The Game with Alex Hormozi How to Sell High Ticket Offers to the Right Customers | Ep 996
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Jan 27, 2026 Discussion on why selling to wealthier customers captures disproportionate profit. A top-down pricing strategy that starts high and uses tiered upsells is explained. Practical rules for 5–10x price jumps, anchoring expensive offers, and when to raise prices are covered. Tactics for qualifying leads, targeting high-spenders, and building a pricing-driven virtuous cycle are highlighted.
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Wealth Is Highly Concentrated
- Wealth is extremely concentrated: the top 1% holds more than the bottom 90% combined.
- This distribution means selling to richer customers yields far larger profit per sale than chasing many low-budget buyers.
Target The Small Percent That Drives Profit
- Use Pareto and power-law thinking: a tiny percentage of customers delivers most profit.
- Design your business to capture outsized profit from the top tiers rather than squeezing many low-value customers.
Make Big Jumps Between Pricing Tiers
- Price each upsell 5–10x the tier below and expect ~20% take rate to double revenue per tier.
- Make each higher tier worth operational effort by ensuring it meaningfully increases profit contribution.