How Daavi reached $200k/mo with ads & funnels (Olympia Case Study)

Struggling to balance sales, fulfillment, everything didn't have consistent lead flow. If you are a business owner and you feel like you're fucking drowning, get a coach. It went from being literally a mom and son just kind of doing everything to a business with a backbone that now the jump from 100 to 200 was like.

So guys, we're here at our Q1 mastermind for Olympia.

I'm here with my man, Davi Gazelle.

Yeah, Big G and Davi. So you went from after you joined Olympia, you joined at 100k a month, now you're at 200k a month, right?

Yeah.

What is the business like? What's going on?

Yeah, for sure. So we do coaching, executive coaching, specifically for burned out doctors. So in a nutshell, today 49% of physicians self report as burned out, which can be anything from getting in the car and dreading actually going into seeing the patients coming home and taking home a ton of paperwork and then not being present with their families, not going to their kids little league games. And it sucks because these doctors spent a decade plus training. They were told when they finally become a doctor they'd be super happy. And like I said, 49% are really struggling. So we have a coaching program they go through. We've coached over a thousand doctors. My mom is the face of the offer. Dr. Gazelle, and she teaches at Harvard Medical School. She was a burned out physician, practiced for 25 years, has been coaching for 15 years. We have all the social proof in the world. And the business was, like Daniel said, at about 100k a month. We were struggling to scale, struggling to balance sales, fulfillment. Everything didn't have consistent lead flow. And we're at 200k a month right now. And the pathway to a lot more than that is very clear.

Dope. Yeah. So you guys are genuinely helping people. So obviously it wasn't just making more money about the missions to like actually making sure that these people have a better life.

Money, school too.

Yeah, yeah, yeah. Money's great. Definitely. What, what exactly changed from. Because it was stuck at 100k a month and you just, you just couldn't break past in big time. But what changed? Like how, how exactly did you go about doubling? Because obviously we teach ads, but if you could walk us through kind of like just the general broad, like what, what occurred here?

So one of the biggest things was getting me out of the sales process because I was running the ads, I was managing part time setters, I was doing a little bit on fulfillment, I was taking sales calls and I was super burned out, which is ironic.

Right?

But the first thing that you said in the coaching, you were just so adamant, like, bro, we'll do X, Y and Z. But you need to get yourself out of the sales process yesterday. And Crowley's founder led sales trainings and just getting a lot of. A lot more understanding about the phase in the business that I was at in that this is what founder led sales looks like. It's possible to replace yourself. You can find someone good and once you can, you're going to have way more leverage, which was easy to hear. But then getting the training every step of the way, how to onboard a closer, how to pick the right closer, how to vet, how to source applicants, getting that closer in and having a repeatable sales process and then fixing things. On the marketing side, we marketed to male and female physicians. And something you brought up that I never thought of is that one avatar might actually be making way more money than the other. So I split the data. Our male prospects were lower show up rate, lower close rate, and lower average tickets. We're making way more money and probably doing a better job helping the female physicians. And so making that switch, running ads accordingly, having a closer. We're in a place where it went from being literally a mom and son just kind of doing everything to a business with a backbone that now the path from 200 to 300 to 450 feels way more attainable than even 100 to 200 or 0 to 100 felt, because now we have that foundation. So those were huge things. Also. I just really look forward to the Olympia calls. Like, it's a great community, it's awesome energy. It's a lot of other business owners. Some dudes are doing 500k a month. A lot of dudes are around 100, 200. And just having those calls Wednesday, I feel like my head's above water and I can really view and pick and get different insights from people. And it's. It's a fire mastermind.

All right, Going to ad stats, if you know it off the top of your head, how much does it cost you to acquire a client for the offer? It's.

It's almost two grand.

And then.

Yeah.

What do they pay on average?

10.

10. Okay, cool. So. So. And that's just the front end, right? Because I know when you first came in there was like a bunch of pricing structures that we changed up.

That's another big one.

Yeah, yeah. You had like six different prices. It just literally made no logical sense at all. It's. It's only. Then we cut it down to two, right? Three. Three, okay, three. But the so 2K cost to acquire customer and then on average they're paying 8 upfront. And then the next process from here on is doing that even higher ticket thing to ascend them so that LTV extends longer. Correct. That's what you're working on now, Either.

A higher ticket, a continuity or both?

Yeah, both ideally, yes. Yeah, that's what you want to do. How many, how many calls are you, are you, are you guys pulling a week right now?

Booking or live booking? 25 a week.

25 week guy. He's, he's at max capacity. What's the CAC, what's the LTV, what's the availability? And then you can't scale, you obviously can't scale into an availability wall. So you just need another closer in order to scale it further. It's like so, all right, so how do we take it to 300k a month for you? It's probably literally just tiring. Another closer. So it appears now like I have an offer where it appears as if an average live closer will be able to collect about 40 to 60 grand a month. So if we want to make an extra 40 to 6 grand a month, you literally just need to hire a new closer. For you it appears as if it's 100. So if you want to go up another hundred, just get another closer. So a million a month for you it's probably nine closers. It's probably exactly like that. And then you, and then you just, you just scale ad spend in proportion to.

I mean we're in an interesting spot because the setters are booking in most of the calls.

Yeah.

I think honestly show rate is the biggest constraint right now because it's fucking the availability and we're not collecting. The show rate's been at 47%.

Yeah. Then you got to look at what's for setter book calls, what's their show rate and then self book calls. Their show rate. You know what I mean? And you gotta look at it like that. Cause it might be one singular setter who's setting people who aren't.

We're self booking into the set calendar.

Okay. Okay. Yeah. So it's a two call close. Yeah. That's something you might want to experiment with is to do like an opt in like us and it's like do it.

The reason why I have them talk to the setter is because the bottom package is 7,500. The top package is 20 grand. And if I just had them fill out a type form to try to guess what I would sell them. I think the closer gets a much better picture of what to pitch after a conversation with the setter and I think they're more forthcoming about what they could actually afford.

Yeah, yeah.

Because the setter gets a rough financial qualification. I think the two calls going to work well for us. But more setter availability for them to book in and then fixing the type form and having more self booking. I think that one closer could collect 3 million for us. I do a year. Yeah. And an average ticket of 10. He's got to close 300 units, 25 units a month.

You're not going to get the show up rate really much higher than 60.

I want to get it to 60.

Yeah, yeah, yeah. There's. There's some, there's some stuff that could be done there. Like for you. We probably want to get your mom to film some, some long form and send long form content pre call and then that'll, that'll probably increase it but it'll be a little bit. It'll be like, it'll probably be like 5, 7% increase and then from there it's probably like it might be some technical stuff like getting them to actually accept a calendar invite, like manually texting before like individually. There's a manual process.

We're doing a lot of that I think paying this and Dan brought this up. Paying the setters based on show rate and really compensating because I tried setting on the offer and when I really needed someone to show up, I could get them to show up.

Yeah, you pretty much made sure I.

Was trying to get you to show up to something after this. Like it's different than just a calendly fucking reminder. We're hanging out at five, like no, you're fucking coming.

You know what I mean? Make someone do this. Exactly. Yeah. It's unreasonable to really get it above 60. That's always so interesting to me because there's so much more useful stuff to focus on in terms of making more money. I think, I think we broke it down. It was. We were on a one on one call.

Yeah.

It was breaking down the upsell where it's like yeah dude, we could play with show up rate as much as we want but it's not going to influence it to the effect of millions of dollars.

Yeah.

You know what I mean? It's like a incremental change.

That's the other thing about Olympia. Every time you either have a one on one with FAZIO or you go to the group callers, you leave feeling perplexed in a really good. This motherfucker knows everything about marketing and gets. So that's what I'm saying. It's a fun call. I've been in other masterminds where like, it's a little low energy and boring.

Like, dude, I like our data. Yeah, it's just. It's just data that. Because when you. When you only allow such a quality of person in, it's not like you remove all like, mindset stuff, you know? You know, it's not to say like, we don't talk about that at all, but you can get super deep in on numbers and it's like everyone knows that you're. They're following along, they know what you're talking about. It's like immediately actionable stuff. Like, I'm doing this one thing that decreased my cost per call by 20%. Everybody do it right now. Then they all do it. They're like, holy shit, that worked. It's a little sketch like this. Yeah.

Give us the sauce right away.

Yeah. So obviously, like even like from the V one of the videos I had in there, like a bunch of shit changes over time. Even my own funnels, I learned continuously. You just make shit better and better and better. Yeah, yeah. I become a good, better advertiser as well. Yeah, but good shit, bro.

No, it's fire. It's so fire. I really look forward to the Olympia calls. I love. Also, like a big thing that you focused on was the goal is to make us into fire advertisers. Like, it's not just like, well, we're in Olympia, we do well. Like, I genuinely feel like I could run paid for any offer at this point and do okay. Or like do get the job done because you taught us a lot of the fucking principles.

Yes. It's literally like everyone has their own unique products, but it's like the same process over and over and over. You could sell anything. You just know how to be an advertiser and that's it. So this is just how you advertise it's. And sell things. Yeah, yeah. Super interesting. So your ad spends like, it's like 30k a month right now. It's like 1k a day.

Yeah.

What's your cost per call?

I think we said 400 last time we looked. Yeah, yeah. Booked call.

You could probably have a little bit higher spend for the closer right now. You probably could. Yeah.

Once we have more setting.

Yeah. Your spend per day per full time closer is probably like 1400 a day. Mine's like 1100 a day. A thousand to eleven. You're just probably higher. I'm experimenting with one thing right now. Having even more setters for the same amount of ad spend and just seeing how that influences cost per call and cac. I'm always playing with the number. The metric I have right now, I don't know if you saw me put in the group chat. It's, it's your cost per call times how many live closers you have. Times 3.5 is the ideal amount of ad spend per day.

So you want to book three and a half calls per day.

Yeah but because you have setters too. So setters are booking more. And then also there's just if you have an email list you're using opt ins. People were self booking from email so it's accounting for that as well. Okay, so it only applies if you're using opt ins. But what I have is mine's about eleven hundred dollars a day. A closer we have seven. So seven. Seven hundred dollars a day is what it appears to be for us. It's around, it's around there. Yeah. But you, you could probably. The mistake you'll make though is like if you, you, your local cap is probably 1400 a day but then if you try to get past $1400 per day it's not going to book any more calls. You'll book the same amount of calls but the cost per call will go up. So then you'll just become less profitable. So you literally can only scale ad spend in batches of the closures.

But I wonder because our leads are not opting into the sales call themselves and the setter is picking and choosing the best slots again we're running into, it's not the perfect slot for them but I wonder if we have a little more dexterity because they're not picking the times for the closing calls themselves.

Yeah, yeah, like we talked about in the my talk earlier, you just, you need wide, wide. You probably have room to decrease your cost per call which would have the same net effect of increasing your, your show up rate incrementally if there was just a higher volume. You know to me at the same show up rate for same spend, you just need more, just wider availability.

Even when they're, even when they're not booking themselves. When the setter is saying yeah, yeah.

You might want to add just another track in there like is this the, the best time for you? Because I mean we have all kinds of times. If there's something that would just be even. You know what I mean? Like, okay, are you sure 6pm is better? Because we could do as early or as late as you want. Like, pick the best time for you that might.

I like that. Yeah, I like that a lot.

Yeah, we got. We've got. We've got six people available to take you and help you out. You know what I mean? Like something like that. Yeah, it's just wide ass availability. Every time. Every time I keep.

I see animated, I fucking. Yeah, I fucking availability.

I keep. I keep bumping into this every. Every single time. We got wider availability. Cost per call goes down. Yeah, every single time.

Yeah, it makes a lot of sense. You learn principles like that. Last thing I'll say is, if you are a business owner and you feel like you're fucking drowning and like you're working harder and the revenue isn't going up and you're stuck and you're doing sales, you're doing everything else. Like, bro, you get the right external eyes on it, you take a breath, you see you're not alone, you get the help to outsource sales. Like, the jump from 100 to 200 was like, pop, it was like two months. Yeah, we did 200 in December and January. Yeah. Yeah. And also, bro, like, what, what are you going to do? Like, you want to keep fucking treading water forever?

Like, yeah, right. What a coach. If you're stuck, you're a coach.

You get it? So, like, go hire a fucking coach. These guys were. Did me well, dope.

Appreciate you, bro.

Yes, sir.

Thanks for coming on.

My pleasure.

If anyone wants to know about Olympia is the link in the description. I'll leave Dobby stuff in there too, so you can hit him.

Use promo code. Davi rocks.

All right, peace.