Jack Daly outlines a recruitment incentive program that pays existing salespeople $10,000 per successful hire in milestones. A single salesperson closing ten $1,500 deals monthly generates $180,000 to $360,000 annually. He scaled from zero to 750 employees and $42 million in earnings in three years using this systematic approach.
10 deals in a month. 10 deals in a month. Now, what we made on a deal was $1,500 pre-tax per deal. So in 1 month, I would be ahead $15 grand. If they stayed for 1 year, I'm up $180 grand. If they stayed for 2 years, I'm up $360 grand. And what I was saying to my team is, hell, I'll write a check for $10,000 to any employee that could give me somebody on the sales team who would add $180,000 to $360,000 to the bottom line. Here's the question. How many people in this room would write a $10,000 check to get $180,000 to $360,000 back over the next 1 to 2 years? You bet. How many, how many $10,000 checks would you like to write? 10, 100, unlimited. As many as you could, unlimited. And when would you like to start writing them? Yesterday. Yesterday, perfect. Less than 5 minutes, you dick. See that? Don't drive yourself into analysis paralysis. I'm telling you big picture. Look at the numbers. This is a no-brainer. Now, we used to pay the $500 when the new guy started. No, no, no. This is how the $10,000 got paid. $2,000 when the new guy brought 10 deals into the house. $2,000 when he brought $20,000, $6,000 when he brought $30,000. Now I paid $10,000 out of a revenue stream that wouldn't have been in my house had he not joined. How much did this program cost me? Nothing. Zero. I have a CPA, I worked at Arthur Andersen, the accounting profession would throw me out for my remark that I'm about to give you, but it is an entrepreneurial gem. Please get it in the notes. There are no such things as expenses in business, only investments. And everything that you do in your business should be viewed in an ROI concept. The majority of things that we shoot down because too expensive, if you would just rationalize them, it's an investment. $10,000 for a 180 to 360 return. I went to Southern California in 1985, I knew zero people. In 18 months, we had 750 employees generating $42 million in earnings in 3 years, and I did not do that by myself. I did it by being creative and letting the rest of the people feed into us, the people that would grow our company. That, ladies and gentlemen, is leverage. And it's a system, and it's a process, and you don't have the time to figure this out. Because you're committing these sins, it gets you distracted with the minutiae, which I'm telling you is not the leveraged arena. All right.
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