Von 1,5 auf 9,4 Millionen: Der Rat, der alles änderte

0:00Unternehmer/Gast What's uh, you're the dentalist, you're doing 9 million top line, 3 million in profit, right? >> That's right. That's right. >> All right. 9 million, 3 million bottom. Okay. >> That's correct. So, I I just wanted to say happy birthday, brother. Congratulations on the biggest and wildest book launch the world ever seen. I took the advice you gave to me last year in Vegas. We were doing around, I think, a million and a half, and then the advice you gave me was just to do more more more of the same, and we ended up here at 9.4.

0:34Alex >> So, you went from 1 and 1/2 million to 9.4 million from some advice. That sounds like it was a good return. >> Yeah, and I I remember what you said to me. You need to do more ads, spend more time in the day doing ads, get more creative. >> Yeah, yeah, yeah, I remember. I remember. I remember. I remember. Yeah, yeah, yeah. >> Yeah, yeah, yeah. So, that's that's Anyway, so, ever since then, I've just been I've been watching every single moment, every link, feedback I could get from you.

1:01But, this moment here now is where I want to understand is exactly how do we take it to the to to to the next level, how do we dominate the the UK dental market, cuz we're hungry, we're all locked in in the team. Yeah. Everyone motivated, everyone's got good momentum. >> It's going to come down to stick. I'm telling you right now. It's going to come down to stick. >> Okay. Okay. >> Like you you you you you figured out the first part, which is why you you know, you just 7x or whatever the number is, 6x, right? You 6x in a year following the new more advice, and you still need to keep doing that volume. I want to be clear. But, the thing is is that like really tremendously large businesses get really really big 95% of the time because of one thing, which is that they have Well, not 95, they 100% of the time they have one thing, which is a compounding vehicle. So, they have something that compounds onto itself.

1:47And so, virality, for example, is compounding, right? And so, brand itself is a compounding vehicle, media, because people tell other people who tell other people who tell other people, and then that's how a brand compounds. So, that's one way. Now, given the nature of your business, you're not going to have a viral I don't I don't think, right? You know, I don't think you're going to be like the I'll just leave it there. The main Yeah, again, you're you're B2B, a high-ticket service. Like that's not the that's not your game. Um but the key is going to be how do we make sure that dentists never leave?

2:12That is now your mission. Because if you did uh whatever, $9 million in sales this year cuz you were at 1 and 1/2 last year, right? So, you pretty much did almost all that growth this year, right? >> Mhm. >> So, the key is if over the next 5 years you did no more acquisition, but every year you do $10 million a year in sales, right? It's just that next year you're at 20. And then the year after that you're at 30. And the year after that you're at 40. And your margin is disproportionately growing because you don't have a huge amount of of OpEx.

2:43That that's the game we need to get to now. That's your next level. >> But how do we do that, Alex? Because right now I I'm getting I can see the pressure on the sales team. >> Yeah. >> I can see that the the client is not listening in a way as well and it's kind of it's hard to I guess manage the sales team when there's more ads spend. Uh I want to spend more. I want to spend >> Well, I don't think the answer is spend more right now. The answer was spend more when you came. That was the answer.

3:10Right now, the answer is not spend more. The answer right now is you have to keep you have to keep the people you're selling. You have to keep delivering on them. You have to keep them happy. You have to reduce churn. >> So, yeah, Alex, at what point do we do I know that it's a sign now to move into a different location and then aggressively scale locations and as a dental group? Like that's also a something on our mind which I don't want to ask you. >> Wait, is this out of four walls right now that you got the nine the nine million?

3:39Alex >> Yeah. >> Oh, badass. No, okay. >> Yeah, we've got one more room available, though. >> Okay, heard heard heard heard. No, I think you're actually Now that I understand that last piece, yeah, you're ready to open a second location using the same model. You're good. >> Okay. I'll [laughter] keep doing that. >> I'm glad I'm glad glad we got there. So So we still we have we have 55 seconds to spare, but that That's Yeah, sorry. I misunderstood. Yes, 100% four walls. You need to add another four walls. I'd go across town so that you don't you have as little crossover as possible with the ads.

4:11Um and the thing that you have to be careful of is backfilling the the talent who's required to you know start you know pop off that that next one. >> And with the sales team just advise there like how do I get started sales team here to handle inquiries and make sure no show rate doesn't go through the roof because that's what I'm >> Well, dude, you just got So follow the the lead nurture the the lead nurture playbook that's coming in the mail, right? Like literally follow that to a T. Number one before you do anything.

4:41That's number one. And then from a closing perspective, one of the key parts and this is for everyone who's watching, too, is that the more I've studied sales, I feel like I've it's like the the midwit meme. I don't know if you've seen that. It's like, you know, really you know just just ask more times and you know no don't don't bother them. And then at the end you know then there's all these like tone and pacing and all blah blah blah. And then at the end it's just like just ask more times and no bother people. Um that's really what it comes down to.

5:06And so basically we need to have a very straight straightforward script that anybody can learn. And so it's how can we decrease the complexity of the sale, remove as many variables as possible so that there's um so it's easier to onboard and train reps and grade them. Because the more complexity there is, the longer it takes to train them, the longer it takes to onboard them, then the harder it is to basically manage their performance. When it's like, you have five questions to ask and you ask them in this way, and you ask them in this order, it makes it significantly easier for somebody who's not as skilled to still succeed. And that makes a better business model rather than have a business that requires exceptional sales people to to succeed.

5:41>> I've got you. >> Okay, but in terms of how do you find sales people? Like it's the same for every business. You're going to have to recruit hard. Uh and you want to think about your acquisition channel uh getting sales people the same as you think about your acquisition channel for getting customers. Same concept. You're going to advertise, you're going to have an offer, you're going to work the leads, you're going to interview just like a sale. Same same. It's just that that is now becoming the constraint of the business is that you need more sales people so that you can open this open the next location which then can, you know, double the business or whatever.

6:08>> Amazing. >> Okay. I got to Yeah, follow >> [laughter] >> TikTok. >> TikTok what? Laila just walked in. No, I think the it's more that you want to demonstrate that you've done some level of personalization for the prospect that makes them want to get that value. So it's less about bribing them, like the term itself, it's more like what does someone like that really want? It might be something that gets them out of pain or something that absolutely guarantees that this is going to actually solve it for them. But we want to show that.

6:43>> I understood. >> Okay. I appreciate you, man. Congratulations on your 6X this year. >> Thank you. Thank you. Thank you. >> All right, you bet. All right, bye. If you are a 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 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 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 de-constrain the business and you're trying to scale, we'd love to help you out. All you have to do is Beijings, a call with my team and we will look into 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.