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Welcome to the Growth Stacking Podcast. This is Dan Martell. I'm going to share with you exactly how I build a million dollar company in 60 days. What I call the replacement ladder. How I replace myself out of different parts of the business so that I could do this in a month. Some people think it's crazy, it's not possible. I'm going to tell you how to do it in this video. The first step is choosing the business model. A long time ago I remember hearing Warren Buffett talk about great businesses have high margins. So choosing the right to get into. Sometimes they're called opportunity vehicles. But essentially choosing the business is the first decision. See, yesterday I was coaching a client, they had a $6,000 average order value and I said, well out of that, what's your gross margin? You know, after you pay the cost to make the thing and deliver it and all that stuff, what are you left with? And they said, well, only about 40%. See most businesses, if you don't have a high gross margin product that you're selling, it's going to require too much capital to scale. So for you starting off, you may not have the ability to to grow the business cause you don't have the dollars left over from the sale to actually reinvest in that growth. So number one is choose the right business model. Number two is you gotta work really quick to clone yourself. And I talk about this in my book Buy Back youk Time. If you're trying to grow really quick, you should be spending your time on things that generate money, not on messaging, communications, scheduling, processing, administrative stuff. I mean, I literally had to set up the corporations, hire a bunch of people, open up the bank accounts, do all this stuff. Now if I was doing that, that would take 10 to 15 to 20 hours a week. But because I wanted to run and I didn't want to walk, I got my assistant to do it. And that's why I talk about in the replacement ladder. The first hire every entrepreneur should consider is somebody to help with administrative tasks. Just find somebody that takes all of the menial tasks that isn't about building the thing that you're going to sell to the customer off of your plate. The third thing is you got to systematize the delivery. Meaning that every time you sell to a new client, you have to build a process so that you deliver on that promise what you sold as fast as possible. And ideally that you're not involved. See, if you have to be involved every time you sell something, then you're actually going to push the brakes on. Anytime you get really busy, you start selling a lot of stuff. So I'm always looking at automating that first step. And we have tools today through email automation, through text message automation, even people automation. All the stuff that a new client would need to get wins incredibly fast. I automated that on the delivery side so it didn't slow us down. Now the fourth is you gotta automate your lead gen. So if you think of your ability to generate opportunities, leads buyers into your world, it's about getting eyeballs. Just think about it. The more eyes, the more ears, the more people buy, right? If they see it, they'll listen to it and then they might buy. So for me it was all about social media. It was figuring out how can I leverage social media to get distribution on, on the eyes so that I get them to listen to, then eventually start a conversation with me. So we automated the whole process by being way more deliberate on our content creation that created the viral video content. See, today it's not about how many followers you have. It's are you saying anything interesting that the market decides to watch? Because the algorithm will actually give you distribution. So once you got distribution, then you can get them to listen and then you have to have a clear call to action for them to follow follow you to start a conversation. So building a marketing engine, there's only four ways to do it. Number one is paid. You can run ads to generate a bunch of leads. You can publish, which is publish content, speaking to the pain of your customer so that they find you and they go, oh, this person knows their stuff. I want to work with them. That's what I decided to do with video content. Number three is pr. So like how do I get other people to write about you or us to get more people to be aware? And then the fourth is partnerships. And probably one of my favorite, it would be right behind publish. If I wasn't doing publishing, if I was starting from scratch, I probably would do partnerships because I need people that have built in audiences because if I can get them excited about my new service or product and they tell their audience, then it's a warm introduction and allows you to build your automated lead gen a lot faster. Number five is you got to scale your sales. See a lot of folks because they're so worried about wasting opportunities, they always take the sales call. And I used to fall into that trap where when I was selling coaching when I started seven, eight years ago, well, of course I want to take the call. Why would anybody want to talk to Somebody else. The problem is if you get really good at automating your lead generation, then you just fill up your calendar and you'll spend 20 to 30 hours a week on sales calls on follow up, and you just feel like a prisoner of your own business. The moment you bring somebody else from external, internal to your business and they can sell on your behalf and you're no longer involved in the sales conversation or the follow up, it's a game changer. It will transform everything. And this is why I call it the freedom step and the replacement ladder. Because the fourth level of hiring somebody to do sales, it unlocks this beautiful place that every entrepreneur wants to get to, which is I want to create a business that makes money while I sleep. And if you're still involved in that last process, then the business will not take a dollar from anybody. You won't sell anything to anybody until you're awake. But at that point, think about this. You now have a business, an engine that generates opportunities. Lead generation has conversations with your market to sell them something sales. And then you have an automated delivery system to bring people into your world. That's how we scale up our sales. The sixth step is leadership. So in the replacement ladder, leadership is all about finding flow. Because when you start working with folks, right, you buy back your time and you delegate outcomes, not tasks. Then you get to a place where you're collaborating with other people that it's fun. You don't go to a meeting like I don't want to be on this meeting or man, I really don't want to work with this person. You start to choose the handful of people that you collaborate with. Now anybody that's great will want to be rewarded in the upside. See, too often entrepreneurs hire an executive assistant and they say, oh, you're going to run the business. You're my director of operations. Like that person's never been trained on it. They've only been in the workforce for three years and now you want them to run your multi million dollar company. It makes no sense. So what I do is I find leaders that as soon as I have a system working, my marketing, my customer success, my sales, I want to hire somebody as quickly as possible to lead that department and compensate them either on profit sharing, but more importantly, aligned incentives, right? So it's profit sharing based on certain new baselines they hit or, or give them equity, give them ownership. There's a big difference between people that are renters and owners. If you just look at real estate, right, you walk by a neighborhood and you find a house that's full of grass in the front yard, there's a good chance that those people are renters of that house. They're not owners. Owners take care of their home. They make sure it's clean, the repairs are maintained. Same thing with the business. If you want somebody to show up as an owner, you're going to have to give them equity in the business. At minimum, give them a piece of the upside through profit sharing or success fees or variable compensation to help them align with you. If you want to learn more ways to buy back your time, but more specifically, execute your replacement ladder so you can build a million dollar business in 60 days. And be sure to sign up for my brand new newsletter where I unpack on a weekly basis new strategies and content to help you get leverage so that you don't build a business or a life that you grow to hate. If you like this week's episode, be sure to visit itunes, leave a review that'll help us get in front of other founders like you. And if you're looking for more resources and video trainings, be sure to check out dan martell2l's the martell.com to subscribe. Keep up the hustle, keep stacking your growth and I'll see you next Monday's episode. Peace. Grow Peace. Bye bye.