1 00:00:00,000 --> 00:00:01,540 All right, strap in everyone. 2 00:00:01,540 --> 00:00:05,720 Today we're going deep on Alex Hormozi's $100 Million Dollar Offers. 3 00:00:05,720 --> 00:00:07,300 Oh yeah, this one's a game changer. 4 00:00:07,300 --> 00:00:09,620 We've got the book itself, 5 00:00:09,620 --> 00:00:13,780 and I even found a pretty good YouTube audiobook excerpt 6 00:00:13,780 --> 00:00:14,700 to pull from. Nice. 7 00:00:14,700 --> 00:00:16,220 So we'll be dissecting all that, 8 00:00:16,220 --> 00:00:18,120 pulling out the really juicy bits. 9 00:00:18,120 --> 00:00:18,960 Sounds good. 10 00:00:18,960 --> 00:00:19,980 Hopefully by the end of this, 11 00:00:19,980 --> 00:00:22,540 you guys will know how to craft an offer so good, 12 00:00:22,540 --> 00:00:24,180 it'd be crazy to say no. 13 00:00:24,180 --> 00:00:26,340 It's like the ultimate sales cheat code. 14 00:00:26,340 --> 00:00:27,260 Exactly. 15 00:00:27,260 --> 00:00:28,420 And the best part is, 16 00:00:28,420 --> 00:00:30,300 Hormozi doesn't just tell you what to do. 17 00:00:30,300 --> 00:00:31,140 Right. 18 00:00:31,140 --> 00:00:32,900 He explains the why behind it all. 19 00:00:32,900 --> 00:00:34,660 Yeah, he lays out his whole blueprint. 20 00:00:34,660 --> 00:00:36,820 Because this guy built $100 in business, 21 00:00:36,820 --> 00:00:40,980 so he clearly knows a thing or two about offers that convert. 22 00:00:40,980 --> 00:00:42,580 He definitely walks the walk, 23 00:00:42,580 --> 00:00:45,120 and his story is a wild ride. 24 00:00:45,120 --> 00:00:46,000 Oh, for sure. 25 00:00:46,000 --> 00:00:49,500 So picture this, Christmas Eve, 2016. 26 00:00:49,500 --> 00:00:52,220 Okay, Cozy Fireplace presents under the tree. 27 00:00:52,220 --> 00:00:53,060 Not quite. 28 00:00:53,060 --> 00:00:55,020 This guy is staring down financial ruin, 29 00:00:55,020 --> 00:00:56,860 lost his gyms, totaled his car, 30 00:00:56,860 --> 00:00:58,660 and to top it all off, his business partner 31 00:00:58,660 --> 00:01:00,380 took all the money and ran. 32 00:01:00,380 --> 00:01:01,460 Ouch, that's rough. 33 00:01:01,460 --> 00:01:02,300 Yeah. 34 00:01:02,300 --> 00:01:03,380 Talk about a holiday nightmare. 35 00:01:03,380 --> 00:01:05,500 So rock bottom Christmas Eve. 36 00:01:05,500 --> 00:01:06,340 Right. 37 00:01:06,340 --> 00:01:08,180 But this is where things get interesting. 38 00:01:08,180 --> 00:01:11,420 This total disaster forced him to innovate. 39 00:01:11,420 --> 00:01:13,180 Necessity is the mother of invention. 40 00:01:13,180 --> 00:01:14,020 Exactly. 41 00:01:14,020 --> 00:01:16,060 And that's how Jim Launch was born. 42 00:01:16,060 --> 00:01:18,160 So what started as a desperate attempt 43 00:01:18,160 --> 00:01:19,740 to climb out of a hole, 44 00:01:19,740 --> 00:01:21,460 ended up becoming his golden ticket. 45 00:01:21,460 --> 00:01:23,900 We're talking going from $100,000 46 00:01:23,900 --> 00:01:26,540 to $120 million in sales. 47 00:01:26,540 --> 00:01:27,380 Whoa. 48 00:01:27,380 --> 00:01:28,980 Okay, that's a pretty impressive turnaround. 49 00:01:28,980 --> 00:01:29,820 It is. 50 00:01:29,820 --> 00:01:31,300 So what's the lesson here? 51 00:01:31,300 --> 00:01:33,020 Even when you're down and out, 52 00:01:33,020 --> 00:01:35,760 the right offer, plus a whole lot of hustle, 53 00:01:35,760 --> 00:01:37,700 can catapult you to success. 54 00:01:37,700 --> 00:01:39,860 It's a testament to the power of resilience. 55 00:01:39,860 --> 00:01:40,700 Absolutely. 56 00:01:40,700 --> 00:01:42,600 And no matter what stage you're at in your business, 57 00:01:42,600 --> 00:01:43,660 whether you're just starting out 58 00:01:43,660 --> 00:01:45,260 or you've been at it for years, 59 00:01:45,260 --> 00:01:47,380 crafting the right offer can change everything. 60 00:01:47,380 --> 00:01:48,220 Totally. 61 00:01:48,220 --> 00:01:49,100 Speaking of game changers, 62 00:01:49,100 --> 00:01:51,020 you remember that Vegas penthouse story? 63 00:01:51,020 --> 00:01:52,960 Oh yeah, classic Hormozi. 64 00:01:52,960 --> 00:01:55,420 So we've got a young and pretty green Hormozi 65 00:01:55,420 --> 00:01:58,180 finding himself in a room full of seasoned entrepreneurs. 66 00:01:58,180 --> 00:01:59,560 Most felt a bit out of place. 67 00:01:59,560 --> 00:02:01,980 And he gets this piece of advice that sticks with him. 68 00:02:01,980 --> 00:02:03,180 Make people an offer so good, 69 00:02:03,180 --> 00:02:05,020 they feel stupid saying no? 70 00:02:05,020 --> 00:02:08,100 It completely changed his whole outlook on sales. 71 00:02:08,100 --> 00:02:09,420 Yeah, it's such a powerful concept. 72 00:02:09,420 --> 00:02:11,380 It's not about being pushy or manipulative. 73 00:02:11,380 --> 00:02:12,220 Right. 74 00:02:12,220 --> 00:02:15,060 It's about creating something so valuable 75 00:02:15,060 --> 00:02:16,900 that it practically sells itself. 76 00:02:16,900 --> 00:02:19,580 It's about making the yes a no-brainer. 77 00:02:19,580 --> 00:02:20,820 Exactly. 78 00:02:20,820 --> 00:02:24,100 And this ties in perfectly with his growth philosophy. 79 00:02:24,100 --> 00:02:25,340 Grow or die. 80 00:02:25,340 --> 00:02:26,300 Okay, I like that. 81 00:02:26,300 --> 00:02:27,260 So explain. 82 00:02:27,260 --> 00:02:29,460 Businesses are constantly in motion. 83 00:02:29,460 --> 00:02:31,540 You're either expanding or shrinking. 84 00:02:31,540 --> 00:02:32,620 There's no in-between. 85 00:02:32,620 --> 00:02:34,100 So no coasting allowed? 86 00:02:34,100 --> 00:02:34,920 Nope. 87 00:02:34,920 --> 00:02:36,420 If you're not growing, you're dying. 88 00:02:36,420 --> 00:02:37,420 It's that simple. 89 00:02:37,420 --> 00:02:38,260 Makes sense. 90 00:02:38,260 --> 00:02:41,380 So how do we make sure we're on that growth path? 91 00:02:41,380 --> 00:02:42,940 Give us the magic formula. 92 00:02:42,940 --> 00:02:45,400 Hormozi breaks it down like this. 93 00:02:45,400 --> 00:02:47,540 You need more customers. 94 00:02:47,540 --> 00:02:48,380 Makes sense. 95 00:02:48,380 --> 00:02:49,940 You need those customers to spend more. 96 00:02:49,940 --> 00:02:51,700 Okay, so higher purchase value. 97 00:02:51,700 --> 00:02:52,520 Got it. 98 00:02:52,520 --> 00:02:53,620 And you want them buying more often. 99 00:02:53,620 --> 00:02:54,460 More frequently. 100 00:02:54,460 --> 00:02:56,020 Boom, there's your growth formula. 101 00:02:56,020 --> 00:02:58,780 So simple, yet so powerful. 102 00:02:58,780 --> 00:03:01,060 It's about maximizing every aspect 103 00:03:01,060 --> 00:03:02,580 of your customer interactions. 104 00:03:02,580 --> 00:03:05,260 Now what about that commoditization trap he talks about? 105 00:03:05,260 --> 00:03:06,500 What is that exactly? 106 00:03:06,500 --> 00:03:10,300 It's when businesses get stuck competing solely on price. 107 00:03:10,300 --> 00:03:12,260 Ah, the race to the bottom. 108 00:03:12,260 --> 00:03:13,180 Exactly. 109 00:03:13,180 --> 00:03:15,660 Imagine you're a lead generation agency 110 00:03:15,660 --> 00:03:17,140 and every other agency is offering 111 00:03:17,140 --> 00:03:18,300 pretty much the same services. 112 00:03:18,300 --> 00:03:19,940 Yeah, that's a tough spot to be in. 113 00:03:19,940 --> 00:03:22,060 You're basically forced to lower your prices 114 00:03:22,060 --> 00:03:23,100 to stay competitive, 115 00:03:23,100 --> 00:03:25,180 and your profit margins shrink to nothing. 116 00:03:25,180 --> 00:03:26,860 Recipe for burnout, for sure. 117 00:03:26,860 --> 00:03:29,420 So Hormozi's solution is to break free 118 00:03:29,420 --> 00:03:31,140 from that commodity mindset 119 00:03:31,140 --> 00:03:33,580 and create what he calls a grand slam offer. 120 00:03:33,580 --> 00:03:34,700 Okay, I'm intrigued. 121 00:03:34,700 --> 00:03:36,740 It's about providing so much value 122 00:03:36,740 --> 00:03:38,940 and standing out from the competition 123 00:03:38,940 --> 00:03:40,980 that price becomes almost irrelevant. 124 00:03:40,980 --> 00:03:43,980 So how do we do that with our lead generation example? 125 00:03:43,980 --> 00:03:47,300 Okay, so instead of charging a low monthly retainer, 126 00:03:47,300 --> 00:03:50,560 he suggests switching to a pay for performance model. 127 00:03:50,560 --> 00:03:52,140 Okay, I like where this is going. 128 00:03:52,140 --> 00:03:54,300 You charge a higher price upfront, 129 00:03:54,300 --> 00:03:56,940 but you only get paid when you deliver results. 130 00:03:56,940 --> 00:03:59,100 So you're aligning your incentives with your clients. 131 00:03:59,100 --> 00:04:00,260 Exactly. 132 00:04:00,260 --> 00:04:02,820 And the impact on revenue can be huge. 133 00:04:02,820 --> 00:04:03,660 Think about it. 134 00:04:03,660 --> 00:04:06,140 You might get 2.5 times more responses, 135 00:04:06,140 --> 00:04:08,660 a 2.5 times higher closing rate, 136 00:04:08,660 --> 00:04:10,660 and charge four times the price upfront. 137 00:04:10,660 --> 00:04:11,700 Hold on, let me do the math. 138 00:04:11,700 --> 00:04:14,580 That's like a 22.4X increase in revenue. 139 00:04:14,580 --> 00:04:15,520 My mind is blown. 140 00:04:15,520 --> 00:04:18,380 See, that's the power of a grand slam offer. 141 00:04:18,380 --> 00:04:19,980 You're not just working harder, 142 00:04:19,980 --> 00:04:21,620 you're working smarter. 143 00:04:21,620 --> 00:04:25,380 Now, are you ready for one of Hormozi's signature analogies? 144 00:04:25,380 --> 00:04:26,220 Hit me with it. 145 00:04:26,220 --> 00:04:29,860 Okay, so picture a mediocre hot dog stand. 146 00:04:29,860 --> 00:04:31,660 I'm picturing it. 147 00:04:31,660 --> 00:04:33,020 Maybe the prices are a bit high, 148 00:04:33,020 --> 00:04:34,780 the hot dogs aren't anything special, 149 00:04:34,780 --> 00:04:37,240 but they're the only game in town 150 00:04:37,240 --> 00:04:39,420 when a massive football game lets out. 151 00:04:39,420 --> 00:04:40,980 So they've got a captive audience. 152 00:04:40,980 --> 00:04:43,140 They're gonna sell out no matter what. 153 00:04:43,140 --> 00:04:44,500 Supply and demand and action. 154 00:04:44,500 --> 00:04:46,940 It's all about finding that starving crowd 155 00:04:46,940 --> 00:04:49,460 a market that desperately wants what you're offering. 156 00:04:49,460 --> 00:04:51,100 So it's about choosing the right market. 157 00:04:51,100 --> 00:04:51,940 Got it. 158 00:04:51,940 --> 00:04:52,760 Exactly. 159 00:04:52,760 --> 00:04:54,980 But what happens when that market dries up? 160 00:04:54,980 --> 00:04:57,100 Hormozi talks about his friend Lloyd, 161 00:04:57,100 --> 00:04:59,100 a newspaper software entrepreneur. 162 00:04:59,100 --> 00:05:00,900 Oh yeah, tough market to be in these days. 163 00:05:00,900 --> 00:05:02,020 Exactly. 164 00:05:02,020 --> 00:05:04,220 Lloyd had a great product and knew how to sell, 165 00:05:04,220 --> 00:05:06,380 but his target audience was shrinking. 166 00:05:06,380 --> 00:05:08,420 It's like trying to sell ice to Eskimos. 167 00:05:08,420 --> 00:05:09,960 No matter how good your offer is, 168 00:05:09,960 --> 00:05:11,480 if the market isn't there, 169 00:05:11,480 --> 00:05:12,780 you're fighting an uphill battle. 170 00:05:12,780 --> 00:05:14,900 Right, but then COVID hit 171 00:05:14,900 --> 00:05:18,380 and Lloyd pivoted to automated mask manufacturing. 172 00:05:18,380 --> 00:05:19,780 Oh wow, that's smart. 173 00:05:19,780 --> 00:05:22,220 Within five months, he was making millions. 174 00:05:22,220 --> 00:05:24,420 Same entrepreneur, different market, 175 00:05:24,420 --> 00:05:25,540 completely different outcome. 176 00:05:25,540 --> 00:05:27,760 It's a perfect example of how the right market 177 00:05:27,760 --> 00:05:29,180 can make all the difference. 178 00:05:29,180 --> 00:05:32,260 So what should we be looking for in a market? 179 00:05:32,260 --> 00:05:34,780 What makes a starving crowd? 180 00:05:34,780 --> 00:05:37,220 Hormozi has four key indicators. 181 00:05:37,220 --> 00:05:39,840 First, massive pain. 182 00:05:39,840 --> 00:05:42,200 Your target audience needs to have a problem 183 00:05:42,200 --> 00:05:44,220 they desperately wanna solve. 184 00:05:44,220 --> 00:05:47,060 Okay, so they're in pain, they're looking for relief. 185 00:05:47,060 --> 00:05:48,800 Second, purchasing power. 186 00:05:48,800 --> 00:05:51,140 They need to be able to afford your solution. 187 00:05:51,140 --> 00:05:52,740 Right, no point in targeting people 188 00:05:52,740 --> 00:05:54,700 who can't afford what you're selling. 189 00:05:54,700 --> 00:05:56,620 Third, targetability. 190 00:05:56,620 --> 00:05:59,300 You need to be able to reach them with your message. 191 00:05:59,300 --> 00:06:00,620 So they need to be accessible. 192 00:06:00,620 --> 00:06:04,580 And finally, the market needs to be growing, not shrinking. 193 00:06:04,580 --> 00:06:05,660 Makes sense. 194 00:06:05,660 --> 00:06:08,540 You wanna be riding a wave, not fighting against the tide. 195 00:06:08,540 --> 00:06:09,620 Exactly. 196 00:06:09,620 --> 00:06:12,460 Remember, market strength trumps offer strength 197 00:06:12,460 --> 00:06:15,300 and offer strength trumps persuasion skills. 198 00:06:15,300 --> 00:06:17,900 It all goes back to that late night hot dog stand. 199 00:06:17,900 --> 00:06:20,980 Even with mediocre hot dogs and inflated prices, 200 00:06:20,980 --> 00:06:22,620 they'll win if they're the only option 201 00:06:22,620 --> 00:06:23,860 when everyone's starving. 202 00:06:23,860 --> 00:06:27,020 Now, are you ready for another Hormozi-ism? 203 00:06:27,020 --> 00:06:29,940 He says, riches are in the niches. 204 00:06:29,940 --> 00:06:30,780 I love that. 205 00:06:30,780 --> 00:06:31,980 So what's he saying here? 206 00:06:31,980 --> 00:06:34,600 He's a huge believer in niching down 207 00:06:34,600 --> 00:06:36,860 and becoming an expert in a specific area. 208 00:06:36,860 --> 00:06:39,300 So specialize, don't generalize. 209 00:06:39,300 --> 00:06:41,620 He even uses the term niche slap 210 00:06:41,620 --> 00:06:44,460 to emphasize how important it is to stay focused. 211 00:06:44,460 --> 00:06:47,380 Okay, I'll try to avoid getting niche slapped. 212 00:06:47,380 --> 00:06:50,460 So how does niching down translate into more money? 213 00:06:50,460 --> 00:06:51,900 Think about it this way. 214 00:06:51,900 --> 00:06:54,740 Imagine you're offering a generic time management course 215 00:06:54,740 --> 00:06:56,180 for, say, $19. 216 00:06:56,180 --> 00:06:57,660 Okay, pretty standard pricing. 217 00:06:57,660 --> 00:07:00,740 Now niche it down to time management for sales professionals 218 00:07:00,740 --> 00:07:02,980 and you can probably charge $99. 219 00:07:02,980 --> 00:07:04,780 Okay, so we've tripled the price 220 00:07:04,780 --> 00:07:06,060 just by getting more specific. 221 00:07:06,060 --> 00:07:07,060 Exactly. 222 00:07:07,060 --> 00:07:09,620 Now, get even more specific, something like 223 00:07:09,620 --> 00:07:12,220 time management for outbound B2B power tools 224 00:07:12,220 --> 00:07:13,580 and gardening sales reps. 225 00:07:13,580 --> 00:07:15,260 Whoa, that's super niche. 226 00:07:15,260 --> 00:07:16,100 And guess what? 227 00:07:16,100 --> 00:07:18,820 Now you can charge $1,997. 228 00:07:18,820 --> 00:07:19,660 That's amazing. 229 00:07:19,660 --> 00:07:21,980 So the more specialized you get, the more you can charge. 230 00:07:21,980 --> 00:07:24,140 It all comes down to the perceived value. 231 00:07:24,140 --> 00:07:26,220 You're no longer selling a general course. 232 00:07:26,220 --> 00:07:28,300 You're offering a tailored solution 233 00:07:28,300 --> 00:07:30,860 to a very specific high value problem. 234 00:07:30,860 --> 00:07:32,940 It's like going from a general practitioner 235 00:07:32,940 --> 00:07:34,780 to a world renowned specialist. 236 00:07:34,780 --> 00:07:38,180 Exactly, and Hormozi has a great story about his dad 237 00:07:38,180 --> 00:07:41,860 questioning the worthiness of his early services. 238 00:07:41,860 --> 00:07:43,980 I think a lot of us can relate to that. 239 00:07:43,980 --> 00:07:46,300 We struggle to charge what we're truly worth. 240 00:07:46,300 --> 00:07:48,580 And this ties back to that price value discrepancy 241 00:07:48,580 --> 00:07:50,020 we were talking about. 242 00:07:50,020 --> 00:07:54,060 People buy when they believe the value outweighs the price. 243 00:07:54,060 --> 00:07:57,220 If that balance tips, the sale is lost. 244 00:07:57,220 --> 00:07:59,500 It's not just about the actual value, 245 00:07:59,500 --> 00:08:01,380 it's about the perceived value. 246 00:08:01,380 --> 00:08:03,740 It's how the customer feels about what you're offering. 247 00:08:03,740 --> 00:08:06,140 And this is where big companies really excel. 248 00:08:06,140 --> 00:08:09,300 Think about overpriced bottled water or designer handbags. 249 00:08:09,300 --> 00:08:11,580 Yeah, the actual production cost is tiny, 250 00:08:11,580 --> 00:08:13,700 but people are willing to pay a premium 251 00:08:13,700 --> 00:08:17,340 for the brand, the image, the perceived status. 252 00:08:17,340 --> 00:08:20,260 They've mastered the art of creating that perceived value. 253 00:08:20,260 --> 00:08:22,660 Exactly, and it's something we can all learn from. 254 00:08:22,660 --> 00:08:24,940 Now, what about that downward spiral 255 00:08:24,940 --> 00:08:27,060 of constantly lowering prices? 256 00:08:27,060 --> 00:08:29,700 Ah, it's a trap so many businesses fall into. 257 00:08:29,700 --> 00:08:31,460 It seems like the easy way out, right? 258 00:08:31,460 --> 00:08:33,740 Yeah, but it can really hurt your business in the long run. 259 00:08:33,740 --> 00:08:35,860 You end up attracting the wrong clients, 260 00:08:35,860 --> 00:08:37,380 shrinking your margins, 261 00:08:37,380 --> 00:08:39,900 and having less to reinvest in your business. 262 00:08:39,900 --> 00:08:42,220 It's a race to the bottom that nobody wins. 263 00:08:42,220 --> 00:08:44,020 So what's the alternative? 264 00:08:44,020 --> 00:08:47,540 Hormosi's concept of the virtuous cycle of price. 265 00:08:47,540 --> 00:08:49,020 Okay, I'm listening. 266 00:08:49,020 --> 00:08:50,420 It's counterintuitive. Yeah. 267 00:08:50,420 --> 00:08:52,460 But he advocates for raising prices, 268 00:08:52,460 --> 00:08:53,780 strategically, of course. 269 00:08:53,780 --> 00:08:56,780 Wait, so instead of lowering prices, we should raise them. 270 00:08:56,780 --> 00:08:58,060 When done right, 271 00:08:58,060 --> 00:09:00,460 it can actually elevate your entire business. 272 00:09:00,460 --> 00:09:02,580 Okay, I'm starting to see the logic here. 273 00:09:02,580 --> 00:09:03,860 Think about it. 274 00:09:03,860 --> 00:09:07,180 Raising prices allows you to attract higher quality clients. 275 00:09:07,180 --> 00:09:08,580 Because they can afford it. 276 00:09:08,580 --> 00:09:09,980 Exactly. 277 00:09:09,980 --> 00:09:11,380 And when you're charging more, 278 00:09:11,380 --> 00:09:13,780 your clients are making a bigger emotional investment. 279 00:09:13,780 --> 00:09:15,580 They're more committed to the outcome. 280 00:09:15,580 --> 00:09:18,620 Plus, you have more resources to deliver exceptional results. 281 00:09:18,620 --> 00:09:21,420 It's a win-win-win. Exactly. 282 00:09:21,420 --> 00:09:24,060 Hormosi shares his experience with Jim Launch, 283 00:09:24,060 --> 00:09:27,060 where he charged 32 times more than his competitors. 284 00:09:27,060 --> 00:09:29,660 32 times? That's bold. 285 00:09:29,660 --> 00:09:31,020 But it worked. 286 00:09:31,020 --> 00:09:33,140 It allowed him to invest in better systems, 287 00:09:33,140 --> 00:09:34,460 higher top talent, 288 00:09:34,460 --> 00:09:37,420 and ultimately provide more value to his clients. 289 00:09:37,420 --> 00:09:38,940 So it's not about gouging people. 290 00:09:38,940 --> 00:09:40,740 It's about investing in your business 291 00:09:40,740 --> 00:09:42,700 and delivering the best possible results. 292 00:09:42,700 --> 00:09:43,900 Exactly. 293 00:09:43,900 --> 00:09:46,500 Now, how do we determine the right price? 294 00:09:46,500 --> 00:09:47,780 How do we make sure we're charging 295 00:09:47,780 --> 00:09:49,900 what our services are truly worth? 296 00:09:49,900 --> 00:09:52,860 That's where Hormosi's value equation comes in. 297 00:09:52,860 --> 00:09:55,940 It's a framework for understanding the different elements 298 00:09:55,940 --> 00:09:57,940 that contribute to perceived value. 299 00:09:57,940 --> 00:10:00,940 It's like a recipe for crafting those irresistible offers. 300 00:10:00,940 --> 00:10:04,060 The first ingredient, the dream outcome. 301 00:10:04,060 --> 00:10:06,540 It's the ultimate goal your customer desires. 302 00:10:06,540 --> 00:10:07,940 It's what they truly crave. 303 00:10:07,940 --> 00:10:09,420 It's the after photo, 304 00:10:09,420 --> 00:10:11,140 the success story they dream of. 305 00:10:11,140 --> 00:10:12,460 Exactly. 306 00:10:12,460 --> 00:10:15,460 Next, we have the perceived likelihood of achievement. 307 00:10:15,460 --> 00:10:17,180 Can they actually get there with your help? 308 00:10:17,180 --> 00:10:19,420 This is where testimonials, case studies, 309 00:10:19,420 --> 00:10:21,180 and your expertise come into play. 310 00:10:21,180 --> 00:10:22,940 You need to prove that it's possible. 311 00:10:22,940 --> 00:10:24,620 Then we have time delay. 312 00:10:24,620 --> 00:10:26,260 How long does it take to see results? 313 00:10:26,260 --> 00:10:29,180 The shorter the delay, the higher the perceived value. 314 00:10:29,180 --> 00:10:31,500 People are impatient. They want results fast. 315 00:10:31,500 --> 00:10:33,900 Finally, we have effort and sacrifice. 316 00:10:33,900 --> 00:10:36,460 These are the tangible and intangible costs 317 00:10:36,460 --> 00:10:38,100 associated with the solution. 318 00:10:38,100 --> 00:10:42,140 Think money, time, energy, and even discomfort, 319 00:10:42,140 --> 00:10:43,580 or giving up old habits. 320 00:10:43,580 --> 00:10:45,540 Hormosi's is a great example. 321 00:10:45,540 --> 00:10:48,260 Meditation versus Xanax. 322 00:10:48,260 --> 00:10:49,620 Both offer stress reduction. 323 00:10:49,620 --> 00:10:51,540 But Xanax is faster and easier, 324 00:10:51,540 --> 00:10:53,340 so it's perceived as more valuable. 325 00:10:53,340 --> 00:10:54,700 Exactly. 326 00:10:54,700 --> 00:10:57,340 Now, are you ready to get those creative juices flowing? 327 00:10:57,340 --> 00:10:58,180 Always. 328 00:10:58,180 --> 00:10:59,820 I want you to grab a pen and paper, 329 00:10:59,820 --> 00:11:01,460 set a timer for two minutes, 330 00:11:01,460 --> 00:11:04,140 and brainstorm as many uses for a brick as you can. 331 00:11:04,140 --> 00:11:05,340 Okay, this sounds fun. 332 00:11:05,340 --> 00:11:07,380 No judgment, just let those ideas flow. 333 00:11:07,380 --> 00:11:08,220 Ready? 334 00:11:08,220 --> 00:11:09,060 Go. 335 00:11:09,060 --> 00:11:09,900 Time's up. 336 00:11:09,900 --> 00:11:12,020 Bet you came up with some pretty creative uses, right? 337 00:11:12,020 --> 00:11:12,980 Hopefully. 338 00:11:12,980 --> 00:11:16,100 This is a great exercise to shift from convergent thinking. 339 00:11:16,100 --> 00:11:17,820 Finding the one right answer. 340 00:11:17,820 --> 00:11:19,060 To divergent thinking. 341 00:11:19,060 --> 00:11:20,980 Exploring multiple possibilities. 342 00:11:20,980 --> 00:11:22,740 It helps unlock your creativity, 343 00:11:22,740 --> 00:11:25,580 which is essential for crafting unique and valuable offers. 344 00:11:25,580 --> 00:11:26,420 Love it. 345 00:11:26,420 --> 00:11:28,140 Now, let's get down to the nitty gritty. 346 00:11:28,140 --> 00:11:31,540 What are the five steps to crafting a Grand Slam offer? 347 00:11:31,540 --> 00:11:34,980 All right, step one, identify the dream outcome. 348 00:11:34,980 --> 00:11:38,180 Figure out what your target audience truly desires. 349 00:11:38,180 --> 00:11:41,220 Their deepest aspirations, their ultimate goals. 350 00:11:41,220 --> 00:11:44,420 Step two, list the problems preventing them 351 00:11:44,420 --> 00:11:46,540 from reaching that dream outcome. 352 00:11:46,540 --> 00:11:48,980 What obstacles are standing in their way? 353 00:11:48,980 --> 00:11:50,740 What challenges are they facing? 354 00:11:50,740 --> 00:11:52,540 Okay, so step three, 355 00:11:52,540 --> 00:11:55,460 determine the solutions for each problem. 356 00:11:55,460 --> 00:11:58,700 Figure out how you can help them overcome those obstacles 357 00:11:58,700 --> 00:12:00,740 and pave the path to success. 358 00:12:00,740 --> 00:12:05,420 Now step four, create delivery vehicles for your solutions. 359 00:12:05,420 --> 00:12:08,380 How will you package and deliver your expertise? 360 00:12:08,380 --> 00:12:11,620 Coaching programs, online courses, membership sites, 361 00:12:11,620 --> 00:12:14,580 done-for-you services, the possibilities are endless. 362 00:12:14,580 --> 00:12:17,220 It's about finding the best way to present your solutions 363 00:12:17,220 --> 00:12:19,380 and make them accessible to your target audience. 364 00:12:19,380 --> 00:12:21,140 And finally, step five, 365 00:12:21,140 --> 00:12:23,820 bundle those solutions into a high value, 366 00:12:23,820 --> 00:12:25,380 irresistible package. 367 00:12:25,380 --> 00:12:27,700 Think of it like creating the ultimate gift basket 368 00:12:27,700 --> 00:12:29,220 for your ideal client. 369 00:12:29,220 --> 00:12:31,220 You're addressing all their perceived problems 370 00:12:31,220 --> 00:12:32,620 and exceeding their expectations 371 00:12:32,620 --> 00:12:34,060 with the sheer value you offer. 372 00:12:34,060 --> 00:12:36,180 Exactly, Hormozi uses a great example 373 00:12:36,180 --> 00:12:37,940 of the buying healthy food problem. 374 00:12:37,940 --> 00:12:39,300 Oh yeah, I remember that one. 375 00:12:39,300 --> 00:12:41,220 He walks through identifying obstacles, 376 00:12:41,220 --> 00:12:43,660 brainstorming solutions, and packaging it all 377 00:12:43,660 --> 00:12:45,500 into a comprehensive offer. 378 00:12:45,500 --> 00:12:50,140 And he emphasizes the need to solve every perceived problem, 379 00:12:50,140 --> 00:12:51,260 even the small ones. 380 00:12:51,260 --> 00:12:53,460 He tells that story about his weight loss programs 381 00:12:53,460 --> 00:12:55,660 where he insisted that clients prepare 382 00:12:55,660 --> 00:12:57,020 all their meals at home. 383 00:12:57,020 --> 00:12:58,700 Right, and he was losing sales 384 00:12:58,700 --> 00:13:00,500 because people loved eating out. 385 00:13:00,500 --> 00:13:01,700 So what did he do? 386 00:13:01,700 --> 00:13:04,180 He started offering an eating out guide 387 00:13:04,180 --> 00:13:06,020 for those who objected to that rule. 388 00:13:06,020 --> 00:13:07,620 Such a simple solution. 389 00:13:07,620 --> 00:13:09,220 And sales skyrocketed. 390 00:13:09,220 --> 00:13:12,300 It just goes to show that those seemingly small details 391 00:13:12,300 --> 00:13:13,740 can make all the difference. 392 00:13:13,740 --> 00:13:15,740 Absolutely, it's all about understanding 393 00:13:15,740 --> 00:13:18,820 your target audience and addressing their concerns. 394 00:13:18,820 --> 00:13:21,060 So we've covered a lot of ground today, 395 00:13:21,060 --> 00:13:22,980 but the journey doesn't end here. 396 00:13:22,980 --> 00:13:25,460 Stay tuned for the next part of our deep dive, 397 00:13:25,460 --> 00:13:27,460 where we'll explore even more strategies 398 00:13:27,460 --> 00:13:28,860 for enhancing your offers 399 00:13:28,860 --> 00:13:31,060 and making them truly irresistible. 400 00:13:31,060 --> 00:13:57,660 We'll be right back after a short break.