You Don't Have a Lead Problem. You Have a Traffic Problem | Ep 954 - The Game with Alex Hormozi Recap

Podcast: The Game with Alex Hormozi

Published: 2026-03-19

Duration: 16 min

Guests: Dr. Ann Trong

What Happened

Dr. Ann Trong, a medical doctor specializing in sexual health, is working to increase her practice's revenue from $3.8 million to $10 million. A key challenge identified was a decrease in the number of qualified applicants after adding friction to the sales funnel, which was intended to improve lead quality. Despite the friction leading to a higher percentage of qualified leads, the absolute number of leads declined, prompting a need to drive more traffic to the front end.

Alex Hormozi advised Dr. Trong to focus on generating content that appeals to her target audience, suggesting she email her existing customers to identify which type of content initially attracted them. He recommended using meta-ads and retargeting strategies to enhance visibility and lead flow, particularly focusing on save-worthy content that has high purchase intent. Additionally, Alex suggested running national meta-ads, as they might be easier to crack than YouTube ads, even for a YouTube audience.

Reids, a representative from a data consulting firm, discussed the firm's goal to scale from $500,000 to $1.2 million in revenue. The firm primarily relied on referrals and aimed to improve its lead generation strategies, including LinkedIn ads and cold emails. Alex Hormozi advised shifting the focus of content from technical details to the benefits and ROI of data services to attract business stakeholders with purchasing power.

To enhance lead generation, Alex proposed offering five free one-on-one calls to qualified companies as a lead magnet. This strategy was designed to demonstrate value and initiate meaningful conversations with potential clients. He also suggested moving from an hourly billing model to a value-based pricing strategy, where the firm would charge a percentage of the financial benefits realized by the client.

Alex highlighted that by using a 'calculator close' during sales conversations, the firm could better communicate the potential financial impact of its services. This method involves calculating the total potential savings or efficiency gains and charging a percentage of that amount. This approach not only aligns the firm's incentives with those of the clients but also potentially triples or quadruples revenue without needing additional customers.

Key Insights

• Dr. Ann Trong's practice experienced a decline in absolute lead numbers after adding friction to their sales funnel, although the quality of leads improved. The solution involved enhancing content strategies and utilizing meta-ads to drive more qualified traffic.
• Alex Hormozi recommended identifying high-purchase-intent content by analyzing existing customer engagement and using this data to improve content targeting. This includes running national meta-ads to reach a broader audience that aligns with the practice's service offerings.
• Reids' data consulting firm was advised to pivot from hourly billing to a value-based pricing model, charging based on the outcomes and savings delivered to clients. This approach could significantly increase revenue without the necessity of acquiring new customers.
• By offering a limited number of free one-on-one calls to qualified leads, Reids' firm can demonstrate the value of their services and engage potential clients in outcome-focused discussions. This strategy helps in framing the conversation around benefits rather than technical specifics.