When entrepreneurs hit a plateau in their business, their first instinct is usually to tweak and optimize—adjust the offer, refine the website, or experiment with a new sales script. But according to Alex Hormozi in his interview on the Rachel Hollis Podcast, that’s the wrong approach—at least in the beginning.
Instead of fine-tuning every detail, Hormozi argues that most businesses under $1M in revenue should focus on one thing: MORE. More sales. More outreach. More marketing. More action.
If you're an entrepreneur stuck in the cycle of waiting for everything to be perfect before scaling, this article will challenge that mindset and show you why volume—not optimization—is your best friend in the early stages of business growth.
The Myth of Perfecting Your Business Too Soon
Most entrepreneurs waste time perfecting things that don’t need to be perfected yet.
They obsess over:
✔️ The perfect branding and website before they even have customers
✔️ Crafting the best offer instead of testing what actually converts
✔️ Trying to scale before they’ve proven they can even close a few sales consistently
Hormozi learned this the hard way. In his early days launching gyms, he spent months crafting the perfect curriculum for a test prep business—only for a professor to steal it. Meanwhile, his first gym succeeded not because it had the best equipment or most optimized pricing—but because he focused on getting as many paying customers through the door as possible.
The takeaway?
💡 “You don’t need to improve something that doesn’t have enough traction yet.”
Why Doing MORE Always Wins in the Early Stages
If you’re struggling to make money in your business, the problem isn’t a lack of efficiency. It’s a lack of activity.
Instead of spending six months trying to optimize your sales pitch, what if you just talked to 10X more potential customers?
Instead of tweaking your ad targeting over and over, what if you just spent more on ads to get in front of more people?
The reason businesses like Hormozi’s Gym Launch scaled fast was because they focused on output over perfection.
🚀 If you increase your volume, you increase your opportunities.
🚀 If you increase your opportunities, you increase your chances of success.
The "Rule of 100" – Your Shortcut to Doing More
Hormozi’s Rule of 100 is simple but game-changing:
🔹 100 outreach attempts per day – cold calls, DMs, emails, or direct interactions with potential customers.
🔹 $100 per day in ad spend – even with a small budget, more eyeballs = more leads.
🔹 100 minutes of content creation per day – create and post content that gets you in front of the right audience.
Most entrepreneurs don’t fail because they’re not good enough. They fail because they don’t do enough.
Example:
If your business depends on getting calls booked and you only send five emails a day, your chances of getting a “yes” are slim. But if you send 100 emails a day? You’re almost guaranteed to get leads, no matter how bad your pitch is at first.
When to Shift from Volume to Optimization
Of course, doing more isn’t the answer forever. Eventually, you’ll need to optimize—but only once you’ve hit a breaking point where inefficiency is holding you back.
Signs it’s time to optimize:
✔️ You’re getting leads but struggling to convert them.
✔️ You’re booked solid and can’t scale without better systems.
✔️ You have revenue but your margins are suffering.
When Hormozi scaled Gym Launch, he first focused entirely on filling gyms with members. Only later did he build better retention systems, automation, and delivery processes. First, he made money—then he refined how he made it.
The Bottom Line: Take Massive Action First, Improve Later
If you’re an entrepreneur under $1M in revenue, your biggest problem isn’t efficiency. It’s inaction.
Stop tweaking. Stop waiting. Stop perfecting. Just do MORE.
💥 More outreach.
💥 More content.
💥 More offers in front of people.
Then, once you’re consistently making sales, you can refine. But until then? Volume beats perfection every time.
