MFP Solutions Top Ten Copier & MFP Blogs for May 2013

MPF Solutions Top Ten Copier and MFP Blogs for April 2013  still tops the list every month for the last three months. That one blog now has close to 10,000 page views! 

Here's an note for all of you that are about to get a new sales position, make sure you get everything in writing, as a matter of fact when you're asked to sig a non compete, make sure you have your own contract in hand for your prospective employer to sign. Heck if they state you have to sign a non compete then I say you have the to tell them they have to sign a "what I expect from xyz company". 

		10 Awesome Tips for a Great MFP/Copier Demo   954 3D MFP Printer/Copier/Scanner "Ready for Prime Tim...   336 10 Things Might Not Know About Digital Duplicators...   286 8 Tips from Selling Copy Machines in the 80's   261 New Ricoh MPC8002 & MPC6502 Sneak Peek   258   Scan2Cloud Solution the Alternative to eCopy   218 7 Tips to Help Win Net New Competitive Copier & MP...   216 Growth Opportunities for Wide Format & The PEiR Gr...   198 How Can You be the Best at MPS, MFP, MNS?   178 Photizo Transform 2013 Wednesday Roundup -=Good Selling=-                                                       -=Good Selling=-

How Can You be the Best at MPS, MFP, MNS?

What does it take to be among the elite sales people at your branch or your dealership?

For starters you've got to have a passion for being number 1.  Nothing floats my boat more than being at the top of the totem poll each and every month. I like to win, don't like to lose and will do the extra work to make sure my numbers are the best they can be month in and month out.

I've spoken about the 3D's of selling before and they are Desire, Dedication and Determination.  Too often I see reps that will slack off once they've hit their number. The phone calls, the appointments and the opportunities drop. On the other hand I also understand why this can happen, our business unlike any other is filled with rejection, riddled with price driven customers and reps, along with countless hours of research that can lead to failure.

To be the best you've got to WANT IT!  Why would you be in sales if you didn't want to be at the top of the ladder each month, each quarter and year end?

For me, I pick out a goal each year, this years goal is to be number one, not only in percentage of quota but overall sales volume (it's gonna be a dog race to the finish).  This year in 2013 wanted to raise my quota by $10K per month, you know what I did?  I refused it and asked then to raise it by $25K per month. I'll admit, I'm driven and once I set my mind on something I'll try my hardest to achieve that goal.  Along with claiming the goal,  everything else seems to fall in place like the commissions, the spiffs, the placements and additional knowledge of the competition. It's a never ending learning cycle and what I like best about sales is that as long as you put the work and effort in, you never know what the next day is going to bring!

So, I've got these three targets that I try to hit every month, I know that as long as I hit these targets I'm going to be Number 1.

If you'd like those targets, then please email me and after you've registered for the forums and I'll send them to you. Feel free to log on and become a member of the largest group of Copier (Imaging) Professionals in the world!

If you're interested in raising the level of your sales team(s) excitement with a motivational seminar. I'm available to speak at your dealership or direct branch. I have an awesome story to tell that can inspire reps to stay in the industry, sell more, and have more passion.  Send an email to art@p4photel.com

-=Good Selling=-

Monday, A Day in the Life of a Copier Salesperson

FYI, this was something I posted about 4 years ago, this was just one Monday that I wrote about.  Seems it was the same time of the year, since the METS we're doing their home opener.

Monday???.....Everyone knows that a great copier sales person week starts late Sunday, because they called it quits early Friday!

With that in mind, Sunday night is geared to getting these type jobs accomplished.

• Answering emails that came in late Friday
• Preparing any quotes or orders needed on Monday
• Researching items needed to quote early in the week on Monday or Tuesday
• Checking your calendar to make sure there are no conflicting appointments
• Going through your account list to see if there any viable upgrades coming soon
• Rewriting your list of things to do

Whew, after all of that is done, it's MONDAY, yea!!! Time to make some sales YEA!!

The dreaded drive to the office, for someone like me, a late owl, I always find myself in a rush on Monday morning. Can you believe my wife picks out here clothes the night before? Well, not me, I'm a man and can figure that out in an instant, so off I go to work with two different color socks. Stop for coffee, and off to drive 33 miles which will take almost 90 minutes in order to get there by 8:00AM.

I'm at the office, get the laptop, get my presentation binder,

How to Close More MFP & MPS Sales

The other day I read and article by Tom Callinan titled "Close More Sales" on The Week in Imaging.   I found the article enjoyable and a good read, in closing the article Tom presented this paragraph.

How do you actually close more sales? That’s easy; uncovering a solid business case by asking great questions, listening attentively, and focusing on moving the sale forward with every meeting. The best closers are those that spend their time to uncover specific issues their product or service will alleviate, and understands the precise value of addressing those issues before they ever move to their proof source. After you’ve uncovered a quantifiable business case and you’ve proven that your product or service can address that business case closing will be as easy as “It seems like it make sense to move forward with the (your product or service) acquisition/installation, doesn’t it?”

I agree with everything above, what I don't agree is that this will help you close more sales, it will help you close a sale.  For those of us in the business long enough we know that WE CAN'T close every opportunity.  There will be those appointments where you can be the best listener, you can ask great questions, you can uncover those specific issues, but you're just not going to get that deal for whatever the reason may be.  It could be price, value, a cousin pops up who is in the business, a neighbor is a friend of the CFO who has a guy, the list goes on and on.

The key to closing more sales is to have a bounty of opportunities and follow what Jim pointed out with every appointment. Let me put it this way, if your quota is 60K per month, you need three times that in opportunities that may close that month. That's $180K worth of potential business every month, if you don't have three times you quota in the monthly pipeline you won't close more sales.

This month alone I had two opportunities that went by the way side, one I lost and that opportunity was over $70k and the other was put on the back burner for a few months and that opp was $42K.   That's $112K lost, fortunately I still have another $60K that still may be able to close this month.

Many reps especially new reps will have a few good months or a few good quarters and then they'll relax, thus the activity will drop (which includes calls, emails, mailers, stop ins). When the activity drops then so does the opportunities. 

My belief is that you need to generate 3-5 opportunities each week to close more sales, we'll lose a lot of them but we'll also take our fair share also.

If you'd like to read more on this and become a member of the Print4Pay Hotel. We have more than 2,300 registered members from around the world that share sales information and tips on a daily basis. Registration is free and the forums are secure for members of our industry.

-=Good Selling=

How Well Do You Know Your Print Drivers?

It seems that I don't know them as good as I thought I did.  But where do we find the time?  PCL5, PCL6, PS, Universal drivers, I can't stand it! 

Just the other day I had a demonstration with one of our devices and I was asked about color balance, and it could be controller from the print driver.  I'll admit it's been awhile since I went through all of the feature of the Ricoh print drivers.  My response was "I'm pretty sure there is", and with that I checked the PCL5, PCL5c, Universal Driver. Mini PCL Driver and the Postscript driver. I found nothing on all of the those drivers.  Two weeks later while preparing for another demonstration I found what I was looking for, the color balance feature was hidden by a slider that I did not see in the PCL5c driver. 

I learned a lesson the hard way and thus

MFP Solutions Top Ten Copier & MFP Blogs for March 2013

Spring comes to the Northeast, finally!  Over the long weekend I found myself thinking about a potential sale, my prospect sent me an email on Friday (day off for me) and advised that he was in the market for a high end color system and would be making a decision ASAP, probably in a few days.

I've got competition from two major players and the last time we did this I lost out on the high end black system.  Friday night saw me exchanging emails, doing a side by side comparison and tonight I'll be preparing my numbers and pay them a visit in the AM.  Just goes to show you that you never know what tomorrow will bring and our job is not a 9-5 effort.

10 Awesome Tips for a Great MFP/Copier Demo	856
New Copiers from KonicaMinolta with Advertisements...	451
Death of "The 60 Month Copier/MFP Lease"	450
A Unique MFP Proposal with the Help of Ben Frankli...	389
Sharp jp Update "Fiscal End of Year Fast Approachi...	330
How to Add More Selling Days without Really Trying...	310
10 Ways to Increase Your Copier and MFP Sales	300
Sharp "What Will Happen" Part Two	260
The Emergence of Utility Printers?	243
Sharp to Sell it's Imaging Division or Not to Sell...	228

15 Ways to Make your MFP & MPS Proposals Standout!

Over the years I've seen a lot of really bad Copier and MPS proposals and some very good ones. The very bad ones far outweigh the very good ones.

AS much as we always try to get in front of the decision maker(s) there are many times when we just can't get the access to the DM and we have to submit a proposal to the gate keeper that will then forward the proposal for a decision.

What can make your proposal stand out from all of the others?

1. Make sure the proposal is perfect, no misspelled words, no wrong model numbers and no abbreviations.  I'd like to point out that abbreviations can make you seem lazy because you didn't take the time to type out the entire words,  and this can be seen as taking shortcuts, the last thing I want is the DM thinking is that I'm lazy or not putting the full effort in on something as simple as a proposal.

2.  Call to action items which can include value points, list of features and benefits to the prospect.

3. A lockout solution/feature, if you did you an awesome assessment you'll probably have one or two solutions or features that will make you stand out. Make sure that you list what your solution or feature is going to do for them such as:  "On our assessment we noticed that there are many prints being left on the copiers and printers that are never picked up, in addition these documents have personal information on them.  Our device agnostic Print Secure software will eliminate those pages being left on the printers and copiers, and in additional all of the pages that are printed will have a banner on the document stating who printed that document."

4. If you have multiple systems to quote add a floor plan showing the existing systems and what systems will be moved, replaced or retired.

7 Ways to Help You Get Better Results When Prospecting

Prospecting in the office equipment industry is equal to putting your shoes on every day. It's just something you do all of the time!

Now that I'm a little older and little wiser (that's me), I've been able to hone some of my prospecting skills to get better results and qualified prospects. Here's a few tips for you.

1. Sometimes during the sales process, the customer will ask for a better price, and yes you can use the standard close, "If I can give you a better price can we do business today?", however I'll also add that in order to get the better price I'd like to get two to three names and contact information for friends or associates that are in business that may have a need for my services. This is probably the best references or leads that you can get, and you must follow up on them right away!

2. Vertical Market Prospecting, follow up with other businesses that are in the same business where you just made a sale. Mention to the new prospect that you just helped out "xyz" company to new state of the art technology and also make the statement that there are many features designed for your type of business that will save time and money. It's just like the copier industry, when you come right down to it, its a small world and everyone pretty much knows someone else in their same line of work.

3. Prospect Around The Corner, when you have made a sale or have gained an appointment be sure to make a call to other businesses in the area and let them know you'll be meeting with so and so, and ask if you can stop buy. The same goes true for knocking on doors, whether before or at the end of the appointment take the time to stop at other businesses and tell them of your success or just drop a card and a brochure. It may take so time, however these cold calls will pay dividends down the road.

4. When going to a network event, GO ALONE!, this will force you into having conversations with other people and not yucking it up with your buddy from the office. Volunteer to be an officer or chair a committee for that organization.

5. Develop and maintain a mailing list of all your cold calls whether phone or on-site calls. Then set a reminder on a calendar program for a monthly mailing or emailing to these clients. You can mail brochures, flyer's or my favorite a neat little one page newsletter that will keep them updated with your new products and services. If you are religious in sending mail or email every month, you will start seeing great results in 3-6 months.

6. Many times when prospecting we can't get the name of the "right" person to speak, this is when you can turn to their web site and see who may be listed as C level execs. If you can't get the information I have a little secret that I can share (via email only art@p4photel and you'll need to register to be a print4pay hotel member, it's free) and I will send you a little trick that may give you the contact name you need or at least someone to start with.

7. LinkedIn baby! I use the free version, however I will use it to see if any of my contacts are connected or doing business with the company that I'm looking to penetrate.  I'll also use it to see if I already know anyone who is working there. If there is a connection with one of my existing accounts or someone I know I will ask for a connection.

If you have anything else to add, please feel free to!

-=Good Selling=-

Why Sales is a lot like Fishing

On my recent vacation in Deerfield Beach, Florida, I had the chance to catch up on some fishing. The day before I was to go fishing I thought I would check out the pier and see what types of rigs were being used, what was being caught, the type of bait they were using and possibly what was the best time to go fishing. So, off I went before the sun was up, I made it to the pier in about 15 minutes (walking).

The fishing pier was about a quarter mile long and shaped as a T, I noticed there were two types of fishing going on. One group of anglers were armed with five or six fishing poles each. They were fishing for the REALLY big ones, Tarpon, Wahoo, Cobia and Barracuda. The other group of anglers were fishing for the REALLY small ones, Grunts, Runners, Puffers and some other name I can't recall.

Our first group the Really Big Ones  would bait up all of the their poles, cast them out and then wait, and wait and wait some more. After being there for four hours there was not one REALLY big fish caught by the REALLY BIG ONES, as a matter of fact they caught none! They were caught up in the waiting game.....and what's the old saying "winners make things happen and losers wait for things to happen".

Our second group the REALLY SMALL ONES were only using one pole each. However this type of fishing seemed to best if you were there to catch fish. Once they lowered the lines they were getting hits and bringing fish in, no big fish, but never the less, they were bringing one and two pounders consistently. These guys were constantly changing their baits, cutting their baits and rail'in and pail'in fish! That's what they came for, heck they didn't even have the time to rest!

So, where's the meat in all of this? Well, the guys who fished hard and were willing to take the smaller fish were the guys who went home with fish. The guys who wanted the big ones, got nothing and went home with no fish. Seems to me this is a lot like sales, you can be the guy who only goes after the big ones or the guy who is willing to work harder and take the smaller ones. Day in and day out the guy who works hard and takes the smaller fish out fishes the guy who waits on the big ones. I've always stated that I may not be the best sales person nor the best closer, however what I will do is out work everyone else.

A friend of mine once said, "the hardier you work, the luckier you get"

-=Good Selling=-

How to Add More Selling Days without Really Trying

How many sales days do you have in a year?  Betcha you don't know!  Sales aka Selling days or how many days per month, per quarter and per year has been something that I keep an eye on.  Try to take a sales day away from me because you want to close the month early drives me up a wall.  Let's face it I only have "x" amount of days each month and I need to make the best of them.

Some dealerships or direct branches will close on the calendar end of the month. Others will close the month early so their "bean counters" can get a better handle of closing all of the sales by the end of the calendar month.

Some months have more selling days and some less, your job is to get a handle on how many days you have each month to attain your quota.  There are ways to add to your selling days, and the first would be to stop doing

A Unique MFP Proposal with the Help of Ben Franklin

Some of us do ROI presentations and some of us don't. For those who don't you're missing opportunities! Do not leave any stone unturned when consulting on current costs for the total cost of operation

Recently, I had the opportunity to quote for two MFP's in two workgroups. First thing I noticed is that every desk had a laser printer on it. Below is a run down of the two work groups:

Workgroup #1 (6 people)

• 6 laser printers


• 1 fax


• 1 large copier (MFP) however it was not connected

Workgroup #2 (8 people)

• 8 laser printers


• 2 fax (one for inbound and one for outbound)


• 1 large copier (MFP) this also was not connected

I did my usual routine, gathered config sheets from every printer, got the meter reads from the copiers and printer along with the reports from the faxes for inbound an outbound pages. Once I gathered all of the information, I went back to office and looked up the cost per page for each device and put together a ROI spreadsheet for the customer.

As per usual, I indicated that the desktops printers and fax machines should be

Death of "The 60 Month Copier/MFP Lease"

As we still struggle to keep margins on equipment, maybe we need to become better advocates of presenting shorter terms for leasing equipment.  Since I've been tracking all of my sales for purchase and leases, 92% of them involve leasing the equipment with a third party leasing provider.  Of that 92%, 89% percent of the leases I've written is for 60 months.  I would tend to think that give or take a few percent this would be applicable most of us.

60 months or 5 years is a long time, right?  Dang, I'm tired of my cell phone after two years and my car in about three. Technology changes so quickly nowadays that I want the latest and greatest new car features whether it's better gas mileage, more comfort, or new technology. The same is true of my cell phone, after only two years I would like to step up to new technology that may enhance my life style of make me more productive.  Wouldn't our customers want the latest technology with their copiers and MFP's also?

Why are we not quoting selling more 24 or 36 month leases?  

Look at it this way, if you put a customer into a 60 month lease, you'll have to wait at least four years until you or the customer has an upgrade path and 54 months would be the prime time to upgrade.  Even at 4 years the upgrade path may not be the rosey of a picture for your customer.  Putting your customer into a 36 month lease means that the upgrade path is now reduced to two years and 30 months would be the prime time to upgrade.

A lot can happen when you have to wait

I Stink as a Salesperson

I really didn't want to use "I Suck as a Salesperson" in the title, so I'll use it here. Even though I had a OK month when it comes to revenue, it seemed that every sale or opportunity I touched had issues.

Personally, I had too much on my plate, February had me at 22 or 23 opportunities that could close, most of them came down the wire and a lot of them rolled to March.  In January of this year I asked for a higher quota to push my self.

I found the opportunities,  however with so many open opportunities I was overwhelmed and fell short of hitting quota by about 3K.  The good thing, I should have a super March, the bad thing, poor planning on my part on some of the deals and just not enough time in the day. Gee, if I only had another me! Yeah and I forgot I took two vacation days in a short month, that didn't help either.

Selling Days

Moving into March, I'll also be short on selling days due to our Presidents Club Trip. I will lose 22% of my selling days this month.  How many of you actually look at the calendar every month and count how many selling days you have?   I have the selling days mapped out for each month of the year in advance and it helps with knowing when we have a longer and shorter sales cycle.

What Will I Do Different This Month?

Selling MPS & MFP's "What Do Customers Want"?

Thought I would share this thread from the forums with everyone. It's an excellent read and from a retired copier guy and an awesome Print4Pay Hotel member!  Thanx, Chuck!

Art, quite a few years ago I copied from this site one of the most profound things that I had read about Customer Service. I've tried to search your archives with no luck so I'll re-type it here and if can find the source to attribute please post since it is not my intellectual property. Here goes . . .

WHAT DO CUSTOMERS REALLY WANT?

For years businesses have struggled to answer that question. Along the way slogans and discussions have come and gone - about customer satisfaction versus loyalty, selling outcomes and solutions versus products and services and technical processes versus interpersonal skills. Too often they missed the point. Research shows that independent of industry, geography, product or service, customers consistently report that they value four qualities in the services they receive:

SEAMLESS SERVICE: The ability to manage service factors that are invisible to the customer. Although customers want the benefit of all services an organization may offer, they don't want to be exposed to the details of behind-the-scenes operations. Nor do they want to deal with several individuals on the same issue. They expect frontline staff to coordinate everything for them.

TRUSTWORTHY SERVICE: The ability to provide what was promised - dependably and accurately. Customers want to feel they are in capable hands; that promises and commitments will be kept. They want things to be correct the first time, but if something goes wrong they expect quick, thorough recovery.

ATTENTIVE SERVICE: The ability to provide caring and individual attention to customers, recognizing both their human ans business needs. This quality, considered the most important by customers, is derived from the desire to be recognized quickly, politely and with respect.

RESOURCEFUL SERVICE: The ability to provide prompt service and creative solution. Customers like a fast, flexible approach to the service interaction. If needed, they expect prompt and creative problem solving in the service recovery.

Each person, every day is responsible for delivering stellar service experiences. At each interaction the customer is shaping an opinion of you and the organization. By integrating the four STAR Qualities into attitudes and behaviors, you will provide meaningful and memorable experiences that will build customer loyalty.

(emphasis added)

That my friend is what you did and why you are the success that you are. Now that I am retired I continue to use these Customer Service tenets in my daily life. Thanks.

=-=Good Selling=-

Commissions for Clicks "Is .002 Per Page To Much to Ask For"?

In a recent article from Lou Slawetsky of Industry Analysts titled "Your Reps are Starving; PART 2", Lou made mention that the going rate for commissions for clicks seems to be .002 per page.  Lou did not elaborate about color pages so I can only assume that he was referencing black pages.  I would tend to think that color clicks should pay a higher click rate.

Black Pages

So, how much is .002, I know, I know, well I think I know, however I though I would double check my math skills and .002 is two thousands of one cent. Seems pretty pitiful right?  One black maintenance and supply agreement for 10,000 page per month would generate $20 per month in commissions for the rep.  So, lets look try and find the average per page cost of a black maintenance agreement.  Now depending on your market, I'm sure the averages will vary, but lets take .01 as the average if you're a down the street rep.  Based on the .002 commission this would be 20% (geesh I hope I doing this right) .01 * 20% = .002.  What I'm trying to get a it what would be the commission rate for color pages.

Color Pages

We can now talk about color pages, in the down the street model (500-1,500 color pages per month) what would be the average color cost per page, according to a poll we had on the print4pay hotel forums that average would be about

MFP & MPS Sales Tips "Distance Yourself from The Pack"

Whew! I must say that the last fifteen years selling for a Ricoh Dealership has been interesting.

When I first started with my dealership back in 1998, Ricoh has just purchased Savin and Savin purchased Gestetner or something like that.

It was a heck of a lot easier to Copier and Managed Print Services in the past.

Now with some many providers for MFP and Managed Print Services there was a need to "Distance Myself from The Pack".

In essence there was a tremendous need to "Distance Myself from the Pack".

So, how do you make yourself different from the other MFP Copier Sales reps. Well, one of the first things I did was to give myself a NEW title. The title that I came up with was

The Harder I Work the Luckier I Get (in sales)

I've had this article around for awhile and it was picked up by a few major magazines in the industry, thought I would re-post it for all and I updated additional info to make the numbers current.

Is a saying I heard over and over former Dealer Owner (Jack Carrol), after I tell him about an amazing sale. He had actually quoted Samuel Goldwyn.

Good ole fashioned hard work, meaning working at least eight hours every day, working on proposals before or after prime time cold calling time (whether on the phone or in person), coupled with the expression... THAT THE CUSTOMER IS ALWAYS RIGHT, has made my sales career in copiers highly successful.

I sell down the street, no major accounts, and no key account list, just a territory that borders the Atlantic Ocean up to the Raritan River and down to the trout laden Manasquan River in New Jersey (USA). I sell Ricoh products (the finest products in the world), the MFP's, fax, duplicators, wide format, software and whatever else I can learn that will help a customer reduce costs. Many times I have been able to place a new piece of equipment that will help client increase productivity while not increasing their existing payments. All you have to do is ask, most potential clients will allow you to do a cost analysis for them.

Here’s how I do it!

When speaking about replacing multiple pieces of equipment, let’s say a

Has The Time Come for Sales People to be Paid on Click Revenue?

In the world of MPS (Managed Print Service), commission for clicks is the common method pay compensation for reps.  Most time commissions are paid off the monthly revenue click from systems that our under a MPS agreement and in some cases commissions are paid one time for the first months worth of billing.

The copier commission world is a completely different story, reps are paid either paid on the percentage of gross profit or a percentage of the revenue for each copier that is sold.

Traditionally copier reps can also make commissions on the maintenance or cost per page agreement, the commissions range from 5%-10% of the annual agreement. In recent months I've heard some grumblings that dealers are pulling back and not offering commissions on maintenance agreements or cost per page programs.  Which I find surprising since maintenance and cost per page agreements are the life blood of the dealership.

If I were not getting a commission to sell a cost per page agreement or a maintenance agreement I would hard pressed to sell an agreement at the time of the sale.  Matter of fact, if I thought the break and fix model was better for the customer I would make the recommendation to go that way, my thought process is why muddy the waters and fight the battle with pricing on the maintenance or cost per page agreement if I'm not getting paid on that.

Personally, I would like to see some kind of ongoing

10 Clues to Keep Your Sales Pipeline Full

What does it take to be successful in the imaging industry for a long period of time? Some might say product knowledge, some may say closing skills, some may also tell you its about hard work.

All of these are true, but the most successful people in the copier industry have a huge pipeline of potential customers! My rule of thumb is that I always need to have 30 or more potential sales to customers every month with a monthly GP potential of at least $200,000.

Keeping the pipeline full is quite a daunting task because as you close sales you still have to make sure you are adding potential clients each and day, week and month. Even if you've only been in the business a short time you've already seen many reasons why sales are delayed, lost and sitting out there in space.

Listed below are tips that may help you keep the pipeline full. We all know we have to prospect each and every day right?

1. Do an email blast once every month to existing clients & new prospects about new products, new promotions, press releases, or just a plain old, "how ya been".

A Potential Customer Lost is a Prospect Gained!

How long have you been in the business, five years, ten, fifteen, 20 or more years? The cliches never stop do they, one that comes too mind is "what comes around goes around". For those of us who have been in the business a long time, we've seen it all, new tactics get old and old tactics get new again.

Do you remember the name of the prospect of the name of the company for your first sale? How bout the first deal you lost? sorry to say, I can't remember any of them!

How did you first schedule your appointments? I can remember getting a Doctors appointment book to write down the locations, appointment times, directions, things to do and phone numbers. As the days turned into months and the months turned to years I would find myself getting another appointment book for every year. After about four years I realized that could go back and review the accounts that I didn't sell and contact them again for the potential upgrade, gee wasn't that smart of me to keep those books.

These days most of us keep our