Dan Martell - If I Wanted to Make $100K Before 2026, I’d Do This

00:00:00.000 If you wanna make 100K before the end of the year,

00:00:02.080 even if you're starting from zero,

00:00:03.420 you need to copy this strategy.

00:00:05.420 This is the exact playbook I use

00:00:07.040 to help my coaching client Timmer close eight deals

00:00:09.560 and collect $112,000 in six weeks.

00:00:12.800 But I have to warn you, if you follow this like he did,

00:00:15.300 people will literally accuse you

00:00:16.680 of faking your revenue screenshot.

00:00:18.280 So if you wanna change your bank account

00:00:19.760 before the end of this year, follow this and take notes.

00:00:23.220 Step number one, design your model.

00:00:25.240 Your business model is a profit engine.

00:00:27.340 You pick the wrong one, and you work forever. Pick the right one, and every sale throws off

00:00:34.040 cash. Most people can't grow their business because the business model they chose keeps

00:00:39.260 them stuck. It's kind of like having a compass versus a map. You could have all the will,

00:00:43.620 the energy, the desire, and you're moving forward. You have all the strength. That's

00:00:47.380 the compass. But without the right map, you literally can't find where you're trying to go.

00:00:51.360 Your business model is the map. So here's exactly how you design your business model.

00:00:56.040 The first thing is you have to price it

00:00:58.580 for the outcome, not your hours.

00:01:00.660 The best businesses don't charge for their time,

00:01:03.420 they charge for their outcomes.

00:01:05.160 Meaning if you have a team eventually,

00:01:06.840 they're the ones delivering what you sold,

00:01:08.600 that way you stay out of it because if not,

00:01:10.580 you bottleneck yourself to be able to grow.

00:01:12.920 Then productize your service.

00:01:14.860 People always go, you can't scale a service company.

00:01:17.280 Guess what?

00:01:17.860 You can.

00:01:18.500 Go look at the Fortune 500 companies.

00:01:20.480 Many of them are services, but they're productized services.

00:01:23.640 They sat down and said, here's the problem we solve,

00:01:25.820 here's our solution. How do we structure it? Everybody buys the same thing. Essentially,

00:01:30.060 it's one promise. It's productized service. It's systematized. Have you ever been to a

00:01:35.500 restaurant where you open up their menu and there's 17 different types of food? I'm talking

00:01:39.360 Italian, American, Chinese, all of it. That is a really hard business to scale. You want to pick

00:01:45.440 one thing that people want, and then you either do a done for you, meaning they pay you and you

00:01:50.840 do the whole thing, or a done with you, meaning they pay you and you help them implement with

00:01:55.320 them either or is productized because they're still buying that one thing from you. Every time

00:01:59.860 you niche down to the product, and then you go find the customers that want that exact same thing

00:02:04.780 every time. Otherwise, every new customer adds a ton of complexity and you'll never be able to

00:02:09.480 scale. Lastly, sell to rich customers. Small businesses are small because they can't find

00:02:15.260 more valuable customers. The idea of selling things to rich people is one of the simplest

00:02:20.240 ways for you to scale. And you think, well, how do I do that? Because I don't know any bigger

00:02:24.480 companies, trust me, just ask. You literally just message them and say, hey, do you guys have this

00:02:29.920 problem? Here's what I do. We do logo design. Do you have a portfolio? Here it is. Perfect. We're

00:02:34.180 actually working on a new product. We need a logo for it. That's how it works. The mid-market customer

00:02:39.260 is so much better to sell to than the small business customer because small businesses

00:02:44.480 value money more than time. And if you're selling to them, they're going to haggle you for the

00:02:49.780 dollars. They're going to have unrealistic expectations for the little amount of money

00:02:53.940 that they're willing to pay to have that problem solved.

00:02:55.980 Whereas a rich customer, one that's bigger, a mid-market,

00:02:59.300 they have no problem.

00:03:00.440 They'll just pay you upfront.

00:03:01.540 You could say, hey, it's 50% deposit.

00:03:03.140 They're like, yeah, that sounds good.

00:03:04.780 Because they value time and quality over money.

00:03:08.700 So it could be everything from logo design

00:03:10.580 and then making sure that you implement it

00:03:12.260 into their social media.

00:03:13.580 It could be AI automation

00:03:15.080 and making sure that they have support

00:03:16.780 in case they wanna tweak

00:03:17.740 or change anything you built for them.

00:03:18.980 It could be implementing a software tool

00:03:21.660 to make a team more productive

00:03:23.320 and then them paying you more

00:03:25.020 so that you coach and train their team

00:03:26.980 for the rest of the year.

00:03:28.240 It's the service you sell plus the coaching or the support.

00:03:31.340 That's what makes it more valuable.

00:03:32.900 So if you wanna make 100K before the end of 2025,

00:03:35.920 take the concept of a productized service

00:03:38.480 plus some coaching to support them.

00:03:40.700 And now you can sell your service

00:03:42.020 between 10,000 to 12,000 in the first transaction,

00:03:45.660 meaning you only need eight to 10 clients and you're there.

00:03:48.560 That's one client per month.

00:03:50.600 And if you did that, you'd crush your goal.

00:03:52.540 Now that your product's locked in,

00:03:54.860 it's time to design your offer.

00:03:56.520 Step two, build a one-page offer.

00:03:59.040 Your offer is not your website.

00:04:01.300 It's not even what you say you sell.

00:04:04.100 It essentially should be distilled

00:04:05.760 into one page that sells the result.

00:04:08.640 People wanna buy your transformation.

00:04:10.700 They don't wanna buy your product.

00:04:12.240 You think all the bells and whistles

00:04:13.700 is what makes them impressed?

00:04:15.340 No, they wanna hear that the problem they have

00:04:17.820 and your benefits to your product is what they're buying.

00:04:20.320 How clear is the value?

00:04:21.880 How believable is it?

00:04:23.200 Did you put credibility indicators?

00:04:24.900 That offer sheet has to sell the person

00:04:27.940 without you saying a word.

00:04:29.120 If you do this right, and I'll teach you how,

00:04:31.260 it's a game changer for revenue.

00:04:32.880 Think about the perceived brand.

00:04:34.880 Do you want to be a fine dining restaurant

00:04:37.500 that comes across as like refined and high value

00:04:41.320 and the experience and people that you're selling to

00:04:44.060 don't care about the price

00:04:45.240 because they're there for the quality?

00:04:47.040 Or do you wanna be IHOP, right? 0.99

00:04:48.820 where you sell literally volume of sugary crap 0.98

00:04:52.620 that takes a lot of people in the back kitchen 1.00

00:04:54.540 to figure out and your menu is about 17 times larger.

00:04:57.960 Less options when you're starting

00:05:00.000 and you wanna scale fast, it reduces confusion

00:05:02.600 and it makes buyers buy easier

00:05:04.740 because there's no other options.

00:05:06.500 Here's my rule, a confused mind never buys.

00:05:09.420 If you ask me what I do and I say, well, it depends,

00:05:12.380 guess what, you lost me.

00:05:13.640 If I ask you what you do and you say,

00:05:15.260 we designed the best logos in the world for small businesses,

00:05:17.480 well, that's cool because I'm a small business

00:05:19.320 and I hate my logo.

00:05:20.920 See how clear that is?

00:05:22.280 A confused mind never buys.

00:05:24.220 You have to make what you sell crystal clear.

00:05:26.860 For example, Timmer, who was having a hard time

00:05:29.200 trying to sell his marketing services

00:05:30.620 because essentially he was saying we do marketing help,

00:05:33.600 all we did was change it to we guarantee a 30% increase

00:05:37.660 in AI search result rankings in 90 days or your money back.

00:05:41.820 Same skills, clear promise,

00:05:44.040 and he closed a 12K client in 48 hours.

00:05:46.420 So here's how you create this one-page offer for yourself.

00:05:50.280 First off, we have to agitate the pain and create a promise.

00:05:54.500 Think about it in a sales conversation.

00:05:56.220 Are you ever worried your team's gonna make a mistake

00:05:57.920 that's gonna cost you more money

00:05:59.280 than you pay them annually to have them employed?

00:06:01.740 See what I did there?

00:06:02.720 I agitate the pain.

00:06:04.220 The promise is the opposite of whatever that is.

00:06:06.840 The promise is, what if you could hire anybody

00:06:09.740 and have a system that they follow

00:06:11.540 that would make it impossible for them to make a mistake?

00:06:13.680 I'm asking another follow-up question

00:06:15.820 that creates the promise. That is your offer sheet. The second part is we need a three-step

00:06:21.040 plan and milestones with dates to let the person know we got this. See, the more detailed the plan,

00:06:27.620 the more you're communicating that you've done this before, you understand it, you're the expert,

00:06:31.900 not their timeline, your timeline. That way they feel guided and supported. It doesn't matter if

00:06:38.240 you sell modifications to high-end cars, plumbing, logo design, AI, SEO. This process applies to

00:06:46.900 everyone. Having a three-step plan and milestones with dates communicates you're an expert. And the

00:06:52.280 reason we have a three-step plan, not 17-step plan, is you want to make it easy. You want to make it

00:06:56.820 simple. So lead with your best stuff. If you've got 17 things, pick the three that you think aligns

00:07:02.720 with the pain and the promise and just put that in there. The rest of it, guess what? They'll

00:07:06.980 discover it once they buy from you, which just makes them more excited because you under committed

00:07:11.560 and then you over deliver. Then we have to offer two options to buy. Why two? Because we have to

00:07:17.320 price anchor the actual offer. One option is going to be really expensive. The reason why it makes

00:07:24.300 the thing you actually want to sell seem like a steal. So for example, if you sell a 10, $12,000

00:07:30.360 item go five times more. You know, let's say it's a hundred thousand dollars. So you sell a hundred

00:07:36.080 thousand dollar product, you sell a hundred thousand dollar offer or service, and it's more

00:07:41.260 than what they really need. Or we have this other option. That's your second option, which is all

00:07:47.240 the things they wanted. That becomes the no brainer offer. Whereas the really highly priced one is

00:07:53.500 very a la carte, very white glove, very custom. And most people are like, look, I get that sounds

00:08:00.540 really fancy and attractive, but I'm okay paying this price because it's actually what we need.

00:08:05.400 That's more scalable. That one is there just to make this one seem cheap. So for example,

00:08:10.720 my brother sells homes. When he presents the home, let's say the home he wants to sell them

00:08:14.880 is a million dollars. He presents the three to $4 million home where the furnishings are literally

00:08:20.220 from europe and the yard is like a half million dollar build out of landscaping and the doors

00:08:27.220 are made with mahogany and like see what i'm saying he goes i have that option which i think

00:08:32.420 could be really interesting i don't really know if you're willing to stretch your budget that much

00:08:36.120 but then we have essentially what you asked us to do and that price is only a million dollars see

00:08:41.320 it's only a million dollars and a million is not cheap so it's only a million dollars because it's

00:08:45.680 the second option that makes a three to four million dollar just anchor this one a lot better

00:08:49.580 You can apply this to any business

00:08:51.620 and you will get more sales for your actual product

00:08:54.400 that you wanna sell just by having a price anchor.

00:08:57.080 And then last but not least,

00:08:58.720 you have to have a call to action in your offer

00:09:01.000 so that it is easy for somebody to say yes.

00:09:04.040 You could have a checkout page that goes to a deposit

00:09:06.860 and it make it really simple.

00:09:08.760 Again, my brother sells houses on his iPad.

00:09:11.400 There's a button, they click the button.

00:09:13.380 It goes into a credit card form with the client.

00:09:16.180 They put in the credit card details

00:09:17.620 to put their deposit to lock in their home.

00:09:19.580 Even though the home has to go to the bank

00:09:21.040 and get the mortgage approved and all that stuff,

00:09:22.820 there's a $5,000 non-refundable deposit

00:09:25.220 that just sets a commitment.

00:09:27.800 Too often, I see entrepreneurs talk to somebody.

00:09:30.740 They say, I love it, I'm in, I wanna do this.

00:09:33.480 And then they go, cool, I will follow up with an email,

00:09:36.640 with a proposal, and then we can talk next week

00:09:39.460 to make sure that we set up your payment.

00:09:41.540 And then all of a sudden, they get ghosted

00:09:43.480 because the person in the moment was ready to do the thing

00:09:46.720 and then they went back to their life and got busy.

00:09:49.060 If you just do the call to action in the offer doc

00:09:52.220 to make it simple for somebody to say yes,

00:09:53.940 you will make money.

00:09:55.180 If you want my exact one-page offer template

00:09:57.640 that I've used to sell tens of millions of dollars,

00:10:00.060 just click the link in the description

00:10:01.480 and I'll send it over.

00:10:02.740 So now that your offer is dialed,

00:10:04.860 it's time to talk to people.

00:10:06.180 Step number three, talk to strangers.

00:10:08.300 I know your parents said, don't talk to strangers.

00:10:10.100 I'm telling you, talk to a lot of strangers.

00:10:11.840 Why?

00:10:12.860 Because the more hands you shake, the more money you make.

00:10:16.960 Today, it's never been easier than ever to make money

00:10:20.900 if you just talk to people.

00:10:22.580 There's almost 2 billion people on the internet

00:10:26.300 connected over this thing called social media

00:10:29.000 that you can use to get in front of people

00:10:31.720 to chat with them.

00:10:32.540 I've personally sold over $3 million in 11 months

00:10:36.000 on Instagram, DMing people on the back of my boat.

00:10:40.140 I still do it today.

00:10:41.500 I love to chat with people in the DMs.

00:10:43.420 If you message me on Instagram, guess what?

00:10:45.400 I'm gonna reply.

00:10:45.980 is this dan ai no this is dan why do you do this then you have so many followers i just like people

00:10:52.420 i like seeing if i can be helpful i'm really good at it i ask the right questions i get clarity most

00:10:57.680 people don't like to waste my time and guess what i have a team that monitors and if somebody wants

00:11:01.800 to drag their feet and not be responsive it gets kicked over to them so i don't mind but it is me

00:11:06.020 in the dms please don't over complicate this i mean the other dad's with my buddy mike and we're

00:11:11.060 having dinner. And I just was like, bro, just send a hundred DMs. Here's the format. Just send it.

00:11:16.700 And he sent those DMs and he closed six clients in 72 hours. No calls all over chat with a stripe 1.00

00:11:23.240 link. Now I know you're thinking I can't do that in my industry. I have coached 4,000 people to do

00:11:29.700 it in every industry, every small business, every big business, mid-market enterprise SMB. It's how

00:11:37.180 people want to buy today because they don't even want to get on a call. Schedule a call to have a

00:11:41.920 conversation when they're already in the DMs. You are in your Facebook Messenger. You're in your

00:11:46.820 email. You're in your text messages. You're in your Instagram DMs. Your clients are also there.

00:11:51.500 Talk to them. So here's how we sell by chat. The first thing, golden rule, can't skip it,

00:11:56.020 never miss it, opens. Always chat with the people that follow you. I call it an open because it's

00:12:01.120 an open-ended question. They follow you. You message them. Are you here for the content or

00:12:06.360 are you looking to grow your business? That's what I ask them because that's what I help people do.

00:12:10.140 The key is you always end on the thing you want to help them with. Are you here for the videos?

00:12:14.980 Are you looking for help with your kids? Are you here for the content? Are you looking to add mods

00:12:19.720 to your car? Are you here for the funny stuff or are you looking to buy your first home? No,

00:12:24.660 actually, I just talked to you in the hallway at this event and I just wanted to say hi. Oh,

00:12:28.820 Bob, how's it going? Let me know if you ever decide to buy a house. Until then,

00:12:32.520 great to have you as a follower. It sounds so simple. People don't do it. And they're sitting

00:12:37.660 on piles of money in their followers. I had a fitness guy had over a million followers and

00:12:44.120 could not afford to quit his job. He was working a day job. He was passionate about fitness. He

00:12:48.620 was sharing videos and he couldn't bring himself to quit his job because he didn't know how to

00:12:53.480 make money. I said, have you considered just talking to the followers? So what would I say

00:12:58.200 to them. And I taught him this. Well, he spent the next three days, I think he almost got divorced

00:13:02.500 because he was just in love chatting with people. It never occurred to him. So then we have to

00:13:07.760 qualify them. We have to ask questions to let us know, are they the right fit for us? My rule when

00:13:13.060 I'm trying to sell something is I don't even know if I can help you. That's the frame. So can I ask

00:13:17.460 you a few questions? Of course. Tell me where you're at right now. If I sell business coaching,

00:13:21.820 tell me about your revenue. What about your team? What's the impact you're trying to have?

00:13:25.060 Then the third part is I need to know what their goal is.

00:13:28.020 What are their goals?

00:13:28.860 What are they looking to accomplish?

00:13:30.660 I always like to use a 12-month or a one-year focus.

00:13:33.440 Then I'll just ask them, in a year,

00:13:35.560 what are your targets around revenue, team,

00:13:38.440 kind of the impact you wanna have?

00:13:39.980 One of my favorite questions to ask is,

00:13:42.080 imagine we were getting together in one year

00:13:44.180 and we're meeting up at your favorite restaurant

00:13:46.060 and we were celebrating the past year

00:13:48.420 because we worked together

00:13:49.300 and you just got a lot of stuff done.

00:13:51.480 What would we be celebrating?

00:13:52.580 That's just a fun, assumptive, forward-looking question

00:13:56.720 to get somebody already on board

00:13:58.620 with actually working with you.

00:14:00.320 You can use it for logo designs and HVAC and selling homes.

00:14:04.540 This applies to everything.

00:14:06.100 Then we have to go to the gap.

00:14:07.880 The whole point of a sale, it only happens in the gap.

00:14:11.700 The gap between feeling the pain they're feeling today

00:14:14.500 about not doing anything and the promise that you sold

00:14:17.600 and what it could feel like.

00:14:19.280 When you get them connected to the pain

00:14:21.860 and then you stretch the gap to what they want,

00:14:24.840 the possibility, their vision, their future,

00:14:26.940 that's called the buying zone. 0.98

00:14:28.460 The center is where the sale happens.

00:14:31.020 Some people might come in and they're overconfident

00:14:33.160 about their abilities to solve the problem themselves.

00:14:35.240 So you gotta ask them questions and get them over here.

00:14:37.580 Some people are underconfident.

00:14:39.120 You gotta build them up.

00:14:40.780 You do that with questions.

00:14:42.420 The right question moves the person

00:14:44.400 closer to the buying zone, stretches the gap,

00:14:46.900 and that is where the sale's made.

00:14:48.340 These are the three quick rules

00:14:49.720 that I always tell my clients to follow.

00:14:51.860 Number one, short messages.

00:14:53.820 Essentially, chat as if you're a teenager

00:14:56.060 and it's just short and sweet.

00:14:58.180 Nobody wants to read paragraphs.

00:14:59.720 They wanna just interact and scan.

00:15:01.480 So always end with a question

00:15:02.820 so that you keep the communication flowing.

00:15:05.080 I like to aim for about like nine messages

00:15:07.160 before I drop the offer, meaning nine back and forth.

00:15:10.320 So really diving in, seeing if I can even be helpful,

00:15:13.540 giving them examples of other people we worked with

00:15:15.500 just like them.

00:15:16.580 And the last one is we have to test the commitment.

00:15:18.520 Asking somebody over chat on a scale of one to 10,

00:15:20.700 Is this a now thing or a later thing?

00:15:23.180 And they go, yeah, it's probably a later thing.

00:15:26.400 Perfect.

00:15:27.240 Go back to the pain.

00:15:28.840 Try to quantify it.

00:15:30.140 Have them communicate.

00:15:31.240 What would that mean to your life

00:15:32.460 if you continue to make the decision you're in right now?

00:15:35.580 Too often, people aren't willing

00:15:37.480 to really help the person get clarity around the impact

00:15:41.160 that not changing is having on their life.

00:15:43.900 And it's in the lack of you willing to do that

00:15:46.620 that loses you the opportunity to serve the person.

00:15:49.480 And you think, well, it's not really my business

00:15:51.880 to tell them or ask them that stuff.

00:15:53.780 No, it actually is.

00:15:55.260 You have to act differently.

00:15:57.140 You have to test the commitment.

00:15:58.620 And if you wanna do this before the next six weeks,

00:16:01.040 you're gonna have to go pro, no amateur hour.

00:16:03.500 Short messages and always end with a question.

00:16:06.000 So now that they're leaning in,

00:16:07.820 it's time to get them to buy.

00:16:09.500 Step number four, make the offer.

00:16:11.780 All the money in the world is made in the offer.

00:16:14.700 And more specifically, the follow-up.

00:16:17.060 That's where the fortunes are.

00:16:18.100 Like most people make an offer

00:16:19.560 and then they just like let the person ghost them.

00:16:21.980 No, no, no.

00:16:22.820 Think about it.

00:16:23.660 Pizza is best served hot.

00:16:26.020 See, you know that.

00:16:27.060 If you wait too long, nobody wants it.

00:16:29.100 We wanna get it to them when it's hot

00:16:30.820 and you don't wanna delay

00:16:31.980 and your inability to ask for the deal,

00:16:34.920 it's what's causing the issue.

00:16:36.000 The other day I was talking to my buddy.

00:16:37.340 He had two people he was talking to.

00:16:38.840 One person, he said,

00:16:39.920 here's the two options I've got with a checkout link

00:16:42.220 and he got ghosted.

00:16:43.300 The other client he talked to,

00:16:44.440 he said, here are the two options with the checkout link,

00:16:46.400 followed up after 30 minutes,

00:16:48.620 Question mark.

00:16:49.520 Followed up, 60 minutes, client paid in full that day.

00:16:52.480 What's the difference?

00:16:53.600 People get busy.

00:16:55.160 Help them solve the to-do list problem

00:16:58.000 by just being on top of it.

00:17:00.000 Your inability to wanna feel pushy

00:17:02.300 is stopping you from serving people.

00:17:04.320 Fortunes are made in the follow-up.

00:17:06.100 The first part, it's a one-pager.

00:17:08.160 It's got everything in there.

00:17:10.060 It talks about the pain, it makes it irresistible,

00:17:13.080 it's clear, it's got the checkout link

00:17:15.280 and it's got the packages and the price.

00:17:17.500 Again, don't forget,

00:17:18.680 you can download my template below in the description.

00:17:21.320 Just click the link and I'll send it over to you.

00:17:23.220 But that we have to have.

00:17:24.440 The second part is what I call a two-part close.

00:17:26.880 Once I send it to them, I send it and I say,

00:17:29.340 let me know if you have any questions

00:17:31.080 or if you're in, just reply in.

00:17:33.820 Because the second part is the assumptive close

00:17:36.100 and I always wanna end on that.

00:17:37.840 If they have questions, they'll ask the questions.

00:17:39.600 But changing your language will increase your close rates

00:17:42.320 by just with the confidence you're assuming

00:17:44.700 they're gonna move forward.

00:17:45.520 The final part is the follow-up ladder.

00:17:48.160 Write this down.

00:17:49.020 We wanna go 30 minutes, question mark,

00:17:51.660 60 minutes, are you still there?

00:17:54.000 The next morning, just wanted to bump this,

00:17:57.140 24 hours, did something happen?

00:18:00.040 Three days, did I do something wrong?

00:18:03.080 Seven days, did I just get ghosted?

00:18:06.320 Now, I like to be playful and fun in my follow-up,

00:18:09.720 so you can do whatever you want,

00:18:11.700 but go 30, 60, next morning, 24 hours, three days,

00:18:14.420 seven days and you will close more deals. Now, if they pay you, you can just skip to step six.

00:18:20.240 But if they don't, it's time to overcome some objections. Step five, overcome objections. Now,

00:18:26.000 here's something powerful to understand. If you bring up their objections before they do,

00:18:30.620 it's called an obstacle. It's way easier to deal with an obstacle than an objection. And you do it

00:18:36.000 early, you're qualifying them. So that's why we say test the objection. For example, have you put

00:18:40.200 a budget aside for X result. Have you talked to your business partner about this? Having all the

00:18:45.480 things you know they bring up in the objections early on negates it so they can't use it later.

00:18:50.860 Do you understand how powerful that is? But if it does show up after, here's how to overcome those

00:18:54.900 objections. These are the objections you hear all the time. I don't have the money. I don't have the

00:18:59.060 time. I want to do it myself. I need to talk to my partner. I got to think about it. Not now. Or they

00:19:05.380 goes to you. This is where selling actually starts. So here's my framework for overcoming

00:19:10.100 any objections. The first step is to acknowledge. They say it's too expensive or I can't afford it.

00:19:16.020 You say, makes sense. I'd ask the same. Totally fair. It's non-combative. Do not push back and

00:19:22.300 say, actually, it's really cheap. Don't say stuff like that. Literally say, totally hear you. That's

00:19:27.700 fair. I'd ask the same thing. You dissolve them pushing back on you. Step two is you isolate the

00:19:33.040 objection. Oftentimes they'll say it's this when it's actually something else. So I like to go

00:19:37.440 beside this. Is there anything else in the way? That way you get rid of all the game of whack-a-mole

00:19:43.040 of objections they could play. And we isolate the one. If they list more than one, pick the real one,

00:19:48.620 which matters most. Step three is to clarify. When you say that, the money, the time, wanting to do

00:19:55.340 it yourself, what do you actually mean? Now, I know you might think you know what they mean, but just

00:19:59.540 sit back and let them answer. Get the simple facts. I'm not debating with them. I want to hear

00:20:04.860 what they mean by that statement. Step four is the reframe to the outcome, right? So I might say

00:20:10.360 something like, well, the goal you mentioned is this outcome by this date. That's why we do it

00:20:15.640 this way. Wouldn't this pay for itself? And then you ask them and they go, hmm, yeah, I guess it

00:20:21.560 would pay for itself. Perfect. Step five is offer a simple path. Give them two options, but tie it

00:20:27.580 the words they use okay it's called echoing the sale the best way is you say this here are two

00:20:32.860 ways we could do this which feels right to you option one not spend any money and keep getting

00:20:38.380 the same results again echoing the words that they use when you say those results option two

00:20:43.500 invest the money and make it back in 30 to 60 days they're probably going to say option two

00:20:49.100 perfect step six is close with a question it's the assumptive close want me to drop the link

00:20:54.300 should we lock in your spot assume they're ready to move forward and then silence is the ultimate

00:21:01.420 closer get the deal move on now with people buying again six weeks 100k it's time to deliver on your

00:21:08.620 promise step six deliver with a system system stands for save yourself time energy money and

00:21:15.980 stress if you sell something and you want to scale it up fast you have to make sure your fulfillment

00:21:21.020 or your delivery is simple, easy, and repeatable.

00:21:25.260 That way, client wins creates more sales.

00:21:28.020 It kind of builds on itself.

00:21:29.500 I remember a while ago,

00:21:30.300 I was chatting with somebody on Instagram

00:21:31.580 and they told me their process and it was messy.

00:21:35.160 All they did was change their whole process

00:21:37.580 into five-step checklist that got the client a win

00:21:41.400 in the first seven days.

00:21:42.860 And then that person wrote about it,

00:21:44.900 which got them two more clients

00:21:46.680 because they got the win early

00:21:48.280 because they had a checklist to get results.

00:21:50.380 So here's how you systematize your delivery.

00:21:53.360 These are literally the five easy steps

00:21:55.440 that every business can use.

00:21:56.900 The first one is we have to set up a kickoff call.

00:21:59.860 A kickoff call after a purchase helps everybody feel good.

00:22:04.680 You go over and you recommit what they want,

00:22:07.060 you talk about how you're gonna deliver,

00:22:09.100 and it's really for both people to get on the same page.

00:22:12.560 Step two is gather all the inputs.

00:22:14.760 Gather every asset, every piece of information

00:22:17.220 you're gonna need to start the work to be successful.

00:22:20.760 Don't gather it as you're moving along.

00:22:22.680 Step three is you have to get it built.

00:22:24.880 Ship the first deliverable, whatever you sold.

00:22:27.160 As soon as you can get a client a win as fast as possible,

00:22:30.020 ideally in five days, but commit to seven

00:22:32.400 so that you over-deliver when you get it to them in five.

00:22:35.160 Step four is review.

00:22:36.780 Every day, I want you to review with your team or yourself,

00:22:40.200 how am I moving every client forward?

00:22:42.160 If you do that every day, it will keep the momentum.

00:22:44.500 them. Number five is you have to get them a real win. I talked about this in the first step,

00:22:49.060 but I always think about when I get a new client is what's the time to first value, TTFV. And I

00:22:54.960 can define that and essentially they feel it. As soon as they give me a win, guess what I do with

00:22:59.960 that? I ask them if there's anybody else like them that I might be able to serve because I'm asking

00:23:04.000 for a referral. Here's the way I like to ask. I say, hey, you've been getting great results so

00:23:08.400 far. I appreciate you showing up as a great client. I have a question. Who are the one or two people

00:23:12.980 that you feel would be a great fit for this program as well.

00:23:15.740 It's not, do you have one or two?

00:23:18.120 It's literally, who are one or two?

00:23:20.060 That one little tweak in language

00:23:22.140 will get you a ton of referrals.

00:23:24.640 Whew, that was a lot.

00:23:26.780 But that was exactly how I'd make 100K

00:23:29.860 in six steps over the next six weeks.

00:23:32.280 Now, I don't want you to just watch this,

00:23:34.400 but actually take action.

00:23:36.200 Write it down below, make a commitment.

00:23:38.200 What are you gonna sell?

00:23:39.320 What's your offer?

00:23:40.500 How are you gonna start having chats

00:23:41.860 with people that could buy?

00:23:43.260 Are you committed to always asking for the sale?

00:23:45.780 Are you gonna do the work?

00:23:47.060 Or are you just gonna use this as another thing

00:23:49.320 that you feel like I've collected some knowledge,

00:23:52.100 some shelf help, I feel good,

00:23:54.520 but I put it on the shelf and it doesn't really help you?

00:23:57.580 Let's not do that.

00:23:58.660 I need you to actually implement what I just taught.

00:24:01.320 One piece, one offer, do something.

00:24:04.520 But this could be the next six weeks,

00:24:06.840 your chance to make 100,000.

00:24:08.540 And remember, if you want my one page offer template,

00:24:11.220 it's below in the description. Just click the link and I'll send it over. And if you want to

00:24:15.280 know how to 10X your business without adding any new clients, click here and I'll see another side.

Dan Martell - November 04, 2025

If I Wanted to Make $100K Before 2026, I’d Do This

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