Dan Martell - If I Wanted to Make My First $100K⧸Month, I’d Do This

00:00:00.080 Going from zero to 100K a month

00:00:02.200 isn't about grinding harder,

00:00:03.480 it's about following a proven blueprint.

00:00:05.760 By just watching this video till the end,

00:00:07.440 you'll know exactly how to get to your first 100K

00:00:10.000 and potentially even more.

00:00:11.560 My first two businesses failed,

00:00:12.880 not because I didn't work hard,

00:00:14.520 but because I didn't know the right steps.

00:00:16.720 And once I figured it out,

00:00:18.000 I built and sold three multimillion dollar companies,

00:00:20.680 and now I've helped thousands of business owners

00:00:22.600 just like you through these exact steps.

00:00:24.720 So today, I'm gonna show you what to sell,

00:00:27.240 who to sell it to, how to sell it,

00:00:29.200 and more importantly, what to do once you do all that.

00:00:31.720 Go get a pen, go get something to write in,

00:00:33.740 and write it down.

00:00:34.840 So let's start with the most important part

00:00:36.480 on figuring out what to sell, doing the money map.

00:00:39.320 There's five ways that we can do this.

00:00:40.860 First off, is we can sell one person 100K.

00:00:44.720 The other option is we do 10 people for 10K.

00:00:48.220 Then we have the option to do 100 people for 1K,

00:00:51.900 and then follow along, we can do 1,000 people for $100.

00:00:56.560 Or the last option, the fifth,

00:00:58.100 is we can go 10,000 people for $10.

00:01:03.780 When I look at one person at 100K,

00:01:06.680 I've got concentration risk, I've got one client.

00:01:10.320 It usually requires me to have a lot of skills.

00:01:12.620 Then on the low end, I've got 10,000 people.

00:01:15.260 It's like, I only know six people.

00:01:16.780 How am I supposed to get 10,000 people

00:01:18.200 to give me 10 bucks?

00:01:19.120 That's gonna be really hard.

00:01:20.480 Then I look even at $100 at 1,000 people per month,

00:01:24.080 that feels like a lot of work,

00:01:25.500 so that's not gonna work.

00:01:26.560 And then I've got 10K, which seems like a lot.

00:01:29.980 I don't like that one as much either.

00:01:31.620 What I like is something in the middle.

00:01:33.360 You wanna be more than a K, less than 10K.

00:01:37.040 So at minimum, start with a thousand a month offer.

00:01:40.940 Have something that you can charge.

00:01:42.620 If you're trying to have every conversation

00:01:44.640 turn into a customer,

00:01:46.180 then you don't wanna be spending a lot of time

00:01:47.860 talking to a thousand customers.

00:01:49.800 That's bad.

00:01:50.520 You wanna get to at least a hundred, selling them a thousand.

00:01:52.980 That's how we get to a hundred thousand a month.

00:01:54.600 And look, you can do this money math

00:01:55.820 with whatever your goal is,

00:01:57.260 but we're trying to get to 100K a month.

00:01:59.540 So now we know what our price is,

00:02:01.160 but we still don't know what you're selling,

00:02:02.820 which takes us into the next step,

00:02:04.020 finding the product or service.

00:02:05.560 We need to understand,

00:02:06.400 what do people actually spend money on?

00:02:08.720 There's only three things.

00:02:09.780 One is time.

00:02:11.220 If you can help me buy back my time,

00:02:13.300 I got unlimited capital.

00:02:14.780 The second is money.

00:02:16.540 The easiest thing to sell in the world is money.

00:02:18.720 That's why people sell sales training

00:02:20.280 is like the easiest thing ever.

00:02:21.860 It's like, do you wanna make more money?

00:02:23.100 Pay me some money, make me more money.

00:02:24.920 Easy peasy.

00:02:25.520 The third, and nobody thinks about this, is status.

00:02:28.300 Think about luxury brands, associations.

00:02:31.460 People will pay extra to sit at the front of a room

00:02:34.040 at an event.

00:02:34.860 People will drive certain cars,

00:02:36.100 wear different watches to have status.

00:02:38.320 Pro tip, if you're charging 1,000 plus per month,

00:02:41.580 then you wanna sell it to business owners.

00:02:43.260 Usually small business owners can make decisions quickly

00:02:45.540 because all three of them matter to them.

00:02:47.940 So how do you figure out what is the offer,

00:02:51.340 the product or service that you can wrap up

00:02:53.540 to solve these problems that people are gonna buy.

00:02:56.420 For this, I like this framework called the Ikigai.

00:02:59.080 It is a Japanese philosophy

00:03:01.380 that talks about four specific things.

00:03:04.700 We gotta figure out what you love

00:03:07.200 because if you don't love it,

00:03:08.940 you'll probably stop doing it.

00:03:10.040 The second thing is what are you good at?

00:03:12.520 And for me, the question I like to ask myself

00:03:14.680 is what do people tell me I'm good at?

00:03:16.680 Most of us discount our skills, our experience,

00:03:19.240 the stuff that we know about.

00:03:20.360 We're just like, everybody knows this.

00:03:21.980 No, they don't.

00:03:22.620 The third is what is the world that need?

00:03:25.420 This is my world drawing.

00:03:27.300 Because if you can figure that out,

00:03:28.360 you can make a lot of money.

00:03:29.680 I like to go online.

00:03:30.780 I like to figure out what people are searching for.

00:03:32.440 I like to see what topics are trending.

00:03:34.020 And the fourth, most important, is what will they pay for?

00:03:38.200 See, I know a lot of people that love to do this thing,

00:03:40.860 but nobody's willing to pay for it

00:03:42.420 because it's a nice to have, not a must have.

00:03:44.640 And at the middle of all these things,

00:03:46.720 this is the sweet spot.

00:03:49.440 This is where you find the thing

00:03:52.000 you can do for the rest of your life

00:03:53.620 that could literally make you millions.

00:03:55.740 Now, here's a pro tip.

00:03:57.160 We've talked about services business.

00:03:58.540 We've talked about product businesses.

00:03:59.920 The truth is, the easiest thing to start

00:04:01.700 is a service business.

00:04:02.840 But the mistake is to do a bunch of custom work

00:04:05.020 because now you're just selling your hours

00:04:06.760 and there's no leverage.

00:04:07.700 Stay away from that.

00:04:08.860 Then you have products, things like apps, courses, software.

00:04:12.360 The challenge with products is that they're very expensive.

00:04:14.780 Takes a lot of time to build them.

00:04:16.340 That is risky.

00:04:17.300 So what I like to do is do a service,

00:04:19.200 but package it like a product.

00:04:20.720 What are people willing to pay for that they need that I can do? And now I create a product.

00:04:26.440 I create a little package of things and it has different features. And I do one, two, and three

00:04:31.700 every time for the customer so I can get them smiling because that productized service means

00:04:37.320 that each one of these steps, I can make them better. And the cool part is that if you have

00:04:41.680 a service that you know how to do really well, and it's a productized service over time, you'll

00:04:46.360 be able to turn that into a product and fund it from the money you got paid to do the work

00:04:50.560 with the client. So when you're trying to figure out your service, look at it through the lens of

00:04:54.400 the icky guy and then figure out, does it meet these filters? If we need an example, let's build

00:05:00.400 an AI voice agent that we can sell to local businesses. You can do your own thing. I'm going

00:05:06.040 to use this for the rest of the example so you can see how I unpack it, create the offer, do some

00:05:10.240 cold calls, and show you what I would do next once I build all of that. So now you know what you're

00:05:13.820 selling, you know how much you're charging, and you know how many clients you need. Next, we need

00:05:18.000 to put it together and build an offer.

00:05:20.080 And what it does,

00:05:20.640 it takes everything we've outlined so far

00:05:22.720 and it puts everything into a single place

00:05:24.920 where you can present it to a potential buyer.

00:05:27.060 Now, the key is don't sell the work, sell the outcome.

00:05:31.160 Don't say, I do marketing for $1,000 a month.

00:05:33.500 Say, I will get you 10 new clients a month.

00:05:35.660 Features tell people what it is,

00:05:36.960 but outcomes actually sell.

00:05:38.880 Let's look at the offer, okay?

00:05:41.720 Because there's two parts to this.

00:05:43.040 The first part is we need to understand

00:05:44.320 how to price things properly.

00:05:45.880 See, most people make the mistakes

00:05:47.480 of not having options.

00:05:49.480 What you wanna sell is $1,000 a month offer, okay?

00:05:53.240 We wanna sell one thing for 1K a month,

00:05:55.800 but we need to have a lower tier offer

00:05:57.600 that they might want that makes your life really easy.

00:06:00.440 And then we have to have a higher tier offer

00:06:02.100 where it looks massively expensive.

00:06:04.480 So in this situation, $1,000 a month,

00:06:06.520 we're gonna go to a $500 a month option,

00:06:10.280 but it's do it yourself.

00:06:12.680 It's essentially all the playbooks

00:06:14.320 that you would use internally to do this for the client,

00:06:16.860 but they can just do it themselves.

00:06:18.440 Now, the people you're talking to,

00:06:19.720 hopefully they don't want just more information.

00:06:21.680 They want to pay you to solve the problem.

00:06:23.940 Then what you do is you have your high-end offer,

00:06:25.940 which is 10 times the price, okay?

00:06:28.400 Where you go 10K per month.

00:06:30.820 But in that scenario, you do everything for them.

00:06:33.520 The middle tier is where you teach it

00:06:35.040 and you work with their team so that over time,

00:06:37.300 they essentially can pay you every month on retainer,

00:06:39.560 but you want to have them do it, okay?

00:06:41.900 You need these as decoys to get them to purchase the center

00:06:45.500 because what I want to do is sell a lot of these.

00:06:48.380 I want to sell 100 of those every month

00:06:50.940 to get to my 100K, so these are just decoys.

00:06:53.480 It also makes the price seem so much cheaper

00:06:55.920 because it's 10 times more expensive.

00:06:57.680 It makes it look like a steal.

00:06:59.400 Now, how do we design the offer?

00:07:01.280 What are we actually giving to the potential buyer?

00:07:03.460 How do we explain it?

00:07:04.700 Well, surprise, surprise, we're gonna use AI.

00:07:08.440 Now, what I'm gonna share with you though

00:07:10.140 is that there is a format for every offer

00:07:12.380 that it must follow.

00:07:13.800 You're gonna open up the AI of choice.

00:07:16.240 You're gonna give it everything

00:07:17.740 that we've talked about so far, okay?

00:07:19.920 You've gone through the icky guy.

00:07:21.520 You understand time, money, status, just talk to it.

00:07:25.340 Then you give it this prompt.

00:07:27.020 I've also added it below in the description

00:07:28.620 so you can make it really easy to copy and paste.

00:07:31.060 Build the offer for my productized service,

00:07:33.580 including every element of a great offer.

00:07:35.820 The outcome is what we're getting them,

00:07:37.840 which is an improvement in their business.

00:07:39.400 The deliverable is what they're gonna expect from us

00:07:42.060 every week, every month.

00:07:43.180 The price is what it is.

00:07:44.720 And I like to call these the investment.

00:07:46.900 And then the risk reversal is saying,

00:07:48.600 look, we guarantee 10 new leads a month.

00:07:50.560 We guarantee one automated process

00:07:52.440 is gonna save you 10 hours a week.

00:07:53.860 And then the urgency is telling them,

00:07:55.640 look, I only have capacity to add five new clients

00:07:57.880 every month and I've got 20 calls just like this this week.

00:08:00.580 Did you wanna lock in your spot?

00:08:02.080 All I need right now is $1,000 deposit.

00:08:04.840 It just gives them more reason to take action now

00:08:07.220 instead of a, oh, I'll get back to you

00:08:08.920 or let me think about it or worse.

00:08:10.360 Hey, why don't you send this over to me in an email

00:08:12.200 and I'll review it with my team.

00:08:14.160 No, I'll tell you why,

00:08:15.400 because they're just going to take that

00:08:16.360 and go shop it around on you.

00:08:17.760 You did all the heavy lifting,

00:08:18.960 you gave them the offer,

00:08:19.800 you made this beautiful document,

00:08:21.220 and then they take that and they go,

00:08:22.620 hey team, what do you think?

00:08:23.480 And they're like, oh, my buddy Bob does this.

00:08:24.800 We should hire Bob.

00:08:25.720 And they give the plan to Bob.

00:08:27.100 Don't do that.

00:08:27.660 Then you got to ask it to build your premium

00:08:29.100 and entry-level pricing tiers.

00:08:31.060 Make my core offer look like an absolute steal.

00:08:33.880 And finally, tell it,

00:08:35.080 send it to me as an offer doc

00:08:36.280 that I can send over chat as a link

00:08:38.300 and a pitch deck for sales calls.

00:08:39.880 My favorite part is ask me any question you need to get total clarity.

00:08:43.960 That is a pro move.

00:08:44.800 That's called reverse prompting.

00:08:45.840 Most people never teach you that, but that is why you are here to learn.

00:08:50.180 And look, the difference between an offer doc and a pitch deck,

00:08:53.080 the offer doc is copy written words to help walk the person through the offer

00:08:58.340 so that they get excited through the offer doc to buy.

00:09:01.380 The pitch deck is the high level elements.

00:09:03.840 And then you're going to use your words to present the pitch deck.

00:09:06.480 whereas the offer doc does all the talking for you

00:09:09.640 because it's in the document.

00:09:11.300 Now with everything you have here

00:09:12.880 and what we just discussed,

00:09:14.280 you now have everything you need to go to the market

00:09:16.420 and start making money.

00:09:17.580 And look, even if you have a business

00:09:18.960 but you wanna go to like 100K or a million a month or more,

00:09:22.440 this stuff still works.

00:09:23.660 But if you want my full playbook,

00:09:25.360 everything from my sales script to my offer templates,

00:09:28.460 all of it, it's in my sell by chat playbook.

00:09:30.700 So just find me on Instagram

00:09:31.700 and DM me the word YouTube SBC for sell by chat

00:09:34.940 and I'll send it right over.

00:09:35.800 so everything we've done so far covers the question what do we sell now that we know that

00:09:41.300 let's move on to who do we actually sell to create demand nobody's waiting for you you have to go and

00:09:47.840 create potential leads there's only two ways to do it first we got to talk about inbound how do we

00:09:53.000 get people to come to you to reach out to you say hey i heard about this how do you help people the

00:09:58.880 other one is outbound. Outbound is when you go to them. You can literally go from zero revenue

00:10:06.660 using an inbound and outbound strategy to making a ton of money. And the coolest part is once you

00:10:12.200 do this, you validate your offer, you start to build some momentum, and now you can start to

00:10:16.320 see how this business can get to that 100k a month. Don't make the mistake I did. When I started my

00:10:20.900 first company, it's called Maritime Vacation. My dad wanted a cottage listing. I knew how to code.

00:10:25.380 i thought okay i'm just going to build a website for my dad but i took it too far and then i built

00:10:29.780 a whole app and i sat there for months coding this whole solution i built the product remember i told

00:10:34.580 you not to do that and when i launched guess what crickets now when i launch a company for example

00:10:39.380 when i started flow town i started with a blog and i invested in the content to build inbound

00:10:45.540 and eventually it did over 350 000 unique visitors driving 50 000 customers for our product instead

00:10:51.460 of sitting there and just spamming people i actually learned how to give away my best stuff

00:10:55.780 to get customers to lean in to ask me hey what else do you have here's how we build both engines

00:11:00.980 the first thing is understand that getting inbound leads means that we talk about the pain in the

00:11:06.100 market and the hack is this in your offer document that the ai put together it talks about every

00:11:12.100 deliverable give it all away i want you to go through your document and look at all the things

00:11:17.300 you're going to do for somebody so if i'm selling ai automation they're probably frustrated about

00:11:21.540 like what's the model right pain number one what model should i use pain number two could be how

00:11:25.860 do i use this tool there's all these different pains and they're in your offer dock because

00:11:29.940 that's how you get people to want to buy from you now here's the key i want you to go into ai and

00:11:34.740 ask you this specific question give me 10 nuance and observable problems your customer if you're

00:11:41.300 selling the hvac companies or small businesses has around each of these pains and you give it

00:11:46.820 all the different pains it's essentially an infinite content glitch because what it'll do

00:11:50.660 is it'll give you the specific scenarios that are observable and felt by your potential customer

00:11:57.460 and then what you do is you create content around solving those problems but you start with the

00:12:02.100 hooks if i can explain my customers pain better than they can explain to me i'm the expert what

00:12:07.220 i want you to do is give away everything you know how to do which you might be going well dan if i

00:12:12.100 do that then what are they going to pay me for this is the cool part what you get paid for

00:12:16.900 is actually the sequence of implementation and steps that goes from zero step one which could be

00:12:23.060 just like let's audit what you're doing today to step 100 let's automate and set this whole thing

00:12:27.540 up see that sequence is what people pay you for but what you do in your content is you scramble

00:12:33.060 it so you might go to pain a one pain b two right and you go through all these different pain buckets

00:12:41.300 so that it's your internal process,

00:12:43.320 your checklist for how you actually do

00:12:44.900 the productized service,

00:12:45.980 but you're giving it away in your content.

00:12:48.340 I do this all the time.

00:12:49.500 I take my best stuff, I give it away.

00:12:51.640 I just told you about my sell-by-chat playbook.

00:12:53.600 All of it's there, everything.

00:12:55.160 But if you watch my videos,

00:12:56.500 it's teaching people how to overcome their problems,

00:12:58.600 just like this video.

00:12:59.980 The information of how you do what you do should be free.

00:13:03.080 Now we go to outbound.

00:13:04.500 Most people make the mistake

00:13:05.640 of just starting cold calling people.

00:13:07.740 I don't start there.

00:13:09.020 First off, I go to your phone.

00:13:11.720 If you open up your phone right now and go count,

00:13:14.540 how many contacts do you have in your phone?

00:13:16.660 I bet it's more than you think.

00:13:18.180 It might be 100, it might be 200.

00:13:20.200 I know some people have done this

00:13:21.460 and there's 20,000 contacts.

00:13:23.020 That's 20,000 people are gonna help you in your business.

00:13:25.820 Then what you do, second step,

00:13:27.700 is you ask past the person.

00:13:30.540 If the person you're talking to is here,

00:13:32.720 you ask them if they know anybody that have the problem.

00:13:36.660 them. What's interesting is you'll ask past the person and they'll go, yeah, me. And you're like,

00:13:41.700 oh, funny. Let's talk. Or better yet, they'll refer some people. They'll give you some names

00:13:47.240 of folks that might need that. And then when I reach out to them, I use that person's name to

00:13:51.860 say I was talking to Bob. Bob said I should reach out to you. And the reason why is I do this for

00:13:56.100 people just like you. Is that something you have a problem with? On top of all of that, if you get

00:14:00.400 stuck, go to your trusty AI and just say, build me a list of 100 people who need my services.

00:14:05.260 Get their phone number, their email,

00:14:07.280 anything you have for contact.

00:14:08.720 And that's just a great backup for you

00:14:10.420 to start making phone calls

00:14:11.720 if you run out of contacts in your phone.

00:14:13.720 And what's really cool is there's tools like SocialSweep

00:14:16.060 that will analyze all of your social connections,

00:14:18.440 including your emails, extract all the contacts

00:14:21.160 and put it into an address book

00:14:22.800 where you can email and call that you don't even know.

00:14:25.280 Imagine every email you've ever been on in the past,

00:14:27.940 pulled out, enriched, contact information,

00:14:30.760 all just sitting there.

00:14:31.720 If you wanna try it, I'll leave the link in the description.

00:14:34.060 Now, the key for doing this, this is the third step,

00:14:37.040 is you have to build a funnel.

00:14:39.360 Most people mess it up.

00:14:40.920 You have to start by going outbound.

00:14:43.040 You have to do your follow-up.

00:14:44.400 You gotta do your ask, and you gotta close the deal, okay?

00:14:49.300 So make sure you create a spreadsheet

00:14:50.880 or some simple tool to manage all of the outbound messages

00:14:54.180 and do the follow-up so that you can get on a sales call,

00:14:57.260 make the offer, and get paid.

00:14:59.280 But the truth is, is outbound is short-term,

00:15:01.520 inbound is long-term.

00:15:02.460 So if you're asking me where I'm gonna start,

00:15:04.560 I'm gonna start here as number one,

00:15:06.620 and then I'm gonna continue to do two

00:15:08.900 as my content game as well.

00:15:10.300 I can do both in parallel

00:15:11.760 because that's how we build a foundation

00:15:13.560 to get 100K a month.

00:15:14.980 So now we've got the people we're gonna be selling to,

00:15:17.200 but how do we actually sell it?

00:15:19.180 Number five, now we gotta close the deal.

00:15:21.520 The thing that stops most entrepreneurs

00:15:23.320 is they won't go door to door,

00:15:25.080 they won't send the text messages,

00:15:26.560 they won't make the call.

00:15:28.060 Not you.

00:15:28.980 If you're here, you're ready to do this with me.

00:15:30.980 there's only two ways to close a deal we're either doing sell by chat or we're making calls

00:15:37.620 the best way to get started is actually sell by chat i've personally made eight figures over

00:15:43.920 social media chat i have thousands of business owners that i've coached on how to do this and

00:15:49.100 i'm going to give you the whole playbook so you can do it yourself every time somebody follows me

00:15:54.040 okay and if you follow me i've sent this to you i ask you a question and i go are you here for this

00:16:00.900 or this are you here for the content are you looking to help with growing your business and

00:16:05.940 the key is is you want to end with the second outcome that you help people so that they go oh

00:16:10.900 no i'm just here for the content or actually i am how can you help and you just ask them questions

00:16:16.180 do you make them pain aware you then present your solution and then eventually you give them

00:16:21.700 the link to the offer doc and the offer doc has all the details that you've created already

00:16:27.300 then they read it and they go yeah i'm interested i'm in cool then you give them the link use

00:16:32.820 anything you want but i use stripe go set up a stripe account make it super simple and watch

00:16:37.780 them enter in their credit card details to pay you for that offer and here's a pro tip it doesn't

00:16:44.180 matter if you're doing sell by chat or a call you want to bring up the objections they might have

00:16:49.140 way before they ever open up that's why they're called obstacles before they bring them up and

00:16:53.700 and their objections after.

00:16:55.120 So most people have objections

00:16:56.140 once you give them the offer doc,

00:16:57.780 you wanna start bringing those up early.

00:16:59.780 Hey, do you have a budget to solve this problem?

00:17:01.300 They're like, no, how much is it?

00:17:02.660 So we'll get into the prices, I don't know the details.

00:17:04.860 But just make sure that you deal with those objections,

00:17:07.260 then they're obstacles before they become a problem.

00:17:09.980 On the other side, we have calls.

00:17:12.400 Watch this.

00:17:13.680 This is way simpler than you think.

00:17:15.500 If you're selling to businesses,

00:17:17.180 especially real estate agents, HVAC, lawyers,

00:17:20.900 guess what?

00:17:21.560 Their phone numbers are online.

00:17:22.620 If you ask the AI to make a list, right?

00:17:24.800 So I'm gonna call some plumbers.

00:17:26.320 What I say is, first off, I got nothing to sell.

00:17:29.000 This is a cold call.

00:17:30.200 I'm just curious if you're having this problem

00:17:31.820 and you've considered trying to find a solution for this.

00:17:33.740 And if you do, this is what I do for people just like you.

00:17:37.280 And we can schedule a call so I can dive deeper

00:17:39.600 because I'm assuming you're really busy in your work.

00:17:41.360 And that is where I ban fam.

00:17:42.860 I book a meeting from a meeting.

00:17:44.020 My job is not to sell on a cold call.

00:17:46.120 My job is to qualify, make sure that they have the problem,

00:17:49.320 make sure they're leaning in, and we schedule a quick call.

00:17:51.900 Once I get them to do that,

00:17:53.040 then I might try to pre-qualify.

00:17:54.740 I might try to pre-sell

00:17:55.780 and just give them a reason to show up for the call

00:17:57.720 and let them know if there's any reason

00:17:59.020 you can't make the call, let me know.

00:18:00.720 That's what I do.

00:18:02.040 Ring-a-ding-ding.

00:18:03.580 Put it on speaker.

00:18:05.440 Hi, who am I speaking to?

00:18:07.120 This is Dan.

00:18:08.560 Is this HVC Plumbing?

00:18:10.940 Yeah, I'm speaking.

00:18:12.000 Yeah, and your name?

00:18:13.060 David.

00:18:13.900 David, quick question.

00:18:15.020 I was just wondering,

00:18:15.920 have you been spending any time looking into using AI

00:18:18.520 to answer calls just like this

00:18:20.000 so that you can book appointments

00:18:22.360 while you're actually working with clients.

00:18:23.940 And look, I've got nothing to sell,

00:18:24.920 I'm just wondering if that's something you're looking into.

00:18:27.480 No, honestly not yet, I've just been busy.

00:18:29.600 Oh, crazy.

00:18:30.360 Yeah, no, most people in your space

00:18:32.380 aren't answering calls anymore

00:18:33.440 because the AI can actually do it for them

00:18:35.420 and make more money.

00:18:36.400 If I could show you how to do that,

00:18:38.120 is that something you'd be interested in?

00:18:40.400 Yeah, yeah, I could find 15 minutes.

00:18:42.580 Okay, cool.

00:18:43.620 Do you have time tomorrow at this time

00:18:45.380 so we can schedule in 15 minutes?

00:18:46.760 I'll send you a Zoom link

00:18:47.900 and we can do this over a video call

00:18:49.640 so I can actually demo the software and we'll,

00:18:51.660 I wanna show you how to do the call in real time.

00:18:54.220 So like, I'm gonna show you the AI doing the call

00:18:57.140 on that call.

00:18:58.860 Yeah, I can make it work.

00:19:00.040 Okay, cool.

00:19:00.880 So what I'll do is I'll text you the link to confirm this

00:19:03.300 and then you can just confirm it

00:19:04.520 and then we'll get that scheduled.

00:19:07.680 Easy peasy, just make the calls.

00:19:09.660 And the whole idea of doing the calls

00:19:12.120 is just don't get discouraged, make the calls.

00:19:15.080 I always say the first five are throw away calls, throw away.

00:19:19.220 Just make the call, nobody cares.

00:19:21.440 Five people, you have a lead list.

00:19:23.440 Just get them done, right?

00:19:25.100 And guess what?

00:19:25.940 If they don't answer, call them back.

00:19:29.420 This is my trick.

00:19:30.620 So if I go to voicemail, I leave a voicemail,

00:19:32.480 I call them right back.

00:19:33.580 Most people have their phone set up on do not disturb,

00:19:36.680 but if somebody calls twice within like 30 seconds,

00:19:39.260 it rings through.

00:19:40.380 Over time, you can make your script better.

00:19:42.140 And the cool part is you give it to AI

00:19:43.580 and it'll tell you exactly where you're stumbling,

00:19:45.820 where you're not being clear.

00:19:47.000 Truth is, every no gets you closer to a yes,

00:19:50.380 and a yes gets you closer to 100K a month.

00:19:53.800 If you're not willing to go through the no's,

00:19:55.800 you'll never get there.

00:19:57.300 My role would be to get to 100 no's a day.

00:20:00.540 Get to 100 no's a day.

00:20:02.520 If you can get to that level of rejection,

00:20:04.420 you're gonna be rich.

00:20:05.300 The key is to get a bunch of customers to pay you

00:20:07.960 before you do any spending.

00:20:09.880 Spending on equipment, spending on software,

00:20:12.260 spending on anything.

00:20:13.040 Just get people to buy, and then tell them,

00:20:15.760 I can only start in two weeks.

00:20:17.860 You can get 10 customers to buy from you in a week,

00:20:19.820 and you got another week to get ready to deliver.

00:20:21.880 So now you got some money flowing in.

00:20:23.700 You've defined what you're selling,

00:20:25.300 who you're selling to, and how to sell it.

00:20:27.920 What now?

00:20:28.800 Finally, build the thing.

00:20:30.680 After you've done all the hardest parts

00:20:32.580 of being an entrepreneur, and you've done the content,

00:20:35.820 and you've had the chats, or you've made the calls,

00:20:38.060 and you've got some customers, that is the hard part.

00:20:40.780 The coolest part is if you're building software

00:20:42.360 or anything that's got like a whole lot of lead time,

00:20:44.440 you can just do the marketing and the calls to build a waitlist. You can say, look,

00:20:48.500 we're just starting to call people in your area. We're trying to figure out if there's demand for

00:20:52.080 what we've got. If you're interested, I can put you on the waitlist. But to do that, I need to

00:20:55.500 get on a call with you. And then you get on a call with them, you show them a thing and they go,

00:20:58.160 oh my God, that's amazing. It's like, oh, perfect. So it sounds like it's something you'd be

00:21:00.940 interested. Oh, absolutely. Great. What I'm going to do is put you on the waitlist. And you can build

00:21:04.940 a whole waitlist of 10, 20, 50, a hundred people. Then you have validated demand to go build.

00:21:10.180 and I'm a big fan of having them pay

00:21:12.480 to be on the wait list.

00:21:13.500 So like in the software world,

00:21:14.760 all the products I launch before I ever build it,

00:21:16.940 I create a website with a wait list.

00:21:18.600 I market the wait list, people join it.

00:21:21.100 I even have the opportunity for them to pay $50

00:21:23.180 to get the top of the wait list.

00:21:24.820 That $50 is proof with their money

00:21:27.640 that they have the problem

00:21:28.880 and they want it solved the way I've talked about it.

00:21:30.640 If I don't get paid, there's no proof.

00:21:33.040 So if I can pre-sell what I'm about to build,

00:21:35.340 then I have the money to actually build it.

00:21:37.120 And with AI, this is the easiest part.

00:21:39.420 You can build a website, the waitlist, the automation,

00:21:42.060 even collect the payments

00:21:43.040 without even knowing how to code.

00:21:44.800 But if you do everything we just talked about

00:21:46.360 and then start getting sales and getting people to pay you,

00:21:49.280 that's where it gets fun.

00:21:50.540 Now you know the steps.

00:21:52.540 Are you gonna do it?

00:21:53.560 Are you gonna sit down and actually understand

00:21:55.500 how do I design a productized service? 0.81

00:21:57.340 Are you gonna look at your icky guy?

00:21:58.840 Are you then gonna figure out,

00:21:59.880 does this help people with time, money, or status?

00:22:02.200 And then use the AI to help you craft the offer

00:22:05.120 and then start making the calls.

00:22:07.100 Now, I know that this sounds simple

00:22:09.060 when I put together, and it is.

00:22:11.180 It's just, is today, right now,

00:22:13.200 the time where you're actually gonna do the work?

00:22:15.020 Don't overcomplicate it.

00:22:16.480 One clear offer, one clear conversation

00:22:19.560 where you find the right person's got the pain

00:22:21.080 and they wanna solve the way you talk about it

00:22:22.960 to get you paid will build the momentum

00:22:25.980 that you've been looking for.

00:22:27.820 Most people don't even start.

00:22:29.680 That's not you.

00:22:30.920 So leave me a comment and let me know

00:22:32.560 what's hard about this for you.

00:22:34.420 I wanna hear from everybody in the comments below.

00:22:36.480 And remember, if you want my full sell by chat playbook

00:22:38.960 with every template and sales script and even content strategy, just find me on Instagram and

00:22:44.080 DM me the words YouTube SBC, and I'll send it right over. And if you want to see how you fully

00:22:48.920 automate the delivery of your service with AI, click here and I'll see you on the other side.

Dan Martell - July 22, 2026

If I Wanted to Make My First $100K⧸Month, I’d Do This

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