Frequency, Reach, & Yield How have you worked to increase your gross sales in the past? Have you sent out mailers? Hired an outside sales rep? Made cold calls? Shared your data through a third-party? I stumbled across a simple idea a few years ago that changed the way I focus on increasing gross sales. Before I get ahead of myself, let me backup and explain another truth I live by: You can’t improve what you don’t measure. By measuring anything, you focus on it and start working to influence it. An example of this would be weighing yourself every morning when you get out of bed. By making a simple, mental note of your weight, you modify what you eat and how much you exercise on that one day. If you weigh on a daily basis, you will probably be working to lose weight or, at least, maintain your existing weight. By measuring it and knowing where you stand, you empower yourself to make minor adjustments on a daily basis that allow you to eventually reach your goal. My goal is 175 l...

New Year's Resolutions The health of your business is equally as important as your personal health. Have you made New Year’s Resolutions for your business? If not, I would like to challenge you with three ideas for the new year. Empower an Employee to Do More (Delegate) Delegation is a word that we all hear more and more, but we don’t truly understand what it means and how we can grow our operations by simply turning over responsibilities to someone else. If you are anything like me, you struggle with the idea that someone else will not do as good a job as you are doing. We are all alpha-leaders that think that we know best and don’t want to trust someone else with important tasks. However, delegating responsibilities allowed me to grow my facility much faster than I could have done it otherwise. I developed a rule of thumb about 5 years ago: If someone else can do what I’m doing and do it 80% as good as I can do it, let them do it for me. I started empowering other ...