Ep 513 | The $100K Guarantee: Would You Bet on Your Standards?

Thank you for joining me today. It's Brian Gubernick, and welcome to the No Days Off podcast, where we believe that every single day brings a new opportunity to get better. If you were a real estate salesperson, let's say you're a realtor in your first year of business— many, many here at the No Days Off Nation, you're in the real estate space. I want I want you to think back to your very first year. If I were to guarantee you that you'd make $100,000 in your first year, in the first 12 months, or I'd pay you the difference, would you take that deal? I would take that deal. I could tell you in my first year I didn't make that, but if someone had offered me $100,000 in 12 months or they'd pay me the difference, would I take the deal? Of course I'd say absolutely, absolutely. Now there's a caveat. Here's the catch. You can have this $100,000 guarantee, but you've got to hit every single standard that I set. No exceptions whatsoever. So whatever the standards are, if I outline the recipe to make $100,000, you've got to do it every single day or you void the guarantee. Would you still take that deal? Well, I ran this experiment a handful of years ago on my real estate sales team. I decided that I was going to run an ad for salespeople, and I made this $100,000 guarantee. And of course, it attracted a lot of, a lot of applicants. And this experiment really worked. I mean, I got a lot of people in, and I had a lot of great people join my real estate sales team, and they took this $100,000 guarantee. Now, I had some standards that they had to honor, and you can never miss a day. Here's the way it worked: you had to dial into our database. You had 150, 150 dials per day into our database, people that had opted in and had already engaged with our team. You had to dial 150 per day, which means you were talking to call it 20 or 30 people. In addition, you had to have one open house per week, and you had to run out our open house program, which had multiple steps but was certainly doable. And then lastly, you had to honor our SOI plan, our Sphere of Influence plan, 100%. You could not have a past due task or miss some sort of responsibility with the SOI plan. So $150 per day, 1 open house per week, and you had to honor our SOI plan. If you did those things and you never, ever, ever missed a day, I guaranteed that you would make $100,000, or I would pay you the difference. Now think about this, okay? 150 dials, say you're talking to 20 people a day, Monday through Friday. That's 100 people you're talking to every week, and you can't miss a week. So 52 weeks, you're talking to 100 people. You have 1 open house per week. You're usually going to have 6 to 8 people, let's say, through those open houses that you're engaging with face to face. And then you're running our SOI plan, which required you to have you know, a couple hundred people that you would reach out to regularly via phone call or email or text or letter or one of our events. If you did those things, well, think about it. If you've been at it a little while, you know it's impossible not to make that money. But most people, 99% of people that took on this challenge, they didn't actually complete the challenge over the course of the year. Why? Because they wanted a vacation, or they, you know, they want to take a break, or it was hard to do it every single day. And I get it, right? This wasn't a bait and switch though. I had one person that went the distance, and guess what? She didn't make $100,000, and I did owe her the difference, but it was actually an amazing investment because she turned out to be my best agent for multiple years. But most didn't complete the challenge. However, they all did significantly more business than they would have otherwise done in year 1. Where am I going with this? What I'm asking you is if you had to guarantee a salesperson's pay on your team, or if you're not in real estate, in your business, if you have salespeople, if you had to guarantee their pay and that pay was substantially more than the average, remember the average in my, in the real estate industry is $50,000 or $60,000 a year, the average, right? But I'm doubling that average here. So if you had to guarantee a salesperson's pay, what standards would you demand? What would be your non-negotiables? And if you're not in the real estate space or you don't have salespeople, let's, let's apply it to, to somebody else on the team or in the organization. If you were to double someone's pay, so say you've got someone making $70,000. If you were to guarantee them $140,000, what would they need to do to make that a no-brainer for you? What would that person have to do to, to earn that $140,000 in this example, and you as the business leader, business owner, are getting an ROI on that investment? Now, would you require daily calls out of your salespeople? Would it be showing up at weekly meetings? Is there a certain number of follow-ups? What is it? See, I think we can math into this sort of thing And that's probably the greatest learning or understanding that I got out of this $100K guarantee, is that if you can back into it, you can make requirements, you can make standards and non-negotiables, you can guarantee someone's success. Now, one quick thing I want to note before I forget, if you look at my standards, the 150 dials, the 1 open house, the 100% completion of the SOI plan, none of that took talent. I didn't ask anybody to improve their talent. Naturally, over the course of time, they were going to do it. The more at-bats they got, the better they were going to become. But I never asked anybody that. That all required effort. That just required effort. And I knew if they put in the effort, the results would take care of themselves. So, if you were to double someone's pay or if you were to guarantee, what would be your non-negotiables? What would make it a no-brainer? Doesn't matter whether it's marketing or ops or support, the same principle applies. So I want to know, my question for the No Days Off Nation today, if you're leading a business or if you're just leading yourself, if you're a solo operator, do you have clear standards? Do you know exactly what the recipe looks like in order to bake the cake that is your guaranteed pay or your objective, your goal in terms of compensation? Because if you don't set, uh, if you don't have a clear set of standards In my opinion, you're just hoping for results, and hope is definitely not a strategy. So here's an action step for you today. I want you to pick one role in your business. Maybe it's a sales role, maybe it's another role, and I want you to write down the 3 to, let's call it, 5 things that someone must do daily and weekly to guarantee, and I'm going to emphasize that word, to guarantee their success? If they did whatever it is you outlined without fail, what would be their inevitable result? My challenge for you, and I'm not necessarily encouraging everybody to go run a $100,000 ad, but would you be willing to bet on that recipe with your own money? Now, I keep using the word recipe because I think about baking a cake, and I'm not a baker. Ask my wife, I can assure you I'm not a great baker here. But I do know that if you have a recipe and you're baking a cake and you leave something out of that recipe, you take a shortcut or you use a different ingredient than what's called for, the odds of having that cake turn out the way you desire are slim to none. Well, it's much the same in business. It's much the same. Here's the recipe to guarantee the result. Go honor that recipe. And if you do that, I'm willing to guarantee $100,000 compensation. So, the mental challenge for everybody today is, as we're wrapping up, really a shorter episode here. Would you sign a check today guaranteeing someone's pay? Would you sign a check today guaranteeing someone's pay? And if you wouldn't, I'm gonna bet your standards aren't clear enough. If you'd like, if you've got my number and you want to send me over your top 3 to 5 standards, Send it over. Send it over or shoot me an email or post it to, you know, send me a message on Instagram, whatever it may be. Send me over your 3 to 5 standards. And this is to guarantee that result. I want to see the standards that you're willing to bet on. That's all we have for you today, the No Days Off Podcast. Thank you so much for listening. And remember, every single day brings a new opportunity to get better. So let's get after it. [MUSIC] [MUSIC]