“No one goes to bed at six figures and wakes up at seven.” – Dr Darnyelle Jervey Harmon
Episode Summary
This episode is powered by the The Move to Millions Tour
In this episode, Dr. Darnyelle shares a foundational piece of the Move to Millions Movement and story. Committed to helping six-figure entrepreneurs progress through the continuum to the million-dollar mark, Darnyelle breaks down the process, what it means–and more importantly–how to shift from level to level. With a very clear understanding that no one goes to bed at six figures and wakes up at seven, understanding the mindset, the methodology, and the consistent movement, while focused on the mission to impact more lives while making more income, this episode is going to give you what you need to level up not just in your business but also in your mindset. If you’re desiring to grow your business from the Momentum stage to the Millions stage, you want to grab pen and paper and listen in.
Listen in to discover:
- The 3 phases of the Move to Millions Continuum
- The mindset necessary to continue to ascend to the next level
- What it’s really going to take to shift from Momentum to Millions
- The pitfalls to watch for on your journey to the million-dollar mark
Important Links:
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Next Level Everything – Previous episode
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Move to Millions Group – Facebook
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Introduction
This episode is powered by the Move to Millions Tour. I am so excited to be heading back on the road after years, visiting some of our favorite places, where members of our community reside, Washington, DC, Atlanta, Georgia and right here in Newark, Delaware. If you’re ready to prepare to make and move millions, you need to meet us on tour. Go to MoveToMillionsEvent/tour to learn more.
I am so excited about this season, this new wave of love and energy moving through our rebrand. I’m excited to continue unpacking why we changed the name, have a new focus, and am about the results that we are seeing for our clients? I feel like I’m Moses. I know I talked to you in the last episode about my “Moses moment” when God gave me the three words, “Move to Millions.”
I feel like Moses is on the other side. Moses is no longer questioning whether or not it’s him and if he should go, but it’s standing boldly, being obedient, and showing up fully for the children of Israel. I feel so excited and elated to know that I know, that I know like I know my name, that I was called and born for this. This is the work that I am supposed to do.
In this episode, I want to talk to you millions-minded, service-based entrepreneurs, about what I like to call the Move to Millions Continuum. It is exciting because I believe that no one goes to bed a blunder and wakes up a wonder. You’re not going to make a decision that you want to have a $1 million company and have one tomorrow.
It’s going to be a journey. There’s going to be a move that has to take place. When I think about moving, God first gave me those three words and told me that there was an acronym associated with the move, I got excited. The acronym stands for Mastery, Operational Obedience, Vision, and Execution, and beyond the $1 million mark.
You need to master some strategies. You’re going to have to take some time and get crystal clear about your pricing, packaging, positioning, the promise you make in your work, and promotion strategy. You’re going to have to get clear about your visibility, presence, and how you’re going to show up in the world. All of that is under the mastery piece.
That operational obedience piece is like a double-edged sword. On the one hand, it’s about operations. Are you strategically automating and aligning your company to work without you being the one in charge of every single thing, but then are you being obedient to the call that’s on your life? That’s heavy thinking about the work that you do as a call.
I remember when it dawned on me. I’ll be honest, and it wasn’t that long ago. Although I’ve been doing this work for several years successfully, it wasn’t that long ago that it dawned on me that I am not a business coach. It might be what the industry calls me. The work that we do with our clients is so much deeper than that. It’s so much better than that. That’ll be the science piece to showing up fully in the gift or call on my life is a lot of times what trips people up, which is why success mindset.
That’s where vision comes in. Vision, not seeing where you’re going, but refusing to allow what you end up seeing when you’re feeling fear or frustration to hinder what you know to be true about who you are, your purpose, and the work you’re supposed to do on this planet. You are staying in a space where your success mindset is fueling you.
I’ve heard different people give different statistics. I even heard neuroscientists say that our mindset and brain set attribute to about 90% of our success. I’ve always personally believed it has been about 95%. I can teach you almost anything, but you have to believe that you are worthy and deserving of it in order for that thing that I desire to teach you to produce the result that you desire inside of your life experience.
I’ll go with neuroscience because I’m not trained in it. I’ve done a lot of personal work around it. I wanted to make sure that I could put my clients in a position to truly shift and change their lives. To stop telling those stories that don’t serve them and get themselves into action that is going to reward what it is that they truly desire.
That vision piece is all about that success mindset and holding space until you get there. The Move to Millions is not just a move. It’s an action. They’re going to be steps that must be taken, foundations that have to be set, failures that have to occur for you to get to the $1 million mark. Do you have enough vision to stay and to keep getting up when it might be failure after failure?
I believe that failure comes before success, not just in the dictionary. There are a lot of people with big dreams and goals that aren’t taking the consistent actions and executing to produce what it is that they say they want for themselves through their business. When we think about mastery, operational obedience, vision, and execution to and beyond the $1 million mark these days, I get excited.
I was literally sitting in my office, pen to Remarkable, and I started framing what is now become the Move to Millions Continuum. I think the first stop on the continuum is $100,000 a year. Let’s be clear, $100,000 a year is a milestone, not a stopping point. You’ve heard me say this before. You cannot live the abundant life God called you to on $100,000.
Your business only making $100,000 is small business poverty because after basic needs, necessities, taxes, and expenses for your business, that $100,000 is a little less than $40,000. I don’t know whose life you’re changing for $40,000. When I say that it is contrarian and I purposely want to get people emotional, I want to piss people off because I don’t want you to think it’s the place to stop. It’s a place to stop long enough to celebrate that you’ve made it because only 10% of businesses ever make more than six figures.
Based on the last statistics that we have from the SBA and the IRS state that 89.19% of businesses do not exceed $100,000 a year in gross receipts. That’s about 10.35% that do. Even less, 2.35%, ever crossed the $1 million mark. You can’t stop. You got to keep moving. The $100,000 is the first stopping point. I want you to celebrate because it is a big deal. Many people never hit that milestone. Although for many, the six-figure mark is the Holy Grail.
The fact is this has got to change because we cannot be the change we want to see, leave a legacy, and shift generational trajectories. Give our children’s children something that our parents couldn’t give us unless we leverage the power of our businesses to build wealth. I don’t know the statistic off the top of my head, but when you look at the wealth that exists in this country, the majority percent comes through business ownership.
I want to let that breathe for a second. You thought you were starting a business out of the necessity of being laid off from your job or because you loved being able to help people in this way. You have the ability to take that business and turn it into a wealth machine that creates a legacy for the next few generations. I get excited. You guys know parts of my story. I don’t even have children yet, but I get excited about the thought that my children’s children will speak my name. Not because of my sweet potato pie recipe and I can make a bang and sweet potato pie, but because I cared enough about them to make them millionaires, every single one of them when I leave this earth.
I think about that Erma Bombeck quote. She says, “When I stand before God, at the end of my life, I hope not to have a single bit of talent left saying I used everything you gave me.” That’s MO. I’m trying to use everything he gave me. For a lot of years, I played small, allowing some of you to enroll in programs that are subservient because you didn’t know that I existed.
I said, “No more. I got to deal with my own fears, get out of my own way, and get my own self on the Move to Millions Continuum.” The first thought is the $100,000 a year mark. That’s exciting, and I want you to celebrate it. I am not purposely diminishing the significance of hitting that milestone because it is a big deal, but if you’ve hit $100,000 a year, we both know you can’t stop there.
Not if you want to be the change you want to see in your family and community. The next step on the continuum is $100,000 a quarter. A $100,000 a quarter comes out to about $33,333.33 a month in gross revenue. It’s the money that’s coming into your business. Basically, $35,000 a month is what you’re doing. You’re having a six-figure quarter. You’re having $400,000 a year, which is pretty cool because now you can pay yourself six figures.
When you can pay yourself six figures, if you have financial advisement and are not living beneath or above your needs, you can start putting money away for retirement. Make sure that you have the right insurance in your business and think about your children for the future. I get stoked at the thought that in addition to life insurance policies that are at least $1 million each for however many children I ended up being able to bring and care for into this world.
My children will have trust, and they’ll be able to decide if they want to use it to go to college or buy their first home, assuming that we don’t leave them home because we’re also building a real estate portfolio or start their business. It’ll be seed money. Can we for a second sidebar and talk about that? What a difference would it have made for you to have seed money to start your business? Not have to need access to capital because your mother or mother’s mother or your father’s father thought enough of you to create a trust or there to be something for you when you were at the point of making that pivotal decision of how you were going to show up in the world.
This is what I’m talking about when I say Move to Millions. It’s about normalizing wealth and legacy. If you did not come from millions, I believe you had a right, responsibility and obligation, even to make sure that millions come from you. That’s what small business ownership affords us. Although the industry calls us small businesses, if we have less than 500 employees, I am by no stretch of our imagination minimizing the significance of the work you do and the lives that you change inside of your business.
Your business might be classified as small, but it’s big, life-changing and a game-changer. After we successfully get to the $100,000 quarters and the $300,000 to $400,000 a year, the next stop is $100,000 a month. I made a decision not that long ago. Many of you know my story. I started the business in 2007 after finishing the Pink Cadillac, and you guys know this part. It didn’t go well, first off. I filed for bankruptcy, went back to work for two years, and came out in 2011. My first year full-time in the business, we crossed the six-figure mark. The second-year full-time, which would have been 2012, we more than doubled our business from what we did the first year. We went from $180,000 that first year to $370,000 the next year. The year after that, we did almost $500,000, so nearly doubling the business again in 2013. In 2014, we had that big spike and did $1.8 million. In 2016, we did about $2.3 million. In 2017, we backed down to about $700,000. In 2018, we remained flat. We were at about $800,000.
In 2019, we went back over the $1 million mark. In 2020, over $1 million mark. In 2021, $2 million, to give you a little snapshot of our continuum. In 2019, when God told me, you know this story. It was in last season. Next Level Everything was that episode’s title. God said, “I will let them live on whatever level they sell for.” I had to pull my car over because I’m like, “Wait a minute, God, this is so good.”
At the same time, whatever level you’re living on is the level that you settle for. I decided right then at the end of 2019 that $100,000 cash bonds were my new normal. I wanted to get the business back to $1 million because I knew I could and was ready for it. When I did the millions the first time, I wasn’t expecting to do it and was mentally prepared. It was a very turmoilistic time in my life. It wasn’t fun. It was everything that Biggie said it would be.
It was more money and problems. I wanted out of it as fast as I could get out of it. I couldn’t kill my business fast enough, but by 2019, 2020, I was very clear about who I am. I had accepted the mandate in my life. I was ready to show up fully and more boldly. I think I told you guys the story about how in 2018, five different arbitrary people all basically told me I’m playing small, and I need to stop. I decided to heed the warning.
I was ready to go back, build the company, and live into that mandate. I started moving back into it. The first decision was that I would do $100,000 a month and catch this. It wasn’t for the sake of having $100,000 a month. It was for the ability to tie $10,000 a month. I stopped setting revenue goals and started setting timing goals.
The reason I did that is that I’ve been a chaser of the money. The first time we did $1 million, the rush to get there was about validation and approval of my worthiness. I felt like if I did that, people might finally love me. I might be going a little too deep with you, but I hope you don’t mind me keeping it real. Once I did my work and I no longer needed validation because of things or people, it tainted the experience of money, and I wanted to stop chasing it.
I also wanted to live up to my potential because abundance, wealth and millions are my birthrights. I decided that the best way for me to think about money without becoming all consumed by money was to focus on giving money away. I’m so excited to share with you guys that in 2021, $200,000 is the amount of money I gave away and maybe even a little more than that.
When I decided that $100,000 cash bonds became my new normal, it literally was like, the Rubik’s cube went right into place, and all colors were in the right place. Some Millennials might not get that reference. Google it. As I said, if everything went into place, it suddenly made sense. Six-figure a month became a new normal. As we crossed the multiple-million-dollar month, I’m doing it in a way that serves and supports us makes me feel good and proud to be running a company that employs other people and gives to causes and communities to help them expand their reach and continue their important work. My heart is stinking full.
We have a new mantra that $250,000 cash month is our new normal. It will continue to accelerate up from there over the next few years to get to our eight-figure trajectory. I fully believe that we can get to the eight-figure sooner than we’ve planned for it. We’re planning for it in a three-year strategic plan. I believe we can get there before three years, but I’m going to give myself the grace to do it in a way that honors who I am, gives God the glory, and doesn’t send me into a space of overwhelming because I don’t want ever to chase the number again.
When you think about the Move to Millions Continuum, six-figure years, quarters or months, where are you? What do you feel you most need to get to the next tier? You probably know that what got you to six figures won’t get you to seven. Whether that means you’ve been hustling and grinding, you might even have one of those t-shirts wake, pray, grind, burn that thing, stop grinding. It’s about grace, not grind.
You might be hustling and grinding, but what you need is some systems, operational infrastructure, and automation so that you can make lead generation predictable inside of your business. You might have a desperate sales energy or feel like you don’t want to be sales-y. You hate sales. You don’t ever present yourself as the solution to people. Whereas to get to the next wrong, you’re going to have to start requiring your clients to wise up and recognize who they are in the presence of so that they can be served fully by you?
You might be unclear about your offer and have a low-ticket business model. Probably we’ll do an entire episode on high-end services and pricing. You’re going to have to change that to get to the point where you have an amazing offer suite to share with those that you’ve been called to serve. You might feel overwhelmed because you’re doing all the things. You’re going to need a new method of delivery. We call it the leverage and scale delivery system.
You might think you need to keep getting on with the new things coming up instead of identifying the right strategy for your business and focusing on it exclusively until you hit your milestone. You might be consistently feeling unsure if you provide any value at all and might be doubting yourself constantly. You might even be thinking that getting to six-figure years was a fluke.
You’re going to have to shift into knowing and showing up fully because you clearly understand and embody all that God created for you to be. You’re going to have to leave those mediocre mindsets and beliefs behind because they’re not serving you. You’re going to need a success mindset and belief that abundance is unlimited and available to you now and every time you decide.
When I think about the Move to Millions Continuum, that’s what it’s about for me. This is high-level inside our programs, Leverage and Scale Weekend and The Move to Millions Mastermind. We go in-depth. For those of you who will join us on tour in one of the cities we’re visiting, you’ll learn more about The Move to Millions Continuum. We’ll give you some great insight into some of the things you need to be thinking about.
If you’re at $100,000 a year, which we call momentum, how to get to mastery, which is $100,000 a quarter. If you’re in mastery, which is $100,000 a quarter, how do you get to millions, which is $100,000 a month? What does that look like? What’s the continuum for you? More importantly, what is the strategy that needs to be developed and mastered? What needs to be done operationally in obedience to execute the vision you have for yourself to get your business to the point where you are creating generational wealth and legacy.
I’m excited about all that we have put together and will be unveiling to you, not through the podcast, but our live events, programs and community. If you do not belong to the Move to Millions Group on Facebook, stop playing yourself and come and join us. We’re having such a great time over there. Breaking down what it takes and what we call the Move to Millions Method and getting people ready to make and move millions. If you ask me, that’s what it’s all about. If you did not come from millions, millions ought to come from you. I’ll see you next time. Take care.
