We Fired Our Entire Sales Team… And Our Business Got MORE Profitable?!

We did fire our entire sales team of six people. It was three to $400,000 a year that we were giving to other people for honestly, sales that probably would have dropped in with a 15 minute phone call because they were warm. There were referrals, they were people who were already in our world. There were ex clients who were coming back really easy, kind of lay down sales. And when you're paying out $1500 in commissions for sales that are that easy, you start to really question like, do we even need this person here? Is there actually an easier way we could have three or four hundred thousand dollars extra in our pocket? My gut reaction was I don't want sales goals. I don't want to be doing that. I haven't done that in years. And actually it's been really nice and super fun and very easy because everyone's coming in super warm and they already know and want to buy.

Welcome to episode 111 of the Success Cool podcast. Today we're talking about we fired our sales team of six and here's what we're doing now. Drama. Oh, my God. We're going under the hood here, guys. We're going to tell you some, maybe some uncomfortable truths or some things that we wouldn't normally talk about.

We haven't spoken about this publicly at all yet, so very excited to talk about it and share with you guys the behind the scenes of the changes that not only we are making, but we're seeing a lot of the industry move towards, which is super exciting. Also want to point out we're on episode number 111, angel numbers for all my angel number babies out there. It's very, very lucky and very, very good ju that you're listening to this episode today.

Love that. So, personal update. I was on a call the other day with someone that wanted to join Success corps. His name was Chris. And he said to me, you're like the ads guy, aren't you? And I was like, yeah, I'm the fucking ads guy.

So the ads guy.

Ads guy, it's got some ads news, if that's okay with you. For my personal update, we need to.

Have you like the segue, you know, the news bulletin.

Like, yeah, tvc, can you guys add a news bulletin in, please? That would be appreciated. So Meta's kind of going all out on the AI thing. Okay. And they're essentially. So what these big tech companies do is they come up with announcements and they're usually very bullish. So they say their ads algorithm or their ads platform is going to be fully AI in the next 18 months. And what that means is essentially upload a picture, an image of your product or service, and then they create an entire ads campaign for you in terms of creative copy, targeting everything. So you have zero control over what is going on. And they say that's going to be out in the next 18 months. I'm a little skeptical on that timeline. And what they're doing is they're saying that they can make micro adjustments and show a different ad to every single person in your audience, like a different variation of it. And that kind of gets me thinking. I'm like, they're just going to make ads for you on your behalf without you actually being able to see them. You have no idea what the is going on. And, like, you're not going to be able to see it. Is it going to be on brand, off, brand? What the hell is the image going to be? What's the copy going to say? Like, there's so many. Like, it might work for, like, small businesses, but like, imagine like Nike or Adidas or something. Like, how's that going to work?

You have like, real brand. Like, yeah, like value stuff. You guys can't. Like, you.

You can't around finding.

Can't have the messaging off. You know, they spend millions of dollars getting their messaging right. That's crazy.

So they've kind of got these features now that are doing parts of that. So they're doing parts of that. It's all kind of optional at the moment. Obviously. I never use it because I'm a traditional marketer with Facebook ads. But they've got these little image enhancements and copy, and some of it's good, some of it's. But for me as a marketer, to fully trust the AI in 18 months is a hard no for me.

But then, like, wouldn't it all just be the same? Like, how.

Yeah, that's it. There's no differentiation.

What's the differentiation going to be interesting?

So I think they're just saying 18 months to, like, pad out the investment figures and, you know, make themselves look good and, you know, increase their IPO and, you know, all the investment shit that they do. I think it's probably going to be three to five to maybe 10 years before that's even possible. They're saying 18 months. So the reason I actually bring this up, I've had some people in accelerators, like, is Tim going to update the modules as soon as this new thing is out? And I'm like, man, I don't think it is coming out anytime soon. But yes, I will. Yeah, but like, it's all kind of like Pearson vinegar at the moment. Nothing too much has changed from what I've seen.

Pie in the sky. Well, thank you for the news bulletin update on Facebook ads. You did that really well. So my personal update is. Is about YouTube. We spoke a little bit about this last week's episode, but YouTube is something that we have been very committed to. Actually. I'll tell you why we've been so committed to YouTube. When we were driving up to Broome, because we went on a little caravan holiday when we were driving up to Broome, Tim and I. Well, Tim, really, it forced us into a commitment of doing a YouTube a week. Either one of us has to create the YouTube we need to post every single week for the next 12 months. Okay. So if you. If you see us miss a YouTube week posting, it can't be about the podcast. It has to be like one of our how to episodes.

How to.

Yeah. If we miss, we have to do a 42 kilometer marathon, which I'm not doing, so just to be clear, would actually die. So now we're very committed to YouTube. Nothing like a 42 kilometer marathon to get you committed to something that you didn't really know that you wanted to do. But now you're doing it every week.

I'm glad we're doing it.

It's awesome. And it's actually been so easier than I thought it was going to. It's funny how you make things hard in your head. Like you think it's going to be harder than it is, right? Been easy, been fun, enjoyed it. Results phenomenal. Tell us about my personal update. But you tell me about the growth because you've been keeping an eye on it.

Yeah. The funny story with the YouTube thing is Steph's had nothing to do with it. She's just recorded videos and I've.

I'm very good.

Posted and done everything else.

Very good.

Step's like, yeah, this YouTube thing's super easy because you're doing 10% of it. Like, I'm doing the rest. Like, it ain't easy, guys. It's not easy, Trust me.

Like, I want more tips on YouTube.

Yeah. Yeah. She has no idea what you're talking about. Yeah. So YouTube starts small and everyone's like, oh, I'm only getting 10 views on my videos. But that expands. And then you have a database and a library of stuff, and it just ends up in search results all the time, especially if you get the titles correct. So Currently we're getting about 30,000 views a month on our YouTube channel. Which you know, for some people that sounds heaps. For some it doesn't. But this is like long views. This is not just like a 10 second reel. This is people watching for minutes at a time.

30,000 is huge. Just. But I'm sorry about like that's a lot of people. We had a room of a hundred people a couple of months ago.

Yeah.

And 100 people's a load of people, guys. Like if you're getting 100 views in a reel, you should send a room with 100 people. It's a lot of people. I think like 30, 000 people. I can't. That's like a stadium full of humans that are watching our stuff.

What? So if you think about it like, if you do the math on it's like 52 videos. How to videos in. In a year, in 12 months, each video, let's say, gets a couple thousand views and then every month they all grow by like 100 views. Like at the end of the day, in, in a Cup. In five, 10 years that's going to be millions of views just on like committing to one video a week. And that's how you become a YouTub. Endless demand forever. And I think everyone just, they probably make it a little bit hard for themselves. We just kept it super simple with ours. We're just doing Google Docs, talking a camera. We've got two cameras. So the loom like camera on the computer and then a side camera. We just Talk shit for 10 minutes about one topic, post it and that's it.

That's it.

That's it. Like that is it.

It is actually easy.

Yeah.

Anyway, we're loving the YouTube journey, me especially. And so I thought I would share that with you guys.

Steph, do you want to tell us about what we're talking about today and let them know about our mastermind?

So guys, we did fire our entire sales team of six people. We're going to tell you why and what we did instead. But seeing as we have fired our entire sales team, I thought I should let you know about the successful mastermind. Because right now the only way that you can get access to this mastermind is via application form and a call with either myself or Tim. All right? Because we want to personally vet every single person who comes into this program. Make sure that they're a. Heck yes. Make sure they're the right person to come into our incredible community. But the successful mastermind mind is a 12 month program. That is built to scale you to $100,000 months and beyond. It is anchored around a five pillar system. So the five pillars are compound marketing for daily inbound leads the scale system so you can automate and remove yourself from operations. Sales machine for reliable revenue. Paid ads advantage run by Tim Fray the ads guy meta Lord to scale 247 and the dream teams that you can hire smart and have better leadership in your business. This is for people who are in service based businesses, coaches or consultants that are wanting scale up from $5,000 $10,000 a month all the way up to $100,000 months. It really doesn't matter how big your goal is or small. We would love to help you get there. It's the only coaching program in Australia that is the size that it is in terms of like the incredible community that we have. But you also actually get access to the real coaches. We don't have other people filling in on five calls a week. It's myself and Tim. We jump in, we coach, review your work, we do your lead magnet reviews, we review your sales pages, we give you personalized feedback just like what you hear here. We're doing it for our clients. Hands on every sing. We run 52 weeks a year. We freaking love it. We're really good at it. Our clients get insane results. Go check out our website www.makemoreprofit.com results to go and watch all the results that our clients get. It's absolutely insane. We're really proud of the work that we do and we literally give you the SOPs and the systems to install into your business. So it's like plug and play. You don't have to think about it, you just get to do it. It's absolutely a no brainer if you're wanting to grow and scale your business. If you want more information on it, you can go to the.makemoreprofit.com and and check out the Success school mastermind. And if you are interested in it or if you listen to this podcast, you think I really like them. I'd love to know some more. Go check it out, submit an application form and then myself or Tim will reach out probably quite quickly.

All right guys, getting into our topic today. So we find our entire sales team. So that was appointment setters, so phone setters, DM setters and actually closers. This sounds like a drastic move. We told a few people, there's a few gasps in the audience when we went through this in our event the other month. We've got kind of Six reasons we'll go through. I'll go through three. Steph will go through three. But this was, like, more a culmination of things. This wasn't like, we woke up one day, we're like, fuck everyone. We'll fire the sales team. And that was it. And also, like, there was no offense to any of the people that were on our sales team. This was just a direction that we wanted to move in as a company. And this wasn't a personal decision or a vendetta against anyone else. This is just the direction that we at success school wanted to take our business. So the first one is a sales team, in my opinion, makes you a lazy marketer. We stopped sharpening the sword. So what would happen? I'd wake up Monday morning, and this is just totally me, not Steph. And I'd be like. I'd say, put my fingers together and I'd be like, stretch over my head. I'd be like, yes, the sales team has got this. They're going to be following up leads, they're going to be chasing people, they're going to be doing calls, they're going to be making sales, like, watch the money roll in, which they did. And then I kind of took my finger off the pulse and I took my foot off the gas. In terms of organic marketing ads, email, podcast, YouTube. I stopped trying because I didn't need to try because the sales team would just, you know, getting heaps of juice out of it. But. But I'm a marketer, and you're a marketer, and having shit marketing as a marketer is not on. So it was kind of frustrating for me because it made me lazy. And I was like, I need to produce really good marketing because I'm a marketer, and that will get better results. And maybe we don't even need a sales team. So it was partly a challenge. And Steph was kind of, like, bit shitting herself on this decision here. It's worked out well, but anything to add on that?

Yeah, I think, like, when Tim first came to me, he was like, I think that we should just do better marketing. And I was like, absolutely not. This is crazy. We are not firing sales team. This is wild. I've never not had a sales team. Like, so. So before we didn't have a sales team. It was me. And it was back when I was wearing all of the hats, and I would wear literally every hat under the sun. So coach, marketer, salesperson, everything, bookkeeper. And I did not feel comfortable. Five years now I've Run a coaching business. I've always had a sales team, so this felt very uncomfortable for me to not have people in the support network to be able to make these sales. But you were right and nothing greater as a man. And it's funny removing the sales team, having to get, you know, Tim and I don't want to go on sales calls with the people who aren't going to be a fit. They're not going to. They're not the right fit for our program. They're not ready. They're not the right commitment level. They're not the right fit for the community. And so we have to get really good at marketing to attract the right fits so that we don't waste our time on sales calls with the wrong people because we don't really want to take that many sales calls. And so it's forced us to get really good at marketing. And by getting better at marketing and improving our marketing skills and not even just improving them, like, yes, we've sharpened the saw, but we just put more effort and focus into it. We've got better results and we've had more people sign up. So it's. It's been pretty crazy. So you've. You were right. Like, even though it was scary, the number one reason that Tim gave me when we first looked at firing the sales team was the money. Tim's a very, I don't say the word tight and say frugal. Frugal. It's funny. He's frugal in some regards and totally not frugal in others. But when it comes to business and expenses, he is frugal. Like, you will go through our P. Ls and our bank accounts and our like line by line every couple of months and just clean everything out. And you were getting honestly frustrated by the amount that we were paying out every year. And you know, we're talking. It was a substantial amount. It was, you know, three to $400,000 a year that we were giving to other people for honestly, sales that probably would have dropped in with a 15 minute phone call because they were warm. There were referrals. They were people who were already in our world. There were ex clients who were coming back, you know, really easy kind of lay sales. And when you're paying out like $1,000 or $15,500 in commissions for sales that are that easy, you start to really question like, do we even need this person here? Is there actually an easier way? Which is really where I think a bulk of the thought process for you came from for making this decision was like we could have three or four thousand dollars extra in our pocket. Maybe is there a way that we can explore this? Can we just explore this as an, as an option? Just what would it look like to not have this person there? And maybe. And my gut reaction was I don't want to get on sales calls. I don't want to be doing that. I haven' years and actually it's been really nice and super fun. Yeah. And very easy because everyone's coming in super warm and they already know and want to buy.

The third point here is Steph did kind of allude to it, but because we've been marketing hard for quite a while, people are coming in super warm. So I'm talking like have listened to 100 episodes of podcast, been following us for years. So you know, like example, we got, we fired the sales team. I took some sales calls, literally closed someone in 15 minutes while I was walking my dog.

You know, who was going crazy?

Who was going crazy at the time. So you know, like you get to that level with your marketing. If your marketing is good and you are reaching a lot of people and you know everything's going well with your marketing, you don't need to push that hard with sales. And for me it was just, it was almost like a little bit frustrating. I'm like huge capitalist and tight ass and frugal and all the things. But calls were just really warm and it felt unnecessary to have a 60 minute scale session, a DM setter that was setting them or a phone set up setting them, then going through all the. It was just so many unnecessary steps where we could just simplify the entire process and just go from like application form to speaking to us, which we're going to go through the how after this as well.

One of the things that I think we really looked at when we made this decision was what are we really good at from a marketing perspective but also just like what do we get told that we're really good at that we're probably just not leveraging hard enough. This brings me to my next point which is that we wanted to shift to focusing more on conversion events. So we love presenting information, we enjoy bringing people together online. We love the community aspect, we love the chats, we love everything getting going. It's super fun and we love to share our wisdom as of course because we obviously do this podcast all the time. And so we wanted to move to monthly conversion events. So webinars, workshops, online challenges and even in person events and just to see can we sell direct off the back of that into our mastermind. Because we've never really done that before because we've always, always sold directly into a sales call and then use the sales call to sell into the program. And so we tested it, we had a bit of success, which kind of was the final nail in the coffin for the, for the sales team. Because we realized that, you know, we actually can make money directly from pitching on webinar and event. And it's obviously it's again, it's a skill and a sword that we've been sharpening for years. I've probably done over 100 presentations in the last four years where I've had to present or pitch something at the end. And so it's really natural and effortless for me to be able to do that now. And putting together mask us and presentations doesn't take us that long anymore. And so that was kind of the final catalyst for us to go all in on this decision.

Yeah. Point five is the kind of business that Steph and I want to run is, is very low on team in terms of having a team. We want it to be super lean, super like, like not annoying and not like talking to us all the time and asking questions and all that type of stuff. That's just not the business that we want to run. So having an extra six bodies on the sales team to not having them is like a weight off the shoulders. Like you have no idea. So not all of them. And like we had great people on a team, but salespeople can be very needy. So I'm talking like wanting to speak on the phone most of the day. Lots of questions, lots of follow up. It's just constant. Like it's crazy. Like managing a sales team. Steph did it, I didn't do it. Thank like I'd rather fucking eat a bullet. Like that's, that's how shit this sounded. But you know, like managing a team of salespeople is a fucking full time job. Like it's crazy and we just, we don't have the stones for it.

And because we had a commission based environment, you know, you always had this in the back of your mind, like you need to keep them fed. Like we're the kind of people that want our team to thrive. Like we're the kind of people, like we went like. And now that we, you know, we have this incredible team that we, that we currently have, we're always looking for ways to like get them more and how do we optimize like we want our team to be thriving. We want everyone to not just be fed, but like well fed. And when you work in a commission based environment, you know that's constantly on your mind. And so there's that weight that comes with trying to feed another six people and make sure that they're all getting enough leads and sales and the ads are working and which drives up the cost of the leads and the ads and the sales. And it all just kind of becomes this big angry machine that, that needs to be fed all of the time. And the only people who kind of were getting less fed was you and I. Yeah. And it kind of just didn't make. It just, it stopped making sense. I want to hit this really quickly because while we made this decision for our business, it's not a decision I would recommend for everybody. It's definitely not a decision I'd recommend for every business.

This is just our experience, guys. And we're talking from us like, don't change anything. And we've been talking about.

Correct. Please don't. Like, you really need to consider this for yourselves, you know, and this, this honestly took a lot of consideration for us as well. This was not something that we jumped into willy nilly. I think Tim would have probably.

Yeah.

But I didn't let him. So, you know, we, we deliberated over this went backwards and forwards and backwards and forwards and the what ifs and the ifs and what's this mean? But ultimately business we want to run is lean. It's easy, it's simple, it's low effort. And we've earned that because we've worked really fucking hard for the last 10 years to grow businesses so that we get to this point.

The only other thing I'll say before we get into point six is we probably got into the like whole sales team and bro scaling and more salespeople because we were just taking advice from people whose business we didn't want or didn't want to replicate if we were really honest with ourselves and you know, like on the other side of it, man, I can't even tell you how much relief I feel, you know, on a day to day basis. Like, it is crazy. Like I don't get messages from nobody anymore. It's just like, it's sick.

It's so much lighter.

Yeah, it's so much lighter. Like we're making more profit, more money, more sales and it's lighter.

Yeah, it's crazy. We had a high sales month and we had no sales team. It's it, it is genuinely Mind blowing. Again, not business advice, guys. We're just telling you what we're doing. It's definitely not necessarily the model that I'd recommend somebody run. You gotta have the cojones.

Your marketing's gonna be good.

Your marketing's gonna be really fucking good. And you gotta be really good at conversion events, and you gotta dial a lot of stuff in to make it work. And this brings me to our final point, which is that we just shifted focus a little bit. The last couple of years. We've been pretty focused on marketing because we just love marketing, first of all, and sales, because, again, the advice that we were given was that you kind of need to have a sales team. And so we took the advice and it worked. Like, it grew our business, I think, which is why we got quite attached to it. And so, you know, our business grew and we thought, okay, this works. But then it became not fun, and it became hard, became exhausting. And we just kept questioning ourselves, like, okay, if we just made the product even better, like, the product was good, but if we just made it even better, if we just focused on all the places where clients might fall off or all the places where maybe they might get, you know, everyone in every coaching program or any container ever. You know, there's a point where clients drop off, where they tap out, where they jump out, where, you know, they lose momentum, whatever it is. If we could put things in place to stop that from happening, and we could keep a majority of our clients engaged, happy, you know, coming to us when they're struggling, actually getting the support and giving the momentum, then they're going to get even better results. If they get even better results, one, they're going to stay, which is awesome, and our retention is super high. And two, they're going to refer their friends. And so what if instead of on focusing on getting the sales team up and running and fucking managing six people, why don't we just focus on making our products so fucking good that people just refer us? Because the referral sales are the easiest ones that we're ever going to get. And so we shifted from. From focusing on sales to focusing on delivery. And. And we've changed so much about our program, and our clients love it and they can feel the difference. And lo and behold, you're getting more referrals. It's. It's crazy.

So what we do now, guys, is we're going to switch gears a little bit. So we've had a big focus on making better content. We've switched heavily into personal brand in terms of ads, because we don't have mouths to feed, our ad spend has dropped. I can't even tell you, like tremendously. We've gone from spending 20 grand a month to like two or three because we don't need to. So we have an audience, like a big audience now anyway, so 70,000 people and then we're still emailing as well. But like when we are making offers, we can make the best offer because we don't have to pay two and a half thousand dollars in commission on the front end.

We have obviously now like, you know, people are still going to have questions and they still want to get on calls and still have conversations and that's totally fine. But because Tim and I are now taking those calls, we heavily pre qualify leads in an application process. So if you go to the successful website website, check out if you're interested in joining Cisco, go through the application process, you'll see we heavily pre qualify leads. If you are not a fit for the program, we're just going to cancel the call or not book call with you and we'll let you know why. It's really simple. And so we've had to put that in place to make sure that we're not just getting on, you know, conversations and sales calls willy nilly with people who were never going to sign up in the first place.

So we personally text every lead within an hour and usually book the call in the same day. So most of the time as soon as I get an application come in, I'll text them within 10 minutes and then usually within two hours I have them on the phone. So it's really fast speed to lead in terms of like a conversion on that. That's the thing is like if you can get on lead in the first hour, you have like a 307% increase in conversions. I'm fast with that stuff so I can do that. I think that's one of the main things to do.

We're only really taking about three to five calls a week like between us, literally with great fit prospects, which means that the conversion rates like 100% because we're only getting on with people who are actually interested in signing up.

And then lastly guys, on our application form it says where they came from or where they heard about us. So a lot of the times it's like hey, I was referred to you by X or I heard about you in a group or like they'll come in super warm or hey, I listen to 100 episodes of podcast and then we can just send them an offer doc. We don't even need a call sometimes from people. So the process is usually they'll apply, I'll book them in for a time. I'll say, hey, here's the offer doc if you're ready to sign up. Some people do or some people need a call as well. So kind of just saving our time a little bit there. And offer doc is essentially gives you start to finish of how it works to work with you. So like of your service, product or offering. So it goes through every question, query, concern, faq, tells them the journey, tells them what's going to happen on day one to day 90 and just gives. Gives the person or the reader a full understanding of what you do and how it works.

And the price.

And the price.

Yep. So they come in super aware of exactly what we're getting into on this call, which is awesome. So we fired our sales team, you know, now what we do instead. But what happened after we made the switch?

Yeah, we had our high sales month in terms of people that signed up, which is incredible. And that was on the back of obviously we ran a conversion event as well. We had a lot of people in the pipeline, warm had a lot of people in the audience for a while while I paid $0 in commission. And then we have total control over sales now. So also when you have a sales team, which I didn't speak about, sometimes you get some people that get put through because people want to eat and make money and we don't have that kind of drama anymore. Like everyone that comes through is personally vetted by us. So it lifts the quality of the community. Salespeople can tend to sneak some people through.

Yeah. Because they just want to get paid, of course. Which makes perfect sense. So I hope that that answers some of your questions, maybe that you had around, you know what it would look like. Again, this is not business advice. This is simply what we have decided to do and it plays to our strengths. You know, like I said, where, you know, we can do speed to lead. We have time up our sleeves. You know, we're good at conversion events. Like we enjoy running them. It makes sense for us. We can market them, we can sell, we can run. We have a great offer that basically sells itself to a cold audience anyway. We get referrals, we have an awesome program, our clients love us. So it all just kind of makes sense as an ecosystem to. To do this for us. I don't necessarily think it's the right move for every person, but for us it Made heaps of sense.

Which actually leads into our listening question. So this from Jeff, he says I hate doing sales calls. I want to switch to an offer doc. What are your thoughts? We have a lot of thoughts here, Jeff. I'll let Steph kick us off.

So many thoughts. I think everyone always wants the easy option. Yeah, offer do seems like an easy option. Oh, so someone inquires. I just send them the off the dock. They sign or they don't sign. Yeah, like in an ideal world, obviously. Obviously that would be amazing. Everyone would love to do that. Especially when you're looking at high ticket. Like it just, it's just not how it works. Like you know you can do that and we know people who do but they have a lot of money behind them so don't care if they get the sale. If they don't get the sale. You know they're happy if someone signs up but if they don't sign up, whatever, like it doesn't matter. I think that the offer doc only really works to sell direct. If you're selling on offer doc and you don't want to do sales calls, you're not doing anything else. You've really got to have a lot of demand. You've really got a ton of demand because, and the reason why you need a lot of demand because you're going to get a lot of people who read it and don't buy and unless you have some really good follow up systems, some really good processes, whatever, you're just going to, you're going to churn a lot in the back end of like missed opportunity because they just didn't get a chance to talk to you. And so you have to have a lot of demand so that you can spurn like you can afford, you can afford to spurn a lot of the leads. And so you know if you're going to go all off a dock, you, you must have a lot of interest.

So the second point here is it works really well when you lower the perceived risk for someone. So. So people generally aren't going to buy something high priced off an offer doc. So I'm talking like probably like post $2000 without speaking to someone. So you've kind of got to have like 30 days notice refunds and it's got to be like a low weekly price. And by low weekly price I'm talking like 100 to 250 is kind of like the tops. So if you've got like a 30 day notice, 30 day refund and it's less than 250 bucks and you've got high demand and you're like sort of partly famous in a niche, then I think it would work for you. But just being like, yeah, I got an offer doc because I hate sales calls is probably not the right way to go around it.

Yeah, if you got like a thousand followers and your email list is 150, people like you should not be doing an offer doc. Like, there's just no. There's just no way about it. If you have 50,000 people, your DMs are always flooding. Everyone's always wanting to work with you. You've got no time, your calendar's always back to back with sales calls. Yeah, an offer doc probably is a. Is a good move to test for a little while for sure. What comes next is that your offer doc actually needs to be good. So since we've implemented this, you, a couple of our clients have been interested and they've been using it in various ways. Not necessarily just directly sell on, but to maybe send after a sales call. And we've seen some pretty awful offer docs so far. Terrible, because people just don't understand the concept of an offer doc. So the concept of the offer doc is that it really needs to have every single answer to every single question that they may have. Right. That's what the purpose of a sales call is, is because they have questions and you can answer their questions. And that's really ultimately what a sales call is there to do. Okay. Your offer doc now needs to do the same. So it needs to answer not just every question. They would have, like, what are modules, what's included? How much does it cost? How's it work? It also needs to answer all their silent objections that they're probably going to have that they're not going to say to you out loud, like, will this work for me? Has it worked for other people in the same industry? I'm notorious at signing up to courses and then falling off track. Is there any accountability in place for that? You've really got to answer all those kind of silent objections as well. And so there is actually a bit of a structure that your offerdoc needs to follow. It can't just be all like, fluff, like we're going to do. Yeah, yeah, rah, rah. And here's all the inclusions. It really does need to follow a pretty structure. So if you're planning to sell off a doc, get a right.

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