Just $250 Into This "Club", Resulted In $24,400.00 In Sales...

The DYB Café is an interregnal part of building your business for less $$$, unlike traditional forms of advertising.

More info about the DYB Café later but first,

One of the strategies I learned and love to use is “Club 50” for networking referrals.

This includes a handwritten “Thank You” letter with a crisp new $50 bill for word of mouth referrals that we are awarded!

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Here is a quick list of materials needed to get started:

Your Custom Notecards and Envelopes with FUN stamps. You want them to open the letter!
Crisp $50 bills! Keep an expense tab going in your books under Chart of Accounts/Marketing/Club 50
Correct name and address of the person who referred you. This is very important as you want the cash to get to the right person!

Step 1

Keep track of who referred you to the job you are bidding.

If they are referred, you have an extremely high chance of closing the deal!

Make sure you keep track of your closed jobs in your lead tracking spreadsheet/CRM and on your “Club 50” Wunderlist.

Step 2

Bi-Weekly set aside time to write the thank you cards. Below is some sample text you can use.

——–

Dave,

Thank you very much for referring Steve to us! Welcome to “Club 50”. Every time you refer us and we are awarded the job, we will send you another $50! I appreciate your trust in ESP Painting to refer your friends, co-workers and family to us.

(Don’t forget to sign it!)

——–

Step 3

Mail it! but don’t forget your custom stamp!

Here was my last batch I sent out.

I was awarded 5 jobs from word of mouth referrals to us, totaling $24,400 in work (4 of which were closed on the spot). This only cost me $250 for Club 50 referrals. Was that worth it? YES!

That’s a 1% investment to close just under 100x the cost of the “marketing.”

Now, I need to remind you, this is a club and not something you are going to do for every referral, but every awarded job whose source was a word of mouth referral that you would like to have more of the same leads.

Steve and April used this with BNI members and Chamber members as well as clients and respected contractors who referred them consistently.

To make the most of this opportunity at networking events where you are required to give a 60 second presentation:

When Steve went to BNI and had a “thank you for closed business” for someone in the group, he brought the crisp $50 bill and presented it to the member who referred him with much fanfare and excitement, welcoming them to “Club 50!”

Soon, all wanted to be a part of that club!

Get more quality leads with Club 50!

Who will be your first recipient?

P.S. Want more cool ideas to help you DYB ( Double Your Business)? Check it out for just for less than a gallon of premium paint here, DYB courses.

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About the Author

As many of you know, my journey has been one of grit, grace, and transformation. At 19, I was a high school dropout, single father, and struggling paint contractor in Michigan. I later moved to Florida, where I faced both personal and professional hardships. With nothing left to lose, I turned to prayer—and was blessed with a relentless hunger to learn. I devoured books, attended seminars, and discovered better ways to streamline and grow my business—even through the Great Recession (and yes, I did hit the wife lottery along the way!). In 2014, I published How To Double Your Business and later sold the painting business, launching a new chapter: coaching others to grow their businesses. For the past 10 years, I’ve dedicated myself to helping business owners scale through the DYB System, while also drawing from frameworks like EOS, Scaling Up, and The Four Disciplines of Execution. Yet something was still missing—something more adaptive, integrated, and complete. Then I found Pinnacle. After months of research and interviews with other Guides, I joined Pinnacle. Their tools and strategies have exceeded every expectation. Now, as a Pinnacle Business Guide, I help leadership teams implement a custom-tailored operating system that draws from the best in the industry—but flexes with your unique business. It’s a dynamic, proven approach to achieve clarity, momentum, and lasting growth. I’m no longer taking on any more 1:1 coaching clients… Instead, I now specialize in working with visionary business owners who are ready to get their leadership teams aligned—around a clear vision, a focused strategy, and an actionable execution plan. With the tools and process I now have as a Pinnacle Business Guide, I help turn alignment into momentum, and momentum into results. If your business is growing—but your leadership team isn’t fully rowing in the same direction—let’s talk.