I have spent my life measuring impact, not applause. As Chairman of the Napoleon Hill Institute and former CEO of Leigh Steinberg Sports & Entertainment, I learned what moves results. Awards and stages are nice. Revenue and growth are better. My stance is simple: pay for outcomes, not optics.
People ask about ticket sales and celebrity draw. That is noise. The only score that matters is the change you can prove. If I can lift a business by a clear margin, that is worth more than a packed room and a great sizzle reel.
The Case for Outcome-Based Fees
Let me put it plainly. I’m not Tony Robbins. I’m not Mike Tirico. I’m not David Goggins. They fill arenas. They inspire millions. Respect to them. My lane is different. I focus on profitable behavior that teams can use the same day.
“I don’t sell tickets like Tony Robbins… But I do have an impact.”
Here’s an example. If a brand like Denny’s has 7,000 franchises, I can raise system-wide sales by about three percent with a 90-minute session. That is my craft. Structure. Language. Daily habits. Conversion details. The upshot is measurable revenue. No hype, no warm fuzzies without follow-through, just numbers that change how people get paid.
“Can you see any reason you won’t want to pay me 100 grand… if I’m capable of elevating revenues 3% next year?”
That is the right question. Don’t buy speeches. Buy outcomes. Value beats volume every time.
Why This Model Works
Outcome-based fees keep everyone honest. The buyer knows the target. The speaker owns the result. The team gets tools they can use. Simple is strong.
- Set a clear target that ties to revenue or retention.
- Define what will change in behavior the next day.
- Agree on timing, measurement, and accountability.
- Price the work based on expected upside, not stage size.
This approach shifts attention from performance to practice. It rewards substance. It forces clarity. It also removes a common trap: paying for “more” without getting better.
“You’re given more. You receive more. You ask for more than more. Now you can give more than more.”
Here is my read on that idea. When you prove value, you gain trust. When you gain trust, you earn the right to ask. When you ask, you can charge what your impact is worth. Then you can serve at a higher level. That flywheel beats guesswork and flash.
Pricing With Integrity
I should charge a million for some sessions. The math supports it in the right setting. I am honest about where my comfort and confidence sit today. That matters. Confidence should follow evidence. Price should follow proof. The right fee is the one tied to a clear, shared upside.
Some push back and say brand matters more than outcomes. Here is my reply: brand can open a door, but it can’t close a gap. Impact closes gaps. If a leader wants real change, they should buy a plan that pays for itself. Not a pep rally.
What Leaders Should Do Now
If you run a company, stop buying “inspiration” without implementation. Put teeth in the deal.
- Ask for a defined lift in a specific metric.
- Demand simple tools your team will actually use.
- Measure the change at 30, 60, and 90 days.
- Pay for upside, not applause.
That is how organizations grow without waste. That is how people get better without the burnout cycle of “more” with no return.
“Most people give more and receive less and they end up with zero.”
Let’s stop that cycle. Give with skill. Receive with courage. Ask with clarity. Then give even more because the results justify it.
My pledge is direct: I won’t sell you a show. I will sell you a shift you can see. If we agree on the lift, the fee will take care of itself.
It’s time to reward outcomes. Let’s pay for what works.
Frequently Asked Questions
Q: How do you define a successful engagement?
Success means a measurable lift in a metric we agree on in advance, like sales, conversions, or retention. The change must be visible within a set time frame.
Q: What makes your sessions different from a typical keynote?
I focus on usable tools, not just stories. Teams leave with simple actions they can apply the same day, tied to clear business outcomes.
Q: Do you only work with large franchises?
No. The model works for startups, mid-size firms, and large brands. The fee and targets adjust to the scale and goals of the client.
Q: What if the team needs follow-up after the session?
We can add short checkpoints at 30, 60, and 90 days. These keep the habits alive and ensure the promised lift stays on track.
Q: Why not charge only on a percentage of the growth?
Hybrid models are possible, but tracking can add friction. A clear fee tied to agreed outcomes keeps things simple and fair for both sides.
