I spent $30K to learn this sales hack

I was reflecting back on when I first started my business and I realized something…

One of my biggest mistakes early on. To put it in meme format —

This. Exactly this. 👇️ 

It’s so easy to get stuck in this cycle of inconsistent revenue and noncommittal clients, and it leads you down a dark road:

You start to give away work for free…

Second guess everything you’re doing…

Become desperate on sales calls and undersell your services…

And even give up.

But here's the thing: We don’t have to stay trapped in this cycle. There’s a way out, a strategy to build a business that doesn’t make you want to throw your laptop into a fire.

Some advice from someone who's broken out of it:

Build something that’s antifragile.

Today in 5 minutes or less:

✔️ The Antifragile Business Model

✔️ This is why you started a SaaS biz

✔️ The sales hack that cost me $30K

THE ANTIFRAGILE BUSINESS MODEL

Let's build businesses that don’t just survive the chaos but thrive on it.

• Some ancient wisdom: a single arrow is easily broken, but a bundle? Unbreakable.

• That's your business model right there: scalable, resilient, antifragile.

Antifragility is all about gaining strength from chaos, not just surviving it.

It’s about having such a wide base of clients and a scalable offering that the loss of one single customer is like losing one branch from a big, leafy tree — Noticeable, but not devastating.

Scalability is the backbone of this concept:

• Design your SaaS agency in a way that can handle growth without crumbling under pressure.

• When your business model is scalable, you can add more clients without significantly increasing your workload or expenses.

This creates a buffer, making each individual client's impact on your overall business relatively small yet collectively powerful. 🧑‍🤝‍🧑 💪 

Imagine having a SaaS product or service that appeals to hundreds or even thousands of clients…

Now, if one client leaves and demands a refund, it's not a catastrophe. It’s just a drop in the ocean. 💧 

This mindset shift turns every challenge into a stepping stone:

• Each client loss? A lesson.

• Every market shift? An opportunity to adapt and evolve.

So, as a SaaS agency owner, aim to be that bundle of arrows:

• Scalable.

• Resilient.

• Antifragile.

Your goal? Build a SaaS that thrives on change and grows stronger with each test. That’s the real power of antifragility in action.

THIS IS WHY YOU STARTED A SAAS BIZ

The SaaS model is made to be antifragile. You just have to do it right.

The beauty of SaaS lies in its scalability — Growing smartly and sustainably.

When done right, the occasional unsubscribe or client refund is no biggie. Why? Because your business isn’t reliant on just a few clients but is supported by many.

You might be asking, “OK Matt, that’s cool and all… but how the heck do I get more clients and actually scale???”

Start here:

1. Ensure that your fulfillment process is simple and repeatable.

2. Steal this sales hack that I spent $30K to learn. 👇️ 

THE SALES HACK THAT COST ME $30K

Here's the backstory:

You know how people say that you should lean into your strengths as opposed to fixing your weaknesses?

I’m a firm believer of this… why waste time and energy on something that will slow you down when you could accelerate what you’re already good at?

I enjoy sales and consider it a strength of mine, and the same goes for our company – we’ve brought on an amazing sales team. So, because of this whole “lean into your strengths” theory, we spent $30K on a sales consulting course offered by the great grandfather of all the other sales gurus I’ve learned from…

… and we learned something golden. Here it is:

You don’t have to wait for someone to become a customer to ask for a referral.

That’s right, at the end of every sales call, even if the prospect doesn’t buy from you, say:

• “Hey, we’re trying to help as many people as possible, is there anyone else that comes to mind that we should be talking to?”

It’s really that simple.

What the consultant found, and I can now affirm, is that 40% of people will actually give you a name when you ask for a referral at the end of a call.

Think about this…

…that means that every lead is now actually 1.4 leads.

And you’ve just turned a stranger ⏩️ an instant promoter. 

With all those new referrals, your bundle of arrows is becoming more and more unbreakable.

Seriously, this is low-hanging fruit!

Add the referral question to the end of all of your sales calls, and thank me later.

Remember, setbacks are merely the building blocks of a resilient business.

Keep growing, scaling, and building an antifragile SaaS.

To profiting more and working less. 💸 

-Matt

News you want to read...

🎓 The worst-paying college majors five years after graduation.

🤖 OpenAI signed contracts with French newspapers to use news content to train ChatGPT and provide users with real-time updates.

💸 Money doesn't buy happiness, but being smart about money will lead to a happier life. Here are 5 money secrets from the happiest retirees.

👑GOLDEN NUGGET OF THE WEEK 👑

If you want to scale your SaaS and build something antifragile, you need social proof.

So, I’m setting you up for success…

I’m giving you our best-performing Feedback Funnel for free.

READY TO JOIN THE HL PRO TOOLS FAM?

Ready to kick your agency into high gear? HL Pro Tools has got your back with two awesome options to join our community and start making moves:

🌟 Get branded support for your HighLevel agency @ hlprotools.com. We give you all the tools you need to kick SaaS, complete with personalized branding that will make you feel like a boss.

🌟 Join our Facebook group and connect with other CEOs who are revolutionizing the game by sharing insider tips and tricks that will make you feel like a true industry leader in no time!

HAVE A TOPIC YOU’D LIKE ME TO COVER?

Sweet! I’m all ears.

Here’s your VIP pass to shape the future editions of Margin Makers 👇

Submit your ideas here.

DID A FRIEND FORWARD YOU THIS NEWSLETTER?

First, give them a BIG thank you!

Then, subscribe here to get your free weekly dose of entrepreneur life hacks.