😎 Selling his way to a billion dollar exit, strategies to steal, and why "dress to impress" is killing your deals

SELLER’S SECRETS

Who is Antonio Vaglica Jr. and What is Fractional Family Office?

Antonio Vaglica Jr. is a Tampa-based ex-collegiate baseball player turned entrepreneur who helping seven to nine-figure founders streamline wealth strategy by being their “Chief Wealth Officer”. His firm, Fractional Family Office (going through rebrand), leads with a relationship-driven approach that is quite different than most.

Antonio’s Come Up (in 10 bullet points)

• Played competitive baseball through college

• Graduated with a business degree (mostly just checking the boxes)

• Fell into life insurance sales after baseball dreams ended

• Made $25K in month one, $0 in month two (tapped network)

• Began hustling leads from Zillow and child ID booths

• Launched ConsistencyWins to accelerate networking

• Built a virtual podcast-referral flywheel

• Ditched life insurance in search of more leverage

• Launched GFG Solutions with his partner Landon Archangelo

• Rebranding to Fractional Family Office, serving 7, 8, and 9-figure founders

Check out Antonio’s full interview on Youtube, Spotify, or Apple Podcasts.

Antonio’s Sales Alpha and Best Practices

Four-Step Sales Process with No “Sales” Call:

Antonio doesn’t run “sales calls”. He builds trust through value over four consultative convos. Every step is designed to ensure alignment, not pressure. His close rate at the second call is 85%, and increases at the later calls. Even nine-figure clients must follow the process, or they’re disqualified. His approach flips the script: "I’m the buyer, not the seller."

His #1 Lead Gen Channel: A Small Podcast with >1,000 views/episode

His podcast, ConsistencyWins, has under 1,000 views per episode, yet it's directly made him and Landon over $5M. Why? It's optimized for guest experience, not audience growth. He sends thoughtful gifts, builds relationships, and refers clients, all using the podcast for as a resource, opportunity, or leverage when possible.

4/10 guests become clients or send referrals, no call-to-action needed.

If you want to learn from some of the most elite founders in the world, don’t hesitate to find his podcast ConsistencyWins on your favorite streaming platform.

“Time to Value” as a Pricing Lever:

Antonio’s entire pricing model is rooted in one belief: the faster you solve big problems, the more you can charge. His team identifies a client’s top three 60-day priorities, tracks progress in their CRM, and delivers quick, undeniable wins, which often justify a high-ticket fee instantly while remaining optimized for retention.

4×4 Action Items: Consider implementing some of these into your own sales process to get results like Antonio

#1: Train Rapport by Being Vulnerable First

• “Drop your pants” first. People will open up earlier this way.

• Antonio uses humor and honesty early in convos

• He asks intentional questions early, breaking through “surface level” convos

• Avoid rushing to your pitch and make it about them.

#2: Build a Brand Around Client Experience

• Design an onboarding process that feels “white glove”

• Have early client goals front and center in your CRM or PM software

• Send thoughtful gifts tied to personal preferences

• Keep a rating system on client satisfaction, perform tasks based on standing.

#3: Long-Form Media (Podcast/Email) for Warm Inbound Leads

• Focus on guest experience, not downloads

• Reverse-engineer guest list for referral potential

• Connect your guests with valuable people after episodes

• Don’t gate keep advice, share it transparently in the content.

#4: Follow a Pre-Set Vetting Process Religiously

• All leads go through sales process the same, no matter what

• Don’t allow a “yes” right away. Space minimizes regret.

• Turn away misaligned clients, even if they’re ready to pay.

• Vetting for energy over money leads to higher retention.