What Makes a Great Principal?

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I recently saw the movie Elvis, the story about the rise and fall of Elvis Presley. There is a man in the movie by the name of Tom Parker (“The Colonel”), played by Tom Hanks. The Colonel latched on to Elvis because he could see early on how talented he was. The Colonel, of course, had ulterior motives for connecting with Elvis, but I won’t tell you what those were in case you want to see the movie yourself. The Colonel took 50 percent of all the money that Elvis made. Needless to say, he “used Elvis.” As I Read the rest

MANA Helps Smooth the Road for Agencies

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Recently I was going through some older business records to see what I could discard. There were copies of commission checks from two principals that I no longer represent.

Principal One terminated me and I terminated with Principal Two. Principal One informed me that I was not bringing in enough new business. This was when the market crashed in 2008. Prior to the market crash everything appeared to be fine. I was never told that I was not performing and there was concern on the principal’s behalf regarding the need to develop new customers. On the contrary, I was actually … Read the rest

The Importance of a Contract

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A fellow sales representative on the West Coast, who happens to sell for the same principal that I do, recently phoned to let me know that the company management wanted to know from her, why I did not want to renew my contract. My initial response to her was “Why are they asking you, and not me?” I guess I shouldn’t have been surprised this took place given everything that has happened over the past two years.

This exchange occurred after my best principal — the one who inquired about the contract, and the one I made the most money … Read the rest