Podcast Summary: The Game with Alex Hormozi | Episode 922: Recruiting, Ops, and Churn: Real Business Fixes in Real Time

Release Date: July 11, 2025

Introduction

In Episode 922 of "The Game with Alex Hormozi," host Alex Hormozi delves into critical business challenges faced by entrepreneurs, including recruiting, operations (Ops), and customer churn. Throughout the episode, multiple business owners reach out with their unique issues, seeking Alex's expert advice. This summary highlights key discussions, insights, and actionable conclusions from each interaction, enriched with notable quotes and timestamps.

1. Mark's Live Poker Coaching Business

Business Overview:
Mark runs a coaching program for live poker players, aiming to scale from $2 million to $10 million in revenue. He faces challenges with demand constraints on his high-ticket offer priced at $7.5K for 28 days, while his lower-ticket offer at $2.8K for 7 days is performing exceptionally well.

Key Challenges:

• Overlapping front-end offers leading to conversion issues.
• Supply constraints due to limited coaching capacity for the high-ticket program.
• Limited scalability without increasing operational capacity.

Alex's Advice:

• Optimize Operations First: Alex emphasizes the importance of reconfiguring the delivery process to increase operational capacity before expanding paid advertising efforts.
  “If you cut off the low thing, you have no real scalable demand right now... fix ops first.” [03:07]

• Consider Pricing Strategy: Conduct thorough pricing research to potentially increase the price of high-ticket offers, which can enhance perceived value and conversion rates.
  “Sometimes we sell out of our own pocket... People didn't believe it. And so, sometimes you sell out of your own pocket.” [04:07]

• Leveraging Paid Ads: Once operations are streamlined, Alex advises turning on paid advertising to scale demand, ensuring there's enough capacity to handle the influx.

Conclusion:
Mark should prioritize optimizing his operational processes and explore pricing adjustments to better differentiate his high-ticket and low-ticket offers. Once these are in place, scaling through paid ads can unlock substantial growth.

2. Jared's Body Contouring and Med Spa Business

Business Overview:
Jared operates a med spa specializing in body contouring and transformation services, targeting both individual patients and med spas with a $6,000 annual package.

Key Challenges:

• Deciding between focusing on individual coaching or scaling through med spa group exits.
• Balancing day-to-day operations with strategic growth initiatives.
• Recruiting skilled hat makers to meet demand.

Alex's Advice:

• Roll-Up Strategy: Alex suggests merging multiple med spas into a larger entity to streamline operations and increase scalability.
  “If you can do the rollup, basically nothing else matters.” [07:00]

• Compensation and Recruitment: Emphasizes the need to offer competitive compensation to attract skilled talent, especially in specialized trades like hat making.
  “If you are supply constrained and you are making money hand over fist, you are underpricing your talent.” [16:12]

• Operational Efficiency: Focus on separating ownership and operational responsibilities to allow founders like Jared to concentrate on scaling rather than day-to-day tasks.
  “Put somebody who's intelligent in IQ per square foot so that I use my cell phone talk.” [07:43]

Conclusion:
Jared should consider a roll-up strategy to consolidate med spas, enhance compensation packages to attract skilled employees, and delegate operational responsibilities to focus on strategic growth and scaling.

3. Josh's Mobility and Injury Prevention Business

Business Overview:
Josh runs a business catering to athletes and fitness enthusiasts, focusing on mobility and injury prevention. While experiencing rapid scaling to $33 million in revenue, he faces a declining Customer Lifetime Value (LTV) of 2:1, impacting profitability.

Key Challenges:

• Maintaining healthy LTV to Customer Acquisition Cost (CAC) ratios.
• Scaling the sales team without compromising profit margins.
• Enhancing sales training and operational processes.

Alex's Advice:

• Improve Sales Operations: Alex underscores the necessity of refining sales processes and investing in recruitment and training to elevate the performance of the sales team.
  “It's going to be a recruiting and training thing.” [11:00]

• Focus on Conversion Optimization: Advise optimizing the sales funnel by targeting better-qualified leads and improving front-end conversion rates.
  “Get better people. That's one of the most underlooked ways.” [30:41]

• Increase LTV: Encourage strategies to increase LTV, such as enhancing customer retention and upselling, to create a more sustainable business model.
  “I think that you could to five to one as a good target.” [12:57]

Conclusion:
Josh should prioritize refining his sales operations through enhanced training and recruitment, focus on acquiring higher-quality leads, and implement strategies to increase customer lifetime value to ensure sustainable scaling and improved profitability.

4. Roddy's Custom Hat Business

Business Overview:
Roddy sells custom cowboy hats, utilizing social media for marketing. With $2 million in revenue, he aims to grow to $5 million but is hindered by production capacity and the specialized skill required for hat making.

Key Challenges:

• Limited production capacity due to the artisanal nature of hat making.
• Recruiting skilled hat makers with artistic vision.
• Managing demand without compromising quality.

Alex's Advice:

• Recruitment Focus: Alex highlights the importance of compensating talent adequately to attract skilled hat makers willing to relocate and undergo training.
  “How much would I need to pay somebody in order to get them to move to Kentucky.” [16:08]

• Operational Scaling: Suggests balancing production capacity with demand by potentially increasing prices to justify higher compensation for skilled artisans.
  “Use your margin and you have the pricing power, so use it.” [19:05]

• Process Improvement: Emphasizes the need to streamline operations to handle increased demand without sacrificing quality.
  “It's a recruiting problem.” [15:01]

Conclusion:
Roddy should focus on improving compensation packages to attract skilled hat makers, explore price adjustments to support higher wages, and streamline production processes to meet growing demand while maintaining quality.

5. Nick's Sales Coaching for Financial Advisors

Business Overview:
Nick provides sales coaching and lead generation services to financial advisors, currently generating $6.6 million with a goal to surpass $20 million. He struggles with high churn rates and the transition from lead generation to effective sales coaching.

Key Challenges:

• High customer churn.
• Training financial advisors who are inherently sales-deficient.
• Balancing lead generation with comprehensive sales training.

Alex's Advice:

• Comprehensive Sales Training: Emphasize the importance of structured, continuous sales training programs to improve advisors' closing rates.
  “We drill them role-played and separate them in groups... keeps the sword sharp.” [27:22]

• Segmentation and Targeting: Advise segmenting customers based on demographics, quantifiables, and behaviors to target more effectively and reduce churn.
  “It's predominantly an avatar issue.” [32:15]

• Operational Focus: Recommend enhancing operational processes around sales training and customer activation to ensure sustained engagement and reduced churn.
  “Recruiting and training is going to be the business that you're in from a selling perspective.” [11:07]

Conclusion:
Nick should implement a structured sales training regimen, refine customer segmentation strategies, and bolster operational processes to reduce churn and enhance the effectiveness of his sales coaching programs.

6. Michael Ivey's Orthopedic Surgery Practice

Business Overview:
Dr. Michael Ivey specializes in orthobiologics and regenerative medicine, transitioning from an insurance-based to a cash-based practice, currently earning $2.1 million with aspirations to reach $10 million.

Key Challenges:

• Expanding top-of-funnel lead generation while navigating strict FDA and FTC marketing regulations.
• Leveraging exposure from platforms like the Joe Rogan podcast to attract and convert new patients.
• Balancing local and non-local patient acquisition.

Alex's Advice:

• Leverage Media Exposure: Utilize the credibility from the Joe Rogan podcast by directing targeted traffic to specific content that educates and attracts potential patients.
  “If you had 60 seconds to answer the question... listen to that podcast and then you just have follow-up.” [34:15]

• Local Targeting: Focus marketing efforts within a specific radius to increase the likelihood of patient conversions from podcast listeners.
  “Drop a 50-mile radius pin on the map and focus on local.” [35:35]

• Sales Activation: Implement a dedicated sales team member to proactively engage leads, ensuring higher conversion rates from inquiries to appointments.
  “You need one person who's going to start working those leads.” [35:29]

Conclusion:
Dr. Ivey should capitalize on his podcast exposure by targeting local audiences, streamline lead conversion processes with dedicated sales personnel, and tailor his marketing strategies to comply with regulatory constraints while maximizing patient acquisition.

7. Max's Eclipse Consulting

Business Overview:
Max manages Eclipse Consulting, a boutique services firm providing data management, risk, and regulatory change advisory to highly regulated industries like financial services, now pivoting to asset management, insurance, and private equity due to market shifts.

Key Challenges:

• Generating more leads beyond founder-led outreach.
• Expanding within enterprise-level sales channels while maintaining relationships and activation among alliance partners.
• Transitioning from a founder-led sales model to a scalable outbound strategy.

Alex's Advice:

• Event Dominance: Dominate trade shows and conferences to elevate brand presence and generate high-quality leads.
  “Dominate trade shows and conferences because you're going to automatically be able to, you're going to be elevated.” [40:05]

• Affiliate Partnerships: Develop a robust affiliate and partnership strategy, treating affiliates as a secondary customer base that requires dedicated support and activation.
  “Customer success has to get put in as a function on top of the affiliate base.” [42:04]

• Lead Generation Expansion: Transition from solely founder-led outreach to diversified lead generation methods, including cold outbound to secure more events and strategic partnerships.
  “Your core arbitrage was... network and the community.” [41:21]

Conclusion:
Max should enhance his lead generation through event participation and strategic affiliate partnerships, implement dedicated customer success functions for affiliates, and expand beyond founder-led outreach to achieve scalable growth targets.

8. Peter's Sports Memorabilia Business

Business Overview:
Peter sells autographed sports memorabilia by UK athletes, currently generating $3 million with a target of $6.5 million. He struggles with lead generation and low conversion rates on his e-commerce platform.

Key Challenges:

• Increasing qualified traffic to the website.
• Improving conversion rates from 1%, which are below industry standards.
• Enhancing media buying and branding efforts.

Alex's Advice:

• Media Expertise: Identify and acquire a skilled media buyer to drive qualified traffic, as Peter lacks expertise in this area.
  “Learn media buying yourself or bring in somebody who's a star.” [25:03]

• Targeted Traffic: Focus on attracting the right audience to increase conversion rates, emphasizing quality over quantity in traffic.
  “If you're banging your head against the wall... get better people.” [23:38]

• Scaling Strategy: Advise prioritizing sales and media skills before investing heavily in branding, ensuring foundational aspects are solid for sustainable growth.
  “E-commerce like it scales very easily. That's why a lot of people like it.” [25:06]

Conclusion:
Peter should prioritize acquiring media buying expertise to drive targeted traffic, focus on improving website conversion rates by attracting a more qualified audience, and establish a strong foundational sales strategy before heavily investing in brand-building initiatives.

Final Takeaways

Throughout Episode 922, Alex Hormozi provides tailored advice to each business owner, emphasizing the importance of:

• Optimizing Operations: Ensuring operational processes can scale before investing in growth initiatives.
• Effective Recruitment: Attracting and compensating skilled talent to overcome supply constraints.
• Targeted Marketing and Sales Strategies: Focusing on qualified lead generation and robust sales training to improve conversion rates and customer lifetime value.
• Adaptability and Strategic Pivoting: Being prepared to pivot business strategies in response to market changes and regulatory environments.

Notable Quote:
"If you cut off the low thing, you have no real scalable demand right now... fix ops first." – Alex Hormozi [03:07]

This episode serves as a comprehensive guide for entrepreneurs navigating the complexities of scaling their businesses, offering actionable insights and expert strategies to overcome common operational and marketing hurdles.