Alex Hormozi on Mastering Sales, Making Your First Million & Overcoming Mediocrity EP 1296

Alex Hormozi is a first generation Iranian-American entrepreneur, investor, and philanthropist. In 2013, he started his first brick & mortar business, successfully scaling his business to six locations in three years. From there, he spent two years turning 32+ brick & mortar businesses around using the same model that made his privately owned locations successful. In total, He has scaled and exited 7 companies. His most notable exit was his majority sale of his licensing company for $46.2M in 2021. Concurrently in 2020, he transitioned from CEO to the owner/shareholder position in these companies and founded Acquisition.com as a way to invest his own wealth (both monetary and intellectual capital) into other businesses. Buy his book: $100M Offers: How To Make Offers So Good People Feel Stupid Saying NoIn this episode, you will learn:The single most significant differentiator of rich and poorHow to sell someone who has no reason to sign up and enroll them in your purpose The importance of respect in a healthy marriageThe main mistake most people make with salesFor more, go to: lewishowes.com/1296Alex's previous episode:https://link.chtbl.com/1278-podThe Biggest Lies You've Been Told About Money, Debt & Building Wealth w/ Jaspreet Singh (Minority Mindset): https://link.chtbl.com/1257-podScooter Braun On Healing Past Trauma, Building A Business Empire & Finding Peace: https://link.chtbl.com/1244-pod Get more from Lewis! Get my New York Times Bestselling book, Make Money Easy! Get The Greatness Mindset audiobook on SpotifyText Lewis AIYouTubeInstagramWebsiteTiktokFacebookX

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

• 0:00Lewis Howes?

  You mentioned you'd always created something from a lack.

• 0:02Alex Hormozi?

  Yeah.

• 0:03Lewis Howes?

  But now it sounds like there's a different intention for why you're building something. What happens when people shift their intention

• 0:10Alex Hormozi?

  Yeah.

• 0:10Lewis Howes?

  from scarcity, lack mindset to growth, impact, service, whatever it might be that you're coming from?

• 0:16Alex Hormozi?

  I'm so excited for this question.

• 0:18Lewis Howes?

  Welcome to the School of Greatness. My name is Lewis Howes, a former pro athlete turned lifestyle entrepreneur. And each week, we bring you an inspiring person or message to help you discover how to unlock your inner greatness. Thanks for spending some time with me today. Now let the class begin.

• 0:41Lewis Howes?

  What happens when people shift their intention

• 0:44Alex Hormozi?

  Yeah.

• 0:45Lewis Howes?

  from scarcity, lack mindset to growth, impact, service, whatever it might be that you're coming from?

• 0:51Alex Hormozi?

  I'm so excited for this question. So I think the biggest thing that changes is time horizon.

• 0:55Lewis Howes?

  Time horizon. What is time horizon?

• 0:58Alex Hormozi?

  And I think the single greatest differentiator between the poor and the middle class, middle class and rich, rich and the truly wealthy, is how they see time. And if you think about money as simply a condensed unit of time, right? That's all money is. Like you trade it for time. I mean, you can trade time for money. So like it is, they're almost equivalent units. And the people who know how to master their time the most mean that they know how to master their money the most. Right? And so really, if you want to master to the original question of like, how do wealthy people become wealthy is because they master their time. And so time horizon is just like the perspective from which we see what we want to achieve. And so if I am doing, if I'm building a company from the place of like, I believe that this company should exist. I believe this problem is worth solving.

• 1:42Alex Hormozi?

  And that is where you start it from, then you build it differently.

• 1:46Lewis Howes?

  Versus?

• 1:47Alex Hormozi?

  Versus I need to make money. I need to make money this week. I need to make money tomorrow because

• 1:51Lewis Howes?

  What can I go make money with?

• 1:52Alex Hormozi?

  Exactly. And so I think like, I mean, you've built this amazing brand here. If people were able to.

• 1:59Alex Hormozi?

  Not ask for 12 months and just serve.

• 2:02Lewis Howes?

  Dude, this is what I did when I launched this. Cause I literally sold another company. I didn't make that much, but I had enough for like two years to live. And I was living pretty frugal. I wasn't like, I never bought anything fancy. It was like, you know, whatever, food and travel maybe, right? But I was still sleeping on couches back then, you know, just because I wanted to save. I wanted to spend it on hotels. I didn't start spending hotel rooms until about four or five years ago.

• 2:26Alex Hormozi?

  Oh, right.

• 2:26Lewis Howes?

  I would always find a way, who do I know in that town I could crash on? Anyway, side note, but when I launched School of Greatness 10 years ago, I remember saying, I'm gonna do this for one year because I, I wish I had access to this. I wish this was a thing that I could go listen to in the world to teach me.

• 2:42Alex Hormozi?

  Yeah.

• 2:43Lewis Howes?

  And I'm not gonna try to make money. Like I'm gonna do it for a year.

• 2:46Alex Hormozi?

  Yeah.

• 2:47Lewis Howes?

  All in, but I'm not gonna try to make money. I don't wanna make money. I mean, if the money came, great, but it wasn't my intention. It was just how can I create the best content to serve people on the things that I wish I would have learned in school growing up?

• 2:59Alex Hormozi?

  Yes.

• 2:59Lewis Howes?

  The school of greatness.

• 3:00Alex Hormozi?

  Yeah.

• 3:01Lewis Howes?

  And after one year, I was like, man, this thing is really starting to take off.

• 3:05Alex Hormozi?

  Yeah.

• 3:05Lewis Howes?

  You know, but it wasn't based on how do I make as much money?

• 3:08Alex Hormozi?

  Totally.

• 3:09Lewis Howes?

  It was how do I create something that could really make a lasting change?

• 3:12Alex Hormozi?

  Yeah.

• 3:12Lewis Howes?

  And that intention is what's made me sustainable for 10 years, loving the process.

• 3:18Alex Hormozi?

  Totally.

• 3:19Lewis Howes?

  So when people come from a place, I'm hearing you say when they come from a place of that intention of service or because this needs to be in the world.

• 3:26Alex Hormozi?

  It's art. Art exists not to do something. It exists to exist.

• 3:29Lewis Howes?

  Right.

• 3:30Alex Hormozi?

  It's like no one says, why did you paint that? It's like.

• 3:32Lewis Howes?

  Cause it needed to come out. I needed to express it.

• 3:35Alex Hormozi?

  Exactly. And so I think that if people chose their businesses that way, I think, and don't get me wrong, I'm all about making money. Like by all means, go get your bag.

• 3:43Lewis Howes?

  Make as much as you can.

• 3:44Alex Hormozi?

  Yeah, by all means. But I think that what it does is it ends up freeing you to then make your real impact because then you can start the, whatever the next thing. And hopefully your first thing is that thing. But realistically, it probably isn't. And all you have to do is look at every entrepreneur that's really wealthy. The amount of graveyard businesses they have in their bag. Right. And so like right now, if you're listening and you're like, I'm not sure if this is the perfect business idea. Let me just save you the time. It's not because look at every other person who has been ultra successful. They have 10 failed business ideas. So just like, just start. So you can just start notching off the bad businesses, right? But extending the time horizon, I think only happens if you do shift the intention through which you're building it. Or you're just unbelievably self-disciplined. But I think it's easier to just like, start at it with the right heart.

• 4:27Alex Hormozi?

  Because, uh, small tangent, but I think it'll be worth it. Is that the reason that most people aren't successful, in my opinion, is that they sacrifice global benefit for local benefit. And that happens in all areas of life. You eat the piece of cake because you have an acute local benefit versus the global benefit of a six-pack that lasts for a very long time, or better health, et cetera. Right? You mean the instant gratification as opposed to delayed gratification? Exactly. And I just, I like saying global, I just like saying local versus global because it, it, it happens in an organization. For example, sales guys don't want to put the notes in the thing because it's a pain in the butt to put the notes in the CRM. But finance needs the notes, customer service needs the notes, success needs the notes, like all of these other departments need those notes

• 5:08Alex Hormozi?

  for all the other things that we're gonna do. And so it's a local cost, but for a global benefit. And so I think if people were able to delay that immediate gratification, which is like, this is the nature of success. That's so funny, man. There was this study that was done, I can't remember it. Is it the marshmallow test or the other? Okay. God, I can talk about the marshmallow test. Okay. So fun, fun one with that, with the marshmallow test is measuring how long they delay for the marshmallow. So at what point does it not make sense? If they say you can get one, because they like, everyone simplifies the experiment, which is like, if I give you a marshmallow one now, or you can get two later. Right? But what if two is in a year? Yeah, you're like, I don't care. I'll take the one now.

• 5:50Alex Hormozi?

  Right. So then the next question I would have is like, if you were to test kids and then say, at what point the global versus local crosses would be, and then track the kids who had the longest marshmallow waiting period, because then you could measure how long they're willing to wait. Successful probably in life, yeah. Really interesting. Just total side note. But the three things that I think were in common of the ultra-successful were inflated sense of self. As in, they thought that they like, they deserved big things, they wanted to go after big things. They believed in themselves, right? Inferiority, never being good enough, and impulse control.

• 6:24Lewis Howes?

  Those are the three factors of the most successful.

• 6:26Alex Hormozi?

  They're like when they did a common factors analysis, like these people think they believe that they can achieve all this amazing stuff. And then it's just, it's an amazing paradox because at the same time, they think they're not good enough. And they are insecure about whether they they can achieve it. And they have impulse control. And so it's like if you have.

• 6:43Lewis Howes?

  Discipline, yeah, yeah, yeah.

• 6:44Alex Hormozi?

  And they just, they, and they stay focused on the thing. And what I like, I'd say the biggest breakthroughs that I've had, I think that will create a lot of the wealth that we will have in the future. Is is really a deep understanding of how long long is. And shooting with the intention of like, I'm only bringing this up because my YouTube guy said it. He's like, I've never had somebody who actually started that. I was like, we'll see what we do in five years. I was like, we'll measure that. And he was like, no one has literally ever said that to me. I was like, as long as I see progress, I'm good.

• 7:15Lewis Howes?

  Because everyone wants results in like two months.

• 7:17Alex Hormozi?

  Yeah, yeah, like if we're making, if we're going this way, I'm cool. I don't need to say like, that's good enough. For most people, if if they could extend the time horizon, because like, I'll give you another hack. You can know how wealthy someone is based on the time horizons they speak in.

• 7:32Lewis Howes?

  Give me an example.

• 7:32Alex Hormozi?

  So if someone's talking about how they're trying to make, you know, make money this today. Hey, let me hold 20 for today. You know how, you know how poor they are. I have to say poor, like you know how poor they are, right? If someone's talking about what they're going to make this week or this month. Or this quarter, or this year, or this decade. Think about how different the people are who are talking in those time horizons. And so I think that if we can shift the time horizon that we think in. Then we gain more leverage over our time, which we then know we will compound into money. Because I think if you can master the time, you master the money.

• 8:08Lewis Howes?

  That's good.

• 8:12Lewis Howes?

  You've been married for how long?

• 8:15Alex Hormozi?

  Five years.

• 8:15Lewis Howes?

  Five years in a relationship or six years or something?

• 8:18Alex Hormozi?

  Six years of relationship, five years married.

• 8:20Lewis Howes?

  This is something that I've been curious about at different decades of my life, right? I'm thirty nine now, just turned thirty nine in March. And in my twenties, I didn't think it was, I was like, how is it possible to be with one human being for the rest of your life, right?

• 8:34Alex Hormozi?

  Yeah.

• 8:35Lewis Howes?

  Like, there was so much adrenaline and testosterone and just, you know, desire. You know, I was thinking from a place of desire, not from a place of, I don't know, from a spiritual foundation, let's say, right? More of a sexual desire.

• 8:49Lewis Howes?

  And I would study these different men over the years. And the ones that I really respected were the ones who had amazing, long-term relationships and who had healthy businesses that impacted people in positive ways and had, you know, semi-healthy families in general, right? I'm curious, why did you decide to get married, I guess, at twenty five, six?

• 9:12Alex Hormozi?

  I was twenty, she was twenty three or twenty four and I was twenty six or twenty seven.

• 9:16Lewis Howes?

  Why decide to get married in your twenties?

• 9:20Alex Hormozi?

  Yeah.

• 9:21Lewis Howes?

  And how has that been beneficial towards your inner peace, your health, and your wealth?

• 9:29Alex Hormozi?

  Yeah. So I think getting married is a great hack for making money. I have a lot of thoughts on this. First one is because, at least if you're anything like me, probably eighty percent of my attention went to chasing tail. And so getting all of that attention back automatically just makes you more money.

• 9:46Lewis Howes?

  Right. All your energy is spread out.

• 9:48Alex Hormozi?

  A hundred percent. It's spread all over the place. And so that was, that's just like, honestly, just getting into a relationship accomplishes that. Going from a relationship to marriage, though, was really surprising to me because I was, I would say fairly against marriage for most of everything. And it's by happenstance, Leila and I got married, almost like as a dare, and then we're still married and it's been awesome. Total, we'll get into it another time. But when I, when we did get married, it was actually really interesting. And maybe this is just my own personal experience, but I felt this very sincere shift of knowing it felt secure. Even the long-term, I'm like, why do we need a government body? Why do we need someone, why do we need an external party to validate our relationship?

• 10:30Lewis Howes?

  Sign a document from the government, yeah.

• 10:32Alex Hormozi?

  But there is some level of commitment that comes with it that makes it more stable. And knowing that it was like, oh, she's in it with me. Just knowing the barrier to exit was significantly higher for both of us. I think increased our commitment to the relationship. But it gave me so much more stability for risk-taking in a lot of ways. Knowing that she was there and knowing she had my back. And, you know, I was texting a buddy of mine who was, who was living the fast life.

• 11:03Lewis Howes?

  Yes, girls every other night.

• 11:05Alex Hormozi?

  Yeah, and he was like, how do you, you know, what do you, how do you think through this? And I thought about it and I think that when you get into the committed relationship or marriage, you trade novelty for loyalty. And for me, that, to me, loyalty, I was trying to define this for myself, but like, for me, loyalty matters more than love or is a form of love or the one that I value the most. And then as a secondary, because I was trying to define like what, like whenever someone says like, what is love, right? Like if you actually like start trying to peel the word back. Most people just describe activities that people who are in love do. Well, it means, and then they use a laundry list of activities.

• 11:47Alex Hormozi?

  And so the best definition I have, I know this is me out there, is of how much like measuring love is how much are you willing to endure to keep it? And so if you have a relationship with someone and like, and I would say love and liking to me is the same thing because it's really difficult to differentiate between the two. If you have a relationship with someone and you're not really willing to like, let's say, wait 30 minutes later to go to dinner with them, probably have very little liking in there, right? If you have kids, you're probably willing to do a lot for them. And so like, I'll give you an example that a friend of mine said. He was like, man, he must love, he's like, if you have a car that you've been working on all the time, like a lot of guys like tinker with.

• 12:28Lewis Howes?

  Must love that car, right?

• 12:29Alex Hormozi?

  Must, that, that thing's a piece of crap. He must love that thing. It barely runs because of what he's willing to put up with. And so it's kind of interesting when you think like you can measure love by your willingness to, to, to sacrifice or endure in order to keep it.

• 12:45Lewis Howes?

  Do you think we should endure a toxic relationship though? Or something that's not adding value equally or, or putting forth a level of effort?

• 12:54Alex Hormozi?

  To be fair, the toxic relationship, I'll use the quotes here because defining toxic would be another call, another, another, another video, right?

• 13:03Alex Hormozi?

  I think that there are, there are moments in relationships that are negative. But if you love someone a lot. Because you had a lot of benefit. So going the other direction, right? But if it's more toxic than it is. Then you wouldn't put up with it. Right. So then, is it worth, is it worth, is it worth putting up with anyone having a negative experience? It depends on what you have to gain. Right? And the more you love someone, the longer you're willing to wait for another positive reinforcement. So if I meet somebody and I have a negative experience immediately, I'm probably done. Right. Right? If I meet someone and I have positive the next day, positive two days later, positive a week later. The next one, I might be willing to wait two weeks. And then four weeks. And this is really just becomes a question of human conditioning. Rather than love. Not to get like, I love this stuff, but um, but anyway, I can, I can get us back to marriage.

• 13:48Alex Hormozi?

  But uh, but marrying Leila gave me a lot of the security that I needed to make, take the big risks and knowing that she had my back. Um, and Leila and I have very uncommon views on marriage. What's the, I guess, unique views on marriage you guys have? So most people get married because they feel a chemical attraction. Yes. And then they just wait, right? And so eventually it's been long enough. And it goes away. Yeah. And they're like, I guess we should get married. We had the first date. We talked for four hours about business. All business. And at the end of the day, I said, you should quit your job and work for me. I was like. Was this a date or was this a? It was a date. Okay. It wasn't just like a casual encounter. No, it was a hundred percent Tinder date. It was Bumble, but it was a date. Bumble, date. Yeah. And. All business, all night.

• 14:33Alex Hormozi?

  The whole thing. We walked for four hours, just talking about business and the Verena said, you've got to like quit your job and work for me. And she said, no, I just made it. Not quit your job and date, or date me, but I quit your job and work for me. And I said, listen, even if I don't come with a deal, like this needs to make sense for you. Like this is how much I'd pay you. I was just like, this is how much I'd pay you, this is how much you'd make. Like you should totally work for me. Um, and she said, no, but I kept working on her and eventually three weeks later, she quit her job and she joined me. And we hung out every day after that one and we did not have a super chemically. Sexual. Not at all. We just like doing the same stuff and we both wanted the same outcome. And so at least as I see it, it's like you have to have an aligned mission of what you want to accomplish in life. Values of how you want to get there.

• 15:17Lewis Howes?

  Man.

• 15:18Alex Hormozi?

  And then ideally, there's like bonus, bonus points for similar interests.

• 15:23Lewis Howes?

  Dude, it's so funny you say that because I say that, you know, from all the mistakes I've made in the previous relationships that are all my mistakes. It all comes to values, vision and lifestyle and having shared alignment. It doesn't have to be a hundred percent, but it's like an alignment in values, vision and lifestyle.

• 15:39Alex Hormozi?

  Yeah.

• 15:40Lewis Howes?

  Not in, you know, if you have the sexual chemistry, which we do, which is great, but not using that as the main value.

• 15:47Alex Hormozi?

  No.

• 15:47Lewis Howes?

  The sexual chemicals.

• 15:49Alex Hormozi?

  Yeah.

• 15:49Lewis Howes?

  Because in two, five, 10 years, they may not be there. But if you don't have the values of vision and lifestyle, or what you call values.

• 15:56Alex Hormozi?

  Mission, because it's all business. Mission is what we're trying to accomplish, values is how we're going to get there. And then interests is like, what do we want to spend time on?

• 16:04Lewis Howes?

  Exactly. That's so funny.

• 16:05Alex Hormozi?

  Yeah. So that's, that's what I think. And if you have those things, you, you create a relationship, in my opinion, at least this has been my human experience. It becomes very difficult to get out of. And I say that intentionally in that like, the best way to stay married is to figure out how to stay married. And so like, well, let's stack all the chips in our favors. Like we like doing the same stuff. We like talking about the same things. And then I think in a very important way, if you, if those three things are aligned, you will get exposed to the same stimuli. And if you get exposed to the same stimuli, you'll have the same adaptations, provided you have the same values. So if, if we get this exposure and we both have the same values, we'll both grow in the same way. Where I think what happens for many people is they're opposite sides and they attract, right?

• 16:50Alex Hormozi?

  And what happens is you get on this, you probably are Esther Perel.

• 16:53Lewis Howes?

  Yeah, of course. I just had her on a week ago.

• 16:55Alex Hormozi?

  And then I'll, I'll just stop.

• 16:57Lewis Howes?

  No, go ahead. Yeah, yeah.

• 16:58Alex Hormozi?

  Well, now I feel silly.

• 16:59Lewis Howes?

  Quote her.

• 17:01Alex Hormozi?

  My understanding of mating activity is you've got familiarity, right? And you've got, I say variety and then familiarity, because that's how I do it. And so in the beginning, you've, everything's so new and exciting, there's all this variety, right? And then you get to know each other. And it gets better and better, because you're like, oh my god, this is amazing, this is amazing, this is amazing. But then, all of a sudden, you keep going, and then you're siblings, and you're roommates, right? And so, it's not, like she says, you know, a problem to be solved, but a dichotomy to be managed, between familiarity and variety. And one of the interesting things with our relationship is that we have so many ways to be familiar. So for us, based on that, like-

• 17:38Lewis Howes?

  So you need to create more variety?

• 17:39Alex Hormozi?

  Yes.

• 17:39Lewis Howes?

  How do you guys do that? Because you talk about all the same things, you do the same thing all day long, how do you create variety?

• 17:44Alex Hormozi?

  That's a great question.

• 17:46Lewis Howes?

  Besides the multiple-

• 17:48Alex Hormozi?

  Business-

• 17:49Lewis Howes?

  Multiple business borders, you're not doing the multiple people thing.

• 17:52Alex Hormozi?

  Oh no, we're not doing that. No, no, I think that would stem.

• 17:56Alex Hormozi?

  No, but I think the variety piece comes in through deliberate creation of room to be missed.

• 18:05Lewis Howes?

  Space and time.

• 18:06Alex Hormozi?

  If you think about-

• 18:07Lewis Howes?

  I'm going away for a week-

• 18:08Alex Hormozi?

  Yes.

• 18:08Lewis Howes?

  And you're gonna go with your friends or family, and I'm not gonna be there.

• 18:12Alex Hormozi?

  You know how much you like someone more when you see them after not seeing them for a week?

• 18:15Lewis Howes?

  It's so good.

• 18:15Alex Hormozi?

  Isn't that weird?

• 18:16Lewis Howes?

  The best feeling.

• 18:16Alex Hormozi?

  Right? Isn't that weird?

• 18:17Lewis Howes?

  Yes.

• 18:17Alex Hormozi?

  So it's like, we can create that deliberately.

• 18:19Lewis Howes?

  The missing, the longing.

• 18:21Alex Hormozi?

  Exactly. And so it's like, if we can, like, physically separate ourselves in terms of when we work, so we work on separate sides of the house, we only come together for food, so we eat, and then we go back, and ideally, we're not on any of the same meetings, because the last thing I want to do at the end of the day is sit down and say like, how's your day? Just kidding, I was there the whole time. Right?

• 18:39Lewis Howes?

  Right, yeah.

• 18:40Alex Hormozi?

  So it's ideally-

• 18:41Lewis Howes?

  So you work together, but you don't.

• 18:43Alex Hormozi?

  Yes.

• 18:43Lewis Howes?

  That's interesting.

• 18:44Alex Hormozi?

  We work in the same company.

• 18:45Lewis Howes?

  But you're not on calls all day long together, hand in hand.

• 18:48Alex Hormozi?

  Right, and we can accomplish, and so that way, when we talk, it's like two business colleagues, that are both after the same thing, that both believe in getting there the same way, and we're talking about our unique things that are interesting for me, that she might want my perspective on, and I'm like, hey, I'm thinking about this hook or this message, or what do you think about this? And we can bounce on it, but because we didn't share every moment of the day, it gives us that ability to have variety. But, I think Esther said this, so, but the couples that have, that do start businesses together, maybe I'm misquoting to research things, anyways, couples that start businesses together have a 10% divorce rate, if you start and make a dollar in a business together. And I think it's like birthing a child.

• 19:30Alex Hormozi?

  Except in order to do a business, I think it's harder than having kids. And people will be like, you don't know that because you don't have kids. It's true. But I do know that there's a lot of people who have both. There's more people who have kids than have businesses who started together. And I think that there's some magic in that because it's like birthing an idea. But you both got to agree on what you're going to create. So you're not leaving up to biology or leaving up to choice.

• 19:54Lewis Howes?

  Do you guys ever fight or argue?

• 19:56Alex Hormozi?

  Sure. Like, I would, I would say we don't have what I would consider like real fights.

• 20:02Lewis Howes?

  Blow up server. Yeah, yeah.

• 20:03Alex Hormozi?

  Yeah, I mean.

• 20:04Lewis Howes?

  Minor arguments, but.

• 20:05Alex Hormozi?

  I'm sure that like the many common miscommunications that can happen as humans.

• 20:09Lewis Howes?

  Sure, sure, sure.

• 20:10Alex Hormozi?

  Hey, you said this, that? Did, is this what you meant to say?

• 20:13Lewis Howes?

  Yeah, yeah, exactly.

• 20:14Alex Hormozi?

  No, no, there's, I was like, if there's two ways to take it and one way makes you really angry, the other one doesn't, I meant the other way.

• 20:20Lewis Howes?

  Whatever you're angry about?

• 20:22Alex Hormozi?

  Just round up, round up. That's like, just round up for me.

• 20:24Lewis Howes?

  What's the thing you love about her the most?

• 20:28Alex Hormozi?

  She's made a deal. She's, um, Leia's just unbreakable. So like, I'll tell you the two moments in our marriage that like, or we weren't married yet, but the two moments that like defined her to me. So one was in, we were probably nine months into dating. Maybe not, maybe like six months into, we're six months into dating. And I had lost everything again. Standard, standard Alex move, right? Just lose everything. And she had to go launch a gym and she had to absolutely crush it. And I was so stressed out because at this moment in time, I had the six gyms. I had a chiropractor agency, a dentist agency. I had that, and I had the launch business where we're actually like flying out and doing launches. I think I had one more thing. I can't remember what it was, but those are, so I had eight different

• 21:13Alex Hormozi?

  businesses that I was owning. I made no money, obviously, because I had eight businesses, right? And I was just, I was too stressed to function. That was like, only way I could describe it is like, I was not present at all, ever. I was just thin. I just, I was so spread thin. She walked in the office one day, I didn't look up, and she was like, do you want me to be here? And I was like, you can do whatever you want. And she was like, well, are you, do you want to break up? And I was like, yeah, that's fine. Really? And so she said, okay, that's fine. You know, and she had quit her job to do this with me. So it had been five months, like she'd quit everything. She'd built up a personal training business that was doing really well.

• 21:57Alex Hormozi?

  And she got rid of all our clients so she could come do these launches. Wow. Five months in, I was like, you know, I can't, whatever. And so she went to Hawaii to do this launch, which was going to be a really big launch. And I was betting big on this thing because. So she's still working with you, but not in a relationship with you? Yeah, so we've actually like work is the thing that is our first language. It came naturally to us. And so she went there and I had, I think I'd lost all the money for the seventh reason in a row. Right? And I had like 10 grand left and we needed to make like a hundred thousand dollars in that month. Or I was going to get behind. And so I, it was 10 grand to get her there for 30 days in Hawaii because hotels are insane. And I was like, you, you need to crush this, even though we just broke up. Oh, my gosh.

• 22:40Alex Hormozi?

  You need to crush this, like you need to crush this. That's like all I can say. And she flew there and she set every sales record that we had. Wow. When she got there and did a hundred and something thousand in cash collected and she killed it. And when she came back, I'd had a coach that I was like meeting with during the time she was gone. And he was like, look at the stats of your life. He's like, are you in better shape now that she's here? He's like, are you making more money now that she's here? Are you like, and to be fair, like in general, I was still doing better because I had started the launch business. Like I was, I was, you know, I was like, yeah. And he's like, I think she's a very good thing in your life. And I was like, okay. And so anyway, she came back and she crushed it when virtually every other person that I know would have either not gone.

• 23:24Alex Hormozi?

  Like screw you, I'm out of this. Or just wilted under the pressure. Cause I put a lot, I was like, you need, I was like, this is the last money I have. Like you have to crush. And I don't care about you intimately anymore. Yeah, and I don't care. And so she killed it and then she came back and then two or three months later, of course, I lost all that money again.

• 23:43Alex Hormozi?

  And then, and so then at this point, now we're sleeping at her parents' house.

• 23:48Lewis Howes?

  And you're not in a relationship?

• 23:49Alex Hormozi?

  No, we're, so we got back together. When she came back, sorry, when she came back.

• 23:52Lewis Howes?

  Got back together.

• 23:52Alex Hormozi?

  Yeah, that was like, I was like, you're awesome. Like, you stood tall when everything else was crumbling, like.

• 23:57Lewis Howes?

  Let's keep doing this, yeah.

• 23:58Alex Hormozi?

  And so, this leads me probably to, probably the core point of Leila is that, and I, I don't know if it's all relationships, but at least the way this one is compared to every other relationship I've had, is that I respected her first. And I don't think I had.

• 24:12Lewis Howes?

  God, that's so key.

• 24:13Alex Hormozi?

  Like, I don't, and I say this not as any, I've loved a lot of people in the past, but I don't think I respected them to the same degree. And I think part of that is because it was harder for me to respect them because I didn't have a shared arena to witness it in. It would be like, maybe for me, I might not have been able to respect an athlete, maybe? Maybe, because it's just not a game I understand as well as like the business game.

• 24:36Lewis Howes?

  Sure.

• 24:37Alex Hormozi?

  I'm maybe just saying that I can appreciate excellence, who knows? But I respected her and her opinion mattered to me. A lot of times I would feel like, someone's opinion like, like, yeah, it matters, but like, I'm gonna do what I'm gonna do. You know what I mean? Like, I, my opinion matters more. Her opinion I valued equally or even higher than mine in many occasions, because I trust her gut. She has an amazing instinct with people especially. And so I respected her first, and the second time that happened was I'm sleeping in her parents' house. Winner than I am.

• 25:07Lewis Howes?

  Twenty-four, twenty-five?

• 25:08Alex Hormozi?

  No, I'm twenty-seven, yeah, twenty-six, twenty-seven. Sleeping in her parents', she's twenty-three, twenty-four. And they gave me like the spare kids' bedroom. So I'm like, in this little desk, you know what I mean? Like, the little chair, like, cramped up. And I'm like, this is like make believe, except it's a real business. And we had this horrible day where we lost like a hundred and fifty thousand dollars. And it was, and I just saved, like, everything was turning around. Everything was turning around for us. We lived there just to like, kind of save some money.

• 25:37Lewis Howes?

  Yeah, yeah.

• 25:38Alex Hormozi?

  But we, the first month of getting rid of all those businesses that I had and just focusing just on gym launch, we did a hundred thousand, we did two hundred thousand, we did three hundred thousand. So like, things were turning around. And I was like, okay, this is happening. And then we got a hundred and fifty thousand refunds, which was pretty much all the profit I had made. And it was because. A couple of the gyms that we had launched basically told all the customers to refund and then sign back up through them for half the price. Oh my gosh. So it's like I go to a gym, we pay for everything, the hotels, the flights, the marketing, the sales guy. And let's say we saw a hundred people at 500 bucks, we make $50,000, right? Just for example. They would say, hey, 100 people, now that they're gone. That's annoying. That's messed up. It was a flawed model, you know what I mean? Like, and I could, I could lament it, but I was not operating within the context of like human incentive. There was a huge incentive to not be ethical. Right.

• 26:23Alex Hormozi?

  And so we, we lost 150,000, which was all my savings again. And at that moment, I had already lost everything like three times since I'd been with her. It had been like 11 months at this point. I think at that point 10 months, because we got married in May and it was 13 months since we had met. And so I just looked at her and I'm like in her parents', you know, room or whatever. And I said, listen, um, I'm a sinking ship and if you want to get out, I was like, I will have absolute respect for you. We will be, like, we're cool. Like, I will hold nothing against you because I like, I clearly am not good at this. And that's where she was like, I would sleep with you under a bridge if it came to that. And so that was when. That was before you were married or?

• 27:07Alex Hormozi?

  Yeah, it was before we were married. And so that was when, and that like, you know, I think the, the dedication in that book says, uh, or actually, well, I might be spoiling it, but then I think the next book says, you saw the light in me. It's a, it's a, it's a strong. My ride or die, couldn't do this without you. Yeah. That's right. It's a, it's a very meaningful thing, but I, but I don't know if I would have done it without her. You know what I mean? And, um, and so anyways, all that to say, she stood tall when everything else was crumbling around me. And for that, she has my eternal respect. Wow. And so as a result of that, that security, knowing that she like, even when she didn't have to, she was there. And she chose to be there alongside me because she believed that we could do this.

• 27:49Alex Hormozi?

  Even when I ran out of belief. I think for that, that's, and that's, and to be fair, that was the first 11 months of our relationship. And so like, since we got married, it's been super easy. Really easy. It has been. Literally nothing was harder than the first year of our, of our relationship.

• 28:05Lewis Howes?

  I mean, sorry.

• 28:07Alex Hormozi?

  No, it's great.

• 28:08Lewis Howes?

  I'm assuming you want to call yourself a marriage expert by any means, but you've been married five years. You've also know, you know, you have a lot of respect for older men who've been married for a long time. You've, I'm sure interviewed them and have mentors in that space. What do you think makes a strong marriage last more? Respect or love?

• 28:31Alex Hormozi?

  I mean, you know where I'm going with this one. Respect, because I think that respect is based in logic. Love, less so. And so, I'll say it differently. I think that love has a lot, a strong emotional component. Some days, like, some days you feel like you love someone more than other days, right? But respect doesn't change as much.

• 28:50Lewis Howes?

  Consistent.

• 28:50Alex Hormozi?

  Because it's based on facts. It's based on evidence. It's based on, I, the story I just told you will not change. That happened, right? And so, when emotions fade, logic remains, which is why I'm a big fan of logical selling, which is when someone is trying to make a decision, I do want to give them the logical reasons for why they should do that. Because when the emotions do fade, which they inevitably do about the decision that they made, what will remain is the logic. And the logic will carry you through the dips. But if you don't have a logical reason to be together, then when the emotions fade, that's when you have no reason to be together. Because the emotions are on and there's no logic, right? And so, I think that for the long-term relationship, that's why the mission, the values and the interests, there's a lot of logical reasons for us to stay together.

• 29:34Alex Hormozi?

  We have a million logical reasons together. We're partners in business. We love the same lifestyle. We're both into fitness, like, and, and so we have all these huge stack of reasons for why we should stay together. And I think that if we can stack the reasons, and as a funny side note with the length of marriage, the average married person spends two hours a day together. Forty-five of that is watching television, average marriage. Thirty-five, twenty-four, twenty-four minutes of that is housework. And then thirty-five minutes, oh, sorry, thirty-five minutes is eating. And so, forty-five plus twenty-five, so there's like twenty minutes that's not that of the two hours, that is just being with someone. And so, we have spent every hour of every day, day together for six years.

• 30:17Alex Hormozi?

  And so, I feel like in that way, we've had more, we've had a fifty-year marriage.

• 30:21Lewis Howes?

  Right.

• 30:22Alex Hormozi?

  From a, from a time, time perspective. But anyways, just.

• 30:25Lewis Howes?

  And, and these, where do you think you'd be without? Her or a marriage like hers that has supported you and throughout, do you think it'd be as financially successful? Do you think it'd be, you'd have more time to build your businesses? Or you feel like you'd have scattered energy with lifestyle choices?

• 30:42Alex Hormozi?

  I don't know. I don't know if I would have learned the lessons that she's taught me. That like if I had, so if I had a similar marriage to the one that I have, I think it would be the same. If I didn't have a similar marriage to this one, I think, I think I would have figured out the money thing was too important to me for me not to figure it out.

• 31:01Lewis Howes?

  You would have figured it out eventually.

• 31:02Alex Hormozi?

  I was too, it's too important to me.

• 31:05Lewis Howes?

  Cause you had the discipline.

• 31:06Alex Hormozi?

  Yeah, and I, and the fitness thing, that was our, that was always on lock. And so like the missing piece, I still probably would have had that longing to figure out. Cause I do, cause to your point, like all the people that I respect have been in 20 year, 30 year, 40 year, 50 year marriages. And I think there's something about character. It speaks to someone's character when they've done something like that. And I think that was something that I wanted to have.

• 31:27Lewis Howes?

  Yeah. What do you think, you're 32 now?

• 31:31Alex Hormozi?

  Yeah.

• 31:31Lewis Howes?

  What do you think when you hit 40, the three biggest lessons will be that you will have learned? Or that you, if you could go into the future, cause you're really good at thinking of your 85 year old self. And your 40 year old self was looking at you right now or in a room with you, talking to you.

• 31:47Alex Hormozi?

  Yeah.

• 31:47Lewis Howes?

  And he said, here are the three things you really gonna need to learn.

• 31:50Alex Hormozi?

  Yeah.

• 31:51Lewis Howes?

  And try not to make these mistakes. What would those three lessons be, do you think, if you could go in the future?

• 31:55Alex Hormozi?

  Well, the first one that jumped out at me was patience works. So that would be the first, I think I would have continuous reinforcement on the fact that the longer I wait for things, the better they are. The second one would be define your terms. Socrates says wisdom begins with a definition of terms. And so a lot of people make these goals, but they don't know what the goal means. And so they're like, I want to be healthy. Like, what does that mean? I want to be happy. What does that mean? Really, we have to define our terms before we start trying to attack them or breaking them down, which is why, like if you've ever heard any of my stuff, I, I tend to define terms a lot.

• 32:27Alex Hormozi?

  So I think a definition of terms is, is have to define your terms. And then third one of lessons that I think would probably still be, cause whenever I talk to my 85 year old self in my, my therapy sessions with myself, it's always just remembering to smell the flowers more. Because if I'm 20 years old and, or 30 years old and I would trade all the millions I have to be 20 again. Then that is the lesson. So I would trade everything that I have when I'm 40 to be 32. And so it's just like reminding myself.

• 33:01Lewis Howes?

  Enjoy this now, this moment, yeah.

• 33:03Alex Hormozi?

  Because I would trade everything to be here when I'm 40.

• 33:05Lewis Howes?

  Right.

• 33:06Alex Hormozi?

  So like, if I can just, if I can just even get a 10th of that awareness in the present moment, if I can bring 10% of that future awareness to the present moment, that would be a success for me.

• 33:18Lewis Howes?

  Can you break down really how to sell someone or how to enroll someone in your product or service who has a reason why they don't want to sign up?

• 33:27Alex Hormozi?

  Yes. So the baseline assumption is this person wants what you have. And so that's why like in the beginning of every sale, you're always asking, what problem are we solving? Right? Like, why are you here? What do you want? And sometimes you have to like ask that question a lot of different ways to get someone to actually answer it. Because like if someone says, well, I just wanted to find out more, it's like, they're not actually here to find out more. They're here because they want to solve a problem. And so some just saying, well, what problem are you solving? It's an easier way to get to the core of the matter. And so once they admit they have a problem, then we can, so.

• 33:54Lewis Howes?

  So how you approach it then?

• 33:55Alex Hormozi?

  I'll give you the back of, I'll give you the back of napkin before I give you the one that we're talking about earlier. So the back of napkin sales scripting process that I have is called Closer. And so it's an acronym. It's easy to remember. So the first thing C is clarify why they're there. Right? We've got to, why are you here? Right? What brought you in today? Why'd you respond to the ad? Why'd you take time to take this call? Whatever it is, right? Clarify why they're there. And you keep asking until you get the right answer. If it's just information, it's like you're not hopping on 20 calls a day taking information, right? No, of course not. Okay, what problem are we solving? Cool, got that. Then L is label them with a problem, right? So that's where you're really repeating back to them. So let me just get this straight. So you're here because you're trying to lose weight and you are struggling to do so at, at current. Is that correct? Awesome. Okay, great. Then I think you're gonna like what we have. So tell me, so then

• 34:35Alex Hormozi?

  we go to O. So C L O, Closer. O is overview their past experiences or past pains. So it's like, well, tell me what you've done so far to try and accomplish this. I'm assuming that's not the first person you've talked to. I'm assuming this isn't the first moment you realized you wanted to lose weight or you wanted to X, Y, Z, right? And so. Then we go through what I call the pain cycle, which is like, okay, what did you do? I tried this and this. How did that work for you? What was good about it? What was bad about it? Great, what else have you done? And you go back through and each time it's like, and each time you affirm the person, you're like, that must have been hard. Appreciate you sharing that. Just affirming and giving them positive reinforcement throughout the conversation. And that's just building rapport one-on-one, right? I understand how you feel. I felt the same way. My sister was like that too. I totally get where you're coming from. I know that's difficult, blah, blah, right? Oh. S is then we sell the vacation.

• 35:16Alex Hormozi?

  So now that we've exhausted all the pain, they're in the thick of the pain of remembering all the times I failed, you're like, you know what? Given everything you've said, I think you're going to be perfect for what we have. Can I, can I tell you about it? So then you get permission to sell, right? And then when you sell, I like to have three main points that I hit. And I think it's because people remember threes very well. And I know you've, you've seen Russell's stuff with webinar, like threes are remembered well. Same thing with values in a company. I think three people remember. It's easy to triangulate ideas, right? And so when we sell the points, the key, a big part of this is not actually explaining the features. This is obvious, but I like giving short anecdotes that are easy to remember. So if I would say a word like, we offer accountability for whatever program you sell, right?

• 36:01Alex Hormozi?

  And that doesn't mean anything to anyone. So I want to give a quick story or anecdote to explain the concept. It's like, all right, well, we have, you know, three types of accountability. We've got peer-to-peer accountability, which is people are going to be walking with you shoulder to shoulder. You're going to have alumni accountability, which is people who've already finished, but they're, they're just 12 weeks or 12 months ahead of you and they're cheering you on from the finish line. And then you have expert accountability. You have people who've helped a thousand people, just like you get to where you want to go. All right, so those are the three levels of accountability. If that doesn't make any sense, do you have a, do you have, do you have a kid or were you ever a child? That always gets a laugh. They're like, ha, ha, I was kidding. You're like, well, do you remember when your parents used to tell you to brush your teeth and you didn't want to brush your teeth? You're like, no, I don't want to brush my teeth, right? Like, of course, but then every night you'd still go brush your teeth, even though you moaned about it. Do you brush your teeth now? They're like, yeah.

• 36:44Alex Hormozi?

  Well, that's an example of external accountability turning into internal habit. And so what we're gonna do is we're gonna be the initial parent that'll tell you brush your teeth, but we're gonna be able to transition to getting that internal combustion engine going by the end of this, so that you're brushing your own teeth.

• 36:59Lewis Howes?

  Right.

• 36:59Alex Hormozi?

  Right, you can use the same thing with the seatbelt, there's a million examples you can use.

• 37:02Lewis Howes?

  Sure.

• 37:02Alex Hormozi?

  And so that would be a quick, whatever that was, 90-second anecdote to explain point one. And the same thing for point two, point three, that you have of like, it's kind of like, and then you explain a little epiphany bridge or the story of how you realized it's important. And then they would say, like, does that make sense? Yes. Boom, you move to the second point. Makes sense? Yes, move to the third point. And then it's, then you go for the close, like, well, given X, Y, and Z, I will tell you, this is extremely expensive. And the reason we say that is because it's even better than a price anchor. Because extremely expensive, for everyone is expensive. If I said, hey, Louis, it's, it's $500, just kidding, it's $100, you might have thought $500 and $100 were both cheap, right?

• 37:42Alex Hormozi?

  But if I said it's really expensive, whatever I say next is going to either be actually expensive for you, in which case I braced you, which is actually more likely to close the sale, or it will be less than what you perceive as expensive, and you're like, oh, great. Because the problem that most people try and do when they sell is they try and minimize the thing they say next, but it actually has a counter-active effect. You say, it's actually not that much, it's only, right?

• 38:05Lewis Howes?

  It's only $20,000.

• 38:06Alex Hormozi?

  But when you say that, when you say only, that all of a sudden people expect low, and then you rip their expectations. And so it's much better to set expectations here, but people are afraid of doing that. But that's not how psychology works. So you set expectations sky high, you anchor, and then when you say reality, it either matches the braced person, or it's much lower, which in most cases it is, right?

• 38:26Lewis Howes?

  Interesting.

• 38:26Alex Hormozi?

  So, hey, it's really expensive.

• 38:27Lewis Howes?

  Does that work for webinar sales to mass? Or is that only better with one-to-one sales calls?

• 38:33Alex Hormozi?

  I haven't tested it on webinars.

• 38:35Lewis Howes?

  Interesting, but one-to-one, yeah, let me know.

• 38:37Alex Hormozi?

  I'll let you know.

• 38:37Lewis Howes?

  I'm curious if that also converts.

• 38:39Alex Hormozi?

  Well, I do know that from the infomercial world, you price-anchor high. So it would make sense to me that, I would imagine it would still work the same way. It's like, guys, this is super expensive for guys. It's not $5,000, right, and you work your way down, right? And then when we do end up saying, hey, it's Expensive, we want to make sure that we're selling to goal. And the point there is that some people sell a program, but people don't buy programs to buy results. And so the idea is we want to as closely as possible sell the outcome that someone desires. And the same, it sounds obvious, but people don't do it. You know what I mean? Like a lot of these like, well, duh, but it, but no one does it, right? And so like in the weight loss example, I realized that people didn't want to buy memberships. No one's like, I want to buy a membership. Of course not. They want to lose weight. And so what we did was we shifted our selling style in the gyms and the fitness programs to

• 39:21Alex Hormozi?

  how many pounds they needed to lose. So we'd say, okay, cool. You need to lose 36 pounds. Based on our calculations, it's going to take 36 weeks for us to get there. And it'll take another 50% of that time to basically restabilize you, get your metabolism back up. And now you're eating the same amount at a lower weight. That sound cool? Great. And so now it's going to be a 52 week program. It's, I will tell you, it's very expensive, but it's normally, you know, whatever, $500 a week. But instead it's only 150 a week.

• 39:45Lewis Howes?

  Interesting.

• 39:45Alex Hormozi?

  Fair enough. And then when we get into the closing questions, I always prefer neutral or negative questions. Because it's, if I said, sounds amazing, a lot of people would be like, what does sound amazing? But if I said, fair enough, then it's much easier to get someone to say, well, yeah, it's fair. So it's like, how low can I make the thing that they're agreeing to? And then the negative version of that, which Chris Voss talks about in the negotiation. Is no base questions. Where it's just like.

• 40:09Lewis Howes?

  That's not so bad, is it?

• 40:11Alex Hormozi?

  Right. Or yeah, you wouldn't be opposed to moving forward, would you? Would it be totally crazy if we move forward today? Would it be totally crazy if we started you on Monday? Like all those, well, it's not crazy. Okay, cool. Let's do it. And so, and then at that point, let's say Lucy says no, right? Whatever the thing we're selling. Now we, we begin the E of closer, which is explain away their concerns. So C, clarify, L, label, O, overview their past experiences, S, sell, which is the three anecdotes that you're going to tell, and then you present the price. And then at that point, hopefully you, they say yes. But in, in the world of sales, no is the job. No is the job. They say yes, then you wouldn't be necessary, right? And so no, like selling is everything that you do before you present price. Closing is what you do after.

• 40:57Alex Hormozi?

  And obstacles are what come up before you present price. That's when you disagree with the prospect. Objections are what happen after you present price, when they disagree with you.

• 41:06Lewis Howes?

  Right. Well, I don't have the money, I don't have the time, I don't have, let me check with my spouse.

• 41:11Alex Hormozi?

  Et cetera. And so obstacles, you wanna, you wanna resolve as many of those as you can before, because they become bigger, scarier monsters of objections after you present the price. Right? And so, like that example I gave earlier with the information, when someone says, well, I just wanna find out a little bit more information. That's an obstacle. Like, someone's presenting, in the first five seconds, they're already telling you an obstacle, like, you have to confront it. And so, a lot of people are like, well, you know, I think it's my metabolism slow. Right, you're like, is it though? Cause like, you know, there's a lot of people in Africa, and none of them have stubborn body fat.

• 41:44Lewis Howes?

  Right, right.

• 41:45Alex Hormozi?

  Cause they're actually starving.

• 41:46Lewis Howes?

  Right.

• 41:46Alex Hormozi?

  But so, you would think that they have true starvation mode, but they're, but they look like they're starving. So what do you think it is? You know, like, and then you can get into it, most people are really offended by that, though. But you get, it's an extreme example. So, once we get to that point, they say no, or I have to think about, so there's three circles, and, and this took me actually a really long time to, to think through. Because I've gone through a zillion different, you know, books and, and things on sales. Ironically, after I already knew how to sell, not before, which is just kinda funny. But, different people had different, like, Grant had, I think, decision maker, stall, money. Those are the, he's like, those are the three that you always have to overcome, which is like, I need to think about it, I need to talk to my spouse, or it's money. Right, that was, those are his three. Barry from Sage, she has five. She has, uh, time, money, uh, time, money, spouse, fear, shame.

• 42:32Alex Hormozi?

  Interesting. I was like, that's cool, noted. Um, and then, Belfort has his, the three tens, and like, there's, there's a, a number of different ones, and I was like, there has to be, and they may all disagree with me on this, so who knows? But, there has to be a unifying truth here. Right, cause everybody has their own buckets, and there's obviously some elements of each of these. And so, I pulled back, uh, from Albert Ellis, who is one of the fathers of CBT, cognitive behavioral therapy. He said, and originally, he had like seventeen, and they had eleven, and they had nine, and they had seven, and they had three reasons that people upset themselves. He just kept boiling it down, and the three that he came up with are that people blame their circumstances, they blame other people for their unhappiness, and then they blame themselves. And so, when we are confronted with an, an objection.

• 43:17Alex Hormozi?

  Underneath the pretense that the person has already admitted that they want the thing that you have. And the thing you have would solve their problem. So that has to be there. If we have that, then we have to walk through three concentric rings of power. And so the first thing that people do is they blame their circumstance. So they're casting their power to something else. They're saying it's because of time. Or the money. Or the money, right? And then, you know, with the money, if you were selling a B to B thing, I would say, well, what's the difference between a self-made billionaire that starts at zero and you? It's not resources, it's resourcefulness, right? Then you can tell a story if you want to reinforce the point, but at the end of the day, like if you were resourceful, you can make it. So the question is, if you were to die tomorrow and you needed to come up with the amount of money for this thing, how would you do it? You'd figure it out. Exactly. So what we need to do is figure out how to tap into those resources, right?

• 44:02Alex Hormozi?

  So the bubble, you go into that thing. Right. And so each of these has- Becoming your insecurities, your fears, your, what, people saying no, judging you, and you just taking action and- Yes. Risking. And so underneath the circumstances, I have three big buckets, which you've got time, you've got money, and you've got what I call fit, which is actually in association with identity. So usually it might be like, well, I want to lose, I use weight loss because everybody understands it. I want to lose, I don't, I want to lose weight, but I don't want to eat broccoli. Your print has broccoli on it. But like, you know what? I don't like cardio though. And so that is, that's where you just go through, like, you got to change the change, right? And there's a whole script around that. It's like, you can't, you cannot change any of the variables. Because at the end of the day, like, you know, I used to have weight loss clients who would say like, well, can we make this, this the breakfast? Because this is what I already eat. I'm like, well, that breakfast got you that body. So we've got to change something, right?

• 44:47Alex Hormozi?

  Right? Got to change the change, right? And so we walk through it. I'm like, maybe you're, maybe you're not heavy enough. Maybe this isn't enough pain for you. Right. And then they're like, why don't you put on 50 more pounds and then you'll finally make- Yeah, exactly. Yeah. And then all of a sudden they're like, no, no, no. I'm like, all right, well then maybe today is the day. Yeah. Right? So time, money, and each of those has three, so like time has three, which I go macro, micro, when then? Uh, which is- Right, right, yeah. Yeah. And then, you know, money, I could go through- When then? Yeah, yeah, yeah. I'd go through too many of them. Sure, sure. But that's circumstances, right? The next level, and this is peeling back an onion. So if you're a salesperson or you're selling someone and they blame money or they blame time or they blame the fit of your specific program, understand that you're actually talking to someone two steps away from being in power. From making the decision.

• 45:32Alex Hormozi?

  Yes. And so if we believe ourselves as salespeople to be coaches first, because that's what we're really in serving the customer, the goal of the sale is not to get the person to buy. And this is a huge thing for most salespeople that everyone has to understand. The goal is not to get the person to buy. The goal is to get them to decide. If you get someone to decide, then you have already given them power, more power than they've ever had in a very long time, probably. And I guarantee you that you will make more money and you will also disassociate success in selling from purchases. You will also get more purchases. But if you do it this way, then you won't have an ego that's invested in being right, because it's not about you, it's about them, right? We get them to admit that it's not, it's never been about having enough time because it's about priorities. We all have the same 24 hours. And you know what? If you're really

• 46:16Alex Hormozi?

  busy now, do you think you're ever going to be busy in the future? Well, yes, I do. Well, do you want it to be permanent? Well, I do want it to be permanent. Well, if you're going to be busy in the future and you're busy today, then you might as well start now when you get the most support because you're already busy, right? If you learn how to do it when you're busy, you'll know how to do it again when you're busy in the future. That way you'll stick with it. Makes sense? Great. Time's over, done, right? And so each of those, one of the three for time, right? Sure. We've drilled a lot of these. And so, and so the next one is other people. With other people, a lot of times it's spouse often, right? And so, you know, I kind of walk through a process which is, you know, are they aware of the fact that you're struggling with this? Yes. Do they approve of the struggle? Well, they don't, I mean, they're like, well, I mean, no, they're not approving of the struggle. So well, then why would they be against them that they already don't approve of, right? Well, and if the roles were reversed, would you be support in support of them?

• 47:02Alex Hormozi?

  And usually they'll say yes to that most of the times. It's like, well, then why would they be against? And if you're anything like my wife, I would do everything I possibly could to support her and I think she would do the same. Is that the same that you have there with your, with your relationship? Yes or no? Cool. Finally, I'll walk through, it's like, honestly, just listen to you, you know, Tom, I think, I think you're asking for permission when you should be asking for support. And the reality is like, let's play this out, right? Let's play this out. Let's say that you don't do this program, whatever it is, right? Let's play it out. And 12 months from now, you're more negative situation currently, or more overweight, more poor, whatever. And if you keep doing that, who are you gonna blame for? Is it gonna be you? It's gonna be her. It's gonna be her. So is that fair to her?

• 47:47Alex Hormozi?

  Is that fair to your marriage? No. So I think what we need to be looking for is support, not permission. And so what we're gonna do, then we, tone comes up and we're like, so what we're gonna do is we're gonna take control, we're gonna take the power. You have to make the decision for you and then she will support you. And what you have to do is when you show up with her, you're like, listen, I've wanted to be an entrepreneur all my life. Who knew that there wasn't an entrepreneur school? And you go through the, you know, like, just like doctors go to school, but no one did it for me. And instead of being a hundred thousand dollars, it's only ten thousand dollars. And other people, and I'm not gonna moan about how I'm not making money because I'm actually supported with other people and I'm committing to be more present here, to be a better wife or be a better husband, be better, you know, spouse to, be better mother to our kids. And you give them the script to tell the other person. And at the very end, you say, at the end of the day, sometimes, like I said, we have our three day no sweat guarantee.

• 48:32Alex Hormozi?

  So for some reason you go home and your husband says, listen, sweetie, I want you to, I don't want you to be healthy. I want you to keep the extra weight on. I want you to live ten years shorter. I want you to pull up those sweatpants and reach your bag into those Cheetos and get them all orange and fingery and spread it over there and teach our kids not generational health. And if, and have, you know, early diabetes. If your husband says that to me, by all means. Or we're gonna refund it. Yeah. I'll give you the refund. And usually at this point, they're cracking up. You know what I mean? And that's why rapport matters a lot with, with selling on the upfront, which the whole goal is there is to find some, some similar ground because if you're in Paris and you find out somebody else is from the same city as you, you think they're amazing. If you're in the same city, you don't care at all. They're from Paris. Right. So it's just like, how can we find some similarities? Because people really are persuaded more by people that they find similarities with. Wow. And so the idea is how can we find those?

• 49:17Alex Hormozi?

  But anyways, all that to say, when you are selling, first people will confront you with time, money, or fit. And you have to be prepared to know that you might have two more layers you have to go through. So you might have to peel back that first layer and then they hit you with the spouse, which is, do they approve? If the roles were reversed? And then you're asking for support, not permission, right? And then you go three day no sweat guarantee. Right. And then the last level here is self, right? And what people do here is they avoid. So what we're trying to conquer is avoidance. So now, and here's the good news is that when someone says, I need to think about it, I'm not sure. We're talking to the decision maker. That's amazing. Yes. You're the decision maker. Yeah, this is amazing. This is great news for salespeople because they should be like, oh my God, they're not giving me a money.

• 50:02Alex Hormozi?

  They're not giving me time. They're not giving me spouse. They're just saying they don't need to, they need to think about it. Well, what's your main concern? Right? Tell me what you're thinking about. What are the variables that you're going to use to make the decision? Let's walk out together because at the end of the day, you don't need time to make decisions. You need information. I'm the only source of information you got. So what, what are, what are your questions about? Right? And you keep going. And then from here, all we're trying to do is understanding the variables that they use to make the decision. And if they don't know them, which they usually don't, we say, do you know what it, what it takes to make the decision about this? And then you actually physically walk them through confronting the decision. If they're not sure about it, you're like, listen, I use this all the time. It's called the rocking chair close. It's like, let's be real. You're not going to go and actually like sit on your rocking chair on the balcony and be like, hmm, am I going to do this program?

• 50:47Alex Hormozi?

  Of course not, right? You're going to get in your car and your mom's going to call you. You've got the kids and you've got the laundry and you've got dinner and you've got all these other things you've got to do. And then five days from now, you're going to have some moment where you either put your pants on or you check your bank account, whatever the thing is that we're selling. And you'll be like, shoot, I really should have done that thing. And in that moment, you will have made the decision. So you might as well do it today when you have all the information, you've got all the momentum because you're six inches from gold. Right? And you don't want to be the guy who, because like, let's think about what we've already done. I know you want to do it because you're already here, right? You saw the ad, you put in your number, you set a time, you scheduled it, you drove in your car if it was here, or you showed up on Zoom, even when you're in the middle of a work week, you did all this stuff and you spent an hour on the phone with me up to this point. You're this far. And do you think that maybe the reason that you have that you're on this call today is because you haven't been able to pull the trigger in the past?

• 51:33Alex Hormozi?

  And then usually they'll come up with something like, well, you know what? I tried a program like this before and I failed and I don't want to fail again. Which then you go into like burn you twice, which is, well, totally makes sense. And I understand that I'm really sorry they had to go through that. Well, did you ever date anybody in middle school or high school? Well, yeah. Are you married to that person? If you are, they are, then you can still, but it never happens. They're like, no. I'm like, imagine if you had gone your first sixth grade boyfriend or girlfriend. And after that, you swore off men or women after that one breakup. That'd be ridiculous, right? Well, it's the same thing here because the thing is, is if you had a bad experience, you're gonna let that person burn you twice. First time when they were with you. And now when they're preventing you from doing the thing you really do need to do. Or for preventing you from meeting the person you need to meet. Right? And so don't give that situation more power than it already has had.

• 52:18Alex Hormozi?

  Only let it burn you once, not twice. And so then we walk through, we just have to confront the decision. And so at the end of the day, does, do you believe that the product is going to get you to where you want to go, the way you want to get there? Because that's the second part that I learned later in sales is that some people want to lose weight, but they want to lose weight their way. And I'll say, oh, we learned it another time, but like, we found that out because we would get people who didn't want to sign up for memberships and we'd invite them to a free nutrition consultation. And they would spend four times as much money on supplements as they would on the membership.

• 52:48Lewis Howes?

  Because they still wanted to eat or they didn't want to train.

• 52:50Alex Hormozi?

  They still wanted to lose weight. Yeah, yeah. They just wanted to lose weight their way.

• 52:52Lewis Howes?

  Their way, yeah.

• 52:53Alex Hormozi?

  So the first thing that we need to learn is, these are the yeses that we need from them. So it's like, listen, if you don't want to make a decision, I'll tell you what the variables are right now. Number one, do you believe the product or service that we have is going to get you to where you want to go, the way you want to get there? Yes. Okay. Do you want to work with me or us?

• 53:07Lewis Howes?

  Yes or no? Yeah, yeah.

• 53:08Alex Hormozi?

  They're like, yes. Okay. Do you know someone who has or do you have access to the amount of money to start the program? Yes or no? If it's yes, then let's go. We just made the decision together. How much better do you feel? Like, you're just like, wow, okay, I feel, I feel much better. Awesome. What card do you want to use? And then boom.

• 53:27Lewis Howes?

  So a lot of it is just the ability to get them to decide.

• 53:29Alex Hormozi?

  Confront.

• 53:30Lewis Howes?

  Yes.

• 53:30Alex Hormozi?

  Exactly. Confront the decision. And then if someone's like, still wishy washy on it, the easiest and best questions in sales, in my opinion, are what are you afraid of? If you sign up, what are you afraid of having happen?

• 53:41Alex Hormozi?

  I lose my money or I don't lose weight. Right, exactly. Well, then what do you think would have to happen in order for that to happen? Right. Well, I don't show up. I don't do the work. Well, then what would you need to see in order to feel like that wasn't going to happen? Because at the end of the day, you do know you need to work out and do all this stuff to lose weight, right? Right. Okay, so that's fixed. So then what would you need to see from us to make sure that you feel good about taking the decision? Because you can just always just take it apart and get to the point where like, you know what? If someone just texted me, it's like, well, that's part of the program. Right. This is the weekly check-in. Yeah. Totally. And we do have that. What do you know? Oh, I didn't know that. Okay, fantastic. Let's get you. Because sometimes you can't mention every single feature you possibly have on every sale, which is one of the benefits of one-on-one and one of the drawbacks, right? Because like, you can cater it, but at the same time, you don't want to take the whole time. And I'll give everybody in the audience two really easy ones if you're starting your business. Yeah.

• 54:26Alex Hormozi?

  Number one is the reason close, which I use all the time, which is whatever reason they tell you that they don't want to do it is the very reason they should do it. Like, I don't want to do it because I think my spouse is really controlling. I think the reason that you should do it is because your spouse is really controlling, because you need to control your life. I think that I don't have time to do it. I think that that's the very reason that you should be doing this. You need to get your time back, right? Because you're trying to do this business program, right? And currently, are you working all day? They're going to say yes, because everyone thinks they're working all day. You're like, you're working all day? Okay. Well, then, obviously, what you're doing now isn't working. So the first thing we're going to do is cut out all the stuff that's not working, and then you're going to have all this time to do the program. That's micro. So the macro is the one I said earlier. Micro is that's the second one for time. There you go. For everyone in the audience. And so with the reason close, it's just whatever reason they present with, just say, totally understand.

• 55:11Alex Hormozi?

  You don't have money. How long do you want that to be an excuse of why you can't do things in your life? That's the very reason you should be doing this, more than anyone, right? It's like when someone says, this is a lot of money to me, right? This is really expensive. And then you would normally say, like, this is a lot to you, right? And they say, yeah. And you're like, well, you know what? That's the perfect reason to do it, because there's people every single day who come in here and they buy this thing, and the money means nothing to them. But the thing that makes you successful...

• 55:38Alex Hormozi?

  Is that this is a lot of money to you. And the only reason that this won't work is if you don't do the work. And if this means a lot to you, then you're more likely to be successful than anyone else here.

• 55:47Lewis Howes?

  Wow.

• 55:48Alex Hormozi?

  And so when you say that, it's true.

• 55:50Lewis Howes?

  Yeah.

• 55:51Alex Hormozi?

  And it helps overcome the people, because a lot of times like I spent a lot of money early on by percentage of my net worth on on skills and acquisition education, and it is scary. But it's 100% what you need to do when you're starting out. It's the fastest route to getting to where you want to go is buying the lessons from people ahead of you. And so that's the reason close that you can use in all those different situations. And the other one is one that I'm working on. I'm trying to figure out like a skeleton key for closing, because it's something like I just love this stuff. But it's like a hypothetical close. So whatever they present with, you get a hypothetical yes, and then you walk backwards. So if someone's like, I'm just not sure. You just say, well, if the program were perfect, would you do it? And they're like, well, yeah, I would do it if we're perfect. You're like, cool, then what's the difference between what we've gotten perfect?

• 56:33Lewis Howes?

  Right.

• 56:34Alex Hormozi?

  And usually they can't generate many ideas anyways. And they're like, I don't, a lot of times they're like, well, I don't know. And you're like, right, so then it's not that. So let's talk about what's really like worrying you. What are you afraid of, right? And then we can then we can confront the real stuff, right?

• 56:46Lewis Howes?

  The fears, the insecurities, the doubt.

• 56:48Alex Hormozi?

  Same thing with, but like you can use that for any of them. It's like, I don't have time. Well, if you did have time, would you do it? Okay, well, how much time would, so if you did have, so they get the yes. It's like, well, how much time do you think you need? And then they're going to say something like, did you know that it's actually one tenth of that? Is what you're actually going to need? Oh, I didn't know that. And we already got the yes. So they're already committed with commitment and consistency. They're already committed to the yes that they just said. And so it's really hard that if they, it's like, cool, if you had the time, would you do it? Yes, cool. Now, now they gave us one problem to solve, and all we have to do, especially if you sell services.

• 57:16Lewis Howes?

  Yeah.

• 57:17Alex Hormozi?

  It's like, cool, then all, so all I have to do is solve this one problem for you. Because I just got you to say yes, because that also ties them down to not any other objections.

• 57:25Lewis Howes?

  Right.

• 57:26Alex Hormozi?

  They still might, but it's much harder for them to go back on that.

• 57:29Lewis Howes?

  To a no, yeah.

• 57:30Alex Hormozi?

  Yeah.

• 57:31Lewis Howes?

  Now, one of the things that I've heard you talk about a lot, and also you just shared right here is developing skills and acquiring skills over over the last decade. That's something that I've been obsessed with since I was a teenager is acquiring skills. Because I didn't feel like I was enough, I wasn't smart enough, talented enough, all those things. So I wanted to become those things by acquiring those skills and investing in them. What would you say are the three main skills? If you could only learn three to reach your first million, what would those be?

• 58:00Alex Hormozi?

  Well, to reach, I mean, to reach the first million is you just have to sell something to someone. So it's just sales. Sales. It's just, you can just make a million just doing sales. Like you don't even have to sell your own products. You can just do a million dollars just selling. Right. And in order to make more in sales, you sell stuff that's more expensive. That's it. Like learn how to sell and then find the most expensive thing you possibly can to sell. And then sell that. That's how you sell. That's it. And I will tell this to everybody who's like not sure. The more expensive it is, the easier it is to sell. Really? Why is that? Cause you're dealing with better people. Like you probably had a consulting client that pays you 50 grand is like, oh yeah, by the way, I set the wire yesterday. Yeah. Whereas the $50 person is like, well, what exactly am I going to be getting with this program? You know what I mean? It's just, it's a different person. You know what I mean? You're dealing with a different avatar.

• 58:44Alex Hormozi?

  And from an actual selling perspective, almost every sale is the same regardless. So you might as well just do the sales that you're getting paid $5,000 for rather than the sales you're getting $20 for. Like I learned, and the, the one thing that I will say is that if you're starting out with the intention to develop the, the skill of sales,

• 59:01Alex Hormozi?

  sell in the highest volume environment possible. That's why a lot of, I think, some of the best salespeople are fitness people. Because so many people, you know, you work at LA Fitness, you get 25 memberships a day that you're, I mean, you're sitting on 25 consults a day. And I did that for five, you know, four years, every, not 20 plus consults every, I was in LA Fitness at my own gym, but like, so like you get, you, there's just so much unconscious competence that you develop at that point, like, and those, those, the time and the money, like those things become so ingrained in how you speak. Yeah. And your language patterns that, um, and it, and it gives you power in all, all different areas of your life. So, sales is number one. You might want to develop the skill in a high volume environment, but understand that that's not, you might make some money doing that.

• 59:44Alex Hormozi?

  But the goal will then be to sell massive buildings, sell super expensive cars, sell yachts, sell jets, sell, you know what I mean? Like sell huge software packages to enterprise software, like all of these are roles that you can make 400, a million dollars a year doing. So that's, that's where you, you know, you want, and if you, and that's a million income, not even gross. That's a million income. But if you just want to like make a million dollars, just reverse out a million dollars and just do it looking at daily. So it's, you know, 3,300 a day, whatever, roughly. And so at that point, it's like, okay, well I can sell. Three fifteen hundred dollar things, you know, and I'll be over it. And I can sell one five thousand dollar thing. I can sell, you know what I mean? And or you could sell thirty three hundred dollar things.

• 1:00:28Alex Hormozi?

  And it's just which of those sounds easier? They're different, you know? And I will say that I have this desire, maybe in the future, to like, look at some sort of entrepreneurial personality type where like, I do believe that businesses are our extension of the entrepreneur in terms of like their personality, their thumbprint is on it, based on just how it works. And so like, I've met guys who do super high volume, really low ticket transaction. And they they're a little different than the guys who sell ultra high ticket, like service based stuff. And so, and so I think, and I've seen people really successful on both sides. But I do think that the more expensive the ticket in general, that the less operational complexity there is, you still have to take, if you're gonna take ten sales calls, you might might as well make them worth all.

• 1:01:08Lewis Howes?

  Exactly.

• 1:01:08Alex Hormozi?

  You know, take care of them all.

• 1:01:09Lewis Howes?

  Exactly.

• 1:01:10Alex Hormozi?

  Right.

• 1:01:10Lewis Howes?

  I have two final questions for you. But before I ask them, I want people to get your book. It's really inspiring, Hundred Million Dollar Offers, How to Make Offers So Good People Feel Stupid Saying No. It's a great tagline as well. So make sure you guys get a few copies of this.

• 1:01:26Lewis Howes?

  And also go to acquisition.com, right? Which is the main business that you're running right now, acquisition.com. And so when's the right time to acquire a business if you're a small?

• 1:01:35Alex Hormozi?

  It depends on whether you're going for majority or minority. That's the huge, that's the huge lever here. So there's the what you're trying to buy, and then there's the life cycle of the business. So it's like, if you're trying to buy a majority, then you want to get it before its peak, right? And you want to have it when it's already established with a good leadership team, and you want to make sure that you can pull the entrepreneur out and it still functions. Like, that's how we're able to sell the companies that we had. And that's what we do with acquisition.com companies, that we actually, so we buy minority.

• 1:01:58Lewis Howes?

  Minority.

• 1:01:59Alex Hormozi?

  Yeah, exactly. So we buy minority stakes.

• 1:02:01Lewis Howes?

  Ten, twenty, thirty percent?

• 1:02:02Alex Hormozi?

  Twenty, thirty is usually the, is the stakes that, like, we need to be invested enough to care. And usually the companies are between three and I think thirty six million is the, is the biggest one. So three, we don't really have any threes. I think the smallest one we have right now is six. But six million to thirty five ish million is the, is kind of the range, and we have seven companies in the portfolio. And so for those companies, you know, we buy them because we think they can get better. We think that we can grow them, and we think that we can put a team. In place and we can transition from face-based branding to a brand-based business. So that it is sellable and then what happens is interesting there is that we might triple the revenue of the business. But we might 30x the enterprise value because it's not valuable if you're just, you know, Johnny Johnny teacher or whatever.

• 1:02:46Alex Hormozi?

  Which we do mostly internet businesses because we know how to transition from being the personality brand. Who teaches some sort of niche skill like we talked about earlier. Into teaching the same thing, but being like Salon University or being Plumber U or Gym Launch. You know, like those are all like very specific niche skills that provide real value. That's interesting. To people. So we're almost the entire portfolio except for one is e-learning. And that's because we're huge education people. I like the business. I also like the impact. The margins. Yeah, yeah. Yeah, I love the cash flow. It's a low capex business. It's very inflation responsive in that like we can always adjust prices very easily. It has, there's, there's real impact on people's lives compared to like a four-year degree.

• 1:03:27Alex Hormozi?

  You've got a great price anchor alternative and I think the education, my thesis is that education is becoming increasingly fragmented, just like media has. And it's just catching up. The fact that all of these quote gurus exist is a telltale sign that more and more people are not going to college. Because they don't see the value and I think they're right in that, in that assessment. And so rather than spend a hundred thousand, two hundred thousand dollars over four years or fifty thousand dollars over four years. You could spend a quarter of that and get way more, yeah, a way more tactical training that can replace your entire income. And so in terms of for us, we, we look for companies that are growing, that are cash flow positive, that are typically e-learning or internet businesses. That have, that have really good products. So ideally somebody who really knows, who is good at the thing that they teach, which sounds silly. But like you also know that there's lots of people who don't have that.

• 1:04:12Alex Hormozi?

  And if we have those things, we on average triple the profit of the business within a year anyways. So we're, we're very like, when we have the, when we have our very narrowly defined avatar, which is doing three million or more, so two fifty a month or higher. That's just to be considered. Usually they're at like the, usually like five to a million a month, five hundred thousand a million a month is usually when we take them on. That's, that's our sweet spot and then we can, we can ramp up. And then with regards to majority, it kind of goes back to like, I personally, I think long-term, we're going to try and figure out a way to maybe raise a fund. So I can help all of the founders. Take some cash on the table and maybe do some sort of conglomeration thing because it's all e-learning, which would be cool. Or, you know, we might have them sell off individually.

• 1:04:54Alex Hormozi?

  It's really up to the founder because we're, and this is kind of cool for me because like, I'm really just there to support them. And we recruit the key players for them. And because we have the reputation we have, we have so much more reach and leverage, we can find the people that will help them so much easier than they can. And so that's how we can build these things into enterprises so quickly and we can get outsized returns. And so that's, that's what we do.

• 1:05:15Lewis Howes?

  That's cool. And do you guys teach also how people can acquire a company on your site as well?

• 1:05:20Alex Hormozi?

  We don't. No, the, the, the courses on the site correspond with the books. So the book has a free course that comes with it. It's on the site. You can go through it. It has all the downloads, everything. The book, the ebook is 99 cents on Kindle.

• 1:05:31Lewis Howes?

  Yep.

• 1:05:32Alex Hormozi?

  I think it has, it has 5,000, I think, five star reviews on Amazon. Who's counting? Yeah.

• 1:05:39Alex Hormozi?

  But it's 99 cents. I wanted to make it affordable for anyone. I think that the hard copy is a little more. But, you know, I wanted to, like, I've got people from like Nigeria and India being like, I could afford this thing so much. So that's, and I know they're probably never going to be home acquisition.

• 1:05:53Lewis Howes?

  Right, right, right.

• 1:05:54Alex Hormozi?

  But yeah, if you're a UA space company and you're e-learning, we're always happy to see how we can help.

• 1:05:58Lewis Howes?

  We'll have to have you come on next, another time. If you guys wanted to come back on to talk about how to acquire a smaller company and teach that process, then let me know in the comments below on YouTube if you're interested in learning that. But acquisition.com, Alex Hermosy on Instagram, Twitter, and YouTube, your YouTube is blown up, your Facebook as well. But you're doing what, daily, almost daily YouTube now?

• 1:06:23Alex Hormozi?

  We do shorts.

• 1:06:24Lewis Howes?

  Shorts daily.

• 1:06:25Alex Hormozi?

  Yeah, we do the shorts daily on Instagram, TikTok, YouTube. We're on Twitter. We have a podcast that's actually grown a lot.

• 1:06:33Lewis Howes?

  Oh, wow.

• 1:06:34Alex Hormozi?

  Yeah, it's, it's.

• 1:06:35Lewis Howes?

  What's the podcast called?

• 1:06:36Alex Hormozi?

  The Game.

• 1:06:37Lewis Howes?

  The Game. Okay. I see more of your YouTube stuff.

• 1:06:39Alex Hormozi?

  Yeah, it's The Game. Yeah, The Game is the podcast. It's just me. Just me, just talk about whatever.

• 1:06:44Lewis Howes?

  Check that out.

• 1:06:44Alex Hormozi?

  It's, they're, they're same style as YouTube in terms of short. Sure, sure. 15 minute stuff. Yeah, exactly. And yeah, then we also have LinkedIn. We're, we're.

• 1:06:51Lewis Howes?

  We're everywhere now.

• 1:06:52Alex Hormozi?

  Trying to be Lewis Howes.

• 1:06:53Lewis Howes?

  The Twitters, everything.

• 1:06:53Alex Hormozi?

  Yeah, the Twitters, yeah, the Twitter. The metaverse.

• 1:06:56Lewis Howes?

  I love it. Yes. Make sure you follow you everywhere. We'll have it all linked up. This is a question I ask everyone at the end called the three truths. So imagine it is your last day and maybe you've surpassed eighty five, maybe you're a hundred, a hundred twenty or something. Extended the life as long as you can. And you've lived your life. You've accomplished the things you want to, even though they don't matter anymore. You've made all the money, but you've given it all away because it doesn't matter anymore. And no one has access to your content or information. For whatever reason, it goes with you, everything. The books, the videos, all this stuff goes with you. This interview, gone. And you can only share three things with the world, three lessons that you've learned from your entire life. What would be those three lessons or three truths that you would share?

• 1:07:40Alex Hormozi?

  Give first and without expectation. And you'll get more than you can imagine. In all aspects of life. One, if you can't do it forever. Don't do it for a day. And probably something to the extent of.

• 1:07:57Alex Hormozi?

  If nothing matters. Then you get to decide what matters. So use the power wisely.

• 1:08:02Lewis Howes?

  That's good, man. I want to acknowledge you, Alex, for your growth and your, and your ego death. And the, and the constant journey of that death. You know, I'm on the same journey. And it's, but your acknowledgement of it, your ability to look yourself in the mirror and see, okay, here's what's working, what's not working, and how do I continue to develop that? And now you're this stage where it really feels like you're trying to create, add as much value as possible to as many people as possible. Through your books, your content and your information. So I really acknowledge you for the, the example you're creating for your your really uniqueness, your being a hundred percent who you are. I mean, you're in like the basement with your wife.

• 1:08:45Lewis Howes?

  Just like you don't care necessarily about what you look or whatever, you know, you just want to add the value. And not think about what are people saying about me, but how can I make it about others? Which I think is really inspiring example that you're leaning from. So I want to acknowledge you for that, man. And hopefully we'll have you back on for more times. But a final question, what's your definition of greatness?

• 1:09:07Alex Hormozi?

  When reality exceeds expectations.

• 1:09:11Alex Hormozi?

  My man, Alex. Thanks.

• 1:09:13Lewis Howes?

  Good stuff. Good stuff. Thank you so much for listening. I hope you enjoyed today's episode and it inspired you on your journey towards greatness. Make sure to check out the show notes in the description for a full rundown of today's show with all the important links. And also make sure to share this with a friend and subscribe over on Apple Podcasts as well. I really love hearing feedback from you guys. So share a review over on Apple and let me know what part of this episode resonated with you the most. And if no one's told you lately, I want to remind you that you are loved, you are worthy, and you matter. And now it's time to go out there and do something great.