The Game with Alex Hormozi

Episode 16: Advanced Offer Stacking. How To. | $100M Lost Chapters Audiobook
Date: November 14, 2025
Host: Alex Hormozi

Episode Overview

This episode dives deep into the concept of Advanced Offer Stacking—a crucial revenue-boosting strategy that involves layering various sales offers to maximize customer value without introducing unnecessary operational complexity. Alex Hormozi explains how to monetize every aspect of the customer's buying journey, seamlessly integrating upsells, downsells, continuity, and affiliate opportunities for compounding profit—while maintaining a laser focus on efficiency and customer goodwill.

Key Discussion Points & Insights

1. Foundational Philosophy of Offer Stacking

• Maximize Revenue without Unnecessary Complexity
  • “The amount of money you make is directly proportional to the amount of goodwill you have multiplied by the amount of offers you make.” (00:08)
  • Warns about the trade-off: “Adding more offers and services is a fast track to adding operational complexity that makes business hard… If something is going to add complexity, it better be worth it.” (00:30)
  • Keep the ratio of added profit to added complexity high.

2. Offer Stacking as ‘Accommodating Resistance’

• Analogy to Exercise Physiology
  • Explains that sales processes should adjust to customer ability/desire, similar to how bands on a barbell make squats maximally challenging at every stage.
  • Goal: “Match my ticket price and value perfectly with the buying ability and desire of each customer without increasing the complexity of my business.” (01:49)

3. Identifying Monetizable Customer Needs

• Mapping Adjacent Needs
  • Examine the full spectrum of related customer needs (e.g., power, money, beauty, weight loss).
  • Find low-complexity, high-profit additions, like affiliate partnerships or bundled consults.
    • “Most businesses refer out a lot of revenue… Over time, thinking with this mindset adds up.” (04:35)
    • “I've made more than $3 million in affiliate commissions.” (05:30)

4. Impact of ‘Small’ Revenue Streams

• Even modest affiliate or add-on income can be life-changing for small business owners.
  • Case study: An additional $2,000/month retail commission can nearly double take-home pay for a small business owner. (06:10)

5. ‘Free Onboarding’ Pro-Tip

• Monetizing onboarding steps through affiliate relationships can make your onboarding/support teams self-funding.
  • “Affiliate commissions I received literally paid for the team.” (07:20)

6. The Ultimate Offer Stacking Process

• Step-by-Step Stacking Framework:
  • Attract (front-end offer/free trial)
  • Upfront Cash (core sale or high-ticket)
  • Upsells & Downsells (maximize each customer’s spend)
  • Continuity (recurring revenue/subscriptions)
• Encourages repeating these layers to keep compounding LTV (lifetime value) (09:15)
• “This concept is very simple but incredibly powerful...” (10:10)

7. Sample Offer Stack: The Weight Loss Business Flow (11:10 - 16:55)

• Walks through a hypothetical gym/service stack:
  • Service Sale: Start with selling a main package.
    • If “no,” sell a smaller package ➔ free trial with commitment ➔ free trial, no commitment ➔ free nutrition consult.
  • Nutrition Sale: Bundle full supplements ➔ downsell to 4-pack + extras ➔ just 4-pack ➔ just extras.
  • Meal Sale: 12-pack of food ➔ 8-pack ➔ continuity (weekly/bi-weekly).
  • Continuity & Prepay: Setup recurring service, then prepay upsell for a discount.

8. Value of One-on-One Sales

• More flexibility, higher conversion.
• “Selling in person, or over the phone, in any 1-1 setting… you can do this pretty effortlessly.” (16:10)
• One-on-one allows matching offers to the right customer at the right time.

9. Micro-Level Offer Paths

• Service Sale Example:

  • Big-ticket solution ➔ half-down payment plans ➔ quarter-down plans ➔ free trial (card on file) ➔ free orientation (18:00)

• Physical Product Sale Example:

  • Three-month bundle ➔ one-month supply (with subscription) ➔ essentials ➔ single product ➔ meal plan/food prep partnership (20:00)

10. Pro Tip: Monetize Onboarding Orientation

• “Cash made from products at orientation covered onboarding costs. Trainers made more per hour. Customers got better service. I still made enough profit to cover acquisition/advertising/commissions/payroll—just off of these product sales.” (21:25)

11. Continuity (Ongoing Service) Sales

• Use regular feedback meetings to upsell higher-tier membership or continuity.
• “Every problem is an upsell opportunity… You haven’t gotten enough support? Great, let’s put you on our VIP program!” (22:40)

12. Prepay & Final Upsells

• Last-chance to pull forward cash or get commitment for continuity at a discount.
• Also pitch prepay even to customers already in continuity.
• “Weaving these together over 6-12 weeks makes it manageable, not overwhelming.” (23:40)

13. Key Takeaways about Offer Stacking

• Always advance prospects: Even “no” is another opportunity.
• Layering offers—with upsells, downsells, continuity, and prepay—creates efficient conversion and maximizes LTV.

Notable Quotes & Memorable Moments

• On Complexity:
  “Adding more offers is a fast track to adding operational complexity that makes business hard. If you're going to do it, keep that ratio high.” — Alex Hormozi (00:32)

• On Value of Small Revenue:
  “Do not underestimate it. $2,000 per month can be life changing for many.” — Alex Hormozi (06:30)

• On Offer Sequence:
  “Each time you're increasing the LTV of the customer and ultimately how much you can spend to acquire them.” — Alex Hormozi (09:50)

• On Going Beyond the Customer’s First 'No':
  “We still advance all prospects to the next stage even if they said no. This gives us another opportunity to provide value and monetize the person.” — Alex Hormozi (24:15)

• On Starting Small:
  “You start by adding one of these conversation opportunities at a time that adds the most money at the lowest cost.” — Alex Hormozi (25:00)

• On Solving Problems the Way Customers Want:
  “You can try to convince people that your way is the right way, but most times they're just going to go to someone who solves the problem the way they want it to be solved.” — Alex Hormozi (28:00)

Timestamps for Key Segments

• 00:08 — Foundational Offer Stacking Quote/Philosophy
• 01:15 — Complexity vs. profit trade-off explained
• 04:35 — Identifying adjacent customer needs; affiliate revenue
• 06:10 — Example: life-changing effect of modest commissions
• 07:20 — Pro tip: Monetizing onboarding through affiliate offers
• 09:15 — Four-part Offer Stacking process laid out
• 11:10 — Step-by-step weight loss offer flow example
• 16:10 — Emphasis on one-on-one sales flexibility
• 18:00 — Micro-level payment plan/offer sequence
• 21:25 — Onboarding with product sales to fund ops
• 22:40 — Feedback meetings for continuity/upsell
• 23:40 — Prepay and discount stacking
• 28:00 — Solving customer problems their way

Structured Offer Stacking Process

1. Stage 1: Attract

   • Free/discounted hook to get customers in the door.

2. Stage 2: Upfront Cash Sale

   • Main service sale—start high and downsell as needed.

3. Stage 3: Upsells and Downsells

   • Offer additional products/services (e.g., supplements, meal plans).

4. Stage 4: Continuity

   • Set up recurring payments/subscriptions for ongoing services.

5. Stage 5: Prepay/Final Upsell

   • Offer discounts for early or full payment; last-chance continuity upsell.

Practical Advice and Implementation Tips

• Focus on adding one offer opportunity at a time—the one with the biggest impact and lowest cost/complexity.
• Always be mindful of operational complexity; seek “pure-profit” opportunities (like affiliate commissions).
• Use one-on-one sales settings to unlock the power of flexible offer stacking.
• Move every customer/prospect through the entire offer sequence, regardless of their answer at each stage.
• Adapt your offers to solve customer problems the way they want and when they want it, not just when it’s convenient for you.

Summary Framework: Four Steps to Picking the Right Offer

1. Right Stage — Match offer to the customer journey stage (attract, upsell, continuity).
2. Right Problem — Address customer problems you can solve efficiently and profitably.
3. Right Way — Solve problems according to the customer’s preferred solution style.
4. Right Time — Present the offer at the moment of greatest need, not when it suits you.

“Make sure your offer fits the stage, solves the right problem, the way they like it, at the moment they need it most—not when it’s convenient for you.” (29:40)

This episode provides a tactical, actionable blueprint for layering profit-maximizing offers throughout the entire customer lifecycle—rooted in maximizing customer goodwill, operational efficiency, and creative monetization, all explained in Alex Hormozi’s signature clear, direct style.