Dan Martell - November 21, 2025


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

Hosted by
Dan Martell
Mentioned
Tim Cook Steve Jobs Rehearse Problem Alan
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Length

26 minutes

Words per minute

208.74

Word count

5,581

Sentence count

338

Harmful content

Misogyny

2

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Toxicity

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Summary

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

If you want to get to $10 million in 12 months, this is the episode for you. I became a multi-millionaire at 28 years old, but if I had to go back and make my first 10 million dollars in the next 12 months I would do it in the same amount of time. But if you re one of the select few who are willing to do the work, this episode is your blueprint.

Transcript

Transcript generated with Whisper (turbo).
Misogyny classifications generated with MilaNLProc/bert-base-uncased-ear-misogyny .
Toxicity classifications generated with s-nlp/roberta_toxicity_classifier .
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. 0.99
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. 0.96
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. 0.76
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, 0.96
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.