Sell to Who You Can Help the Most

Want to SCALE your business? Go here: acquisition.com
Want to START a business? Go here: skool.com/games
If you’re new to my channel, my name is Alex Hormozi. I’m the founder and managing partner of Acquisition.com. It’s a family office, which is just a formal way of saying we invest our own money into companies. Our 10 portfolio companies bring in over $200,000,000+ per year. Our ownership stake varies between 20% and 100% of them. Given this is a YT channel, and anyone can claim anything, I’ll give you some stuff you can google to verify below.
How I got here…
21: Graduated Vanderbilt in 3 years Magna Cum Laude, and took a fancy consulting job.
23 yrs old: Left my fancy consulting job to start a business (a gym).
24 yrs old: Opened 5 gym locations.
26 yrs old: Closed down 6th gym. Lost everything.
26 yrs old: Got back to launching gyms (launched 33). Then, lost everything for a 2nd time.
26 yrs old: In desperation, started licensing model as a hail mary. It worked.
27 yrs old: "Gym Launch" does $3M profit the next 6 months. Then $17M profit next 12 months.
28 yrs old: Started Prestige Labs. $20M the first year.
29 yrs old: Launched ALAN, a software company for agencies to work leads for customers. Scaled to $1.7mmo within 6 months.
31 yrs old: Sold 75% of UseAlan to a strategic buyer in an all stock deal.
31 yrs old: Sold 66% of Gym Launch & Prestige Labs at $46.2M valuation in all-cash deal to American Pacific Group. (you can google it)
31 yrs old: Started our family office Acquisition.com. We invest and scale companies using the $42M in distributions we had taken + the cash from the $46.2M exit.
32 yrs old: Started making free content showing how we grow companies to make real business education accessible to everyone (and) to attract business owners to invest or scale their businesses.
34 yrs old: I became co-owner of Skool.com to help the many people who want to start a business online do so.
Today: Our portfolio now does $200M/yr between 10 companies. The largest doing $100M/yr the smallest doing $5M per year. Our ownership varies between 20% and 100% ownership of the companies. Many of them we invested in early and helped grow (which is how we make our money - not youtube videos).
To all the gladiators in the arena, we’re all in the middle of writing our own stories. The worse the monsters, the more epic the story.
You either get an epic outcome or an epic story. Both mean you win.
Keep crushing. May your desires be greater than your obstacles.
Never quit,
Alex
FULL DISCLOSURE
I make content to make money - just - on a longer time horizon than most. I want to build trust with business owners so we can find the best ones and help them scale. And if they’re awesome, write them a check and go all the way as partners.

[@matlachaine]

So true. Focus, focus, focus, until you can copy paste.

[@SetYourBarTo10]

“Whoever you can help the most is who you sell to.” -Love it

[@Aspiiire]

That's why it's important to analyze what we are doing

[@XIEvansX]

I also sell countertops and tile. The issue is, there are not enough designers in one area to be able to grow like that. You will never get designers to bring their clients from far just to buy from you. The other issue is, competition you will also never capture 100% of that one market. Broadening to sell to all is what will grow your business, not limiting to one market.

[@varunkamal91]

Exactly what I was thinking

[@CarCottage]

Well now you know the problem you must solve, how good is your free sample system, your online resources that can be free for designers that sign up to your mailing list, make your company the easiest for the designer to get the right result for the client and you will win anyway,

[@XIEvansX]

@@CarCottage not how it works in this industry, of course you have customers and designers that will buy online. However most of the time customers want to be in a showroom, hand picking colors and patterns. The homeowners buying, like to be handheld and walk through their decisions. It’s even more emphasized when they spend the money on having a designer to help.

[@NoeticInsight]

@@XIEvansXYup! Alex continues to prove he doesn’t know what he’s talking about. Anytime he actually mentions specifics, and especially when it is in another industry that he never worked in, he exposes how utterly nonsensical he is. I own a production company and have clients like Apple, Universal Records, etc. I have yet to hear a single piece of advice from Alex that has any real world application to my industry. Alex gives extremely vague fluff which masks his incompetence. Here and there he slips and reveals he’s clueless.

[@NoeticInsight]

@@CarCottage Delusional advice.

[@BrianLassek]

You'd better be in a crazy huge city or multi locations to find 300 working interior designers within the geography.

[@lucyheycott2096]

It's an online tile business

[@rg8282]

Note to self * reduce streams of income

[@robroy289]

This is just one way to go if you don't want to completely dominate your total local market. If your area of reasonable service doesn't have 300 interior designers, this is stupid. If you ignore a facet of your market, you invite your competition to add that facet to their offerings. This can expand their appeal overall and minimize yours. You also lose that existing income while you could just be more specifically focused on growing that niche within your business. Then sell it while it is firing on all cylinders. THEN let the new owner decide if they want to niche down.

[@UncleStevesWorkshop]

You are the business mentor I always wanted but could never find. Say the simple things I doubt myself on with such simplicity and confidence they can't be argued with. Thank you sir.

[@rickymariethal8748]

I’m a tile contractor in NJ and to find a interior designer is like finding gold. They are busy and scarce

[@alexgrinage]

Do you don any out reach to them or ask the ones you know if others you could help?

[@rsb7608]

Now you just have to find 300

[@chuckdizzy4538]

My Upholstery boss when I was gaining my apprenticeship only worked with interior designers for consistent work and less complaints. Otherwise people from the public would be constantly calling "how much to re do this" but have little or no intention of buying. Interior designers already have the lead sold and ready to go.

[@1HomeInspectorsLasVegas]

I ran into this same issue in a different field. As a home inspector, my target avatar isn’t the client buying homes, it’s the real estate agent that brings me clients that buy homes.

[@watchmethriving]

Yes! I'm starting a business and was casting my net too wide. While I will do individual sales, my focus is businesses who will buy multiple of my product, not just singles

[@seankennedy4284]

Love to see Alex in a cheerful moment..."murdering it" he says with a grin.

[@zapbloodfist]

This is how HVAC distribution works. Then you find a way to get the contractor to rep your brand, put your logo on their truck their clothes their website and they generate advertising for you. Get them to compete against each other for who's highest sales and you invent a category of VIP"interior design specialists" play you kickbacks for the privilege of getting better service for their customers. You offer those people easier returns and exchanges lines of credit that type of thing that you don't do for walk-in clients

[@dancabrera7489]

I understand how focusing in one need can lead to specialization, but if the business is doing great, then just iterate from where they are. I bet builders drove a lot of those 7.5M

[@nateolison7553]

Learning this rn. I'm a teaching artist and I've built an amazing project learning program but public school budgets have been getting slashed to pieces.

[@boshiesty5497]

Good luck!

[@rainking50]

Interesting. Who are you aiming at instead? Thanks

[@nateolison7553]

@@rainking50 Same clients, but I'm solving a slightly different problem. I had an information gap about my clients. After so many schools loving the program but not being able to afford it, I realized that these weren't one-off situations. I stopped treating "The budget" like a natural disaster and started seeing it as a reflection of the district's priorities. Turns out, in the COVID era, my district made some of the best progress in the nation when it comes to closing the achievement gap. The secret to their success was that they allocated COVID relief funds to emloyee development, rather than bringing in technology and programs. They leveled up the number of positions and skill levels at those positions. It wasn't as simple as "the schools are underfunded." While that's still definitely true, they've also made a successful bet in another direction. So now I'm pivoting to a do-with-you model, where I provide the materials and coach educators on how to effectively run my program at their school. It's easier for me to deliver, more scalable, they can actually afford it. Quick turnaround to get cohorts up-and-running for this school year tho. (Edited for spelling)

[@danielsundqvist2078]

Never say no to people money.... But do more work to grow the best potentiella... you never know where the market go....the other is backup

[@mrgrowthboss]

Narrowing it down to the people you can help the most

[@cxa011500]

Major 🔑

[@obiwanyutuben]

Just multiply your best customer. DUH!

[@Hormozi.Community]

Focus on selling to the right customers for your business's success.

[@juicygenetix7298]

Goes to show ya Tren can be manageable!

[@michaelu2007]

Ya cause there is like 300 interior designers walking around in every city

[@nielskeupink8472]

You do understand that it was an example and not literal…right?

[@LarryBazongas]

he's relaying a conversation from a business owner so yeah it is literal

[@Jeff_Thomas]

MAJOR 💎

[@casasdenick]

Me with home loans. LFG 🔥

[@playea123]

Maybe prioritize them but an interior-designer only geared company isn’t very robust.

[@Ewartist2024]

Sun Tzu's Art of War - less is more!

[@rhpmike]

Is this from a long form video? Can anyone link me? It's not in the "10 millionaires asked me how to get richer" that is linked.

[@DailyCOD4]

No shot you would do 5 mil EBITDA on 7 mil of revenue. Not on this type of business- not even possible.

[@JRE-CLIPP]

Especially fine tile, that’s just an import/export business

[@joshjuarez7777]

29% margins is not possible?

[@justgotdoozd8519]

71% margins

[@Steve-vo6pr]

Unfortunately with out Homebuilders her revenue is cut 40-50%.

[@Soplas]

Thats like saying only have ten bucks well all you have to do is get more money to get to a million. Just get more money its that simple

[@PerfectParking]

Except I wouldn’t turn down the other avenues until you get to a position of only having interior designers be enough.

[@andresnrivero]

Oh so smart, keep doing stuff that works, wow genius

[@marengoczar5035]

I would disagree, maybe cut out builders and focus on customer services and change your offering...i wouldn't cut out a whole segement og easily obtain customers.

[@pepperonish]

That profit margin is crazy... I don't believe it

[@glenhoddinott3799]

Most cities are not going to have 300 interior designers in the area…

[@Unknown_kds]

Was thinking the same thing…. Such a bad advices… am in the construction industry, and I can tell you people the go to interior designers are like less than 5%. They maybe rich but u r narrowing your market. What happens when u ignore your 95% of the clientele (population) and your 5% decide not construct in the next 6month or a year Bcus of economic or political reasons….. How many interior designers are there in your city? and are you the only tile shop?

[@Unknown_kds]

People are so stupid for taking advice from people not in their industry. He may have succeeded in the gym and health industry doesn’t make him guru for all industries.

[@Unknown_kds]

The biggest business & industries are the ones that sell directly to the people. Bcus there is always that one person/customer that will keep coming back to keep your lights on.

[@thumprrr]

You don't turn away business. The percentage of people who hire interior designers is in the single digits.

[@Beniamin6665]

Finally, real talk

[@Rockyj122]

Amazing Dharma

[@taylorsantoro9146]

Avoiding the home builders is kinda wild, I disagree here. One subdivision you’re missing out on 50 homes with tile and back splash.

[@lerch66]

Sorry, Sacrificing high revenue lesser profits isn't a no brainer. How much margin is driven by scale of homebuilders?

[@purplepineapples6150]

This man speaks a lot for not saying anything.

[@NoKingsNoGodsOnlyMan]

how do i do this for premium mobile auto detailing business?

[@bobbythomas6520]

So I’m in sales, I do alright, but definitely not where I could be/should be doing. My target audience or client, is “healthy” and “wealthy”, typically business owners of all kinds who make good money are are healthy overall. My question is how to acquire more of said client? -Door knocking -Google ads/social media ads -List acquisition -Exclusive/Cold leads Where do I do to hit more qualified people?

[@liquidsnakex]

Door number 2, wealthy people don’t but sh it from door knockers or cold calls

[@bobbythomas6520]

@@liquidsnakex that’s not true at all? Yeah you definitely don’t have sales experience. I wanted someone educated and qualified, not a moron

[@jzajzz]

I'm surprised that builders weren't the ones sending her business

[@hectorrodriguez2686]

We do not know if this is true. The analysis seems flawed. One builder can do 20 to 50 homes. One sale gets you all that business and overhead coverage. So yea, a lot of information is missing

[@FrankBishop-jx1zd]

Terrible advice for longevity eventually you cannot find more local interior designers they retire quit change career etc however if your doors are open to everyone you can scale infinitely, open new branches and go online with it

[@MirelioMarzo]

Are there even 100 interior designers in any given market worth having as your company’s “Avatar”.

[@ericschirmer580]

I hate that I’m starting to like this guys advise

[@stretch4595]

Dude like the hulk swole as hell and smart, kinda weird😂but cool

[@TheEmmaLapointeShow]

Hi Alex I need help! I don’t know where to start.

[@rainking50]

I don't understand how this is helping interior designers "the avsolute most". Can someone help me see it? Thank you. 🙏

[@rhpmike]

When you like a avatar the most, can scale your whole operation around their needs, and arrange your pricing and distribution with them in mind, you can help them more than you would when it is not optimized for them. And, in turn, they help you the most as you get to sell primarily to your ideal client profile.

[@mickeymouse9426]

🎉

[@arichansmontoya3477]

This is a very interesting concept & I'd like to know how someone can apply this in my line of work. So I do Hardscape/Landscaping, and my majority of clients come from Yelp. However, I also have recommendations, referrals, and references from other clients as well as other people in the business, contractors in other fields. I haven't done Google yet, and i need to get on social media, Facebook & IG mainly..... Anybody have any thoughts or opinions, I'm open for discussion, and I don't mind a little constructive criticism. BTW, I appreciate Yelp, but I fucking hate it. Cheapest clients, Yelp salesmen don't stop calling, trying to get me on a plan or upgrade it from what I already have. I have a free account, but I've been striving for years. Your thoughts, my friends, and unknown strangers??????? 😅

[@jasonbainbridge6196]

If you run a shop, anyone spending under a tenner tell them fuck off. Focus on your big spenders kings

[@taqimckinzie]

Is there a link to the full talk??

[@MrOpticBlade]

it’s right there the 10 millionares one just click on it

[@phredbookley183]

This isn't from the one where he's helping millionaires make more money ( though to be fair there might be more than one video that fits that description )

[@Hormozi.Community]

This clip is from the 1-Day training Alex Hormozi offers to the winners of the Skool games. They are not on KZbin. They are only available to people on Skool in the community.

[@taqimckinzie]

@@Hormozi.Community - Thank you for responding. I'm on Skool. Is it possible that I could join the group? Or do I have to be a paid student?

[@Hormozi.Community]

@@taqimckinzie This training is in "The Skool Games" group and yes, you need to start your own paid group to be in this group. And to my knowledge you need to 3 paying members to access the 1-Day training with Hormozi. On Skool, if you search for Acquisition University, we create a free group that curated all of the publicly available videos from Leila and Alex Hormozi on KZbin on Skool. Then, search for "Effective Pricing Strategies for Retention" that's the only video Alex Hormozi released from this training on KZbin.

[@BigBoii1369]

Go where the margin is

[@1987Confused]

Maybe stop marketing to builders and homeowners but who the hell would turn down profitable customers. Ya the margin is smaller but if they are building a hundred houses a year and always order the same stuff it's easy money.

[@ELtaco37]

Yee

[@Two-brothers-stacking]

This bs is so fun

[@andrewramirez909]

Good points, but bad example

[@sierra6540]

Yeah limit your customer base. Great idea. 🙄 The focus isn’t on who you sell to, it is on what you are selling.

[@aliasone9827]

Yeah i like the part where 30 interior designers magically turns into 300.

[@posturebro]

it’s called work, not magic

[@gregflood203]

Lol this is fake nobody sells tiles at an 80% profit margin.

[@dougnicholls3719]

Who

[@mohamadnurshamil4931]

AKU BERJALAN DI KOTA INI SENDIRI SETIAP MEMORI MENGAHANTUIKU SEORANG PEMBUNUH BERADA DI KOTA ANDA MAAFKAN SEGALA SALAH SILAP AKU JANGAN LUPA SESUNGGUHNYA AKU MASIH MUDA BERJUANG UNTUK TUHAN DAN NEGARA ...

[@RazorShalom]

Not everyone can do this tho!! I’m sick of hearing these how to get rich videos.

[@Feyfern]

There is nothing that "everyone" can do. If you have a business that this applies to, use this nugget. If not, scroll past and find a video or a different content creator that is making stuff that's useful to your situation.

[@shibalseki8818]

That’s dumb…. How many interior designers do you think she has in her region?

[@NTom1019]

Sure, because in peoples areas they might randomly have 300 interior designers and tell other business to fuck off.....not everywhere is new york

[@buffetline2605]

Alex seems to know every business owner. And he seems to save each and everyone of their businesses. He is a trust fund charlatan.

[@ilailad]

that help me or help them? 😅

[@alexanderbeck9426]

Hormozi stop trying be something you are not. Clever or smart

[@jeremylunning654]

This is the dumbest plan ever. Most people don't use interior designers. There aren't 300 interior designers in a specific area to even work. Don't sell to builders... Another stupid comment. They are the largest portion of sales by far. I have a tile business and this guy has no clue what he's talking about.

[@theaustintylerfamilyhour]

this is also from a man who specializes in scaling businesses and opening new locations. maybe this woman was in an area where there were 300 designers. maybe he helped her lock in to her target market which allowed her to open new stores and serve that avatar more fully

[@Two-brothers-stacking]

Don't sell to us ether.

[@dylanauker4031]

Dudes delts are way too big to be natty

[@coachmindy]

My problem is I'm a female trainer and my best clients are wealthy, overworked male business owners who don't necessarily want to spend an hour with another male personality where they feel that male-male dynamic... buuut eventually the wife has a problem with it. The wife always comes up with a lame reason why the sessions need to stop. lol

[@Bulltrapaskslap]

👀👀👀

[@syasyaishavingfun]

Try to sell couple training.

[@Cent51]

Sometimes dont listen to these cl owns.

[@martin2514]

So stop selling to everyone and limit your self to a tiny section of the market. How much did she make after reducing her "clients" from everyone to one group? This souds utterly stupid. This guy is successful. Just because you can run a gym doesn't me you can run a tile company. What happens when the other people go else where? Utter bollocks.

[@TCBabcock]

Go to the gay bar lol

[@bobbobek2098]

Wow a lot of tren recently, easy preparing to be in bodybuilding contest😂😂

[@rsb7608]

He's lying, no way a time business would make 70% margin

[@kevinroberts8441]

And she went bankrupt

[@kam816]

Guy is been full of it for a while and people believe him it’s sad 😂

[@sasham8146]

This is the dumbest piece of advice out there by a hack. Selling to home builders might not be glorious but I bet it’s her bread and butter. How are you going to replace a home builder who builds hundreds of homes that need the whole home tiled, not just a bathroom renovation or main floor. The amount of BS that comes out this guys mouth.

[@richardwadd]

Hereto principle

[@mattportnoyTLV]

Terrible advice. Just terrible. Total addressable market completely slashed from a move like this.

[@haljohnson6947]

nver listen to a guy with a bandaid on his nose and a wifebeater shirt

[@mattyspaghetti449]

Did she sell steroids too😂

[@moondog3056]

More nonsense from this guy

[@TheSkiballs]

More roids

[@Mrkk1986]

Talking 💩 again

[@weyb6957]

And then he woke up… 😂

[@divinghutch1035]

Exactly...put all your eggs in one basket...diversification will kill lol...hypebeasts stop...then this dude will go away

[@sasham8146]

This is the dumbest piece of advice out there by a hack. Selling to home builders might not be glorious but I bet it’s her bread and butter. How are you going to replace a home builder who builds hundreds of homes that need the whole home tiled, not just a bathroom renovation or main floor. The amount of BS that comes out this guys mouth.