Building a $10 million business in one year is not about luck or motivation. It is about making the right strategic decisions in the right order. This plan follows a clear month-by-month framework based on how high-performing founders actually scale revenue, remove bottlenecks, and build leverage.
If the idea of $10 million feels unrealistic, this framework will not land. But if you are willing to focus, simplify, and execute, this becomes a practical blueprint.
Key Takeaways
- Selling fewer, higher-value deals accelerates growth
- Business model choice matters more than effort
- Offers drive revenue faster than products
- Buying back time unlocks scale
- AI systems replace bottlenecks before headcount
- Predictable growth engines outperform hustle
- Recurring revenue creates stability
- Founder dependency limits valuation
Table of Contents
Sell less for more money so you have less work to do.
Month 1: Do the Money Math
Building a $10 million business starts by making the goal concrete. Revenue becomes achievable when it is broken down into simple math instead of abstract ambition. The core principle is selling fewer things for more money so growth does not increase workload.
You can reach $10 million in multiple ways:
100,000 sales at $100
10,000 sales at $1,000
1,000 sales at $10,000
100 sales at $100,000
The transcript strongly favors the mid-market range. Selling fewer, higher-value deals reduces operational complexity while increasing leverage.
Mid-market offers typically:
Close faster than enterprise deals
Have higher margins than consumer offers
Require fewer customers to hit revenue targets
Mid-market pricing around $10,000 per transaction offers the best balance. These buyers are easier to find, faster to close, and deliver the highest price for effort. This pricing strategy reduces complexity while increasing revenue velocity.
Scale Your Business Workbook
Scaling still feels messy and reactive? Download a step-by-step workbook that helps you replace hustle with systems, remove bottlenecks, and build momentum using a proven 6-phase framework designed for sustainable growth.
Month 2: Pick the Right Business Model
Your business model determines how hard growth will be. Skill alone cannot overcome a broken model.
There are four core business models:
Selling products, physical or digital
Selling services, time-based or outcome-based
Selling knowledge through coaching, consulting, or courses
Selling connection by introducing people or opportunities
The right model must align with three things:
Your revenue math
Your personal strengths and experience
The transcript emphasizes validating demand before building. If buyers already spend money in a category, growth becomes faster and safer.
Your offer is not what you sell. It is the way you package the value, the outcome, and the transformation your customer cannot ignore.
Month 3: Craft an Irresistible Offer
Revenue growth accelerates when the offer is clear, specific, and outcome-driven.
An effective offer includes:
A clear promise tied to results
A risk reversal that removes buyer fear
Value stacking that overcomes objections
Scarcity or urgency that drives action
Customers do not buy features. They buy outcomes, transformation, and certainty.
When the offer removes doubt and creates urgency, sales become predictable.
Month 4: Underpromise and Overdeliver
Trust is built when delivery exceeds expectations. Growth compounds when customers feel they received more than they paid for.
This strategy works by:
Setting conservative expectations
Delivering faster than promised
Adding unexpected value
Underpromising creates room to surprise. Overdelivering creates loyalty, referrals, and long-term retention.
Ways to apply this:
Ship features earlier than expected
Provide additional support or calls
Add bonuses that were not sold
This approach increases customer satisfaction without increasing marketing spend.
Month 5: Buy Back Your Time
A business cannot scale past the founder’s calendar. If every dollar earned requires your direct involvement, burnout is inevitable.
The buyback framework includes:
Auditing your calendar
Identifying low-value tasks
Delegating or eliminating anything below your hourly target
At $10 million per year, every hour must be treated as high leverage.
Freeing time allows focus on:
Marketing growth
Leadership and decision-making
Time is the most constrained resource in scaling.
If your business is not using AI to deliver, you will never get to $10 million.
Month 6: Systematize Delivery with AI
AI is no longer optional at this level of growth. Businesses using AI scale faster with fewer people.
AI should be deployed where constraints exist:
Customer support
Content creation and documentation
Project management and delivery speed
Quality control and auditing
The goal is to remove bottlenecks permanently, not temporarily.
AI allows delivery to scale without proportional increases in headcount.
Month 7: Hire Light, Talent Heavy
Scaling does not require large teams. It requires elite performers.
High-performing teams focus on:
Revenue per employee
Output over hours worked
Proven experience and playbooks
Hiring principles from the transcript:
Hire for outcomes, not time
Use clear scorecards
Pay above market for A players
Remove underperformers quickly
Small elite teams outperform large average ones.
Month 8: Build a Predictable Growth Engine
Revenue without predictability is gambling. A growth engine creates consistency.
Three growth channels matter most:
Outbound sales and direct outreach
Inbound content and education
Partnerships and affiliates
Inbound content builds authority and trust. Partnerships reduce customer acquisition costs.
When leads arrive daily without guesswork, scaling becomes repeatable.
Month 9: Create a Conversion Machine
Leads only matter if they convert.
A strong conversion system includes:
A scripted sales process
Ongoing training and rehearsal
Automated follow-up
Clear tracking of close rates and cycle times
Sales should feel like a machine, not an improvisation.
Improving conversion rates has an immediate impact on revenue without increasing traffic.
Month 10: Stack Recurring Revenue
One-time sales create pressure. Recurring revenue creates stability.
Recurring revenue models include:
Subscriptions or software
Monthly retainers
Maintenance and support plans
Communities or masterminds
The goal is to enter each month with 30 to 50 percent of revenue already committed.
Predictable income enables better decisions and long-term growth.
Month 11: Become the CEO
At this stage, the founder must shift roles.
The CEO focuses on:
Vision and direction
Financial strategy
Hiring and leadership
Operational dependence on the founder limits scale. Systems and leaders must replace personal involvement.
The business must function without daily founder input.
Month 12: Package the Business to Sell
A sellable business is a strong business, even if you never exit.
Key elements include:
Clean financials
Documented systems and SOPs
Reduced founder dependency
Buyers value clarity, predictability, and structure.
When a business can run without you, it becomes more valuable and easier to scale.
Conclusion
Building a $10 million business in 12 months is not about working harder or chasing every opportunity. It is about focus, leverage, and sequencing the right decisions at the right time. When revenue math is clear, the business model is aligned with demand, and the offer is irresistible, growth becomes predictable instead of chaotic.
The real advantage comes from removing yourself as the bottleneck. Buying back your time, systemizing delivery with AI, and hiring elite talent allow the business to scale without increasing complexity. Predictable growth engines, recurring revenue, and strong conversion systems create stability while compounding results.
Whether the goal is long-term ownership or a future exit, this month-by-month plan builds a business that can grow, operate, and succeed without depending entirely on the founder. Execution of each step compounds into a company that is not only capable of reaching $10 million in revenue, but also built to last.
Frequently Asked Questions
Is it realistic to build a $10 million business in 12 months?
Yes, with the right market, offer, systems, and execution. The strategy focuses on leverage, not volume.
What is the most important month in this plan?
Month 1 and Month 3. Revenue math and offer clarity determine everything that follows.
Do I need a large team to scale this fast?
No. The transcript emphasizes hiring fewer, higher-quality people supported by AI systems.
Is AI required to reach this level?
At this scale, AI is essential for delivery, efficiency, and removing bottlenecks.
Can this plan work for services and software?
Yes. The principles apply to services, SaaS, consulting, and hybrid models.
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Full Transcript
https://www.youtube.com/watch/oMFJKZMl1Po
00:00:00.080 I became a multi-millionaire at 28 years
00:00:02.159 old. But if I had to go back and make my
00:00:04.080 first $10 million in the next 12 months,
00:00:06.400 this is exactly what I do. And if
00:00:08.160 throughout this video you keep thinking
00:00:09.840 to yourself, $10 million is insane, then
00:00:12.559 I probably can’t help you. But if you’re
00:00:14.080 one of the select few who are willing to
00:00:16.000 do the work, this video is your
00:00:17.440 blueprint. So let’s start with month
00:00:19.279 number one. Do the money math. Before we
00:00:22.240 can make 10 million, we need to break it
00:00:24.800 down. That way it makes it more
00:00:26.160 realistic. Because you could sell
00:00:27.920 100,000 things for $100. That’s like
00:00:30.320 consumer level. You could sell 10,000
00:00:33.120 things for $1,000 each. That’s usually
00:00:35.360 what the small business transaction size
00:00:37.120 is. You could sell a,000 things for
00:00:39.760 $10,000 each. That’s usually mid-market.
00:00:42.320 Or you could sell a 100 things for
00:00:44.480 100,000 each. That’s more enterprise
00:00:46.879 level sales. The whole idea I’m going to
00:00:48.800 teach you is to sell less for more money
00:00:51.360 so you have less work to do. You hear
00:00:53.120 this analogy all the time in sales where
00:00:54.640 it says, “Look, you can go hunt rabbits.
00:00:56.160 You can hunt deers or you can hunt
00:00:57.360 elephants. Elephants get a lot of meat,
00:00:59.440 but you have long sail cycle and they’re
00:01:01.600 hard to find. It’s more complicated.
00:01:04.159 Rabbits, you can get some of them, but
00:01:06.560 you don’t have a lot of meat on the
00:01:07.520 bone. Whereas, if you get a good deer or
00:01:09.200 a buck, that’s what you want to be
00:01:10.720 aiming for. This is why I love going
00:01:12.320 mid-market. They’re easier to find,
00:01:14.240 quicker to sell to, they buy faster, and
00:01:16.960 they have the highest price for effort.
00:01:19.119 If I wanted to make $10 million this
00:01:21.439 year, I would pick a midmarket
00:01:24.080 opportunity. Meaning, I would try to
00:01:25.840 sell something around $10,000 a
00:01:27.680 transaction because it’s got more meat
00:01:29.280 on the bone. So, I can sell less things
00:01:31.759 for more money. So, now that you’ve got
00:01:34.079 your math right, let’s get focused.
00:01:36.320 Month two, pick the right business
00:01:38.079 model. The right business model can
00:01:40.479 either make you or break you. I’ve seen
00:01:42.720 people be in business and go 7 8 12
00:01:46.079 years without ever making a million a
00:01:47.680 year. You can do 10 in your first year
00:01:49.680 if you choose the right model. You know
00:01:51.119 that saying that says you don’t bring a
00:01:52.479 knife to a gunfight? You have to choose
00:01:54.479 your weapon of choice. The wrong one can
00:01:56.640 literally ruin you no matter how skilled
00:01:58.399 you are. I had a buddy a long time ago.
00:01:59.840 He had a design shop and everything he
00:02:01.759 did was custom. And we sat down because
00:02:03.759 he was struggling to grow. He felt
00:02:05.759 overwhelmed. I had him do this.
00:02:07.520 Interview your clients and asked them
00:02:09.119 the simple question. What did you pay
00:02:11.038 for from us that created the most value?
00:02:13.520 It turned out of all the work he did
00:02:16.000 helping people figure out their brand
00:02:17.520 strategy, their messaging, and their
00:02:18.879 positioning, what they called the dig
00:02:21.120 was the most valuable thing they could
00:02:22.720 do. All we did was package his service
00:02:25.920 into a product and that allowed him to
00:02:28.480 focus on his marketing, his sales and
00:02:30.560 his delivery model. So if you want to
00:02:32.160 get to 10 million, you need to lock in
00:02:34.239 the right business model. Usually at
00:02:35.920 this point I get asked what are the
00:02:37.280 business model that exists. There’s only
00:02:38.800 really four. One is you sell a product.
00:02:41.519 That can be a physical product or a
00:02:43.200 digital product. Two is you sell a
00:02:44.560 service and usually you’re either
00:02:46.080 selling time, your time or somebody
00:02:47.920 else’s time or an outcome. The third is
00:02:50.319 you sell knowledge. This could be in the
00:02:52.000 form of coaching, consulting, courses,
00:02:54.720 but essentially it’s information,
00:02:56.400 incredible margins, but you obviously
00:02:58.480 need to know what you’re doing. And the
00:02:59.760 fourth is you sell connection. You get
00:03:01.760 paid to connect people with each other.
00:03:03.840 But how do you pick the best one? Number
00:03:06.640 one is you have to match it to the money
00:03:09.040 math. So, for example, if I’m selling
00:03:11.040 Enterprise, okay, $100,000 average deal
00:03:13.200 size, and I want to sell a hundred of
00:03:14.720 those to get to my 10 million, then it
00:03:16.879 probably means I’m going to sell a high
00:03:18.400 ticket service, right? Let’s think about
00:03:20.319 security audits or like some high price
00:03:22.959 point thing or an enterprise software as
00:03:25.680 a service, right? Essentially your money
00:03:27.840 math has to tie to the business model.
00:03:29.760 The second part is you have to check the
00:03:31.440 market demand. So ask yourself, do
00:03:33.920 buyers already spend money on this? the
00:03:36.159 amount of entrepreneurs that makeit up
00:03:38.879 products, business models, never asking,
00:03:41.280 do people already spend money on this
00:03:43.040 and validate that only to like build a
00:03:45.360 bunch of the business to then go talk to
00:03:46.799 a potential customer and have the person
00:03:48.159 say we would never do that or we’d never
00:03:49.680 buy that is wild to me. So skip that.
00:03:52.000 You don’t have time to waste if you want
00:03:53.280 to get to 10 million in 12 months. And
00:03:55.040 third is you have to play to your
00:03:56.640 strengths. So for example, if you’re
00:03:58.799 skilled then you might want to do like a
00:04:00.879 service agency type thing. If you want
00:04:03.280 to sell knowledge, that works, but
00:04:04.959 hopefully you have credibility and
00:04:06.400 results around the thing that you’re
00:04:07.519 going to sell. And if it’s a platform or
00:04:09.200 a product, well, that only works if you
00:04:11.040 know how to scale those things. If
00:04:12.319 you’ve never done it before, you don’t
00:04:13.360 have the time to learn and try to get to
00:04:15.040 10 million in a year. If I wanted to
00:04:16.720 make 10 million this year, I’d pick a
00:04:18.720 product based business because it’s
00:04:20.238 easier to scale with a service aspect so
00:04:22.639 I can earn money while developing it.
00:04:24.400 But we’ll cover that later. All right,
00:04:26.560 you’ve got a business model. Now, let’s
00:04:28.160 get ready to sell it. On month number
00:04:29.759 three, here’s what we’re going to focus
00:04:31.199 on. Craft your offer. The difference
00:04:33.680 between somebody that’s struggling in
00:04:35.440 business and someone that can do 10
00:04:37.520 million in their first year comes down
00:04:40.000 to their offer. Your offer isn’t what
00:04:42.560 you sell. It’s the way you package it.
00:04:45.199 The value, the outcome, and the
00:04:47.520 transformation your customer can’t
00:04:49.440 ignore. Think of it like fishing. The
00:04:51.600 product is your hook, but the offer is
00:04:54.000 the bait. If the offer is irresistible,
00:04:56.000 the fish goes. It bites at the bait, but
00:04:58.720 it’s the hook that keeps them in. I
00:05:00.400 remember a founder, he was like, you
00:05:01.759 know, I’m doing all this stuff. He’s got
00:05:03.199 this marketing company. The problem is
00:05:04.800 is that his offer was too vague. It was
00:05:07.440 like everything to everybody. I was
00:05:09.280 like, go back to your customers and find
00:05:10.800 out what’s the thing you do that is like
00:05:12.880 the most valuable. He came back to me
00:05:15.280 and then we just recrafted his offer. We
00:05:17.520 changed it from we do marketing to we’ll
00:05:20.160 get you 100 qualified leads in 90 days
00:05:22.639 guaranteed or we’ll work for free until
00:05:24.880 we do. Within faking weeks, he was
00:05:27.759 closing more deals that he knew what to
00:05:29.199 do with. Why? Because the offer removed
00:05:32.160 the doubt. It created urgency and it
00:05:34.639 promised a clear transformation. So, how
00:05:37.199 do we make this happen for you so that
00:05:39.120 you can get to 10 million this year? We
00:05:41.520 need you to craft an irresistible offer.
00:05:43.919 And we’ll do this in four easy steps.
00:05:46.240 One, have a clear promise. Nobody buys
00:05:49.360 coaching or software. They buy the
00:05:51.280 results. Ask yourself what is the
00:05:53.759 transformation your client really wants
00:05:55.680 and make the offer that name. Two,
00:05:58.479 include a risk reversal. If you can
00:06:01.039 remove the fear, it makes the yes a
00:06:03.680 no-brainer. My son the other day bought
00:06:05.440 a course and as he’s reading the FAQ, he
00:06:07.840 literally says to me, “Dad, they have a
00:06:09.840 area where there’s questions that people
00:06:11.280 have asked and somebody asked, “Is there
00:06:12.800 a guarantee?” And they said, “Yes, 100%
00:06:15.280 money back guarantee if you don’t get
00:06:16.639 the results.” So, I’m going to buy it.
00:06:18.319 I’m like, “Cool.” It removed his fear of
00:06:20.720 it not working for him. Number three,
00:06:22.720 stack the value. See, the offer is the
00:06:25.520 initial transformation, but I always ask
00:06:27.199 myself, what’s like the next part? What
00:06:30.080 does a person get stuck on? So, I think
00:06:31.840 about bonuses really overcoming
00:06:33.840 objections. So, if they’re like, oh, I
00:06:35.520 won’t have time to do this. Maybe one of
00:06:37.120 your bonuses is a productivity tip. So,
00:06:39.360 that helps them overcome that I don’t
00:06:40.880 have time to implement this. Number
00:06:42.319 four, we have to build scarcity and
00:06:44.080 urgency. The truth is selling is nothing
00:06:46.400 more than holding the hand of a buyer to
00:06:49.199 cross a bridge they’re afraid to walk
00:06:50.960 across. So scarcity and urgency helps
00:06:53.440 them make that decision. So we have to
00:06:55.039 have limited spots or some kind of
00:06:56.479 deadline or some capacity cap to force
00:06:58.880 action. But the key is is it can’t be a
00:07:00.639 lie and just get people to make a
00:07:02.400 decision. You have to have something
00:07:03.520 that’s exclusive. So if you want to make
00:07:05.759 10 million this year, you need to design
00:07:07.919 an offer that feels so unfairly valuable
00:07:11.199 that the customer couldn’t help but say
00:07:13.520 yes. And to make this easy, if you want
00:07:16.080 my exact offer template that you can
00:07:18.479 copy and paste into your business, just
00:07:20.639 click the first link in the description
00:07:22.080 and I’ll send it over to you. So, now
00:07:23.680 that you got your offer, let’s just make
00:07:25.840 sure that you deliver it in a way that
00:07:27.919 blows your client’s minds. Which brings
00:07:29.680 us to month number four. Underpromise,
00:07:32.160 but overd deliver. Imagine this. You go
00:07:34.479 to a restaurant, super popular, and they
00:07:36.400 say, “Look, we can promise you a 30
00:07:38.479 minute wait, and then you’re going to
00:07:39.520 sit down, but within 10 you get your
00:07:41.520 seats.” All of a sudden, something that
00:07:43.919 was like a 30 minute wait turns into
00:07:46.080 like that was awesome. Even though the
00:07:47.759 food hasn’t hit the table, you have a
00:07:49.599 positive perception of this restaurant.
00:07:51.360 That’s the power of setting expectations
00:07:53.840 lower and then knocking them out of the
00:07:55.759 park. One time I was coaching this guy
00:07:57.440 named Max. He had his software and he
00:07:59.199 was getting in trouble cuz he had this
00:08:00.800 tendency to just overcommit. You know,
00:08:02.879 every time a customer would ask for
00:08:04.560 something, he’d be like, “Yeah, we’re
00:08:05.680 building it. We’re building it. We’re
00:08:06.639 building it.” Problem was is that he
00:08:08.160 would always be delayed. So I said,
00:08:09.280 “Look, just reset the expectations. just
00:08:11.520 acknowledge the feedback, thank them for
00:08:13.680 it, and say, “I’ll share with the team.”
00:08:15.280 So then all of a sudden now you made no
00:08:16.720 commitment to a timeline, but behind the
00:08:18.960 scenes, especially for your best
00:08:20.160 customers, you prioritize the feature in
00:08:22.639 the road map, which meant it got built
00:08:24.639 faster. And then all of a sudden, the
00:08:26.319 customers, your favorite customers are
00:08:27.840 seeing things get shipped twice as fast
00:08:29.680 than they expected. And the coolest part
00:08:31.360 is Max saw his NPS score, his net
00:08:33.599 promoter score, double in 6 months,
00:08:35.599 which meant his customers were referring
00:08:37.360 people to him. These are three easy
00:08:39.279 steps to apply this. The first is set
00:08:41.360 conservative promises. It’s better to
00:08:43.360 have an irresistible offer, but when
00:08:45.440 people on board, manage the expectations
00:08:47.920 lower than what you can deliver, even if
00:08:50.240 it’s by a few days, so that you’re
00:08:52.000 always able to surprise and delight.
00:08:54.480 Number two, surprise with speed. See,
00:08:56.800 early delivery equals delighted
00:08:58.640 customer. So, as soon as they come into
00:09:00.480 your world, I want you to do what’s
00:09:01.839 called a quick wins. Write down all the
00:09:03.839 ways you can get them a quick win. My
00:09:05.519 fitness coach, Allan, has this thing
00:09:07.120 called a 16-day cleanse. that 16-day
00:09:09.279 cleanse, on average, people release 14
00:09:11.680 lbs. That is a quick win. Number three
00:09:14.240 is deliver more than promise. So, if you
00:09:16.880 offer these bonuses, what if you added
00:09:19.040 an extra one? If you said you get a call
00:09:20.959 with one of your account specialists,
00:09:22.320 why don’t you offer them two calls or
00:09:24.080 three calls? Maybe you send them an
00:09:26.000 unexpected gift in the mail just to be
00:09:28.399 like, “Thank you for becoming a
00:09:29.760 customer.” Handwritten notes go a long
00:09:31.839 freaking way. Again, if you wanted to
00:09:34.240 make $10 million this year, I would
00:09:36.240 build trust by making every client feel
00:09:38.560 like they got 10x more than they paid
00:09:40.399 for. Okay, now you’re delivering like a
00:09:42.880 pro. But if you want to scale, you can’t
00:09:45.040 do it all yourself. Which brings us to
00:09:46.959 month number five. Buy back your time to
00:09:49.200 scale. See, your business will not scale
00:09:52.480 past the constraints of your calendar.
00:09:54.240 If every dollar earned takes you more
00:09:56.399 direct time out of your calendar, you
00:09:58.399 will burn out way before you break 10
00:10:00.399 million. I was coaching one of my
00:10:02.080 private clients and this person, no
00:10:03.839 slouch, almost 100 million in revenue.
00:10:05.839 But when I audited his calendar, he was
00:10:08.160 spending 80 hours a week doing
00:10:10.480 everything. Every decision, even though
00:10:12.560 he had talented people, came back
00:10:14.640 through him. Bottleneck, bottleneck,
00:10:16.640 bottleneck. All he did was map out his
00:10:18.640 calendar and then just hired a support
00:10:21.040 staff at the early stage around him. All
00:10:23.760 of a sudden, he had 30 hours a week
00:10:25.600 freed up. And then he took that time, he
00:10:27.600 reinvested it into strategies around
00:10:29.920 sales and marketing, doubling the
00:10:32.320 business without working more. That is
00:10:34.079 the power of buying back your time when
00:10:35.680 you understand where you’re blocked at
00:10:37.200 the lowest level. Imagine you own a
00:10:39.200 factory where you, the person, builds
00:10:41.920 the whole product all by yourself. At
00:10:44.000 first, no biggie. You can take a little
00:10:46.320 bit more time here and there, and you
00:10:48.320 can just work longer hours to make it
00:10:49.839 all happen. But you want to grow. 10
00:10:52.079 million is no small feat. Well, all of a
00:10:54.240 sudden now you need an assembly line
00:10:56.240 where different people train, do
00:10:58.320 different things. They handle different
00:10:59.760 machines at different steps. That way,
00:11:01.519 the factory can keep producing more
00:11:03.680 without dependent on only one person. If
00:11:06.079 you don’t learn how to buy back your
00:11:07.440 time, you’re that one person. This is
00:11:09.600 the buyback framework. The first step is
00:11:11.839 we have to audit your time. You got to
00:11:13.839 look at your calendar and identify what
00:11:15.920 are the $10 tasks stealing your time
00:11:18.240 from working on tasks worth $10,000 or
00:11:21.120 more. If you look at 10 million a year
00:11:23.120 and you divide it by 2,000, that’s the
00:11:25.680 amount of hours within a year, that’s
00:11:27.760 what the value of your time has to be
00:11:30.160 worth. You have to show up and execute
00:11:32.240 at that level. Second is you have to
00:11:33.920 transfer anything that doesn’t feel
00:11:36.079 incredibly valuable, that lights you up,
00:11:38.000 that makes you a lot of money to
00:11:39.440 somebody else. The best way to do this
00:11:41.360 is to eliminate it or just delegate it.
00:11:43.680 You might struggle getting to the next
00:11:45.760 level, not because of adding more, but
00:11:48.160 by getting rid of stuff. you have to
00:11:49.920 eliminate to move forward. But if you
00:11:51.600 delegate, let’s delegate low-v valueue
00:11:53.760 tasks first because from a dollar
00:11:55.440 investment, it’s the best use of your
00:11:57.040 money. And then third is we have to fill
00:11:59.040 we have to fill the calendar with things
00:12:00.800 that are going to grow your business.
00:12:02.240 Okay? So this is where you go
00:12:03.440 immediately to marketing more sales more
00:12:06.320 removing the bottlenecks in your
00:12:07.760 delivery, but also in you in your
00:12:10.480 leadership, in your mindset. See, what
00:12:12.320 I’ve discovered is people don’t create
00:12:14.480 $10 million. They attract $10 million by
00:12:17.040 becoming an attractive person. meaning
00:12:18.800 that you’re somebody that people want to
00:12:20.320 work for, partners want to support you,
00:12:22.399 you’re somebody that shows up
00:12:23.760 regardless. That discipline and
00:12:25.440 consistency, those are areas of
00:12:27.120 reinvestment to fill your calendar with
00:12:29.360 developing those skills and showing up
00:12:31.040 that way. Again, if you want to make 10
00:12:33.279 million this year, you have to become
00:12:35.519 obsessed over removing yourself from low
00:12:37.839 value work and buying back your time.
00:12:39.920 Now that you’ve freed yourself from all
00:12:41.360 that busy work, let’s get AI working for
00:12:43.680 you so delivery scales without breaking
00:12:45.760 anything. Now, we’re going to month
00:12:47.200 number six. We have to systematize
00:12:49.360 everything around delivery with AI.
00:12:51.519 Sometimes I feel like a broken record,
00:12:53.360 but if your business isn’t using AI to
00:12:56.240 deliver, you’ll just never get to 10
00:12:58.160 million. It’s impossible. The cool thing
00:13:00.480 is today I’m working with teams, two
00:13:03.200 people, fully deployed AI across the
00:13:05.519 business, 10 million in revenue. That is
00:13:07.839 the new norm. Think about it through the
00:13:09.519 same lens as that factory analogy we
00:13:11.440 just used. You’re making a car. It takes
00:13:13.360 an engine, a body, four doors, and four
00:13:15.680 tires to make a car. But you can only
00:13:17.360 make one car per day because you’re
00:13:18.800 doing everything yourself. You could
00:13:19.920 unblock yourself by hiring people. But
00:13:21.600 you know what’s cooler is get some
00:13:22.959 robots in there. No human involved. No
00:13:24.959 smoke breaks, no complaining 24 hours a
00:13:27.760 day. You can use AI in your business.
00:13:29.600 And it needs to be if you want to get to
00:13:31.040 10 million. Now, where should you use
00:13:32.800 AI? That’s where I go back to this
00:13:34.720 concept called the theory of
00:13:36.399 constraints. So you can figure out where
00:13:38.639 to place AI inside your business. Here’s
00:13:41.519 how it works. Number one is we have to
00:13:43.920 identify the number one constraint or
00:13:46.000 bottleneck in your business. It could be
00:13:48.480 in some aspect of marketing where you’re
00:13:50.399 not generating enough leads because
00:13:51.600 there’s a bottleneck in your
00:13:52.880 conversions. Could be in sales where
00:13:54.959 people are spending too much time doing
00:13:56.720 follow-up when you could maybe get the
00:13:58.240 sale to happen on the first call. We got
00:14:00.079 to identify the one bottleneck that if
00:14:01.839 we fix it, it would increase the
00:14:03.279 throughput for the whole business.
00:14:04.880 Number two is you have to target the
00:14:06.800 constraint. I want you to focus on that
00:14:10.160 one thing and just absolutely attack it
00:14:12.959 and give yourself permission to ignore
00:14:14.959 everything else. Number three, solve the
00:14:17.279 constraint using AI. Look at AI
00:14:19.680 automation, AI agents or intelligent
00:14:22.320 workflows to 10x that weak point. So,
00:14:24.880 not only do you solve it for the current
00:14:26.560 throughput, as the system grows, it
00:14:29.519 never becomes a bottleneck again because
00:14:31.600 AI can scale as quickly as you ask it.
00:14:34.160 Here’s a couple quick ways that AI can
00:14:36.000 solve constraints. Number one, customer
00:14:37.839 support bottlenecks. First place, you
00:14:39.199 should deploy them. You should have AI,
00:14:40.800 just chat bots, knowledgebased articles.
00:14:42.959 They should handle all frequently asked
00:14:44.639 questions instantly. Number two is
00:14:46.399 content and document bottlenecks. Why
00:14:48.480 are you creating standard operating
00:14:49.839 procedures when you could just ask it to
00:14:52.079 create it based on all the world’s
00:14:53.680 knowledge and best practices? If you
00:14:55.199 want to check out a tool that does this
00:14:56.560 for you, check out trrenuual.com. You
00:14:58.720 give it videos of you recording stuff
00:15:00.160 and it creates a whole standard
00:15:01.519 operating procedure for you for free.
00:15:03.680 Okay. Third is any kind of delivery
00:15:06.000 speed bottleneck. So you can have
00:15:08.480 project managers, product managers
00:15:10.639 monitor deadlines, assign tasks and flag
00:15:12.959 things for risk all through AI. And the
00:15:15.120 fourth is just quality bottlenecks. For
00:15:16.720 me, this is about auditing. I can set up
00:15:18.560 a listener to watch marketing ads,
00:15:20.480 listen to sales calls, talk to customers
00:15:22.800 on my behalf through AI voice and phone
00:15:25.040 calls, and ask them for feedback. All
00:15:27.120 without adding people to my team. If you
00:15:29.680 want to make 10 million this year, you
00:15:31.680 have to become obsessed over
00:15:33.120 implementing AI into your delivery
00:15:35.120 process. So scale feels easier, not
00:15:37.440 harder. So now that AI is working for
00:15:39.360 you, let’s start by hiring more help.
00:15:41.440 Month number seven, hire light, talent
00:15:43.920 heavy. Most founders think scaling means
00:15:46.959 building huge teams. Wrong. Scaling
00:15:49.360 means hiring fewer people, but they’re
00:15:51.360 freaking A players who can move
00:15:52.959 mountains, not a bunch of armies of B
00:15:54.959 players who drain you. It’s kind of like
00:15:56.480 the Navy Seals. I want a lean, elite,
00:15:59.600 unstoppable team. They’re specialized.
00:16:01.920 They’re the best of the best. You can
00:16:03.360 afford to pay for that. If you don’t,
00:16:04.959 you’re going to pay for it. It’s just in
00:16:06.720 delayed results. See, one founder I
00:16:08.560 advise had over 40 employees, and it was
00:16:10.720 constant chaos. He cut 3/4 of his team,
00:16:14.000 literally 30 people. He rebuilt his
00:16:16.000 hiring strategy, got a players, got
00:16:17.920 culture fits. He scaled past the 10
00:16:20.000 million with just 15 worldclass players.
00:16:22.639 You got to think revenue per employee,
00:16:24.959 not team size. So, here are four easy
00:16:27.199 steps to hire to get to 10 million in 12
00:16:29.759 months. Number one, hire for the
00:16:31.759 outputs, not the hours. I’m a fan of
00:16:33.920 looking for proven results. People’s
00:16:35.920 past performance will predict future
00:16:38.160 results. Hiring people that come with
00:16:40.079 playbooks is a cheat code. Number two is
00:16:42.480 use the scorecards. That way, you define
00:16:44.959 success before you hire them. Literally
00:16:47.279 give them the scorecard and say, “Hey,
00:16:48.880 when you join, this is what I’m going to
00:16:50.560 hold you accountable to.” That way, they
00:16:52.160 know how to play the game. Number three
00:16:53.600 is pay above market for A players. Most
00:16:56.320 people won’t join your team to get rich.
00:16:59.040 They’ll probably join because of culture
00:17:00.560 and fit and the freedom, but you want to
00:17:02.639 be able to pay above market so they can
00:17:04.640 feel good about taking some risk,
00:17:06.079 joining your early team to have them
00:17:08.400 come in and flex their muscles to help
00:17:10.000 you get to that 10 million level. Number
00:17:11.439 four is you got to cut fast. B players
00:17:13.679 create drag. Don’t hesitate. A players
00:17:16.480 are undeniable. They’re drivers. You’re
00:17:18.319 not going to wonder, is this the right
00:17:19.839 person? B players are the ones that are
00:17:21.280 going to make you second guess yourself.
00:17:22.720 If you want to make 10 million this
00:17:24.079 year, you have to hire a small team of
00:17:26.160 killers who could do the work of 10
00:17:27.839 each. So, now that you’ve got the talent
00:17:29.520 strategy figured out, let’s build the
00:17:31.120 engine that fuels real growth. Month
00:17:32.960 number eight, build a growth engine.
00:17:36.080 Revenue without predictability is
00:17:38.480 gambling. To hit 10 million, you need a
00:17:41.280 growth engine. A repeatable system that
00:17:44.080 consistently drives leads, sales, and
00:17:46.320 revenue without you guessing. If you’re
00:17:48.320 wondering, will I hit my numbers this
00:17:49.840 month? You haven’t built what I’m
00:17:51.120 talking about. Think of it like a car
00:17:52.400 engine. You don’t push the car every
00:17:54.240 time and wonder, “Is it going to turn
00:17:56.080 on?” No, you push the button, the car
00:17:58.400 starts every time. That builds trust. It
00:18:00.240 builds consistency. It builds
00:18:01.520 predictability, which is how you grow
00:18:03.840 your business. So, there’s only three
00:18:05.919 growth channels that you have to
00:18:07.280 perfect. Number one is outbound. This is
00:18:09.600 any kind of outbound, tapping somebody
00:18:11.600 on the shoulders, knocking on a door,
00:18:13.600 having some rhythm of salespeople,
00:18:15.760 outbounding, messaging people, asking if
00:18:18.160 they have these problems, seeing if they
00:18:19.679 want help to solve it. very important.
00:18:21.440 The second is inbound. Creating content,
00:18:24.559 showing people that you know your stuff,
00:18:26.480 case studies, educating the market,
00:18:28.559 creating content that is indexed by the
00:18:30.559 search engine so people find you. That
00:18:32.640 is the foundation for your growth
00:18:34.240 engine. And third is partnerships. And
00:18:36.160 this is my favorite because if you do it
00:18:38.320 right, you don’t pay anything until you
00:18:40.640 get the customer. If you find somebody
00:18:42.400 wants to do a joint venture, somebody to
00:18:44.160 be an affiliate for you or be a channel
00:18:46.080 partner, they’ll essentially support you
00:18:48.160 to get in front of their customers or
00:18:49.840 get in front of the market, sell your
00:18:52.080 service or product, and then you only
00:18:53.919 pay them after you collect the cash.
00:18:55.840 That creates a very efficient growth
00:18:57.440 engine. If you’d want to make 10 million
00:18:59.280 this year, I would lock in at least a
00:19:02.080 dozen partners to promote for you and
00:19:04.720 ensure you have a strong inbound channel
00:19:07.520 that builds credibility for yourself.
00:19:09.280 Without it, you won’t be producing leads
00:19:10.960 daily. You’ve got leads flowing in. Now,
00:19:13.200 let’s turn them into paying customers
00:19:15.120 with a conversion machine. Which brings
00:19:16.960 us to month number nine. We got to
00:19:18.720 create a conversion machine. Conversions
00:19:20.799 are the bridge from interest to income.
00:19:23.200 If you want to make 10 million, your
00:19:24.960 sales process has to feel like a
00:19:26.799 machine. Predictable, reliable, and
00:19:29.440 scalable. It’s kind of like that factory
00:19:31.440 line I talked about. Raw materials go
00:19:33.679 in, finished products come out. You
00:19:35.919 don’t want random outcomes. You want
00:19:37.760 consistent outputs. Remember I was
00:19:39.440 chatting with a guy on Instagram and he
00:19:41.120 was closing 10% of his leads. I’m like,
00:19:42.799 “Dude, that’s kind of.” So, all we did
00:19:45.200 was re-engineer the sales process. I
00:19:47.520 literally gave him like a simple script
00:19:49.760 to change the discovery to the closing
00:19:51.919 sequence to preload objections to make
00:19:54.720 them obstacles. 3 months later, he
00:19:56.799 circles back 30% close rates and
00:19:59.520 obviously his revenue skyrocketed. Why?
00:20:01.760 Because we built the machine. So, here’s
00:20:03.520 how you build a conversion machine.
00:20:05.039 Number one, you have to have a scripted
00:20:07.039 sales process. Meaning that you never
00:20:09.520 ever talk to somebody today’s sales call
00:20:12.400 where you don’t follow a process. Boom,
00:20:14.480 boom, boom, boom. I have a ninestep
00:20:16.720 process that I teach every one of my
00:20:18.160 coaching clients and if they deviate, I
00:20:20.799 get upset because pros don’t do that.
00:20:23.520 When you have clarity around the
00:20:25.120 process, it builds your confidence to
00:20:26.960 sell. Number two is you have to train
00:20:28.799 relentlessly. A players rehearse. They
00:20:31.200 practice. That’s why most professional
00:20:32.960 sports team practice, practice,
00:20:34.240 practice, play, rehearse, show up,
00:20:36.400 close. Number three, they automate the
00:20:38.559 follow-up. See, most sales are not made
00:20:41.200 on the initial call. They’re made
00:20:43.039 through the follow-up sequence. If you
00:20:44.799 build a valuebased follow-up sequence,
00:20:47.039 you’re going to win the revenue. Number
00:20:48.640 four, you have to track metrics. You
00:20:50.799 need to know your closing rates, your
00:20:52.559 cycle times, how quick deals come
00:20:54.320 together, and how big the average deal
00:20:56.559 size is, so you can do some
00:20:57.679 predictability into your sales pipeline.
00:20:59.840 If you want to make 10 million this
00:21:02.000 year, you have to become obsessed over
00:21:04.240 building a sales machine that turns
00:21:05.840 every qualified lead into a customer. So
00:21:08.320 once your conversions are strong, now
00:21:10.559 it’s time to stack the holy grail of
00:21:12.320 business. Month number 10, stack that
00:21:14.720 reoccurring revenue. One-time sales
00:21:17.280 keeps you hustling. Reoccurring revenue
00:21:19.679 builds freedom. At 10 million, you want
00:21:22.000 revenue that stacks month over month
00:21:24.480 without starting from zero. My brother
00:21:26.240 used to hate it. He’d sell houses. is
00:21:27.919 like every year I start at zero. I sell
00:21:30.159 software. I’m building a revenue base.
00:21:32.480 To do that, you need a subscription
00:21:34.000 business. Think about it like a gym.
00:21:36.000 They all have subscription businesses
00:21:37.760 built into it. Members pay every month
00:21:39.679 whether they send an invoice or not. The
00:21:41.600 beauty is that it’s reoccurring, meaning
00:21:43.280 the gym owner can stack that reoccurring
00:21:45.840 revenue and bank on it so they can make
00:21:48.000 better decisions about how to grow the
00:21:49.440 business. The cool part is there’s only
00:21:51.280 four ways to create subscription revenue
00:21:53.360 in your business. The first one is to
00:21:55.280 have a tool or a service that people pay
00:21:57.280 every month for like a software
00:21:59.039 subscription or a gym membership. Number
00:22:01.120 two, retainers. Think of it like for an
00:22:03.360 agency business or consultants getting
00:22:05.360 paid every month for the retainer
00:22:07.039 service to be available to answer
00:22:08.400 questions. Great way to create
00:22:09.840 reoccurring revenue. Number three is
00:22:11.520 maintenance or support plans. And this
00:22:13.840 is all about upselling after you get the
00:22:16.000 deal. So you get the deal, you sell
00:22:18.080 maintenance or ongoing support. Number
00:22:19.679 four is communities and masterminds.
00:22:21.360 This is a great one because it’s really
00:22:22.960 easy to put together. Customer comes in,
00:22:25.039 you sell them into some kind of back-end
00:22:26.799 community or mastermind, make it
00:22:28.480 exclusive, have them pay every month.
00:22:30.640 That creates that reoccurring base. If
00:22:32.480 you want to make 10 million this year, I
00:22:34.640 would design your business model so that
00:22:36.240 at least 30 to 50% of your revenue comes
00:22:38.720 in before the month even starts.
00:22:40.640 Reoccurring revenue gives you stability.
00:22:42.799 Now, let’s scale beyond yourself so
00:22:45.039 you’re not the ceiling. Month number 11,
00:22:47.760 you got to become the CEO. If your
00:22:50.000 business needs you to run the daily
00:22:52.400 operations, you don’t own a business,
00:22:54.559 you own a job. The 10 million a year
00:22:56.880 entrepreneur, they’ve scaled beyond
00:22:58.960 themselves by becoming the architect,
00:23:01.280 not the operator. Think of it like a
00:23:03.039 music producer. They don’t sing the
00:23:04.720 song. They sit there and they produce.
00:23:07.280 They coordinate. They instruct. They
00:23:10.080 design the framework for how to put the
00:23:12.000 song together and how it plays into the
00:23:13.919 overall album. That’s how you want to
00:23:15.600 operate your business. These are the
00:23:17.280 three ways to invest in your business to
00:23:19.919 scale beyond yourself. Number one, you
00:23:21.840 have to build the brand of the company,
00:23:23.840 not you. Like a lot of people get stuck
00:23:25.679 in the business because they’re the
00:23:27.039 thing they’re selling. You want to make
00:23:28.480 sure the business is marketed, the
00:23:30.320 business methodology, the business
00:23:32.320 structure. That’s where you have to
00:23:34.159 shine the light on other people in the
00:23:36.159 business. We all saw Steve Jobs do this
00:23:38.400 with Tim Cook and then Tim Cook with his
00:23:40.400 whole team at Apple. Number two is you
00:23:42.159 have to install leaders. These aren’t
00:23:43.919 just managers. These are literally
00:23:45.840 people that lead departments. The key is
00:23:47.840 is they own outcomes. You don’t tell
00:23:49.840 them what to do. They come to you with
00:23:51.600 strategy. They own the outcomes. They’re
00:23:53.840 the ones that produce results. They’re
00:23:55.679 drivers inside your business. The third
00:23:57.360 is you have to shift to a visionary
00:23:59.280 role. This means that your job is about
00:24:01.520 the vision, the money, and the people.
00:24:04.159 You give direction. You should be
00:24:05.919 talking 18 months into the future.
00:24:08.080 You’re not handling the day-to-day
00:24:09.679 details. If you want to make 10 million
00:24:12.240 this year, you have to make yourself
00:24:14.400 replaceable in every aspect of the
00:24:16.480 business. So, now that you scaled beyond
00:24:18.320 yourself, here’s the final step. Month
00:24:21.279 number 12, package your business to
00:24:23.919 sell. Whether you plan to sell or not,
00:24:26.480 you should build it like you will
00:24:27.840 because a business you could sell is an
00:24:30.000 incredible business to own. You have
00:24:31.760 your standard operating procedures
00:24:33.200 written. You have a great recruiting
00:24:34.559 process. You have a great compensation
00:24:36.159 strategy to retain your top talent. You
00:24:38.080 have a product that’s killer. you’re an
00:24:39.679 innovator, you have the brand. Those are
00:24:41.760 all things that buyers would love to pay
00:24:43.840 top dollar for. One time I had a client
00:24:45.679 I was coaching in SAS Academy and he
00:24:47.440 didn’t want to sell. He’s like, “Look,
00:24:48.799 it’s very profitable. I want to keep it,
00:24:50.720 but I want to make it easier to run.”
00:24:52.480 So, we just cleaned things up. We
00:24:54.080 created infrastructure. We deployed
00:24:56.080 software to take care of financials and
00:24:57.840 the CRM. And look, somebody came along
00:24:59.760 and made him a 9 figureure offer. Okay?
00:25:02.000 As much as he loved the profit he was
00:25:03.520 making every month, he also realized he
00:25:05.120 could take the rest of his life off and
00:25:06.799 travel the world with his family. So, he
00:25:08.799 decided to sell. So, here are the three
00:25:10.720 things you need to do to package your
00:25:12.480 business for an exit. Okay. One, we have
00:25:14.480 to clean up the financials. Look, most
00:25:16.640 businesses have two sets of books. They
00:25:18.240 got the real books and the books they
00:25:19.600 give to the government for tax season.
00:25:21.120 Clean it up. Just make sure you’re
00:25:22.640 clear. No messy books, clear profit
00:25:24.400 margins. Number two, we have to remove
00:25:26.400 the founder dependency. Essentially, the
00:25:28.480 risk on you for the business to run. It
00:25:30.799 has to be able to run without you. So,
00:25:32.400 you just build the rhythms for planning
00:25:34.240 and execution and hiring. That way it
00:25:36.960 can keep getting better without you
00:25:38.320 involved in the day-to-day. Number
00:25:39.760 three, we have to document systems. A
00:25:41.919 repeatable documented checklist for
00:25:44.400 every core area of the business, the
00:25:46.159 manuals, the the processes, the org
00:25:48.559 charts, like make it really clear and
00:25:50.640 documented so a buyer could come in and
00:25:52.880 understand how to run your business,
00:25:54.480 even if they’ve never touched that
00:25:55.679 industry before. And if you execute
00:25:57.840 every month, that’s the 12-month
00:25:59.840 playbook to get to 10 million. Each step
00:26:02.320 compounds on the last one. And not only
00:26:04.720 can you hit 10 million in revenue, but
00:26:07.039 you’ll own a business that could run or
00:26:08.960 sell without you. If you made it all the
00:26:11.279 way to the end, you’re my kind of
00:26:12.880 person. Somebody that showed up, ready
00:26:15.279 to learn, kept in it, didn’t give up,
00:26:18.240 sounded insane, but hopefully you saw
00:26:20.320 that I could deliver on my promise. See,
00:26:22.559 most people think you have to be right
00:26:24.159 to start. You just got to pick to start,
00:26:25.840 right? It’s not about making the right
00:26:27.279 decision. It’s about making the decision
00:26:29.120 right. And because you made it this far,
00:26:31.679 make sure you download my offer
00:26:33.360 template. It’s below in the first link
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