5 Live Callers Get Startup Advice from Hormozi & Shaan

Want the cheat-sheet to turn your startup into a unicorn? Get it here: https://clickhubspot.com/kgh Episode 733: Shaan Puri ( https://x.com/ShaanVP ) and Alex Hormozi ( https://x.com/alexhormozi ) take questions from callers LIVE. $100M Money Models, launches at a live virtual event Saturday August 16th. Register free: https://register.acq.com — Show Notes: (0:00) Intro (0:16) Caller #1 (12:55) Caller #2 (21:52) Caller #3 (31:20) Caller #4 — Links: • Acquisition - https://www.acquisition.com/ — Check Out Shaan's Stuff: • Shaan's weekly email - https://www.shaanpuri.com • Visit https://www.somewhere.com/mfm to hire worldwide talent like Shaan and get $500 off for being an MFM listener. Hire developers, assistants, marketing pros, sales teams and more for 80% less than US equivalents. • Mercury - Need a bank for your company? Go check out Mercury (mercury.com). Shaan uses it for all of his companies! Mercury is a financial technology company, not an FDIC-insured bank. Banking services provided by Choice Financial Group, Column, N. A., and Evolve Bank & Trust, Members FDIC — Check Out Sam's Stuff: • Hampton - https://www.joinhampton.com/ • Ideation Bootcamp - https://www.ideationbootcamp.co/ • Copy That - https://copythat.com • Hampton Wealth Survey - https://joinhampton.com/wealth • Sam’s List - http://samslist.co/ My First Million is a HubSpot Original Podcast // Brought to you by HubSpot Media // Production by Arie Desormeaux // Editing by Ezra Bakker Trupiano

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

• 0:00Shaan Puri?

  I want to try something different.

• 0:01Alex Hormozi?

  Okay.

• 0:01Shaan Puri?

  It's the Hormozi hotline. Take five listeners out of the crowd, have them call in.

• 0:05Alex Hormozi?

  Okay.

• 0:05Shaan Puri?

  Tell us about their business, tell us the business problem.

• 0:07Alex Hormozi?

  Cool.

• 0:07Shaan Puri?

  So this is the Hormozi hotline.

• 0:09Alex Hormozi?

  Okay, let's do it.

• 0:19Shaan Puri?

  Okay, we got Flo here. Flo, I want you to give us the, what's the name of your business? And give us the one minute description of what you do. Give us a sense of where you're at revenue wise. And then we're going to get to what's your biggest business problem? And we're going to try to help you out here in a couple of minutes.

• 0:34Speaker 02

  So like I said, I'm Flo. I live in London. I own a company called Wentworth Protection. And so what we do is we install a security bollard on people's driveways. And if you don't know what that is, basically like a metal pole that you put on your driveway to stop your car from getting stolen. I started this business as a side hustle in January 2024. So we're now like a year and a half in. And it's just me and my best mate. We both still do this as a side hustle. We've got a couple of installation guys. First year we did just, I had 250K revs. This year we're probably going to do 500. And kind of the biggest issue we're having right now is content.

• 1:14Shaan Puri?

  The problem you solve is people in the UK are getting their car stolen and there's some, you put a pole in the driveway that prevents that.

• 1:22Speaker 02

  That's correct. Yeah. Car theft is just through the roof in the UK, especially around London. So this pole comes up through your driveway and I mean, even if someone gets into your car, they just actually.

• 1:32Shaan Puri?

  They're stuck.

• 1:34Shaan Puri?

  Okay, got it. So you get 250K year one, 500, you're on pace for 500K this year. And give us the quick and dirty on how are you getting those customers today? Cause you said it's a side hustle. So where, where are you getting business?

• 1:45Speaker 02

  Yeah, yeah. The first three months is basically purely door to door. Saturdays and Sundays just knocking on boards, which by the way, in the UK, people find that really, really strange.

• 1:53Shaan Puri?

  Yeah.

• 1:53Speaker 02

  But now it's about kind of a 50 50 mix between Google Ads, just like search and mainly SEO. So we're getting loads of organic leads coming in as well. And then a little bit of referral and that.

• 2:03Shaan Puri?

  Okay.

• 2:04Alex Hormozi?

  All right. How much do the poles cost?

• 2:06Speaker 02

  And the average ticket is about a thousand bucks.

• 2:09Alex Hormozi?

  Okay. So what's, so what's your, uh, what's cost you to install?

• 2:13Speaker 02

  Uh, we go on roughly 50, 50% margin. So like paying the installation guys and buying the units. Um, it's about 50% of tickets.

• 2:21Alex Hormozi?

  Okay. Got it. So you make 500 bucks in gross profit per. Does that sound right?

• 2:27Alex Hormozi?

  Okay, got it. So what do you want to have happen?

• 2:30Speaker 02

  I want more leads.

• 2:31Alex Hormozi?

  Okay, got it. So what stopped you from doing more door to door?

• 2:35Speaker 02

  Honestly, it's a time constraint currently. It seems like that the the conversion rate on door to door and the amount of time that it takes, it just doesn't equate to extra effort put into content or writing more blog posts or trying to reach out to commercial partners, that kind of stuff.

• 2:50Alex Hormozi?

  Okay, so one of the big things is like, I think you have to get a little bit narrower in terms of how you want to get leads. Because you're super resource constrained right now. Like you don't have a ton of capital that you can like put to work or anything like that. And so it's like you've got you've got search, you've got SEO. You just mentioned commercial partners, which I'm guessing you're doing through outbound. Is that how you're getting it? And you also said content?

• 3:12Speaker 02

  Yeah, correct. Content is basically the nut that I'm trying to crack. I inherently know that content can be really big for this business. But it's just like, we did a viral TikTok two days ago, did a million views, and it's just not translating to any increase in kind of lead flow.

• 3:26Alex Hormozi?

  Yeah, so, okay, I want to rewind for a second. I think that, so fundamentally, because you have these three ways that you can reliably get customers. And then you have this other way that you would like to get customers but aren't really getting customers from you. Does that sound right?

• 3:38Speaker 02

  Yeah.

• 3:39Alex Hormozi?

  Okay, so why not, like, what are you spending on on on search right now?

• 3:45Speaker 02

  About 3K a month.

• 3:46Alex Hormozi?

  Okay, what do you make back on the 3K?

• 3:49Speaker 02

  LTV tax, about 3 to 1.

• 3:51Alex Hormozi?

  3 to 1. Okay, so what stops you? So you're making 9 grand a month roughly off Google?

• 3:56Speaker 02

  Yeah.

• 3:57Alex Hormozi?

  Okay, and then SEO is bringing in how much?

• 4:00Speaker 02

  About 18.

• 4:02Alex Hormozi?

  Okay, what do you spend on SEO?

• 4:05Speaker 02

  Honestly, I'm just doing it all myself. I buy backlinks every now and again, but I'm just doing all the writing and all the technicality on myself.

• 4:12Alex Hormozi?

  Okay, got it. And that's bringing like 9,000 a month as well?

• 4:16Speaker 02

  Pretty much, yeah. About 50/50 these days.

• 4:18Alex Hormozi?

  And you stopped doing door to door, right? Now you're not doing it anymore? You stopped doing it because you got tired of it or because it stopped working?

• 4:25Speaker 02

  No, it was such a grind in the early days. It was like that was the way for us to get the business off the ground. So we had no money and we just had to hustle, speak to people. But at the moment, it's like, I still have a job. I have a kid. My partner has a job. He has a kid.

• 4:38Alex Hormozi?

  Yeah.

• 4:39Speaker 02

  And for us to find any time.

• 4:41Alex Hormozi?

  Yeah.

• 4:42Speaker 02

  To go door to door.

• 4:43Alex Hormozi?

  No, heard, heard. Okay. So, and then the rest is referrals?

• 4:48Speaker 02

  Uh, yeah, it's referrals. There's a few little platforms like Nextdoor, Checkatrade, Bock. Like we get a dribble in through those.

• 4:55Shaan Puri?

  But, but those must be small because you basically said about 10K from each of these. That's 20K a month. That's 480K a year. That's basically what you said you're on track to do.

• 5:04Alex Hormozi?

  So this is 20, right? So that's, so that would get us 250. You said your, your run rate's 500?

• 5:09Speaker 02

  Yeah, correct. So a lot of this is, is pound. So the numbers I gave you.

• 5:12Alex Hormozi?

  Oh, all right, whatever.

• 5:15Alex Hormozi?

  Big picture, um, more, better, new, right?

• 5:19Alex Hormozi?

  So if you've got, if you've got search and you've got SEO, you do, I will, I will like, I am staring at the door to door thing. I'm not gonna, I will come back to it. But what do you have to make in order to quit the job?

• 5:30Speaker 02

  Uh, we could quit right now. Um, I'm just a little bit of a pussy, to be honest.

• 5:35Alex Hormozi?

  Okay, fair. Um, well then, how many hours are you dedicating to doing this versus the job?

• 5:41Speaker 02

  Uh, it's like 40 hours on my job and 50 hours on this.

• 5:44Alex Hormozi?

  Heard.

• 5:45Speaker 02

  Every wake moment I'm working on, on this business.

• 5:47Alex Hormozi?

  I got it. So let me ask you a quick question. If you actually just went door to door for 40 hours a week, I'm not saying you do this, but I just like to ask the hypothetical. If you went door to door, basically replaced your job with spending 100% on door to door. I'm not going to say you do that, but just hypothetically, uh, would you be able to replace your income if you did that?

• 6:01Speaker 02

  I think probably not. I mean, it just, just like running really quick numbers. Let's say I get, let's say I do make two sales a week or three sales a week from door to door, which would be really impressive for us at this point. That would bring in 1500 gross. Six a month, that wouldn't cover it.

• 6:18Alex Hormozi?

  Okay, great. So then what stops you from spending like 10 grand a month on Google Ads?

• 6:25Speaker 02

  Yeah, great question. So we just scaled our Google Ads from 1500 up to 3K.

• 6:29Alex Hormozi?

  Okay.

• 6:30Speaker 02

  It's taken us about two or three months to get that to scale.

• 6:33Alex Hormozi?

  Okay.

• 6:33Shaan Puri?

  Flo, one of the things I love about business is that every problem has already been solved. And so one of the things I would ask is can you work backwards from a business that already is doing what you're doing? So are you the only guy doing this? Are you the only company that offers this service? And if not, who's that company and how do they get customers?

• 6:51Speaker 02

  Yeah, yeah, there's a couple of much, much bigger players in this space. And I think what they've cracked is they're just really, really, really good at organic. They just get like maybe five to eight X the amount of traffic that we get.

• 7:03Shaan Puri?

  When you say organic, I don't think you're saying that the incumbents are amazing at TikTok. What do you actually mean when you say they get organic?

• 7:11Speaker 02

  Sorry, I literally mean like Google search.

• 7:13Shaan Puri?

  Okay, so they rank.

• 7:14Alex Hormozi?

  SEO. Heard. Well, let me ask you this question, like, so if I bought your business tomorrow, my first ads would probably be meta ads. Cause like making meta ads work, yeah, making meta ads work. And the thing that you have is one, you have a clear fear, like people are afraid of cars, their car getting stolen. And I'm sure you can put some stats up on the board that shows like big arrow to the right. Oh my God, cars are leaving, right? And you also have a service that is that is tangible and visible. Like you can demonstrate it much harder to say, hey, like in an ad, I'm really good at SEO. It's way better to be like, look, car got stolen, like literally, you're just like, like you could just do a before and after of like, look,

• 7:57Alex Hormozi?

  guy with a mask on gets in the car, walks out and then right afterwards, guy with a mask gets in and then he's like, oh no, this one. It's literally the ads that I would mirror are the carjack ads. If you so Google that it's the little like the.

• 8:09Shaan Puri?

  The bar you use to put on your steering wheel.

• 8:11Alex Hormozi?

  Yeah, you put on the steering wheel, those ads, and then you just go local targeting, do a, you know, 10 mile radius or whatever that is in kilometers. That I would bet you right now would get you like, that would scale like really high. Like you could probably get to 10, 20,000 a month.

• 8:28Speaker 02

  We did, we did Meta Ads in the early days and I told myself that didn't work, but it was just the craze, which is terrible.

• 8:34Alex Hormozi?

  Yeah, I'm sure it was. I mean, advertising works. It's not like Meta Ads don't work, right? It's like, you just needed to get the process down. But if you just do a very simple narrative ad with your iPhone, demonstrating the product and the problem that it solves and keep it under 60 seconds, I guarantee that you'll be able to get leads and then all you have to do is just call them, get a deposit on the phone for you to show up, and then, and then roll the deposit towards the, the thousand bucks. So just like, hey, it's a hundred bucks for an assessment. It's just to make sure that you show up. And if you suck at sales, then say, hey, just put a card down and then I'll only bill you if you don't show. It's just to make sure, because I'm gonna send a truck and a guy out there. It's just, we don't want to get no-showed. Most people will be fine with that. And then you just roll it right into the thousand bucks if they just decide today. And that gives you a little bit of urgency in the sale when you show up.

• 9:16Speaker 02

  Even better, we don't even have to show up. We, we can just, we can just do the whole, we don't, we don't really do that. Can I ask you a question about it?

• 9:24Alex Hormozi?

  Wait, you, you just install it on first go. There's no scouting. Explain that. So you just go out and install it first shot, right? Is that what you're saying?

• 9:31Speaker 02

  Yeah, they just send us a picture. We say, let's go for it. They send us a 50% deposit.

• 9:35Alex Hormozi?

  Yeah, okay. Great. So that's, I mean, literally, it's a phone sale. So if I'm looking at all this stuff, the first thing I would do is say like, let's see if I could triple, you know, triple Google Ads. You already went to three, 3K. I'd be like, can we get to nine? And then it's like, cool, that buys you your job back, right? If it, if you got it, if you tripled and you kept ROI as the same, would that allow you to quit?

• 9:54Speaker 02

  Yeah.

• 9:54Alex Hormozi?

  Right. And I would, I would, before doing Meta, I would keep hitting Google Ads until I can't do it anymore. I would buy all the traffic. And then once I'd maxed out Google Locally, I would 100% put all my stuff in Meta Ads.

• 10:08Speaker 02

  What's the rationale on keeping going on Google rather than just running with like, doing now every, every extra penny into Meta?

• 10:15Alex Hormozi?

  Because you haven't done it yet.

• 10:17Speaker 02

  Got it.

• 10:18Alex Hormozi?

  If you're making money somewhere, make as much as you can first. And then once you can't make anymore, more, better, new. So?

• 10:26Shaan Puri?

  Flo, one last thing that I think is important is you basically said something that I think is emotional, but not logical. And I think you could counter either emotion with emotion or logic with logic, but don't try to counter emotion with logic. So you have, you basically were like, I have to quit my job. Why? Because I'm being a bit of a pussy about it. So I think you've got to have a conversation with yourself about how you feel about that. Do you want this to be a forever side hustle? Or would you actually like this to be your main business? And if so, where would you get the courage and the conviction to do this? Because you have some evidence. Do you have currently enough evidence? Would you like some more evidence? What would that take? Because you know, you're going to be limited by your own bandwidth in this business. And so we could give you five strategies that would work. But if you only have 10 hours when you're

• 11:08Shaan Puri?

  fatigued to go execute them, you're going to walk away saying, ah, it didn't really work because you didn't really try it. And so I think for your long-term success, you got to be able to go all in on this. And it maybe, maybe now's the time. Maybe it's not only you know that, but it sounds like that's something to address today and try to figure out, how do I want to think about that? I know how I have been thinking about it. But how do I want to think about that going forward? Right? What's the narrative? What's the narrative to myself about that? So don't answer that now, but I think that's something worth doing. That's a, that's between you and your therapist. But I think it's important to answer that. I know a lot of entrepreneurs who have gotten success started on the side. I don't know a lot of entrepreneurs who finished with it as on the side, right? So unlikely that that's your end outcome with this is that this stays a side hustle.

• 11:52Shaan Puri?

  And so the question is, how do you get there from where you are today?

• 11:55Speaker 02

  Yeah, yeah. I love nothing more than than being in the game. So I think that's where I'm headed.

• 12:01Shaan Puri?

  All right, Flo, we've been charging 199 a minute. So you owe us some money now. Thank you for calling the Hormozzi hotline. We will see you later. Thanks, dude. Appreciate you. Let us know what happens.

• 12:09Speaker 02

  Thank you. Thank you. Thank you.

• 12:10Shaan Puri?

  See you at the book launch.

• 12:14Shaan Puri?

  Hey, let's take a quick break for a message from our sponsor, HubSpot, who's making this episode possible. Listen, if you're trying to build something big, and I'm talking about 100 million dollar or billion dollar company, one of the most important things is to focus on the market. Where is the opportunity? You are like a surfer on a surfboard, and you're trying to find the biggest, best wave possible for you to go on. Well, HubSpot has put together a cheat sheet that is studying and sort of Reverse engineering what's working today. So they're looking at the top performing industries that you could be looking at, the funding routes that work the best and the growth strategies that the fastest growing companies are using. So if you want a one pager, that is a cheat sheet on the, the big company playbook, you can get it right now. Just either scan this QR code that you see on the screen or click the link in the description below. All right, back to the show.

• 12:58Alex Hormozi?

  All right. All right.

• 13:01Alex Hormozi?

  What's up? Who am I speaking to?

• 13:04Speaker 03

  Speaking to Carson. Nice to meet you.

• 13:06Alex Hormozi?

  Carson, pleasure, man. Tell us about the business.

• 13:08Speaker 03

  So yeah, my name is Carson. I have a recruiting business. I tell my clients, hiring should make you money, not cost you time. That's why I built Dimey Connect.

• 13:18Shaan Puri?

  I'm a customer. I use this business.

• 13:21Speaker 03

  Work with a lot of companies like True Classic, Hex Cloud, and Arro.

• 13:25Alex Hormozi?

  Okay.

• 13:28Alex Hormozi?

  Got it. So you, do you do support or what, what, what roles do you recruit for?

• 13:32Speaker 03

  Yeah, really all roles, junior to C-level roles, did a CMO for Sean, did performance, creative, retention, social media, head of ops.

• 13:43Alex Hormozi?

  So a lot more on the marketing and rev gen side.

• 13:46Shaan Puri?

  Carson, here's your ad, Carson.

• 13:47Alex Hormozi?

  Yeah.

• 13:48Shaan Puri?

  Carson found me my CMO for my e-comm business, who's now the CEO of the e-comm business. That's, that's as good as you could do.

• 13:53Alex Hormozi?

  There's your plug. There's your plug. All right. What's the, what's revenue right now?

• 13:57Speaker 03

  Right now, for last year, did 1.6. This year, tracking to hit around 2.

• 14:03Alex Hormozi?

  Okay, got it. So, uh, what's the, what's the issue? What's holding it back?

• 14:09Speaker 03

  Do you think, uh, being a contingency focused recruiting agency,

• 14:13Alex Hormozi?

  Yeah.

• 14:14Speaker 03

  ultimately allowed us to, you know, get a lot of clients in the door.

• 14:17Alex Hormozi?

  Yeah.

• 14:18Speaker 03

  It does come with flaws of pausing roles,

• 14:21Alex Hormozi?

  Yeah.

• 14:22Speaker 03

  slow communication, having to let skin in the game. Um, and so I think really like we've learned, once we unlock the first hire, they see the value and stick with us.

• 14:32Alex Hormozi?

  Mm-hmm.

• 14:32Speaker 03

  Really just trying to focus on kind of building that first rule with them to show them what we're doing.

• 14:39Alex Hormozi?

  Okay. And what's the issue with your current way of doing it?

• 14:42Speaker 03

  We have like a really good process. It's just we have a lot of clients that sort of like pause roles. There's a lot of potential table for candidates that we have that are interviewing. And I think there's a lot more potential of kind of getting more of a streamlined process. Me getting less than the lead.

• 14:59Shaan Puri?

  Carson, let me ask you a question because I think, ask a better question, you'll get a better answer. Is your question, how do I streamline operations? This is an operational question? Or is this a scaling question of, okay, I did 1.6, I did two, I want to get to five or four a year. And right now I don't feel like I'm able to do that because of either A, my business model or B, my operation. So is your question on the business model and the growth side of things? Or is it on the operation?

• 15:22Speaker 03

  Yes, I would say more on the business side, like the first you said. I guess I kind of said it in two questions, but mainly I want to scale, right? We're about to hit 2 million this year. I see a lot of potential. I want to figure out how to like take this contingency recruiting business to five to seven million being so lean.

• 15:39Alex Hormozi?

  Yeah, so how do you get customers right now?

• 15:41Speaker 03

  Really like 98% of referrals. You know, I have a really good, really good pile of base, really good customer base and a lot of people in the e-comm space. It's such a new space, you know, we get a lot of referrals that way.

• 15:54Alex Hormozi?

  Got it, so if, I mean fundamentally, I'll ask a different question. If you doubled the amount of people who are asking for, you know, roles right now, would you be able to handle it?

• 16:06Speaker 03

  I would say yes, I think I would need to bring on maybe a few extra recruiters to scale. But ultimately like these clients use me because of me and the relationships we have.

• 16:17Alex Hormozi?

  Sure.

• 16:18Speaker 03

  I'm trying to figure out how do I stay in the lead, but also kind of still ramp up and scale, right?

• 16:23Alex Hormozi?

  Yeah, so I'll cut you off for a second just to, yeah, so basically the question that I'm asking, I'll tell you the intention by the question. It's just, are you demand constrained or are you supply constrained? Right, and so right now, if I were to say, I can go send you more business, could you handle it? If the answer is yes, then we don't focus on the supply side, we focus on the demand side. If it's, I could handle more, but I'm sorry, I've got more people than I can handle right now and I need to go get more recruiters. So which side is it?

• 16:48Speaker 03

  Yeah, I think we can handle more.

• 16:50Alex Hormozi?

  Okay, great, so you're demand constrained. All right, so from the demand perspective, if you only have referrals, then you need to have an input output in the business to get more leads.

• 16:58Speaker 03

  Correct.

• 16:59Alex Hormozi?

  Okay, so it's actually going to be, so best way versus the best way for you will be two different things. So you've got your, you've got the core four, have you read the book?

• 17:11Alex Hormozi?

  Right, so you've got, you've got warm outreach, you've got cold outreach, you've got content, and then you've got ads, and then on the other side, you've got affiliates, right?

• 17:22Alex Hormozi?

  Okay, so, based on your background, you get, um, recruits via outbound?

• 17:29Speaker 03

  Yeah, like outbound, outbound or really all referrals directly from client.

• 17:34Shaan Puri?

  Yeah, when you, when you recruited my CMO, it's because you're, you're blasting people on LinkedIn, "Hey, would you be interested?" "Hey, I got some..." You're doing outbound to get candidates, which means you have the skill and muscle of outbound already. You're just only using it for your supply. What if you used it for your demand?

• 17:49Speaker 03

  Ah, that makes sense.

• 17:51Shaan Puri?

  Lightbulb moment, let's go!

• 17:52Alex Hormozi?

  There we go. So fundamentally, you already know your, your metrics for your outbound funnel? Which is like, you know, we do 100 connects, and then 100 connects get us whatever, five meetings, and then five meetings turn into one fix, or whatever it is, right? All you have to do is just turn that external, same exact funnel.

• 18:06Speaker 03

  Yeah, clearly just focus more on the outbound.

• 18:08Alex Hormozi?

  Yeah, because it's your main game. It's your main game. I was gonna be like, "Hey, man, learn ads." It's just like, if you were like, you know what, we're real... Because the secondary thing, I'll just be transparent with you, because of the nature you're recruiting, you probably have access to very good marketers. And so, if you could go recruit a CMO who could run the ads for you to go get those customers, that would also be a play. But in terms of, if I'm gonna give like, the absolute, I had to bet my baby on the fact that you'd be successful, I would say, do more of the thing that you're already doing, just change the, change the target. That's it. And since you've recruited for a whole bunch of different roles, recruiting for customers, if you think about it like that, is, I think, the, the natural step, and you can for sure scale that to the moon.

• 18:44Speaker 03

  For sure. Question on the, like, being a contingency focus, right? Like, lot of skin in the game, uh, obviously it's low risk for them, high reward for us. How do I really kind of like, demand sort of more communication, making sure clients are pausing roles? There's a lot of things out of our control at scale.

• 19:01Alex Hormozi?

  Yeah.

• 19:01Speaker 03

  I'm trying to figure out how I...

• 19:02Alex Hormozi?

  Two, two things, two things. So, or three things. So, one is gonna be the customer vetting, right? You have to have certain types of customers. If you have shitty customers, they're gonna treat you shitty. If you have good customers, they tend to be more professional. So, part of that's gonna be, what is our ideal customer, number one? Um, number two, uh, the contingency thing, the question is whether it's a feature or a bug, right? Like, this may just be a, and like, this happens all the time. We'll have these conversations, we're like, "What if we decide this isn't a problem anymore, and all of our metrics of the business are fine?"

• 19:28Shaan Puri?

  Hey, let's take a quick break. You know, HubSpot helped Tumblr solve a big problem. Tumblr needed to move fast. They were trying to produce trending content, but their marketing department was stuck waiting on engineers to code every single email campaign. But now they use HubSpot's customer platform to email realtime trending content to millions of users in just seconds. And the result was huge. Three times more engagement and double the content creation. If you want to move faster like Tumblr, visit hubspot.com. All right, back to the show.

• 19:55Alex Hormozi?

  So what are your margins right now?

• 19:57Speaker 03

  Probably about 50%.

• 20:00Alex Hormozi?

  Right. Okay, so your margins are fine. And the issue that you have right now is just like, it's like, sometimes customers don't do what I want them to. And I get it, and your preference is not for that. So the only tiny tweak you could consider when you have more demand, but you don't have that, which is why you have no leverage, is that you can say, listen, our way of doing this is that you put a card down. It is success-based, but if you don't follow our process, we bill you a penalty because you're wasting our time. So you can do that. It's an easy, easy fix on the front end and say, listen, the role is 15 grand for the, you know, the price range you're looking at. We get 30%, whatever the hell it is, right? But we charge five if you waste our time. Now, we don't want to charge you anything, right? We don't want to charge you anything. Now, if you get a little bit more, again, this is where supply and demand becomes important. If you continue to get more and more demand, then you start to have more and more of the leverage shift to you.

• 20:45Alex Hormozi?

  And you say, listen, I do half now and half when we complete the role. Because I've got, and if you don't want it, that's fine. I've got 10 other guys behind you.

• 20:52Speaker 03

  Yep, that makes sense.

• 20:53Alex Hormozi?

  So you have no leverage right now, and it makes sense. So number one, I don't think you have a steaming fire because you've got 50% margins and things seem to be going okay. You've got 98% referrals, which means you're good at what you do. So I think we just need to put some more in the front end, which is going to be, take the outbound engine, point it towards customers, and then be hyper-target about the customers that are going to be the best types. And ideally, you probably know what they look like. Like, if you take the top 20% of your customers now that are worth the most, the beauty of outbound is you get to snipe who you want. And so you can just say, I'm only going after people who I know are going to do five roles a year.

• 21:24Speaker 03

  That's a good, that's a good way to put it that way.

• 21:27Shaan Puri?

  Yeah, Carson, Carson, I think, I think what Alex just said is huge for you. I would not have used you had you been like, give me a 20K retainer for this role. Why? Because you were a college kid. You're like 22 years old. You haven't even mentioned that part.

• 21:37Alex Hormozi?

  It's not broken.

• 21:37Shaan Puri?

  You were doing this while you were in college. And so I think you use that to your advantage. So I think the reframing it in your own mind as a feature instead of a bug, I think will do you a lot of good. Again, psychologically, because it's your own mind as a founder that drives you nuts. And once you just literally just relabel the same experience you're having, you will have a new experience. And so try, try that out, uh, along with the outbound. Was that helpful, Carson?

• 22:00Speaker 03

  It was super helpful, both of you. Uh, thank you so much.

• 22:03Alex Hormozi?

  Rock and roll, baby.

• 22:04Shaan Puri?

  Later.

• 22:04Alex Hormozi?

  Crush it.

• 22:05Shaan Puri?

  All right, let's take maybe one or two more. What do you think?

• 22:07Alex Hormozi?

  How much is your hot oil? Let's do it. The weather is cold, but the deals are hot.

• 22:13Shaan Puri?

  What's up? You're on the line. How, how you doing, Jordan?

• 22:15Speaker 04

  How day, how are you guys?

• 22:17Shaan Puri?

  Oh, we got a group call. We got the co-founder in here. Is that right?

• 22:20Speaker 04

  The co-founder is here.

• 22:21Shaan Puri?

  All right, you got Sean and this is Alex. Can you give us, give us your names and your business name and then give us a one minute description? What do you guys do? And how is it going revenue wise?

• 22:31Speaker 04

  I'm Jordan Egbert, Justin Frober. My co-founder is also on the call. Our business is Elite Travel Hackers and we help business owners take their families on 30 to $50,000 luxury vacations for little to no money out of pocket using credit card points. And we do that in two ways. The first thing is we help them optimize and maximize the number of points they're earning per year. So most people will earn one point per dollar on their credit card spend. We're typically able to get at least a three, four X on those points earned. So.

• 23:03Shaan Puri?

  You help them get more points and then you help them spend it well. Yeah?

• 23:06Speaker 04

  And then we help you spend it well. First class flights, five star hotels, luxury travel. All for little to no money out of pocket.

• 23:13Shaan Puri?

  So Jordan, is the business working right now or is it broken or not?

• 23:16Alex Hormozi?

  What's revenue? Yeah, what's revenue? What's, yeah?

• 23:19Speaker 04

  Yep. Business is working. You're doing about 40K a month right now. We do have some hurdles that we've come into and I'll let Justin kind of go through those.

• 23:29Shaan Puri?

  Oh, he's, he's the guy who deals with the problems?

• 23:30Alex Hormozi?

  Okay. I'm going to guess that your demand constraint, that's going to be my guess. I could be wrong, but go for it.

• 23:36Speaker 05

  Yeah, so last month, we actually got a really big bucks. We scaled the eighty five K.

• 23:41Alex Hormozi?

  Awesome.

• 23:42Speaker 05

  And spent a lot of time refining systems, processes, automations, getting the next round of staff hired. So that we can make the next big push on leads. Right now, the majority of our business comes from referrals, actually. And then twenty percent of our business comes from like organic traffic. And then we only have a twenty three percent close rate there. So there's a massive gap between the referring and organic close rates.

• 24:08Alex Hormozi?

  Are you saying eighty percent of the business is referral or you said that that was the close rate?

• 24:13Speaker 05

  No, sorry, sixty nine percent of the business is referrals.

• 24:16Alex Hormozi?

  Okay.

• 24:17Speaker 05

  Ninety eight percent close rate on referrals.

• 24:19Alex Hormozi?

  Okay, everybody closes and then the rest of the business is through organic. Do you just mean web traffic from Google search or you mean content based or you know, a mix of everything?

• 24:29Speaker 05

  Content based.

• 24:30Alex Hormozi?

  Okay, is your question like try to state the question as crisply as you can. So what's the question you guys have?

• 24:35Speaker 05

  How do we build trust faster and increase close rates from cold traffic? Is there a tweak in our offer messaging?

• 24:42Alex Hormozi?

  All right, I'm gonna, I'm gonna, I'm gonna rock your shit in a couple of seconds. So just tell me, so what's the price point right now?

• 24:46Speaker 05

  Three K to fifteen K.

• 24:48Alex Hormozi?

  Okay, so it's it scales depending on their whatever.

• 24:53Speaker 05

  Number of trips they're taking.

• 24:54Alex Hormozi?

  Yeah.

• 24:54Speaker 05

  And how much they're spending out of pocket.

• 24:56Alex Hormozi?

  Okay, got it, heard. And so right now, I'm assuming that you have the same sales process for referrals as you do for people from content?

• 25:04Alex Hormozi?

  Yeah, that's the issue. So every, every traffic source has to get treated differently because they have a basically. If you think about a customer on a continuum, there's a certain amount of information that has to get consumed in order to make a decision. And so what you need is a microwave. You need something that's going to heat them up really quickly. And so right now, walk me through the click to close. So if someone sees some post or some reel, they then what DM you or they go to your link or they comment, they get a mini chat like? What do they do? Click?

• 25:30Speaker 05

  DM, DM.

• 25:31Alex Hormozi?

  Okay, so they DM you, got it. So after they DM, there's a setter in the DMs, right?

• 25:37Speaker 05

  Correct.

• 25:38Alex Hormozi?

  Okay, so DM setter and then what happens after that?

• 25:43Speaker 05

  Into sales calendar.

• 25:45Alex Hormozi?

  Okay.

• 25:47Alex Hormozi?

  Okay, got it. And that's it. That's what happens? Is anything else that like they consume between set and close?

• 25:53Speaker 05

  There's a 60 second warm up video saying, hey, come with this, you know, these data points so that we can maximize what you're doing.

• 26:00Alex Hormozi?

  Yeah. So you're missing a VSL. That's all.

• 26:04Shaan Puri?

  All right. Instead of a commercial break, I'm going to tell you a little quick little story. So a few years ago, I got really into crypto Bitcoin, Ethereum. I was all about it and I wanted to be at the center of the action. I didn't want just want to buy the coins. I actually wanted to be, you know, on the edge. I wanted to be a part of the community that was actually building this thing. And look, I'm not a genius. I don't know how to build a blockchain, but I did realize that I could create a newsletter that would keep people up to date on what was going on in the world of crypto. That's what I had wanted. I wanted to know what's new, what's interesting, what should I pay attention to? And I had friends that had sold their newsletter companies like Sam had built the hustle, Austin had built morning brew, and they had sold their newsletters for tens of millions of dollars. So I thought, how hard could it be? I launched a newsletter called the milk road. It was a daily crypto newsletter and it grew like wildfire. We grew it from zero to over quarter

• 26:48Shaan Puri?

  million subscribers in a year, partly because the content was good, but partly because people were crazy about crypto and that was a good time to be doing this. But the reality is that we wouldn't have been able to do that and build that business that we ended up selling a year later for millions of dollars, had we not had Beehive. Beehive was the reason we could do it in a year because if we didn't have that, we would have had to build all sorts of custom stuff or pay expensive consultants to do things or use five different tools and try to stitch them together. Beehive just did it all for us. It was, it is the best way to start and grow a newsletter. And email newsletters is this little secret of the business world because they're free to send, they're free to grow, and you could build this incredible relationship between you and the readers. So check it out. Beehive is actually offering 30% off your first three months if you use the code MFM30. So go to

• 27:31Shaan Puri?

  Beehive.com and then use the code MFM30 to get the deal today. There's a link in the description.

• 27:37Alex Hormozi?

  So two things. So here's what you're gonna do. You're gonna write a seven-minute VSL, alright? And, very simple. You'll probably, it follows the same concept as a YouTube video. So you'll have a promise, you'll have a pain that they're gonna help them avoid. You're going to give them a plan of how it's all going to work. And then you're gonna have proof that you can help them do that. And that's gonna be in the first 60 seconds. And then you're gonna have basically belief one, belief number two, and belief number three. So basically, the three biggest objections that people bring up typically on, on sales calls. You're gonna break those down as FAQs during the thing. And then, and then you'll put your 60-second, this is how you prep for the call. Alright?

• 28:23Alex Hormozi?

  That's what you do. Now, you're gonna script that whole thing out. And then I also want you to take that and put it into a PDF. And then you can send it, because some people, especially the more ballers, are bigger readers than they are watchers. And so you could say, "Hey, here's two ways to consume it. Just watch it before the call." And then when you do that close call, the first question you ask after you say, "Hey, how's it going today?", then, which you don't open a call that way, but, you know, whatever. Then you say, "Hey, did you, did you get a chance to watch the video?", which you should have already done, like, the closer should double-check that prior to the call. And if, for some reason, they have not done it, you say, "Hey, no worries. I'm gonna go grab a cup of coffee. You can go play it, and I'll come back in seven minutes. And then we can talk about it." That way, I'm not just blabbing a whole bunch of stuff, because that way you can see the visuals, and you can see everything as tightly as you can possible. It's the best use of your time. That's literally it.

• 29:06Alex Hormozi?

  Now, the second thing that I wanna do, though, is I wanna kinda shift your belief a little bit, because you said we're only closing 23%. 23% isn't dogshit. Like, I would say that you're, you're gonna prob, like, if you just do this, you'll probably bump to like mid-30s. But that's, that's just not, it's not, it's not weird. That's just like a normal close rate. And referrals are amazing, that's why everybody would love to have referrals. But like, if you, if you, like, if you really wanna have your, get your mind blown, start running ads, it's gonna be way worse than the constant leads. So, you wanna treat warm like cold, and you treat cold like cold by giving them more information prior to the close.

• 29:43Alex Hormozi?

  That's like if you only need to do one thing, that's all you gotta do. And you have an increase in close rate. That being said, that's not going to take you to five million a year. That's just going to give you a maybe a 50% lift on whatever you're currently doing. And so, once you do that, you still have demand issues, which means that you still need to have a reliable, like basically like, how can we make more and better content? Which is the larger and more important question.

• 30:06Alex Hormozi?

  But do that first.

• 30:08Shaan Puri?

  Yeah, solve that one problem at a time. And at the end of the day, you want to have your growth equation. I think that's what he's talking about, which is today, I forgot when you said you're converting 29% or something like that, it's like actually a pretty decent number. If that, if that number was 40, what happens to our business? Right? Because you don't want to put a transformational amount of effort into something that doesn't have a transformational result on the other side of it. And you could just napkin math and save yourself a lot of pain if that's what the situation be. It might be that you can actually just double the number of referrals you're getting by doing something simple. Maybe today you're just getting them and you're not actually asking for them intelligently and ramping that up where you already have a 98% close rate. So just make sure you do some napkin math on like, what does the top of funnel look like? Before I go try to beat my head against the wall, increasing this conversion.

• 30:51Shaan Puri?

  You can increase your conversion and you should, but it is worth doing some napkin math to see if I did this, would this get me where I want to go? Or is this just one block and I'm going to have to figure out two more things after that? But it's at least good to know that going in.

• 31:04Alex Hormozi?

  Hey, Jordan, would you have a referral script you use right now?

• 31:06Speaker 05

  I'll take that one. Yeah, so at the end of every onboarding call, we're asking them who else they know.

• 31:16Alex Hormozi?

  How do you ask them?

• 31:19Speaker 05

  Just, hey, do you think anybody else could use our services? You've seen what it's like to do our critic our strategies. Can you connect me via text or email?

• 31:28Alex Hormozi?

  Yeah, so I would tweak that. This is just, this is just a little golden BB for you. Complement them first, so you can reframe it. So you're like, dude, you're an absolute pleasure to deal with. My God, I talked to a bunch of different business owners every day. If I could talk to only people like you, I would. So what other successful business owners like you do you know? So that complements them twice before making an ask. And most people are way happier to give you a referral. Also, when you say, I want other people who are successful like you, you'll also get better referrals overall.

• 31:57Shaan Puri?

  Got it. Makes perfect sense.

• 31:58Alex Hormozi?

  Yeah, a little tweak.

• 31:59Shaan Puri?

  One other one that might help there. I think you said this really well with the gym business. You're like, people are in the maximum amount of pain when they show up the first time into the gym. Because for them to have shown up, that means they acknowledge the problem and have walked into your hands. How hard could it be to sell? In your case, you actually have a different situation, which is when somebody's on their way, you know, back from their vacation that you just booked for them for free, and they just had incredible, life-changing experiences. Probably a good moment to go ask them, how was the trip? And then see if they, you know, what are they thinking for more trips? As well as, do they know anyone else that's looking at this? Because you're gonna have, you're gonna be riding a momentum, a huge wave of goodwill in that moment. Because you just, they're gonna be on the high of their vacation. Planning a vacation is work. Experiencing and enjoying the vacation, that's when they're in the sort of peak state to be able to ask as well.

• 32:45Alex Hormozi?

  And on the offboarding call that Sean's referencing, if I were getting really tactical with you, what I would do is when I call him up and say, "Hey, how was the vacation?", I would ask, "Do you have any pictures?" Now, they're gonna be like, "Oh, how do you want to see?", right? And you say, "Hey, so what friends would you normally send these pictures to?" If you want, if you three-way me, then you could say, "Hey, I got this whole vacation for free", and send it to your friend, just three-way me in, and then you're rocking and rolling.

• 33:07Shaan Puri?

  Yeah. Helpful, guys? Yeah, for sure. As I asked my first girlfriend, was that the best eight minutes of your life?

• 33:17Shaan Puri?

  All right, fellas, we'll see you later.

• 33:18Alex Hormozi?

  See you, guys.

• 33:20Shaan Puri?

  All right.

• 33:21Alex Hormozi?

  Hermosy hotline.

• 33:22Shaan Puri?

  Yeah. All right, here we go.

• 33:24Alex Hormozi?

  All right.

• 33:25Shaan Puri?

  Caller number nine, you are on air. What's your name?

• 33:30Speaker 06

  Hello, hello, I'm Dobby. Alex, Sean, great to be talking with you.

• 33:33Shaan Puri?

  Dobby, where are you calling in from, Dobby?

• 33:36Speaker 06

  From Brooklyn, New York.

• 33:38Shaan Puri?

  All right, Dobby, single, married? Oh, wait, no, wrong show. Here we go. Dobby, tell us about, what's going on? What's your business?

• 33:45Speaker 06

  So, I am a content creator and a little bit different than probably a lot of the businesses that call in, because I have a big audience and I have all the traffic, and I have absolutely no idea what to sell there.

• 33:58Shaan Puri?

  You need a money model. You have distribution and no product, is that what you're saying?

• 34:03Speaker 06

  I got distribution, no product.

• 34:05Shaan Puri?

  Ah, okay.

• 34:05Speaker 06

  And I won the school games last year.

• 34:09Shaan Puri?

  Oh, sick.

• 34:09Speaker 06

  And Alex, I met you in May, and I was about to ask you the question I was about to ask. And your assistant came in and said, Alex, you have a wedding you need to watch.

• 34:21Alex Hormozi?

  That checks out.

• 34:21Speaker 06

  Last year and then I saw Sean's tweet yesterday and I was like, you know what?

• 34:25Shaan Puri?

  Dude, if your life was a movie, this is, this is that.

• 34:28Alex Hormozi?

  This is that.

• 34:28Shaan Puri?

  This is the moment where it comes full circle. All right. So what is the question you've been waiting a year to ask?

• 34:32Alex Hormozi?

  Are you an entertainer educator? Real quick.

• 34:35Speaker 06

  I lean towards education. I mean, I make content for college guys and young guys about how to get internships, how to get jobs, how to manage creative thoughts, how to make money. Like it's, it's really just virtual big brother stuff.

• 34:48Alex Hormozi?

  Okay.

• 34:49Speaker 06

  I have 200 million views, 350,000 followers. So a big army of young dudes. I want to make a big swing of the.

• 34:58Alex Hormozi?

  Per what? Per month, per year, per what?

• 35:02Speaker 06

  200 million views over the last two years.

• 35:04Alex Hormozi?

  Oh, what are you, what are you getting monthly?

• 35:07Speaker 06

  Five to 10.

• 35:08Alex Hormozi?

  Okay.

• 35:09Shaan Puri?

  And this is TikTok we're talking about?

• 35:11Speaker 06

  TikTok and Instagram. Yeah.

• 35:12Alex Hormozi?

  Okay.

• 35:13Speaker 06

  500.

• 35:13Shaan Puri?

  Okay. Okay, go on.

• 35:16Speaker 06

  And so I have this big army of young dudes that I could do a pain community. I could do a mentorship, but I think that there's a bigger play there with maybe employing a lot of them or building an app and launching it across college campuses. And I just, I've been building this audience and I, I'm not sure what's the big swing that I should be making here.

• 35:36Shaan Puri?

  But before we start being know it alls and telling you what to do, what do you, have you already tried anything?

• 35:41Speaker 06

  Um, I mean, I've just, I, I committed to making two or three short form videos a day for the last couple of years outside of my day to day other pursuit. Um, so I haven't tried much.

• 35:52Alex Hormozi?

  What's your day to day other pursuit?

• 35:55Speaker 06

  My mom is a physician coach and she was doing 20 or 30 K a month and now we're doing 230 last month. So basically just building high ticket sales, marketing, fulfillment for burned out doctors.

• 36:09Alex Hormozi?

  Got it. Well, I'll tell you a secret. Burned out doctors have more pain and more money than broke college guys. By an order of magnitude.

• 36:19Speaker 06

  I know. I don't want to keep freaking with my mom.

• 36:22Alex Hormozi?

  Okay.

• 36:22Speaker 06

  Over to death. I've, yeah. I mean, if you think there's not a big, uh, there's not a big prize here, then maybe I'm barking the wrong tree.

• 36:31Alex Hormozi?

  The question is, what do you, like, what do you want to have happen if you're like, oh, I think I've, so I'll, I'll tell you, I'll, I want to give a little, a tiny reality check. Uh, which is like five to 10 million views a month is not bad. It's also not crazy. So like, you have enough to do a business for sure. This isn't like, I've been sitting on a hundred million dollar, like, you're not getting a dollar of view. I just want to like, put that, put some perspective there. Also, your TikTok views are not worth nearly close to what your Instagram views are. It's probably a factor of 10 to 20x difference in terms of the value per view. Especially if it's a little bit more meme, a little bit more humor, any like that, it's just like, you can just, you could just drop it to through the floor. Like, education versus entertainment, the, the revenue per, per, per thousand views is like, it's huge difference. Okay?

• 37:16Alex Hormozi?

  I just want to just level set there. So fundamentally, if you've got these guys and they want, what, careers? They want jobs?

• 37:23Speaker 06

  Well, it, it's not like I'm like Mr. Internship. I'm not saying that I'm the best con to career ever, but they look to me for input on all this life stuff. Like whether it's how to land their first date, how to get an internship, how to whatever. And I get a bunch of DMs that are like, dude, you spoke the thoughts that were in my brain. You like, you know me so well. And I think I've built up enough trust with them that if I wanted them to like quit a job or come work for me or do something. So that's why I'm thinking maybe I could build something.

• 37:52Alex Hormozi?

  Yeah.

• 37:54Alex Hormozi?

  So I'll, I'll, um, I'll give you just a little bit of a continuum that exists for you, right? And this is super common for people who are content creators. And it all, the, the, the continuum exists on, on a risk continuum. And so on one side, all the way to the end, you have start a business that you're going to do everything for. All right. That's like, that's all the way on the other side. It takes the most skill, but you have the most risk. All right. On the opposite end, you have, I'm going to be affiliate of something, which is I'm just going to promote someone else's stuff and I'm going to. Get a percentage, right? That's the, that's the other extreme. Now, next to that, you've got sponsorship. So if I'm really good at that, people start paying me ahead of time. And that's a hundred percent gross margin and it scales as I scale my, my content, which is not necessarily a bad thing. In the middle, you've got partnerships, which is like, okay, I'm going to be the exclusive guy.

• 38:39Alex Hormozi?

  Who promotes this specific thing and I'm going to get some shares or get some royalties, whatever it is. That I can negotiate in that deal and I'll just let somebody else run the business while I just continue to promote. Next to that, you've got white labels. All right. So it's like, okay, I don't wanna, I don't wanna actually run the business, but I do wanna have my own brand and I wanna have all the equity. And then the very last one, which is what I started with, which is like, you own it all, right? It's you, you, you source everything, you manufacture, if you wanna do products. And so those are kinda like, those are kinda your options right now. If you wanted to get in the business, now you can de-risk your current thing by a lot. By trying some stuff on the left and seeing how it performs. So you can basically, you have the luxury of being able to test product market fit before doing anything.

• 39:22Alex Hormozi?

  So you can easily affiliate someone else's thing, see what the demand looks like. And if it crushes, then you're like, oh, I got something here. And if it doesn't crush, then you didn't have to like, do all the other shit associated with that.

• 39:32Speaker 06

  Build the business.

• 39:32Alex Hormozi?

  Right, exactly. So you have this really nice position that you're in. So number one, I would probably work my way from least risky to most risky as I basically validated whatever thing I wanna sell. And then secondarily for TikTok, I'll just give you a little hack. The people who, the, the people I've seen who monetize best off TikTok, their, their CTA on TikTok is DM me on Instagram.

• 39:54Alex Hormozi?

  And then they work the DMs on Instagram. For, for whatever reason, IG just converts way better to monetize than TikTok does. So they just drive, they just use TikTok as a traffic platform to send to convert on Instagram.

• 40:04Speaker 06

  Got it. Can you give me an example of some of the things that you would try affiliating for?

• 40:10Alex Hormozi?

  Well, the, so you, you, you said a lot of stuff. You're like, you have like dating stuff, you have like, you know, which probably gets into like looks maxing and all that stuff. I don't even know. Then you've got like, I wanna get a job stuff. Then you've got like biz op stuff, which I'm not like the biggest fan of, but like you could, you know, whatever. So like you have a lot of different pieces. is there. And then obviously, there's just like services that you can charge for them. But the thing that I really hate about this particular customer is that they're broke. And so the easiest, I mean, I don't think the idea that you had on starting a school community is a terrible idea, because you can, you can have a very large community, you can continue to serve them, and you can have a low ticket price point that'll kind of like, you can, you can use that as an initial launchpad,

• 40:52Alex Hormozi?

  build the community, and then be like, basically say like, tell me what you guys want, and I'll do that. And then you can monetize in the meantime. Does that make sense?

• 41:00Speaker 06

  Yes.

• 41:02Alex Hormozi?

  So that's a, that's an, that's like the easy, super low risk, like doesn't, doesn't, if you're like, hey, man, I want to make a hundred million dollars. I don't have a clear path for, from where you're at right now to get there, besides just like, starting as though you didn't even have the brand you have.

• 41:16Speaker 06

  Well, if you had a fleet of loyal guys that maybe you could turn into good salespeople, or turn into ambassadors, or if you had to launch something across college campuses, like if you had this resource and it was your only foundation to get to a hundred million dollars or ten million dollars, what would you do?

• 41:31Alex Hormozi?

  If you can train a skill, which I didn't hear, but that you just mentioned that sales thing. If you can train a skill exceptionally well, then you can absolutely source and place salespeople for large door-to-door companies. That and a lot of college guys are willing to just like relocate after college anyways. And, you know, make six figures a year, or six figures in the summer if they crush it for that. And those companies are happy to pay, you know, referral fees upon success of those, of those types of guys. And if you can develop a long-term reputation as being very, very good at training them, like you can very easily run cohorts where you say, hey, you're going to fly out to this place. We're going to spend a week, I'm going to train you, and then after that, you'll graduate, and then you'll go out into the world and be fruitful and multiply. You could very well charge, you know, probably five thousand dollars, somewhere in there, for people to come out, learn how to sell, and then basically you'll have a bunch of connections

• 42:15Alex Hormozi?

  from different people that you can use your own content to go source those relationships with. So just get like, get a Vivint, get a, you know, get some of the bit, get an alarm system company, whatever. And get those ones to just say, hey, will you take, take people from me? And then you can also make money on both sides there. That, like, the best thing that you can do for those guys is use them as the product.

• 42:35Shaan Puri?

  I got a question for you, soul-searching question. Are you trying to be a content creator who makes money? Or are you trying to be an entrepreneur who uses content to make money?

• 42:42Speaker 06

  Wow, that's a great question.

• 42:44Shaan Puri?

  Gut instinct, you can change your mind later, but just gut instinct, when I said that, which one did your heart go to?

• 42:48Alex Hormozi?

  You have to fully commit to this for life.

• 42:52Shaan Puri?

  I want to be an entrepreneur. You want to be an entrepreneur? Great. So I think the constraint of what business can I start using this TikTok audience for this customer is actually not serving you at all. It's just you think what business do I want to be in where I see an opportunity and I feel passionate about solving it? And I'm going to flex my content muscles, probably as one of my growth levers to do that. And this, all this did was this was the gym where I was working out and building that muscle. But I didn't build it to use it in the gym. I built it to use it in the real world somewhere else. And so I think that sometimes you have to pick the constraint properly, the constraint of using it in this business, using it, using your current TikTok audience is not the right one. The other thing I would do is I would try to get real. So not only is a certain number of views different per platform, but just as a simple test, right?

• 43:38Shaan Puri?

  If you went to a college campus, if you just put on TikTok and put on Instagram, hey, I'm going to be at Penn State. If you want to come hang out, I'm going to be at this place from this hour to this hour. How many people do you think would show up at Penn State? Probably between 10 and 100. 100. Okay, that's a pretty big spread. I think you should go try it. I would be surprised if the number was 100. I'd be shocked if it was 100. I'd be surprised if it was even 10. And the reason I say that is because the way that the nature of TikTok and the nature of short form content is that they're not loyal to you. They're loyal to the feed and you might show up from time to time. And so the reason to do that is to basically wash away your tie and your connection, your invisible sunk cost to, but I've already built this audience. Cause actually what you're, what you built was the muscle of short form content.

• 44:21Shaan Puri?

  You probably haven't built an army of people who like, listen and trust you. Like you will get more views, let's say on this, on your TikTok than I will get on my podcast. But if I tweet something out that I'm going somewhere for my podcast, I'll get people there because I spend hundreds of hours in their ears. It's a different level of connection. And so I say all this to just say, if you really want to be an entrepreneur, break out of that, to that constraint of, how do I sell these college dudes who I've been entertaining with random TikToks about random shit? And what's the best business I can build in that tiny, tiny box? To be like, just get out of the box and then build the best business you can. And I bet you'd kick ass that way because you seem like you're somebody who's pretty high agency and pretty kick ass. But don't constrain you, don't tie one hand behind your back.

• 44:57Alex Hormozi?

  And Davey, I'll soften what Sean said, which is normally not my role. But what you can use the brand for, let's say, you don't sell to this audience and you don't sell them as the product either. Let's say you just say like, I did this thing and I learned this skill. You can still use it to recruit for whatever business you want, and that is actually still a massive W. So you can just skim off, you say you've got these guys who are super low and want to work. It's like, great work for me.

• 45:19Shaan Puri?

  Yep.

• 45:20Alex Hormozi?

  Cool?

• 45:21Speaker 03

  Yeah, I appreciate it.

• 45:22Alex Hormozi?

  All right. Awesome, brother. Appreciate you. Thanks for calling in.

• 45:25Speaker 03

  Appreciate it, guys. Thanks.

• 45:26Alex Hormozi?

  All right, too.

• 45:26Shaan Puri?

  Awesome.

• 45:28Alex Hormozi?

  There we go.

• 45:28Shaan Puri?

  All right, that's a wrap on the Hormozzi hotline.

• 45:42Sam Parr?

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