Helping Real Business Owners Get More Customers Live | Ep 957
Timestamps are as accurate as they can be but may be slightly off. We encourage you to listen to the full context.
Podcast Summary
In this episode of The Game w/ Alex Hormozi, host Alex Hormozi conducts several live coaching calls during his "Hormozi Hotline," providing tactical business advice to entrepreneurs across various industries. The episode features three main business consultations: a mortgage broker specializing in airline pilot VA loans, an HVAC cleaning business owner scaling operations, and brief responses to audience questions about content creation and sales processes. (00:00)
Main themes covered include niche marketing strategies, scaling operations through improved lead generation, building effective sales processes for supplements, and creating systematic approaches to both customer acquisition and talent recruitment.
Speakers
Alex Hormozi
Alex Hormozi is an entrepreneur, founder, investor, author, and public speaker who has built multiple businesses from startup to exit. He's the author of "$100M Offers" and "$100M Leads," and currently runs Acquisition.com, a portfolio company that helps businesses scale. His experience spans from owning gym chains to building software companies, giving him deep expertise in business operations, marketing, and sales across various industries.
Key Takeaways
Focus on Organic Content Plus Paid Ads Over Generic Affiliate Networks
When operating in a highly specialized niche like airline pilot mortgage services, Alex emphasized that targeting generic realtors wastes 80% of your time for suboptimal results. (04:00) The mortgage broker's data showed that while realtor referrals brought in 42 qualified leads, only 14 closed and just one was their ideal client profile. Instead, Alex recommended doubling down on organic pilot-specific content combined with targeted Facebook ads, as the AI algorithms can now precisely identify and target niche audiences like pilots.
Use Your Existing Course Content as Lead Magnets for Community Building
Rather than letting valuable educational content sit unused, Alex advised transforming existing courses into lead magnets that drive prospects into a community group. (05:50) This strategy serves multiple purposes: it nurtures prospects who aren't ready to buy immediately, creates a referral engine among community members, and provides ongoing value that keeps your brand top-of-mind. The mortgage broker already had a finance course built specifically for pilots that could immediately be deployed this way.
Master the Four-Step Supplement Selling Process
Alex detailed his proven framework for selling supplements: unsell what they don't need, prescribe exactly what they do need, integrate supplements into daily routines, and close with assumed choice questions. (12:00) This process works because it builds trust by first removing unsuitable products, then provides specific instructions on when and how to take each supplement, making compliance easier and results more likely. The key is being prescriptive rather than asking for preferences.
Scale Talent Acquisition Through Volume-Based Recruiting Systems
For businesses constrained by talent rather than demand, Alex recommended treating recruitment like marketing with systematic processes. (23:00) The HVAC business owner was spending $10,000 to relocate single technicians when that same budget could generate hundreds of local applicants through Indeed and Facebook ads. Alex suggested running group interviews to efficiently process high volumes of candidates, recognizing that hiring for attitude in trainable roles requires talking to many people to find the right fit.
Build Parallel Systems for Customer and Employee Journeys
Every business needs two complete funnels: one for acquiring customers and another for acquiring talent. (29:50) Alex outlined how both follow similar stages - leads/applications, nurture/interview process, sales/hiring, activation/onboarding, and retention/advancement. Understanding this parallel structure helps business owners systematically scale both sides of their operation rather than being constantly constrained by talent shortages as demand grows.
Statistics & Facts
- The mortgage broker's organic content channel delivered an LTV of $11,107 with a CAC of $3,200, while realtor referrals only achieved $7,800 LTV with the same CAC. (01:45) This 42% higher lifetime value from organic demonstrates the power of attracting ideal customers through niche-specific content.
- Out of 46 total deals closed by the mortgage broker, only 18 came from their highest-performing organic channel, 14 from realtor referrals, and 14 from repeat business. (02:00) This distribution shows significant room for growth in their most profitable acquisition channel.
- The HVAC cleaning business is currently adding one technician every 3-4 months but would need to scale to approximately one per week to support their growth goals. (19:25) This represents a 12x increase in hiring velocity, requiring systematic recruitment processes rather than ad-hoc approaches.
