How I Would Build a $10M Service Business (If I Had to Start Over) | Ep 1004

Download your free personalized $100M scaling roadmap in under 30 seconds: https://www.acquisition.com/roadmap?el=yt-alex-486r&htrafficsource=youtube Kaleb's roofing company was doing $20K a month and closing one in every 20 doors knocked in just two months. In this episode of Scale or Fail, Alex identifies what's holding the business back and builds the high-volume repairs machine nobody else wanted to run. 90 days later, Kaleb had gone from $32K to $250K in revenue. In this episode 00:00 Introduction: Kaleb and Keys Roofing Company 02:23 Selling repairs versus replacements 04:47 Building the VSL and sales funnel 09:33 Customer retention: reviews and membership offers 12:06 Sales representative’s closing script 14:02 Leveraging speed as margin 16:28 Kaleb’s position on the scaling roadmap 18:10 90-day results: from $32K to $250K in revenue More Value: Book Your Spot at the 2-Day, Interactive Scaling Workshop in Las Vegas: https://www.acquisition.com/o-vegas Get the $100M Book Bundle: https://shop.acquisition.com/pages/100m-book-bundle Watch My Latest Episodes on YouTube: https://www.youtube.com/@AlexHormozi/featured Learn How to Scale Your Business to Millions in Revenue: https://www.acquisition.com/ Discover The Easiest Business I Can Help You Start (Free Trial): https://www.skool.com/hormozi Additional Free Books and Video Courses: https://www.acquisition.com/training DISCLOSURE: Information shared here is for educational purposes only. Individuals and business owners should evaluate their own business strategies and identify any potential risks. The information shared here is not a guarantee of success. Your results may vary. Copyright © 2026.

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

• 0:00Alex Hormozi?

  I'm about to help a complete stranger build a $7 million per year business. I'm going to give him a step by step roadmap on exactly what he needs to do. And 90 days later, we're going to check in with him to see what actually happened. And for all the business owners watching, I've scaled 10 businesses past 10 million, three past 100 million. And I've realized an important lesson, which is that businesses behave in patterns at all levels. And so you can take any of the principles and tactics and apply them to your specific business and industry at its current size. There are far more similarities than there are differences. And so with that being said, let's go meet Caleb.

• 0:29Speaker 01

  Ready to rock? Ready to rock and roll, brother?

• 0:31Alex Hormozi?

  All right, tell me about the business.

• 0:32Speaker 01

  So first off, my name is Caleb with a K. I own Keys Roofing Company.

• 0:35Alex Hormozi?

  Also with a K.

• 0:36Speaker 01

  Yeah, right. Alex, nice to meet you. So we are a premium and luxury roofing gutter and downspout contractor in St. Louis, Missouri.

• 0:47Speaker 01

  So we've been in business for two months. The current revenue, we're a little bit shy of 41,000. Profit is 24,248, so we're about 59%.

• 0:56Alex Hormozi?

  So you're doing like 20K a month ish?

• 0:58Speaker 01

  Yep.

• 0:58Alex Hormozi?

  Right now?

• 0:58Speaker 01

  Correct. The goal within the next three years is going to be 7 to 10 million.

• 1:02Alex Hormozi?

  Okay. Love that. So how you get customers?

• 1:07Speaker 01

  So the way that we get customers, two primary acquisition channels currently is door knocking. So I do a ton of canvassing and then also referrals, whether that's doing a great job for the person that I currently meet or people within my internal network.

• 1:20Alex Hormozi?

  So walk me through the money stuff.

• 1:22Speaker 01

  Yeah, so with the money stuff, I have two streams of revenue. With the full replacements, my average ticket year after year is about 18 to 25,000. The greatest thing about being the solution for the smaller problems is these jobs, Alex, they typically chunk up to those jobs. So if I'm coming through and I replace one downspout for somebody, run a gutters, what have you, nobody will, else will even show up to even attack that job, which then qualifies me to get the next job and all their future jobs.

• 1:49Alex Hormozi?

  How many doors do you need to knock to go sell?

• 1:52Speaker 01

  Oh, man, I have a high close rate on that. So if I knock 20 doors, I'm getting a sale.

• 1:59Alex Hormozi?

  Yeah.

• 1:59Speaker 01

  Like it's like that.

• 2:00Alex Hormozi?

  Yeah, no, it's like that.

• 2:02Speaker 01

  It's like that.

• 2:04Alex Hormozi?

  All right.

• 2:06Alex Hormozi?

  What's stopping you right now?

• 2:08Speaker 01

  So what's currently stopping me is having more salespeople. Because if I have two more salespeople, one project manager, I'm 100% confident 7 to 10 million is very doable.

• 2:17Alex Hormozi?

  All right, hop onto the side and then we'll, we'll dive into it.

• 2:23Alex Hormozi?

  Okay, so the big thing that you right now have to deal with is like, there's one of you and there's, you don't have that many, like, it's a small business, right? And I'm not saying that as a slide, I'm saying just factually, right? And so you're going to be resourcing, spending both time and money. And so I want to focus all efforts on the highest return stuff that you can do right now. What's very good about your business right now, honestly, is you. Because at any given point, you can knock 20 doors and you get a deal.

• 2:50Speaker 01

  Yep.

• 2:50Alex Hormozi?

  Right? And so that reliability of being able to just basically go get money is something that a lot of entrepreneurs don't know how to do. And that gives you a lot of, what I'll call it, like cats have nine lives, like entrepreneurs need as many lives that they can. And knowing how to go get money is one of the ways to do that. So I think it's super good. There's a couple of key decisions that I wanted to like walk through because one of the considerations I had was like, okay, was there a world where we could get repair average tickets up more meaningfully? And so say 7K is gross profit on the replacements.

• 3:18Speaker 01

  Sure.

• 3:18Alex Hormozi?

  Does that sound fair?

• 3:19Speaker 01

  Yeah.

• 3:19Alex Hormozi?

  Okay. So if we have 7K replacements, right? What is the gross profit on a repair?

• 3:27Speaker 01

  I mean, like 64%.

• 3:30Alex Hormozi?

  And that average ticket is 1,500?

• 3:32Speaker 01

  Yep.

• 3:32Alex Hormozi?

  So $1,100 gross profit on repairs. So I'll tell you where I was originally thinking was basically, is there a world where, let's say we get this gross profit up to $2,000? Is there a world where you think you could sell three times as many repairs as you could replacements?

• 3:46Speaker 01

  Hundred thousand percent.

• 3:47Alex Hormozi?

  Right, so this is what got more interesting to me was like, I love when it's like, when, when there's something that's been cast aside by other people, right? Like no one wants to do this particular thing, but then you orient a business in such a way that you can actually make really good gross profits on it. Part of me was running out the idea of like, what if we just did repairs and you did an absolute, like you just became, you systemized the living shit out of it, right? So what is the aggregate amount of all repairs? What would that ticket look like? So if you did everything minus replacement?

• 4:14Speaker 01

  These should really be selling for like 2,500 to 5K.

• 4:16Alex Hormozi?

  The reason that this is interesting to me is that like, if we can get this thing to two, three, you know, 4K.

• 4:22Speaker 01

  Sure.

• 4:22Alex Hormozi?

  This becomes an incredibly interesting business.

• 4:24Speaker 01

  Yeah.

• 4:25Alex Hormozi?

  Just from the sheer volume that you can do and the reliability of revenue. Cause the obvious one is cool, we do repairs and then we try and upsell the, upsell the roofs, like that's fine. But I just like that you have this angle a lot. Let's just run this out and like run out a version of the future. Okay. So let's just say that we try and get really, really sexy with our repair sales motion.

• 4:47Speaker 01

  Sure.

• 4:47Alex Hormozi?

  All right. So all the repairs, we try and get our foot in the door, quite literally, right? We get our repairs and then they go to have their onboarding call with Amanda.

• 4:57Speaker 01

  Yep.

• 4:58Alex Hormozi?

  Prior to the onboarding call, I would love to have them watch a VSL that talks about the other benefits of what you guys do. It's a long-term investment, blah, blah, blah, blah, right? And then Amanda then tries to close them on a mini close of, okay, you got this thing, but you probably don't need this, you probably don't need this, but what you really are going to probably want to take care of is this and this, which you know, my, my partner didn't have enough time to talk about, but given what we now know about it, because we did a little bit more work than just talking to you, we're all going to be there, we're going to have the dumpsters out, we're going to have the tarps open. It's like you might, like the hood's going to get popped, right? So you might as well just have us fix everything while we're here. Getting the first sale is the hard part. Getting the proximate sale is significantly easier.

• 5:37Speaker 01

  Way easier.

• 5:38Alex Hormozi?

  Right?

• 5:38Speaker 01

  Can I ask you a question about this? So with the VSL, so I have a high quality YouTube channel. Is a VSL kind of the same as a YouTube or is that different?

• 5:45Alex Hormozi?

  It's, it's has a more specific purpose. As you scale the sales team, you might want this video to be more targeted in terms of like more sell-y.

• 5:52Speaker 01

  Okay.

• 5:52Alex Hormozi?

  Right, and so the, the VSL structure looks more like this, which is you have your intro and then you have your promise of like, hey, in this video, I'm going to explain X, Y, and Z, which is the promise that they want. You're going to have an amazing roof and blah, blah, blah. And it's going to help you avoid this pain that you've probably dealt with in the past, X, Y, and Z. And so you might not believe me because you just met me. And so let me just give you some proof of Angie and Daniel and so and so that are all around this area have houses as big or bigger than yours. So you can feel like I work with people of your caliber. And so in this video, I'll show you the plan of how we actually do that. And so then we have old way, new way, which is the way that the current industry looks is this. And our special K, right? Process is X, Y, and Z. And that's why it's very different than the, you know, the old way of doing things. And then we say, okay, now clients typically have a couple of questions around this stuff.

• 6:37Alex Hormozi?

  And so we have objection number one through whatever, N, objections that they have. And with each of those, you just break the belief. So you're like, they think this, here's why that's wrong, or they didn't know this, this is what's right. And here's proof. And so, you know, Angela actually had a similar question. She owns whatever house down the street and she thought this, it actually works like this instead. And so here's proof, right? So each one of those is basically, that's just a belief breaking mechanism over and over again. And so that way, your sales guy, when he comes back after, you know, walking the house, and this is like a seven minute video, whatever. You can be like, oh, video give you a little bit more context. It's a completely edifies them, edifies the company, gives a shitload of social proof and stats.

• 7:18Speaker 01

  Yep.

• 7:18Alex Hormozi?

  And so like, I would also bring in something like, you know, houses that have some sort of roofing plan, resell at a higher value. Like I would, yeah, put those pieces into it. So it's like, you're actually not really paying for this. You're going to pay for it either way. It's just you get to enjoy the house without all the issues the whole time, but it ends up reflecting your home value.

• 7:35Speaker 01

  I see.

• 7:36Alex Hormozi?

  So you might as well just like, the worst thing you can do is fix all these things the day that you sell the house. And you could have just had a nice roof this whole time and sold it for the same value, but instead you're just fixing your house for the next guy.

• 7:46Speaker 01

  Makes sense.

• 7:47Alex Hormozi?

  Okay. That's how I would sell it.

• 7:48Speaker 01

  Sure.

• 7:48Alex Hormozi?

  Right? And so this is before you actually close, but then you, before you talk to Amanda, right? They should still watch another one. So they watch one when you're on camp, like on property. And then, because this is about the first sale.

• 8:03Speaker 01

  Understood.

• 8:03Alex Hormozi?

  The VSL that they're going to talk to from Amanda, so this is VSLs in general. But the VSL that they're going to see when they talk to Amanda is about the other stuff.

• 8:10Speaker 01

  Got it.

• 8:11Alex Hormozi?

  So it's just, it's just framing the conversation. So this is probably more, a little bit more about us and working with us in general. This is going to be more about other things that people don't know about, like their roofs. So it's, you get the difference?

• 8:23Speaker 01

  I'm picking up.

• 8:23Alex Hormozi?

  Okay, got it.

• 8:24Speaker 01

  Yep.

• 8:26Alex Hormozi?

  Now, I think that in terms of scale, you should need to go all in on door to door.

• 8:31Speaker 01

  Okay.

• 8:32Alex Hormozi?

  It's what you're good at. Like, I don't think we need to be cute about this.

• 8:35Speaker 01

  Sure.

• 8:35Alex Hormozi?

  And just get really violent with it.

• 8:36Speaker 01

  Nice, I'm down for that.

• 8:38Alex Hormozi?

  Yeah, I just, it's like, I would say a full focus on this. If you just, every 20 doors and maybe it's every 40 for your guys, every 50 for them, whatever. Like, it's like, I want to go make money. It's like, great, so you know your commissions, I don't know, what would a commission on this be?

• 8:51Speaker 01

  Do we do 10% on repairs?

• 8:53Alex Hormozi?

  So let's say the average repair, we can get that to like 4K revenue. All right. So 4K revenue, they're going to get 400 bucks.

• 9:01Speaker 01

  Yep.

• 9:01Alex Hormozi?

  Right, divided by 50 doors. So it's like, want to go make 10 bucks, knock that door. Want to make another 10 bucks, knock that door. Want to make another 10 bucks, knock that door. It's just like, it just makes it really straightforward for them. So it's like, how much money do you want to make? Just knock that many doors.

• 9:12Speaker 01

  That's the piece.

• 9:13Alex Hormozi?

  Right.

• 9:13Speaker 01

  Yep.

• 9:14Alex Hormozi?

  And I think you building out this DDD army is like the clear, straight shot. Okay, so what are you doing on the backend when you deliver the house?

• 9:22Speaker 01

  So like full jobs finished is what you're saying. So we have like a cleanup process too. So like I come through, make sure that the house is better looking than how we left it.

• 9:31Alex Hormozi?

  Love it.

• 9:32Speaker 01

  And then the first thing that we're going to do is ask them for a Google review. I also, I come from a background of like financial advising and mortgage. So I want to make sure LTV is high. And the way that you do that is you actually stay in good contact with your clients. I get a lot of business just by, I call these people every six months to a year.

• 9:47Alex Hormozi?

  Yeah.

• 9:47Speaker 01

  I have detailed notes, hey, how's your kids doing?

• 9:49Alex Hormozi?

  Let me give you a cool little thing.

• 9:51Speaker 01

  What you got?

• 9:51Alex Hormozi?

  Okay.

• 9:53Alex Hormozi?

  So you're going to do your, like, you're going to get your review and you're going to get your reel. So what I do is give an incentive. So I want to say, hey, so what most people do is they sign up for our, you know, diamond roofing, call it whatever you want, VIP. And it's 15 to $20 a month, just paid annually. So it's 180 to 240, depends on the market, right? You can go a little higher if you want to.

• 10:18Alex Hormozi?

  And we put $2 for every $1 that you put on this into future repairs. Typically, people need to get their roof checked once a year. And so we'll come out for that, to check on everything, make sure it's up to date, and we'll take it out of the repair that we have to do.

• 10:33Speaker 01

  Okay, okay. So you're, you're more talking about like a, the maintenance program, like something like that. Okay, yeah, I like that.

• 10:38Alex Hormozi?

  Yeah. And then if you want to, and this is like where we can, we can get a little bit niftier. It's like you can make this $500 a year, but if you just leave us for review, we'll knock it down to 200.

• 10:51Speaker 01

  Okay.

• 10:53Alex Hormozi?

  And now we have a little, a little carrot for them. But at the end of the day, you don't, we just, we don't even care about the money. We care about the fact that we're going to have an appointment on see here, that we're going to go out to see the person.

• 11:01Speaker 01

  Yeah.

• 11:01Alex Hormozi?

  And then, yeah, sell more stuff.

• 11:04Speaker 01

  Let's do that.

• 11:04Alex Hormozi?

  Yeah.

• 11:05Speaker 01

  Good idea, dude.

• 11:06Alex Hormozi?

  Yeah. I should do this for a living. So.

• 11:12Alex Hormozi?

  Because you're starting out, the, it's funny because the, the bigger the business, the more tailored the advice has to be because there's just more moving pieces and considerations. The earlier, like at, at the hypothetical screen in the beginning, the first step of starting a business is always the same, which is that you will need to start an LLC of some kind so that you can accept money. Right? So it's like, if every, if you're at zero, the steps are identical. And if you're at a zillion, the steps are entirely unique. You're a few steps from zero, eight weeks, right? And so, uh, the process here is really, really straightforward. We need to add, tweak this front end VSL, add a back end VSL. Amanda needs to follow a script in terms of like, um, I like the mini close. So the menu, the menu process works like this. Step one is that Amanda's going to unsell what they don't need. So she gains trust.

• 11:58Alex Hormozi?

  She's like, hey, looks like you're, this is fine. Looks like this is, you probably have a couple of years on this. Don't worry about that. Don't worry about that. And then they're like, oh, wow, she's not going to try and up sell me a bunch of shit. And you're like, yeah. The second thing, um, is we're going to, we're going to prescribe what we do think they need. So you don't need this, you don't need this, you don't need this, you don't need this. But what I am seeing is you're probably going to need this and this and this. Now, would you prefer A or B?

• 12:25Speaker 01

  Gotcha.

• 12:26Alex Hormozi?

  Would you rather have a male or female person doing the install? Would you rather start on Monday or Tuesday? Would you rather like, it doesn't matter, like, would you rather the neon nails or the, the white nails?

• 12:33Speaker 01

  Coffee or water?

• 12:33Alex Hormozi?

  It's a fake, yeah, it's a fake choice, but it just makes the clothes a lot easier. And then for card on file. Great. Do you just put that on the card that we already, the payment method we have on file? Awesome. That's the script.

• 12:45Alex Hormozi?

  So welcome. We're excited to really have you. I looked at some of the images. It looks great. Look, you know, your gutters look great. The bubble wall looks great, you know, beautiful home that you got here. So I don't think you're going to need this and this and this. You are going to probably need to take care of this. And so would you rather this or this? Great. You want to take care of that with the card you have on file? I mean, we already have the hood popped up. That worked for you? Great.

• 13:03Speaker 01

  Nice. Yeah.

• 13:04Alex Hormozi?

  Super smooth.

• 13:05Speaker 01

  Yes. And we're good about this too. So we could definitely do that.

• 13:07Alex Hormozi?

  Buttery.

• 13:08Speaker 01

  Nice.

• 13:09Alex Hormozi?

  And so that's a script for Amanda to follow.

• 13:10Speaker 01

  Cold. Love to see it.

• 13:12Alex Hormozi?

  We, this is the process because all we're doing is we're going to increase average ticket with this via menu, uh, sell process. The two VSLs, one for you and then one for her. We're going to get more reoccurring business on the backend with our little membership that we're going to credit towards any repairs. You're going to need to do it either way. So you might as well just not even feel it.

• 13:31Speaker 01

  Sure.

• 13:32Alex Hormozi?

  And then we should scale the door to door.

• 13:34Speaker 01

  Got it. I had a speed incentive in play too.

• 13:37Alex Hormozi?

  It's all margin.

• 13:38Speaker 01

  Yeah. Oh, for sure.

• 13:39Alex Hormozi?

  So the way I think about like, the reason that I'm such a big proponent of speed, right? Is let's say that you've got, you got house A, B, C. We'll put a little, we'll put some roofs on it for, for keys, right? So we've got house A, B, C. If, like, we have to do this amount of work and this amount of work is going to take the same amount of resources. But if C wants to pay us an extra thousand dollars and A is still very much within the window of like an acceptable time period to get the repair done. We might as well just make it C, B, A, or C A B, whatever. But literally just reshifting the order of the work by allowing people to spend more to go first. Just makes more money.

• 14:13Speaker 01

  Correct.

• 14:14Alex Hormozi?

  And so when you do the end of your repair thing, it's like, hey, you know, we always try to be really fast, but for a lot of our clients, you know, time is money. We have a 20% priority.

• 14:22Speaker 01

  Sure.

• 14:23Alex Hormozi?

  Boost. So if you want us to get this done, um, for sure by the end of the week, and if we don't charge it, uh, we basically put you to the front of the line. And then you don't have to worry about it.

• 14:31Speaker 01

  Okay. I'm with that. Yeah, that's good. Cause if I mix that, I have like a prepayment incentive.

• 14:36Alex Hormozi?

  See, and I mean, speed's all margin. And in this business, margin matters a lot.

• 14:40Speaker 01

  Ton.

• 14:40Alex Hormozi?

  So I would say you can tack that on to the initial here. But if we can get the average ticket up to that two, three, four K because of this motion. And then you add your speed piece in, all of a sudden you guys can start doing two, three, four repairs a day. It's like doing a full roof replacement a day.

• 14:56Speaker 01

  That's what I'm saying. Like, that's why I love the repairs because I'm not competing with anybody on it. These guys think they're too good for it.

• 15:02Alex Hormozi?

  Yeah. I just like it because I love, I, if I can, I love high volume businesses.

• 15:06Speaker 01

  Yeah.

• 15:07Alex Hormozi?

  Just because there's more stability, the, the reps get way more, like the sales reps get way more reps. And because the sales cycle is much shorter, there's way less administrative headache with the insurance and the payment that's delayed. There's, there's basically no cash flow constraints with the business and you can just, and then you just add more of these. And that literally becomes the machine. There's a lot of things that are very exciting right now, and it's also new and whatever.

• 15:31Speaker 01

  Sure.

• 15:31Alex Hormozi?

  But like, we need to knock door doors and we sell more repairs.

• 15:35Speaker 01

  Gotcha.

• 15:36Alex Hormozi?

  How's that set?

• 15:36Speaker 01

  That says really well with me. I mean, I came here for some clear direction and I feel I have actionable steps on what needs to have happen. So it's just a matter of debriefing it with the team and putting systems in play.

• 15:46Alex Hormozi?

  Simple?

• 15:47Speaker 01

  Very. Cool. Appreciate you.

• 15:50Alex Hormozi?

  Nice to meet you, bud. Think we have a little scaling roadmap. What's that count right now?

• 15:55Speaker 01

  Four, five, once Alejandro, my sales guy joins.

• 15:58Alex Hormozi?

  Alejandro.

• 15:59Speaker 01

  Alejandro.

• 16:00Alex Hormozi?

  Where are we at? So that's going to be one to four to five to nine. You're right in this little, little transition here. So what we were talking about today was basically specializing our product.

• 16:09Speaker 01

  Okay.

• 16:10Alex Hormozi?

  Right? From a marketing perspective, the free stuff you've, like, you're already on your way with this in terms of making the content. So you're, you're, you're on the right direction with that.

• 16:19Speaker 01

  Sure.

• 16:19Alex Hormozi?

  From a sales perspective, you're going to probably have to track this maybe a little bit more than you are right now. Cause right now you're the, it's you. But as the team scales up, this is going to probably be the next piece that you're going to want to have to install. And then you do, it sounds like you have better tracking on the backend because you have some experience there. But in order to get to this next level over here, that's what we have to basically check this box off. And you have about half of them. So I think you are ready to like gas this. So, um, with this, I want you to think about salespeople as your new customers or your new avatar.

• 16:52Speaker 01

  Yeah.

• 16:52Alex Hormozi?

  And some of the marketing that you're going to do is to go get these guys so that all of a sudden you can have four guys on your team or five guys on your team. And you can probably easily manage that on your own. And then that's what's going to allow you to unlock this. The thing, and that's again, with, with volume comes reliability and with reliability, you can get, you can, you can decrease costs. Because you can forecast. And so fundamentally what you're, what you're discussing is like, I can start forecasting out that if I know I'm going to hit this volume, then I can cut my cost basis in half or by two thirds. It's like, okay, yeah. And that's how business is done.

• 17:19Speaker 01

  Yeah.

• 17:20Alex Hormozi?

  Right? In the beginning, it's always super rocky because everything's really volatile and it's feast or famine. That's why I like the reliability of this in the beginning. So we get cash flow and there's a heartbeat in the business. And then everyone just kind of like water starts flowing through the pipes. Straightforward though?

• 17:32Speaker 01

  Yeah. Like it.

• 17:34Alex Hormozi?

  Boom. I want every entrepreneur to win. And so I think what's more important or more interesting is what actually happened when he executed all the stuff, um, that I outlined for him over the next 90 days. And so that's what we're going to show you. Give me the update. So what was, what was revenue three months ago again?

• 17:46Speaker 01

  So it was a little under 32,000.

• 17:49Alex Hormozi?

  And then, um, I guess it's been 90 days since then ish. So, uh, what is it now?

• 17:53Speaker 01

  So right now I am at 250,000.

• 17:56Alex Hormozi?

  Hell yeah.

• 17:57Speaker 01

  Like, yeah, it's like 247.

• 17:59Alex Hormozi?

  Oh, yeah.

• 18:00Speaker 01

  But it's been rolling, bro. Like when I came on, I was sub 20 reviews. So I'm at 62 five star reviews, 85 services built, sold and collected on. Whereas I was at 32 over there, hired the repair tech. It's been a lot of stuff, dude.

• 18:16Alex Hormozi?

  Yeah.

• 18:17Speaker 01

  I've never tried this hard in my entire freaking life and I absolutely love this.

• 18:21Alex Hormozi?

  Which things did you do that, uh, made the biggest impact?

• 18:24Speaker 01

  So I went all in on door to door first off, and I had to figure out how to structure that. Alex, who genuinely helped me the most, I would say, so I actually went and got an ERP system. So it's like a custom CRM that is built for us. It's allowing me to like run the jobs the way that I want. So now that I have the repair tech, um, I am doing three to five services every single day. Right? My guy, um, it's, it's been wild too, because he actually ended up having meniscus surgery yesterday. And his brother filled in his role. So when they both come on at the same time, I'm going to take that three to five services a day. And it's really going to look like six to eight. And I am just going to win by just absolute violence, if I have decided.

• 19:06Alex Hormozi?

  I mean, that is the, uh, that is the, I think the, the first thing we said was go all in on door to door as primary growth engine.

• 19:13Speaker 01

  Yes. The VSL, so I'm shooting the VSL come next week. Your prescription idea has been monumental too, in terms of, I'm going to talk to people about, hey, let, let's say all the gutter guards.

• 19:24Alex Hormozi?

  Yeah.

• 19:24Speaker 01

  There's one option that, no, you don't want this because of X, Y, Z. And then I'm prescribing what they need. So that consultative aspect to selling is increasing trust a lot. And then people are just taking up recommendations.

• 19:34Alex Hormozi?

  The menu up sell, baby.

• 19:36Speaker 01

  Yeah. So.

• 19:37Alex Hormozi?

  So tweak the, tweak the motion, went all in on door to door, tweak the tech so you could sell more. And yeah, and you're getting in only the, the big dogs in terms of producers, right?

• 19:51Speaker 01

  Oh, yeah.

• 19:51Alex Hormozi?

  It sounds like a pretty productive 90 days. All right. And so that was this episode of Scale or Fail. Stay tuned for the next one.