How I’d Scale This Business From $1M to $3M

Download your free personalized $100M scaling roadmap in under 30 seconds: https://www.acquisition.com/roadmap?el=yt-alex-486r&htrafficsource=youtube Most businesses don’t have a growth problem. They have a volume problem. In this episode of Scale or Fail, Alex helps a seven-figure sticker education business unlock its next stage of growth by fixing the biggest constraint: customer acquisition. He breaks down why more ad spend requires more creatives, why scaling requires moving up the awareness ladder, and how restructuring the offer can dramatically improve cash flow. In this episode 00:00 Introducing Mim’s seven-figure sticker business 05:14 Increasing traffic spend on Meta ads 07:26 Using AI and UGC to increase creative volume 10:53 Awareness hooks to scale ads 13:07 Restructuring the annual offer 16:50 The 7-day trial bootcamp concept 21:53 Scaling roadmap review More Value: Book Your Spot At The Live Scaling Workshop In Las Vegas: https://www.acquisition.com/o-vegas Get the $100M Book Bundle: https://shop.acquisition.com/pages/100m-book-bundle Watch My Latest Episodes on YouTube: https://www.youtube.com/@AlexHormozi/featured Learn How to Scale Your Business to Millions in Revenue: https://www.acquisition.com/ Discover The Easiest Business I Can Help You Start (Free Trial): https://www.skool.com/hormozi Additional Free Books and Video Courses: https://www.acquisition.com/training DISCLOSURE: Information shared here is for educational purposes only. Individuals and business owners should evaluate their own business strategies and identify any potential risks. The information shared here is not a guarantee of success. Your results may vary. Copyright © 2026.

Speaker names marked ? are inferred from speaking time and the show’s known hosts — they are not voice-verified.

• 0:00Alex Hormozi?

  My name is Alex from Ozzie and this is Scale or Fail.

• 0:11Speaker 01

  Hi.

• 0:12Alex Hormozi?

  Ma'am, what's up? You ready? So, tell me about the business.

• 0:14Speaker 01

  I help people make stickers. For the last 12 months, I made 1.1 million Australian, which roughly works out to be about 800K. And so I've made multiple seven figures over the past 10 years altogether, but hit my first seven-figure year, which is very exciting. So profit is around the 30 to 35% mark. And my goal for the next three years is to reach 3 million USD per year.

• 0:40Alex Hormozi?

  How do you make money?

• 0:41Speaker 01

  I make money with low-ticket digital products. So all of my teaching is online and my main membership is Secret Sticker Society. Currently, the rates are 27 US dollars per month or 270 per year. And then loads of other low-ticket digital products that can be interchanged for upsells. I have really good upsell game. So that's great.

• 1:02Alex Hormozi?

  Okay, this is a lot of stuff, though. So

• 1:05Speaker 01

  Yeah.

• 1:06Alex Hormozi?

  How many funnels is this?

• 1:08Speaker 01

  Over the last 10 years, I would be embarrassed to tell you how many funnels

• 1:12Alex Hormozi?

  How many funnels are you running right now?

• 1:13Speaker 01

  So right now with the main membership with Secret Sticker Society, the main funnel is a live paid bootcamp that I launched three times per year.

• 1:21Alex Hormozi?

  But the main thing is it's secret, secret society. You've got a bunch of upsells in the funnel to offset CAC to the greatest degree possible.

• 1:27Speaker 01

  Yeah.

• 1:28Alex Hormozi?

  You go to the launch and then you solve secret sticker society in the back.

• 1:31Speaker 01

  That's right.

• 1:31Alex Hormozi?

  Okay, got it.

• 1:32Speaker 01

  Yeah.

• 1:33Alex Hormozi?

  What are the numbers you got for acquisition? Okay, the live paid launches, 10, is it the ticket's 10 bucks?

• 1:39Speaker 01

  That's right.

• 1:39Alex Hormozi?

  So there's no free?

• 1:40Speaker 01

  No free.

• 1:41Alex Hormozi?

  So it's paid, okay.

• 1:42Speaker 01

  Yeah.

• 1:42Alex Hormozi?

  Paid challenges, costs you 37 dollars to get it.

• 1:45Speaker 01

  Yes.

• 1:45Alex Hormozi?

  You have a 22% conversion rate on

• 1:48Speaker 01

  Into the membership.

• 1:49Alex Hormozi?

  Of people who buy a ticket?

• 1:51Speaker 01

  That's right.

• 1:51Alex Hormozi?

  That's huge.

• 1:52Speaker 01

  Yeah, I'm really happy with that.

• 1:53Alex Hormozi?

  What's AOV?

• 1:54Speaker 01

  It would be about 36 dollars.

• 1:59Alex Hormozi?

  So you're almost breaking even.

• 2:01Speaker 01

  Some of the events, I am slightly in the red, but by the end of the event, I'm always profitable. And then two of the bootcamps that I've run, I've been profitable from day one. So I've been up. They're my favorite ones.

• 2:14Alex Hormozi?

  Okay, all right. What do you think stopping you right now?

• 2:17Speaker 01

  I feel that if I could get more people into the challenge, I feel so strong now that I have that strong conversion of bringing people in. I know what to do. It's really quite tried and tested. If I could get a high volume of people into the bootcamp, I'm safe to convert them. And so that has been something that has definitely held me back. And then, as you know, I know that I have not reached the cap in any way of being able to lower that CPA. So I think that even just making the switch with the past launch of pushing the annual membership doubled the average order value. So that made a huge difference, way bigger than I thought it would, and an instant difference. So.

• 2:59Alex Hormozi?

  Step one, add the annual, make that the only offer available. I want to be clear, the only offer available is the annual with the bonuses.

• 3:05Speaker 02

  Okay, so annual only at the next launch?

• 3:08Alex Hormozi?

  Yes.

• 3:08Speaker 01

  Someone wise told me to do that, and I did it, and it worked. Shocker. Yeah.

• 3:13Alex Hormozi?

  Yeah, we'll probably do some more stuff there, too.

• 3:14Speaker 01

  Yeah, great.

• 3:16Alex Hormozi?

  Okay, so why is scaling this important to you? Why not just make money and just chill where you're at?

• 3:21Speaker 01

  Well, I really want to be able to pay off my home loan. I'm married. I've got two kids. And 10 years ago, when I set the business up, I was diagnosed with breast cancer. And thankfully, 10 years on, all is really well now, which is great. But at the time, which was obviously a very dark period of my life, I set the business up really as a creative project to do something just for me to take my mind off it. And little did I know that 10 years on, I'd be teaching 20,000 plus crafters to make stickers. I'm ex corporate, so completely different to what I'd done before. But what this has left me with is a really strong desire to be able to set my family up financially. I'm here to be open and to learn, and I will implement on everything

• 4:04Speaker 01

  that I'm told to do. I'm a really good student, verging on being a bit of a teacher's pet, like I will just do anything that, you know, that you know more than me on this. And I constantly tell myself that I only know what I know.

• 4:17Alex Hormozi?

  You know more about stickers than I do, that's for sure.

• 4:19Speaker 01

  Well, not for long, because.

• 4:21Alex Hormozi?

  Can you pull the the numbers slide back up real quick? So you're making about over 500 Asian profit, right? So you're very profitable, correct? Why don't you spend up to a hundred dollars CPA?

• 4:34Speaker 01

  See, this is part of the reason I'm here because I often finish a launch thinking,

• 4:39Alex Hormozi?

  I should have spent more.

• 4:39Speaker 01

  Why didn't I spend more?

• 4:40Alex Hormozi?

  Yeah.

• 4:40Speaker 01

  And then I'll go into the next launch again with that same, I'll cap my ad spend at a certain amount for no good reason.

• 4:47Alex Hormozi?

  So what do you, what do you cap your CPA normally?

• 4:50Speaker 01

  I don't even, well, I have capped the CPA, but the CPA has gone as high as maybe fifty. I'm not a cautious spender, but for some reason that's what I've done.

• 4:59Alex Hormozi?

  You are here.

• 5:00Speaker 01

  Yeah.

• 5:00Alex Hormozi?

  Cool, let's rock, let's do this. Just so I'm clear on the delivery side, if you double the amount of customers you have, does it break anything?

• 5:06Speaker 01

  No.

• 5:07Alex Hormozi?

  Okay, so this is a pure demand issue, which is nice. I think I'm gonna go, I'm gonna kind of break this into, I don't offer, and then we'll go traffic, because I don't think there's really much else for your specific business that we need to talk about.

• 5:21Speaker 01

  Yeah.

• 5:21Alex Hormozi?

  Okay. So number one, I guess on the traffic side from a spend is, how much did you spend last, last launch?

• 5:29Speaker 01

  I only spent about sixteen K. The event went really well, it was not my biggest event, but it was still profitable.

• 5:35Alex Hormozi?

  Okay.

• 5:36Speaker 01

  So, yeah, happy, just didn't have enough time to be able to.

• 5:39Alex Hormozi?

  You just needed more ramp.

• 5:39Speaker 01

  More, yeah.

• 5:41Alex Hormozi?

  So.

• 5:43Alex Hormozi?

  When you say you didn't have enough time to spend more, what do you mean by that? Because like I spent five hundred thousand a day at the end of my launch. What?

• 5:49Speaker 01

  Yeah.

• 5:50Alex Hormozi?

  What, what made you?

• 5:51Speaker 01

  This is where my, um, my own limitation with meta ads probably comes into play. So what, the way that I like to normally do my launches, which I know is much earlier than many others, I launch four weeks out. So four weeks out.

• 6:04Alex Hormozi?

  Four weeks out.

• 6:04Speaker 01

  Oh, cool, with this, like a smaller spend, you know, the testing, seeing what works. And I didn't, I didn't feel like I had the runway to be able to do that. I guess it was a bit of mindset stuff too, of like being way more conservative than I normally would, but I remember feeling I wasn't happy enough with CPA.

• 6:20Alex Hormozi?

  Okay.

• 6:21Speaker 01

  To keep spending.

• 6:22Alex Hormozi?

  Okay. So, okay, so I'm gonna, I'm gonna walk through spend cadence.

• 6:27Speaker 01

  Yeah.

• 6:27Alex Hormozi?

  Okay. And so the way that, um, I do this, I put about five percent, five, maybe ten percent max of my spend goes in that first week. And the only purpose is to test creative.

• 6:39Speaker 01

  Right, yeah.

• 6:40Alex Hormozi?

  Then, once we have our creative, the next two weeks are pretty much flat. Now, we scale it up, obviously. But then we try and spend as much as possible. Like, I mean, if we could spend seventy five percent, I would. It's just challenging. Right? Like, call it sixty to seventy percent is in this week. And then we're in this, call it, you know, fifteen percent, you know, maybe ten percent here and then fifteen percent here. And so even here, this is where you're probably going to be at fifty percent is like literally the last three days, right? Now, that's the cadence of spending. Now, from an amount of spending perspective, we do have a decision, which is like, let's obviously be willing to spend more, all right? But in order to do that, I think there's two things we have to do beforehand. One is we have to fix offer.

• 7:21Alex Hormozi?

  But I also want to approach this from a creative perspective. So how many pieces of creative are you making right now for a launch?

• 7:29Speaker 01

  This is my weak spot for sure, creatives. Last launch, I think I started with a hook test in that first week with two images and two videos. This time, there'll be a few more.

• 7:41Alex Hormozi?

  I want you to think in hundreds.

• 7:43Speaker 01

  Uh, we won't be talking hundreds.

• 7:45Alex Hormozi?

  We have to. How many stickers do people make?

• 7:47Speaker 01

  Oh, thousands.

• 7:48Alex Hormozi?

  Right, so let's just think in stickers, right?

• 7:49Speaker 01

  Previously, it's not going anywhere near hundreds.

• 7:51Alex Hormozi?

  Okay, so, so let's just, just to make this easier for you, okay? Are you familiar with AI stuff? Or are you like more vers- okay? So there's no reason why you shouldn't have a ton of static ads, because these take two seconds to make. So from a statics perspective, I would look at a couple of different sources, because I want, for sure, we can make some, and we're gonna make a bunch of them with AI and all that kind of stuff.

• 8:12Speaker 01

  Yeah.

• 8:12Alex Hormozi?

  But I think if you can take from your group, how many screenshots can I take from the group?

• 8:17Speaker 01

  Oh, so many.

• 8:18Alex Hormozi?

  Right?

• 8:18Speaker 01

  Yeah.

• 8:19Alex Hormozi?

  These are all ads, right? And then you add your little highlights to them,

• 8:24Alex Hormozi?

  to your, to the people in your group. Do you have the people who post videos inside the group of them like making it first? Okay.

• 8:29Speaker 01

  No.

• 8:30Alex Hormozi?

  So no one does?

• 8:30Speaker 01

  No video, UDC.

• 8:32Alex Hormozi?

  Interesting.

• 8:33Speaker 01

  Yeah.

• 8:34Alex Hormozi?

  You want to incentivize people to?

• 8:35Speaker 01

  I've tried before, and I don't know whether it's the demographic, or perhaps I didn't set them up for success.

• 8:41Alex Hormozi?

  Okay.

• 8:42Speaker 01

  Might, probably both.

• 8:43Alex Hormozi?

  Okay, well, they know how to use a phone.

• 8:45Speaker 01

  For sure, yeah.

• 8:46Alex Hormozi?

  Right, so I would, I would have a super secret sticker set. SSSS set, right? Which they can unlock if they show themselves making a sticker.

• 8:58Speaker 01

  Right, okay, I love that. Yeah, I love it.

• 9:01Alex Hormozi?

  That's it. And then I would use that as my activation for everyone.

• 9:04Speaker 01

  Yeah.

• 9:04Alex Hormozi?

  Which is that everyone in your first seven days, I need you to make a sticker.

• 9:07Speaker 01

  I really like that because that's great for onboarding too.

• 9:10Alex Hormozi?

  Yeah, exactly.

• 9:10Speaker 01

  Quick win.

• 9:11Alex Hormozi?

  So it's a quick win, but then every single customer makes you an ad.

• 9:15Speaker 01

  Perfect.

• 9:16Alex Hormozi?

  Turn around and around we go. And so if you have 200 customers for every launch on the low side, there's 200 ads.

• 9:20Speaker 01

  I wish I thought of that.

• 9:21Alex Hormozi?

  Well, there you go. We're here. And then do people post images of the stickers they make?

• 9:25Speaker 01

  Oh, yeah. There's no stopping them.

• 9:27Alex Hormozi?

  Right. So then sticker images, I think you'll be surprised that some of these will will actually turn into like, what kind of sticker? Like, that's the weirdest sticker I've ever seen. It's like, great. And then, um, so I think sticker ads will win themselves really well. So we have our static ads, we have our videos. This will get more people to do it. We can put that in the activation sequence in the first seven days. Great. Love that. What touchpoints do you have with your customers?

• 9:47Speaker 01

  The only live delivery that I do where I am connecting is during these bootcamps because they're, the classes are pre-recorded, but I go live every day and I also invite my.

• 9:56Alex Hormozi?

  All lives, I just want you to click because you're already doing it.

• 10:00Speaker 01

  I've got so many previous ones.

• 10:01Alex Hormozi?

  Yeah. So just click them and these can both go as organic.

• 10:07Alex Hormozi?

  And paid.

• 10:08Speaker 01

  Like Q and A or.

• 10:10Alex Hormozi?

  Just, just the small, exactly. The quick tips, exactly. And then for you specifically, so all of this is just stuff that's happening that we need to capture.

• 10:16Speaker 01

  Yeah.

• 10:17Alex Hormozi?

  But you specifically, I would say like, I would want you to make 20 ads times four.

• 10:23Speaker 01

  Yeah.

• 10:24Alex Hormozi?

  So like 80 ads that are just you, but I want the four to be different backgrounds and settings. So take your highest converting ads of all time over the last, how many campaigns you've done, put all 20 in here.

• 10:35Speaker 01

  Yeah.

• 10:36Alex Hormozi?

  Do one of each of them in four different settings, different teacher, different background, different whatever.

• 10:40Speaker 01

  Right.

• 10:40Alex Hormozi?

  And they'll get you your kind of 80. So it's like, if we're going from four ads to 80 ads, and that's just from this, and we still have all of these. The last thing that I want, I want to think about before your, I know you have my, my ads playbook, correct? My hooks playbook? Yes, exactly. So on the levels of awareness piece. The five levels of awareness is a framework by Eugene Schwartz, where every person in a market falls into five categories. So your advertising should speak to them differently. He contends that audiences go from the bottom, which is the warmest and smallest group, to the top, which is the coldest and largest. For Mim's business, in order to continue to scale her ads, she needs to target more pain or problem-aware audiences rather than product or offer-aware audiences.

• 11:24Alex Hormozi?

  To make sure that you don't get caught in like, when you scale it up, you scale up your ads, they don't perform, like they'll stop performing as well. No, there's always gonna be some rise that goes up when you spend more, that's normal. But if all of a sudden it triples or something like that, typically it's because you have ads that are only really targeted at a very specific audience. Basically, it's like they're product-aware or offer-aware, but we need to be happy with people who are more pain-aware. So some hooks that you want to experiment with are gonna be more pain-driven. So like, are you bored? You don't know what to do? Like, you would know the pains better than me.

• 11:54Speaker 01

  I know them inside and out.

• 11:55Alex Hormozi?

  Those are the pains that I would use as my hooks more than some of these bottom funnel. It's good to have offers and talk about the bootcamp and all that stuff, like that's here, right? That's gonna be here. But if we want them to scale, you're gonna, you'll probably need to have some hooks that are up here.

• 12:07Speaker 01

  Yeah, okay.

• 12:08Alex Hormozi?

  And that'll allow you to really open up the targeting.

• 12:11Speaker 01

  I love that.

• 12:12Alex Hormozi?

  Okay, now, this is the cadence side. And so let's call this is number three, which is the hooks. All right? And I'll say number four is the decision, which is that I want to challenge you to be willing to do a hundred dollar check. All right? That's my challenge.

• 12:28Speaker 01

  Honestly, I feel like there's no challenge because I'll just do it now. I never go into my lounge capping my total ad spend if the ads are performing as I want them to. And I just think I haven't been anywhere near enough aware of this before preparing for, you know? So now I know my numbers more than before.

• 12:44Alex Hormozi?

  In the first month, you have it back. No big deal.

• 12:46Speaker 01

  And I'll stop picking myself every time.

• 12:49Alex Hormozi?

  Yes.

• 12:49Speaker 01

  The launch finishes.

• 12:50Alex Hormozi?

  Yes. I have two, two things. Because you already have a model that works a lot. The last thing I want to do is break everything, all right? But you got this last time. What was the painful offer specifically that you added?

• 13:03Speaker 01

  Oh, when we spoke before, you'd said, sell only annual.

• 13:07Alex Hormozi?

  Yeah.

• 13:07Speaker 01

  Yeah, and really don't sell monthly at all.

• 13:10Alex Hormozi?

  So then what percentage of people took?

• 13:12Speaker 01

  So it went from being, um, normally it's like a five to fifteen percent, so ten percent normally take annual. And then previously, when I switched to pitching really annual, it went to thirty percent.

• 13:22Alex Hormozi?

  Okay.

• 13:22Speaker 01

  So that's why we had that ninety one.

• 13:24Alex Hormozi?

  Okay, so you got thirty percent. Okay, I think that on your launch checkout page, let's say you've got your, you've got your annual and you've got your monthly, right? These are the two options. I still think that there should be a bump here. Like after they select.

• 13:41Speaker 01

  There is a bump right now, but it's only to my forty seven dollar course, which is a little bit like, you like this stuff, here's some more.

• 13:47Alex Hormozi?

  Mm hmm. How does that do?

• 13:49Speaker 01

  That does thirty percent.

• 13:50Alex Hormozi?

  It's pretty good. So the sticker paper is one that I would put. Because if they need this to do the thing.

• 13:55Speaker 01

  Yeah.

• 13:56Alex Hormozi?

  Then it's like, we might as well just.

• 13:57Speaker 01

  Give it to them.

• 13:58Alex Hormozi?

  Give it to them.

• 13:58Speaker 01

  And you want the exact stuff.

• 14:00Alex Hormozi?

  Yeah, this is my, this is my whole kit. So just, let's just call this the bundle, right? If we can make this the physical bundle.

• 14:06Speaker 01

  Yeah.

• 14:07Alex Hormozi?

  You might be able to get, get away with like ninety nine dollars on something like this.

• 14:10Speaker 01

  Mm hmm.

• 14:11Alex Hormozi?

  And it's gonna be super high margin, right?

• 14:12Speaker 01

  Just to think.

• 14:13Alex Hormozi?

  Right. No, no, but in the US, though, it'll be more slower, right?

• 14:17Speaker 01

  Way better, so for sure.

• 14:18Alex Hormozi?

  Yeah, which if you wanted to be wild with it, you just put this in here.

• 14:25Alex Hormozi?

  So if you buy the monthly, and so then what happens is we can actually make this a bit of a false offer, meaning.

• 14:29Speaker 01

  Like a decoy.

• 14:30Alex Hormozi?

  Kind of. So it's like, if we make this one forty nine, or let's just, let's just go crazy, right? Let's say this is one forty nine for my full physical bundle. You'd say, but hey, guys, if you're gonna, if you do the annual, I'll throw the one forty nine in.

• 14:41Speaker 01

  I like that. Loads. Yeah, yeah.

• 14:43Alex Hormozi?

  Yeah, this is what I'm saying with the, I want a physical product premium for annual, because we, your, your LTVs are already around three hundred. So I don't, I was thinking, because if it was much lower, I'd say, okay, maybe we can lower the annual and then we'll get more takers. But if that's not the case, and we know that they have to have this.

• 14:57Speaker 01

  Yeah.

• 14:58Alex Hormozi?

  In order to do the thing.

• 14:59Speaker 01

  Definitely.

• 15:00Alex Hormozi?

  So if they're like, well, I'm gonna have to buy this either way, I might as well get all the bonuses and get the stuff I need to do the thing.

• 15:05Speaker 01

  And they're committing to annual. It's like them making a decision to commit to the hobby for a year.

• 15:08Alex Hormozi?

  Yeah, because your cost on this is gonna be like ten bucks, maybe plus another ten dollars in shipping. Who cares? But that might all of a sudden take you to fifty percent here.

• 15:17Alex Hormozi?

  And that'd be big, right?

• 15:18Speaker 01

  Wonderful.

• 15:19Alex Hormozi?

  Yes. Okay. So the big decision that I have is this. This would be a higher risk test, but this is like one that I would strongly consider.

• 15:28Speaker 01

  I'm not risky of this.

• 15:29Alex Hormozi?

  Okay. Which is, I would rather just not mention the monthly at all.

• 15:35Speaker 01

  Yeah.

• 15:35Alex Hormozi?

  Sell the annual, put the offer in there.

• 15:37Speaker 01

  Yeah.

• 15:38Alex Hormozi?

  And then after the launch is over, when you close your cart, then run everyone else to your monthly. That doesn't have the bonuses. Cause then you can do a mockup camp.

• 15:47Speaker 01

  Yeah.

• 15:47Alex Hormozi?

  Cause you'll still get plenty on that. But this will, because like if you're doing, you're doing a full five day thing. You can sell a $300 ticket. And so people are just taking the cheaper one because you're offering the cheaper.

• 15:58Speaker 01

  Right.

• 15:58Alex Hormozi?

  My goal here was how can I get that spend number? How do you feel comfortable? If you knew all of a sudden your AOV is $300, so maybe conversion cuts in half. But you were at a $300 sale.

• 16:11Speaker 01

  Different level of confidence.

• 16:12Alex Hormozi?

  Yeah. Cause now you're, and now if you're at 150 the first 30 days and you're like, I'm fine. I can spend more.

• 16:16Speaker 01

  Spending, yeah. Cool.

• 16:18Alex Hormozi?

  So I had a wild, I had two wild ideas, right? Wild idea number one is let's just sell the annual, put this in there. And I think if we add this to that and make that the full offer.

• 16:28Speaker 01

  Yeah.

• 16:29Alex Hormozi?

  I think that'll do well. The second wild idea that I had, and again, this is wild. This is wild, is that we position the bootcamp as a seven day trial of your $27 membership.

• 16:44Speaker 01

  That goes even without you saying, no, it goes so well. Cause the whole point of it is supposed to be like a teaser, a taster of this is what you get if you remember.

• 16:51Alex Hormozi?

  Yeah. Because then you've automatically converted 100% of your traffic instead of 22.

• 16:57Speaker 01

  So they're signing up for the continuity and they have to cancel.

• 17:00Alex Hormozi?

  And it's free. Yeah. And then you're running a seven day or a five day, whatever, you know, whatever you want. But then your whole thing is pushing to annual.

• 17:07Speaker 01

  Yes. Yeah.

• 17:07Alex Hormozi?

  So you have a hundred percent conversion. And then you push everybody to annual.

• 17:12Speaker 01

  Yeah.

• 17:14Alex Hormozi?

  That's my, that's my wild test.

• 17:16Speaker 01

  I really like it. I guess my, I worry that then I'm going to get to the, the challenge end after a couple of weeks and 30 days ends. And I, and people leave.

• 17:27Alex Hormozi?

  Oh, they will. But this is such a good onboarding too. Like the seven day challenge is also just onboarding for all the members.

• 17:33Speaker 01

  Yeah.

• 17:35Speaker 01

  I love, I love a test.

• 17:37Alex Hormozi?

  You could arguably test both at the same time, which I'm not always the biggest fan of. Cause if we look at the math, right? Let's just do the math. So let's say you've got a hundred people who, who buy your thing, right?

• 17:48Speaker 01

  Bootcamp.

• 17:48Alex Hormozi?

  Yeah, they buy the bootcamp, right? Where you know that we're, we're going to have twenty-two of them. We're going to have a lifetime gross profit of three hundred, right? So we have, what are those, sixty-six hundred? That's coming in from these people, right? Now, on the front end, it's costing you thirty-seven hundred dollars, right?

• 18:04Speaker 01

  Yeah.

• 18:05Alex Hormozi?

  So you get these people.

• 18:06Speaker 01

  Right, yeah.

• 18:07Alex Hormozi?

  And this is the issue from a cash perspective, correct? That's the problem.

• 18:11Speaker 01

  Yeah.

• 18:11Alex Hormozi?

  Now, you said that you get ninety-one dollars.

• 18:14Speaker 01

  Now, yeah.

• 18:15Alex Hormozi?

  Yeah, but that ninety-one dollars is only on the buyers, correct? It's not on these people.

• 18:19Speaker 01

  Yeah.

• 18:20Alex Hormozi?

  Okay.

• 18:20Speaker 01

  It's only on the twenty-two percent.

• 18:22Alex Hormozi?

  That's the issue.

• 18:22Speaker 01

  Yeah.

• 18:22Alex Hormozi?

  So this is the real problem. Yeah, so where this, where it gets more interesting is like, let's say that you spend thirty-seven hundred dollars to get a hundred and you make thirty-five hundred dollars.

• 18:33Speaker 01

  Yeah.

• 18:33Alex Hormozi?

  Whatever, right?

• 18:34Speaker 01

  Which could be, yeah.

• 18:35Alex Hormozi?

  So then that would mean you have two hundred dollars to acquire twenty-two customers is what the net, net actually works out to.

• 18:41Speaker 01

  Yeah.

• 18:41Alex Hormozi?

  So that LTV to CAC is crazy.

• 18:43Speaker 01

  It's like I built my list for free.

• 18:44Alex Hormozi?

  Yeah, you spent two hundred dollars to make sixty-six hundred. That's great. So the idea with the trial would be if we had those same hundred people, but let's say the trial conversion at the end was, it'll probably be closer to like fifty-five percent. Like especially if you do like a, a five day thing like this. And all of a sudden you're at fifty-five people and they have the same three hundred dollar LTV. Now that doesn't include the fact that we're going to get annuals, but even if no one bought annual, and we just had the three hundred, now we're at, you know, fifteen or sixteen-five.

• 19:15Alex Hormozi?

  And so we would, you'd actually make up for the money that you didn't make on the front. Now, obviously we still have upsells, we should still do that.

• 19:22Speaker 01

  Yeah.

• 19:22Alex Hormozi?

  But I'm saying even if you had no upsells.

• 19:24Speaker 01

  Yes.

• 19:25Alex Hormozi?

  And you just had this.

• 19:26Speaker 01

  Yeah.

• 19:27Alex Hormozi?

  You would make more, because here all in, you're at, you know, ninety, whatever that is, you know, eleven or ten thousand is what you're making here versus sixteen. So you get like a fifty, sixty percent lift. So that would be like, that would be the play if it was trial. But I think you can go trial. And then upsell tools, right? Upsell the stuff they're gonna need for the challenge. Right? And then you'll still be able to get some cash from all those people. And you could make it a $1 trial. So you have a working card or whatever. I would not introduce this. I would do this first.

• 20:00Speaker 01

  Yeah, I think so too. Okay.

• 20:01Alex Hormozi?

  Do this first.

• 20:02Speaker 01

  I'm not for a challenge, but that feels.

• 20:04Alex Hormozi?

  Yeah.

• 20:04Speaker 01

  Yeah.

• 20:04Alex Hormozi?

  That's very manageable.

• 20:05Speaker 01

  Yeah.

• 20:06Alex Hormozi?

  Yeah. So this is, I'd say test B.

• 20:08Speaker 01

  I see that.

• 20:09Alex Hormozi?

  This is test A.

• 20:09Speaker 01

  I have so much confidence that doing this alone is gonna hugely change the outcome of the event in terms of members and profit. And then I feel like that's like the explode step.

• 20:19Alex Hormozi?

  Yes. And you can say this, you only get all the tools if you buy the annual burn of the event.

• 20:23Speaker 01

  Right. Yeah.

• 20:24Alex Hormozi?

  Because it costs me a lot of money and I gotta ship it and I gotta figure all this stuff out. So I can only do it for the people now.

• 20:28Speaker 01

  Yeah. I really like that.

• 20:30Alex Hormozi?

  I feel good about it.

• 20:31Speaker 01

  I feel good about it too.

• 20:33Alex Hormozi?

  Give a simple plan, a simple plan.

• 20:37Alex Hormozi?

  This is the spend cadence we follow. I know it works very well. We're gonna do way more creative this next round.

• 20:43Speaker 01

  Here we are.

• 20:43Alex Hormozi?

  Right? You're gonna create more organic as well, which is gonna feed the list too. We're gonna have more pain-based hooks, so we can go a little bit up funnel.

• 20:52Speaker 01

  Yeah.

• 20:53Alex Hormozi?

  We're gonna increase our spending capacity from a CAC perspective.

• 20:56Speaker 01

  Right. Yeah.

• 20:58Alex Hormozi?

  And the test that we're gonna run on the next one is this one.

• 21:01Speaker 01

  Yeah.

• 21:01Alex Hormozi?

  And if that works, then all the game is gonna be is how do I make 800 ads? And spend $100,000 on my next launch.

• 21:09Speaker 01

  Done.

• 21:11Alex Hormozi?

  All right, let's see where we're at in the scaling, Robert. Okay. Yes, thank you. Thank you. Thank you. So how many employees do you have right now? Like two?

• 21:19Speaker 01

  Yeah, one's my husband.

• 21:23Alex Hormozi?

  Let's see here. Your revenue is a little bit higher than your headcount would suggest. So you're probably more on this side.

• 21:31Speaker 01

  Yeah.

• 21:31Alex Hormozi?

  Uh, than you are here. And so. What we're doing is if we're walking through this, we're going annual, we're adding the stuff to price to a better person. We're making all this extra content to make better free stuff. And also, V2 of this test is actually just running the trial.

• 21:48Speaker 01

  Yeah.

• 21:49Alex Hormozi?

  As the front end offer, we're making more creative to boost the volume.

• 21:53Speaker 01

  A little bit, no?

• 21:54Alex Hormozi?

  Yeah. Also, as a side note, I don't know if you're already doing this, but I would make sure that you optimize your campaigns around purchases if you're not already.

• 22:01Speaker 01

  I always do.

• 22:02Alex Hormozi?

  Just in case.

• 22:02Speaker 01

  I have to.

• 22:03Alex Hormozi?

  Yeah. And then the one thing that I didn't see on your numbers, but I would like to get to is just EPCs. So earnings per click. And I think you'll sleep better knowing that you are doing fine.

• 22:13Speaker 01

  That's it. You just giving me this is enough. And so the more I know, the better I'll be with that. Yeah.

• 22:19Alex Hormozi?

  One thing that I did miss is, um, I think we should consider,

• 22:25Alex Hormozi?

  when you're making these ads, you said you had hook variations.

• 22:28Speaker 01

  Yes.

• 22:28Alex Hormozi?

  I would experiment with different callouts for avatars. So like in the leaf book, we talk about callouts.

• 22:33Speaker 01

  I've done that only to, only in a limited way, literally separating mothers and grandmothers. But I haven't really done a great.

• 22:40Alex Hormozi?

  I would go underneath of, I would go more subspecific, but like the game is now a game of a hundred ponds and no oceans. Like you're, you're draining a hundred ponds of audiences.

• 22:50Speaker 01

  Right.

• 22:50Alex Hormozi?

  To get your scale more than trying to advertise to the ocean.

• 22:53Speaker 01

  To the world. Right.

• 22:54Alex Hormozi?

  Right. Like you're earning two ads and trying to convert, but you're trying to cover everyone with the same messaging.

• 22:58Speaker 01

  It's, it's true.

• 22:59Alex Hormozi?

  Right. And so if you want to get the scale, you have to go down, which is counterintuitive.

• 23:03Speaker 01

  No, I like that.

• 23:03Alex Hormozi?

  Cool.

• 23:04Speaker 01

  It's easily done. Okay.

• 23:05Alex Hormozi?

  All right. Rocking. This was Scale or Fail. See you next time.