If I Wanted to Go From $0 to $10M in 12 Months, I’d Do This
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Summary
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
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I became a multi-millionaire at 28 years old, but if I had to go back and make my first 10 million
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dollars in the next 12 months, this is exactly what I do. And if throughout this video, you keep
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thinking to yourself, 10 million dollars is insane, then I probably can't help you. But if you're one
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of the select few who are willing to do the work, this video is your blueprint. So let's start with
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month number one, do the money math. Before we can make 10 million, we need to break it down.
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because you could sell 100,000 things for $100.
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That's usually what the small business transaction size is.
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but you have a long sales cycle and they're hard to find.
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they buy faster, and they have the highest price for effort.
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So now that you've got your math right, let's get focused.
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The right business model can either make you or break you.
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I've seen people be in business and go seven, eight,
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I had a buddy a long time ago, he had a design shop
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And we sat down because he was struggling to grow.
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what did you pay for from us that created the most value?
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helping people figure out their brand strategy,
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way they called the dig was the most valuable thing they could do all we did was package his
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service into a product and that allowed him to focus on his marketing his sales and his delivery
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model so if you want to get to 10 million you need to lock in the right business model usually at
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this point i get asked what are the business model that exists there's only really four one is you
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sell a product that can be a physical product or a digital product two is you sell a service
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and usually you're either selling time your time or somebody else's time or an outcome the third
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is you sell knowledge this could be in the form of coaching consulting courses but essentially
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it's information incredible margins but you obviously need to know what you're doing and
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the fourth is you sell connection you get paid to connect people with each other but how do you pick
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the best one number one is you have to match it to the money math so for example if i'm selling
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enterprise okay 100 000 average deal size and i wanted to sell 100 of those to get to my 10 million
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then it probably means i'm going to sell a high ticket service right let's think about security
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audits or like some high price point thing or an enterprise software as a service right essentially
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your money math has to tie to the business model the second part is you have to check the market
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demand so ask yourself do buyers already spend money on this the amount of entrepreneurs that
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make it up. Products, business models. Never asking, do people already spend money on this
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and validate that only to like build a bunch of the business to then go talk to a potential
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customer and have the person say, we would never do that or we'd never buy that is wild to me.
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So skip that. You don't have time to waste if you want to get to 10 million in 12 months.
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And third is you have to play to your strengths. So for example, if you're skilled, then you might
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want to do like a service agency type thing. If you want to sell knowledge that works, but hopefully
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you have credibility and results around the thing that you're going to sell. And if it's a platform
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or product, well, that only works if you know how to scale those things. If you've never done it
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before, you don't have the time to learn and try to get to 10 million in a year. If I wanted to
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make 10 million this year, I'd pick a product-based business because it's easier to scale with a
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service aspect so I can earn money while developing it. But we'll cover that later. All right, you've
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got a business model. Now let's get ready to sell it. On month number three, here's what we're going
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to focus on. Craft your offer. The difference between somebody that's struggling in business
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and someone that can do 10 million in their first year comes down to their offer. Your offer isn't
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what you sell. It's the way you package it, the value, the outcome, and the transformation your
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customer can't ignore. Think of it like fishing. The product is your hook, but the offer is the
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bait. If the offer is irresistible, the fish goes, it bites at the bait, but it's the hook that keeps
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them in. I remember a founder, he was like, you know, I'm doing all this stuff. He's got this
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marketing company. The problem is, is that his offer was too vague. It was like everything to
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everybody. I was like, go back to your customers and find out what's the thing you do that is like
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the most valuable. He came back to me and then we just recrafted his offer. We changed it from
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we do marketing to we'll get you a hundred qualified leads in 90 days guaranteed, or we'll
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work for free until we do. Within frigging weeks, he was closing more deals that he knew what to do
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with. Why? Because the offer removed the doubt, it created urgency, and it promised a clear
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transformation. So how do we make this happen for you so that you can get to 10 million this year?
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We need you to craft an irresistible offer. And we'll do this in four easy steps. One,
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have a clear promise. Nobody buys coaching or software. They buy the results. Ask yourself,
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what is the transformation your client really wants and make the offer that name? Two,
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include a risk reversal. If you can remove the fear, it makes the yes a no-brainer. My son the
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other day bought a course. And as he's reading the FAQ, he literally says to me, dad, they have a
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area where there's questions that people have asked. And somebody asked, is there a guarantee?
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And they said, yes, a hundred percent money back guarantee if you don't get the results.
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So I'm going to buy it. I'm like, cool. It removed his fear of it not working for him.
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Number three, stack the value. See, the offer is the initial transformation, but I always ask myself,
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So I think about bonuses really overcoming objections.
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So if they're like, oh, I won't have time to do this,
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maybe one of your bonuses is a productivity tip
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Number four, we have to build scarcity and urgency.
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than holding the hand of a buyer to cross a bridge
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So scarcity and urgency helps them make that decision.
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So we have to have limited spots or some kind of deadline
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you need to design an offer that feels so unfairly valuable
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that you can copy and paste into your business,
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Imagine this, you go to a restaurant, super popular,
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and they say, look, we can promise you a 30-minute wait
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All of a sudden, something that was like a 30-minute wait
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you have a positive perception of this restaurant.
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he had a software and he was getting in trouble
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because he had this tendency to just overcommit.
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You know, every time a customer would ask for something,
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Problem was is that he would always be delayed.
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Just acknowledge the feedback, thank them for it
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So then all of a sudden now you made no commitment
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app, which meant it got built faster. And then all of a sudden the customers, your favorite
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customers are seeing things get shipped twice as fast than they expected. And the coolest part is
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Max saw his NPS score, his net promoter score double in six months, which meant his customers
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were referring people to him. These are three easy steps to apply this. The first is set
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conservative promises. It's better to have an irresistible offer, but when people onboard
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manage the expectations lower than what you can deliver, even if it's by a few days so that
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See, early delivery equals delighted customers.
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Write down all the ways you can get them a quick win.
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That 16-day cleanse, on average, people release 14 pounds.
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if you said you get a call with one of your account specialists why don't you offer them
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two calls or three calls maybe you send them an unexpected gift in the mail just to be like
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thank you for becoming a customer handwritten notes go a long freaking way again if you wanted
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to make 10 million dollars this year i would build trust by making every client feel like
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they got 10x more than they paid for okay now you're delivering like a pro but if you want to
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scale you can't do it all yourself which brings us to month number five buy back your time to scale
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If every dollar earned takes you more direct time
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you will burn out way before you break 10 million.
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and this person, no slouch, almost 100 million in revenue.
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he was spending 80 hours a week doing everything.
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Every decision, even though he had talented people,
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All of a sudden, he had 30 hours a week freed up.
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he reinvested it into strategies around sales and marketing,
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where you, the person, builds the whole product
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You can take a little bit more time here and there
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and you can just work longer hours to make it all happen.
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Well, all of a sudden now you need an assembly line
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where different people train, do different things.
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They handle different machines at different steps.
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What are the $10 tasks, stealing your time from working on tasks worth $10,000 or more?
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If you look at 10 million a year and you divide it by 2000, that's the amount of hours within a
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year. That's what the value of your time has to be worth. You have to show up and execute at that
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level. Second is you have to transfer anything that doesn't feel incredibly valuable, that lights
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you up, that makes you a lot of money to somebody else. The best way to do this is to eliminate it
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not because of adding more, but by getting rid of stuff.
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But if you delegate, let's delegate low value tasks first
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So this is where you go immediately to marketing more,
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sales more, removing the bottlenecks in your delivery,
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but also in you, in your leadership, in your mindset.
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See, what I've discovered is people don't create $10 million.
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They attract $10 million by becoming an attractive person,
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meaning that you're somebody that people wanna work for,
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those are areas of reinvestment to fill your calendar
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with developing those skills and showing up that way.
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you have to become obsessed over removing yourself
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Now that you've freed yourself from all that busy work,
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We have to systematize everything around delivery with AI.
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but if your business isn't using AI to deliver,
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The cool thing is today I'm working with teams,
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two people, fully deployed AI across the business,
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but you know what's cooler is get some robots in there.
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No human involved, no smoke breaks, no complaining.
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24 hours a day, you can use AI in your business
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and it needs to be if you wanna get to 10 million.
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so you can figure out where to place AI inside your business.
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the number one constraint or bottleneck in your business.
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because there's a bottleneck in your conversions.
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where people are spending too much time doing follow-up
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when you could maybe get the sale to happen on the first call.
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it would increase the throughput for the whole business.
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Number two is you have to target the constraint.
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and give yourself permission to ignore everything else.
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or intelligent workflows to 10X that weak point.
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So not only do you solve it for the current throughput,
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as the system grows, it never becomes a bottleneck again
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here's a couple quick ways that ai can solve constraints number one customer support bottlenecks
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first place you should deploy them you should have ai as chat bots knowledge base articles
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they should handle all frequently asked questions instantly number two is content and document
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bottlenecks why are you creating standard operating procedures when you could just
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ask it to create it based on all the world's knowledge and best practices if you want to
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check out a tool that does this for you check out trainual.com you give it videos of you
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recording stuff and it creates a whole standard operating procedure for you for free okay third is
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any kind of delivery speed bottleneck so you can have project managers product managers monitor
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deadlines assigned tasks and flag things for risk all through ai and the fourth is just quality
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bottlenecks for me this is about auditing i can set up a listener to watch marketing ads listen
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to sales calls talk to customers on my behalf through ai voice and phone calls and ask them
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them for feedback, all without adding people to my team. If you want to make 10 million this year,
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you have to become obsessed over implementing AI into your delivery process so scale feels easier,
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not harder. So now that AI is working for you, let's start by hiring more help.
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Month number seven, higher light, talent heavy. Most founders think scaling means building huge
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teams. Wrong. Scaling means hiring fewer people, but they're freaking A players who can move
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mountains, not a bunch of armies of B players who drain you. It's kind of like the Navy Seals. I want
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a lean, elite, unstoppable team. They're specialized. They're the best of the best.
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You can afford to pay for that. If you don't, you're going to pay for it. It's just in delayed
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results. See, one founder I advise had over 40 employees and it was constant chaos. He cut three
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quarters of his team, literally 30 people. He rebuilt his hiring strategy, got A players, got
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culture fits. He scaled past the 10 million with just 15 world-class players. You got to think
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revenue per employee, not team size. So here are four easy steps to hire to get to 10 million in
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12 months. Number one, hire for the outputs, not the hours. I'm a fan of looking for proven results.
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People's past performance will predict future results. Hiring people that come with playbooks
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is a cheat code. Number two is use the scorecards. That way you define success before you hire them.
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literally give them the scorecard and say hey when you join this is what i'm going to hold you
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accountable to that way they know how to play the game number three is pay above market for a players
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most people won't join your team to get rich they'll probably join because of culture and fit
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and the freedom but you want to be able to pay above market so they can feel good about taking
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some risks joining your early team to have them come in and flex their muscles to help you get to
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that 10 million level number four is you've got to cut fast b players create drag don't hesitate
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You're not going to wonder, is this the right person?
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B players are the ones that are going to make you second guess yourself.
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you have to hire a small team of killers who could do the work of 10 each.
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So now that you've got the talent strategy figured out,
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a repeatable system that consistently drives lead sales and revenue without you guessing.
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If you're wondering, will I hit my numbers this month? You haven't built what I'm talking about.
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Think of it like a car engine. You don't push the car every time and wonder,
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is it going to turn on? No. You push the button, the car starts every time. That builds trust,
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it builds consistency, it builds predictability, which is how you grow your business. So there's
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only three growth channels that you have to perfect. Number one is outbound. This is any
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kind of outbound, tapping somebody on the shoulders, knocking on a door, having some rhythm
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of salespeople, outbounding, messaging people, asking if they have these problems, seeing if
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they want help to solve it. Very important. The second is inbound, creating content, showing
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people that you know your stuff, case studies, educating the market, creating content that is
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indexed by the search engine so people find you. That is the foundation for your growth engine.
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And third is partnerships. And this is my favorite because if you do it right, you don't pay
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anything until you get the customer. If you find somebody wants to do a joint venture, somebody to
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be an affiliate for you or be a channel partner, they'll essentially support you to get in front
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of their customers or get in front of the market, sell your service or product, and then you only
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pay them after you collect the cash. That creates a very efficient growth engine. If you'd want to
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make 10 million this year, I would lock in at least a dozen partners to promote for you and
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ensure you have a strong inbound channel that builds credibility for yourself. Without it,
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you won't be producing leads daily. You've got leads flowing in. Now let's turn them into paying
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customers with a conversion machine, which brings us to month number nine. We got to create a
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conversion machine. Conversions are the bridge from interest to income. If you want to make 10
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million, your sales process has to feel like a machine. Predictable, reliable, and scalable.
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It's kind of like that factory line I talked about.
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Raw materials go in, finished products come out.
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Remember I was chatting with a guy on Instagram
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So all we did was re-engineer the sales process.
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to change the discovery to the closing sequence,
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Three months later, he circles back 30% close rates.
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Number one, you have to have a scripted sales process,
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today's sales call, where you don't follow a process.
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See, most sales are not made on the initial call.
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You need to know your closing rates, your cycle times,
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so you can do some predictability into your sales pipeline.
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you have to become obsessed over building a sales machine
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that turns every qualified lead into a customer.
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now it's time to stack the holy grail of business.
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Month number 10, stack that reoccurring revenue.
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At 10 million, you want revenue that stacks month over month
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he'd sell houses. He's like, every year I start at zero. I sell software. I'm building a revenue
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base. To do that, you need a subscription business. Think about it like a gym. They all
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have subscription businesses built into it. Members pay every month, whether they send an
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invoice or not. The beauty is that it's reoccurring, meaning the gym owner can stack that reoccurring
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revenue and bank on it so they can make better decisions about how to grow the business.
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The cool part is there's only four ways to create subscription revenue in your business.
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like a software subscription or a gym membership.
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Think of it like for an agency business or consultants,
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getting paid every month for the retainer service
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And this is all about upselling after you get the deal.
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So you get the deal, you sell, maintenance or ongoing support.
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This is a great one because it's really easy to put together.
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Customer comes in, you sell them into some kind of back-end community or mastermind,
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If you want to make $10 million this year, I would design your business model so that
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at least 30% to 50% of your revenue comes in before the month even starts.
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Now let's scale beyond yourself so you're not the ceiling.
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If your business needs you to run the daily operations,
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They sit there and they produce, they coordinate,
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These are the three ways to invest in your business
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Number one, you have to build the brand of the company,
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the business methodology, the business structure.
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and then Tim Cook with his whole team at Apple.
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These are literally people that lead departments.
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The third is you have to shift to a visionary role.
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You should be talking 18 months into the future.
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you have to make yourself replaceable in every aspect of the business.
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So now that you've scaled beyond yourself, here's the final step.
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Month number 12, package your business to sell.
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Whether you plan to sell or not, you should build it like you will
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because a business you could sell is an incredible business to own.
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You have your standard operating procedures written.
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You have a great compensation strategy to retain your top talent.
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those are all things that buyers would love to pay top dollar for one time i had a client i was
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coaching in sas academy and he didn't want to sell he's like look it's very profitable i want
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to keep it but i want to make it easier to run so we just cleaned things up we created infrastructure
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we deployed software to take care of financials in the crm and look somebody came along and made
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him a nine-figure offer okay as much as he loved the profit he was making every month he also
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realized he could take the rest of his life off and travel the world with his family so he decided
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to sell so here are the three things you need to do to package your business for an exit okay one
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we have to clean up the financials look most businesses have two sets of books they got the
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real books and the books they give to the government for tax season clean it up just
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make sure you're clear no messy books clear profit margins number two we have to remove the founder
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dependency essentially the risk on you for the business to run it has to be able to run without
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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
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repeatable documented checklist for every core area of the business the manuals the processes
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the org charts like make it really clear and documented so a buyer could come in and understand
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how to run your business even if they've never touched that industry before and if you execute
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every month that's the 12-month playbook to get to 10 million each step compounds on the last one
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And not only can you hit 10 million in revenue,
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but you'll own a business that could run or sell without you.
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If you made it all the way to the end, you're my kind of person.
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Somebody that showed up, ready to learn, kept in it, didn't give up,
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sounded insane, but hopefully you saw that I could deliver on my promise.
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See, most people think you have to be right to start.
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And because you made it this far, make sure you download my offer template.
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It's below in the first link in the description.
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So you can implement that into your business today.