Have you ever felt like you were putting together an offer but something just wasn’t clicking?
That’s exactly where I found myself recently, which is why I started rebuilding my offer from the ground up. Last week, I shared how I aligned my offer with my personal journey, focusing on helping people who want the same transformation I’ve gone through. We covered the basics—finding your niche, picking an idea with proven demand, and building a marketing strategy that connects. But that’s only part of the puzzle.
Now that I’ve shared my niche, my idea, and my marketing strategy, it’s time to get into the heart of the offer itself. Creating an irresistible value offer can feel overwhelming, but breaking it down into steps makes it manageable.
The Value Equation: A Game-Changer for My Offer
Before I dive into the exact steps I use to build a compelling offer, I want to share something that changed everything for me. I learned it from Alex Hormozi’s $100M Offers, and it’s called the “Value Equation.” Honestly, when I first stumbled on this idea, it felt like I’d just found the missing piece I’d been searching for. Here I was, trying to create an offer that people wouldn’t just want but actually need. I wanted them to see it and think, “Yes, this is exactly what I need to change my life.” But making that happen felt way harder than I expected.
Then I discovered the Value Equation, and things started to click. I finally had a framework to help me shape my offer in a way that actually resonates. It was all about breaking down what “value” really means for the people I want to help, and making sure each piece of my offer lines up with what they care about most.
Here’s the formula, straight from Hormozi’s book:
Value = (Dream Outcome x Perceived Likelihood of Achievement) / (Time Delay x Effort and Sacrifice)
I know it sounds a bit like math class at first, but stay with me—each part of this equation has made my offer stronger and more appealing. Here’s how I started thinking about it, in real terms:
1. Dream Outcome: What is the ultimate result my clients want? It’s easy to think, “Oh, they want financial freedom or personal growth.” But I realized it’s deeper than that. For the people I’m working with, it’s about waking up with a sense of purpose and motivation, ready to tackle their goals. It’s that feeling of alignment, like you’re on the right path and living for something meaningful.
2. Perceived Likelihood of Achievement: When I put myself in my clients’ shoes, I know they’re wondering, “Will this actually work for me?” It’s natural; we all want to feel like we’re making a smart investment in something that has real results. That’s why I make sure to share my own journey, the ups and downs, and how these same tools helped me. By opening up about my own struggles and wins, I’m letting them see that I believe in this process because I’ve lived it.
3. Time Delay: I used to think that as long as people could see results eventually, they’d be satisfied. But now I know the closer the results feel, the better. That’s why my program is designed as a six-week journey. People can wrap their heads around that timeframe—it’s short enough to feel manageable but long enough to create real change.
4. Effort and Sacrifice: Finally, I asked myself, “How can I make this easier for them?” Life’s already demanding, and if my offer feels like a huge lift, I know it’s less likely they’ll dive in. So I put in tools that simplify the process—like clear action steps, easy-to-follow exercises, and personal coaching—things that make them feel supported, not overwhelmed.
As soon as I started looking at my offer through the lens of this equation, everything clicked. I could see where I needed to adjust things, and it became clear how each element worked together to create something truly valuable.
Now, Let’s Jump into the 5 Steps of Building Your Offer
I’ve learned from experience (and from diving into books like Alex Hormozi’s $100M Offers)that following a clear process helps me stay focused and ensures my offer is something people truly want. Here’s how I approach it in 5 simple steps:
Step #1: Identify the Dream Outcome
With a clear picture of the Value Equation, the first thing I do is get specific about the dream outcome. This is where everything starts. I thought about it deeply and asked myself, “What is the ultimate transformation I want my clients to experience?” For me, it’s more than financial gain or personal growth—it’s waking up excited, knowing they’re on a path that feels right and fulfilling.
Imagine the person you’re helping. Where do they want to be? What’s their “Why?” That vision of a better life becomes the anchor of your offer. Once I knew this was what my clients were looking for, I felt ready to build the rest of my offer around making it happen.
Step #2: List the Problems Blocking That Dream Outcome
Next, I need to consider what’s standing in the way. What are the specific problems my audience is facing that keep them from reaching this dream outcome? In my case, the individuals I’m serving feel stuck. They’re juggling responsibilities but lack direction. They may struggle with time management, lack of clarity about their goals, or fear of failure. These are all barriers keeping them from waking up with purpose.
For me, this step is about getting clear on all the pain points they’re experiencing. If I can pinpoint what’s causing them stress, overwhelm, or frustration, I can design solutions that feel like a real lifeline to them.
Step #3: Create a Solutions List
Now that I’ve identified the problems, it’s time to brainstorm the solutions. This is where I can start thinking creatively about how to tackle each obstacle my audience faces. For instance, if they’re struggling with time management, I might offer tools to help them prioritize tasks. If they lack clarity, I’ll provide exercises or coaching that help them define their purpose.
My job here is to make a list of everything I can offer to help them solve their problems. Whether it’s through coaching calls, worksheets, templates, or courses, I want to give them everything they need to move forward. This is where I really start thinking about value—how can I pack as much actionable, useful content into my offer as possible?
Step #4: Create Your Solutions Delivery Vehicles (“The How”)
Now comes the practical part: deciding how to deliver those solutions. I’ve learned that it’s not just about what I’m offering but how I deliver it. People need a clear, easy-to-follow path to get from Point A to Point B.
For my offer, I might deliver the solution through a 6-week program with weekly coaching calls, a workbook, and a private community for support. Maybe I’ll include a video series to help them work through specific exercises at their own pace. The delivery vehicles are the tools and methods I use to get the solutions into their hands.
This is where the format of your offer becomes critical. It could be an online course, one-on-one coaching, a membership community, or a mix of all three. The key is to make sure the delivery method matches the solution.
Step #5: Trim & Stack
This is the fun part! Once I’ve got all my solutions and delivery methods laid out, I start trimming the fat. I look at everything I’ve brainstormed and ask myself: “What’s essential, and what’s extra fluff?” The goal is to simplify my offer so it’s laser-focused on delivering the dream outcome without overwhelming people with too much information.
After trimming, I stack. I organize everything into a clear path that leads from problem to solution, making sure each piece of the offer builds on the last. This way, the customer feels like they’re on a journey with me, each step bringing them closer to that dream outcome.
For example, my 6-week program might start with defining their purpose, move on to time management and daily habits, and then finish with building a concrete plan for the future. Everything is structured to flow naturally and keep them motivated.
Building this offer taught me that success isn’t just about a clever product; it’s about deeply understanding people’s needs and delivering real, tangible value. By using the Value Equation and following these five steps, I’ve shaped my offer around real transformation—not just an idea.
I hope this process shows you that creating an offer doesn’t have to be overwhelming. When you focus on solving real problems and guiding people to their dream outcomes, you’re not just making a sale—you’re making a real impact.
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Thank you for reading me — it means a lot.
See you next week.
– Lucas
