How Kodara scaled to $50M with 33 closers leveraging double & triple booking

Lucas is no beginner. Over seven years he scaled his high-ticket business past $50M (2019-2024), running sales teams that grew to 33 closers. Today he runs Kodara, an AI SaaS that equips 100+ high-ticket experts (doctors, tax planners, advisors), with an average client doing $50-70K a month. Every one of his calls runs through iClosed, which he discovered after seeing Alex Becker use it on the Hyros site. What follows is what an operator who has already seen it all keeps in his stack when he could pick anything.

“Could you run a sales team without iClosed? Absolutely. But it’s literally just leaving money on the table.”

The challenge

Before, Lucas ran serious volume on duct-taped tools: OnceHub, Zapier, and a whole team of VAs whose only job was rearranging calendars. At 33 closers it was a mess, about 1.5 calls per closer, handed out at random. When his previous company lost an ad account, they launched five new ones and the performance never came back. And like every sales team, closers fudge their stats (“he didn’t show,” “wasn’t a good fit”), a lead asks to reschedule and gets forgotten. At $300-400 a call, every warm lead that slips through the cracks is money thrown out the window.

“We had up to 33 closers, and the average was about one and a half calls per closer. 50 calls in a day, handed out totally at random. The operations were a total mess.”

The trigger

What caught his eye was the disqualification. Lucas noticed that none of his closed clients were doing under $10K a month. He set iClosed up so smaller profiles still come in as leads but don’t fire the conversion back to Meta. So Meta stops chasing those profiles and learns to bring him his best clients instead.

iClosed integrates with Hyros for attribution, and together they feed a pixel so well-trained that the day he lost an ad account, he relaunched on a new one and got the exact same performance.

“The first thing that really caught my eye was the disqualification. This alone makes the software investment worth it.”

“Having the best data and the best training on your pixel, so Meta and Google can just go find your best customers for you, that’s 90% of the game.”

Warm leads, captured. The 10-15% of leads who were interested but slipped through the cracks — captured instead of lost.

How he uses it day to day

• Double booking: his best closer stays packed, overflow goes cleanly to the others without shuffling the lead around — it saved him a dozen deals that would have canceled

• Closer tracking: ROAS, ad spend and calls tracked closer by closer, so calls sent to the wrong closer stop being invisible

• Lead recovery: the warm leads sitting in the CRM, captured instead of lost

“If you’ve spent any amount of money on marketing, there’s 10 or 15% of your leads who were interested, who were warm, and just fell through the cracks.”

Why iClosed over the competition

For Lucas, the problem in a sales team was never motivation, it’s the software. The giant tools like GoHighLevel or HubSpot are bloated because they serve everyone. iClosed is the only one built specifically for high-ticket sales-call businesses.

“It’s usually not a motivation problem. There’s just so much terrible software. Most salespeople aren’t techie, they don’t wanna be clicking on a million things. They just want to know what to click on to talk to the people who want to give them money.”

The bottom line

Almost two years in, Lucas sees the product improving constantly, and sees a real competitive edge in it.

“If you want to be on the cutting edge in your industry, then you’d kind of be an idiot not to use it.”