Collector - May 2017 - 43

BUSINESSOPERATIONS

"If a plan is not in writing, you do not
have a plan at all-you have a dream
that can easily become a nightmare."

you that rigidity does not win games.
Strategists do not cause changes in the
plan-reality does.
If a plan is not in writing, you do not
have a plan at all-you have a dream that
can easily become a nightmare. Clearly
define the problem before seeking a
solution. Do not limit yourself to existing
tools; when all you have is a hammer,
everything looks like a nail.
Sun Tzu urged readers to assess these five
factors:
* Moral Influence
* Weather
* Terrain
* Commander
* Doctrine

LOOKING FOR STRATEGIC TURNS
Let's drill down into the list above. "Moral
influence" means a "spirit of mission." The

COLLECTOR 05.17

strength and belief that your purpose is
morally sound rallies a competitive spirit
and generates a firestorm of commitment.
That's why salespeople must believe in what
they are selling.
In my January Collector magazine article,
I talked about "insight selling," which is a
solution-selling process built around the
buyer, not the seller. Providing solutions is
far different than selling features, such as a
dialer or any other aspect of your firm that is
common to all quality agencies.
Selling real solutions and helping
businesses and people is something to
believe in. Canned sales pitches and
interchangeable features are not.
The "weather" equates to the outside
forces that influence our business. Thanks
to consolidation, regulations, previous
hiring experiences and an industry where
public relations often trumps recovery rate,

the buyer's perspective of our industry and
changes in buying behavior must be clearly
understood and assessed.
"Terrain" is the marketplace. A strategist
must consider the scene of action-people,
place, product/service, competition,
perceived value from the buyer's point
of view and true distinguishing factors
compared to how your competitors sell
their agencies.
"Commander" is your leadership. Names
change but the principles of good leadership
remain the same. Your leader must create
a helpful situation over and beyond the
ordinary rules.
"Doctrine" is comparable to a business's
guiding principles. You must understand
and apply the fundamental principles that
determine success.
In today's agency world, assessment
before the plan is often ignored in a rush

43



Table of Contents for the Digital Edition of Collector - May 2017

Upfront
Industry News
Best Practices
FYI
Collection Tips
At Your Service
A Clean Slate
ACA International’s 2017 Convention and Exposition Feature
Calendar
Honor Roll
Spring Cleaning for Your Business
Sun Tzu and the Art of Collection Sales
We Have to Stop Meeting Like This
ACA Files Brief in Pivotal Case Challenging CFPB’s Structure and Power
Compliance
ACA SearchPoint
Last Word
Collector - May 2017 - Cover1
Collector - May 2017 - Cover2
Collector - May 2017 - 1
Collector - May 2017 - Upfront
Collector - May 2017 - 3
Collector - May 2017 - Industry News
Collector - May 2017 - 5
Collector - May 2017 - 6
Collector - May 2017 - 7
Collector - May 2017 - Best Practices
Collector - May 2017 - 9
Collector - May 2017 - FYI
Collector - May 2017 - 11
Collector - May 2017 - Collection Tips
Collector - May 2017 - 13
Collector - May 2017 - At Your Service
Collector - May 2017 - 15
Collector - May 2017 - 16
Collector - May 2017 - 17
Collector - May 2017 - 18
Collector - May 2017 - 19
Collector - May 2017 - 20
Collector - May 2017 - A Clean Slate
Collector - May 2017 - 22
Collector - May 2017 - 23
Collector - May 2017 - 24
Collector - May 2017 - 25
Collector - May 2017 - 26
Collector - May 2017 - 27
Collector - May 2017 - 28
Collector - May 2017 - 29
Collector - May 2017 - 30
Collector - May 2017 - 31
Collector - May 2017 - 32
Collector - May 2017 - 33
Collector - May 2017 - ACA International’s 2017 Convention and Exposition Feature
Collector - May 2017 - 35
Collector - May 2017 - Calendar
Collector - May 2017 - Honor Roll
Collector - May 2017 - Spring Cleaning for Your Business
Collector - May 2017 - 39
Collector - May 2017 - 40
Collector - May 2017 - 41
Collector - May 2017 - Sun Tzu and the Art of Collection Sales
Collector - May 2017 - 43
Collector - May 2017 - 44
Collector - May 2017 - 45
Collector - May 2017 - We Have to Stop Meeting Like This
Collector - May 2017 - 47
Collector - May 2017 - 48
Collector - May 2017 - 49
Collector - May 2017 - ACA Files Brief in Pivotal Case Challenging CFPB’s Structure and Power
Collector - May 2017 - 51
Collector - May 2017 - Compliance
Collector - May 2017 - 53
Collector - May 2017 - ACA SearchPoint
Collector - May 2017 - 55
Collector - May 2017 - Last Word
Collector - May 2017 - Cover3
Collector - May 2017 - Cover4
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