A few months ago, I went on the hunt for a Director of Marketing for my Sell with Soul enterprise. I have my talents and interests, but alas, mass marketing doesn't seem to be among them. Glad I figured that out.
I talked with several people about exactly what I needed. A copywriter? A web guru? A publicist? A consultant? What?
And of course, the issue of compensation came up. How much am I willing to pay and how am I willing to pay it?
That's the topic of my discussion today.
Almost everyone I spoke with wanted to be paid either an upfront fee or an hourly rate. In other words, a guaranteed payday.
Fair enough.
When I asked them to consider some sort of creative or "pay for performance"arrangement, all but one turned me down with the explanation of "I have bills to pay and am not in a position to take risks with my paycheck right now." Again... that's fair. One person elaborated by saying (and I appreciate her candor) that she has no way of knowing if my product is any good, if there is an audience for it or if my pricing is appropriate.
But remember, I'm a former real estate agent. This is how I made my living, every day. That's the perspective I bring to the table. I perform. I get paid. No excuses. That's a lot of pressure! But it's pressure I welcome because my payday, when I perform, is huge. $10,000, $15,000, occasionally more for a relatively short investment of my time.
Or, of course, a big fat ZERO if I fail.
It's MY job to properly analyze the situation to see if it's a risk I'm willing to take. To have my finger on the pulse of the real estate market. To determine the proper price for the product (the listing) or to decide for myself if this buyer is someone who lead me to a paycheck in a reasonable amount of time.
If I agree to accept the challenge, then it's up to ME to make sure I do everything to sell that listing or put that buyer under contract. If I can't get it done, no whining allowed.
I like working that way. It encourages me to work my backside off or, conversely, to be honest with myself and the prospect about my doubts.
I found my Director of Marketing. She's working her backside off for me because she gets paid when I do. Frankly, she's working harder than I ever DREAMED of working, so I'm very, very impressed. (And she hasn't whined, not once!)
So... THANKS Inna and Jon!!!!! You guys ROCK!
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copyright Jennifer Allan 2007
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