---
title: "The value equation"
description: "Four elements that decide how valuable an offer feels."
canonical: https://tomsharman.com/bookshelf/100m-leads/the-value-equation/
updated: 2026-11-03
---

# The value equation

> Four elements that decide how valuable an offer feels.

Alex Hormozi's framework, from $100M Leads, pp. 79 to 108.

Framework 8 of 46 from [$100M Leads](https://tomsharman.com/bookshelf/100m-leads/index.md) by Alex Hormozi. Category: Offers and pricing.

## The steps

1. **Dream outcome.** What they want, the way they want it.
2. **Perceived likelihood of achievement.** Results, reviews, guarantees and endorsements.
3. **Time delay.** How soon they see results.
4. **Effort and sacrifice.** The bad stuff they endure and the good stuff they give up.

## Where it comes from

From chapter: #1 Warm Outreach, pp. 79–108

## The animation

24 seconds, 4:5, no sound.

- MP4: https://tomsharman-downloads-006143767029.s3.eu-north-1.amazonaws.com/downloads/bookshelf/100m-leads/the-value-equation.mp4
- MP4, dark: https://tomsharman-downloads-006143767029.s3.eu-north-1.amazonaws.com/downloads/bookshelf/100m-leads/the-value-equation-dark.mp4
- Still: https://tomsharman-downloads-006143767029.s3.eu-north-1.amazonaws.com/downloads/bookshelf/100m-leads/the-value-equation.png
- Still, dark: https://tomsharman-downloads-006143767029.s3.eu-north-1.amazonaws.com/downloads/bookshelf/100m-leads/the-value-equation-dark.png