Interview with longstanding MAA Member, John Burke

When did you become an Agent?

Why did you decide to become an Agent?

I had previously worked freelance in the late 70`s so I decided to look for new products to market myself. It was at this time that I attended the small business show at the Barbican in London where the MAA where present – I subsequently signed up as a member.

Over the next few years, I would read the newsletters and contacted a good few companies  to possibly work with them as an agent, some good, some not so and a couple I would have liked to sign up with but was not successful.

I then answered an ad in the newsletter from an agent looking to retire, and wanted to work jointly with somebody for a couple of years and eventually transfer the business to.

I’m still an agent for these two products from Finland today. So, I have not fully retired, also I have never been a commissioned agent but always purchased the products and resold them, although I do have  agreements where I am the agent/distributor.

Joining the MAA gave me access to invaluable legal advice. Wanting to leave my employment, after 13 years I was not prepared to go without some sort of severance. I had a free consultation with an employment solicitor, after relaying all the facts  she advised, that I was entitled to minimum of 6 months money. So, I started out with two children of 7 & 10 years old, my wife having just a weekend job, no car (the company wouldn`t let me keep the company car, despite it only worth £1000 to them, £3000 to me). I ultimately had 6 months to start making money!

How do you think the life of a Sales Agent has changed?

Obviously, IT communications. When I started, there were no mobile phones, no internet, you spent a day a week phoning around making appointments for the following week. Now, I can`t remember the last time I visited a customer!! Although I still maintain the most valuable contact is face to face.

Travel; It would be nice to take a trip with no hold ups, congestions etc. I now drive a modern, automatic car with climate control, automatic wipers, lights etc. How I used to do up to 40K a year in a car with not so much as a sun-roof, tiny washer tank that gave no warning when it had run out of washer fluid. No wash, wipe, headlights etc. I will never understand.

What piece of advice would you give to all new Agents out there?

Be yourself, play to your strengths, treat people how you want to be treated whatever side of the desk they are on. Positivity breeds, as does (unfortunately) negativity. What goes round comes round, you reap what you sow. If you would like me to elaborate on this by recounting incidents, I would be glad to. Know what you want from your business and plan accordingly. I decided to pursue niche products, not high volumes but good profits (turnover is vanity, profit is sanity).

I have never had huge turnovers or made masses of money but have had a comfortable sustainable living for over 20 years. Never borrowed from the bank or paid a penny in interest to a credit card company. I enjoy very good health at 71 years old, some of that down to favourable genetics, but also not enduring unnecessary stress, running around being a busy fool. I am not suggesting everybody should follow my path, but be aware of what you want to achieve and plan accordingly.

What’s the most memorable moment during your career?

1998 driving up the M23 with the first order from a brand new customer, for my new product to my new business. There has been many others.