The "Harvard Strategy" for Scaling Your Business to $100k/mo+ Without a Sales Team

Here's the thing - there's a lot of conventional wisdom out there about how to scale your coaching, consulting, service, or high-ticket business to $100k months. Most of it involves hiring salespeople right away and handing over your best leads to them.

But what if I told you there was a different, more counterintuitive approach? One that I personally used to hit my first $100k month (almost 6 years ago) and have since helped countless clients implement successfully.

As a Reminder, Our Goal with this Newsletter is to Give You the Highest Level of Value Possible. That’s my Promise to you & I intend to Over-Deliver!

Here’s a Sneak Peek at What’s Inside This Email:

• The exact strategy I used to hit my first 100k month (with real numbers)
• Why giving your best leads to new salespeople can actually hurt your growth
• A counterintuitive approach to scaling that minimizes risk
• The "Harvard Strategy" for maximizing enrollment rates

Alright, let’s Dive In…

The 100k Month Blueprint: A Different Approach

Let me take you back to March 30th, 2019. AdOutreach was doing between $60-80k months, and I was determined to cross that elusive $100k threshold. But there was a problem...

Like many coaching business owners, I was wearing multiple hats - CEO, fulfillment, sales - you name it. The conventional wisdom said I needed to hire salespeople to scale. But I'd seen too many businesses actually go backward trying this approach.

Instead, I developed what I call the "Harvard Strategy" - and it changed everything.

I remember mapping this out on a whiteboard back in early 2019

The Harvard Strategy Explained

Here's what Harvard University does: They aggressively market to get as many applications as possible, but then they accept only the top 5-10% of applicants. It's counterintuitive, but it works brilliantly.

I decided to apply this same principle to scaling AdOutreach. Here's how the numbers broke down:

The Original Model:

• $15k monthly ad spend
• 150 leads → 100 applications
• 40% cancellation rate = 60 calls
• 20% close rate = 12 clients
• Required: 60 sales calls per month

The problem? I couldn't handle 60 quality sales calls while running the business. But instead of immediately hiring salespeople, I made a counterintuitive shift.

The Harvard Strategy Numbers:

• Same $15k monthly ad spend
• Same 150 leads → 100 applications
• Increased to 65% cancellation rate = 35 calls
• Increased to 34% close rate = 12 clients
• Required: Only 35 sales calls per month

The result? We hit $114k revenue the very next month (May 2019).

Personally taking fewer, higher qualified calls, ended up helping me achieve my first 100k Month (without even needing to hire a sales team!)

Why This Strategy Works Better Than Hiring Right Away

Here's why this approach is actually less risky than immediately hiring salespeople:

1. You maintain control of the highest-quality opportunities
2. You ensure maximum conversion on your best leads
3. You create space to properly train new salespeople
4. You protect your revenue while building your team
5. You establish a clear performance-based pathway for sales team growth

The Right Way to Build Your Sales Team

Once you've stabilized at your revenue goal using the Harvard Strategy, here's how to properly build your sales team:

1. Take the top 1/3 of leads yourself
2. Give the middle 1/3 to your sales team
3. Cancel or downsell the bottom 1/3
4. Let your sales team earn their way up to better leads through performance

This creates a merit-based system where salespeople have to prove themselves before handling your most valuable opportunities - just like in any other professional sales organization.

The beauty of this approach is that it's both more manageable and more profitable than trying to handle 60+ calls or immediately delegating to a new sales team.

Want Help Implementing This Strategy?

The first step to implementing the Harvard Strategy is having enough quality leads to be selective. That's exactly what we help our clients achieve with our YouTube Ads strategies.

If you'd like help building a consistent flow of high-quality leads for your coaching or consulting business, book a YouTube Ads Strategy Call with our team.

We'll map out a custom plan to help you generate the lead flow you need to implement this strategy in your business.

The Full Video Guide to Implement This Strategy:

Watch the Full Training on YouTube! (Click Here)

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