YouSaid · the spoken record

Alex Hormozi

lines on the record: 223
first: 2025-02-13
most recent: 2025-02-13
sittings or episodes: 1
sources: podcast

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“Exercise in arrogance to assume that you doing three things is somehow going to beat somebody who's doing one. And I can promise you the competitor who is going to beat you is only doing that one thing. And you think a third of your time is going to beat theirs? No. It's not going to, I think it's arrogant. And so there's actually like an underpinning of ego underneath of this. And I say this to somebody who did this. So like when I had the launch business, I also had my six gyms. I also had a chiropractor agency and I also had a dental agency. And so I would introduce myself and like, oh, I own lots of companies. But I think one of the biggest misconceptions when you're an entrepreneur is not understanding the difference between being an owner and being the CEO. And so they might hear that you have a portfolio. They might hear that I have a portfolio and be like, okay, well, they have a portfolio. So I must model that. That guy's tall. I should play basketball. Doesn't work that way. So if I want to be rich, I should fly private. Doesn't work that way.”
2025-02-13 · The Diary of a CEO · The Man That Makes Millionaires: Turn $100 to $10k With This Step By Step Formula & Build An Audience From 0 Followers! Alex Hormozi · IDENTIFIED FROM THE TRANSCRIPT
“I think entrepreneurship is far more a war of the heart than it is a war of the mind. Like we can understand what we should do, we just don't do it. And I think that's why we're so much better at giving advice than we are at following it. So most people, if they just followed their own advice, they'd be successful. And so with this kind of value of despair, I call it niche slapping. It's like, don't make me niche slap you. Which is like when you have three things going on, it's like, let me slap you into just picking one. Because the thing is, is that any of them can work, but none of them will work unless you pick only one. Because it's actually, in my opinion,”
2025-02-13 · The Diary of a CEO · The Man That Makes Millionaires: Turn $100 to $10k With This Step By Step Formula & Build An Audience From 0 Followers! Alex Hormozi · IDENTIFIED FROM THE TRANSCRIPT
“This is what I'm doing. And I'm, I mean, the term, you know, burning the boats, but I'm eliminating all alternatives and structuring my life such that I make it very difficult to pursue the alternatives. And I think by doing that, you can actually conquer this cycle and make it pass the split where you go, crash and burn, and then restart the Doom loop, or make it to informed optimism and then eventually to the achievement that you want.”
2025-02-13 · The Diary of a CEO · The Man That Makes Millionaires: Turn $100 to $10k With This Step By Step Formula & Build An Audience From 0 Followers! Alex Hormozi · IDENTIFIED FROM THE TRANSCRIPT
“Any massive company that you know of has existed for multiple decades. And in order for something to exist for multiple decades, the founder has to stay focused on that thing for the whole time. And I measure focus by the quantity and quality of things that you say no to. And I measure commitment I define commitment as the elimination of alternatives. And so if you think of marriage as the ultimate commitment, then it is the ultimate commitment because you've eliminated literally every alternative besides this person. And so I think that many business problems and many entrepreneurs would 5x 10x their business if they simply gave themselves no way out.”
2025-02-13 · The Diary of a CEO · The Man That Makes Millionaires: Turn $100 to $10k With This Step By Step Formula & Build An Audience From 0 Followers! Alex Hormozi · IDENTIFIED FROM THE TRANSCRIPT
“And I can say truthfully that this 2024 was the first year, and this is now 2025, the first time in my life where I haven't experienced FOMO. So fear of missing out. And it was one of those things that I just always had. I would see somebody doing really well. I was like, oh, man, I mean, I should be getting into that. Like that, I shouldn't be doing this. I should be doing that. And it was one of those things kind of like being happy where like you don't realize you're happy. You just look back and you're like, you know what? That was a really good year. You know, like you kind of like you kind of see in retrospect. What I realized was that now when I hear someone say like, oh my God, I crushed it with this thing. I think that's amazing for them. I'm sure there's tons of problems that I don't know about and that's amazing. But I'm going to keep doing this thing because this is the only thing I know how to do pretty well. And I'm just going to keep compounding my information vantage against everybody else who thinks this is easy and wants to get into it. And so I think that that”
2025-02-13 · The Diary of a CEO · The Man That Makes Millionaires: Turn $100 to $10k With This Step By Step Formula & Build An Audience From 0 Followers! Alex Hormozi · IDENTIFIED FROM THE TRANSCRIPT
“And that has been so profoundly impactful in my life because it was so hard for me to break the cycle, really hard for me. I mean, I gave you my life story of the many businesses that I've been involved in. And so like the entrepreneurial ADD has been so real for me. And I've made some of the biggest career mistakes by just pursuing and splitting my attention between multiple endeavors.”
2025-02-13 · The Diary of a CEO · The Man That Makes Millionaires: Turn $100 to $10k With This Step By Step Formula & Build An Audience From 0 Followers! Alex Hormozi · IDENTIFIED FROM THE TRANSCRIPT
“And so one of the things that she taught me that I will never forget is she said, The grass is always greener on the other side. You just don't know that it's fertilized with shit. And she's Southern, so she had this deep southern neck. She's like, there's always shit, shit everywhere. And so she's like, I've been in enough businesses to know that all businesses have shit. And so you just have the shit you don't know about and the shit you do know about. And you're in this business. And so this is the shit you know.”
2025-02-13 · The Diary of a CEO · The Man That Makes Millionaires: Turn $100 to $10k With This Step By Step Formula & Build An Audience From 0 Followers! Alex Hormozi · IDENTIFIED FROM THE TRANSCRIPT
“So much because it's so real, because you're in this thing, you're in this relationship with your business, and you're like, you know, this girl seems great. And then you get to know her and you find out she snores when she sleeps. And all of a sudden, it's like, you know, you see the sweatpants and no makeup in the morning and you realize that sometimes she's moody, whatever. But you get to, you start to get to know. You're like, I don't know if we're going to get married, but like, you know, this is kind of where at. And then you see a woman in the red dress. And you're like, you know what? I think that's the girl. And so you quit this relationship with your business and you get into that relationship. But then you realize that that girl has crabs. She has a crazy ex-boyfriend and you're like, oh my God, I didn't want to deal with any of this stuff. Right. And so.”
2025-02-13 · The Diary of a CEO · The Man That Makes Millionaires: Turn $100 to $10k With This Step By Step Formula & Build An Audience From 0 Followers! Alex Hormozi · IDENTIFIED FROM THE TRANSCRIPT
“Probably my favorite part of the Matrix movie, which is Neo, who's the main character, is in a program to teach him one thing. And so he's walking through the crowded streets of what looks like a New York City with Morpheus leading him. And he's drawing on about something that he's supposed to learn. And he says, Neo, were you listening to me or were you looking to the woman in the red dress? And Neil was looking at the woman in the red dress as Morpheus is talking. And then he says, look again. And he looks back at the woman in the red dress, and it's Agent Smith with a gun point at his head. And in that moment, he's like, freeze. And he explains that you're either one of us or one of them. And they are the people who are sentinels sent to destroy us. And so what appears to be the woman in the red dress is actually an agent from the system meant to destroy the opportunity that you're in right now. And so I love the woman in the red dress.”
2025-02-13 · The Diary of a CEO · The Man That Makes Millionaires: Turn $100 to $10k With This Step By Step Formula & Build An Audience From 0 Followers! Alex Hormozi · IDENTIFIED FROM THE TRANSCRIPT
“Now the other path of from the valley of despair is sticking with it. And so then you become an informed optimist because now you understand, you still understood all the bad stuff, but you also understand the good stuff and how to avoid the bad and maximize the good. And then once you're there, you stick on that path long enough and you end up achieving what you originally thought was really easy and fast. And so that cycle, this is more or less the Alex Ramosi life story, which is why I can so intimately describe you to the steps, is that I call that loop and that the person on the other side, the woman in the red dress, which is...”
2025-02-13 · The Diary of a CEO · The Man That Makes Millionaires: Turn $100 to $10k With This Step By Step Formula & Build An Audience From 0 Followers! Alex Hormozi · IDENTIFIED FROM THE TRANSCRIPT
“The third stage is you have your crisis of meaning or the value of despair. So you're continuing to do this stuff. It's continuing to not work. And you keep working and it keeps not working. And so this is the step and this is the point of truth. And this is the cycle where the paths of the entrepreneur split. And the vast majority of people take this next step, which is they then say, you know what? There's that thing over there that my other friend's doing. Maybe I should do that instead. And so then they hop back to uninformed optimism. And then they go, boom, to inform pessimism. And they just go around and around and around. And they live the same six months for 20 straight years.”
2025-02-13 · The Diary of a CEO · The Man That Makes Millionaires: Turn $100 to $10k With This Step By Step Formula & Build An Audience From 0 Followers! Alex Hormozi · IDENTIFIED FROM THE TRANSCRIPT
“Second step is you get into it and you're like, oh my God, I don't know. There's so many things involved in this. And this is significantly more complicated than I expected. So then you become an informed pessimist. You now know that it's hard or significantly harder than you expected.”
2025-02-13 · The Diary of a CEO · The Man That Makes Millionaires: Turn $100 to $10k With This Step By Step Formula & Build An Audience From 0 Followers! Alex Hormozi · IDENTIFIED FROM THE TRANSCRIPT
“This is the entrepreneur life cycle until you learn how to break free from it. And so there are six stages. You have stage one which is uninformed optimism. This is where you see your friend or you see something online and it looks like they're making money or it looks like there's some opportunity and you think, oh my God, that sounds amazing. And you have optimism because it looks great, but it's uninformed because you have no idea what it entails. So then you dive in and you say, okay, I'm going to pursue this thing, whatever is it, baking cupcakes, or I'm going to do lawn mowing or I'm going to do crypto trading. Whatever.”
2025-02-13 · The Diary of a CEO · The Man That Makes Millionaires: Turn $100 to $10k With This Step By Step Formula & Build An Audience From 0 Followers! Alex Hormozi · IDENTIFIED FROM THE TRANSCRIPT
“It still works the same way. And for each customer, for example, as we're taking someone through this, I have four milestones that I look for, which are the four R's. So how do I get them to review my product? How do I, well, in order to be, how do I retain them immediately? How do I get them to review my product? How do I get them to refer somebody? And then how do I resell them? And so those four R's is what I try and take every customer through. It's a very simple framework. When you think, I was like, Oh man, customer success, what does it mean? It's just like, well, these are the four things that I want to occur. And so all I'm trying to do is reverse engineer what activities increase the likelihood that each of these four R's happen.”
2025-02-13 · The Diary of a CEO · The Man That Makes Millionaires: Turn $100 to $10k With This Step By Step Formula & Build An Audience From 0 Followers! Alex Hormozi · IDENTIFIED FROM THE TRANSCRIPT
“But I think that's actually, then you have more confidence in the path and you're like, okay, that's fine. But now I know why we're doing this, not just because other people did it, but because I understand why it works. And so I think it just comes down to what are the few truths that I know to be true and going all in on those things. Like I know that if customers love my product, they are more likely to tell other people about it than if they hate it. That I feel very confident. So then we say, okay, what are the things that must occur in order to get someone to quote love my product, aka, increase the likelihood that they tell their friends about it or post about us? And so now there's, and you can break this, and again, this is where quality and quantity of metrics matter. So it's like how much more nuance can I break this up into small pieces? So it's like, okay, at what time do we deliver these messages around what experiences that have high likelihood of them posting? Can we decrease the friction around them sending friends? How can we make it both easy and how can we incentivize it? And so all of these components, whether it's a service business, a physical products business, a software business.”
2025-02-13 · The Diary of a CEO · The Man That Makes Millionaires: Turn $100 to $10k With This Step By Step Formula & Build An Audience From 0 Followers! Alex Hormozi · IDENTIFIED FROM THE TRANSCRIPT
“I think yes that Can fundamentally, you can disrupt an industry if you don't know how it's supposed to go And so, but that's, I think that really teases out something we said at the very beginning, which is starting from first principles, which is what are the few things I know to be true. And then basically forgetting everything else. And when you build from those assumptions up, you end up building lots of different paths up the mountain that may or may not have been trodden before. I think one of the most corroborating things that can happen sometimes is that you rederive a solution that already works. And you're like, okay, well, now I know why this works.”
2025-02-13 · The Diary of a CEO · The Man That Makes Millionaires: Turn $100 to $10k With This Step By Step Formula & Build An Audience From 0 Followers! Alex Hormozi · IDENTIFIED FROM THE TRANSCRIPT
“And I don't think, and be clear here, I don't think this is actually an age thing. I think it's a perspective thing. So it's just, are you here for growth or are you here to share what you know? And I think that it's the people in the middle that are like, well, I'm bringing something, but I need some, it's like this kind of tit-for-tat relationship that I would say the vast majority of people that don't work out are in that bucket.”
2025-02-13 · The Diary of a CEO · The Man That Makes Millionaires: Turn $100 to $10k With This Step By Step Formula & Build An Audience From 0 Followers! Alex Hormozi · IDENTIFIED FROM THE TRANSCRIPT
“So I love lots of young, hungry people who are here for growth and want to learn and are ready to work long hours and just go all in. and the people at the call it the back half of their career that are here that they've made enough money they know they can get a job wherever they feel like you're not doing them a favor by giving them a job and they're not what I term I hate which is careerists they're not obsessed with their title they're not obsessed with their career path what their promotion plan is going to be they basically have a litmus test which is like I have to have make about this to get to come in and do this with you but they actually just really love the work And so these people are learning so the young people are learning and overcompensating with tons of hours and reps. And these people are bringing their experience to the game and creating significantly more leverage with strategy. The people in the middle are the ones that tend to be the pain in the ass for everybody.”
2025-02-13 · The Diary of a CEO · The Man That Makes Millionaires: Turn $100 to $10k With This Step By Step Formula & Build An Audience From 0 Followers! Alex Hormozi · IDENTIFIED FROM THE TRANSCRIPT
“So, I actually think it's, and I was talking to the CEO of Butcher Box about this particular thing last week. It's a barbell strategy where you have people on either ends and very little in the middle.”
2025-02-13 · The Diary of a CEO · The Man That Makes Millionaires: Turn $100 to $10k With This Step By Step Formula & Build An Audience From 0 Followers! Alex Hormozi · IDENTIFIED FROM THE TRANSCRIPT
“I think it's the amygdala story that we started with with the nasal strip thing, which now has actually reared its nose multiple times, poked its nose in a few times here. But I think that pitch that you're giving to a potential co-founder or potential early hire who's going to be a leader is the same more or less that you'd give to an investor. It's almost the same pitch, except instead of investing capital, they're investing time. They're investing their life, they're investing their expertise. But fundamentally, you're asking for investment. I'm just asking you”
2025-02-13 · The Diary of a CEO · The Man That Makes Millionaires: Turn $100 to $10k With This Step By Step Formula & Build An Audience From 0 Followers! Alex Hormozi · IDENTIFIED FROM THE TRANSCRIPT
“But you could also basically contract around any of these things. Now, most of the times they don't want the risk. And they probably won't get the control if it's your company. So you really just have profit and you have upside in terms of a sale. And so you can contract these things and there's lots of structure. So I'm not going to get into legal around this. But asking somebody, what do you want? Sometimes it's just a very powerful way of beginning this. And my favorite question for these types of scenarios is asking, what would it take? So, when you have this guy, it's like, man, it would be amazing, how do I sell this guy? I just ask him what would sell you. So say, what would it take? Because I don't know, he'll tell me. And I love that frame because it assumes yes. Assumes you're going to come. So, what would it”
2025-02-13 · The Diary of a CEO · The Man That Makes Millionaires: Turn $100 to $10k With This Step By Step Formula & Build An Audience From 0 Followers! Alex Hormozi · IDENTIFIED FROM THE TRANSCRIPT
“Well, I think there's the soft and the hard side, right? So the hard side is compensation, maybe you don't have as much cash. So it's like you're going to have a few levers at your disposal. So you have, what do you pay them in cash? What's their upside if there's equity or shares that you're going to give them? This is obviously if it's a software business. And it's probably worth segmenting this. So if you're not in a software company, which is probably the vast majority of people listening to this, there are four elements within equity that exist. You have control. So who gets to call the shots? You have risk. What happens if everything goes wrong? Who's liable? You have profits, which is the cash flow of the business, who gets distributions, and then basically sale or enterprise value when we sell or if we sell, who gets to participate in that upside. Those are kind of the four elements of equity. Now, the thing is that you can obviously grant shares or you can give stock in a company. That's one way of doing it.”
2025-02-13 · The Diary of a CEO · The Man That Makes Millionaires: Turn $100 to $10k With This Step By Step Formula & Build An Audience From 0 Followers! Alex Hormozi · IDENTIFIED FROM THE TRANSCRIPT
“I think having them explain it as though you were a fifth grader. And so I always, I make the same joke because you do this enough times, you make the same joke. It's like, hey, I need you to explain this to me like I'm a golden retriever, which is a type of dog. So assume I know nothing. Let's start there. Do you think customer service means And so If someone really has expertise, so Richard Feynman was famous for this, the physicist, which is if you can't explain it to a child, then you don't understand it well enough. And so if they do confuse you, then it means that they don't understand it or they're doing it purposefully, neither of which are good scenarios.”
2025-02-13 · The Diary of a CEO · The Man That Makes Millionaires: Turn $100 to $10k With This Step By Step Formula & Build An Audience From 0 Followers! Alex Hormozi · IDENTIFIED FROM THE TRANSCRIPT
“So when I look for and I'm interviewing for candidates, first I want to gather as much information as I can. I want to drain as much knowledge as possible. But I'm also really looking at it. Well, I'm going to meet with the guys every single morning and we're going to do role play. All right. How do you roleplay? Well, we're going to start with the script and we're like, the more detailed they get, the more I believe they can do it because they've actually explained what actions they will take. If someone can't dial it into actions, then it's very unlikely that they're going to take them. And so what I just outlined is basically three core things. So one is the quality and quantity of metrics that they track. The second is the behaviors that they're going to do to influence this metrics. And then laddering up to third, how do those metrics and these behaviors influence the revenue in the business? If they can explain that clearly, you have a winner.”
2025-02-13 · The Diary of a CEO · The Man That Makes Millionaires: Turn $100 to $10k With This Step By Step Formula & Build An Audience From 0 Followers! Alex Hormozi · IDENTIFIED FROM THE TRANSCRIPT
“To teach in the organization how what they do makes a business money. And so if you have like a customer support rep, for example, and you say, hey, how do you make our company money? If they can't explain it to you, they probably aren't doing it. And it sounds as simple as it is, but if someone says, well, you know, I answer customers questions. And it's like, how does that make us money? Now, if they're able to say, when I answer customers' questions, I increase the likelihood that they refer to other customers and I increase the likelihood that they stay and continue to pay for us. So I help us get new customers by delivering an amazing experience and I get the customers that we have to continue to pay us. And if it makes sense, I recommend other products and services that we have that I can introduce them to sales guys who can explain that so we generate even more revenue from them. I'd be like, one, if you can articulate that, you're probably not just service. You're probably a director, right? And so that level of nuance, the specificity is what shows expertise.”
2025-02-13 · The Diary of a CEO · The Man That Makes Millionaires: Turn $100 to $10k With This Step By Step Formula & Build An Audience From 0 Followers! Alex Hormozi · IDENTIFIED FROM THE TRANSCRIPT
“You can tell by how the quality and quantity of metrics that someone tracks, how good they are at a particular skill. And so this is fundamentally what separates beginners from experts. And so beginners typically have binary thinking in terms of outcomes. Either it worked or it didn't work. An expert, for example, for a marketing campaign isn't going to say, oh, marketing doesn't work or ads don't work. They're going to say this particular campaign didn't work because our click-through rate was too low or because it was sending traffic that wasn't qualified and we weren't converting enough on the page or we didn't have enough people who were taking the second step in our four steps and like they can break down any part of those any part of that continuum. If I'm interviewing a salesperson and the person says and I say, okay, how are you going to affect these metrics? What behaviors are you going to do? So to the same degree about vague versus specific, if they give me vague things back, I'm going to dial in and say, no, what are you going to do that's going to change that? And by the way, this is a wonderful.”
2025-02-13 · The Diary of a CEO · The Man That Makes Millionaires: Turn $100 to $10k With This Step By Step Formula & Build An Audience From 0 Followers! Alex Hormozi · IDENTIFIED FROM THE TRANSCRIPT
“Steal and consolidate notes into where the truths or the most distilled beliefs that we have about these particular, in this case, weapon systems, but it could be whatever. And then from there, you're able to generate your inferences for what it looks like when it's right, what the problems are, what potential solutions might be, and then that's fundamentally how you say this is what we need to do next. That's if you're trying to learn something. But in talking to all those people, it actually works the same way because the interview process, the higher up the talent is, the more I would encourage entrepreneurs to use it as a learning process as a consultant. And so I present somebody who wants to come in for this role, the actual problems of the business for which they would have control over and say, how would you solve these? And so then they tell me all the things that they would be considering and what they're thinking about. And then I'll ask the next guy what he thinks and what he thinks and what he thinks or she thinks. And then all of a sudden, one, I get free consulting, which is amazing. But secondly,”
2025-02-13 · The Diary of a CEO · The Man That Makes Millionaires: Turn $100 to $10k With This Step By Step Formula & Build An Audience From 0 Followers! Alex Hormozi · IDENTIFIED FROM THE TRANSCRIPT
“First, you find five experts. So you ask the one person, you're like, hey, tell me the five people you know who are the best at this thing. And then you ask them, who are the five people you know who also know a ton about this thing? And for each of those interviews, you take all of their information down of like, what do you think about this? What do you think about this? What do you think of this? And what happens, you start mapping kind of like the information ecosystem. And the reason you talk to experts first is that there's no lack of information. Like you can Google whatever you want. The problem is there's too much. And so the filter becomes where the highest point of leverage is. And so experts have spent years filtering out for what's important. And so then you basically rapidly consume the most filtered information and then you reorganize the information. And so this is what a typical analyst will do as a consultant is like, I would suffer the space inside project that I did, with 600 pages of notes from all the interviews that we did. First step is you recategorize all the news by category. So it goes from raw notes to categorized notes. Then from there, you just...”
2025-02-13 · The Diary of a CEO · The Man That Makes Millionaires: Turn $100 to $10k With This Step By Step Formula & Build An Audience From 0 Followers! Alex Hormozi · IDENTIFIED FROM THE TRANSCRIPT
“Came up as like God tier. He's like, if you can ever get this guy, he'd be amazing. And so he ended up finding a way into fine Daniel and then he ended up becoming co-founder of school as well. And what's interesting about that process is that it actually ladders into rapid learning. And so when I was a consultant, I was 22 years old and I would go and have to give presentations to four-star generals right about weapon systems that I knew nothing about because I was, you know, chugging beers like 12 months earlier, right? And so how do you sound intelligent in front of somebody who has 30 years more experience than you do? And so this is the consulting process for rapid learning.”
2025-02-13 · The Diary of a CEO · The Man That Makes Millionaires: Turn $100 to $10k With This Step By Step Formula & Build An Audience From 0 Followers! Alex Hormozi · IDENTIFIED FROM THE TRANSCRIPT
“Oh, so school.com's a platform for building communities. Right now it's online, but we have an in-person component so that people can meet online that meet in person. It's awesome. And so that's the only investment that I've publicly associated myself with outside of acquisition.com. So it was a very big deal, something I believe in a lot because it's education. So where education and media meet. Sam is the founder of school. He is not technical. And so he knew that to build an exceptional software product, you need world-class talent. And so he interviewed 600 developers to find Daniel who'd become the CTO of school. And he asked everybody to know who the best coders were. And then he talked to all those people and they asked them who the best coder they knew was. And he talked to those people. And then he asked them who they thought the best coder they knew was. And eventually”
2025-02-13 · The Diary of a CEO · The Man That Makes Millionaires: Turn $100 to $10k With This Step By Step Formula & Build An Audience From 0 Followers! Alex Hormozi · IDENTIFIED FROM THE TRANSCRIPT
“I think it sits great. And I think that the amount of references that you go for is proportional to the importance of the role. So, Sam, the co founder of school, so he was a non technical founder.”
2025-02-13 · The Diary of a CEO · The Man That Makes Millionaires: Turn $100 to $10k With This Step By Step Formula & Build An Audience From 0 Followers! Alex Hormozi · IDENTIFIED FROM THE TRANSCRIPT
“When you show up on calls, change your background to like the standard company setting so we don't see your bedroom, right? And make sure that from the waist up, you look professional. And what do I mean by look professional? Have a collared shirt and put your hair back. Okay. Now some people are like, how does that work in woke politics? No idea. Deal with it in your country. But like you should have a culture where you can say stuff like that. The second thing is that right now I need you to turn on Slack notifications and I need you to respond within 10 minutes. Okay during work hours. After work hours, fine. But nine to five, you have to respond within 10 minutes. Do you think you can do that? Yes. And so the end goal here is like, I will get everyone to stop calling you lazy.”
2025-02-13 · The Diary of a CEO · The Man That Makes Millionaires: Turn $100 to $10k With This Step By Step Formula & Build An Audience From 0 Followers! Alex Hormozi · IDENTIFIED FROM THE TRANSCRIPT
“Sometimes it takes an hour, sometimes three hours. I'm like, okay, so I'm going to gather that data and be like, okay, so when I talk to her, I'm like, I'm going to have this branch of data. The next thing is when I get stuff, you know, projects from her, they are incomplete. I feel like they're not all the way fleshed out. I'm like, okay, that's a second bucket. The next one is that when she shows up on Zoom, she looks disheveled. I'm like, okay, so now when I talk to Sandy, I'm not going to say, hey, Sandy, you look lazy. Need you to level up a little bit here. Otherwise, we're going to have issues and have to put you on a PIP performance improvement plan, right? Instead of saying that, just put her on the performance improvement plan without saying it's performance improvement plan.”
2025-02-13 · The Diary of a CEO · The Man That Makes Millionaires: Turn $100 to $10k With This Step By Step Formula & Build An Audience From 0 Followers! Alex Hormozi · IDENTIFIED FROM THE TRANSCRIPT
“And literally the next week people were like, What happened to him? He's like a new man. And the thing is, is that he wasn't a dick. He just didn't know how to behave. And so if you want to teach, teaching has to come from conditions and a behavior. And so if you're trying to get someone to be different, you have to give them the conditions under which they need to change. So when someone says this, if this occurs, there's a condition. And then this is what you need to do. And so the vast majority of training that exists does none of that. It's just people shouting at each other, insulting them and saying, hey, you need to level up. You need to get, you know, you need to increase your performance. What does that mean? And so I think one of the easiest ways to identify the actual behavior is actually the tough part is like, why do I think he's a dick? Why do I think she's lazy? Because I want to insult them, but that's not, so how do I help her? It's like, okay, why am I describing her this way? Okay. So when I slack, she tends to be slow in her response.”
2025-02-13 · The Diary of a CEO · The Man That Makes Millionaires: Turn $100 to $10k With This Step By Step Formula & Build An Audience From 0 Followers! Alex Hormozi · IDENTIFIED FROM THE TRANSCRIPT
“The reasons that they are calling you dick, we need to dive into that because every other conversation you'd had with some of the leaders was just like, hey man, stop being a dick. And the thing is, what do you do with that? Nothing. You just get insulted and then you have nothing to do. And so instead, it's like, okay. When you cut people off when they talk, Stop, start, keep This instead Shut up. So when someone else is talking, wait until they finish. And if you're not sure, ask if they're done. He's like, okay. When you give unsolicited advice on how they should run their department, don't or ask if they want it. If they say no, don't say anything. And so we identified three or four behaviors that he was doing. And I said, just do this instead.”
2025-02-13 · The Diary of a CEO · The Man That Makes Millionaires: Turn $100 to $10k With This Step By Step Formula & Build An Audience From 0 Followers! Alex Hormozi · IDENTIFIED FROM THE TRANSCRIPT
“Tell you a real story. So we had a director level, so a relatively high person in the organization who was having behavior issues said differently, everyone thinks you're a dick. And so he ended up making his rounds of the executive team and having a sit down with all of them because he was really proficient at the scale. It was high performer, like good at what he does. Just no one liked him. And so he talked to four different executives and the behavior didn't change. And so he finally came to my office and he was like a little bit worried and he was like, am I going to get fired? And I was like, no, HR will fire you if you're going to get fired. What are we talking about? But when we sat down, I said, okay, I want to be clear. I want to decrease the likelihood that people call you a dick in the future. I say, does that sound like an agreeable goal? He said, yeah, I don't want that. I was like, okay, good. I also don't care if you are a dick. I just care that everyone else thinks you are. And so I just want to minimize likely that I get drawn into this ever again.”
2025-02-13 · The Diary of a CEO · The Man That Makes Millionaires: Turn $100 to $10k With This Step By Step Formula & Build An Audience From 0 Followers! Alex Hormozi · IDENTIFIED FROM THE TRANSCRIPT
“This is where the culture is there if on that first day, like I said, we say we're going to work through the script and we're only going to get through a third of it. I'm going to stop you 30 times to correct you. We've already kind of set the expectations of how things go here. Like we will fix things and we will fix them fast. And it's understanding the difference. And we teach our teams this is what is the difference between an insult and criticism. So criticism is a discrepancy between actual and desired. So you're supposed to be on time. And this week you were late twice. And so that is discrepancy. And you're lazy is the insult. And so the judgment that's associated with the discrepancy is insulting someone. Pointing out the discrepancy is purely criticism. And that's objective. And so if you want to improve the team, remove insults, focus on criticism, and tell them what to do instead. And so the easiest way to think through this, I think, is stop, start, keep.”
2025-02-13 · The Diary of a CEO · The Man That Makes Millionaires: Turn $100 to $10k With This Step By Step Formula & Build An Audience From 0 Followers! Alex Hormozi · IDENTIFIED FROM THE TRANSCRIPT
“You'd kind not nice. It's one of our cultural, you know, I wouldn't say it's not the one on the site, but things that are reputed internally all the time, Connat Nice is one of the big ones, which is that you are actually being unkind to someone by not maximizing the likelihood that they succeed in their role. And people don't lose jobs because typically because of one thing, it's usually a hundred small things. And so if we can immediately fix those 100 small things, most people want to do a good job and most people want to succeed and most people want to move up. And we can maximize the likelihood that those things occur if we help them.”
2025-02-13 · The Diary of a CEO · The Man That Makes Millionaires: Turn $100 to $10k With This Step By Step Formula & Build An Audience From 0 Followers! Alex Hormozi · IDENTIFIED FROM THE TRANSCRIPT
“I can't teach someone ten years of being a CFO for M&A. This is an extreme example, right? And so in that instance, we still hire for the smallest skilled efficiency, but I can probably teach someone to be nice under these circumstances faster than I can teach them to be a CFO. If they have everything that I want here, obviously you would want both, but the world is imperfect. And so we just try to hire for the smallest skill gap and attitude is a series of skills. And so instead of thinking of things in attitude and aptitude, just think of everything as skills. And then we hire always for the smallest efficiency.”
2025-02-13 · The Diary of a CEO · The Man That Makes Millionaires: Turn $100 to $10k With This Step By Step Formula & Build An Audience From 0 Followers! Alex Hormozi · IDENTIFIED FROM THE TRANSCRIPT
“We always want to hire for the smallest skill deficiency. And so in low skilled labor, for example, if we have a cupcake bakery and I need somebody to work the counter, that is pretty low skilled labor. And so if there's a number of skills that are required, being able to be on time, smile, be nice, those things are bundled terms that have many skills underneath of them, right? Whereas teaching someone how to use the register might take like 30 minutes. And so it makes sense to hire for attitude and then train aptitude when you have low skilled labor. When you have really high skilled labor,”
2025-02-13 · The Diary of a CEO · The Man That Makes Millionaires: Turn $100 to $10k With This Step By Step Formula & Build An Audience From 0 Followers! Alex Hormozi · IDENTIFIED FROM THE TRANSCRIPT
“Their way of getting talent is just let's hire 10 and we'll just see who works out rather than being able to take someone and level them up. And I think that the ability to train is one of the largest alphas that exists in organizations. Because if you can buy talent at B skill and get them to A, then you net the delta in profit between what you had to attract and pay the person to come and what they perform at. If you have to use a picking strategy, then you have to pay for current market rate of the skill. And so you actually eat in the margin because you don't know how to train. There are advantages to speed and sometimes it still makes sense to bring in the talent because maybe the training requires so much time that it's not worth it. And so from a hiring perspective, we were just talking, this is the theme.”
2025-02-13 · The Diary of a CEO · The Man That Makes Millionaires: Turn $100 to $10k With This Step By Step Formula & Build An Audience From 0 Followers! Alex Hormozi · IDENTIFIED FROM THE TRANSCRIPT
“We set the premise with you're going to read through the script, and in the first 30 minutes, we might get through a third of it. And I'm going to probably stop you like 30 times. And if that happens, it means we're doing it right. So we set the premise that I'm going to interrupt you a bunch of times. And as soon as you say the first line, I'm going to be like, stop, sit again, say it like this. Go again. And then they're like, okay. And they say it. And I'm like, awesome job. Do it again. Awesome job. Do it again. So I reinforce it as many times I can. Okay, go to the second sentence, right? Now do first and second, right? Do second and third, right? And you keep working your way through until eventually they just say like a whistle. They can sing it because they've also had so many repetitions and so many feedback loops that they're like, this is what it sounds like when it's right. And I think that the vast.”
2025-02-13 · The Diary of a CEO · The Man That Makes Millionaires: Turn $100 to $10k With This Step By Step Formula & Build An Audience From 0 Followers! Alex Hormozi · IDENTIFIED FROM THE TRANSCRIPT
“You can see the learning curve the amount of repetitions just skyrockets until eventually there is no amount. But here's where it gets crazy. That biscuit is still reinforcing something, just not sitting. It's reinforcing the thing that just came before it. So if we want people to do something, we have to change it in the moment. And so when we train, and I think that we're a training organization, we're very good at training whatever skills is. Engineering ways to give many feedback loops in a short period of time around specific skills. So I use sales because it's one that everyone understands. If you're training a script with someone, if you let someone read through a script and then at the end you say, hey, here's the things you could have done better. This is how 95% of people train. It also doesn't work.”
2025-02-13 · The Diary of a CEO · The Man That Makes Millionaires: Turn $100 to $10k With This Step By Step Formula & Build An Audience From 0 Followers! Alex Hormozi · IDENTIFIED FROM THE TRANSCRIPT
“And then I'm reinforcing the right thing. Right. And so I think we're very big on rapid feedback in the moment because that's how you train behavior. So if you look at So there's tons of studies on this, but basically, if you want to train a dog, right, and you want it to sit, if you have it sit and then immediately give a biscuit, it learns really quickly. If you have it sit and then wait ten seconds before you give a biscuit, it takes like three times as many repetitions for it to learn that the sitting gets the biscuit. If you wait more than a minute, it never learns.”
2025-02-13 · The Diary of a CEO · The Man That Makes Millionaires: Turn $100 to $10k With This Step By Step Formula & Build An Audience From 0 Followers! Alex Hormozi · IDENTIFIED FROM THE TRANSCRIPT
“Clients in sales will take priority. So if you have a meeting and you're on a sale and you're about to close it, close the sale. But if you were just doing nothing and we have this meeting, then this is the priority. And so the next time we hop on, I'll be like, hey guys, I just want to address something. John was late. He was late because of a sales call. Or when I DM'd him right as he got on late, I would say, hey, make sure you say that and be like, hey guys, sorry, I was late. I was on a sales call. And then I would say. That's fine, you're good to go. Always go make money.”
2025-02-13 · The Diary of a CEO · The Man That Makes Millionaires: Turn $100 to $10k With This Step By Step Formula & Build An Audience From 0 Followers! Alex Hormozi · IDENTIFIED FROM THE TRANSCRIPT
“So, when we have these, they are the spoken and unspoken roles, mostly unspoken. If someone shows up three minutes late to a meeting and there's 10 people in the meeting and it's supposed to be a marketing meeting, I'm there, if I don't say anything, I have now said we have an unspoken rule that if someone shows up three minutes late to a meeting, it's okay. I've reinforced that rule. Now, if I've reinforced it by not punishing the behavior or at least calling it out. On the flip side, if someone comes in and I berate them, that's also a way of changing behavior, maybe not the right way to do it, but I could then like what do you do in that situation? Someone shows up three minutes late. First off, you would probably sideline with that person be like, hey, I don't know if you realize that you were three minutes late. What happened? And they're like, I was on a client call. It went late. I'm really sorry. Or I was on a sales call. For me in my organization.”
2025-02-13 · The Diary of a CEO · The Man That Makes Millionaires: Turn $100 to $10k With This Step By Step Formula & Build An Audience From 0 Followers! Alex Hormozi · IDENTIFIED FROM THE TRANSCRIPT
“And mercy, speed, and quality, both of them are important, and sometimes they sit diametrically opposed. And so we have to say, where do we sit in the gray so that we can duplicate decision-making across the organization, so that we can maintain the culture? And so culture, you know, Laylist this a lot, but culture, I think this is a Drucker quote, actually. Culture trumps strategy like twice a week and every day on Sunday. If you have a mediocre strategy but an unbelievable culture, you will crush somebody who has a great strategy and a terrible culture because culture ladders up to performance and execution. And almost every business is limited by execution, not strategy. Most business strategy isn't that complicated. Like, let's do a really good job. So good that people tell their friends about us. And as long as we have enough gross margin, we'll make money. It's not that hard, right? It's just that the doing it is the hard part.”
2025-02-13 · The Diary of a CEO · The Man That Makes Millionaires: Turn $100 to $10k With This Step By Step Formula & Build An Audience From 0 Followers! Alex Hormozi · IDENTIFIED FROM THE TRANSCRIPT
“writing what no one wants to discuss is the fact that everyone else knows John Sucks. And that becomes the minimum standard for what is acceptable for excellence in the organization. And so I think, so if brand is what your reputation is externally, I think culture is kind of what reputation is internally. And so I define culture operationalized because I think culture is a very fluffy word. What does that mean? It's the rules that govern reinforcement within an organization. What do we reward? What do we punish? And so the thing is that there's realistically people have values because they're bundled terms that ladder up many behaviors. If I said Rolls-Royce probably would have some value that's quality over speed, probably, right? And so they would have that, but somebody would have to say like, well, what does that mean? Well, we hope that we use this as a decision-making filter for how it affects behaviors on every situation so that when you're in the should I go fast or should I make it right, you make it right. And there are other organizations kind of like the speed justice.”
2025-02-13 · The Diary of a CEO · The Man That Makes Millionaires: Turn $100 to $10k With This Step By Step Formula & Build An Audience From 0 Followers! Alex Hormozi · IDENTIFIED FROM THE TRANSCRIPT
“Wrong, and that's where the pain occurs. And that's why so many businesses stay stuck is because they have this affair, they have this person, and they're unwilling to have that hard conversation or multiple in order to make it right and they stay stuck for years.”
2025-02-13 · The Diary of a CEO · The Man That Makes Millionaires: Turn $100 to $10k With This Step By Step Formula & Build An Audience From 0 Followers! Alex Hormozi · IDENTIFIED FROM THE TRANSCRIPT
“We all have to pay the bill. In the moment when we pay the bill, when we scoop out the deadwood, when we scoop out the rot from the organization, it feels horrible. But that pain isn't because the scooping out the rot is bad. It's because we planted it on bad ground or because that guy ordered all these shots but couldn't afford it. And I have a different analogy because I really want to drive this home because I think it's important is that in the relationship world, one spouse tells the other spouse, hey, I cheated on you. I had an affair. That moment is incredibly painful for both parties. And so what it makes you think is, oh, this was wrong to tell the truth. But it's not wrong to tell the truth. What's wrong with cheating is when you make it right. And so the pain that you often have to encounter in an organization feels wrong but is right because you're writing a wrong.”
2025-02-13 · The Diary of a CEO · The Man That Makes Millionaires: Turn $100 to $10k With This Step By Step Formula & Build An Audience From 0 Followers! Alex Hormozi · IDENTIFIED FROM THE TRANSCRIPT