BHS #6: Making A Plan For Guaranteed Success

Brandon Fluharty

December 4, 2024

⚡️ Today’s level up ⚡️

Today’s edition continues the behind-the-scenes look at the building and launching of The Purposeful Performer, my productized service for 2025.

Today, I lay out the business case and the various tiers (including pricing) so you can begin planning for next year.

Let’s go!

Read time: <7 minutes

This is edition #6 of the Behind-the-Scenes Breakdown of The Purposeful Performer, my productized service offering for 2025.

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Double the value of your base salary with your variable income in 2025 (guaranteed).

Developed by Brandon Fluharty

Headline: Subscribers of Be Focused. Live Great should invest in The Purposeful Performer and commit to completing the minimum recommended 52 Pomodoro cycles (1,300 minutes/~22 hours), broken down by digestible weekly missions, by December 31, 2025.

This will result in doubling what you earn in your base salary through your variable income (i.e., commissions) while avoiding the chaos created by overextending yourself in too many programs you start but don’t finish.

Hustle doesn't pay. The right system does.

Every year, enterprise and strategic SaaS sellers begin a new cycle with no guarantee of what’s to come of their performance twelve months later–if they even last that long.

At least 75% of the revenue generators I coached or mentored over the past three years fall victim to abandoning their strategy too soon, a phenomenon known as The Emotional Cycle of Change.

Stage 1: Uninformed Optimism: This is when everything feels exciting. You’re considering all the benefits but haven’t experienced the costs. You see only the benefits of change but not any of the downsides. This is when you begin to strategize about your future.
Stage 2: Informed Pessimism: The first stage doesn’t last long. As you learn what it truly takes to change, positive emotions quickly tank and pessimism creeps in. Here, the benefits don’t seem as real, important, or immediate, and the cost of the change is evident. You start questioning if it’s worth it. Then, it gets worse…
Stage 3: Valley of Despair: This is the lowest point of the emotional journey. Most people quit at this stage because the pain of change is felt, and the benefits seem far away and unimportant. The fastest path to end the discomfort is to go back to the way things were before or try a “shiny new toy.”
Stage 4: Informed Optimism: The fourth stage is when you return to positive feelings. The possibility of success and satisfaction comes more into focus. The benefits of your actions and system are starting to bear fruit (using your own data) and the cost of change is feeling worth it. The key here is to keep going!
Stage 5: Success and Satisfaction: The final stage is success and satisfaction (on your terms). Here, the benefits of your system are fully experienced and the cost of change is perceived as worth it now. The actions that were once difficult and uncomfortable have become routine.

Recommended approach.

The Purposeful Performer has been designed from the ground up to be a completely new way for revenue generators to create value and unlock outsized gains over twelve months.

Although this is an entirely new learning modality in the sales world, it has been backed by research, practice, and implementation since January 14, 2022, when I started transferring my knowledge as a perennial seven-figure W2 earner to others.

Since then, I have conducted over 750 hours of 1:1 or group coaching sessions with revenue generators like you.

The Purposeful Performer packages up the most important, high-leverage moves used in my 17-year corporate career and those proven to work extraordinarily well with others in today’s business environment via delightful, weekly digests designed to turn the challenging work of strategic selling into a fun game.

The guarantee of at least doubling your base salary through this modality will require:

A commitment to digesting each of the 52 editions in full (released every Wednesday at 8:05 AM ET)
An openness to use Notion (a free platform) to build your Purposeful Performance OS one small block at a time
A promise to complete all 52 mini-missions outlined in the program
A commitment to tracking your score for each mini-mission in your personal scoreboard

A payoff that matters.

Here are the four key learning paths that will be unlocked during this year-long journey. The sequence of each path matters. The mastery of each path matters more.

Apply your time, energy, and attention to each path (with patience, care, and focus), and the money will take care of itself.

Required minimum investment.

An initial personal investment of at least $439 by January 31, 2025, to secure full access to The Purposeful Performer. It is not recommended that you try to expense this within your company.

At this level and price point, you should be comfortable making an investment in your personal growth and feel you’ve used your own funds to open new opportunities in your career and life.

If this feels too expensive for you, please do not invest in it
If you do not trust that I can help you, please do not invest in it, and you’re welcome to stay subscribed and follow me on LinkedIn
If this feels too little for you, please see my methodology and reasoning for the pricing below
If you want more than a self-guided journey, I have additional options, which I detail below

Pricing methodology and ROI.

As I explained last week, you’ll maintain a personal scoreboard while completing weekly mini-missions. The Purposeful Performer is structured around one 25-minute Pomodoro cycle per mission to meet the Baseline metric, earning you five points each time—for a minimum total of 260 points throughout the year.

Each time a mission is not completed, you are docked five points. And, of course, there are opportunities to challenge yourself to go beyond Baseline and capture accelerator points that require completing more Pomodoro cycles.

Achieving the Baseline score of 260 points would translate to a minimum time investment of 1,300 total minutes (or roughly 22 hours) over the entire year. For a revenue generator that earns a $150,000 base salary, here’s how the numbers break down:

Step 1: Calculate your total active working hours

Total hours per week: 40 hours
Weeks in a year: 52 weeks
Total working hours in a year: 40 hours/week × 52 weeks/year = 2,080 hours/year

Now, let’s subtract the time off:

Paid holidays: Typically, there are around 10 federal holidays in the U.S.

(10 days × 8 hours/day = 80 hours)

Sick days: 5 days

(5 days × 8 hours/day = 40 hours)

Vacation days: 3 weeks

(3 weeks × 40 hours/week = 120 hours)

Total hours off: 80 (holidays) + 40 (sick days) + 120 (vacation) = 240 hours

Total active working hours after time off: 2,080 total hours - 240 hours off = 1,840 hours/year

Step 2: Layer on your variable income earnings from this year:

Log on to your HR platform and capture commissions earned
For a simple example, let’s say a revenue generator will hit 85% of their target against a $2M ARR quota with a baseline commission of 7%

($2M x 85% = $1,700,000 ARR x 7% = $119,000 in commissions)

Total earnings for 2024: $150,000 (base) + $119,000 (commissions) = $269,000

Step 3: Calculate what an hour of time is worth:

Total active working hours: 1,840
Total earnings: $269,000

Hourly rate = $269,000 (total comp) / 1,840 (active hours) = $146 per hour

Step 4: Understand the loss in not meeting quota:

Delta between quota and actual: $300,000

($2,000,000 - $1,700,000 = $300,000)

Additional commissions lost: $21,000

($300,000 x 7% = $21,000)

Step 5: What does that look like in terms of hourly rates

Under-performance hourly rate: $146
At target hourly rate: $157

($290,000 [OTE] / 1,840 [hours])

Gap: $11/hour

($157 - $146)

Step 6: Determine the ROI on your investment in The Purposeful Performer

Monetary investment: $439
Time investment: 22 hours across the year
If those learning hours were incorporated into the current active hour workflow, it would leave 1,818 active working hours in the year

(1,840 [normal active working hours] - 22 [learning hours])

Guaranteed variable income: $150,000
Current hourly rate: $146
New hourly rate: $165

($150,000 [base salary] + $150,000 [commissions guaranteed] = $300,000 / 1,818 hours [new active hours])

Return on investment:

+$19/hour
+$30,561 gross return on YoY performance

($31,000 [additional income] - $439 [program investment])

Let’s take a moment here to appreciate that in sales, you’re empowered to give yourself at least a $19/hour ($30K+) raise by simply applying new knowledge, skills, and systems into your current workflow–no union or picket line required. How fortunate are we?!

Alternate tiers to support your journey.

Learning is highly personal, so I want to honor your unique style by offering options that work best for you. Here’s a breakdown of the full platform for 2025, which includes these four tiers:

I'm sorry if this is a bit small, but I wanted to put everything on a single page so you could view it side-by-side. If you need to expand it, feel free to download this PDF version.

I’ll let you sit with these options for a week, and next week, I’ll share some feedback from those I’ve been working with around this, a list of Q&As, and more ideas and incentives to consider as you formulate your personal plan.

By the way, does this business case framework look familiar? It was inspired by Fluint, which is part of my recommended personal tech stack for Purposeful Performers.

See you next week!

“It doesn’t make sense to continue wanting something if you’re not willing to do what it takes to get it. If you don’t want to live the lifestyle, then release yourself from the desire. To crave the result but not the process, is to guarantee disappointment.” –James Clear

P.S. The Purposeful Performer logo is done

Here is our new mascot. Each element was purposefully designed. For instance the wings and the glasses are "Ps" for Purposeful Performance.

What should we name him?