Coach Wade: How Your Compensation Plan Really Works

Hi — Coach Wade here.

Let’s simplify compensation plans, because they’re often made far more complicated than they need to be.

Here’s how compensation plans actually work:

If a lot of people are using your products or services, you earn more money.
If fewer people are using your products or services, you earn less money.

That’s it.

No mystery. No magic.

Every company can only pay out a portion of its sales, so compensation is distributed to the people who produce results. That’s the big picture most people miss.

The ones who obsess over tiny percentages, charts, and technical details usually have plenty of time to do so—because they’re not busy building customers or a team. 🙂

A Simple Question That Eliminates Rejection

When a prospect tells you they have a problem, try asking this:

“Do you want to do something about it?”

There are only two possible responses.

1. “Yes.”
That’s the easy path. You can now share a brief presentation, knowing the prospect is already open to taking action—either joining or becoming a customer.

2. “No.”
They rarely say “no” directly. Instead, you’ll hear excuses, concerns, doubts, and reasons why now isn’t the right time.

Here’s the good news: you don’t have to convince, chase, or argue. Simply move on.

I like this question because it makes presentations almost rejection-free. You only spend time with people who have already said yes to change.