If Your Calendar's Empty This Month, Here's the Fix — Transcript

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1. 0:00Alex Hormozi, I love you.
2. 0:02>> [laughter]
3. 0:03>> I love you, too, man. Let's rock.
4. 0:05>> Uh so, I'm I'm Abram. I
5. 0:07I have an easy, natural weight loss
6. 0:10program for women online.
7. 0:12We do $4.1 million a year right now, and
8. 0:16we'd like to be at $12 million a year.
9. 0:19>> Okay.
10. 0:20>> Uh
11. 0:21what is stopping me is consistently
12. 0:24filling the sales calendars with
13. 0:26qualified leads,
14. 0:27and if I don't solve this problem, then,
15. 0:30you know, my team can't support their
16. 0:31families, and not hitting my goals
17. 0:33bothers me to no end. Um so, how can I
18. 0:37get more qualified leads on my sales
19. 0:40reps' calendars consistently?
20. 0:41>> Yeah, so they can feed their kids and
21. 0:43not be homeless. What are we doing here?
22. 0:44>> Right.
23. 0:45>> All right. So, uh primary way of getting
24. 0:47customers right now?
25. 0:49>> Uh it's uh basically 50/50 between Meta
26. 0:52Ads and organic.
27. 0:54>> Okay. And is it IG is your
28. 0:57your organic?
29. 0:58>> Uh mostly uh it's Facebook and Instagram
30. 1:02for the organic.
31. 1:03>> it. It's Meta. All right. So, Meta
32. 1:04organic and then Meta Ads for
33. 1:07uh
34. 1:08>> Correct.
35. 1:08>> Yeah, unpaid. Okay, got it.
36. 1:10Um what's uh what's price point and
37. 1:13what's CAC?
38. 1:15>> My price point is $10,000 for a year
39. 1:19>> Okay.
40. 1:19>> or $5,000 for a downsell for a year.
41. 1:22>> Got it.
42. 1:23>> I'll pull up our cost to acquire a
43. 1:25customer right now.
44. 1:27It is
45. 1:30$1,193.
46. 1:33>> Okay.
47. 1:33>> Cost to acquire a customer.
48. 1:35>> And is that paid or blended?
49. 1:38>> Blended. I don't I don't know how to
50. 1:39separate them anymore ever since I've
51. 1:40been doing paid and organic.
52. 1:42>> Mm.
53. 1:43>> It's like it's really hard because like
54. 1:45they'll they'll go through one path, and
55. 1:47then they end up out the other end, you
56. 1:49know.
57. 1:49>> I got you. So, 1,100 is blended?
58. 1:52>> 1,100 is blended, correct.
59. 1:54>> Okay, that's not bad.
60. 1:55Okay. Um
61. 1:57All right. And then, you said five and
62. 1:5810K, what's the average ticket?
63. 2:01>> The average ticket is
64. 2:06is 5,087.
65. 2:08>> Oh, so most people go for the five. So
66. 2:10you anchor at 10 and then most people
67. 2:11drop down to the five.
68. 2:12>> Correct. Yeah.
69. 2:13>> Okay. Got it.
70. 2:15All right. 57. Okay. Got it. So you need
71. 2:18to scale your your your demand gen side.
72. 2:21All right. So
73. 2:22>> [sighs]
74. 2:24>> Dude, we lost this tough man.
75. 2:26Um
76. 2:27Uh,
77. 2:28>> [sighs]
78. 2:28>> it's tough, man.
79. 2:30The reason it's tough is there's no
80. 2:32revenue retention in the business.
81. 2:36Right? Like after you sell this thing,
82. 2:37I'm guessing they don't buy something
83. 2:38else, do they?
84. 2:40>> Uh, yeah, we sell them into our back end
85. 2:42of the community for it. They typically
86. 2:43stay on for two to three more years.
87. 2:46>> Okay. What's the price point of that?
88. 2:48>> Uh, that one is like a fourth the price.
89. 2:50We We basically we took the money models
90. 2:52um approach where we Yeah, exactly. So
91. 2:55uh, after the first one, we sell them
92. 2:57for basically half the price. So like
93. 2:592,500 up front and then we they do a
94. 3:01monthly recurring and then they get to
95. 3:03keep that monthly recurring in for as
96. 3:04long as they stay in the program.
97. 3:05>> And what's the price point of the
98. 3:06monthly recurring?
99. 3:08>> Uh, it's anywhere from 50 to 150 dollars
100. 3:11a month.
101. 3:12>> Yeah. Got it. Yeah, yeah. And so that's
102. 3:13where the churn is super low cuz they
103. 3:15pay So what percentage of people go into
104. 3:16the 2,500?
105. 3:18>> Uh, 70% go into the 2,500. Yeah, but
106. 3:22that
107. 3:23>> dude.
108. 3:24>> Yeah, and they're they're actually
109. 3:25thanking us on the sales calls now
110. 3:27because they're like, "Oh my gosh, I
111. 3:28cannot believe you're letting me do it."
112. 3:29Cuz we increased the price for our
113. 3:31program by $1,000 every six months.
114. 3:33We're very public with it. So everyone
115. 3:34that's in the program already, they're
116. 3:36like, you know, we have people that
117. 3:37joined for $3,000 before and now they're
118. 3:40like, I get to pay, you know,
119. 3:42>> Yeah, 100 bucks a month for that.
120. 3:43>> $1,500 plus, you know, $100 a month and
121. 3:45they're like, "Oh my gosh, this is the
122. 3:46best thing ever."
123. 3:47>> Dude, I love it. I almost wrote a whole
124. 3:48chapter on it. I love it. Uh,
125. 3:50>> [laughter]
126. 3:51>> okay, cool. So we have to increase
127. 3:52demand. I mean, if that if these numbers
128. 3:55are true, which I'm assuming they are,
129. 3:56right? Um if you had a 3-month a 3-year
130. 4:00stick on a 100 bucks a month,
131. 4:02uh you've got 10k on the back, right?
132. 4:05Plus the 2,500, you got 12.5, plus the
133. 4:0857, right? So, you're you're at almost,
134. 4:11you know, 18,000 in LTV, right? And a
135. 4:13lot of that's margin.
136. 4:15>> Yeah. Yeah, a lot of huge part of it is
137. 4:17margin, yeah.
138. 4:18>> What's margin right now?
139. 4:20On four.
140. 4:22>> On
141. 4:24Oh, like what do what do we take home?
142. 4:26>> Yeah, what's your net?
143. 4:28>> Uh my net for uh crap, I'd have to pull
144. 4:30up the other ones, but um it anywhere
145. 4:33about 120,000 a month I take home for
146. 4:37my what I take home.
147. 4:38>> Oh, a month. Okay, got it. I was like,
148. 4:40what the hell? Okay, got it. So, you're
149. 4:41doing uh 1.4 on four.
150. 4:45>> Yeah. So, that's like the net net. Like
151. 4:47if we're just talking about the uh
152. 4:49net operating costs or things like that,
153. 4:51or you just mean like net that I take
154. 4:52home as a business owner.
155. 4:53>> at
156. 4:55you're at like 30-ish percent net
157. 4:57margins, somewhere in there. Yeah. Okay,
158. 4:59got it.
159. 5:01>> [sighs]
160. 5:01>> Okay.
161. 5:03So, what happens when you scale your
162. 5:05paid?
163. 5:06>> So, ever since Andromeda hit, it's been
164. 5:09way easier to have profitable ads. Like
165. 5:12it's so crazy because as soon as you put
166. 5:14something up, you spend like $30 and we
167. 5:16get a 5k paying full like the next day.
168. 5:18Yeah. And then
169. 5:20a week later, it is just hemorrhaging
170. 5:23money. Like and it or the or the lead
171. 5:24quality just goes to [ __ ] like right
172. 5:26away and we have to shut it off. So,
173. 5:29um I'm basically just cranking through a
174. 5:31ton of
175. 5:33like things for
176. 5:35to feed the Andromeda engine.
177. 5:37And that works to a point, but I can
178. 5:39never seem to scale it up to wherever I
179. 5:41want to get. I've never found a I've not
180. 5:42found a true winner in like
181. 5:45I feel like a year now. They've all just
182. 5:47been really short cycles.
183. 5:49>> has the game changed.
184. 5:51And so, what you need to build, so this
185. 5:52will be really this will be really good
186. 5:53for a lot of people, not just you.
187. 5:56So, you obviously have like when you
188. 5:57have weight loss in a business like
189. 5:58yours, it's all demand, right? And so,
190. 6:01um rather than me say, "Hey, let's make
191. 6:03more better content." I think that that
192. 6:05one seems obvious. Um I think what you
193. 6:08need to build is kind of what I was
194. 6:09talking about from the tax side, but you
195. 6:11need to build this You need to build a
196. 6:13self-licking ice cream cone within the
197. 6:14business that can basically make you an
198. 6:16affiliate army. So, for example, like we
199. 6:19put out gosh, I'd say collectively
200. 6:21probably 500 pieces of creative a day.
201. 6:25And so, you just aren't putting nearly
202. 6:26enough creative out, which means like if
203. 6:28that is the if that is the true
204. 6:30limitation of the business, which it is
205. 6:31right now. Like right now, the thing
206. 6:32that's limiting your business is your
207. 6:33creative. You need more creative.
208. 6:36And so, that means we need to have a
209. 6:37process or a system that creates
210. 6:38creative. And so, my
211. 6:41my curiosity
212. 6:43would be
213. 6:44is there a way that we can create a
214. 6:47cycle for your customers to make
215. 6:51reels and shorts about your stuff and
216. 6:55basically
217. 6:56keep their instead of paying $100 a
218. 6:58month
219. 6:59it's like you can pay $100 a month or
220. 7:01you can make me two pieces of content a
221. 7:03week or five pieces of content a week.
222. 7:06>> What does that content look like?
223. 7:09>> Then
224. 7:11you would look at all the
225. 7:13strongest hooks in weight loss. Tell
226. 7:16them what those hooks are. Let them use
227. 7:18those hooks and also make their own
228. 7:19because that's how you discover new
229. 7:20ones.
230. 7:22So, what you need to do So, are you
231. 7:23familiar with TikTok Shop?
232. 7:25>> Yeah.
233. 7:25>> Okay.
234. 7:27You want to create your own TikTok Shop
235. 7:30affiliate system
236. 7:31fundamentally for people to create
237. 7:34creative to promote your thing.
238. 7:37Like this is what will take you from
239. 7:38four to not 12. Like this will take you
240. 7:40to 50.
241. 7:42Like this is the highest point of
242. 7:43leverage in the business for you.
243. 7:46And so answering the question like how
244. 7:47can I get 100 people to make me five
245. 7:49pieces of content a week?
246. 7:51So you get 500 pieces of creative and
247. 7:54with Andromeda
248. 7:56the algorithm will read number one what
249. 7:58they're saying
250. 7:59number two what they look like in the
251. 8:01room. And so it will match
252. 8:03because all Andromeda did which is why
253. 8:05the ROI is so high is they just took the
254. 8:07the idea of national ad campaigns is
255. 8:09like gone.
256. 8:10It's all sub-segments because they want
257. 8:12the
258. 8:14they want the process rather they want
259. 8:16the experience for a consumer to be feel
260. 8:20like the algorithm is so catered to
261. 8:21them.
262. 8:22Which means that advertisers can no
263. 8:23longer just be like hey buy my [ __ ]
264. 8:26Right? It's like you have to be like oh
265. 8:28you're just like me who look like you
266. 8:29and talk like me and you're making those
267. 8:31recommendations now more likely. So
268. 8:32marketers love it and hate it because
269. 8:34it's
270. 8:35your experience is 100% what Andromeda
271. 8:37does. You get better ROAS and it burns
272. 8:39out in two days.
273. 8:40And so I just happen to come like the
274. 8:43biggest gift I ever got was I started as
275. 8:44a local business owner.
276. 8:45And so I had the same 100,000 people I
277. 8:48could advertise to. So I had to make
278. 8:50[ __ ] loads of creative before it was
279. 8:52cool. So that's why I I I I I I flexed
280. 8:54this muscle a lot. And so
281. 8:56it it but your needs at your spend is
282. 8:59beyond
283. 9:01like you're you're going to need
284. 9:04I'll make your target 500 pieces a week.
285. 9:08>> 500 pieces a week from the my clients
286. 9:10just talking about whatever these hooks
287. 9:12are. So if
288. 9:13>> And you can do 250 static and
289. 9:16um
290. 9:17uh static and video.
291. 9:19>> Yeah, that was going to be my question
292. 9:20because the when I have uh Andromeda I
293. 9:24have that's exactly what my split is
294. 9:25right now. It's like 50/50 uh text and
295. 9:28images and video but
296. 9:31uh
297. 9:31the messaging has to be 100% unique
298. 9:34between every single creative for it to
299. 9:35crank like that. And I I mean like
300. 9:37literally nothing is the same. Like the
301. 9:40like the entire thing is all of them are
302. 9:42like 100% different. That's why they
303. 9:43crank so much. But so if I have my
304. 9:45clients doing this and they're putting
305. 9:47out this five-piece of content, am I
306. 9:48telling them, "Hey, these are all the
307. 9:50best hooks. Everyone record these best
308. 9:51five hooks with my brand messaging?"
309. 9:54>> be fine. Yeah, they get to like they can
310. 9:56like if you have different people saying
311. 9:57the same thing, that's totally fine.
312. 10:00>> Okay, that would still that would still
313. 10:01be okay. What about do I need to worry
314. 10:03about like brand messaging inside of
315. 10:04like what they're saying or it's kind of
316. 10:06like or do I have to say like hey I
317. 10:07lowered my cortisol?
318. 10:18>> You know what I mean?
319. 10:20>> if you get easy weight loss for women
320. 10:22working,
321. 10:23amazing. A lot of I mean you're skating
322. 10:25on thin ice on that one.
323. 10:27>> Yeah. So
324. 10:28>> Easy fast weight loss.
325. 10:30>> [laughter]
326. 10:31>> Yeah.
327. 10:32>> The only thing else you need is free and
328. 10:34you be and you hit you'll hit the
329. 10:35trifecta there.
330. 10:36Yeah.
331. 10:37>> Free guaranteed.
332. 10:38>> Yeah. Fast easy free weight loss.
333. 10:41Uh that's what you need to do. You need
334. 10:42to build out the machine. Um and do you
335. 10:45already have um
336. 10:46AI automation set up so that you can get
337. 10:48100 or 200 uh statics a week just
338. 10:50cranking to you uh without you doing
339. 10:51anything?
340. 10:53>> Uh no, I write out all the copy um
341. 10:56every day.
342. 10:57>> No, dude. No, dude.
343. 10:59>> Yeah. That's and cuz I I've tried Yeah,
344. 11:01cuz I've done the
345. 11:02uh the AI ones I've done. Bro, I guess
346. 11:05it's all testing cuz I I don't know.
347. 11:06Like some of the ads I think suck ass
348. 11:08and all of a sudden I put them out and
349. 11:10they rock. So like I don't know what's
350. 11:12going to be good. So if I'm putting out
351. 11:14different like text and imaging things,
352. 11:16do you have like best practices that you
353. 11:18guys have seen work right now where if
354. 11:20you guys are are you doing like five
355. 11:21different um
356. 11:23image or one image and like five
357. 11:24different copies and then you're doing
358. 11:27advantage creative or anything specific
359. 11:29that you guys are seeing?
360. 11:30>> Dude, we're just cranking so much
361. 11:31variety and then whenever we do have
362. 11:32winners, we add it to the winner the
363. 11:34winner sheet, and then that feeds the
364. 11:36AI.
365. 11:39>> Gotcha. Oh my gosh, why am I not doing
366. 11:42that? All right, I've been I took my
367. 11:43winning emails. You know, I should Why
368. 11:45am I not taking my winning ads?
369. 11:47Like All right, so
370. 11:49makes a lot of sense.
371. 11:50>> Good talk.
372. 11:51>> Awesome. All right.
373. 11:52>> [laughter]
374. 11:54>> Appreciate you, man.
375. 11:54>> I will definitely do this. Yeah, thank
376. 11:56you so much.
377. 11:56>> Yeah, you bet, dude. Rock and roll.
378. 11:58If you are a business owner and you are
379. 12:00not growing as fast as you'd like, I'd
380. 12:01like to give you a free gift. So, my
381. 12:03team and I put together the $100 million
382. 12:06scaling road map, which is basically 200
383. 12:07hours of us looking over all the
384. 12:09portfolio companies we've had and what
385. 12:11stages of growth they went through, and
386. 12:13more importantly, where they got stuck
387. 12:14and how they got past it. And so, we
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391. 12:21it'll tell you where you're at, and the
392. 12:22most important part for you, what to do
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397. 12:31matter what you're struggling with,
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