Phil Risher says owners who close every deal can't scale. Record your best calls so new hires can watch and copy what works. Document your close rate, objections, and why deals close, then build templates around that system.
If every good lead needs the owner to close it, your business is not scalable yet. You could dump on a bunch more leads, but is the capacity gonna be there for this owner to actually do it? No. What they need is to actually have a sales system that can be run without them. So they need to be documenting exactly what happens on those calls. They should be recording those calls so that way when they hire a salesperson, they can just watch good calls. And then they should also be tracking their close rate and their numbers. How fast did it take me to get to this point? What was this objection that I came over 8 out of 10 times? What was the actual reason that this person ended up closing and how did I say it this way? When you actually document a system and you have it written out and you have a template to give to someone when they come on board, you have a scalable process. Then you just need to add more marketing and more leads on top, and that's going to give you a scalable system.
