The Game with Alex Hormozi - Helping Real Business Owners Get More Customers Live | Ep 903

Episode Date: October 23, 2025

Welcome to The Game w/ Alex Hormozi, hosted by entrepreneur, founder, investor, author, public speaker, and content creator Alex Hormozi. On this podcast you’ll hear how to get more customers, make more profit per customer, how to keep them longer, and the many failures and lessons Alex has learned and will learn on his path from $100M to $1B in net worth.Wanna scale your business? Click here.Follow Alex Hormozi’s Socials:LinkedIn | Instagram | Facebook | YouTube | Twitter | Acquisition

You will take you less time to get 10 paying customers by getting 10 free customers first and then flipping some of them to pay and then using their testimonials to get 10 more than to start from scratch and try to get 10. Let's go Steve. Let's go, let's go pistols. Coup-pues. Steve, rock and roll. You're on Hermosie Hotline.

What's cooking? All right. Thanks. Nice to meet you. I was actually at your workshop in February. Bad ass. 2024. All right.

Was it good? It was fantastic. Since then, we've almost made 900,000 total revenue. So it worked out great. And this is not a claim. Everybody, his results are unique and yours will vary. But not bad for a $5,000 ticket or $6,000 ticket, whatever it was then. It was fantastic.

Okay, I'll run it through these numbers real quick. Yeah, let's do it. For this year, 2025, our total revenue is right at $423,000. Okay. profit is $275,000 industry, mortgage broker. What we sell is we are hyper-nitched into, I'm an airline pilot and military pilots, so we help airline pilots and military pilots buy homes with their VA loan. Okay.

And the problem we're trying to solve is I think we have so many different kind of marketing strategies right now. it's tough to kind of pick which to put them more on and I feel like we get started then we stop and we start then we stop word okay well what are the different ways you're getting customers right now

and what's LDV KAC on each channel okay so this is fantastic so organic that's where we get LTV is 11,107 our KAC is 3200

and we have 18 we had 46 deals we closed this year so 18 came from there. From realtor referral networks, our LTV is 7800. Okay. Like just real. Yeah.

CAC still the same right at 32 across the board on the CAC. Oh, really? Okay. Really? By channel it's that? Or you just took all your marketing spend and divided it? I just did a gross, like a fully loaded CAC across the board. I didn't break it out per group there.

I'll actually be able to figure that in a second. How many people did you get from the realtor thing? We only got 14. Okay. So 18, then 14. Okay, got it. And then what was the third channel? Just past clients, 14, coming back for, you know, more loans.

Yeah. Okay, got it. Just repeat business. Okay. And then how many did you have there? On repeat business. Oh, interesting. Okay.

And then what was LTV on them? LTV on them was 7756. Okay. And so organic for you right now is content? Yeah, it's pushing out content. We were sending messages out about 25 a day to people. However, it wasn't converting. They're just reaching out to us when they're ready.

Like they're super warm. They ask us for an application and no friction. It's almost one for one. It's kind of crazy. Because they're like, yeah, that's great. Like we solve the problem of underwriting for airline pilots. It's super complicated and we know exactly how to solve it. That's what we're going.

I love that you're niched on this, by the way. I think it's really good. So I like the model. There's also a ton of pilots. So like level, like all of it, all right? Okay, so you've been making content. Let's put a pin in that for a second. So the affiliate, so the realtor networks that you have access to, how do you recruit

the realtors? I was listening last year, we recruited very heavily, but we realized the LTV was so like it was lower, almost 30% lower. We kind of quit messing with them. So we really don't mess with realtors anymore. We're looking to get back into realtors, kind of seeing I really need the affiliate to keep the money model going. So we really haven't done much with the realtors this year.

These are some leftover ones from last year. So let me ask you a question. How much did you do outbound? Is that what you did for the realtors? Yeah, it's just calling them up, look them up in the local area, just calling them up and, you know, meeting with them, and then they refer business to us. Got it.

So how much would you save your time last year was allocated towards doing that? Almost 80% of our time was doing that. last year. No way. And what we really? And what we kind of realized was like this year we've had 42 qualified leads come from them, but only 14 of them we closed and only one of them was our ideal client of an airline pilot using a VA well. They just think you're just like people. Yeah, they're just in generic people and it creates more turn in the system, more work,

more credible, everything. Yeah, yeah, hurt. Okay. So given the fact, that you're in a niche, going after generic realtors is going to be tough because the likely that they sell a pilot is going to be super low statistically, right? So I think that your best bet is probably going to be an organic plus ads rather than organic plus affiliates, unless there was, like, actually, you know, said differently. This actually makes way more sense. So instead of going after realtors, I think your outbound strategy is the right idea, but I'd be going after group owners or community owners who have pilot-related businesses or like pilot-related merchandise because actually it's so funny because I want to say two years ago I had a call

like this with a guy who did pilot merch so all it was was just like merch for pilots and he had a community owner of pilots and he ran it was an e-commerce business and so he was running at so I don't think it's one I don't think it's very hard to find these pilots I would also recommend starting a school community for all the customers because they're all the same I actually think that just be cool it's just like a cool benefit that you have that other people can't normally do in your space. And I think you'll be able to generate a shitload of referrals from that. That's how we were kind of thinking.

We do have a finance course that we built out, that we just haven't really able to use because I kind of get stuck in this, hey, I need to go back doing more. But we've built out courses just for pilots, just for the veteran, exactly how to fix your problem. Here's what I do. Here's what I do.

So you're going to take your course. Right. And you're going to make that as a lead magnet for your organic. And I would drive them into a group because to your point of like, some of them aren't ready. That's fine. They can join a group in the meantime. That will spin up the wheel. That will then get you leads and then it will also get your referrals.

Because you can tell them, hey, send your friends to this group. They're all welcome as long as they're pilots, pilots only. Okay. So they get this lead magnet when they join the group for free. Thing one. The second thing is I would start experimenting with Facebook ads and I would use the lead magnet yet again. And then what I would do is I would include, because I would send them to the group and give them an onboarding call for free. So they get the lead magnet plus an onboarding call.

And then you can talk to them. You can gauge where they're out in the life cycle. And that group can basically act as your long-term nurture in the meantime. but I think the referrals from the community are going to be big and I think paid ads in today's day and age can get super targeted

for this type of avatar. And that's what we identified on social media. Yeah. It's almost 75% are our exact client when they come in about. The algorithm's already done.

Like the algorithm's finished. They know what's inside. AI gets it. AI knows who the pilots are and they just send that. It's interest media, not social media anymore. If you want to get pilots,

you have to make pilot stuff, which you've already figured out. Right? So it's like, number one, I think by and large, for sure, this strategy is a more strategy because what I want to do is make way more pilot content, number one. I would also experiment with like pilot related humor and memes, because I think those will probably do really well and this will still bring people in because that's fine. Normally I'm not like pro meme, but I think for stuff like this, like inside

jokes for pilots, I think would be a great content type. Not like, not every day, but like, you know, a few of those a week I think would do well. Just top of funnel awareness. But what's cool about that is that like, I want you to pump way more content so that when you take the winners of that content, take the content and then slap on a CTA at the end, run that as the ad. And then the offer is going to be the lead magnet you already made.

They can facilitate the other than the course where they get the onboarding call for free. We can score where they're out in the life cycle, and then you can follow up with them accordingly. That's what I would do. Well, cool. That was really the decision was, go after realtors and just keep going after our...

No, dude, I don't think, no. I don't think realtors is to play. I don't think realtors is a play. Because it's... If you want to stay in this niche, I don't think that's the play. Okay. Rock and roll, dude. Appreciate you.

All right. Thanks, man. All right, that's it. Okay. The training gyms. I have personal training. Oh, gosh, I don't know anything about gyms. Can someone else take this one? So, UK-based, money model is pretty good, but can't get my salespeople to sell supplements. Cool. It might be that they aren't really confident their general supplements knowledge. Yeah.

So, having sold a lot of supplements in my life, let me just give you the solution rather than, you know, ask going back and forth on it. So what you want to do is you want to give every single one of them kind of like the ultimate package And tell them to go through a 30 day challenge where they'll follow your meal plan and they'll take the supplements And you want to take before pictures and after pictures. So you say hey guys and you kind of like whisper t-shap this. So Right as all the trainers, you know, take their before pictures like have them all be like something big is coming You know like kind of like and done done done and so have them posting a ton during this 30-day period of like their workouts and their food and all the stuff. It's like hey we've got something sick that's dropping And then at the end of the 30 days, you'll post all the after pictures, right? And with the after pictures, you'll then announce a 28-day transformation or something like that.

And you can email your entire list and you can even post your socials, whatever, and run it for free. Hear me out. You'll run it for free so any members can also bring somebody or as many friends as they want to do the 28-day transformation. Here's how it works. When they come in, it is free. But the first meeting you're going to do is going to be a nutrition orientation. At the nutrition orientation, you're going to say, hey, we got your food covered, we've got your workouts covered. these are the supplements you're going to want to take for the 28 days.

And you'll sell them all, you know, three to $500, $600, $600 package of supplements. And when you give the sales, the trainers commissions, if they can't sell anything but the supplements and they just went through the experience, they will like it a lot. Now, lucky for you, Mr. Training Gems, let me tell you how to sell them.

So menu upsells, which is page 77, inside the Money Model's book, literally outlines exactly how I sell supplements. Four steps. Unsell what they don't need. Prescribe what they do need, which is basically tell them exactly how they're going to take each product.

So let me explain that. Actually, I'm going to go a little deeper on this one because I think you guys, you guys go with that. Everyone good with that? All right, we'll go a little deeper on this one. So the way to sell supplements, I sold a lot of supplements in my life. The person comes in.

As soon as they sit down, what you're going to say is, hey, I'm going to give you this meal plan. Everyone always wants to know what supplements they're going to buy. I get to that, I promise. But I really want you to focus food because the food is the most important part. All right. What have I just said right with

the beginning? One is I made everybody know that everyone wants to know which supplements they're going to buy. So I've already seeded that. Number two, I've also told the truth, which is that I want them to focus on the food because the food is the most important part. So you already accomplish two things right up front and you do so ethically. Now, after you go through it, you're going to go, you know, go through the nutrition plan, go through the grocery plan, whatever. You say, okay, finally, we're going to get to everyone's favorite part. Then you flip back to the plan. Now, I integrated supplements into my meal plan so that they were one and the same, so that it wasn't like, oh, I've got supplements here and meals here, because then it makes it seem like this is an addition. I want it to be integrated. All right. Now, the next thing you're going to do is on your meal plans, you should have little dashes next to each of the products that you have on site. And I prefer to step one unsell. So you say, hey, Dorothy, I'm guessing you're not trying to get any chest hair. And they're like, oh, God, no. And you're like, great. So let's just cross out this testosterone boost. You probably don't need that. The next thing is you're not trying to gain weight, are you?

No, okay, cool. Let's just cross out this weight gainer. I don't need you on that. And so I go through first two things they don't need. I'd be like, now this one, I then give away the supplements that are low margin. So I say, listen, we've got a fish oil or an omega complex. There's one down the road. I'll write down the brand name for you.

It's probably half the price of what we sell it for. It's not as good. I was like, but it'll get you 80% on the way there. All right. So let's just like, I'll write it down. Boom. Next thing, this one, this is generic. you can probably get another one probably for half the price down the road or write that one down.

Great. Boom. So the next thing is like, okay, now we've done our seating. We've told people that everyone's going to buy. Then we've unsold the products that I don't want them to buy or aren't right for them. Then we go to prescription. Okay. Step two.

We say, all right. So I want you to write a one next to this, which is going to be your protein. I want you to write a two next to this. I want you to do three next to this, whatever. You're going to go down the list. And so with each one of them, we say, all right, so your pre-workout, Do you drive the same car every day? They're going to say yes, and you say awesome.

So I want you to take your pre-workout. I want you to put it in the car with you because it's always going to be with you. Next thing is your post-workout. You're always going to be using this car. I want you to keep that in the car too. Next one is your PM. Okay, so this stuff I want you to take at night. What's the last thing you do before you go to bed?

You know, I put my retainer in. Cool. I want you to put it right next your retainer or right next your toothbrush, that way you don't forget it. What's the first thing you do in the morning? I drink coffee. Great. So I want you to put your AM stuff right next to the coffee. I'm going to take this tape, put it on top, write it two.

Take tape, put it on top, right at three, tape on top, right at two. That way, know how many pills they're going to take in each of those specific sessions, then if they think about it. So I don't want this big stack of stuff that's going to sit in your closet. I want it already integrated into your life. That's prescriptive. Notice, I didn't ask them, I told them, I told them exactly how to take it. Then I say, great, for the protein, do you want chocolate or vanilla?

Great. You want chocolate? I like chocolate. Fantastic. For the pre-workout, do you like strawberry or kiwi? Most people like strawberry. Strawberry, great. All right, awesome.

You're almost ready to go. Put it in front of them and say, great. Do you need a car job on file? Awesome. Done. Close everyone. You close it. 90%.

How it works. That's how you do sell and sell. Next caller. Corey, what's up, man? You're on Hermosia hotline. Hey, man. What's going on? I'm cruising and cruising.

Cruising and bruising. Yeah, that's what I'm talking about. All right. Talk to me. What's the business? What do you sell? How much you make? All that good stuff.

Yeah, so we're an A-track cleaning business. So we're doing currently on track right now for this year for 1.8. All right, 1.8, top line, got it. What's bottom line? Bottom line right now is roughly 450 to 500. Nice, solid, good. Okay. What is, you must have been consuming my stuff for a while.

Okay. Good amount of time. Good, good. No, I love it. Okay, so what's the thing of holding you back? Is it not enough technicians or is it not enough leads? Now it's still leads a little bit. We're always looking for more because we're currently always hiring.

So we are now putting on a technician probably one every three to four months. Okay, got it. So what's the constraint of the business right now? What's holding you back from doing twice as much? Right. So right now is definitely leave. So we just per our cash cow event that we had with you, the one thing that we really dissected was our third-party marketing.

Corey, I didn't realize that this was that Corey. All right, rock and roll, Corey. Yeah, yeah, I remember everything. I didn't know. I just had Corey. It's all I had. Corey in HVAC. No, no.

But you're in duct cleaning, which is a little unique. All right, all right, I remember. All right, so what's holding it back? Yeah, so right now we just got rid of our old, marketing company. So we went with a new third party now. They're great. A lot of track record. It's kind of a higher echelon of what, you know, is in our market. So we actually have our CMO that worked with them previously and her past company. She took them from two million a month to, I'm sorry, two million a year to two million a month. So now we reunited them. So they are

super excited to all work together again. But yeah, I mean, super right now is we're trying to just lock in on leads again. We are redoing the website. We're redoing a lot of our ads and kind of reconfiguring things. And just like we've talked about in our cash cow is, you know, I mean, I'll spend unlimited ad spend as long as it makes sense and makes money, right? Yeah. So what's holding you back?

Or this stuff just needs to pan out? Yeah. So we're working on leads right now. And then finding the real constraint is finding enough technicians that, um, to fit our, our, uh, speed and what we do. So a big part of what we do is education. And all of our, all of our employees right now, there's none of them that have a, you know, HVAC, you know, background at all. So it's been really interesting to kind of train people up from the ground zero, which has also been great. Yeah, but you get way better margins they learn it your way. So there's advantages. Yeah. Right. Right. Okay. So do you need

more leads or do you need more technicians? Definitely more leads first. So technicians are going right now. Play more lead. Well, if you're already redesigning all your funnels and your offers and you're about to turn on a bunch of ads, I don't know if like my, the first thing I want to do is just say like, let's stop all that. Like I think you need to do that, right? And so I think you need to let the dust settle from that change. Like one of the big things that Layla says a lot, which I really appreciate is you never

want to solve the same problem twice. And so it's like sometimes it's like if we have a three month solution to a problem. If we're one month in and the problem isn't solved, it makes sense though because we're still working on it's a three month solution. It's like it's going to take us 90 days. So sometimes we want to solve the same thing like multiple ways when really the first thing was the right thing is just going to take 90 days. Right, exactly. So if these guys were able to scale the other business, you know, from $2 million a year to $2 a month, it sounds like they already have, you know, whatever their playbook is on the lead side.

So I'm going to just assume just for the sake of our conversation because it's going to get too granular that I can do over the phone without seeing what I'd be looking at, like super tactical headlines and moving, you know, all that kind of stuff, transitioning over to the supply side. Because assuming that works, you're going to be quickly supply constrained, right? Right. Okay. So what is your lead gen funnel for the, for the technicians? So right now, we are currently going on Facebook groups and stuff of that nature. And we're also kind of, we're almost recruiting and like reaching out to other companies. So when we see posts or things from other technicians or when my technicians are out in the field and they see other companies, those guys are coming out to us of like, hey, I've never heard. You know, I've never heard of you guys.

What do you guys do? and they see what we're doing, and they want to be involved. So they're just not happy where they are and they're looking for us. But we have to be careful with that too. Yeah. Well, all right.

So we have a couple, like, you need to increase, like you're going to need to, you need to go from, you know, one, what do you say, one every three or four months is what you said? Right. So if you're going to, if you're going to 12X,

you're going to have to go one every three or four months to like almost, I mean, it's 12 times that. So if you did one a month, it would still be only, you know, three times that. So it's going to be closer to one a week to sustain the volume.

So we need to build that machine like soon. And so we have to think about a more scalable way of acquiring them. And so I think part of it is do you have the economics around how much

an HVAC technician makes you? Yes. So an average technician around us thinks and between 50 and 70. They make that much money. That's their pay. Right.

Is that what you're saying? Yeah. Okay. So their salary is, I'm just say 60K. Okay, got it. How much gross profit does the technician bring in for you?

Take out cost of, like, you know, the materials, right? So take out material costs. How much does it make, and then I'll subtract out their salary? I'll just call it the, I mean, 180 to 200. All right, the 200K. All right. Well, it's already 30%,

which is already kind of high because I was like, is there a way that we can? Well, what commission are you giving to bring them in? Well, right now we've actually had to outsource from different states. So we're offering like relocation packages in order to get them here. Because we live in a lot of retirement communities and stuff like that. So the people that we're looking for is kind of hard sometimes. So I mean, we offer up to $10,000 of relocation.

And then like I said, we try to get them rocking and rolling. Yeah. So I think we just have to be a little bit more violent. I think you have the right strategy. I think it's just a volume thing. Like, you know, you're reaching out, like, it's like, how many recruiters do we have? How many we ask them for? Can we get them to get us more?

Thing one. Thing two, like, you're going in communities, but how many? How often? Like, do you, are they on, are they on, like, where's the best pool? Because they all hang out somewhere, right? So where do they hang out? That's a good question. I got a deep dive into that.

We solve that and you make like $50 million. They're all typically working. That's where it's like, especially with us. No, but they hang out online, dude. Everybody hangs out online. Entrepreneurs are always working. Okay, but they hang out online. So, like, don't, like, there's somewhere they hang out.

Groups, associations, discords, school communities. Like, they're somewhere. So I'd be looking at the trades, like trades groups in general, like look broader because you train these guys from scratch anyways, right? And do you like, I mean, you train them from scratch because, like, do you need them to be existing tax? Can you just get anyone to do it? I hire for personality more than anything. Well, dude, I mean, then why are, I mean, like, you don't need to be looking cross-state.

I mean, like, this, this to me sounds like an ad thing. So I would be running, like, Indeed and, like, Facebook Marketplace or whatever ads, and then I'd be running them to a group interview, because that'll make it efficient for you. Just group interviews. Just do, you know, one group interview, two group interviews a week. 10 people on assume only 30% are going to show. So it's like get 30 people book for each of the times. So it's like 60, you know, 60-ish leads confirming,

which will probably take you five times that or more. So 300 leads a week. We're coming in off of Indie dads, do a much, you know, do a 50-mile radius around your location. And I would be group interviewing and then off the group interview. We're talking like one or two minute, just them just, you get survived pretty quick, right? And then you do a 101 with them after that.

And that'll allow you to triage through a shitload of applications. This is a low-skilled role. This is a low-skilled role. I wouldn't be recruited from out of state for this. Just low-skilled role. You need to be spending, like, a ton of money on. I mean, a ton is relative, right? Like, if you're willing to spend $10,000,

which I think is the right way to think about this, dude, if you spend $10,000 a month, you're going to get way more than one technician on ads. Way more. Right. So I don't even think you need to do much. I mean, it's good that you're doing that, but I think I would just, you have to build the recruiting process for this business because if the girl and the reuniting with the, you know,

the agency or whatever they worked together before, they already know how the sales motion and the acquisition works. So you're going to have to 12x your acquisition of talent. So this is another machine. Yeah. Cool. That's very helpful. I mean, like I said, it's the biggest thing that we're trying to do is just kind of grow our

team and like I said just making sure that the right people are our team because especially with our industry as a whole it's very important that we do you know the right kind of work no you're good and like you want to like you want to if you're catching for attitude right which is what you're looking for like just just cast the net broad talk to as many people as you can that's all we're doing here talk to as many people as you can you catch a vibe real quick movement all right rock and roll corey appreciate you yeah all right talk soon all right say it all right say it all right all right say it all right right. Renato. I've ran ads for my biz for two years and 8X to their business. Oh, for A-Biz, not your biz. Eighths their business. I learned everything about the business, but I'm not sure

if it's enough proof to talk about and get new clients on the niche. I mean, some proof is better than no proof, for sure, but I would say, like, can you, like, can you work for more customers for free or at a discount? Like, I'm telling you everybody, like, you will shortcut your path to success by getting 10 testimonials more than just about anything else. Because that's like, if you look at a conversion page, you look at a VSL, you look at a sales process, if you show 10 testimonials, it's about all you really need. Because once you have 500 or 5,000, like I do, there's actually not a lot of incremental benefit. There's not a ton. Right. Like if the, you know, the offers book is 27,000 five stars. At a thousand five stars, people are like, this book is probably

good, right? And there's very, there's very diminishing returns when it comes to getting testimonials. first 10 matter so, like the amount that you can charge, the amount of experience that you're going to earn, the amount that you'll be able to convert from a sales process, the amount of people who will respond to your advertising or outreach, huge difference. So it's like, you will take you less time to get 10 paying customers by getting 10 free customers first and then flipping some of them to paid and then using their testimonials to get 10 more than to start from scratch and try to get 10. So that is my TLD. I do think you can lead with your very compelling example, but I'd still want, like, you just need to do more volume in. My team. Let's highlight somebody.

Rahul. I'm a content creator with a million, I'm guessing followers, but I'm not able to expand because I do everything on my own and I do it too good. I do it too good. I'm so good that they have banned me for being so good. If I try to hire people, they just don't seem to learn no matter how hard they try. So guess what? You suck at training. So instead of framing, this is a really good, this is a really good side point. Whatever is holding your business back, instead of saying this is holding my business back, reframe it as my inability to do this thing is holding me back. So it's not that like all salespeople suck. It's that I don't know how to train good salespeople, right? It's not that like, oh, Facebook doesn't work. It's I don't know how to use Facebook to get

leads, right? And so you, ex-rahul, what you need to do is you need to get better at breaking down what you do into its constituent parts and then training it in each of those parts one at a time. because let me say it differently. If you expect, like you're, I mean, from a percentage perspective, if you have a million, you know, a million person account, it's a point something percent creator. Like you're, it's a rare feat, right? And so to assume that you're going to be able to teach someone a skill

that allows them to get a million people in a weekend is kind of ridiculous. Now, what you can do is teaching them a component of that skill. Teach them how to do the research, right? So I want you to look at all the work you do and say, like, how many of these pieces that create the end result can I outsource or delegate so I can get more leverage on my time. And so maybe you can do five times the output if you have someone who's taking two of the 80% of your time type projects. Right. And so like I know how to make ads. But when I do record ads, I'm just going to like my team's in a come. They're going to already have

looked at the top performing hooks from past campaigns and top performing creative from our organic. Then you say here are the hooks. They're going to make this is the offer. We already know that we're going to push. I say great. And so then I'm going to read the hook. I'll fill it in with whatever, you know, two to three points I want to add in. But then instead of me having to do all that work, I can do the whole thing in 45 minutes rather than that being a day. Right. And so instead of you saying, I want to replace myself, I would like you to layer down a chunk and say, I want to replace components of what I do until eventually you're just doing the highest value, rarest skill, and then maybe eventually you could upgrade one of those people to learn that too.

That's pretty good. I feel that. I feel pretty good about that. What do you think we have that? Doke? Feel good about on. All right. Sammy Melbar. I asked Tremosea AI what to ask you. If you own a done for you, high ticket sales company, what daily input and target and weekly tasks would you set to add 10 fit pro clients per month without breaking delivery? Well, without breaking delivery, well, I mean, you have a high ticket sales company. So high ticket sales company could be anything, but then you said you want to add 10 fit pro clients per month. So it's just like you teach them to do high ticket sales. you do high ticket sales for them? I'm going to guess that's what it is.

I'm going to guess you do high ticket sales, you staff, setters, and closers. Okay, got it. Yeah, so you help them generate high ticket sales. Got it. So the thing is, is without breaking delivery. So we have to figure out

whether you're demand constrained or supply constraint. So if you're a demand constrained, then we need to get to 10 FitPro clients per month. If you're like, well, I can't take 10, I can only take five, and I'm currently doing two, but it's like, well, get to five

by increasing the inputs on the system that you're already doing, which is going to be either more ad-spend or more outreach likely for your existing business. And then without breaking delivery, so if every business is demand-constrained, you're either demand-constrained in terms of customers or your demand-contrain the same way I was just talking to

Corey about his HVAC techs, which is like you need to have a separate marketing funnel for the people who are doing delivery. So it's going to be both marketing in terms of acquiring the talent, but also the training and onboarding. So let me walk you through this. So you've got lead, leads that come in, you've got nurture,

you've got sales, you've got activation, and then you've got retention and ascension, right? This is a customer journey, right? Now, if you have a team, because if we're talking about delivery, you've got applications, very different, you've got application nurture. We use a different word here called interviewing.

It's a sale. Activation is going to be the onboarding, right? You could also technically call this onboarding for a customer. You onboard your employee. And then what are you going to do with an employee? You're going to retain them. And then if they're good, you're going to ascend them into higher levels of business. And so the point here is that you obviously have a process here.

You just need to build a parallel process here. That's it. All right.