Payroll is our single largest business expense every year but not far behind is our marketing costs. We almost spend as much in marketing as the combined salaries of three full time administrators and our team leader incentives. While excessive marketing costs can bankrupt an agent, if people don't know who you are and what you do, you'll never "get in the game". It doesn't matter how outstanding an agent you are. I've paid close attention to what works and what doesn't for us and will be discussing that in this section.