8 Entrepreneurs Compete For $100,000 (for real) — Transcript

Behind me are eight entrepreneurs, all competing for $100,000 and this golden ticket, which gives them a year of guidance from myself and my team behind our $250 million per [music] year portfolio. >> How much the golden ticket actually worth to me? >> It's priceless. >> Absolutely priceless. >> Just so you know what's at stake here, this golden ticket has the potential to save or [music] scale some of these businesses they've spent years building. It's >> the culmination of my life's work. >> I left a six figure career after my mom passed away. Some will scale. >> I've made over $20 million from nothing. [music] >> Some will fail. I can't think of a time I would have done that.

>> Dude, I need a mobile. >> And the winner is >> So, welcome everyone to round one. This is the qualification round. So, I met with all you guys 90 days ago and I gave you a step-by-step road map on how to scale your businesses. And since the goal of this competition is to find the business that we together want to work with, I want to see how well you've implemented the advice and how much you've all grown since the last time we spoke. Now, the [music] stakes. There will be four eliminations this round and it will all be based on growth. We're going to be asking you guys the same questions so that my partners have the exact same context and intel that I have. And so for those who don't know, this is Shanza, our uh CEO and press, head honcho of all things. This is my lovely wife, Leila, most importantly, but also uh my forever business partner and uh what is your official? Oh, chairwoman ch.

>> You haven't known my title in a decade since we've been working together. Leila oversees all of our investments and so I invited both of them here so we could make the absolute best judgment on who to uh select. So business owner number one uh please go ahead. [music] >> My name is Tina Sue and I coach parents of children with autism and ADHD and speech delay trailing 12 months. I did $1.1 million. >> Okay. Can you step up to the center? >> Hi. >> Hi. All right. So Tina, 90 days ago you said that your constraint was you as the bottleneck. And so to fix that, the biggest levers that we identified were number one that you'd build a system so your team could answer repeat questions without you. Number two, fix the pricing for your one-on-one time. And then number three is we had to cut your 3 to 4 hour pitch down to a tight 45minute webinar. And then be clear about when you're teaching versus when you're selling and not being afraid to really sell.

>> So did you do it? >> I did everything. I executed everything and I ended up doing 13 weekly webinars. I sold 232 enrollment spots. >> Amazing. >> Compared to 75 before. >> So more than more than three eggs. >> So how much did you grow from doing those webinars and implementing everything? >> Yeah. My 12-month run rate was $918,000 before. Now is at 1.84 million. >> Hell yeah. In 90 days. >> In 90 days. >> That's so good. >> Thank you. >> Next contestant, can you introduce yourself?

>> My name is Zad Oasi, MD. I own Precision Health Concier Medicine. We're a preventative medicine practice in the concierge space. Uh trailing 12 month revenue is 3.2 million. >> All right. Please step up. Yes. So 90 days ago, Zed, uh you said the constraint was marketing. So to fix that, the biggest levers that we identified were number one, turning turn every visit into a built-in referrals. Uh number two was give away something big instead of discounting. And then number three, uh sell where the rich customers already gather. So show up at the local events with a flashy kind of like healthcare machine uh to hook in and then sell the higher income prospects. >> Did you implement?

>> Uh it was a little bit complicated for me. Um, right after we talked, I had realized basically where I am is very seasonal. So, there were pretty much no events. So, I realized I can use my relationships that already exist. Like a lot of my patients live in country clubs. So, one of the first patients, we did a country club event and other patients saw it advertised and so they got excited and they came to us like, "Hey, can you do this at my country club?" >> So, we're actually seeing the delivery channel of the events that was recommended work especially with almost no CAC. >> Yeah. >> Which is amazing. So, tell us about your growth.

So 90 days ago um we were estimating that we would clear 4 million um run rate and now it's closer to 4.5. >> Got it. Rock and roll. >> Thank you. >> Thank you. Give him a little hand. Give him a little hand. >> Next contestant. Can you introduce yourself? >> I'm Mim Jeninson and I teach crafters how to make stickers. My revenue for the last 12 months was between 850 and 900,000 US. >> Go Mim. Selling stickers. >> So good. >> Yeah. You're all in the wrong business. That's all. >> I know. What What are we doing? She's like, "I'm sorry. We work so hard.

[laughter] You're selling stickers." >> Yeah. >> So, Mim, step on up. >> Yeah. Mim. >> All right. So, uh, 90 days ago, you said your constraint was not enough customers. And so, to fix that, we identified two big levers. So, number one was spend way more on ads. And then number two was replace many cheap courses and products with one much higher priced annual offer. >> Were you able to implement the ideas? >> Absolutely. Everything on the list. everything and a little bit more. >> That's awesome. And did you grow? >> I did. Yeah. So before my revenue was around the 800, 850, 900 depending on the Australian conversion.

>> Um and then projected now for the next 12 months is more like 1.76 millions. And you may remember that I spoke to you about my goal being to be able to pay off my home loan and then to be able to buy my mom's house um for her as well to pay her back the money. And that is just so much closer than I thought it ever would be. >> Fantastic. >> Oh, it's amazing. Congratulations. >> Give it up for him. Thank you. Good job. [applause] >> Next contestant. Can you introduce yourself? >> My name is Nas. I run flex moving. From the name we do move people from point A to point B. In the last 12 months, we did $400,000.

>> All right. Nas, come on up. >> Good. Good. >> Got it. Nas. >> All right. The Phoenix. Um, [laughter] >> good to see you. >> Yeah, good to see you, too, man. So, 90 days ago, you said your constraint was not enough leads and customers. And so to fix that, the biggest levers were number one, stop competing on hourly price. Number two is with that is sell to the rich, right? With a VIP tier versus a standard tiers. >> Were you able to implement the ideas? >> Yes, I did do some flat rates and I had closed my biggest move ever of $15,000.

It's not quite like your move at 25, but we get in there, right? >> By the way, I watched that episode and heard what she said about me. >> What did I say? You were like, "She definitely spent like $25,000 for [laughter] the >> because like I'll tell you when I moved I honestly have no idea what I paid, but I'm guessing it's probably in the neighborhood of like $25,000. I have no clue." >> Did we spend 25? >> No. >> Really? >> Less. >> How much was it? >> I'm a bargain shopper. Anyways, um [laughter] >> no VIP for Leila. >> I'll get I'll get you VIP next time. We won't be >> I told this story to inspire. I [laughter] just wanted to give a great example.

>> You didn't even look at the bank account. That being said, how much did you grow? >> So, we were at 360 back then. We're currently on um on track to do 1.03 million. >> Dude, congratulations. Give it up for >> Thank you so much. >> Thank you. >> How are you, man? >> Thank you, >> sir. Paul, >> uh my name is Paul Fontinelli. I run Boulder Adventure Park. Our trailing 12 months is 4.8 million. So 90 days ago, you said the constraint was cash flow and so the business was running at half capacity and you were bleeding money with no fast way to bring in revenue and you already put your 401k into the business to keep it alive.

>> Honestly, the hardest day was when my CFO sends me a cash flow. We're not going to make it to today. [music] Like we were that short and that's when I said it's all in. I looked at my 401k and I was like put it put it all in. [snorts] Now, when you have a small team, you can't split focus across multiple offers. So, you had to pick one and go all in. And so, we need to decide on running one grand slam offer, which was we decided for summer camp uh and to do a giveaway to generate lots of leads and bring in cash quickly.

>> Did you implement? >> Oh, we definitely implemented. Uh to say that we got a lot of leads is an understatement. So many so that it was just a flood. We got over 3,700 leads. >> Oh, wow. >> Uh in the giveaway, which was phenomenal. Um, we struggled to be very candid with you down the conversion pipeline of that. I don't think our team had ever seen that volume of leads. So, it was a good problem. >> When you saw the struggle in conversion, um, how did it impact growth? Love to hear about the growth numbers. >> I love that. I think I'd like to talk about growth beyond just the numbers. I mean, the numbers are definitely something I can go into. I think one of the things I'm most proud of is I stood in front of Alex and the phrase that hit me the hardest is he said, "Your business is a mess." And at that [music] time, it absolutely was. There's a lot of reasons for it. I don't like to make excuses. At that time, I was at a very challenging point. Since that time, we've been able to get all of our metrics together in a way that I have every number you'd ever dream of that I can talk through through every piece of the business.

>> That's [music] awesome. Can you also share the numbers? >> Yeah, run rate I think was 4.4 million. Run rate now is 4 million cuz we had a little bit of a lull kind of getting through this and where we want to go in the future. >> No, I appreciate it. Give it up for Paul. Great job, Paul. >> Thank you. And now it's time for our first elimination. So Paul, um, as of right now, you grew the least and so unfortunately you'll [music] be eliminated at this round.

So right now, these are the four to beat. >> Well done. >> And, uh, we will continue. I feel like I grew so much in the ways that are not quantitative. The biggest improvement in the 90 days was really getting our metrics clean. Working with acquisition is a no-brainer. Like the processes that you put in place. I mean, in my case, you you really can't assess where that bottleneck is. If you don't know everything about the business, the struggle is real, but I wouldn't change it. Caleb, let's uh let's do it.

>> My name is Caleb with the K. I own Keys Roofing Company. We've done 250,000 within the last 12 months for trailing 12 month revenue. >> So 90 days ago you were 6 weeks into business, which is insane. Um [laughter] >> Wait, seriously? >> Yeah, you started it 6 weeks before this. So um at the time you were doing both roof repairs, which were small jobs, and then roof replacements, [music] which made paid more. >> Um the opportunity was that your competitors generally didn't want to do the repairs cuz they paid less. And so to capitalize on this, the biggest levers that we identified were number one to chase their repairs, not just the big roof replacements, while raising prices and increasing [music] volume, and then adding the mini close script to increase close rates and build trust.

[music] And the mini close script is like my absolute all-time favorite sales script. I've spent so long honing those four steps to make it just crush. >> Did you get a chance to implement the strategies? >> 100%. So, I was re-watching my episode and Alex talked about systemizing the living [ __ ] out [laughter] of the door knocking piece. >> Word for word. Yeah, it sounds sounds about right. Had the menu close work. >> And the menu closed was crazy. It was absolutely insane. So like it enhances trust and authenticity and once I give those recommendations like these people are so happy to give me their money because I've made it easy for them.

>> Would you say it slaps? >> It slaps so hard. [laughter] >> How did that translate to grow? >> It was 370,000 before and now it's 2 million. >> And now it's 2 million. >> Yes. >> Yeah. That's a large difference. Everyone give it up for Caleb. [applause] And now we'll be doing another elimination. See here, Dr. Z, you are the uh right now the current lowest growth of the four on the on the panel. >> The experience pushed me to focus in a way that I wouldn't have otherwise. My goal was to find like-minded physicians.

Some of that has already happened. And so the fact that any of them actually reached out to me, it makes it worth it. Hi, step on up. >> My name is Hussi Nazir. I own Smile Magic Holistic Dentistry. Our trailing 12-month revenue was 2.2 million. So 90 days ago, your constraint was that your dad was the only dentist who could do the clinical work across your three locations. And so the whole business [music] was capped by uh his calendar, right? And so to fix that, the two big lovers um that we identate, we identified more, but two big [music] ones were hire more dentists to take off uh you know, work from your dad's plate so that he could become shift shift his kind of identity from being the best dentist to being the best teacher of dentists. The second was aggressively raise prices since you had a 90% close rate, meaning the prices were too low.

And then we added a little bit [music] of a juice to the sales motion. >> Yeah. >> Did you do it? >> Yes. Yes. So, day one, got back home, told my dad, "You know what? Surprise, surprise, we're going to increase prices again." And he was he was like, "Again?" Like, we just raised prices. And next day, he got like the positive reinforcement. We closed a $70,000 case, paid up front in Newport Beach. >> That tends to do it. >> Yeah. >> And it was chef's kiss. >> Yeah.

>> Yeah. He was like, he called me. He was like, "You won't guess what just happened." >> And I'm like, >> "Yeah." and he was like it was amazing. >> Nothing sells like proof. Good job. >> It's really impressive especially like there are so many people in similar industries that I think um finding other doctors delegating the all the things that doctors do. So like kudos to you for like zero >> just hustle >> [ __ ] Thank you. In the past 90 days we have grown more than he has in the past 30 years of >> So how much have you grown exactly? So in the past 90 days it was 1.73 million >> at the beginning and then as of right now our revenue run rate is just over 4 million.

>> In 90 days >> in 90 days. >> So good. >> Well, first let's give it up for Hi. [applause] >> All right. It's time for our third elimination. >> Nas. Uh right now your revenue grew the least of the four people that we have right now. So um you've been eliminated this round, but you're still in everyone's hearts. >> I appreciate you deeply. Thank you, >> dude. Congrats, man. >> Thank you. >> You can step on back. >> I feel great. Like generally from the bottom of my heart, I feel awesome.

Everybody has won in my eyes. We all won. Oh, it's a lot less emotional and I definitely have a clear path of where I'm headed. 1,000%. Like what? Now it's it's super clear. Like before it was super ambiguous, super blurry. Um but after that conversation, I went back home and I just thought about everything that needs to be done. And when you do at least like you do just like 10% of it and you see what's possible, like I can only imagine if you do like 100% of this, what could actually be possible. >> Okay, last but not least, Joey. >> My name is Joey Goon. I run a company called Utopia Experience. We are an event planning company.

>> Awesome. What was uh Trailing 12? >> 1.3 million. >> All right. All right. So 90 days ago, the real problem was that your prices were actually made up on the spot and your margins were too thin and your sales team was converting [music] far worse than you were. So we had kind of a number of different issues. >> And so to fix that, the biggest levers we identified, we identified a lot, but just big ones were number one, build a real pricing formula so that every deal is profitable by design rather than by accident. >> Uh number two was have your sales reps uh just book meetings and not uh just close deals since you're currently much more effective at closing. So we kind of shifted the whole sales pipeline up a step. And then number three, going after B2B events and sponsored booths puts you in front of hundreds of your ideal customers at once rather than chasing the individual accounts uh one at a time.

>> So, did you get a chance to implement the strategies? >> Yes. Yes, we did. Uh we did all the things. We immediately booked a sponsorship to an event that happened 2 weeks after I left here in filming. Uh that sponsorship was a $15,000 investment. The result of that was $670,000 of closed business. Damn. >> That I'm excited to go back to. Matter of fact, my team closed 300,000 this morning. >> Oh yeah. [laughter] Like I'm in Vegas and they send me a message and they're like, "Go take it home, bro." Like we, you know, we've got >> like you can put a hundred on black. >> Yeah. Which is great. >> So uh so you have you'd made just under 3 million from a $15,000 single sponsored event using the stuff that we outlined. That seems like it was a pretty good return. 200x return.

>> That's chill. >> What does the actual growth look like? Like revenue profit? >> Yeah. So we did 1.3 million in 2025. Uh, we're on path now to do 4.1 million. >> Amazing. >> Over in in 90 days. >> Wow. >> All right. >> And that doesn't include the 2 million that still sits in the pipeline. >> Hell yeah. >> So good. >> Amazing. >> All right. So, uh, give it up for Joey for actually taking action. >> I also think that there is these baked in beliefs that certain channels don't work, like sponsorships don't work or events don't work. Uh kudos to all of you for taking a belief that you had and breaking that which is what has kind of created this transformational growth through all of you. So great job.

>> And now it's time for our last elimination around one. And so unfortunately MIM even though you had a monster, you know, almost $800,000 in annualized revenue growth, um it's the least, which is insane to even say of the four remaining contestants. >> You can change the rules. I'm okay staying. [laughter] I've got more things to say. So, >> no, you're good. >> Thank you. Good luck every >> amount of times I thought to myself, I wish he'd just get his eyes on my business. Like, if I could only have 5 minutes with Alex, this would change everything and it gives you the drive.

It gives you the the road map. It shifts everything and it's all you need. We don't need permission. We don't need someone to give us a shove forward. It just someone who you respect to say you can do this. I'm so thrilled with the results that I've had in the past 90 days and I'm really grateful for this opportunity. >> I'll just make the the obvious observation which is that like the numbers that you guys all shared were still monster you know number growth in terms of revenue and profit and hearing you know more growth in in 90 days than 28 years or you know doing 3 or 4x in terms of how much your revenue is doing again in just 90 days. I think the more important thing I want for the audience or anyone watching at home is like you really can change your stars in a very short period of time if you have the right strategy and I think the big part is the big conviction and I think you guys took absolutely massive action for a number of reasons and I think the biggest one should be for you and your customers. That's the real game. So >> I think there's a correlation between the amount of conviction there is in the plan that was set with Alex and the success that I'm seeing in the numbers.

Um sometimes there's things that get in the way, but it's really clear the enthusiasm translates into results. And I think sometimes the more critical and logical that we can be, the worse it is for us sometimes. And so I just think kudos to everyone who just massively executed because we like to say at acquisition.com test and learn. Um and you don't learn anything by debating in your head or debating in a room or debating amongst people on your team. You just learn by executing ruthlessly. So really cool. [music] >> This round is the implementation round.

So, this is where we're going to go deeper into the road map and see exactly how you implemented each of the pieces of advice that I gave earlier. And so, we're going to have two eliminations this round based on how you answer the questions. So, just tell the truth. That is my big my big piece of advice. >> What? >> Don't be a shitty person. Yeah. >> Yeah. Yeah. Don't do that. And so, Joey, you can come back up and we're going to talk about the road map. So the last round we kind of briefly touched on it, but this one I have all the notes uh from our talk. And so we had uh five big things that we asked you to do. And so the first one was to change the offer.

And so we wanted you to build a cost basis quote generator and then add a price lock guarantee and then add prepaid and multi-event discounts. >> Yes. >> So how did you do on that one? >> Uh we did it. We built the uh the price module within the first 30 days. what we've implemented multi-year contracts. We took our average contract price from 44,000 to an average of $200,000 just by implementing that one little thing. The next thing was the sales motion, right? So, we wanted to restructure uh the team so they would set appointments so that you would just do closing. Um we added the events per your question. We deployed three VSSLs was the goal. We wanted to do same day quotes ideally and then run a daily cadence with LinkedIn outreach. So, of those things, which ones did you were you able to do? Uh we did all of them.

>> Hell yeah. >> Yeah. >> So what's the close rate now? >> Uh close rate is 48%. Which for me >> was it before? >> Uh it was 44. >> Okay. And you just 5x the price. >> Yeah. >> Chill. Next one was B2B events as an acquisition channel. Uh so buying booths at as many speaking [music] events um as you could and then build kind of the the 20 mistakes talk with the QR optin. So >> how'd that go? >> We're I'm really now aggressively pursuing speaking as the you know the second most profitable acquisition channel. So that's kind of like in progress. >> Yeah, that's in progress. I'm speaking at an event next month in Denver.

>> Yeah. Last but not least was content. So content in organic. So making content aimed at recruiting sales people and repurping event footage as social proof for outbound. >> In the process right now of building an application page with a VSSL and working with recruiters. >> So changed the offer, >> changed the pricing, changed the sales motion, [music] narrowed down the acquisition channel to be B2B events and sponsorships. Yeah. >> What's in motion right now is the organic to some degree [music] and the the speaking part of on you. >> Yeah.

>> Correct. >> Correct. >> What was unexpected? >> We've we've made a lot of sacrifices over the 90 days to do what we needed to do to get the business to where it is. Um and now being able to see the light at the end of the tunnel on the other side of that and what we're building. um getting to the point where, you know, now we could like now we want to get to the point where we could buy back our time and be the parents that we I mean not that we were we weren't shitty we've never been shitty parents, right? Like I just want to for the record, >> but um but working those like 16 hour [laughter] 16-hour days um like I just you know I I'm grateful to see what we're building.

Um but the hardest thing was the the compromises and the sacrifices that we had to make to implement all of these things. Um, but it's, you know, look at where we are. >> I would also say like 90 days is so short >> in the grand scheme of things >> and compared to the amount of people that I talked to that have sacrificed years and years with their kids and lost the childhoods and seeing them as babies and seeing their first steps like >> the fact that you guys are to implement it that quickly and you can only look back and say for 90 days we did that. >> I see that as a huge win.

>> Absolutely. Yeah. >> Yeah. Thank you for that. >> Good job. >> Thank you. Thank you guys. [applause] Let's go, Caleb. We had six things that we outlined as kind of um core focus. So, number one was the offer. So, making repairs the main engine um and raising the average repair ticket price from 2500 to 5 grand and uh adding a speed upsell and hiring the in-house repair technician uh to keep the menu narrow. How'd that [music] one go? >> Everything's been fantastic. So, the hiring the repair tech has really unlocked my ability on the door to door to be able to sell more and then get [music] things done absolutely quickly.

The VSSL while done still needs a little bit of time. [music] >> So, menu sale, yes. Offer, yes. VSSL in progress, >> correct? >> All right. Doortodoor army. [music] So, recruiting two to three salespeople with a million or more in prior production. >> So, with that, yes, I have a gentleman that I'm bringing onto the team as of Wednesday of next week. I've been bringing in people that have so much more experience than I. >> Like my average employee is 40. >> Do they see what I'm doing? >> Ancient. >> Well, >> well, [laughter] well, hear me out. Here we are. Hear me out. Hear me out. Here we go.

>> They call them the elderly. >> Is [laughter] >> the reason I'm able to attract that level of candidate is they see my dedication. And that's why I've been so attracted to the content, everything that you guys make because despite the >> Because we're older. >> Well, no. despite the despite the position that you're in is like people want to work for somebody that they trust with their future and I have employees that'll work at 7:30 8 9 still texting me because they understand that I'm still up and I'm still making this happen with every fiber of my being. So >> So that one's in progress.

>> The membership was progress update on that one. >> So with the membership now that I'm doing more full replacements I'm starting to pitch that. I'm still trying to figure out like like I said the best way to go about yeah to script it. And I think transparently there's been so many action steps that I had that I'm really just trying to do all of it. And >> there's maybe some things I've deemed like more important than others. So I still need to continue to implement that. It's just there's so much stuff quite honestly. >> I appreciate the honesty. >> Yeah. Yeah.

>> What was hard? What was hard then based on the strategies that Alex laid out for you? given up control, you know that, oh, they can't do it the same way that I do it. And at that same point, to take a step back is to be the leader and like actually stepping into the coaching role. [music] I would say that was the most difficult, but it it's trusting your people. And they've shown me that the the task that I put out there, I can trust them to do it. I don't put up the catch-all anymore. I think it's really cool because you've compressed a lot of entrepreneurial lessons is what I hear from you into a short amount of time. Like I hear you talking about the the lessons that you've learned, not just the things that you've implemented. If you continue to do that over the next year, two years, like dude, you're going to blow. Super dangerous. It's like I feel like 15 years older from [laughter] 90 days.

Well, it's the amount of rest. Tell me about it. >> Quite honestly. Yeah. But like, think about it. It's like company, >> which is super old by the [laughter] way. >> Uh, >> okay. We'll give it up for Caleb. Yeah. >> Good job. [applause] >> Okay, Tina, now you're up. >> Tina, >> let's talk about this road map and >> All right. >> and go into it. Offer-wise, we said we needed to restructure the pricing and billing. So, you had like $150 to which was discontinued, right? >> Getting rid of that. Y >> and then we had a much more expensive option. So, walk me through it. How'd that go?

>> So, it's a 2500. It used to be 12 month. I've changed it to six month. >> Okay. So, and I've also changed the upsell for the next level in the middle of the 3 month versus at the end of the 12 month. >> Well done. The Alex roll over. Of course. >> Yeah. >> That that that single offer has made me >> so much. >> Like probably $50 million. Like that has made me a tremendous amount of money. >> Yeah. >> Probably more. >> I put that in right away and I was like, >> "Wo, it works. >> It works. >> It works." It's funny cuz uh Caleb we were saying earlier like the [music] it's it's the tiny little scripting lines. It's two or three sentences. And so like I think many people do not fully appreciate the value of like the money models book because like you just ran the manuscript and it was like oh [ __ ] this prints. It's not just how you sell, it's when you sell. Okay. Uh delivery.

So build an AI dashboard so the team works outside the messaging platform. >> Absolutely. So I got that done. I'm out of Telegram completely because inspired by what you told me to do, I ended up building nine other tools for my business and it's >> ribbon >> changing changing everything. >> The the last one we had was to get more traffic. So we wanted to capture and distribute the Q&A for like your content library. So where you at with that one? >> Um so we're currently publishing 60 pieces of new content. >> Okay. So it's a little below the target we had but >> a little bit below but it was it was the best that we had >> in terms of that those were what we could draw out. What do you think of all the things we said work the best?

>> I mean, I I I think I think for me like the biggest piece was just I think shifting my mindset cuz like what I was afraid of coming in was really I didn't want to be misunderstood that I'm I'm in this for the money like that that's what you know and so I think whatever you coached me with on the call of like Tina more money you make means more impact and you getting out and [laughter] what >> how you did that to me 10 years ago. Yeah, I >> was like, I just want to help people. I was like, can we help people and get really rich? >> So, what was unexpected in all of this?

>> I just feel like I collapsed time. I [music] don't think this would have happened if I was on my own. Like, outside of this whole process. >> Awesome. >> I've done what I didn't think I could. >> Good job. I'm really I'm proud of myself. >> Great job. [applause] >> Thank you. going back. All right, I see before we dive in, I want to say that you had a lot of stuff that I told you to do, which in some ways was a uh you had a lot biggest one off the top was the associate strategy getting not just one but multiple associates so we could offload a bunch of visits. How did that go?

>> Yeah, so we hired two associates. Both of them are prior specialists which have made the transition process much easier. >> Nice. where we can essentially tell patients, not lying to them, that these people [laughter] yeah on paper these guys are are technically like more qualified than my dad [music] is technically. >> Technically >> and it makes the offboarding process for the patient trusting so much easier. On the contrary, since our sales cycle is so long, we haven't really reaped the benefits of that just yet because then implant takes about a year >> to get done. That's why so the first two visits >> collected cash.

>> We have collected the cash. That's the thing. >> And that was one of the things though. We changed that, didn't we? Yes. Yeah, we did change that. >> Yes. >> So material improvement, I would say. >> Material improvement 2.5 to one to 111 to one. >> Yeah. Nothing sounds like proof. >> Yeah. So good. >> So, and honestly, I think what it was is just a lot of limiting beliefs. >> Of course, that's the game. >> Telling my dad, you know what, we can collect up front. He's like, no one's going to say yes to that. We've always done it this way. I'm like, do I >> You can also just say, we've always done it this way. And when you do the change, >> exactly.

>> That's right. >> And always being, you know, the last week. Google Ads. So, where you at with that one? >> So, Google Ads, we're actually still at 12,000. We haven't had to increase 24,000 yet. We're still at capacity >> sales process. >> So the VSSL >> I think when we spoke you hadn't done that one yet. >> No VSSLs. >> Okay. >> Yeah. No VSSLs. I have videos on the website but just for every single >> service but no VSSL made. >> Just think about it as an insurance policy for the $41,000. That's all this is. Yeah. >> Right. And so would you make a video to guarantee that you collect $41,000?

>> No questions asked. >> Or just cut the doctor's time in half too. Cuz like what happens is you take you know three conversations to two or two conversations to one or an hour turns into 30 um and close rates go up. So it's like your sales efficiency goes up and your close rate go up which then once you do those two things you know what happens next >> across thousands and thousands of businesses like I've never seen it not >> yeah I can't think of a time it hasn't >> you cannot educate a customer more and have [music] them be less likely to buy. Yeah, >> unless you have a terrible product, in which case they find out, then that's not the >> the organic content machine.

>> Organic content. So, I have I rewatched your clip. You were talking of like Shiron was like, "You know what? I'm posting once a day and I'm not scaling." And Alex was like, "Huh, I'm posting 700 times a week." [laughter] So, I was like, "You know what? >> [ __ ] What the [ __ ] [ __ ] >> someone has to run the business. >> We're [ __ ] running [ __ ] God [laughter] damn. I kind of took some inspiration from Alex and I'm posting a 100 times a day across all platforms, two accounts.

>> Hello. >> Yeah. >> What about the before and after stuff? >> So before and after. We're taking before photos. We haven't reached after just yet for a lot of stuff. >> That's good. Yeah. >> Okay. [applause] >> You going back? >> So we have two illuminations this round. We will start with one person who is safe. How about that? And the last round was about revenue growth, right? And so everyone here, you grew a lot and so that's why you're at this stage. The next [music] one, this round is about adherence. And the main reason for that is because you could hypothetically just do a bunch of stuff, random, you know, sell a bunch of discounted stuff to try and drive up revenue to get to this round. But in terms of building the long-term thing, um, one of the things we have really commonly here is that the fastest way to build a $10 million business isn't the fastest way to build a hundred million dollar business. And so it's just as important to build it fast as it is to build it right. And so that's why the adherence phase is so important for us,

especially as we think about working with you guys long term. >> Yeah. And so from a purely adherence perspective, the first person who is safe for this round is Tina. All right. [applause] >> All right. >> Then there were three. Okay. So this one's tough because a lot of you guys did implement [music] portions of it and all of you guys did really well.

And so the first elimination is Caleb. >> Yeah. Awesome. >> Please grab a seat [music] and just know that it has nothing to do with our, you know, voting for you in terms of uh your success long term. I'm very confident that you're going to succeed. >> Is it possible to say something to you that I wanted to say like the first time? >> Um when I first found your content, man, like I was working at a region's bank and I absolutely hated that job. [music] hated where I was at, all of that. When I came across your content, it has dramatically changed my life in so many different ways. And I appreciate you for that. And [music] what I want you all to know is that what you do is super important. It's so [music] important.

Even me getting like the scroll and whatnot, it's like a message in a bottle to the next generation. I got out of a bad relationship I didn't like. I I followed so much of your advice. I was like, "Fuck, man. Let me try Bumble." That's that's where I met my wife. And so it was like God [music] put like a shining light on her. It's like this is your person right here. And so that level of commitment is what I've put into not only my business but how I run everything. >> You're already a phenomenal entrepreneur. >> Thank you. Appreciate it. >> Congrats.

>> Where I'm most surprised too, man, is that like 7 months ago, I was just a roofing salesman. [music] But at the end of the day, whether I won or lost, the aspect of actually competing in this has made me so much more potent as an entrepreneur. Despite the results that came out out there, these next 90 days, I'm gonna I'm gonna go be [ __ ] [music] harder to all my ops. The workshop sucks. Don't come. [laughter] >> You know, the thing is is like we have to do this because it's the nature of the [ __ ] show. >> Don't have to. You don't have to. >> But I hate it. I really want you to know. I genuinely hate it. Um >> I can tell.

>> I do. >> Do you want me to do it? >> It's so bad. I haven't met with each of you individually. [laughter] >> Like I know the stories. bias. All right, >> that being said, >> yeah. All right. Well, >> okay. So, in terms [music] of who is advancing to the next round, that will be Joey. [applause] Thanks, man.

>> And dude, I just want to say like you you've done some really hard [ __ ] with your dad, the practice. A lot of times people come in here like >> it's my parent and we're like [ __ ] yeah it's just like a [ __ ] well this is going to suck and >> really impressive like you had a lot of things to do which is why from a pure like from a numbers perspective of things that you were able to get [music] done you had a slightly no lower number but like one of those items was go get two dental associates [music] which is a pretty monster single bullet >> and so just if I had a honorable mention in terms of [music] like hard like you did a lot and Caleb, you did a shitload, too.

>> Thank you, sir. >> I I also would say that um it's hard enough to break beliefs for yourself, >> but doing that for your parent is even harder. >> Yeah. >> Your your immigrant father. [laughter] >> Yeah, >> I get it. >> We get it. >> I get it. >> We have Actually, you don't have an immigrant father. >> Father's still in India. >> Yeah. Yeah. [laughter] Still there. Yeah. Technically, it's just us. [laughter] >> Uh, but no, hass grants either way. I mean, you still monstrously improved the business.

>> Thank you. >> I did better than I expected. I think um I didn't think I'd have so much progress so soon. And it was like a almost like an explosion of progress. It feels like you know what, nothing's happening. Nothing's happening. And then it's like boom, it happened, which is pretty cool. um sucks obviously not winning but end of the day I mean you can't really [music] complain it's like things are going well. Yeah.

Okay. So we've gone from 8 to 4 to 2. 90 days ago you guys came out here at, you know, one-ish million and a little less than a million. And you've both added almost over a million. you voted almost two to the business in 90 days, which is crazy. But just to remind uh the audience back home and you guys what this is all about, my green men. [laughter] So uh by the end of today, one of you guys will walk out with $100,000 and a golden ticket to work with me and the team for the next year to continue to scale. And so that is what that is what this round is all about. The challenge for this round is different. So the first round was about qualifying just based on growth that makes sense. The next round was about adherence because we want to make sure that you're building the right type of business so that if we're just giving you things going forward it's not just chance. It's like there you guys are actually going to do it right. Um the third is one that I think is the most central skill of being an entrepreneur uh which is sales

because you have to sell investors, you have to sell employees, you have to sell customers, you have to sell in your marketing. The game of entrepreneurship of selling never really ends. And so this one is a straight head-to-head sale. [music] So you guys will both uh pitch us on why we should pick your business specifically. >> Excited. >> Yes. >> All right. So Tina, >> so you are you're going first.

>> Ready? Okay. Well, first outside of you, I'm the hardest worker you're going to meet. And you should pick me [music] because I'm the total package. Not only am I exceptional at delivering [music] client results, like I have just so many freaking testimonials. I am also very experienced in marketing and sales, but also all aspects of the [music] business from being in business for 16 years, working for myself, starting from when my son was a baby, working between the hours of 8 8:00 p.m.

and 2:00 in the morning. So bootstrap from the ground up. And I have a track record before this. I I still have that business [music] uh where I've made over $20 million in a business that I grew from nothing. So, sorry. >> You're good. >> I'm just like, >> what was the 20 million from? What was the business? >> Changing my lives are changed from being [music] here, but sorry. Um, and it's a unique business as well that people don't think is [music] serious, you know, like stickers. I teach people how to coupon and save [music] money online.

>> That was the old business. >> That was the old business. I made $20 million in commissions. So, that is business acumen. You cannot replace. Um, I got this. I went out last night. Okay. >> [laughter] >> I did this this morning. >> You're good. >> But and I would be successful in any business, any business [music] because I have the raw ingredients and the experience. But I'm choosing this business because it is so much more than just a business.

This is literally changing lives. The rate of autism is going up at a gross amount. And you know what happens when you get a diagnosis today? You're handed essentially a life sentence. They tell you there's nothing you can do. And that's what families are handed with now. And so that's why I'm doing this work. Like this is so much more than just like a business that you invest in. And this has like Thank you. [sighs and gasps] What do you think the hardest part of kind of the next few years look like? If you had to be down this path and see the growth, what do you think that what do you think the gap or the challenge looks like? The gap's a challenge I think is removing myself and my sense of control because I want just so bad for people to get results and I [music] just take it personally when people don't or when when you [music] know like people aren't happy for

whatever reason cuz not everyone is a perfect client. So it's really just the it's personal growth for myself of you know my capacity to be able to handle that. >> All right. Thank you Tina. >> Thank you >> sir Joey. Thank you. First of all, I want to say like anybody here is incredibly deserving, but if I have to stand on a mount of hubris for just a moment. Uh, first and foremost, I will I so um I did not go out last night because this is my entire world. Not to cast shade, but I repped this rhythm o like over and over and over again, but I'm going to toss it out. So, I want to give you four different buckets of the reason why I think I'm the I'm the right investment. And the first one is quantitative. [music] you encouraged me to pursue an acquisition channel that I had no experience in pursuing and I immediately put 15 grand in it and made $670,000 as a result of that. So, the proof is there. Qualitative. Um, [music] you mentioned adherence. I did every single thing on that list. Um, that brings me

to my third bucket, which is heart. Um, I I [music] like I pour my heart and soul into this company every single day. Um, I left a six-f figureure career after my mom passed away to take over this company. My dad and I had a conversation at the table. We had someone who wanted to acquire it. And at the time it was doing, you know, 100 grand and 150 grand in revenue. So, like, who's going to acquire, you know, 100? So, it was like a it was almost like an insult offer to be like, you know, we hear about this thing, like we want to take it off your plate. And I was like, no, like I'm going to dive all into this. Like, this is this is mom's company. like I'm going all in and I'm going to figure it out.

And so like 13 years later through CO and weathering that storm, [music] I pivoted our entire company from an event planning company to a virtual production studio overnight when CO happened because we couldn't do live events, but people still [music] needed community. People still fundamentally need community. The fourth bucket is legacy. In the same way that my mom passed the baton to me, I want to be able to pass the baton to my little girl, Sage, and her, you know, little [music] brother. Win or lose, I feel like I've already won and um I just I appreciate you guys.

Thank you. >> Praas, >> that's Spanish for questions. >> Oh, thank you. >> Gotcha. [laughter] >> You mentioned um wanting to kind of buy your time back again soon, which is probably the only concern that I have because you always want to buy your time back to do something that has higher leverage in the business. And I say this as somebody knowing that I'm going to go into a season where I'm not going to have as much time and I'm not going to be winning like I was once before. And I'm okay with that. My first thought goes like, "How many hours a day do you guys work? What is too much? What is the right split? Like what does that look like?"

>> Yeah, that's fair. I appreciate that. >> Yeah. We've made a couple investments where people have said like, "Hey, you know, we have to have and it's unfortunately like those investments just kind of pitterpatter." >> Yeah. So buying my time back for me is not about it's not about like sidest stepping the business. It's more about like hey can we have someone go do groceries for us so we don't have to do that so we could focus on higher leverage activities. That's what I meant when I say buying my time back is more of like what can we eliminate from our daily tasks that we're doing that cost us 2 hours a day and pay someone to do it so that we can focus on higher leverage things. So I think you know I think about buying my time back on the personal side so that I can focus on the things that are really filling my cup on the professional side as well.

>> 100%. Thanks for explaining. >> How big do you want this to be in 12 months? >> 10 million sounds like a great number but the goal for me has been I want to get the company to a million in IBIDA and I genuinely like that was a six year five to six year goal for me. I think I could do that now in 12 months. um a million IBIDA in 12 months would be a wonderful goal and then from there it's like let's figure out what's next. >> We're going to talk amongst ourselves uh for a few minutes and then uh and then we'll do we'll do the final round.

[music] Okay. So before we tell you the verdicts, each of us want to give you kind of pros and cons on how we were thinking through the decision. Um and then after each of us gives our pro and con uh for each of you, we will then uh cast our vote. [music] I think both of you have something really special. You have this big why in your families as to why you wanted to do this thing. And Tina, you figured out how to actually do the hardest thing ever to convert a passion to a business. Uh Joey, as I sit here as a we're making an investment in your business, the one thing that I think hard [music] long and hard about is the business itself. Where is the business opportunity and where is the scalability of that opportunity? And that's a um that's a con for me. And so if I combine those those two things, uh my vote for

this round is going to be Tina. I think you're both really enthusiastic and industrious. Um, which I think are two things that are really vital to being a great entrepreneur. So, kudos to both of you because that's two of the biggest pieces. So, I think that's really important. Joey, I think you're very steady and calculated, which I appreciate. I think that that's needed, especially as a company gets bigger and you want to scale and um to prepare like you did. It's clear that there's a lot of intention. I think that says a lot cuz I always say watch what they do, not what they say. Um, and so I'm watching for what you guys are doing rather than what you're saying to me. So that stood out. In terms of con, um, I think the business opportunity itself, um, is, dare I say, mid compared to some other opportunities that we've invested in. So I think that in order to maximize on an opportunity like that and make the investment worthwhile, it's going to be violent execution. Um, Tina, I think you

are incredibly coachable and I really respect that. Um, but to be honest, the con was hearing you went out last night and did all this this morning. I can't think of a time I would have done that with an opportunity this important. So, that was jarring to me. So, that was a con. So, because of that, my pick for this round is Joey. >> All right. All right. So then I'm I'm the the deciding vote. Pluses. Um Tina, one of the things that we talked about 90 days ago um was that I wanted to make sure that you were technically proficient and that you could pull off a lot of these things. And I think the history that you have with the affiliate marketing um has carried over into this uh business. [music] And so the fact that you are technically proficient, created a lot of tools very quickly. Um the business is already online. So we don't have to worry about kind of physical locations. Um I think you have dramatically improved your client delivery ratio so that we could really

scale this. Um and so for me the technical proficiency and combined with the scalability of the model I see as a major pro. Um from the cons perspective um I'll say less about the you know the fact that you went out last night or whatever. I would say that the judgment of telling us was the bigger mistake. The other part that I would say is a con is that I think that the pitch could have been significantly more structured um than [music] it was. Um I think you kind of were trying to find your way as you were as you were going through it.

Um and this is definitely the time where you want to you want to nail it. Joey um pros LTV to CAC really really strong. I mean probably some of the strongest that we have in the room. Um, I also really like the fact that the business is reoccurring in nature. So, the fact that we already have four million books for next year and we can [music] consistently demonstrate like year over year we'll be able to continue to stack this business. Um, which I see as a really really big uh pro also kind of weathering the co storm [music] uh specifically for your business.

Obviously, we're in the gym industry and so I would say I have a special appreciation for people who who didn't jump ship during those periods of time and you stuck through it. And so, like if you stuck with the business when you weren't [music] legally allowed to do the business, which I see as a pretty good limit test of how committed you are, um I see that as a as a major pro. Cons, um the business, it doesn't cash flow as much as I would like. Um it is lower margin that I would prefer uh from the styles of business that I like to invest in. So, one of the things I found interesting that both of you missed in your pitches was that neither of you talked about what I might want as an investor. And so, whenever I'm selling anything, I always have to start with [music] what is you reverse engineer from the prospect. And so, an investor is going to want something that's going to be fast growing, highly profitable, defensible. And I didn't hear anything [music] about that. Um, and so I think that was probably the biggest miss that both of you guys had in your pitches to us. And so my vote goes to real quick before I

reveal the winner. The average increase in revenue of all these contestants was 2.4x in 90 days. So two almost two and a half times. And in absolute terms, they added over a million dollars in revenue and over $500,000 in profit in 90 days. And a large reason they were able to do that is because they had a very clear plan based on where they were at right now. And so I would like to give you one of my most prized possessions as a gift, which is the scaling road map. These guys followed the same plans which I highlighted in each of their individual episodes, showing exactly where they're at and what they needed to do. And I'd like to give it to you absolutely free.

So click the link, you can grab it, and maybe in the next 90 days you can do the same thing, too. Of course, not a promise. Your results will vary, obviously. Back to the show. So, my vote goes to [applause] Do you remember you said 90 days ago I get to kiss you? Oh, don't uh [laughter] do not do that. >> And so with this Joey, congratulations.

You have the $100,000 investment and we'll be working together for the next year on scaling your business. And uh you are the winner. Congrats, MAN. [laughter] >> I almost didn't apply for the show and now I've won the show. [music] And so like I would tell you like bet on yourself. Spend the money to come out here and learn from a team that is in like you get such depth of experience when you're here in this community of people. Come out here and learn from other entrepreneurs. >> I think the the larger message that I would love for the entrepreneurs who are watching this, what you guys all showed in 90 days is that [music] you can have absolutely violent commitment to a plan and achieve years worth of results in 90 days. And so [music] it doesn't matter how bad your current situation is, you can change your stars [music] in a very short period of time. And so thank you guys for watching and uh you can hit below if you want to join the next round and we'll see you on the next scale or fail.