Speaker A
This is Tina, and she's competing for a chance to win $100,000 and this golden ticket, which gives her access to an entire year of guidance from me and the team behind my $250 million per year portfolio. She'll have
Alex Hormozi coaches Tina Sue on scaling her autism support business, focusing on sales, offer structure, and marketing strategies.
Key Takeaways
- Effective sales and marketing are essential to scaling a business, even one driven by passion.
- Structured offers and clear, concise sales presentations increase conversion rates.
- Knowing your business metrics enables better decision-making and growth.
- Helping more people often requires overcoming limiting beliefs about money and selling.
- Scaling requires delegation and letting go of handling every aspect personally.
What the video covers
- Tina Sue competes for $100,000 and a year of guidance from Alex Hormozi's team.
- Tina runs a $770K/year business helping children with autism, ADHD, and speech delay.
- Her core product is a $2,500/year group program called Hi Mama with a 3-month intensive and 9 months of aftercare.
- Tina struggles with time management, handling marketing, sales, and delivery herself.
- Her motivation is to help families based on her son's recovery from autism and ADHD through holistic methods.
- Alex challenges Tina's limiting beliefs about sales and pricing, encouraging structured offers and better conversion processes.
- They discuss replacing long sales calls with concise, well-structured webinars to increase value and conversions.
- Alex emphasizes the importance of knowing business numbers and implementing upsells to help more families.
- The coaching approach focuses on fixing the offer, then conversion, then traffic to scale the business.
- Tina commits to execution and scaling with Alex’s guidance, moving on to the next round of the competition.
Chapters
- 00:00Introduction and Tina's Business Overview
- 01:46Tina's Mission and Personal Story
- 03:26Challenges and Current Business Model
- 05:14Beliefs About Sales and Pricing
- 06:38Improving Sales Process and Offer Structure
- 09:36Webinar Resistance and Sales Psychology
- 11:36Conversion Strategies and Customer Journey
- 19:03Scaling Execution and Next Steps
Full Transcript — Download SRT & Markdown
Speaker A
the next hour with me, where she'll explain her business, and at the end, I'll decide if she'll scale or fail. If she's chosen to scale, she'll move on to the finale for a chance to win the grand prize.
Speaker A
My name is Alex Hormozi, and this is Scale or Fail. [music] My name is Tina Sue, and I help parents of children with autism, ADHD, and speech [music] delay. The reason why I'm here to get help is because I know that
Speaker A
this mission is so [music] much bigger than me. It is my vision that in my lifetime, through this work, getting it out to as many families [music] as possible and having so many examples of children that are healing, so we can
Speaker A
change the mainstream views on how autism [music] is treated. Hi. Hi. How's it going?
Speaker A
Good. Amazing. Excited? Yeah. Ready to rock? Yes. All right. Yeah. Tell me about the business.
Speaker A
My name is Tina, Tina Sue, and in the last 12 months I did $770,000, and $555,000 is profit.
Speaker A
Amazing. 72% profit margin. And you helped a bunch of families. Yep. Okay. So, what do you sell? How do you make the dollars work?
Speaker A
Yeah, so my core product is called Hi Mama. Okay. And it's a group program that helps children [music] who have speech delay.
Speaker A
So, for example, non-verbal kids to speak their first words. Okay. While also at the same time healing, reducing of autism symptoms as well.
Speaker A
Okay. Got it. And the offer you sell is 2,500 bucks a year? Uh, the offer, so the Hi Mama program is 2,500.
Speaker A
Uh-huh. And it's for the year with a 3-month intensive in the beginning, 9 months of aftercare.
Speaker A
Okay. So, once a person is in the program, then I sell them on to the all-access pass, which gets them every cohort of Hi Mama, the 3-month intensive.
Speaker A
Cool. So, they can stay in the energy and they can continue Cool. to move on to the next level of their children's healing.
Speaker A
What do you think is stopping you right now? Me? [laughter] Okay. So, I am doing everything.
Speaker A
Mhm. Um, I just like I can't let go of You're so busy. so so I have like every single Instagram conversation. This is how I currently I don't do sales calls. Uh, and I'm in every piece of marketing. I'm in the
Speaker A
delivery. Yeah. My team handles customer service, but I'm often in that as well. So, just I have my hands in everything and at the end of the day I just don't have time for anything. [music] So, low-hanging fruits just doesn't get done.
Speaker A
Yeah. Yeah. Understood. Okay. Why does solving this matter? Why is growing this business important versus just staying where you are and making 500 grand a year?
Speaker A
Yeah. Yeah. Um, I mean, it's it's it's not about the money. Um, before starting this business, I had another business and I still have that business and [music] I had developed that other business, you know, from nothing like when my son
Speaker A
was a baby between the hours of 8:00 p.m. and 2:00 a.m. Savage. I grew that all the way to $20 million.
Speaker A
Amazing. And I had that business when this happened with my son. And so um so my son used to have autism, ADHD, and epilepsy. And [music] we had done everything conventional medicine told us to do.
Speaker A
Mhm. All the conventional therapies and medication. Mhm. And [music] my son got worse and at he was when he was nine.
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Yeah. The last [music] of his ADHD Mhm. I'm going to cry. Okay. When he was nine, the last of his ADHD medication stopped working. He had been on seven at that time.
Speaker A
And they were ready to move him on to antipsychotics. Yeah. And he stopped [music] sleeping and it was just hell.
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Yeah. Yeah. Um, and so, you wanted to fix it? And then somebody like just recommended it's like, "Hey, look into holistic change what you're eating and the environment," and so I went on this like holistic journey to helping him.
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And in two years It's okay. Um [music] in two years all of his symptoms of autism, ADHD, and epilepsy went into [music] remission.
Speaker A
Awesome. It's amazing. Yeah, and then when he got better I was like I have to do this.
Speaker A
Yeah. Well, congratulations. You did it. Now you're helping people out. You're making money doing it.
Speaker A
Yeah, so I had to like I just paused from my other business and like just went all in and just I just go in with the attitude [music] of I'm on year four. I just go in with like I didn't
Speaker A
even look at the numbers. I'm like I don't even care. [music] I'm willing to work for free cuz that's how I started my first business is literally, you know, [sighs] So, we're going to You can big exhale.
Speaker A
You're good. There you go. You're good. [laughter] not what I planned on saying. You're fine. Don't worry about it.
Speaker A
You're good. I'll probably challenge you on a couple things around like the numbers and making money because I'm sensing that that will limit the amount of people that you can help because on some level and you can correct me if I'm
Speaker A
wrong, it feels like you may have equated like maybe charging more, having upsells, or even having a more standardized sales process with bad. And I I don't think that that's going to be the case and I think the more we can
Speaker A
structure some of these things and know all of the numbers of the business, the more families you're ultimately going to help.
Speaker A
Yeah. Yeah. Okay, I'll ask this question but I'm pretty sure I know the answer.
Speaker A
Okay. Do you think the business model as it currently stands will scale? How it is today probably not to the scale I would want.
Speaker A
Okay. But but it can scale to my goal. Okay, so you're open to changing some things.
Speaker A
I'm open. Yes. Cool. Let's do it. Let's rock. Wow, Tina seems to be extremely genuine.
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Her The of business is needed. [music] I wanted to make it clear that I'm not in it just for the money.
Speaker A
Being a mom myself, I definitely related to that goal for her and how she's helping so many other families.
Speaker A
I think we have a a similar goal of helping people and so I I really like that. I have no doubt that what she's doing is is going to scale incredibly well because of the market that she's in.
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So, [music] we're going to fix this in standard fashion and by standard fashion, I like doing things back to front.
Speaker A
So, we'll fix offer and then we'll fix the conversion process and you're like, how's this back to front? Well, this is the thing you deliver right?
Speaker A
Mhm. Um, and then we'll go to traffic. Okay? This is kind of our our three-step approach. Okay, so right now, you currently don't have like a formal pitch or webinar that you go through. You do like a three to four hour like Monday
Speaker A
thing. Yeah, and it's only just because I have resistance to creating webinars. Yeah, why?
Speaker A
Um [sighs and gasps] I just I don't want this to be sorry for saying this, but like bro marketing. Like I don't I don't want people to feel sold to.
Speaker A
Mhm. Um so People only feel sold to if it's bad. Oh. A good selling
Speaker A
Yeah. Feels good. I tried working on a webinar for like a few weeks and I just like couldn't get about how many things you've bought over the last month.
Speaker A
How many did you feel sold to? That's true. Probably not many. Yeah. And every one of those purchases, somebody for sure thought about how to get you to buy.
Speaker A
Yeah. It's just they did a good job. Yeah. All right, so just from a belief breaking perspective, I agree with you, should not sell poorly.
Speaker A
Yeah. So, you should sell well. Yeah. Yeah? Okay. So, fundamentally, what's happening is you're probably doing over three to four hours covering the points that could be covered in 45 minutes and you just don't want to be as
Speaker A
structured about it. And if you're just structured about it, your value per second will go up for the for the the parent.
Speaker A
Yeah. And if your stated goal is that you want to help more parents, having the expectation that they're going to wait two, three hours before hearing about how you can help them um is doing a disservice cuz you're losing
Speaker A
half of them anyways. So, like I think that does them a disservice Yeah. because of whatever belief that you h
Speaker A
Yeah. Right? Yeah. So, I think from a this is me actually getting into conversion, but I'll put this here, which is structured webinar.
Speaker A
And I think one of the things that holds a lot of people back with webinars is they think that like webinars have this very specific Yeah.
Speaker A
language pattern. It's No, it's just it's really clear communication. It's Let me tell my quick story so that I have some reason why you should listen to me. There's going to be a big promise right before that. That's what you start
Speaker A
with, which is like why the hell are you here? What it like why is it worth staying on?
Speaker A
Right? Who am I? And then you say, this is the main thing that we're going to talk about, which is then the the call it your your core you showing what you shared here was your kind of core
Speaker A
transformation that you went through. This is the old way, new way. It's a very classic pitch.
Speaker A
Um I used to do this, this didn't work, and then I discovered a friend of mine, guru comes in, shares the secret knowledge, which was that holistic was the way. I implemented the stuff, and then I got this great outcome both
Speaker A
internally and externally. It was amazing. But it didn't just work for me, it worked for X, Y, and Z as well, because then we're going to hit the different avatars that come up. And so, the big three biggest concerns that
Speaker A
people have about this is problem number one, problem number two, problem number three. And then you just systematically break down each of the three problems. And with each one of them, you're going to follow a what they think.
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They think this, right? And then you're going to say why wrong? [snorts] Why that's not true? Like I used to believe this, it's not true.
Speaker A
What's right? And then proof. And proof can be anything. Proof can be stats, it can be stories, um anything that just proves the point and ideally as many forms of proof as you can.
Speaker A
Okay. Okay? So, if we can just take our 4-hour marathon and turn it into a 45-minute more structured presentation with slides that has visuals to support because some of them are listening within the background, all these other things. If
Speaker A
you can have it more visually stimulating, you'll get a higher conversion rate. Cuz right now I think you actually have an avatar that's in a ton of pain and wants to buy cuz you're converting like 9% right now, which I
Speaker A
think you could probably convert double that because you're also selling to a warm audience. And if you want to scale it, which you're saying you do, you have to sell to a cold audience. And so the ads that you're running right now
Speaker A
are pretty much just targeting your existing people since most people are coming in already know who you are. So we can't sell to people who already know who you are. You have to sell like they don't know.
Speaker A
And then you will sell people who don't know you. But if you sell only like you're selling to people who do know you, then no one who doesn't know you will buy.
Speaker A
Got it. So it makes sense? You got to sell like it's cold to warm and it converts everything. If you sell like it's warm to everyone, you'll only convert warm.
Speaker A
Got it. Got it. Okay. From an offer perspective, [sighs] do you know what your upsell uh percentage is from the back end of the front end?
Speaker A
10. So 10% of people are taking the second offer? Yeah. Mhm. Any reason you don't just do 6-month and have it recurring?
Speaker A
That's a good I I've thought about that. and three. Like three months of intensive, three months of aftercare.
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aftercare whatever. And so we want to make the actual conversion to aftercare before aftercare comes up.
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So this is also a conversion thing, but sell upsell during intensive three months. All right. And ideally ideally you want to sell at the halfway point and then at like the two-thirds and then you do a last chance
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at the end. So right now you're only selling here. You want to sell here and here as well.
Speaker A
The more times you ask the more likely they are to take the purchase offer. If you sell only at the end typically and you're not even selling, you're like kind of mentioning it.
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mentioned it. Right. If you actually if you were actually just only sell, you'd usually get about a third. So you're getting less than that, which is if you just wait till the end.
Speaker A
Got it. If you wait if you go to the halfway point and the the two-thirds point, you'll be able to get like half or more.
Speaker A
Got it. Got it. I actually sell most to the people in the aftercare. So when they're done closer to the 12 month.
Speaker A
You want to sell them when they're hot. Yeah. Cuz everyone cools off over time. So you want to sell when the pain is pain is still elevated and they're and ideally from a buying perspective, you want to sell when they're mid-decision, not
Speaker A
making a new decision. So, they're still in flight and you're like, "Hey, let's just keep the party going." Not, "Okay, we've finished that thing. Now, do you want to start the It's a It's a different It's a heavier
Speaker A
sale." And about a third of people will take that offer, but you can get two thirds or more if you sell during the process.
Speaker A
Got it. People are always scared of that cuz they're like, "What's the I'm not done yet." It's like, "It's okay. They've already gotten value." paid. I don't want to It's not like that. It doesn't work that way. If you go for run a marathon and
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you buy shoes and the guy's like, "Hey, do you want, you know, one of those tank tops to go with it and an iPhone band?" You're probably like, "Well, well, I just bought. I'm not buying anything." It's like, "No, you're still in the
Speaker A
You're still in flight, right?" Now, if you finish the marathon race and they say, "Do you want an an iPhone thing for your wrist?" You're like, "No, I'm I'm actually pretty good." You know what I'm saying?
Speaker A
Yeah. Okay. Okay. Um Okay. So, from the offer itself, I think I think we go $2,500.
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Uh basically bi-annually. Hopefully I'm saying this right. I think it's bi-annually. If it's not, I'm sure someone in the comments will correct me.
Speaker A
Okay. So, during the launch, does everyone buy through checkout? They can buy through checkout, but a lot of them Do they?
Speaker A
Uh about 30% do. so a third of them do. So, what I want to do, and this might sound like a little little wild, Yeah.
Speaker A
is I want you to have $2,500 checkout price. Mhm. And want to have a $3,000 uh one-on-one price.
Speaker A
So, if I have to talk to you one-on-one, it's it's $500 extra. And it's just because if I were to charge hourly for me consulting with you, it would be $500 an hour.
Speaker A
Yeah. And so, I'll only charge you for 1 hour um to do that, but this is if you're like on the fence, let me just already cover all these issues.
Speaker A
Now, I think part of the reason that you're getting all these questions is you don't have a structured webinar.
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So, you're not having a structured FAQ part, right? Which then this is going to go to conversion. What I want you to do is if you look at all You already have all the DMs categorized, right? Or you
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have like a big data set of all the all the DM conversations you've had, right?
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Yeah. Yeah. I want you to take call it every single bucket of of FAQ Mhm.
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and I want you to review it at the end of the webinar. And I want you to do it is just pull the question behind you or pull it up on the screen and then answer it.
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Answer it live. Yeah. Okay. Okay. Because because they have the same questions. Yeah. There's there's no new questions.
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There's no new questions. Yeah. So the only reason that like you have to do this one-on-one is and it's wasting a ton of your time is we're just not handling it. Just handle it up front.
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So when we have our think what they think we have our point, you know, intro our promise your intro which is your story origin and we have point one, two, and three of the webinar Mhm.
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then you have your offer and then you have your FAQ. And then how many questions?
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As many as there are. Okay. Just think about buckets. Like I mean there's there's probably six flavors or eight flavors or nine Whatever how many questions there are like you answer all of them.
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Yeah. As long as they're on, keep answering. Okay. Okay. But Cuz you're used to doing three or four hours. So like you just keep answering questions. I'm dead serious. Just keep answering questions. If they're still on, keep answering questions.
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Yeah. But answer the ones that you already know that represent the big like answer it in in order of greatest percentage of questions.
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Okay. So it's like the majority if I had only pick one question to answer it'd be this one and it's going to be 40% of people.
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And my number two most asked question is going to be this which is 25% of people.
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And then my number three and then it goes into the long tail. Got it. Got it.
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Okay? But the problem with like having the live parents come here versus my three-four-hour thing is because they take a long time and it could be like I'll invite up to eight parents.
Speaker A
Uh-huh. But that might be my own problem. But cuz that could drag that that could drag this on like Oh that's cuz you're doing like Zoom calls. Not like and you're getting 10% of those people to buy?
Speaker A
10% that come live buy but every time That's insane. Even outside the replay for the three-four-hour thing, if someone watches it and they can truly afford it Yeah.
Speaker A
they'll they'll reach out to my in my DMs and be like can I buy? Can I get it now?
Speaker A
Yeah. So this is how I'm converting them. Yeah, we just need to basically your delivery needs to become your content and your pitches need to be your pitches. You're kind of like muddling the two.
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[laughter] Right? Yeah. Just sell when you need to sell, deliver when you need to deliver.
Speaker A
And all that delivery stuff, that becomes content which I'll get to in a second when we get to traffic.
Speaker A
Okay. Okay? Okay. How does this feel? Um this 3,000 one to have a reason for them to check out rather than having to DM you.
Speaker A
Oh. If you want to have a call with me, it'll be $3,000. I just add 500 bucks cuz it it cost my time.
Speaker A
So so okay, so when they're checking out they have these two options. They can either do you can just check out now and if you want to talk to me Mhm.
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then it's $3,000. It's an extra 500 bucks and that's just because it's going to take my time.
Speaker A
Oh, extra $500. Okay, got it. I know this because everyone's and I would just just state the fact and tell the truth. Like I can't physically talk to everyone and this is why you need more people on those calls. That's why
Speaker A
it's like you're doing eight people at a time. It's just a waste. Like let's get 50 people or 100 people on the call.
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Yeah. Have a structured webinar, answer all the questions, make this offer, more people will be willing to buy and then it's like if you were not sure If you're not sure and you want to talk to me then
Speaker A
yeah, go ahead. Okay. But what if it's like too many people or is that offer there cuz less people people won't the the goal is that more people don't want to pay the extra $500. Now if everyone is wants to pay this, then
Speaker A
great. We raise our prices. [laughter] Cuz I'm like I don't want to do one-on-one No, great. Yeah, well but like that they're doing it now for you're doing it for free right now.
Speaker A
Yeah. Right, so like let's at least get paid for it if you're going to do it but the goal is to incentivize people to do this.
Speaker A
Got it. And again, we're selling biannually so automatically this whole thing is going to switch because they're going to have to opt out rather than opting in.
Speaker A
Got it. Track? Yes. Okay. Yes. So on the conversion process, I think one of the big one of the big ones is husband slash it's mostly female buyers, husband's not there.
Speaker A
So I would just say give a three-day no sweat uh guarantee. Okay. Which you're legally have to anyways. Uh so people get back out of a purchase which is that if someone changes their mind, they change their mind. Right? And
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so just say, "Hey, no worries. Buy it and if for some reason in the next three days you talk to your husband and he's like, I don't want our kid to get better. I want him to stay the same and
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get worse and like this be a problem forever." If he says that, no worries, just let me know refund you.
Speaker A
Okay. All right, so that way it's like get in and then that way um what we want to do to counteract like potential refunds, which is not going to be high anyways, is you want to do your onboarding ASAP.
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So, as soon as someone buys, Mhm. do the onboarding like the next day cuz then the likelihood that they get cold feet goes down.
Speaker A
Got it. Just give them value as fast as you [clears throat] can. Okay, give value as fast as you can.
Speaker A
Cuz if they if they buy and then they get on board, the likelihood they refund is really low.
Speaker A
Yeah, yeah, yeah. so it's like let's just pull it forward. Got it, got it.
Speaker A
Like they have 3 days to do it, but you can deliver ASAP. Right? So, on my live events currently, I'll have something like if you buy while you're on this call, there's a bonus.
Speaker A
So, should I take that out or No, I mean you can do have a price goes up and there's a bonus. So, this is cheaper and you get more.
Speaker A
Okay. Cool. Yeah. Now, uh you have this $150 a month thing for like one-on-one with your It's not with me, yeah. It's my membership.
Speaker A
team. Yeah, with my coaching team. So, if you're going to do that, you need to make it like five times as expensive or get rid of it.
Speaker A
Oh. It's not priced right. Okay. Yeah, cuz you have one-to-many and then it's like for twice the price you get one-on-one, basically. Right? So, it should be like five times the price.
Speaker A
Mhm. [clears throat] So, it's like think like 8,000, 8,000, 10,000 is what it would be if I wanted to have. People have the money.
Speaker A
I promise, they do. And that money will allow you to scale it. [laughter] It just it it like one on it just it it the math doesn't math.
Speaker A
Yeah, but it's not with me. No, I know. It's with my team. I know, it's it's it's it's not about But it's like it's like support.
Speaker A
It's buying behavior. It's buying behavior. So, either include the like include your base level support, which is what you have without one-on-one.
Speaker A
Yeah. And then if they want one-on-one, they have to pay for the one-on-one price.
Speaker A
Many people everybody needs one-on-one, everything. [gasps] But it just doesn't mean that everyone can afford it. It's not worth it's You have a responsibility to the business.
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And the business has a responsibility to customers. But your responsibility is to make sure the business survives and grows.
Speaker A
Mhm. And in order for the business to survive and grow, it has to take care of the customer. So it's a it's a it's a circle.
Speaker A
Does that make sense? Yeah. Yeah. Okay. On the delivery part, so this is on delivery a little bit. Um you have this Telegram, right? That you use cohorts in Telegram.
Speaker A
Mhm. You can Are you familiar with AI? Mhm. Okay. So what I would do is I'd vibe code um an agent that searches the whole Telegram Mhm.
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uh and looks for past responses that are similar to the question and then suggests it to you or your team and then you can check or exit and then it sends it.
Speaker A
And that way you're going to dramatically increase the leverage that you have for each of your delivery people.
Speaker A
So have the agent send it automatically? No, so basically you'll vibe code a dashboard.
Speaker A
Yeah. They don't even have to be in Telegram. Yeah. Like your team. Yeah. They have a dashboard. And then people ask the questions so it's convenient for them. But you make it convenient for your team to have them all in one place
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where it already has suggested answers and they just reply or edit. Single way faster.
Speaker A
Got it. Okay. I can do that. Yeah. How frequently are you running webinars? Once every every time there's a launch.
Speaker A
So so that is So this is what I would consider doing. Yeah. Once a week hold a webinar Uh-huh.
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for all the people who DM you and say, "Hey, I'm doing a live thing with other parents that way you won't feel alone.
Speaker A
Come attend." And then you can just do the structured webinar once a week and then mop up everyone that's been in your DMs Mhm.
Speaker A
and just send reminders to them to show up. That way you don't have to go into all these long conversations cuz you're having the same conversation 100 times in a row.
Speaker A
Yeah. Okay. Yeah. And then you still do your launches that's going to be the paid.
Speaker A
But your your weekly webinar can be organic. Okay. That That feel okay? only only for the people that are DMing me or should I No, I would just no. Should I message the waitlist too?
Speaker A
Um I would just do For me I'd rather just have all the people who are DMing you. I'd use my waitlist for the launches.
Speaker A
Okay. Cuz it'll be like more razzle-dazzle. But you're just We're trying to account for like what happens in between. So big picture, we're changing from our 3-hour 3 to 4-hour marathon to a structured webinar.
Speaker A
Okay. going to follow this structure. We can bring up the people live to do the proof for each of the points if you want to and that's only for your launches.
Speaker A
We'll still use the same webinar. You don't have to have the live people. The upsell timing we're going to shift.
Speaker A
Right? Because we won't even need to cuz we're going to we're going to be bi-annually here anyways. So this might not even be an issue.
Speaker A
you don't think it matters whether it's 6 month or 12 month. Conversions say that I know.
Speaker A
Okay. say. Cuz I thought it was like oh you get a year might be Let me say it differently.
Speaker A
Do you want to have your tooth pulled out in 5 minutes or 5 hours?
Speaker A
If you can fix your fix my kid in half the time, fix my kid in half the time.
Speaker A
Yeah. The bi-annual is still happening on a 6 month basis anyway. So that's automatic.
Speaker A
I still want to have a conversion like push and reminder cuz I don't want to bug people without them knowing. That's not the goal.
Speaker A
Yeah. But we want to have like it's like we want to get the legal right to do it here, but we want to have the psychological right from here.
Speaker A
Got it. track? Got it. Okay. Uh we're doing this pricing so that we get more people to not DM you and buy immediately. So it'll be a cheaper price and a bonus if they buy on and if they
Speaker A
buy from you one-on-one and you're like you don't get the bonus and it costs more. Now if you're on the call you can be like hey I'm not supposed to do this but I'll give you the the bonus if they
Speaker A
if they ask for it. Mhm. Got it. We're going to vibe code delivery so you get way more leverage from your team.
Speaker A
That's all good? Mhm. Okay. And we're going to include this little no sweat on the pitch and we're going to add our FAQs in. That's all conversion stuff. Okay.
Speaker A
Once we have all this, now we have an offer that's already renewing. We're renewing at the right point. We have a structured conversion process delivery.
Speaker A
You got more leverage. We have our FAQs covered and we have guarantees so we can deal with the spouse issue. Now we just need a more traffic. Okay?
Speaker A
So this is what I want to do. So how many So you have like 200 plus testimonials that you've already captured which is great.
Speaker A
There's like 200 I haven't even posted. Yeah. Yeah. So you have post those. Um how much Q&A is there in your delivery?
Speaker A
A lot. Okay. And they're the same questions every cohort. That's great. So um you're familiar with Dave Ramsey?
Speaker A
Yes. Yes. Yes. He people on and they say I should probably spend less than I'm than I'm spending and I should save more money and he says that's a great idea.
Speaker A
If you did it for 45 years. And so even though it's the same question for you the audience will not perceive it as the same question.
Speaker A
And so I want you to take those Q&As and you can probably have an AI editor just cut it down. Worst case you can have an offshore editor do it cuz it's a very repeatable cutting process.
Speaker A
And I'd love you how many how many How many Q&As would you say you do per week?
Speaker A
When I say I don't mean sessions, I mean actual questions that you're answering. Actual questions like on the live calls?
Speaker A
Yeah. Probably between 30 to 50. Okay. Yeah. So to me that means you get 30 to 50 posts a week.
Speaker A
Just by capturing and editing them. So that all of a sudden So So it doesn't matter like what we do in the program is like being shown out.
Speaker A
Doesn't matter. No, cuz it's going to be so it's going to be bite-sized. You also have questions that are coming in from Telegram, right? And all those questions.
Speaker A
Yes. So the ones that get like uploaded or have a lot of like engagement around it, I would do green screen answers.
Speaker A
What does that mean? So you pull the question behind you Okay. and you just talk about the question.
Speaker A
Okay. You've probably seen reaction videos. Okay. You just react to the question. Okay. This is a question I you know like So and you can have an AI voice read it and then you respond or you can read it and
Speaker A
respond. Either way it's fine. Okay. That's right. Yeah. Just don't start with a lot of people have been asking me this question.
Speaker A
That's a terrible hook. Okay, don't start [laughter] with that. Okay, got it. Got it. Got it. Got it.
Speaker A
Got it. Okay. Um when you go on these other platforms, if Instagram is where you're used to converting everyone, push people from those platforms to Instagram.
Speaker A
So if you do YouTube shorts, your description should say DM me on Instagram. Okay.
Speaker A
If people are on TikTok, have your bio say DM me on Instagram. That way we can just funnel everything to one conversion point. And then that pushes people to webinar.
Speaker A
Got it. Okay. Now we should probably post the 200 testimonials. But I really want to edit all of them.
Speaker A
Well, you for all of this you need to get editing. Yeah. You have the profit.
Speaker A
Yeah. You have the profit to do it and that's not going to cost a lot of money. Now, on the ad side, these content become ads.
Speaker A
Because if we're if you're if you're capturing 30 to 40 posts plus your green screens, we're talking three, four, five posts a day. That's per platform. So all of a sudden you're going to like 20, 30 posts a day per platform. You're going to be
Speaker A
all over the place. Then take the winners from there and run them as ads to your thing.
Speaker A
To the webinar. To your launch. Yeah. To the wait list or the webinar? Depending Well, you have you're used to do the launches I think we do with the ads cuz you're used to doing that and that's fine.
Speaker A
Um this I just want to do fourth organic for now. Okay. Just so it Now, if all of a sudden we we find out like maybe this just turns into a better cycle where you just run ads every week to a webinar that you do once
Speaker A
a week, I'm fine with it. Okay. But this is your ad strategy. Okay. So then this goes into the wait list.
Speaker A
Mhm. Okay. Okay. Uh what we found work is having like a 3-second delay on the banner. So if you have like a CTA um that's like, "Hey, register for my next whatever, my launch." Wouldn't say that, but my my thing. Um
Speaker A
just delay the the button by like 3 seconds. Like the banner on the on the video.
Speaker A
At the end. So if it the hook starts 3 seconds, then put your CTA in and then it can stay there.
Speaker A
Okay. We just found that it gets it's higher quality traffic. Okay. Just a little tactic.
Speaker A
Okay. How's this feel? It feels good. But it's funny, it's not what I expected. I was expecting like higher setters.
Speaker A
No. I don't even want you in the DMs. Ideally. I think you can get one one person to really just point people over to Yeah.
Speaker A
You know, like, "Tina's doing this thing." Da da da. Okay. Yeah, you can also um hook up uh AI now to just respond. So that's already been linked up on Instagram. So it can just respond right away.
Speaker A
that's one of the things when people DM me, they're like, holy [ __ ] you're a real person addressing actual prob- you know, like I don't want that. Them to feel I'm managing people's feelings again.
Speaker A
Yeah. I don't respond to everybody who DMs me. That's true. I don't think. And if I did, I wouldn't be able to help a lot of business owners.
Speaker A
I'd be DMing all day. So. That's true. It's your call. Yeah. I could have a human do it.
Speaker A
Yeah. But they probably would like I'd rather them just like I'd rather them push to you and get a fractionalized version of you than a whole percentage of somebody who's not.
Speaker A
Got it. Cool? Yeah. I mean, this feels pretty straightforward. We got a recurring here. We need to structure the webinar.
Speaker A
We add these elements to the conversion process. We expand delivery here, and then we blow the [ __ ] door off the the front end. Now, one thing I do want to address is that I think you said
Speaker A
you're self-sabotaging or something like that. You making more money means that you are helping more families.
Speaker A
And you can help all the families who can't afford it with this. I have helped a zillion more people business owners who have not paid me than the ones who have.
Speaker A
Yeah. And that's fine. I want that. Like I can never I could never possibly Yeah.
Speaker A
Right? So I think if you can just you have to just separate out the if I charge it's bad because I know that you also had some resistance to raising the price.
Speaker A
Yeah. I'm I mean, like one of my biggest fears and I feel silly even saying it is like I don't want people to think I'm in it for the money.
Speaker A
And that's like is in it to make money. The business is. You own the business.
Speaker A
You can be in it for whatever reason you want. The business needs to make a profit in order to grow.
Speaker A
And if you want to help more people, it will like you can help more people and make more money.
Speaker A
Mhm. Rather than or. Because um uh my friend Taki says this great thing. He says, either you can be a starving artist or you can be a soulless corporation and I think that the beauty's in the middle.
Speaker A
Yeah. And so if we make all this stuff, we're helping lots of people for free, but for the percentage of people that want more help there's a there's a for purchase option.
Speaker A
Okay. Joe? Yeah. Okay. All right? Yeah. Easy. Easy. Easy. Easy. Okay. All right. Doable.
Speaker A
All right, doable. We did it. [music] Hey Alex, I've got some updates. I've been working hard implementing on all of the directives and Alex tasked me with creating a structured webinar and that was the first thing I did. If it wasn't
Speaker A
for this show, if it wasn't for what we're doing here, I don't think I would have finished the webinar. It was so painful and I have to say even though it was really painful, it is finally working. Like surprise surprise.
Speaker A
[laughter] The times I'm spending in DMs have significantly decreased. I was spending about 30 hours a week just handholding every person that comes through. It was a lot of work. I've since created a new structure where I'm in there for maybe
Speaker A
three to five hours a week instead, so significantly reduced by 90%. Uh I've created a structure where my team can also help me as well [music] to ask some of the initial questions and we just direct everyone to the webinar.
Speaker A
[music] All right, let's see where you're at on the scaling roadmap. All right, let's see where you at. So you're at How many employees you have?
Speaker A
Uh not including the coaches, seven. Including the coaches, uh 12. Okay, so you're probably between these two steps. So team five to nine and 10 to 19 in terms of prioritizing and productizing.
Speaker A
Okay. All right. So we'll probably have a little bit of a mix here. So if we're looking at product, you said yes to anyone who would pay.
Speaker A
Yes. Right. [laughter] And you're getting feedback from lots of different people. Yes. And so we need to be a little bit more specific about our product and you already did cut one of them, right? You had the picky eaters in the in the in
Speaker A
the the high mama. Yeah. We already We already made that selection, right? So, you're you're partially graduated from here. From an unqualified lease perspective, you're like, "Well, I want to help everyone." That's what we make the content for.
Speaker A
And I got rid of all my lower payment plans. I had a 12-month and an 8-month.
Speaker A
for us. I love this for us. All right. And then same thing, we got rid of the one-on-one.
Speaker A
Yeah. Or we're pricing it way higher. Those are options. Okay. Okay? Now, from a sales perspective, this You have decent tracking.
Speaker A
But I think we might be looking over here cuz now you're at this level. We need to create sales aids and materials.
Speaker A
Webinar. Yes. [laughter] Right? Install weekly game tape between CS, sales, and marketing. Basically making sure that Well, your process This happens more when you have a sales team.
Speaker A
So, you don't have to worry about that as much. Okay. And the refund rate stuff, we're going to make sure that we're going to onboard a little sooner. That way, we don't have to worry about that. All right. So, that
Speaker A
feels like this is about the the the right thing. Spend more on niche-down messaging. That's all these little videos that we're talking about, which then turns into ads.
Speaker A
Mhm. So, that's what we're doing on the on the marketing side. Okay. And [clears throat] we don't need to worry about this one for now. And then uh build proper CS playbook to onboard and train team answers.
Speaker A
It's going to review all the past ones, make suggestions, and they can just approve.
Speaker A
Got it. Does these feel like your problems? Yeah. Yes. Yes. [laughter] If you're If you're watching from home, you can fill out the form and it'll tell you where you're at and gives tons of videos for every one of these things in
Speaker A
a lot more detail. And it's free, so go grab it. I think Tina could scale the most [music] out of everybody. Tina's personality and the nature of her business cuz [music] she literally solves problems.
Speaker A
If she continues to be led by her heart and combines that with data, then there'll be nothing [music] stopping her whatsoever.
Speaker A
I'm like the queen of execution. Like you watch me, the next 90 days like Pressure's on.
Speaker A
Oh my gosh. [music] All right. I hate this part. Um So, I have to decide whether you scale fail because that's what makes this interesting. Um before I tell you the answer, Yeah.
Speaker A
um I want to say that I think this is a very right down the middle will work.
Speaker A
The only fear I have is the emotional side of it for you Yeah. of whether or not you will actually be able to pull yourself out because it is like you said at the very beginning, it's a decision.
Speaker A
You said you have a decision to scale Mhm. which means you have to also have a decision, which is that I'm not going to answer every individual DM because I'm going to take a local cost to have a
Speaker A
global [music] benefit. And so, it's the same reason that, you know, Steve Jobs, Elon Musk, or Bezos can't respond every customer service request on on Amazon or Tesla or Apple.
Speaker A
It's because they wanted to help more people. Um that is probably [music] my biggest fear around the scaling it. The mechanics of this are really straightforward and I think that because of your affiliate background, you can do it.
Speaker A
And so, I'm very torn on this one because I just don't know enough about the soft side of Tina of whether or not Yeah.
Speaker A
you can draw the line. Um How big do you want this to be? Mhm.
Speaker A
Honestly? Give me a year. 12 months. In this 12 months? Mhm. 500 new clients. [music] And I have plans to do certifications [music] and more people. No, no, no.
Speaker A
Really? [sighs] God, I hate this. Um I can execute. [music] No. Will you actually just do this and not do anything else?
Speaker A
Yes. All right. Then you have scaled and you will be scaling. All right, you'll move on to the next round. Rock and roll.
Speaker A
Okay. Okay. [laughter] Oh my god, it's a Okay. No, I can do it. I can do it. I Yeah.
Speaker A
Yeah. You got it. Thank you. Little Ceasar. All right. Thank you. You got to do this though.
Speaker A
I will. Okay. I will. [laughter] So, I'm going to kill it. I'm going to crush it. And even I was kind of offended when he was like, I don't know if like you can separate the emotions from it. And I was like, dude,
Speaker A
[laughter] you have no idea. I can kill it. It's done. It's in the bag.
Speaker A
It was a really tough one. Um, I think the big thing was that she had done affiliate marketing in the past.
Speaker A
And so, I didn't think she was going to get tripped up on the technical stuff, which sometimes when you're a smaller business, that can trip you up. And so, I think she has skills that will allow her to actually execute
Speaker A
this. The big fear that I have is what I said originally, which is like, I'm not sure if she's going to emotionally be able to do it. I was really torn on this one.
Speaker A
But, I'm I'm basically just going to give her the benefit of the doubt of like, will she execute this? And I'm hoping that her global need or desire to help people outweighs her local need to satisfy every person who messages her.
Speaker A
I was like really surprised at like how kind he was. Not to say that he's not kind, but like he just his demeanor, it was really shocking. I thought I would have been a lot more nervous, but he was just so kind. And I just like it
Speaker A
really allowed me to relax as soon as I just started talking. All right. And so, that was this episode of Scale or Fail. Stay tuned for the next one as they all compete for $100,000 and a year of working on
Speaker A
scaling.
Topics:Alex HormoziScale or Failbusiness coachingautism supportsales strategymarketingwebinar salesscaling businessentrepreneurshipoffer structuring
