[Part 2 of 2] How to handle a current “Reluctant Employee”

by Karl Sakas | Aug 29, 2018 | Build a Stronger Team

If someone can do the job but they choose not to, they’re a “Reluctant Employee.” You can avoid hiring them by asking the right interview questions. (More on that in Part 1.) Here in Part 2, I’ll share what to do if you realize one of your...

[Part 1 of 2] Warning: Are you about to hire a “Reluctant Employee”?

by Karl Sakas | Aug 22, 2018 | Build a Stronger Team

When it comes to agency hiring, one of the biggest risks is hiring someone who can do the job, but doesn’t want to do the job you need them to do—I call these types of hires a “Reluctant Employee.” If you need someone focused one way, and they want...

Close new business faster with CRUX instead of BANT

by Karl Sakas | Aug 15, 2018 | Optimize Your Sales Process, Attract Great Clients

TL;DR — If BANT isn’t helping you fully-screen your sales prospects, upgrade to CRUX: Compatible, Realistic, Urgent, and X-Factor. CRUX considers whether an agency prospect feels right, too—saving you from prospects who were only perfect on paper. CRUX: Find...

Should your agency accept credit cards? Yes, but strategically.

by Karl Sakas | Aug 1, 2018 | Strengthen Client Relationships, Optimize Your Sales Process

Agency owners sometimes ask me: “Should my agency accept credit cards?” Then they grumble about 3–4% merchant fees. My answer: Yes, offer the option—selectively. But make ACH (bank transfer) your default for services, and only allow card payments when there’s a clear...

[Part 3 of 3] How to get employees to take ownership at your agency

by Karl Sakas | Jul 25, 2018 | Build a Stronger Team, Personal Growth & Development, Work Less Earn More

Tired of employees who don’t take ownership of their work at your agency? This three-part article series is for you! First, I introduced the Owner vs. Employee mindset gap—and why employees’ instant-gratification decisions can hurt you as the owner. Then,...