120, 240, 250, 400, 500, 600, 600, 900. Those are Trey’s months since he started working with me, in thousands. He came in at about $120K a month and last month he did $900K. And he hasn’t even hit a year yet.
He’s expecting a million this month. Honestly I don’t see why he wouldn’t either.
Making money, but it was everywhere
So Trey’s business goes after life insurance agents and gives them leads and marketing. Before we worked together he was mostly living off warm market referrals, and he said himself he didn’t know how to scale. He was just grinding it out, putting his face to the pavement and muscling every deal.
On our first call I basically told him, you’re making money, but it’s everywhere. He had a bunch of offers inside the same niche and he was stuck on who to even go after. Solo agents or the bigger agencies. He couldn’t pick.
That’s super common at this level. You get to 100 grand a month by saying yes to stuff, and then all the stuff you said yes to is the thing keeping you from getting to 300. Everything’s kind of working, nothing’s working great.
Pick a direction first
The first thing we did was figure out what direction he wanted to go, for the company and for himself. Then we worked on consolidating the offer and getting it dialed in. Fewer things, done better.
He said the biggest thing he got out of it was clarity. Before, he’d tried stuff, but nobody had sat him down and said here are your numbers, here’s what they mean, go do this. Once he had that, the decisions got easy. Spend more on ads. Hire people. Stop guessing.
I also asked him early on if he wanted to make a lot of money or if he was just trying to stay where he was. Because if you want to grow it’s going to be ups and downs. It’s never a straight line. If you’re not okay with that, that’s fine, but then don’t sign up for growth.
“Bro, you just got to spend more”
This is the part Trey brought up that made me laugh, because I do remember saying it. He was sitting at around 250 a month after we cleaned up the offer, and I asked him if he was ready. He said let’s do it. And I told him, bro, you just got to spend more.
Next month he went from 250 to 400. Then 400 to 500.
I mean, that’s how this works once the offer is clean and the numbers make sense. If you know you put a dollar in and get more than a dollar back, holding back on spend is just leaving money on the table. A lot of people get scared at this point because the ad bill looks big. But it’s just money in, money out. If what comes out is bigger, you keep feeding it.
The dip, and the people he had to let go
Around 600 it dipped a little. He hit the spot where some of the people on his team weren’t a good environment, and we had the conversation about it. He let some people go and brought in better people, mostly on the sales side.
Nobody likes this part. But every business that grows hits it. The team that got you to 500 isn’t always the team that gets you to a million, and if somebody is dragging the room down, either you deal with it or you get rid of them.
After he swapped those people out it went 600, 600, and then 900. So yeah, there was a flat stretch. Then it jumped.
Why he says don’t worry about the price
When I asked what he’d tell someone on the fence, he didn’t hedge at all. He said 100% yes, and don’t care about the sticker price. His reasoning was pretty simple. If you already had what you were looking for, you wouldn’t be watching a video like this. There’s a gap, and you want someone who’s already way past where you’re trying to get, so they can show you how to get there.
He also said a lot of mentorship and coaching out there is fluffy and not honest with people. What he wanted was somebody to just tell him like it is. And if you want to grow, you need people around you who are going to be blunt with you, even when you don’t love hearing it.
I agree. I’ve spent $3M on coaching myself, and the people worth paying were the ones who told me what I didn’t want to hear.
He listened, then he did it
Trey called himself coachable, and he was. He said one thing that matters for anyone watching is to just listen, because the person coaching you has been there. When I’d tell him how something was going to play out, it went almost exactly that way, and he kept going.
He told himself he’d get to a million within a year of working with me. When he told his wife what they’d hit, she just said “Damn.” lol. I love that.
Look, 120 to 900 in under 12 months is basically 7.5x. And it didn’t come from some crazy secret. One direction, one consolidated offer, more ad spend, and a better sales team. And a guy who actually did what we talked about.
I’m the same as him. I just want to win. That’s it.
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