When you’re making decisions, you rarely have all the info you need—you need to decide with incomplete or conflicting data. For example, some job candidates will tell you anything to get hired. And when you’re considering a prospective client, they won’t volunteer...
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. In this article, I share what to do if you realize one of your current employees is a Reluctant...
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...
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...
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...
