Smart Agency Masterclass with Jason Swenk: Podcast for Digital Marketing Agencies

Would you like access to our advanced agency training for FREE? https://www.agencymastery360.com/training Are you leveraging the power of podcasting to grow your agency? Whether through guest appearances on industry shows or hosting your own podcast, this medium offers unique opportunities to showcase expertise and connect with potential clients. However, while appearing on established podcasts can help spread your message, creating your own show ultimately provides greater control over brand messaging and client conversion. For marketing agencies, podcasting has become an essential marketing tool that can drive significant conversions. Today's featured guest, a podcast expert, specializes in helping clients navigate the complex balance between audience value and revenue generation. She tackles crucial questions many business owners face in their podcasting journey: optimal timing for monetization, strategies for brand partnerships, and most importantly, maintaining focus on audience benefit. Her insights reveal how to build a podcast that not only generates revenue but also provides lasting value to listeners. Traci DeForge is the founder and CEO of Produce Your Podcast, an award-winning podcast and marketing agency that is well-known for helping clients leverage their podcasts for revenue growth. She discusses the significant role podcasts play in driving revenue for business owners and consultants and shares her insights on best practices for pitching to get on podcasts, tips for being an effective podcast guest, and why the best call to action is leading people back to your own podcast. In this episode, we'll discuss: The easiest way to be a great podcast guest. The importance of storytelling to capture your podcast audience. AI-generated podcast content and it's limitations. How to re-energize a stale podcast. Subscribe Apple | Spotify | iHeart Radio Sponsors and Resources Smart Pricing Table: Today's episode of the Smart Agency Masterclass is sponsored by Smart Pricing Table, an award-winning proposal software built just for marketing agencies and designed to handle your unique challenges and cut down the time you spend on proposal as much as 90%. Go to smartpricingtable.com/smartagency to see if this is the missing piece your agency needs. Schedule a demo and get 50% OFF for the first two months. Don't Be That Guest: Listen First, Pitch Later As a professional who helps clients maximize their podcast opportunities, Traci emphasizes that while podcasts can be powerful platforms for business owners to share expertise and promote their ventures, success requires a strategic approach. The most critical step before pitching yourself as a guest, she insists, is to actually listen to the show you're targeting. Nothing frustrates podcast hosts more than receiving pitches from people who clearly haven't invested time in understanding their show or audience. A potential guest can immediately stand out simply by demonstrating familiarity with the podcast's format, tone, listener base in their outreach, and more importantly, what value they can bring to that audience. Each show has its unique style and requirements, making a one-size-fits-all approach ineffective. The rise of AI-generated mass outreach has only heightened the importance of personalization. Many people send automated messages with text easily identified as something drafted by AI to be sent to maybe hundreds of people. A personalized approach reflects genuine interest and sets you apart from the countless generic pitches that inundate podcast hosts daily while also establishing rapport. This initial investment of time and effort significantly increases your chances of securing a guest spot and creating valuable content for the show's audience. Tips to Prepare to Be a Great Podcast Guest Once you get in and are set to be a podcast guest, there are ways you can ensure you'll be a great guest who provides great value to the show while making sure you also drive business. First, you want to be prepared for how a host usually runs their show. Ideally, Traci recommends you listen to a few episodes so you'll be familiar with the most important questions they ask and be prepared to answer in a thoughtful way. At the same time, you want to make sure you can come across to the audience as someone who is sharing relevant information about yourself and your business without it becoming an entire infomercial about your business. In this regard, Traci also mentions the importance of having a good call to action. Don't list fifteen different ways people can get in touch with you, but rather one specific request that enables you to continue the conversation with your audience after they've consumed the podcast. Ideally, send people to listen to your own podcast, since there's no better way to grow a show than appearing as a guest on other shows and being exposed to an audience who's already consuming podcast content similar to what you share. Using Storytelling

Would you like access to our advanced agency training for FREE? https://www.agencymastery360.com/training Would your agency be ready for an unexpected acquisition opportunity? Could you make it work if the time and offer were right? One boutique agency owner faced this question when an unexpected offer transformed her lifestyle business into an acquisition prospect. Though she and her partner had no immediate plans to sell, they recognized the potential and methodically prepared for a successful transition. Learn about their experiences finding their niche in the industry, preparing for acquisition, their 'no regrets' attitude regarding the sale, and the reason why they approached negotiations with a thoughtful mindset that would benefit everyone involved. Kelsey Dixon is the co-founder of Davies and Dixon, an organic social media agency based in Seattle. She shares her journey into entrepreneurship, highlighting the transition from the events and hospitality industry to digital marketing, the way her agency's niche organically changed as she and her partner found the right audience, and more recently, her agency's acquisition process, including why she chose to lead negotiations with kindness and their successful earn-out story. In this episode, we'll discuss: Going from full service to finding focus. An unexpected opportunity to sell. Negotiating with kindness and thoughtfulness to ensure future success. How to negotiate an earn-out. Subscribe Apple | Spotify | iHeart Radio Sponsors and Resources E2M Solutions: Today's episode of the Smart Agency Masterclass is sponsored by E2M Solutions, a web design, and development agency that has provided white-label services for the past 10 years to agencies all over the world. Check out e2msolutions.com/smartagency and get 10% off for the first three months of service. Accidental Agency: When Adaptability Meets Opportunity Kelsey never saw herself as an entrepreneur and had no plans of starting her own business. a chance meeting during an internship in New York would change her career trajectory. There, she met Mackenzie, a fellow intern who years later, would convince her to move to Seattle and start a business with her. As an agency owner, Kelsey found there were new surprises around the corner every quarter and every year. At age 24, she started out with no idea what she was doing; everything seemed new and unexpected. However, she believes this worked to her benefit since she approached the experience with naiveté and willingness to learn. With Kelsey's background in hospitality and travel, and Mackenzie's expertise in digital marketing, the two women initially planned to build an agency serving the hospitality sector. However, upon arriving in Seattle, they faced the significant challenge without a network in their new city. Their proactive networking efforts unexpectedly led them deeper into the local tech industry, naturally evolving their agency's focus and creating a new niche that differed from their original vision. Finding Focus: From Doing It All to Intentional Hiring In their early days, Kelsey and Mackenzie approached client acquisition with an eager, full-service mindset, taking on everything from PR to organic social media and branding. While they managed these diverse projects through talented contractors, Kelsey now realizes their determination to win clients' trust sometimes led them into areas beyond their expertise. As their agency evolved, they naturally discovered their true strengths through client feedback and successful outcomes. The organic process of finding their niche allowed them to recognize and pursue opportunities where their work could truly stand out. For eight years, both partners remained deeply involved in every aspect of the business, from client work to day-to-day operations. The preparation for acquisition marked a significant turning point, prompting them to narrow their roles as founders and delegate responsibilities. Though both partners initially struggled with the emotional challenge of stepping back from daily operations, their strategic approach to hiring made the transition successful. They built a team of talented individuals who often exceeded their own expertise in specific areas. This decision proved transformative – by placing trust in their capable team and focusing on their own areas of expertise, they not only improved the quality of work but also created a more efficient organization. Embracing the Opportunity to Sell Their Agency Selling the agency was not initially part of Kelsey's overall vision, at least not at the eight-year mark. However, a buyer agency reached out with an interest in acquiring Davies and Dixon, which prompted a thorough evaluation of their current circumstances and future aspirations. With two co-founders, Kelsey admits it's difficult to get on the same page in any decision. They were at a crossroads, having invested nearly eight years into building their agency so they laid out the

Would you like access to our advanced agency training for FREE? https://www.agencymastery360.com/training Do you struggle to write proposals? Do you know the 2 keys to winning more clients in the proposal stage? Mastering the art of creating fast, high-quality proposals remains crucial for agency growth. The best way to guarantee your proposal has a chance to stand out from competitors is to ensure speed and accuracy. That is why our featured guest is sharing how he went from owning an agency to creating the tool for overcoming proposal anxiety. He spent years thinking about ways to turn what was often the worst part of the job for him into an easier and more enjoyable process and eventually launched a software that does just that. Learn more about Joe's entrepreneurial journey and insights into the agency world. Joe Ardeeser is a former agency owner and entrepreneur who ran a web design shop and high-end WordPress shop for twelve years. He shares his journey from agency owner to launching his latest venture, Smart Pricing Table. Joe discusses his early experiences in the agency business, highlighting his desire for independence and the challenges he faced, including developing RSI and chronic back pain, which led him to hire his first employees out of necessity. He reflects on the things that took away from his agency's growth and the way to keep improving your proposals until you're yielding the expected results. In this episode, we'll discuss: 2 keys to drafting a successful proposal. Learning from past mistakes to continuously improve your proposals. The solution to overcome proposal anxiety. Subscribe Apple | Spotify | iHeart Radio When Setbacks Become Stepping Stones in Agency Growth Joe's story begins with a common entrepreneurial struggle: the desire for independence. Truth be told, he didn't like having a boss. After working in a corporate environment that stifled his creativity and autonomy, Joe ventured into freelancing. However, an unexpected challenge arose when he developed an injury that hindered his ability to perform tasks like typing. This setback, rather than derailing his ambition, became the catalyst for hiring. Enlisting help helped Joe realize that delegating tasks could free him to focus on higher-level strategic thinking. The first time he realized the critical role played by that initial hire was during a simple errand. Upon his return, he realized his employee kept everything running smoothly in his absence. He was hooked. The experience highlighted the power of collaboration and the importance of building a team that could share the workload. As his agency grew, each strategic hire—from developers and designers to a pivotal sales manager—freed Joe to focus on broader business strategy. The decision to hire a salesperson, though questioned by some who thought the agency was too small, proved particularly transformative. By delegating the pressure of closing deals, Joe could finally step away from the day-to-day stress of revenue generation. Little by little his hires and careful delegation led to the big day when a client was onboarded without his input at any level and not even knowing the client prior to that moment. It was the moment he knew he had transitioned from an owner to a CEO. 2 Keys of a Successful Proposal: Speed and Precision As for so many agencies, Joe recognizes lead generation as a significant pain point for him. Luckily, the agency got tons of leads from Clutch back in the beginning. Still, they did a lot of one-time work and hadn't cracked the code on landing retainers. #1 - Speed Back then, Joe hated writing proposals, because of the urgency that came with it. In his experience, every day that went by meant the odds of getting picked went slimmed. In his experience, clients often go with the first-engaged vendor. By reaching out immediately, an agency demonstrates its commitment and also capitalizes on the momentum of the prospect's interest. #2 - Accuracy Secondly, the proposal, scope, and expectations must be accurate. If not, the project could blow up post-sale and become a nightmare. These two proposal conditions, it having to be ready quickly but also be high-quality, are two elements that come together to create what Joe calls "proposal anxiety" which is one of the bigger stressors in agency life. Your proposal should be detailed to avoid painful mistakes like greatly underestimating the time and resources you'll be investing on that project. According to Joe, it should be detailed enough to provide "handles to grab onto" without being obnoxious. Vagueness will lead to situations where all your resources keep getting sucked into that project without the proper limits to stop at a certain point. Why You Should Record All Issues with Previous Proposals to Yield Better Results Ideally, agency owners should keep a repository of all the learnings from previous projects. Record all the issues you've ran into that could've been avoided by clearing it up in the

Would you like access to our advanced agency training for FREE? https://www.agencymastery360.com/training What are your goals for your agency this new year? Which new heights are you hoping to reach and what needs to change in order for you to get there? As we step into a new year, agency owners start setting ambitious targets. But achieving these goals requires more than just wishful thinking—it demands a clear understanding of three critical elements: where you want to go, who you need on your team to get there, and perhaps most importantly, how you need to evolve as a leader. Today, we're joined by a special guest who has witnessed countless agency journeys firsthand. As a key member of the Jason Swenk team, she's become a trusted companion to our mastermind members, guiding them through their growth challenges and celebrating their victories. Her unique perspective comes from years of observing what makes agencies thrive, understanding their common hurdles, and helping create environments where both businesses and people flourish. Tune in for an engaging conversation about teamwork, growth, and the importance of a community that can help you evolve as a leader. Stacey Green is the Director of Happiness for the Jason Swenk and Agency Mastery team. After ten years working side to side with Jason, she's on the show for the first time to share the insights into her unique role, which encompasses client success, event planning, and keeping the team organized amidst the chaos. As she celebrates her 10-year anniversary with the team, Stacey reflects on the evolution of her position and talks about some of the changes she's seen over the years. Listeners will gain a behind-the-scenes look at how she ensures the smooth operation of the podcast and the agency's mastermind calls. In this episode, we'll discuss: 10 years of shaping agency success. Identifying your agency domino. The mastermind advantage. Subscribe Apple | Spotify | iHeart Radio Sponsors and Resources E2M Solutions: Today's episode of the Smart Agency Masterclass is sponsored by E2M Solutions, a web design, and development agency that has provided white-label services for the past 10 years to agencies all over the world. Check out e2msolutions.com/smartagency and get 10% off for the first three months of service. How a Director of Happiness Shapes Agency Success As Director of Happiness at the Agency Mastery and Jason Swenk Team, Stacey has spent the last decade wearing many hats. This unique title, crafted collaboratively with Jason, encompasses everything from ensuring client success and orchestrating events to keeping Jason focused :) Through her regular interactions with mastermind members, Stacey has gained a profound insight into the agency landscape: while the industry constantly evolves, the fundamental challenges agency owners face—and their approaches to solving them—remain remarkably consistent. The industry, however, is rather mercurial in its constant change and only those willing to adapt will thrive. The mastermind program itself reflects this philosophy of adaptation. When Stacey first joined, the membership process was simply transactional—pay the fee and you're in. However, experience taught us that cultural fit is crucial for the community's success. This realization led to the development of a more sophisticated vetting process, ensuring new members align with the group's goals, ethics, and lifestyle values. The result has been the creation of a more cohesive and effective community of agency owners who truly support each other's growth. The Agency Domino: Identifying Your Agency's Critical Success Factor Towards the end of the year, Jason challenged his mastermind members to identify their critical "domino"—that singular element that, when properly aligned, sets everything else in motion for their agency's success. This exercise isn't just theoretical; it's born from real-world experience, as Jason and his team face many of the same challenges they help other agencies overcome. Take marketing talent, for instance. Over the past two years, the team has struggled with finding and retaining the right marketing person, cycling through several mismatched hires. Yet this challenge has offered valuable lessons, helping Jason and Stacey better understand the essential qualities they need in their ideal candidate. As we enter the new year, agency owners should approach their goal-setting with three crucial questions: Where do you want your agency to go? Who do you need to hire to get there? And perhaps most importantly, who do you need to become as a leader? This final question is critical because an agency can only grow as far as its leader's capabilities. Personal growth isn't just beneficial—it's essential for pushing your agency to new heights. The Mastermind Advantage: Accelerating Agency Growth Through Collective Wisdom While one-on-one coaching can be valuable, many business owners eventually hit a ceiling in their growth—a point

Would you like access to our advanced agency training for FREE? https://www.agencymastery360.com/training What is the one key thing that is holding you back from know your agency's value? For many it's having the financial literacy necessary to build an agency worth buying. Today's featured guest learned that financial literacy can make or break an exit strategy. Despite his early start in business and formal education, it was the guidance of an outsourced CFO that truly transformed his understanding of business finances. This knowledge proved invaluable years later during acquisition negotiations and his successful exit. From his teenage ventures in website development to building a thriving digital agency, and ultimately, to negotiating a successful exit on his own terms, join us as we explore the beginnings his agency and essential lessons on the importance of financial literacy, knowing your worth, and preparing for life after the sale. Brian Rodriguez is the founder of Gatorworks, a digital marketing partner that helps clients reach their goals and keep them informed. He recounts how he stumbled into agency ownership while in high school in 2001, a time when many businesses lacked an online presence. Brian discusses balancing his agency while pursuing his business degree, how hiring an outsourced CFO completely transformed his understanding of how to run a business, and how knowing his agency's value helped him negotiate a favorable exit deal. In this episode, we'll discuss: Boosting confidence and clarity by understanding the numbers. Negotiating a successful strategic exit by knowing your agency's value. Why knowing when to let go is important in a successful exit. Subscribe Apple | Spotify | iHeart Radio Sponsors and Resources Agency Owner Training: If running your agency is leaving you feeling isolated and trapped, it's time to get a little FREE help to take back control. That is why we are offering free resources HERE at agencymastery360.com/training. You will find free courses on generating more leads and converting more clients. No strings attached, just a few helpful resources get you out of the weeds and back to growing your agency. Boosting Confidence and Clarity by Understanding the Numbers Brian started his agency as a high school student back in 2001, when he was just a kid experimenting with new technologies. Though he soon found clients and started to charge $200 for building a website, he quickly realized his strengths lay not in design or development, but in the business aspects of the work. Hence, he started recruiting freelancers to handle the technical work while he focused on client acquisition. Throughout college, Brian continued running his fledgling agency, applying his business studies to strengthen its foundation. After graduation, with youth on his side and nothing to lose, he decided to dedicate himself fully to growing the business. Yet success didn't come overnight – it took five years before he started seeing meaningful momentum. The early years proved challenging, marked by financial struggles and an evolving business model. This changed in 2011 when he hired an outsourced CFO, a decision that marked a turning point in his understanding of the financial dimensions of his business. During their first four-hour session together, Brian gained crucial insights into his agency's financial workings that transformed his perspective as a business owner. This newfound financial clarity not only boosted his confidence but also provided him with a clearer vision for his agency's future direction. Pivoting to Stability by Changing Projects to Predictable Revenue Brian's monthly meetings with his CFO became a cornerstone of his professional development, transforming his approach to business management. Through these sessions, he developed a deep understanding of crucial KPIs: top-line revenue, cost of goods sold, gross profit, overhead expenses, and net income. This knowledge enabled him to set concrete financial targets, including a 50% gross margin and 15% net margin, shifting his focus from simple revenue growth to sustainable profitability. During this period of financial enlightenment, Brian also recognized a fundamental challenge in his business model: the instability of project-based work. This realization prompted a strategic pivot to SEO and Google Ads services that would provide the predictable revenue streams necessary for stable, long-term growth. This way, slowly evolved to an entire suite of digital marketing services that ended up being a game changer for his agency. How Financial Literacy Led to a Successful Strategic Exit By 2016, Brian had built his agency into a thriving business generating nearly $1 million in revenue. With stable profits and predictable growth, he wasn't actively seeking to sell, after years of receiving offers that simply weren't the right fit. This changed once a respected local media company, owner of five radio stations and boasting a century

Would you like access to our advanced agency training for FREE? https://www.agencymastery360.com/training The Smart Agency Masterclass podcast reached new heights in 2024, delivering game-changing insights from entrepreneurs who transformed their challenges into triumphs. From battling impostor syndrome to scaling revenue and reclaiming personal freedom, our guests didn't just share their success stories—they offered a blueprint for agency owners walking the same path they once traveled. Industry titans like Guy Kawasaki and Gino Wickman brought their hard-earned wisdom to our listeners, creating moments that resonated deeply with our community. As we reflect on this remarkable year, I'm excited to share some of the most powerful conversations that shaped our 2024 season. Subscribe Apple | Spotify | iHeart Radio Sponsors and Resources E2M Solutions: Today's episode of the Smart Agency Masterclass is sponsored by E2M Solutions, a web design, and development agency that has provided white-label services for the past 10 years to agencies all over the world. Check out e2msolutions.com/smartagency and get 10% off for the first three months of service. Matt Shields on Building Communities for Client Success For Matt, one of the best decisions he made when it came to building his client community was modeling it after an already successful group. In this case, they modeled Joe Kaplan's agency community, which they knew well having been through it. They loved the community, coaches, and mastermind and strived to build the same for real estate agents, a move that proved to be successful. By bringing clients together, providing coaching, and inviting experts, they aimed to foster a competitive environment that motivated them to excel and achieve success. However, he does admit to some missteps, most notably failing to set clear expectations for community members. The absence of clearly defined core values can lead to chaos and disarray and can result in a community that lacks cohesion, where individuals operate independently without regard for the collective goals. Matt set this right by setting community standards and clear core values, and giving members the option to say no once the standards were clear, which according to Matt only made them more likely to say yes in their eagerness to be part of a tribe. The competitive nature of realtors within the community sparked a desire to outperform each other, leading to increased effort, dedication, and ultimately, success. Furthermore, Matt emphasizes the role of a free Facebook group in building this community. He and his partner purchased an existing Facebook group within their niche, which had 8,000 realtors. This acquisition proved to be a valuable resource, as it provided a platform for interaction, engagement, and the opportunity to showcase their expertise. The free group served as a stepping stone for potential members to become part of the main paid community, as they were already familiar with the agency's values and offerings. Dimi Albers on Taking a $500M Agency to Global Markets Back in 2014, Dimi's agency made the pivotal decision to expand its services and target international clients. They wanted to transform from a design and tech-focused agency into a company that covers the customer's full digital journey. This strategy was considered relatively unique and presented an opportunity for growth. At the time, the agency had a very good reputation in The Netherlands and was valued at 15 million USD. Even with capital backing, they remained relatively conservative in investments. Dimi focused on establishing profitability for core revenue drivers within a tight 12-18 month timeframe. For Dimi, an agency is fundamentally a people business and requires making sound decisions consistently rather than betting on a few big moves. He has a client-first approach to expanding globally, and says niche or market domination is not as important as being client-focused. More than market leadership, he thinks it's about who you're servicing and whether or not you're helping them grow and save money. His agency methodically built its value proposition in the Dutch market first. From this solid foundation, they gradually expanded into Europe, the US, and ultimately APAC - advancing to new geographies only after careful evaluation of their capability strengths and each market's receptiveness. This thoughtful, capability-driven approach to global scaling enabled successful service expansions into new territories. Guy Kawasaki on Overcoming Self-Doubt and Finding the Hidden Benefit of Imposter Syndrome Thinking back on his career, Guy reflects on the things that held him back at times and finds that most people are held back by their mindset. You can have people in your life who don't believe in you and, as much as it sucks it's also a relatively easy thing to ignore as long as you believe in yourself. However, if you don't believe in yourself, then that's a real problem. In

Would you like access to our advanced agency training for FREE? https://www.agencymastery360.com/training Do you shy away from cold calling for fear of rejection? Or, do you think cold calling is dead in the digital age? Today's guest runs an SEO agency that grew from a small project with four clients to a full-service agency. Discover how a focused cold-calling campaign landed him seventeen clients in his first month. In this episode, youl will also learn the reason he prioritizes culture fit over impressive resumes in his hiring process, why he believes relying on just one lead source is playing a dangerous game, and why he believes that open communication is the key to building trust with clients. Marc Brookland, the owner of SEO Locale, a full-service digital marketing agency specializing in search engine optimization. He shares his journey into the world of SEO and how much things have changed in that field, from focusing on repeating a keyword as much as possible or having more backlinks than the next guy to a complex and sophisticated process to improve your website traffic. He also discusses the challenges he's faced with hiring and ho open communication has shaped a trusting relationship with clients. In this episode, we'll discuss: Building his agency on cold calling success. Hiring for culture fit over skill set. Why open communication doesn't mean losing your agency's 'secret sauce' Subscribe Apple | Spotify | iHeart Radio Sponsors and Resources Wix: Today's episode of the Smart Agency Masterclass is sponsored by Wix, an intuitive way to design exceptional sites and a smart addition to your agency's toolkit. With this flexible tool, your team will be able to take on any project at any scale and focus on the work that matters the most. Check out wixstudio.com and break free from growth bottlenecks. Taking a Leap of Faith to Become an Entrepreneur When Marc landed his first SEO job, he discovered his true calling and began dreaming of running his own agency. It was there he met his future business partner, and together they started mapping out their entrepreneurial ambitions. Though passionate about SEO, Marc soon felt constrained by the role's narrow focus and yearned to expand his digital marketing expertise. He left that agency to go work in-house, where he finally got to challenge himself being a team of one in charge of social media, website management, and SEO. This was the test that convinced him that he could start his own business. He began taking on agency clients on the side, though still hesitant to fully embrace entrepreneurship, and accepted another in-house position. Fate intervened when his employer's pivot led to staff layoffs, presenting Marc with a choice: stay on as an employee or transition to a contractor role. Recognizing this as his opportunity to finally commit to his agency dreams, Marc chose the entrepreneurial path – and never looked back. Agency Success Built on Cold Calls Although it started as a small operation, Marc spent the first month as an agency owner cold calling businesses and was able to bring seventeen clients with this strategy. This campaign was undoubtedly a huge success thanks to his unwavering determination to connect with potential clients. Where many shy away from direct outreach due to fear of rejection, Marc embraced the challenge. It was also thanks to a methodical approach to identifying potential clients. By utilizing data scraping tools, he was able to target businesses that were likely to benefit from his services. Interestingly, Marc's experience highlights a common misconception about cold calling which is cold calling is an outdated or ineffective strategy in today's digital age. In his opinion, agency owners can't be afraid of sales because there's no way around it if you're starting your business from scratch. Although it's not something he's revisited after the agency took off, cold calling provided him an opportunity for direct interaction, fostering relationships that can lead to long-term partnerships because the ability to engage authentically with potential clients can set a business apart from its competitors. Nowadays, SEO is his agency's number one lead generator, followed by referrals and word of mouth. The skills he honed in those early days—effective communication, resilience in the face of rejection, and the ability to identify and address client needs—remain integral to the agency's operations. Hiring for Culture Over Skillset Hiring is one of the biggest challenges at Marc's agency at this point of their growth. He and his partner are trying to focus on hiring the right people. For them, this means hiring people who fit into the agency's culture. They're much more interested in this than in hiring people with an impressive resume. At the end of the day, skills can be taught, but intrinsic values and work ethic are often more difficult to instill and Marc is much more interested in finding individuals with a genuine drive an

Would you like access to our advanced agency training for FREE? https://www.agencymastery360.com/training Are you caught in the challenging "no-man's land" of agency ownership—where growth meets gridlock? Despite years of management experience, today's guest discovered that running a digital agency demanded more than strategic acumen alone. His journey reveals the often-overlooked complexities of agency leadership that can transform an owner's dream into an operational maze. Although he felt comfortable making the strategic decisions as a manager, as an owner he found himself pulled in countless directions. From juggling legal complications, financial decisions, and HR responsibilities—areas far removed from his core strengths and passion for marketing strategy. In the end, he recognized the only way through was setting up the right processes for the agency to grow without him and ultimate decided to sell. Tune in to learn about building a successful marketing agency and the principles that guide his approach to client service. Robert Royer is the Founder & President of Building Brands Marketing, a full-service marketing consulting agency based in Victoria, Texas. For over 17 years, Royer worked in leadership positions for companies across South Texas building hundreds of marketing strategies for small to large businesses and ultimately worked his way up to starting his own business. Building Brands Marketing has grown to over 25 employees in that time frame, seeing a rapid growth during the pandemic. Recently, he decided to sell and will talk all about what led to this decision. In this episode, we'll discuss: From acquisitions plan to a successful exit. Liberating yourself from agency ownership. Being aware of the personal costs of agency ownership. Subscribe Apple | Spotify | iHeart Radio Sponsors and Resources E2M Solutions: Today's episode of the Smart Agency Masterclass is sponsored by E2M Solutions, a web design, and development agency that has provided white-label services for the past 10 years to agencies all over the world. Check out e2msolutions.com/smartagency and get 10% off for the first three months of service. Tearing Down One Business Plan and Pivoting to Another Robert started out selling newspaper ads looking for a way out of the restaurant industry. As newspapers pivoted to digital platforms, he found himself leading a digital agency. This experience provided invaluable insights and the confidence to eventually launch his own venture. In 2018, Building Brands Marketing was born, initially conceived as a lean, independent consulting agency focused on SEO and high-level strategic services. However, Robert quickly discovered the limitations of a solo operation. Within just two months, he was referring out critical services like video production and website design. The solo work also exposed significant challenges: he lacked direct control over quality and was burning out, working an unsustainable 80-90 hours per week. Finally, he tore down his initial business model and went the route of the more traditional ad agency he thought he'd left behind. Fortunately, his agency's unique location in South Texas—an area with limited competition—became a strategic advantage that amplified his growth potential. In fact, the agency quickly attracted people with just the skills he needed, which was key in catapulting his agency just as the pandemic started. From Acquisition Plans to a Successful Exit After years of strategic growth and careful positioning, Robert's entrepreneurial journey with Building Brands Marketing reached an unexpected but deliberate conclusion. Just seven years after launching, he made the strategic decision to sell the agency —a move driven by a profound understanding of his own strengths and limitations. Basically, Robert felt he was holding the agency back and being pulled in too many directions to do things outside his zone of genius. To him, continuing to do things that occupied too much of his time and kept him from focusing on what he does best in the business was leading him to plateau. It also just seemed like the right move considering the synergy between his team and their now parent company. It relations started out differently, with Robert and his partner looking at agencies to potentially acquire to grow the business. They wanted to scale and be able to focus on what they loved to do, which is the strategy and operational side of the business. The legal, finance, and HR isn't what they excelled at so they focused on preparing SOPs and systems to hand off that part of the business to someone else. The decision to sell was based on the synergy they shared with that company and the fact they're a major player at the national scale. It was a good match, with them bringing value with their expertise as a small business division. The sale not only provided financial rewards but also positioned the agency for continued success under new leadership. How to Liberate Yourself f

Would you like access to our advanced agency training for FREE? https://www.agencymastery360.com/training Are you inadvertently holding your agency back? We are all guilty of it! Many agency owners eventually confront a challenging reality: they themselves are the primary bottleneck preventing their business from reaching its full potential. Today's featured agency owner has recognized this critical insight and is actively working to transform his approach. By strategically empowering his team and gradually delegating operational responsibilities, he is creating a pathway for the agency to expand beyond its current limitations. Hear an inspiring conversation about overcoming entrepreneurial challenges and unlocking an agency's true potential through intentional operational restructuring. Steve Phipps is the founder of Wayfind Marketing, an agency that works with service-based seasoned B2B companies focusing on mapping out clients' strategy, website, and content for sustainable growth and increased ROI. Steve discusses his journey into the world of digital marketing and shares the pivotal moment inspired him to launch his own agency in 2015. He emphasizes the importance of strategy in marketing, explaining how his initial offering has evolved into a full-service agency. Listeners will gain insights into how agency owners can prepare the grounds to delegate effectively and stop being the bottlenecks preventing agency growth. In this episode, we'll discuss: Getting out of your own way: breaking free from the founder's bottleneck. Leading with a clear vision to ensure your team's success. Empowering your sales team to make the process their own. Subscribe Apple | Spotify | iHeart Radio Sponsors and Resources Wix: Today's episode of the Smart Agency Masterclass is sponsored by Wix, an intuitive way to design exceptional sites and a smart addition to your agency's toolkit. With this flexible tool, your team will be able to take on any project at any scale and focus on the work that matters the most. Check out wixstudio.com and break free from growth bottlenecks. Breaking Free from Founder's Bottleneck by Facing the Delegation Dilemma Steve's career took an unexpected turn in 2011 when he transitioned from a corporate digital marketing role to an agency position. His talent and dedication quickly propelled him to the position of VP, where he envisioned a long-term future. However, a sudden turn of events—the unexpected passing of the agency owner and finding himself in line to buy that business.— Although the deal fell through, Steve realized he was ready to step out on his own and launched Wayfine Marketing. With a strong focus on strategy, he tailored the agency's services to service-based B2B companies, helping them transform scattered marketing efforts into cohesive, lead-generating strategies. However, as the business grew, he encountered a familiar challenge: he became a bottleneck in his own processes. The strategy development process for clients became a significant source of strain. Despite having a capable team, Steve found himself deeply involved in the intricacies of creating strategy decks, often resorting to late-night work sessions to meet client demands. Recognizing the need for delegation, Steve is actively working to empower his team. He is committed to upskilling his team members, equipping them with the necessary tools and knowledge to handle strategic tasks. Hence, one of his current challenges is to rework the agency's processes and systems to where he's not involved in everything and can focus on the areas where he is strongest and rely on his team for everything else. Leading with Purpose: How A Clear Mission Drives Team Success One of Steve's primary goals is to equip his team with the ability to make informed decisions that align with the agency's overarching objectives. By fostering a shared understanding of the agency's mission and goals, he aims to create a culture of clarity and purpose. When team members grasp the agency's "North Star," they are better positioned to evaluate opportunities and challenges critically. They can ask themselves: "Does this align with our mission?" and "Is this beneficial to our agency?" By encouraging these thought processes, leaders can ensure that everyone is working towards a common goal. A clear mission statement serves as a roadmap, guiding the agency's growth and providing team members with a sense of direction. When employees understand the agency's trajectory and their role within it, they are more likely to take ownership of their responsibilities, leading to increased accountability and initiative. The next step will be to record yourself doing a task you never want to do again. By documenting processes and sharing insights, leaders can create a repository of knowledge that becomes accessible to the entire team and fosters an environment where team members can learn from past experiences, both successes and failures, and apply those lessons to fu

Would you like access to our advanced agency training for FREE? https://www.agencymastery360.com/training Is your team leveraging AI beyond basic content creation? Did you know your sales process can be more efficient with the help of AI? While many agencies focus on AI's obvious applications, today's guest reveals a more innovative approach: using artificial intelligence to mine the wealth of unstructured data generated during sales interactions. By capturing and analyzing these often-overlooked conversations, his agency has discovered valuable insights that are transforming their sales process. In our fascinating discussion, we'll explore how AI is revolutionizing not just data analysis, but the entire advertising landscape. This interview is an in-depth conversation about the convergence of technology, community building, and cutting-edge marketing strategies. Andrew Eklund is the founder and CEO of Ciceron, a digital agency that excels at amplifying brands by creating bespoke audiences and activating them in the places they are. He shares insights from his journey in the digital landscape, starting from the dawn of the public internet and his early experiences with AOL. He discusses the evolution of his agency from his first clients to now specializing in applying advanced AI to audience segmentation and modeling, and shares what he predicts will and won't change about our current use of AI in advertising and sales. In this episode, we'll discuss: Turning sales conversations into strategic assets with AI. Why unlocking the capabilities of AI requires engagement. Harnessing AI for sales success. How AI could change advertising for good. Subscribe Apple | Spotify | iHeart Radio Sponsors and Resources E2M Solutions: Today's episode of the Smart Agency Masterclass is sponsored by E2M Solutions, a web design, and development agency that has provided white-label services for the past 10 years to agencies all over the world. Check out e2msolutions.com/smartagency and get 10% off for the first three months of service. Educating Clients to Embrace New Technology Andrew's pioneering spirit led him to start his agency almost thirty years ago at the dawn of the public internet, back when a digital agency basically set up people's first email address and websites. Starting out when people still didn't know very much about the internet, Andrew often had to overcome skepticism about the viability of online business. His determination to prove that people would eventually embrace e-commerce, despite widespread hesitance to share credit card information online, led him to establish IndieSonic, one of the first independent music online portals. This venture not only validated his predictions but also provided a tangible example to clients of the digital marketplace's potential. Even with this willingness to engage clients in e-commerce during a time of skepticism, it took many years for most to start embracing it. During the dotcom crash, many predicted the internet's demise and a return to traditional business models. Yet ironically, this period coincided with the emergence of today's tech giants, who would ultimately transform the digital landscape forever. Turning Daily Sales Conversations into Strategic Assets Back in 2022, when ChatGPT 3.5 came out, Andrew gathered his team and explained that whatever the future with AI was, they had to be all in on it. To him this was without a doubt the direction things were headed as soon as the technology became available. He wanted his team to be prepared for a future where platforms like Google and Meta would have features to basically automate their jobs. Instead of rejecting that future, they should embrace it before clients did. Initially, his team used ChatGPT in the obvious ways, like creating the ad copy. However, it wasn't the most exciting way to use this technology. Andrew wanted to put it to work in areas where humans struggled so he focused on using it on the often-overlooked and unstructured data generated during human interactions, particularly in sales environments. When salespeople engage with clients, they gather valuable insights about customer perceptions, needs, and preferences—information that is rarely documented in formal data sets. This intellectual capital, if left unharvested, evaporates daily, representing a missed opportunity for organizations to refine their strategies and improve their offerings. Now Andrew's team has implemented a system known as the "intelligence hub," which serves as a central repository for various data sources, including recordings of sales calls. By utilizing AI to analyze these recordings, he can extract meaningful insights that inform sales training, marketing strategies, and product development and captures intellectual capital to transform it into actionable intelligence that drives business success. Why Experimentation is the Key to Unlocking the True Capabilities of AI Like many of these AI innovations ChatGPT seems to

Would you like access to our advanced agency training for FREE? https://www.agencymastery360.com/training Have you mastered the art of always obtaining the client's budget? Are you ready to elevate your pricing strategy and focus on quality over quantity? There are certain things that will only get easier with experience. Yet, all agency owners should be aware of how crucial it is to adapt your pricing model and client acquisition strategy to ensure long-term success. Today's featured guest started his agency in 1997 and has learned a lot about the milestones that changed his agency's growth path, the things that had to change along the way, and why continuous improvement and evolving capabilities are the best way to adapt to a changing market. Tune in to learn more about the challenges and triumphs of building a successful agency, the pricing strategies that have kept his agency afloat, how he is navigating a recent acquisition, and the improvements yet to be made to cement his agency's brand. James Pietruszynski is the CEO of SoulSight, a full-service brand design agency that collaborates with partners to deliver visionary work with a soulful approachability. With 27 years of experience, James shares insights into the evolution of his agency. He reflects on the milestones that have defined his growth journey, the lessons about understanding the value you bring to clients to grow beyond a certain point, what he's learned from a recent acquisition, and more. In this episode, we'll discuss: The factors that drove his agency acquisition. Strategies to create sustained agency success. Why you should be raising prices instead of taking on new clients. Subscribe Apple | Spotify | iHeart Radio Sponsors and Resources Wix: Today's episode of the Smart Agency Masterclass is sponsored by Wix, an intuitive way to design exceptional sites and a smart addition to your agency's toolkit. With this flexible tool, your team will be able to take on any project at any scale and focus on the work that matters the most. Check out wixstudio.com and break free from growth bottlenecks. Continuous Improvement, Acquisitions, and Evolving Capabilities as the Pillars of Enduring Success Currently running an agency that is well over the eight-figure mark, James looks back on starting in 1997 and the many milestones that mark this journey, measured primarily through the caliber of clients and strength of brand relationships. One of their first big moments was winning major client Molson Coors, which marked their entry into the realm of Fortune 100 brands. This initial breakthrough catalyzed the agency's expansion as they continued to grow with a focus on client retention, with some client partnerships spanning two decades, a testament to their commitment to excellence. As a team, they set their long-term goals through a three-year planning process, where they anticipate potential challenges and identify opportunities for growth. They evaluate what they know and make predictable assumptions of what may happen and then focus on things that need to change and improve to be more efficient. At the heart of their continued success lies a commitment to evolution and adaptation. James regularly assesses internal capabilities and actively seeks opportunities for enhancement, whether through restructuring creative teams, streamlining operations, or pursuing strategic acquisitions. A recent example is their acquisition of a wellness-focused brand design agency—a strategic move that not only expands their service portfolio but also strengthens their ability to meet clients' changing needs. Chemistry and Retention as Factors Driving an Agency's Acquisition Strategy When acquiring another agency, always take the time to ensure that the values, mission, and vision of both organizations align. For James, chemistry and retention were the most important elements he looked for in an ideal partner, not only for a successful acquisition process but also to foster long-term relationships that drive sustainable growth. If this chemistry extends beyond just the leadership and through the entire organization, it will influence how teams interact and collaborate post-acquisition, ensuring a smoother transition and integration. As to the second element, Jim was looking for an agency demonstrating five to seven years of client retention. When it came time to negotiate the purchase, he favored an earn-out model, which has proven consistently effective in his experience. For the most part, he found that the agency partners and leadership team had no problem sticking around after the purchase to help grow the agency so he worked with the leadership team to structure a deal that included both upfront cash and performance-based incentives to ensure they remained motivated to grow the business. Although it's not for everyone, for James this model not only protects the acquiring agency's investment but also fosters a sense of shared purpose and commitment among the teams

Would you like access to our advanced agency training for FREE? https://www.agencymastery360.com/training Are you tired of the endless cycle of client demands and shrinking margins? Is your agency struggling to differentiate itself in a crowded market? How can you elevate your agency from a service provider to a strategic partner? Today's guest shares how he identified an untapped market opportunity that revolutionized his business approach and established his agency as a respected HubSpot and Shopify partner. His experience shows how focusing on internal brand strength, selective client relationships, and strategic pricing can transform an agency's profitability and market position and offers valuable insights for agency owners seeking to break free from the cycle of demanding clients and diminishing returns. Join us for an inspiring conversation about navigating career paths and the importance of adaptability in business. Bob Afsari is the CEO and founder of Campaign Creators, a full-service digital marketing agency and HubSpot partner focused on helping their clients onboard and optimize their Hubspot environments. Bob shares his unconventional journey from studying neurobiology and working in molecular biology research to launching an agency in 2011. He reflects on the surprising turns of his career as well as expanding partnerships. In this episode, we'll discuss: Shifting from retainers to productization to redefine agency success. Finding the sweet spot between passion, skill, and value. Why too many choices kill agency sales. Subscribe Apple | Spotify | iHeart Radio Sponsors and Resources E2M Solutions: Today's episode of the Smart Agency Masterclass is sponsored by E2M Solutions, a web design, and development agency that has provided white-label services for the past 10 years to agencies all over the world. Check out e2msolutions.com/smartagency and get 10% off for the first three months of service. Revolutionizing HubSpot and Shopify Onboarding Bob's journey to agency ownership was anything but conventional. After earning a degree in Neurobiology, Physiology, and Behavioral Science, he initially planned to pursue a medical career. However, a brief stint in San Diego led him to make a sharp turn, ultimately opening his own agency in 2011. Today, Bob's agency has become a HubSpot and Shopify partner, specializing in an area ripe for innovation – the onboarding process. Businesses purchasing HubSpot licenses, particularly the professional or enterprise versions, are required to undergo a mandatory onboarding that can be both cumbersome and costly, often taking up to 90 days and requiring significant financial investment. Recognizing the pain points his clients were facing, Bob stepped in to revolutionize the onboarding experience. By productizing the process, his agency has created a more efficient and cost-effective model. Instead of the traditional 90-day onboarding, they offer a streamlined 20-working-day process, reducing not only the time commitment but also the overall cost by 20% compared to traditional onboarding services. This innovative approach has allowed Bob's agency to carve out a unique niche in the market, catering to clients ranging from solo entrepreneurs to large corporations that are seeking a more seamless and accessible onboarding experience for their HubSpot and Shopify platforms. A Product-Led Approach to Agency Profitability Initially operating on retainers, Bob soon discovered that revenue growth didn't necessarily translate to increased profitability. Instead, it created a challenging cycle of constantly expanding the workforce to meet growing demands. The traditional retainer model's limitations became increasingly apparent. Clients would pay for monthly hours without clear deliverables, creating uncertainty on both sides. This often led to awkward conversations about unused hours and rollovers, while agencies struggled with workload management and resource allocation. Recognizing these challenges, Bob started to think of ways to make intangible marketing services tangible by productizing what they did and making sure there was a clear offering that empowered clients to engage with the agency in a way that suited their unique circumstances. This shift greatly helped eliminate the ambiguity. Some clients preferred to take a gradual approach, while others sought comprehensive solutions immediately and productization allowed for this flexibility, enabling clients to choose how they wished to utilize the agency's expertise. As teams become more efficient in deploying these products, the agency can scale its offerings without compromising quality, ultimately leading to enhanced profitability. Why Too Many Choices Kill Agency Sales The shift to productized services requires a deep understanding of client needs and a commitment to delivering tailored solutions. Successful agencies not only productize their services internally but also present these offerings clearly to clients. B

Would you like access to our advanced agency training for FREE? https://www.agencymastery360.com/training Do you cultivate a collaborative culture? Does everyone on your team feel empowered to contribute and share? That is the secret sauce that this guest has learned over the course of his time in the industry. Today's featured guest will share common branding mistakes as well as how to brand with longevity in mind. His approach challenges common misconceptions about branding, revealing why many businesses falter from the start in their brand-building efforts. To him, the journey to building a successful brand hinges on the ability to validate ideas, fostering a culture of experimentation, and embracing the lessons learned from both successes and failures to navigate the complexities of the market with greater agility. Tune in for an enlightening conversation on the art of branding and fostering a collaborative culture. David Frederick is the co-founder of Head Over Heels, an agency dedicated to helping brands and consumers build lasting relationships. He shares insights on the common misconceptions surrounding branding and emphasizes the importance of storytelling in creating authentic connections. Plus, he discusses the things people commonly get wrong about branding and consequently fail to convey a brand's essence and highlights the need for original, thoughtful branding strategies. In this interview, we'll discuss: Common branding mistakes. The key to brand longevity. Cultivating a collaborative culture as the key to creative success. Subscribe Apple | Spotify | iHeart Radio Sponsors and Resources Wix: Today's episode of the Smart Agency Masterclass is sponsored by Wix, an intuitive way to design exceptional sites and a smart addition to your agency's toolkit. With this flexible tool, your team will be able to take on any project at any scale and focus on the work that matters the most. Check out wixstudio.com and break free from growth bottlenecks. What People Get Wrong About Branding Effective branding goes beyond surface-level aesthetics - it's about crafting a compelling narrative that resonates with consumers. However, David has observed that many brands, particularly on short-form media, often miss the mark when it comes to truly understanding and communicating their brand story. The lack of a deep, nuanced grasp of branding can lead to content that fails to bring the brand to life. This is a critical misstep, as storytelling should be a central pillar in forging meaningful connections with the target audience. This storytelling approach fosters a two-way conversation, allowing consumers to feel involved in the narrative. Ultimately, consumers are increasingly drawn to brands that authentically align with their values and experiences and creating these experiences will take a deep understanding of the brand's core identity and a team that cultivates originality and embraces new ideas. Cultivating Originality as the Key to Brand Longevity Brands that fail to embrace originality risk becoming indistinguishable from their competitors, reducing their ability to attract and retain loyal customers. To cultivate originality, they must invest time in understanding their core identity. Branding has become formulaic when it should be about who you want to talk to specifically and how you want to address them. Instead, most brands want to follow trends like being on TikTok because it's the popular thing to do, when their consumer might not even be reached on that platform. Understanding the core identity of a brand involves thorough exploration of its DNA, including its mission, vision, and values. It requires asking the right questions: What do you stand for? Who is your target audience? How can you communicate your message in a way that resonates with that audience? The answers will help brands carve out a unique space in the market that reflects their true essence. Cultivating brand originality is an ongoing process that requires a willingness to adapt. Ultimately, it all comes down to the product - no matter how compelling the brand story, a formulaic offering will struggle to gain traction. Once the brand's core identity and value proposition are defined, the focus should shift to aligning growth strategies with the brand's challenges and aspirations. Identify your challenges and aspirations to form a clear vision of what you want for your business beyond "we want to grow". For example, if a brand is already recognized within its niche but seeks to reach a broader audience, it should define what that growth looks like. Is it about increasing awareness, generating leads, or enhancing customer engagement? By clarifying these goals, brands can create a roadmap for their branding strategy. The Art of Collaboration as the Secret to Creative Success The ability to generate and execute innovative ideas is paramount in this industry, and to David something very much linked to team work. He recounts the time he

Would you like access to our advanced agency training for FREE? https://www.agencymastery360.com/training What if the secret to finding exceptional agency talent lies in conducting fewer interviews? Finding exceptional talent is perhaps the most formidable challenge in running an agency. When hundreds of applications flood in, the absence of an efficient screening process can transform talent acquisition into an exhausting ordeal of endless resume reviews and interviews. The same is true for prospective clients. Do you have a process for screening them to see if they're the right fit? Or do you find out too late that you're working with the wrong ones? Today's guests went have found success in both hiring and client retention by developing a filtering process that not only saves time but consistently identifies great matches. Listen in as they explore the highs and lows of running an agency, the impact on personal relationships, and their commitment to a "business for good" initiative. Alex Melone and Andrei Marin are the co-founders of CodeCrew, an email marketing agency that works for the betterment of the world by driving real, sustainable, and exciting growth. They share their journey of starting an agency and reflect on the challenges of entrepreneurship, particularly the cutthroat nature of business that contrasts with their initial idealistic approach. In this episode, we'll discuss: Learning that a "bad fit" client is the result of a bad process. A strategic filter to break free from interview fatigue. Mastering team retention. Subscribe Apple | Spotify | iHeart Radio Sponsors and Resources E2M Solutions: Today's episode of the Smart Agency Masterclass is sponsored by E2M Solutions, a web design, and development agency that has provided white-label services for the past 10 years to agencies all over the world. Check out e2msolutions.com/smartagency and get 10% off for the first three months of service. Why a Bad Fit Client is the Result of a Bad Process Alex and Andrei's journey into agency ownership was driven by a desire to address the inefficiencies they had observed in their previous agency roles. However, as they navigated the complexities of running their own agency, they encountered challenges they had not anticipated. One of the most striking revelations was the cutthroat nature of the industry. Their initial idealism was met with client relationships that deteriorated due to minor financial disputes, rather than the collaborative and positive environment they had hoped to foster. The duo realized that a "bad fit" in an agency-client relationship stemmed not from the client themselves but from the processes and criteria used to select them. As a result, Alex and Andre now put greater effort into thoroughly vetting prospects. They realized their initial conversations with potential clients — often limited to just a few hours — were insufficient to gauge the long-term compatibility of the partnership. When it comes to talent scouting, they emphasize the importance of referrals from existing team members, as these connections often yield leads that align more closely with the agency's culture and ethos, increasing the likelihood of forming partnerships that are not only profitable but also enjoyable and fulfilling. Weeding Out the Wrong Candidates in the Hiring Process Finding and retaining talent has proven to be the most challenging aspect of scaling an agency, a reality that surprised Alex and Andrei. With their agency inundated with applications, the traditional hiring process became overwhelming and inefficient, losing time with candidates who lacked the qualifications or initiative needed for the role. To streamline their candidate selection, they've recently integrated video screening into their hiring process, which has turned out to be a game-changing innovation that helps enhance overall efficiency. Instead of sitting in a 40-minute interview with candidates they can see from the first few minutes are just not a good fit, they now review 5-minute video submissions, allowing them to quickly identify promising applicants before proceeding to formal interviews. Even though they do have other steps to this process, the video portion has helped them weed out people who just weren't a good fit. Only candidates who nail this part move forward to the formal interview and comprehensive testing that evaluates both technical skills and problem-solving abilities. Mastering Team Retention by Creating a People-First Culture At the heart of Alex and Andrei's agency success lies their commitment to working with people who share their values and goals. This philosophy has resulted in remarkable team retention, with many original team members still contributing to the agency years after its founding. The secret to their retention success lies in creating a vibrant workplace culture at CodeCrew that goes beyond traditional work relationships. Through contests, light-hearted banter, and team activities,

Would you like access to our advanced agency training for FREE? https://www.agencymastery360.com/training Are you navigating the complex world of influencer marketing? What do you look for in an ideal creator-agency collaboration? Many agency owners focus solely on follower counts when seeking creator partnerships, but is that really the key to success? Our featured guest launched his influencer marketing agency in 2019, anticipating the explosive growth of the creator economy. Having built his business over the past five years, he brings valuable perspectives on what truly matters in creator-agency relationships. Through both successes and setbacks, he's developed a nuanced understanding of what makes these partnerships thrive. Tune in for insights into the influencer industry and the challenges of running a business with a partner. Alex Sunshine is the founder and CEO of Rising Suns Agency, a social media influencer agency that specializes in connecting brands and influencers. He built his agency five years ago when he noticed a need for more representation from influencers. He'll share the complexities of mixing business and personal relationships, why real influence and trust is worth more than millions of followers when working with influencers, and the future of the influences economy. In this episode, we'll discuss: What you should look for in an influencer partnership. Setting realistic expectations for a successful creator-agency relationship. The future of creator economy in the AI era. Subscribe Apple | Spotify | iHeart Radio Sponsors and Resources Wix: Today's episode of the Smart Agency Masterclass is sponsored by Wix, an intuitive way to design exceptional sites and a smart addition to your agency's toolkit. With this flexible tool, your team will be able to take on any project at any scale and focus on the work that matters the most. Check out wixstudio.com and break free from growth bottlenecks. You Are Who You Associate With: Being Cautious Agency Partnerships Alex's journey into the influencer marketing industry began organically, helping his then-girlfriend manage sponsorships and grow her social media presence. Although their relationship eventually ended, this experience proved invaluable when he launched his own agency in 2019, having identified a growing need for professional influencer representation. Over the past six years, his agency has flourished, now employing a team of 25 people. However, this growth journey has taught Alex one crucial lesson: the importance of careful association, particularly when it comes to bringing new people into the business. In his view, agency owners make the assumption that bringing in a partner or employees is straightforward and that they share their same level of skills, independence, and character. However, that is not necessarily the case and even three months might not be enough time to learn about someone's true character. While there are strategies like starting with temporary arrangements, such as 1099 contracts, before transitioning to more permanent roles, Alex draws an interesting parallel with dating and admits there are many variables. In the end, you can't be sure what you're going to get so be very careful with who you associate your agency brand that you've worked hard to build. His advice is to be vigilant and take time to thoroughly evaluate potential partners' values, work ethic, and overall compatibility. After all, a business's success isn't solely determined by its products or services – it's equally dependent on the strength and integrity of its partnerships. Working with Influencers? What You Should Look For The key to successful influencer marketing isn't necessarily working with those who have massive follower counts. What truly matters is finding individuals who have carved out their own distinct niche and built a trusted relationship with their audience, regardless of its size. This trust becomes the foundation for authentic engagement and meaningful impact. The most effective influencers are those who remain true to their genuine passions, whether they're sharing financial advice, discussing tech trends, or creating entertainment content. Their authentic approach naturally creates a unique identity that resonates with viewers. Modern audiences have become increasingly sophisticated, gravitating toward creators who offer genuine insights and relatable experiences rather than carefully curated personas. This shift in audience preferences reflects a broader evolution in influencer marketing. Today's followers are less impressed by flashy displays of lifestyle and wealth; instead, they seek content that adds real value to their lives. This transformation emphasizes the importance of substance over style, with successful influencers focusing on creating meaningful, impactful content. To effectively deliver value, influencers must deeply understand their brand partners' challenges and create content that meaningfully addresses

Would you like access to our advanced agency training for FREE? https://www.agencymastery360.com/training Are you trapped in the exhausting cycle of "monthly chases," constantly pursuing short-term goals at the expense of long-term vision? Today's featured guest stood on the brink of giving up, worn down by the relentless pursuit of monthly numbers. He decided to shift focus with a ten-year plan to start building an agency that could run without him. This way, he has been able to focus on different ways to grow the agency, like launching proprietary technology that turned into a fantastic foot-in-the-door and starting a podcast that has given him the opportunity to get in front of his target audience on a weekly basis. Tune in to hear Jim's inspiring story and insights on entrepreneurship and marketing. Jim Matuga is the president and founder of InnerAction Media, a marketing agency that works with small startups and non-profits. Jim shares his journey from aspiring copywriter to starting his own agency in 2011, discusses the pivotal moments that led him to take the leap, how he broke free from the monthly chase, and the credibility that comes from developing proprietary technology. In this episode, we'll discuss: Breaking free from chasing monthly numbers. Turning AI adoption into agency innovation. Getting in front of your target audience with a podcast. Subscribe Apple | Spotify | iHeart Radio Sponsors and Resources E2M Solutions: Today's episode of the Smart Agency Masterclass is sponsored by E2M Solutions, a web design, and development agency that has provided white-label services for the past 10 years to agencies all over the world. Check out e2msolutions.com/smartagency and get 10% off for the first three months of service. Starting an Agency at Life's Crossroads In a departure from most agency owner stories, Jim had wanted to start an agency from very early on in his career. Armed with an advertising degree and visions of becoming a Madison Avenue copywriter, he seemed destined for the agency world. However, things didn't go as planned and he ended up working in radio and local newspapers for fourteen years. Instead of crafting campaigns in a Manhattan high-rise, Jim found himself building a career in radio and local newspapers. For fourteen years, he climbed the corporate ladder, but each promotion felt like a step away from his true ambition. Finally, 2011 became Jim's year of transformation. In the midst of a difficult year he figured it was now or never. It seemed like the right time to jump into business as he was starting over after losing everything. After many years as a dream, his agency started on a random Tuesday from his kitchen table working from a used Mac he bought off Craigslist. Breaking Free From the Monthly Grind All agency owners go through a stage where it seems they're doing everything and the agency itself is going through constant ups and downs. For Jim, it was right after the pandemic. During a session with his business coach, Jim voiced what many agency owners feel but few act upon: he was tired of the monthly scramble and ready for fundamental change. Basically, Jim wanted a business that didn't depend on him to run successfully. Rather than being defined by the numbers on a monthly report, he envisioned a future where the agency could operate seamlessly, even in his absence. The breakthrough came through a crucial decision: bringing a longtime team member into the financial heart of the business. This wasn't just about delegating tasks—it was about sharing: Complete financial transparency Decision-making processes Strategic planning responsibilities Ownership of outcomes With this collaborative approach, Jim was able to help this employee understand the part of the business he most disliked: sales. By working together, he was able to adapt his own personality and values to the sales process, resulting in innovative strategies and business development that Jim had not previously imagined. Such empowerment fosters a culture of trust and accountability, where team members feel valued and motivated to contribute to the agency's success. Building a Strong Team Beyond the Solo Visionary After fifteen years of growing his agency, perhaps the most valuable lesson for Jim has been that even the most brilliant vision needs a strong team to bring it to life. While his creativity and entrepreneurial drive launched the agency, its sustained success would depend on something more—the collective talent of a well-developed team. Building a team that really understands their roles in the agency's overall goals requires patience. You'll need to give them time to develop into their roles, and give them opportunities and path forward with a clear vision of what the agency could be and what it should be. This approach to leadership—rooted in patience and understanding—yields more than just a capable team. It creates an environment where innovation flourishes, resilience builds naturally, and

Would you like access to our advanced agency training for FREE? https://www.agencymastery360.com/training What happens when your entire industry comes to a sudden halt? Are you positioned for adaptability in the face of challenge? As an events agency owner, today's featured guest watched his business model crumble in just one week when the pandemic struck and nearly devastate the entire events industry. It seemed the events industry survive however by embracing technology, his agency successfully transitioned client events to the digital space. They created innovative virtual experiences that kept the business alive during the lockdown. Now, as in-person gatherings return, he's navigating yet another evolution: the emergence of hybrid events, as he tries to warm his clients up to this concept. Learn the most common pitfalls in event organization and his vision for the future of events in a post-pandemic world. Mark Testa is the founder of the Mark Stephen Experiential Agency, an agency that specializes in creating memorable consumer experiences that help their clients stand out at major events. With over 20 years of experience, Mark discusses his journey from aspiring set designer to leading an agency that integrates live experiences with digital elements to help brands stand out, and how the pandemic almost ended his business. In this episode, we'll discuss: Key elements of a successful event. Learning to pivot in the face of change and adversity. Integrating AI to create successful hybrid events. Subscribe Apple | Spotify | iHeart Radio Sponsors and Resources Wix: Today's episode of the Smart Agency Masterclass is sponsored by Wix, an intuitive way to design exceptional sites and a smart addition to your agency's toolkit. With this flexible tool, your team will be able to take on any project at any scale and focus on the work that matters the most. Check out wixstudio.com and break free from growth bottlenecks. Threading a Path From Set Design to Experiential Marketing Mark's journey into the experiential marketing industry began with a different dream altogether. Originally aspiring to become a set designer in New York City, he took what he thought would be a temporary detour into designing window displays to support himself. This seemingly modest compromise eventually led him down an unexpected but rewarding path. As his work evolved from window displays to product launches, Mark found himself increasingly drawn to the creative challenges of his new role. Even when he attempted to return to NYU to pursue his original dream of set design, financial constraints led him back to visual merchandising at Macy's and working with sponsors during Fashion Week. This experience with sponsors naturally evolved into a consulting business, where Mark helped brands create impactful environments that achieved their marketing objectives. A subsequent position managing events for a magazine further expanded his horizons, allowing him to travel and develop a passion for event production that eventually eclipsed his theatrical ambitions. After eight years in the industry, Mark transitioned to freelance work, which organically grew into his own business venture. Though he initially didn't define his company's identity too rigidly, the increasing competition from full-service event companies prompted him to formally establish himself as an experiential agency. 3 Key Elements of a Successful Event that People Often Get Wrong Overall objectives: One of the most crucial elements in planning an event is understanding the underlying objectives. It's one of the first things Mark tried to define with clients. Are they looking to build a new business? Build brand awareness? Data collection? That needs to be clear before moving forward with planning. Time: Next, the client should be aware that planning an event will require a lot of time, to the point you'll need to treat it as a job. Time is an element people usually don't understand and they figure an event can come together in a matter of a few weeks. As a rule, Mark and his team don't take any new gigs that are under six weeks because they won't be able to execute it to the best of their abilities. The more time you have to prepare the better the event will turn out. Audience: Who is the audience the event is trying to reach? Realistic and clear about the goals are very important. Maybe you think a large event will make a big impact, but depending on the audience and the goals you can do better with a 40-person event that gets a conversation started with the ideal target audience. Just make sure to have a clear call to action. Don't just send people off with a "thank you for coming". Instead, invite them to have a conversation if they liked the event and if it touched on some of the issues they've been having with their businesses. The Fourth Step: Establishing Clear Financial Expectations Understanding the hidden costs of event organizing is crucial for successful client relatio

Would you like access to our advanced agency training for FREE? https://www.agencymastery360.com/training Are you frustrated by slow growth? Does client churn keep you from really propelling ahead? Do you put off crucial decisions because you're afraid of making the wrong choice? Today's guest's successful track record wasn't enough to make him confident in his decisions on hiring or the stress of client turnover. A shift in focus helped him see consistency and adaptability are the key to agency growth. Learn about how he kept going and the strategy that helped him get through decision paralysis. He also shares the content marketing approach that transformed his agency's pipeline and helped them grow. Curtis Hays is the owner of Collideascope, a digital agency specializing in B2B lead generation services. He shares his early struggles to form an effective hiring strategy, and how a podcast has been just what his agency needed to address self-promotion to build their pipeline. In this episode, we'll discuss: Maintaining momentum when growth feels slow. The power of podcasting to build the pipeline. Breaking through decision paralysis. Embracing mistakes in agency leadership. Subscribe Apple | Spotify | iHeart Radio Sponsors and Resources E2M Solutions: Today's episode of the Smart Agency Masterclass is sponsored by E2M Solutions, a web design, and development agency that has provided white-label services for the past 10 years to agencies all over the world. Check out e2msolutions.com/smartagency and get 10% off for the first three months of service. Converting Corporate Experience into Agency Ownership Curtis began his career working in corporate right after college, starting with roles at smaller companies before landing an IT position supporting sales and services at a Fortune 500 company. Years later, he decided to relocate with his wife and found himself struggling to find work in his new city until he connected with two agency owners specializing in web development and IT services. Taking charge of the IT services division, Curtis innovatively transformed the agency's business model by implementing a retainer-based approach for IT services and went on to run that division for ten years. His journey into agency ownership began once he figured it was time to start consulting and working on his own. Little by little he brought together a group of agency professionals he met over years in order to complement the services he provides, ultimately building what is now Collideascope. How to Maintain Momentum When Growth Feels Slow Thanks to a solid network, Curtis hasn't experienced the typical struggles of finding and retaining talent. For most of his time with the agency, people who come work with him end up staying, which has allowed him to maintain a very low turnover rate. He is aware this is not always the case, as his team is frequently called to assist agency teams when they're experiencing turnover. On the other hand, marketing has been especially hard for him as he struggles to balance client needs with the demands of marketing his own agency. This is a common dilemma, where the focus on client work can overshadow the necessity of promoting the agency brand. It seemed like every time he was finally getting ahead by gaining a new client he was losing another one. As a result, even though he has seen growth year-over-year, it's been slow and never quite where he want s it to be. The resulting emotional toll has tempted Curtis to give up. However, he has learned to cultivate a positive mindset that embraces that growth is not just about the number of clients but also about building resilience and adapting to change. In his experience, working with clients can help maintain this positive attitude. Instead of always working on the backend of the business, he makes sure to always get some consulting time, which gets him the opportunity to have some wins helping clients solve problems and gets him excited to do his work. Sometimes it may seem like you've tried everything, however, a harder look at your process may reveal a key change that could help improve your results. As Curtis has learned, consistency is about committing to a process of continuous improvement and adaptation. Whether it's refining service offerings, nurturing client relationships, or engaging in marketing efforts, the consistent application of effort is what drives growth. Converting Listeners to Clients: The Power of Podcasting for Agencies When traditional content marketing methods like newsletters and blogging weren't delivering the desired results, Curtis changed the strategy to try their luck with a podcast. The journey wasn't immediate success. The first six months were admittedly challenging, marked by slow growth and a steep learning curve. However, once the team found their rhythm, the podcast began to yield unexpected benefits. Not only did it generate new leads, but it also served as a powerful educational tool for prospects in

Would you like access to our advanced agency training for FREE? https://www.agencymastery360.com/training Have you ever felt like abandoning your agency? Overwhelmed or insecure about the direction the agency is headed? If so, you're not alone. At some point, we all face moments of doubt and struggle to keep momentum. Today's guest is an agency owner who built his business over the past ten years. He recently experienced a downturn that led him to question whether he still enjoyed the work. It was a solid business plan and clear vision that helped him get the agency back on track. Learn more about why he needed clarity and communication to get his confidence back and what excites him about the new developments of generative AI and how it's changing advertising. Ed East is the founder of influencer marketing agency Billion Dollar Boy. He shares his journey into the agency world, creating a database connecting blogs with brands and agencies. Ed also discusses the low point that made him question his commitment to the agency, the realization that helped him rebuild his confidence, and the new tech that is already revolutionizing advertising and brand-audience connections. In this episode, we'll discuss: How clarity builds new momentum for agency growth. Leveraging generative AI to elevate the creative process. How agencies can use creator advertising. Subscribe Apple | Spotify | iHeart Radio Sponsors and Resources Wix: Today's episode of the Smart Agency Masterclass is sponsored by Wix, an intuitive way to design exceptional sites and a smart addition to your agency's toolkit. With this flexible tool, your team will be able to take on any project at any scale and focus on the work that matters the most. Check out wixstudio.com and break free from growth bottlenecks. Turning a College Hobby Into a Legitimate Agency Although he's an accidental agency owner, Ed was always keen on starting a business which is why he took his first entrepreneurial steps during university. Back then, he started a blog with some friends focused on lifestyle, music, and sports that quickly got up to 50,000 views a month. However, they soon realized that page views alone weren't enough to generate an income. Luckily, with so many views it was just a matter of time before they started to get offers to promote brands on the blog. This development led to a new idea: building a database where agencies and brands could find the right blogs to place their ads. As they worked on that database, YouTube and Instagram started to surge as a new way to advertise content. This changed the plan a bit; it wouldn't be a database just for blogs but also include social media accounts. How Clarity Builds New Momentum for Agency Growth Over the past decade, Ed's journey in the agency world has been a rollercoaster of experiences, teaching him valuable lessons about perseverance and adaptability. Reflecting on his original business plan, he's come to appreciate the importance of balancing a clear vision with the flexibility to navigate unexpected paths. Interestingly, he has only recently questioned his commitment to the business. Although the thought of giving up has never crossed his mind, Ed did start to question the enjoyment he got from the work he was doing. The catalyst for this soul-searching was the challenging economic climate, which saw marketing budgets slashed. This has added a lot of pressure to agencies that saw their growth slow down while client expectations rose. It all took a positive turn once Ed created a well-defined plan and shared it transparently with his team. And even though the agency is not out of the woods yet Ed's renewed sense of purpose and his team's alignment have positioned the agency to face the future with confidence. When all team members understand the agency's overarching goals and their roles in achieving them, they are more likely to feel empowered and energized. This newfound confidence can lead to innovative solutions and a more robust pipeline of opportunities. Ultimately, clarity acts as a catalyst for action. Without it, you won't be able to build a strategy that you'll follow to success. Leveraging Generative AI to Elevate the Creative Process Being in influencer marketing, Ed has seen the integration of Generative Artificial Intelligence (Gen AI) emerge as a transformative force. Although very new this use of AI can work very well when done correctly and is reshaping the creative collaboration paradigm. This technology not only streamlines creative processes but also enhances collaboration between brands and creators, leading to innovative and impactful campaigns. One of the most striking revelations from his experiences is the shift in perception regarding the role of Gen AI in creative campaigns. Traditionally, brands viewed Gen AI as an add-on—a supplementary tool to enhance existing creative strategies. However, Ed sees the response from brands during presentations led by his CMO are markedly different.

Would you like access to our advanced agency training for FREE? https://www.agencymastery360.com/training Has your agency reached a growth plateau? Have you thought about narrowing your focus to enhance your marketing efforts? In this interview, you'll hear from an agency owner who relied on referrals for years until the post-pandemic landscape shifted. While his business thrived during the early pandemic, it faced challenges as larger clients began consolidating. In response, he strategically pivoted to specialize in the biotech sector. Tune in to explore his initial hiring challenges, the transformative effects of niching down, and his ongoing refinement of the sales process to secure more clients. Daniel Lofaso is the owner of Digital Elevator, a marketing agency focused on helping helps emerging biotech companies with full-circle marketing campaigns. He discusses challenges he found in building the right team, the reason he decided to niche down and the impact it has had on his agency, his approach to selling, and more. In this episode, we'll discuss: Trading short-term profit for long-term success. Striking a balance between niche marketing and client diversity. Is honesty a problem in sales? Being Sales-centric vs. Solution-focused Subscribe Apple | Spotify | iHeart Radio Sponsors and Resources E2M Solutions: Today's episode of the Smart Agency Masterclass is sponsored by E2M Solutions, a web design, and development agency that has provided white-label services for the past 10 years to agencies all over the world. Check out e2msolutions.com/smartagency and get 10% off for the first three months of service. From the Skies to the Agency Path Though he earned his pilot's license after college, Daniel realized his heart wasn't in aviation. Instead, a connection with a fellow flight school student who had agency experience sparked a new direction. T together, they launched an SEO agency targeting the legal sector. This was a pioneering move at a time when digital marketing agencies were just beginning to explore the potential of SEO and social media platforms. Eventually, his entrepreneurial spirit emerged from years of reading his father's business books which led Daniel to venture on his own. It seemed like the logical move for someone who always knew he just wouldn't be happy as somebody's employee. However, he admits it was probably too early and needed support from his parents until he could get his footing, but ultimately the early start proved to be a valuable learning experience. Fourteen years later he has grown his business to a successful agency that made it past the post pandemic struggles and managed to successfully pivot to a new niche. Trading Short-Term Profit for Long-Term Success Like many agency owners, initially struggled with early hesitation to invest in talent due to the immediate financial implications. He was accustomed to a certain income and the prospect of hiring new talent meant a temporary setback in monthly earnings. However, a realization changed his perspective: scaling wasn't just about acquiring more clients—it required building a capable team that could deliver exceptional results. Daniel came to understand that strategic investment in talent wasn't merely an expense on the balance sheet, but rather a catalyst for long-term growth and personal freedom. This investment would allow him to step back from day-to-day operations and focus on what truly mattered: strategic planning and nurturing client relationships. In the end, it's not just about the money but also about saving time. Agency owners tend to make decisions based on short-term cash flow rather than time, which inevitably leads to burnout and missing important moments with family. Of course, concerns about maintaining consistent revenue to support employee salaries weighed heavily on his mind. Yet, the decision to invest in human capital ultimately became the defining factor between stagnation and success. By overcoming his initial hesitation and embracing the power of a skilled team, Daniel discovered the key to unlocking his agency's potential. This shift in mindset not only fostered a culture of innovation but paved the way for sustainable growth—proving that sometimes the biggest leaps forward require taking a calculated step back. Finding the Right Balance Between Niche Marketing & Client Diversity After experiencing significant growth during the pandemic, the agency faced a plateau as some big clients were acquired by larger entities post-Covid and no longer required their services. This setback forced Daniel to pivot and reassess his business strategy, ultimately leading him to specialize in the biotech industry. The agency already had clients in this niche that had historically accounted for a large percentage of their income. This meant they already had experience and the case studies to attract more clients, which made it a great strategic move to redefine the agency's positioning. Nonetheless, Daniel al

Would you like access to our advanced agency training for FREE? https://www.agencymastery360.com/training Are you searching for innovative ways to supercharge your agency's lead generation? What's your number one source of leads and how can you scale it? Leveraging partnerships is one of the most effective lead generation strategies for agency owners. This is something today's featured guest understands very well, as someone who understands the powerful role a good partner plays in growing an agency's business. His approach goes beyond mere networking—it's about creating a web of mutually beneficial relationships that naturally drive growth. His success stems from a simple yet powerful principle: help others succeed, and your own success will follow. Discover his philosophy on building relationships before asking for favors and how podcasting can enhance professional development and foster meaningful connections in business. Jeremy Weisz, is a seasoned podcaster, entrepreneur and the co-founder of Rise25, an agency that helps companies launch and run podcasts profitably. Through his podcast Inspired Insider, Jeremy has been amplifying voices and building bridges for small entrepreneurs for over fifteen years. He talks about his work helping businesses launch and manage their own podcasts and reflects on the incredible guests he's interviewed, including notable figures like the co-founder of Pixar and the founder of Atari, highlighting the invaluable insights gained from these conversations. In this episode, we'll discuss: A strategic approach to scaling your agency. Ensuring mutual benefits and shared values in partnerships. Building relationships before asking for favors. Subscribe Apple | Spotify | iHeart Radio Sponsors and Resources Wix: Today's episode of the Smart Agency Masterclass is sponsored by Wix, an intuitive way to design exceptional sites and a smart addition to your agency's toolkit. With this flexible tool, your team will be able to take on any project at any scale and focus on the work that matters the most. Check out wixstudio.com and break free from growth bottlenecks. Leveraging Partnerships for Sustainable Agency Growth Agency growth often begins with referrals, a crucial element in pushing past the first million in revenue. However, referrals alone aren't scalable and typically have limitations. When Jeremy thought about a way to create a predictable referral pipeline the only logical answer seemed to be partnerships. Business partnerships are collaborative relationships between two or more entities aimed at achieving mutual benefits. These partnerships can take various forms, including joint ventures, strategic alliances, and referral partnerships. The primary goal is to leverage each partner's strengths to create a synergy that enhances value for all parties involved. To find your ideal partners, Jeremy recommends building a list of the best companies in your industry who share your audience. Who are those organizations and people that could be great referral partners and how could you give as much as possible to them? After all, the best way to get a referral is to give a referral. Next, think about how you could help them. It could be referring clients, writing a LinkedIn post recommending their services, hosting them on your podcast, or even commenting and sharing their post on social media. This way, you'll not only be showcasing the partner's expertise but also reinforcing your commitment to supporting their success. It's very important for Jeremy that this referrals are given without expecting something in return. If the company holds the same values as you, they'll also be givers and return the favor, thus solidifying the relationship. By forming strategic alliances with other businesses, companies can access new markets, share resources, and amplify their reach and adopting a giving-first approach will help you build strong, lasting partnerships that contribute to their overall success and resilience in the marketplace. Reciprocity in Partnerships: Ensuring Mutual Benefits and Shared Values How do you know when a partner is not the right fit after a while? The giver mentality is commendable but you should be looking to align with partners who share similar values and are equally committed to the relationship. If a partner consistently takes without reciprocating, it may be time to reevaluate the partnership. Successful collaboration requires a balance of giving and receiving; thus, businesses must remain vigilant in ensuring that their partnerships are mutually beneficial. Maybe you've referred numerous clients to a partner, only to receive little acknowledgment in return. This lack of appreciation can lead to dissatisfaction and, ultimately, the dissolution of partnerships. In contrast, when appreciation is expressed, it fosters goodwill and encourages continued collaboration. A simple thank you can go a long way in reinforcing these connections. Mutual respect and acknowled

Would you like access to our advanced agency training for FREE? https://www.agencymastery360.com/training Do you need guidance in your agency journey? Could a coach be the game changer your agency needs? Maybe so, but maybe not. Many agency owners naturally turn to a coach for support and growth advice. And, while coaches excel at addressing specific challenges, their impact often plateaus after a few months due to the inherent limitations of single-perspective coaching. Today's featured guest is our scale specialist who has closely observed the growth trajectories of numerous mastermind members. Through his unique vantage point, he's witnessed how the most valuable exchanges often occur organically — outside of scheduled meetings — when members freely share experiences and insights. These connections flourish during in-person events, where authentic relationships take root. He sees the way these relationships foster trust and create a dynamic environment for growth that transcends what any single "business coach" provides. As Agency Scale Specialist on our team, Darby Copenhaver regularly meets with all our members and connects with them at our in-person events. He sees just how much those events make a difference in the ways which members engages with the community. The live events foster the community element so each member receives guidance and advice for their particular challenges while also having fun and connecting with peers in a way they wouldn't if stuck in a conference room all day. This conversation highlights the difference between what agency owners think they need and the actual support they might benefit from. In this episode, we'll discuss: The limitations of 1:1 coaching for agency growth. 3 benefits of an agency owner community. The power of in-person connection for professional growth. Subscribe Apple | Spotify | iHeart Radio Sponsors and Resources E2M Solutions: Today's episode of the Smart Agency Masterclass is sponsored by E2M Solutions, a web design, and development agency that has provided white-label services for the past 10 years to agencies all over the world. Check out e2msolutions.com/smartagency and get 10% off for the first three months of service. Why Coaching Alone Isn't Enough to Scale Your Agency One of the challenges of scaling past a certain point is the vision you need to get there often necessitates some outside help. At this point, most agency owners figure they need a "coach" to get them to the next stage of growth. This is undoubtedly the right approach for many people. However, while coaching can provide valuable insights and strategies, there are inherent limitations that come with relying solely on individual coaches. As many agency owners find out, coaching has a finite perspective. Despite the expertise and experience of a coach, their ability to offer solutions is ultimately constrained by their unique viewpoint. Darby and Jason agree, coaching has a very important role in addressing specific business challenges. Coaches bring a wealth of experience and knowledge instrumental in helping agency owners navigate obstacles. A coach can provide tailored strategies, accountability, and a sounding board for ideas, — all incredibly beneficial, especially for those who are just starting or facing particular hurdles. Each coach has their own set of experiences, beliefs, and methodologies that inform their approach. While this individuality can lead to innovative solutions, it also means that the coach's insights are inherently limited to their own understanding of the industry and the challenges faced by agency owners. In light of these limitations, Darby advises agency owners to seek a more diversified array of resources and perspectives. Relying solely on a single coach creates an echo chamber, where ideas and strategies become repetitive and lack the innovation necessary for sustained growth. Instead, they should consider leveraging a combination of coaching, peer support, and community engagement. 3 Main Benefits of an Agency Owner Community Agency owners are always navigating an industry that is both highly competitive and ever-evolving. Often this leads to them feeling isolated in their role as the leaders who set the vision and direction for the agency. In this sense, few things make as much difference as connection among peers to foster a sense of belonging and understanding. Community: When agency owners come together—whether at events, workshops, or informal gatherings—they create a community that transcends individual experiences. This connection aspect is vital as it allows members to share their stories, challenges, and triumphs, support one another and encourage vulnerability and authenticity. This open exchange of experiences cultivates an environment where each owner feels heard and valued, setting the stage for deeper insights and learning. Clarity: A natural byproduct of these connections is clarity. When agency owners engage with one another, they c

Would you like access to our advanced agency training for FREE? https://www.agencymastery360.com/training Do you feel along or isolated in your agency leadership journey? Wonder how it feels to have people who 'get you' and understand the unique challenges of owning an agency? Today's featured guest faced numerous insecurities and challenges on her growth journey. Ultimately, the pivotal moment came when she joined a peer community, which encouraged her to adopt a new mindset and explore various solutions and strategies. Discover her unexpected journey into entrepreneurship and how the support of her peer community empowered her to confidently remove misaligned talent and pursue strategic partnerships, alleviating the burdens of ownership. Andi Graham is the CEO and founder of Big Sea, a marketing agency that began its journey as a web development firm in 2005. She shares her unique educational background, her interest in the intersection of communication and behavior change, and discusses her self-taught journey into graphic design and how realizing her vision was bigger than her skills paved the way for starting to build a team and eventually starting an agency. In this episode, we'll discuss: The role of community in embracing a different approach to agency challenges. Learning the importance of due diligence in an agency merger. Lessons on the high price of misaligned talent. Subscribe Apple | Spotify | iHeart Radio Sponsors and Resources Join us in Feb 2025 to ELEVATE YOUR AGENCY! You don't know what you don't know. But you can learn a ton and get connected with a small group of like-minded agency owners plus me and some game-changing speakers at our exclusive event. We're meeting in Phoenix, AZ for two days of transformative insights where you'll make meaningful connections with top-tier leaders, master inbound and outbound strategies, and elevate your agency to achieve 10x growth. Check out ElevateMyAgency.com and grab your spot! Accidental Agency Owners: Embraces Your Strengths and Delegate Weaknesses Although Andi graduated with a bachelor's degree in Sociology, her true passion was advertising and understanding the connection between communication and behavior change. She also taught herself design and had fun creating menus for the pizza shop where she was working at the time. Later on, in her first professional role, she got to dive into other marketing activities like starting the company's first email newsletter. To enhance her skills, she learned coding to implement more visual modifications than the newsletter platform could offer. Eventually, she started building websites and taking freelance clients and realized she had built something more lucrative than her full-time job. When the time came to intentionally start growing her business, Andi knew her strengths are copywriting and project organization but lacked in design and web development skills. It was time to start hiring people with expertise in these areas to improve the quality of her services. She recognized she was more of a jack of all trades but lacked the patience to get really good in a particular area. It was the right combination of skills to become a business owner, as running a business requires learning a little bit about every part of the business. The Importance of Community in Agency Leadership One of the most significant challenges Andi faced while launching her own business was the struggle to balance financial realities with her desire to cultivate a positive workplace culture. Yes, she wanted her team to have fun and like her but she also needed to run a profitable business. However, finding a community of peers who understood the unique difficulties of agency ownership proved to be a game-changer for her. She quickly learned that, although her peers faced the same challenges, they were approaching them with a different mindset. This highlighted the importance of perspective in business and the need for a supportive community that encourages open dialogue and shared learning. This camaraderie was not just about commiserating over shared challenges; it became a platform for exchanging solutions and strategies and helped Andi appreciate the value of having a "tribe" who not only validate your experiences but also inspire you to adopt new approaches to your work. The Significance of Due Diligence in an Agency Merger By 2016, Andi found herself feeling overwhelmed by the demands of running her agency alone and yearned for more quality time with her daughter. She had connected with various agency owners, which enabled her to build relationships with peers whose skills complemented her own. This collaboration led to a partnership that resonated with both her personal and professional goals. Each partner brought unique strengths to the table, whether in sales, operations, technology, or marketing and creative projects. This division of labor allowed everyone to concentrate on their passions, ultimately enhancing job satis

Would you like access to our advanced agency training for FREE? https://www.agencymastery360.com/training Have you ever questioned your effectiveness as a leader? What steps have you taken to enhance your leadership skills and empower your team to independently address challenges? Today's featured guest experienced significant growth and had to learn to evolve her leadership skills. She has grown a team of now 110 people and built a business that can run without her, all while maintaining the necessary work-life balance. Hear how she went from executive assistant to paving her way as an agency owner in an unconventional niche. Lauren Von is the founder and CEO of Quintessa Marketing, a unique agency that connects individuals who have been injured in accidents with personal injury lawyers. She shares her unexpected journey into the world of personal injury law, starting as an executive assistant and evolving into a pivotal role in sales and SEO for a company serving lawyers. She discusses the challenges and insights she gained while working closely with legal professionals and how these experiences laid the groundwork for launching her own business. In this episode, we'll discuss: Hiring for cultural fit. Becoming the type of leader you wish you'd had. Team empowerment - building confidence. Subscribe Apple | Spotify | iHeart Radio Sponsors and Resources E2M Solutions: Today's episode of the Smart Agency Masterclass is sponsored by E2M Solutions, a web design, and development agency that has provided white-label services for the past 10 years to agencies all over the world. Check out e2msolutions.com/smartagency and get 10% off for the first three months of service. How Corporate Experience Can Shape Agency Success Working with personal injury lawyers wasn't exactly Lauren's dream. She started as an executive assistant working in sales for AT&T, where her skills quickly shone through. One day, she successfully persuaded a hesitant customer to retain his phone instead of returning it, leaving such a lasting impression that he invited her to join his team. Transitioning into the realm of personal injury law, Lauren honed her sales abilities over six years, ultimately spearheading the development of the company's SEO division. Her proactive approach led to a significant increase in sales, transforming SEO into a cornerstone of the business. After gaining valuable agency experience, Lauren returned to Oklahoma as a new mother, figuring it was the perfect moment to start her own business. She credits her time as an executive assistant and her gradual ascent within the company for equipping her with the insights necessary to run her own business. If something's going wrong in the business, she's probably seen it happen before at her previous workplace so she appreciates the experience that made her a better owner when the time came. Scaling Without a Roadmap: A Key to Agency Expansion One aspect of ownership that presented the biggest learning curve for Lauren was bringing on outside leadership to help scale and grow her business. Since she built her agency on a relatively new niche, she couldn't just go to a competitor and pluck out their leadership. There was no blueprint so she needed to figure it out. There was also a constant battle between allowing her team to make mistakes and giving them time to learn while running a profitable business. Ultimately, Lauren needed to acknowledge the need to ask for help. No leader has all the answers and a key element of getting beyond a certain point in your growth will be accepting that and having the humility to seek guidance and advice from others. Aligning Values: Hiring for Agency Culture Fit Lauren's hiring strategy relies on hiring individuals who align with her agency's values. To this effect, she clearly defines her core values and conducts survey assessments that explore candidates' innate characteristics. These assessments provide insights into candidates' personalities and their suitability for specific roles, particularly in a sales context. For instance, a potential hire might have all the best traits to fill a position, but if they don't care about the company's philanthropic values their motivations will not resonate with the agency's mission. This nuanced understanding of individual capabilities allows Lauren to make informed hiring decisions that prioritize long-term success over immediate financial gain. Becoming the Type of Leader You Wish You'd Had Lauren has felt like a bad leader many times during the agency's growth process, but she never stopped striving for improvement. As the business grew, she instated an open-door policy to encourage employees to have open communication with her and the leadership team and make herself more approachable. As she tried to become the type of leader she'd wanted to have in the past, she realized that she needed to be a different leader for each worker. For instance, she believes the way she leads her accounting tea

Would you like access to our advanced agency training for FREE? https://www.agencymastery360.com/training Would you like to remove yourself from the day-to-day agency operations? Do you have an effective hiring process to attract top talent for agency roles? In today's discussion, our featured guest explains how failing to secure the best candidates often stems from a poorly designed hiring process, starting with the job advertisement. She shares essential strategies for crafting an engaging job ad, fostering self-managing teams, and identifying the qualities of an outstanding operations manager. Join us to discover how to effectively find, hire, and train the right operations professional to elevate your agency. Mandi Ellefson is the founder of Hands Off CEO, a company dedicated to helping busy CEOs drive sustainable growth without sacrificing their lifestyle and family. Mandi shares her journey of building a business that allows for true freedom, discusses the importance of creating an effective hiring funnel to attract the right talent, and provides insights on and crafting job ads that resonate with top candidates. Learn how to effectively delegate responsibilities and build a business that supports your lifestyle. In this episode, we'll discuss: The importance of a compelling job ad. Cultivating self-managing employees from day one. Key traits of an exceptional ops manager. Subscribe Apple | Spotify | iHeart Radio Sponsors and Resources Join us in Feb 2025 to ELEVATE YOUR AGENCY! You don't know what you don't know. But you can learn a ton and get connected with a small group of like-minded agency owners plus me and some game-changing speakers at our exclusive event. We're meeting in Phoenix, AZ for two days of transformative insights where you'll make meaningful connections with top-tier leaders, master inbound and outbound strategies, and elevate your agency to achieve 10x growth. Check out ElevateMyAgency.com and grab your spot! Hiring and Training for Success: Build an Agency That Thrives Without You Mandi started Hands Off twelve years ago when she ran into a big problem as she was about to take maternity leave: her business could not run or grow without her. Her search for a solution led her to accidentally start a consulting company to prevent other business owners from getting to the stressful point she found herself in years ago. Most agency owners are not hands-off and can't even say they own their agency, more like it owns them. This is why they need strategic hiring practices and methodologies to ensure they recruit individuals who can truly add value to their operations. The crux of the hiring process lies in identifying candidates who not only possess the requisite skills but also align with the company's culture and vision. For Mandi, this all hinges on putting together the right hiring funnel, which starts with the right ad that outlines the responsibilities of the role and highlights what makes the agency an attractive workplace. An ineffective hiring funnel usually leads to: Hiring a person that is well below the level you need. Not knowing how to effectively train this person you hire. Even if you do find someone who is the right fit for the job and your agency, they could end up failing without the right structure to learn how to operate your business. The Importance of Compelling Job Ad to Attract the Right Candidates To create a well-structured hiring process start with a compelling job ad that clearly outlines the responsibilities for the role and resonates with potential candidates. A great ad emphasizes the company culture, growth opportunities, and the impact they can have within the organization. A strong ad serves as the first filter, ensuring only those who are genuinely interested in the position apply. Add small 'mousetraps', like asking them to email you with a specific subject or with the CV attached, and watch as many of the candidates get themselves out of the race just by not following directions. In terms of experience, Mandi recommends looking for people who not only have relevant operational experience but also possess the ability to adapt and grow within the role. This includes assessing their problem-solving skills, their capacity to manage teams, and their understanding of the agency's specific goals and challenges. Additionally, Mandi recommends assigning candidates a detailed project plan. This exercise allows them to demonstrate their proficiency with project management software and their grasp of the complexities involved in juggling multiple tasks. By engaging candidates in practical assessments, agency owners can effectively distinguish between those who may be skilled at talking the talk but cannot walk the walk. This method of assessment is crucial for identifying genuine talent and reducing the risk of hiring individuals who may not deliver on their promises. Finally, it's normal to find a failure point during the hiring process. It doesn't necessarily

Would you like access to our advanced agency training for FREE? https://www.agencymastery360.com/training Do you use storytelling to connect with prospects and clients? Many agency owners know how to share great stories but use them to talk about their agency capabilities. Instead, today's guest says we should use stories to connect with potential clients, creating content that resonates and engages them. Today's featured guest is a creator of powerful brand stories who helps his clients understand the value of starting with a strong story framework. He believes clarity beats creativity when it comes to standing out in today's market. Tune in to learn about his transition from agency life to consulting, teaching, and speaking on the power of story. Park Howell is an EMMY award-winning business storytelling coach at The Business of Story. He is also a story strategist, keynote speaker, and podcaster known as the world's most industrious storyteller. He started as an agency guy, founding his agency Park & Co. in 1995, and then the digital era compelled him to transition to storytelling and the creative arts. He discusses the valuable lessons learned while working with small and midsize agencies and how his unique background and insights into the power of story have shaped his career and approach to creativity. In this interview, we'll discuss: How clarity beats creativity in today's marketing. The ABT Framework. Selling to emotion, not logic. Subscribe Apple | Spotify | iHeart Radio Sponsors and Resources E2M Solutions: Today's episode of the Smart Agency Masterclass is sponsored by E2M Solutions, a web design, and development agency that has provided white-label services for the past 10 years to agencies all over the world. Check out e2msolutions.com/smartagency and get 10% off for the first three months of service. Embracing Storytelling in a Noisy Digital World Park always knew he wanted to use creativity to make a living and advertising seemed like the perfect vehicle to access what he calls the commerce of arts. After studying music theory and communications at Washington State University, he worked for several small and mid-size agencies in different roles including writer, account executive, media planner, and more. At the time, he believed that the key to financial success was working for the big agencies. However, in hindsight, it was working at these smaller agencies and learning from so many sides of the business that gave him the experience he needed to launch his own agency in 1995. Park opened a traditional advertising agency, which is what he knew, and found himself at a loss once the digital era kicked in and changed everything. The traditional way was no longer working and Park started to look for ways to communicate in the new, noisy, digital world where the masses were becoming the media. His search for effective communication strategies led him to delve into the principles of storytelling, as taught in film schools. He discovered that Hollywood had mastered the art of engaging audiences in ways that traditional advertising had not. Seeing the power of storytelling, he realized very few people knew how to use these proven frameworks and started teaching his clients how to master this skill. As his clients experienced success, new opportunities arose, including a teaching position in storytelling at the University of Arizona. Over time, Park realized that he had evolved beyond his identity as an 'ad guy' and was embarking on a new journey as a teacher and coach. Clarity Beats Creativity in Today's Marketing Most agencies never really get storytelling and stick to exposing their audiences to death. According to Park, the emphasis on creativity in advertising no longer suffices now that it is not as exclusive as it used to be. Nowadays, creativity has become democratized as users create hysterical and clever memes all the time, which makes it harder for agencies to stand out on creativity. Instead, clarity has taken precedence, offering a more effective means of connecting with audiences. If you're not using the proper frameworks in communication then you're not creating the clarity to stand out and really move the needle. Clarity in storytelling means distilling complex ideas into digestible and relatable narratives. Every sale is a fictional story you get the client to buy into and then are expected to deliver on. Many agencies claim to be great storytellers, yet they often overwhelm their audiences resorting to an endless stream of exposition, failing to create a meaningful connection. Park advocates for the use of narrative frameworks that enhance clarity. Personally, he prefers to use the "and, but, therefore" structure, which helps simplify storytelling process and ensure that the message resonates with the audience. What is the ABT Framework? And - a statement of agreement, the setup or act one of any message. This statement of agreement should be written from the audience's point of vi

Would you like access to our advanced agency training for FREE? https://www.agencymastery360.com/training Are you currently utilizing AI or fear it will replace digital agencies? Most agency owners fall into one of these two categories. However, those open to exploring this technology's potential and maintaining a sense of curiosity will lead the way in innovation. Today's featured guest lost some clients who opted for in-house ChatGPT services over his agency's offering. Instead of staying fearful of losing all his clients to this technology, he was prompted to explore how AI could be leveraged to enhance his services. Through experimentation, he created what has become a very effective foot-in-the-door to showcase good results with very little investment. Tune in to discover valuable lessons about creativity, collaboration, and the evolution of marketing strategies. Abraham Bree is the founder of Brand:Whatever, a full-scale, small-sized branding agency based in Brooklyn, New York. With over 15 years of experience in the marketing, branding, and advertising landscape, Abraham shares insights into his journey from traditional ad agencies to becoming an agency owner. He discusses the creative processes learned in the agency world and highlights the challenges of navigating interactions outside the creative bubble, particularly with non-creative roles like accounting. In this episode, we'll discuss: Why success in marketing requires more than creativity. Creating value-add AI-powered solutions. Leveraging relationships to sell your high-impact low-budget solution. Subscribe Apple | Spotify | iHeart Radio Sponsors and Resources Join us in Feb 2025 to ELEVATE YOUR AGENCY! You don't know what you don't know. But you can learn a ton and get connected with a small group of like-minded agency owners plus me and some game-changing speakers at our exclusive event. We're meeting in Phoenix, AZ for two days of transformative insights where you'll make meaningful connections with top-tier leaders, master inbound and outbound strategies, and elevate your agency to achieve 10x growth. Check out ElevateMyAgency.com and grab your spot! Forging Agency Leadership Through Diverse Roles Although owning an agency was not originally part of Abraham's career plan, he began his journey in advertising, dedicating eight years to traditional ad agencies where he refined his creative abilities. However, he soon discovered true success in marketing requires more than just creativity. It demands understanding of how to work with diverse teams and navigate corporate structures. In his view, creatives operate in a bubble without ever interacting with people outside the client who have different ideas and opinions. This realization came as he transitioned from the creative agency life to a corporate role as a marketing director. In this role, Abraham not only had to deal with his creative team but also the accounting, sales, and HR departments. This experience taught him the importance of cross-departmental collaboration, as he strived to align everyone with his vision while allowing them the autonomy to pursue their own initiatives. Following this successful transition, Abraham continued to ascend the corporate ladder, seemingly reaching the pinnacle of his career until the onset of the pandemic. The ensuing uncertainty around the lockdowns and the impact Covid would have on different companies ultimately affected his standing. His new employer could no longer sustain his role as Chief Marketing Officer and he was offered to continue as a consultant. It was the pivot he needed to launch his own agency. Turning AI Anxiety into an Agency Advantage By now, companies are either embracing the use of AI or fearing it. Abraham had chosen to embrace it, even before a client dropped his agency and brought their content creation in-house using Chat GPT. He had been toying with ChatGPT himself, but now felt worried he was starting to lose clients to this innovation. How could he use AI to sell more marketing campaigns? Abraham understood that effective marketing is not just about promoting a product or service; it is fundamentally about solving problems for clients. He decided he could use this technology to help people with their pain points and create innovative solutions that added value. In his first venture using AI in this way, Abraham created an app designed to assist families in planning their Passover vacations. This not only addressed the immediate concern of families looking for vacation ideas but also opened up avenues for marketing partnerships with kosher food companies. It effectively addressed consumer needs while presenting these businesses with an opportunity for direct engagement with clients, offering more value than a traditional print ad campaign. The app attracted over 40,000 users in a one-week span. Although the number of users dropped after the first week, but it was still a success for a high-impact low-budget campaign mad

Would you like access to our advanced agency training for FREE? https://www.agencymastery360.com/training How can you grow your agency's client list beyond referral clients? Would you sacrifice price or length of contracts in order to attract new business? Today's featured guest has successfully established his agency by prioritizing higher prices and maintaining a clear vision of his offerings. He emphasizes the importance of being selective with the opportunities that arise. He shares the challenges and strategies involved in growing his agency, as well as how he prioritized long-term relationships over new business. Seth Odell is the founder and CEO of Kanahoma, a performance marketing agency specializing in the education sector. With over 15 years of experience in marketing and education, Seth shares his journey from being a chief marketing officer at a university to launching his own agency during the pandemic. He discusses the pivotal moment when UCLA became his first client, propelling him to leap into entrepreneurship and the strategies he used to secure more clients and start managing the agency's growth. In this episode, we'll discuss: Getting your agency on its feet with a clear strategy from day one. Tactics for landing long-term contracts and increasing client retention. Getting the agency owner out of sales. Subscribe Apple | Spotify | iHeart Radio Sponsors and Resources E2M Solutions: Today's episode of the Smart Agency Masterclass is sponsored by E2M Solutions, a web design, and development agency that has provided white-label services for the past 10 years to agencies all over the world. Check out e2msolutions.com/smartagency and get 10% off for the first three months of service. When CMO Isn't the Final Destination Seth had dedicated fifteen years to marketing in the education industry before starting his agency, working in-house in roles like Chief Marketing Officer at a university system in San Diego. Initially, becoming a CMO seemed like the pinnacle of his career. However, after achieving this position, he realized he could keep pushing himself and decided to take the leap into entrepreneurship. Seth's first client at his agency was UCLA, an amazing opportunity for a starter agency and a great chance to launch his business to success. It was a consulting agreement that covered Seth's salary, his mortgage, and most of his expenses. 3 Strategies for Long-Term Agency Growth Build Relationships After landing UCLA as his first client, Seth formed a plan to send personalized letters and small gifts to fifty industry contacts who had influenced his career over the past 15 years. It was a sincere acknowledgment of the relationships he had built throughout his career and a good way to announce his new venture. This tactic had a tremendous impact and his agency secured two additional clients through referrals generated by this strategy. It led to immediate business opportunities and also laid the groundwork for long-term relationships. Strategic Hiring Seth was also very intentional about his service offering right from the get-go, being very selective with the opportunities he pursued, and handling things himself whenever possible. Once he started to hire, Seth took the risk of over-hiring for some positions. It could've backfired, but he trusted the move of hiring people he trusted and who could quickly grow into their role and make it their own. Price on Value Seth recommends charging as much as you reasonably can right from the start. He made the decision to position on premium and be both the new agency around and the one that charged the most. It seems counterintuitive, but he was willing to turn down work to keep his prices up. To him, losing work over price is an indicator that you're pricing correctly and he was willing to lose up to 20% of new business with this strategy. He knew people were paying for more than just performance, they were paying for the confidence in future results. This way, he could hire better teams, drive better performance, and build a better reputation. Tactics for Landing Long Term Contracts and Increasing Client Retention Whenever possible, Seth likes to start client engagements with a twelve-month contract. If it's not an option, he's willing to do a six-month pilot. Recently, he has also introduced paid media audits, where his team conducts a thorough analysis of the client's account and provides consulting services. His agency's growth strategy focuses primarily on client retention, aiming to maintain relationships for five to ten years rather than solely pursuing new business. There have been a couple of occasions where Seth wished he tested a client before committing to a year-long relationship. Consequently, his team is trained to assess each potential client with the mindset of determining whether the engagement is a "winnable game." They also don't hesitate to turn down clients who come in with unrealistic expectations. More recently, he has been able

Would you like access to our advanced agency training for FREE? https://www.agencymastery360.com/training How can you step away from daily operations and embrace the role of the agency visionary? Is there a team member who could take over the things you don't love doing? If so, how would you begin to prepare them for this transition? Today's guests built a relationship with a key employee that most agency owners dream of when they think about delegating and reclaiming their time. It took a lot of work, investing in growth, and trusting that someone who started as an employee could evolve into a partner in the agency, but they managed to do it in a way that has only benefitted the agency and the team. Join them for an engaging conversation filled with insights into delegating and slowly transitioning from being a hands-in agency owner to being the visionary and face of the agency. Tiffany Sauder is CEO and Kyler Mason is president of Element Three. They run a full-service marketing agency that modernizes go-to-market strategies for manufacturers with complex distribution channels. Tiffany and Kyler discuss their journey in the marketing industry and the dynamics of running a business, how their open communication gave way to a lasting partnership, and the balancing act of successfully adopting new roles at the agency while ensuring its continuous growth. In this interview, we'll discuss: Learning to pivot in an economic crisis. Turning short-term hires into long-term assets. Rewarding the ownership mentality. Moving beyond the founder's shadow. Subscribe Apple | Spotify | iHeart Radio Sponsors and Resources Join us in Feb 2025 to ELEVATE YOUR AGENCY! You don't know what you don't know. But you can learn a ton and get connected with a small group of like-minded agency owners plus me and some game-changing speakers at our exclusive event. We're meeting in Phoenix, AZ for two days of transformative insights where you'll make meaningful connections with top-tier leaders, master inbound and outbound strategies, and elevate your agency to achieve 10x growth. Check out ElevateMyAgency.com and grab your spot! Turning a Struggling Agency Into a Career Catalyst There are very few stories of people who start their agency on purpose and Tiffany is one of them. She grew up in a heavily entrepreneurial-focused household and, coupled with her dissatisfaction with the bureaucratic environment of a large pharmaceutical company, compelled her to try something different. She convinced her father to invest in a small marketing agency, where she took on the role of a "naive sweat equity partner." According to Tiffany, at that time the agency was a dysfunctional project shop with one major client that accounted for most of its business. However, it provided her with an environment where she was exposed to the work and learned about the industry. Although the journey was challenging, Tiffany felt very confident in the unknown, excited to learn, and worked to transform her initial ignorance into knowledge and competence by seeking mentorship and asking questions. Despite its imperfections, the agency served as a crucial platform for her development, allowing her to learn, experiment, and connect with industry professionals who would have otherwise been difficult to reach. Ultimately, her willingness to step into the unknown led to invaluable learning opportunities, developing resilience, and significant achievements. Pivoting During Changing Times and Economic Crisis The agency's rapid growth and success during the first few years gave Tiffany a false sense of confidence. However, she faced a rude awakening during the economic downturn of 2008-2009. This period was not only financially devastating for many businesses but also coincided with the birth of her first child, both equally significant. During this time, she saw larger agencies struggling to adapt to the digital landscape, grappling with the unfamiliarity of new business dynamics. Lacking robust analytics capabilities, they found it difficult to pivot. Coming from a finance background, Tiffany recognized an opportunity to get ahead of the curve, particularly as e-commerce began to emerge. She was able to invest strategically in the future without facing the cultural resistance that established agencies encountered. This unique position, combined with her willingness to embrace risk, provided her with a distinct advantage. Turning Short-Term Agency Hires into Long-Term Assets When Kyler first came to work at the agency he was the first digital marketing hire. He was excited to learn and gain a more well-rounded experience in taking a company to market. He initially thought he'd stay at the agency for a few years, learn as much as he could, and then start his own business. For her part, Tiffany appreciated Kyler's honesty about his future plans and recognized the potential in his aspirations. She chose to embrace his ambition rather than view it as a threat. She figured both

Would you like access to our advanced agency training for FREE? https://www.agencymastery360.com/training Have you ever rushed your hiring process out of eagerness to fill a position and delegate responsibilities? Did you later regret the decision to hire fast? There is a reason they say hire slow, fire fast. Finding the right people to fill the roles on your growing team is an integral part of growing. In this interview, learn from one agency owner who takes immense pride in cultivating a core team that shares his vision. However, getting there has not been without its challenges. One of the most valuable lessons he learned is that hiring takes patience and a well-structured process. Check out this thoughtful discussion on the importance of having the right people in the right positions to ensure success and peace of mind as the agency expands. Bryant Walker is the founder and CEO of Tavo Media Group, a growing full-service agency with team members scattered around the country. He discusses the challenges and excitement of growing his agency and talks about the balance between intentional growth and losing control, emphasizing the importance of investing in the right talent for the right roles. Bryant shares insights on past hiring mistakes, particularly in account management and design roles, and highlights the ongoing learning process of finding the perfect fit for his team. In this episode, we'll discuss: The costly results of rushed hiring. A hiring process that guarantees better results. Investing in team building to cultivate commitment. Subscribe Apple | Spotify | iHeart Radio Sponsors and Resources E2M Solutions: Today's episode of the Smart Agency Masterclass is sponsored by E2M Solutions, a web design, and development agency that has provided white-label services for the past 10 years to agencies all over the world. Check out e2msolutions.com/smartagency and get 10% off for the first three months of service. The Costly Mistake of Rushed Hiring One of Bryant's early missteps in his agency was an overreliance on individuals who were ultimately not right for their roles. He has since learned that hiring is an exercise in patience and that acting impulsively leads to poor hiring decisions. For instance, he hired senior designers based on their impressive portfolios without delving deeper into their actual roles and responsibilities in previous projects. This led to subpar results and a disconnect between the work he saw in the portfolios and the work being produced by the team. In his eagerness to delegate responsibilities and focus on the agency's growth, Bryant granted too much autonomy while also delaying necessary corrective actions, which negatively impacted the quality of the agency's work. After addressing this issue and making more informed hiring choices, Bryant has shifted his perspective on recruitment. He advocates for a more intentional approach, taking the time to find the right fit for the role and ensuring that the candidate has the necessary skills and experience to excel in the position and avoids making rushed decisions just to fill a position quickly. When to Cut Ties: Addressing Underperformance Quickly In cases like what Bryant's senior designer situation, reluctance to fire quickly is a common reaction based on the fear of disrupting the team. Nonetheless, this can often lead to holding on to underperforming employees for longer than necessary. Despite his efforts to foster productive discussions with these team members, Bryant ultimately found himself reverting to their tasks. In spite of this, he held on to those workers hoping it would eventually get better. Many times agency owners delay these decisions fearing that firing the wrong hires would result in more work for themselves and the rest of the team. However, letting go of the wrong talent sooner rather than later is essential for the growth and success of the agency. Changing Your Hiring Process to Guarantee Better Results To attract the most qualified candidates for a position, Jason recommends implementing a deliberate and strategic hiring process right from the job posting stage. When you advertise the position on any platform, include specific instructions—essentially "mouse traps"—that only attentive candidates will notice. For instance, leave instructions to email you with a specific subject line and send a video explaining why they want to work with you. This way, you'll be able to quickly dismiss the applications that don't meet these standards. Next, focus solely on the applications from candidates who submitted a video and, after selecting the best ones, ask them to complete a paid test project. Only the candidates who submit that test get to move onto the following stage of the actual interview. Normally, Bryant can get up to 800 applications for one job, which is already too many and will only fill up his inbox. Instead, by building a hiring process with strong and strict criteria, you'll greatly reduce the

Would you like access to our advanced agency training for FREE? https://www.agencymastery360.com/training Do you want to sell your agency someday? Can you imagine a profitable sale and exit agency in the future? Do you feel an acquisition is the mark of business success? Selling your agency shows you've built a robust and profitable business, which is a noteworthy achievement. Today's featured guest helps his clients get ready to find a perfect buyer and reach a deal that withstands the test of time. He'll discuss why the common reasons to sell are not necessarily the best reasons as well as why undervaluing yourself could hurt your valuation. He also shares common deal killers and deal makers. He highlights the importance of considering personal fulfillment and financial objectives when deciding to sell an agency. Jonathan Baker is the co-owner of Punctuation, an all-in-one advisory practice that helps marketing firms position themselves with lead-generation plans. In particular, Jonathan helps small to medium-sized companies get ready to sell. He discusses the process of selling marketing services firms and challenges the idea that selling is always the pinnacle of success, emphasizing that success should be what truly drives individuals. In this episode, we'll discuss: What does the $1 million mark communicate? Deal killers and deal makers. The true cost of undervaluing yourself. What if you don't want to sell? Subscribe Apple | Spotify | iHeart Radio Sponsors and Resources E2M Solutions: Today's episode of the Smart Agency Masterclass is sponsored by E2M Solutions, a web design, and development agency that has provided white-label services for the past 10 years to agencies all over the world. Check out e2msolutions.com/smartagency and get 10% off for the first three months of service. Why Do Most Agency Owners Choose to Sell Their Digital Agency? Many people build agencies with the ultimate goal of selling them at some point. There's an innate drive to sell and, to most people, selling seems like the pinnacle of success. However, selling is not always the right answer. According to Jonathan, success should be defined as whatever drives an individual. Common reasons to sell an agency include lack of enjoyment, approaching retirement, financial goals, burnout, or desire for a career change. Overall, selling should not be the default option and it's most advisable if you know exactly what you want to do after selling. However, if you just want to sell in order to have a ton of money or because you feel burnout, maybe it's time to start looking into some key hires to take over the tasks that are most draining for you while also increasing profits. In some cases, owners that are growing too much or too fast choose to sell. They may have started their business to do work they love and can continue to do so with a small team of employees However, when it comes to further scaling the agency and reaching maybe 100 employees, it seems impossible to manage. Burnout and frustration are scenarios that could be solved without necessarily selling and still guaranteeing you'll be able to continue to do the work you love while enjoying more free time. In the end, giving up too soon can prevent you from reaching your full potential and achieving greater success. Why the $1 Million EBITDA Translates Into a Sellable Agency How do you know when you've reached your full potential? When you build an agency with at least $1 million in EBITDA, you're definitely doing something right and most likely just inches away from greater success. Most owners encounter many obstacles in this stage, but once you start focusing on the problems and the things you don't have you start to give up. The $1 million in EBITDA goal is a common measure for a sellable agency since it'll open up the pool of buyers interested in your business. It also says something about the way you run your agency, which will create more competition among prospective buyers and, in turn, increase your multiples and price. Ultimately, it's a mark that will communicate that you're not as integral to the business as when you're running a 10-person firm. Maximizing Your Agency's Value: Key Considerations Before Selling It's important to understand that your agency's worth is not guaranteed as it is contingent on a variety of factors such as client concentration and employee retention. The way a purchase deal is usually structured is you'll get a percentage of the valuation paid upfront and the rest is earned based on hitting performance targets over the next few years. However, earnouts are also seen as a potential pitfall, as they can be designed in a way that makes it difficult for the seller to succeed. Usually, the higher the client concentration the lower you can expect to get upfront. Selling your agency means losing control over it and your performance post-acquisition could be impacted by the new owners. Hence, it is crucial for sellers to carefully consider the

Would you like access to our advanced agency training for FREE? https://www.agencymastery360.com/training What would you do to keep growing your agency if new leads dried up? How would you guarantee increased business? How would you ensure continued success? Our guest today emphasizes the importance of revisiting your CRM as a vital tool for driving business expansion. After years of collecting contacts for her database, a new CRM system revealed previously overlooked opportunities. Rather than seeking new leads, she realized the value of delving deeper into her existing contacts. Learn how this agency owner transitioned into building a scalable subscription-based agency model. Wendy Lieber is the CEO and co-founder of ContentBacon, a leading content subscription service that provides resources for clients to tell their unique stories and establish themselves as experts in their field with custom content. Wendy shares her journey from running a traditional boutique agency to founding a successful content-as-a-service company. She reflects on her entrepreneurial experiences and discusses how agency owners could use personalized human connection to maximize their CRM potential. In this episode, we'll discuss: Mining your CRM for overlooked gold. Maximizing your CRM's potential without new leads. Effective agency leadership strategies to help your agency grow. Subscribe Apple | Spotify | iHeart Radio Sponsors and Resources E2M Solutions: Today's episode of the Smart Agency Masterclass is sponsored by E2M Solutions, a web design, and development agency that has provided white-label services for the past 10 years to agencies all over the world. Check out e2msolutions.com/smartagency and get 10% off for the first three months of service. Choosing Content Over Traditional Agency Growth ContentBacon is Wendy's second company venture. Her initial venture was with a more traditional boutique agency, where she worked with private equity groups and created customized solutions. By the time she grew that agency to $500,000, Wendy joined a program called Entrepreneur Accelerator designed to grow companies over $1 million. Even though she highly enjoyed the work for a while, she realized she wasn't very interested in continuing to scale that particular model past what they'd already reached. Around that time, she had been testing a content subscription-based model with her clients and had seen a great response. With the rise of social media and having a social presence becoming more and more important, Wendy saw the value of a service like this for struggling businesses. This was the model Wendy wanted to grow. Mining for Gold in Your Agency's CRM Through doing their own inbound and outbound marketing, Wendy's agency has been collecting a lot of contacts to their database over the years. Once they moved to a more sophisticated CRM with HubSpot, they started to analyze and utilize the data they had and found they didn't need anything new, rather they needed to go much deeper into what they had. There's a tendency in the marketing industry to always chase after the next new thing or shiny object. Wendy cautions against falling into the trap of constantly seeking out new technologies or strategies without fully utilizing the data and resources already available. Instead, she advocates for going back to the basics and focusing on simple, effective strategies that can drive growth and success. Try to identify the low-hanging fruit you can leverage to your benefit and understand and segment those contacts. This way, you can identify high-value leads, personalize your marketing efforts, and drive better results rather than constantly chasing after new trends. Maximizing Your CRM Potential Without New Leads If you feel like you've invested a lot in a good CRM system but are not seeing the benefits of your investment, take a look at the work being done. Is there a CRM champion on the team? Is there at least one person who owns it and develops a strategy around it? A CRM is a tool, but you should really build a strategy around it. As a helpful exercise, Wendy suggests thinking about what you would do if you couldn't get a new lead for 90 days. How would you generate new business with what you have? Ask yourself this question and use it to challenge yourself to find the gold that's probably in your CRM. Check your contact list and reach out to old clients and prospects. You may uncover valuable opportunities that have been overlooked. To this point, Wendy suggests trying to establish a real conversation instead of just using automation. This way, you'll be able to build stronger relationships, foster trust with your audience, and ultimately achieve greater success in your marketing efforts. From Putting Out Fires to Effective Agency Leadership After running two businesses, Wendy continues to be surprised by the challenge of keeping both customers and employees satisfied. Balancing the needs of her clientele and her team while simult

Would you like access to our advanced agency training for FREE? https://www.agencymastery360.com/training Have you ever fired a client? If you could do it without repercussions on cash flow, would you? Most agency owners have horror stories about toxic clients who created an unhealthy environment for the team. Deciding to cut ties can be particularly daunting, especially when the client in question represents a significant portion of your revenue. Today's featured guest decided to prioritize herself and her team's well-being by firing a client before the situation escalated. She looks back on a long and successful career in marketing and highlights how she came back from losing major clients and how she learned to advocate for herself and her team. Susan Finch is a seasoned entrepreneur, writer, and podcaster with nearly four decades of experience in the advertising and marketing industry. She began her career as a teenager at a recreational boating company and eventually transitioned to an agency in the 1990s, during the transformative rise of the internet. After a few key clients parted ways with the agency she was presented with the chance to start her own firm and continue to work with the remaining clients. With thirty years of industry experience under her belt, she is eager to share valuable insights, discuss the challenges of losing significant clients, and explore the strategies she's been using to focus on working on the business rather than in the business. In this episode, we'll discuss: Susa's early mistake and learning to build a sustainable agency. Cutting ties with tosic clients. On impactful networking. Love, hate, delegate. How Early Success Can Mask the Need to Build Systems and Processes In 1996, when the web was still very new, Susan started to work for an agency where she had the opportunity to work with clients like the City of Anaheim on interesting projects and fell in love with the work. However, the agency took a big hit once this client moved their work in-house. The agency owner suggested that Susan establish her own agency offering to become her first client. At the time, she was nine months pregnant, and the idea of launching her own business felt overwhelming. Nevertheless, she embraced the opportunity and never looked back. The transition to building her own agency was relatively smooth, with introductions being made, clients satisfied, and the work continuing without much fuss. However, looking back, Susan realizes this made her too comfortable. She was late to create her own prospecting processes to keep the pipeline full when referrals dried up. Having landed on a business, Susan failed to plan for the future and have the different pieces in place to guarantee its proper functioning. Without those pieces in place, an agency will scale for a while but ultimately crash. The lack of vision, goals, and processes led her to work on the business all the time. Longterm Benefit to Cutting Ties with a Toxic Client The breaking point that led to the ultimate change for Susan was getting rid of a toxic client. This specific client was causing her and her team immense stress and draining their creativity and joy. It came down to making the difficult decision to fire them, despite accounting for 40% of the agency's business, to guarantee a healthy and abuse-free work environment. The immediate aftermath of this decision was a rough patch where thankfully Susan was not shy about calling up all her contacts and being very open about looking for small and big projects alike and the type of client she wanted to work with. She began working as a fractional CMO with several companies and sometimes became the full-time solution they were looking for. Before long, Susan secured a new high-profile client, whose esteemed reputation gave her the confidence she needed to network effectively in her industry, having conversations with big-time CEOs and CMOs. Ultimately, firing her toxic client was a painful decision but the right one in the long run. Rebuilding Your Agency's Momentum & Bouncing Back from Firing a Major Client Firing a client is intimidating, especially when they account for a significant part of your revenue. However, Susan knew it was time to stand up for herself and her team. Every agency owner has stories about difficult clients but it's important to advocate for yourself and your team. Don't wait too long to raise the issue once you notice the problematic behavior is affecting the team and set clear boundaries This assertiveness can foster a more positive working relationship or lead to a necessary separation. Regardless of the outcome, your team will appreciate your commitment to their well-being, reinforcing the standards of treatment you expect. In the end, the problematic individual at that old client's company left and the company approached Susan to continue the working relationship months later. By standing up for herself, Susan was able to maintain her integrity, build

Would you like access to our advanced agency training for FREE? https://www.agencymastery360.com/training How often do you take time off simply to rest? Do you carve out moments to recharge and find stillness before the daily whirlwind begins? If you're a successful entrepreneur who doesn't prioritize rest, you may be heading toward burnout. Today's featured guest is an entrepreneur who's created several noted frameworks for business owners, empowering countless individuals to elevate their businesses. Gino Wickman is an entrepreneur, content creator, and most notably the founder of Entrepreneurial Operating System (EOS). Through the years he's noticed highly accomplished entrepreneurs tend to feel unfulfilled in what should be the highest point of their success. This happens when they forget the fundamental purpose behind building a successful business: to create a fulfilling life. In this episode, you will gain insights into achieving success while maintaining fulfillment in both your professional and personal life. Gino has created many business frameworks but EOS is what he's best known for and is used by hundreds of thousands of companies around the world. In his new book, "Shine," Gino explores the idea of achieving success while maintaining balance and fulfillment in life. This is something many entrepreneurs often struggle with and may not even realize it. In this episode, we'll discuss: Why business success isn't enough. Breaking work cycles. 3 discoveries to free your true self. The ten disciplines. Subscribe Apple | Spotify | iHeart Radio Sponsors and Resources E2M Solutions: Today's episode of the Smart Agency Masterclass is sponsored by E2M Solutions, a web design, and development agency that has provided white-label services for the past 10 years to agencies all over the world. Check out e2msolutions.com/smartagency and get 10% off for the first three months of service. Check out Gino Wickman on the 2 disciplines every agency owner needs. The Missing Piece: Why Isn't Business Success Enough? With a track record of thirty years working with entrepreneurs, Gino realized that, even though he has been helping them create thriving businesses, many of his clients continued to feel unfulfilled. This is something Gino himself can relate to and what led to him to creating his latest framework centered on helping entrepreneurs master both their inner and outer worlds. Many people achieve remarkable success but continue to feel unfulfilled or unbalanced, even if they have more money than they know what to do with. Attaining external success and continuing to struggle with finding purpose and feeling empty on the inside is common for business owners. This underscores the need to nurture our inner selves in addition to focusing on external achievements. In our fast-paced and achievement-oriented society, it's easy to get caught up in the pursuit of external success and validation. However, without a strong foundation of inner fulfillment, external achievements can feel hollow and unsatisfying. That's why prioritizing self-reflection, self-care, and personal growth is essential to cultivating a sense of inner peace and fulfillment. Breaking the Work-Hard and Hustle Cycle After selling EOS Worldwide, Gino found himself in a remarkable position, engaging in work that he genuinely loved. This newfound contentment revealed to him he had been operating under a belief system based on non-stop work since age fifteen. Back then he committed to work hard and build an empire around what he thought would make him happy. Now, years later, it finally hit him that he had been enduring the unhappiness created by his work obsession and the feeling of safe and contentment after the sale is what helped reveal this pattern. He realized it was time to work on his inner struggles and find true fulfillment. Just like Navy SEALs commonly experience trauma once they are safe at home, entrepreneurs often find that their inner demons come to the surface when they are not focused on a task or goal. These moments of stillness and introspection present an opportunity to confront our fears, insecurities, and past traumas, and ultimately free ourselves from the burdens that have been holding us back. To deal with this, Gino recommends meditation, which many people reject fearing that the moments of quiet will evoke past trauma. Nonetheless, Gino believes there is a need to let this stuff come up, to shed the layers of armor you've built up, and to free yourself. Achieving this freedom is what will allow individuals to make a real impact on the world and become much more creative. 3 Discoveries to Free Your True Self Some people think that growing and selling your business brings freedom. However, Gino presents a different perspective, advocating for three transformative insights that can help you unlock your authentic self while enhancing your energy, impact, and inner peace. Recognize and accept that being driven is part of an entrepren

Would you like access to our advanced agency training for FREE? https://www.agencymastery360.com/training Do you find it hard to remember the name of someone you just met? Do you struggle to recall the details of last week's meeting? Busy agency owners are constantly juggling countless responsibilities which is overwhelming and leaving you feeling like you're losing your edge. But what if you could sharpen your mind and tackle daily challenges with confidence? Today's featured guest has transformed his remarkable journey as a record-holding memorization expert into a powerful business dedicated to helping entrepreneurs enhance their memory skills. By harnessing effective visualization techniques, he empowers individuals to project themselves into a future filled with success. In this episode, learn more about his inspiring story and insights on memorable marketing and memorization. Dave Farrow is the founder and CEO of Farrow Communications, a full-service public relations and digital marketing agency with a reputation for creating 'memorable' marketing and publicity campaigns. Dave shares his incredible journey from being diagnosed with ADHD and dyslexia to becoming a Guinness World Record holder in memorization and building his business around his passion for helping people understand the brain's workings. His most recent book 'Brain Hacker' is another step in his mission to show that the brain can change and be trained to improve memory. In this episode, we'll discuss: Supercharging your memory with visual associations. The super learner's toolkit to remember everything. The use of visualization techniques in business. Subscribe Apple | Spotify | iHeart Radio Sponsors and Resources E2M Solutions: Today's episode of the Smart Agency Masterclass is sponsored by E2M Solutions, a web design, and development agency that has provided white-label services for the past 10 years to agencies all over the world. Check out e2msolutions.com/smartagency and get 10% off for the first three months of service. Using ADHD to Transform a Talent into a Mission As a child, Dave was often led to believe that his ADHD would hinder his chances of achieving success. This conviction ignited a profound curiosity about the workings of the brain and the concept of neuroplasticity. Dave became passionate about the idea that the brain is capable of change, adaptability, and training, embarking on a mission to demonstrate this potential. Through dedication and hard work, he broke the Guinness World Record for memorizing the order of 59 decks of cards, an accomplishment that showcased his exceptional memory skills and brought him a lot of publicity and recognition. However, he realized memorization alone was not enough to guarantee success. He needed to find ways to leverage his memory skills to create opportunities for himself. His time as 'the memory guy' gave him access to several media outlets, including appearances on The Today Show and features in The New York Times. Leveraging this exposure, Dave began to pivot the narrative from a personal focus to a broader mission—promoting effective learning strategies to enhance memory and combat memory loss. Through this approach, he aims to provide valuable solutions that can benefit others. Visual Associations as the Secret to Supercharging Your Memory Human beings are naturally good at remembering people's faces. However, we're not as good at connecting those faces to names. Throughout his career, Dave has used memorization to teach people to improve their memory. Specifically, one of the main techniques he uses is the Costume Party Technique, where people associate the name with a costume and imagine the person wearing it. Creating visual associations with names can be a powerful tool in improving memory retention. By creating these visual associations with something we want to remember, we engage different parts of our brain and make the information more memorable. This technique can be applied to various aspects of life, not just remembering names. The Super Learner's Toolkit: Combining Organizational Strategies and Purposeful Memorization When it comes to greater amounts of information, like remembering key points from a meeting, Dave looks at it as organizing information rather than just remembering it. Much like creating a grocery list before shopping, one can utilize the "method of location" to construct a mental map. This technique involves associating each piece of information with specific objects or items within a familiar space—like an office or a room—, making it easier to remember and access important details. Organizing information can help us avoid confusion and errors that may arise from simply memorizing without a clear structure. Moreover, understanding context is equally important to effective memorization. Learning out of context can hinder progress significantly. By combining organization and purpose-driven learning, you can become a super learner and collect skills

Would you like access to our advanced agency training for FREE? https://www.agencymastery360.com/training Have you clearly defined your service offering to the extent that you can productize it? Or do you prefer to customize your approach for each client's needs? Which strategy aligns better with your agency's objectives and overall success? Today's featured guest transitioned from providing highly customized services, which impacted his team's ability to meet deadlines and adhere to budgets. He has since adopted a productized model and is currently exploring how to effectively present differentiated pricing tiers. Join us as we delve into invaluable insights on launching and scaling a creative agency, optimizing your service offerings, and gracefully managing a co-founder's exit. Matthew McIver is the founder and CEO of Commence Studio, a B2B brand and e-commerce agency with a proven track record for helping purpose-driven companies build widely-known brands. He shares his journey from graphic designer to agency owner and offers insights for those considering buying or selling a business. In this episode, we'll discuss: The hidden costs of customization. Learning the value of processes and standardization. Two paths to agency growth Subscribe Apple | Spotify | iHeart Radio Sponsors and Resources E2M Solutions: Today's episode of the Smart Agency Masterclass is sponsored by E2M Solutions, a web design, and development agency that has provided white-label services for the past 10 years to agencies all over the world. Check out e2msolutions.com/smartagency and get 10% off for the first three months of service. Navigating an Agency Partner's Exit Ever since high school, Matt envisioned a future where he would own an agency—an aspiration he regarded as the pinnacle of success for a graphic designer. After honing his skills in design and photography at art school, he made the transition into the agency world, where he worked as a freelance designer and web developer at several firms. Eventually, Matt partnered with a like-minded individual to embark on the ambitious venture of starting their own business, pooling together just $500 to kickstart their dream. Matt quickly learned that building a successful business requires immense perseverance—navigating through growth, setbacks, and the resilience to rise again. After years of building the agency together, Matt's partner experienced burnout and lost his passion for entrepreneurship. The split was amicable, characterized by mutual respect and a buyout agreement that allowed both parties to prioritize their respective futures without ego interference. Reflecting on this pivotal period, Matt notes the buyout agreement they drafted through LegalZoom served its purpose in outlining the terms of their separation. However, he recognizes that a more tailored agreement crafted by a legal professional would have provided additional benefits and advises having a comprehensive and detailed agreement in place when entering a partnership. The Hidden Cost of Customization and Not Having SOPs Looking back at his experience building the agency with his partner, Matt reflects on how the agency saw rapid and significant growth. However, he recognizes their journey was largely improvised, resulting in various shortcomings, the most notable being the lack of processes. As they scaled, they inadvertently constructed a business model centered around their craft and talent, leading to a portfolio that lacked distinction among brands. The agency found itself specializing in a singular type of design, which necessitated training every new hire—both designers and developers—in the same approach. No documented SOPs were in place, as each product was custom-built for new clients. This absence of structured processes led to several oversights, not necessarily diminishing quality, but causing them to miss deadlines and exceed budgets. Matt realized he was essentially forfeiting potential revenue by not understanding the value of the ideas they were providing for free. More recently, they moved into a productized format that helped take their sales cycle from 88 days to just 8 days. They have packaged their services into standardized offerings that can be easily replicated and sold to multiple clients by creating a catalog of three tiers of services. The Power of Standardization & Learning the Value of Processes Moving into a more productized format poses the question of how much to charge for each of their service's tiers and whether or not they should make those prices public on their website. On one hand, having value-based advisory emphasizes the importance of providing personalized, strategic advice to clients. Rather than treating clients like a commodity, their approach is based on the individual needs and goals of each client. On the other hand, research indicates that clients like to know the options available to them. After refining their sales process, Matt is now able to ask the ri

Would you like access to our advanced agency training for FREE? https://www.agencymastery360.com/training How much automation should be integrated into your agency's processes? When is automation a good idea, and when isn't it? Are your agency services diverse enough to withstand a shifting market? In this interview, learn from one agency owner who has grown her agency making very conscious decisions about what she'll need to build a business that stands the test of time. From avoiding heavy automation to building a team based primarily in the US while living in Romania, she considers all angles before making long-term plans and has pushed against some trends to find her path. In this episode, we delve into her journey and gather valuable insights on scaling an agency in the dynamic world of e-commerce. Alina Vlaic is the owner of AZRank, an e-commerce agency that offers tested and successful solutions for launching products across all e-commerce platforms. Alina shares her journey of starting her agency from scratch in 2018 and growing it to a 20-person team dedicated mostly to Amazon sellers, e-commerce businesses, and online entrepreneurs. She discusses the decisions she's made from the start, to do what felt best for the success of her agency. In this episode, we'll discuss: Choosing flexibility for long-term success. A global vision with a local agency approach. Expanding your agency's toolkit to survive market shifts. Subscribe Apple | Spotify | iHeart Radio Sponsors and Resources E2M Solutions: Today's episode of the Smart Agency Masterclass is sponsored by E2M Solutions, a web design, and development agency that has provided white-label services for the past 10 years to agencies all over the world. Check out e2msolutions.com/smartagency and get 10% off for the first three months of service. An Unexpected Journey from Amazon Seller to E-Commerce Agency Owner As an Amazon seller alongside her husband, Alina experienced firsthand the rollercoaster ride of e-commerce - including a devastating low that nearly derailed their dreams. It was during this time that she identified a gap in the market for services that were not being offered in the way she wanted. She saw some things were still missing in the 2017 Amazon landscape and set out to create a service that would address these needs for clients. After slowly building up her clientele from just a couple of friends to a full team to continue providing services, she found herself having created a business around Amazon sales. It was time to transition from a one-woman show to a structured business and start growing a team. Bucking the Trend: Choosing Flexibility for Long-Term Success While her peers rushed to embrace every new technology promising lightning-fast results and the industry pushed for automation at increasingly higher rates, Alina took the opposite stance. Although automation could have helped her grow tenfold, she's made the conscious decision to pump the brakes on this high-speed approach. The soul of her service lies in its flexibility - a quality she fears would be sacrificed on the altar of full automation. She's not willing to trade the ability to adapt and tailor her offerings for the sake of rapid expansion. Without flexibility, she would not be able to offer efficient services. Executing a Global Vision with a Local Agency Approach When Alina set out to build her dream team, she knew that the human touch would be her secret weapon. She needed to ensure her clients received top-notch attention in their own time zones while avoiding the pitfalls of language barriers. If clients weren't receiving the right answers to their questions or didn't understand the agency's survey and processes, nothing would be ultimately accomplished. This is why she made the unusual and daring decision to hire a US-based team run remotely from Romania. Furthermore, she was also very conscious about empowering her team from the very beginning. One of the smartest decisions Alina has made was letting her current COO and first hire handle the hiring process of the rest of the team. After that, she's been "in the back seat" as she lets her team take over operations. It's a transition that many agency owners dream of but few achieve, often finding themselves trapped by their own need for control. Expanding Your Agency's Toolkit to Survive Market Shifts Alina started her agency with a focus on Amazon-dedicated services, but she quickly realized the need to expand into other areas like press articles and content generation. More than a response to market demand, this diversification was a strategic move to mitigate risks associated with relying on a single service offering. Her decision to diversify her services highlights the importance of staying agile and responsive to changing market dynamics. In today's fast-paced digital landscape, agencies need to be able to pivot and adapt to new trends and technologies. Alina had in mind after seeing many agencies have to

Would you like access to our advanced agency training for FREE? https://www.agencymastery360.com/training Are you thinking about an eventual exit from your agency? Curious about how to prepare for selling your agency down the road? Preparing for a potential sale well in advance can be beneficial, even if you ultimately decide to retain your business. Our guest had a clear vision of his goal: to grow his agency while waiting for an opportune moment to sell. He shares valuable lessons on how coaching accelerated his growth and why he wishes he had joined a mastermind group sooner to establish the necessary systems for a successful sale. He shares insights into building a thriving agency and navigating the industry with a strategic approach. Ronik Patel is the founder of UnlimitedWP, a white-label WordPress Development company recently acquired by the white-label agency and longtime friend of the Smart Agency podcast, E2M Solutions. He shares his journey in the agency space, from starting Unlimited WP to its recent merger with E2M, and discusses the unique approach of productizing white-label services for digital agencies and the inspiration behind it. In this episode, we'll discuss: Building a sellable agency from scratch. The impact of agency peer groups. Preparing for an agency sale. Subscribe Apple | Spotify | iHeart Radio Sponsors and Resources E2M Solutions: Today's episode of the Smart Agency Masterclass is sponsored by E2M Solutions, a web design, and development agency that has provided white-label services for the past 10 years to agencies all over the world. Check out e2msolutions.com/smartagency and get 10% off for the first three months of service. Building a Sellable Agency from Scratch Ronik has been in the agency space for eight years, when after completing his master's degree in entrepreneurship, he faced the challenges of a failed startup and recognized the need for a venture that required minimal initial investment. While operating an agency is not without its complexities and uncertainties, it offered him the opportunity to launch a business independently and with no capital, allowing him to gradually develop it into a lifestyle enterprise. However, Ronik's ambitions extended beyond merely creating a lifestyle business; he aspired to build an enterprise with the potential for future sale. To achieve this, he engaged with agency coaches to explore alternative models that would allow for rapid scaling and eventual sale. Inspired by design firms that successfully productized their services, Ronik noted the absence of similar strategies within the agency sector at that time. Determined to innovate, he set out to implement this approach in his own agency. Accelerating Success: The Impact of Agency Peer Groups Reflecting on his personal journey, Ronik believes that one of the most impactful decisions he could have made earlier was to seek out a mentor and join a mastermind group. His experience has shown that being part of an agency group and learning from industry experts can dramatically accelerate growth and success. By being part of a community of like-minded individuals, a step he took during his third year of owning an agency, entrepreneurs can gain valuable insights, advice, and support that can help them navigate challenges and make informed decisions. However, changes don't happen overnight. It took Ronik a couple of years to learn and implement what he learned, so he could have potentially achieved his goals in half the time if he had joined sooner. Ultimately, engaging with others and sharing experiences, helped him gain the confidence to try different things and improve his business strategies. Moreover, things won't just happen unless you challenge yourself to actively participate in these communities to reap the full benefits of membership. Ronik stresses the importance of showing up, asking questions, and seeking help when faced with challenges. Being proactive and engaging with other members is the best way to leverage the collective knowledge and expertise of the community to overcome obstacles, find solutions, and achieve their goals. Building Value for Buyers: Lessons in an Agency Exit Strategy When it came time to sell, Ronik didn't have one particular reason to take this step. The timing was right, the offer was just right, and he had always envisioned he would sell at some point. Outside of just waiting for the right moment, he does recommend preparing for that moment by making a shortlist of potential buyers and initiating conversations with them to understand what they are looking for in a buyout, as well as actively seeking out potential buyers and making introductions early on in the process. By building relationships with potential buyers and understanding their criteria for a buyout, entrepreneurs can better position themselves for a successful sale when the time comes. Ronik also highlights the importance of understanding where the weightage will go in a potential buy

Would you like access to our advanced agency training for FREE? https://www.agencymastery360.com/training Do you price your agency services based on time spent or based on value delivered? Your fees should reflect the expertise you bring to solving your client's challenges, not how long it takes. If you still consider time your most valuable metric, it may be time to reassess the true value you offer. Our featured guest started her career in PR and ventured to start an agency after becoming disillusioned with corporate decision-making; often neglecting the best interests of both teams and clients. She set out to build an agency that would get the job done while not losing sight of their values. Tune in to learn how she learned to appreciate the value she brought to clients and how that changed the way she prices her services and structured her offer. Sharon Robustelli is the founder of Ten3 Public Relations, an agency with a mission to elevate female founders and help them raise their authority in their industries. She shares her journey from starting in entertainment PR to eventually founding her own agency and figuring out the struggle between value and time. In this episode, we'll discuss: Figuring out the pricing struggle between value and time. A surefire foot-in-the-door strategy. Fueling creativity and innovation for your agency team. Subscribe Apple | Spotify | iHeart Radio Sponsors and Resources E2M Solutions: Today's episode of the Smart Agency Masterclass is sponsored by E2M Solutions, a web design, and development agency that has provided white-label services for the past 10 years to agencies all over the world. Check out e2msolutions.com/smartagency and get 10% off for the first three months of service. Turning Frustration into Motivation and Innovation Injustice can serve as a powerful catalyst for change and achievement. This is what inspired Sharon to establish her agency "out of spite." With a degree in public relations—an increasingly rare credential—she embarked on her career in entertainment PR. After a decade of mastering this segment of the industry, Sharon began to explore opportunities for a strategic pivot. This transition ultimately led her to consumer PR, igniting a passion that continues to drive her work today. As she climbed the ranks in the agency world, Sharon reached a point where she was exposed to the inner workings of decision-making at a higher level. This experience opened her eyes to the bureaucracy, internal politics, and priorities that were not always in alignment with what was best for the team and the clients. She felt disillusioned by the way decisions were made and the lack of consideration for the impact on individuals' lives. More than anything, she was taken aback by how much time was lost with bureaucracy and trying to look smart and strategic to clients. She was determined to create a space where she could prioritize the well-being of her team and focus on serving her clients in a way that aligned with her values and mission. In doing so, she took a bold step towards creating a more equitable and empowering work environment for herself and those she serves. Figuring out the Pricing Struggle Between Value and Time The biggest 'aha moment' that led Sharon to leap into starting an agency realizing the the struggle between her value and her time. She recognized that her value lies in her experience and knowledge rather than the amount of time she spends on a project. This shift in mindset allowed her to break free from the traditional agency model and start her own agency, where she could focus on delivering tangible results efficiently and effectively. She had not internalized she was good at what she did and figured if someone paid her to do something it meant she had to spend a certain amount of time doing it. In the end, clients are not paying for the number of hours spent on a project; they are paying for the expertise, creativity, and strategic thinking that professionals bring to the table. Prioritizing expertise is a way for agencies to deliver higher quality work in less time, ultimately leading to greater client satisfaction and long-term success. Sharon's advice is to embrace your expertise and acknowledge the value it brings to the table. This also extends to pricing strategies, as she highlights that charging for the time spent doing something meant losing money for her. Instead, charging based on the value provided will allow you to command higher prices and build long-term relationships with clients who appreciate the impact of their work. Establishing Expectations and a Surefire Foot-In-The-Door Strategy Understanding your value is essential for developing an offer that effectively showcases your expertise while minimizing the time and resources spent on client pitches. For Sharon, this begins with establishing clear expectations with clients right from the start of their relationship. She emphasizes her approach of not pitching a specific offer

Would you like access to our advanced agency training for FREE? https://www.agencymastery360.com/training Do you know the power of intertwining your personal narrative with your business journey? Do you know how to find the thread that unites that story with your agency's mission and values? Today's guest is a narrative strategist who built his agency around helping entrepreneurs shape their stories to attract the right clients by communicating their goals and values. Discover how owning and sharing impactful stories can set owners apart from salespeople and lead to successful outcomes. Matthew Woodget is a self-proclaimed "hopeless story addict" and the founder and Chief Storyteller of Go Narrative, an agency focused on supporting changemakers by helping them reshape their narratives and align them with their vision. Matt believes in the importance of stories in building meaningful connections and achieving collective business success. He delves into the common pitfall of sharing too much information too soon, leading to missed opportunities in sales. He highlights the power of owning and sharing compelling stories to differentiate oneself and drive success. In this episode, we'll discuss: The power of a well-crafted narrative. The Seven Types of Business Stories. Finding the heart of your story. Subscribe Apple | Spotify | iHeart Radio What is the Power of Narrative and Storytelling in Business? As a narrative strategist and lover of stories, Matt knows the importance of storytelling in business and personal relationships and its power in shaping one's narrative, building meaningful connections, and ultimately achieving collective success with and through others. Although he doesn't particularly like the term storytelling, Matt recognizes it as a powerful tool to get people's attention. To him, we are all constantly interpreting the world around us and building a picture. The way we communicate this is where we start to touch on the concept of storytelling, whether it is to get somebody's attention, get children to learn an important lesson, etc. In today's fast-paced and competitive world, the ability to tell a compelling story is more important than ever. Whether you are a business owner, a salesperson, or an individual looking to make an impact, it can be a powerful tool to communicate your message, connect with others, and achieve your goals. By mastering the art of storytelling, agency owners can effectively communicate their unique value proposition, and personality, and create a memorable impression on others. 7 Types of Business Stories: Crafting Your Agency's Narrative In December 2022, Matt decided to study some popular story models. In his research, he found that, while it is a well-known and powerful storytelling framework, the hero's journey may not always align with the needs and goals of a business. Instead, he decided to focus on Booker's Seven Basic Plots and used it as the base to create a similar framework that can be adapted to businesses. His model presents things business owners deal with every day in a language they're used to using. It's a tool for clients to add to and create their own stories and provides a practical way to get people started on the journey of shaping their stories. The 7 types of business stories outlined by in this model are: The Challenge The Pivot The Catalyst Innovation Improving Experiences Changing Perceptions Growth Mindset Each serves a different purpose and can be used strategically to convey messages, inspire action, and drive change within an organization. Finding the Heart of Your Story and Discovering Your 'Why' Things are considered cliché because they ring true. However, people tend to use clichés as a crutch, forgetting to tap into what they really mean. Instead, your authentic story — your why — is the one you draw power from and drives you. It comes from your early formative years when you figured out how to live and it starts to manifest when you choose how you're going to live. When he works with clients, Matt ultimately aims to identify the heart of their story (the answer to "Why do I do this?") and the head of the story (the practical aspects); Finding the heart can be the trickier piece, and it may take going back to your childhood to find that aha moment where something clicked about the person you would become, the values you uphold, and the reason you ended up doing what you do. Identifying these elements can help individuals gain a deeper understanding of their motivations and drive and uncover the core values and beliefs that guide their actions and decisions. Storytelling as a Bridge to Connect Teams, Clients, and Communities There is no denying the profound impact of storytelling in its diverse forms and its ability to forge deep connections with others. Once you have honed your story, the key to effectively conveying it to your audience is to first instill it within your team. You may be very intentional with your agency's story i

Would you like access to our advanced agency training for FREE? https://www.agencymastery360.com/training Are you planning to buy an agency as a growth strategy? Or, do you want to make your agency attractive to potential buyers? Today's guest started his agency journey by buying an agency as an exit from his previous career in venture capitalism. He purposely sought out agencies, seeing them as cash flow machines. He looks back on that process and offers some valuable pointers and considerations for agency owners looking to buy or sell an agency in the near future. Nick Fraunfelder is the owner and CEO of Sure Oak Digital Marketing, an agency specializing in SEO, link building, paid media, and analytics. He shares his journey of buying a digital agency and transitioning from a career in venture capital to becoming a business owner. Despite skepticism from friends, his passion for revenue conversations, desire for freedom, and dictating his own future have led him on a highly successful path. In this episode, we'll discuss: Using the MED framework for a successful agency acquisition. Recasting expenses to unlock hidden agency value. Escaping the agency sales trap. Subscribe Apple | Spotify | iHeart Radio Sponsors and Resources E2M Solutions: Today's episode of the Smart Agency Masterclass is sponsored by E2M Solutions, a web design, and development agency that has provided white-label services for the past 10 years to agencies all over the world. Check out e2msolutions.com/smartagency and get 10% off for the first three months of service. Why a Digital Agency Acquisition Makes Sense on Paper Nick's decision to purchase a digital agency in 2022 raised eyebrows among his friends, who considered it a risky move in a fiercely competitive industry. However, having spent years in venture capital, making bold investments in high-risk assets, and serving as a CRO with reporting responsibilities to investors and boards, Nick found it liberating to have the autonomy to chart his own course and pursue his passion. When it came time to choose what type of business he wanted to acquire, he immediately thought of an agency, which in his view was a cash flow machine with high client retention rates. Nick's thinking was that agencies typically operate on retainer contracts, offering ongoing services like SEO, paid advertising, and analytics. The predictability and stability of this recurring revenue model make digital agencies particularly appealing to potential buyers and investors. He advises potential buyers to prioritize operational efficiencies. By recognizing and addressing these factors, buyers and investors can capitalize on the stability and predictability that digital agencies offer, ensuring a sound investment with long-term potential. Maximizing an Agency's Value by Focusing on Multiples, Earnings, and Debt The way Nick makes money in acquisition deals is through a concept called M.E.D. (Multiples Expansion, Earnings Expansion, and Debt Paydown). Multiples Expansion: If agency owners can expand their multiple by focusing on a niche, making their agencies more sticky, they'll have better renewal rates and a better price in the market. Earnings Expansion: For this, focus on increasing your bottom line and get rid of unnecessary expenses. Debt Paydown: In his case, Nick did take on debt and set out to pay it in a certain amount of time. For instance, if he buys for $5 million, he would pay it off all in five years and sell it again for $5 million, effectively securing $5 million with minimal initial investment. In his experience, agency owners can get a very good deal if they make themselves attractive by paying attention to these elements. Unlocking Hidden Value by Recasting Agency Expenses The number one rule for Nick buying a business with debt was that the bank gets paid every month. He needed to make sure there was enough margin every month to both pay the bank back, make payroll, and finally, pay himself. This is where buyers should be aware of the importance of recasting expenses for better EBITDA (Earnings Before Interest, Taxes, Depreciation, and Amortization). Recasting expenses involves identifying and adjusting non-recurring or discretionary expenses that may not continue under new ownership. These expenses may include one-time investments, personal expenses, unnecessary overhead costs, or expenses related to activities that are not essential to the core operations of the business. Recasting these expenses will allow to improve the EBITDA, making the business more attractive to potential buyers and increasing its valuation. In the context of a digital agency, recasting expenses can have a significant impact on the overall financial health of the business. For example, expenses related to marketing, operating costs, tools, or other non-essential expenditures can be identified and eliminated to improve the bottom line, leading to a higher valuation and potentially attracting more buyers or investors. Unc

Would you like access to our advanced agency training for FREE? https://www.agencymastery360.com/training Are you seeking the best approach to train your sales team? Have you considered implementing a foot-in-the-door offer? Today's featured guest reflects on past mistakes made while attempting to step away from sales, and shares a recent success could lead to a complete overhaul of the sales funnel, resulting in a tenfold increase in the closing rate. Tune in to hear about the journey from startup life to agency ownership and the creative acquisition strategy he's using to become his own client and create the ultimate success story. Jim Huffman is the CEO and founder of Growth Hit, a customer-centric growth marketing agency that specializes in technical marketing. He shares his journey of becoming an accidental agency owner, some lessons learned about building a sales team, and his careful approach to crafting a foot-in-the-door offer that could boost his agency's sales funnel. In this episode, we'll discuss: Lessons in crafting a successful agency team. The Power of the Foot-in-the-Door Offer. How to become your own client and create the ultimate success story. Subscribe Apple | Spotify | iHeart Radio At the start of his career, Jim juggled marketing, creative, and sales for a couple of successful startups while also teaching marketing at General Assembly. As his reputation for delivering top-notch classes grew, so did the number of requests for his marketing expertise. This led him to take on freelance marketing projects, which eventually flourished into a full-fledged business. Like many entrepreneurs, Jim faced the challenge of pricing his services when the freelance work started pouring in. Initially, he quoted a modest $500, thinking it was a great price. However, as he sat down to do the work and calculated the amount of hours it took, he realized he could have made more working at Dunkin Donuts. That was his first lesson in raising agency prices. An Agency Owner's Journey from Salesman to Strategic Leader The realization that he needed to fire himself from sales was a pivotal moment in Jim's entrepreneurial journey. After getting a taste of what it was to work on the business instead of in the business, he recognized the need to step back from certain roles to focus on higher-level strategic tasks that would drive the growth of the business. Around this time, Jim's current partner interviewed for a junior role. Although he was overqualified for the position, he expressed his willingness to discuss other ways he could bring value to the agency, which eventually led to his appointment as COO. By hiring a COO specializing in conversion rate optimization, Jim saw the value of bringing in experts to take his agency to the next level. He quickly recognized the importance of not getting in the way and using that time to focus on other aspects of the business. The process of firing yourself from various roles within the business can be challenging and uncomfortable. It requires letting go of control, trusting others to handle important aspects of the business, and investing time and resources into training and development. In Jim's experience, once he started he quickly began looking for other roles where he could replace himself. He says the trick is to start small and work yourself up to what you feel will be most difficult to delegate, which in his case was sales. The key is to keep in mind you're working to build a business where you're not just another cog in the machine. Missteps and Lessons in Crafting a Successful Agency Sales Team A key aspect of success in firing himself from sales was Jim's focus on building a strong sales team. However, it was not a seamless process and he acknowledges there were a few mistakes along the way. One notable misstep was hiring a salesperson without ensuring there was enough lead volume to support them. In hindsight, Jim recognizes this as a glaring oversight on his part as the business owner. Additionally, he still didn't understand the differences between different roles in the sales team, like what a hunter does versus a closer. He also hired people and provided them with the agency's CRM, processes, and automation, instead of focusing on getting a solid sales script and making sure his new hires could close. One specific challenge Jim has found while training his sales team to replace him is customers who want to have an in-depth conversation about aspects of their services that not every salesperson would understand. In these cases, you don't necessarily have to have a specialist. Instead, build these types of scenarios into your training. Some valuable strategies agency owners can implement include creating a repository of success stories that your sales team can reference during sales calls and offering a foot-in-the-door. This way, they'll have valuable examples of past successes to demonstrate the agency's ability and get a little bit more into detail regar

Would you like access to our advanced agency training for FREE? https://www.agencymastery360.com/training Are you making a mark in your specific niche? Have you taken the necessary steps to elevate your brand and attract your ideal customers? Our guest today, a seasoned agency owner with fourteen years of experience working with influencers believes these are areas where agencies could learn from influencers, who by heavily focusing on developing their brands can grow to compete with big brands that have historically overshadowed smaller competitors. Tune in to learn more about her agency's approach to influencer marketing and why you should stop being a volunteer at your own agency. Casey Benedict is the CEO and founder of Maverick Mindshare, an influencer marketing agency with over 14 years of experience in the industry. Casey shares insights on working with influencers, emphasizing the importance of expertise, processes, safeguards, and quality assurance; she also talks about learning to delegate and the importance of finding your zone of genius and staying in that lane as a way for owners to always stay in touch with the parts of the business they most enjoy. In this episode, we'll discuss: Using influencer collaborations to grow your agency. What agencies can learn from influencers. Changing your mindset from volunteer to visionary. Subscribe Apple | Spotify | iHeart Radio Sponsors and Resources E2M Solutions: Today's episode of the Smart Agency Masterclass is sponsored by E2M Solutions, a web design, and development agency that has provided white-label services for the past 10 years to agencies all over the world. Check out e2msolutions.com/smartagency and get 10% off for the first three months of service. Being the Bridge for Brands and Influencer Marketing Casey's journey into the world of influencer marketing began with her own experience as a home baker and blogger. She was inspired by the community of food bloggers and the potential for brands to leverage their influence. This experience led her to a blogger retreat, where she observed the challenges faced by bloggers and PR agents in collaborating effectively. It also sparked the idea of becoming the bridge between bloggers and brands — and her agency was born. Through her agency, Casey has successfully facilitated mutually beneficial connections between influencers and brands, prioritizing the quality and authenticity of influencer campaigns. In today's landscape, numerous influencers are rivaling major brands, such as Mr. Beast's Feastables competing with Hershey's and Logan Paul's immensely popular energy drink. This presents a compelling opportunity for agency owners to tap into, enabling them to compete with the largest global agencies by elevating their brand. Combining Agency Processes with the Human Elements of Influencer Marketing Casey's agency has been working with influencers for over 14 years and she disagrees with the common perception that influencers can be difficult to work with. Although she acknowledges this is likely due to her agency's expertise and attention to processes. She attributes this perception to the fact that influencers are human beings, with their unique personalities and perspectives. In traditional marketing, the focus is often on digital media buys or static content, whereas influencer marketing involves collaborating with real people who have the power to engage audiences authentically. This human element introduces a level of unpredictability and risk, but Casey believes that with the right processes and safeguards in place, these challenges can be mitigated. How Clarity Plays a Role in Marketing Your Agency Over the past fifteen years, influencers have shown us that by being authentic and true to themselves, they can compete against major corporations and make a significant impact in the industry. Likewise, it is crucial for agencies to elevate their brand and stand out boldly to compete against the biggest companies in the world. Understanding your brand thoroughly can be a time-consuming process, but by defining core values and target audience, you can establish a strong foundation and set a clear direction for you and your team. This clarity not only guides your decision-making process but also helps you connect with your audience on a deeper level. Agency owners often dedicate most of their time to helping their clients and overlook the need to focus on their own business. Casey has also faced this challenge, but she recognizes the importance of building a brand that resonates with people. Imposter syndrome, self-doubt, or fear of judgment are just some of the reasons holding agency owners back when it comes to sharing their thoughts and ideas with the world. Despite the plethora of opinions on social media about how to build a brand, putting yourself out there requires courage, vulnerability, and a willingness to take risks. Overcoming these barriers demands starting small, embracing unique strengths,

Would you like access to our advanced agency training for FREE? https://www.agencymastery360.com/training Are you considering narrowing your focus in the near future, or do you prefer to retain the flexibility to take advantage of growth opportunities in specific sectors? Our featured guest established a PR agency by recognizing the potential to connect forward-thinking companies with journalists. In the current uncertain economic climate, she opts for diversification and maintains the agility of her agency to capitalize on the expansion of emerging sectors. Gain insights into her journey of building a PR agency that harnesses technology to enhance brand visibility, her pivotal moments in realizing the agency's success, her strategies for solidifying its growth, and the ongoing learning curve inherent in the agency's evolution. Amy Jackson is the founder of TaleSplash, a PR agency focused on effectively helping startups and emerging brands. She shares her journey from working in corporate PR to starting her own agency, discusses the role of the media in times of change, and explains how the agency is using AI to efficiently connect journalists with relevant sources and products. In this episode, we'll discuss: The power of versatility and adapting to economic shifts. Getting beyond the $ million mark. Why growing an agency is a continued learning experience. Subscribe Apple | Spotify | iHeart Radio The Art of Brand Elevation and Media Matchmaking After a decade in the corporate world and navigating the challenges of the pandemic, Amy recognized the pivotal role of media in shaping people's understanding of the world. This realization sparked her vision of bridging innovative companies with journalists to promote their products. Serving as a matchmaker between clients and journalists, she has steadily expanded her agency, empowering founders to elevate their brand awareness and position themselves as valuable resources for journalists. So far, her agency journey has been one of discovery. As much as one can prepare themselves, speak with other owners, and read about the experience, you won't really know until you jump in and start your journey. Her first year with the agency was about building and creating. After that, each year has brought on new challenges as they grow, like staffing and learning to run the business profitably. Overall, she always keeps in mind what clients want from her agency, which is coverage at big outlets, speak at conferences, and have people pay attention to what they represent as thought leaders to bring in more customers, investors, and have more credibility. This commitment to meeting client expectations is vital in the face of intense competition, ensuring the agency's ongoing relevance in the industry. Building an Agency Team of Experts Amy first felt the momentum of her agency when she began enlisting the support of experienced individuals, enabling her to deliver top-notch services to her clients. She surrounds herself with people who have decades of experience. As a result, has been able to offer a diverse range of services and support to her clients, ultimately leading to their success. Her team has helped multiple clients be recognized by the White House, brought into Senate hearings, and be a part of important conversations in the media. This level of support and expertise has added immense value to her clients and set her agency apart from others in the industry. All this is possible thanks to the team of experts she assembled. The Power of Staying Versatile and Adapting to Economic Shifts Amy cites the current economy as a key factor in why she hasn't niched down her services. Amy's agency needs to remain fluid during tough times while certain niches have their moment. Versatility makes it easier to focus on some key industries like AI, climate solutions, lifestyle brands, and health tech. By diversifying, Amy can capitalize on growth opportunities in various sectors and mitigate risks associated with focusing solely on one industry while allowing her agency to adapt to changing economic conditions and industry trends, ensuring long-term sustainability and success. Growth Strategies to Get Beyond the $2 Million Mark Up to this point, Amy has relied on personal networking to drive her business. She has explored various marketing channels such as lead generation, attending events and conferences to connect with other industry professionals, and has also received some referrals. However, the majority of her agency's growth has been attributed to meeting people at events. Typically, this approach can only take a business so far, usually up to the $2 million mark, before hitting a ceiling. This is because the potential to meet new prospects at events is limited. To surpass this point, it is essential to establish alternative channels for business growth. These channels are: Inbound: This includes social media, podcasts, blogs, website, and ads as ways for the clients to fin

Would you like access to our advanced agency training for FREE? https://www.agencymastery360.com/training Is your agency prepared for a strategic acquisition to accelerate its growth? What advantages does an acquisition offer compared to organic growth? Do you have the necessary resources to navigate the acquisition process while ensuring the continued growth of your agency? Our featured guest today will discuss his ongoing acquisition process, outlining his reasoning behind this move, sharing why this felt like the perfect moment for an acquisition, and how he kept his peace of mind during this time-consuming process. Manish Dudharejia is the founder and CEO of E2M Solutions, one of the largest white label services agencies with clients all over the globe. Manish is a friend of the podcast who's been on previously talking about big decisions agency owners need to make and sharing hiring tips for agencies. On this occasion, he discusses the recent acquisition of a white label WordPress development company, adding over 80 new team members and 100 new agency clients to their existing roster. He explains the decision-making process behind choosing to acquire rather than solely build, emphasizing the need for rapid growth and expansion in serving over 300 agency clients globally. In this episode, we'll discuss: Strategic acquisitions as a strategy for agency growth. Acquisition vs. organic growth. 2 tests for cultural compatibility. The Lion Framework. Subscribe Apple | Spotify | iHeart Radio Strategic Acquisition as a Fast-Track to Agency Growth Manish has been building E2M for the past ten years and recently embarked on a new phase in his journey by adopting acquisition as a growth strategy. Why now? One of the key reasons was the ability to acquire clients and add new team members rapidly. When it comes to rapid expansion, acquisition stands out as one of the most effective strategies for an agency. Manish had a clear objective to increase his agency's scale by around 50% over the next three years. While achieving this organically was not impossible, it would have been time-consuming and presented its own set of challenges, so an acquisition made sense. By acquiring an existing company, E2M was able to instantly add 80+ new team members and over 100+ agency clients to its portfolio. This immediate influx of resources and clientele allowed E2M to scale up its operations significantly and achieve its growth goals much faster than if it had pursued organic growth strategies. Ultimately, Manish's goals of dominating his niche in a short amount of time required a big investment and he opted to make a big move that would take less time. This way, combining forces with another company in the same space allowed E2M to strengthen its market presence and establish itself as a dominant player. The Biggest Appeal of an Agency Acquisition For Manish, the biggest appeal of an acquisition is that it'll bring your agency new customers and especially new talent. Building a strong team is no small feat, and the process can be disheartening. However, acquiring a company with a skilled team already proficient in the area where Manish aims to expand can significantly expedite his agency's growth and heighten its chances of success. Of course, is not as easy as finding a great team and adding them to your company. It's crucial to consider the cultural fit between the acquiring and acquired companies. Culture plays a pivotal role in the success of an acquisition. Misaligned cultures can lead to integration hurdles, increased employee turnover, and ultimately impede the success of the acquisition. Therefore, gaining a deep understanding of the company being considered for acquisition is essential. This understanding provides valuable insights into its operations, culture, team dynamics, and overall potential for success. In Manish's case, he knew exactly what to expect, having established an eight-year relationship with the owners of the acquired company that provided a clear understanding of its internal workings, team dynamics, and overall performance. This familiarity allowed for a smooth transition and integration of the new team into his agency. Vetting Acquisition Targets: 2 Tests for Cultural Compatibility There are two big tests to pass before embarking on an acquisition process. First off, ask yourself can you take an entire month off from the business and find it has grown when you come back? The second test is for those who don't have the luxury of having known the other company for many years and can attest to how they work. Do a test project with the company you're planning on purchasing. This way, you can see first-hand how you would work together. Regarding this second step, Manish goes even further and prompts agency owners to ask themselves if they would invite the CEO of the company they want to purchase to have dinner at their home since most likely they will be a reflection of their company culture. Finally, Man

Do you run a virtual agency or a more traditional in-office business? It all comes down to what suits your and your team's work style, and one agency owner has found a way to incentivize in-office days. She also shares the lessons learned after two big clients left within weeks of each other. This feature guest has constantly been evolving and adapting to change. She shares her reasons for being an advocate for the collaborative and innovative environment that comes with a shared physical workspace. She also shares the challenges she has faced that forced her to diversify her client roster and empower her team to be independent. Sarah Segal is the CEO and founder of Segal Communications, a public relations, social media, and influencer marketing agency that specializes in crafting communication strategies spanning the events, hospitality, and food niche. She shares her journey from broadcast journalism to accidental agency ownership. Sarah also talks about why she established a hybrid agency show where she encourages her staff to go to the office, and the decision to resize her agency and diversify their client roster. In this episode, we discuss: An innovative approach to promoting office culture. Adaptability and resilience when big clients leave. Building a self-reliant agency team. Subscribe Apple | Spotify | iHeart Radio Going from Broadcast Journalist to Accidental PR Agency Owner Sarah began her career as a broadcast journalist in New York City, first working behind the scenes for various networks before transitioning to an on-camera reporter. However, her move to San Francisco marked a significant turning point in her life. While covering a particularly harrowing story, Sarah, now a new mom, found herself unable to desensitize herself from such distressing content. This realization prompted her to pivot her career path. This new stage of her career involved moving into PR and working starting in in-house positions before eventually moving to an agency, where she reunited with an old college friend who first presented the idea of starting an agency together. Sarah was working a couple of freelance gigs and a particular opportunity to launch a resort in Sun Valley, Idaho offered the perfect chance for the agency's first gig. Following her partner's departure for an in-house role, Sarah has successfully operated as a solo agency owner ever since. An Innovative Approach to Promote In-Office Culture Sarah, a forward-thinking advocate of new technologies and platforms, initially established her business as a virtual agency even before the pandemic. However, as she began to expand her team with freelancers and staff, she quickly recognized the irreplaceable value of in-person communication within her PR agency. Face-to-face interactions and fostering a sense of community in the workplace were paramount to her. While her team had become accustomed to remote work, Sarah sought to strike a balance between virtual and physical presence. She carefully selected an office space that felt like a home away from home and introduced amenities such as work slippers. Furthermore, she implemented mandatory office days for all staff members. She created a point-based reward system for additional days in the office. Points are cashed info things like extra PTO, high-end headphones, and even international travel. This way, days at the office don't have to feel like punishment for her staff and she is leaving room for them to spend extra days of the year there at their choosing. This not only fosters a sense of community and camaraderie among team members but also allows for more spontaneous and creative interactions that can lead to better collaboration and idea generation. When Big Clients Leave: A Lesson in Adaptability Every entrepreneur is cautious about how they move ahead with growing a company. Throughout the years, Sarah has received all types of advice about what not to do with her agency, and, by heeding this advice, she successfully expanded her client base, securing several major accounts. However, when the agency lost two of those clients in six weeks, Sarah had to start making tough decisions to stay afloat. Unfortunately, this meant she had to lay off part of her staff leaving her feeling terrible, yet also relieved about being able to make payroll. This experience served as a poignant lesson that she hopes never to repeat. Since losing those clients, Sarah has restructured her agency to diversify their portfolio. Now, her agency does not focus solely on big clients and has a range of small and mid-size clients. This way, if any of those clients depart, it has no impact on her P&L. By spreading out the risk across multiple clients, the business owner was able to protect their bottom line and ensure financial security moving forward. Furthermore, diversifying clients also opens up opportunities for new business relationships and partnerships. By working with a range of clients, the business can expand its net

What does it take to be truly remarkable? Do you struggle with imposter syndrome? Even uber-successful entrepreneurs like Guy Kawasaki have had those moments. Transitioning from corporate giants like Apple, Inc. to crafting a legacy of remarkability, he has devoted the latter part of his career to unraveling the essence of extraordinary achievements and the secrets of remarkable personalities. Learn more from Guy Kawasaki's reflections on navigating the dichotomy of being undervalued and overvalued throughout his career, his unwavering commitment to paying it forward, and his enduring quest to craft a legacy that transcends generations. Guy Kawasaki is a world-known marketer, author, speaker, and podcaster whose career has lately focused on empowering and inspiring people to reach their full potential. His expertise spans innovation, entrepreneurship, and social media, and he has worked with esteemed clients such as Apple, Nike, Audi, Google, and Microsoft. Currently serving as the Chief Evangelist at Canva, he is fervently committed to helping people become extraordinary through his latest book. Learn about his fascinating life story and insights on career progression and personal growth. In this episode, we'll discuss: What is an evangelist and how does it relate to marketing? Overcoming self-doubt and hidden benefits of imposter syndrome. Guy's advice on growing a successful marketing agency. Subscribe Apple | Spotify | iHeart Radio Sponsors and Resources E2M Solutions: Today's episode of the Smart Agency Masterclass is sponsored by E2M Solutions, a web design, and development agency that has provided white-label services for the past 10 years to agencies all over the world. Check out e2msolutions.com/smartagency and get 10% off for the first three months of service. The Evolution of Success: an Entrepreneur's Career in Thirds Throughout his career, Guy has experienced the spectrum of financial success, from feeling undervalued in the early stages to being pleasantly surprised by the substantial offers he received later on. Now, he views his career path in thirds. For the first third of his career, he felt underpaid for his accomplishments. However, in the second third of his life, he found himself being offered significant sums of money for his work. He knew how much he wanted but was surprised to see people were willing to pay that sum. Now, in the final third of his life, he is financially stable and focused on giving back. Looking back on his journey, he reflects on the importance of not having everything handed to him as a way to build character and resilience. He had to work hard, prove himself, and continually strive for more to reach the level of success he has achieved, something for which he is now thankful. With such an interesting and successful career, Guy now aims to leave a legacy of empowering others, which he actively pursues through his podcast and writing, solidifying his commitment to positively impacting people's lives. Chief Evangelism Officer: Spreading the Word on Innovation Guy is currently the Chief Evangelist at Canva, a position he previously held at Apple as well. According to the definition of evangelism, this means he is dedicated to spreading the good news about products that can benefit others, emphasizing their value in enhancing creativity, productivity, and communication. To him, evangelism goes beyond traditional sales tactics because it's about genuinely believing in the value of what you are promoting and wanting to share that value with others. It is about making a positive impact on the lives of others by introducing them to something that can improve their quality of life. Whether it is through promoting a product that enhances creativity or sharing a personal success story, spreading the good news can have a ripple effect, encouraging others to pursue their own goals and dreams. This is why being an evangelist is very close to his heart and something that influences the rest of the work he does. Overcoming Self-Doubt and Finding the Hidden Benefit of Imposter Syndrome Thinking back on his career, Guy reflects on the things that held him back at times and finds that most people are held back by their mindset. You can have people in your life who don't believe in you and, as much as it sucks it's also a relatively easy thing to ignore as long as you believe in yourself. However, if you don't believe in yourself, then that's a real problem. In his experience, this kind of mentality can slow your progress, as it did for him back when he was writing his first book. Filled with self-doubt, he wondered if he had what it took to publish a book. Thankfully, he was able to overcome this by realizing that he didn't need external validation or permission to pursue his passion. It's a thinking he carries with him and advises anyone to adopt, whether they wish to write a book, make a movie, or try anything new. Doubts about one's capabilities often stem from imposter syndrome

Have you considered the potential for growth through a strategic acquisition? How do you anticipate the agency owner's role evolving during an acquisition process? What steps can be taken to ensure a seamless integration once the deal is finalized? Our featured guest today has undergone a significant transformation, transitioning from white label to a more comprehensive service offering and shifting from project-based to retainer-based services. Now, she embarks on a new journey for her agency as she navigates a strategic acquisition. Tune in to hear about the evolution of her career and what she's learned about setting the course for a smooth agency transition and post-acquisition planning. Leah Messina is the founder and CEO of Sinuate Media, a full-service digital marketing agency that works as equal parts data analytics, creative genius, and strategic mastermind for its clients. Leah recounts her transition from the entertainment industry to establishing her own agency in New Mexico, highlighting key milestones such as the shift to a retainer model and the expansion of services through a strategic acquisition. In this episode, we'll discuss: The downside of the white label model. Shifting to a retainer model. Seeking to grow through a strategic acquisition. Post-acquisition planning and integration. Subscribe Apple | Spotify | iHeart Radio From White Label to Reinvention: Adapting to Market Shifts Leah always wanted to have her own business and, after working in digital publishing and working at a small digital agency, she fell in love with this evolving industry and felt drawn to the emerging technology. Leah's agency opened for business in 2006 and initially operated as a white label agency, providing services to larger media agencies who would then resell them to clients. While this arrangement allowed her team to work on prestigious projects, it also relegated them to the background, handling the day-to-day marketing tasks and creative execution. The economic downturn revealed the drawbacks of the white label model, with clients delaying payments and seeking to internalize services. This shift led to a substantial loss of business, as white label clients accounted for approximately 70% of their revenue at the time. Determined to overcome this setback Leah thought about some of the requests they sometimes got from customers, and identified an opportunity to diversify their services. The shift was not easy, as it meant redefining the agency's business model and finding new ways to generate revenue. By embracing it, she showcased her willingness to embrace change and steer the agency towards a more sustainable and diverse future. Transitioning to a Retainer Pricing Model As she reevaluated her service offering, Leah also started thinking about the direction of the business and making strategic changes to adapt to the evolving needs of clients and the industry, which included a shift from project-based work to retainers. With projects, the focus was on delivering work efficiently and quickly, while retainers required building long-term relationships and serving as advisors to clients. This shift necessitated more integration with clients, being involved in early conversations, and offering solutions to operational issues that could impact marketing efforts. During this transition, Leah's agency was able to keep some key clients who were in the process of launching new businesses, which was a definite win. Apart from that, attracting new clients and retaining existing ones demanded additional sales efforts, such as public speaking and marketing training. One of the primary challenges encountered in this shift to retainer-based work was persuading clients accustomed to giving orders to seek advice instead, which took positioning themselves as trusted advisors by showcasing their expertise. Additionally, Leah's team had to find a balance between providing valuable resources and not undermining the positions of marketing directors or CMOs. Charting a New Course for Growth with a Strategic Acquisition After two years of putting a heavy focus on the sales side of the business, Leah has been able to step away from the day-to-day operations and the role of project manager. Now she's focusing on the business development side. Looking ahead, her plans for the agency include integrating AI into their work and expanding through acquisition, specifically a web development company to enhance their services and capabilities further. In terms of fit, Leah focused on cultural fit, niche expertise, profitability, and the retention of key personnel as the main features to ensure a smooth transition. She also looked for an agency with a good process that didn't require immediate huge changes. This way, they could just get to work and optimize it over time. Right now, her mayor concern is how to integrate the teams and manage client expectations. In some cases, this requires keeping the acquisition a secret from clients for

Are you the bottleneck in your own agency's growth? Does the weight of every decision rest on your shoulders, leaving you overworked and your team underutilized? This guest is a successful agency owner who found himself in the industry after being laid off during the global economic crisis. He turned this setback into an opportunity and started his own business. However, as the agency expanded, he realized he was hindering progress. He had to shift away from the superhero mindset and empower his team to move forward. Tune in to learn how unexpected events can lead to new beginnings and the importance of seizing opportunities. Irwin Hau is a successful entrepreneur running two agencies: Chromatix, an agency focused on stunning web design that drives users to engage faster; and ConversionCow, a SaaS focused on lead conversions. He shares his journey from working at top ad agencies to starting his own businesses. Despite being made redundant during the Global Financial Crisis, Irwin took the opportunity to venture out on his own in a move that ultimately shaped his success in the business world. In this episode, we discuss: Unlocking agency potential by shedding the superhero mentality. Rethinking agency roles. The Lion Framework. Subscribe Apple | Spotify | iHeart Radio Sponsors and Resources E2M Solutions: Today's episode of the Smart Agency Masterclass is sponsored by E2M Solutions, a web design, and development agency that has provided white-label services for the past 10 years to agencies all over the world. Check out e2msolutions.com/smartagency and get 10% off for the first three months of service. Going from Redundancy to Resilience The global financial crisis of fifteen years ago was a pivotal moment for Irwin. Despite having worked at the top two agencies in Melbourne and loving his job, he found himself made redundant – a harsh reality that could have easily crushed his spirit. However, Irwin's philosophy was simple: life's too short to wallow in self-pity, and true character is revealed in how one picks himself up. Instead of giving up, he seized this unexpected turn of events as an opportunity to pursue his long-harbored entrepreneurial dreams. Yet, as any business owner knows, the path to success is rarely a straight line. He faced challenges, struggled to find clients, and had to take on low-paying projects just to keep the business afloat. However, his passion for making websites fueled his resilience and he continued to push forward. This unwavering passion fueled Irwan's resilience, enabling him to push forward despite the obstacles. To him, true resilience isn't merely about bouncing back from failure; it's about adapting, growing, and thriving in the face of challenges. It's a mental toughness and determination to keep going, even when the road ahead seems insurmountable. Shedding the Superhero Mentality to Unlock Agency Potential Irwin understood at some point he was becoming the bottleneck at his agency. Everything had to go through him and the first step to solving that was learning to let go. His initial reluctance to delegate stemmed from a fear of losing control and a belief that he was the only one who could do things the right way. However, as he reflected on his own mindset and the impact it was having on his team and his business, he recognized holding onto this mentality was hindering growth and limiting the potential of his team. Ultimately, he was working more hours and was constantly tired. The fact that everyone came to him for everything slowed the overall process. Instead of being the central figure, he should've been the one bringing superstars together to build something great. The more he was tying himself to every project, the harder it was to scale. In the end, people didn't necessarily want "Irwin's results," they wanted the results Irwin's team got. Ask yourself which "line" your agency is currently on: 1. Unfocused line 2. Emergency line 3. Table line Whenever you find yourself in the emergency line, remember the easiest job in the world is the hardest to do by yourself. Yet, the hardest job can become the most rewarding when you have a team to support you. Trust in your team and rely on them to help you get through the emergency line(s). Rethinking Agency Roles: Is Someone Else the Better Leader? Once he decided to address the bottleneck situation, Irwin called his team. Following the "important and urgent matrix," he instructed them to take care of all important and urgent tasks themselves while deciding what to delegate, delay, or eliminate from the rest. They also conducted an exercise where mentally every member of the team, including himself, was fired. Then they wrote down who they needed and wanted on the team based on their overall goals and whether they were the right fit for the role. This exercise can help agency owners not only assess the team but also whether they are the best suited to lead the team or if someone else could be doing a better job. Once

Have you ever felt like a broken record with your team? Do you find yourself repeating the agency's goals and vision, only to be met with glazed-over expressions? Have you effectively communicated the agency's direction and vision? It's a common struggle for agency owners to feel they're desperately trying to rally the troops behind a unified purpose, yet somehow missing that elusive "click" of genuine understanding and buy-in. Today's guest is a specialist in the art of leadership alignment and how to foster authentic goal comprehension that permeates every level of your organization. Learn how leaders can achieve authentic goal understanding by talking, not just telling, and invest in aligning their teams to the business's direction for success. Julie Williamson is the managing partner at The Karrikins Group, a small boutique consultancy focused on helping leaders align and deliver on shared goals. She discusses the need for clear and easy-to-articulate goals, highlighting that repetition does not equate to clarity, and stresses the importance of engaging in productive conversations with team members to ensure understanding and alignment. In this episode, we'll discuss: Fostering authentic goal understanding among your agency team. Making sure the path toward the goal is clear. Navigating trade-offs and unified execution with your team. Subscribe Apple | Spotify | iHeart Radio How Leaders Can Foster Understanding of Agency Goals As a specialist particularly interested in executive engagement, Julie works with business owners that are having a hard time aligning with their teams to pursue a common goal. It could happen that they haven't really defined said goals but often business owners make the mistake of assuming that clarity is measured in volume – the more they repeat or emphasize a goal, the more likely their team will understand and align with it. However, this is not how alignment works. This approach often falls short because it fails to engage employees in productive conversations that help them truly grasp the goals and their significance. One of the things she encourages in these cases is to talk, not tell, when it comes to setting and communicating goals. Leaders need to invest in meaningful conversations with team members to ensure they not only understand the goals but also feel connected to them on a personal level. By involving employees in discussions about the goals, leaders can help them internalize the objectives and understand the impact of their work on achieving them. One of the key aspects of engaging in these conversations, as Julie explains, is ensuring that team members can articulate the goals in their own words and understand the underlying drivers behind them. This deeper level of understanding will allow them to make informed decisions and choices that align with the shared outcomes. Bridging Individual Roles to the Overarching Purpose To ensure each team member understands and works towards a common goal there must be consistency in how every member is contributing to the overall goal. Just because the goal is clear it doesn't guarantee that the way to the goal is clear. Each individual may have a different perspective on how to achieve the goal based on their role and responsibilities within the organization. Therefore, leaders must clearly articulate the goal and ensure everyone understands what it means in the context of their own work. Otherweise, different employees may end up having their own interpretations of thegoal and behave differently in moments when they need to use their discretionary decision-making skills. To address this challenge, leaders must create a shared understanding of the goal and how each individual's efforts contribute to it. This can be achieved through open communication, collaboration, and a clear alignment of roles and responsibilities. By fostering a culture of teamwork and shared purpose, organizations can ensure that everyone is working towards a common goal in a coordinated and effective manner. Empowering Leaders to Navigate Trade-Offs and Unified Execution As a leader, try to look for people who share your core values because this is how to find the ones you don't have to manage once you communicate the overall goals. This can be especially challenging once you start to scale. As you start hiring more people and getting more and more degrees of separation from the senior management, focus on building better leaders. Invest as much in building leaders as in building technical skills because as your agency grows. You need strong leaders who can guide and inspire their teams towards achieving the core goals and growing in the same direction. One of the key strategies Julie has been implementing is to encourage leaders to talk about trade-offs. Leaders often make decisions without fully understanding the trade-offs involved, which can impact the overall success of the organization. Even if they don't fully realize it, leaders are making tr