Hard-sell tactics and employee incentives built Stanford's empire


While Bernie Madoff focused on the exclusivity of his investment opportunity, R. Allen Standford built his financial empire with hard-sell sales tactics and incredible employee incentives. His "business" grew from just a half-dozen offices in 2004 to more than 20 in 2008.

Financial advisers earned sales commissions on CDs of one percent, plus a chance to earn an additional one percent per year over the term of the CD as long as they sold $2 million worth of CDs in a quarter. Some employees nicknamed the program "bank crack," according to Friday's Wall Street Journal, "because it seemed to be addicting."