This one’s a little different from most of my client interviews. Nobody in it talks about a new funnel or a magic ad. This client was already doing about 100 grand a month when we started, and what changed things was mostly who they hired and how they started thinking about the business.
In November alone they did just under $200K. All organic.
“When you start coaching business coaches, hit me up”
So we’d talked a few times before. Back then I was only coaching in one specific niche, and they told me, hey, when you start coaching business coaches, hit me up. And I was like, funny you say that.
They ended up being one of the first people I worked with on the B2B side. Which I think is kind of cool, because they basically called it before I did lol.
They also said something I hear a lot from people at this level. Online, everybody’s teaching how to start a business, how to get your first clients, your first 10K month, maybe your first 100K month. Past that, there isn’t much. And they couldn’t find anyone young who was doing it at the level they wanted to get to.
At 100 grand a month you don’t need another tactic
This was their point and I agree with it. When you’re already making around 100K a month, you understand strategy. You’ve figured out how to get clients. Another gimmick isn’t going to move you.
What you need at that point is to watch somebody operate at a higher level. How they think, how they act around their team, how they lead their sales reps and their coaches. That’s what they said was the most useful thing for them, seeing how I run things with my team, so they could start running their business like a CEO instead of a person doing everything alone.
And the first thing that happened when they joined was the trip to Mexico. Just being in a room with people at that level. That’s usually worth more than any module, in my opinion, because you see how other people at your level handle stuff you haven’t hit yet.
The hires they never would have made
Before, they had closers and an operations manager. That’s it. They said they never would have known they needed a bunch of messengers or appointment setters.
Now they have both, plus someone who handles all their data and tracking. That last one’s a big deal. They said it’s why they can actually predict their revenue goals now. If you don’t track the metrics, then we’re just guessing, and guessing at 100K a month is how you stay at 100K a month.
I also connected them with my media buyer, who now runs all of their ads. Their words, they don’t even want to learn that stuff anymore because they have other things to be doing. Which is the right answer. You get to a point where learning how to do the thing yourself is the slow way.
They thought hiring would cost them control
This was my favorite part of the whole interview. They said before, they were scared to hire more people because they worried about feeling out of control. Now they’ve figured out it’s the opposite. The more people they hire, the more control they have over where the business is going, because they’re not stuck in the day to day anymore.
There’s only so many hours in a day and you can’t duplicate yourself. But you can take money and put it into people, and that’s basically how you duplicate yourself.
They said they got their time back for the first time. Now they spend it coaching their team instead of working in the business, and the business is growing ridiculously fast because of it.
A lot of people at 50, 80, 100 grand a month are exactly here. They know they need help, but they’re scared that if they hand stuff off it’ll get messed up. And sometimes it does. But the alternative is you cap the whole company at however many hours you can personally work.
From organic only to ads on top
Most of their leads came from their podcast. They actually made a joke that whenever they say “audio show,” Americans don’t know what they mean.
The problem with only organic is it wears you out. They said they were getting exhausted doing so much of it. Now with ads running too, they’ve got leads coming in consistently without it all depending on them showing up on a mic. That’s a huge relief at this size.
Decide fast
When they were asked what they’d tell someone on the fence, they said it’s funny how scared people are to make a decision, because running a business is all about making decisions fast.
They used a bag as the example. Say you want a new Gucci bag and you wait two years to buy it. If you’d just bought it when you wanted it, you’d have had two years of using it. Same with getting help. Even if you only learn one small thing and put it to use, you probably make your money back and then some. And if it saves you a couple of months, that’s time you get to spend on something else.
They’re targeting $2.5M this year and think they’ll beat it by 5 to 10%. They said the only reason that’s even on the table is that they stopped thinking too small.
So yeah, at this level it’s mostly a people problem. Hire the setters, hire the data person, hand off the ads, and go spend your time on direction. That’s it.
Want to know what’s capping your business right now? Take my free 90 Day Ceiling Plan. Answer 18 questions and get a written plan, built on your own numbers, that names the one thing holding you back and what to fix first.
