Larry Weidel shows how to scale from solo work to a team. You're limited to 24 hours a day, so you hire a prospector to fill your calendar, then a closer to seal deals, then managers to run the operation. Each role multiplies what you can actually accomplish.
How to use the building blocks of growth, these 24 hours of time. So this is you right here. You're starting your business. This is how much you can get done over here. You know, in this line right here. This right here is time, you know, heading forward. So the clock is ticking and you got to make things happen. Okay, so here we go. You get out there, you maximize yourself. But now you've reached your limit. You, you're not going to go any higher than this right here. But you've got big dreams, big ambitions, you want to do bigger things. So what do you do? You bring somebody else in. You bring them in. And so what do you get from that? You get another 24 hours. Now if they go out and try and do the same thing you do, you guys are going to just be doing the same thing. They're going to be limited plus they're not as good as you. But if we go out there and we say, why don't we work together, the teamwork approach, let's go. And now you take your time. You take all of your time, not 85%, but you take 100% of your time going out and making appointments. And don't worry about it, I'll go with you on the sale. Now what happens is you have time to train that person because they're relieving you of some of that 85% time you had devoted to finding people to talk to. So now they're going to be bringing people in and you can grow. Instead of just having this to work with, you could spend a bigger part of your time now talking with people. So guess what you have raised. So you continue to add people. Here we go. And add them up there. I'll use this to make it a little bit more easy to read. You keep adding people in. Now what you get is from this, they're doing all of the same thing that your other rookie was doing. They're spending a hundred percent of their time, they're spending 100% of their time making appointments. Now look what's happening to your schedule. All of your schedule now is being filled, going out, keeping appointments. You know, you're the high skill person. You know, this is like, this is like bird dog hunter. So like if you are a hunter, it's like bird dog without the bird dog out there. Flushing out the birds. Hunter is going to be hard pressed to bring anything home. They've got to work together as teams. So that's how this works here. The salesperson or the professional, the one who knows what they're doing, whoever's got the expertise. By having people do prospecting for him or her, they now can spend be much more productive because they can spend their time on the much more productive thing, the thing that their height is skilled at. Where does this work? The. This works out like in a hospital. You have a surgeon. The surgeon does not meet you, the door, check you in, type all your information into the machine. You have administrative people, you have nurses take you to the room, prep you. The surgeon may have four, five, six surgeries that day. He shows in, he scrubs up, holds his hands up, walks in, scalpel. He does what only the surgeon can do. This allows you to be more productive because you're doing all you can do. Whereas before you were limited. You're not going to be more productive than this level of productivity. Now you're up here, you're starting to move up to areas you could never done before. So as a result, you find yourself getting up here and the production continues to grow through the roof. As you continue to add on more and more people, you'll be able to keep this going. Now, when you have a slump, eventually production is going to come down. So that's why you want to keep adding your people. And as we say in the three waves of growth from your sales, and then you end up with the last one of your management team. We'll talk more about that later. Later. But that's how you use the building blocks of growth.
