:14:02.320 it would increase the throughput for the whole business.
00:14:04.560 Number two is you have to target the constraint.
00:14:07.380 I want you to focus on that one thing
00:14:10.680 and just absolutely attack it
00:14:12.780 and give yourself permission to ignore everything else.
00:14:15.820 Number three, solve the constraint using AI.
00:14:18.720 Look at AI automation, AI agents,
00:14:21.540 or intelligent workflows to 10X that weak point.
00:14:24.620 So not only do you solve it for the current throughput,
00:14:27.280 as the system grows, it never becomes a bottleneck again
00:14:31.000 because AI can scale as quickly as you ask it.
00:14:33.960 here's a couple quick ways that ai can solve constraints number one customer support bottlenecks
00:14:38.440 first place you should deploy them you should have ai as chat bots knowledge base articles
00:14:42.760 they should handle all frequently asked questions instantly number two is content and document
00:14:47.400 bottlenecks why are you creating standard operating procedures when you could just
00:14:51.080 ask it to create it based on all the world's knowledge and best practices if you want to
00:14:55.160 check out a tool that does this for you check out trainual.com you give it videos of you
00:14:59.400 recording stuff and it creates a whole standard operating procedure for you for free okay third is
00:15:04.360 any kind of delivery speed bottleneck so you can have project managers product managers monitor
00:15:11.000 deadlines assigned tasks and flag things for risk all through ai and the fourth is just quality
00:15:15.880 bottlenecks for me this is about auditing i can set up a listener to watch marketing ads listen
00:15:20.600 to sales calls talk to customers on my behalf through ai voice and phone calls and ask them
00:15:25.880 them for feedback, all without adding people to my team. If you want to make 10 million this year,
00:15:31.340 you have to become obsessed over implementing AI into your delivery process so scale feels easier,
00:15:37.140 not harder. So now that AI is working for you, let's start by hiring more help.
00:15:41.460 Month number seven, higher light, talent heavy. Most founders think scaling means building huge
00:15:47.480 teams. Wrong. Scaling means hiring fewer people, but they're freaking A players who can move
00:15:52.780 mountains, not a bunch of armies of B players who drain you. It's kind of like the Navy Seals. I want
00:15:57.900 a lean, elite, unstoppable team. They're specialized. They're the best of the best.
00:16:03.020 You can afford to pay for that. If you don't, you're going to pay for it. It's just in delayed
00:16:06.920 results. See, one founder I advise had over 40 employees and it was constant chaos. He cut three
00:16:12.880 quarters of his team, literally 30 people. He rebuilt his hiring strategy, got A players, got
00:16:17.740 culture fits. He scaled past the 10 million with just 15 world-class players. You got to think
00:16:23.280 revenue per employee, not team size. So here are four easy steps to hire to get to 10 million in
00:16:29.380 12 months. Number one, hire for the outputs, not the hours. I'm a fan of looking for proven results.
00:16:35.360 People's past performance will predict future results. Hiring people that come with playbooks
00:16:40.540 is a cheat code. Number two is use the scorecards. That way you define success before you hire them.
00:16:46.660 literally give them the scorecard and say hey when you join this is what i'm going to hold you
00:16:50.660 accountable to that way they know how to play the game number three is pay above market for a players
00:16:55.700 most people won't join your team to get rich they'll probably join because of culture and fit
00:17:00.740 and the freedom but you want to be able to pay above market so they can feel good about taking
00:17:05.380 some risks joining your early team to have them come in and flex their muscles to help you get to
00:17:10.100 that 10 million level number four is you've got to cut fast b players create drag don't hesitate
00:17:15.620 A players are undeniable.
00:17:17.500 They're drivers.
00:17:18.100 You're not going to wonder, is this the right person?
00:17:20.280 B players are the ones that are going to make you second guess yourself.
00:17:22.620 If you want to make 10 million this year,
00:17:24.480 you have to hire a small team of killers who could do the work of 10 each.
00:17:28.260 So now that you've got the talent strategy figured out,
00:17:30.360 let's build the engine that fuels real growth.
00:17:32.380 Month number eight, build a growth engine.
00:17:36.020 Revenue without predictability is gambling.
00:17:39.240 To hit 10 million, you need a growth engine,
00:17:41.780 a repeatable system that consistently drives lead sales and revenue without you guessing.
00:17:47.880 If you're wondering, will I hit my numbers this month? You haven't built what I'm talking about.
00:17:51.540 Think of it like a car engine. You don't push the car every time and wonder,
00:17:55.080 is it going to turn on? No. You push the button, the car starts every time. That builds trust,
00:18:00.040 it builds consistency, it builds predictability, which is how you grow your business. So there's
00:18:05.020 only three growth channels that you have to perfect. Number one is outbound. This is any
00:18:09.740 kind of outbound, tapping somebody on the shoulders, knocking on a door, having some rhythm
00:18:14.340 of salespeople, outbounding, messaging people, asking if they have these problems, seeing if
00:18:19.420 they want help to solve it. Very important. The second is inbound, creating content, showing
00:18:24.760 people that you know your stuff, case studies, educating the market, creating content that is
00:18:29.720 indexed by the search engine so people find you. That is the foundation for your growth engine.
00:18:34.580 And third is partnerships. And this is my favorite because if you do it right, you don't pay
00:18:39.640 anything until you get the customer. If you find somebody wants to do a joint venture, somebody to
00:18:44.060 be an affiliate for you or be a channel partner, they'll essentially support you to get in front
00:18:48.700 of their customers or get in front of the market, sell your service or product, and then you only
00:18:53.840 pay them after you collect the cash. That creates a very efficient growth engine. If you'd want to
00:18:58.400 make 10 million this year, I would lock in at least a dozen partners to promote for you and
00:19:04.640 ensure you have a strong inbound channel that builds credibility for yourself. Without it,
00:19:09.780 you won't be producing leads daily. You've got leads flowing in. Now let's turn them into paying
00:19:14.420 customers with a conversion machine, which brings us to month number nine. We got to create a
00:19:18.940 conversion machine. Conversions are the bridge from interest to income. If you want to make 10
00:19:23.980 million, your sales process has to feel like a machine. Predictable, reliable, and scalable.
00:19:30.020 It's kind of like that factory line I talked about.
00:19:32.460 Raw materials go in, finished products come out.
00:19:35.680 You don't want random outcomes.
00:19:37.240 You want consistent outputs.
00:19:38.980 Remember I was chatting with a guy on Instagram
00:19:40.540 and he was closing 10% of his leads.
00:19:42.420 I'm like, dude, that's kind of shitty.
00:19:44.380 So all we did was re-engineer the sales process.
00:19:47.140 I literally gave him like a simple script
00:19:49.320 to change the discovery to the closing sequence,
00:19:52.340 to preload objections, to make them obstacles.
00:19:55.720 Three months later, he circles back 30% close rates.
00:19:58.920 and obviously his revenue skyrocketed.
00:20:01.120 Why?
00:20:01.620 Because we built the machine.
00:20:03.000 So here's how you build a conversion machine.
00:20:05.020 Number one, you have to have a scripted sales process,
00:20:08.000 meaning that you never, ever talk to somebody,
00:20:11.340 today's sales call, where you don't follow a process.
00:20:14.000 Boom, boom, boom, boom.
00:20:15.620 I have a nine-step process
00:20:17.000 that I teach every one of my coaching clients
00:20:18.640 and if they deviate, I get upset
00:20:21.220 because pros don't do that.
00:20:23.420 When you have clarity around the process,
00:20:25.320 it builds your confidence to sell.
00:20:27.140 Number two is you have to train relentlessly.
00:20:29.660 A players rehearse, they practice.
00:20:31.700 That's why most professional sports team,
00:20:33.500 practice, practice, practice, play.
00:20:35.320 Rehearse, show up, close.
00:20:36.840 Number three, they automate the follow-up.
00:20:39.100 See, most sales are not made on the initial call.
00:20:42.340 They're made through the follow-up sequence.
00:20:44.360 If you build a value-based follow-up sequence,
00:20:46.840 you're gonna win the revenue.
00:20:48.300 Number four, you have to track metrics.
00:20:50.500 You need to know your closing rates, your cycle times,
00:20:53.180 how quick deals come together,
00:20:54.740 and how big the average deal size is
00:20:56.940 so you can do some predictability into your sales pipeline.
00:20:59.760 If you wanna make 10 million this year,
00:21:02.360 you have to become obsessed over building a sales machine
00:21:05.260 that turns every qualified lead into a customer.
00:21:08.080 So once your conversions are strong,
00:21:10.320 now it's time to stack the holy grail of business.
00:21:12.780 Month number 10, stack that reoccurring revenue.
00:21:15.980 One-time sales keeps you hustling.
00:21:18.520 Reoccurring revenue builds freedom.
00:21:20.540 At 10 million, you want revenue that stacks month over month
00:21:24.440 without starting from zero.
00:21:25.740 My brother used to hate it.
00:21:26.860 he'd sell houses. He's like, every year I start at zero. I sell software. I'm building a revenue
00:21:31.620 base. To do that, you need a subscription business. Think about it like a gym. They all
00:21:36.340 have subscription businesses built into it. Members pay every month, whether they send an
00:21:40.440 invoice or not. The beauty is that it's reoccurring, meaning the gym owner can stack that reoccurring
00:21:45.720 revenue and bank on it so they can make better decisions about how to grow the business.
00:21:49.780 The cool part is there's only four ways to create subscription revenue in your business.
00:21:54.120 The first one is to have a tool or a service
00:21:56.480 that people pay every month for,
00:21:57.980 like a software subscription or a gym membership.
00:22:00.840 Number two, retainers.
00:22:02.300 Think of it like for an agency business or consultants,
00:22:04.940 getting paid every month for the retainer service
00:22:07.220 to be available to answer questions.
00:22:09.080 Great way to create reoccurring revenue.
00:22:10.780 Number three is maintenance or support plans.
00:22:13.420 And this is all about upselling after you get the deal.
00:22:16.260 So you get the deal, you sell, maintenance or ongoing support.
00:22:19.480 Number four is communities and masterminds.
00:22:21.180 This is a great one because it's really easy to put together.
00:22:23.660 Customer comes in, you sell them into some kind of back-end community or mastermind,
00:22:27.960 make it exclusive, have them pay every month.
00:22:30.640 That creates that reoccurring base.
00:22:32.380 If you want to make $10 million this year, I would design your business model so that
00:22:36.100 at least 30% to 50% of your revenue comes in before the month even starts.
00:22:40.680 Reoccurring revenue gives you stability.
00:22:42.780 Now let's scale beyond yourself so you're not the ceiling.
00:22:46.180 Month number 11, you got to become the CEO.
00:22:49.000 If your business needs you to run the daily operations,
00:22:53.180 you don't own a business, you own a job.
00:22:55.540 The 10 million a year entrepreneur,
00:22:57.660 they've scaled beyond themselves
00:22:59.340 by becoming the architect, not the operator.
00:23:02.360 Think of it like a music producer.
00:23:03.720 They don't sing the song.
00:23:05.200 They sit there and they produce, they coordinate,
00:23:08.240 they instruct, they design the framework
00:23:11.140 for how to put the song together
00:23:12.440 and how it plays into the overall album.
00:23:14.780 That's how you wanna operate your business.
00:23:16.620 These are the three ways to invest in your business
00:23:19.480 to scale beyond yourself.
00:23:21.100 Number one, you have to build the brand of the company,
00:23:23.700 not you.
00:23:24.400 Like a lot of people get stuck in the business
00:23:26.100 because they're the thing they're selling.
00:23:27.800 You wanna make sure the business is marketed,
00:23:29.980 the business methodology, the business structure.
00:23:32.940 That's where you have to shine the light
00:23:34.760 on other people in the business.
00:23:36.520 We all saw Steve Jobs do this with Tim Cook
00:23:39.020 and then Tim Cook with his whole team at Apple.
00:23:41.580 Number two is you have to install leaders.
00:23:43.220 These aren't just managers.
00:23:44.540 These are literally people that lead departments.
00:23:47.280 The key is, is they own outcomes.
00:23:49.360 You don't tell them what to do.
00:23:50.600 They come to you with strategy.
00:23:52.160 They own the outcomes.
00:23:53.480 They're the ones that produce results.
00:23:55.380 They're drivers inside your business.
00:23:57.040 The third is you have to shift to a visionary role.
00:23:59.800 This means that your job is about the vision,
00:24:02.560 the money, and the people.
00:24:04.140 You give direction.
00:24:05.400 You should be talking 18 months into the future.
00:24:08.000 You're not handling the day-to-day details.
00:24:10.440 If you wanna make 10 million this year,
00:24:12.720 you have to make yourself replaceable in every aspect of the business.
00:24:16.740 So now that you've scaled beyond yourself, here's the final step.
00:24:20.660 Month number 12, package your business to sell.
00:24:24.320 Whether you plan to sell or not, you should build it like you will
00:24:27.580 because a business you could sell is an incredible business to own.
00:24:31.420 You have your standard operating procedures written.
00:24:33.440 You have a great recruiting process.
00:24:34.920 You have a great compensation strategy to retain your top talent.
00:24:37.840 You have a product that's killer.
00:24:39.220 You're an innovator.
00:24:40.180 You have the brand.
00:24:40.960 those are all things that buyers would love to pay top dollar for one time i had a client i was
00:24:45.860 coaching in sas academy and he didn't want to sell he's like look it's very profitable i want
00:24:49.940 to keep it but i want to make it easier to run so we just cleaned things up we created infrastructure
00:24:54.940 we deployed software to take care of financials in the crm and look somebody came along and made
00:25:00.020 him a nine-figure offer okay as much as he loved the profit he was making every month he also
00:25:04.480 realized he could take the rest of his life off and travel the world with his family so he decided
00:25:09.020 to sell so here are the three things you need to do to package your business for an exit okay one
00:25:13.980 we have to clean up the financials look most businesses have two sets of books they got the
00:25:18.300 real books and the books they give to the government for tax season clean it up just
00:25:21.900 make sure you're clear no messy books clear profit margins number two we have to remove the founder
00:25:26.940 dependency essentially the risk on you for the business to run it has to be able to run without
00:25:31.900 you so you just build the rhythms for planning and execution and hiring that way you can keep
00:25:37.100 getting better without you involved in the day to day number three we have to document systems a
00:25:41.660 repeatable documented checklist for every core area of the business the manuals the processes
00:25:47.900 the org charts like make it really clear and documented so a buyer could come in and understand
00:25:53.180 how to run your business even if they've never touched that industry before and if you execute
00:25:57.740 every month that's the 12-month playbook to get to 10 million each step compounds on the last one
00:26:03.900 And not only can you hit 10 million in revenue,
00:26:06.540 but you'll own a business that could run or sell without you.
00:26:10.020 If you made it all the way to the end, you're my kind of person.
00:26:13.380 Somebody that showed up, ready to learn, kept in it, didn't give up,
00:26:18.220 sounded insane, but hopefully you saw that I could deliver on my promise.
00:26:22.160 See, most people think you have to be right to start.
00:26:24.560 You just got to pick to start, right?
00:26:26.040 It's not about making the right decision.
00:26:27.560 It's about making the decision right.
00:26:29.540 And because you made it this far, make sure you download my offer template.
00:26:33.700 It's below in the first link in the description.
00:26:35.680 So you can implement that into your business today.
00:26:38.460 And if you want to learn what are the best
00:26:40.000 and worst businesses to start before 2026,
00:26:42.780 click here and I'll see you on the other side.