he almost lost a $150k/month client before he ever signed him

But he came in very determined about the fact that he wants to fire his closer. How will you be able to expand if you're literally trapped inside your business?

His 80 sales calls on a Monday basis.

Yeah.

That's already 80 hours per month gone. Yeah. If he would invest that exactly revenue-driven actions. Well, the founder is always the best closer in the business.

Yes.

So Kevin, tell me. What are you doing? Who are you? Who are you helping? And what's like the next goal?

Yeah, so obviously I'm Kevin. I've been helping B2C sales reps scale up their commissions. So I've been training them now. Doing around $50K a month. Last month was actually $53K. Now trying to scale up to a quarter million a month. So yeah, that's basically where I'm at right now.

So basically right now you're at $53K a month, right, Youssef? And you want to scale up to that quarter million, right?

Yeah.

Okay. So you also mentioned that you're now in the B2C market?

Exactly.

Tell me more about it. Like how do you help them?

Yeah. So I actually help closes doing now around $10K a month that want to scale to $30K or even $50K a month, just helping them with their day-to-day basically. So that means mapping out their schedule, their day-to-day schedule according to the offer that they're on right now, seeing what makes sense. When do they actually have to train? When do they have to take calls? Tailoring Not my script, because I don't sell with a script, but their structure of the sales call.

So you actually have like a done-for-you component in there as well.

Exactly. Exactly. Because some, what I saw is that some offers actually need that thing where they go, for example, to another phase first before going to discovery and all these things. So that's basically what I'm doing for them.

Okay, nice. So basically right now what you're doing is you have a done-with-you offer, but it's a hybrid between done-for-you and done-with-you.

Yes.

Where the done-for-you component is that You help them or you actually build out their schedule for them, their scripts, et cetera, done for you. And after that, you consult them.

Exactly.

Okay. For how many days and how much?

Building it out is fairly fast, right? That gets done in the first 10 days already. And then I go into like the consulting side of things on weekly calls, right? It's actually multiple calls a week. And yeah, the offer is now standing at $5K for the first 3 months. And after the first 90 days, they pay me recurring $1.5K a month.

Okay, merci. And that's solely consulting because everything is already built out for them.

Exactly.

Having that extra layer of support from you.

Yes, so it's consulting, training, and call reviews.

Okay, interesting, man. Interesting. So right now, what's the challenge you feel like in the business?

Yeah, so from what I've seen right now is that I just feel like I will have a hard time scaling up to a quarter million a month doing this. So I just feel like it's kind of time to actually transition to the B2B market in a way. So that's basically what I'm seeing right now.

Okay, I see. So if you're saying you want to do $250K per month, is that like in recurring revenue that you want to do it or a mix of new cash?

Talking about the mix, just in total, $250K a month is where I want to be at, yeah.

I see. So right now, what's the mix of the $53K per month that you're earning, right, between recurring, so those $1.5Ks, and new cash coming in?

Yeah, so right now I'm sitting at around $19K in recurring revenue. All the rest is from new deals.

Yeah. $19K MRR, which in that case would be around $34K, I believe, in new revenue, right?

Yeah.

Yeah, I'm good at maths, bro.

So cool.

So that's like a 30-40%, I would say, in recurring that you have, and $34K is the rest, right? So around 70, the $34K is around 60% to 70%, right? That's new cash.

Yeah.

So that's the mix. Cool, cool. That's clear. So that would mean if you were to hit, you know, the $250K per month with this model right now, that would then mean that Basically, $75K is recurring revenue, right?

Mm-hmm.

Which, let me get my calculator, which means to get $75K recurring revenue with this model right now, you would need around like 50 active students, right? Paying you recurrently. So after the 90 days, and the other $175K would be from new cash, which is around 35 new clients a month. You would need around like one or more sales every single day. You also would need to have 50 active students At any given time in order to hit that.

Yeah.

How does that sound for you? Those numbers, is it like something realistic or do you feel like—

Yeah, no. So about the 35 new clients a month, that sounds realistic. Now the 50 active, you know, students or clients that I'm helping or 50, probably 50 different offers, that sounds a bit much. Yeah.

That sounds a bit much, right? Because you're doing like very one-to-one kind of approaches.

Exactly.

Yeah. Yeah. That would mean that you would need to maybe hire other managers. You mentioned to me that you would rather do it yourself, right? To maintain the quality.

Yeah, yeah, yeah. So I do believe that people actually wanna, and they actually pay for the one-on-one component with me. So hiring managers or trainers would be a bit out of pocket.

Okay, that makes a lot of sense, man. Okay, here's a challenge, right? This doesn't seem very realistic for you, managing 50 active students. Let's say you're doing one call a week with them. That's already 50 calls that you're doing every single week times 4, 200 one-to-ones a month. These are actually 2 options you could go for. Either you increase your prices and target maybe a richer demographic, 'cause now you're helping $10K closers.

Yeah.

Either you could increase your done-with-you price, right?

Yeah.

Where you have to make less sales in order to hit those numbers, right? Or in your case, what I would do is go to B2B route. Right now you're already helping sales reps.

Exactly, yeah.

Right? You're helping sellers as well, maintaining very high show rates. You're helping them as well being a better closer.

Yeah.

For the closers, of course, right? And getting better close rates. Yeah. So why wouldn't you go to the B2B route and actually managing their sales team?

Yeah, it's actually funny that you say that because I've been getting, you know, some demands lately. For example, I'm actually meeting a business owner tomorrow here at Atlantis in Dubai because he asked me to take over his whole sales infrastructure and also train his sales teams, you know. So I've been thinking about that for sure. And actually, like I said, I'm meeting someone tomorrow.

You're meeting them tomorrow?

Yeah.

So tell me a little bit about their business.

Yeah. So I already had one call with him, so we had a good conversation. I do have a sense of what's going wrong inside his sales. So, you know, they have a 68% show rate, which in my eyes is just something that obviously can improve a lot. But he came in very determined about the fact that he wants to fire his closer, right?

Mm-hmm.

So I actually went deeper in the numbers with him. Turns out his closer is having a 28, 21% close rate right now, but the whole business has a 36% close rate. But the reason is because he as a founder is also closing. So I actually had to reframe him of the fact that he himself and the lack of system within his business is the bottleneck in the sales and not necessarily his closer. He actually agreed with it because we went deeper into the numbers and the numbers revealed the truth to him instead of actually me telling him.

I see. So what were the numbers?

So yeah, so 12% close rate. He thought it was way lower from his closer.

Mm-hmm.

The close rate of the offer itself was 36%.

36% of the offer itself? What do you mean?

Yeah, so the business is closing at 36%.

Oh, and what is that 21%?

It's from the closer himself.

Oh, so one closer is doing 21% and the founder is doing way more. Okay, the founder close rate.

Okay, exactly. These guys are also doing a two-call close, by the way. The show rate of the second call is also quite good, to be fair, because you know it has a 68% on the first call show rate. Second call was a show rate of 80%, and they closed 50%. Okay, on the second call. Okay, does that make sense? So yeah, you're following, right?

Yeah, yeah, of course.

You know, looking at those numbers, it was pretty clear that. The main bottleneck is the show rate on the first call because in total they had 102 booked calls and 33 people that actually never showed up to the first call because they don't have a pre-call SOP in place.

Mm-hmm.

You see, the only thing that they're doing is sending out reminders through Calendly. So it was 3 email reminders and 1 SMS reminder.

Okay. Makes sense. So they didn't really necessarily use like good backend sending systems in order to increase the show rates and—

Exactly.

Exactly. Cool. Okay. So basically you already know what they're offering, right? For tomorrow?

Um, not necessarily. Um, so obviously I have experience training sales teams, reviewing calls, also even creating SOPs within sales teams for different kind of offers. But literally stepping into a business right now that is doing $240K a month and they wanna scale up to, to $300K and $500K a month eventually, that's just a different, you know, slightly different thing in my opinion. So that's basically the thing that I'm thinking right now of like, okay, what is, The offer that I can give them, but it still also has to be scalable for me because that is also the route that I should be taking to actually scale up to a quarter million a month myself.

I see. So right now they're doing 200k per month.

You're saying 240k?

240k per month. Yeah. I see. So is that like recurring revenue that they have or is that going from the new new cash?

No, no, no. So it's the mix of new cash and recurring revenue that they have.

Okay, that's cool. So what's their offer price?

The offer is priced at 2.4k euros for the first three months, and then it becomes a month. Monthly fee of $2K.

Okay, I see. Let's already look at the cash that they get right away. Okay, so right now they're having 102 booked calls, right? Of course, you're also a sales expert. How would you increase their no-shows?

Yeah, so the no-shows, it's basically even surprising that they get to 68% show-up rate with, you know, little to no pre-call SOP that they have right now, just sending out reminders through Calendly, right? So that's, that's already a good thing. If I now come in with a pre-call SOP to increase the show-up rate, and this would be through not only sending an offer overview already so that they don't hear it for the first time in the pitch, right? And also a resource that would actually increase the trust within their company, right? These type of things before the call, while also monitoring the time of the lead actually booking in the call all the way to when they show up to the call, right? The framing window. Because right now it was like 1 week that they, that they have in between, right?

Oh wow.

So if we shorten that to 48 hours, Right? Maximum. Then that combination will definitely increase their show-up rate to 85%.

To 85%. That's what you're seeing with your sellers right now, that they're hitting 85% show-up rates, right? Yeah. Also unlike B2B?

No. Yeah. So, so across the B2B and B2C offers that we have right now, what I'm seeing is that on some offers, obviously we have like 93% show-up rate. On the B2B offer that we have, we are hitting 86%.

86%. That's quite high. That's very good, man. So, um, no, that's really, that's quite high. That's very good. Right? If you know that the industry norm is around like 70, 75, I would say that you're hitting 85. That really means that your frameworks are working really well. So nothing to say about that. So let's look at how much more cash that can already get them. The show rate increase only, right?

Yeah.

So if they get 102 booked calls, right? Let me get my calculator with me. So if they get 102 booked calls and you're hitting an 85% show-up rate, So what they would get is 86 shows.

Yeah.

Right now, in the scenario that we outlined here, they would have 69 shows. Right. Is the founder taking most of the calls or only the sales rep?

Yes, the founder is taking more more of the calls. It's basically 50/50 though, but the founder is closing more of the calls.

Yeah. Ah, he's closing more of the calls, but it's 50/50, right?

Yeah.

So I would say, for example, let's say 35 go goes to the founder and 35 goes to the sales rep. Right, right now with the closing rates, right? Let's say the founder gets 35 booked calls, shows on his calendar, he has a closing rate of 36%. That means that the founder is selling 12 services basically, right? At a $2.4K price point.

But the 36% is of the whole offer though. So it's the founder and the closer combined. They have a 36% close rate.

Okay, cool.

But the closer himself has 21%.

Okay. That makes a lot more sense. Yeah. Okay. So like the general closing rate is 36%.

Exactly.

Okay. So we can't, we don't have to divide that. That would mean that basically 69 times 0.34, 36, I mean, for closes.

Yes.

Right.

Yeah.

That's what they got.

Exactly. We actually went, or I actually did the, that breakdown so that, that's correct.

Yeah. Okay, perfect. And now with your show rate that you would provide for them and that you're seeing across your sales reps as well, right? They would get around like with the same close rate.

Yeah.

Now thirty closes, six more.

Exactly, six deals more.

Right? So by you already fixing one metric only, right? They're already seeing six deals more, right?

Yeah.

Which is an additional fourteen point four k cash right away extra. Yeah. Okay. Of course, that cash after nineteen days, some people will churn probably, some people will stay, and that compounds into MRR.

Yeah. I actually also have these numbers if that helps. So it's twenty percent of the people that started with the three month program actually stay for the recurring revenue.

For the recurring, right? Yeah. Okay, so let's look at it like this, right? At your different offers. Okay, again, you know that you have multiple doors where you could potentially sell the lead into the prospect, right? Do-it-yourself type of program, done-with-you type of program. Excuse my writing. Done for you. Yeah, right. Now you know that done for you is the most time, right? And also provides the most cash, right? Plus plus. Let me do it like that.

Mhm.

Right now we're done with you. It's less time invested, right? And the cash is also less, right? Of course, the done-for-you, you're going to charge a retainer per month.

Yeah.

Right? Every month that you're getting. Plus I would also say getting a percentage of the upside on top of it.

Yeah.

For the result that you're bringing.

Yeah.

Right? Because we want to be in a position, especially with B2B, because there's so much time involved, we don't want to be in a position where we have 30 done-for-you clients. No, because then you're literally going to kill yourself. Yeah, right. You really want to limit it to a maximum of 10. That's my ceiling that I would always say, right? And where if they grow, you grow as well.

Yeah.

So the done-for-you is going to grow vertically. You don't need to add more clients, right? You just need to make them more money, which means done-for-you offer is also going to make more money for you, right? Does that make sense?

Yeah, sure, because I'm also getting rev share.

Yeah. So ideally Of course you want to charge or get him for the done-for-you ideally, but it doesn't make sense for everyone though, right? Because how much would you price your done-for-you for? How much would you think it's worth?

Yeah, so the done-for-you would be an installment fee of €12K in euros for the first 3 months, and then it would turn into a recurring revenue of €5K a month plus 5% rev share is what I'm thinking now.

Plus 5%?

Yeah, because it's not the marketing side that we're doing, only sales.

Okay, I see, I see. So, $5K per month plus 5%.

Yeah.

Right. Now, let's look at the cash he's getting because you want to be in a situation, right, where if he pays that $12K, after 30 days he needs to pay the $5K.

No, after 90.

After 90 only. Okay, that's cool. That's actually very good. So, that's better. Is that then also interesting for you though?

I, I would say so, yeah, because coming into the business and building the systems, 90 days is actually a lot for me, a lot of time. To be able to analyze, to be able to see, okay, what systems actually work? How should we twist the pre-call SOP? How should we twist the value-driven follow-ups? What sales assets do we have to work with or can we actually work with? Which ones do we have to create? Sometimes you have to wait for the founder to actually create some assets as well. What testimonials could we get already now? How can we film them? You know, so it's different kind of things and 90 days is actually a lot of bandwidth to make sure that I have everything in order.

I see. And as well the optimization.

The optimization.

You always need to optimize.

Exactly.

Who's going to do all of that work? For 2 months?

Um, me myself.

And that's the thing, you're saying that you're going to do all the work.

Yeah.

Right, on a day-to-day. Don't you think that will take time away from you actually being in the more leveraged actions, which is creating content, for example, on the daily, looking at numbers, for example, instead of you building everything out yourself? And that's only one client. How many activities did you just mention?

Yeah.

A lot. And that's on a day per day. Most of it, because those need to be optimized.

You know what the funny thing is? I actually got my first B2B client by accident, basically. It was 2 days ago. You was with me when I closed them at the previous hotel. So I closed them accidentally and now I was building out everything. I was also thinking to myself like, this is not something I should be doing.

No, you don't want to do it, right? So you want to be charging at the price where you as the founder can focus at money-driven actions. which is creating your content, anything to pitch more people, right?

Yeah.

For some people it's creating more content, for some people it's like creating more ads for them, right? For some people it's hopping on sales calls for themselves, right? If the volume is not too high. But you want to be focusing on money-driven actions. What you want to do is to charge at a more premium price, let's say, right? Or earn more so that you could pay your team better and get better talent in who's going to do the work For you, which means your clients are going to see results faster because shit is going to get done faster. Yeah, right. You're a one-man team.

Yeah.

With a team of experts that's getting well paid, right? They could run things simultaneously. So you don't want to be charging a price point, especially look, $12K, that's like across 90 days, that's $4K a month.

Yeah.

Like a sales manager only, a good sales manager only, for example, in my business, I'm paying them $4K a month.

Yeah.

So what's left for you?

Not much.

Not much, right? Your client is not going to see the results or the potential of the result that they should see.

Yeah.

Right. Because you're working slower. So your price point here needs to be higher. That's why not everyone can be sold on your done-for-you. For example, let's say your done-for-you, right? You would charge $12K upfront and then $5K per month after that. Imagine. Yeah. Who would that $12K? You could be paying a sales manager an upfront fee to build out.

Hmm. That's what I'm doing now, right?

What do you mean?

The $12K upfront for 3 months and then $5K a month.

No, let's say you're doing $12K first month. Okay. The month after that is $5K per month.

Oh, the month after that.

Yeah. Okay, exactly.

Yeah.

Right. Because here it's a build out, but in the first month you should get all the shit done.

Yes.

Because you now have a team. Yeah. Right. In the first month everything is done and built out. I'm talking all the sales scripts, right? Sales frameworks, the whole shebang basically. Yeah. That needs to be done for that B2B client. And now in the second month, you're already optimizing, right? And scaling what you already built out and looking at the numbers, right? So it's more like maintenance. That's why, of course, the setup phase can't be the same price as the optimizing phase, basically, because there's less work involved.

Yeah.

Right. It's maintenance and optimizing. So what this allows you to do is to get a really good operator, for example, or sales managers who can make sales scripts, right, on your frameworks. Right? Now after that, he needs to manage, for example, the clients. But after that, he then needs to manage, for example, the sales team and train them up on your frameworks, right?

Yeah.

Allows basically for you that you can focus on money-driven actions while not being on sales trainings the whole day and before the day meetings and end of the day meetings.

Makes sense.

So that's already 3, 4 hours gone of your day.

Exactly.

You see what I mean?

Yeah.

So that is the problem with like pricing too low for done for you.

Okay, right.

If you also price too low for done-for-you, it's going to be more affordable for more people. And we want in our done-for-you the top of the top, because why? They're able to spend more on their business. They're making higher revenue numbers. Yeah, to the point where a little change in one of their KPIs in a positive way is already going to have great impact for them, right? Look, if you are literally increasing an offer, right, that's making $500K per month, if you're increasing their close rate even with 5%, that's a lot more revenue for them, right? Compared to someone or another company that's making $150K and they're increasing their close rate, right? The difference of that 5% in actually net, you know, revenue or net profit for them is way bigger.

Yeah.

Does that make sense?

Sure.

Where if you would charge, right, that done-for-you offer, let's say $12K upfront, right? And then $5K per month after 30 days to $150K per month business owner, he would be less happy to pay that $5K per month after 30 days compared to that $500K per month business owners.

Exactly.

Because the returns that he saw already in the first month, right, is already large enough that it basically covers that $5K per month multiple times. Yeah. And even that $12K per month.

Yeah.

Does that make sense?

Yeah.

So that's why you also want to watch out who you're actually offering your done-for-you for, cuz it's your premium offer that you're charging a good amount for, right? That's justified because you want to actually get the client quality work, right?

Yeah.

And as well, very good results to the point that they're happy and that the retention rate is going to be higher.

Mm-hmm.

So you don't want to basically offer that done for you to everyone. No.

Okay. So if, if you look at it right now, right, in my situation about the prospect that I'm meeting tomorrow, mm-hmm, should I, because obviously he wants to scale to $500K a month. He's doing okay now with $240K a month.

Mm-hmm.

You're literally saying don't offer the done for you.

No, I'm not saying that because it's case per case.

Okay.

We need to make the calculation. Right. For that person, if it makes sense.

Okay.

So you're saying that he's earning $250K per month, right?

Yeah. $240K.

$240K. Yeah. Per month. $240K per month. Cool. So you're going to charge $12K upfront, right? And then $5K after 90 days. Within the first month, if you're doing sales for that person as well, do you charge them the revenue share? Like everything you close for them, you, you charge them the revenue share?

No.

So the first month, even if the sales came from your framework, you're not charging them any revenue share? No.

So I wasn't even looking to actually charge him. Revenue share on this one.

Why? No, I mean like if we're going to do a done for you.

Okay, if it's a done for you, then I would say five percent revenue share on everything, right? I was thinking of only. I would actually put a floor, right? Or agree to a floor with him of two hundred forty k a month right now, and everything above that I take five percent.

Two hundred forty k per month.

Two hundred forty.

Two hundred forty k per month as a floor. Yeah. As a floor.

Yes.

Okay, but the thing is like this is a mix of recurring revenue and and new and new revenue.

Exactly.

So right now you're actually putting Like all the favor on his side, which is great, but not as great for you because he was not even making $240K per month in new cash.

In new cash. Yeah.

Does that make sense?

Makes sense. Mm-hmm. So how would you, how would you actually make it, you know, more reasonable for my, for my case?

You want to keep your offer simple. Oh, I'm going to only charge revenue share at that floor.

Yeah.

While like if, if for example, right, the floor was $240K, let's say, but you hit $200K, $39K, for example. Like, you did all of that work, right, on your side. You missed out on some revenue, and now you're not getting anything of the upside. Doesn't make sense. You grow together, right? So if he makes a lot more money, you make a lot more money as well. That is how it should work. So I would always keep that simple, right? You're charging the upfront, and the rev share— the rev share stays the same.

Yeah.

For everything that gets closed and that is attributed to you. Anything that you've built it out Mm-hmm. Right. That managed to closing deals, that is the revenue attributed to you. So you would take 5% share of that, for example.

So basically new business, all new business.

New business attributed to you.

Yeah.

If he would get referrals and stuff, right, that wouldn't make sense that he would pay you a rev share for that because that's not attributed to you as you were not in that process.

Makes sense.

Right?

Yeah.

So let's do the math if this would make sense for him, right? So he starts out, he's already In the minus $12K right away.

Yes. Okay.

So how much new business is, is he doing? Is he doing? Yeah.

He's doing in new business recurring is $150K a month right now in recurring. So in new business, that's $90K.

Okay, cool. So $90K new, $150K MRR. Cool. So that would mean that, okay, right. He would start off again with $90K in the next month.

Yeah.

Could probably easily pay that off, but that's not attributed to you. No. Right. So in your investment that he made into you, he didn't get any return yet. Okay. So minus $12K, right? Now you help him with the same amount of leads and booked calls as he's getting. And in the first month, right, a show rate of 85%. How realistic is that?

No, I wouldn't say that we get it in the first month. The first month should, we should be able to get it to 75%.

75%.

Yeah.

Okay. So that means that if I get my phone again, so that means that basically let's say he has the same amount of booked calls, right? 102. And now he has a show rate of 75%. 70%, that's 71.75%. Uh, 75%? Yeah.

So, so now he's at 68%, and I believe in the first month we can definitely increase it to 75.

Okay, 75. So 102 times 0.75, that's 76 shows that he would get. Okay, okay, 76 shows. Let's do the math, right? About, you know, does, does it make sense for him to pay that 12K and then 5K after next month already, right? Because you don't want it to turn into resentment.

Exactly.

When, when you come with a bill of 5K. Yeah, by next month. So, okay, Okay, the first month he starts off with you, right? That's already -$12K the first day. Okay. Yeah. Now he's making $240K per month already.

Exactly.

How much of that is new business?

Only $40K. So, he has $200K recurring.

Okay, $40K new business, you said? Yeah, $200K recurring. Okay, recurring. Yeah. Okay, in a recurring business. Okay, that means, like, he's already starting off with $200K in recurring, right, from day 1. Yeah, already. So, a lot of people would say, like, yo, this guy's already profitable on that -$12K investment.

Exactly.

But that $200K was not attributed to you. So the business owner will look at you as an expense. And what did I get out of Kevin myself, right? It will not look like, oh, the business was doing well, $240K per month, so the $12K investment was worth it. Because that's not attributed to you. That's like not your doing, basically. Okay, looking at his numbers, right, let's say the show rate.

Yeah.

So how much would you be able to increase his show rate, which was, I believe, $68K?

68.

Yeah. In the first month, is it realistic for you to hit that 85% already?

No, no. So, well, def— in the first month I have the goal to hit 75%, which is very much doable if you look at his pre-call sequence right now, which is nonexistent. Um, and when we come in, it's very strong. So up 75%.

So on the 102 booked calls, right? Uh, let me actually make the calculation. Basically on the 102 booked calls, right? Yeah. Uh, let's say they're doing the same numbers, but you increase their show rate now to 75%.

Yes.

All right, that means that they're getting 76 shows. Yes. Okay, now the close rate as well. You're training a lot of closers on actually closing better and increasing their close rate and making a lot more money. Yeah. So naturally you'll increase their close rate as well. So what would be realistic for month 1 to have?

Month 1, now they're doing like conservatively. Yeah, they're doing 36% close rate right now.

36? Yeah, overall.

Yeah, without the right frameworks, without the right structures as well. Especially the founder, he's just winging it, but because he's a founder, he gets these closes in. But I would say, yeah, 40% is realistic. It's fairly low, by the way.

40%?

Yeah.

So that's 30 closes.

Exactly.

Okay, 30 closes at $2.4K, right, that they're getting. That's $72K. Let's just do $70K in new cash, right, give or take. Yeah, in new cash for that. Before, they would do less cash than that, right? So if you looked at it before— I messed up the calculation.

New business before was $40K a month.

So if we're looking at it, the $70K in cash Right? They actually got $30K in new cash more compared to what they're actually getting, what they got last month, or what he told you, right?

Yeah.

So they got their return on investment almost back times 3 on you already in the first month, right? That guy on month— on day 1, sorry, he was minus $12K, and now that business is up like literally $18K. Oh yeah, yeah. Okay. In profit.

Makes sense.

Right? Of course he would like to invest another $5K into you to keep that same system So he can earn at least another $30K in cash.

Yeah.

Right? So now month 2 starts, he pays you the $5K. Now $18K that he has in profit has to give you $5K of it. Now he has $13K on day 1. If we keep everything the same, right, on day 30, he will be up another $34K on day 2— on day 30, sorry, or 31, whatever.

Yeah.

Right? So this guy is very much worth it, the done-for-you, and it makes a lot of sense.

Okay, okay, okay. Now I see.

Do you see? But you also see if this was a 50K per month owner, yeah, or less than 100K per month owner, that the maths wouldn't be that lucrative for him.

Yeah.

Where it wouldn't make sense to get him on for the done for you, but probably would make sense to get him on for the done with you so he can use those frameworks to scale up to that level of a business owner like this that you now can upsell him to done for you. To a done for you. Because if you would someone who's making 50K per month Okay, day one he can pay you that 12K, but when day 31 arrives and you come with that new bill, he'll hate you.

Yeah, because the—

and then there's the churn high.

Yeah, the cashback isn't, isn't there yet.

Makes sense.

Exactly. Mhm. It's clear, man.

It's clear. So you know now what to do.

Exactly. Yeah, I'll definitely, you know, obviously we have that conversation tomorrow. Mhm. Um, so we'll be having dinner as well and, uh, having that conversation. I'll show him actually how— obviously not how, but I'll show him why it's important that he double down on his pre-call strategy to actually give his leads, his prospect, a reason to hop on that call, right? So we have to shorten the framing window. That's number one. Then number two is also that we have to increase the trust.

The trust, yeah.

In his company and in him as a founder as well, so that people actually, you know, feel that need to hop on that call, to have that conversation with him.

So how would you— because of course he's hopping on calls, right? The call volume is getting you know, a lot right now, especially if you implement that system for him. It's like a lot of new cash for him. Of course, every business wants to scale. He wanted to get to $500K per month.

Exactly.

Which means like maybe double the amount of bookings, for example, right? If he doesn't increase price, how you make sure that his founder hours like actually get protected more so that he doesn't need to hop on calls the whole time?

Yes, exactly. That's also a big thing that he needs to understand because Because he is involved in the sales process so heavily, right? Taking on calls himself, even doing the pre-call process or trying to do it himself when he has time because they don't have a system. It takes away of his time that he should actually be making content or shooting ads or just spotting bottlenecks within the sales process, for example, or other processes in his business, right? Um, so it comes down to him being the biggest bottleneck because he's so heavily involved with everything. You know, so by implementing now the right systems and the right reporting as well, so that he can have the right overview, right? But also so that we are able to put the closer in a situation as to where he can now become more successful and have a higher close rate, not only through the training, but also through having a real system for the pre-call strategy, right? Which will help him increase the show rate and the close rate. So now they're making more money. Okay, now they also have more live calls, so it makes sense to add a second closer because he will also have a full calendar, right? And because the second closer is coming in in a system that is already running, right? They're running. He knows now exactly what to do, when to do it, right? And also how to do it.

Mm-hmm.

You know, and that way we can now confidently take away the founder from the sales process.

Yeah. Okay.

Okay. And now the founder will be able to focus himself on more, you know, revenue-driven actions. But yeah, so that, that is the biggest—

That makes a lot of sense. The thing is as well, and I believe you're going to let him realize that as well, the founder is always the best closer in the business. He's more attached, you know, to the business emotionally as well. He knows the business in and out. He's the face most of the time as well. So it increases trust a lot. Yeah. Right. And if you add on top of it that he can also close, right, he's always going to be the best closer in the business if he can close indeed. Yeah, exactly. But that's also a big bottleneck actually. That's why he needs to mentally, you know, make that switch that he is the best closer in the business, but he can't be always the one closing, right? Because let's say for example he's spending— he's doing 80 sales calls on a monthly basis. Yeah, that's already 80 hours per month gone. Yeah, if he would invest that in exactly revenue-driven actions Content, trying to find a way to pitch more people, right? That would increase the lead flow and the booking flow by a lot.

Yeah.

And even if the other closer still has an okay close rate, most often it's better for the business because the business is going to make way more revenue, right? Okay, they're going to close a little less, but what they close is still way more than if the founder keeps being the closer in that business and keeps taking the calls.

Exactly. Exactly. And if we look at this particular business as well, the interesting part here is that the founder still found a way to have a massive partnership with one of the industry-leading companies within his niche, right? And because of that partnership, they now have a huge influx of new leads coming in that are very warm, and the trust is high with these leads because they are in a partnership with that industry-leading company. You see?

So that already increases the trust a lot.

Exactly.

Yeah.

And that is actually already a very big example that I will now show him. Like, listen, because you did that revenue-driven action, you were able to get more leads in your company, but the leak now and the bottleneck is now even more clear because you have that influx of leads. So that is not your problem. The problem is the lack of systems, which will keep you trapped and even more trapped and even Will have him drowned in his business now because he didn't fix the leak.

Yeah, that makes a lot of sense, man.

You see? So so that's the thing. And another thing is also that he literally told me he wants to expand into different markets now, right? But how will you be able to expand if you're literally trapped inside your business? Right?

It's literally he's being the bottleneck, man.