In this email today I want to break down how my team was able to scale one of our offers from $0 to $1M/mo in 6 months.

Before diving into that…

If you’re interested in getting 1 on 1 help diagnosing issues in your own marketing, I’m opening up some spots on my calendar for 1 on 1 consulting over the next month (just drop me a reply if you want the full details on that).

My business partners and I started a company from scratch back in November. 

In April we hit our first $1,000,000 cash collected month.

Our team had multiple competitive advantages that most business owners simply don’t have access to (capital, shared team resources, multiple years of experience in the game...etc).

This is simply a recap of how it played out for us. 

So let’s dive into a synopsis of each month:

Month #1.

I came on first week of November last year.

We hit $105K cash off $20,923.22 spend in month 1 (approximately a 5X ROAS).

We launched ads at $1,000/day on the 9th.

Numbers came out of the gate very well (we were getting $150 booked calls and 70% of leads coming through the funnel were MQL’s).

We didn’t get a single sale for nearly 2 weeks.

Then the last week of the month hit and our closer banged out 7 deals at $15K each.

Month #2 - December

We hit $120K off $39,597 (4X ROAS).

The biggest change we faced in month #2 was that we hired a second closer.

This closer was able to get up to speed relatively quickly. We increased adspend from $1K/day toward the end of the month in order to ramp call volume.

We were definitely negatively effected by the holidays. 

Everyone in high ticket sales knows how difficult it is to get prospects to answer the phone between Thanksgiving and New Years.

Month #3 - January

We hit $162,500 off $40,441.

Things were VERY slow the first 15-20 days. 

We barely closed a single deal first 3 weeks.

Then something clicked right around Jan 21st and we absolutely EXPLODED the last 10 days of the month. 

Month #4 - February

We hit $490,000 off $117,142 (4.18X ROAS).

We had ENORMOUS momentum from end of January going into February.

So we basically just said let’s triple adspend overnight.

We went from spending $1.5K/day to $6K/day in one month.

In addition to that we started hiring aggressively on the sales side and increased the size of our team substantially.

Month #5 - March

We hit $709,000 off $210,177 (3.37X ROAS).

This entire month was an aggressive ramp up month.

We had 3 closers ramping this month which really killed our metrics and hurt our ROAS.

Our team lead (the same guy who was our first closer) brought in over $400K cash that month which completely saved us as the others took several weeks to get up to speed. 

Month #6 - April 

We hit $1,048,000 off $253,684 (4.27X ROAS).

In April things finally just clicked for us. The closers who were previously ramping were now up to speed. 

We scaled adspend to $10K/day. 

Month #7 - May

We hit $1,153,750 off $298,820 (3.86x ROAS). 

So that’s how things panned out over that 7 month period.

>>> Why This Worked >>>

This is gonna be the annoying answer that everyone hates, but I’m also 100% convinced this is the main reason why we were able to scale so fast.

#1) Company Culture

Our team was been GRINDING our faces off for those first 6 months.

We have an office here in Downtown Miami and we’ve all basically been living out of it since January. 

We work 7 days per week. 

Sales team takes from 9AM - 7PM.

We are very straight up to everyone that we hire that you are going to work VERY very hard and you will make a ton of money.

We set the expectation of hitting $1M/mo as fast as possible from day 1.

We also didn’t see it as a “goal” but more so a number that we were expected to hit.

Lastly…

We move INSANELY fast. Which brings me to my second point…

#2) Speed/Aggression

Every single time that things went well for us, we scaled EVERYTHING.

When end of January hit and we crushed it for the last 10 days of the month…

We tripled adspend.

If we hadn’t done that, we wouldn’t have scaled as fast as we did.

Plus you can’t scale adspend without scaling the team.

We scaled both ads and the sales team VERY fast.

We had to cut a few people along the way but that’s part of the game.

Our costs increased substantially during that time. 

We went from $150 booked calls back in Nov/Dec to well over $300 booked calls.

But it was necessary for us to spend more if we wanted to hit our goals.

#3) introducing a new offer

We initially started out with a $15K offer. 

Then we introduced an additional $20K offer for the closers to sell.

This brought our pricepoint from an average of $15K to an average of $27K (nearly doubling upfront cash collection without hurting our CPA).

We did this at the end of January and it was a GAMECHANGER for us.

#4) Lead Quality + Talented Sales Team

We have a killer offer but ultimately you’re not gonna hit $1M+ months without talented people.

The quality of the leads coming through our funnel are VERY good.

Plus we have VERY good people on the phones taking the calls.

I hear a lot of closers talk a big game about their skillsets (without results to back it up).

We have two closers who are consistently closing over $300K cash per month which has been insanely helpful for us.

>>> What We Learned Along The Way >>>

My biggest learning lesson from this experience was that it’s 100% possible to scale REALLY fast IF you have the talent on your team to make it work. 

I’ve been doing CMO deals for a few years now and have consistently seen businesses I’ve worked with stall out around the $300K/mo range. 

The main reason for this is that a lot of companies will have one solid closer but can’t duplicate that closer out. 

I’m not doing anything significantly differently on the marketing side for this offer.

The main difference is that we were able to get 7 very solid salespeople on board who can all perform consistently. 

My second biggest learning lesson was the importance of middle of funnel. 

We got absolutely CRUSHED by our lack of middle of funnel. 

Basically closers would take an initial call, pitch a $35K, and the prospect would like it. 

Then they’d google us and see absolutely nothing (because we’re a brand new company). 

This stuff is PIVOTAL when you sell at high price points. 

If you don’t have these things in place it’s going to shoot you in the foot.

There were one million other learning lessons but these were my two biggest ones.

So that’s a wrap for today.

If you’re interested in working with me 1 on 1 to consult for your marketing team and help you scale your business…

Drop me a reply or throw a time on my calendar here.