How I scaled my Agency to +$100k/mo step-by-step breakdown

My promise to you reading this is wherever you are in your Agency journey you will find value. Now a lot of advice on the internet is often the right thing at the wrong time. If there is anything you get from reading this let it be this: the ability to prioritize is the important skills you can have as an entrepreneur. It’s what separates Hormozi from someone who is stuck at $25k/mo. I attached a screenshot of my P&L in 2022 for those of you who are more skeptical.

I spent 3 years banging my head against the wall struggling at $20-40k before I was then able to put it together and once I did I broke through $100k within 5 months. Here I am going to breakdown the skills with all of the books I read which helped me learn the skills I needed to solve each constraint in my business at the time.

0-25k

Lead flow:

Create a profitable acquisition channel

Minimum 1000 impressions daily on the product or service. We had been sending 1000 emails per day to crack appointment setting. The benchmark you want to be hitting is a 8% reply rate on broad cold email, and 20% reply rate on personalized outreach.

Great leads by Michael Masterson is a great copywriting books for Cold Email and writing paid ads.

Sales

The next problem I had was asking people for money, I sucked at it. I had so much anxiety and limiting beliefs it was crazy. It felt like a mountain of resistance.
How I solved this was by sales training for an hour everyday. I listened to the audio of never split the difference at least 8 times. I did Sandler Training, Jordan Belfort straight line persuasion, How to be a rainmaker.

$25-50k

Consistent deliver and Fulfillment

Project management

When I started on Asana I thought I wanted to jump out of a window. I hated it. I was a sales visionary, but really this was bullshit story I was telling myself which prevented me from learning the skill required to succeed.

Having a consistent process which delivers happy clients is how to break through to $50k/mo. How do you do that?

Simplicity, break down each step of the client process into it’s individual components. What are the key ingredients for success ? For example, for creating high quality leads for clients appointment setter need to do 5 things really well. (Probe for pain, handle objections, speak with authority and warmth, build rapport, and have confidence through rejection). These are the ingredients.

There needs to be a system to manage the tasks created for client work and have visibility on the tasks.

Books I recommend are Kanban in action, Elon Musk Biography by Ashlee Vance.

50k-100k

The team

This is where most agencies cap out . The model starts breaking, often times most agencies have built their business with VAs, and also that helps them maintain competitive pricing they often don’t have the cash flow to both fund their lifestyle and the top tier leadership talent to both solve the leadership bottleneck where the founder is responsible for solving both A) the fires and problems in their business B) have the business intelligence or reporting infrastructure to have the KPIs to identify problems for set leaders solve the constraints within the business.

I suggest setting 3-5 kpis for each team member to be responsible for and to tie their bonus structures to tangible outcomes.

The Who method is a great book for hiring.

Leadership

I recognized early that I wanted to be a leader who created both an environment people wanted to be a part of and help people reach their full potential. To recruit and find other winners we need to become someone who is uncommon amongst the uncommon. This was how I recruited a COO who worked at an agency that managed 200 clients who were doing over $10M/year in revenue.

Here are my favourite books on this:

Anything from John Maxwell
All-In how the best managers create a culture of belief which drives the best results
Harvard business review top 10 on Leadership

Send me message if you want some more insights on any of the above. Happy to help,

#serveothers 🐉✊

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