00:00:00This is Joel. He runs a coaching and course business that teaches
00:00:04people how to basically use credit cards to get sweet
00:00:06vacations. Problem is that he's dependent on one platform. If
00:00:09that platform goes away, his business could die basically
00:00:12overnight. I'm Alex Tromosy, founder of acquisition.com, which
00:00:14helps businesses scale. And so let's meet Joel.
00:00:17Hey, Alex. I'm Joel McDonald, founder of Just Get Out of Town,
00:00:21also known as J-Goot.
00:00:22Tell me about the business.
00:00:23We help travelers turn everyday expenses into multiple bucket
00:00:29list vacations every year. Our largest audience is retirees,
00:00:34empty nesters, and business owners.
00:00:36I would not have guessed that. That is really interesting. Okay.
00:00:39The way we help them is through something we call travel hedging,
00:00:43not travel hacking. We differentiate ourselves there.
00:00:46This allows travelers to stretch their vacation budgets three to
00:00:4910 times farther.
00:00:51So what's the difference between hacking and hedging?
00:00:52Travel hacking basically requires that you turn 10 to 20 credit
00:00:56cards a year. And that's why it has such a bad association.
00:01:00Travel hedging is choosing the two or three best cards for your
00:01:05individual spending profile and learning how to effectively use
00:01:08them.
00:01:09So what's the current state of the business?
00:01:10Our trailing 12 month average is 6.4 million. Got a 1.9 profit
00:01:14margin. That's about a 30% profit margin. ROAS is 4.5 to one. And
00:01:19then our LTV to CAC is a very skinny 1.4 to one. We'd like to
00:01:25change that.
00:01:25Yeah. So we want to have it happen.
00:01:26We've got about 12,000 clients that we've put through either our
00:01:30mini memberships or our high ticket coaching program. Our goal
00:01:33is to have 10,000 more in the next year. We'd like to diversify
00:01:36our advertising channels and start to include a lot more
00:01:39affiliate partnerships and charities. I've got a goal of a
00:01:42million donated through partnerships with charities in
00:01:45the next year.
00:01:45Oh, cool.
00:01:46In order to do that, we're going to need to double our revenue.
00:01:48So now tell me about how you get customers.
00:01:50Basically, like I said, it's a book funnel and 85% of our
00:01:53customers come from buying the book.
00:01:55I'm familiar with book funnels.
00:01:57Another 10% comes from conferences, meetups, guest
00:02:01podcasting, we're beefing that up. We're trying to diversify our
00:02:04channels. And then right now, affiliates and charity
00:02:07partnerships are kind of in their infancy, but we do get
00:02:10about 5% of customers there.
00:02:11So what are the problems right now?
00:02:13So our biggest problem right now, single channel advertising. We're
00:02:16heavily dependent, like I said, about 85% on meta. We were kind
00:02:22of hitting the ceiling at 100 grand a month. I spent 150 grand
00:02:25last month and it got 10% extra book sales. It is a loss leader.
00:02:29It's currently taking us about six months to break even, even
00:02:32with the back end.
00:02:33Yeah, second problem.
00:02:34A lot of skepticism in this industry, largely because we are
00:02:37associated with travel hacking. A lot of people assume this is a
00:02:40lot of trouble to save 10 or 20%. The actual savings when you
00:02:44travel the JGoot way is more like 70 to 90%. When people plan a
00:02:49trip, the odds of them getting a great deal on that trip and
00:02:53they've already painted themselves into a corner, say
00:02:55they want to go to Italy in June. The odds of that being a
00:02:58good deal is kind of like placing a chip on roulette.
00:03:00Yeah.
00:03:01Most times it's gonna be very expensive. Every once in a while
00:03:04like one in 20 times they get lucky. The JGoot way of travel is
00:03:07you find the good deals. There are thousands of them out there.
00:03:10You plan your vacation around them. And it's like placing a
00:03:13chip on the roulette table after the marble drops.
00:03:15Anything else that you have?
00:03:16So knowing that you probably have more points than you know
00:03:19what to do with, but not enough time to figure out what to do
00:03:22with them. We put a little itinerary together that includes
00:03:24Singapore suite that typically goes for five to 10 grand
00:03:29apartment. That's another five to $10,000 flight one way. We
00:03:32basically put an itinerary around the world that would
00:03:35normally cost about $70,000 for the five countries that we found.
00:03:40And we showed you how to do it on points for 1800 bucks out of
00:03:43pocket.
00:03:44Love this for us.
00:03:45So basically, we're going to send you from Vegas, to San
00:03:49Francisco, to Singapore, to Abu Dhabi into London and back home
00:03:55through Mexico City great images. And all of these are first class
00:03:58flights that would have normally costed either $70,000 or 7
00:04:05million points. And we put them together for about a million
00:04:08points.
00:04:08It's a clear savings prop, you have to spend money in order to
00:04:12spend money to save money type thing. What percentage of your
00:04:15sales right now are outbound versus about right now. So we
00:04:17just implemented some aggressive outbound, like within the past
00:04:21month, it's been probably 6040 60% inbound 40% outbound, we'd
00:04:28like to really ramp that up, that'll probably be a central
00:04:30feature of what we're talking about. What do you want to have
00:04:32happened with the business, you want to double it, you want to
00:04:34sell them to somebody just want to make money with zero interest
00:04:36in selling this business, right? Well, then this makes it way
00:04:38easier. I just like to impact twice as many people's lives. So
00:04:42now that we've gone through Joel's business, I'm going to
00:04:43work through core areas where he's stuck and what we can do to
00:04:46fix them. And for each area, I'll break down the exact
00:04:48principles and tactics Joel can use to scale which are likely to
00:04:51apply to your business as well. So let's get started with number
00:04:54one, which is being clear whether Joel has a supply
00:04:56constrained business or demand constrained business. I have a
00:04:59bunch of ideas. You want to come on the side and we'll utilize
00:05:01this brand new beautiful paper desk that my team made for me
00:05:04very excited. My first triage question that I'm always thinking
00:05:08through is this a supplier demand constrained business. So this is
00:05:11a demand constrained business, like you can handle more customers. So
00:05:14there's two ways we can think about this. So if we have this
00:05:17from a decision tree perspective, right, it's like,
00:05:19okay, so this is a demand constrained business. Got it. So
00:05:22in order to fix demand, we can go new channel, I know that you're
00:05:26considering doing like the second channels, I feel like there's a
00:05:29lot more that you can milk on the existing one by like a lot just
00:05:32because the nature of this offer is so broad. This is the type of
00:05:36offer that can probably scale like 100,000 plus a day and
00:05:39spend. It's like, okay, so we have new channel, we have lower
00:05:42CAC, which underneath of this we can do through CRO, so
00:05:46conversion optimization. Or you can do the better creative or
00:05:54offer. So this is this is me just kind of sharing how I'm
00:05:59thinking through this. So we can get that or you can just spend
00:06:02more. Right? Which is always a fun one. But given the fact that
00:06:05you said you've had these constraints on whenever you do
00:06:07spend more you like quickly hit a wall, which is fairly common,
00:06:10then it's going to probably be a combination of one of these
00:06:12three things. I'm basically being focused on those pieces,
00:06:16because these are basically the three things that are going to
00:06:18unlock that. So right off the bat with better, where are you
00:06:21getting your UGC so usually user generated content because you
00:06:23have the most visual type of product, the image that I saw is
00:06:27just like you and the team, my god, people take pictures on
00:06:30their vacations. And I feel like your groups probably have crazy,
00:06:33you know, them in front of the Taj Mahal and you know, whatever
00:06:36else. I feel like if you have that kind of like a tic toc
00:06:39style, like, check out this trip that I just booked for under x i
00:06:43think that would destroy. So like video content, yeah, like
00:06:48selfie style, like you I mean, I'm sure you probably get all
00:06:51these like think about these Instagram pages that just show
00:06:54like trips and like all these kind of like hacks and stuff. And
00:06:58a lot of them have like 1 million, 2 million plus and like
00:07:00they're very active, like super engaged. I would model those
00:07:05style videos like we can just try and pull up a good travel
00:07:07page on Instagram. So this style just like this. Okay, with your
00:07:13real like and that's a real person you can tell she's not
00:07:15some model. It's like a real person. And if just had a pin
00:07:19thing on the top that was like I did all this for under $1,800. I
00:07:22think it will work really well. And just run all of it test at
00:07:26all. And I mean, again, we can run it organically like this.
00:07:29It's so visual. This is so visual and people watch these so
00:07:32they can just vicariously live through it. And it's like, you
00:07:34don't have to live through this. You can do this. Okay, that's
00:07:38compelling. The highest point of leverage I think in this
00:07:40business, I'm going to change some backend stuff too. But like
00:07:42if you unlock the UGC loop, this thing will perish. And so I
00:07:47think, are you on TikTok?
00:07:48Embarrassingly low following me.
00:07:52Okay, there's some businesses that it's tougher. If I have a
00:07:54tax savings business, it's like maybe I'm a business owner talking
00:07:57about tax savings. It's not very visual, right? Maybe get some
00:08:00emotion about the story and things like that. That's the
00:08:02angle we'd have to take there. This is so visual. What we need
00:08:05to do is number one, we need to incentivize people to post the
00:08:09reels inside of the story. And when they do that, they get to
00:08:12unlock some sort of checklist that you hold back and you're
00:08:16like, how do we get access to that? It's like, Oh, post a
00:08:18montage of your trip that you're able to do in under 60 seconds.
00:08:23And here's how you do it. And you can show them how to put it
00:08:26together. And I think a lot of people would want to do that. And
00:08:28you probably have a ton of them anyways. But just ask for
00:08:31permission to use them. And then you can get the basic in exchange
00:08:34for permission, they get this extra training or this extra
00:08:36thing, I think that will unlock this is a decentralized content
00:08:39machine. So instead of you trying to be like, Okay, we have
00:08:42to go make more ads. It's like every week, we have 2030 videos
00:08:46that are coming from our community of the trips that they
00:08:49were able to take. And every week, we blast all 30 videos up
00:08:53there, and we see where the winners are. And then boom, once
00:08:55we have the winners, then we just do some and then we try and
00:08:57cut them a bunch of different ways. Okay, so the second thing
00:09:00I said that you just see loop, right? I'll go into more detail
00:09:04in a sec. But that's kind of like the big thing of one.
00:09:06Second one is something I call kaleidoscope. But basically, I
00:09:11know you have one piece of creative, you want to pull it up
00:09:12Michael, the highest converting one of all time. So one of the
00:09:16interesting thing we can do here is like so this image, it's like
00:09:18there's 20 ways to Sunday, we can we can do this. So like you had
00:09:22the AI versions of me that you did it all those, I want you to
00:09:25take this image, and then AIify a bunch of different versions of
00:09:30this. It's like, Okay, how do I make this black and white? How do
00:09:32I do with a sepia filter, we could take this and put it into
00:09:35AI and say, make a three second video of this image, which it
00:09:38would then just make a three second video of it, even though
00:09:40it's just an image. Let's do a cartoonized version. And let's do
00:09:43cartoon in this version and Ghibli and listed like because
00:09:45right now that's trending. And so that will give you 2030
00:09:48variations of whenever you do have your winner blast the hell
00:09:52out of how many more slices and angles that you can take on it.
00:09:55In terms of the copy. What I found in scaling like a
00:09:59campaigns is that when you do have copy that wins, you don't
00:10:01need to change it nearly as often as you think. So like when
00:10:03we ran the school games all last year and pushed it really, really
00:10:06hard. We had one version of the copy that we ran for six months,
00:10:11and then a second version of the copy that we ran for three. In a
00:10:15different company that we own, we spend, gosh, couple hundred
00:10:19thousand a day. And after five years, there's three hooks.
00:10:24There's three like when you find the winners, you just run them.
00:10:27And so I think, so part of it is just like putting your mind at
00:10:30risk of like, what do we need to do this difference? Like, no, you
00:10:32found your winner. So now we just need to like three different
00:10:35versions of the creative. On the other hand, that changes all the
00:10:37time. But with a copy in the messaging, it's like, we just
00:10:40leave that if it's, if it's working, it's like, you can just
00:10:42keep using that over and over again. But I do think this UGC
00:10:45loop will be really big. And then once we have the winners, we
00:10:47kaleidoscope the hell out of them, which is like how, which is
00:10:50like AI, we have filters that we can do. We have, you know,
00:10:54remakes, which is, can I, sorry, it's okay, remake. Can we take
00:11:01this video and then just refilm it? Because these are a lot of
00:11:05these are going to be video based. And so what's interesting
00:11:07about video versus static is that statics work better for a lot of
00:11:10businesses because they suck at video, not because video doesn't
00:11:13work. But good video beats images. Yeah, good video beats
00:11:17images, but images beat bad videos. And so most people are
00:11:20like, oh, statics work like we can't get videos to work when we
00:11:23static to work. It's just cause the videos weren't good. And it's
00:11:25the same thing as people who make content and like, oh,
00:11:27content doesn't work. It's like, no, good content works, but bad
00:11:29doesn't. Do you make Schwartz or anything like that? Very painful
00:11:32and slow growth, but yeah, you need to just get one hyper
00:11:35caffeinated, uh, 20 year old who lives and is brain rotted Gen Z.
00:11:41Um, see, see, I'm using, I'm using this, I'm using the slang,
00:11:45right. Who just really is native. They're plugged in to the
00:11:47platforms because they'll be able to look immediately at your stuff
00:11:50and be like, oh, this is why it's not working. It's like, okay,
00:11:51bucks off. Like you're not using trending audio. You're trying to
00:11:54make these look professional, but they just need to be like iPhone
00:11:56selfie style. And we can use it like a pinned comment on the top
00:11:59of the video. There's so many like meme versions of this. It's
00:12:01like, you can travel around the world for less than a thousand
00:12:03dollars, prove me wrong. And then it's like, and then you'd have
00:12:05troll city right underneath it. Like there's so many different
00:12:09contextual, like trending things that are happening right now. I
00:12:11would say that the number one biggest thing that's limiting the
00:12:14business is better creative. So typically when there's a cap,
00:12:17sometimes it's a money cap, which is like, we just can't
00:12:20afford to spend more. And I'll cover that in a second. But like
00:12:21the creative unlock is usually why someone gets limited. We've
00:12:26scaled to $10,000 there, whatever it is. And it's like,
00:12:28okay, so $10,000 a day is all we can spend based on how good this
00:12:32creative is. And so the easiest, cause I know you come from an ad
00:12:35background. So if you're familiar with the Old Spice
00:12:37commercial guy on the horse, my theoretical view of the world is
00:12:41that if you have a product that everyone could buy, then there is
00:12:44one ad that is good enough that could convert everyone. So that
00:12:47ad took Old Spice from a small player in the men's body wash
00:12:51into the majority of the market with one campaign. That campaign
00:12:55literally took the entire market for them. And it was because it
00:12:59was so good that it could convert everyone. Typically the limits
00:13:01are just that as if you think about how Facebook or whatever
00:13:04spends, it's like they're going to go to the most interested
00:13:07people first, because you're optimizing for conversions. And
00:13:09they'll be like, okay, these are probably a little bit less
00:13:11interested, but still kind of adjacent. And then this is like
00:13:14your CPA starts going up. Okay, now there's this way bigger
00:13:16market over here. And then as soon as you hit you try to break
00:13:19through this wall, your CPA goes up because the creatives not good
00:13:22enough. This UGC loop plus 20 year old crack addict. Yeah, I
00:13:31like that. Who lives on his phone or her phone is probably
00:13:37the unlock here because the best way to test this out is start
00:13:40getting more aggressive with your short form content. They can make
00:13:43these as obviously like organic posts. And then when you find
00:13:46your winners, just take that same post at a five second CTA at the
00:13:51end, and then run that as an ad. It crushes it's a double dip,
00:13:55because you're posting content, and they don't have to waste any
00:13:57money. And then when one crushes you take that, boom, post it and
00:14:00then run it. So that is the content winners. Also, I'm going
00:14:09to bet something interesting here. This is Alex just making a
00:14:11bet with no informed data. Part of the reason that you have
00:14:14avatars that are retirees and business owners is that you are
00:14:19a retiree business owner, and they see your ads and also
00:14:22Facebook's AI read Susan the ad and then displays the ads whether
00:14:26or not you choose to target them based on who is most likely to
00:14:29convert. And likeness is one of the strongest predictors of
00:14:32conversion. It doesn't take an AI genius to be like, Oh, we've got
00:14:35an Asian lady. Let's show this to Asian ladies because Asian
00:14:39ladies are more likely to convert, but they do it through
00:14:41the algorithm. So it's not racial profiling. But if you
00:14:44want to have more diversity in terms of the types of customers,
00:14:46and this is also like you think about this little loop here.
00:14:48Well, there's another one of these that's for Asian ladies and
00:14:52another one of these that's for each of those men. And so like,
00:14:54you could probably get to kind of saturation on each of the
00:14:56circles, even with your existing quality of creative by just
00:14:59having a diversity of avatars in the ads themselves.
00:15:02And so even though we're, we could still target the exact same
00:15:05audience, but the algorithm will go target the subject of the
00:15:08yes, yes. Because they're the most likely to convert. And
00:15:12they're the most likely you'll keep spending because it's
00:15:13converting. So I'm going to write a bunch of these down. And then
00:15:16we're going to just prioritize which one is the most likely.
00:15:19But AI avatars right now are just about good enough to be
00:15:23used. And so you can have these kind of like tick tock, defied AI
00:15:28videos that are 1530 seconds of like, guys, you won't believe
00:15:31it. I just went around the world for under 1200 dollars. And the
00:15:34craziest thing is, it did an injection number one objection
00:15:37number two, objection number three. And the best part is, I
00:15:40got it with this book. And I found it on a random ad totally
00:15:43changed my life. That's it. And they go straight to the book
00:15:46funnel. I think that'll crush all of this means we don't have
00:15:49to do all of that other stuff more more and better. First, if
00:15:53we can, it's just the nature of what you sell is so visual. And
00:15:56people naturally take lots of pictures, they want to share
00:15:58food and travel. This is super visual. Tons of people post
00:16:02about this stuff. Travel tons of people post about this stuff. And
00:16:04I would look at the top travel pages, look at the most viral
00:16:07content they have, and model that for my ad seven hidden gems
00:16:10that you've never heard of before. And it's it shows these
00:16:12like crazy montages. And those things get like gazillions of
00:16:15views. All we have to do is just weave the fact that we have a
00:16:17pin. How do you see the seven gems for under $1,000? Okay,
00:16:20right. Just we just have to just layer a filter of like our offer
00:16:23in front of it. And I think it will. I think you have so much
00:16:26creative like if this is the creative that's been running the
00:16:28business. There's so much room. I think it looks authentic. But
00:16:32again, this is where I think the UGC loop will be big. So one is
00:16:34you can use it with avatars avatars, you don't even have to
00:16:36ask for. But I think the UGC loop is like probably the faster,
00:16:39easier, immediate thing that you can do without having to learn,
00:16:41you know, new stuff. I think that this is really the front end
00:16:44stuff like this is how do we lower CAC with just better
00:16:48creative. So this gives us more from the customers. This expands
00:16:51and multiplies that even more. This gives us a content loop that
00:16:54the 20 year old crack addict is going to be able to make by
00:16:58modeling. Travel pages. Real quick, I'm going to show you the
00:17:11exact 10 stage roadmap from zero to 100 million plus, that less
00:17:16than 1% of companies finish I've now done multiple times. And so I
00:17:19can say with a lot of confidence that these are the stages as
00:17:22headcount increases that you need to get through. And I broke each
00:17:25of these down by eight different functions of the business, what
00:17:28the constraint feels like, like what are the symptoms of it when
00:17:31you're going through it, and then what steps we actually took to
00:17:33graduate. And we've done this across software, physical
00:17:35products, service businesses, brick and mortar, all of this. And
00:17:40it works. And it's my gift to you. It's absolutely free. And so
00:17:43the links in the description, but you just go acquisition.com
00:17:45forward slash roadmap, just enter info and it'll spit it right back
00:17:47to you offering the meat of this is still gonna be the sales team.
00:17:50So the fact that you started last month I think is encouraging. I
00:17:53do think that we can improve dialer pickup rates. What's the
00:17:56benefit of the on the call? We want to make them help them get
00:17:59as much out of the book for the people who don't qualify. Like if
00:18:01they spend less than 5000 a year, they just aren't going to
00:18:05have the muscle memory to learn these strategies. And so when
00:18:08you're saying when you said the $5,000 thing, you're saying if
00:18:10they spend 5000 a year on their vacations, that's too small? On
00:18:14yeah, on travel in general. Yeah. Okay, per year. Interesting.
00:18:17Okay. Does it have anything to do with their credit card spend?
00:18:20Yes, those are the two most important factors. Okay, so. So
00:18:24also 5000 a month. So remember when I was at the very beginning,
00:18:28like other other specific factors that qualify the avatar. So if
00:18:32those are the two factors that are most important for the sale,
00:18:34then those are the two things that I would want to weave into
00:18:36the funnel that we could get. So now it's like if your team's
00:18:39gonna make the outbound dials, and your dialer probably can
00:18:41score leads or should be, you know, prioritizing the leads,
00:18:44then it's like, well, then we're gonna start with all the people
00:18:46who are spending over 5000 on their credit card, and then
00:18:485000 a year on their vacations, then it's like they're two for
00:18:50two call this first and if it's a one out of two call them
00:18:53second and zeros, it's like, maybe we'll get to it for work.
00:18:55So I think lead score, which is then add credit card spend, and
00:19:05lose the other one, and then vacation spend to opt in. All
00:19:12right, one of the things that you brought up was that big list of
00:19:15excuses that come up when you do the pitches. So one of the things
00:19:18that I want to do is we need to call it out before they do. So
00:19:24on the sales call, I want to basically front load all of our
00:19:28damaging admissions. Because you said it's too good to be true.
00:19:32And we even offer this to you to be true. You make it less good.
00:19:36So that it's more blame. That sounds counterintuitive. No,
00:19:39basically, we have to do this. But it's like, our testimonials
00:19:43are often accused of being fake. Yeah, generated AI. Sure. To be
00:19:47true. How old are you? 53. Yeah, you could be like, listen, I'm
00:19:5153. I don't even know how to work AI. So like, these are real.
00:19:53No, but what I would do with the damaging admissions piece is say,
00:19:56listen, before I tell you about the good, let me tell you about
00:19:58the bad. And then I would just start listing off all the things
00:20:01that suck about this. It's like, listen, if you want to only go on
00:20:04a specific day per year, it's not gonna work for you. If that's a
00:20:07problem, then like, I want to tell you that these are some of
00:20:09the issues. If you want to go to top shelf places that were good.
00:20:13So you can have what you want, just not when you want. And so
00:20:16that's the trade. Now, if you're at a different point in your life,
00:20:19you're like, you know, I can take off whenever I want. They
00:20:21don't mind if I take two weeks in September versus the middle of
00:20:23you know, October, or June to your point with Italy, you can
00:20:26backpedal it's almost like selling off the back. Like, hey,
00:20:28if that's a problem for you, then this isn't gonna work. So
00:20:30it's like telling them all the reasons it's not gonna work up
00:20:32front. So that they're like, okay, so then they can self
00:20:35qualify. Okay, I could do that. Yeah. Versus I refuse to do that.
00:20:39There's no way it's too good to believe. There's tons of other
00:20:41things that suck about this. So let me tell you about the things
00:20:42that suck. No, but good thing is, is that after you put all that
00:20:45damaging mission, so now when I tell you what's good about it,
00:20:48you're gonna believe me. But we have to, I think you front load,
00:20:51you want to take all the wind out of their sails, and give them
00:20:53all of the reasons that and then you can weave in overcomes,
00:20:56obviously. But you can do it from the position of like, here's all
00:20:59the reasons it won't work. But a lot of people are like, Oh, my
00:21:02god, they're self qualifying. Because everybody still wants the
00:21:06benefit. They just don't believe it. They want it. They just don't
00:21:08believe it. So damaging emissions front loaded.
00:21:15We went through all of this, but I'm going to simplify this into
00:21:17really just two steps. If that works for you.
00:21:20That sounds great. I'm the master of overcomplicating.
00:21:23I think big picture this right here is thing number one, and I'm
00:21:30actually just gonna go this way. dialer lead scoring. And I think
00:21:34you need to increase your number of salespeople. If we added this
00:21:40all up, we've got call it 250 book sales a day. And then you
00:21:43said you have 40 a month to join the $99 thing for you a week.
00:21:47Well, we're averaging about six 700 a month.
00:21:51Okay, 700 a month. So divided by 30 to 20 ish per day, and then
00:21:56book which is pretty much something like that, I'm
00:21:59guessing. And then Facebook group you said was 1500 per month.
00:22:02Yeah, thousand 15. Okay, so we got 30 here. 30 new Facebook
00:22:07members, we probably get 10% of them who give a phone. Okay, we
00:22:10could just make it required if we wanted to. And I think the
00:22:12reason they would do it is because you say we include a free
00:22:15travel assessment. So I think that's the nugget that we give.
00:22:18And I think you do that for both of these. But here, I'm just
00:22:20going to just use rough math here, obviously, to put a little
00:22:22bit, but we have about 300 prospects per day that are coming
00:22:25in the funnel. If you have 300, I would probably be thinking like,
00:22:30gosh, you're gonna need a bigger team. Like if you really want to
00:22:35work the leads, you'll probably need six guys with a power
00:22:40dialer. Their KPI should be like $300 a day each. And you can use
00:22:43something called a parallel dialer. What it does is it calls
00:22:4510 numbers at once for each of them, you have 5% pickup rates.
00:22:48So you definitely need something like this. But let's just say two
00:22:51people pick up here, it'll automatically connect this one of
00:22:54them in that person and one person, this person. So
00:22:56basically, the bigger the team, the more better it works.
00:22:59That'll be the answer, right? Because it'll just roll to
00:23:00Exactly. And so now you just have massive amounts of dials that are
00:23:03happening. And what you do is you're maximizing talk time
00:23:05instead of them just spending a lot of time just waiting for a
00:23:07connection, they're going to be like connected. And so the
00:23:10efficiency seems also going to go up by a lot. And I think you
00:23:12can actually work these leads because I think that the two
00:23:14doubles probably more than one double in the business. This is
00:23:18a multi X unlock. And this is a multi X unlock. And I don't think
00:23:25there's anything else you have to do. And I think these two
00:23:28things, the nice thing is that like they all will work off what
00:23:31your existing spend is. But this will drive down CAC. All this,
00:23:36this will also drive down CAC. So your LTV to CAC ratio will
00:23:39improve sole profitability. But then what it'll do in the main
00:23:42long term benefit is that it'll break you through this barrier
00:23:46into this much bigger pool. And then you'll be able to continue
00:23:49to spend and scale.
00:23:51Yeah, that's something that I've written off. I started the
00:23:56company for this bigger pool. Yeah, started the company
00:23:59because I was broke. Yes, I had no business traveling, but I
00:24:02discovered it. And it was only by getting past assumptions. Yeah.
00:24:06And I can't advertise that I'm advertising to those people.
00:24:09Yeah. So they pay bills that I'd love to impact them. Yeah. And I
00:24:14think this solves that problem. Yes, you have a demand
00:24:17constrained business. So these are the paths, you know, we can
00:24:21spend more which we tried new channel a little too hard for
00:24:23right now, in my opinion, can we lower costs to acquire? Yes,
00:24:27we're gonna do that through better creative conversion
00:24:29optimization, we could have tweaked the offer, but the
00:24:31offers already converting. So I don't really want to mess with
00:24:33it. These are the two angles that we attacked it from. This is the
00:24:36outside. This is the conversion zone. But easy. Pleasure. Thanks,
00:24:41Alex. Yeah. So if you enjoyed this episode with Joel and want
00:24:43to see how it approach scaling a different business, you can check
00:24:45this out.