Stop Overthinking and Do the Thing That Works. Hormozi Hotline | Ep 925

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?

  Welcome Crystal to Hermosy Hotline. We are hot.

• 0:03Speaker 01

  Hey.

• 0:04Alex Hormozi?

  Hey, what's going on?

• 0:05Speaker 01

  Woo-hoo. Oh, hi, sorry, blocking you on YouTube.

• 0:10Alex Hormozi?

  Well, I appreciate it. Hello from Vegas. Alright, so you're 33K a month, okay? Got it? Alright, ad spend is zero, got it? Real estate is the niche, okay? Oahu Luxury Homes, okay, real estate luxury, got it? Offer is buy/sell for high net worth, okay? So you are an agent, right? Or you're brokerage?

• 0:34Speaker 01

  Yes, yep.

• 0:36Alex Hormozi?

  Okay, are you a brokerage too, or just an agent?

• 0:39Speaker 01

  Oh, just an agent.

• 0:40Alex Hormozi?

  Okay, and I said just, that sounded diminutive. I didn't mean it like that. So congratulations.

• 0:45Speaker 01

  Oh, face layer, no worries.

• 0:48Alex Hormozi?

  Okay, so the constraint is needs funnel and a clear hook. Unsure if buyers or sellers can share the same offer. Okay, so you want to sell more houses, right?

• 1:00Speaker 01

  Yes, so far I'm on track for 25 million this year, but I want to get to 50 million.

• 1:05Alex Hormozi?

  Okay, so what do you do right now to get leads?

• 1:10Speaker 01

  It's all referrals and a couple of times a month, I was all live on Facebook. I was doing it more consistently and I would get leads that way, but it's mainly referral based.

• 1:20Alex Hormozi?

  Okay, so when you did go live more consistently, you got leads that way?

• 1:25Speaker 01

  A few, yeah, like this year I picked up 10 million in sales from that one Facebook video.

• 1:31Alex Hormozi?

  Well, what do you think I'm going to say?

• 1:36Speaker 01

  To do more of going live?

• 1:38Alex Hormozi?

  Yeah, that seemed to work pretty good. So you did 10 million in sales, your commission's what? Call it 3% on average between buy and sell?

• 1:47Speaker 01

  Yes.

• 1:47Alex Hormozi?

  Okay, cool, so you made $300,000 off of the lives that you did. How many lives would you say you did?

• 1:57Speaker 01

  Usually only two a month. I used to go live every Thursday for four years straight.

• 2:02Alex Hormozi?

  Okay, so two a month, and let's just say that that's what you did the year that you did the extra 10 million. Does that sound accurate?

• 2:09Speaker 01

  Yes.

• 2:10Alex Hormozi?

  Okay, so you did 24 lives and made $300,000. So you made like $13,000 per live.

• 2:21Speaker 01

  Yep, that's good math.

• 2:23Alex Hormozi?

  That feels worth it, right?

• 2:24Speaker 01

  Because it's, yeah, because it's, it's pretty easy and fun. I just hop on, do a house tour, then hop off.

• 2:31Alex Hormozi?

  Yeah, so what if you did that? How many, how many houses do you show? Or how many houses hypothetically could you do that for per week? I want to say max, not like, let's start from where you were to like, what would be the maximum amount of those that you could do?

• 2:46Speaker 01

  The max would be, I mean, if I really hustled, probably 20 would be like moving

• 2:51Alex Hormozi?

  Per month?

• 2:52Speaker 01

  With my schedule.

• 2:53Alex Hormozi?

  20 per month?

• 2:54Speaker 01

  Oh, I thought you meant per week.

• 2:55Alex Hormozi?

  Oh, per week, no, that's even better. That's even better.

• 2:59Speaker 01

  I could do five per week, I could do five per week.

• 3:01Alex Hormozi?

  No, but I like the 20 per week, that sounded so much better.

• 3:05Alex Hormozi?

  How about this? We'll do this. Do phase one of this. So do five a week, one a day, do the sexiest one. All right, the one that's the, the most banger that you could walk through. Do that for six months. And then at that point, decide whether you want to go from five to 10.

• 3:24Speaker 01

  Oh.

• 3:25Alex Hormozi?

  And again, remember, the thing is, is that you're operating from the perspective that you have the existing resources that you currently have to make that decision. But that's not what's going to happen in six months from now. Because if the same math held, right? Then that would mean that you would be able to accelerate. And let's assume that your half is efficient with these ones because you're doing more of them, whatever. All right, let's just assume half. So you're making, call it $6,500 per, let's even go less than that, $5,000 per. Okay, so if you did that, then you're going to make $5,000 five times per week. So $25,000 a week comes in extra, $100,000 a month, $1.2 million per year. Extra in commissions. So that would triple. Now, you go from $33,000 a month to $133,000 a month. So you would quadruple your business if you just did that. And that's at a one-third efficiency of your current lives.

• 4:12Speaker 01

  Gotcha. Does it matter that I don't have, because I'm learning so much with your content? I signed up during the book launch into the ACQ group. I don't, it's not like I'm doing a specific hook or anything. I'm literally just hopping on, doing a house tour, saying some things about Hawaii and then hopping off. So it's not very strategic.

• 4:31Alex Hormozi?

  Phase one is do it.

• 4:35Speaker 01

  Okay.

• 4:35Alex Hormozi?

  Phase two is, once you do it, you'll realize which ones work better and then you'll start getting better.

• 4:41Speaker 01

  Okay.

• 4:42Alex Hormozi?

  Because here's what ends up happening. You'll commit to the action, right? You'll do it. And then all of a sudden, you're like, well, shoot, I'm spending all this time doing this. I might as well take 20 minutes to just look at good hooks to start with. And then the next week or two, you'll start with good hooks and then you'll do it and be like, oh, my God, this is so much better. And then you'll think, man, that was just with 20 minutes. I wonder if I spent an hour a week just prepping a little bit more for each of these. And all of a sudden, you'll get even more. And then this is how you get in the game.

• 5:07Speaker 01

  Gotcha, gotcha, gotcha. But can I ask one more question?

• 5:11Alex Hormozi?

  Go for it.

• 5:11Speaker 01

  I don't know how many, I know I gotta hurry. How would I document, because yesterday's workshop was so good, document the aspirational achievements? You know, of...

• 5:19Alex Hormozi?

  For you, it's already done. It's already done for you. The houses do the work.

• 5:25Speaker 01

  Oh, interesting.

• 5:26Alex Hormozi?

  Yeah, that is the aspiration.

• 5:27Speaker 01

  And then in the pyramid, like, am I solution aware or am I product aware? Like, I wasn't sure where I fell.

• 5:34Alex Hormozi?

  So I think for you, again, like, what, like, you showing sick houses is going to be like, I just, I don't even want to get into that stuff for you right now. Like, the reason that there are so many real estate reality shows is because people like looking at nice houses.

• 5:51Alex Hormozi?

  Now, the difficulty of what's going to happen, so this, let me just play out what's going to happen next, is that if you do this and you're consistent, you're going to get a lot of people who start following you because people, because people in general, people who are broke and people who are rich like looking at nice houses. That's why those work as shows, because broke people look at them too, right? So...

• 6:06Speaker 01

  Right, right.

• 6:07Alex Hormozi?

  We just need to make sure that when you start getting these leads, because the next thing you're going to get overwhelmed, like, the next call we would have, if we were to fast forward this to three months from now, you're like, oh, my God, it worked, but it worked too well. And I've got too many leads that are like, that are broke versus the ones that are good, right? And so then we're going to have to put a little bit of a triage process in place. And at that point, though, your sales commission should already have, you know, gone up by a decent amount. And then you can afford somebody to just work your DMs for you.

• 6:32Speaker 01

  Okay, gotcha.

• 6:33Alex Hormozi?

  Cool.

• 6:34Speaker 01

  I'm following.

• 6:35Alex Hormozi?

  And the nice thing is you can have somebody overseas do that. So you don't even have to like, that's not gonna be a super high expense. You can pay, you know, 500,000 bucks a month and have a full-time VA who's trained on, you know, a simple, you know, six or seven question script. Very easy.

• 6:47Speaker 01

  Do I, do I go live on Facebook or IG?

• 6:51Alex Hormozi?

  Both.

• 6:53Speaker 01

  Okay, I gotta figure that out. I've never gone live on IG.

• 6:57Alex Hormozi?

  I promise it's one, it's one Google search away. It's one Google search away.

• 7:02Speaker 01

  I know.

• 7:03Alex Hormozi?

  Cool? Yeah, like, you could like quadruple your business by doing one thing every day. I feel like we should just do that.

• 7:10Speaker 01

  Okay, I love this, cuz I was trying to figure out what one thing to do, so this is very helpful.

• 7:13Alex Hormozi?

  This is a good one thing. This, I, I feel very confident in this one thing.

• 7:18Alex Hormozi?

  Cool?

• 7:18Speaker 01

  Okay, thank you. I'll talk to you again in three months.

• 7:20Alex Hormozi?

  All right.

• 7:21Speaker 01

  Yep. Thanks, Alan.

• 7:23Alex Hormozi?

  You bet.

• 7:23Speaker 01

  Take care. Bye.

• 7:25Alex Hormozi?

  This is a great question that, that Crystal just brought up, by the way, everybody. Like, when there's so many tactics that you have, that you're like, how, you know, I could make this better, this is something else I could do, is like, just start. And the thing is, is that you will, like, by doing, by starting and doing a lot of volume, you will feel the pain of doing a lot of volume with very little output. Then what will happen is you're like, man, if I'm putting all this time into it, I'm gonna start getting better. And so, most people try to like, they, they have this, this fallacy of the perfect pick. Like, I have to make the perfect thing, or it's not worth it. It's like, no, like, start, realize that it's gonna suck because you're putting all this time into it. And then, you will be pulled, because you've already made the commitment, and you keep your commitments to yourself. You, you'll feel pulled to get more efficient at the thing. And then, Crystal, for example, will start listening to more and more of my content-related stuff,

• 8:08Alex Hormozi?

  and be like, okay, I'm gonna start working on these hooks to make them, uh, you know, work better. I'm gonna start, people seem to like the outside of the house more than if I start with the inside of the house. Or maybe they like the view first, rather than, you know, the bathroom, whatever. Like, she'll figure out. And, Crystal, if you're still watching this, what I would recommend doing is that when you have your lives, like, there's so many content agencies, again, this is a little bit of investment for you, but like, there's so many content agencies that'll just clip portions, especially if it's like tours and stuff. And then you can do trial reels, that you can post up to five a day for the same reel, where I would be like, okay, let me start with, you know, different first three seconds. So I'm gonna start with the outside of the house, I'm gonna start with walking the front door, I'm gonna start with the view, I'm gonna start it with, you know, the, the amenities, or whatever it is.

• 8:52Alex Hormozi?

  And maybe a different verbal and visual hook. And then, once you have those five, you take the best one, you post it to your main page.

• 8:59Alex Hormozi?

  Okay? Jack Maltz, how can I get hot leads for high-ticket executive? Okay, can I, someone pause me, my little chatty chat? Okay, how can I get hot leads for high-ticket executive clarity service? It's a science-based service involving photography? Science-based service involving photography? Can you scroll up on my, my guys? Okay, here we go. I have 10 years of photo experience. High-ticket executive clarity? I don't even know what that means.

• 9:33Alex Hormozi?

  So I'm gonna say something, Jack, so if like, you know, hopefully you're alive.

• 9:38Alex Hormozi?

  Well, I guess you are alive, but I'll, I'll,

• 9:43Alex Hormozi?

  I'll bet you, man, like, you'll get way more leads if people can understand what you do. Like, I'm just being super real, like, like, explain it to a five-year-old. Like, I take pictures of your face that make you look better and get you higher responses to your resume outreach.

• 10:01Alex Hormozi?

  So it's just like, I'm relatively confused by what you do, and I think that if I'm confused, and I look at a lot of different businesses,

• 10:08Alex Hormozi?

  prospects will also be confused. And so I think this is a messaging issue right off the bat, which is, just make it very, like, be clear, not clever. Like, that is, like, that is the issue, be clear, not clever.

• 10:22Alex Hormozi?

  Yeah, and that's, that's, that's what I would do. And then from there, you're gonna have to let more people know about your stuff. So you're gonna have to pick outreach, you have to pick content, or pick ads. My recommendation, especially if you wanna be a thought leader, is you're gonna probably be on the content side. That's where the attention is, and so I would start demonstrating the highest degree possible, S P C L, which is what I started this, this whole thing with. And if you can't do it for yourself, then you wanna use or borrow the status of the people that you're helping.

• 10:48Alex Hormozi?

  Next caller is Ann. Ann?

• 10:51Speaker 02

  Thought leaders, you're gonna probably be on the content side. That's where the attention is, and so-

• 10:55Alex Hormozi?

  Ann, what's up?

• 10:56Speaker 02

  Demonstrating the highest degree possible, S P C L, which is what I started this, this thing with.

• 10:59Alex Hormozi?

  Ann?

• 11:00Speaker 02

  And if you can't do it for yourself, then you wanna use or borrow-

• 11:03Speaker 03

  Well, yeah.

• 11:03Alex Hormozi?

  Ann? Ann?

• 11:05Speaker 03

  Yeah.

• 11:06Alex Hormozi?

  There we go, all right.

• 11:08Speaker 03

  I'm a-

• 11:10Alex Hormozi?

  Okay, so, you're on Hermosy Hotline, let's rock and roll. So you got $200,000 per month in revenue?

• 11:18Alex Hormozi?

  Yes?

• 11:20Speaker 03

  Yes.

• 11:20Alex Hormozi?

  All right. Ads spend zero. Industry is medical. Men's sexual function. Ooh, this might be spicy indeed. Men's sexual function. Okay? And then your offer is lifestyle, stem cells. Okay, so you're doing like, yeah, you're doing full like injections and all sorts of stuff. Okay. Cool. And then we've got constraint is needs more qualified leads. Okay, are you a doctor?

• 11:45Speaker 03

  Yes, I'm a medical doctor and we have a medical clinic.

• 11:49Alex Hormozi?

  Okay.

• 11:51Speaker 03

  Focus is mainly on sexual restoration and yeah, we do stem cells and also chalk weight therapy and multiple medical treatment along with hormone replacement therapy and peptide therapy.

• 12:04Alex Hormozi?

  Oh, okay. So is this brick and mortar, I'm guessing?

• 12:09Speaker 03

  Yes.

• 12:10Alex Hormozi?

  Okay, got it. Where are you out of?

• 12:13Speaker 03

  Fredericburg, Virginia. It's right outside of DC.

• 12:17Alex Hormozi?

  Fredericburg? Okay, cool. So, okay, so talk to me. So what's the, what's the issue? You want more leads?

• 12:27Speaker 03

  Yeah, so we have, all my leads come from my YouTube channel and also word of mouth. And we have 150,000 subscribers in YouTube channel and we have an application funnel through there. But we're, we're getting leads, but we're, when we're, and our team converts a 65%, but we're not getting the quantity of qualified leads that can afford our services ranging from 15,000 to 25,000 dollars because, I mean, they get result within five days. You know, we have a great offer. We're doing everything we do.

• 13:05Alex Hormozi?

  The nice thing is they can tell very clearly whether, whether it works or not.

• 13:11Speaker 03

  Yeah, exactly.

• 13:12Alex Hormozi?

  Do you do before and after pictures?

• 13:14Speaker 03

  We want to get more qualified. Say that again?

• 13:16Alex Hormozi?

  So do you do before and after pictures?

• 13:20Alex Hormozi?

  I'm joking.

• 13:21Speaker 03

  It's kind of hard to do before and after a picture for sexual function.

• 13:25Alex Hormozi?

  I'm kidding. Okay.

• 13:26Speaker 03

  Well, we have testimonials.

• 13:28Alex Hormozi?

  Yeah, sure. Man, look at that thing. Just triumphant. Okay, got it. So you need to get more leads. YouTube's the primary channel.

• 13:40Alex Hormozi?

  And people who are coming in who are qualified, do people fly to you?

• 13:45Speaker 03

  Yes. We have people coming in, actually international. We're having somebody from Hong Kong.

• 13:49Alex Hormozi?

  What percentage?

• 13:50Speaker 03

  Somebody from the UK.

• 13:51Alex Hormozi?

  What percentage are local versus international?

• 13:56Speaker 03

  Oh. I mean, US, it's probably like 90%.

• 14:00Alex Hormozi?

  Oh, no. Like, if you're saying US, I'm gonna say most people that are traveling to you. Like, if, I mean, most people are traveling to you.

• 14:09Speaker 03

  Yeah, I would say probably that'll be 70%, yeah.

• 14:12Alex Hormozi?

  Done, good enough for me. Okay, got it. So, so how many, how many pieces of YouTube content are you putting out per week?

• 14:22Speaker 03

  I only do two long-form videos.

• 14:25Alex Hormozi?

  Yeah.

• 14:26Speaker 03

  And then my team cut off the long-form video into shorts.

• 14:31Alex Hormozi?

  Okay.

• 14:32Speaker 03

  Which we post daily.

• 14:33Alex Hormozi?

  Yeah.

• 14:34Speaker 03

  That's it.

• 14:35Alex Hormozi?

  Got it.

• 14:37Alex Hormozi?

  Do you have, do you have the five CTAs that I mentioned earlier? Of like, those five places that you can do cost of action? Because that's like an immediate thing you can do, that can just journey more leads? So, one-third of the way through videos.

• 14:48Speaker 03

  Yeah, we've been doing that.

• 14:49Alex Hormozi?

  Okay.

• 14:50Speaker 03

  Yeah, we've been doing that.

• 14:52Alex Hormozi?

  Okay, got it. So, but you're doing all five?

• 14:57Speaker 03

  Yeah. As of yesterday, we were doing four, but now we're doing five.

• 15:01Alex Hormozi?

  Okay, got it. There we go. Hey, I'll take it. I'll take it. A little, a 20% improvement, or 25%. Okay, so, I mean, you, you kind of have, you're, you're in a, you basically have two paths, right? So, path one is, how can we, like, I don't think you necessarily need to make more content, like you could, but I would rather you, like, how much time do you spend prepping the packaging? And the thumbnails and the headlines for the content that you make?

• 15:28Speaker 03

  Oh, I don't do that. My video editor does that. I think he probably spent maybe like eight to maybe eight to 16 hours. Cause he does, he, he, he does do two a week. So I would just say maybe two days.

• 15:44Alex Hormozi?

  Well, on the prep or on the post?

• 15:50Speaker 03

  Prep and post. So I produce like four at a time and he does, he just publish it like, you know.

• 15:58Alex Hormozi?

  Yeah. So every other week you do four videos?

• 16:02Speaker 03

  Yeah.

• 16:03Alex Hormozi?

  Got it. Okay. So I'll, I'll tell you this, like you're, you're a more experienced YouTuber. It's, it's, it's likely that the biggest improvements that you're going to get are on, on better rather than more for where you're currently at. And it's going to come down to like, I mean, some of the tools I, I said yesterday, like oneoften.com is a good tool for looking at packaging. And saying like, how can we look at other outlier, similar outlier packaging for videos that are either in the space or adjacent to it? And then how can we match our thumbnail headline and introduction? Do you, do you script out your introductions?

• 16:42Speaker 03

  Yeah.

• 16:43Alex Hormozi?

  You are scripting your introductions?

• 16:44Speaker 03

  Yeah.

• 16:46Alex Hormozi?

  Yes?

• 16:47Speaker 03

  Yeah, I, I actually use like AI to help me with the hooks and the intro. But most of it is really my content that I put out.

• 16:56Alex Hormozi?

  Yeah.

• 16:57Speaker 03

  The, the one of the thing about our channel is that it's grown because I was talking generalized like ED. And I, I give everything away.

• 17:05Alex Hormozi?

  Yeah.

• 17:05Speaker 03

  So now I really, I, I, well, last three videos, I've been making more for entrepreneurs and executives. Cause I wanted to target more of high, high ticket client. And our views like absolutely plummeted down to like hundreds instead of thousands.

• 17:21Alex Hormozi?

  Yeah.

• 17:22Speaker 03

  So that was one of the things I wanted to ask you, is that something we should be worried about? And what's kind of target the message more for, you know, high ticket clientele?

• 17:34Alex Hormozi?

  So I'll tell you how I would make an adjustment or a test like this. So I never want to threaten my core business. And so if I have two videos of a certain style and packaging that are working, I don't want to break that because like all of a sudden your revenue could cut in half and that would be not fun, right? So I would prefer you keep your two videos a week that are your kind of standard wider etc. thing and then do an additional video that's going to be the new thing. Because in that way you can guarantee that you're going to make more. And that way you can test it and not feel like you're risking your, risking the whole business to make this test. Because like that's, it's the primary way of getting leads for you. And so I would really not want to risk the entirety of my, my business for a test. That's a big test.

• 18:20Speaker 03

  Why, I love that. I can definitely do that because I was thinking about doing more. But you said do better.

• 18:29Alex Hormozi?

  I do think that you can do better, but I think that if you're going to run this test on trying to attract higher level customers, I think that I would just add that in addition to the, the two videos you're doing. So then they'll bump you to three and you're going to probably get benefits from both. More, more volume. And I still think and maybe your video editor can watch the replay of this, but like, I would strongly recommend scripting out both verbally, and this is the part that people miss, visually. Because you have a very physical profession, obviously, like you can't show certain things on your YouTube channel. But like you in a, you know, a smock, or not smock, whatever, the white lab coat, right? You got the, you got the coat and you've got some tools and some machines and you've got some of those props that look like body parts behind you. I think all of those things kind of set the frame. And proof, promise, plan.

• 19:12Alex Hormozi?

  I don't know if you are using that as the setup for the introduction, but proof, promise, plan. And if you want, you can introduce pain in there as well. As kind of our four step way that we introduce all videos. And so I'd make sure that I have a sentence for each of those Ps. And if you have a picture.

• 19:28Alex Hormozi?

  Which kind of gives you a visual roadmap of what they're going to get. I think that that will also likely further aid in retention. So those are kind of like the quote "better things", and you can do that for all three of the videos you're gonna make. But number one is you're gonna go from two to three. The third one's gonna be experimental. You're gonna tighten up and script the introductions. And the packaging should be picked from outliers, rather than just like something you find interesting. Like, we already know that this packaging, the way that this image and the headline work, are likely going to convert.

• 19:59Speaker 03

  Yeah, I love that. That's really good. What do you think about advertising on like private jets and so forth? I would advise to do that to attract the clientele that we want.

• 20:12Alex Hormozi?

  I mean, you can try it. Again, I would just put that in my experimental bucket.

• 20:18Speaker 03

  Okay.

• 20:19Alex Hormozi?

  Yeah, I mean, if you fly private as-is, then yeah, just on your next flight, just record.

• 20:26Speaker 03

  Okay. Yeah, no, I love that. So make more content, make better content.

• 20:30Alex Hormozi?

  Yeah, and add the third one.

• 20:32Speaker 03

  We have a funnel. Can I ask you one more question about the funnel? Now, the funnel that we had, I was listening to you talking to another lady, and our funnel is actually an application funnel to book a call with our sales team. But if we are looking at more, attracting more premium buyers, should we still continue doing that funnel? Or should we open up more on the higher part of the funnel?

• 20:57Alex Hormozi?

  I think you should drive more into like, just put more in. This is why we're gonna do it. Like, I don't think you should, like, you're converting 65% of your leads. Your conversion process is not the constraint of this. So maybe there's things you can improve, but that's not where my focus would go. My focus would 100% be on making more and better content on YouTube. I do think that like, I would say like, do this experiment, improve the packaging, the hooks upfront. The next thing would be running ads, but I just feel like the nature of this business is so like trust-driven, that I think organic, I mean, I think you've already gotten the success you have because I think you started with the right strategy. I really just wanna see like, how do you get to a million views? Or sorry, a million subscribers on your channel? Like, that would be like my mission. How do we get? How many views a month are you getting?

• 21:45Speaker 03

  Yeah, highly abused. Well, it depends. If we put out a pretty good one, it's probably about 10,000. That's our usual.

• 21:55Alex Hormozi?

  Yeah.

• 21:56Speaker 03

  Depending on the video, but the last three, I talk about executive and the intersection with sexual health, we got like hundreds.

• 22:03Alex Hormozi?

  Yeah, I think that you have a ton of room. If you're getting 10,000 per video, I think you have a ton of room for improvement, like especially based on the nature of what you have, like, like you could for sure be at 100,000, 250,000 per video, for sure. No question.

• 22:22Speaker 03

  Well, thank you. Yeah, we have about 10 deals that are almost a million.

• 22:26Alex Hormozi?

  Yeah, great.

• 22:27Speaker 03

  Right now, so, yeah, so we may lean in more on those topics.

• 22:31Alex Hormozi?

  Okay, rock and roll. Love it. Yeah, just repeat your, repeat your winners.

• 22:37Alex Hormozi?

  All right, thank you.

• 22:38Speaker 03

  Thank you.

• 22:39Alex Hormozi?

  Okay, so Mike, hey, 16, I do AI automation, helping businesses save time, etc. I currently get leads through Facebook, Instagram, and email outreach, advice on scale, volume only. Thanks. Yeah, dude, you're doing, you're doing too much. You're doing, like, pick one of those channels to start out with and just do more on that one channel. So I think you're probably spread too thin if you're like trying to sell, trying to market, trying to deliver to customers, and you're also on three different channels. I would say do more, but on one of those, you can get better. Cool?

• 23:08Alex Hormozi?

  Sweet. Rock and roll.

• 23:11Alex Hormozi?

  That was an easy one. Wedding filmmaker. Here, majority of leads are word of mouth, but I don't know if it's really as scalable. I'd like to be currently at $10,000 a month in revenue. Do we recommend I go all in or find a better model? I'd have to know way more about the model, honestly. We have a home health agency, pre-revenue, probably opening in a month. What are some of the advices in this industry when we rely on insurance for payment? Can you scroll up again, guys?

• 23:37Alex Hormozi?

  So, which, I don't know where that was. Shit.

• 23:43Alex Hormozi?

  All right, I'll do, I'll do another one. So, what acquisition system would you, if you would sell, click up, project management systems for marketing agencies, currently doing 15,000 a month, something clients through Upwork? Is it, can you scroll down a little bit so I can see the word is? Getting clients. Okay, getting clients through Upwork and cold email.

• 24:08Alex Hormozi?

  I'm guessing you have a pricing issue? Because someone who's going to be implementing a CRM is likely already doing, like if they have so much work, they have to have like a project management system. You probably need to be charging way more. And so either you're going after the wrong customers, but it doesn't make sense because if you're actually implementing the stuff into their business, then like they're probably bigger customers. So I think you're probably mispriced, number one. I would imagine Upwork is also probably not the best place to find customers because it's like people who are like absolutely the cheapest. So I think you're, I'll bet you that your mindset is super skewed to like Upwork leads who are like cheap as hell. I would be doubling down on cold email and be looking at like $6,000 plus,

• 24:49Alex Hormozi?

  you know, per month retainers and probably selling projects that are in like the, we did one implementation like this. Well, how much did ours cost?

• 25:02Alex Hormozi?

  60? 30? Didn't we implement some sort of project management system inside of media?

• 25:09Alex Hormozi?

  40. So ours was 40. So to give you an idea. So that was like just for one project and they had more than one customer. All right. So you probably are just like wildly undercharging. And I think cold email would be the best way to double down on. Hopefully that helps Max. All right. McKinsey, you are on

• 25:27Alex Hormozi?

  hermose hotline. Okay. Monthly revenue is $100,000.

• 25:33Alex Hormozi?

  Hello, McKinsey?

• 25:36Speaker 02

  Hey.

• 25:37Alex Hormozi?

  McKinsey?

• 25:38Speaker 02

  Can you hear me?

• 25:39Alex Hormozi?

  What's up? $100,000 a month.

• 25:42Speaker 02

  Hey, man. How's it going?

• 25:43Alex Hormozi?

  Rock and roll. Good. You got cold outreach. Got it. You're doing your custom apparel. Okay. Custom apparel. Interesting. Offer is apparel for colleges and college organizations. So like fraternities and stuff?

• 26:00Speaker 02

  Yep.

• 26:00Alex Hormozi?

  All right. All right, colleges. Okay. And then the constraint is cold outbound works economically, but too many unqualified leads.

• 26:14Alex Hormozi?

  Okay.

• 26:16Alex Hormozi?

  So does that mean that we're, how are you getting your leads right now?

• 26:22Speaker 02

  Just scraping. So basically we're just trying to find contacts for these organizations, primarily through like Instagram, and then we just reach out to all of them cold.

• 26:30Alex Hormozi?

  Okay. What's the model?

• 26:37Speaker 02

  As far as like, how do we make our money? So basically, we handle the design side for all the apparel. And then we outsource the manufacturing. And so we're just out of act of the middleman and mark that up. And so on all of our orders, we average about 35% growth margins.

• 26:55Alex Hormozi?

  Yeah. So is that $100,000 a month?

• 26:59Alex Hormozi?

  Your slice? Or is that? That's top line. Okay, got it. So you got 35 ish of gross margin left over?

• 27:06Speaker 02

  Yeah.

• 27:07Alex Hormozi?

  On 100, okay.

• 27:08Speaker 02

  And so what's happening when we reach out to these different organizations is basically, it's very hard to segment between who we think is going to end up being a big customer with like a high lifetime value. We have some customers who are going to spend, you know, $20,000 a year with us versus others that are going to spend $1,500 a year. And it's just really hard for us to identify like, what are the markers that make a customer in which group, you know?

• 27:36Alex Hormozi?

  Yeah. So, yeah. And you've, and you, is there a reason that, I mean, you focus on colleges just because they were easy to reach out to decision makers?

• 27:49Speaker 02

  Yeah, so that was kind of, that was going to be the second part. Basically, what I've found so far is like, we're reaching out to colleges. We've got the process really dialed in. So we have like a pretty good conversion rate. Like it's easy for us to acquire customers. But what I actually noticed is that's what we focus our outbound on. But the AOV for the colleges is maybe like 12, 1500 bucks. We have other customer segments that are spending way more per order.

• 28:12Alex Hormozi?

  Okay.

• 28:13Speaker 02

  Per year.

• 28:13Alex Hormozi?

  So let's talk about those segments.

• 28:15Speaker 02

  Haven't really figured out the acquisition as much.

• 28:17Alex Hormozi?

  Okay, so what are those segments?

• 28:21Speaker 02

  Construction is a big one. And also summer camps. But the thing with those, I kind of run into the same issue because, you know, I might reach out to two construction companies. One of them, they don't order like any apparel. And then another one orders like, you know, $50,000 a year. So I'm still just trying to figure out how to know.

• 28:39Alex Hormozi?

  I just want to reframe it a little bit for you. So if you know that like, okay, well, construction seems like on average, they're worth like 25 times more or something like that. Does that sound close to right?

• 28:49Speaker 02

  Yeah.

• 28:50Alex Hormozi?

  Okay. So if you have some like duds and some good ones, but they're worth 25 times more, then I'd rather just do the duds and good ones play with in general, people that are worth 25 times more.

• 29:03Speaker 02

  Yeah, but I mean, I'm running into the same issue either way. So it's just basically targeting higher value customers.

• 29:10Alex Hormozi?

  Yeah, but I mean, I think like, I'll say it differently. Like, this is a feature, not a bug. Like, this is just part of what you have to do with outreach. And like list segmentation and list enrichment is like part of what makes outreach effective.

• 29:29Speaker 02

  Yeah, so do you think like basically on the last livestream, you know, I kind of went through the five N's. And I realized it is data that's holding us back from being able to scale. So I've already started, you know, having my devs like build out different stuff to help us track this data better. And I'm kind of wondering like, should I be focusing a ton of my time on trying to figure out like, and identify the segments, you know, more specifically, like what makes this construction company spend more money? Or should I be focusing on volume?

• 29:59Alex Hormozi?

  No, get the data right.

• 30:04Alex Hormozi?

  Like, if you take a longer perspective on the business, right? You knowing who your customer is, is going to be data that you absolutely have to have, no matter what. And so why would we delay something that's going to give us so much leverage on our messaging, our offer, our channels? Like, picking the customer is the first and most important thing that you can do in a business. And then your offer comes from the customer. Like, the one regret that I have in the offers book is that I would have added in your first customer, which is, I think, the first chapter in Lost Chapters. I would have added that as the first chapter of the offers book. Because so many people just, like, you have to start with the customer and then from the customer, we reverse engineer the offer.

• 30:45Speaker 02

  Yeah, and that's like one of the reasons why we target like fraternity and sorority. It's because on a per unit basis, like they spend more per shirt, but that the, you know, they order 50 shirts at a time versus 5,000.

• 30:59Alex Hormozi?

  Yeah, so all we have to look at, like, we just have to look at absolute profit per order. And then I would just, like, that's, that should be like North Star. So what is, so if we have, you know, 50 shirts with, you know, 50% margins versus 5,000 shirts with 20% margins, we'd still rather have 5,000 shirts, because you're a middleman anyways.

• 31:19Speaker 02

  Yeah, it doesn't take any more work.

• 31:20Alex Hormozi?

  Right. So like, right. So like, let's go sell the bigger people and expect that we're going to have some that are smaller. But if we're shooting for 5,000 orders, your, your small ones all of a sudden are going to be 500 orders instead of 50.

• 31:34Speaker 02

  Yeah. Yeah, that makes sense. And I, you know, honestly, like, even though we don't have the data yet, that's kind of after the last couple of calls. Like, I realized that is the direction we need to go in. Yeah. I'm trying to figure out how, how we should make that transition because, you know, it's like, you always say like more than better and different. And I feel like I, I could be doing more and better, but I'm choosing to do different because it's just a better model.

• 31:59Alex Hormozi?

  Yeah. Well, you're, I mean, you're reaching out to me. So, I mean, I, I, I make these rules, I can break them. So you're in an instance where like, it's, you, you should, unless, unless you had a way that it was like, I'll say it differently. Like you could for sure double outreach and the business would probably double. And it's just like, I think there's just so much more meat in these other industries. Cause like, I think you'll, I don't want to say you'll cap this out, cause like you could for sure become like, like, oh, maybe I'll, maybe I'll think about it like this. These are the conditions under which I would stick with what you're currently doing. Right? I would stick with what you're currently doing if you knew that those college customers would become lifetime customers.

• 32:38Alex Hormozi?

  If you knew that every single one of those college organizations would just always order, you know, $1,500 a year worth of gross profit. And you just knew that you were keeping 80 to 90% per year, then this business would just continue to stack. And then over time, you build this kind of like monopoly within the colleges of like the default T-shirt guy. Right? That would be the condition under which I would, I would continue to pursue the colleges. And maybe you could just say like, okay, well, how do we retain revenue better? Or how do we get these people to reorder? Can we reach out to them more regularly so that they're buying four times a year instead of two, et cetera, et cetera? Like, that would be that path.

• 33:12Alex Hormozi?

  But you were.

• 33:12Speaker 02

  I would say that we're kind of in that situation.

• 33:15Alex Hormozi?

  Okay.

• 33:15Speaker 02

  I mean, we, we've been doing this for a few years now. We don't have like really any churn. Like our churn level is like extremely low. And we're very proactive, like you said, trying to get people to order more. Like we're trying to bring up the order frequency, bring up the AOB. But at the end of the day, it's like, I could, I could probably just leave this running, like leave my operator just continuing that side of the business.

• 33:35Alex Hormozi?

  Yeah.

• 33:36Speaker 02

  And then maybe shift my time towards focusing on these other, you know, targets.

• 33:40Alex Hormozi?

  Yeah.

• 33:41Speaker 02

  Building up that acquisition system.

• 33:42Alex Hormozi?

  I hear you. I, I, I, I'm gonna.

• 33:48Alex Hormozi?

  I would do the other thing that's bigger. I'll be honest, I would do that. And that's normally not the advice that I would give because like the for sure bet, like if I had to say, how do I guarantee that you go from 100K a month to, you know, 250K a month? I would say, dude, just triple what you're currently doing. That would be for sure my bet because you're keeping the customers, you have gross profit that's there and it'll just continue to stack. That would be my, like, if we had to bet. But if you're like, I want to get to, you know, 20 million a year or something like that. I don't know what your, what are your goals? I should have asked that earlier. What are your goals?

• 34:21Speaker 02

  That's my goal. I'm trying to get to like 10, 20.

• 34:24Alex Hormozi?

  Yeah, then I think you just, you're gonna, you just want to get, you want to get paid more per. And it's the same number, it's the same level of work. Yeah. I mean, you, like, you could do more, but then we'd be asking the question, okay, how do we go from your current outreach level of volume to like, how do we truly, and I mean this truly, like, how do we actually do 10 to 50 times the outreach? Like, you could do that, that would be still probably less risk.

• 34:46Speaker 02

  It's not feasible with this target market.

• 34:49Alex Hormozi?

  Okay. Well, then if that's that, then if we go metrics and then market, which is the next M, right? Then, then I would rather go construction that's bigger whales, if that's the market that you feel better with. I don't normally say that, but I think that it's probably what makes sense.

• 35:04Alex Hormozi?

  And here's, here's the great part. If you do it and you just fall flat on your face and you find out something that's like, actually makes construction suck, you could always just go back to the college and then just, and then say, okay, well, my, my for sure path of, of, of growing this business is like, I will 10x my outreach. That is your for sure path. You can always go back and do that. But if you have an opportunity where you can get literally, you're talking about 50 shirt orders versus 5,000, it's 100x the leverage, then I'm like, I really want to look at something like that.

• 35:33Speaker 02

  Yeah, that makes sense.

• 35:35Alex Hormozi?

  Cool.

• 35:36Speaker 02

  And I guess like, I just need to treat it as like a test. Like, I don't need to like shut down my business and start doing construction.

• 35:42Alex Hormozi?

  No, god, no.

• 35:43Speaker 02

  You know, start building out another channel.

• 35:46Alex Hormozi?

  Yeah.

• 35:48Alex Hormozi?

  I don't normally say this, but when you, when I say 100x difference and you're at the size you're at, I'd rather you, I'd rather you look there.

• 35:58Speaker 02

  Yeah, yeah, bro. That's like, that's what I'm thinking. Like, I'm thinking the same thing you're saying, but I'm like, oh, this goes against all the advice.

• 36:04Alex Hormozi?

  I know. I mean, that's why you called. That's why we're here. Cool. Sound all right?

• 36:08Speaker 02

  Yeah. All right. Sweet. Yeah, that's what I'm gonna do then.

• 36:10Alex Hormozi?

  Just don't burn down the existing business. Have your operator still run it. Make sure it's still good. The things that you want to make sure that you like, what are the things you want to validate for the new market is you want to make sure as fast as possible that they reorder. As long as you have that, then you're gonna have revenue retention, you're good to go.

• 36:24Speaker 02

  Yeah, that makes sense. I mean, okay, let me ask you this. This is, I, I, when I view this business, like, the reason that we're able to penetrate the college market so well is because, you know, we target all of our marketing around that. Like, if you go to our website, that, that's the avatar that we're trying to serve.

• 36:42Alex Hormozi?

  Yeah.

• 36:42Speaker 02

  I've considered basically building out, maybe have like different websites for different niches. So like, I just replicate everything we did for college, but into construction,

• 36:54Speaker 02

  and kind of serve a whole nother avatar. I don't know if that makes sense, but like, build a customer journey around them. And I just, I don't know if that's maybe like not the smartest way to scale is doing like more.

• 37:06Alex Hormozi?

  No, I don't want you to do like many different verticals. I definitely, no, no. I want you to commit to one of these things. And so we're like, this is a potential hundred X in terms of leverage for this type of avatar, which is the only, like, if you were like, they're worth three times as much, I'd be like, screw it, dude, just do more of the college thing. When you said fifty thousand in order versus fifteen hundred, like, that is a very big difference. And it's the same level of work for you. So at that point, that's why I'm like, I'm like, it is only because of the unique characteristics of that thing. The only other thing that we'd want to make sure is that you have revenue retention there. Once you have that, there's more than enough construction firms for you to get to twenty million a year. No question.

• 37:41Speaker 02

  Yeah, a hundred percent.

• 37:42Alex Hormozi?

  Okay.

• 37:43Speaker 02

  Yeah, that makes sense.

• 37:44Alex Hormozi?

  All right, rock and roll.

• 37:45Speaker 02

  But don't, don't spread it out. Like, focus my, on one.

• 37:47Alex Hormozi?

  Yeah, I don't want you to have like a hundred verticals. That's not the point here. You, like, you knew colleges, like, every one of these ones is gonna have different nuances, different acquisition things, different sales, like, you have to learn all that stuff again. But like, I'm, I'm only kind of like signing off on this because of the crazy difference in value and the virtually no difference in operational effort. So it's like, you don't have to relearn how to, how to be a middleman for shirt ordering. Right? It's like, it's the same thing. We're just targeting a different person. And then we only have to figure out one thing, which is how to acquire that customer versus the other. And once we have that, the rest of the business works the same. We make, you know, twenty, thirty, forty times more. That's why I'm saying I think it makes sense.

• 38:24Speaker 02

  Yeah, that's exactly right. That is the only difference. All right, cool, man. That's perfect. That's a game plan.

• 38:28Alex Hormozi?

  All right, rock and roll. Appreciate you, man.