Like a great 10-year aged Scotch, lest we forget the value of aged advice from the smartest domainers alive!
This is why its so important to get to the position where you have control and where you and the advertiser connect directly. When an ad doesn't pull right away for example, because your sales reps have a relationship they can go back in and close another deal offering another ad at discount or a new type of ad to try. The point is the most money is made when you and your advertising know each other. You build trust and integrity this way. They see you working to create ways to make their ads stand out by doing things differently and they'll love stuff like that. Advertising becomes exciting this way. Its no longer work, it's a fun challenge and competition to get advertisers and then to create ad campaigns that zing in the sales for them.