Conversation (Larry Weidel and George) explaining a three-step approach to sustainably grow income: recruit people to raise your maximum capacity, train them so they generate sales and free you to do high-value work, and promote/support managers to raise your income floor and create scalable outlets. Uses analogies (gas tank, McDonald's, Walmart/Sam Walton) to illustrate how multiplying outlets/managers converts individual effort into persistent organizational income and reduces volatility.
Now let's take a look at how the pros keep their income growing.
So instead of having this thing where you surged up here, you know, created a big, big chargeback, where here it was a little chargeback, and now you go down and you got to deal with this thing and you're like struggling and maybe, you know, it knocks you out of the business. How many people do we see go out of business? You never expect them to go out of business. Well, this is the kind of hidden thing nobody talks about. It's kind of like a death fireball of chargebacks you created by doing something good. Now, I'm not saying don't push yourself and drive your income this, that, the other, but if you build your business off of that, you're going to run out of gas. So. Because you know why? You have 24 hours in the day. You know, you still gotta eat, sleep, and, you know, spend time with your family and all that stuff. The spirit may be willing, but the body has got 24 hours a day. So there is a way around it. Now here's the way around it. You do this, we'll do white. Here we go. You start off and you start adding people in. That's what we talked about the other day. You add people in, you recruit. See, when you recruit, you, every time as your recruiting goes up, you raise your ceiling. The possibility of the max that you can do. Because now it's not just the maximum of what you can do by yourself, it's the max of what you could do with, you know, some people with you. And so now instead of your max being somewhere around here, this sucker has skyrocketed way up here. Now, as you train those people, see, the deal is they come in, they help you prospect, and as you train them, you generate more sales. You can spend more of your time actually seeing customers because they're helping you find customers and handle all the odds and ends. So you can focus on like a surgeon, you can spend more of your time on the things that only you can do, which is to make money for both of you. So you start with the recruiting. That's the first step. And by the way, I've got a video on this. You know, growth comes in three waves. Then you train them, so that creates the income. That's how you know, you take advantage of this potential. See, this is your potential. It's like you have a gas tank. You fill your gas tank. If you got a 10 gallon gas tank, fill it up and you go 20 miles per gallon. You can only go 200 miles potential. But if you have a 25 gallon, 25 times 20, you can go 500 miles, same car, just because you get a bigger gas tank. Same you, same car, same you. But if you have more people to work with, it raises the maximum of what you can get done, how far you can travel in a month. Does that make sense, George?
Yes.
It feels like I'm belaboring this, but anyway, that's what I do. Now the third step is how you permitize it, you support it, you go. See, this is unsupported income. Because as soon as you stop, this is your floor, right? That's the bottom. And so as soon as you stop, you got potential going all the way back down the bottom. But the funny thing is, is that when you build, you promote people, you build management. And they could be assistant managers when they start, they can be part time, but they, but it's more permanent help rather than someone who's just an employee doing things you tell them to do. And you can't be sure how much they're going to be into it. You go in and you promote them. So now what happens is you raise this level. And that's what we talked about, other things every time. So this, you know where this is. Let's just go down here. Where this is your floor down here. When you promote a manager now, you know your potential of the worst that could happen is not quite zero because you both have to do zero. And then you add another one in and now your floor, your worst case scenario starts raising, starts climbing every time you promote somebody. See, as your recruiting goes up, you raise your maximum potential as your management team goes up. It's not just you in management, you have managers with you now your range here goes up. This is why you've got a chance, and I need to explain this on a video, but you have a chance in 12 months from now by producing managers, you could make sure not only do you grow your income, but you could guarantee that your worst month next year is better than your best month. Now, because you have people that you promoted into management with you because you've made recruiting, training and promoting your focus. You're building your management team, you're opening outlets and it's just like McDonald's. If this was, we go back to this illustration over here. If this instead of your income, let's just say you had one McDonald's, one McDonald's, 1 7, 11, one Walmart, well, it's the same thing. There's going to be a maximum of what they could not make out of that store in their best month ever. And of course, the worst, they could go down to zero. And they could have sales and have people work triple overtime and everything and hype it up. But pretty soon it's going to come back to what it's normal. I mean, its normal thing is too. And so for them to consist they got the same thing as you. For them to have permanent growth, they've got to go back over here and do this thing. They've got to do the same thing. They've got to open. Oh, wait a minute. They've got to open outlets. See, this is for you by yourself. If you go to business, that would be managers. That's how you open your outlets for them, it could be opening stores. See, this is a business principle. It just doesn't apply. This is how you grow businesses. This is how you build. You know, this is how I was just looking at this. This is how Sam Walton started with one store, one little store, a pretty ugly little store in Arkansas, and I think Fayetteville, Arkansas, downtown, loved their little store, grew them, multiplied its outlets. Where now I just looked at the top the top 20 wealthiest women in the world, you know, the Forbes 500. And of the top 20 women, I think, you know, at least a third to a half of them are Walmart, you know, widows or Walmart daughters or, you know, granddaughters or something from Sam Walton, how did he get up to that point? And it's like he's gone, but they're still producing income because outlets. See, he built it, not off him. What he could do, you know, he couldn't even got himself on that top 500, you know, the top 500 wealthiest. But he did it by growing outlets. And you can do the same thing. Does that make sense, David?
Yes, it does.
What you think, George?
Well, it absolutely makes sense. And every time you build a new leader, they're starting their growth wave. That allows you to move it up much faster.
Yeah, that allows you to multiply it. It's not just you building, it's them building. That's how you can really go in the stratosphere. That's how you go high, because you can go higher than the number of managers or outlets you can open yourself. But when you have them doing the same thing behind you, same thing happens. All right, hopefully that helps on that one.
