High-Ticket-Agentur: Wenn Kunden nicht liefern können

0:00Unternehmer/Gast We help founders scale their high ticket offer online. We take over sales and marketing. Two thirds of the business, all they have to do is fulfill the clients that we you know, we sell to. >> find the influencers or do they come to you? >> A lot of our clients are organic for the founders that we work with. They've come to us organically. But we we scale their offers. The biggest problem that we've noticed is fulfillment on their side. So we sell a lot, but they cannot fulfill sometimes on the amount of people that we're sending them.

0:27>> Mhm. >> And the other thing is that we want to scale past 5 million in revenue, which is what we're currently doing for for us. >> How many people do you have that you're doing this stuff for? >> Right now we have about six clients. >> Okay. >> Yeah. And we want to scale to like you know, 50 clients plus. We have a lot of closers on different sales teams for different offers. >> What's the What's the delivery? >> The delivery? So for ours

0:54>> No, I know you sell [ __ ] but what do they do? >> What do they do? Yeah, so they're financial services. They could be in the e-commerce space, coaching space, real estate space. >> So coaches. >> Coaches and also people that do done for you services. For our customers. >> And the done for you service like what's the split between those two? >> The split between us and >> No, coaches versus done for you services.

1:21Alex >> Uh What split are you >> Revenue. You have six people. What percentage are done for you >> Um also I would say 80% is done for you. >> Okay. So you have one or two people who are coaches. >> Yeah. >> And the other four are >> in the done for you space. >> I don't really know what that means. So like >> So basically it's more like So if people want to grow a business and they don't want to do the business on their own, they have somebody that can build the business for them and they get a revenue share off of that.

1:52Off of the business that was built by the founder on their behalf. So they buy in. So, for example, if they have a uh For example, if the offer is like let's say $50,000 to get started. >> This is biz op. When you say done for you. Tough. Super regulated, man. Um Dude, why don't you just sell franchises? They're legit. You'll make way more money.

2:25Like I'm guessing you have the skill of marketing and sales. That's what you acquired. You haven't really acquired the delivery skill set. That's okay. And I just like I'm cuz I'll just tell you where this is going to go. So, there's there's kind of like version one is let's say that your dreams come true and you have 50 customers. You don't want 50 customers. That sounds horrible. And you have 50 minnows. So, you're going to realize from 50 that you really will have four that are 70% of your revenue and then you're like, why am I even doing this when these four are the major people? And you know what? I I've made these guys so much money. I should have equity in these businesses.

2:59Um but there's no value in the equity because they're biz op. >> [laughter] >> So, it's it's it's tough because the underlying businesses that you're selling for are sketchy. It's gray. Arguably illegal. Um just not enforced when it's small. >> you're saying franchises, can you tell me a little bit more about that? >> you could like done for you totally is legal when it's under regulated stuff. Like franchises have regulations and that's it but it protects both sides. You know, you can sell a 10-year franchise and get 150,000 up front and the guy who does this franchise sale makes 150 of that.

3:35So, like super profitable businesses and a lot of times they do get 10, 20, 30% stakes in the franchisor sorry, the yeah, the franchisor's parent co. And those do have enterprise value. >> And what about the coaching space? Like uh >> I think it's a great place to learn skills. It's not What do you want to have happen? Do you want to sell this business? You just want to make more money? Like what do you want to have happen?

4:02>> I don't want to sell it. I want to grow it cuz I think that's a little bit, you know, we it's sort of >> make more money. >> Yeah. >> Okay. I mean You can grow this business. I think that you'll quickly find that you should just find better partners and that's how you'll grow it rather than taking on the people that you have. You said they come to you, which means you probably need to have some function of getting them. Um >> Well, we already have like, you know, we do we help for ads and marketing and sales. So, we already have our own funnels.

4:31>> Yeah, but you only have six customers. >> Yeah, I understand. But we want to we want to scale correctly. Like for example, operation side, you know, we already know the constraints and >> trying to beat you up on this. I'm just saying like if the model's like Name me one big business that does this. >> Right. >> Cuz it sucks at scale. And you can't control too many of the things that you are liable for.

4:59Alex Like it would be very easy for me just like be like, all right, here's I mean like I can tell you the things to do to grow this business. I just don't think what it grows into is something you'll want. >> So, you say franchiser franchise >> switch what you're selling your high ticket stuff for. >> Yeah. >> I would go find the same people who are paying $50,000 for some e-commerce coach to say, "Here's an Amazon store." Which for no way are they going to get the $50,000 back. Selling a legitimate franchise that has earnings disclosures, it has actual you know, typical returns um that someone can expect that has, you know, you know, if like the ideal space is find finding a a franchisor who has a good business model, doesn't know how to promote and those are those are actually fairly common. Um so, it's a very small percentage of franchisors gets even 100 locations. It's like 5%. It's a tiny amount. But a lot of people make being a franchisor their like dream. So they go do the franchise thing, they spend 250, 500 grand to get all the legal [ __ ] done.

5:52They sell their friends and family, they have 10, 15 locations they get open, and then the franchise stalls cuz they don't know how to attract customers, but they're not willing to pay franchise sales people an arm and a leg, which is what it cost. But if you get to be the arm and the leg, then that sounds lovely. So like I've obviously come from a world that was very heavy in franchising. So like I have multiple friends who like gave 30% of their business away that are selling for nine figures to franchise sales orgs.

6:22So like I think you have a viable skill set and I think you are applying it to the wrong opportunity. And I think that the the coaches are going to fizzle and pop, and the fact that you talk about things in terms of offers is hardcore direct response world. I think that world is also dying. I think CAC is going up, trust is only going down. I don't think it's a sustainable long-term thing. So let me to [ __ ] your [ __ ] up, but like I just think that that's like for real, I think that you're like, "Okay, but now what do I do when I go home, right?" I mean if I'm you, I'd I'd be thinking that.

6:54I'd be thinking like I'm going to reach out to franchises. And I'm going to do the same thing, but I'm going to market compliantly. Cuz right now I'm sure if you had a Have you ever had a FTC attorney like audit all your funnels? >> Yeah, so we have our lawyers stuff that we have >> yeah, sure. Like >> No, but I understand what you're saying. But the thing is is that obviously, you know, uh we we are al- already like, you know, compliant on those things. So it's just that we want I think what you brought up is something I've already thought about already. So

7:22>> Sell a better thing. >> Yeah. Cuz it it it doesn't matter what we can sell, that's just the thing, it's the fulfillment >> Yeah. >> on any side. >> Yeah, yeah. >> Yes. >> [laughter] >> So so >> sell a dream, they do not fulfill that dream, that sucks. >> No, I understand. I understand what >> you're using your powers for evil right now. Like use them for good. For real. >> Yeah, so we we were looking at It's funny you mentioned that cuz I actually was that was a one of the past So besides franchisors, do you have any other uh

7:51>> Oh, I mean do the If you If you know how to do turnkey sales, there's a ton of different businesses that you get that can that can benefit from that. You just need to use your powers for things that are legit. Thanks. >> No, but for sure I I understand what you're saying and that's definitely what how we feel about it as well. So >> Well, well, then great. So like that's what we should do. We should not be thinking how do we go from six to five? >> but I was just saying abstract like just >> Yeah. >> I wasn't saying like

8:18Alex >> So I would say like in the next 12 months we go from six to six except we replace the six we have with six legit ones. And if we do a really good job, what we'll find out is that we could just have one that can really [ __ ] scale and then we just do that. We become true partners and we just grow the thing. Cuz there's nothing that like it would be easier for you to grow one thing that's a really legit product or service to 100 million a year than it will be for you to try and grow 20 to five. >> No, but that that's what I'm saying.

8:42It's always in the legit space that I was always speaking of. The only thing is that operations-wise, you know, as you scale like what would you say like for for us it's like more on our operations side. Like how would we uh scale with more clients let's say in the franchise space. How do we do it efficiently without having any bottlenecks on our operations side? >> Uh well, you're running ads and you're selling.

9:10Alex >> Yeah. >> What are the What are your operational bottlenecks? >> Well, I would say it's high turnover of sales people, you know, obviously not performing to quotas. >> Okay, but once you get people who stick, do they stick? >> Yeah. >> Okay. I mean it's a high churn. It's It you have to think about it in cohorts. So if it's like you hire three and you keep one, but then that one stays for three years, then it's just like it's just cohort churn and then after that it sticks.

9:36But sales is a is traditionally a higher churn area. My guess though, again, like you're saying it's not this, but everything you're saying is this, is that you're selling high-ticket biz op [ __ ] and you have mercenaries in your team. And mercenaries just are they they jump town as soon as they get 1% more somewhere else. They're not loyal. And I think if they were really passionate about the business and the people they were helping, they wouldn't care as much.

10:04>> Okay. Super. Thank you. >> [laughter] >> Thanks, man. I want you to win long-term. That's why I'm trying to say it. If you are a business owner and you are not growing as fast as you like, I'd like to give you a free gift. So, my team and I put together the $100 million scaling road map, which is basically 200 hours of us looking over all the portfolio companies we've had and what stages of growth they went through and more importantly, where they got stuck and how they got past it. And so, we broke it into these 10 stages and we made this little kind of quiz thing where if you put in your business information, it'll tell you where you're at and the most important part for you, what to do for each of the functions of the business across product, marketing, sales, customer success, recruiting, IT, human resources and finance. And so, no matter what you're struggling with, someone else has already struggled with it and solved it. And so, I'd like to give you this thing absolutely free. You can go to acquisition.com/roadmap, plug in your business information and if you want us to actually help you deconstruct the business and you're trying to scale, we'd love to help you out. On the thank you page, you can just book a call with my team and we will look at the business, see if we can help and if we can, we'll invite you out to Vegas and we'll do this in person live.