Dylan VergaraFounder, The Serial Sales Community · Founder, TSSC

The Setters/Closers Who Sell This Always Make The Most

27 Mar 2026 · 1 min

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1:25

In this solo sales‑coaching monologue, Dylan Vergara breaks down the five primary offer categories that setters and closers can sell—non‑financial B2C, financial B2C, B2B, recurring‑revenue (MRR) B2B, and hybrid models. He explains the trade‑offs of each type in terms of price ceiling, sales‑cycle length, lead‑generation channel (e.g., Facebook ads vs. cold‑email), and commission structure, especially the challenge of earning recurring commissions when the rep doesn’t generate leads. Vergara then argues that the most profitable niche is selling to “prosumers”: high‑earning individuals who act as decision‑makers in their own personal investments, effectively B2C buyers with B2B‑like purchasing power. He cites examples such as Airbnb hosting, wholesale real‑estate, BRRRR, Section 8 rentals, and new‑development projects. Finally, he outlines three delivery models—do‑it‑yourself (DIY), done‑with‑you (DWY), and done‑for‑you (DFY)—and stresses that salespeople must position themselves within one of these to capture the lucrative market.

Chapters

The statistics show that if you wanna make a lot of money as a setter or closer, you need to sell this kind of offer. There's like 5 main types of offers. Non-financial B2C, that's gonna be something like fitness. You're trying to get people who don't take action to pay you a lot of money to not get a financial result. It can be a tough sell. You got the financial B2C. You can't charge that much money for something like this. That's gonna be like dropshipping, UGC, like selling to beginners. Then you got B2B. B2B is good because you can charge a lot, but the sales cycle gets drawn out and your target market, it's a little bit harder to hit. These you can use Facebook ads. Ads, this might be more like cold email content, harder to scale. The MRR B2B is the people that are more interested in the recurring revenue versus the big upfront sale. And you as a sales rep who's not generating the leads yourself, you might not get paid on recurring revenue. What do we sell where the target market is big and accessible? We can charge a lot of money with a fast sales cycle and fulfillment is as good as it can be. We wanna sell to prosumers. This is a B2C sale to people that are very likely decision makers in a B2B organization. They have the money from a successful career. Business, and now they're making a decision for their personal life. Easy way to remember this: sell to people, not businesses, that have money that want more money. It's going to be things like this: Airbnb, wholesale, BRRRR method, Section 8, new development. And then within that, there's do-it-yourself, done-with-you, done-for-you. You're in the market for a role in this category. You got to get in there.