Agentur skalieren: von 5 Millionen auf 1 Million im Monat

0:00Unternehmer/Gast What's up? I'm Corey. Brian told me to say what's up, Bert. >> Oh, you uh I do done for you client acquisition for high ticket uh in agencies. We're at 5 million right now. Looking to scale to a million a month. End goal be about 30 million IBIDA to exit. My biggest >> 30 million. You're doing 5 million EBIT or 5 million topline? >> 5 million topline. I want to get to about a 30 million IBIDA to exit. >> Oh, so that's >> way different. Okay. For sure. Uh, but my biggest constraint right now is talent specific to sales directors. Um, when talking about the three Ps earlier with Jacob,

0:33>> I can hit persona. Not very many uh seven, eight figure run sales directors that have run teams in this space in particular. A lot of them in SAS or fintech or whatever. >> Um, and not used to selling the price points typically. >> Um, so I'm having a bottleneck around more directors. [snorts]

0:58>> So you have demand for agencies that want turnkey acquisition of agency clients. >> Correct. >> Got it. Is a specific type of agency you work with? >> Um marketing uh within the scope. So Amazon, email, paid, but as long as it's marketing. We don't do any like recruiting agencies right now, but >> And so you just say like business owners want more leads and you get them on the phone and then you sell them from a suite of different agencies that you have access to.

1:26>> Uh so we get contracted with the agency specifically and then we do the client acquisition for that. >> But you run their ads and you do the sales. >> Okay, got it. How many clients do you have right now? >> 31. >> 31. So the average one pays you like 150,000 a year. pretty close. >> So 15k a month or less than that or 12k a monthish >> on average or is there like a whale that's most of it?

1:52>> No, it's pretty even. >> We have we have one that's at uh 27. >> So these are small agencies. >> Most of them because at a certain point they have an in-house sales director and those kinds of things. So we serve like this middle market. Well, if they're paying 50,000 in total acquisition costs, they're not very big. >> We don't cover the ad aspect. >> Okay.

2:18>> Yeah. >> Um I don't know, maybe double it, whatever. Uh so they're paying three $400,000. So they're probably like million-dollish agencies. >> Million to five. Yeah. >> Okay. And so I'm not going to talk about the model because we'll go into a rabbit hole. Um you just want to get more sales directors. That's my bottleneck right now. >> But if it's >> for your team or theirs? >> For my team. >> Okay.

2:43>> Each sales director can only manage like three clients at a time. >> So, what are you doing to recruit sales directors? >> We do organic. We do paid through like Indeed platforms. We do LinkedIn. >> Well, how much >> in spend? >> Yeah. >> 15,000. >> So, you spend $15,000 a month, right? >> Okay. Uh, what is a sales director worth to you in lifetime gross profit?

3:08>> Uh, about 600,000 a year. >> Gross profit? >> Yeah. >> Okay. How much does 15K get you in um sales director humans? [laughter] >> Uh cost to acquire a sales director right now is just over 60,000. >> Okay. So 60k in, 600k out. That works. [clears throat] All right. So, what stops you from doing like way more of that?

3:35>> Our TAM is dwindling a lot. Like, I'm not able to get as many qualified sales directors. So, it was healthier than that and it's just gotten worse over time. >> Why don't you just get door to door guys? >> I don't know. >> There's a billion of them and they all build teams and sell stuff way harder than this in the sun and selling from home on a computer is super [ __ ] So the learning curve would just be teaching them marketing.

4:03Alex >> Do they do the delivery or do they just need to understand how to sell it? >> They just need to be able to manage a team >> uh that works in an agency >> selling though. >> Yeah. >> They're not >> they don't need to know the deliver >> the marketing like you're running. They don't need to learn media like >> no no they just need to know like the language I would say. >> Yeah. >> Yeah. >> And then the price point door is a little different as well. depends on the door to door.

4:30Alex >> Sure. >> Yeah. I don't think that I think I think it's totally a belief thing. >> Okay. >> Yeah. Like um >> I would look So me I would look at your scripting >> and I would bet that your sales process is a bit too consultative. >> Okay. >> And so as a result it's relying on people with specialized skill rather than a more refined process. And so as a result, you need more unicorn style salespeople. Rather than like follow a [ __ ] script, this script works. And whenever somebody asks for more like weed-based based questions, it's like you just loop them right back to the straight line and keep them walking.

5:10>> Because I promise you, like if you think about like our our business, right? The average age of the people who are on our sales team is probably like 23. >> Um, for everyone who's here, they don't know more about your business than you do. >> Sure. but they know how to sell how we can help them. How sorry, how we can help you guys. And so we just need to I think you just need to it's probably a two thing. Fix the scripting around the sales so that you don't need a $60,000 person and then all of a sudden this arbitrage will get really juicy and you will massively open up the TAM of potential sales prospects. But this is like not a this isn't here. This is not a real constraint.

5:49>> There's so many sales guys that can sell this dude. It's getting more customers. >> It's just the director. So, it's not even the sales guys. We're good on that. Just the manager of the sales team. >> Yeah. >> Yeah. They have to know how to train. I mean, I >> sales directors for for me are culture primarily and training. >> That's [snorts] I mean, that's what they're doing. They're not hopping on the phone at all. >> I'm asking. >> No. >> Yeah. They're they're literally just maintaining culture and driving training every day. Like, that's that's their job. If anything, they probably need less knowledge than even the frontline sales guys because like teaching sales is teaching sales. So would you address the scripts if the numbers are really healthy

6:24>> on the sales? >> Yeah. I wonder if you even like I really just think you you limited yourself on like I need these people who have these special powers. I think it's just you need people who have trained sales. >> Yeah. Okay. Cool. >> Yeah. I mean they need to know enough but like I don't think that's hard to learn. >> And does any uh I'll say topline you know 8 10 15 million like running a sales team like that is that how many people on the team again? Three. or three pods

6:51Alex >> three. So one director can manage three sales teams. Okay. >> In each agency. So we can >> And each team has how many people on it? >> Five to six. >> Okay. So they're managing 15 guys each on average. >> Yeah. >> It's a little high for one guy. Not my preference. >> I mean 10's usually where I would like it start like we I would start splitting teams. So if you have two guys with seven or eight, I think that feels a little bit better personally. Um, but yeah, this is just a pure like sales training. Did you get the sales handbook that we have at that we have the launch?

7:25Alex >> Yes. >> Yeah, dude. Just that training process is what you have them do. >> Okay, cool. >> Yeah. Appreciate it. >> Yeah, you bet. [applause] >> Real quick, I'm going to show you the exact 10-stage road map from zero to 100 million plus that less than 1% of companies finish. I've now done multiple times. And so I can say with a lot of confidence that these are the stages as headcount increases that you need to get through. And I broke each of these down by eight different functions of the business. What the constraint feels like, like what are the symptoms of it when you're going through it. And then what steps we actually took to graduate.

8:01And we've done this across software, physical products, uh service businesses, brickandmortar, all of this. And it works. And it's my gift to you. It's absolutely free. And so the link's in the description, but you just go acquisition.comroadmap. Just enter your info and it'll spit it right back to you. Offering.