The Hidden Secret Of Explosive Growth

And let's talk about the hidden secret of explosive growth. Now, explosive growth is moving your. We're talking about, particularly in the people business, growing your organization. And how can you mobilize your team with quality people fast? And let's face it, using the cold, calling newspapers and dropping flyers out of planes is not going to do it. So how can you explode your business, keep it going, have waves going and not have it fall apart. We've got the four point game plan down there. A lot of people, they look to tapes, they read all that stuff or they watch it, they try and implement pieces of it, but they can't make it go because they leave out the crucial ingredient. And this is if you don't have this missing piece, you'll never be able to grow your business fast. So here's. And I had to learn this thing. This is the thing that turned me in from a struggling salesperson in financial services to being able to build an organization of thousands of people coast to coast, because it was a key compounding secret. That's the great thing about these concepts is that anybody can use them. You can use them once you understand it. So the hidden secret of explosive growth is this. Out of 100 people who join any kind of volunteer organization, 80%. Now, this doesn't have to do with you, it doesn't have to do with me. This is a fact of life. You're not going to change it. But 80% will come in and average one transaction. They'll do one thing and then they're gone. Okay, they'll hit. Let's just say if it's. They're going to learn a musical instrument and I'm going to play guitar, play the piano, they'll come in, most people will come in and they'll learn one song. Now, with an individual teacher, whatever, you could have a little bit of a variable. Let's just talk coast to coast with people starting today or like all of last year who started. They'll average one song and then they'll quit. They run out of time, they're not able to do it. It's not as much fun. It took too long. The trouble is all the time, energy and effort to learn the basics, get the skills, get fit, familiar with stuff that they learned to do. This stuff, they blew it, they're throwing it all away and they don't realize or the teachers don't know to tell them, look, once you get one under your belt now, things are going to go much faster. Once you get five of them under your belt, Things are going to go even faster than that. So, you know, don't get discouraged in the early stage, because now you're just kind of preparing yourself mentally to learn these things, getting familiar, the fundamentals, getting your schedule reorganized, because now what it takes you 10 minutes to do, you'll be able to do in 30 seconds. And things that songs that took you maybe a month to learn, you'll be able to pick up in a week. And so that's how it works in music. Same thing in the gym. People go in there, they'll have a little bit of a success in one arena, then hit some milestones, some targets, and start to make some progress and quit. So they quit before they get started. Now, here's how this affects us in business. If the first thing you have, the first target, you get the new people to do well, they want to learn the business, you want to teach them. And so this is a natural mistake to make. I made it. The first target most people think is, I want to get them to make a sale. I want to get them to see the sales presentation. I want them to get comfortable with that. We want to turn them into a professional. Let's get them out and make a sale. Plus, I need to make some money. I can't just be training these people for nothing. We got to get them. They need to make money. I need to make money. Let's go out and make a sale. The trouble with that is they make the sale, maybe pick up some referrals, but 80% then make one sale, and then, boop, they're gone. Then 80% disappear. Now let's clear up something. They don't all do one sale. A lot of them do none. So some do one, some do two or three, but the bottom 80% will average that one, and then they disappear. Now what are you left with? You're left with 20. You recruited 100, and now you're down to 20. How can you ever get ahead if you take 100 steps forward and 20 steps back? Well, you're not going to get ahead. And so this is why, when I looked at my early years of trying to build my business and I charted my growth, it was like most people's growth charts for their entire careers up. Get a surge going, get a bunch of people in, then we go down because we train them, and then we. We didn't have time to recruit any more people. We trained them, and then we made a few sales, and then they quit. Because 80% quit. We retained a little bit. I've got A little bit here. But then I went in another big surge, and then most of those went down. And now, hey, I've got another 20% left. But what happened to all of this? It's very, very frustrating. Takes a lot of effort out of you. And soon, yeah, you're growing, but not really growing because some of these people get tired and they don't last either. It's going too slow for them. They were too discouraged because a lot of those people that left were their people. And so, you know, you're up and down, up and down. And some people go 30 years up and down, up and up and down. How can you break this cycle? How can you get out of here and go, bam, I want to go up? Well, there's another approach you can make. And that approach goes with, instead of having the first thing, first step being make a sale, throw that in the trash, that idea, loser. Because you're not going to go anywhere with that. That's the land of mediocrity. You make a change, you grow. And you say, I'm going to now make my first step. Go get a recruit. See if I get a recruit now. And the first step for everyone is to get a recruit. We talk about the first step. Let's talk about the first step again. If I say to you, give me Lincoln's Gettysburg Address, you'll say, four score and something years ago, blah, blah, blah, blah, blah, blah, blah. But we remember that little four score piece, right? It was the first word, first sentence. That's the way it is, people. It's easy to remember the first line of a favorite song, but it's like, you know, any song you can think of out there. It's easy to know, like the first verse or the first couple of lines, but then it falls apart. Well, that's the same thing this people learn the first. You know, most people will get past that first thing, but very few will memorize the whole deal. Same thing in life. But here, if you have the first step is recruiting, a couple of things magically start to appear. See, this is the missing piece. This, folks, is the hidden secret without which you have no prayer of growing. Why? Because if you don't get this, do it this way, then you're back with what this way? Which is doomed to failure because 80% are always quitting on you. You can't ever build a momentum. You can't build momentum if you're losing. All right, let's just say you're trying to go from the East Coast, New York city, drive to LA. And every day you can drive 600 miles. You drive 600 miles, you know, you're over here in the east coast, you want to go to the west coast to la, you're in New York City. And so you start off the first day, let's say it's about 2,500 miles. And so like the first day you go 600 miles, but then at the end of the day they take your car and you and transport you back. You lost 80%. So at the end of the day they move you back. 80% of that is 480. So now you went 600, but you lost 80% of that. So now you spend the night only 120 miles from home. And so the next day you go 600 and then they move you back. When are you ever going to get to la? You're going to give up because it's just, how can you get to la? Because every time you go, you lose, you lose. Just a frustrating cycle. And that's the same thing that happens to explosive growth, this thing of going out of making sales loser. It moves you back. But if you go out of there, you get a recruit. Here's the magical thing that happens to you when you have everybody, you start all hundred people, you know 20 are going to stick. But the 80% that otherwise would have done one thing and quit. Now if they quit, guess what, you still have 80. Because they'll go out and get one thing, one transaction, which will be 80 new recruits. And so if they quit, like usually happens, they quit before they get started, they get discouraged. What happens to you? You have still have your hundred, you can still compound, you still have, you have it, they quit. So you set up a system where you were not destroyed because they destroyed themselves. They might have self destructed themselves by quitting, but they did not destroy your business. Because you knew the hidden secret, you knew the missing piece of explosive growth. It's just like in sports, you play defense before you play offense. We want to grow, that's offense, right? We want to grow. But you have to protect yourself against the thing of losing 80%, everybody. So by knocking that out, say what we're going to do is we're going to go this approach. Now you can stabilize yourself, you're playing defense, you're stabilizing that first hundred recruits that you got there and then the next month you can build off of that because you have it hemorrhaged, you have it gone backwards. Now that's one wonderful thing that happens. Here's another wonderful thing that happens. You also, you get the 80 recruits. But if they're in the right market, which is the market of people who use your service, buy your products, you don't force them to buy, they want to buy because they see you've got a good deal and they wind up, guess what, becoming clients. So which means you make, in spite of starting going after recruits, you wind up with 80 sales anyway. And what we call that is you aimed show a target. See, you aimed at your target, you aimed at recruits, that was the bullseye. But since these recruits were in the market, you also hit sales. So by aiming at recruits, you also get sales. Isn't that incredible? But if you aimed at sales, you wouldn't necessarily get the recruits. So that's the principle of aiming at recruits, get a sale, aim at recruits, get the sales as a byproduct. So that's the other great thing. And that's why it's a hidden secret and a missing piece. You don't give up anything. As long as you're recruiting in the right market, you're not forfeiting anything. You're getting two for one. Now the other third magic piece of this thing that makes it all work is this is the number one, greatest, most powerful thing you can do to keep the 80% from quitting. Why is that? Because they have a buddy system. You know, you, they have a buddy, they went out and got a new recruit, that recruit is their buddy. They don't want to leave now. It would humiliate them. Plus it's easier to go to meetings and learn all the stuff to go through the process. And now they started to build their own team. They've got a person on their own team now. Also it helps them have somebody compete against. And now they don't want to leave because they'd be leaving their buddy behind and you've activated their greed button. They don't want to leave behind their good friend for you to train and become a money making part of your business. No, they want to stay and have that payoff for them. So when this is why the missing piece of the new recruit pays off so big and transfers you. It transfers you from a floundering to a growing organization because these three things kick in. The recruits you have, the more recruits you have the sales. This is like when they get a recruit, it's like it's a doorstop that keeps them from quitting the business. You get the sales anyway, so you still make it money. And again, nobody's forced to buy. You don't want to do that because they'll drop it and now you've got a charge back that's no good. But they want to buy it if they're in the right bar. Because if your products are good. But then the third thing is you've done the best thing to what? Otherwise you would have nothing to keep them from doing, which is to keep them from quitting. So that is the hidden secret. That is the miss gives you the missing piece. You change your first step from rushing out and teaching them how to sell to rushing out and getting them a buddy, their first recruit. Because everything changes there for them and also for you. That's the missing piece, folks. If you want explosive growth, don't blow that one.