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Every week, Drew records another video on a topic that has come up in his conversations with agency owners. You can view them chronologically (most recent on top) by different categories, or you can search for specific key words.

This Week’s Video

The “R” Word

The “R” Word

Clients do not respond well to the word retainer. But that doesn't mean you shouldn't negotiate for that type of relationship. It's more about how you say it than what you say!
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Are You Really Being Candid?

Are You Really Being Candid?

Want to be a successful agency owner? One of the skills you need in your toolbox is the ability to have difficult conversations with candor and clarity.
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Upselling

Upselling

Every agency should be earning most of their new revenue from existing clients. How do you make that happen?
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Respite

Respite

Agency owners are tired after carrying the last two years on their shoulders. And that weight just keeps feeling heavier and heavier. There is a solution but you may not like it very much!
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Compliment them

Compliment them

Looking for a way to connect with a prospect you haven't met yet? An easy and kind way to get on their radar screen is to look for ways to compliment them.
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The 80-20 math rule!

The 80-20 math rule!

Understanding agency math is critical if you want to run a profitable shop. The importance of AGi and how those dollars are spent cannot be over-emphasized. We often rob from the wrong category (profit) to shore up the others.
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Virtual Workspace

Virtual Workspace

With a little help from virtual reality, your virtual meetings can take on a whole new flavor!
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Not One And Done

Not One And Done

One of the most important roles we play as leaders is being a coach or teacher. But many agency owners seem to have unrealistic expectations about what that looks like. Coaching is never one and done. It's an on-going effort.
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Why isn’t your agency worth more?

Why isn’t your agency worth more?

In our valuations work, I can pretty much count on two things. 1) The agency owner believes the agency is worth more than the valuation says and 2) the owner could have done something about that by making different choices along the way.
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