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0:00Unternehmer/Gast do done for you client acquisition for high ticket and agencies. I work 5 million right now looking to scale to a million a month. End goal would be about 30 million EBITDA to exit. My biggest >> EBITDA or you doing 5 million EBITDA or 5 million top line? 5 million top line. I want to get to about a 30 million EBITDA to exit. >> Oh, so that's uh way different. >> Okay. Uh but my biggest constraint right now is talent specific to sales directors. Um when talking about the three P's earlier with Jacob, I can hit persona.

0:30Not very many uh seven, eight figure run sales directors that have run teams in this space in particular. A lot of them in SaaS or fintech or whatever. Um [snorts] and not used to selling at price points typically. Right. Um so I'm having a bottleneck around finding more directors. >> [snorts] >> So you have demand for agencies that want turn key acquisition of agency clients. Correct.

1:00Got it. Is there a specific type of agency you work with? Um marketing 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? Uh so we get contracted with the agency specifically and then we do the client acquisition for that.

1:26>> But you run their ads and you do the sales. >> Okay. Got it. How many clients do you have right now? 31. Ooh. 31. So the average one pays you like 150,000 a year? Pretty close. So 15k a month they are all less than that or around 12k a month, ish? On average or is there like a whale that's most of them? No, it's it's pretty even. Wait, these are small

1:49>> We have one that's at 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 bringing 100 and 50,000 in total black position costs, they're not very big. And they're >> don't cover the aspect. Okay. Yeah. Um I don't know, maybe double it, whatever.

2:16Uh so, they're paying three or four hundred thousand dollars. So, they're probably like million-dollar agencies. Million to five. Yeah. Okay. And so, I'm not going to talk about the model cuz we'll go into a rabbit hole. Um you just want to get more sales directors? That's my bottom neck right now. Mhm. >> But if it's >> For your team or theirs? For my team. Okay. Each sales director can only manage like three clients at a time. >> Mhm.

2:41So, 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. Sure. >> 15,000. So, you spend 15,000 a month, right? Okay. Uh what is a sales director worth to you in lifetime gross profit? Uh about 600,000 a year. Gross profit? Yeah.

3:07Okay. How much does 15k get you in um sales director humans? Uh cost to acquire sales director right now is just over 60,000. Okay. So, 60k in, 600k out, that works. >> [clears throat] >> All right. So, what's stopping you from doing like way more of that? Our TAM is dwindling a lot.

3:32Like I'm not able to get as many qualified sales directors. So, it was healthier than that, and then it's just gotten worse over time. >> uh door-to-door guys? I don't know. There's a billion of them, and they all built teams and sell stuff way harder than this in the sun. And selling from home on a computer is super cheap. So, the learning curve would just be teaching and marketing.

3:58Do they do the delivery or 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. They're not They don't need to know the delivery. >> The marketing like you're running it. They don't need to learn media like >> No, no. They just need to know like the language. How do I say it? You know. Yeah. And then the price point door to door is a little different as well.

4:23Alex It depends on the door to door. Sure. Yeah, I don't think that I think that's I think it's totally a belief thing. Okay. Yeah, like um I would look at 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 sales people rather than like follow the [ __ ] script. This script works. And whenever somebody asks for more like weed-based questions, it's like you just loop them right back to the straight line and keep them walking.

5:05Cuz I promise you like If 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. Uh 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.

5:39But this is like not a This isn't here. This is not a real constraint. There's so many sales guys that can sell this. It's getting more customers. It's just the director. So, it's not even just the manager 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 are culture primarily and training. >> [snorts] >> That's I mean, that's what they're doing. They're not hopping on the phone at all. I'm asking you. No. Yeah, they're they're literally just maintaining culture and driving training every day.

6:06Alex Like that's that's their job. If anything, they probably need less knowledge than even the front line sales guys cuz like teaching sales is teaching sales. So, would Would you address the scripts if the numbers are really healthy on the sales >> wonder if you even had like I really just think you you limited yourself on like I need these people who have these special powers. I just I think it's just you need to have people who have trained sales. Yeah, okay. Cool. Yeah, I mean, [clears throat] they need to know enough, but like I don't think that's hard to learn.

6:32And does any uh I'll say top line you know, 8 10 15 million like running a sales team like that. Is that How How many people on the team again? Three. Or three pods. Three, so one director can manage three sales teams. Okay. In each agency. So, we can Each team has how many people on it? Five to six. >> Okay, so they manage 15 guys each on average.

6:59Alex It's a little high for one guy. Not my That's his sweet spot. 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 that we have the launch? Yeah, dude, just that training process is what you have them do. Okay.

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