THE ED MYLETT SHOW

“The Ultimate Persuasion Technique To Make More Sales”

Aired: November 22, 2025

EPISODE OVERVIEW

This episode gathers some of the most dynamic and successful entrepreneurs—including Randall Pitch (Live Fit), Alex Hormozi (Acquisition.com), Ryan Bartlett (True Classic), and Brad Lea (Lightspeed VT)—to break down the mindsets, skills, and actionable techniques behind next-level persuasion and business growth. Hosted by Ed Mylett, the show dives deeply into personal journeys, pivotal business tactics, and life philosophies—centered on the art and science of persuasion. Key topics include the power of storytelling, the anatomy of modern marketing, leveraging relationships, the psychology of selling (push vs. pull), scaling with authenticity, and building brands that people are proud to belong to.

RANDALL PITCH: FROM THE STREETS TO STREETWEAR ICON

[00:18 - 38:16]

Upbringing & Adversity

• Randall shares his upbringing on the east side of Long Beach, surrounded by gang activity and poverty.
  • His mother survived the Cambodian genocide and immigrated after escaping the Khmer Rouge.
  • Quote:
    “My mom came over here as a refugee from the Khmer Rouge, the genocide... She survived, so she came here with my dad, and they divorced when I was three.” — Randall Pitch [01:34]
  • Despite hardship, Randall stresses how his mom instilled in him a relentless drive to do better.

Early Hustle & Entrepreneurship

• Randall’s entrepreneurial roots came from skateboarding culture—flipping used decks, trading wheels, and learning the basics of hustle.
  • “If I had two skateboard decks, I would literally—hey, who wants to buy a skateboard? My old one for 10 bucks.” — Randall Pitch [06:58]
• His artistic side developed through playing drums in a hardcore band in high school, where he learned to design and screen-print shirts.
  • This creative spark led to creating merch for his band, which became his introduction to apparel.

Evolution: From Trainer to Brand Founder

• After high school, Randall juggled college, personal training, and his growing fascination with apparel design.
  • Worked at Bally Total Fitness, where he learned high-stakes, corporate sales and client communication.
  • Quote:
    “Bally Total Fitness actually taught me a lot... It taught me to be this sales savage, dude... You are your training business’s value.” — Randall Pitch [15:53]
  • Learned to connect with affluent clients despite being a tatted, nontraditional trainer.
    “These professionals... have their offense up... You got to bring that shit down and be able to relate to them.” — Randall Pitch [19:09]

The Birth of Live Fit

• Opened a local T-shirt shop in a rough part of Long Beach, noticing unique daily buying patterns and the impact of local events on sales.
  • “In the hood, what do people do every morning? They would go in, our regular customers, and buy a brand new white T-shirt every morning. They don’t wash it.” — Randall Pitch [26:17]
• Live Fit started as custom gear for fitness clients; went viral locally thanks to social sharing, “not pushy, just cool.”
  • “I was always, like, a marketing person... I wanted to make it look perfect or make it look cool.” — Randall Pitch [29:47]
  • “I never force-fed it, but whoever wanted to meet up, I’d go meet... I’m not the pushy type.” — Randall Pitch [15:11]
  • Instead of “push,” Randall uses “pull”—creating something people are proud to rep.

Loyalty, Authenticity, & Family Legacy

• Randall credits his mother’s sacrifices and unconditional support as the bedrock of his success.
  • “She gave me everything I wanted, even though we didn’t have the funds for it or the means... Now she doesn’t have to work, nothing. Got in her spot. She’s chilling.” — Randall Pitch [34:10; 35:00]
• Overcoming adversity, staying connected to his roots, and “winning the respect of the streets” is woven into Live Fit’s brand DNA.

ALEX HORMOZI: MASTERING MODERN LEAD GENERATION & SALES

[40:10 - 66:49]

The Art of Driving Demand

• Alex unveils systems from his $100M Offers and $100M Leads books—showing exactly how he engineered massive launches and solves “getting strangers to want to buy your stuff.”
  • “A lead is a person you can contact, who’s shown interest in the stuff you sell.” — Alex Hormozi [43:28]

The “Core Four” Ways to Advertise

• One-to-one, warm outreach
• One-to-one, cold outreach
• One-to-many, warm (to your audience)
• One-to-many, cold (via paid ads)
  • Lead getters: Customers, affiliates, agencies, employees—who do the “core four” for you, creating compounding leverage.

Launch Example

• Alex details how he used hundreds of thousands of affiliates, paid ads, and content to create an “advertising event” for his book.
  • “I wanted to use every tactic or method in the book to advertise the book. So, meta concept: the book itself is a great offer, and the launch validated the methods in it.” — Alex Hormozi [47:58]
  • Stats:
    • 500,000+ signups
    • 137,000 from paid ads, 104,000 from affiliates, 200,000 from content
    • All tracked back to specific, teachable lead generation approaches.

Sales Cycle & Universal Applications

• Ed pushes Alex: do these methods work for longer sales cycles (e.g., real estate)?
  • Alex: Absolutely—“Every business can use the core four and lead getters. They are simply the only ways that one human can tell another about stuff.” [55:13]
• Practical First Step for Entrepreneurs:
  • For immediate sales, start with “warm outreach”—go through your contacts with a personal hook, connect, and implement a simple qualification/call process.
    • “If I needed to make money tomorrow...it’s the first of the core four: warm outreach.” — Alex Hormozi [56:39]

The “CLOSER” Framework

• Clarify why they’re there
• Label with the problem
• Overview their past (pain cycle)
• Sell the vacation, not the plane flight (inspire!)
• Explain away concerns
• Reinforce the decision (post-sale onboarding)
  • “Most of you make the mistake in whatever you’re doing...you’re selling the plane flight, not the beach.” — Ed Mylett [66:54]

RYAN BARTLETT: OBSESSION WITH CUSTOMER EXPERIENCE & SCALING CULTURE

[72:50 - 83:20]

Extraordinary Customer Service as Differentiator

• Bartlett, founder of True Classic (now $600M+ in under five years!), emphasizes the “customer experience” as the lever that sets brands apart.
  • “We were going to be Ritz Carlton, create unbelievable moments for people...such that they’d tell stories forever. They may not even end up buying your product, but someday they’ll tell a story.” — Ryan Bartlett [73:06]
• Examples: Sending baby gifts when hearing a customer’s child on the phone; sending a fan a Tom Brady jersey for a personal touch.

Scaling Fast (and the Hidden Hazards)

• True Classic scaled from $15M to $600M in five years by betting big on inventory, negotiating with vendors, and keeping core inventory tight.
  • “We always have to burn every department down before we figure out how to rebuild it.” — Ryan Bartlett [76:37]
  • “You have to go from failure to failure without loss of enthusiasm.” — [78:34]

People Problems in Hypergrowth

• When companies outgrow early hires, “wrong person, wrong seat” issues appear—must handle with empathy, transparency, and referral support.

ALEX HORMOZI (Part 2): LEVERAGE AS SECRET TO WEALTH

[83:23 - 92:15]

Four Types of Leverage (per Naval Ravikant):

• Labor (buying others’ time)
• Capital (raising and deploying other people’s money)
• Code (creating scalable software/automation)
• Media (messages, content, advertising that works 1-to-many)
  • “Leverage is the difference between inputs and outputs in a system...If I put a little in and get a lot out—that’s leverage.” — Alex Hormozi [84:29]

Buy Back Your Time, Invest the Difference

• Delegation isn’t just about freeing your schedule; the key is redeploying time onto higher-value activities.

The Emotional Leverage of Entrepreneurial Drive

• Ed and Alex discuss how personal pain, anger, even fear can be motivational leverage early on, but must be replaced with healthier “levers” as one matures.
  • “I would recommend you use the resources you have to create the life you want...If the cards you have are anger and fear, you can either wallow or turn something good out of it.” — Alex Hormozi [90:48]

BRAD LEA: THE PERSUASIVE POWER OF LISTENING & QUESTIONING

[94:11 - 109:09]

Selling Is About Ownership & Mindset

• Brad grew up “lower middle class,” dropped out of high school, and became a monster car salesman at seventeen—not by being pushy, but by treating his sales role as his own business.
  • “When you’re on commission, you don’t have a limit. If you’re gonna give me cars...you gave me my own little business without investing a dime.” — Brad Lea [101:03]

The Key to Great Sales:

• Actively listening & asking the right questions
  • Illustrates with his famous “Bob’s mom” riddle how most people flat-out fail to listen.
  • “The ability to listen. First of all. Because a lot of salespeople really don’t listen.” — Brad Lea [104:57]
  • It isn’t just about asking questions, it’s about getting the answer and using that information to frame your pitch.
  • “If I say, go ahead and sell me that...most people start selling. That’s not really selling, that’s telling. I have to know what it is about you that values that...by the time I explain the chair, I can provide value and explain to you why it’s valuable.” — [107:26]

NOTABLE QUOTES & MEMORABLE MOMENTS

• Ed Mylett on persuasion:
  “You don’t win by being pushy. You win by being pulley. It’s a gravitational pull.” [15:38]
• Randall Pitch on family legacy:
  “She survived so I can do this. So I can get freedom and live the life she never had.” [02:53]
• Alex Hormozi on marketing:
  “Advertising is the process of making known...those are the only four ways a person can let other people know about stuff.” [45:12]
• Ryan Bartlett on customer service:
  “Those are the kind of things where if you go above and beyond, they’re always going to remember you.” [73:06]
• Brad Lea on sales:
  “It’s not just about asking questions, it’s getting the answer.” [108:37]

KEY TAKEAWAYS & ACTION STEPS

• Brand-building and persuasion require authenticity, creativity, and deep empathy.
• “Pull” is more powerful than “push”—make the product, experience, or community irresistible.
• Identify and relentlessly double down on leverage: labor, capital, code, media, and emotional leverage.
• Master the art of active listening and tailored questioning in all sales conversations.
• The post-sale experience is vital: reinforce decisions immediately to build trust, loyalty, and referrals.
• Scaling a brand or business means people challenges never end—handle them with empathy but decisiveness.

TIMESTAMPS OF MAJOR SEGMENTS

• Randall Pitch - Upbringing & Brand Origin: 00:18 – 38:16
• Alex Hormozi - Lead Generation & Sales Structure: 40:10 – 66:49
• Ryan Bartlett - Customer Experience & Scaling Lessons: 72:50 – 83:20
• Alex Hormozi - Leverage & Motivation: 83:23 – 92:15
• Brad Lea - Selling Through Listening: 94:11 – 109:09

EPISODE IN ESSENCE

A masterclass in how the most successful entrepreneurs use authenticity, creative leverage, the power of “pull” branding, obsessive customer experience, and the often-overlooked art of listening to out-communicate and out-sell everyone else. If you want to move from “average” to “next level,” this episode is an essential roadmap.