The Game with Alex Hormozi - What Got You Here Wont Get You There - FALSE | Ep 267

Episode Date: January 15, 2021

Repetition can often lead to growth. Today, Alex (@AlexHormozi) talks about one of the most integral lessons he has learned when it comes to replicating success, why repetition outweighs any tactic, and why we need to be reminded more than we need to be taught.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 on his path from $100M to $1B in net worth.Timestamps:(2:10) - Repeat successful actions to reach business goals.(4:09) - Be true to yourself to achieve your aspirations.(6:52) - Don't start from scratch, repeat successful strategies.(9:43) - Content: build reputation or use as primary marketing method.Follow Alex Hormozi’s Socials:LinkedIn | Instagram | Facebook | YouTube | Twitter | Acquisition

It's not universally true is basically the is my underlying conclusion on this. Welcome to the game where we talk about how to get more customers, how to make more per customer, and how to keep them longer, and the many failures and lessons we have learned along the way. I hope you enjoy and subscribe. What's going on, everyone? I wanted to make a short podcast, vlog, et cetera, for you. Because I was talking to Ed Turney the other day. He runs all of our prestige lab stuff.

And we were talking about, you know, some of the lessons that we've learned. And one of the sayings that came up that really made me take a step back was one that we've all probably heard, which is, what got you to hear isn't going to get you to there, right? It's kind of the underlying assumption that you have to change what you're doing in order to get to where, you know, the next level. And what I want to do is kind of take pause on that because I think that it's more, it's not universally true is basically the, is my underlying. conclusion on this. And so I'll tell you where I don't think it applies.

And then I'll kind of explain where I think it does apply. And so when I look at, you know, over the last however many years that we've been doing, gym launch, the things that made gym launch successful are we market well, we sell well, and we have an amazing product that yields results, which then goes back to the end. We get more water mouth. We get higher referrals. We get easier sales. We get, you know, more dollars back for our market.

marketing because each client we get refers 0.4 clients to us, right? And so all of those things and what we market is we market our results and that's the primary messaging that we do. Right. And when I think about the things of when I try to again be cute or try and do something that was different because I'm like, well, that's what got us to here, but what's going to get us to there, that's what it ends up doing is just not repeating successful actions. And so so many times myself included and some of the entrepreneurs I look at, they're like, okay, well, I've been doing X to get to here. I'll give you an example.

I've been doing outbound to get to my current business growth, but I need to do something different to get to where I want to go. When in reality, most times, when it's a tactical thing within business, you usually just need to do more of what you're doing to get where you want to grow, which is why, or where you want to go, which is why that saying, I think, is really misleading. I think where it more readily applies is much, much, much higher level. And what I mean with that is,

It's much more along the lines of how you structure your business, what business opportunity you're going after. And so I think it's much more about being a better person, being a more evolved person, unlearning some beliefs, unlearning character traits. But when it comes to actions, though, so many of us, at least me specifically, like, I want to change what I'm doing

or I think I need to change what I'm doing to get to the next thing. It's like, well, this is working okay, but what if I do something else? I just can't tell you the amount of times of my life where what it took for me to get to where I am to where I wanted to go was more of what I was already doing. That was it. Literally just more of what I was already doing. The times we're doing something different applied is when I had to make big, big trajectory changes in my life, which is usually when I was kind of at an inflection point between businesses, between seasons and life, right? it was in those instances where I had to, you know, level up, right?

When I went from running my gyms to turning around other people's gyms, that was a big, I'm not going to do what I, you know, what I have been doing to get to where I want to go. So I'm going to do this next thing. So I'm going to go from B to C selling weight loss to B, selling, getting clients, right? And then there was a point during that where I was like, I don't know if this, and maybe that model could have continued to work. But I switched from actually flying out and doing everything where we flew out to a 33 gyms over almost two years and turned around each of these gyms to then switching to a consultative model because it's just like I could help so many more gyms that way. Right.

And so that's where like doing what you've always done won't get you to where you want to go. But I feel like it's so much more about being who you've always been won't get you to where you want to go, right, rather than doing which I was done. Because the actions of what made me successful in each of those businesses is actually the same thing. We marketed well, we sold well, we had a good product, right? And that was exactly what I did with the gyms. That was exactly what I did when I was flying out to gyms. I grew almost 100% off of word of mouth from that because I would just, I did what I said I was going to do.

I said I was going to put 100 people in the gym in 21 days. That was my promise, right? I would take the gym to full capacity within three weeks. And we did that again and again and again and again and again and again. And so people would tell other people and then I would just get new business. right? That's how it's supposed to work. And then again, with Jim Launch, same thing. Market your clients' results, which means you have to get good results, market them hard, sell well, right? And so what we actually did, what I was doing to go from here to get to there was actually the

exact same thing. I was just doing it in a different vehicle. And that's where I had to be a different person than I had been. I had to believe different things than I used to believe, but I actually, my actual, my actions themselves were the same. And so this is where I feel like I have made, the number one biggest mistake, if I had to give an overarching chapter or a banner, right, a big sign on my, probably should get a big sign in my office that says, repeat successful actions.

If something has worked, then it worked for a reason and simply do more of it. Hey guys, real quick, if you're new to the podcast, I have a book on Amazon. It's called $100 million offers that over $8,000 five-star reviews. It has almost a perfect score. You can get it for 99 cents on Kindle. The reason I bring it up is that I put over 1,000 hours into writing that book. And it's my biggest gift to our community.

So it's my very shameless way of trying to get you to like me more. And ultimately make more dollars so that later on in your business career, I can potentially partner with you. So that's my give. Go check it out, Amazon, and back to the show. Right. And I can't tell you, I was even talked to an entrepreneur the other day who's there out about $4 million a year.

They're like, I want to get to where you're at and all that stuff. And they're like, so I'm thinking about, because I feel like I've kind of capped this market. That's what they said, right? I feel like I've capped this market. And I was like, you're in weight loss. You're doing $4 million a year. You feel like you've capped this market seriously? You know what I mean?

Like, of course you haven't capped this market. But it was because really they had capped their ability to acquire customers in a single channel. And so rather than just think, well, I will just love. learn another channel or I'll do more of this channel, they thought, I'm going to start another business and market to my same customers, right? And so they thought they had to do more things, different things, sorry, different things instead of more of the same thing, to be successful. And I keep hitting at this point so many times because it's literally the thing that I've struggled most with in my whole life. Because I am entrepreneurial. I do have lots

of ideas. Layla joked about it. Like I have, she's like, I realize that you have like a new idea every two days. And so she used to get really stressed out when I was like, hey, I've got this idea. Now she just kind of like lets me get it off my chest. You know, she'll bounce it back with me for a while and then I'll just kind of go back to my workshop and keep tinkering with these ideas until eventually I'll have one where she all of a sudden lights up and she's like, I think that's a great idea. And then we do it. And so anyways, the point of this is we need to be reminded more than we need to be taught. Don't be cute. Repeat successful actions. And many times, what gave you success in the beginning is also what will give you success in the future.

You just need to do it at a different scale. If you were the salesman, sales is working for you. You just need to be able to do it with 10 salespeople, not just one. And so the actions and the tactics themselves often you need to do more of, but the who you are and the beliefs that you carry with you are the things that need to change at each level. And so that was a delineation that I thought, I told Ed, I was like, you know, I don't make a podcast on next. I think it's really important and valuable,

and it's been a lesson that I have learned, and I still continue to learn and go to church every day, the church of business, and pray that I continue to get focus in wisdom so that I do not stray from the path of success. And I have done this over and over again. I'll give you another example real quick. For me, in 2020, one of the mistakes that I think that I made

is that I focused a little bit more on content, which is ironic because this is content. But the things that made me successful, were not content. The things that made me successful were running really good advertising, right? Running really good advertising, have a really well-trained sales team and having a really amazing product that got us a viral loop on all the marketing we had. And so I was thinking about that. And so I just recently deleted Facebook and Instagram from my phone. I'm pretty sure it's permanent because I feel great right now not having them for the last however many days,

just not being sucked into this whole political climate and whatnot because it's just like this doesn't make me money. Just kidding, do all of these thoughts that I have because I'm on these platforms serve me? No. Have my sales over the last year been positively affected by my Instagram stories or my posts? No. Right? And so I think that when it comes to content, I think that there's two, I'm going to go on this tangent.

I'm hopefully you find it valuable. I think there's really two ways to do content. Version one is you have to do enough content that if someone finds that if someone finds you through your advertising that they think that you are legitimate and they can consume a little bit and be like this guy or this gal is legit right they are who they say they are on the other end of the spectrum is that you use content as your primary marketing method right and you're not running paid advertising if you're using that as your primary marketing method you need to do a

hell of a lot more content than two days a week all right on one platform if you're really using content as your marketing strategy then you need to be on 10 different platforms you need to be publishing daily on all of them often multiple times a day. And so that means, you know, a video every day on YouTube. That means, you know, three to five articles a week, you know, of blogs. That means podcasts that are different than your videos, probably every day or, you know, two, three days a week at minimum, right? But realistically, if it's your main thing, then probably every day. And that's where it's one of those, like, well, it takes massive action. It takes violent execution to hit those types of goals. And again,

It's not doing different, it's doing more. So if you got people from your content, then it's how do I even more content, not different. And so the biggest lesson that I have, I'm remembering and I'm reteaching myself is that the things that got me here have been world-class marketing, world-class sales, world-class product.

That's it. That's the trifecta. That's what we do. And doing that well and focusing all my attention on that and not letting anything suck me away from that. And so I think that, so like this, for example, if anyone's watching this, like this is what I would consider minimum effective amount of content to show that we are, we are a legitimate business.

But it is not my primary acquisition strategy. And so I think I kind of, I wandered away from that. And I saw some of the, I was like, you know, maybe if I just keep doing this for 10 years on the other side, this will pay off. And I just keep thinking to myself like, 95% of our sales come from advertising, right? or word of mouth, but like, they're not coming from content. And so I was just reminded of, like, just repeat successful actions, dummy. Like, just do what you've always done. Don't be cute, right? And so I say this because I literally walk this out every day. And I feel like most of these

podcasts I make mostly for myself to remind me to keep doing the right things and not get distracted with the shiny objects. But anyways, I hope you found that valuable. I hope that little anecdote made sense to you. And otherwise, have an amazing day. Keep being awesome. And I'll can show on the flipside.