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agency principals
Articles tagged with agency principals
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THE SALES PERSONALITY: THE CHAMELEON By Al Diamond Great salespeople have the ability blend with and mimic their surroundings. Agency principals have often asked me to hel...
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THREE PERSPECTIVES ON PERPETUATION MISTAKES 'What is the most common mistake agency principals make during the perpetuation process-and how can they avoid it?' Douglas C. Moat,...
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TIME FOR THE YEARLY ACCOUNT REVIEW AGAIN by Grace Bauer It's about time to discuss the yearly account review process again. As we all know, most agencies have difficulty performing the year...
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TIME OFF: THE GUILT TRIP by Grace Bauer What happens in your agency when an employee calls in sick? As with any other event, if you have a plan in place youll be able to ...
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TRACK RENEWAL WORKFLOW by Grace Bauer Even in the most efficiently managed agencies, there are times when one hand really doesnt know what the other is doing. In this documen...
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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...
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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!”
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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 ...
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USE A CONSULTANT TO FIND MARKETS FOR YOUR AGENCY by Andrew Barile When using a consultant to find company markets, there tend to be three types of agencies: those that have used a consu...
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USE A CONSULTANT TO FIND MARKETS FOR YOUR AGENCY by Andrew Barile When using a consultant to find company markets, there tend to be three types of agencies: those ...