JFDI – Dan Martell’s Business Playbook | 569

JFDI – Dan Martell’s Business Playbook | 569

dan martell business playbook

From broke to thought leader – after two big failures in the software industry, our today’s guest realized that he actually needs to learn business in order to become successful in any area of entrepreneurship. And now he has more than a few tips for us, so be ready to take it away straight from Dan Martell business playbook.

dan martell business playbook

What You Will Learn About Dan Martell’s Business Playbook:

  • How Dan Martell transitioned from broke to thought leader
  • The importance of learning about running a business
  • 3 aspects of Dan’s successful business today: investing, leveraging, helping others
  • Software as a way to build more equity in the business and leverage the high gross margin
  • The difference between not being passionate about your business anymore and being sick of not winning
  • The most important things when entering new markets
  • Tons of great tools and tips that’ll help you run your business
  • How you can get in touch with Dan

Whenever you’re ready, here are a few ways we can help:

Work with me One-on-One

If you’d like to work directly with me on your business… go to REIAce.com, share a little about your business and what you’d like to work on, and I’ll get you all the details!

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  • Grab my book, Epic Freedom ($1) 
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  • Join our Badass Investor Program and be a Case Study 
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  • Also, check these out:


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Matt Theriault: This is Theriault Media.

Dan Martell: When I look at if your goal is to build wealth and your goal is to build an empire and your goal is to create massive impact, when I look at all the people who are on my list of folks that I admire aspects of what they’ve done it’s ’cause they’ve put in the time over decades. They didn’t do it over 16 months. It was decades of focus and grinding it out. I think that too many people are using the excuse of, “Well, I’m not passionate about this anymore.”

Matt: All righty, welcome to The Epic Real Estate Investing Show. Today is Thought Leader Thursday. I’ve got a great show for you today.

Our guest today started his tech company at the age of 17 and failed, started again at 19 and failed there and then became a consultant after that and absolutely hated it. Then his first success came at the veteran age of 24 with a software company there but the struggle wasn’t done. Nope, he was struck. He was stressed. He was overworked and under-slept and no one to turn for help.

Through self-education and seeking out mentors in a few years he transitioned from broke to thought leader in the software as a service space, making his first million by the age of 27. He runs the biggest YouTube channel online for software as a service. I guess YouTube would be online, wouldn’t it? A former adviser to billion dollar companies like Hootsuite, Intercom, and You-2-Me. He’s an investor in more than 40 startups and now helps others that share his aspiration to do the same.

Wow, so please help me welcome to the show, Mr. Dan Martell. Dan, welcome to Epic Real Estate Investing.

Dan: Matt, thank you so much for having me. I’m really honored to be on here.

Matt: I’m glad to have you. Tell me, we’ve known each other for a little while. I’ve had a couple of these interviews in the last few weeks of people that I know and I know pretty well. I was surprised on how little I actually know about them. As I was preparing for this I was doing some research about you and we never had this conversation so I’d just love to do it here. What does childhood look like for someone that starts a tech company at the age of 17?

Dan: What’s interesting about my story growing up is software literally saved my life. At 17 I found myself through a bunch of things, from being diagnosed with ADHD at 11, to being thrown in foster care, group homes. I ended up jailed twice by the age of 16 and it was in rehab that I discovered this yellow book on Java programming. I actually typed in a command window and I made it say, “Hello World”, which every software book, if anybody picked one up on Javascript programming, whatever, that is the first project you build, is to make it say, “Hello World.”

That became my new addiction and honestly entrepreneurship the ultimate personal development program. I’m alive today because some incredible people showed up in my life and believed in me when I definitely didn’t have that belief myself. Software just happened. I had two loves, botany which some of you guys might guess why and programming. I remember telling my dad that I may go take biology or botany as a degree and he laughed and he said, “No, you’re going to stick to this computer stuff.”

Yeah, history, I’ve hired over 500 people in my career. The last two companies or the last three were acquired and the last two were venture-backed from some of the biggest investors in the Valley, like Travis Kalanick from Uber, the CEO of Uber was an investor in my company FlowTown, to Mark Cuban was an investor in my company Clarity.

I grew up in a small town in eastern Canada. Literally, Matt if you looked on a map for a place called Moncton, New Brunswick, Canada, it’s on, I call it the top hat of Maine and San Francisco where I spent a good portion of my life, they’re polar opposites. I don’t know. I feel super blessed to even be here doing what I get to today. That’s the short version of a pretty long life so far.

Matt: Perfect. I’m glad you’re here, too. Age 17 you had a failure, 19 you had a failure. You made it work at the age of 24. What did you learn from your failures at those first two that made it work the third time around?

Dan: A few things. I started to read, which is crazy. I read software books. I remember going to our local chapters, Indigo, I don’t know what in the U.S., you guys had Borders. That’s how I self-taught over a two-year period. My dad gave me an unlimited budget for computer books so I spent $3,000 in that two-year period consuming and devouring everything. I didn’t go out. I was a bit more introverted back then.

It wasn’t until I was 23 that I actually read my first business book. It was a book called Love is a Killer App, by Tim Sanders. To this day it’s funny because obviously, we, for the most part, all remember our first book. I still remember reading Richard Branson’s books, then three years ago getting invited by him to spend a week in Switzerland. It was a freaking honor.

Tim is somebody I consider a friend today. I e-mailed him every year with an update for almost 15 years until because of my YouTube channel he reached out to me and said, “Hey, Dan, love to get on a call to get your advice” which is crazy because that book transformed my life. Three core concept, one, acquire knowledge. For customers, I think that is a huge lesson that I’ve learned. Two, your network is your net worth. The power of people. Three was just be a good dude. Don’t be a dick. I used to think that entrepreneurs and business people were horrible people and that’s why they were wealthy. Turns out that is not the case. That is a decision and for most people that I have met, maybe it’s just my group of people, they’re incredibly giving and thoughtful and amazing.  I owe it a lot to reading books like Tim’s and many others since then.

Matt: What’s Tim’s last name?

Dan: Sanders.

Matt: Sanders, Tim Sanders. I have a very similar … I totally forgot all about this until you just said it. When Robert Kiyosaki had heard the podcast and he reached out to me and he wanted to meet me and I went up to his office, that was … It’s pretty amazing.

Dan: Isn’t that crazy/

Matt: What social media does now, right?

Dan: Bananas.

Matt: Yeah, yeah.  How long have you had your YouTube channel?

Dan: I started about three years ago. I’ve published every Monday for those three years and I haven’t missed a week. It’s not a big, it’s 25,000 subscribers, almost 30,000 but I speak on a very niche topic of business to business software as a service, SASS.

Matt: You’ve got all of them, pretty much.

Dan: To my estimation, there’s about 38,000 SASS entrepreneurs in the world and I feel like I’ve got the ones that are up and coming and the ones that are building.

Matt: There’s some room for growth there, you’ve got like 7,000 more people to hit. Awesome.  What does business look like for you today?

Dan: Three parts off my life, one, I have my investment portfolio, 43 investments now. Incredible entrepreneurs like the founders of Intercom and Unbounce and You-2-Me, a bunch of really cool folks that were kind enough to allow me to participate in their growth. So managing that portfolio, talking to them, making sure that they have the right capital or advice or strategy, making connections.

Then the other one is SASS Academy, which is a leverage group coaching program that is new for me. I launched that about two years ago and I think we’ve got almost 70+ incredible software founders that I get to mentor and guide and coach.

Then another third part of my life is my Creator’s Program, which is I work with at risk youth helping them build their confidence through building business. For me, I think entrepreneurship is an incredible Trojan Horse for betterment. I have a deep passion for working with teenagers that for the rest of society most of them might have given up on and for me I get excited to spend time with them.

Matt: Got it. You can relate to that.

Dan: 100%. I tell them my story and then all of a sudden they’re like, “Okay. This is not just some guy that read a book that’s showing up to try to teach me something. This is a guy that’s not only actively doing it.” It’s always fun because I never led with the … If anybody follows me on social media you’ll never see me post about watches or cars or houses or stuff but I’ve clearly, I’ve done pretty well. When I’m with those kids they’re the only ones that I actually show that stuff too because I’ve realized that they need that to really connect the, “Oh, this is possible. A guy’s that just like me, if anything worse than I was is living a completely different life today.” I let them sit in the cars and come to my house and all that fun stuff.

Matt: It’s amazing how powerful evidence can be, to what you’re up to is actually possible and then someone had to connect you and that’s possible for you as well. It’s funny that you said that, I was speaking on that, just had a conversation about that two days ago.

Software as a Service, this SASS phrase. It’s worked its way and is working more and more its way into the entrepreneur lexicon. It’s becoming really popular. I don’t know too much about it but I hear the word, what it is, Software as a Service. It sounds pretty self-explanatory. Is there anything more to it or is that kind of what it is? Can you explain that?

Dan: Yeah, the short history is back in the day when you bought software it came in a binders, on CDs and then you’d have to buy a server and go in a server room, get it hosted somewhere, installed as a software. You usually have to buy licenses upfront for your whole organization. Then you had to hire someone to manage it, an administrator, et cetera. What shifted is all of a sudden … And the ownership was 100% on the company to adopt the technology, your ERP, your software, you’re financial system, et cetera.

Now, it’s pretty much try before you buy and 100% of the adoption is on the software provider ownership. What’s cool about it is that you create this reoccurring revenue stream versus just a one-time upfront 50K, 100K deal. What’s great about it for a lot of entrepreneurs and the reason why guys that I coach like Ryan Lebeck from the Ask Method or Ryan Deiss from Digital Marketer and a ton of other clients, Daryl from Flex Pay. Many of them came from an information product. Everybody knows Clickfunnels and Russell Brunson, what’s he’s done, $100 million a year company in five years, is one, the re-occurring revenue is really great. If anybody knows this business model. I’d never done a business outside of a subscription model just because I liked the predictability and the scalability of it.

Then the second is just valuation. For a lot of companies, it can get north of $500+ in annual re-occurring revenue. The valuations that people are getting on exits is seven to ten x top line revenue which I don’t think is … It’s probably the highest out of biotech or some weird intellectual property or science stuff. It’s very rare for that to be the consistent valuation multiplier on top-line revenue, not EBITDA.

There are companies like Vista Partners, a big private equity fund that are buying companies like Marketo for billions of dollars now on a couple hundred million in top-line revenue because they’re so valuable and they’re so predictable that it’s almost like an annuity. A lot of people are going that way. They show up on my YouTube channel. They show up on my e-mail list. It’s very hard to build, hence why the valuations are so great, but once you build that flywheel …

Really, it’s north of ten million plus in annual recurring revenue. It’s unstoppable. It creates this flywheel in your industry. I have this few clients that are well past that and they just own the market they’re in. You think of Slack, DropBox, Trello, et cetera. Those are the kind of tools that I work with founders to develop and scale.

Matt: We use all three of those together.

Dan: It’s one of those things when you look under the hood of every industry there’s point solutions. I am sure you know many of them. Well, Deal Machine is one of my clients, David, in Saskatchewan.

Matt: He was on the show a couple of weeks ago.

Dan: Awesome. Just an incredible entrepreneur. Trevor Mauch from OnCarrot.com, another client of mine. There’s a lot of real estate guys. Daniel Schwartz, from Investor Fuse, In the real estate space. The same is true for Spawn Salons and accountants.  There’s these vertical solutions to help them run their businesses. I think that if you have domain expertise in an area, building a software tool to augment your revenue streams is a really great way to build some more equity in the business and leverage the high gross margin that you might be generating through real estate information or other.

Matt: Who’s your ideal client? It’s obviously someone that wants to start a software as a service but at what point would it make sense for them to reach out to you?

Dan: Yeah, so I have an online digital program called Idea to Exit which literally is probably the most valuable thing that I offer that people can buy. It does come with monthly coaching with me but if people are interested they can search out and they chat with Michael, my scale specialist. For SASS Academy it’s $10K minimum revenue, so their product’s in market. They have product market. They’re revenue generating. Most of my clients now come to me when they’re a lot further along, $25 to $100K a month in re-occurring revenue. My job is to help them on these four core areas which is really about demand generation, client conversion and then expansion revenue.

The cool thing about software is that if you build it right and people are successful, if you think about the tools that I just mentioned, you might use Slack, Trello, DropBox, et cetera. You’re spend is probably gone up over the years, right? You might start off with a low-end plan but over the years it goes up. What’s great about software is if you strategically design it properly, if you didn’t grow your new customer base at all on an annual basis the best software companies grow by 20 to 30% per year. So no new features, no new customers in the top of the funnel and the business grows 20 to 30% on its own.  I don’t know a lot of businesses that can do that hence why software is such a valuable asset.

Matt: Right. What do you like best about what you do?

Dan: I love just designing stuff. I grew up as a fairly artistic guy.  Building interfaces and problem-solving and building user experiences has always been a passion of mine. But at the end of the day what I’ve always done with business is I kind of took my nerdy software architecture mind and thinking and applied it to how I scale companies. Understanding the six core functions of a business and how each part hands off to the next one and what information is required and what should say in its own core function. And understanding how that velocity allows a business to grow in a predictable scalable way. I find that that problem, solving that is my favorite thing. It never gets old. And the coolest part is all of my clients are literally shaping the future for their customers and how the world’s going to work.

That’s the funniest part is being able to see an Intercom. I met Owen the founders and they were literally living in Ireland and no revenue to now north of a billion dollar valuation in six years and most companies using their product. That’s just amazing and fascinating. I love how fast things move in software.

Matt: The world is moving very fast.

Dan: Very fast.

Matt: Well, all right. What do you wish you could talk more about that you don’t get to?

Dan: Most people listen more on an entrepreneurial nature. I think that there’s a few core ideas that I think are really important for entrepreneurs to get. One is to become the person who can deal. Growing up-

Matt: I got some advice.

Dan: Become the person who can deal. I think a lot of times when we run into issues… When I was starting off $10 problems were a pain in the butt, if I misallocated $10, or you go up by a factor of $10 to $100 problems. I used to always be frustrated and one of my mentors said to me, he says, “Dan, you just need to become the person who can deal with a $1000, $10,000, $100,000, $1,000,000 problems. If you want to build that kind of empire then you can’t wish that those problems didn’t happen. Wish you were better.”

That transformed my thinking. All of a sudden now challenges became opportunities. It’s really like when things are not going my way I’m like, “Cool. I get to learn.” You never grow when you get what you expect. You grow when you don’t what you expect as long as you understand it that way. I think people need to talk more about that to become the person who can deal with bigger problems instead of wishing they didn’t happen. As I’ve learned the more you grow, the bigger the business is, the bigger the problems.

Now, as you can probably testify, Matt, if one of my team members came to me with a $10 problem I’d probably reprimand their ass because, “What, literally, you’re going to waste my time.” Pretty much if it’s not north of $1,000 issue I don’t want to hear about it. It’s not a good use of time.

The other one is being more decisive when my gut tells me I’m on purpose. I have this slogan called JFDI, which people can Google to figure out what it is. It’s part of my manifesto. I created this DanMartell.com/manifesto which is these beliefs that I have about life. Both of these are on there and there’s probably a dozen others. JFDI to me is about shortening the knowing, doing gap.

Matt: I just figured it out, but go ahead.

Dan: Yeah, some people get it right away, some people still … my best friend just finally figured it out the other day. It’s my license plate. It’s on my wall. It’s printed in my garage. It’s a big part of my life because if I had any skill it was that, is that because I came from such a low point in my life people’s expectations of me were zero. My dad used to say, “If you could just find something that isn’t illegal that you’re passionate about, two thumbs up. That would be amazing.”

Because of that I’ve always been more of an action taker. When I started reading business books, there’s never a time where I’ve read a book and I didn’t say, what are three actionable things that I can implement tomorrow that I’ve learned. JFDI to me is about saying, when it speaks to my soul I have to say yes. I’m always default yes, especially when I’m anxious and scared about it, only when it speaks to my soul and I know it’s the right decision. Those to me are two big things.

People, they think about things. They wait too long. Nine months, especially in the software market, there’s opportunities and they close. If you wait nine months you’re going to read on Tech Crunch or other side that they just announced the tool that you thought of. That’s just the world we live in.

Matt: Mm-hmm (affirmative). One thing that you had said earlier when I had asked you what you wished you could talk more about, you talked about the $10, $100 problem. It’s funny that you said that and I’m really enjoying this conversation. I’m learning a lot about you and I think we have a lot of commonalities I didn’t realize. That’s a little coping mechanism that I have where I’m a little bit overwhelmed with the challenge at the moment. I think about who would gladly trade their problem for mine, right? Then it’s like, what’s difficult to me is easy to somebody else. Then I don’t have that expression but I think I’m going to adopt it, the JFDI. Okay, let’s just do it.

Dan: Yeah, there’s another thing on that, Matt, that I think is a good reframe as well is remembering that our worst day that we might have, for you and I and many of the people listening, is somebody else’s dream day. I never forget that. I might have the worst day and I’m talking about some really bad stuff could happen and realize based on where I grew up, where I lived, the family, the relationships, the bank account, all that stuff, would be somebody else’s dream day. That just puts everything in context for me.

Matt: I was watching, There was an Oprah Winfrey show a decade ago at least and she was talking about how if you sat around in a circle with everyone that you know and everyone just emptied their pockets, threw all of their problems out in the middle so everyone could look at their problems, everyone would probably just pick their own problems back up and say, “I’m glad that person over there.”

Dan: That’s a good story. I like that.

Matt: What commonly held truth do you disagree with?

Dan: I am not a fan of the follow your passion. Honestly, I think people give up way too early. You know it’s this thing that I see. I get it that we want to be passionate about and I’m guilty of this. I’m sure I’ve said it many times.

Matt: Well, this is a little bit contradicting what your dad had told you to do, right?

Dan: No, he said it’d be great if you did that, right? I’m not saying that I did it or he gave me good advice. He just was wishing that I did anything that was legal. I was passionate about a ton of stuff it just didn’t get me in the right direction. And look, I definitely fell in love with programming, et cetera.

Matt: That’s the find your passion issue.

Dan: Yeah.  A lot of people, I feel like when it gets hard they give themselves a reason to give up. I’m just sick of it, dude. I mentor a lot of people indirectly through Instagram and social media. They show up in my comments and e-mail me and send me mail. I feel privileged I’m in a position to have people pay attention and send me content like that. At the same time if you’re giving up every 16 months on that thing to do the next thing then you really need to ask yourself what you’re doing. To me, there are moments, as you can testify, that even in an area you’re passionate about you’ve got to do the work and it’s shitty and it’s real work. You’ve got to figure it out and you’ve got to grind. That to me is not an excuse to just go find the next thing that you are more passionate about et cetera.

If your goal is to build wealth and your goal is to build an empire and your goal is to create massive impact when I look at all the people that are on my list of folks that I admire aspects of what they’ve done it’s because they put in the time over decades. They didn’t do it over 16 months. It was decades of focus and grinding it out. I think too many people are using the excuse of, “Well, I’m not passionate about this anymore.”

Here’s the way you know if you are using that excuse. If whatever scenario you’re in was working, would you keep doing it? If the answer is yes, then shut the F up, keep grinding and get to success because that is your promise. It’s not that you’ve got passion about it. You’re just sick of not winning. Does that make sense, Matt? To me that’s how I fix it real quick. If you were crushing your business would you be passionate about doing your business? Yes, I’d love to. Perfect. Go fix it.  Going to find the next business opportunity is not going to fix the problem with you, which is you didn’t become the person who can deal.

Matt: I know there’s people listening right now that are thinking, “Matt, why’d you have a software as a service guy on your show? It’s for this reason right here, because that applies to all entrepreneurs.

What’s something few people know about you that you wish more people did?

Dan: I share my life pretty publicly. I have a video on the integrated life with my family and my kids. I allowed my videographer to come in my house at five in the morning and videotape a whole day with us because he was fascinated by how I approach raising my kids. As anybody that’s come through a chaotic upbringing or challenges, we want to create a different life for our kids. I share a lot.

I would say something people don’t know that I wish they knew more of was just the amount of work I do with kids. I need to do a better job of sharing that. The challenge for many of the youth that I work with is because they’re underage. It’s not something I can post socially. It doesn’t mean I can’t share more. I definitely have some reservations about a lot of the charity stuff. I never want people to think that I’m sharing out off ego or wanting to be significant. I just now realize, especially this year, that I have an audience and I’m not using it as much as I could to shine the light on organizations that I’m involved in. That’s really not doing anybody any good.

I would say that’s a big part of, it’s a third of my life, literally a third of my time is spent thinking about how I can help kids and how I can do more in my community but I don’t think it’s really well-known by many people including my close friends.

Matt: You’re a good dude, Dan. It’s good to spend this time with you.

If there were three guiding principles for your success, and you may have touched on them already, but if there were three of them what would they be?

Dan: I would say one of my early mentors was this guy called Ken Nickerson. He worked for Bill Gates, one of the most successful angel investors in Canada. He told me that my job, if I wanted to build software companies is to find the smartest people I can and spend as much time as I can with them. The whole concept of you’re the average of the five people. He gave me this advice in context to me essentially after I sold my company Spirit when I was 28. I decided to move to San Francisco. I didn’t know a soul. I didn’t know what to do. He said, “This is your one mandate. Literally go wherever, meetups, co-working spaces, events.  Find brilliant people and try to spend as much time as they will allow you to without being creepy.

I’ll tell you man, that advice, to this day, it’s why you and I met. It’s why I’m friends with guys like Todd Herman and Kevin Haddow. When I look at my bookshelf today, it’s crazy that 20% of those books were written people that I can consider friends, that I’ve got their cell numbers. That blows my mind. I go to bookstores now, dude, and I move books around. I have zero care. I’ll grab my friends’ books, put ’em front face I’ll put them in the editor’s pick pile. I don’t even buy books at bookstores anymore but I’ll go there just to do that because I realize that that has had such a huge impact on me, just finding the smartest people you can and adding value.

There’s this guy, Octavio I met, a real quick story, the first week I was in San Francisco. I don’t know if you’ve ever seen this iPhone App. It was called Quest Visual and essentially you put it front. It was a video screen and you put it in front of a Spanish sign and it would translate the sign in the same color and font in English. Essentially you could look though this app and it would translate the world.

I met Octavio when it was a prototype. He built it on iPhone 3. I know enough about software, I thought it was a fake. I thought he was messing with people. He had these cards in his wallet. I was like, “Dude, you hard-coded that. That’s not true.”  I said, “Show me the code.” I’m reading the code and I’m like, “Holy cow. He cracked the nut. It’s a very tough problem.”

I spent a lot of time with Octavio. Any moment, we’d go out and play soccer. We’d hang out. The guy sold his company to Google and is still one of my good friends today that I can turn to with any hard math problem. To have guys like that in my life means that I can come up with any crazy idea and know within ten minutes if it’s feasible or not based on where we are today in the technology world.

I think that no matter what industry you’re in, and this is probably number two of the big life lessons. Number two is become a student of your industry. The other day I was sitting with an entrepreneur that’s actually in the property management space of all things. He was doing a half a million a year as a property manager. I said, “Who are the top property management in the city?” He said, “I don’t know.” I said, “Well what does the top property managers in Canada, what are their average revenues per year?”  “I don’t know.” “Who’s got the top three YouTube channels for property management? “I don’t know.”

It literally it blew my mind. I will tell you, when I enter new markets, and I’ve done this several times in my career. I buy the top books on Amazon. And that’s the cool part. We live in a world where somebody writes 20 years off their life into a book that I can consume in six hours and it costs me $20.00.  If you are that friggin’ ignorant that you think you shouldn’t read that, you’re crazy and you’re working way too hard.

One, I always get the books. Two, I definitely want to figure out where the online communities exist so that I can go and get influenced by that. And then third is I try to figure out where they get together in person. I’m a person guy. I learn so much sitting down with you Matt and asking you a ton of questions about your world, to really piece together things. Yes, I read the book so I don’t sound like an idiot when I’m asking questions but at the same time I’m very much a people learner.

I think if you did those two things, spend as much time as you can with the smartest people you know and two become a student of your industry. And this is the key and Tim Sanders taught me this in his book, is do it for your customers. That’s the nuance. I study SASS, yes for myself but more importantly for my customers, my coaching clients, my investment portfolio, so that I can always bring them the latest and the greatest and the best. That’s how I add value which helps the first thing, which is spend as much time as you can with the smartest people you know.

If I had to pick a third, morning routines. I think that you own your morning you win the day. To me, it’s whatever you want it to be. You should habit stack the best book on this if you had to make me pick one, Hal Elrod, another good friend of mine wrote Morning Miracle. He’s got, I think it’s called SABRES, it’s an acronym for the ritual. My first, my whole morning, for the most part, is part of a ritual. I would say that the first hour of my day, I’ve got a very structured process for how I review my goals that I’m achieving. This is quarterly.

It’s so crazy how there was a point in my life, I still remember. I didn’t review my goals every day, which to me would sound so stupid. Why would I not look at my goals then look at my day and make sure that what I’m about to go do …. And even though I plan on Sunday I still do a daily review. Or do a gratitude journaling. Every morning I have a five-minute journal, which I think is an incredible tool and I do gratitude journaling.

I wake up and I drink a half liter of water. Another great book is called Own Your Day by Mark, the guy from On It, Aubrey Marcus. You want to take your day to the next level? Read Aubrey’s book. He talks about putting sea salt and lime in your water, which is a good idea. Just these little things, wake up, chug a half liter of water, follow your process, read ten pages of a book every day religiously. Every day I sweat. I call it sweat every day. I just go back from Cross Fit. To me, if it’s ten minutes doing air squats or whatever, I need to sweat. That means okay, today was won.

I think those would be the big three.

Matt: Those are good. So I got to find smart people, spend time with them, right?  Become a student of your industry and do it for your customers. I love that. And then own the morning, own the day.  Can I phrase it like that?

Dan: 100%.

Matt: Super. Dan, it’s been a pleasure. If someone wanted to get in touch with you what would be the best way for them to do that. We probably already touched on it but let’s just wrap it up.

Dan: Find me on Instagram @DanMartell, two L’s in Martell is my handle on Instagram. YouTube, you can search my name. My URL, my domain name. I did have three tools. I know that it was in your list of questions. I’m going to drop them real quick if that’s cool, Matt.

The first was Voxer. I use Voxer with my team. My trick for Voxer is voice out, typing back. I’m really good at voice. I’m not so good at typing so every time I send messages to my team they have to reply in text because it’s easier for me to process. Great tool for group collaboration and chat.

Second is Front App or Front, which is a new shared inbox, much like Dropbox and Trello are kind of like the thing everybody uses. I believe in the future Front will be one of those tools.

The other one is airtable.com which is essentially a spreadsheet on steroids. If anybody’s looking for efficiencies around communication and collaboration and workflow, check out Airtable. It’s not a replacement for Google spreadsheets or Trello, per se, but an enhancement for more complex, like video production or that kind of media-rich workflow I think is incredible.

Matt: Perfect. On those took what was the second one. Was it Future Front?

Dan: FrontApp.com.

Matt: All right, Dan. I’m going to see you next month. I’m looking forward to it. Thanks for being here. It was a pleasure.

Dan: Matt, absolutely, Matt. My pleasure. We’ll talk soon.

Matt: All righty. So that’s it for today. I’ll see you next week on another episode of Thought Leader Thursday right here on The Epic Real Estate Investing Show. Take care.