How to Close a Deal on the Phone Before They Hang Up | Ep 953 - The Game with Alex Hormozi Recap

Podcast: The Game with Alex Hormozi

Published: 2026-03-17

Duration: 10 min

What Happened

Alex Hormozi engages with a swim school business owner facing challenges in converting cold leads due to an overreliance on word of mouth for growth. The owner's business generates $300,000 annually, with approximately $1,400 spent monthly on ads, yielding leads at $12 each.

Hormozi outlines a strategy for the swim school to pre-sell customers effectively by closing alternative options and establishing the business as the only logical choice. This involves identifying and communicating the lack of viable alternatives for potential clients and positioning the school as the expert solution.

He introduces a framework to create urgency on sales calls by anchoring discussions around time, emphasizing that immediate action is necessary for customers to achieve their goals by a specific deadline. This technique involves contrasting the desired timeline with the current date to motivate prompt enrollment.

Additionally, Hormozi advises the owner on how to handle payment over the phone by maintaining customer engagement until the signup process is complete. This approach includes sending a secure payment link and guiding the client through the transaction while on the call.

To enhance the value proposition, Hormozi suggests bundling swim lessons into packages, such as 12-session commitments, to ensure customer commitment and increase revenue. He further proposes offering a satisfaction guarantee by promising additional lessons if targets are not met, thus reducing perceived risk for parents.

Hormozi discusses upselling strategies by introducing branded merchandise like swim caps and shorts to create a sense of belonging among the students. This not only serves as a revenue stream but also enhances the customer experience by making them part of a community.

Key Insights

• The swim school's growth was primarily driven by word of mouth, with no previous experience in selling to cold leads, highlighting a common challenge for many small businesses.
• Hormozi emphasizes the importance of creating urgency in sales calls by aligning customer goals with specific timelines, effectively motivating them to act immediately.
• Utilizing a structured sales framework, such as closing alternative doors and establishing expertise, can significantly improve the conversion of cold leads.
• Offering bundled lesson packages with a satisfaction guarantee can enhance customer commitment and increase revenue, while upselling branded merchandise strengthens community ties.