TRAINING FOR SUCCESS by Joel Linchitz It never ceases to amaze me. Companies will invest considerable sums of money in a state-of-the-art telemarketing operation, spend the time and...

TRANSFORM YOUR AGENCY WITH THE TEAM CONCEPT by Grace Bauer We really don't hear very much about the team concept in agencies today. The only time the concept mentioned is in the con...

TRIED AND TRUE MARKETING PRINCIPLES by Jack Burke The Internet is changing the way we do business. Thats true. Unfortunately, the hoopla over the Internet has caused people to forget t...

An agency valuation I completed recently came in considerably lower than the agency owners expected. The reason? Their balance sheet was very poor and they were materially out of trust: Meaning that their ratio of Accounts Receivable + Cash to Accounts Payable was less than 1. The agency principals were quite upset that I would decrease their value for this reason. They retorted, “We always pay our companies on time, our companies have never been hurt by this, our customers have never been hurt by this, and our CPA has never found fault with this practice. You're the only one who thinks it matters!”

TRUST YOUR EMPLOYEES AND INCREASE REVENUE! by Grace Bauer Are you still trying to find more time to sell? Every agency principal asks the same question: 'When am I going to have more time ...

TRUST: ITS THE BOTTOM LINE by Chris Burand Do your customers trust you - and, if so, what for? Wal-Mart is known for low prices. A very young boy was heard ...

TWENTY CUSTOMER CARE ACTIONS THAT BUILD SALES by John Graham Its easy for just about anyone in business - including companies, salespeople, and marketers - o fa...

UNDERSTANDING CLIENTS by Steve Anderson Have you ever wondered what makes people 'tick'? Why people do the things they do? And why you, yourself, act and react the way you do? You'...

USE COMPLEX PASSWORDS by Steve Anderson Passwords seem to be the bane of our existence. However, until better technology comes along, were stuck with having to manage multiple pass...

USE CROSS-SELLING TO INCREASE CLIENT RETENTION by Lynn Thomas The more products and services your clients buy from you, the closer your relationship with them. In this document, Lynn Th...