Agency Sales back issues from October 2007:
The Challenge of Change
Oct 01, 2007; ... Do something different today - I challenge you to try. We often operate from deep inside of our comfort zone, entrenched in our daily routine. But if we push ourselves outside of this comfort zone and try something different, we may realize an even greater success. I'm a firm believer ...
Keeping Your Principals Captive (as an audience, that is)
Oct 01, 2007; ... As a rep, when you think of marketing you probably think of your customers first. After all, they're the ones who place the orders that bring in commission checks. How many of you realize though, that marketing your rep firm to your principals might be far more important? Think about it - how ...
LIKE A GOOD WINE, BETTER WITH AGE
Oct 01, 2007; ... KEY STEPS TO BUILDING REP-FIRM LONGEVITY Do rep firms get better with age? Let's face it. The fact of the matter is, seasoned is good! And when you're talking about rep firms, seasoned is great. Our own Jack Foster delves into the issue of longevity in the rep business, where he finds ...
Reaping the Rewards of the CPMR Experience
Oct 01, 2007; ... If the value of MRERF's CPMR program is to be judged from the opinions of recent graduates, then the three-year program is a bargain at any price. Comments from several of this year's MANA graduates of the accreditation program give high marks for everything from the instructors to curriculum to ...
dealing with a sales slump
Oct 01, 2007; ... HOW TO INTERRUPT THE SLUMP CYCLE All independent manufacturers' reps know about the deadly grip of selling slumps. * You have a series of bad days and missed sales. * You aren't coming close to your potential. * You can't stop worrying about it. Let's ...
ELIMINATING PRICE CONCERNS
Oct 01, 2007; ... How to Prevent Prospects from Getting Hung Up on Price You've been prospecting this company for ages, and finally got your foot in the door. You're apprehensive because you've scheduled a meeting with the purchasing agent - not the big boss, but it's a start - and you know you'll get ...
CREATING A POWERFUL SALES PLAN
Oct 01, 2007; ... A SUREFIRE WAY FOR SALES PROFESSIONALS TO [CONSISTENTLY] MAKE GOOD DECISIONS Field salespeople have a unique aspect to their jobs - they have the ability to decide what to do every moment of every day. The need to make this decision - where to go, who to see, who to call, what to do - ...
Times Have Changed - For the Better
Oct 01, 2007; ... "I wouldn't call it more selective or aggressive. It's more professional." When a panel of manufacturers was asked the following question, a lively discussion followed: "Is there anything I would want my reps to do that would make us more successful?" STEPS LEADING TO ...
Does Your Business Need a Boost? Blogs and Podcasts May Be Your Answer
Oct 01, 2007; ... Just when you think you have it all figured out in terms of marketing your business, along come some new technologies that revolutionize your company's ability to promote itself to prospects and existing customers. And while most people have heard of these technologies by now, namely blogs and ...
Buy-Sell Agreements
Oct 01, 2007; ... "You can marry more money in five minutes than you can earn in a lifetime." A buy-sell agreement is frequently the key document in a company's business continuation plan and the owners' estate plans. These agreements establish a fair price for an ownership interest in a closelyheld ...
The Cost of Denial
Oct 01, 2007; ... According to the Social Welfare Institute at Boston College, $41 trillion in assets will be passed intergenerationally by 2052. Of this, $4-6 trillion is projected to be in art and antique assets. Yet, despite the vast amount of wealth in the area of art and antiques, people rarely create a plan ...
Do REITs Make Sense for Your Portfolio?
Oct 01, 2007; ... By now you should have heard the word "REIT" in the investment world, but you may be wondering what one is and how it works. First, realize that REITs (Real Estate Investment Trusts) are not new. They've been around for more than 45 years. However, it has only been since the 1990s that REITs ...
tips AND tactics
Oct 01, 2007; ... Identifying the "Better" Prospects The timing couldn't have been any better for some advice from author/consultant/speaker Brian Tracy. During a rep panel discussion devoted to working with prospects, one participant related something he had read from Tracy relative to picking and ...
MANA News
Oct 01, 2007; ... MANA News is dedicated to MANA member information, updates and announcements. If you are a MANA member with an announcement or news to share, please send a write-up to: Association News Editor, Agency Sales magazine, One Spectrum Pointe, Suite 150, Lake Forest, CA 92630; or email to ...
News From the Territory
Oct 01, 2007; ... News From the Territory is dedicated to MANA member announcements. If you are a MANA member with an announcement or news to share, please send a write-up to: News From the Territory Editor, Agency Sales magazine, One Spectrum Pointe, Suite 150, Lake Forest, CA 92630; or email to ...