Scaling a $300K Moving Company in 60 Minutes

**Alex Hormozi** (0:00)
My name is Alex Hormozi, and I've been in business for 15 years. And I recently broke the Guinness World Record for the fastest selling non-fiction book of all time, making over $106 million in a weekend. And this is Scale or Fail.

**Nas** (0:19)
Good morning, Alex.

**Alex Hormozi** (0:20)
Good morning, man.

**Nas** (0:21)
How are you doing?

**Alex Hormozi** (0:21)
Good.

**Nas** (0:22)
Great to see you.

**Alex Hormozi** (0:23)
Good to see you too, man. So, tell me about the business.

**Nas** (0:26)
My name is Nas, I'm 29
I'm the founder of Flexdolly Moving and Delivery. We did about $300,000 over the last 12 months, profit being 62%. Our goal is really to expand to multiple locations with $2 to $4 million per location in the next two to three years. We'd love to paint the map pink with our pink trucks.

**Alex Hormozi** (0:46)
Walk me through the business model.

**Nas** (0:48)
Most of our business comes through local residential moves that represents about 90% of the revenue. We charge it based on an hourly rate. It's $165 for two professional movers, plus $150 for the truck and equipment.

**Alex Hormozi** (1:00)
Are you the cheapest?

**Nas** (1:01)
No, absolutely not.

**Alex Hormozi** (1:02)
Are you the most expensive?

**Nas** (1:03)
Up there.

**Alex Hormozi** (1:04)
Okay. And how do you get customers?

**Nas** (1:07)
So, being the second highest and best rate moving company in San Diego, as you can see, like most of the revenue would be from Google Maps and ACO. It's kind of like organic.
It costs about $1,000 to $1,200 a month for ACO. And the main winner right now that we've been testing with would be the Realtor Outreach.

**Alex Hormozi** (1:23)
Tell me about this Realtor thing.

**Nas** (1:25)
So, we would reach out to them, and they would tell them, hey, if you have anybody like moving out, we'll give them that little offer of like anybody over $2,000, then we will give them $250 off. So, for the Realtors, the job is like, they pay so much. For example, this month, out of 17 jobs on Google, we made $16,000, okay? And out of six jobs with the Realtors, we made $15,000.
So, it's over $3,000 per job with the Realtors compared to any other channel.

**Alex Hormozi** (1:56)
Okay. Anything else that's stopping you from scaling?

**Nas** (1:59)
Just not enough leads. We could easily double up the business, but as of right now, just not enough leads.

**Alex Hormozi** (2:04)
Okay. Why do you even want to grow the business to begin with? Like, you're already making money, right?

**Nas** (2:08)
There's different reasons. Number one is that my wife just quit her six-figure job about five days ago to be on me.
I know you heard that a lot, but this one is real.
So she quit her job. She's been on me. She trusts me on doing this. I'm not going to let her down. And then two, I've had guys that have been working with me for the last few years, and these guys, all they're asking for is just stable work so they can feed their families. Three would be my mom worked extremely hard for us to be here coming from Morocco. Her only dream in life is to own a house. I know would be the reason make that dream a reality. And last but not least, it's a little bit personal. People that have been against us, it's not to show them that they're wrong, but just to prove myself that I could go a lot further.

**Alex Hormozi** (2:44)
To show that you're right. Sure. I dig it. Okay, cool. This seems pretty straightforward. I've got a handful of things that I think we can do. So let me just walk you through how I think this large scale. So I think we'll start with the offer, and then I want to work on the sales process a little.
And then we'll talk about this realtor's thing.
And then we'll go traffic. So if you think about fixing a business, I always fix things from back to front. So it's like the thing you sell, how we sell it, who we're going to sell it to, and how we can find out about it. Okay, if we're talking like big picture, basically you will become a commodity if you're using the exact same measured unit. Because they're just asking, what's the hourly? I'm guessing a lot of people get on the phone.

**Nas** (3:33)
Yes, what's the price?

**Alex Hormozi** (3:34)
Right. And so I think if I were you, I would break that frame and just say, we don't do it by hourly, we just do it by job.