8 Entrepreneurs Compete for $100,000
In this episode of The Game w/ Alex Hormozi, eight entrepreneurs compete for a $100,000 investment by implementing growth strategies under Hormozi's guidance. Over 90 days, contestants applied tactical changes across pricing, sales processes, hiring, marketing channels, and automation—with participating businesses achieving an average 2.4x revenue increase and over $1 million in total gains.
The episode explores how focused execution on the right strategies drives rapid growth, regardless of industry. Hormozi and his team of advisors evaluate contestants through multiple elimination rounds, assessing not just revenue growth but also strategic adherence, technical proficiency, scalability, unit economics, and founder coachability. The competition demonstrates how compressed, committed execution can achieve transformative results and reveals what investors prioritize when evaluating business potential and founder capability.
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1-Page Summary
Business Growth Strategies and Tactical Implementation
Alex Hormozi and a group of business advisors discuss tactical improvements that drove explosive growth across various companies, demonstrating how pricing, structural changes, targeted marketing, and automation drive revenue and scalable expansion.
Consistent Pricing & Offer Restructuring Boosts Revenue
Tina Su doubled her annual run rate from $918,000 to $1.84 million in 90 days by raising her package price to $2,500, switching to a 6-month billing cycle, and repositioning upsells to occur three months in. Kaleb Mitchell scaled from $370,000 to $2 million by making repairs his primary service, raising average tickets from $2,500 to $5,000, and introducing speed upsells. Joey Goone's cost-basis quote generator with prepay discounts raised his average contract from $44,000 to $200,000, achieving a 48% close rate despite nearly quintupling prices.
Sales Restructuring and Delegation Boost Performance
Tina Su condensed her webinar from three hours to 45 minutes, skyrocketing enrollments from 75 to 232 in 13 weeks. Joey Goone restructured his sales team to focus on setting appointments while he handled closing, and Kaleb Mitchell adopted Hormozi's four-step menu close script to build trust and attract experienced salespeople.
Strategic Hiring Unlocks Capacity Constraints
Hasee Nazir hired two dental associates, allowing his father to shift from direct patient care to coaching, though full benefits await completion of their year-long implant cycle. Kaleb Mitchell hired experienced technicians and salespeople, freeing himself to focus on scaling door-to-door teams. Tina Su built an AI dashboard that automated client inquiries, eliminating herself as a bottleneck.
Targeted Acquisition Channels Yield Higher ROI
Following Hormozi's recommendation, Joey Goone invested $15,000 in an event booth and quickly closed $670,000 in business—a nearly 200x return. Zyad Asi pivoted to leveraging patient relationships and hosting country club events, generating word-of-mouth inquiries with minimal acquisition cost and increasing his run rate from $4 million to $4.5 million. Nas Elakkad introduced flat-rate pricing with a VIP tier, closed a $15,000 move, and scaled from a $360,000 to $1.03 million run rate.
Automation & Workflow Optimization Enhance Scalability
Tina Su developed nine automation tools to scale delivery without added personal time investment. Hasee Nazir shifted to upfront payment collection, improving his cash collection ratio from 2.5:1 to 1.11:1. Kaleb Mitchell built replicable systems and scripts for door-to-door sales, enabling seamless training and independent operation.
Rapid Results Through Execution and Commitment
A 90-day period of focused execution led contestants to achieve transformative growth, with participating businesses seeing an average 2.4x revenue increase and over $1 million in total gains.
90-Day Commitment Yields Extraordinary Growth
Hormozi highlights that compressed, all-in execution on the right strategy delivers outsized financial impact regardless of industry. Hasee Nazir grew from $1.73 million to a $4 million run rate, Kaleb Mitchell reached $2 million in just six weeks, and Tina Su, Joey Goone, and Mim Jenkinson all doubled their revenue within 90 days.
Full Implementation Predicts Growth
Top performers executed all suggested tactics completely. Tina Su hosted 13 weekly webinars and tripled her results by implementing everything on the roadmap. Joey Goone instituted pricing formulas, sales team restructuring, and B2B events, surging toward a $4.1 million run rate. Even Mim Jenkinson, who executed everything on the list, was eliminated for slightly less growth than top contestants.
Mindset Shifts Drive Rapid Growth
Tina Su overcame her fear of being seen as "greedy" by accepting that earning enables greater impact. Kaleb Mitchell learned to trust employees to perform well without direct oversight, releasing the belief that "they can't do it the same way I do." Hasee Nazir secured $70,000 upfront from dental patients, disproving family-held limiting beliefs.
Sacrifices and Commitment Achieve Transformation
Joey Goone worked 16-hour days for 90 days, making significant short-term sacrifices. Leila Hormozi highlights that a dedicated 90-day push is far preferable to years of slower progress, allowing entrepreneurs to seize results quickly and return to balanced life. The 90-day sprint acts as a proving ground to demonstrate new strategies and build momentum.
Evaluation Criteria for Sustainable Business Success
The judges stress that revenue growth alone isn't enough—strategic adherence, technical proficiency, unit economics, scalability, and founder coachability are all essential for investment and sustainable growth.
Revenue Growth Must Be Paired With Sound Business Fundamentals
Paul Fontanelli generated over 3,700 leads and reached a $4.8 million run rate, but struggled with conversion and cash flow, ultimately investing his 401k just to keep operations afloat. Despite improved metrics, his run rate dipped to $4 million, leading to elimination. Mim Jenkinson achieved nearly $800,000 in annualized growth but was eliminated for having the lowest growth among remaining competitors. Hormozi emphasizes that the fastest path to $10 million differs from the path to $100 million, and sustainable growth rooted in fundamentals is vital.
Technical Proficiency Shows Implementation Capacity
Hormozi praises Tina Su for leveraging her affiliate marketing background to rapidly develop effective tools. Hasee Nazir's adoption of Video Sales Letters and publishing 100 pieces of content daily demonstrates his facility for executing ambitious marketing at scale. Kaleb Mitchell's implementation of menu scripts shows he can absorb feedback and refine his process—qualities that directly impact scalability.
Scalability and Unit Economics Dictate Investment Success
Hormozi singles out Joey Goone's strong LTV to CAC ratio, though questions linger over scalability. Sharran Srivatsaa votes for Tina Su over Joey, reasoning that event planning lacks the online scalability of Tina's model. Despite Joey's excellent execution, Leila Hormozi notes his business is "mid compared to other opportunities" they've considered, stressing the necessity for scalable models.
Profitability and Cash Flow Are Non-Negotiable
Hormozi points out that Joey Goone's business suffers from unsatisfactory cash flow and thin margins despite impressive execution. Paul Fontanelli's cash flow issues were so severe he depleted his retirement savings. The judges emphasize that proof of growth, profitability, and defensibility are intertwined imperatives for investment.
Coachability Predicts Founder Executability
Kaleb Mitchell is praised for acknowledging his delegation struggle, showing real growth. Hasee Nazir is receptive to advice around using VSLs. Tina Su stands out as "incredibly coachable," signaling strong potential to execute and scale. The judges' evaluation framework balances revenue growth with strategic fundamentals, technical proficiency, scalability, robust unit economics, and founder qualities.
The Competition Format and Selection Process
The competition uses a multi-round elimination format to test entrepreneurial capabilities, with each round revealing strengths and weaknesses that predict long-term success.
Multi-Round Format Tests Different Capabilities
Round one tested revenue growth, eliminating Paul Fontanelli for minimal growth despite high capital. Round two tested roadmap adherence and implementation, eliminating Kaleb Mitchell and retaining Hasee Nazir and Tina Su as finalists. Round three evaluated the founder's pitch, assessing communication, self-awareness, and understanding of investor priorities.
Final Selection Evaluated Investor Priorities
During final pitches, Hormozi critiqued both Tina Su and Joey Goone for neglecting investor priorities such as profitability, margins, defensibility, and value proposition. Hormozi stressed the importance of reverse engineering pitches from what investors want: rapid growth, high profits, and strong competitive defenses. Despite Tina Su's scalable online model, Hormozi chose Joey Goone, highlighting his recurring revenue ($4 million already booked), resilience during COVID, and high commitment. The judges prioritized business model fundamentals, founder commitment, execution record, and concrete financials over any single metric.
A Structured Roadmap Compresses Development Time
Hormozi's "scaling roadmap" helped six contestants achieve 2.4x average revenue growth, with some adding over a million dollars in revenue in 90 days. Leila Hormozi emphasized the direct correlation between a founder's conviction in their plan and their results. The competition demonstrated that with the right strategy, unwavering commitment, and massive action, entrepreneurs can "change your stars" quickly—compressing years of typical growth into 90 days.
1-Page Summary
Additional Materials
Clarifications
- Annual run rate (ARR) is a financial metric that estimates a company's yearly revenue based on current performance. It projects future revenue by extrapolating recent sales data over a full year. ARR helps businesses and investors gauge growth and compare performance over time. It is especially useful for fast-growing or seasonal companies to predict ongoing revenue.
- A "package price" is the total cost set for a bundled set of services offered together as one deal. A "billing cycle" is the regular interval (e.g., monthly, quarterly, annually) at which customers are charged for ongoing services. Changing the billing cycle can affect cash flow and customer commitment length. Adjusting these elements strategically can increase revenue and improve customer retention.
- Upsells are additional products or services offered to customers after their initial purchase to increase the overall sale value. Timing affects sales because presenting upsells too early can overwhelm or annoy customers, while offering them after some initial engagement or satisfaction increases acceptance. Properly timed upsells leverage customer trust and readiness to spend more. Delaying upsells until after initial value delivery maximizes conversion rates and revenue.
- A cost-basis quote generator is a tool that calculates prices based on the actual costs of materials, labor, and overhead. It helps businesses create accurate, transparent quotes that reflect true expenses plus desired profit margins. This approach supports strategic pricing adjustments and justifies price increases to clients. It also streamlines the quoting process, improving sales efficiency.
- A "close rate" in sales measures the percentage of potential customers who complete a purchase after engaging with a sales process. It reflects the effectiveness of sales efforts in converting leads into paying clients. A higher close rate indicates better sales performance and efficiency. This metric helps businesses evaluate and improve their sales strategies.
- A webinar is an online seminar or presentation used to educate or sell to an audience remotely. Shortening a webinar reduces viewer fatigue and keeps attention focused, increasing the likelihood of engagement and sign-ups. A concise format respects participants' time, making it easier to commit and complete the session. This often leads to higher enrollment rates as more people stay through the entire presentation.
- A "menu close script" is a sales technique that presents multiple options to a prospect, guiding them to choose the best fit. The four steps typically include: 1) Presenting options clearly, 2) Highlighting benefits of each, 3) Addressing objections proactively, and 4) Encouraging commitment by narrowing choices. This method builds trust by empowering the buyer with control and clarity. It helps salespeople close deals more effectively by simplifying decision-making.
- Dental associates are licensed dentists hired to provide patient care under the practice owner’s supervision, increasing patient capacity. The implant cycle refers to the comprehensive process of placing dental implants, which typically spans several months due to healing and integration phases. This cycle includes consultation, surgery, healing, and final restoration. Hiring associates allows the owner to focus on coaching or management while associates handle clinical work.
- An AI dashboard is a software interface that uses artificial intelligence to manage and respond to client questions automatically. It can analyze incoming messages, provide instant answers, and route complex issues to human staff. This reduces response time and frees up the business owner from handling routine inquiries. The system learns and improves over time, enhancing customer service efficiency.
- An event booth is a physical space at a trade show or public event where a business showcases products or services to engage potential customers directly. ROI (Return on Investment) is calculated by dividing the net profit gained from the event by the total cost of participating, then multiplying by 100 to get a percentage. This measures how effectively the event generated revenue relative to its expense. High ROI indicates the event was a cost-effective marketing channel.
- "Run rate" is a financial metric that estimates a company's future revenue based on current performance. It projects annual revenue by extrapolating recent sales data, often monthly or quarterly figures, over a full year. This helps businesses and investors gauge growth and forecast earnings quickly. However, it assumes consistent performance and may not account for seasonal or market fluctuations.
- Video Sales Letters (VSLs) are marketing videos designed to persuade viewers to buy a product or service. They combine storytelling, emotional appeal, and clear calls to action to engage potential customers. VSLs often replace traditional written sales letters by using visuals and voice to increase conversion rates. Their purpose is to educate, build trust, and drive sales efficiently through online channels.
- LTV (Lifetime Value) measures the total revenue a customer generates over their relationship with a business. CAC (Customer Acquisition Cost) is the expense of acquiring a new customer. A high LTV to CAC ratio means customers bring in significantly more revenue than they cost to acquire, indicating profitability and efficient growth. Investors favor businesses with strong ratios because they suggest sustainable, scalable customer acquisition.
- Online scalability refers to the ability to grow a business rapidly using digital platforms with minimal incremental cost per customer. Event planning scalability is limited by physical constraints like venue size, time, and staff, making rapid expansion harder. Online models can automate and reach global audiences instantly, while events require significant manual coordination. Thus, online scalability often offers faster, broader growth potential.
- Unit economics refers to the direct revenues and costs associated with a single unit of product or service sold. It helps businesses understand profitability at a granular level, ensuring each sale contributes positively to overall profit. Strong unit economics indicate a scalable and sustainable business model, as acquiring and serving customers remains profitable as volume grows. Investors use unit economics to assess long-term viability beyond just revenue growth.
- Coachability in a founder means being open to feedback and willing to learn from others. It involves adapting strategies based on advice and constructive criticism. Coachable entrepreneurs actively seek guidance to improve their skills and business outcomes. This trait predicts their ability to execute plans and scale effectively.
- A multi-round elimination format is a competition structure where participants are progressively removed after each stage based on performance. Each round tests different skills or criteria to identify the strongest candidates. This format narrows the field to finalists who demonstrate consistent excellence across varied challenges. It helps judges evaluate multiple aspects of ability before selecting a winner.
- Roadmap adherence means strictly following a detailed plan outlining specific business strategies and actions. It ensures consistent execution of prioritized tasks to achieve growth goals. Deviating from the roadmap can lead to missed opportunities or inefficient use of resources. This discipline helps maintain focus and measure progress effectively.
- Defensibility refers to a business's ability to maintain a competitive advantage that protects it from rivals. It often involves unique assets like patents, strong brand identity, exclusive partnerships, or proprietary technology. A defensible business can sustain profits and market position over time despite competition. This quality is crucial for attracting investors who seek long-term stability and growth potential.
- Recurring revenue is income that a business reliably earns at regular intervals, such as monthly subscriptions or ongoing service fees. Investors value it because it provides predictable cash flow and reduces financial risk. It also indicates customer loyalty and long-term business stability. This predictability helps investors forecast future earnings and assess company growth potential.
- "Change your stars" is a metaphor meaning to transform your destiny or outcomes through deliberate action. In entrepreneurship, it implies that founders can significantly alter their business trajectory by adopting the right strategies and committing fully. It emphasizes that success is not fixed but can be reshaped by effort and decisions. This phrase encourages proactive change rather than passive acceptance of circumstances.
Counterarguments
- Rapid price increases and offer restructuring may alienate existing customers or reduce long-term customer loyalty, especially if perceived as opportunistic or unjustified.
- Shortening sales presentations could lead to less informed customers, potentially increasing buyer’s remorse or refund rates.
- Heavy reliance on automation and delegation may reduce personalized service quality or create disconnects between leadership and frontline operations.
- Targeted acquisition channels like events can be costly and may not scale efficiently across all industries or business models.
- Intense 90-day execution periods risk employee burnout, operational errors, or unsustainable work cultures if not managed carefully.
- Full implementation of all tactics may not be feasible for businesses with limited resources, unique market conditions, or regulatory constraints.
- Mindset shifts and founder coachability, while important, may not compensate for structural market disadvantages or external economic factors.
- Focusing on rapid revenue growth can sometimes mask underlying issues such as poor customer retention, weak brand equity, or inadequate product-market fit.
- Technical proficiency in marketing and sales does not guarantee long-term success if the core product or service lacks differentiation or value.
- Scalability and favorable unit economics are not always achievable in niche or highly specialized markets.
- Profitability and cash flow can be temporarily improved through aggressive tactics that may not be sustainable or ethical in the long run.
- Multi-round competition formats may favor certain personality types or business models, potentially overlooking less conventional but viable approaches.
- Structured scaling roadmaps may not account for industry-specific challenges, regulatory hurdles, or macroeconomic shifts that impact growth trajectories.
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Business Growth Strategies and Tactical Implementation
A group of business owners and advisors, led by Alex Hormozi, discusses the tactical improvements that catalyzed explosive growth across various companies. Their insights demonstrate how pricing, structural changes, targeted marketing, and workflow automation drive revenue, unlock leadership potential, and support scalable expansion.
Consistent Pricing & Offer Restructuring Boosts Revenue
Tina Su Raised Her Pricing To $2,500 per Package and Shifted To a 6-Month Billing Cycle, Boosting Her Annual Run Rate From $918,000 to $1.84 Million in 90 Days
Tina Su’s run rate soared from $918,000 to $1.84 million in just 90 days following strategic changes. She discontinued lower-priced offerings (such as the $150 one-on-one sessions), consolidated her flagship package to $2,500, switched from a 12-month to a 6-month billing cycle, and repositioned upsells to occur three months in—rather than at the end of the contract. These moves rapidly doubled her revenue.
Kaleb Mitchell Increased Repair Ticket Price From $2,500 to $5,000 With Speed Upsells, Scaling From $370,000 to $2 Million in 90 Days
Kaleb Mitchell’s business previously hovered at $370,000, but rose to $2 million after making repairs, rather than replacements, the primary service. He raised average ticket prices from $2,500 to $5,000 and introduced a speed upsell. Hiring a specialist technician accelerated job completion and fueled volume growth.
Joey Goone's Quote Generator Boosts Contract Price To $200,000 With 48% Close Rate
Joey Goone developed a cost-basis quote generator with prepay and multi-event discounts, which, when paired with a price lock guarantee, raised his company’s average contract price from $44,000 to $200,000. The implementation of multi-year contracts and this pricing tool yielded a 48% close rate, up from 44%, all while raising prices nearly fivefold.
Sales Restructuring and Delegation Boost Deal Sizes and Close Rates Without Bottlenecks
Tina Su's Streamlined Webinar: 45-minute Pitch Boosted Enrollments From 75 to 232
After condensing her webinar pitch from three hours to a tight 45-minute session, Tina Su’s enrollments skyrocketed from 75 to 232 across 13 weeks. Clear separation of teaching versus selling and relentless execution played key roles.
Joey Goone Restructures Sales Team to Focus On Setting Appointments
Joey Goone restructured his sales operation so team members primarily set appointments. Since Goone closed deals more effectively than his team, the sales pipeline shifted to have others book meetings, freeing him up to focus solely on high-leverage closing.
Kaleb Mitchell's Menu Close Script Built Trust, Provided Clear Recommendations, and Attracted Experienced Salespeople
Alex Hormozi’s four-step menu close script, adopted by Kaleb Mitchell, became a cornerstone for building trust and clarity. Kaleb’s authentic recommendations moved customers to eagerly purchase, while the system’s transparency attracted seasoned sales professionals.
Strategic Hiring Transitions Leaders From Doing To Coaching, Unlocking Capacity Constraints
Hasee Nazir Hired two Specialists as Dental Associates, Allowing His Father to Shift From Dentist To Teacher, Although Full Benefits Await Implant Cycle Completion
Hasee Nazir’s business was previously capped by his father being the sole dentist across three practices. Hiring two highly qualified dental associates allowed his father to move from direct patient care to coaching incoming dentists. However, full revenue and operational benefits will take time, as their implant cycle lasts a year.
Kaleb Mitchell Hired Experienced Technicians and Salespeople, Allowing Him to Focus On Door-To-door Sales
By hiring skilled technicians and salespeople—including those with over a million in prior production—Kaleb freed himself from technical bottlenecks and focused on scaling door-to-door sales teams. The company’s mature, dedicated work culture proved a magnet for high-caliber recruits.
Tina Su Developed an Ai Dashboard, Freeing Her Team to Operate Independently From Client Inquiries Previously Handled Via Telegram
Tina Su automated routine question handling by building an AI dashboard and supplementary tools that removed her as a bottleneck. Now, her business operates independently from hands-on leadership in daily client communications.
Targeted Acquisition Channels Yield Higher Roi Than Traditional Marketing
Joey Goone: $15k Booth Investment, $670k Business, 200x Return
After following Alex Hormozi’s recommendation to experiment with acquisition channels, Joey Goone invested $15,000 in an event booth, quickly closing $670,000 in business for a nearly 200x return. His team continues to benefit, sometimes closing six-figure deals in ...
Here’s what you’ll find in our full summary
Business Growth Strategies and Tactical Implementation
Additional Materials
Clarifications
- Annual run rate (ARR) is a financial metric that projects a company's revenue over a full year based on current performance. It is calculated by taking the revenue earned in a shorter period (e.g., a month or quarter) and extrapolating it to 12 months. ARR helps businesses estimate future revenue assuming consistent sales and operations. It is useful for assessing growth trends and making financial forecasts.
- A billing cycle is the regular interval at which a customer is charged for a service or product. Shortening the billing cycle means customers pay more frequently, improving cash flow and accelerating revenue recognition. It can also increase customer commitment by requiring more frequent payments. Adjusting the cycle strategically balances business cash needs and customer affordability.
- Upsells are additional products or services offered to customers after an initial purchase to increase the overall sale value. Timing is crucial because presenting upsells too early or too late can reduce their effectiveness. Offering upsells during the customer’s engagement peak maximizes acceptance and revenue. Properly timed upsells enhance customer satisfaction by providing relevant, valuable options.
- Repairs involve fixing or restoring existing products or equipment to working condition. Replacements mean removing old items and installing new ones instead. Repairs typically cost less and take less time but may have shorter-term benefits. Replacements often require higher upfront costs but can offer longer-lasting solutions.
- A cost-basis quote generator calculates prices based on the actual costs of materials, labor, and overhead, ensuring accurate and transparent pricing. It helps businesses create customized quotes quickly by factoring in all relevant expenses. This tool can adjust prices dynamically to maintain profitability while offering competitive bids. It also supports pricing strategies like discounts and multi-event deals by automating complex calculations.
- A price lock guarantee ensures customers pay a fixed price for a service or product over a set period, protecting them from future price increases. Multi-event discounts offer reduced rates when customers commit to purchasing multiple events or services upfront. These strategies encourage larger, longer-term commitments by providing financial predictability and savings. They help businesses secure steady revenue and improve customer retention.
- Close rate in sales measures the percentage of potential customers who agree to buy after a sales pitch or process. It reflects the effectiveness of the sales team or strategy in converting leads into paying clients. A higher close rate indicates better sales performance and efficiency. This metric helps businesses forecast revenue and optimize sales tactics.
- A webinar pitch is a live or recorded online presentation designed to educate and persuade potential customers. It typically combines valuable content with a sales message to build trust and demonstrate product benefits. The structure often separates teaching (providing useful information) from selling (making the offer clear and compelling). This format helps maintain audience engagement and increases the likelihood of conversions.
- Appointment setting in a sales team involves contacting potential clients to schedule meetings or calls for sales representatives. It is a specialized role focused on lead qualification and calendar management rather than closing deals. This process ensures salespeople spend time only with interested, pre-qualified prospects. Effective appointment setting increases sales efficiency and pipeline consistency.
- Alex Hormozi’s four-step menu close script is a sales technique designed to simplify decision-making for clients by presenting clear, tiered options. It involves outlining multiple service or product packages with transparent pricing and benefits. This approach builds trust by providing clarity and empowering customers to choose what fits their needs best. The script also helps salespeople guide conversations efficiently and close deals more effectively.
- Capacity constraints in leadership refer to the limits on how much work or responsibility a leader can effectively handle. These constraints restrict business growth because the leader becomes a bottleneck, slowing decision-making and execution. Overcoming capacity constraints often involves delegating tasks and developing team members to take on more responsibility. This shift allows the leader to focus on strategic activities that drive expansion.
- An implant cycle in dentistry refers to the complete process of placing a dental implant, from initial surgery to final restoration. It typically spans several months to allow the implant to integrate with the jawbone (osseointegration). This period includes healing phases and multiple appointments for adjustments. The cycle's length affects revenue timing and operational capacity in a dental practice.
- Door-to-door sales involves salespeople visiting potential customers at their homes or businesses to directly pitch products or services. It allows personalized interaction, immediate feedback, and relationship building, which can increase conversion rates. This method helps scale a business by expanding the customer base through direct outreach and creating a replicable sales process. Effective door-to-door sales require training, scripts, and systems to ensure consistency and efficiency across the sales team.
- An AI dashboard uses artificial intelligence to understand and respond to common client questions automatically. It can analyze messages, provide instant answers, and route complex issues to the right team member. This reduces the need for direct human involvement in routine communications. Over time, it learns from interactions to improve accuracy ...
Counterarguments
- Raising prices and discontinuing lower-priced offerings can alienate price-sensitive customers, potentially reducing overall customer base and long-term brand loyalty.
- Shortening billing cycles and repositioning upsells earlier may be perceived as aggressive or opportunistic by clients, risking customer dissatisfaction or churn.
- Focusing on high-ticket services or repairs over replacements may not be sustainable in markets where customers expect lower-cost options or where repair demand is limited.
- Multi-year contracts and price lock guarantees can increase contract value but may also lock businesses into unfavorable terms if market conditions change.
- Condensing sales presentations may increase conversions in the short term but could reduce the depth of customer understanding or lead to buyer’s remorse if clients feel rushed.
- Restructuring sales teams to focus on appointment setting may demotivate team members who seek more comprehensive sales roles or career growth.
- Transparent sales scripts can improve trust, but over-reliance on scripts may reduce authenticity and adaptability in complex sales situations.
- Hiring specialists and delegating tasks can unlock capacity, but may increase payroll costs and require significant onboarding and management effort.
- Automation of client communication and workflows can improve efficiency, but may reduce the personal touch valued by some clients, potentially impacting customer satisfaction.
- Targeted acquisition channels like event booths may yield high ROI in some industries but are not universally effective ...
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Rapid Results Through Execution and Commitment
A 90-day period of focused execution and unwavering commitment has led contestants to achieve transformative revenue growth, breakthrough mindsets, and lasting business momentum.
90-day Commitment Yields 2.4x Revenue Growth and Over $1 Million in Revenue
Alex Hormozi highlights that participating businesses saw, on average, a 2.4x increase in revenue within just 90 days, with total gains exceeding $1 million in absolute revenue and over $500,000 in profit. These results demonstrate that compressed, all-in execution on the right strategy delivers outsized financial impact, regardless of industry.
Contestants Transform Business: Hasee Nazir's Revenue Grows From $1.73M to $4M in 90 Days
Hasee Nazir shares, "In the past 90 days, we have grown more than he [my father] has in the past 30 years." Specifically, his business revenue climbed from $1.73 million to a $4 million run rate, proving the power of focusing on execution over a short duration.
Kaleb Mitchell Grew His Business From $370,000 to a $2 Million Run Rate In six Weeks Using the Roadmap
Kaleb Mitchell's business soared from $370,000 to a $2 million run rate in just six weeks by implementing the roadmap’s strategies. His accelerated growth exemplifies what is possible with decisive action.
Tina Su, Joey Goone, and Mim Jenkinson Doubled Revenue In 90 Days, Showing Strategy's Cross-Industry Applicability
Tina Su, Joey Goone, and Mim Jenkinson all doubled their revenue within 90 days, underscoring that the strategic principles and tactical roadmaps can drive exponential outcomes across varied sectors.
Implementing all Recommended Tactics Predicts Growth
Consistent across top performers is the full execution of all suggested tactics and strategies.
Tina Su: "Executed Everything" On Roadmap, Ran 13 Weekly Webinars, Tripled Business Growth
Tina Su says, "I did everything. I executed everything." She hosted 13 weekly webinars and increased enrollments from 75 to 232—more than tripling her results and reflecting the direct relationship between full implementation and rapid expansion.
Joey Goone's Strategies, Including a Pricing Formula, Sales Team Restructuring, and B2B Events, Generated Nearly Triple the Revenue Growth Needed For a $4 Million Run Rate
Joey Goone adhered strictly to all advised actions, instituting changes such as pricing formulas for consistent margin, realigning his sales team's focus, and investing in B2B events. A single event sponsorship led to $670,000 in closed business, with total business surging toward a $4.1 million run rate—nearly tripling required targets.
Mim Jenkinson, Despite Strong Revenue Growth, Was Eliminated For Slightly Less Growth Than Top Contestants After Implementing "Everything on the List."
Mim Jenkinson also executed every item on the action list and saw impressive revenue growth; however, her growth narrowly trailed that of the top contestants, illustrating how even small differences in outcomes can be significant at the highest levels.
Mindset Shifts on Earning, Scalability, and Trusting Team Members Drive Rapid Growth
Success stories all feature profound mindset changes, particularly in attitudes toward earning, delegation, and leadership.
Tina Su Overcame Her Fear of Perceptions of Greed By Accepting That Earning Enables Impact, Freeing Her to Sell Aggressively
Tina Su openly faced and overcame her fear of being seen as “greedy” by internalizing the principle that increased earnings fuel greater impact and service. This shift empowered her to sell assertively and scale confidently.
Kaleb Mitchell Learned to Trust Employees to Perform Tasks Well Without Direct Oversight, Releasing the Belief That "They Can't Do It the Same Way I Do" and Trusting Their Quality
Kaleb Mitchell describes his most difficult but crucial challenge as learning to let go of the belief that team members "can’t do it the same way I do." By trusting his people to execute well, he stepped fully into the role of ...
Here’s what you’ll find in our full summary
Rapid Results Through Execution and Commitment
Additional Materials
Clarifications
- The "roadmap’s strategies" refer to a structured plan of actionable business tactics designed to accelerate growth quickly. These typically include optimizing pricing models, refining sales processes, enhancing marketing efforts like webinars, and improving team alignment and delegation. The roadmap emphasizes full execution of all recommended steps to maximize revenue impact. It serves as a step-by-step guide tailored to rapidly scale businesses within a short timeframe.
- "All recommended tactics and strategies" refer to a comprehensive set of specific actions tailored to the business's goals, such as pricing adjustments, sales team restructuring, marketing campaigns, and customer engagement methods. Implementation involves systematically executing each action step-by-step, tracking progress, and making adjustments based on feedback and results. This full commitment ensures synergy among tactics, maximizing growth potential. Partial or selective execution reduces effectiveness and limits overall impact.
- A "run rate" estimates future revenue by extrapolating current performance over a longer period, usually a year. It assumes that recent revenue levels will continue consistently without major changes. To calculate it, multiply the revenue from a shorter period (like a month or quarter) by the number of such periods in a year. This metric helps businesses forecast growth and set targets based on recent trends.
- A pricing formula is a systematic method businesses use to set product or service prices to ensure consistent profit margins and competitiveness. Sales team restructuring involves reorganizing roles, responsibilities, and processes within the sales team to improve efficiency, focus on high-impact activities, and better align with business goals. Together, these changes optimize revenue generation by ensuring prices reflect value and the sales team operates at peak effectiveness. This strategic alignment helps drive significant, scalable business growth.
- B2B event sponsorships involve a company financially supporting a business-focused event to gain visibility and credibility among potential clients. This sponsorship often includes branding opportunities, speaking slots, or exclusive networking access, which help generate qualified leads. By positioning the company as a trusted industry player, sponsorships can accelerate sales conversations and close deals faster. The direct exposure to a targeted audience makes it a powerful tool for revenue growth.
- Mindset shifts involve changing deep-seated beliefs that limit business growth. Embracing earning means seeing profit as a tool for greater impact, not greed. Scalability requires trusting others to handle tasks, freeing leaders to focus on growth. Delegation and trust empower teams, improving efficiency and enabling expansion.
- Elimination is based on relative revenue growth compared to other contestants, not just absolute growth. Even small differences in growth rates can determine who advances or is eliminated. Judges prioritize the highest performers who fully implement strategies and achieve top-tier results. This competitive ranking ensures only the strongest business transformations continue.
- Focused execution means dedicating all resources and attention to a specific set of high-impact actions without distractions. Unlike regular operations, which often juggle many tasks and priorities, focused execution narrows efforts to a few critical goals. This approach accelerates progress by eliminating inefficiencies and ensuring consistent, disciplined follow-through. It requires intense commitment and often temporary sacrifices to achieve rapid, measurable results.
- Personal sacrifices during a 90-day sprint often include reduced leisure time, limited social interactions, and less family engagement. Entrepreneurs may experience increased stress and fatigue due to extended work hours and intense focus. These trade-offs are temporary and aimed at accelerating business growth rapidly. The goal is to achieve significant progress quickly, enabling a return to a more balanced lifestyle afterward.
- A 90-day sprint is an intense, focused work period aimed at achieving ra ...
Counterarguments
- The examples provided are anecdotal and may not represent typical outcomes for most businesses; results could be influenced by selection bias.
- The text does not address the sustainability of rapid growth achieved in a short period, nor the potential for burnout or negative long-term effects from intense work sprints.
- Not all industries or business models may be able to implement such aggressive tactics or see similar results due to regulatory, operational, or market constraints.
- The focus on revenue growth does not account for other important business metrics such as customer satisfaction, employee well-being, or long-term profitability.
- The approach assumes that all recommended tactics are universally applicable, which may not be the case for businesses with unique challenges or resource limita ...
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Evaluation Criteria for Sustainable Business Success
Evaluating the long-term success of businesses requires more than just impressive revenue growth. The judges stress that adherence to strategy, technical proficiency, unit economics, scalability, business fundamentals, and founder coachability are all essential criteria for investment and sustainable growth.
Revenue Growth Isn't Enough; Strategic Adherence and Building "the Right Type of Business" Matter Equally
Paul Fontanelli of Boulder Adventure Park embodies the challenge of converting strong lead generation into meaningful business growth. Despite implementing a major campaign that generated over 3,700 leads and reaching a $4.8 million run rate, Paul’s company struggled with conversion and cash flow. He confesses that, due to limited team capacity, focus had to be placed on a single “Grand Slam offer” to remedy cash shortages, which led him to invest his personal 401k into the business just to keep operations afloat. Despite his efforts and improved business metrics, struggles with efficient execution and an actual dip in run rate to $4 million led to his elimination. The judges highlighted that even with high activity and improved reporting, sustained conversion and cash flow are non-negotiable for business viability.
Similarly, Mim Jenkinson achieved nearly $800,000 in annualized revenue growth, an impressive feat labeled “monster growth.” However, when stacked against the remaining competitors, this level of growth was the lowest, resulting in her elimination. These eliminations demonstrate that rapid growth alone isn’t sufficient; businesses must also be structurally sound, efficiently run, and set up to scale.
The judges, especially Alex Hormozi, reiterate that the fastest way to reach $10 million in revenue is different from the path to $100 million. They stress that sustainable growth—rooted in fundamentals rather than sacrificing critical elements for speed—is vital to building the right type of business.
Technical Proficiency and Executing Complex Changes Show an Entrepreneur's Capacity to Implement Guidance and Scale
Technical proficiency and execution capability are major criteria for selecting investable businesses. Alex Hormozi praises Tina Su for leveraging her affiliate marketing background and quickly developing effective tools and strategies for her new online venture. Her ability to improve client delivery and implement guidance rapidly proves her technical strength and sets her business up for scalable growth.
Hasee Nazir’s adoption of modern marketing tactics, such as utilizing a Video Sales Letter (VSL) strategy and publishing 100 pieces of content daily, demonstrates his facility for executing ambitious, up-to-date marketing at scale. The judges underscore that producing and deploying VSLs not only drives sales efficiency but also slashes sales cycles and increases conversion rates.
Kaleb Mitchell impresses by following detailed menu scripts and adapting his sales approach, showing he can implement feedback and refine his process. These examples illustrate that an entrepreneur’s ability to absorb advice, build tools, and execute complex tactics directly impacts their ability to scale.
Scalability and Unit Economics Dictate Investment Success In Achieving Financial Targets and Growth
The discussion turns to assessing businesses for investment: strong unit economics and scalability are indispensable. Alex Hormozi singles out Joey Goone’s strong lifetime value to customer acquisition cost (LTV to CAC) ratio as a significant strength, noting it’s among the best featured. However, questions linger over scalability. Sharran Srivatsaa votes for Tina Su over Joey Goone, reasoning that Joey's event planning business model lacks the online scalability potential of Tina’s business.
Leila Hormozi echoes that, despite Joey’s excellent execution and commitment, his business is “mid compared to other opportunities” they've considered. She and the panel stress the necessity for a scalable business model, not j ...
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Evaluation Criteria for Sustainable Business Success
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Clarifications
- Unit economics refers to the direct revenues and costs associated with a single unit of product or service sold. It helps businesses understand profitability at a granular level, revealing if each sale contributes positively to overall profit. Strong unit economics indicate a business can scale profitably by increasing sales without losing money. Investors use it to assess whether growth is sustainable and financially viable.
- Scalability refers to a business's ability to grow revenue without a corresponding large increase in costs. It means the company can handle more customers or sales efficiently as it expands. Scalable businesses often use technology or systems that allow growth without needing proportional increases in staff or resources. This makes them more attractive to investors seeking long-term profitability.
- Founder coachability refers to a founder's openness to feedback, willingness to learn, and ability to adapt based on advice. It matters because adaptable founders can improve their strategies and operations, increasing the likelihood of business success. Investors value coachability as it signals a founder's potential to overcome challenges and scale effectively. Without coachability, founders may resist necessary changes, limiting growth and sustainability.
- The lifetime value to customer acquisition cost (LTV to CAC) ratio measures how much revenue a business earns from a customer compared to how much it spends to acquire that customer. A high ratio indicates that customers generate significantly more value than the cost to acquire them, signaling profitability and efficient marketing. This ratio helps investors assess whether a business can sustainably grow by acquiring customers at a reasonable cost. It also guides companies in optimizing marketing spend and customer retention strategies.
- A Video Sales Letter (VSL) is a marketing video designed to persuade viewers to buy a product or service by presenting benefits and addressing objections. It combines storytelling, visuals, and a clear call to action to engage and convert potential customers more effectively than text alone. VSLs can shorten the sales cycle by delivering information quickly and emotionally, increasing trust and urgency. They are especially useful in online marketing where attention spans are short and competition is high.
- Run rate is a projection of future revenue based on current performance, typically annualized from recent data. Actual revenue is the real income earned over a specific past period. Run rate assumes current conditions remain constant, which may not reflect fluctuations or one-time events. It helps estimate potential growth but can differ from actual results.
- A "Grand Slam offer" refers to a highly compelling, well-crafted product or service offer designed to attract and convert customers effectively. It typically combines strong value, clear benefits, and an irresistible price or incentive to maximize sales. This concept is crucial in business strategy as it focuses resources on a single, powerful offer to improve cash flow and conversion rates. Prioritizing one standout offer helps streamline marketing efforts and operational focus.
- Cash flow is the actual movement of money in and out of a business, showing liquidity at any moment. Profitability measures whether a business earns more revenue than expenses over time, but profits can be on paper without immediate cash available. A company can be profitable yet still fail if it lacks cash to pay bills, employees, or invest in growth. Strong cash flow ensures daily operations continue smoothly and supports financial stability.
- Rapid growth focuses on quickly increasing revenue or market share, often by prioritizing speed over operational stability. Sustainable growth balances expansion with maintaining strong business fundamentals like cash flow, profitability, and scalable processes. It ensures the business can continue growing without risking collapse or financial strain. Sustainable growth builds a foundation for long-term success rather than short-term spikes.
- Business fundamentals refer to the core principles and practices that ensure a company operates efficiently and profitably. These include sound financial management, clear value proposition, effective marketing, strong customer relationships, and operational efficiency. They also encompass legal compliance, risk management, and a sustainable business model. Mastery of these basics creates a stable foundation for growth and scalability.
- In business, "defensibility" refers to a company's ability to maintain a competitive advantage that protects it from rivals. This can include unique technology, strong brand identity, exclusive partnerships, or high customer switching costs. Defensibility helps ensure long-ter ...
Counterarguments
- Overemphasizing criteria beyond revenue growth may overlook the fact that, in some industries or stages, rapid revenue growth itself can be the most reliable indicator of product-market fit and future scalability.
- Strict adherence to strategy and fundamentals may stifle necessary experimentation and pivoting, which are often crucial for startups in dynamic markets.
- Technical proficiency and executional complexity are not always required for success; some highly successful businesses have thrived with simple models and minimal technical innovation.
- Focusing heavily on scalability and online growth potential may undervalue businesses that serve niche or local markets, which can still be highly profitable and sustainable.
- High LTV to CAC ratios are not universally applicable; in some business models, customer acquisition costs are naturally higher, but long-term relationships or recurring revenue can compensate.
- The emphasis on coachability and founder adaptability may discount the value of strong, visionary leadership that resists exte ...
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The Competition Format and Selection Process
The competition challenges entrepreneurs through a multi-round elimination format designed to test a range of capabilities, ultimately identifying which founder has the qualities most predictive of long-term business success.
Multi-Round Elimination Format Tests Entrepreneurial Capabilities, Each Round Revealing Strengths and Weaknesses Predicting Long-Term Success
Each round of the competition targets a specific skill set or outcome crucial to entrepreneurial achievement.
Round one Tested Revenue Growth, Eliminating Paul Fontanelli For Minimal Growth Despite a High-Capital Business
The first round focused solely on revenue growth as a qualifier. Paul Fontanelli was eliminated because, despite running a business with significant capital, he showed minimal growth, which did not meet the competition’s threshold for advancement.
Round two Tested Roadmap Adherence and Recommendation Implementation, Eliminating Kaleb Mitchell and Retaining Hasee Nazir and Tina Su As the Final two Contestants
In the second round, contestants were judged on adherence to the provided business roadmap and how well they implemented expert recommendations. This phase emphasized disciplined execution and the ability to follow a proven strategy, leading to the elimination of Kaleb Mitchell and narrowing the field to Hasee Nazir and Tina Su for the final showdown.
Round Three Evaluated the Founder's Pitch, Assessing Communication, Self-Awareness, and Investor Priority Understanding
The final round placed a premium on salesmanship and communication. Contestants were required to pitch their business directly to the judges, highlighting communication skills, self-awareness, and, critically, their understanding of what investors look for in a winning business.
Final Selection Evaluated if Each Founder Understood Investors Want Fast Growth, High Profitability, and Defensible Business Models
During the final pitches, both Tina Su and Joey Goone were critiqued by Alex Hormozi for neglecting to address primary investor priorities, such as profitability, margins, business defensibility, and a compelling value proposition. Hormozi stressed that when selling to investors, it is vital to reverse engineer the pitch from the perspective of what the prospect—in this case, the investor—wants: rapid growth, high profits, and strong defenses against competition.
Tina Su and Joey Goone Neglected Investor Priorities, Ignoring Profitability, Margins, Defensibility, and the Business's Value Proposition
Neither finalist focused explicitly on these investor-centric elements in their pitches, which Hormozi cited as the "biggest miss" of the round.
Alex Hormozi Chose Joey Goone Despite Tina Su's Scalable Online Model, Indicating Factors Like Ltv to Cac, Recurring Revenue, and Resilience During Adversity Outweighed Scalability
Although Tina Su presented a scalable online model, the decision ultimately went to Joey Goone. Hormozi highlighted Goone’s business strengths, including recurring revenue (with $4 million already booked for the coming year), demonstrated resilience during the COVID crisis, and high levels of founder commitment and follow-through. These factors—lifetime value to customer acquisition cost (LTV to CAC), recurring revenue, and resilience—held more weight than the mere potential for scale.
Judges Prioritize Business Model, Founder Commitment, Execution Record, and Financials Over a Single Metric For Investment Decisions
The judges were clear that the primary considerations for investment were the business model’s fundamentals, the founder’s commitment, the record of execution, and concrete financials, rather than relying on one standout metric.
A Structured Roadmap and High Conviction Ca ...
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The Competition Format and Selection Process
Additional Materials
Clarifications
- LTV to CAC is a key metric that compares the total revenue a business expects to earn from a customer (Lifetime Value) to the cost of acquiring that customer (Customer Acquisition Cost). A high LTV to CAC ratio means the business earns significantly more from customers than it spends to acquire them, indicating profitability and efficient marketing. This ratio helps investors assess the sustainability and scalability of a business model. It also guides founders in optimizing spending and growth strategies.
- A defensible business model is one that can maintain a competitive advantage over time. It often includes barriers to entry like patents, strong brand identity, exclusive partnerships, or proprietary technology. This makes it difficult for competitors to replicate or erode the business’s market position. Such models protect profitability and long-term growth.
- Revenue growth is measured by comparing a company's revenue over two periods, typically quarterly or annually. It is quantified as a percentage increase or decrease from the earlier period to the later one. This metric shows how quickly a business is expanding its sales. High revenue growth indicates strong market demand and business momentum.
- Recurring revenue is income that a business earns consistently from ongoing customer payments, such as subscriptions or service contracts. It provides predictable cash flow, reducing financial uncertainty and risk. This stability allows businesses to plan growth and investments more confidently. Investors value recurring revenue because it indicates a reliable, sustainable business model.
- Alex Hormozi is a well-known entrepreneur and investor specializing in business growth and scaling strategies. He created the "scaling roadmap" used in the competition to guide contestants toward rapid revenue growth. Leila Hormozi, his wife and business partner, is also an entrepreneur who focuses on operational excellence and execution. Together, they provide expertise and mentorship to help founders improve their businesses effectively.
- Founder commitment refers to the founder's dedication and persistence in driving the business forward despite challenges. It is assessed by observing their consistency in executing plans, willingness to adapt, and resilience during setbacks. Judges often evaluate commitment through the founder’s track record, responsiveness, and how they prioritize the business. High commitment signals reliability and increases investor confidence in long-term success.
- An "execution record" refers to a founder's history of successfully implementing plans and achieving business goals. It shows their ability to turn ideas into results consistently over time. Investors use it to gauge reliability and the likelihood of future success. A strong execution record builds trust in the founder’s capability to grow the business.
- Scalability shows potential for growth but doesn't guarantee profitability or sustainability. Investors seek businesses with strong unit economics, meaning each sale generates more profit than cost. A scalable model without recurring revenue or defensible advantages risks failure under competition or market changes. Therefore, investors prioritize proven financial health and resilience over growth potential alone.
- Pitching to investors is a formal presentation where entrepreneurs explain their business idea, model, and growth potential to secure funding. It requires clearly communicating the value proposition, market opportunity, and financial projections. Investors assess the pitch to determine if the business aligns with their risk tolerance and return expectations. Effective pitches address investor priorities like profitability, scalability, and competitive advantage.
- In business, "margins" refer to the difference between reven ...
Counterarguments
- The competition’s focus on rapid revenue growth and short-term metrics may overlook important long-term factors such as sustainable business practices, customer satisfaction, and ethical considerations.
- Eliminating contestants based solely on revenue growth in the first round may disadvantage founders in industries with longer sales cycles or those prioritizing profitability over top-line growth.
- Strict adherence to a provided roadmap and expert recommendations may stifle creativity, innovation, or adaptability, which are also crucial entrepreneurial qualities.
- The emphasis on investor priorities (fast growth, high profitability, defensibility) may not align with all business models, especially those targeting social impact, niche markets, or slower but sustainable growth.
- The competition format may favor founders with prior access to resources, networks, or capital, potentially disadvantaging equally capable but less privileged entrepreneurs.
- The claim that years of business development can be compressed into 90 days with the right roadmap and conviction may not be universally applicable, as some industries or business models inherently re ...
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