20k vs 50k a month closers, the 5 real differences

Three closers inside my mastermind hit over $50,000 in commissions last month. One of them hit 74k. Most closers hit 20k and think that's the ceiling. They get comfortable and just sit there. I'm here to tell you, if you're comfortable at 20k a month, you need to step your game up.

I've hit over 60k myself in a single month. I've got $9M+ in sales and I've helped over 13 people break 50k a month in straight commissions. So here are the five things that actually separate a 20k closer from a 50k closer.

Mentality comes first, and most people get it wrong

The first thing you need in your head is that it's possible. I barely get on Instagram, but when I do I remember why I avoid it. People saying "20k a month is really all you can expect." Dude, I've seen people hit 50 to 100k a month. You have to be a little unrealistic and believe you can do things other people haven't done.

Every person I mentioned, me, Jax, Abel, Nathan, broke records on the offer they were on. Nobody was just casually hitting 50k there before them. They proved it's possible first.

The second piece is not getting comfortable. I remember hitting my first 20k month back in 2022 on a stock trading offer. Living in Miami Beach, that money barely lit anyway. The problem is we get into this space with big ambitions, then we start doing the hard work, and our ambitions shrink down to match whatever money we're currently making instead of the other way around.

"They know they can do more and it's actually uncomfortable for them to not hit that amount of money."

For me personally, what drives it is knowing I can do more, and knowing I'm letting down the people around me by playing small. At 20 to 30k a month I can take care of myself, but can I put my wife in a position where she never has to work? Can I take care of my parents, my five siblings? Am I thinking about my future self or just my current self? That's the stuff that keeps the fire lit.

You need real reasons, not just running away

Here's something I see constantly. I had a guy I was training with a very good skill set, stuck at 8 to 10k a month. I helped him get onto a much higher ticket offer. First month on the new offer, he made the exact same number.

We had a real conversation about it. Most of the time when you're grinding to your first 10 to 20k, you're running away from something. Once you hit that number, the running away feeling disappears. You need a new reason to keep pushing or you'll get comfortable, then you'll degrade, and eventually something will be chasing you again.

"Running away from something can only get you so far. You need to have something that is driving you forward."

After that talk, he made more money than he'd ever made in a month, and he did it in half the month. Already over 17k in commissions, on pace for his first 30k month. Reasons changed everything.

I'll also say this, just take action. The people making more money are generally just doing more. Nathan was a 17 year old taking coaching calls in the middle of high school classes, making 2,500 a month. I only had to tell him once to get moving on a setting role. Next day he had five interviews lined up. Two days later he had the role. Eight months after that, he's a 50k a month closer.

The offer has to actually make sense

A lot of people say never blame the offer, just close harder. Sometimes the offer is the limiting factor. The math needs to math. Can you even sell enough volume to hit 400 to 500k in cash collected depending on your commission structure?

Don't calculate based on what the average closer does. Calculate based on you being the best closer on that offer.

"I never went into any offer being like, dude, I'm going to be number two. Number two can go to hell, you're always going to be number one."

Real example. A guy I trained was closing 60% on a $3,000 ticket offer and stuck at 8 to 10k a month. I helped him move to a better offer. Today he closed a $120,000 deal. One deal, more than he made closing 60% of a full calendar on the old offer. Ticket size matters.

The second piece is who you're actually selling to. Are you selling to people with money or to broke people? Stock trading offers that flash cars and chase the hype crowd attract broke people. One offer I sold had a 56 year old Vietnamese engineer as the face, somebody who used trading to get financial freedom without working 50 hours a week. Guess who I was talking to? Middle aged Asian professionals with money. More skeptical, sure, but I'll take a skeptical person with money over a gullible person who's broke every time. One of them can actually pay me.

If the math works and you're selling to people with money, you're already positioned to break 50k. On top of that, look at your mechanism. If I handed someone the offer on a piece of paper with no pitch, does it sell itself? Nathan's real estate offer has a spin that made me go "that sounds dope" with zero real estate knowledge. The sports facility offer I run now gets owners zero down funding, they finance our fee, then reimburse themselves once funding comes through in 30 days. No brainer offers make your job easier.

Build a system, don't just wing the calls

An offer is one thing, but you need a process behind it. You're in the business of shifting and shaping beliefs. If I know a prospect is going to show up with a specific limiting belief, I want that handled before the call through pre-call content, not during the call.

"I am in the process of collecting as much cash as possible. I am not in the process of what sounds the best on Instagram with my reframes."

Put your sales calls into AI and ask what actually holds people back from moving forward, then figure out how to pre-handle that before they ever show up. This raises your show rate and your close rate. If people have limiting beliefs and they're voicing them on calls, there's a chunk of your calendar that has the same beliefs and simply no-shows you instead. By the time you're asking for the money, the only objection left should be logistical money. If you're still getting partner objections or education objections on the call itself, your process upstream is broken.

This is also where upsells, downsells and referrals live. Jax hit 50k a week before the month ended and broke the company record. Did he stop there? No. We hopped on a call and planned how to squeeze upsells, downsells and referrals out of the last week because an extra 75k in cash collected bumped him into a higher commission tier, worth over 20k extra in commissions. Skip that work and he's at 50k instead of 74k. That's the gap, right there.

Widen who you can sell and tighten every part of the call

On the actual sales call, 20k closers are usually great with one or two types of prospects. 50k closers can sell all the types, the easy ones and the skeptical ones. Widening that range is what moves the needle.

The simplest way to do this: review one sales call every single day. Review your game tape. Focus specifically on the type of prospect you're not comfortable talking to. Every person you talk to has a limiting pattern and an unmet need. Your job is helping them get past it.

"If you can only stay on one track, one part of the script, you're going to have a really hard time hitting those higher end months."

You also need every step of the sales process dialed in and flexible. Getting good at problem, feature based consequence, pre-handling objections, identity, all of it matters, but you also need to flow between them depending on the person in front of you. Review your calls daily, replay the part you messed up in your head over and over. You have to get a little obsessive if you want something very few people actually hit.

Get scrappy, or you're not really trying

Even with the mentality, the offer, the pre and post call systems, and a dialed in sales process, you can still fall short of 50k if you're not scrappy and resourceful.

"If you're not cheating, you're not trying. Cheating equals trying."

Push for a higher commission structure when you hit certain numbers. Push for bonuses. Abel was at 10% and we pushed for a bonus that got him over the 50k line. Talk to your setters, if they send you hot leads straight into your calendar, offer them a piece of the pie. Every closer I mentioned in this post was pulling 12 to 14%, not some flat 10%. Nobody handed that to them. They pushed for it.

Before you chase a record breaking month, go to your sales manager or offer owner and ask what happens if you hit it. Ask for a higher percentage, ask for retroactive bonuses on the whole cash collected, not just the overage. Set a target that sounds unrealistic to them but realistic to you. If you're the top closer, say so. Make your case, lay out the plan, and push for the number you actually want to make. That negotiation alone can be the difference between an extra 10 to 15k in a month off the exact same cash collected.

The bottom line

Mentality, offer, system, sales call skill, and being scrappy. Those are the five things. Dial all five in and 50k a month stops being a fantasy number and starts being your floor. Stop lying to yourself about what's enough. Go prove it's possible, just like Jax, Abel, Nathan, and I already did.