If We Don't Hold Up Our End, You Get Paid More

Had a company ask for my help building their contractor agreement last week and GUESS what they agreed to do?

They put a lead flow commitment IN WRITING.

They told the rep they would commit to a minimum 75 company-set appointments per month

And if they don't hit it, the rep's commission goes UP from 15% to 20% on every self-set deal that month.

The company was pretty confident in their lead flow and was willing to put their money where their mouth is:

"If WE don't hold up our end, YOU get paid more."

And THAT, my casino-dwelling comrades,

is how you build a comp structure that actually respects the person doing the work.

Commission-only is a TWO-WAY bet.

The rep is betting their rent that the company's marketing works.

The company is betting their marketing spend that the rep can close.

But in most agreements this is not reflected.

It's always the REP who has the obligations stacked against them

Hit this close rate, make this many dials, show up at this time, don't miss a call, toggle the right tonality, bla bla bla.

But the company?

Nada. No commitment to ANYTHING,

except usually their promise to alter the scope any time they want cuz it's "their company"

This agreement flipped that.

It said: "We're asking you to perform.

In exchange, here's what WE commit to delivering.

And if we don't deliver, we pay for it."

THAT is how you retain closers.

THAT is how you build a team that doesn't churn every 4 months.

You want loyalty?

That goes both ways too.

Earn it.

Put it in the contract.