Ich baue Vertriebsteams auf: Wer ist mein idealer Kunde?

0:00L senior recruiting. It's one of the things I do. >> Oh, what is the other business? So, I sell [laughter] Yeah. My other mistress, yeah. >> Um kind of like the gym launch model for door-to-door sales. So, I coach on sales leadership and recruiting, which then has led to through recruiting department. So, we have like a recruiting firm. We have a mastermind, online education, and events. So, those are kind of the verticals. Okay. So, there's a product. Those are the products.

0:32>> Okay. Um >> But, it's the same avatar. Same Well, the problem is there's three avatars: rep, sales leader, and then owner. So, we service reps, management, and owners. But, you sell to the owners. All three. So, think the sales people have a sales track. Okay. >> Leadership have a leadership track. And owners have an owner What's revenue? Uh last few years we've kind of capped it around 7.5 million. Okay.

0:58Um we'd like to be 15 million. All right. But, just seem to just hit this invisible ceiling. So, um I think talking to Ed, it has been This is why he's like, "You just need to say this to Alex and let me just pick you apart." So, uh I think I am what I'm stopping me just cuz I have that limitation. Yeah. Yeah. So, I will take ownership of that. >> Yep. Um we I think we're trying to bite off so many different things to where it's just like team bandwidth and Yeah, if you have a different Yeah. Yeah, three avatars, three companies. Okay, so you have sales dude, right? Yep.

1:36All right, what's this guy buy? So, one-time 12-month online course. Okay. >> of it like for how much? For little little one 197, big one 1,500 bucks. Okay. So, 197 and then 1,500. >> they can buy the mastermind, which is up to 10 grand. Okay. So, Okay. >> Like that's the ascension, right? >> Okay. What's the What's the second business?

2:01Yeah. Uh sales manager would be the next avatar, which you would go kind of the same track. Uh >> Same price? Same price. But, different stuff. Same price, different stuff, yeah. Okay. Just different track. Okay, what's the And then owner? >> Owner. Uh typically the model would be business boot camp to 2,500 bucks. In person?

2:31Yep, this thing. And then uh mastermind would be 35 grand or the model would be they come in and buy an online for their team, so that's $6,900 plus 500 bucks to whatever 50 bucks a user and say pay recurring. Okay, 6,900 is like set up? >> set up and 50 bucks a user.

2:56And then we give them a free ticket to that boot camp and then upsell them into the mastermind. So, you sell this on the front end sometimes, too. >> and or we'll sell that plus the recruiting, so we call that a pro package. Exactly, I know. This You can see my constraint here, exactly. So, the pro would be like for a business owner, it's like you get the training and the recruiting done for you. We build out your training system, we build out your recruiting system, and that's like 15 grand.

3:24Do you have an organic following? Yes. Yeah. That's why. Um So, super common when someone's like organic only or organic as their primary is that you sell a product and you make money and then you say, "Oh, well, shoot, what else can I sell?" And then you come with another product cuz you have this fixed pool and you're like, "I want to just put as many lines in this one pond as I possibly can so I can make as much as I can." And it makes sense until it doesn't. Yep. Um rather than what is the one thing that has the highest operating leverage, that has the highest revenue retention, and then how do I expand the pond? Um and so typically it's like you figured out one thing, which is like you figured out how to make content, which is how your lead flow comes from. But, if you want this like the answer to you getting to 15 or 25 or 100 isn't going to be like I'm going to also do sales massages and a sales newsletter.

4:19>> [laughter] >> Right? Like what else can I sell these people? Um I I prefer businesses that are straight lines. Like front door, door two, door three, and then call it a day. And then the question becomes how do we put more people in the front door? It just makes life a lot simpler. Um that is a big strategic question for you. So, this is more of a like if we're flipping over the page, like what's our issue here? It's a model issue.

4:52And so, the thing is is that everything that you did is not inherently wrong. It was logical. It's just that when you're a small business, you have such limited resources that your ability to do anything well is so constrained that it's like you might as well just pick one thing because you're competing against people who only do each of those elements on their own as their main business. And so, um let's zoom back out.

5:18Which of those avatars that you just named is the most viable avatar to the business? >> Owner, for sure. Okay. So, if owners came in, what What's the revenue percentage if you had a split here? Uh probably 80% owners. 80? Bro, what do we have? Yeah. Yeah. Okay. So, I've got this great thing I haven't said yet. So, what we're going to do is we're going to cut out 80% of your work and we're going to make 20% less money.

5:48>> [laughter] >> Uh and your margins are going to go up. Um yeah, it sounds like you just need to sell to owners and then go get more owners. Just focus on that. Yeah. The next question I have on that then is So, training has its own fulfillment, its own model. Recruiting has its own, you know, they kind of go and then there's the mastermind. Do you Do you find getting a leader or like a kind of a product owner for each of those verticals cuz it still kind of hits all three of those. All three of those are really profitable. Yeah. Would you just find like a dude that kind of runs each one of those?

6:24>> Yeah, you can have somebody who owns a division or owns a revenue line, yeah. Or do they share like a marketing team and they share a sales team? Like that's been my struggle. >> This is front door This is the whole front door idea, which is like if you have one team and obviously this depends on size of business and so I'd love to give you like this is exactly when it happens, but it's you'll have a front end team that sells the front end thing. And then typically because there's so so many fewer customers than there are leads in general. And then that cut that customer base from the first sale becomes the leads base for the second sale. Okay. Right? You can have significantly fewer people who actually do ascensions and you just take your one or two guys who are the best people from your front end team, make them the back end team, and let them do the ascensions for you and you can do you can get to a 100 million a year with like two or three guys on ascension. It does Especially with the ticket sizes that you're talking about.

7:13>> Not hard. Um and so right now it's just like we have to fulfill for owners. That's the main game. And you do recruiting and you do training for their teams as a result, correct? I mean, I would bet you that the $50 a month per user thing is relatively sticky. Yeah? Very sticky. Yeah, so like that's the best business. So, I'll bet you the sales dudes is not that sticky. No.

7:42Right? And the managers probably not that sticky, either. So, like you have a good business here. You just have to cut off the the appendages. So, think about like pruning a tree. Like if you want the tree to grow, you got to prune off the bad branches. You're just pruning. Um that's okay. It's normal cuz unconstrained growth is also called cancer, which kills you. And so, we just have to cut the cancer out and focus all of your nutrition and resources, the water, the sunlight, etc. on the one tree branch or the one central stock that's going to keep growing that's super high margin and very sticky.

8:10And I would say that like that's step one. And then step two is okay, great. Now, how do we Like once we've fixed the model, which is what we just did, basically. Now, we go back to the top and say, "Great, why can't we sell 100 owners a week?" What's holding us back? And then that's what we That's what we would attack. So, the next question, just randomly, there's different verticals in door-to-door. So, you have like solar, pest, alarms, all the different verticals. Would you just take all things door-to-door or would you niche down into roofing?

8:40That Okay, cool. Stay there. >> And then would there be an argument to go beyond into maybe they're not in door-to-door, but they're home services. Cuz it is a A lot of the stuff we do is applicable very much so in How much is not applicable? Maybe 20%. Yeah, I mean, I'm okay with door-to-door or home services. Both those feel fine to me. Yeah.

9:06I think that's still consider That's That's fairly niche down enough cuz they have similar problems. Yeah, it's kind of the same gig. >> There's cuz it's more And this is how I'd frame it if I were selling it to an owner who's like, "Wait, I'm solar and these guys are pest control." I'd be like, "Do you guys knock on doors and get people in their houses to to give you money?" Yeah? Okay, great. Same sale. Right? Okay. Right? Now, sure there's financing, blah blah blah, but like it's a separate sub module. It's not that hard to to explain to somebody. Cool.

9:34Yeah. That's what we do first, clean up the model, and then drive 10 times more on the top end. Thank you. Yeah, you bet. If you were a business owner and you were 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 dollar 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 in 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 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 acquisitions.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 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.