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
Surviving the CoronavirusThis video was shot in mid-March 2020 as the coronavirus was just beginning to impact the US. Full Transcripts »
My To Do Hack
I'm all about technology but this To Do hack is super simple and super effective. And sadly, the technology (Wunderlist) that I mentioned was killed by Microsoft to force us to use To Do instead. 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 »
Do you have a book half written?
My guess is that you're much closer to being a published author than you think. In this week's video, I'll walk you through how my co-author Stephen Woessner and I wrote our latest book, Sell with Authority. If we can get it done -- so can you! And you are further along than you think. Watch »
Is your boat at risk of sinking?
When our agencies are going through rough waters, agency owners have difficult decisions to make. Without a doubt, the most difficult is letting go of team members because your boat cannot carry everyone's weight any longer. But we have to remember our most important role as the captain of the boat....getting the boat to calm waters. Watch »
Do you love your clients?
It's a huge privilege to do work that you love in the service of people that you love. As agency owners we get to decide who our agency serves. Why would you work for anyone you don't genuinely love? Watch »
An authority is a person, not a place
I believe (I even wrote a book about it -- Sell with Authority) that every agency owner should step into a position of authority and from that position -- sell what the agency knows and does best. An agency cannot be an authority. Only a person (or people) can be an authority. How are you stepping into your subject matter expertise? 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 »
Planning pays off
As an agency owner, I will admit that I am pretty good at flying by the seat of my pants. But it hasn't always served me well. Truth be told -- we're always better off when we take the time to create a plan. For more information about Drew McLellan or Agency Management Institute – visit http://www.agencymanagementinstitute.com or check out the podcast – Build A Better Agency available at all the usual podcast host locations. Watch »
What’s Your Agency Worth?
Oh the conversations I have had with agency owners about valuations and what their agency is worth. If you're serious about buying or selling an agency, you need to work with a specialist who understands both M&A and agencies (Happy to make a referral if you'd like) but there's a poor man's way of getting a ball park figure. For more information about Drew McLellan or Agency Management Institute – visit http://www.agencymanagementinstitute.com or check out the podcast – Build A Better Agency available at all the usual podcast host locations. Watch »