Two Minute Money Maker

Hello legends :)

Here are some notes from a recent coaching session:

Build The System Before You Hire The Person

One of the biggest mistakes business owners make is hiring someone before they have a system.

Then they wonder why the new person doesn't perform.

Recently, I was coaching a business owner who had a key salesperson leave.

The obvious solution would have been to hire another salesperson.

But that's not what I recommended.

Why?

Because replacing an average performer with another average performer doesn't solve the problem.

It just keeps the cycle going.

Instead, I suggested something different:

Step into the role yourself for a short period.

Not forever.

Just long enough to understand exactly what works.

Build the process.

Document the recipe.

Create the playbook.

Then hand that proven system to the next person.

Toyota has a principle that I love:

Leaders must understand the work deeply enough that they can teach it to others.

Too many leaders try to outsource things they don't fully understand.

The result?

No accountability.

No standards.

No consistency.

No growth.

If you spend 3-6 months building a simple, repeatable sales process, you'll know:

• Which customers need monthly contact

• Which customers need quarterly contact

• What questions uncover opportunities

• What follow-up works

• What doesn't work

• What activities generate revenue

Now you're no longer hiring a salesperson.

You're hiring someone to follow a proven system.

Massive difference.

The same principle applies to recruitment.

Most businesses recruit reactively.

Someone leaves.

Panic sets in.

An ad goes up.

The wrong person gets hired.

The cycle repeats.

Instead, build a recruitment funnel.

Interview people before you need them.

Build relationships before there's a vacancy.

Create options before there's pressure.

The businesses with the best teams don't wait until they need someone.

They're always recruiting.

Just like they're always selling.

The lesson?

Systems first.

People second.

A great person without a system will struggle.

An average person with a great system can perform exceptionally well.

Build the recipe.

Then find someone to follow it.

You'll save time, reduce risk and build a business that grows without depending on heroes.

See you at the top.