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$100M Offers book cover
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$100M Offers

by Alex Hormozi

$100M Offers

The Grand Slam Offer

“Make people an offer so good they would feel stupid saying no.” — Travis Jones

A Grand Slam Offer combines an attractive promotion, unmatchable value proposition, premium price, and unbeatable guarantee with payment terms that allow you to get paid to acquire customers—removing the cash constraint on growth.

The goal: create an offer so different you skip the awkward explanation of why your product differs from competitors. Let the offer do that work for you.

The Value Equation

Value isn’t just about what you deliver—it’s about perception across four dimensions:

  1. Dream Outcome - What they ultimately want to achieve
  2. Perceived Likelihood of Achievement - Their confidence it will work
  3. Time Delay - How fast they get results
  4. Effort & Sacrifice - How much work is required

Increase the first two, decrease the last two. Value skyrockets.

Picking Your Market

Every business problem stems from two issues: not enough clients, or not enough cash. Solving these requires the right market.

Four criteria for selecting markets:

  1. Massive Pain - They desperately need your solution
  2. Purchasing Power - They can afford premium pricing
  3. Easy to Target - You can reach them efficiently
  4. Growing - Tailwinds make everything easier

The three eternal markets: Health, Wealth, Relationships. These always exist because the pain of lacking them is tremendous.

Market hierarchy: Starving Crowd > Offer Strength > Persuasion Skills

The Niche-Down Advantage

For businesses under $10M annually, niching down makes you more money. Hormozi targeted “microgym owners with ~100 members, a signed lease, at least one employee, wanting to help clients lose weight.”

Why niche? You can charge 100x more for the exact same product when it’s specialized.

“Charge as high a price as you can say out loud without cracking a smile.” — Dan Kennedy

When you raise prices, you increase clients’ emotional investment, perceived value, and results (because they’re invested).

Creating Your Offer: Five Steps

Step 1: Identify Dream Outcome Example: Lose 20lbs in 6 weeks (dream outcome with decreased time delay)

Step 2: List Problems Everything preventing them from achieving the outcome

  • Buying healthy food is hard, confusing, won’t taste good
  • Takes too much time
  • Too expensive

Step 3: Solutions List How you’ll solve each problem

Step 4: Create Solutions Delivery Vehicles The specific “how” - one-on-one, done-for-you, group coaching, templates, etc.

Step 5: Trim & Stack Remove high-cost/low-value items first, then low-cost/low-value. Stack everything else.

The “One Thing” Principle

When clients say “I’d buy but for this one thing,” that’s your next product feature. Over time, eliminate every obstacle preventing sales by creating solutions—templates, guides, support systems.

Enhancing with Scarcity and Urgency

Scarcity (decreases supply):

  • Total Business Cap - “Only accepting X clients”
  • Growth Rate Cap - “Only accepting X clients per week”

Urgency (increases demand):

  • Cohort-Based Rolling - “Sign up today to join Monday’s group”

The person who needs the exchange less always has the upper hand. Real scarcity creates genuine indifference to whether someone buys.

The Power of Bonuses

A single offer broken into component parts and stacked as bonuses is worth more than the same offer presented whole.

Bonus strategies:

  • Partner with other businesses for free products/services
  • Create tools, templates, scripts, checklists
  • Record workshops, webinars, interviews
  • Negotiate group discounts with adjacent businesses

Guarantees That Reverse Risk

Identify clients’ biggest fears and reverse them into guarantees.

The most powerful guarantee: performance, revenue share, or profit share arrangements. “If you don’t make money, you don’t pay me.”

Key Implementation Insight

“It is far better to have understood why you failed than to be ignorant of why you succeeded.” — Dr. Burgelman

Every business Hormozi started since March 2017 achieved $1.5M/month run rate using these principles. The framework works because it systematically maximizes perceived value while minimizing perceived risk and effort.

The grand slam offer isn’t about manipulation—it’s about genuinely solving problems in ways that make the value obvious and the decision easy.