In this solo whiteboard presentation, Parthiv Shah of eLaunchers.com outlines his "secret formula" – a mathematically driven, system‑agnostic phone follow‑up model that he credits with scaling his businesses from $2 million to over $12 million between 1989 and 2002 and later driving multi‑seven‑figure growth at ListLaunchers.com and eLaunchers. He distinguishes two essential roles – the Opener, who makes high‑volume qualifying calls and schedules appointments, and the Closer, who converts those appointments into new accounts. Shah specifies concrete activity targets (3‑4 conversations per hour, 36‑64 weekly conversations, 5‑10 "hits" per week, 15 new accounts per 90 days, ~60 new accounts per year) and explains how these metrics translate into predictable revenue growth. The model is presented as tool‑agnostic, working with anything from 3×5 index cards to sophisticated CRMs like Infusionsoft, Salesforce, Zoho, or ACT. He also stresses the importance of a disciplined call environment (headset, silence, water, etc.) to maintain consistency. The video serves as a practical, instructional guide for building a repeatable telemarketing engine that can be applied across any sales system.
Chapters
Hi, I'm Parthiv Shah from eLaunches.com and welcome to video number 3. In this video, on this whiteboard, I'm going to draw out the secret formula, my mathematical phone follow-up model that you can use in your own business. Before we get into it, let me show you something. See this binder? This binder is a record of my sales report and commission reports from 1989 to 2002. This is how we went from south of $2 million to north of $12 million from 1989 to 2002. The formula I'm about to draw is the formula I used to grow this company. This is the formula I used to grow my business from 2002 to 2005. I used to own a company called ListLaunchers.com that got bought out in 2005. I started eLaunchers in 2006. This is the formula I used in eLaunchers from 2006 till today, and nothing has done No growth, no economic force, no time. This has consistently worked for me year after year, month after month, week after week, day after day. It is system agnostic. You could use this system, you could use this formula even if you're working off of a deck of 3x5 cards. You can have 3x5 cards, staple somebody's business card to it, put them in a cardboard box, have tabs 1 through 31. Make a phone call, call them 6 days later, then put them on the appropriate date, and on that day, take out those cards, shovel them up, and call them. Or you can have something as sophisticated as Infusionsoft. We use Infusionsoft. Between 3x5 cards and 3-ring binders and today's Infusionsoft, I have used everything in between. I have used Salesforce.com. I have used Zoho. I have used ACT. I have used Sage. I have used Telemagic. The core system does not change. The only thing you're going to need is whoever is calling. You're going to need in the, in the morning, you're going to need a list of people you need to call today and what you're going to say to them. That's all they need. So here's the formula. So first of all, the secret formula. See, there are two kinds of people that you're going to need. Sometimes it is the same person wearing both the hats. That's okay, I have done it both. But there is an opener who opens the conversation, and there is a closer who closes the deal or propels the transaction forward. It's opener job to schedule an appointment for the closer to talk to the prospect. So the openers going make call, call, call—call-call-call-call-call-call-call-call-call-call—and their role is qualify the prospects, ship literature, and scheduling appointments for the closure to close the deal. So that's what the closer does. Okay. So here's the ritual for the opener. You want to have your opener make 3 to 4 conversations per hour. I don't measure dial-out. I don't measure talk time because sometimes you can have a long talk time and nothing happened. I just look for number of conversations per hour. 3 to 4 conversations an hour, 3 to 4 hours per day, 3 to 4 days per week. What does it get you? That gets you 36 to 64 conversations per week. If you have an opener or more who is having 36 to 64 conversations with qualified leads who have gone to your landing page, filled out a form, raised a hand, and expressed an interest, and they're calling with a reason— why I am calling today is— the special reason I'm calling today is et cetera, they should be able to get between 5 and 10 hits per week. A hit is an appointment with a closer, request for literature, or a commitment or a loose commitment from the prospect that let us call, let us talk in a week, a month, 3 months, 6 months, or a firm no 'Never ever call me. We are not a match.' That's okay too. That happens. But that's a hit. If you can get 5 to 10 hits per week— if I have an opener who is consistently bringing in 5 to 10 hits, I would expect a closer to close 15 new accounts. Every 90 days. That is 60 new relationships a year. If you're closing 60 new deals a year, and if you're not losing 60 a year or more, then this particular account executive and his or her phone tiger jointly are growing the portfolio by 60 new customers minus what you lost to a creation or disaster that you got to replace. That's how they grow within the company, and that's how the company grows. So this basically is the formula. This is how you take a company from $2 million to $10 million. This is how you can go from a guy on a laptop to a multi-seven-figure company. By using the phone to your advantage. One problem that most openers and most closers have is they're ready to call, they're hot to call, but something breaks. It takes them off their game. When I'm calling, I basically want my phone here, my headset here, the battery of the headset charged, my screen here, my water here. Pin drop silence, door closed, and then call, call, call, call, call, call, call. That's what I did. That's what I did in 1989. That's what I did in 2002. That's what I did in 2006. And that's what I'm going to do tomorrow. Thank you for watching.
