Aly Samaha | The Follow-Up King

Check the ones that are true this week

Your cost per booked call went up again this quarter and nothing about your funnel changed. Same conversation, higher price.

Show rate slipped under seventy and nobody can tell you exactly which week it started.

Two closers carry the number. The rest sit near half quota, and you know which is which by Wednesday.

There are leads in GHL from March with two attempts on them. Not because anyone is lazy. Because the phone rang with something newer, and it rings every day. The ones that do close usually answer somewhere around the sixth attempt, and almost nobody on a live floor gets to the sixth.

A proposal went out three weeks ago, got a yes on the call, and never got billed.

Someone bought from you last year, loved it, told people, and has not been offered a second thing since.

You bought a tool that was supposed to handle all this. It sent something that did not sound like you, so you turned it off.

And when you talk about next month, you still say hopefully.

None of that is a people problem. It is a queue, and a queue can be counted. Three numbers are enough for me to tell you which one of those is costing you the most, inside a day.

Spending more every quarter to stand still

The reflex, when the number is short, is to go back to the top of the funnel and buy more awareness. It is the lever everyone knows how to pull, and it is the one that got more expensive.

Meanwhile the expensive part has already happened. The lead was paid for. The call was booked. The proposal went out. Somebody said yes and never got billed. Somebody bought once and nobody ever sold to them again. You have already paid for all of it. It moves at whatever speed is left over after today's calls.

Nothing in there is lost. It's queued behind today's calls.

And a queue is a resourcing problem, not a character problem. Nobody on your floor is doing anything wrong. They're pointed at the next lead, which is exactly what you hired them to do.

It is bigger than you think, and nobody owns it

Ask an owner how many people took two calls this year and never said yes or no, and watch what happens to their face. Not because the number is bad. Because nobody can produce it. There is a dashboard for joins, for bookings, for cost per lead. There is no line on a P and L called money we did not go back for.

Enquired

They filled something in, asked a question, or applied, and never got a straight answer either way.

Took a call

They showed up, had a real conversation, and did not sign that day.

Got a proposal

You priced it. Sometimes they said yes on the call and nobody ever billed them.

Went quiet

No refusal, no decision. The thread just stopped, and the next lead came in.

Most owners guess forty people. It is usually four hundred, and you already paid to create every one of them.

Twenty closers, one system, their best number on that list

An eight figure company brought me in to train their entire closing floor, with the CEO in the room. Then I pointed the system at the conversations nobody had time to work. Four thousand of them, sitting in the CRM behind that day's calls.

Their floor had been getting about five percent out of that list. The system came back at forty percent, the highest that company had ever recorded on it.

Sixteen hundred people answered. Twenty closers can work a fraction of that in a day, so they worked what they could reach: 160 booked calls, 50 closes, average deal around twenty thousand, about a million dollars in cash. The rest of those replies are still sitting there, which is the whole point.

They closed just under a third of the calls, higher than they close cold traffic, because these were people who had already talked to them once.

No new leads. No new ad spend. One list, worked once, on a floor that was already good at selling.

The company is not named here, on purpose. The result is theirs as much as mine.

Message from the chief executive after the closing floor ran the system

The chief executive, in their own internal channel, during the run.

What it looks like on somebody else's floor

The same discipline, run by closers inside offers that were already selling. Screenshots as they came in, then the men on camera.

Rafay

Conversion stage. $30K in one week from conversations already in the pipeline, 10 of the 11. Another $17K over the three weeks after.

Josh

Conversion stage. $8,339 inside 72 hours, 4 of 5 calls closed, roughly $20K in the stretch that followed.

In their own words, unscripted

▶

Rafay

On the $30K week, and the $17K after it

▶

Josh

On the $8,339 inside 72 hours

Step one costs nothing. Three numbers, your own figures, and a straight answer inside a day on what that list is worth.

Count my lapsed list

The record, in numbers

$50K to $800K

Monthly revenue as COO of Scaling Group, Beverly Hills, at margins above 70%.

3 to 300+

High ticket clients in under eleven months, average client investment above $30,000.

$2.37M

Collected personally over two and a half years.

5% to 40%

Reply rate on four thousand conversations already sitting in one company's CRM. Their record on that list.

About $1M

Cash from those replies, worked by twenty of their closers. No new leads, no new ad spend.

Highest

Cash collected per scheduled call on every floor I have worked. Revenue divided by opportunity, which is the only number that measures what comes out of a pipeline you were handed.

Every number on this page is mine or was recorded on a floor I ran. Nothing here is an average, an industry benchmark or a projection. I carried a bag on the floors I later ran, which is why I am willing to be this specific about them.

What I actually am

Most people you can hire will tell you the money is there. I go and collect it, and the bulk of what I earn is a share of what lands.

What usually gets hired

A consultant who diagnoses and leaves you a deck. An agency that sends more traffic at the same problem. A closer you rent by the hour who only works the calls you hand him today.

What I do instead

I have owned operations, follow-up, fulfillment and sales in the same building at the same time. I find the money, then I stay and help you collect it.

The reason I can read a stalled conversation is that I have stood at three different heights in the same business.

On the phone. I was the closer with the highest cash collected per scheduled call on every floor I have worked. That never came from being the best talker in the room. It came from working the conversations everybody else had already moved past.

Over a floor. I trained twenty closers with the CEO sitting in the room, then pointed the system at four thousand conversations already sitting in their CRM. It came back with that company's record on the list and about a million dollars in cash, with no new leads and no new ad spend.

Over a company. Two years as COO of Scaling Group in Beverly Hills, from fifty thousand a month to more than eight hundred thousand, at margins above seventy percent. Acquisition, sales and fulfillment in the same building at the same time, which is why I can tell a sales problem from a handoff problem, and why I know a bottleneck in delivery costs you referrals you will never see leave.

That growth did not come from more leads. It came from closing and keeping the people who were already there.

Aly Samaha on the front cover of Ultimate Achievers Magazine, issue 100

Seen and heard

Ultimate Achievers Magazine, front cover and feature, issue 100. ultimateachieversmagazine.com
Success Profiles Radio, a top 100 business podcast.

How it works

Three steps, in order, and you can stop after any one of them.

Free

Your lapsed list, counted

Three numbers from you, no call. Inside a day I write back with a figure for that list in your own figures, and the first message I would send to reopen them. If it is too small, too cold or too cheap to be worth working, I say so in the same email and we are done.

20% of what lands

The First Twenty

You send the export. Inside 48 hours I write to the twenty warmest by hand, in your voice. Whatever comes back is yours. I take 20 percent of cash collected on those twenty, nothing else. If nothing lands you owe nothing and keep the twenty messages.

Start with the twenty you care about least if you would rather. Nothing goes out that you have not read, and nothing sends until you say yes.

$2,500 setup, then 20%

The 30-Day Recovery

The whole list, worked by me for thirty days. You approve every word and it sends from your inbox. Every call that comes back, I take, and I close it. If the first thirty days do not collect at least three times the setup, I keep working the list free until they do. If a client refunds, I return my share.

First replies inside 72 hours. First booked call inside 7 days. First cash inside 14 days. Built for 300 or more stalled conversations, a ticket of $10,000 and up or $2,500 a month on a six month minimum, and somebody on your side who can take a booked call.

Step one costs nothing. Three numbers, and a straight answer inside a day on whether there is money worth going after.

Count my lapsed list

Why this is not the tool you turned off

You have probably already bought software that promised to work your old conversations. It sent something that did not sound like you, so you turned it off. That instinct was correct.

I read every message before it goes

Not a template with a first name dropped in. I read the actual thread, work out what happened, and write the next message for that person. At my volume that is possible. At agency volume it is not, which is why nobody else does it.

It sends from your closer, in your closer's voice

Nothing goes out under my name or from a tool. The person who had the conversation sends the message, so the buyer sees the same human they were already talking to.

It gets collected, not just counted

A consultant hands you a deck and leaves. I write the messages, take the calls that come back, and close them. You are not buying a document, you are buying the money that arrives.

This is the difference between a report about your revenue and someone collecting it.

Who this is for

A good fit

High ticket offers, roughly $10,000 and above, or $2,500 a month on a six month minimum
Revenue already happening, not a pre launch idea
A list, a pipeline or a customer base with history in it
An owner who can approve a change without taking it to a committee
Coaching, consulting, education, agency, professional services, done for you

Not a fit

Pre revenue, or no data to look at yet
Low ticket volume businesses where the real fix is media buying
Owners who want a report and will not act on it
Anyone looking for a closer to rent by the hour

Want to know what that looks like in your business? Three numbers, free, no call. Inside a day you have a figure for what that list is worth and the first message I would send to reopen them.

Count my lapsed list

The questions everyone asks

What does it cost?

The count is free and the First Twenty costs nothing up front: 20 percent of cash collected on those twenty, and if nothing lands you owe nothing and keep the messages. The 30-Day Recovery is a $2,500 setup, then 20 percent of cash collected, with a guarantee: if the first thirty days do not collect three times the setup, I keep working free until they do. If a client refunds or charges back I return my share.

What do I actually walk away with from the free count?

A number, and a message. What that list is plausibly worth at your ticket, whether it is worth working at all, and the first message I would send to reopen them. It is an estimate off three figures and I say so in the email, and it is still more than most owners have ever had put on this. You keep it whether or not you ever pay me anything.

What if you look and there is nothing there?

Then I tell you in the email, before you have spent anything. That happens, and it is a useful answer. Usually it means your problem is genuinely upstream and you need traffic, not recovery, in which case I will say so and point you at the right kind of help.

How much of my time does this take?

Three numbers to start. After that, exporting the list, then reading the messages I write and approving them. About an hour a week for the thirty days, and none of it is meetings.

Is this just follow up?

Close, but the word undersells it. Following up is sending a reminder. I read what actually happened in each conversation, write the one message that answers the specific thing that person was worried about, and then take the call and close it. Most people never get past the reminder.

Will you sell to my list or talk to my clients?

Every message sends from your inbox, in your closer's voice, and you approve every word before it goes. The calls that come back, I take myself. Nothing goes out under my name and nothing goes out that you have not read.

Who actually does the work?

I do. There is no team behind me and no junior analyst writing your messages. That is why I work three of these at a time. I write every message by hand and I take every call myself, so three is the honest number.

Find out what your lapsed list is worth.

Three numbers. I count the people who enquired in the last twelve months and never bought, put a figure on them in your own numbers, and write the first message I would send to reopen them. Inside a day, by email.

If there is nothing there, that is a useful answer and it costs you nothing.

That list gets one month colder every month nobody goes back for it.

I work three of these at a time, because I write every message by hand.

Count my lapsed list