Jimmy’s two business partners left. And they weren’t small pieces of the business either, they ran a lot of the backend, the ads, all the inner workings of how the thing actually ran.
So he’s sitting there with an ecommerce business, a media buyer, and a big hole where his partners used to be. That’s a scary spot.
He’s now back to doing anywhere between 130 grand and 170 grand a month, closing around 70% of calls. He told Matt from my team the whole story.
When the people who know how it works walk out
This happens more than people think. You build something with a couple partners, everyone owns their lane, and you never learn the other lanes because why would you? Then somebody leaves and you find out you don’t know how half your own business works.
Jimmy said he was stuck at the same revenue for about a year and a half, two years. And he’d been on the fence about joining for over a year.
So what we did is show him and his media buyer how to get back to where they were, and then scale and hit numbers pretty consistent with where he was before. He said it was kind of crazy how fast they bounced back after joining.
I think that’s the big lesson here. When someone leaves, the knowledge has to stay. If only one person knows how your ads work, that’s a problem waiting to happen. Get it written down, get someone else trained on it.
A 70% close rate
The second thing he talked about was his closers. He worked with Morgan, one of our coaches, and she pointed out something at the end of the call he called the pillar effect. Basically at the close, you’re tying their pains back to the pillars of what you offer.
He said it works. They close at around 70% on average now.
Seventy percent is very good. Let’s say you take 100 calls, that’s 70 deals. Most teams would be thrilled with that.
And it makes sense why it works. By the end of a call the lead has told you everything that’s wrong. If you then just list features, you lost them. If you go back and connect each thing they told you to the part of your offer that fixes it, the decision gets a lot easier for them. People don’t care what they’re getting. They want the result.
The 48 hour mistake
This one I loved, because a ton of businesses do exactly what Jimmy used to do.
People would opt in, and then nothing. No communication at all. The whole approach was basically, you’ve got 48 hours to join us or that’s it.
Think about how much money that leaves on the table. You paid for that lead. They raised their hand. And then you give them two days and disappear.
Now they put everybody into a pipeline and nurture them. They send testimonials, follow up messages, even memes. One of their messages is literally something like, hey, did you get abducted by aliens, if you’re still there. Lol. And he said people come back and turn into high paying clients.
That’s the part people skip because it feels small. Meanwhile it’s money you already paid for, and you were just throwing it away.
Follow it month after month
Jimmy made a point of saying this works if you keep doing it. If you implement it and you follow it month to month for the rest of your time in business, it works. He wanted to make sure everyone watching knew that.
And that’s how most of this stuff is. Follow up only pays if you keep doing it. Same as the gym. One good week doesn’t do anything. A year of good weeks changes everything.
You have to do the work
When Matt asked what he’d tell someone on the fence, Jimmy said you miss 100% of the shots you don’t take. But he was also pretty blunt about the other side of it.
A lot of people join a mastermind or coaching and think someone’s going to do everything for them. He said that’s not how it works. You have to take what you’re given and apply it to your business. And if something isn’t working, then you come back and get help with it.
I agree with that a hundred percent. I’m not running your entire company for you. We’ll show you what to do, and we’ll help when you get stuck, but you still have to go do it.
He also said he likes being able to show his team what other businesses are doing, how much they make per month and per year, and then go, okay, let’s take a piece of their pie and apply it to ours.
Why he skipped straight to Next Level
Most people come through our mastermind first and then move into Next Level. Jimmy was one of the first we brought straight into Next Level.
His reasoning was that he’d watched me for years and he can tell pretty well who’s full of it and who isn’t, and numbers don’t lie. He said anyone can fake stuff and be pretty good at it, but he has a good read on people who are where he wants to be. He knew that with quality comes price, and it was a gut call.
He called it the best investment he’s made in the online space. And he said he wouldn’t even be doing the interview if it wasn’t for the results.
What I’d take from Jimmy
If you’ve been stuck at the same number for a year or two, it’s usually not one big thing. It’s a few leaks. For Jimmy it was knowledge walking out the door, a close that could be tighter, and leads getting dropped after 48 hours.
Fix the leaks. Then keep doing it every month.
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.
