Should agencies only have full-time employees?
Cultivating relationships beyond your AE
As agencies, we don't do a good job of talking to our entire team about the importance of really recognizing that it's part of their job to create a relationship with the client, whether that's by email, whether that's by phone, or whether that's in meetings. We have to make our clients feel like they are surrounded by a team. And for anyone and everyone on the team, it's their goal is to take care of the client and their needs. When our clients only know and like our AE, we are setting ourselves up for risk and failure. Watch »
Can agency employees think like an owner?
Many agency owners want their employees to think like an owner. And what we mean by that of course, is we want them to care as much about the business as we do and we want them to make decisions that are in the best interest of the agency rather than themselves or even their department. In some cases, we're talking about a leadership team. But the reality is it's pretty hard to think like an owner when you've never been an owner and when you don't have the weight things like can I make payroll this month? Watch »
What Employees Want Most
We surveyed almost 1,000 agency employees to find out what made them sticky or not, in terms of choosing to stay with a specific agency. Turns out there was one overwhelming reason to stay. Watch »
They Want Their Due
I received a lot of questions from last week's video on the potential costs of hiring someone who lives in a different state than your agency is located or in agreeing to allow an employee who is moving out of state to keep their job. In this week's video -- I get into more detail about how you find out exactly what that out of state employee is going to cost you BEFORE you hire them or agree to keep them on staff. Watch »
Hidden costs of out of state employees
At first glance, it's an attractive idea to source employees from anywhere. And, when one of your team tells you they're moving and assumes they get to keep the job...what would be the harm? Unfortunately, there's a lot of painful and costly realities under the surface of these decisions. Don't say yes until you've done your homework. Watch »
Do you want to require your employees be vaccinated? Is this a new interview question? How will you respond when a client asks if everyone you're sending to the meeting has been vaccinated? Watch »
Separating raises & reviews
When you co-mingle a salary increase or raise conversation with a review conversation -- one of them is always going to get the short end of the stick. To make sure both conversations get the attention they deserve and because you do not want to set the precedence that every time someone gets a review -- they automatically get a raise -- you need to separate the two. Watch »
Are you a sales surfer?
What I admire about surfers is their tenacity. Rain, shine, cold or scorching hot -- they are out here every day, practicing their craft. That's how agency owners need to approach sales. Watch »