The 10% Introduction Model
My approach is straightforward: I pay people 10% to make introductions. That’s it. I tell them, “All I want you to do is tell everyone you meet—whether you’re washing windows, planning finances, or anything else — ‘Hey, you need to talk to my mentor Dave Meltzer.'”
The introduction script is minimal:
- “He’s incredible.”
- “Google him.”
- “You just need to talk to him.”
- “Can I set up a 10-minute call for you?”
This simplicity is intentionally designed. When people make these introductions, they’re not selling—they’re sharing their genuine enthusiasm about a connection that might benefit someone else.
Why This Approach Works
This strategy works because it focuses on the first critical step of sales: stimulating interest. My network doesn’t need to close deals or handle objections—they simply need to generate curiosity and facilitate an introduction.
Think about how many leads you could generate if you focused solely on asking and attracting. By separating the introduction from the sales process, I’ve created a system where:
- People feel comfortable making recommendations without pressure
- The introduced parties come in with positive expectations
- I can focus my expertise on transitioning interest into opportunity
- My network can grow exponentially through authentic connections
When someone makes an introduction, I take over from there: “Thank you for the introduction. Let me give you a brief history and perspective on where I come from.” This allows me, the expert, to transition that initial interest into a deeper conversation.
Building Your Introduction Network
I believe anyone can apply this approach. Instead of trying to train a massive sales force on complex techniques, I’ve created a system that allows people to participate in sales without feeling like traditional salespeople.
The beauty is in its simplicity. You don’t need to be a sales expert to tell someone about a person or product you believe in. This removes the most significant barrier most people face in sales—the discomfort of “selling.
By focusing on authentic introductions, I’ve built a huge sales force of people who simply say, “You gotta meet Dave Meltzer” or “You gotta meet my entrepreneur friend.” This approach has enabled me to scale my reach far beyond what I could accomplish on my own.
The Psychology Behind Introductions
When someone recommends me to their contact, that recommendation carries trust. The introduction comes with built-in credibility that I couldn’t establish as quickly on my own. This transferred trust is worth more than any sales pitch.
I’ve found that people are naturally more receptive to ideas that come from trusted sources in their network. By leveraging this human tendency, my introduction-based approach taps into existing relationships rather than trying to build new ones from scratch.
This isn’t just about efficiency—it’s about effectiveness. The quality of leads generated through personal introductions is consistently higher than that of leads obtained through cold outreach or advertising.
Simplifying Your Sales Approach
I challenge you to consider how you might simplify your own sales process. Could you create a network of introducers? Could you separate the introduction from the sales conversation? Could you focus more on stimulating interest and less on closing techniques?
Sales doesn’t need to be complicated. By returning to the fundamentals of human connection and trust, we can create more authentic and effective sales approaches. Sometimes the most powerful strategies are also the simplest.
Frequently Asked Questions
Q: How do you structure the 10% commission for introductions?
I keep it straightforward—10% of whatever business results from the introduction. This creates alignment between my success and the introducer’s reward. The commission applies to the initial deal and often extends to ongoing business that stems from that relationship. The simplicity makes it easy for anyone to understand and participate.
Q: Don’t you need trained salespeople to close complex deals?
For the closing part, yes—that’s where my expertise comes in. The beauty of this system lies in its separation of responsibilities. The introducers focus solely on generating interest and making connections, while I handle the more complex aspects of transitioning that interest into business opportunities. This division allows everyone to play to their strengths.
Q: How do you track which introductions lead to business?
I maintain a simple but effective tracking system that records the source of each introduction. When business materializes, I can trace it back to the original introducer. Transparency is key—I share updates with introducers about the status of their referrals, which builds trust and encourages continued participation in the network.
Q: What makes someone good at making introductions?
The best introducers are genuinely enthusiastic about what I offer and have a natural ability to connect with others. They don’t need sales skills—they just need to genuinely believe in the value of the introduction. Often, people who wouldn’t consider themselves “salespeople” make the most effective introducers because they come across as sincere rather than transactional.
Q: Can this introduction model work for any type of business?
While it works exceptionally well for service-based businesses and high-value products, this model can be adapted for most businesses. The key is having something valuable enough that people are willing to make introductions to others. The introduction script may change, but the fundamental principle remains: leverage authentic recommendations to create opportunities for more in-depth conversations.
