The Game with Alex Hormozi - The Mozi Hotline Is Open | Ep 892

Episode Date: August 4, 2025

In this episode, Alex (@AlexHormozi) opens up the Mozi Hotline and takes live questions from business owners in the trenches. From someone selling green rings to signal they're single, to a founder burned out from scaling too fast, Alex delivers unfiltered, tactical advice on pricing, focus, customer acquisition, and when to quit.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 | ⁠AcquisitionMentioned in this episode:Get access to the free $100M Scaling Roadmap at www.acquisition.com/roadmap

The biggest belief breaker that I've had with content is that when I saw the guys for the true of the best in the world, 20 million plus subscribers on YouTube, and I asked them to kind of look at my stuff. They said, oh, well, send me your pre-production notes. And I was like, well, what do you mean? I kind of just like have a couple of stories and I turn the camera on. They're like, yeah, well, that's why you don't have 21 subscribers. I was like, well, that tracks. What's going on, everyone? We're live in our first personal promosy hotline second ever, I guess. I did one with Sean Pury, and he did a little Twitter post and said, if everyone asked questions business-wise, you can ask him.

And I had a blast doing it. And I was like, I would much prefer to do this, then make the good old fashioned right camera, not that I don't love it. But we're going to see what we got. All right, caller one. Let's see here. Hello. How are you?

I can't believe I'm talking to you. Nice to meet you, too, Candice. Tell me about the business. What's the issue? How many business you got going on right now? Well, I mean, we'll try and figure out what you should do more than what I would do. But, all right, tell me, what's revenue of the ring? Oh, 20 rings in total.

Okay, got it. All right, what do you sell me the rings for? Okay, got it, 129. All right. So that's a, yeah, not a lot of dollars. Okay, what's, so give me the salon. So what do you make it on the salon? And that's your net or revenue?

Okay, got it. And you own the salon? Yeah. Okay, got it. Okay. And then what's your take on the 100? Okay, great. So that Airbnb is 25K. Okay, got it. So what do you want to have happen here? Because I'll tell you this. Trying to change the entire social norm around single versus non-singles, tough. Like, super tough. There's also not like a recurring revenue thing. So it's like I would want to educate the entire world on a different way of single versus married. Only to sell them something one time is a very hard model. Well, okay. So my good have to. Well, if this were Shark Tank,

Candice. This is a tough one. So for me, this would be a pass. Basically, Candace is in one of these situations where she has this really big, you know, dream idea of this. I'm going to change the world of singles and dating. And then she has two other businesses that she has kind of going as well. So she has three enterprises she's pursuing. And she also doesn't have the resources to really do this. I wouldn't want to pursue three things like now and I have a ton of resources. And so like the reason that I harp on focus so hard is that it's just so hard to make anything work that you have to put all your resources into one thing if you want to make it bigger. Getting the single rings is like I have to change the entire perception of a

population. And then if I were to do that, I would want to make sure that I had some way of consistently monetizing them for an extended period of time. Now selling a physical product that's a one-time purchase on $129 to me is very tough. So like even something that's a product like a drink or something like that, well, it's consumable. I'd be inclined to think, okay, well, if we make sure the product's good enough and people keep buying it again and again, so we're applying a customer once, but then we get prosper for life. Here, it's purely transactional and like do people want to stack rings? I don't know. Do people want to say and shout to the world that they're single publicly? I don't know. I mean, up to this point for zillions of years,

just not having a ring has been the demonstration of that. I would be focused on the business that's the salon business and say, okay, how do we take this to four million a year? Or how do we take this to a million dollars a year? And focused on that. That's what I would do. What would Alex do in my situation? And I wouldn't think about the ring. Just to be very candid. You have three different businesses going on. You have super limited resources, limited time, limited money. And the ring is. especially is going to require a ton of capital to really to really win and so the way to if you really do want to make the ring win the way to do it would be to dramatically decrease the scope and so what I mean by that is that you would say like how do I win the green ring in a high school

and then how do I win in in or college whatever and then how do I win in three colleges or five colleges right you have to you have to just dramatically narrow the scope so that the resources you have can get saturation because the business model that you have is a good business it's just incredibly hard to do it's like facebook's business model really good business really hard to do right that's why there's only one facebook i see where your passions out with it first off i wouldn't do it but if i were going to do it i would do it this way which is i'd get way way way way way way way way way way way way way way way way more narrow on a tiny tiny tiny little a puddle of a puddle of a puddle that i could put all my time an effort into and the key for you is that you have to have a viral

coefficient, right? You have to have something that gets it shareable. Like, people have to want to share it because your dollars aren't going to go that far because you don't have that many. So you have, like, it has to grow off word of mouth. It doesn't. You have to keep fixing until it grows off word about. It's the only way you're going to win unless you raise a ton of money. That's me being real rather than nice. Yeah, that's right. That's what I want. Okay. Well, I'm still rooting for you to do the salon because I think that you can, you can much more easily just be like, okay, I'm going to buy something doing her. But that's another call for another day.

Thank you. Appreciate you, Candace. No, you're great. Thank you for being a sport. All right, bye. Yeah, I want to be real with you guys. I will, I will always be taking the perspective of like, if I were to invest in this business, what would I do? If Candace were really serious about the green ring idea that she has, she has to, it's going to take a ton of money and it's going to take a ton and it has to have a huge amount of initial traction. And so I would be continually tweaking the product, tweaking the product. Now, right now the ring itself is not really the product. Like if she wants to build the app, that makes more sense these things go together. But just selling this. the green ring is very much marketing. And that's very hard to do. Word of mouth, only sell a concept of marketing. Be via word of mouth. Like product, because as soon as you're two degrees separated from the founder, the product has to do the selling more than anything else well, right? And maybe you can make the argument that a story will. But again, it's like you have to have such a small pond where like you can actually achieve saturation or what actually becomes useful. This is Alex on the Hermosie hotline.

Yeah, I think sort of interesting at all. You bet. Tell me about the business. What's the problem? Okay. Got it. So you're making $3,500 a month right now off of it? On that business, yes. Okay. $3,500 a month. Got it. How many hours are you going to re-spending on? Yes, $20 to $30 a week? Okay. 20 or 30 hours a week. Got it. Can you handle more business right now?

Yes, I can. Okay. If you had to bring a team on and you have $3,500 a month, you're underpriced. So that's, like, thing number one is that you probably need to charge more for you there. How many clients do you have a $35? Oh, dude. But wait. Who are you? Is this for businesses? Yeah, for a service-based business. Are you in ads?

Are you, they're just like managing the purchase? Yeah, so. So why do you need a team if it's so passive? Mostly because. But they're paying 150 bucks or whatever, somewhere in there, $175 a month? Yeah. Okay, so you got 20 clients paying somewhere they've rid of 150, whatever,

plus a month, right? And you're managing their, what is managing the site actually? at tail. So I was seeing back. Okay. It doesn't sound like a ton unless you have a lot of people who are asking for a lot of stuff. Okay. So when you said team, do you mean you have one guy who's doing this?

So three guys make it like nothing. Well, we're splitting $3,500 and you're running, you're running 80% gross margins on it. So there's only $700 left. He said there's three guys. Yeah. So they're not making anything. My point. So we've got

three teammates, fine. Okay. There's a whole bunch of things that media fix but we'll get to that this second so how are you getting customers right now okay when you say Facebook sometimes what's that being okay cool so if you're not the one doing the actual website stuff what is the 20 to 30 hours a week you're spending on this business okay and that means like in person like so i mean that's that's four hours a day right i mean that's that's real time so what so what you doing every day okay no you're good no you're good no you're you're not you're good then you're good you're good okay I'm gonna help all right so we have to pick one of the

four promotion methods okay so you can reach out to friends one-on-one so think text DM email phone call any of those when I say friends I mean anybody who's in your contact list anybody who's a subscriber to yours on any platform anybody who's ever emailed you in your entire life that's in your Google or whatever Gmail you know whatever your email provider is that's ever emailed you that is the first list you make you export all your contacts on your phone, all the people that are subscribed all your social media, all of the contacts you have on your email platforms, and then you message all of them with an option to, well, if you want, you can work for free for a period. And then if they're happy with it, they can

start packing. I mean, that would be the first thing we do. The next thing is that you need to raise the price by a ton. So, I mean, for what you're doing, I would say, like, minimum, I charge 500 bucks a month. Like, right now, you might be talking to business owners who are just not that big either, which means you just have to go after people. well over there. But I mean if you just do that, if you did nothing else, like if you're spending 20 hours a week and you just spent four hours every day, just messaging the people, say, okay, can I work for free? And then if I do a good job paying me afterwards at this rate, like, I think you'll probably do more than you are now. That's thing one. Thing two, I mean,

I can give you thing two. Do you want to do Thing Two or do you want to do Thing One? If you just do Thing One, just don't make more. Yeah, so Thing Two is that I want you to make the same, like make some content, but make the content in those communities. All right. And ideally, I think if you're like, you can go after local because there'll be a little bit more trust if you're down the road, et cetera. So look at the local small business groups on meta and whatnot.

And I would just basically put valuable posts. I would put teardowns in there. Like look at this website that we redesigned for free. Look at this website that we did. And I think people will just solicit you. And anybody who interacts with it, and offer them free stuff. And then when they get on the phone, of course,

you can say, hey, that's what I'll do for free. I do more stuff for money if you want. And then you can obviously stop for me. That's it. That's all you got. I guess that's where all your attention to be going. One is we got to chase the price from 150 to 500. And number two, you can give away a free thing up front into the 500.

And number three, spend the 20 hours a week doing op-out one-on-one. All right. Appreciate you, man. No, you back. Congrats on the business. Thanks for the big of lead. Hello, for Mozy Hotline. Gabby, what's up?

How are you? Excellent. So tell me about the business. What do you want to have happened? That's not happy. Amazing. Awesome. What do you sell?

What are you felt? It is a core source or it's a service. Like how, what's the delivery? Okay. Okay. Okay. Okay. Okay.

Yeah, it hurt. Okay. They're always like comparing them. Let's, let's go business. What's revenue right now? Wait, revenue is top. Okay. When I'm saying revenue, you're, are you still doing $34,000 a month in total sales?

Okay. And then your profit is 10. Costs go up. Revenue goes down. No wonder. Okay. Got it. What did you stop doing when you hired these people? Okay. And so as a result, word of mouth stopped because they're not as good, too. Well, they're not as dick. We got to be able to speak plainly, right? They're not as good. If they were good, then this wouldn't have happened. Okay.

Right. So you have people who were delivering the services. As a result, they're not doing as well. And since they're not doing as well, you're not getting referrals. Is that summarize it? Not getting referral. But before this, you were generating demand and doing three or four times volume without them. Yes. So what am I missing? And now you're getting killed. Yeah, now I'm getting killed. Yeah. What are you charging per student? Okay. So is that one-on-one? Okay, and is that one-on-one? Is this in person? In person. So people come to you in person for the four hours per week of sessions. Correct for the breaking order. Got it. Okay, 10 or 12 weeks. Okay, got it. And so they're paying, you know, just under two grand for 48 hours, it of work. That sound right? Yeah. Okay, got it. And then it's one on, you said one on 10?

Yeah. Okay. So for one session, right? If you just did one, one four hour session a week for 12 weeks, you could do $17,500 if you just did that. Okay. And that'd be over 12 weeks divided by three. So you'd be somewhere or whatever it is, sixish, you know, $1,000 a month. If you just did one of those per week, if you did five of those a week, so half of your day, then you'd be making $30,000 a month. And that's kind of, I'm going to, you know, guessing where you were before this? That's kind of where it was before this. Um, we also had, is this your whole business?

This is your primary thing that you do? Yeah. Okay. I mean, you have a decision you have to make, which is what business do you want to, you want to own. I mean, obviously the online is going to be significantly more scalable than, than, then the, the brick and more. The difficulty you're going to have online is acquisition.

Because right now when you're local, you're very spoiled. I don't say that as a slight. I just say like, there's such embedded trust when you're down the street from somebody. Like, you don't need to have multiple indoctrination. is, you know, huge brand, lots of content, you know, video sales letters, they have to go out to convince people. That's if you're selling, you know, straight to consumer. If you're selling to the enterprise client, then it's going to be more outreach, multiple touch points, et cetera. I would say that the more valuable business for sure is the can I get the enterprise, can I get

all these teams to buy a journal and then have a subscription as a team and then that you facilitate training the team, one to many that they have to, they have mandated kind of curriculum that they have to attend. Try it kind of like study all. I think that model works and scales. The question that you have to deal with right now is the bridge, right, of how to go from where I'm at now to where I'm trying to go. Yeah, because I'm deep in the brick and mortar. Yeah. Well, what do you mean investment while? You mean like you put money into the location?

Yeah. Yeah. So besides the delivery, when you were making four times as much money, what were you doing for promotion? I do you. What percentage are not local? Interesting. Yeah, but on Instagram that it's local, it's very interesting. This is tough.

So you have a business that's based on you and then you quickly put other people in place who are not as good as you to do this curriculum and so doing killed your cash flow which makes it difficult to do anything, right? So I would prefer we look at the calendar if I transported my brain into your body and I had to take over the wheel today.

I would be saying, okay, I did $40,000 a month when I was killing myself. I would like to do $20,000 a month except I'll raise my price because if you have more demand than you can handle, then price is a lever. So I'd raise my price and I'd cut my time in half. And then with the excess time, I would spend my excess time and excess cash because now I don't have any other people to start developing out the digital thing. So basically you have to put a cap on your time because your purpose was

saying I'm not going to take all the money that's on the table right now so that I can build this other thing. And so like if you really wanted to take the real hypothetical extreme, you could cut three quarters of the time you were doing before, double your price and make half the money, but you still have 75% of your time. And so right now, I think your pricing lever is the one that you're not using because you said he had oversold demand. And so I think also the fact that you haven't recently been doing the delivery will also still give you artificial bump if you say, hey, I'm coming back in, but only for select clients at a higher price point. You actually have a decent narrative to do that now. The enterprise play with the team signing on and them getting on a very

small subscription for many of those people, many parents are accustomed to spending that kind of I think the whole mindset thing makes sense. All that jazzes, but you still have to get there, right? And so we have to buy a time. We have to make you money. And so raising the price and cut and capping yourself at either 25% of the time you were up before or 50% can get you at least half to maybe even 100% of the revenue you were at beforehand.

And I would have a very strong look internally of like, I know I have these people. But if you don't take care of the business, they're not going to have a job for a loan anyways. So it's like, we got to take care of the business. You got to put the auction mask on. we can breathe, then buy some space, buy some padding. And then once the enterprise starts kicking off, then, of course, you can have the trading for them. Also, I think that some of the best people we might take would be probably ex-athletes or even

some of the older people that are graduating from those teams and offer them internships of people who like really excelled at it. And then you'll be able to get some free labor or at least discounted labor. That might be solid. Do we like that play? Okay. Good. I love this play for us.

Congratulations on the business. Thank you. Thank you. All right. Well, have an awesome day and keep us posted. All right. You're on Ramozy Hotline. What's going on?

Hey, how are you doing? Okay. And we have five. Rock and roll. Okay. Really pointed question, which I want to ask some questions about the premise first off, which is you've got, you've got these train, I'll call them trainers, whatever, the instructors. Why do they all need to learn how to sell?

Well, the model we've run. Yeah. Yeah, basically, small brick and mortar. Okay. Yeah. Bad ass. It's great. Good moment.

Yeah, we run ads on netups. Mm-hmm. Yep. Yep. Yeah. Yeah. I mean, you have identified the, uh, the difficulty of the water. So, you know, it's one of those, it's more of a feature not a bug type set up.

So it's one of these like, there's a lot of different businesses where like, okay, well, you know, selling clean is really easy. It's like, we're finding people to clean. It's really hard. So it's kind of one of those that you got to pick. Like every business has shit, right? And this is the one that you got. Now, I'll tell you this. What's your turn right now?

I don't guess it's decent. Oh, this. Okay. Okay. So what are you compensating the instructors? They get a percentage of gross revenue. Oh, revenue. Okay.

What's their OTE or on target earnings? What do they make for year? Oh, wow. That's a big rage. Okay. Yeah, yeah, big range. Okay. Okay, so the entire issue you have is you to find someone local who,

knows martial arts who can sell. Right. Okay. So I guess the reverse question is, is it easier for you to teach somebody who goes martial arts have a sell, or easier to find somebody who can sell to teach martial arts? They're not martial artists? They're not martial artists, or if they are,

the problem is, you know, like most right? Yeah, so then it sounds like the reverse is the, now that's if you require a second degree black belt to be the guy, right? I would imagine that, like, for me teaching this sale, I don't think should take lower than like a day or two. Like this is not a hard set. Like the set if you're doing.

Like you're not selling, you know, intangible consulting services for $250,000. You're selling a membership to a martial studio. So this should be like a six question script that you just have to tell them when do you raise your voice and when you shut out. And so my guess right now is that the deficiency that you have as an entrepreneur is that you're not good at teaching sales.

So do you just need a... Okay, so then said differently, you just need you be able to find block. So if we, okay, so I'm taking, taking this argument, if we think that if you're good at teaching sales, let's just take that position, then it's not trying to find martial arts people who can sell.

You just need to find martial arts people. Yes. Okay. Great. We're getting narrow on the issue. So how big is the city that you're in? If you were like rural Kentucky, I'd be like, you know, that would be,

I can see that might be, you know, be an issue. But no, I mean, how many martial arts groups are there in Sacramento? Are there these students that you can promote? you've got 1,500 students or, you know, 300 toes 5 or close to that. It's like there's not one who would just be willing to make $100,000 a year and quit their job and do karate all day. I mean it is slight. But I'm saying like, you know, they wouldn't do martial arts all day. Yeah.

You are aggressive in recruiting people? Yeah. It's the constraint of the business. Anything that you're doing that's not recruiting is you not pursuing business as corrupt. If that's the limit of the business, if that's the constraint, then every day I'm waking up and before, you know, before noon, I've reached out to 100 people. about whether they know somebody or they are the person who is a really good at martial arts that either lives here or is willing to move here.

You can also offer something like a signing bonus for $5,000. Like there's things you can do if you want to incentivize people. But I get the impression right now. It's like, how do you solicit it the whole 1,000 person plus base that you have? Number one, two, had you emailed your entire email list from historic. So I'm sure you have a bunch more leads that never came in to be running ads for a while. Asked them if they would like to be an instructor.

Number three, ask them if they know, anybody you would like to be instructor. Number four, I would go at, you know, like the Sacramento, you know, martial arts community. And I would ask them, I would go to the tournaments and the meets and find people at that like this is so solvable. What stops it from doing that? Okay. Great. Well, we got, we got narrow one. Because I think you had a narrative around like, Drilly right to find martial arts people at sell. It's like, okay, well, are you bad at teaching sales? Like, no, I'm good at teaching sales. Okay. So, we just have to find martial arts people. Okay. Great. Let's go find some martial arts people.

No, you bet. You bet. Congratulations on the, on the business. Talks it. Hello caller number five, four? What's going on? It's Alps. Mike, what's up, man? How's it going? 20% software.

What was it 30? Yeah. Okay. Okay, 180 open. Got it. Okay. Okay. Yeah.

Yeah. Yeah. Hmm. Well, I'll first say that this is a many ways up the mountain type problem. So I want to be clear that like either. will work. So just like up front. So that way you look back and think like, oh, I should have done the other way. Like, what's it will work? Like if you just say, I'm going to spend up outbound, you looks like you have the resources to do it. So that will be fine. If you wanted to say,

like, you know, I'm going to double down on content and make more better content, that will work too. Because it's not like you're, you know, it's not like you've tapped you to. You don't even in terms of the cut that you have. Are the people that are coming in existing long care guys that are flipping? Or are they people who want you starting low care business? No, I think it's better. I think it's better that's good okay so you want to grow faster how many units a mother you saw so what a week okay so you saw one a week and have you changed your cadence on content or what you make there's a lot of different place here so it's like you could just run ads and just retarer all the people that are near just the audience that would probably be the lowest lift it's like what's gonna be

the thing that's gonna get you to where you're trying to go the fastest it would be that if we imagine your audience as a triangle you basically have persisted at making money by letting people kind of float to the top of that that little peak and then some of these people convert right and then you have a huge amount of people underneath that are just kind of consuming free stuff now you can either move the line down and convert a higher percentage of the audience which you would do via ads or we extend the size of the pyramid overall so that the percentage of people who convert then becomes a larger slice both of them work and so then the question is okay which do you have more skills that you can do in a shorter time period so giving you adjusting resources

I would say I'm best. Okay. Well, then I would say if you haven't really changed much about your K-DAD strategy in the last 18, sorry, excuse me, your concept strategy the last 18 months, that's where I would double down on. And I wouldn't double down on it. I'd be like, how do I 5X down on it? Yeah. You know what I mean? Like, so how many pieces are you putting out a week right now?

Yeah. Yeah, and you're only doing that on YouTube. And that's for shorts. Those are smaller. So I'll give you a little, tiny little tactic that, like, you know, that. that we see work well is one is your ctage is in the description yeah okay so thing number one is i would put the ctas within every video there's five different ones so you can put cta in the description cta 30 percent mark of the video you run your own kind of internal ad the next is your actual profile

i would put it there the fourth would be pinned comment on every video and then number five would be uh youtube community posts are using those yeah right now the the community voice Okay. ETA, that's probably where I'm lacking. Yeah. Yeah. Yeah. Well, you could, so it's a great point.

So I kind of see these as kind of persistent. It's like a, it's like an email sign off. If you give away stuff for free in exchange for an email, I still see that as free. I don't see that. It's like a bad thing. Okay. Are you email regularly right now? Do any of those three emails per week have any called actions in them?

Sometimes yes. I don't think you having a CTA is going to affect the overwork. Okay. this is how I delineate this because I think your instincts are good it's just an execution thing so I so like for example are you on mosey minute funny chance my email yeah so like I don't I don't think that those emails are super right now like you I think it's like here's a tactic that you can use today to make more money that this this by the way you can go check out a thing which is I only have one line that's a cta and then the entire rest of the email is here's stuff you can use I think that

I mean I use that strategy for a reason because I like it and it's not it's just like when is ready, they can raise their hand and I make it easy and quick for them to do it. When someone is not ready, they just can skip past it. No big deal. There's two ways that I've seen work really well. One is the way that I do. The other way is basically the the ultra PS, a super signature, if you will, where you underneath of the email have four different, you know, things that someone can do. It's like, hey, if you want more free stuff, go here, if you want to this, go here. And if you want to this, go here. I tend to prefer fewer calls to action that are more direct, but that's just me, but also just have one signature. This says PS,

here's my CTA. Right. So I think, Number one, I would be emailing with CTAs. Number two, I would embed in those five places. Again, I don't think it hurts. If the biggest podcasts in the world can have eight minute long ad reads, you can put a 30-minute, 30-second thing saying, hey, by the way, if you don't know, I own franchises and I sell these things. And so if you want that, you can go here.

Otherwise, I go to the show. Like, that to me is not, I don't think people are like, screw this guy. You know what I mean? Those are the two of, like, moving the line down in terms of converting a high percentage. The other is still, basically, I'll bet you that you have to spend more time than you currently are in pre-production for the content to grow up. Like, I don't think it's, oh, let's go from one video a week to five videos a week. It's how do we make that one video?

Like, if you had to spend five times the time on that video, could you get it to perform that? And I mean, being real. Like, the biggest belief breaker that I've had with content is that when I saw the guys for the true of the best in the world, 20 million plus subscribers on YouTube. And I asked them to kind of look at my stuff. They said, oh, well, send me your pre-production notes. And I was like, well, what do you mean?

They were like the pre-production notes. And I was like, I kind of just like have a couple of stories and I turn the camera on. They were like, yeah, well, that's why you don't have 21 strawberries. I was like, well, that tracks. And so right now, you're putting all this effort into the production of the show, but I would put a ton into like, here's where huge leverages is the selection of the people that you're going to go see. Like Howard Vail on camera, huge. Right? That's why they do casting for all these shows, prepping them ahead of time so that it's like tighter, it's faster, it's better.

and then looking at the packaging and headline for that stuff. Looking outliers, see if you model outliers, make sure that the hook of the video is going to match the headline and the thumbnails, all that stuff. Yeah, sure. Yeah. Not more, just both. Just both.

Hand. Yep. All right, Mike. Appreciate you, man. Thank you, sir. Bye-bye. All right. All right.

But the hot and a rosy hot line. So if you guys enjoyed that, let me know, and I'll do it again. I enjoy, like, I could do these all day. This is like the most fun stuff. You can see how the level of the business, the change in terms of how we're thinking about it. Like in the beginning, we're kind of like double checking the idea of like, does this validate the idea of the business? The second we went through was web hosting.

It's like, okay, well, he fundamentally was Ms. Price and he wasn't promoting enough. Okay, great. We fixed out one. And then we had Compass. So for her, she had hired too quickly also was Miss Price. So we had to raise her price, get her back in at maybe a quarter to half the time to free have time and cash flow she could pursue the better opportunity which is the enterprise and then we obviously had Mike just now we just need to increase the amount right and so for him it's like we need

to do more better on the stuff that he's already doing and the better side is also the conversion aspect so it's like boom everyday business and then we hit at martial arts so it's a black and so it's okay if you have one point of leverage in the business so like Mike needs to just make more content he just needs to go recruit like crazy she needs to go and get people back on at a higher price so that you can then welcome the rest the other two i went over already that's this week's Our Mozy Hotline, this is so much more fun. Rock and roll. Real quick, guys, I have a special gift for you for being loyal listeners of the podcast. Layla and I spent probably an entire quarter putting together our scaling roadmap. It's breaking scaling into 10 stages and across

all eight functions of the business. So you've got marketing, you've got sales, you've got product, you've got customer success, you've got IT, you've got recruiting, HR, you've got finance. And we show the problems that emerge at every level of scale and how to graduate to the next level. It's all free and you can get it personalized to you. So it's about 30-ish pages for each of the stages. Once you enter the questions, it will tell you exactly where you're at and what you need to do to grow. It's about 14 hours of stuff, but it's narrowed down so that you only have to watch the part that's relevant to you, which will probably be about 90 minutes. And so if that's at all interesting, you can go to acquisition.com forward slash roadmap, R-O-A-D map, roadmap.