I’m sitting in Newark Airport waiting for my seriously delayed flight to take me to Chicago for a series of meetings with our Government clients and a few of our NAC Bootcamp Alumni Associates. That must mean it’s time to put ‘thought to word’ and make good use of some well-appreciated free time. Here goes: […]

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Below is the third batch of instant business boosters, just for you. Here are few more Appraisal Business Boosters for you: — Write a headline that captures the attention of your primary target market and use it. — Find famous “coat tails” to “ride” on your website and increase your hits. — Clean-up and segment […]

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The 2013 NAC Business Development MarketingSummit was a huge success.  We had some incredible partners and members join us for three days of top-shelf presenters and participants. Special thanks to John DelRe for his inside look at Value This! With Brian and Leon, and for his superb engineering of the conference audio;  Branding and graphics designer […]

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OK, maybe a pretty appraisal is not any more accurate or effective than an ‘ugly’ appraisal, but it does leave a lasting impression on the readers. I have seen appraisals (not ours) that should be left out on the coffee table. These reports could win design awards. One example I recently saw at and ISA […]

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How much should I charge? That query is the second most common question I am asked — The answer is simple:It depends. It depends on how much you want to make, and how many hours you wish to work each day or each year. It depends on how well you can sell and and how […]

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Just wrapped up the International Institute of Municipal Clerks convention in Atlantic City. I presented two programs: “Leveraging Social Media for Your Municipality” and “Avoiding the Pitfalls of Digital Records Conversion, Retention, and Management.” If you want the presentation notes, let me know. I’ll provide the link. Also — for archivists, curators, librarians, IIMC members, […]

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Mike Worthington, an old friend and former Motorola Senior Executive runs a sales development program for a mutual client. One of the most important quotes for his clients to ponder is: “Before I buy from you, I have to un-buy from everyone else.” Clients spend money on many different things. In order for them to […]

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I recently returned from a week-long program for senior executives of a major global consulting firm. I, and my training team, spent a full week simulating real-life selling situations to CEOs and other high-level business execs. We created a series of introduction and sales meetings to help participants understand the sales cycle as well as […]

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Mike Worthington, an old friend and former Motorola Senior Executive runs a sales development program for one of our mutual clients. One of the most important quotes for his clients to ponder is: “Before I buy from you, I have to un-buy from everyone else.” Something for appraisers to think about as well. Clients spend […]

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Many times appraisers do not bill for all of their time. Some reasons include; not wanting to bill clients for unproductive research time, or just to give them a break. When we do not document all of our hours and time on an invoice, we fail to show our client how much time, energy, and […]

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