Leon Perkins

We did $120K in 30 days from September 29th to October 29th… While having the worst show rate we’ve had in as long as I can remember… And having about the half the close rate as when we had our last $112K -month. We booked about 200 calls between setting calls and closing calls. We generated 1,113 engaged leads in the DMs. From Wednesday to Friday last week, our show rate has been over 75% (far higher than before) due to some changes I made. Our close rate is steadily increasing too as our closers have more experience and as we roll out a new 2-call close system that’s been working better for us. Lead volume and call volume is more important than anything else. You probably already have a good close rate and price. What’s left for you is 2, 3, 4, 5+ X’ing your lead flow.

Our client signed $97K in clients in the last 30 days, even with a brand new closer taking 20-30+ calls without closing a single one. All LinkedIn, less than 20K followers, only around $5K in spend on ads and organic paid distribution. We reached $110K with this client from February 25th to March 24th. We finally reached $100K in a month but we knew we couldn't scale far beyond there because he was taking all the sales calls himself. There just wasn't enough time in the day to book him all the calls we could. So once we hit that, we decided to hire a sales agency and start working on him having closers for the calls. Now he's still taking some of the calls but closers are taking the rest. In May, we booked 125 qualified calls. Before, we were only able to book him about 40-50 qualified calls per month based on his calendar availability. We've increased our qualification requirements and last week we booked 21 qualified calls and had 19 who tried to book but didn't put qualified enough answers so we didn't let them. The lesson is here is that how many sales calls you book per month is incredibly important for your business. You can optimize close rate, you can optimize price, you can optimize fulfilment but it's far more possible to 2-4X the number of sales calls you book than any of those factors. If we get back to booking 30 qualified calls/week like we did in May, with our current show rate and if our closers reach a 21.7% close rate, we'll hit $200K/month. We'd have the same show rate, same price and worse close rate than before, yet make 2X the revenue.

The biggest misconception about lead quality is that it's just about targeting in your content. With organic content, no matter how well you try to target potential leads with specific characteristics, you'll always get a lot of viewers and leads who don't have them. There's always an overlap between the problems, pains, goals, characteristics etc. of your ICP with other types of leads. Since we started working with one of our clients over a year ago, we've continually increased our qualification requirements for the leads who we're willing to talk to, book calls with, and take on as clients. We target them as well as we can in our content by focusing on certain: - Job titles - Salary numbers - Problems only executives (as opposed to entry level employees or managers) have But you still get some other types of people interested in the content. So what's the solution? You simply just have to generate more and more leads so you can be more selective and still book enough calls. We've been booking about 40 qualified calls per month for many months now. This is the maximum that client can take based on his availability. So as we generate more leads, we increase our qualification requirements and only book calls with the highest quality ones. But we're only able to do this because we generate so many more leads. If we didn't, no matter what we do with the "targeting" of our content, we'd be booking fewer calls and making the same revenue or less rather than more. We went from $46.5K in June to about $80K in October and December to $103K in March while taking a similar number of sales calls. That's how much you can improve your lead quality and revenue just by generating more leads.

LinkedIn is the greatest opportunity for online coaches and consultants in 2026. Most of them overlook LinkedIn because they think it’s “just” for corporate professionals and companies but that’s exactly why it works so well. It’s the best social media platform for: 1. Not being saturated. There are very few successful coaches and consultants on here unlike other platforms like Instagram. It’s easier to generate more leads with your content. The conversion rate of those leads in the DMs to booking calls is higher. 2. Lead quality. Around 20% of the leads you attract on other platforms are very high quality based on their income. On LinkedIn, it’s more like 80%. The platform is ideal for attracting high-income, corporate professionals in the US. 3. Lead targeting. Everyone’s occupation is on their profile so you can choose to only reach out to those with high incomes. You can also avoid any leads without high incomes who are already in your DMs. You can’t easily do this on other platforms at all. The coaches and consultants who capitalize on LinkedIn early will be the ones who generate the most revenue from it - like the early Instagram influencers and YouTubers who grew so fast. This is already happening right now. One of our clients had over 800K followers across X and Instagram. We reached $34K in April last year. Then we started focusing on LinkedIn instead, starting at a few thousand followers, and within the next 11 months, we reached $112K from LinkedIn in 29 days from February 24th to March 25th. Organically, without ads, and he’s still only around 15K followers. That’s the power of focusing on LinkedIn for a year. Imagine how much more you’ll scale in your second, third and fourth year onwards too? If you’re already focused on LinkedIn, that’s great. But if you’re only at $10-30K/month, there’s a lot more you could do to increase your revenue. So if you want ideas for your: - Content - Outreach and appointment setting - Offer and sales process To scale your revenue on LinkedIn: DM me “$110K/month” and I’ll DM you the full case study and video we did with our client to show you how to maximize your revenue from LinkedIn.

False assumptions limit you in business more than you realise. You assume them to be true so you view everything through that lens and you never question it. I assumed female prospects wouldn't be a good fit for one of my clients (eventhough he's had female clients in the past). So I didn't count them as qualified calls for us. But then when I asked him, he actually said that female prospects are even EASIER sales than male prospects... So now we're going to make better use of female leads in the DMs. I've found the best ways to discover your false assumptions and limiting beliefs are to talk to people you know about it who are in that field. For business, it would be your business friends, mentors, and clients depending on the situation. I broke this false assumption just by asking that client. "We question all of our beliefs, except for the ones that we really believe in, and those we never think to question." ~ Orson Scott Card.

A common misconception about outreach is that it’s not very targetted. After all, it’s mass outreach to hundreds of leads a day… But with the right system, you can actually target leads extremely well. The first part to it is an initial outreach message that heavily polarises leads who are the right fit for your coaching versus not the right fit. You need to target their: - Gender - Goals with fitness - Their level of awareness with solving their problems. - Them wanting to solve their problems with fitness the way you do it. This means that when leads see your outreach message, the ones who are the right fit for your offer are much more likely to respond. And conversely, the ones who aren’t the right fit are much less likely to respond so you waste less time dealing with them. This latest $1.5K downsell fitness coaching client of one of my clients came from outreach and my client said he was the “perfect” fit in his sales notes.

Some people say that inbound leads are the holy grail because they’re more high interest and the frame is better because they’re coming to you. But just because someone doesn’t reach out to you first, it does not mean that they wouldn’t be high interest and view you as high status if you did. There are so many reasons why someone might not reach out to you that have nothing to do with their level of interest and not viewing you high status enough Maybe they don’t reach out to you because they feel ashamed. Maybe it’s because they see you as some big authority figure and you don’t feel relatable. Maybe it’s because they’re worried that if they do, you’re going to be pushy and salesy. But if you reach out to them, it feels to them like you’re leading the conversation and you’re in control. They don’t have to feel bad or obligated to do anything because YOU are the one who started the conversation - not them. Here’s an old follower of one of my clients who I reached out to who ended up booking a sales call and becoming a paying client. He was high interest enough but my client wouldn’t have ended up having a sales call with him and sign him if I had never reached to him. Final point, outreach leads can be very high quality leads in terms of their income too. This lead for example owns multiple small businesses so he was very financially qualified. Keep on getting inbound leads. But do outreach too.

$1500 Paid-in-Full for online fitness coaching for a downsell offer that takes less time to fulfil for one of my clients. This new client was an old follower of his who he’d never reached out to before. My client didn’t need to make more content, hope it went viral, and pay for more retweets too get this sales call and then client. I was just reaching out to his old followers who were already there.

I booked one of my online fitness coach clients 19 sales calls with Western prospects mostly from followers he already had. If you’re an online fitness coach on X with an audience of 50K+ followers, you have so many people already there that you could contact and get sales calls from. This client of mine has 64k followers and we haven’t come close to finishing DMing his followers yet. If you have 100-200K+ followers, you would get many more obviously. You just need the right outreach and DMs process. Lead with value. Create personal connection with them. Don’t mention your coaching too soon. Personalise your DM script as much as possible. Follow-up enough times but also time-efficiently. Have a special piece of content you can send them to nurture them.

I helped book 559 sales calls with Westerners for fitness coaches on 𝕏 through DMs. Now here's a 26-page doc revealing exactly: - What your DM script needs - The only content that converts - All mistakes that kill conversions. Comment "Send" and I'll DM you it (Must Follow)

This week at one point in 1 day, one of my clients got 40 western new follower leads opting in for a lead magnet for just £1.76 ($2.30 USD) each. We've been using this same lead magnet for the ads since mid-August and gotten over 1000 leads with it. Before then, since Mid-May, we were using a summer-themed version with a timeframe and got about 2000 leads with it. The contents, visual, and tweet hook of the lead magnet ads were nearly the same. But we've still gotten just over 3000 leads with them. With ads, you can make a few pieces of content and get 3000+ western leads opting in for a lead magnet and following you for it. How much time would you have to spend on organic content to get 3000+ western leads opting in and following you for your lead magnets?

One of my clients booked 3 qualified fitness coaching sales calls in 1 day with ads and our current DMs process. Our current DMs process is even simpler than the one before. The previous DM script talked a lot about how we can relate to what the lead has said based on our own experience and our clients... But since we cut this out, conversion rates haven't dropped at all. I thought this would help nurture leads by making them feel like we were more relatable and personalised in how we spoke to them. But it turns out it didn't make a difference to conversions. Why? It's probably because we were just talking about ourselves and that's not very persuasive. Without that, the current script is even more focused on the prospect's problems instead of us. And that helps us get to the bottom of their situation faster. To then propose the most specific, valuable solution possible for them. And that's about their situation - not ours.

Letters with different fonts and you can see the cursor where you were typing those made up numbers. You can’t even photoshop letters and numbers bro. Embarrassing