Helping Real Business Owners Get More Customers Live | Ep 903

Welcome to The Game w/ Alex Hormozi, hosted by entrepreneur, founder, investor, author, public speaker, and content creator Alex Hormozi. On this podcast you’ll hear how to get more customers, make more profit per customer, how to keep them longer, and the many failures and lessons Alex has learned and will learn on his path from $100M to $1B in net worth. Wanna scale your business? Click here. Follow Alex Hormozi’s Socials: LinkedIn | Instagram | Facebook | YouTube | Twitter | Acquisition

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

• 0:00Alex Hormozi?

  It will take you less time to get 10 paying customers by getting 10 free customers first, and then flipping some of them to paid and then using their testimonials to get 10 more than to start from scratch and try to get 10.

• 0:15Alex Hormozi?

  Let's go Steve. Let's go pistols. Q pews. Steve, rock and roll. You're on the Rosie hotline. What's cooking?

• 0:22Speaker 01

  Hi, thanks. Nice to meet you. I was actually at your workshop in February.

• 0:28Alex Hormozi?

  Badass.

• 0:28Speaker 01

  2024.

• 0:30Alex Hormozi?

  All right. Was it good?

• 0:32Speaker 01

  It was fantastic. Since then, we've almost made 900,000 total revenue. So it worked out great.

• 0:38Alex Hormozi?

  And this is not a claim. Everybody, his results are unique and yours will vary, but not bad for a $5,000 ticket or $6,000 ticket, whatever it was then.

• 0:47Speaker 01

  It was fantastic. Okay, I'll read you through these numbers real quick.

• 0:51Alex Hormozi?

  Yeah, let's do it.

• 0:53Speaker 01

  All right, for this year 2025, our total revenue is right at 423,000. Profit is 275,000. Industry mortgage broker, what we sell

• 1:10Speaker 01

  is we are hyper niched into, I'm an airline pilot and military pilot, so we help airline pilots and military pilots.

• 1:17Alex Hormozi?

  Cool.

• 1:18Speaker 01

  Buy homes with their VA loan.

• 1:21Alex Hormozi?

  Okay.

• 1:22Speaker 01

  And the problem we're trying to solve is I think we have so many different kind of marketing strategies right now. It's tough to kind of pick which to put the more on. I feel like we get started, then we stop, then we start, then we stop.

• 1:36Alex Hormozi?

  Word. Okay. Well, what are the different ways you're getting customers right now and what's LTV CAC on each channel?

• 1:41Speaker 01

  Okay, so this is fantastic. So organic, that's where we get, LTV is 11,107. Our CAC is 3,200. And we have 18, we had 46 deals we closed this year, so 18 came from there. From Realtor referral networks, our LTV is 7,800.

• 2:06Alex Hormozi?

  Okay.

• 2:07Speaker 01

  Like just real.

• 2:08Alex Hormozi?

  Yeah.

• 2:08Speaker 01

  Um, CAC still the same, probably at 32 across the board on the CAC and then.

• 2:13Alex Hormozi?

  Oh, really? Okay. Really? By channel it's that or you just took all your marketing spend and divided it?

• 2:19Speaker 01

  I just did a gross, like a fully loaded CAC across the board. I didn't break it out per group.

• 2:24Alex Hormozi?

  I'll actually be able to figure that in a second. How many people did you get from the Realtor thing?

• 2:28Speaker 01

  Uh, we only got fourteen.

• 2:30Alex Hormozi?

  Okay, so eighteen then fourteen. Okay, got it. And then what was the third, uh, third channel?

• 2:35Speaker 01

  Just past clients, fourteen coming back for, you know, more loans. Yeah.

• 2:39Alex Hormozi?

  Oh, okay, got it. Just repeat business. Okay. Um, and then how many did you have there?

• 2:45Speaker 01

  Fourteen on repeat business.

• 2:47Alex Hormozi?

  Oh, interesting. Okay. And then what was LTV on them?

• 2:51Speaker 01

  LTV on them was, uh, seventy-seven fifty-six.

• 2:54Alex Hormozi?

  Okay. And so organic for you right now is content?

• 2:59Speaker 01

  Yeah, it's pushing out content. We were sending messages out about twenty-five a day to people. However, it wasn't converting. They're just reaching out to us when they're ready. Like, they're super warm. They ask us for an application and

• 3:13Alex Hormozi?

  Yeah.

• 3:14Speaker 01

  No friction, almost, it's almost one for one. It's kind of crazy. Because they're like, yep, like, we solve the problem of underwriting for airline pilots. It's super complicated and we know exactly how to solve it. That's what we're going.

• 3:25Alex Hormozi?

  I love that you're niched on this, by the way. I think it's really good. It's really, so I, I like the model. There's also a ton of pilots, so like, love all, like, like all of it. All right. Okay, so you've been making content. Let's put a pin in that for a second. So the affiliates, so the Realtor networks that you have access to, how do you recruit the Realtors?

• 3:44Speaker 01

  Well, I was thinking last year, we, we recruited very heavily, but we realized the LTV was so, like, it was lower, almost thirty percent lower. We kind of quit messing with them. So, we really don't mess with Realtors anymore. We're looking to get back into Realtors, kind of seeing I really need the affiliate to keep the money model going. So we really haven't done much with Realtors this year. It's just, these are some leftover ones from last year.

• 4:05Alex Hormozi?

  So let me ask you a question. How much, how much did you do outbound? Is that what you did for the Realtors?

• 4:13Speaker 01

  Yeah, it's just calling them up, look them up in the local area, just calling them up and, you know, meeting with them and then they refer business to us.

• 4:19Alex Hormozi?

  Got it. So, how much would you save your time last year was allocated towards doing that?

• 4:27Speaker 01

  Almost eighty percent of our time was doing that last year.

• 4:31Alex Hormozi?

  No way.

• 4:31Speaker 01

  And what we

• 4:32Alex Hormozi?

  Really?

• 4:32Speaker 01

  And what we

• 4:33Alex Hormozi?

  Okay.

• 4:34Speaker 01

  Kind of realized was like this year, we've had forty-two qualified leads come from them, but only fourteen of them we closed. And only one of them was our ideal client of an airline pilot.

• 4:45Alex Hormozi?

  They just think you're kind of just generic. They just think you just like people.

• 4:50Speaker 01

  Yeah, they're just kind of generic people and we creates more turn in the system, more work, more credible, everything.

• 4:57Alex Hormozi?

  Yeah, yeah, hurt. Okay. So, given the fact that you're in a niche, going after generic realtors is gonna be tough because the likely that they sell a pilot is gonna be super low statistically, right? So, I think that your best bet is probably gonna be an organic plus ads rather than organic plus affiliates unless there was unlike like, actually, you know, said differently, this actually makes way more sense. So, instead of going after realtors, I think your outbound strategy is the right idea, but I'd be going after group owners or community owners who have pilot-related businesses or like pilot-related merchandise. Because actually, it's so funny because I, um, I want to say two years ago, I had a call like this with a guy who did pilot merch. So, all it was was just like merch for pilots.

• 5:39Alex Hormozi?

  Uh, and he had a community owner of pilots and he ran, it was an e-commerce business. And so he was running ads. So, I don't think it's, one, I don't think it's very hard to find these pilots. Um, I would also recommend starting a school community for all the customers because they're all the same. I actually think that'd just be cool. It's just like a cool benefit that you have. Um, that other people don't, can't normally do in your space. And I think you'll be able to generate a shitload of referrals from that.

• 6:07Speaker 01

  That's what we were kind of thinking. We do have a finance course that we built out that we just haven't really been able to use because I kind of get stuck in this. Hey, I need to go back doing more, but like we've built out courses just for pilots, just for the veteran, exactly how to fix your problem.

• 6:20Alex Hormozi?

  Here's what I do. Here's what I do. So, you're gonna take your course. Right? And you're gonna make that as a lead magnet for your organic.

• 6:31Alex Hormozi?

  And I would drive them into a group because to your point of like, some of them aren't ready. That's fine. They can join a group in the meantime. That will spin up the wheel. That will then get you leads and then it'll also get you referrals. Because you can tell them, hey, send your friends to this group. They're, they're all welcome as long as they're pilots. Pilots only.

• 6:49Speaker 01

  Okay.

• 6:50Alex Hormozi?

  So, they get this lead magnet when they join the group for free. Thing one. Second thing is I would start experimenting with Facebook ads and I would use the lead magnet yet again. And then what I would do is I would include, because I would send them to the group and give them an onboarding call for free. So they get the lead magnet plus an onboarding call. And then you can talk to them, you can gauge where they're at in the life cycle. And that, that, that group can basically act as your, as your long-term nurture in the meantime. But I think the referrals from the community are going to be big. And I think paid ads in today's day and age can get super targeted for this type of avatar.

• 7:32Speaker 01

  And that's what we identified on social media.

• 7:35Alex Hormozi?

  Yeah.

• 7:36Speaker 01

  It's almost 75% are our exact client.

• 7:39Alex Hormozi?

  Yeah, dude, the algorithm's already done. Like, the algorithm's finished. They know what's inside. AI gets it. AI knows who the pilots are and they just send that. It's, it's interest media, not social media anymore. If you want to get pilots, you have to make pilot stuff, which you've already figured out, right? So it's like, number one, I think by and large, for sure, this strategy is a more strategy, because what I want you to do is make way more pilot content, number one. I would also experiment with like pilot-related humor and memes, because I think those will probably do really well and they'll still bring people in. Because that's fine. Normally, I'm not like pro meme, but I think for stuff like this, like inside jokes for pilots, I think would be a great content type. Not like, not every day, but like, you know, a few of those a week, I think would do well. Just top of funnel awareness. But what's cool about that is that like, I want you to pump way more content so that

• 8:21Alex Hormozi?

  when you take the winners of that content, take the content and then slap on a CTA at the end, run that as the ad. And then the offer is going to be the lead magnet you already made. They can facilitate their, if they're course, or they get the, the onboarding call for free. We can score where they're at in the life cycle, and then you can follow up with them accordingly.

• 8:39Speaker 01

  Okay.

• 8:40Alex Hormozi?

  That's what I would do.

• 8:41Speaker 01

  Well, cool. That was really the decision was go after Realtors and just keep going after our.

• 8:45Alex Hormozi?

  No, dude, I don't think, no, I don't think Realtors is the play. I don't think Realtors is the play. Because it's, if you want to stay in this niche, I don't think that's the play.

• 8:51Speaker 01

  Okay, perfect.

• 8:53Alex Hormozi?

  Thank you. Rock and roll dude, appreciate you. Alright, thanks man. Alright, dude. Okay, the training gyms, I have personal training, oh gosh, I don't know anything about gyms. Can someone else take this one? So, UK-based, money model's pretty good, but can't get my salespeople to sell supplements. Cool, might be that they aren't really confident in their general supplement selling. Yeah, so, uh, having sold a lot of supplements in my life, let me just give you the solution, rather than, you know, ask going back and forth on it. So, what you want to do is, you want to give every single one of them, kind of like the ultimate package, and tell them to go through a 30-day challenge where they'll follow your meal plan, and they'll take the supplements, and you want them to take before pictures and after pictures. So, you say, "Hey guys," and you want to, you kind of like whisper tea shout this.

• 9:35Alex Hormozi?

  So, uh, right as all the trainers, you know, take their before pictures, like have them all, be like, "Something big is coming," you know, like, kind of like, dun dun dun. And so have them posting, uh, a ton during this 30-day period of like their workouts, and their food, and all this stuff. It's like, "Hey, we've got something sick that's dropping." And then at the end of the 30 days, you'll post all the, the after pictures, right? And with the after pictures, you'll then announce a 28-day, you know, transformation, or something like that. And you can email your entire list, and you can even post your socials, whatever, and run it for free, hear me out. You'll run it for free, so any members can also bring somebody, or as many friends as they want, to do the 28-day transformation. Here's how it works. When they come in, it is free, but the first meeting you're gonna do is gonna be a nutrition orientation. At the nutrition orientation, you're gonna say, "Hey, we got your food covered, we got

• 10:19Alex Hormozi?

  your workouts covered, these are the supplements you're gonna want to take for the 28 days." And you'll sell them all, uh, you know, three to $500, $600 package of supplements. And when you give the sales, uh, the trainers commissions, one, if they can't sell anything but the supplements, and they just went through the, uh, experience, they will like it a lot. Now, lucky for you, Mr. Training Gyms, let me tell you how to sell them. So, menu upsells, which is page 77. Inside the Money Models book, literally outlines exactly how I sell supplements. Four steps. Unsell what they don't need, prescribe what they do need, which is basically tell them exactly how they're going to take each product. So let me explain that. Actually, I'm going to go a little deeper on this one because I think you guys, you guys go with that. Everyone good with that?

• 11:03Alex Hormozi?

  All right, we'll go a little deeper on this one. So the way to sell supplements, I sold a lot of supplements in my life. Person comes in. As soon as they sit down, what you're going to say is, hey, I'm going to give you this meal plan. Everyone always wants to know what supplements they're going to buy. I get to that, I promise, but I really want you to focus on the food because the food is the most important part. All right. What if I just said right with the beginning? One is I made everybody know that everyone wants to know which supplements they're going to buy. So I've already seeded that. Number two, I've also told the truth, which is that I want them to focus on the food because the food is the most important part. So you already accomplished two things right up front and you do so ethically. Now, after you go through it, you're going to go, you know, go through their nutrition plan, go through the grocery plan, whatever. You say, okay, finally, we're going to get to everyone's favorite part. Then you flip back to the plan. Now, I integrated supplements into my meal plan, said that they were one in the same,

• 11:49Alex Hormozi?

  so that it wasn't like, oh, I've got supplements here and meals here. Because then it makes it seem like this is an addition. I want it to be integrated. All right. Now, the next thing you're going to do is on your meal plans, you should have little, little, little dashes next to each of the products that you have on site. And I prefer to, step one, unsell. So you say, hey, Dorothy, I'm guessing you're not trying to get any chest hair. And they're like, oh, God, no. And you're like, great, so let's just cross out this testosterone boost. You probably don't need that. The next thing is you're not trying to gain weight, are you? No, okay, cool. Let's just cross out this weight gainer. I don't need you on that. And so I go through first two things they don't need. I'd be like, now this one. I then give away the supplements that are low margin. So I say, listen, we've got a fish oil or an omega complex. There's one down the road. I'll write down the brand name for you.

• 12:33Alex Hormozi?

  You can go out, it's probably half the price what we sell it for. It's not as good. I was like, but it'll get you 80% of the way there. All right, so let's just like, I'll write it down, boom. Next thing, this one, this is generic. You probably get another one probably for half the price down the road. I'll write that one down. Great, boom. So the next thing is like, okay, now we've, we've done our, we've done our seeding. We've told people that everyone's gonna buy, then we've unsold the products that I don't want them to buy, or aren't right for them. Then, we go to prescription, okay? Step two. We say, alright, so I want you to write a 1 next to this, which is gonna be your protein. I want you to write a 2 next to this, I want you to write a 3 next to this, whatever. You're gonna go down the list. And so with each one of them, you say, alright, so your pre-workout, do you want to drive the same car every day? They're gonna say, yes. And you say, awesome.

• 13:17Alex Hormozi?

  So, I want you to take your pre-workout, I want you to put it in the car with you, because it's always gonna be with you. Next thing is your post-workout. You're always gonna be using this car, I want you to keep that in the car, too. Next one is your PM, okay? So, this stuff I want you to take at night. What's the last thing you do before you go to bed? Uh, you know, I put my retainer in. Cool, I want you to put it right next to your retainer, or right next to your toothbrush, that way you don't forget it. What's the first thing you do in the morning? I drink coffee. Great, so I want you to put your AM stuff right next to the coffee. I'm gonna take this tape, put it on top, write a 2, take tape, put it on top, write a 3, tape on top, write a 2, that way you know that how many pills they're gonna take in each of those specific sessions, if you're gonna think about it. So, I don't want this big stack of stuff that's gonna sit in your closet. I want it already integrated into your life. That's prescriptive. Notice, I didn't ask them, I told them, I told them exactly how to take it.

• 14:00Alex Hormozi?

  Then, I say, great, for the protein, do you want chocolate or vanilla? Great, you want chocolate? I like chocolate. Fantastic, for the pre-workout, do you like strawberry or kiwi? Most people like strawberry. Strawberry, great. Alright, awesome. Um, you're almost ready to go. Put it in front of them, and say, great, do you want to use the car you have on file? Awesome. Done. Close everyone. You close 90%. Power. That's how you do something, so. Next caller. Corey, what's up, man? You're on Hermosillo Hotline.

• 14:28Speaker 02

  Hey, man, what's going on?

• 14:30Alex Hormozi?

  I'm, uh, I'm cruisin' and bruisin'.

• 14:35Speaker 02

  Hell, yeah, that's what I'm talking about.

• 14:37Alex Hormozi?

  Alright, talk to me. What's the, what's the business? What do you sell? How much you make? All that good stuff.

• 14:42Speaker 02

  Yeah, uh, so we're an A-track cleaning business. Um, so, we're doing currently on track right now for this year for 1.8.

• 14:50Alex Hormozi?

  Alright, 1.8 top line, got it. What's, uh, what's bottom line?

• 14:54Speaker 02

  Bottom line right now is roughly for 50 to 500.

• 14:58Alex Hormozi?

  Nice, solid, good, okay. Um, what is, you must have been consuming my stuff for a while. Okay.

• 15:06Speaker 02

  Good amount, huh? Good inspiration.

• 15:08Alex Hormozi?

  Good. No, I love it. Okay, so what's, uh, what's, what's the thing that holding you back? Is it not enough technicians, or is it not enough leads?

• 15:17Speaker 02

  It's now, now it's, it's still leads a little bit. We're always looking for more because we're, we're currently always hiring. So we are now putting on a technician, probably one every three to four months.

• 15:30Alex Hormozi?

  Okay, got it. So what's the constraint of the business right now?

• 15:35Alex Hormozi?

  What's holding you back from doing twice as much?

• 15:38Speaker 02

  Right. So right now is definitely leads. So we just, per our cash cow event that we had with you, the one thing that we really dissected was our third-party marketing.

• 15:50Alex Hormozi?

  Corey, I didn't realize that this was, this was that Corey. All right, rock and roll Corey. Yeah, I remember everything. I didn't know. I just, I had Corey. It's all I had. Corey and HVAC. No, no, no. But you're in ducts cleaning, which is a little unique. All right, all right, all right. I remember. All right. So what's, yeah. So what's holding it back?

• 16:05Speaker 02

  Yeah. So right now, we just got rid of our old marketing company. So we went with a new third-party. Now they're great. A lot of track record. It's kind of a higher echelon of what, you know, is in our market. So we actually have our CMO that worked with them previously in her past company. She took them from two million a month to, I'm sorry, two million a year to two million a month. So now we reunited them. So they are super excited to all work together again. But yeah, I mean, super right now is we're trying to just lock in on leads again. We are redoing the website. We're redoing a lot of our, our ads and kind of reconfiguring things.

• 16:45Speaker 02

  And just what we've talked about in our cash cow is, you know, I mean, I'll spend unlimited ad spend as long as it makes sense and makes money, right?

• 16:53Alex Hormozi?

  Yeah. So what's holding you back? Or this stuff just needs to pan out?

• 17:00Speaker 02

  Yeah. So we're working on leads right now and then finding, the real constraint is finding enough technicians that, that to fit our, our feet and what we do. So a big part of what we do is education. And all of our, all of our employees right now, there's none of them that have a, you know, HVAC, you know, background at all. So it's been really interesting to kind of train people up from the ground zero, which has also been great.

• 17:25Alex Hormozi?

  Yeah, but you get way better margins. They learn it your way. So there's advantages. Yeah.

• 17:29Speaker 02

  Right, right. Exactly.

• 17:32Alex Hormozi?

  Okay, so do you need more leads or do you need more technicians?

• 17:36Speaker 02

  Definitely more leads first. So technicians we're good right now, definitely more leads.

• 17:41Alex Hormozi?

  Well, if you're already redesigning all your funnels and your offers and you're about to turn on a bunch of ads, I don't know if like my, the first thing I want to do is just say like, let's stop all that. Like, I think you, you need to do that, right? And so I think you need to let the dust settle from that change. Like, one of the, one of the big things that Leila says a lot, which I really appreciate is, you never want to solve the same problem twice. And so it's like, sometimes it's like, if we have a three-month solution to a problem, if we're one month in and the problem isn't solved, it makes sense though, because we're still working on it. It's a three-month solution. It's like, it's going to take us 90 days. And so sometimes we want to solve the same thing like multiple ways, when really the first thing was the right thing, it's just going to take 90 days.

• 18:14Speaker 02

  Right, exactly.

• 18:16Alex Hormozi?

  So if these guys were able to scale the other business, you know, from $2 million a year to $2 million a month, it sounds like they already have, you know, whatever their playbook is on the lead side. So I'm going to just assume, just for the sake of our conversation, because it's going to get too granular that I can do over the phone without seeing what I, like, what I'd be looking at, like, super tactical headlines and moving, you know, all that kind of stuff, transitioning over to the supply side. Because assuming that works, you're going to be quickly supply constrained, right?

• 18:37Speaker 02

  Right.

• 18:38Alex Hormozi?

  Okay. So what is your lead gen funnel for the, for the technicians?

• 18:45Speaker 02

  So right now, we are currently going on Facebook groups and stuff of that nature. And we're also kind of, we're almost recruiting and like, reaching out to other companies. So when we see posts or things from other technicians, or when my technicians are out in the field and they see other companies, those, those guys are coming out to us of like, hey, I've never heard, you know, I've never heard of you guys. What do you guys do? And they see what we're doing, they want to be involved. So they're just not happy where they are and they're looking for us. But we have to be careful with that, too.

• 19:16Alex Hormozi?

  Yeah. Well, all right. So we, we have a couple, like, you need to incre, like, you're going to need to, you need to go from, you know, one, what do you say, one every three or four months is what you said? Right. So if you're gonna, if you're gonna 12x, you're gonna have to go one every three or four months to like, almost, I mean, it's 12 times that. So if you did one a month, it would still be only, you know, three times that. So it's going to be closer to one a week to sustain the volume. So we need to build that machine, like, soon. And so we have to think about a more scalable way of acquiring them. And so I think part of it is, do you have the economics around how much a, an HVAC technician makes you?

• 19:54Speaker 02

  Yes. So an average technician around us makes anywhere between 50 and 70.

• 19:59Alex Hormozi?

  They make that much money, that's their pay.

• 20:02Speaker 02

  Right.

• 20:03Alex Hormozi?

  Is that what you're saying?

• 20:05Speaker 02

  Yeah.

• 20:06Alex Hormozi?

  Okay, so their salary is, I'm gonna say 60K, okay? Got it. How much gross profit does a technician bring in for you? Take out cost of like, you know, the materials, right? So take out material costs, how much does it make? And then I'll subtract out their salary.

• 20:20Speaker 02

  About, I'll just call it, I mean, 180 to 200.

• 20:25Alex Hormozi?

  All right, the 200K. Hmm, all right, well, it's already 30%, which is already kind of high. Cause I was like, is there a way that we can? What commission are you giving to, uh, to bring them in?

• 20:37Speaker 02

  Uh, well, right now, we've actually had to outsource from different states. So we're offering like relocation, um, you know, packages in order to get them here. Uh, because we live in a lot of retirement communities and stuff like that. So the people that we're looking for is kind of hard sometimes. So, um, I mean, we offer, you know, up to $10,000 of relocation. Um, and then like I said, we try to get them rocking and rolling.

• 21:01Alex Hormozi?

  Yeah, so I think we just have to be a little bit more violent. I think you have the right strategy. I think it's just a volume thing, like, you know, you're reaching out, like, it's like, how many recruiters do we have? How many we ask them for? Can we get them to get us more? Thing one, thing two, like you're going in communities, but how many? How often? Um, like, do, are they on, are they on, like, where's the, where's the best pool? Cause they all hang out somewhere, right? So where do they hang out?

• 21:29Speaker 02

  That's a good question. I gotta, I gotta, I gotta deep dive into that.

• 21:32Alex Hormozi?

  We solve that and you make like 50 million dollars.

• 21:35Speaker 02

  They're all typically working. That's, that's where it's like, especially with us and.

• 21:39Alex Hormozi?

  No, but they hang out online, dude. Everybody hangs out online. Entrepreneurs are always working, okay? But they hang out online. So that like, don't, like, there's, there's somewhere they hang out. Groups, forums, associations, discords, school communities, like they're somewhere. So I'd be looking at the trades, like trades, uh, groups in general, like look broader. Cause you train these guys from scratch anyways, right? And do you like, I mean, you train them from scratch because like, do you need them to be existing techs? Can you just get anyone to do it?

• 22:08Speaker 02

  I hire for personality more than anything.

• 22:11Alex Hormozi?

  Well, dude, I mean, then why, I mean, like, you don't need to be looking cross state. I mean, like this, this to me sounds like a, an ad thing. So I'd be running like Indeed, uh, and like Facebook Marketplace or whatever ads. And then I'd be running them to a group interview. Because that'll make it efficient for you. Just group interviews. Just do, you know, one group interview, two group interviews a week, 10 people on, assume only 30% are going to show. So it's like, get 30 people booked for each of the times. So it's like 60, you know, 60-ish leads confirming, which will probably take you five times that or more. So 300 leads a week, coming in off of Indeed ads, do a much, you know, do a 50 mile radius

• 22:56Alex Hormozi?

  around your location. And I would be group, group interviewing, and then off the group interview, we're talking like one or two minute, just them, just, you catch a vibe pretty quick, right? And then you do a one-on-one with them after that. And that'll allow you to triage through a shitload of applications. This is a low skilled role. This is a low skilled role. I wouldn't be recruited from out of state for this. Just low skilled role. You just, you need to be spending like a ton of money on, I mean, a ton is relative, right? Like, if you're willing to spend 10,000, which I think is the right, right way to think about this, dude, if you spend 10,000 a month, you're going to get way more than one technician on ads. Way more. Right. So I don't even think you need to do much, like, I don't, I mean, it's good that you're doing that, but I, I think I would just, you have

• 23:36Alex Hormozi?

  to build the recruiting process for this business, because if, if the, the girl and the reuniting with the, you know, the agency or whatever, they worked together before, they already know how the sales motion and the, and the acquisition works. So you're going to have to 12x your acquisition of talent. So this is another machine.

• 23:53Speaker 02

  Yeah.

• 23:55Alex Hormozi?

  Cool?

• 23:57Speaker 02

  Yeah, absolutely. Yeah, that's, that's very helpful. I mean, like I said, it's, it's the biggest thing that we're trying to do is, is just kind of grow our team. And like I said, just making sure that the right people are on our team. Because especially with our industry as a whole, it's very important that we do, you know, the right kind of work.

• 24:13Alex Hormozi?

  No, you're good. And like, you want to, like, you want to, if you're catching for attitude, right, which is what you're looking for, like, just, just cast the net broad. Talk to as many people as you can. That's all we're doing here. Talk to as many people as you can, you catch a vibe real quick, move them in.

• 24:27Speaker 02

  Yeah, yeah, no, absolutely. It's very helpful.

• 24:29Alex Hormozi?

  All right, rock and roll Cory, appreciate you.

• 24:32Speaker 02

  Hi brother.

• 24:33Alex Hormozi?

  Yeah. All right, talk soon. All right, say it. All right. Renato, I've written ads for my biz for two years and 8X their business. Oh, for A biz, not your biz. 8X their business, I learned everything about the business, but I'm not sure if it's enough proof to talk about and get new clients on the niche. I mean, some proof is better than no proof, for sure. But I would say like, can you, like, can you work for more customers for free or at a discount? Like, I'm telling you, everybody, like, you will shortcut your path to success by getting 10 testimonials more than just about anything else. Because that's like, if you look at a conversion page, you look at a VSL, you look at a sales process, if you show 10 testimonials, it's about all you really need. Because once you have 500 or 5,000, like, like I do, there's actually not a lot of incremental benefit.

• 25:18Alex Hormozi?

  There's not a ton, right? Like, if the, you know, the offers book is 27,000 five stars. Add 1,000 five stars, people are like, this book is probably good, right? And there's, there's very, there's very diminishing returns when it comes to getting testimonials. But those first 10 matter so, like, the amount that you can charge, the amount of experience that you're going to earn, the amount that you'll be able to convert from a sales process, the amount of people who will respond to your advertising, your outreach, huge difference. So it's like, it will take you less time to get 10 paying customers by getting 10 free customers first and then, and flipping some of them to paid and then using their testimonials to get 10 more, than to start from scratch and try to get 10. So that is my TLDR. I do think you can lead with your very compelling example, but I'd still want, like, you just need to do more volume in. My team, let's highlight somebody.

• 26:02Alex Hormozi?

  Ex Rahul, I'm a content creator with a million, I'm guessing followers, but I'm not able to expand because I do everything on my own and I do it too good. I do it too good. I'm so good that they have banned me for being so good. If I try to hire people, they just don't seem to learn no matter how hard they try. So guess what? You suck at training. So instead of framing, this is a really good, this is a really good side point. Whatever is, is, is holding your business back, instead of saying, this is holding my business back, reframe it as, my inability to do this thing is holding me back. So it's not that like, all salespeople suck, it's that I don't know how to train good salespeople. Right?

• 26:43Alex Hormozi?

  It's not that like, oh, Facebook doesn't work, it's I don't know how to use Facebook to get leads. Right? And so. You, X Rahul, what you need to do is you need to get better at breaking down what you do into its constituent parts and then training it in each of those parts one at a time. Because, let me say it differently. If you expect, like, you're, like, you're, I mean, from a percentage perspective, if you have a million, you know, a million person account, it's a point something percent creator. Like, you're, you're, it's a, it's a rare feat, right? And so to assume that you're going to be able to teach someone a skill that allows them to get a million people in a weekend is kind of ridiculous. Now, what you can do is teach them a component of that skill. Teach them how to do the research, right?

• 27:25Alex Hormozi?

  So I want you to look at all the work you do and say, like, how many of these pieces that create the end result can I outsource or delegate so I can get more leverage on my time? And so maybe you can do five times the output if you have someone who's taking two of the, the 80% of your time type projects, right? And so, like, I know how to make ads, but when I do record ads, I'm just gonna, like, my team's gonna come, they're gonna already have looked at the top performing hooks from past campaigns and top performing creative from our organic. They're gonna say, here are the hooks. They're gonna be like, this is the offer we already know that we're gonna push. I say, great. And so then I'm gonna read the hook, I'll fill it in with whatever, you know, two to three points I want to add in. But then, instead of me having to do all that work, I can do the whole thing in 45 minutes rather than that being a day, right?

• 28:10Alex Hormozi?

  And so, instead of you saying, I want to replace myself, I would like you to layer down a chunk and say, I want to replace components of what I do, until eventually you're just doing the highest value, rarest skill. And then maybe eventually you could upgrade one of those people to learn that too. That's pretty good. Feel pretty good about that. What do you think about that, Duke? Feel good about that one? All right. Sammy Melbar. I asked Hermosy AI what to ask you. If you owned a done-for-you high-ticket sales company, what daily input and target, and weekly tasks would you set to add 10 FitPro clients per month without breaking delivery? Well, without breaking delivery, well, I mean, you have a high-ticket sales company. So, high-ticket sales company could be anything, but then you said you want to add 10 FitPro clients per month. So, is this like you teach them to do high-ticket

• 28:55Alex Hormozi?

  sales? You do high-ticket sales for them? That's, I'm gonna guess that's what it is. I'm gonna guess you do high-ticket sales, you staff setters and closers. Okay. Got it. Yeah, so you, yeah, you help them generate high-ticket sales. Got it. So, the thing is, is without breaking delivery. So, we have to figure out whether you're demand constrained or supply constrained. So, if you're demand constrained, then we need to get to 10 FitPro clients per month. If you're like, "Well, I can't take 10. I can only take five, and I'm currently doing two," then it's like, well, get to five by increasing the inputs on the system that you're already doing, which is gonna be either more ad spend or more outreach likely for your existing business. And then, without breaking delivery, so if every business is demand constrained, you're either demand constrained in terms of customers, or you're demand constrained the same way I was just talking to Corey

• 29:38Alex Hormozi?

  about his HVAC techs, which is like, you need to have a separate marketing funnel for the people who are doing delivery. So, it's gonna be both marketing in terms of acquiring the talent, but also the training and onboarding. So, let me, let me walk you through this. So, you've got lead, leads that come in, you've got nurture, you've got sales, you've got, you know, activation, and then you've got retention and ascension, right? This is what you, this is a customer journey, right? Now, if you have a team, because if we're talking about delivery, you've got applications, very different, you've got application nurture.

• 30:19Alex Hormozi?

  We use a different word here called interviewing. It's a sale. Activation is gonna be the onboarding, right? You could also technically call this onboarding for a customer. You onboard your employee. And then, what are you gonna do with an employee? You're gonna retain them, and then if they're good, you're going to ascend them into higher levels of business. And so, the point here is that you obviously have a process here. You just need to build a parallel process here. That's it. All right.