Earnings Disclaimer: You have a .1% probability of hitting million dollar months according to the US Bureau of Labor Statistics. As stated by law, we can not and do not make any guarantees about your own ability to get results or earn any money with our ideas, information, programs or strategies. We don’t know you and, besides, your results in life are up to you. We’re here to help by giving you our greatest strategies to move you forward, faster. However, nothing on this page or any of our websites or emails is a promise or guarantee of future earnings. Any financial numbers referenced here, or on any of our sites or emails, are simply estimates or projections or past results, and should not be considered exact, actual or as a promise of potential earnings – all numbers are illustrative only.
Alright, let’s cut through the noise. If you’re dead serious about scaling your business to the point where you’re cranking out 40 to 50 qualified sales calls every single day, then you’ve got to get laser-focused and tactical—no fluff, just the real stuff. I’m talking about getting your financial modeling down to a science, optimizing your funnels like a pro, leveraging powerhouse ad strategies like the Hammer Them and Tornado methods, and assembling a sales team that’s not just good but absolutely elite.
In this deep dive, I’m going to walk you through the exact blueprint—the same one I’ve used and taught to scale businesses to seven and eight figures. So grab a notebook, because we’re about to get into the nitty-gritty.
1. Nail Down the Financial Modeling
First things first—you need to know your numbers inside and out. If you don’t have a solid financial model, you’re basically throwing darts in the dark. This is where most businesses screw up. They don’t crunch the numbers, and then wonder why they’re not hitting their targets.
Ad Spend Allocation
- Budget: You’re looking at investing around $250,000 in ad spend per month. Don’t get sticker shock—this is the kind of investment that separates the amateurs from the pros.
- Cost Per Call: Aim for a $200 cost per qualified call. This isn’t pulled out of thin air; it’s based on data from multiple high-performing campaigns.
Show Rate Matters
But here’s the kicker—not every booked call is a show. Show rate is a critical metric that you need to factor into your financial modeling.
- Expected Show Rate: Let’s be realistic; even with the best strategies, you’re not going to get a 100% show rate. Aim for a 70% show rate as a solid benchmark.
- Adjusted Call Volume: With 1,250 booked calls per month and a 70% show rate, you’re actually getting 875 calls where prospects actually show up.
Monthly and Daily Call Volume
- Monthly Shows: With the adjusted show rate, you’re looking at 875 actual conversations per month.
- Daily Shows: Over 20 working days, that’s about 43.75 shows per day—right in the sweet spot of your 40-50 calls per day target.
Understanding Close Models
Now, let’s talk about close rates, and the difference between a one-call close model and a two-call close model. This is where you need to decide on your sales strategy.
One-Call Close Model
- What It Is: Your sales team aims to close the deal in a single call.
- Close Rate: With a one-call close, you’re typically looking at a 15% close rate. It’s a tougher sell because you’re asking for a commitment right away.
- Revenue Projection:
- Sales per Month: 15% of 875 shows equals 131 sales per month.
- Revenue: At an Average Order Value (AOV) of $7,500, you’re bringing in approximately $982,500 in revenue per month.
Two-Call Close Model
- What It Is: The first call serves as a discovery or qualification call. If the prospect is a good fit, they are scheduled for a second call where the actual closing happens.
- First to Second Call Conversion Rate: Not all first calls lead to a second call. Let’s assume a 65% conversion rate from first call to second call scheduled.
- Second Call Show Rate: Not all scheduled second calls will show up. Let’s assume a 70% show rate for second calls.
- Second Call Close Rate: The close rate on the second call is higher due to better qualification and rapport. Let’s assume a 32.5% close rate on second calls.
- Calculations:
- First Calls (Shows): 875 first calls per month.
- Second Calls Scheduled:
- 875 first calls * 65% conversion rate = 568.75 second calls scheduled.
- Second Calls Held (Shows):
- 568.75 second calls scheduled * 70% show rate = 398.125 second calls held.
- Sales:
- 398.125 second calls held * 32.5% close rate = 129.39 sales per month.
- Revenue Projection:
- Total Revenue:
- 129.39 sales * $7,500 AOV = $970,425 per month.
The Trade-Off
- Sales Cycle Length: The two-call close model extends your sales cycle but can maintain revenue levels close to the one-call close model.
- Resource Allocation: Requires more time per prospect, as you’re conducting two calls instead of one. Ensure your sales team can handle this increased workload.
- Comparison to One-Call Close Model:
- One-Call Close Sales:
- 875 first calls * 15% close rate = 131.25 sales per month.
- One-Call Close Revenue:
- 131.25 sales * $7,500 AOV = $984,375 per month.
- Revenue Difference:
- $984,375 (One-Call Revenue) – $970,425 (Two-Call Revenue) = $13,950 less with the two-call close model.
Bottom Line
- Choose Wisely: Whether you opt for a one-call or two-call close model depends on your product, audience, and sales team’s capabilities.
- Adjust Your Financial Model: Factor in the show rates, first to second call conversion rates, second call show rates, and second call close rates to create a realistic financial projection.
- Monitor and Optimize: Keep a close eye on your metrics. If you’re not hitting your revenue targets, revisit your assumptions about show rates and conversion rates at each stage, and adjust your strategies accordingly.
Remember: Every metric matters. Ignoring the details of your conversion rates at each stage can significantly impact your revenue projections. Get your financial modeling right, and the rest becomes a whole lot easier.
Now that we’ve nailed down the financial modeling, including the critical conversion rates between calls, it’s time to optimize your sales funnel to ensure you’re maximizing every dollar spent.
2. Optimize Your Sales Funnel Like a Pro
Your funnel is the heartbeat of your customer acquisition strategy. If it’s not optimized, you’re leaving money on the table.
Simplify the Funnel
- Direct Is Best: Cut out the fluff. Forget about unnecessary steps like opt-in pages that only serve to inflate your cost per call and decrease conversion rates. Unless you’ve actually done the math to show in reporting that you are making money from people who opted in and didn’t apply or take any other action after opting in, you’re just artificially inflating your cost per call by having one. If you can justify it with math, great–keep it. Send your traffic straight to a high-converting Video Sales Letter (VSL) or Mini-Webinar page.
Use the Right Tools
- Integrated Application and Scheduling: Combine Typeform for your application and Calendly for scheduling. This creates a seamless experience for your prospects. Don’t make them jump through hoops; every additional step is an opportunity for them to drop off.
- No Separate Pages: Keep your application and scheduler on the same page. Trust me, splitting them up can result in up to a 50% drop-off rate between application completion and call scheduling.
Ditch the Opt-In Pages
- Eliminate Friction: Opt-in pages are dead weight in this context. They add unnecessary friction and artificially inflate your cost per call. Unless you’re making significant revenue from your opt-ins (spoiler alert: you probably aren’t), get rid of them.
Remember: The goal is to reduce friction and increase conversions. Simplicity scales; complexity fails.
3. Craft a Killer VSL or Mini-Webinar
Your VSL or Mini-Webinar is your silent salesman—it needs to be sharp.
Content is King
- Speak to Their Pain Points: Don’t just list features. Dive deep into the problems your audience is facing and show how your solution is the game-changer they need.
- Provide Massive Value: Give them actionable insights. The more value you provide upfront, the more trust you build, and the easier the sale becomes.
Choose the Right Format
- For High-Ticket, Make-Money Offers Over $5,000: Use the Mini-Webinar 2.0 format. It’s optimized for these types of offers and has been a game-changer for my clients.
- For Other High-Ticket Offers: A standard VSL or Mini-Webinar 1.0 works great.
Structure Matters
- Keep It Engaging: Use storytelling, real-world examples, and a strong call to action.
- Don’t Overcomplicate: Clarity beats complexity every time. Make sure your message is crystal clear.
Pro Tip: Test different versions of your VSL or Mini-Webinar to see what resonates best with your audience. Small tweaks can lead to big gains.
4. Master the Confirmation Page
Once someone books a call, the journey isn’t over—it’s just getting started.
Immediate Next Steps
- Calendar Invite Instructions: Gmail has thrown a wrench in the works with their “unknown sender” issue. On your confirmation page, include screenshots showing exactly how to accept the calendar invite. Hand-holding here reduces no-shows.
Framing Videos
- Multiple Short Videos: Instead of one long video that might lose their attention, use three shorter videos. Each one should tackle different elements:
- Video 1: Address common questions.
- Video 2: Handle typical objections.
- Video 3: Set expectations and share case studies.
- Engagement is Key: People are more likely to watch several short videos than one long one. This keeps them engaged and reinforces your value proposition.
Social Proof on Steroids
- Believable Testimonials: Load up your confirmation page with real, believable testimonials. These should be from actual clients who have achieved tangible results. Video testimonials are gold here.
- Avoid Generic BS: “John D. says we’re great” doesn’t cut it. Be specific and authentic.
Remember: The confirmation page is your opportunity to reinforce their decision to book a call and get them excited to speak with you.
5. Deploy the Hammer Them Strategy
Now it’s time to turn up the heat and keep your prospects engaged leading up to the call.
Create a Ton of Content
- 30 to 50 Pieces: You need at least 30 to 50 pieces of content that address every possible question, objection, and expectation your prospect might have. This content will be the fuel for your retargeting campaigns and email sequences.
Four Content Quadrants
- Questions: Address the most common questions your prospects have.
- Second-Layer Questions: Tackle the questions that arise after the initial ones are answered.
- Objections: Preemptively handle any objections they might have.
- Expectations: Set clear expectations about what they can achieve and how.
Cover all your bases, so there are no surprises.
High-Frequency Retargeting
- 72-Hour Window: In the critical 72 hours before their scheduled call, you want to stay top-of-mind. Hit them with a frequency of 15 to 20 impressions.
- Multi-Platform Approach: Use Facebook, Instagram, YouTube, LinkedIn—wherever your audience hangs out.
Exclusion Strategy
- Fresh Content Only: Use 3-second video view exclusions so that once they’ve seen a piece of content, they don’t see it again. This keeps your messaging fresh and prevents ad fatigue.
Email Blitz
- Six Emails Per Day: Yes, you read that right—six emails per day. Each email should provide value, address concerns, and reinforce the benefits of your offer.
- Quality Over Quantity: Even though you’re sending multiple emails, make sure each one is high-quality and provides real value.
The Goal: To hammer them with so much value and information that by the time they get on the call, they’re practically sold.
6. Fine-Tune Your Direct Response Ads
Your ads are the frontline warriors in your marketing battle.
Align Your Messaging
- Set Correct Expectations: If your offer requires a $20,000 investment, don’t advertise it as $10,000. Misaligned expectations lead to no-shows and wasted time.
- Be Transparent: Honesty builds trust. Trust leads to sales.
Test Different Hooks
- Continuous Testing: Always be testing different headlines, creatives, and calls to action. The market evolves, and so should your ads.
- Data-Driven Decisions: Let the numbers tell you what’s working and what’s not. Don’t rely on gut feelings.
Data is Your Friend
- Use Sales Feedback: Your sales team is a goldmine of information. Use their insights to refine your ad messaging and targeting.
- Adapt Quickly: If something isn’t working, don’t hesitate to pivot. Agility is a massive advantage.
Remember: Your ads set the tone for the entire customer journey. Get them right, and everything else becomes easier.
7. Build an Unstoppable Sales Team
Your sales team is the engine that drives revenue. Invest in them.
Personal Outreach is Key
- Selfie Videos from iPhones: Have your sales reps send personalized selfie videos to new leads. This adds a human touch and significantly increases engagement and show-up rates.
- Why iPhones? Blue text messages (iMessage) have higher open rates and are perceived as more personal than standard SMS.
Proper Sales Management
- Hire or Become a Great Sales Manager: Someone needs to be on top of training, call reviews, and accountability. This isn’t optional.
- Daily Training: Role-playing, script refinement, objection handling—these should be part of your team’s daily routine.
Avoid Outsourced Sales Agencies
- Most Are Subpar: They often lack proper management and provide mediocre closers. If you must outsource, go with someone reputable like Josh Troy from Wires From Strangers.
Continuous Training
- Never Stop Improving: The market changes, and so do sales techniques. Keep your team sharp.
- Invest in Their Growth: Courses, workshops, conferences—equip your team with the tools they need to excel.
Use Real Feedback
- Close the Loop: Feed the objections and questions your sales team encounters back into your marketing and training materials.
Bottom Line: A well-trained, motivated sales team can double or triple your revenue. Don’t skimp here.
8. Monitor, Adjust, and Scale
You need to be constantly vigilant. What gets measured gets managed.
Key Metrics to Watch
- Cost Per Call
- Show Rate
- Close Rate
- Average Order Value
- Return on Ad Spend (ROAS)
- Cash Collected
Feedback Loops
- Team Alignment: Regular meetings between marketing and sales ensure everyone is on the same page.
- Data Sharing: Use dashboards and reports to keep everyone informed.
Scale Responsibly
- Incremental Growth: Don’t go from $250,000 in ad spend to $500,000 overnight. Scale up gradually to ensure your systems and team can handle the increased load.
- Test Scaling: Increase your budget by 10-20% at a time and monitor the impact.
Pro Tip: Stay Agile. The faster you can adapt to what’s working and what’s not, the faster you’ll grow.
9. Don’t Neglect the Details
The devil is in the details, and so is your success.
Test Everything
- Landing Pages: Headlines, calls to action, images—test them all.
- Emails: Subject lines, send times, content—optimize for engagement.
Optimize for Mobile
- Mobile Traffic is King: Ensure your funnels, emails, and content look great on mobile devices.
- Speed Matters: Slow-loading pages kill conversions. Optimize for speed.
Compliance Matters
- Stay Within Guidelines: Each ad platform has its own rules. Violations can get your accounts shut down.
- Legal Compliance: Ensure your terms, disclaimers, and privacy policies are up to date.
Remember: Attention to detail separates the amateurs from the pros.
10. Invest in Expert Guidance
Why reinvent the wheel when you can stand on the shoulders of giants?
Join a Mastermind
- Surround Yourself with Success: Being around like-minded, high-achieving individuals accelerates your growth.
- Shared Knowledge: Access to collective experiences and strategies is invaluable.
Get Coaching
- Elevate Skills: Personal or team coaching can identify blind spots and opportunities you might miss.
- Accountability: A coach keeps you on track and pushes you to achieve more.
Leverage Proven Frameworks
- Use Battle-Tested Strategies: Implementing strategies that have already been proven saves you time and money.
- Continuous Learning: The market evolves, and so should you.
**Investing in yourself and your team is the best investment you can make.
Final Thoughts
Generating 40 to 50 qualified sales calls per day isn’t a pipe dream—it’s a strategic, achievable goal. But it requires precision execution across multiple areas:
- Financial Planning
- Funnel Optimization
- Aggressive Retargeting
- Sales Team Excellence
Neglect any one of these, and the whole system can crumble. But when you get them all working in harmony, you’re not just hitting your call targets—you’re scaling your revenue to levels that can transform your business and your life.
So ask yourself: Are you ready to step up and make it happen?
Next Steps
If you’re serious about taking your business to the next level and want hands-on guidance from someone who’s been there and done it, here’s how we can work together.
Join My Inner Circle
Get direct access to me for personalized coaching:
- Twice-a-Month One-on-One Calls: We’ll dive deep into your business challenges and opportunities.
- Weekly Group Sessions: Learn from peers who are also scaling their businesses.
- Quarterly In-Person Masterminds in Miami: Network, strategize, and rejuvenate with like-minded entrepreneurs.
- Exclusive Network Access: Be part of a network of high-achievers all pushing for massive growth.
👉 Join the Inner Circle Now
Train Your Team
Enroll your staff in my Master Internet Marketing Program:
- Comprehensive Curriculum: Covers all aspects of advanced internet marketing.
- Hands-On Training: Practical exercises that ensure your team can execute at the highest level.
- Ongoing Support: Access to resources and updates to keep your team ahead of the curve.
👉 Enroll in Master Internet Marketing
Work With My Agency
If you want a team that’s been there and done that to handle your marketing:
- Limited Client Intake: We work with a select number of clients to ensure maximum focus and results.
- Proven Track Record: We’ve scaled businesses to seven and eight figures.
- Full-Service Execution: From strategy to implementation, we’ve got you covered.
👉 Apply to Work With My Agency
Don’t wait while others seize the opportunity to scale and dominate their markets. The best time to take action was yesterday; the second-best time is right now.
Stay hungry, stay focused, and let’s make it happen.
