Zu viele Leads, zu wenig Struktur: Der Show-up-Rate-Fix

0:00Unternehmer/Gast All right, so 300k top line, 240 bottom line. In consulting business in Argentina, basically >> Is that per month or per annual? >> No, no, per month. Yeah, yeah. So, basically main issue right now is that we have a lot of leads. We have 20 to 30,000 leads a month, but we cannot filter them. We have two sellers. We only do IG organic short-form content. We cannot filter them. We book a lot of calls, but only 50% of the calls show up, and we have I mean that big that big bottleneck, you know? So, yeah, that's the main issue right now.

0:40>> Well, okay, so I'm going to I'm going to zoom out for a second. So, you got 20,000 leads a month. You get you book calls and 50% of calls show. >> Uh yeah, basically. >> I mean, like >> It's pretty good. >> Yeah, you're not like you're not screwed. You know what I mean? Like are there like you'll get the you'll get the lead nurture playbook that has all the things that we learned. Um so, that's coming in the mail next, you know, well, you're in Argentina, >> I mean, I'm Miami, yeah. I'll I'll >> Oh, you're Miami. Oh, you're Miami. Okay, fine. Then it'll get there in you know, the next couple of days.

1:07Um so, that would be the first playbook that I'd have you go through like right off the bat because if we can go from like 50 to 70, it'd be a 40% increase in business without doing anything. So, that'd be, you know, material and definitely worth it. All right, so that's like thing number one is a lead nurture playbook. Okay. So, we have that one down. Now, the next thing is let me understand the is the what's the goal right now? You said you have to filter the leads better. It's like 50% are showing, but what percentage of them are qualified?

1:32Alex >> Um it's 68%. So, I mean, we have a 3K and 9K offer. It's really expensive for Argentina. So, it's our strategy question is if we should go for a lower ticket offer to use more of the audience that we have. >> No. >> No. No. >> All right. >> No. This is good talk. Glad we did this. Dude, you're you're you're putting money. You're putting money. You're you're running You're running uh whatever that is 80 you know 80% margins on $300,000 a month. Just to give you context, if you were to run like what I would consider like a normal margin business, you're running a $10 million a year business.

2:07Uh that would be making $3 million a year in profit. But you're just making $3 million in profit on $4 million. >> I mean yeah yeah. We're not running ads, you know, I do things really organically. But what what do you do if you were to scale to a million a month? >> So yeah yeah, I hear you. So So what percentage of the leads are you currently converting per month?

2:29>> Um I don't know. It's 20,000 leads and we converted 80 clients last month. >> Okay. So 20,000 leads. So you're getting that's 0.3%? >> Yeah, something like >> 0.3% yeah. I My guess is that you can get to 1%. That's my guess. >> All right. >> That's my guess. Um walk me through how someone becomes a customer. >> So we have our real estate stories.

2:53People who want to really make money, we start a conversation on IG, they tell us book a call, then we go to the closer, closer closes the deal, and that's it. >> Okay, do you have a VSL? >> Um yeah. No no, it's not a VSL. It's a DM funnel. >> No no, I know. But do you have a VSL before the call? >> Um I mean a thank you page. Yeah. >> So you do you wait so you have a thank you page a thank you page video? >> Yeah. >> Okay. And that's before they get on the sales call.

3:20>> Yeah. >> Okay, got it. Do you have Do you have enough closers to handle the calls or are there too many calls for the amount of sales guys you have? >> I have three. I don't know if I should hire more. For now it's okay. >> No no no, the Okay. Well the So the question I had was are all all of your closers like can can they handle all the volume that you're getting right now or not? >> Yeah, because we have like 10 calls booked, 15 15 to 20 calls booked a day, but only 10 show up. So

3:46>> Yeah, that's fine. Okay, so you have enough capacity now. Okay, so I'm just working my way through the funnel. All right. So I'm going to guess though cuz you said you have 20,000 leads. So, you're going to I mean like you're getting 750 leads a day, right? 700 leads a day, ish, right? >> more now. Yeah. >> Okay. So, 700 leads a day Let's just use that for now. So, 700 leads a day are coming in. If that's the case, what do you define as a lead? Someone who follows you? >> No, no. Someone that answers uh lead magnet or uh so >> So, somebody Yeah, so they start a conversation. Okay. So, I'm going to bet that if you're getting 700 leads a day and that's only translating to 20 calls, the the bottleneck that you have is probably on the DM setters.

4:20Alex >> Yeah, yeah. Yeah. >> Okay, then dude, then yeah, yeah, then like we don't need like the show rates and the qualification rates, like could they be better? Yes. Is that the concern of the business? No. So, I think you need to staff up on the DM setters. You probably need like three or four times the DM setters that you currently have. So, you cuz I'm just guessing your nest is not working the leads. >> Yeah. Well, I mean >> 20,000, you're definitely not working >> Yeah, you definitely Yeah, there's just no way you're working the leads. And so, you already have all this profit and for you getting labor in, you know, in Argentina is not going to be expensive.

4:51Alex So, I would just hire like 10 DM setters. And that would like Yeah, it'd open up. Yeah, I mean of course I mean use as much Yeah, use as much automation as you can, for sure. But like I just think you need more I think you just need more people. >> All right. All right, Alex. That's it. >> This is good talk. Glad we did this. This was fun. >> Thank you so much. >> You bet, man. Thanks. Thanks for donating books, dude. If you are business owner and you are not growing as fast as you'd like, I'd like to give you a free gift. So, my team and I put together the $100 million scaling roadmap, 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 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 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.