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

Round One: Qualification and Growth [00:00:00]

• Eight entrepreneurs compete for a $100,000 golden ticket and a year of guidance from a team managing a $250 million portfolio.
• The competition's goal is to identify a business to scale, with four eliminations based on growth.
• Judges include Shrantz Vazer and Layla, the founder's wife and business partner.

  "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 dollars from nothing. Some will fail."

Tina Su: Coaching for Autism, ADHD, and Speech Delay [00:01:16]

• Tina Su coaches parents of children with autism, ADHD, and speech delay.
• Her trailing 12-month revenue was $1.1 million.
• Previous constraints identified were Tina herself as the bottleneck, needing a team system for repeat questions, fixing pricing for one-on-one time, and shortening pitches to 45-minute webinars.
• She implemented all recommendations, conducting 13 webinars, selling 232 enrollment spots (a 3x increase), and growing her 12-month run rate from $918,000 to $1.84 million in 90 days.

  "I executed everything. And I ended up doing 13 weekly webinars. I sold 232 enrollment spots compared to 75 before. So more than 3x."

Ziad Ossi, MD: Concierge Medicine Practice [00:02:59]

• Ziad Ossi, MD, runs Precision Health Concierge Medicine, a preventative medicine practice.
• His trailing 12-month revenue is $3.2 million.
• The constraint identified was marketing, with levers including turning visits into referrals, offering value instead of discounts, and targeting affluent customers at local events.
• He adapted the strategy due to seasonality, leveraging patient relationships at country clubs, resulting in low customer acquisition cost (CAC).
• His run rate grew from an estimated $4 million to $4.5 million in 90 days.

  "We're actually seeing the delivery channel of the events that was recommended work, especially with almost no CAC."

Min Denkinson: Sticker Crafting Business [00:04:14]

• Min Denkinson teaches crafters how to make stickers.
• Her revenue for the last 12 months was between $850,000 and $900,000 USD.
• The constraint was not enough customers, addressed by increasing ad spend and replacing cheap products with a higher-priced annual offer.
• She implemented all recommendations and projects her revenue to reach $1.76 million in the next 12 months, enabling her to pay off her home loan and buy her mother's house.

  "Before my revenue was around the $800,000, $850,000, $900,000, depending on the Australian conversion. And then projected now for the next 12 months is more like $1.76 million."

Nas: Flix.moving Logistics Company [00:05:35]

• Nas runs Flix.moving, a company that moves people.
• In the last 12 months, the company generated $400,000 in revenue.
• The constraint was not enough leads and customers, with levers including stopping hourly price competition and offering a VIP tier.
• Nas implemented flat rates and closed a $15,000 move.
• Revenue grew from $360,000 to $1.03 million on track.

  "So, we were at $360,000 back then. We're currently on track to do $1.03 million."

Paul Fontanelli: Boulder Adventure Park [00:06:52]

• Paul Fontanelli owns Boulder Adventure Park, with a trailing 12-month revenue of $4.8 million.
• The constraint was cash flow, with the business running at half capacity and bleeding money.
• He implemented a "Grand Slam offer" strategy, using a summer camp giveaway to generate leads and cash quickly.
• The giveaway generated over 3,700 leads, but the team struggled with conversion volume.
• His run rate was $4.4 million, now $4 million, due to a lull during the implementation phase.

  "We got over 3,700 leads in the giveaway, which was phenomenal. We struggled, to be very candid with you, down the conversion pipeline of that."

First Elimination: Paul Fontanelli [00:08:50]

• Paul Fontanelli is eliminated as he showed the least growth in this round.
• He expressed pride in the non-quantitative growth and getting business metrics clean.

  "So, Paul, as of right now, you grew the least. And so, unfortunately, you'll be eliminated at this round."

Caleb: Keys Roofing Company [00:09:16]

• Caleb owns Keys Roofing Company, with $250,000 in trailing 12-month revenue.
• He started the business six weeks before the initial meeting.
• The opportunity was to focus on roof repairs, which competitors often avoided, while raising prices and volume, and using a mini-close script to build trust and increase close rates.
• He implemented the strategies, systemizing door-knocking and using the mini-close script effectively.
• Revenue grew from $370,000 to $2 million.

  "It was $370,000 before, and now it's $2 million. And now it's $2 million? Yes. Yeah, that's a large difference."

Ziad Ossi, MD: Second Elimination [00:11:12]

• Dr. Ziad Ossi is eliminated due to having the lowest growth among the four contestants in this round.
• He found value in the experience, focusing on finding like-minded physicians.

  "Dr. Z, you are the, right now, the current lowest growth of the four on the panel."

Hassi Nazir: Smile Magic Holistic Dentistry [00:11:35]

• Hassi Nazir owns Smile Magic Holistic Dentistry, with $2.2 million in trailing 12-month revenue.
• The constraint was that her father, the only dentist for three locations, capped the business.
• Levers included hiring more dentists to free up her father to teach, and aggressively raising prices.
• They implemented price increases, leading to a $70,000 case closing.
• Revenue grew from $1.73 million to over $4 million in 90 days.

  "In the past 90 days, we have grown more than he has in the past 30 years."

Nas: Third Elimination [00:13:14]

• Nas is eliminated as his revenue grew the least among the four remaining contestants.
• He expressed gratitude and clarity on his future path.

  "Nas, right now, your revenue grew the least of the four people that we have right now. So, you've been eliminated this round, but you're still in everyone's hearts."

Joey Goon: Utopia Experience Event Planning [00:13:46]

• Joey Goon runs Utopia Experience, an event planning company with $1.3 million in trailing 12-month revenue.
• Problems included prices being made up on the spot, thin margins, and a sales team converting worse than Joey.
• Levers included building a pricing formula, having sales reps book meetings instead of closing, and targeting B2B events for customer acquisition.
• He implemented these strategies, investing $15,000 in a sponsorship that resulted in $670,000 of closed business.
• Revenue is on track to reach $4.1 million, with an additional $2 million in the pipeline.

  "That sponsorship was a $15,000 investment. The result of that was $670,000 of closed business."

Mim: Fourth Elimination [00:15:42]

• Mim is eliminated despite significant annualized revenue growth of almost $800,000, due to it being the least among the remaining contestants.
• She expressed gratitude for the opportunity and the drive it provided.

  "And now it's time for our last elimination of round one. And so, unfortunately, Mim, even though you had a monster, you know, almost $800,000 in annualized revenue growth, it's the least, which is insane to even say, of the four remaining contestants."

Round Two: Adherence to Roadmap [00:17:31]

• The second round focuses on adherence to the strategic roadmap, ensuring businesses are built correctly for long-term success.
• Two eliminations will occur based on how well contestants implemented the advice.

Joey Goon: Roadmap Implementation [00:18:18]

• Joey implemented all five core focus areas: changing the offer (building a cost basis quote generator, price lock guarantee, prepay, multi-event discounts), changing the sales motion (restructuring the team to set appointments), B2B events as an acquisition channel, and content for recruiting salespeople.
• His average contract price increased from $44,000 to $200,000.
• Close rate increased from 44% to 48% after a 5x price increase.
• B2B events are becoming a profitable acquisition channel, and he is building an application page for organic content.

  "We did it. We built the price module within the first 30 days. 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."

Caleb: Roadmap Implementation [00:21:17]

• Caleb focused on six core areas: offer (making repairs the main engine, raising repair ticket price, hiring a technician), door-to-door army (recruiting experienced salespeople), and membership (pitching it for full replacements).
• Hiring a repair technician unlocked his ability to sell more and complete jobs faster.
• He is in progress with the VSL and recruiting salespeople.
• The hardest part was giving up control and stepping into a coaching role.

  "Giving 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."

Tina Su: Roadmap Implementation [00:23:34]

• Tina restructured pricing and billing, changing a $150 TO to a $2,500 six-month program and adjusting upsell timing.
• She built an AI dashboard to move the team off Telegram and created nine other business tools.
• She is publishing 60 pieces of new content, slightly below target.
• The biggest piece was shifting her mindset, realizing that making more money leads to greater impact.

  "So it's at $2,500. It used to be 12 months. I've changed it to six months. So, and I've also changed the upsell for the next level in the middle of the three months versus at the end of the 12 months."

Hassi Nazir: Roadmap Implementation [00:25:30]

• Hassi hired two associates, prior specialists, to offload visits from his father and improve patient trust.
• While the sales cycle is long, they collected cash upfront for cases.
• He is still at $12,000 on Google Ads, remaining at capacity, and has not yet implemented a VSL.
• He is posting 100 times a day across platforms, inspired by Alex's content strategy.

  "So we hired two associates. Both of them are prior specialists, which have made the transition process much easier."

Second Round Eliminations [00:27:33]

• Tina is safe based on adherence.
• Caleb is eliminated, despite his significant progress and impact on the judges.
• Joey and Hassi advance to the final round.

  "From a purely adherence perspective, the first person who is safe for this round is Tina."

Final Round: Sales Pitch [00:29:15]

• The final round is a head-to-head sales pitch focusing on the central entrepreneurial skill of sales.
• The winner receives $100,000 and a year of mentorship.

Tina Su's Pitch [00:29:52]

• Tina emphasizes her work ethic, client results, marketing and sales experience, and business acumen from a previous $20 million commission business.
• She highlights the life-changing impact of her current business, coaching families with children diagnosed with autism, ADHD, and speech delays.
• Her biggest challenge is removing herself and her sense of control to handle personal growth.

  "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."

Joey Goon's Pitch [00:31:29]

• Joey presents four buckets: quantitative (15k investment yielding 670k), qualitative (adherence to all advice), heart (leaving a six-figure career after his mom's death to take over the company, pivoting to virtual production during COVID), and legacy (passing the business to his children).
• He emphasizes his commitment and resilience, having weathered COVID by pivoting the business.

  "I left a six-figure 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."

Judges' Deliberation and Decision [00:33:37]

• Judges discuss pros and cons for Tina and Joey.
• Pros for Tina include technical proficiency and scalability of her online business.
• Cons for Tina include her judgment in mentioning going out the night before and a less structured pitch.
• Pros for Joey include strong LTV to CAC ratio, recurring revenue, and weathering the COVID storm.
• Cons for Joey include lower margins and cash flow compared to preferred investment types, and missing the investor's perspective in his pitch.
• The deciding vote goes to Joey Goon.

  "And so if I combine those those two things, my vote for this round is going to be Tina."

Winner Announcement and Conclusion [00:36:25]

• Joey Goon is announced as the winner, receiving the $100,000 investment and a year of mentorship.
• The average revenue increase for contestants was 2.4x in 90 days, adding over $1 million in revenue and $500,000 in profit.
• The scaling roadmap is offered as a free resource.

  "Joey, congratulations. You have the $100,000 investment and we'll be working together for the next year on scaling your business. And you are the winner."