The Scaling Illusion: Why 85% of Businesses Grow Instead of Scale with Darnyelle Jervey Harmon

I made some really poor financial decisions, ended up bankrupt, ended up having to go back to work for 2 years while I figured out how to get this business to the point where it would be viable for me and then ultimately viable for others.

Welcome to Big Hitters. I'm Larry Weidel, and this show is for people who are done playing small. Each week we break down what it actually takes to win at a high level, the decisions, the discipline, the adjustments that separate those who almost do it from those who do it. No theory, no fluff, just straight talk from someone who spent 50 years building winners. If you're serious about momentum, you're in the right place. Let's get into it. Hello everybody. We're talking with Darnell Jervie Harmon. Hello, Darnell.

Hello, Larry. I'm so excited to be here.

And I'm excited to have you here. And congratulations. You know, you're doing, uh, some great work out there inspiring people to greatness and helping them unravel. You know, it's a world I'm familiar with, too. So I spent 50 years doing it. But there's so many people that are— got so much potential. And, you know, I don't know in your case, but in my case, I find out that most of the time, the more I get to know them, the more I come to the conclusion they've got more potential than I do. But for some reason, they, you know, they haven't got going yet. Yeah, and you have to get going. You have to— you can't become a Tour de France cyclist until you learn how to get past the training wheels. You know, you, you got to learn, you got to learn how the basics of riding the bike. And sometimes I could stall people out. And sometimes they get frustrated, somebody, they can— somebody can say something to them, they can get ideas in their head, right from the beginning, that handicapped them the rest of their life. And so it's great to be in the business that we're in where you can help people get unlocked and they can go out and do mind-blowing things that stagger everybody, not only them, but everything around the people around them. And so congratulations on what you're doing, especially because you're female and you, you know, are going to have a lot of loud voice there and an impact as far as the example. And so, you know, we need more ladies he's doing bigger and better things, you know.

It's like, yeah, I, I agree. I definitely agree. I think, you know, to your point a minute ago, I— two things kind of popped in as you were talking about we got to get moving, right? Number one, two-thirds of God's name is Go, so we got to get into action, right? And number two, I believe that God gives us more while we're moving than he will if we stand still. So just taking the first step is what opens us up to be able to move into a new reality of what it is that we say that we desire to bring into our life. And so being a person who gets to do this work to help people recognize what's been in the way and to lead them down a path to get to where it is they desire to be instead, it brings me a tremendous amount of joy and I'm really grateful to get to do it.

And, uh, you know, not only to, uh, learn these things to impact your life, but be able to pass them on to other people and, and where they've, They've grabbed the concepts and they've applied the concepts and they've made the concepts their own, you know, and then, you know, then they wind up teaching us, you know, what they do. But the thing is that congratulations, Inc. 5000 CEO leading an 8-figure organization. And let's talk— well, hopefully we'll get around to scale a little bit behind, but you're leading behind one of the industry's most integrated transforming scaling framework. Which I love to talk about, the Move to Millions method. And you built an 8-figure legacy business. And, you know, you deal with people at all levels, all the way up to high-revenue CEOs. And, you know, you're the creator of that Move to Millions method. And, you know, got a book on Move to Millions and the host of the Move to Millions podcast. So congratulations. You've been doing that since— for 7 years. This is year 7, right?

So, well, I've been in business since 2007, so 18 years in business. And then we've been doing this particular work since 2021.

2021. Okay. But then you've been doing the podcast since 2017.

I've been doing the podcast since 2018. Yep.

18. Okay. So anyway, and also, you know, over the years become a, you know, made a name for yourself as a CEO and speaker. And so, you know, you're familiar with the transformation business. And the deal is we're all, you know, the gravity of business is grow or die. And as soon as— the sooner you learn that, the better. And for you to grow, you've got to try, you know, you got to go through a transformation. You got to get better, you know, for your business to get bigger, you've got to get better. And That doesn't, you know, that, that's the same with Elon Musk as it is with the newest person getting started. And so at all times, we're challenged with how can we get better? How can we improve? You know, and we're, we're, if you're growing, you're looking for those kind of things all the time becomes fun because you're, it allows you to move quicker, faster, better at things with less friction. You know, it takes, Absolutely. The thing about it, it's not so much, you know, when I hear Darnell, everybody, you know, the fake experts seem like you gotta work, you gotta this, and you gotta discipline and everything. But the thing is that the high achievers find things out and they apply them not because they're like super disciplined, but because they like removing the friction out of their life. They love, and then they're gonna keep doing it. You don't have to say, well, keep doing it. Well, of course. You know, if I learn how to avoid hitting my finger with a hammer, I'm going to do that the rest of my life. You know, I'm never going to go there. You know, I'm going to sell all my hammers. You know, I'm not going to allow a hammer in my house. You know, that type thing. Yeah, it's not a possibility. So the deal is that high achievers do things because they learn things that make their life better. That takes the friction out of their life, allows them to move with speed and, you know, and have more, you know, successes. And that's fun. And that's enjoyable. And so as you've gone through this thing, you've learned these things yourself. But I get the idea it didn't come easy. And I think that's where your effectiveness is. And you're the perfect example of the kind of person that I like to highlight on these calls. And one of the reasons I started the podcast was to highlight individuals like yourself who have the street knowledge, came from the ground up, basically, and not, you know, didn't come to this knowledge from just books and, you know, interviewing other people. You had to apply it and you had to, you know, make it work in your own life. And from that, you got a basis and a validity to be able to help other people. So talk about how you came up. You know, you're young. Lady. And, you know, how did your— where's your first consciousness of, of being an individual and having likes and dislikes and, and started to think about, you know, you as a unique individual? What were you thinking about growing up?

Yeah, so that for me was probably around the age of 7 that I started to realize that I was unique. That there was something special about me and that I was different than many of the people in my family and that were around me. And it started to really plant a seed of greatness, quite honestly. And so by the time I was 10, I figured out my purpose with the help of my teacher, Mrs. Dixon. She was my 5th and 6th grade teacher, and she helped me to realize that my purpose was in words and that I wanted to use words to help people to change their life. At 10 years old, I declared that. And my initial estimation, that meant I was going to be an author, right? I wanted to write books.

[Speaker:LARRY_WEIDEL] Right.

[Speaker:ASHLEY BLAINE FEATHERSON JENKINS] And I have written 8 books, right? And then as I got older, I realized the power of the words that I speak. And when I say things, people would experience a shift. As early as in high school, I remember being in geography class. In the 10th grade, and the assignment and the presentation that we had to do was we were all assigned a state and we had to convince our fellow classmates that the state that we were reporting on was the state that they should move to.

Okay.

And I remember being given Wisconsin and not knowing anything about Wisconsin. I'm from the projects of Wilmington, Delaware, and by the time I was finished, The class was standing at ovation, and everyone wanted to move to Wisconsin. And I learned a very powerful lesson that you can use words to get people to change their life, their actions, their desires. And I started working to hone that skill and that gift. It's a natural talent for me that I've taken the time to really hone because I respect it. And I know the value that comes along with it, being able to help other people just hear words come out of my mouth and land in their life experience and will them to make a change. And so that was, you know, all throughout from 10, all throughout high school. By the time I got to college, I had a desire to become an attorney. And so I was going to law school and then I made a decision at the last minute not to go to law school. And went out into corporate America where I spent 12 years. And then I literally woke up one day and was like, you know, there's gotta be more to life than sitting behind someone else's desk.

Yeah.

Let me go see if I can figure that out. And I took a chance on me and went out into my first iteration of entrepreneurship and, um, I did well, but then I realized that that still wasn't what I, wasn't my purpose. It wasn't what I was supposed to do. And so then I started this company that I have today, And even as I started it, I made some really poor financial decisions, ended up bankrupt, ended up having to go back to work for 2 years while I figured out how to get this business to the point where it would be viable for me and then ultimately viable for others. And here we are some 15 years later from me coming back into my business full-time, um, really excited about the work that we do and the trajectory that we've created for other people.

Yes, several things there. It's amazing the difference that we have, you know, different backgrounds that you can wind up here. You and I are both, you know, talking about winning. We are able to help people on that. However, when I spoke the first time at Georgia Tech, I went to public speaking course. My, my thing was not a standing ovation. Uh, my thing was the professor said, well, yeah, you know, it was well organized, but basically you're just boring.

That's not very nice or helpful. Hopefully gave you some tips of how to improve.

No, no tips. No, no nothing. But that's Georgia Tech, you know. When you go to Georgia Tech, uh, those of y'all that have children, you're thinking of just— they go to Georgia Tech, their job is to see if they can get you to quit. You know, it's kind of like educational version of the Marines, and their job is to see if they could drum you out of the Corps.

Wow.

It's an— but it's not that tough. It's just annoying, really. And that's why I did not let them drive me out. You know, I wasn't going to have that over my head that they had won. And so I hung in there and got my degree. But the deal is that, you know, the thing is, it doesn't matter how you start, it's a matter if you, you know, how you improve over life.

And now, right, absolutely.

I'm curious, you're, you're, you're fifth grade and you're talking to your teacher about your future. What in the world? You know, what did y'all do in that school?

Yeah, I mean, I am, I am just really, really grateful that I had Mrs. Dixon. Like, so, and a little bit of background of what was happening before I got to the fifth grade, my mom had gone to jail and we had going to live with my father and my stepmother. And if you could even imagine, like, just questioning identity, purpose, like, who are you? Being uprooted from the only life you know and being put in a situation where you don't feel loved, you don't feel desired, um, and you're just there. And what can you do? Because you're a child and you know, while I was grateful that I didn't end up a ward of the state and in some foster home, that my father did take custody of us, it wasn't a breeding ground for my greatness. But there was Miss Dixon, right? I was blessed. I have such a tremendous respect for educators and people who dedicate their life to rearing our next generation. I think that it is— wildly inappropriate, the level of disproportionate it is in what they earn in relation to the level of greatness they turn out.

Yeah.

Because Mrs. Dixon is absolutely the catalyst to the woman that you get to have this conversation with today. Were it not for her caring enough, taking time enough to not just see me as some angry little Black girl whose mom was in jail, who was a product of the projects, but for her to actually see see that there was greatness inside of me and take the time to hone that greatness in a way that honored me, I would not be here today. You know, she's not the only teacher. I can think about Mrs. Light James, who was my English teacher in high school. So in addition to Mrs. Dixon, I have Mrs. Light James, who was a teacher in high school, and Mrs. McFann, who was actually the first author that I actually could reach out and touch. She was my— a teacher in English. In high school who was a published author. And it was so exciting because I knew I wanted to be a published author. And it, for me, you know, it was just really, really important coming from the amount of adversity that I come from, that there were those who could see my potential, who could see my promise, and who honed it instead of talking me out of it. You know, like your story from Georgia Tech, like, you know, they, even if I were boring, they didn't tell me that. They told me things that would empower me to keep moving. Yeah, in the direction of what it is that I most wanted. And I think that that was centrifugal to who I get to be today.

Well, let's talk about, you know, our personal approach to improvement and solving problems, I think starts to form as when we're children and when we start going through things, we start thinking about our life and where we're going to, how we're going to react to that, how we're going to deal with this, that, and the other. How did you How— what do you think you did right? And, you know, steps you did right. We saw the things that happened to you and the feelings that you had. But then you did— for some reason, you did some right things that got you on another path to take advantage of, you know. And the other thing I will say here is that I've— from what I've read, your faith is very important to you. And it is interesting for us to look back in our lives and see that in spite of all the adversity, God will often provide a way.

There's always a ram in the bush.

Yeah. And there you go with your— those teachers along the way, you know, they're not at home, not in the neighborhood, but there was an outlet at school. And you don't hear that all the time. You know, you don't hear a whole lot. You don't hear a whole lot of people that say, oh, the teacher, that was my, you know, my saving grace. Occasionally, but not enough, I don't think.

But I think that, you know, what did I do right? I kept moving to your point earlier, right? I refused to allow what I saw to hinder what I believed to be true from my life experience. Yeah. I was given the audacity to hope. And I hoped for those things and moved in the direction. I still, to this day, I'm 50 years old. To this day, I have a sign above every door wherever I work. I have a couple of different offices and above the door says that I do something today that moved me closer to my goal.

Yeah.

The first time I was ever asked that question, I was 16 years old and I was in high school. And ever since, I check myself every single day and ask myself, did I do something that moved me closer to my goal? Sometimes what I do isn't an actual activity. Sometimes what I do is just embody the belief of what it is that I desire, right? So when I was not wealthy, when I did not have resource, I believed that I would one day have it. And I would act in accordance to the desire that I had for that to come into my life experience and not to instead act downtrodden by what my current situation and circumstances were, right? I call them casual covenants. I do not speak amiss over my life. You won't hear me say things like, oh, I'm so stupid, or I'm broke. You won't hear me say those things because I know that life and death is in the power of the words that I speak. And so I'm always speaking in the same direction of what it is that I want to come into my life experience at all times. That's one thing that I do right. Even though I experience adversity, even though I have bad days, even though sometimes things go wrong and awry, I don't let the things that happen to me become a source of who I am.

Right.

I am still worthy. I am still deserving. I am still enough regardless of what's going on around me. It took me a lot of years to get to the point where that is the significance that I sit in. But because that is the significance that I sit in, nothing can happen around me that shakes me to the point where I lose sight of who I am and what I am here to do. I clearly understand my why, and I move in that direction every day.

All right. Let me ask you, uh, a couple of quick questions here. How did you find the money to go to college from that situation? Was your father doing that well?

And, you know, uh, academic scholarship, full scholarship.

Well, good for you.

I was a good student. Yeah, I was a good student. Did really well on the SAT.

Great student. Yeah.

And got a full academic scholarship to go to school. And even my MBA, I got that once I started working in corporate America. They paid for me to go back and get my MBA. So, okay, none of my education that I actually have to come out of my pocket for.

Wow. Congratulations. So thank you. Let me ask you now two questions up and down about that 12-year cycle where you're working in corporate America. What was the worst thing that happened? Worst experience, traumatic, you know, worst traumatic type experience that you had to deal with in that phase of your life? By the way, if you're still listening right now, you're different. You don't just consume content. You're actively looking for an edge. And that's who I built the Big Hitter community for— not people chasing motivation, people chasing momentum. Not theory, proximity. Proximity to operators who are actually in the arena making real decisions and winning at a high level. Inside Big Hitter, you get conversations we don't have in the podcast, direct access to people who build what you're trying to build in a room that holds you to a higher standard every single week. This isn't a hype group. It's not networking for the sake of networking. It's where serious people go to sharpen their thinking and compress their timeline. If you're done just listening and you're ready to be in the room where it actually happens, head to joinbighitters.com or click the link in the show notes. The right room changes everything. I'll see you inside.

Yeah. When I became a personal banking officer at the company, I was sent through this class, which was called Treating People as Important Individuals. Inside of the class, the company that I worked for at the time, tens of thousands of employees, and in my particular class on diversity and inclusion, I was the only Black person. And I'm one of very few women. And inside of the class, it was about biases and how we think. And reason. There was this one exercise where the first part of the exercise is we had to, on boards around the room, we had to write anything that we had heard about our race, whether we believed it or not, but things other people said. And so, you know, I wrote down Black people are lazy, Black people are intelligent, Black people are creative, like all the things I had ever heard. Of it. That— so that was the first part of the exercise. And everyone for their race did this. The second part of the exercise was then we had to go around to everybody else's boards, and we had to put a dot on the things that we believed ourselves. And so I wrote both positive and negatives, the things that I had heard about Black people. You know, Black people are aggressive, Black people are angry, Black people are brilliant, all the things I had heard. And do you know there were only dots on the negative things about Black people? That was a horrible experience. It was so horrible that we took a break. And when we took a break, I went back to my department, to my senior executive vice president. I bumrushed my way into his office, and I told him about my experience in the class. And he picked up the phone and called the senior executive vice president in education and got the class canceled for the rest of the day. And I went on a task force to improve the class. So it was the worst thing that happened that turned into an opportunity to do things better. It was so— as a Black woman in a company that I enjoyed working at, that I honestly thought at that particular point in time in my career I would work at until I retired, to realize that the people who worked around me every single day thought that I was lazy and angry and aggressive. And there was nothing positive about my life experience and my existence. Oh, that was terrible. It was absolutely terrible. And I advocated for myself. So that was probably the worst thing.

Well, what was the best?

Um, the best thing was the day that I left. No, the best thing was having a senior executive vice president who believed in me, who saw my potential, and who treated me like an important individual, who gave me a voice and gave me an opportunity to shape policy and culture within the organization where I worked.

Yeah. And so, uh, that put you in a position where you could use your initiative and drive and, and reasoning power and, uh, put things in place and then also see how it worked out. Absolutely. And so, as you're, as you're doing that, where did the idea form that you want to get into coaching other people?

Yeah, that came much later. So, when I first left corporate America to go out on my own, I didn't know what I was going to do, but I knew that I wasn't meant to sit behind someone else's desk. And so I, I tried a few different things. I started out in Mary Kay Cosmetics selling, selling lipstick. I did really, really well. I got the pink Cadillac and everything. Um, and it was great, but I realized it still wasn't what I was supposed to do. And so about 2 years into working my Mary Kay business full-time, I had this, this inkling in my spirit that, you know, there was a, there's a way that I could go out and do what I believe my purpose is, which is to use words to help people to change their life. And so I said, you know what? I'm going to become— I'm going to become a motivational speaker. I'm going to get out, and I'm going to tell my story. And if I'm going to do that, I need to write a book, right? Because then when I write a book, people can buy a copy of my book and all of that. So I wrote my very first book. I used that book as a backdrop to get booked for speaking engagements. And I started getting out there and telling my story. And it was great. And people were inspired and motivated and all of that. And it was good, but I didn't feel like I was creating lasting transformation. So one of the things that happened when I was in corporate America is they put all of the managers through a coaching certification program. This is when coaching— this is back in the late '90s, early 2000s. Coaching was a thing. And it was, you know, it was fresh and it was a way of inspiring results. And so I'd gone through this coaching certification. And so At the point when I decided, you know, doing a keynote is great, leading a workshop is great, but if I'm really gonna transform people's lives, I've gotta spend time with them when I come down off the stage. And so I pulled out my coaching certification, I dusted it off, and went back through the lessons and realized that I actually had, at that point in time, I had a modality that I could leverage to help people to transform. And so I went out and I got my first clients and, and started helping people navigate specific things in their, in their life. And at that point I was just a life coach, right? So I wasn't specializing in business and life coaching was cool, but I didn't feel like I got to use the other skill sets that I brought to the table because I'm really good at business. Anytime I've done anything business-wise, I achieved massive results that most people don't achieve. So then I decided that I was going to become a business coach and start helping people in the pursuit of their, their growing their business. And I did that. Um, and that is kind of what led me down the path that I am in today to creating the Move to Millions Method and, you know, helping entrepreneurs and small business CEOs build businesses that generate 7 figures a year. And, um, so that was like the beginning of it.

All right. So let's just talk about that for a minute. Mm-hmm. Uh, what things, uh, they obviously things showed up to you, gaps in their businesses and their thinking and their processes. And you said, well, I can help with that. And so what were some of those things that you started noticing? The big— the bigger things you say you wound up talking about more and more and more, then you wound up writing, coming up with this method.

Yeah. So it was, it was, it was literally like in the early years I had a lot of private clients, clients I was working with one-on-one, and I felt like a broken record. I was literally saying the same exact thing to every client on every call. And I was like, if I'm gonna tell everybody this, everybody the same thing, I should A, be telling them all the same thing at the same time. Let me save myself some time. So that was how I introduced a group coaching program. And then B, I was like, and I need to turn this into a workbook for them. Because if I could give them this and they have this tangible thing that they can go through in order to get the answers that they need, it'll make a difference. And so when I first started business coaching, our goal was to help clients to get to their first 6 figures. And so in, in that iteration, it was helping them to get clear about the clients that they wanted to serve and the problem they wanted to solve and the program or the offer that they would create that would bring the transformation into the lives of those clients. Today in our Move to Millions Method, that's the strategy pillar, helping them get clear on, you know, those types of things, the problem, the, the client, the pricing, the packaging, how they're gonna promote that problem out there and how they're going to position it so that ultimately they can sell it and then they can get to experience profitability. Um, from there it was then teaching them once they knew who they wanted to serve and the problem that they wanted to solve, they had to learn how to sell. They had to learn how to close the sale to be able to bring on a new client so that they could actually give them the results that they knew were possible, right? So then we would teach them how to sell, and that's our sales pillar in the Move to Millions Method. And then once you understand your strategy and you're having sales and now money is starting to come in, you've got to put some systems in place. You've got to look at opportunities to automate what you're doing so that you get to reduce the amount of effort you have to expend in order to produce a result. That's the systems pillar in the Move to Millions Method. And then eventually, because you have a strategy, you're selling consistently, and you've got some systems, It's time to start bringing on team members to help you to do what it is that you do so you can begin to work on the business, not in the business. That's the support team pillar inside of the Move to Millions Method. And then as a part of all of this ruminating in the background the entire time, you have to always be working on your success mindset, not looking through the lens of lack and scarcity, but looking through the lens of abundance and overflow. So that's the success mindset pillar. And then eventually we added in the soul leadership pillar, doing the internal work beyond mindset that gives you the countenance and confidence to operate fully inside of your gifts and talents. That's the Soul Leadership Pillar. And then finally, we, we added self-care in because working all the time produces burnout, not breakthroughs. And so we wanted to teach people how to actually care for themselves as a strategy that will ultimately grow their businesses. And so we added the Self-Care Pillar. So those are the 7 pillars inside the Move to Millions Method that came directly out of working with clients. To help them to understand what it was gonna take to get their business to an infrastructure that would allow them to produce predictable results on a regular basis.

Which is what it all comes down to. And the thing is that entrepreneurs, you know, being an entrepreneur can be a lonely world.

It can be.

And especially if you're successful, you know, and because then you have bigger and bigger problems to deal with, with less and less knowledge, 'cause you haven't had that kind of success, and you'd love to talk to people that have been down that road, but you know, you don't have really have time to go out and a lot of times to make those contacts. But it really helps. It really helps to have an overview from the beginning. Like if people can read your book, go through your system, uh, like, okay, this is where I'm going to end up, you know, and I still may be in this you know, one-man band for a long while. But eventually I'm not going to be working in the business. I'm going to be working on the business and I'm not going to be playing the violin. I'm going to be conducting the symphony. Yeah. And so it's good to know that, you know, that helps it not be as lonely a thing or as overwhelming because I was watching the Netflix show about these guys that sell the big expensive stuff in Manhattan, you know, like Selling Manhattan, I think is what it is. But the guy who runs it, Ryan Serhan, you know, they show him like, oh, you know, this and the other, and I'm not being a good dad and I need this. And, you know, it's just like, you know, you feel like, you know, Ryan, you're acting like a drama queen. Get over yourself. You know, everybody goes through this stuff, you know what I'm saying? Of course you can't, you know, So you have happy problems, Ryan. You've worked all your life to have these happy problems. Now it's a progression to move to where you offload some of these things, you know, like, you know, you, you get systems, you know, you teach people to do, you do, but basically you duplicate yourself. And, you know, in my world, what I found is that, you know, it's like pretty much at every level when you're overwhelmed, if you could duplicate yourself, you get 7 to 10 people trained to do what you do that allows you to move up. Because some of them are going to do that, right? They're not all going to do it, but enough of them will do it to allow you to move to another level where you're working with them and then continuing to expand that 7 to 10 to 20 to 30. And that's how you can kind of organically scale. But let me ask you about what was— I'm just curious, what were some of the amazingly things to you as an outsider, see, is seeing how disorganized some of the businesses were back then coming like, I can't believe, you know, this is a business person. They've got a business and they've been in business and they still don't have this. They don't have that. They— it's never dawned on them to do this. What were some of the things you ran into that just surprised you?

There's so many things that come up because What I have found is that most people are really good at whatever it is that they are selling, like the solution they bring to market. They're brilliant at that, but they may not have business acumen. They might not know how to market, right? They're relying on word of mouth. And so they have this business, they have these amazing frameworks and methodologies that they leverage to solve a problem, but they don't know how to get the word out about how to do that, right? Or They don't know how to close the sale. They don't know how to write a proposal. Like it's, it runs the gamut, right? Because most people are brilliant at what it is that they do, but they don't understand the business side of it. And they're simultaneously operating from a mindset of, I can't afford to hire. I can't afford to bring on the people that I need to do the things that I am not good at doing. So they stay on the hamster wheel. Of just enough instead of getting to the point where there is overflow, where there is an acceleration, where they can ultimately get to scaling if they wanna scale, right? Scaling, the definition of scaling is to employ a set of systems and strategies, um, through multiplication, duplication, and replication in order to produce and increase revenue and results. So most people think they're scaling when they're actually growing. Scaling is about multiplying, like you said, like multiplying yourself, duplicating yourself. Most people aren't even ready to scale because they don't have anything to duplicate because they start from scratch every single time and they change it every single time. And so part of helping a person build a business foundation is getting clear at that core level of systems of what they need to have in place so that they can actually bring the people or leverage systems and software in order to replicate, multiply, and duplicate the things that need to be done in order to produce the revenue that they want. And so that's a lot of the work that, that we have to do is helping people get that baseline set up so that they can see some predictability and start to see enough revenue come in to get above whatever their living and overhead is so that they can actually have profitability, which opens them up to being able to hire the people that are going to help them to scale the business.

Well, you know, this and what it is, you know, all of these things can be so overwhelming for someone who's already going around the clock running a business. And that's why I, you know, I've eventually— I've had every model of— I've been doing this 50 years. I've tried every, every manipulation of, you know, recruiting, training, meeting, morning, night, this, that and the other. But that's why we came, you know, I use the format that I have now inside my community because I came to the same thing. It's like we're all, you know, entrepreneurs, successful people, high achievers are all moving in the same path. You're going through transitions. But if you, if you, you know, the more you could be in the game and you can get, get exposed to this stuff on a regular basis. That's why we kick off every week. I've done this my entire career. We kick off the week with a bang from 9 to 10 o'clock, you know, you know, we don't leave it. We don't leave, you know, it's like kickoff time, you know, so we kick off the week and the idea of giving them an idea that, you know, one, one fresh idea could spark them to greatness, you know, and, you know, you approach the idea that this could be the greatest week of your life. Why not? You're taking all your experience and resources into this next week. Why can't this be the best week you've ever had in your life? And let's get, get a fresh idea. But so you, you set yourself up for success with a kickoff, but then you have a community where people are talking, sharing ideas because like when you went through your pillars of your thing, it can be overwhelming for someone to hear that the first time. And then they say, well, I'm not going to bother. But the deal is you're putting these things together piece by piece, right? You don't, you don't need them all at once. No, but it does help you to know that they're out there and at the right time and that you can add them in And like we say, you know, you and I both learned this organically from the streets. You know, that's what we put it together. And what we're doing is trying to help people collapse timeframes and take what took us a decade, you know, decades to learn and put it into weeks and months because it's not that complicated if it's put to you in an organized way and where, you know, you kind of drip feed this stuff to people and they can absorb it, you know, where it doesn't come like a thunderstorm of information that just washes over their head and nothing sticks, nothing changes. But the transformations can be constant and improving in various areas, you know, and they decide because they're living that life. And as you— they get exposed to these ideas like you're doing on your podcast, they can kind of implement these changes. And so I really like what you're doing. All of this stuff is necessary, and we have different ways of communicating this stuff, but but I've come to a lot of the same conclusions you have, uh, you know, about how to, how to get this stuff done. But, uh, you know, with your, uh, how did— when you, you created the Move to Millions method, uh, was that like in the— did you write a book? You, you wrote a book to put that out? Is that that how you formalized what it was, or—

I actually created it many years ago Um, it was initially under a different name. It was the body of work that the process that I was taking clients through. I don't, I don't do theory. Yeah. And so I don't wanna put anything out in the world that is theory. So I didn't write the book until I knew that it worked and we had successfully gotten people to 7 figures in their business.

Right.

So that's when the book came out. So, but I had been doing the work for several years prior to that using clients. And I, in the book, I feature several clients as case studies. That we took through our methodology that came out of the other side with a 7-figure business. So, um, yeah, so it, it definitely isn't theory. It's what I know it takes in practice. Like if you, if you are going to be a business owner and you have a desire to have a business that generates 7 figures a year, and you know, in my opinion, a 7-figure business is the floor. And, and the reason for 7 figures is because it's all about financial legacy. It's not just for lifestyle today. It's what you're going to leave behind so that we can change the generational trajectory, right? And the only way that happens is if you have a business. It's going to be really hard if you work for someone else to get to the point where you can net millions of dollars a year. But if you have your own business, you can net millions a year so that you can be putting that into financial legacy, putting into your, your trusts and, and those types of vehicles that protect your wealth for future generations. That's what it's about for me. And so once I knew, once I did it myself, 'Cause I believe that you should lead where you are trying to take other people. Yeah. And once I had other people that I helped to do it and they sustained it, then I knew I had a methodology that I could bring mainstream and share with lots of people so that they could get results. And what I'm really excited to share is that my book came out in November of 2023, so it's about 2 years old. And this past April, we got an email from the first person that we are aware of who read my book, applied what I give in the book. We even give you the worksheets and the templates. You get them for free. You just have to go and download them. And they got their business to 7 figures. We got the first email of someone who had done that. Now, I would venture to guess that there's probably more. They just didn't take the time to send us an email.

Right.

But we know that it works even without coaching and, and community from me inside of my community that you could leverage my book and turn it into a 7-figure business. If that is your desire, you can also build a 7-figure company because you get to decide. A 7-figure business is where you are the primary, you know, service provider, and you have a few team members that are supporting you as you go out and serve. Whereas a 7-figure business is you are the CEO, you're strategically presiding over the company, and you've got a team an infrastructure that is doing the work that generates for the company. It's your personal choice and decision, right? I've run a 7-figure business. I've run a 7-figure company. It's really up to you which one you want. The methodology is transferable. It doesn't matter which one you desire to have. These are the pillars that you need erected inside of your organization if you want to have a sustainable 7-figure company that doesn't require overwhelming, overworking, and over-hustling in order to have the things that you desire for your financial legacy.

Exactly. And this book is called Move to Millions. And it's— you're also— your podcast is Move to Millions. Yes. And so congratulations on making it easy to remember.

Thank you.

And my experience was You know, the same when I wrote my book in 2015, I guess I'd been in business for 40-something years and I was writing it to address the problem of like, the world needs more winners. You know, I think we need more high achievers. We need more million-dollar earners. We need more incredibly successful, you know, because they impact the world in a real way rather than, you know, talk about, you know, the trouble with politicians primarily and, you know, and lots of the areas of the country is people are out there talking. They never do nothing. And, you know, it's the entrepreneurs out there that will do things, create jobs, make impact, you know, create wealth, create people that have confidence to go out and do bigger things themselves. You know that, you know, those are the movers and shakers. And so we need more Haichu. So I write the book and it's the end of the book. It's the end of the book. I said, well, like, you got to start with a decision and then you got to do this. I work my way to the end and it dawned on me, wait a minute, this is a cycle. It's a cycle of success. And that's where I came. Then I decided on the, the name Serial Winner, you know, winning again and again. Why do certain people win over and over again? Because they, you know, how they think, you know, their program. And that's what you have. You have a method. If you want to move to a million-dollar business, 7 8, 9-figure, you know, you've got to have a track to run on, folks, if you're going to run far. And you're not going to build a train with 100 cars and run it on a dirt road. You got to have a track. It doesn't have to be a complicated track. You know, two iron rails, you know, railroad tracks have two iron rails.

Right.

But it doesn't have to be complicated. But when you have that track down there, you can go coast to coast. Again and again. And so, uh, congratulations on your method and, uh, congratulations on all you're doing. And I'm gonna give you the chance to say a final word for, uh, this portion of, uh, the podcast.

Yeah. So yeah, I just, I wanna say thank you again for having me here and giving me an opportunity to share inside of your community. For those of you who listen to this or watch this episode, if you, it inspires you in any way, I would, I have a gift for you. I would love for you to go to movetomillionsgifts.com, movetomillionsgifts.com. I've created a powerful bundle that gives you a nice overview of the Move to Millions Method and some other goodies in there that'll help you to leverage the method in a way that honors and supports what you wanna build inside of your business. And I'm just excited to have had an opportunity to share.

Fantastic. Thank you. And, uh, wish you the best. And, uh, we're gonna have to check in down the road and, and see how the business has boomed for you. You, uh, as all of these people have more time to apply those lessons and, uh, build their own 7 and 8-figure businesses. Thanks so much.

Yeah, thanks for having me.

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