Agency Blueprint - SoundSage

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Could your agency's growth actually be creating the very pressure, chaos, and overwhelm that you hoped success would eliminate? At what point does scaling stop being about getting more clients and become about transforming the entrepreneur behind the business?

In this episode of The Agency Blueprint Podcast, we break down the reality of agency growth that every stage of scaling demands a new version of the entrepreneur behind the business. We explain why agency scaling is not just about increasing revenue, but about evolving systems, mindset, and leadership capacity.

Don’t miss this episode to learn why some problems can only be solved through experience, mentorship, education, and strategic hiring.

Key Questions:

[03:07] Are you still operating your agency with the same mindset and leadership style that worked at an earlier stage of growth?
[04:53] Have you noticed signs that your current management approach is no longer sustainable as your team expands?
[09:12] Do you currently have enough financial stability and cash reserves to hire the right people before burnout becomes inevitable?
[15:14] Have you been distracted by quick success promises instead of focusing on sustainable business growth?
[21:02] Are you building the business you genuinely want, or the business the internet says you should want?

What You’ll Discover:

[01:11] How every stage of business requires entrepreneurs to evolve into a new version of themselves.
[03:22] Why managing a team of ten people require a completely different leadership style than managing a team of three.
[05:25] The difficult transition between needing help and being financially ready to hire experienced talent.
[06:30] The three major business growth stages and the unique challenges agency owners face at each level.
[08:11] Why constantly “battering through walls” is not always the smartest path to business growth.
[09:52] Understanding when education, mentorship, or outside support becomes necessary to overcome business roadblocks.
[12:35] The common revenue milestones where agencies typically experience major operational growing pains.
[13:56] How infrastructure debt quietly compounds inside agencies until it creates major operational breakdowns.
[15:33] How real growth often comes from experiencing pain, failure, and difficult lessons firsthand.
[19:16] A simple framework for identifying business problems, understanding why they exist, and creating systems to solve them permanently.
[21:02] Why true growth is less about doing more work and more about becoming capable of handling the next stage of business.

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Could your biggest obstacle to entrepreneurial growth and high performance be your brain’s constant drive to survive rather than thrive?

In this episode of The Agency Blueprint podcast, I’m joined by Dr. Eugene Choi to discuss the neuroscience behind high performance, emotional regulation, and entrepreneurial decision-making. Dr. Choi is a transformational mindset coach who works at the intersection of neuroscience, high-performance psychology, and leadership with a background in clinical pharmacy and brain science. He helps founders, executives, and high-performance leaders activate the executive brain, the part responsible for clarity, focus, creativity, and decision-making under pressure. He's worked with thousands of leaders navigating stress, growth, burnout, and performance plateaus.

Listen in to learn how chronic stress creates tunnel vision, keeping entrepreneurs focused on immediate threats rather than on innovative solutions and sustainable growth. You will also learn practical and actionable tools for entrepreneurs who want to lead with greater calm, focus, and emotional intelligence.

Key Questions:

[01:21] Are you building your business from your true strengths, or are you constantly operating from survival mode and stress?
[07:30] Is your business strategy being shaped by fear, predictability, and comfort instead of growth and innovation?
[20:04] Have you truly developed the awareness needed to recognize your own subconscious emotional patterns and triggers?
[27:27] Could learning to regulate your emotions and nervous system unlock clearer thinking and better business decisions?

What You’ll Discover:

[01:38] Why stressed entrepreneurs lose access to long-term thinking and strategic clarity.
[03:34] The difference between the survival brain and the executive brain in practical, easy-to-understand terms.
[07:56] Why the brain repeatedly chooses familiar tasks that feel safe, even when they do not grow the business.
[10:17] How the body can become addicted to emotional states like anger, anxiety, and stress.
[12:59] How the fight, flight, and freeze responses show up in everyday leadership and business situations.
[17:13] The idea that many business obstacles may have simpler solutions once stress and tunnel vision are reduced.
[20:07] Why true personal development often feels uncomfortable because it requires confronting insecurities and limiting beliefs.
[24:38] How the subconscious mind operates on autopilot and shapes most daily thoughts, emotions, and behaviors.
[27:52] Practical ways to shift from survival mode into a calmer and more strategic executive state.

Connect with Eugene:

Website
Podcast: The Neurohacking Podcast

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Does your agency still feel invisible in a crowded market even after investing in better branding, sharper messaging, or a redesigned website?

In this episode of The Agency Blueprint podcast, I explain why most agencies do not have a positioning problem but a clarity problem. I discuss how true agency differentiation comes from understanding who you are, who you serve best, and the outcomes you consistently deliver.

Don’t miss this episode to learn how personal experiences and emotional connection can shape stronger positioning than surface-level marketing language ever could.

Key Questions:

[01:47] Have you spent more time studying competitors than understanding who your agency is actually best suited to serve?
[09:30] Do you actually know which clients you consistently create the best outcomes for, or are you still trying to serve everyone?
[13:42] Could staying too broad and undifferentiated be a greater risk to your agency than narrowing your focus?

What You’ll Discover:

[01:47] Why competitor research can actually make your agency sound more generic instead of more unique.
[02:38] The powerful questions you should ask yourself to uncover real positioning and differentiation.
[06:22] Why audiences can immediately sense when agency messaging is authentic versus when it is just polished marketing jargon.
[08:15] How weak differentiation forces buyers to compare agencies primarily on price and convenience.
[09:31] How to identify the clients, industries, and projects where your agency consistently performs at its highest level.
[10:46] How identifying your team’s true strengths can sharpen your positioning and improve your results.
[11:15] How specificity in messaging creates stronger resonance with ideal clients and simplifies outreach.
[12:13] The fear many agencies have around narrowing their focus and why it is usually less risky than staying broad.
[13:41] Why unclear positioning is dangerous in today’s market, where buyers are more price-sensitive and outcome-focused.

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Can AI strengthen a brand strategy if the thinking behind the message is still unclear, and how many agencies are unknowingly using speed as a substitute for depth?

In this episode of The Agency Blueprint podcast, I’m joined by Park Howell to discuss how storytelling, brand strategy, and AI intersect. Park is the founder of Business of Story and the creator of the Story Steigl system, the brand narrative framework built on decades of experience in advertising, storytelling, and business strategy powered by AI. He spent over 20 years running his own agency before shifting his focus fully into helping brands, leaders, and agencies and consultants use story more effectively.

Listen in to learn the difference between work that merely looks creative and work that genuinely drives engagement, trust, and business growth. You will also learn how to use AI to amplify a proven storytelling system that already works and not to replace strategy, creativity, or human thinking.

Key Questions:

[05:35] Is your brand storytelling system intentional and repeatable, or dependent on individual creative interpretation?
[10:16] Could stronger storytelling be the missing link between your agency’s growth and stagnation?
[14:57] Is your AI system trained on a strong brand foundation, or are you feeding it without structure?

What You’ll Discover:

[02:05] Park’s background in advertising and how decades of agency experience shaped his approach to storytelling systems.
[03:53] A real client example showing how two nearly identical campaigns produced completely different results due to the underlying story structure.
[06:07] How combining AI’s pattern recognition with human storytelling creates “artful intelligence.”
[08:31] The importance of identifying meaningful life moments to build authentic and compelling narratives.
[10:30] How reframing a business purpose can shift it from transactional to transformational, attracting better customers and employees.
[13:15] How deeper discovery conversations can reveal the true brand story that even business owners may not initially see.
[15:20] The StoryCycle Genie AI system: a structured, step-by-step brand development tool built on storytelling frameworks.
[18:11] How StoryCycle Genie AI can augment storytelling by combining structured frameworks with human creativity and lived experience.
[20:08] The origin of StoryCycle Genie, built to democratize high-level branding and make it accessible to more agencies.
[21:40] The fears around AI replacing creative identity, plus how AI can be used as a tool that expands rather than replaces identity.

Connect with Park:

Websites
LinkedIn
Podcast: Business of Story

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Could the clients bringing in the most revenue also be the ones quietly damaging your agency from the inside out? Are you confusing growth with progress while unknowingly building systems around chaos, burnout, and misalignment?

In this episode of The Agency Blueprint podcast, we explore how saying yes to the wrong clients can slowly erode an agency’s profitability, delivery quality, team morale, and long-term scalability. We also discuss the hidden financial and emotional costs of poor client fit.

Don’t miss this episode to learn more about intentional agency growth, client qualification, and operational clarity.

Key Questions:

[01:04] Has your agency outgrown the survival mindset of accepting every opportunity that comes your way?
[11:26] Have you fully defined what an ideal-fit client actually looks like for your agency?
[08:43] Is working with the wrong clients preventing your agency from serving the right ones?
[16:00] Have your business decisions slowly turned work you once loved into something exhausting?

What You’ll Discover:

[01:04] How fear-based decision-making keeps you trapped in unhealthy client relationships long after you should have evolved beyond them.
[02:25] How delivery chaos begins when agencies sell work outside their standard systems and expertise.
[04:26] How agencies often over-engineer systems in an attempt to compensate for fundamentally misaligned client relationships.
[06:00] How frustration spreads throughout an agency when stressed team members begin affecting communication and collaboration.
[07:43] How saying yes to the wrong clients prevents you from focusing on the work they are actually built to do well.
[09:40] How agencies damage their market positioning by continuously taking on unrelated or adjacent work.
[11:26] The importance of clearly defining the demographic, psychographic, and operational characteristics of an ideal client.
[14:18] How specialization creates better client outcomes, stronger team confidence, and smoother delivery systems.
[16:00] How many agency owners unintentionally create businesses that make them dislike the work they once loved.

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As AI rapidly transforms the agency world, is your agency truly using it to deliver better client outcomes or simply producing more work at a faster pace?

In this episode of The Agency Blueprint podcast, I’m joined by Jay DiPietro to discuss how AI is reshaping the future of agencies, creative work, operations, and client value. Jay is the COO of Riccardi Group, a New York-based B2B strategic marketing agency focused on helping complex organizations translate insight into meaningful business impact. RG brings together strategy, creative, and operational discipline to build stronger brands, drive demand, and deliver measurable outcomes.

Listen in to learn the distinction between using AI to simply produce more deliverables versus using it to create better outcomes. You will also learn how AI can improve research speed and scalability while still maintaining high-quality insights.

Key Questions:

[01:36] Are agencies spending too much time talking about AI and not enough time experimenting with it in real-world client work?
[03:01] How can agency owners evaluate AI opportunities strategically instead of getting distracted by hype?
[06:17] Is your agency using AI simply to work faster, or are you reinvesting that efficiency into creating better outcomes for clients?
[14:04] What does responsible AI adoption look like when agencies are delivering high-stakes premium brand work?
[21:22] How much operational overload is quietly draining your creative energy, profitability, and team satisfaction?
[24:24] Are you sacrificing long-term marketing effectiveness by chasing cheaper, faster AI-generated deliverables?

What You’ll Discover:

[01:47] Why most agencies are still stuck in “AI talk mode” instead of actively testing, implementing, and learning from real AI workflows.
[03:25] A simple but powerful framework agencies can use to evaluate whether an AI solution is truly worth implementing.
[06:57] The danger of agencies using AI purely for speed and cost-cutting rather than improving the quality of client outcomes.
[09:05] How AI can transform brand strategy research through automated data collection, synthesis, and deeper strategic analysis.
[14:26] What responsible AI adoption looks like inside premium agencies working with global brands and regulated industries.
[16:32] The difference between standardized repetitive tasks that AI should handle and strategic thinking work that still requires human expertise.
[17:59] How AI-generated research models are reducing the cost and time associated with traditional market research.
[21:40] How AI-powered operational systems could transform pricing, scoping, utilization tracking, and agency profitability.
[24:50] The hidden long-term cost of prioritizing AI-generated quantity over meaningful strategic quality and creative effectiveness.
[28:17] How to lead stronger client conversations by focusing on outcomes, value, and business goals rather than pricing alone.

Connect with Jay:

Website
LinkedIn

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Could your agency’s biggest growth problem have nothing to do with getting more leads? How are you unknowingly scaling chaos instead of building systems that can support long-term success?

In this episode of The Agency Blueprint podcast, I explain why weak internal systems are often the real issue for struggling agencies and not lead generation. I explore how short-term growth can quickly collapse when agencies lack the operational infrastructure to sustain it.

Don’t miss this episode to learn why sustainable growth comes from strengthening the entire client journey rather than obsessing over lead generation alone!

Key Questions:

[01:28] Are you struggling with a lack of leads, or is your agency breaking under growth because the systems behind the scenes cannot support new clients?
[04:48] Which area of your agency creates the biggest bottleneck right now?
[08:42] How many clients who sign with your agency are still with you six or twelve months later?
[12:26] If your lead generation doubled today, could your agency realistically deliver great results without burning out your team or yourself?

What You’ll Discover:

[01:40] The full agency growth ecosystem: lead generation, sales, onboarding, delivery, retention, and client expansion.
[02:23] Why agency success depends on building infrastructure across every stage of the client journey, not just marketing and sales.
[03:08] How understanding team capacity, utilization, profitability, and workload management helps agencies scale sustainably.
[03:41] How inconsistent delivery experiences create unstable client retention and unreliable referrals.
[04:48] The core business metrics you should monitor to identify growth bottlenecks and improve scalability.
[06:19] The dangerous cycle many agencies experience: more leads, more stress, lower quality, unhappy clients, and shrinking growth.
[07:35] Practical sales benchmarks, including healthy close rates for cold leads versus warm referrals.
[08:42] How measuring logo retention reveals whether your agency is creating sustainable client relationships.
[09:24] Why upsells, cross-sells, and repeat projects are essential for long-term agency profitability.
[10:36] A common mistake creative agencies make when presenting work to clients and why it creates unnecessary tension.
[11:27] The importance of focusing on where momentum is actually being lost inside the business for agency growth.
[13:13] How better communication, reporting, and strategic framing improve client retention and perceived value.

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Is your agency struggling with a lack of leads, or is the real problem hidden in the way those leads are handled after they arrive? Could it be that you’re chasing more prospects when the real opportunity lies in fixing how those prospects are handled?

In this episode of The Agency Blueprint podcast, we explore why many agencies misdiagnose revenue plateaus as a marketing problem when the deeper issue is often a flawed sales funnel. We explain why generating more leads cannot compensate for weaknesses in qualification, follow-up, value communication, or trust-building during the buyer journey.

Don't miss this episode to learn more about the power of prioritizing client retention and identifying new opportunities within current accounts!

Key Questions:

[01:01] Could weaknesses in your sales process be preventing you from converting the opportunities you already have?
[12:06] How consistent and strategic is your follow-up process with prospects who are considering working with you?
[16:15] Are you prioritizing client retention and expansion, or are you stuck in a cycle of constantly replacing lost revenue?

What You’ll Discover:

[01:36] Why lead generation is often blamed first because it feels simpler to solve than fixing a complex sales process.
[03:08] Why you cannot determine where or why prospects are dropping off without structured pipeline data.
[05:20] The common signs of a sales problem include low conversions, poor qualification, and inconsistent sales processes.
[09:07] How agencies should provide specific content between sales stages to build trust and credibility with prospects.
[12:42] The importance of mastering a single lead generation channel before expanding to others and maintaining consistent demand generation efforts.
[15:15] How project-based agencies can still grow revenue from existing clients by selling the next logical project.
[16:20] Why fixing client retention problems should always come before focusing on acquiring new clients.
[16:57] Why selling additional services to existing clients can have conversion rates as high as 70–90%.
[19:01] How poor qualification can waste time by allowing prospects who cannot afford the service to progress too far in the pipeline.
[20:58] How a CRM system helps agencies track prospects, manage follow-ups, and understand buyers’ motivations.
[22:43] Lead generation psychology and why agencies must understand whether prospects are problem-aware or solution-aware.

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Could your agency grow faster by collaborating with the right partners instead of trying to do everything alone? And are you pursuing strategic partnerships or simply transactional referrals?

In this episode of The Agency Blueprint podcast, I explore how strategic partnerships can become one of the most powerful growth levers for agencies, especially during uncertain economic times. I also explain why successful collaborations require aligned values, similar communication standards, and a clear understanding of each partner’s role.

Don’t miss this episode to learn why you should avoid vanity partnerships, over-reliance on a single partner, or unclear expectations around responsibilities and outcomes!

Key Questions:

[01:13] Are your current partnerships transactional referrals, or are they strategic relationships that enhance your clients’ outcomes?
[03:28] Do your potential partners operate with similar values, communication standards, and client engagement approaches?
[09:21] Are your partnerships structured in a way where you, your partner, and the client all benefit equally?

What You’ll Discover:

[01:13] The difference between affiliate partnerships, which are transactional, and strategic partnerships, which focus on long-term collaboration.
[02:32] How strategic partnerships simplify access to trusted expertise for clients while strengthening referral relationships.
[03:28] Three essential criteria for choosing strategic partners: a shared audience, complementary expertise, and aligned values.
[04:37] Real-world examples showing how strong partnerships allow agencies to exchange referrals consistently and reinforce each other’s services.
[07:30] The importance of clearly defining responsibilities within partnerships to avoid overlap, confusion, or competition.
[08:30] Avoid vanity partnerships, dependency on a single partner, and unclear expectations that could damage both relationships and reputation.

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Is the agency you’re building for simply generating income or one that someone would want to buy in the future? How would your decisions change if you intentionally optimized for both from the start?

In this episode of The Agency Blueprint podcast, I’m joined by Taylor McMaster to unpack what it takes to build, scale, and successfully sell a specialized agency. Taylor is the founder of DOT &Co, a specialized fractional account management firm that's scaled to over 30 remote team members, supported hundreds of agencies, and was recently acquired by E2M Solutions. Her story isn't just about growth; it's about the intentionality behind how she structured the company for acquisition.

Listen in to learn how focusing on a specific audience and offering creates clarity, demand, and differentiation. You will also learn the importance of early documentation, structured training, and precise hiring when the goal is to scale and exit successfully.

Key Questions:

[01:47] Have you defined your specialization, or are you still operating too broadly to stand out in today’s market?

[07:24] Are you saying yes to opportunities that pull you away from your core focus instead of reinforcing your niche?

[12:43] Could your business operate successfully without you, or are you still the central dependency holding everything together?

[24:30] Do you genuinely want to sell your business, or are you following an idea of success that may not align with your goals?

What You’ll Discover:

[01:18] Taylor on how DOT & Co provides fractional account management, stepping in to manage client relationships for growing agencies.

[01:57] The evolution from generalist agencies to specialized models and why clarity of offering is more important than ever.

[03:49] Taylor on discovering her zone of genius, and how aligning her business with her natural strengths made things feel effortless and cohesive.

[06:22] How specialization creates clarity, making marketing, sales, and operations feel more natural and effective.

[07:46] The constant temptation of “shiny object syndrome” and the discipline required to stay focused on a clear niche.

[08:59] Why most agencies struggle to commit to specialization fully, often delaying the transition despite knowing its importance.

[10:30] How she repositioned account management from a basic support role into a premium, revenue-driving service.

[13:13] The challenge of hiring people who can replicate your strengths while building a scalable team structure.

[16:43] Taylor on how early documentation and training systems were critical for scaling a fully remote team.

[18:54] How she built the business with an exit mindset from the very beginning, even before knowing the exact outcome.

[21:46] How focusing on strengths like systems and marketing allowed Taylor to scale effectively while delegating people management.

[24:56] The mindset behind deciding to sell versus holding a business as a long-term asset.

[27:30] Why being highly specialized made the business more attractive to the buyer than purely numerical performance.

[29:46] Why building a sellable business requires clear intention, discipline, and long-term focus from the start.

Connect with Taylor:

Linkedin
Website

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Could your agency be missing its next level of growth simply because mistakes are going unnoticed or feedback isn’t acted upon?

In this episode of The Agency Blueprint podcast, we discuss how fast, structured internal feedback loops can be the secret engine of profitable agency growth. We explain how by embedding intentional feedback at every stage of client work, agencies can turn mistakes into actionable data, refining processes, communication, and decision-making.

Don’t miss this episode to learn more about the power of normalizing constructive feedback and empowering teams to propose solutions to create a culture of continuous improvement!

Key Questions:

[01:13] At what points during your client engagements do you intentionally gather internal feedback?
[03:28] Are you empowering the team members closest to the work to provide meaningful feedback that improves your agency’s processes?
[11:23] Is feedback embedded into your agency’s operations as a regular habit?

What You’ll Discover:

[01:13] How to structure feedback checkpoints throughout a project and why many agencies fail to improve.
[03:28] The importance of bottom-up feedback for agency growth and collaborative problem-solving rather than blame.
[05:41] How poor feedback cultures lead to hidden mistakes and unresolved issues, which eventually escalate into larger problems.
[07:08] Why feedback must feel safe and objective, focusing on systems rather than blaming individuals.
[08:23] How normalizing mistakes as part of improvement allows agencies to refine their workflows and systems continuously.
[11:23] How building feedback directly into operations turns continuous improvement into a daily habit rather than an occasional exercise.
[13:19] How empowering team members to propose solutions boosts morale and ownership.
[14:09] How feedback cultures increase team commitment, because employees feel they’ve contributed to shaping the agency.
[15:26] Why managers should understand that their performance is judged by their team’s results, making feedback essential.
[17:41] Understand that the best agencies do not fear mistakes; they harvest them as opportunities for growth.

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Can content do far more than attract attention? Could it become the silent partner in your sales conversations, guiding prospects toward confident decisions even when you’re not in the room?

In this episode of The Agency Blueprint podcast, I explain how agencies can use strategic content as a powerful sales enablement tool that builds trust, educates prospects, and supports decision-making throughout the buying journey. I also explain how strategic content allows prospects to learn, build confidence, and better understand potential solutions even after the initial interaction.

Don't miss this episode to learn how different types of content can support each stage of the sales process when used intentionally!

Key Questions:

[01:17] How effectively does your content capture and communicate the expertise you bring into sales conversations when you’re not in the room?
[10:12] Have you designed content intentionally to influence the evaluation process that prospects go through when you’re not present?

What You’ll Discover:

[01:17] How content can build trust, clarify solutions, demonstrate expertise, and guide prospects toward confident buying decisions throughout the sales process.
[02:13] Understanding the buyer’s evaluation process allows you to design content that answers the questions prospects naturally ask before making a decision.
[03:45] The four stages of the buying journey: awareness, interest, evaluation, and decision.
[04:48] Share content that builds excitement and deepens the prospect’s understanding of the proposed direction after a qualification call.
[06:03] How discovery calls should lead prospects toward emotional commitment before they even know the final price.
[08:12] How testimonial content and client stories help prospects validate their decision during proposal presentations.
[10:12] How personalizing the content you send prospects ensures it aligns with their specific challenges and strengthens trust in the conversation.
[11:39] Avoid sending irrelevant or overly generic content, which can damage the sales process.
[12:28] Why prospects must leave the sales process believing that your solution will work for them, that the investment is worthwhile, and that your agency is trustworthy.

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Could the real competitive advantage in the AI era come not from replacing human work, but from amplifying it? As artificial intelligence rapidly evolves, are professionals focusing enough on where their judgment and expertise matter?

In this episode of The Agency Blueprint podcast, I am joined by Thanos Diacakis to explore AI as a powerful productivity partner that enables agencies and knowledge workers to move faster while maintaining high-quality output. Thanos is a technology leader with over 25 years of experience helping startups and high-growth companies overcome software bottlenecks, scale engineering teams, and deliver high-quality products faster. He's held leadership roles at places like Uber, and today he's deeply involved in how teams are leveraging AI to do better, faster, more human-centered work.

Listen in to learn why AI still requires human judgment and expertise, especially when it comes to decision-making, prioritization, and contextual reasoning. You will also learn more about managing context in AI conversations, structuring prompts, experimenting with different AI tools, and building agent-based processes.

Key Questions:

[05:00] Is fear of being replaced preventing your team from embracing AI?
[13:41] How well do you understand how AI tools process context and information, and could that understanding help you use them more effectively?
[20:25] If you were managing a younger version of yourself, how would you structure the work with AI?
[22:46] Are you investing enough time experimenting with AI tools?

What You’ll Discover:

[01:28] Understanding what AI is actually good at today and where it still struggles in real-world workflows.
[03:10] How improvements in AI reliability are making multi-step automated workflows more effective than they were even months ago.
[05:41] Why AI still requires specialized human expertise rather than replacing professionals outright.
[09:07] How AI is forcing professionals to rethink their unique value and identify the skills that truly differentiate them.
[11:37] The possibility that AI could eventually replicate certain aspects of human reasoning by modeling patterns of thought.
[14:04] How AI conversations work through context and why understanding this is essential for effective prompting.
[18:38] How breaking tasks into smaller steps can significantly improve the reliability of AI-generated results.
[21:17] A practical framework for designing AI workflows by imagining how you would manage a junior employee performing the task.
[23:29] Thanos’ strategy for continuously testing new AI tools and reinvesting the time savings AI provides.
[25:00] Why beginners should dedicate a small percentage of their work time to learning and experimenting with AI.
[26:44] Why businesses that continuously improve their workflows with AI will quickly outpace competitors that do not.
[28:42] How fear of AI often comes from not understanding it and why experimentation reduces that fear.
[31:18] Why modern AI tools often require far less prompt engineering than people expect.
[32:21] MCP (Model Context Protocol) and how AI can use external tools to perform tasks like calculations or data retrieval.

Connect with Thanos:

Website
LinkedIn

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How can agency owners escape the exhausting cycle of unpredictable revenue and constant lead chasing? Is the real solution less about finding more prospects and more about building stronger relationships?

In this episode of The Agency Blueprint Podcast, I am joined by Dan Englander to discuss how agencies can build consistent, sustainable business development systems instead of relying on sporadic leads and unpredictable referrals. Dan is the CEO and founder of Sales Schema, the host of the Digital Agency Growth Podcast, and author of Relationship Sales at Scale. Since 2014, he has helped over 200 agencies and B2B service companies drive thousands of opportunities and millions in revenue through a powerful combination of targeted referrals, strategic partnerships, and trust-based outbound.

Listen in to learn about relationship-driven demand generation that replaces random prospecting with intentional partnerships. You will also learn how to start viewing conversations as opportunities to teach, share insights, and create value instead of pitches.

Key Questions:

[01:14] What would you say you see most frequently that agencies get wrong when it comes to biz dev?
[04:19] Is your marketing speaking directly to a specific audience, or broadcasting to everyone?
[08:05] What systems do you have in place to proactively generate referrals instead of waiting for them to happen by chance?
[10:34] Are you avoiding business development because it feels uncomfortable?
[22:20] Is your agency chasing unrealistic lead generation promises?
[29:08] How will your agency stay valuable in a world of AI and cheaper freelance alternatives?

What You’ll Discover:

[01:23] The most common mistake agencies make: focusing on tactics before clearly identifying their ideal clients and market segment.
[03:21] How specialization and a clearly defined audience dramatically improve marketing effectiveness and messaging clarity.
[05:03] Why agency markets are often much smaller than founders assume and why most sales strategies must reflect that reality.
[06:39] The concept of proactive referrals: turning relationship-driven growth into a structured system instead of waiting for word-of-mouth leads.
[08:17] A step-by-step approach for identifying “connectors” in your existing network who can introduce you to ideal prospects.
[11:14] The emotional resistance many agency owners feel toward sales, and why removing friction for referrers reduces that discomfort.
[14:28] Why sales conversations should be about teaching and helping, not convincing people to buy.
[16:00] How strategic partnerships naturally follow the 80/20 rule, where a small number of partners consistently generate most referrals.
[20:30] How to calculate how many sales conversations you need to hit your revenue goals, which is often far fewer than you expect.
[23:22] A simple yet powerful tracking system to help you diagnose where growth problems really exist.
[27:09] Why specialization is becoming more important as AI and automation make generic services easier and cheaper to deliver.
[30:21] How AI and freelance platforms are forcing agencies to specialize and build deeper expertise to remain competitive.
[31:23] Understand that agencies that produce exceptional, differentiated work will remain valuable even in an AI-driven future.

Connect with Dan:

Website

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Is the pressure to keep hustling pushing you as an agency owner to chase every opportunity instead of building the kind of business you actually want?

In this episode of The Agency Blueprint podcast, I challenge the popular belief that relentless hustle is the key to entrepreneurial success. I explain why relentless grinding without direction can trap agency owners in cycles of exhaustion, stagnation, and frustration.

Don't miss this episode to learn more about the power of clarity and focus, and the Japanese Ikigai philosophy about aligning passion, mission, profession, and vocation!

Key Questions:

[01:17] Could fear of falling behind or missing opportunities be pushing you to say yes to work that doesn’t truly move your business forward?
[03:40] Is there a lack of clarity about what you want your agency to become that’s slowing down your momentum?
[07:32] Does your current business align with the intersection of what you love, what you’re great at, what the world needs, and what people will pay for?

What You’ll Discover:

[01:25] How excessive hustle can lead to burnout, resentment toward the business, and disconnection from what inspired your agency’s creation.
[02:14] How clarity empowers you to say no to distractions and focus on the opportunities that truly matter.
[02:58] How focused effort improves the quality of client work, strengthens reputation, and increases referrals and pricing power.
[03:40] A real client story illustrating how gaining clarity unlocked faster progress and greater confidence in decision-making.
[04:49] The difference between hustle mode and clarity mode, showing how each mindset affects client selection, pricing, and daily work.
[05:47] Understand that hustle can be useful in the early stages of entrepreneurship for experimentation and learning.
[07:14] The Japanese concept of Ikigai: a framework for aligning purpose, skills, market demand, and financial sustainability.
[08:24] How defining a personal mission and professional direction can transform both business decisions and life satisfaction.
[09:50] Understand that clarity provides direction, and focus channels energy toward meaningful progress that hustle alone cannot deliver.

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At what point do the tools that once helped your agency grow quietly begin holding it back? And how can you recognize the moment when spreadsheets, disconnected apps, and manual processes stop being efficient shortcuts and start becoming costly bottlenecks?

In this episode of The Agency Blueprint podcast, I’m joined by Harv Nagra to discuss the turning point that many growing agencies inevitably face when their operational tools can’t keep pace with the complexity of their business. Harv is a former Group Operations Director on the agency side and is now the Head of Brand Communications at Scoro, the work and business management platform built for agencies and consultancies. His career has spanned agency ops leadership and now tech, helping creative and professional service firms build operational muscle and scale sustainably. He's also the host of the handbook, The Ops Podcast, where he unpacks how systems, tools, and behavior shape.

Listen in to learn about Model Context Protocol (MCP), which allows AI tools to interact with multiple business systems at once. You will also learn the importance of investing in integrated systems and automation early to create clarity, scalability, and operational efficiency.

Key Questions:

[01:22]How has automation evolved in recent years, and are agencies still thinking about it too narrowly as simple integrations?
[08:49] How can agency leaders recognize the early signs that their operational systems are beginning to buckle under growth?
[12:07] At what point does excessive administrative work become a warning signal that your systems need a serious upgrade?
[14:17] What is the real difference between traditional project management tools and full professional services automation platforms?
[21:05]Is there a specific team size or growth stage where agencies should seriously consider upgrading their operational systems?
[26:47]How should agency owners evaluate the risk and return of migrating to a more integrated operational platform?

What You’ll Discover:

[01:37] The evolution of automation, how agencies can leverage it beyond simple tools, and why it’s critical for synchronizing complex agency projects as they scale.
[04:40] How agencies fail to discover new operational tools simply because they don’t know the category exists.
[05:56] The Model Context Protocol (MCP) and why it represents a new way for AI to interact with multiple business systems.
[09:03] The operational warning signs that indicate an agency’s systems are no longer keeping up with its growth.
[12:27] How utilization reports often expose hidden administrative workloads across agency teams.
[14:30] The distinction between basic project management tools and professional services automation platforms.
[18:12] How using PSA systems allows agencies to make data-driven decisions about client profitability, resource allocation, and project timelines.
[21:35] Harv shares a rule of thumb that agencies should consider adopting operational platforms around the 20-person team size.
[25:17] The pros and cons of building custom integrations versus adopting an all-in-one operational platform.
[27:45] Why usability and ongoing product development should be key factors when choosing operational software.
[30:43]Insights on the future of AI in agency operations and how smarter tools will transform decision-making.

Connect with Harv:

Website

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Why does agency growth sometimes plateau just when things seem to be working? Is a revenue plateau a failure, or simply a signal that something deeper in the business needs attention?

In this episode of The Agency Blueprint podcast, we discuss revenue plateau, where it stems from, and why it’s valuable feedback for agency owners. We explain the importance of data-driven diagnosis instead of rushing to reinvent services or reposition the agency.

Don't miss this episode to learn more about how revenue plateaus can occur even when new sales are strong and why rapid growth isn’t always the best path!

Key Questions:

[01:20] How common are revenue plateaus in agencies, and why do they catch so many agency owners off guard?
[12:25] Are there warning signs or things that agency owners can look out for to avoid having that plateau or lessen the impact, or catch it early?
[14:04] What would cause a revenue plateau when the sales pipeline appears strong?
[18:48] Are you chasing the “scale or die” mentality of rapid growth, or building a sustainable agency that steadily increases profitability and stability?
[22:30] What is the one high-impact change you can make this week to move yourself out of a revenue plateau?

What You’ll Discover:

[01:30] Understanding that revenue plateaus typically come from either industry shifts or a drop in meaningful demand-generating activity inside the agency.
[03:08] The importance of determining whether the slowdown is a short-term fluctuation or a genuine long-term growth issue.
[05:35] The emotional reactions that can make revenue plateaus worse, plus why you should avoid changing multiple business variables at once.
[09:10] The importance of identifying exactly which lead source or marketing channel is responsible for changes in performance.
[12:50] Why agencies should track 90-day revenue projections and pipeline metrics to detect a plateau months before it impacts cash flow.
[14:35] How agencies inflate their pipelines with unrealistic deals, creating false confidence about future revenue.
[16:59] How client churn and retention rates can quietly create a revenue plateau even when new business is coming in.
[19:20] How focusing on profitability and operational efficiency can dramatically outperform chasing rapid revenue growth.
[22:43] The highest-leverage action to take to identify the activities that historically produced the most revenue and invest more time or resources there.

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Do you get paid for the expertise you bring to the table or simply for the number of hours you spend delivering it? And if your skill allows you to solve problems faster and better, should that mean earning less?

In this episode of The Agency Blueprint podcast, I’m joined by Jonathan Stark to discuss why the hourly model fundamentally misaligns incentives for agencies, consultants, and clients alike. Jonathan is the author of Hourly Billing is Nuts, host of the Ditching Hourly podcast, and writes a daily newsletter on pricing for independent professionals. He helps experts package, price, and sell outcomes rather than time, leading to higher margins, stronger client relationships, and, ultimately, saner businesses and agencies.

Listen in to learn how hourly billing often leads to strained client relationships, unpredictable budgets, and capped revenue potential for agencies. You will also learn about three powerful alternatives to hourly billing that agencies can implement to improve profitability and client satisfaction.

Key Questions:

[01:04] If hourly billing creates so many limitations, what alternative pricing models could your agency adopt today?
[04:56] Are you unintentionally rewarding slower work and discouraging expertise by billing clients by the hour?
[26:44] Do you think it’s unethical to advocate for the idea of different prices for the same service depending on the person that's in front of you?
[29:31] What kind of agency do you want to build over the next three years? One with predictable productized services or one focused on high-value custom projects?

What You’ll Discover:

[01:21] The pivotal moment Jonathan realized hourly billing was flawed, and how shifting to fixed or value-based pricing changes incentives.
[04:56] Unlike hourly pricing, fixed or value-based pricing leads to happier clients because it eliminates billing anxiety and constant deadline pressure.
[08:00] The concept of packaging expertise into digital products, allowing agencies to generate scalable income without direct client involvement.
[10:50] How low-priced products can double as marketing tools that build trust and lead to higher-value client engagements.
[12:02] Productized services: fixed-scope offerings with published pricing that simplify the sales process.
[13:57] The difference between productized services and value-based projects, including when each pricing model makes the most sense for agencies.
[20:24] Why a paid discovery phase is a practical way to qualify clients while delivering immediate strategic value.
[23:07] The Maximum Price Formula, where price potential is determined by client desire, available budget, and perceived alternatives.
[27:03] Why value-based pricing should focus on measurable business results, not just deliverables like page counts or design assets.
[29:55] Practical advice for agencies transitioning away from hourly billing, which includes starting with a paid discovery phase as a simple first step.

Connect with Jonathan:

Website

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Are you chasing rapid growth because it aligns with your vision for your agency or because the industry keeps telling you that scaling fast is the only path to success?

In this episode of The Agency Blueprint podcast, I explain why the hype around rapid scaling often hides the real risks agency owners face when they expand too quickly. I also explain why true scalability isn’t about speed but about building a business that can grow without breaking what already works.

Don't miss this episode to learn more about how clear processes, reliable financial metrics, documented workflows, and accountability systems will lead to long-term success.

Key Questions:

[04:44] Is your agency prepared operationally for the growth you’re chasing?
[07:05] Are you prioritizing sustainable improvement over short bursts of momentum?
[12:33] Have you planned your growth intentionally?
[16:20] Is your business actually built to scale today?

What You’ll Discover:

[01:28] How many agency owners feel pressured to scale even when a lifestyle business may align better with their personal goals.
[03:05] An example of misleading marketing claims where an agency reported huge growth numbers that were inflated by media spend rather than real revenue.
[04:44] How scaling too quickly often leads to delivery problems, declining quality, and long-term reputational damage.
[07:05] Why sudden revenue spikes can be dangerous if agencies lack the systems needed to sustain that level of business.
[10:11] Why clear accountability, operational frameworks, and financial reporting are essential for maintaining control during growth.
[12:21] How to plan growth carefully and build repeatable processes that allow work to be delegated effectively if you want massive scale.
[13:53] How scaling too quickly can trap you in a stressful business that feels more like a prison than a source of freedom.
[15:01] Why operational excellence is the true “sexy” part of business because it enables stable profit and long-term sustainability.
[16:23] Understanding that sustainable growth creates scale naturally as a byproduct rather than forcing it as the primary goal.

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Are you struggling to balance creativity and structure in your agency? Could your agency achieve both creative excellence and operational clarity without sacrificing either?

In this episode of The Agency Blueprint podcast, I’m joined by Melissa Morris to discuss how agency owners can implement systems and processes without stifling creativity. Melissa is the founder of Agency Authority and the creator of the TOPPP Framework. With over a decade of agency experience, she helps owners streamline operations, boost capacity, and grow sustainably without burning out their teams or crushing creativity. Through her consulting and content, Melissa is on a mission to fix the long hours and low profits.

Listen in to learn how setting guardrails for client work, agencies can prevent chaos, ensure accountability, and elevate the overall quality of their creative output. You will also learn about strategies for managing diverse personalities within teams, from highly creative members to structured, linear thinkers.

Key Questions:

[01:31] Why do agency owners often resist implementing systems and processes, and how can this resistance be overcome?
[09:12] What does the “aha” moment look like when agency owners realize their current processes are unsustainable?
[24:22] How clear are your offers and communication boundaries, and how could improving them reduce last-minute emergencies?
[30:30] When should you consider hiring external support, a partner, or a consultant to fill skill gaps in your agency?

What You’ll Discover:

[01:27] Why agency owners often resist systems because they believe standards and templates compromise quality and creativity.
[03:20] The idea of best practices as ‘creative containers,’ which gives teams flexibility while still protecting deadlines and profit.
[05:50] How to diagnose whether resistance to constraints signals a deeper misalignment in audience, pricing, or communication.
[07:27] Melissa’s TOPPP Framework – why clarity in team, offers, and pipeline must come before building processes or SOPs.
[09:44] The ‘aha’ moment when owners finally see how their own flexibility and over-accommodation fuel internal chaos.
[12:07] How creative and operational minds differ and how collaboration becomes healthier when both perspectives are respected.
[15:44] Modular workflows that allow creatives to choose their own path within structured checkpoints, preventing overwhelm.
[19:26]How modular project chunks help teams avoid going too far in the wrong direction, saving time and improving quality.
[22:36] The importance of buffer time, allowing teams to handle client fires and maintain high-quality output without overworking.
[25:02] How unclear expectations between clients and internal teams create unnecessary emergencies.
[28:12] How gradually improving processes create a compounding effect that makes other operations easier and more efficient.
[30:55] The red flags that indicate when an agency needs external support, whether a consultant, a partner, or a new hire.
[34:50] How people can honor their personality type while still building systems that allow them to function effectively in the agency environment.

Connect with Melissa:

Website
LinkedIn
Quiz

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Are your clients truly feeling valued beyond the work you deliver, or are they simply checking boxes with your agency?

In this episode of The Agency Blueprint podcast, we challenge you as an agency owner to rethink client retention by focusing on the emotional experience you create. We discuss how genuine loyalty is forged through intentional, human-centered interactions that make clients feel seen, appreciated, and emotionally connected to your agency.

Don’t miss this episode to learn more about practical strategies for creating systems that encourage spontaneity and meaningful engagement.

Key Questions:

[00:55] How intentionally are you shaping theexperienceyour clients have with you beyond deliverables?
[05:26] When was the last time you made a client feel seen through a personal, unexpected gesture that wasn’t tied to business?
[15:29]What small, unexpected business gestures could you integrate to create delight for your client without increasing costs?
[18:57] How can you systemize intentionality without making your interactions feel robotic or predictable?

What You’ll Discover:

[01:13] A transformative excerpt from Unreasonable Hospitality, a moving story that reframes service as a chance to create emotional connection.
[03:04] The idea that deliverables are the baseline and that real loyalty comes from connection, relationship, and emotional resonance.
[04:11] Understanding what sets one agency apart from another is the experience clients have, not the quality of work alone.
[05:02] How personalized gifts and meaningful gestures show clients they are truly seen and build deep trust.
[06:36] The modern challenge of digital disconnection, making room for agencies to stand out through genuine human attention.
[07:57] Generational differences in communication and why authentic, real-world connection feels increasingly refreshing and rare.
[09:54] Stop sending generic, mass-produced gifts and replace them with deeper personalization that goes beyond branded merch.
[11:25] Creative milestone-based gift ideas that show clients you pay attention to their lives, not just their KPIs.
[13:19] How exceptional experiences create advocates who stay with you across roles and refer you across companies.
[15:29] Business-focused surprise-and-delight ideas like bonus insights and proactive work that exceeds the scope.
[16:49] The emotional psychology in the first 100 days and how to reduce client anxiety through thoughtful touchpoints.
[18:57] How to operationalize intentionality without making it feel robotic, keeping the magic alive.

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Are you running your agency but feeling the weight of exhaustion creeping in, even when you love what you do? Burnout among agency owners is often misunderstood as a simple consequence of working too hard.

In this episode of The Agency Blueprint podcast, I explain the real cause of burnout for agency owners and why it’s less about ambition and workload and more about how you’re spending your energy. I also explain how aligning your work with your passion can make your agency not only more profitable but also sustainable, while giving you back energy and joy.

Don’t miss this episode to learn more about how to protect your zone of genius and avoid burnout!

Key Questions:

[00:33] Are you truly aware of where your personal energy is going, and how it might be quietly fueling burnout?
[03:21] How much of your exhaustion comes from doing the wrong work, rather than simply working too many hours?
[09:50] How can you strategically remove or reorganize the energy-draining tasks in your week to regain focus and joy?
[12:49] What tasks could you delegate, automate, or eliminate today to protect your zone of genius?
[14:34] How can you set boundaries so that even doing work you love doesn’t negatively impact your personal life?

What You’ll Discover:

[01:44] My experience as a recovering workaholic and how burnout is often misunderstood as a lack of work-life balance.
[02:45] Defining burnout as a complete depletion of energy and focus, often leading to symptoms that make even basic tasks feel impossible.
[04:20] How many agency owners accidentally create a job they never wanted, leading to fatigue and frustration.
[06:00] How mapping tasks into four quadrants—what you love, like, dislike, or hate—helps identify where energy is spent.
[07:46] Examine how much of their time is actually being spent in energizing versus draining quadrants to reveal how burnout begins.
[08:45] How alignment between passion, skill, and purpose generates sustainable energy and fulfillment.
[09:50] How to intentionally map your week by placing draining tasks strategically and pairing them with energizing ones to reduce recovery time.
[10:35] How strategic partnerships and delegation can free you to focus on your zone of genius.
[12:49] The importance of setting clear boundary lines for work hours and energy allocation to prevent burnout.
[15:27] Understand that burnout is caused by maintaining unwanted tasks, and how protecting your passion is key to sustained energy.

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Are you leaving predictable growth on the table because your agency relies too heavily on referrals, or struggling to turn prospects into long-term clients? How much untapped revenue could you unlock by rethinking your approach to outreach?

In this episode of The Agency Blueprint podcast, I’m joined by Tudor Dimitrescu to unpack the biggest challenges agencies face today, from overreliance on referrals to hiring and maintaining a high-quality team. Tudor is the founder of Tanda Digital, a B2B outbound marketing agency. He started Tanda Digital to leverage his expertise in using cold email and LinkedIn outreach to generate leads and achieve predictable growth in the B2B space.

Listen in to learn more about pricing strategies, overcoming buyer skepticism, and designing entry-level offers that reduce risk for potential clients. You will also learn the importance of problem discovery, curiosity-driven conversations, and creating offers tailored to objections rather than generic pitches.

Key Questions:

[01:03] Are you relying too heavily on referrals, and how might that limit your agency’s growth potential?
[04:52] How does buyer skepticism in today’s market affect your pricing and sales strategy?
[10:32] What strategies are you using to overcome client skepticism in today’s crowded agency market?
[24:23] If you don’t have an outbound system, where should you start to generate leads systematically?

What You’ll Discover:

[01:16] The top two challenges for agencies: overreliance on referrals and hiring and maintaining quality staff.
[05:16] How market skepticism and low barriers to entry impact agencies today, and how to communicate the real value of agency work.
[10:38] The concept of entry-level offers to overcome skepticism, providing a low-risk way for prospects to engage.
[13:36] How to structure entry-level offers around common objections to reduce client risk.
[16:55] The Message Market Sprint – a 7-day process that improves client messaging and positioning, often leading to full engagement.
[21:28] Why managing price objections effectively involves asking curiosity-driven questions about client priorities and expected ROI.
[25:17] The first steps for agencies without outbound systems – start with problem discovery rather than immediate pitching.
[27:45] How to start conversations with potential clients by exploring problems rather than selling services immediately.
[30:49] Tudor’s LinkedIn Outbound Playbook, focusing on targeting the right prospects and recognizing triggers for engagement.

Connect with Tudor:

Website
LinkedIn

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Have you considered how much potential your agency loses each day simply because of tasks that should be automated? Could the real barrier to your growth be the silent drain of manual work you’ve unknowingly accepted as normal?

In this episode of The Agency Blueprint podcast, we discuss the hidden cost of inefficiency that agencies overlook far too often. We explore how repetitive, low-value tasks quietly kill profitability, drain creative energy, and slowly smother the passion that agency owners once felt at the beginning of their journey.

Don't miss this episode to learn how, by embracing automation and AI, you can reclaim valuable time, elevate team performance, and reignite the creativity required for meaningful growth!

Key Questions:

[00:55] Are manual processes slowly killing your agency’s profitability and creativity without you realizing it?
[03:56] Which repetitive tasks do you perform five or more times per week that could instantly be automated?
[10:54] How much time and energy would you reclaim if all your small administrative tasks vanished tomorrow?
[13:54] What is the real cost of refusing to automate, and how much capacity could you gain with just one simple workflow?
[22:39] What small task have you repeated multiple times this week that could become your next automation win?

What You’ll Discover:

[01:53] How to stop letting circumstances dictate your agency’s direction and instead build the world you want.
[03:56] How automation can replace hours of tedious bookkeeping work, unlocking time for higher-value tasks.
[06:03] How automating overflow work can free your time and your team’s, creating capacity across your entire organization.
[07:34] The emotional toll of repetitive tasks and how they slowly chip away at an owner’s creativity and passion.
[09:08] The emotional trap of wanting to feel “needed,” even when it leads to burnout.
[10:54] Reframing burnout as a symptom of doing work that drains energy instead of fuels it.
[13:54] A simple framework for starting automation, even if you’re non-technical or feel overwhelmed.
[15:03] The financial cost of having high-skill team members perform low-skill manual tasks.
[16:25] The difference between eliminating waste and replacing people, plus a warning to agencies ignoring basic automation.
[19:08] The importance of clean data as a foundational step toward successful automation.
[20:35] The inconsistency of human work and how automation minimizes errors and bottlenecks.
[22:35] How small automations lead to compounding improvements in agency capacity and growth.
[23:19] Why doing repetitive tasks manually in 2026 is a strategic choice, and an expensive one.

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Have you considered how dramatically the rules of visibility, discovery, and referrals have shifted, and what that means for agency owners trying to grow sustainably? How then do you build authority, get discovered, and maintain thought-leadership in a world saturated with AI-generated noise?

In this episode of The Agency Blueprint podcast, I’m joined by Tom Schwab to discuss one of the most important marketing shifts of our era: the move from traditional SEO to AI-driven discovery. Tom is the founder of Interview Valet, the leading podcast interview agency. He has been called the godfather of podcast interview marketing and is the author of the podcast Guest Profits. He's a frequent speaker and thought leader who challenges traditional marketing wisdom, arguing that today's rules are being truly rewritten by technology and that businesses aren't a funnel away, but one conversation away.

Listen in to learn why today’s business growth is less about funnels and keywords and more about authentic conversations that establish trust and credibility. You will also learn the importance of creating human-first podcast content that feeds AI algorithms and builds real relationships with potential clients.

Key Questions:

[01:30] How can agency owners ensure they are top-of-mind with trusted sources of recommendations in a world where AI is becoming a primary referral engine?
[08:28] How can you optimize your content for AI-driven discovery without losing sight of serving the right clients?
[25:22] Are you clear on your niche, your audience, and the measurable outcomes you want to achieve from podcast guesting?

What You’ll Discover:

[02:02] How people now treat AI as a trusted partner and how that impacts referral dynamics.
[05:56] Why SEO hacks no longer work and why authenticity, depth, and diversity of topics matter more to AI discovery.
[08:48] Studies reveal AI-driven traffic converts nine times higher than SEO, thanks to AI’s high-intent filtering.
[12:23] How to build multiple deep content themes, not a single repetitive script, to maximize relevance in AI-driven discovery.
[15:30] Tom on credibility: true experts can speak endlessly from lived experience, while pretenders run out of depth in minutes.
[18:02] How effective marketing focuses on relationships with ideal clients, not mass outreach or automated efficiency.
[22:25] Tom on the growing backlash against influencers and the return to authenticity, sustainability, and real relationships.
[26:00] How to start podcast guesting with a clear niche, defined audience, and end goals in mind to maximize impact.
[29:50] Understanding that smaller, niche-focused podcasts attract higher-quality clients and foster deeper relationships.

Connect with Tom:

Website
Offer

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Could your profitability improve simply by replacing instinct-driven decisions with clearer financial and operational data?

In this episode of The Agency Blueprint podcast, I break down one of the most overlooked reasons agencies struggle to grow: scaling too fast, too blindly, and with too much gut instinct. I explain why many agency owners fall into the trap of hiring quickly, offering too many services, and over-delivering in an attempt to drive results, when in reality, these habits often erode profit, damage systems, and create long-term instability.

Don't miss this episode to learn more about how to ground your decisions in financial benchmarks, operational clarity, and incremental improvements.

Key Questions:

[00:32] Are you scaling too quickly out of instinct rather than insight?
[02:27] Are you overwhelming clients with solutions when all they need is one clear, stabilizing action?
[05:03] Are you unknowingly scaling chaos by growing a broken delivery system?
[09:14] Is over-delivery destroying your margins and setting unrealistic long-term client expectations?
[11:56] Are you trying to grow a model that isn’t structurally sound yet?

What You’ll Discover:

[01:16] How instinct-driven decision-making leads agencies into chaos, especially as financial stakes grow.
[01:53] Why agencies must stop throwing every possible solution at clients when what they need most is a single strategic fix.
[03:07] Understanding that scaling isn't about adding more services—it’s about identifying which actions create measurable progress.
[04:03] A client case study showing how slowing growth and focusing on profitability created transformational results.
[05:39] How focusing on profitability over vanity metrics gives agencies greater long-term freedom and optionality.
[07:51] The importance of understanding basic financial statements and benchmarks, even for creative founders who dislike numbers.
[09:15] How over-delivery damages margins, creates unrealistic client expectations, and ultimately undermines long-term relationships.
[10:34] A home-building analogy illustrating why agencies must strengthen their foundation before trying to expand.
[11:56] Dangers of scaling prematurely – why many sub–$2M agencies must fix their model before chasing more leads and revenue.

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How often do you pause to examine whether growth is actually strengthening the business or simply stretching it thinner? Is your agency growing in size but shrinking in strength because of external pressures, or because your internal systems were never built to sustain real scale?

In this episode of The Agency Blueprint podcast, I’m joined by Nick Avaria to discuss why so many agencies become less profitable as they grow. Nick is a serial agency entrepreneur who has scaled multiple agencies past seven and eight figures, buying and selling seven along the way. He has merged leadership teams and cultures and now helps agency owners escape burnout and build highly profitable, scalable businesses.

Listen in to learn why agencies churn clients, not because of poor results, but because of poor service leadership. You will also learn how operational clarity directly shapes performance, accountability, and long-term scalability.

Key Questions:

[01:00]How could your agency grow its revenue year after year yet still see shrinking margins and increased chaos?
[04:36]Are you defining “service” too narrowly, focusing on creative output instead of client leadership, communication, and insight?
[19:50] Are you truly facing a lead-generation problem, or is a deeper systems issue creating bottlenecks that you’re misdiagnosing?
[27:34] Is your agency tracking the right amount of data, or have you crossed into the zone of information overload where metrics no longer drive behavior?

What You’ll Discover:

[01:32] The three core levers that determine pricing power, client retention, and long-term profitability: brand, price, and service.
[05:00] How exceptional performance can still result in client loss if communication and responsiveness fail.
[06:13] The three tiers of insights (marketing, business, and industry) and why they are essential to client leadership.
[09:25] The three pillars of service (education, experience, and expectation-setting) that shape a client’s long-term loyalty.
[12:24] The key dashboards agencies must maintain, including revenue forecasting, capacity management, and business development projections.
[18:15] Why many agencies are data-averse, and how creative leaders can become more confident with metrics.
[20:40] A clear ranking system for diagnosing agency issues: data first, people second, client lifetime value third.
[22:21] The importance of shared language within teams, aligning expectations so performance becomes measurable and objective.
[25:06] How to differentiate between employee performance issues and management failures caused by a lack of clear direction, tools, or training.
[27:58] How data should be used to adjust behavior and decision-making, not to overwhelm teams with endless numbers.

Connect with Nick:

LinkedIn
5-Hour Training
8-Figure Agency Operations

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How much of your agency’s “positivity” is actually hiding unspoken frustration or declining performance? How would your culture change if every team member received honest feedback delivered with clarity and care?

In this episode of The Agency Blueprint podcast, we discuss how agencies often swing between two extremes: brutal, demoralizing negativity on one end and sugar-coated, avoidant positivity on the other. We further explain how agencies that avoid direct conversations end up with chaos, resentment, and poor output disguised behind smiles and praise.

Listen in to learn more about how to create a feedback culture rooted in honesty, transparency, and ownership.

Key Questions:

[02:27]What do you feel like causes agencies to start spiraling into the position of toxic positivity?
[05:38] Where does it become a problem to give too much positive or negative feedback, and where can that balance be found?
[16:24] Are agency owners afraid of losing team members from being too direct?
[21:44] Are you holding onto outdated methods simply because they’ve worked before, even though your market has evolved past them?

What You’ll Discover:

[01:27] How leaders often overcorrect, becoming either too direct or overly gentle, and the importance of finding the healthy middle.
[03:10] How different people respond to positive vs. negative feedback and how this impacts agency leadership.
[06:22] Why the balance between positive reinforcement and corrective feedback is rooted in honest communication.
[08:02] Why avoidance destroys performance and how leaders can shift toward acknowledgement without sugarcoating.
[11:19] How true A-players crave candid critique and reject coddling, helping leaders identify who belongs on their team.
[13:31] The importance of setting the right environment, private, contextual, and intentional, before giving constructive critique.
[15:36] How withholding “the why” behind decisions limits your team’s ability to grow independently and think creatively.
[16:31] The fear of turnover – why protecting culture and quality outweighs keeping the wrong people.
[18:20]A real-world agency example showing how toxic positivity breeds entitlement, resistance to change, and cultural instability.
[21:44] The discomfort teams feel when asked to grow beyond their comfort zone and how to navigate that tension with clarity and consistency.
[23:09] How industries advance and why agencies must avoid getting stuck in outdated creative or operational standards.
[25:32] How agencies must shift from outdated, tedious processes to modernized systems that enhance both client and employee experiences.
[28:01] The importance of psychological safety, where team members feel safe to grow, without removing accountability.

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Have you considered that your agency’s biggest growth opportunity might be hiding in the simplest place, the moment a prospect reads your reviews? Could the most powerful conversion lever be the one almost every business overlooks?

In this episode of The Agency Blueprint Podcast, I’m joined by George Sweatlitz to explore how AI can transform one of the most overlooked conversion levers in modern business: review responses. George is an operator-turned-builder who knows what it takes to solve problems at scale. He led strategy at Sarah Lee, earned his MBA from Harvard, and later ran a 220-location business where he saw firsthand how challenging it is to deliver consistent results across hundreds of touchpoints.

Listen in to learn how traditional review-management tools fail by producing repetitive, shallow, or inauthentic replies that actually lower consumer trust. You will also learn how the right AI systems can raise conversion rates, strengthen brand trust, and allow teams to focus on high-ROI creative work rather than repetitive tasks.

Key Questions:

[08:55] What makes a problem a good fit for AI?
[11:06] Are you missing out on creative opportunities inside “boring” tasks like review management?
[14:18] How did you think about utilizing AI to actually deliver a better output than what humans would have been able to do consistently?
[18:57] What guardrails do you need to set so AI enhances your brand instead of creating the uncanny-valley effect?

What You’ll Discover:

[01:48] George on why most businesses lose customers at the review stage, even when all their other marketing touchpoints are strong.
[04:39] The evolution of review responses, plus the “fact library” system — a structured, brand-controlled way to make AI responses authentic, relevant, and deeply useful.
[07:30] Why reviews matter more than websites and why brands must actively engage instead of letting two strangers talk.
[09:13] Why breaking big problems into solvable micro-components enables AI to outperform humans in specific tasks.
[12:08] How review responses can become a creative conversion tool and not just an administrative task.
[14:37] The ‘uncanny valley’ problem of AI – why overly emotional or human-like AI responses often feel disingenuous.
[19:31] How the fact-library model evolved from simple if-then logic to multi-layered reasoning as models improved.
[22:28] He explains the importance of repeatability and predictable performance before scaling.
[23:59] Exploring new innovations, such as using AI to personalize review-request messages and improve conversion rates.

Connect with George:

Website

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What if the real competitive edge in the AI era isn’t the tools you adopt, but the intelligence you already possess? And what if the agencies that win are the ones that stop chasing novelty and start refining their own IP instead?

In this episode of The Agency Blueprint Podcast, I break down what’s hype, what’s real, and what truly matters for agencies seeking long-term relevance, higher profitability, and sharper differentiation in an AI-driven era. I also explain how the real power emerges when we combine logic, frameworks, and unique agency IP with AI’s ability to process massive amounts of information.

Don’t miss this episode if you’re an agency owner ready to move beyond AI overwhelm and into true implementation.

Key Questions:

[01:34] Are you chasing AI tools because of FOMO, or are you building real impact into your workflow?
[04:18] What parts of your agency’s process rely on human thinking, and what parts could AI reliably synthesize?
[10:45]What would a lean, meaningful AI stack look like for your agency specifically?
[12:30] Are you fully leveraging your own data to build a powerful agency-specific knowledge layer?

What You’ll Discover:

[01:34] The rapid churn of AI tools and why chasing novelty over strategy keeps agencies stuck in low-impact adoption cycles.
[03:48] How agencies can break their expertise into micro-components that AI can support without taking over human thinking.
[05:32] How AI becomes powerful when layered beneath your agency’s IP, helping designers, strategists, and writers gather insights faster.
[06:52] The specific ways AI can accelerate desktop research, creative prototyping, brand storytelling, and persona testing.
[08:12] The crucial difference between short-term efficiency and long-term differentiation, and why agencies must think on both timelines.
[09:22] How saved hours can be pocketed, used to reduce price, or reinvested to produce more valuable and higher-fidelity client work.
[10:45] How to build lean AI stacks that integrate directly into your workflow rather than disrupt it.
[12:30] Understanding that you’re sitting on massive pools of undervalued data that could become powerful differentiators with the right AI tools.
[13:04] Why the real frontier is not tools, but embedding AI into your unique process in a way that makes your value irreplaceable.

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What if the real path to agency growth isn’t working harder, but thinking more irrationally? And what if your biggest breakthroughs are hiding inside the constraints you’ve been trying to avoid?

In this episode of The Agency Blueprint, I’m joined by Ben Gaddis to explore why agency growth depends less on heroic effort and more on systematic, scalable thinking. Ben is the former CEO of T3, co-founder of SuperStep Capital, and co-author of Embracing Irrationality. He took his agency from a boutique creative shop to a $50M powerhouse before merging with a $350M firm and eventually transacting with Blackstone.

Listen in to learn how small one-degree shifts in pricing, productization, positioning, and delivery can alter an agency’s trajectory without the instability of a massive overhaul. You will also learn about team dynamics, creative culture, psychological safety, and the importance of creating space for unconventional thinkers inside your agency.

Key Questions:

[05:22] Are you empowering your most innovative team members, or accidentally pushing them toward starting their own competing firm?
[07:29] What are your thoughts on the risk factors and opportunities of letting something go live without fully thinking through every single potential nuance of it?
[13:37] Can you define what a premier agency is and why most firms today lack the traits of a premier agency?
[25:43] What outcome is your creativity aiming to deliver, and have you defined it well enough for a client to trust it?
[32:03] If you treated an innovative project differently from day one, how would that reshape your team’s engagement and the quality of the work?

What You’ll Discover:

[01:39] Ben explains why large organizations struggle to innovate and how this applies to agencies of all sizes.
[03:42] The “one-degree decisions” concept — how small shifts can accumulate into massive business transformation over time.
[06:05] Why rejecting innovative team members causes them to leave and potentially become stronger competitors, and how to prevent this.
[08:05] How to clearly define what tiny piece of your delivery model is changing so teams don’t feel overwhelmed or threatened.
[11:47] How leaders can frame meetings to encourage big ideas by stepping back and allowing others to think freely without constraints.
[13:48] The traits of a premier agency: point of view, methodology, and the ability to attract top talent and elite clients.
[14:57] Why agencies resist specialization and how fear of losing opportunities often leads to a watered-down, generic market presence.
[17:19] How most agencies present the same pitch, and clients can instantly tell when a firm lacks true differentiation.
[19:58] How small teams can win massive enterprise clients if they have unmatched expertise in a narrow domain.
[22:56] The power of clarity and repeatability – why clients prefer agencies with proven systems rather than teams who “figure it out” as they go.
[24:54] Debunking the myth of creativity as personal art and reframing it as a service tool.
[28:17]Why bold innovation projects often lead to significantly higher long-term revenue, even when they initially look risky on paper.
[32:30] How agencies can define outcomes in ways that command attention, even from the most disengaged person in the pitch room.
[35:11] Ben on how a 5% innovation investment became a powerful marketing engine that attracted attention, created standout case studies, and accelerated inbound demand.

Connect with Ben:

Websites
LinkedIn
Book: Embracing Irrationality

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How can you maximize the value of your business through mergers, acquisitions, and the “second bite” opportunity? Most agency owners today are seeking an opportunity to cash out some equity while continuing to play an active role in scaling their business.

In this episode of The Agency Blueprint podcast, I’m joined by Todd Taskey to discuss how deals are structured, why private equity loves specialized agencies, and how “the second bite” often ends up being larger than the first payday. Todd is a seasoned M&A advisor and investment banker who has spent over two decades guiding agency founders through lucrative exits and growth-focused partnerships.

Listen in to learn how smaller agencies can attract the right buyers with specialization, strong client retention, and scalable sales systems. You will also learn how AI is reshaping agency margins and valuations, eliminating low-level tasks, and allowing agencies to scale profitably.

Key Questions:

[01:12] What exactly is the second bite, and how can agency owners benefit from it beyond their first sale?
[03:45] What types of deals are most common for agencies today—strategic, private equity, or conglomerate roll-ups?
[08:25] Which types of agencies are most attractive to private equity firms right now, and which ones are struggling?
[15:16] How is AI changing agency valuations? Is it just hype, or does it create lasting value?
[23:07] What areas should agency owners strengthen in the next 2–3 years to maximize valuation?

What You’ll Discover:

[01:30] Todd explains the concept of the second bite, where selling equity today can lead to a bigger payday in the future.
[04:15] The difference between selling to large holding companies versus partnering with private equity-backed strategic buyers.
[06:59] Why many agency founders end up enjoying their businesses more after a partial sale.
[08:50] The verticals private equity firms are most eager to acquire, and why niche specialization wins.
[11:38] How agencies are using vertical focus to create irresistible acquisition stories.
[15:40] How AI is reshaping agency operations, cutting costs, and boosting margins without replacing strategic thinking.
[19:46] How agency owners should weigh the choice between pursuing higher margins or lowering prices to gain market share.
[23:34] The three pillars of maximizing agency value: strong sales, high retention, and healthy margins.
[26:13] Todd warns against assuming you can hire a CEO and exit cleanly—buyers see that as a red flag.

Connect with Todd:

LinkedIn
Podcast: Second Bite

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Do you leverage emotional, client-centered storytelling to transform your sales process? Stories resonate more than stats, and you, as an agency owner, can use them as a strategic sales tool rather than just a creative tactic.

In this episode of The Agency Blueprint podcast, we discuss how to leverage stories that build trust, spark excitement, and make your agency unforgettable. We explain how by framing sales conversations around transformation stories, case studies, and third-party proof, you can help potential clients see themselves in the narrative.

Listen in to learn the difference between pitching and storytelling, why context matters, and how to strategically curate stories in advance so they feel authentic and memorable.

Key Questions:

[01:52] Why is storytelling more impactful than just listing results or stats?
[03:23] What’s the difference between pitching and telling a strategic story?
[05:02] How do you use third-party stories to connect with a prospect’s pain points?
[12:27] What types of proof (beyond testimonials) can you use to make clients feel confident in their decision?
[14:26] What does it take to tailor a story so the prospect feels invited into your world?

What You’ll Discover:

[02:06] Why emotions are the real drivers of memory and decision-making, not dry statistics.
[03:23] Why bragging about yourself in a pitch pushes prospects away, while telling a client’s story draws them in.
[05:02] The importance of focusing on transformation and connecting client pain points to powerful success stories.
[07:31] Third-party selling framework: start with the negative emotion, explain the challenge, describe your process, and end with the positive result.
[09:25] Understand why numbers alone make you forgettable, but stories make you memorable and trustworthy.
[10:36] An airplane analogy illustrating how clients first need belief that success is possible before they trust you to deliver it.
[12:40] Why convincing rarely works and how to use social proof, testimonials, and case studies to let prospects persuade themselves.
[15:01] How testimonial videos and real client stories can provide the final validation prospects need before committing.
[19:48] How to curate stories strategically so they feel natural in the moment but are actually carefully designed for maximum impact.

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Are you one of those agencies that spend impulsively, based on gut feeling, or delay investments out of fear and uncertainty?

In this episode of the Agency Blueprint podcast, I explain how agency owners can use operational budgets as a growth tool instead of just a tracking sheet. I further explain how to structure budgets around multiple outcomes—flat (if nothing changes), trend-based (aligned with current growth trajectory), and goal or stretch budgets (aimed at ambitious targets).

Don't miss this episode to learn how to weigh investments using a risk-to-value calculus, prioritize based on ROI, and know when to greenlight or cut an initiative.

Key Questions:

[00:33] Are you spending intentionally to grow your agency or just burning through cash without a clear ROI?
[03:43] Are your budgets simply tracking expenses, or are they guiding your strategic decisions?
[08:15] How do you prioritize which investments to make first when several opportunities compete for your resources?

What You’ll Discover:

[01:20] The concept of using multiple budget scenarios—flat, operational, goal, and stretch—to create a growth-ready plan.
[02:02] The importance of aligning budgets with business trends rather than relying solely on past performance.
[03:43] Understanding that budgets are not just for tracking, they are tools to guide decision-making and strategy.
[04:50] The “risk-to-value calculus” to evaluate investments in people, tools, or new services.
[06:40] The importance of setting clear timelines to measure whether an investment is working or if it should be cut.
[08:15] How to prioritize competing investment opportunities by weighing ROI, time cost, and likelihood of success.
[10:47] How to reverse-engineer growth goals into budgets by mapping revenue sources, retention rates, and hiring needs.

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Is your smaller agency well-positioned to take bold creative risks, pitch innovative ideas, and form collaborative partnerships? The traditional full-service agency model is crumbling under the weight of overhead, fragmented expertise, and a lack of collaboration.

In this episode of The Agency Blueprint podcast, I’m joined by Danielle Dufresne to discuss the changing landscape of creative agencies and how agencies can break free from outdated overhead-heavy structures. Dani is an Emmy Award–winning executive producer and The Aux Co founder. She has over 20 years of experience producing high-stakes campaigns for global brands like Nike and Hulu. She launched the Aux Co in 2017 to champion a new agency model, helping small and midsize shops grow smaller, collaborate better, and deliver bold, creative work without the overhead and burnout of the old huge conglomerate agency system.

Listen in to learn why the future of agencies lies in specialization, honesty, and early collaboration with production and strategy teams. You will also learn how agencies can thrive together, access bigger opportunities, and create lasting client relationships by embracing community over competition.

Key Questions:

(05:23) Why do smaller agencies feel pressured to fake expertise, and what’s the smarter alternative?
(08:06) Do you see other agencies as competitors or potential collaborators in your network?
(14:00) If you can only deliver part of a client’s RFP, do you white-label partnerships or present them openly?
[17:14] How can agencies leverage community and collaboration as a competitive advantage?

What You’ll Discover:

(01:37) How low overhead enables small agencies to launch big ideas at a fraction of the cost of legacy holding companies.
(03:47) The shift from the Mad Men era of limited media to today’s fragmented landscape of thousands of channels.
(06:01) How small agencies can win bigger projects without faking expertise by being transparent and collaborative.
(08:55) Why most agencies overestimate competition, when in fact collaboration can unlock greater opportunities.
(09:54) Why agencies should stop competing for the same pie and instead lean into their unique strengths.
(12:03) Why agencies should specialize instead of pretending to be experts in everything.
(14:42) Dani on when to white-label partnerships versus openly presenting them as part of a network.
(17:36) How bringing production into creative development earlier leads to stronger campaigns across every medium.
[21:42] The power of community and collaboration as a competitive advantage in agency growth.
[24:40] The importance of setting aside ego and instead focusing on making sure both clients and creatives are satisfied.
[27:30] Why curiosity-driven questioning is essential for innovation, while “just get it to yes” feedback adds little value.

Connect with Danielle:

Website
LinkedIn

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Do you treat profit as “what’s left over” after expenses instead of prioritizing it from the start? Having a profit-first mindset is the cornerstone of building a sustainable, scalable, and stress-free agency.

In this episode of the Agency Blueprint podcast, we dive deep into the profit-first mindset—a revolutionary approach for agency owners who want to generate consistent profitability. We discuss how to reverse engineer a profitable business model by focusing on intentional pricing, cost constraints, and smart resource allocation.

Listen in to learn more about how to stop running your agency like an exhausting job instead of a thriving business.

Key Questions:

[01:22] How is “profit-first mindset” different from the way most agency owners view money?
[05:17] What are the key elements of having a profitable agency model?
[09:53] If you had to replace yourself in all the roles you currently cover, would your pricing model still hold up?
[13:53] If a big client makes up 70% of your revenue, how do you protect your agency if they suddenly leave?
[16:01] How long should you run at a deficit before making the hard decision to restructure or let team members go?

What You’ll Discover:

[01:45] Profit-first mindset – why setting aside profit immediately—not as an afterthought—is a game changer.
[02:37] How most agencies operate without real financial constraints, leading to overspending and poor decision-making.
[05:22] Why blended rates don’t accurately capture the true cost of delivery and why agencies miss key overhead factors.
[07:52] A simple benchmark: if your agency isn’t hitting 25% profitability, your model is broken.
[10:01] The hidden cost of agency owners filling different roles but only paying themselves for one.
[13:17] The risks of scaling before fixing profitability, from debt to losing entire businesses when a big client leaves.
[14:18] Two primary financial benchmarks every agency owner must track—gross profit and operational costs.
[16:53] How to personally balance loyalty to your team with the financial realities of running a profitable business.

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Are you aware that client retention is not just about doing great work or delivering projects on time? While those are the basics, real loyalty comes from how clients feel when working with your agency.

In this episode of The Agency Blueprint podcast, I share practical strategies for agency owners who want to intentionally build relationships that surprise, delight, and strengthen loyalty. I also explain how personal touches, thoughtful gestures, and genuine human connections separate thriving agencies from those struggling with churn.

Don’t miss this episode to learn how little, meaningful moments can build emotional equity and transform business relationships into trusted, long-term collaborations.

Key Questions:

[01:15] Do your clients feel truly seen, heard, and appreciated, or do they just see you as another vendor?
[05:56] Are you taking the time to surprise clients with personal gestures that actually matter?
[11:35] What small, unexpected “surprise and delight” moments could you add to strengthen client loyalty right now?

What You’ll Discover:

[01:15] Why great work is expected, but true loyalty comes from making clients feel seen, heard, and valued.
[02:36] How agency owners often get pulled back into client work to save accounts when teams can’t maintain those relationships.
[03:50] A story of an agency that built such strong relationships that their client work became award-winning.
[04:50] Why creative professionals produce their best work when they genuinely enjoy their client relationships.
[05:56] The importance of focusing on personal, thoughtful gestures that show clients they’re valued instead of generic gifts.
[08:54] How to create personalized gifts tied to client interests, milestones, or inside jokes.
[11:35] Why building emotional equity makes clients more forgiving when small mistakes or delays occur.
[12:28] How to create SOPs for consistent relationship-building while keeping room for spontaneity and personalization.

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What does it really mean to have a strong “why” as an entrepreneur? What’s driving you as a business owner, money, or something deeper that fuels your resilience?

In this episode of The Agency Blueprint podcast, I’m joined by James Brown to discuss the deeper “why” behind entrepreneurship and to share his incredibly inspiring journey. James is the CEO and founder of Business Accelerator Institute and Perseverance Squared. He has had a fascinating journey from starting his law firm in 1994 and scaling it to over $8 million annually across multiple cities, and selling it before the age of 50, then dedicating himself to helping other business owners break free from being trapped in their own businesses.

Listen in to learn why money alone isn’t a sustainable motivator, why personal sacrifice doesn’t have to equal success, and how to create systems that allow a business to serve your life. You will also learn the seven essential parts every business has and how to shift from working in the business to working on it.

Key Questions:

[06:33] Do you believe money should be the main motivation in your business, or is there a deeper purpose guiding you?
[11:30] When setbacks pile up, how do you reconnect to your “why” and push through difficult seasons?
[15:50] Are you buying into the “doctrine of sacrifice,” working endless hours at the expense of your life and health?
[21:50] As an agency owner feeling burnt out, how can you rediscover your why and build a business that serves you instead of trapping you?

What You’ll Discover:

[02:03] James shares his journey and how childhood criticism fueled his perseverance, shaping his entrepreneurial grit and determination.
[07:32] A pivotal lesson from his wife: “Do what’s right, help people, and the money will follow”—a principle he still applies today.
[09:33] How reaching financial stability allowed him to shift his focus from making money to helping as many people as possible.
[11:40] How removing emotional labels from setbacks freed him to stay creative and solve problems in tough times.
[16:03] The “doctrine of sacrifice” and why believing you must work 80-hour weeks is one of the biggest entrepreneurial traps.
[21:14] How James gained the freedom to volunteer, travel, and serve his community without his business missing a beat.
[22:16] How agency owners can rediscover their why, reframe their story, and reconnect passion to daily operations.

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How do you win clients without being reduced to competing on price? To consistently land the right clients, you must position yourself as the obvious choice long before pricing even enters the conversation.

In this episode of The Agency Blueprint Podcast, we discuss how agencies can stand out in a crowded market without relying on price as the deciding factor. We explore how confidence, consultation, and insight consistently outperform relationship-based selling, drawing inspiration from The Challenger Sale.

Listen in to learn why simply agreeing with a prospect’s assumptions is a losing strategy, and how real value comes from reframing the conversation.

Key Questions:

[02:40] Are you defaulting to agreement with your clients instead of bringing your own perspective?
[08:51] When clients push back on your pricing, do you reflect on your value articulation or immediately assume you’re charging too much?
[15:51] Do your clients feel safer with you than without you?

What You’ll Discover:

[01:24] Insights from The Challenger Sale book and how confident, consultative sellers outperformed traditional relationship-based sellers.
[02:40] The importance of offering your own expert perspective instead of simply echoing clients’ ideas.
[04:49] The importance of asking the right questions to uncover the real business problems clients are facing.
[07:56]Why being compared solely on price means you’ve already lost the positioning battle.
[10:28] How reframing conversations has helped agencies triple prices while maintaining strong close rates.
[12:26] How clients evaluate risk and why showing how you mitigate that risk is essential to winning projects.
[14:36] Why even a small percentage lift in results can dramatically multiply a client’s investment.
[16:00] Understand that the best agencies make clients feel safer saying yes than risking a no.

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Do you feel like your inbox is overflowing with AI-generated messages that all sound the same? While AI tools have made it easier than ever to send messages, they’ve also flooded inboxes with automated, impersonal communication.

In this episode of The Agency Blueprint podcast, I dive deep into the evolving world of outreach in an AI-driven age. I describe the shift agency owners need to make, from relying on high-volume outreach tactics to focusing on high-intent, authentic relationships that truly connect.

Don't miss this episode to learn more about why real competitive advantage comes from personalization, relevance, and human-to-human connection.

Key Questions:

[01:21] Are you focusing on building genuine, high-quality relationships or chasing volume with “spray and pray” outreach?
[05:02] How can you make cold outreach feel warm and human without immediately asking for something in return?
[10:31] Are you gathering the right information before reaching out, or are you still treating outreach as purely transactional?
[14:26] What would your business look like if you slowed down, showed more intentionality, and treated people as people first?

What You’ll Discover:

[01:21] How faux personalization has created skepticism and fatigue among prospects, making true authenticity a competitive edge.
[02:52] Why “spray and pray” campaigns no longer work and why most agency owners only need a handful of the right clients.
[04:01] How the post-pandemic human craving for connection relates to the rise of in-person events and experiential marketing.
[05:02] Tactical strategies like voice notes, Loom videos, and handwritten notes that stand out because of effort and authenticity.
[06:15] A personal example of building connections by engaging genuinely on social media without immediately asking for anything.
[08:25] How AI can support personalization by doing research faster while leaving the human element to you.
[09:28] The importance of engaging where you have genuine common ground, instead of pretending to care about something you don’t.
[10:31] Clay – a platform that helps agency owners enrich data and filter large lists into meaningful prospect pools.
[12:20] Why you should avoid forsaking future revenue by focusing only on clients ready to buy today.
[14:26] Connection doesn’t scale in the traditional sense—but intentional, authentic connection will always win.

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Do you often find yourself giving strategy away for free, burying it inside larger scopes, or treating it as a one-off exercise rather than the foundational work it truly is?

In this episode of The Agency Blueprint, I’m joined by Anastasia Laskey to discuss one of the biggest challenges agency owners face: selling the value of strategy. Anastasia is the founder and president of Ground Control Research. She has helped agencies transform how they deliver pitch and price strategy by bringing insights, structure, and clarity to what can often feel like a fuzzy, abstract-oriented process.

Listen in to learn how to price, pitch, and communicate strategy more effectively to command premium fees while also differentiating from competitors. You will also learn how to slow down and diagnose the client’s real problems, quantifying the business impact, and tying strategy to revenue, growth, or risk mitigation.

Key Questions:

[01:19] How can you reframe the strategy conversation so clients see it as a business essential, not a “nice-to-have”?
[03:34] Are you spending enough time diagnosing your client’s problem before pitching solutions?
[17:26] Do you have scalable options for strategy to match different types of clients, or are you reinventing the wheel every time?
[21:37] Where does AI fit into your agency’s strategy process—are you using it to replace critical thinking or to enhance workflows?
[24:51] Do your clients “not get strategy,” or are you failing to illuminate its value in their language?

What You’ll Discover:

[01:44] Why framing strategy around problem-solving resonates more with clients than simply positioning it as a first step in a process.
[03:44] Why skipping problem diagnosis undermines agency confidence and creates client objections later in the process.
[06:47] How asking smart discovery questions reveals blind spots, which immediately shows clients the importance of strategy.
[09:17] How to act from abundance, not scarcity, and be willing to walk away from clients who won’t align on the value of strategy.
[11:48] The three phases of strategy: gathering insights, turning them into a strategic POV, and delivering tangible outputs that guide implementation.
[14:36] The importance of tailoring strategy to client context; what works for a multimillion-dollar campaign won’t fit a small launch.
[17:47] How to decouple the core process from the size of execution, offering tiered options to standardize and scale strategy delivery.
[22:19] Why AI should be a workflow accelerator, not a replacement for human insight, curiosity, and precision.
[25:01] Debunking the myth that “clients don’t get strategy”—the real issue is agencies failing to illuminate their value in the client’s language.

Connect with Anastasia

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How do you transform sales conversations into a client’s self-discovery journey? Selling agency services doesn’t have to be pushy, complicated, or overwhelming; it simply needs to be intentional.

In this episode of The Agency Blueprint podcast, we share a repeatable four-step sales playbook that any agency owner can use to win more clients without relying on high-pressure tactics. We show you how to create excitement during the qualification call, build deep trust during the discovery call, rationalize the emotional decision during the proposal stage, and confidently manage objections in the follow-up.

Don't miss this episode to equip yourself with actionable strategies to simplify sales, close higher-value deals, and stop competing solely on price.

Key Questions:

[01:35] What’s the real purpose of your first sales conversation: selling or qualifying?
[04:05] How do you avoid letting prospects take control of the call and turn it into an interview?
[12:28] Are you sending proposals by email instead of presenting them live (and losing deals because of it)?
[18:11] Is every step of your sales process intentional, with a clear purpose, or are you treating all calls the same?

What You’ll Discover:

[01:35] Why the purpose of the qualification call is not to sell but to create excitement, gauge fit, and leave prospects wanting more.
[02:17] The importance of asking smart questions to show authority without overwhelming or overexplaining too early.
[04:05] Why agency owners must stay in charge to avoid turning a sales conversation into an interview.
[06:03] Understanding sales as a trust-building process where each step deepens the relationship with the prospect.
[07:42] How to allow prospects to articulate their failed past attempts so you can validate their struggles and position your agency as the solution.
[10:34] Why the proposal call is a chance to rationalize an emotional decision, not start selling from scratch.
[12:28] Why live presentations are crucial for maintaining context and momentum as opposed to emailing proposals.
[16:09] How to ask prospects directly if they feel comfortable giving a yes or no during the call, plus the importance of doing follow-ups.

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Does running your agency feel like an endless cycle of choices? The constant weight of decision-making can drain your energy, slow down your team, and ultimately put a ceiling on your agency’s growth.

In this episode of The Agency Blueprint, I discuss the real cost of decision fatigue and the dangerous habit of training your team to rely on you for every answer. I also explain how to categorize risk into low, medium, and high levels, allowing you to determine which decisions to delegate, collaborate on, or retain personally.

Don’t miss this episode to learn why, when you stop holding onto every decision and start trusting your team, your agency becomes more agile, scalable, and resilient.

Key Questions:* [00:31] How often do you feel overwhelmed by the sheer number of choices you need to make each week as an agency owner? * [04:18] Are you unintentionally training your team to depend on you for every answer instead of empowering them to think for themselves? * [09:53] What areas of your business could you vacate (not abdicate) to allow your team to step up and grow into ownership? * [12:25] When delegating, are you clear about whether you want research, recommendations, or full implementation?

What You’ll Discover:

[01:21] How decision fatigue creates bottlenecks that slow your team down and drain your energy as a leader.
[04:18] How agency owners unintentionally train their teams to rely on them for every decision, and how to break the cycle.
[05:05] The 1-3-1 framework – a simple but powerful method to retrain your team to bring solutions instead of problems.
[06:40] How to categorize decisions into low, medium, and high risk to guide your delegation process.
[08:49] How fostering a solution-oriented culture encourages your team to explore ideas, test solutions, and bring ownership to the table.
[11:06] How to delegate outcomes rather than just tasks, giving your leadership team the autonomy to think and act strategically.
[12:25] The different levels of delegation and how to decide which approach is right in each scenario.
[13:17] The importance of creating a safe space for your team to try, fail, and learn without fear of harsh reactions.

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How do you approach hiringeven when you’re not ready and it feels financially uncomfortable? How do you know you’re making a calculated investment in your agency’s future versus just taking a reckless risk?

In this episode of The Agency Blueprint, I discuss how hiring before you're ready can actually be a strategic growth move, not a reckless one. I explain whether your hiring decision is solving yesterday’s backlog, today’s bottlenecks, or tomorrow’s strategic gaps.

Don’t miss this episode to learn how to determine whether your hiring need is temporary or ongoing, and how to quantify the associated risk.

Key Questions:

[00:52] Is your hire solving for a real bottleneck that’s holding back future growth?
[04:05] Are you hiring to fix yesterday’s overload, today’s bandwidth, or tomorrow’s opportunity?
[07:32] Is the risk you're considering actually a smart one that leads to measurable ROI?

What You’ll Discover:

[01:50] The importance of building a fiscal framework to remove any hiring fear and uncertainty.
[03:11] Practical tools for calculating the worst-case scenario of a hire and how to frame the financial loss vs. opportunity cost.
[04:05] Three hiring motivations buckets—yesterday’s problem, today’s need, and tomorrow’s growth.
[05:43] How strategic hires can directly impact long-term growth by solving deeper client retention or upsell issues.
[07:32] How to evaluate whether your hiring decision solves a meaningful strategic need and has direct revenue potential.
[10:41] Why you should have at least two months of operational expenses in reserve, beyond the cost of the new hire.
[11:25] The importance of defining what success looks like and deciding now how you’ll evaluate ROI.
[12:29] Why the hire should know exactly what they're walking into and what success means from day one.
[14:04] Why hiring with a clear plan and intention can be exactly what your agency needs even before you’re fully ready.

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How do you move from taking whatever business you can get to building a purpose-driven, aligned client base? The right-fit client base fuels not only revenue but also passion and long-term fulfilment.

In this episode of The Agency Blueprint, we discuss how agency owners can stop chasing clients and start choosing them. We also explain why it’s time to stop being a generalist trying to appeal to everyone and take a bold positioning, even if it means turning some people away.

Don’t miss this episode to learn about the power of authentic storytelling to your audience, which builds connection and trust!

Key Questions:

[02:14] Who is your true Ideal Client Profile, and what do they really care about?

[04:20] Can you name a client you didn’t enjoy working with? Why?

[05:36] Are you afraid of repelling potential clients by taking a clear stand in your messaging?

[11:44] Where does your ideal client actually spend their time, and are you showing up there?

[17:40] Can your story of failure help someone avoid the same mistake?

What You’ll Discover:

[02:14] Defining your Ideal Client Profile (ICP): demographics, psychographics, buying triggers, and decision-making structures.
[04:20] Why defining who you don’t like working with can often be more revealing than listing who you do.
[05:36] Why taking a strong position in your messaging, even at a cost, makes you magnetic to the right clients.
[06:55] Understanding how your ideal client makes buying decisions helps you mirror their process and build trust faster.
[08:24] Why tailored positioning isn’t a marketing tactic but how you build seamless, mutual trust and fit.
[09:44] How choosing the right clients allows you to enjoy your work without the dread of toxic interactions.
[11:47] How to map your client's professional environment so you can market more strategically.
[13:00] How a small niche craft business scaled massively by starting in one Facebook group and expanding consistently.
[15:04] How being more human and vulnerable in your content helps build authentic connections and trust.
[17:40] The power of authentic storytelling in increasing audience trust and helping potential clients feel more connected.
[19:44] When you stop chasing and start choosing your clients, your business becomes more impactful and joyful.

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Have you learned to differentiate between keeping a team motivated and keeping them engaged without burnout? If your default is more meetings and perks without building the foundations of real alignment, consistent communication, and sustainable systems, you will lose great people.

In this episode of The Agency Blueprint, I discuss how to build a thriving, purpose-driven team that doesn't just work for you but grows with you. I also explain how to create sustainable, high-performing teams through clarity, communication, and trust-building systems.

Don’t miss this episode to learn more about how feedback loops, transparency, and a culture of fast failure and experimentation can drive massive innovation!

Key Questions:

[01:00] What does it look like to reduce headcount, increase freedom, and still grow your business?
[02:20] Are you brave enough to let your team opt in or out of your vision?
[03:26] Could a lack of transparency be costing you trust and true buy-in from your team?
[08:24] Are you creating intentional spaces for your team to give you feedback, and do you actually want to hear it?
[09:37] Have you normalized failure in your company culture, or do your people feel punished when things don’t go perfectly?

What You’ll Discover:

[02:20] Alignment over control. How to align your team with your vision and with transparency to build trust.
[04:58] The importance of consistent communication as the key to keeping your team aligned, informed, and motivated.
[07:41] Why sharing your struggles and wins can help your team feel seen, inspired, and aligned.
[08:24] The power of not only requesting feedback but wanting it, even when it stings, because it’s the fastest path to growth.
[09:37] Build a culture of quick iteration and open dialogue around failure to help teams grow and innovate effectively.
[11:32] How a multi-tiered incentive system creates powerful alignment and peer-driven accountability.
[12:45] The systems we have implemented to reduce redundancy, increase asynchronous communication, and automate work.
[14:50] The trial process that helped implement a permanent four-day workweek and how the team policed itself.
[16:47] Understand that your team needs clear goals, autonomy, and meaningful systems to thrive, not more pressure.

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Do you still treat onboarding as an afterthought, even though it sets the tone for long-term success in your agency? It’s time to rethink your onboarding.

In this episode of The Agency Blueprint, we discuss why rushed and inconsistent onboarding not only undermines team confidence but also becomes a bottleneck to scale. We also discuss the five non-negotiables framework, a repeatable, role-based onboarding strategy that ensures transparency, accountability, and competence.

Don’t miss this episode to learn how intentional onboarding builds confidence, speeds ramp-up time, and creates a resilient team foundation!

Key Questions:

[01:26] Have you observed new hires forgetting critical information or making repetitive mistakes?
[03:55] Have you ever thought about how much your turnover is costing you?
[08:37] Do you have clear metrics for new hire progress, or are milestones vague and frustrating?
[15:14] Are you documenting your trainings and FAQs in a way that allows new hires to self-reference instead of interrupting your workflow?

What You’ll Discover:

[01:52] How rapid-fire training during high-anxiety periods leads to forgetting 70 % of key information, a recipe for mistakes.
[04:21] Why onboarding must include introductions, role clarity, and integration with your team’s culture.
[07:45] The “five non-negotiables” framework per role as the foundation for repeatable onboarding.
[08:37] A weekly rollout plan: training, dry runs, shadowing, then full live execution—designed for safe skill building.
[11:23] How a roadmap with clear timing expectations empowers new hires to own their progress and ask for help at the right time.
[13:43] Understand that even top-performing hires benefit from being slowed down during onboarding.
[15:14] The importance of investing in recording training, creating SOPs, and building sandboxes for new hires.
[16:57] Onboarding is a serious investment, and doing the hard work upfront gives your hires the tools they need to perform.
[19:06] Understand that strong onboarding systems reduce team dependency and build cross-team confidence and clarity.

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Are you struggling to make tough business decisions without second-guessing yourself? You’re not alone; many creatives struggle with balancing human connection with data-driven clarity.

In this episode of The Agency Blueprint, I’m joined by Bill Coletti to discuss the interplay between fear and data in entrepreneurship, especially during pivotal decision-making moments. Bill is the founder of Kith.co and SCT Leadership, a seasoned entrepreneur, strategist, and author of Critical Moments. With decades of experience navigating global political campaigns and leading reputation management for brands like Target and American Airlines, Bill now dedicates his expertise to helping founders evolve into CEOs.

Listen in to learn why basic understanding of financials is essential as a mindset shift when evolving from freelancer to CEO. You will also learn in detail the emotional and psychological challenges that come with leadership, hiring, and entrepreneurship.

Key Questions:

[01:27] How has fear—especially self-doubt—shaped your entrepreneurial journey?
[04:42] Were there moments when data helped you manage or even intensify your fears?
[09:39] How can creatives, who often dislike data, still use it effectively without sacrificing their creative edge?
[19:11] How have you helped people to see wherefear or logic is their guiding financial decision-maker?
[22:00] What’s the worst possible outcome of your next big decision, and are you okay with it?
[34:20] What if you stopped judging your emotions and started observing them instead?

What You’ll Discover:

[02:02] Bill’s internal fears during early entrepreneurship, including impostor syndrome and leaving the safety of a big firm.
[04:55] How data became essential when he planned to exit his company, transitioning from a practitioner to a high-level operator.
[07:39] The importance of not losing sight of humanity when relying on data, because numbers impact people.
[09:57] How to keep communication simple and tie data directly to vision and execution as a data-averse creative.
[11:36] The danger of creatives who ignore financials and how it turns businesses into hobbies.
[13:50] The two major revenue inflection points—$300K and $1M—and what changes at each level.
[17:28] Understanding what parts of financial management you can outsource and what parts you must still understand.
[19:53] How a scarcity mindset can paralyze even a well-capitalized business from investing in growth.
[23:53] How founders often double down on bad decisions to protect their ego, and how to break that pattern.
[27:42] Why smooth sailing might not be teaching you anything and how challenges can become fuel for evolution.
[31:08] How visualizing future success can re-energize your present and dissolve fear-based hesitation.
[32:46] Understand why emotional self-awareness—not just strategy—is at the heart of great leadership.
[34:42] How combining self-exploration with professional competence creates a balanced, effective leader.

Connect with Bill:

Website
LinkedIn

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Are you one of those entrepreneurs that obsess over routines like cold plunges, journaling hacks, and early morning rituals hoping to unlock clarity and energy? These surface-level habits aren’t the key to running a thriving agency, mastering foundational leadership principles is.

In this episode of The Agency Blueprint, I discuss four foundational leadership principles that drive better decision-making and sustainable agency growth. I explain the power of prioritizing needle-moving work, having constraints, using long-term vision to guide daily decisions, and having consistency over intensity.

Don’t miss this episode to learn more about why boring but repeatable actions build real muscle in your business systems than shortcuts!

Key Questions:

[03:15] What problem are you solving now and is your current to-do list aligned with that?
[04:23] What constraints could you create to protect your focus and eliminate constant pivots?
[11:44] Are you showing up consistently in your business, or just chasing intensity every once in a while?

What You’ll Discover:

[01:07] Four basic principles that radically improve how you show up, make decisions, and grow your agency with intention.
[01:32] Focus. Why doing less—but doing it better—is the true marker of successful CEOs and business leaders.
[04:23] Constraints are a superpower. How applying constraints can prevent distractions and shiny object syndrome.
[09:00] Use long-term vision to guide daily decisions. Clarity on destination helps filter decisions and avoid distractions.
[11:44] Consistency over intensity. Business growth is built on reliable, repeatable systems—not short bursts of effort.
[13:50] The importance of doing unsexy, repetitive tasks that most people ignore—true results lie in boring but crucial work.
[16:32] Understand that real leadership isn't about hacks—it's about showing up daily with clarity, constraint, and discipline.

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Is revenue growth the dangerous illusion that could be silently sabotaging your agency? While many agency owners celebrate high revenue, few realize that without healthy profit margins and sustainable cash flow, their business could be bleeding money.

In this episode of The Agency Blueprint, we discuss how agencies become revenue-rich but profit-poor. We explain why mispriced services, long client payment terms, and unchecked operational costs quietly destroy profits.

Don’t miss this episode to learn more about why running an agency requires smart, sustainable business models that go beyond vanity metrics like revenue!

Key Questions:

[01:36] What numbers actually matter to you if you want a healthy business, not just a busy one?
[06:12] Could firing your biggest client actually be the smartest financial move?
[10:28] Are you truly calculating all costs—including hires and subcontractors—before taking on new work?
[11:40] Are you scaling your agency with a flawed business model that drains your resources instead of fueling growth?
[13:20] Are your projects silently killing your profit by dragging on too long?
[17:55] Do you know your minimum acceptable gross profit margin before taking on work?

What You’ll Discover:

[01:36] A breakdown of which financial metrics actually matter to build a stable, sustainable agency that supports your lifestyle.
[02:48] Darren’s experience analyzing backend agency numbers and realizing just how misleading high revenue figures can be.
[05:10] Example of an agency that lost money working for their biggest client—until a pricing overhaul doubled their profit in a year.
[07:14] How rate sheets and blended rates are frequently miscalculated, which can lead to long-term damage.
[08:38] The importance of saying no, pricing confidently, and understanding all cost implications before chasing more revenue.
[11:40] The dangers of scaling with the wrong business model and what metrics show financial health.
[13:03] How delivery delays can destroy project profitability and why throughput is the metric you might be missing.
[14:29] How early visibility into negative cash flow lets you take smart action, like securing leads or re-aligning sales efforts.
[15:43] Why chasing big revenue deals without evaluating the backend costs can quickly backfire.
[17:55] How to assess whether your delivery model is built for growth, margin, or something unsustainable.

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Are you in the messy middle of growth, struggling to scale sustainably, or just craving more freedom without dropping balls?

In this episode of The Agency Blueprint, I’m joined by Taylor Frame, co-owner and CRO of Best Practice Media, to discuss everything from systems building and team autonomy to the emotional rollercoaster of entrepreneurship. He opens up about what it takes to scale a successful digital agency from launching over 100 e-commerce brands to six-figure months to building a team of 30+ full-time staff.

Listen in to learn the importance of time tracking, SOPs, and team delegation for service-based agency owners. You will also learn the importance of surrounding yourself with business-minded peers who understand your struggles.

Key Questions:

[01:18] How was your journey through Best Practice Media, and how was it different from your first agency?
[09:55] What does grit actually look like when the results don’t match the effort, and clients still walk away?
[17:00] What do you do when you feel like you're in the "swamp" of business, when nothing is going right, and you're getting hit left and right?
[22:45] Do you run your agency by the numbers — and if not, how can embracing metrics give you clarity?
[32:02]If you could go back to when you were earning $20K/month as a freelancer, what advice would you give yourself?”

What You’ll Discover:

[01:33] How Taylor “accidentally” became an agency owner and why systems and infrastructure are non-negotiable for true growth.
[05:03] How self-limiting beliefs around systems can become your ceiling and hold everyone back.
[08:03] How to use the 1-3-1 model to train your team to bring you clear problems, multiple solutions, and a recommended decision.
[10:20] The mental toughness required to run a service business, even when clients leave despite strong results.
[14:22] How separating business success from personal worth can be essential to staying sane and grounded as a founder.
[17:36] The mindset and tactical frameworks needed to get you off the trenches of difficulty and stabilize your agency.
[20:58] The importance of building a culture of systems to protect your team’s bandwidth and prevent burnout.
[23:11] The three sets of numbers Best Practice Media uses: P&L for fiscal health, client health scores, and team bandwidth tracking.
[28:15] How to define success from the client’s perspective to stay aligned and measure the right outcomes.
[29:50] How Taylor’s agency is investing in AI to remove repetitive tasks from the team's plates, enabling them to become strategic thinkers.
[32:14] The power of documenting everything with SOPs and always working to get things off your plate.
[35:18] The importance of surrounding yourself with other business owners who understand your struggles.

Connect with Taylor:

Website
LinkedIn

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Areyou the bottleneck in your business without even realizing it?Not because of a lack of trust or effort, but simply because you've been involved in everything for too long, and now every decision flows through you.

In this episode of The Agency Blueprint, I discuss the critical hats every agency owner wears—the technician, the manager, and the CEO—and when each hat should be worn or retired. I also explain why delegation is about moving from control to leadership and not just about removing yourself from the grind.

Don’t miss this episode to learn more about the 1-3-1 decision-making framework, which empowers teams to think strategically instead of defaulting to you for every decision.

Key Questions:

[01:08] Are you still the only one thinking ahead in your business, and what needs to shift to change that?
[04:39] Which hat are you wearing right now: technician, manager, or CEO? Is that the right one?
[07:44] Are you delegating tasks or are you truly transferring decision-making and ownership?
[09:02] Have you trained your team to assess risk the way you do as a founder?
[13:11] Do you unconsciously enjoy being needed so much that it stops others from growing?
[16:51] Are you the bottleneck in your agency without realizing it?

What You’ll Discover:

[01:31] The three hats every agency owner wears—technician, manager, CEO—and how wearing the wrong one at the wrong time keeps you stuck.
[03:38] How defaulting to the technician role in times of stress is natural, but damaging to your long-term goals.
[04:39] How to track the time you spend in each role and learn when it’s time to retire the technician hat completely.
[05:53] The five levels of delegation—from step-by-step instructions to total decision-making autonomy.
[07:44] How to transfer decision-making power, not just task ownership, in a way that protects your business and develops your team.
[09:02] The importance of teaching your team how to think about risk because their risk tolerance won’t naturally align with yours.
[13:59] The power of uncovering hidden problems and why 99% of the solution lies in proper problem identification.
[15:48] How implementing the 1-3-1 framework will give your team the autonomy to act strategically.
[16:51] Why you’re the bottleneck and how to shift from being a dependency to creating frameworks.

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Do you often find it hard to say no, even when you know you shouldn’t say yes? While it’s tempting to always say yes, especially when scaling an agency, pleasing clients, or chasing new opportunities, every yes carries a hidden cost.

In this episode of The Agency Blueprint, we discuss the transformative power of saying no and redefining success in your own terms. We explain why saying yes too freely can slowly erode the foundation of your business and well-being.

Listen in to learn how constantly operating outside of that zone can lead to burnout, subpar client results, and reduced profitability. You will also learn the importance of setting clear constraints and having frameworks that support intentional, sustainable growth.

Key Questions:

[01:43] Are you operating outside your zone of genius, and at what cost to your energy and clients?
[05:45] What invisible no are you agreeing to every time you say yes to something?
[09:05] What constraints can you implement right now to create more clarity and direction in your life or business?
[13:26] What emotions arise when you think about saying no to someone?
[15:11] Does your current workload align with your long-term goals, or are you drifting away from your vision?
[17:43] Have you ever taken time to define what success means for you, not just your clients, team, or peers?

What You’ll Discover:

[01:43] The impact of working outside your zone of genius—how it drains your energy, hurts client results, and slows delivery.
[03:47] A personal anecdote about how passion doesn’t equal expertise or efficiency.
[05:45] Why accepting the wrong projects out of desperation can block the right ones later.
[08:21] The concept of self-imposed constraints as essential tools for focus, boundaries, and defining success.
[11:33] Understand how realistic forecasting of big goals helps you break them into manageable steps and maintain clarity.
[13:26] How setting constraints ahead of time removes the emotional burden of having to say no in the moment.
[15:30] How defining your “why” behind every no sharpens your focus and strengthens your dedication to your goals.
[16:27] How to turn a rejection into a referral and preserve trust, even when you can't say yes.
[17:43] Understand that this is your business and life, and the meaning of success should be based on your terms.

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Is print marketing still relevant in today’s digital world? Believe it or not, there are real-world examples of how businesses are building credibility, driving engagement, and standing out from competitors using print advertising.

In this episode of The Agency Blueprint, I’m joined by Jesicca Embree to dissect the biggest misconceptions surrounding print media marketing. Jessica is the Creative Director at Tulip Media Group and co-author of the Amazon bestseller Double Sales/ Zero Sales People. She has over a decade of experience in both print and digital marketing.

Listen in to learn how print media helps professionals become thought leaders, deliver value-driven content, and leverage word-of-mouth marketing. You will also learn how to identify and target your ideal customer, aligning marketing efforts with the buyer's journey using print media.

Key Questions:

[01:41] What are the biggest misconceptions about print marketing in today's digital-first business landscape?
[03:40] How exactly can businesses or agencies leverage print media to drive both physical and digital engagement?
[05:20] What makes printed magazines and newsletters effective tools for building authority and client trust?
[07:25] Why does creating a magazine seem so daunting, and is it really that time-consuming or complex?
[09:03] What considerations should someone make when thinking about launching a print program for the first time?
[11:03] How can you avoid being too "salesy" in print marketing and instead guide readers through a natural decision-making journey?
[16:27] When your campaigns fail, is it because your messaging talks too much about you and not about yourcustomer?
[19:53] What is the initial test volume you would need to be considering for a print campaign to be successful?

What You’ll Discover:

[01:46] Jessica on why print continues to offer unique advantages like visibility in the digital age.
[03:10] How physical books and mail trigger higher recall and user engagement than digital formats.
[03:53] How businesses can use print media not only to provide value but to lead readers toward digital actions.
[05:16] How magazines help businesses establish authority, share relevant checklists, and spotlight clients to build community trust.
[06:42] The types of industries best suited for print such as associations and real estate professionals.
[07:50] Jessica explains Tulip Media’s streamlined, all-inclusive publishing process.
[09:21] Why anyone starting a print campaign should get clear on goals, audience pain points, and desired actions.
[11:26] Why identifying where a customer is in the buyer’s journey can help determine your messaging.
[13:59]Examples of trackable marketing metrics and how even niche businesses benefit from value-driven print content.
[15:43] How digital and print can be integrated through things like downloadable reports and SEO blog repurposing.
[16:51] Why focusing too much on your brand instead of your audience leads to a failed campaign.
[20:13] A strategy for determining campaign frequency and why you should start a print campaign with your current client list.

Connect with Jessica:

LinkedIn
A free downloadable tool

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Are you aware that being a bottleneck is a hidden addiction for many agency founders, driven by a subconscious need to feel important or irreplaceable?

In this episode of The Agency Blueprint, I explain why burnout doesn’t stem from effort alone, but from a lack of systems, delegation, and process structure. I also explain how to implement simple yet effective systems that allow your agency to grow without your constant input.

Don’t miss this episode to learn more about the power of systems and checklists for agency owners and teams looking to avoid errors, delays, and sleepless nights.

Key Questions:

[00:41] How is being the sole decision-maker in your agency turning your passion into overwhelm and burnout?
[05:25] Where are you truly needed in your agency, and what can you start letting go of today?
[06:52] How might systems actually create more space for your creativity?
[11:40] Are you relying on memory instead of structured checklists to run your business?
[13:44] Is communication in your agency helping or hurting your productivity?

What You’ll Discover:

[01:45] How urgency becomes constant when there's no delegation, making owners feel they must always “be on.”
[03:05] The psychological pull of being needed, and how that can lead to structures that perpetuate founder dependency.
[05:25] The internal battle to face when letting go of control, plus the warning signs of full burnout.
[06:52] How well-built systems evolve, allowing you to replace yourself from the day-to-day and grow the business strategically.
[08:52] Why great systems must have clear reminders, checkpoints, and full transparency without micromanaging.
[10:17] The concept of system validation and how rules-based checks prevent small but critical oversights.
[11:10] Why memory is not enough and how simple things can fall through the cracks without written processes and checklists.
[12:24] How to train your team to use the checklist and validate each step, ensuring consistent quality and autonomy.
[13:44] Why poor communication channels are a leading cause of confusion and productivity loss in teams.
[15:49] Why teams who invest early in structured project launches tend to stay on budget and on time.

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Can you identify repetitive tasks in your agency that can be automated, delegated, or eliminated? When done correctly, automation can help you overcome overwhelm and scale your businesses effectively.

In this episode of The Agency Blueprint, I’m joined by William Christensen to discuss the importance of automation, delegation, and elimination in scaling creative agencies. Will is the founder of Entrepreneurs Apprentice and the co-founder of Data Automation. He is known for his automate, delegate, eliminate framework and unique 15-1-1-5 rule, which identifies key tasks to automate or delegate. He is also a Zapier-certified expert with deep expertise and workflow optimization.

Listen in to learn the importance of niching down to create a scalable, automatable business model. You will also learn the value of mentorship programs and mastermind communities in providing guidance and accountability to overwhelmed agency owners.

Key Questions:

[02:16] What are some of the biggest mistakes creatives or business owners make when trying to grow their businesses?
[14:59] How can creative agency owners embrace systems and structure without losing their sense of creative freedom?
[17:03] What strategies can help agency owners stay updated with the latest technology and automation trends?
[21:38] What steps should an overwhelmed agency owner take to start automating and systemizing their business?

What You’ll Discover:

[00:56] How Will’s early experiences with Zapier shaped his approach to automation and business scaling.
[02:42] Why niching down is the first step to creating a scalable, automatable business model.
[05:46] The 15-1-1-5 rule, a framework for identifying tasks that should be automated, delegated, or eliminated.
[07:26] The adrenaline-junkie tendencies of creative entrepreneurs and how to channel that energy into scalable growth.
[08:55] Will’s tactical approach to handling out-of-scope projects by charging a project deposit and providing a detailed blueprint.
[11:46] How to evaluate whether a project aligns with your agency’s core expertise and contributes to long-term growth.
[13:06] Why performing a task manually five times is crucial before automating or delegating it.
[15:17] How creating a structured "black box" business model can provide true freedom and allow for more creative exploration.
[17:34] How to stay updated with the latest technology trends by following content creators and platforms.
[22:09] Why hiring a counterpart for sales or fulfilment is a critical first step for scaling your agency.
[22:59] The transformative power of mentorship and mastermind groups in providing accountability and fresh perspectives.
[26:22] The profound impact of community and mentorship on personal and professional growth.
[27:23] Why niching down and standardizing sales processes are essential before delegating sales or fulfilment roles.

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What strategies for increasing profitability can you utilize without raising rates? While raising rates is a straightforward way to boost margins, it’s not always feasible due to market limitations or client resistance.

In this episode of the Agency Blueprint podcast, we discuss actionable strategies for improving agency profitability without raising client rates. We further discuss the importance of having clean, organized financial statements as the foundation for making informed decisions.

Listen in to learn how to leverage resource management tools to better allocate team resources, reduce inefficiencies, and ensure that every dollar spent contributes to the bottom line.

Key Questions:

[01:27] What mechanism do you have outside of raising rates that allows for you to be able to achieve higher profitability?
[08:43] What steps can you take to reduce administrative costs and focus attention on where there’s true impact?
[09:15] What steps can you take to course-correct underutilized or overworked team members for better profitability and team performance?
[13:21] When should you consider hiring subcontractors versus maintaining full-time employees to improve profitability?
[17:08] What are some other challenges or things people should be looking out for when looking to be more efficient?

What You Will Discover:

[01:50] The importance of having clean and organized financial statements to help identify overspending and make data-driven decisions.
[03:05] How poor financial visibility can lead to overspending and inefficiencies in your agency’s operations.
[05:38] Why delivery costs should not exceed 50% of revenue and how to address inefficiencies in your billable team.
[07:28] How to reduce operational costs by analyzing administrative expenses, office overhead, and sales/marketing budgets.
[10:05] How resource management tools can help you balance team utilization and improve overall efficiency.
[12:00] Strategies for addressing underutilized team members, such as combining roles or reallocating responsibilities.
[13:33] The pros and cons of hiring subcontractors versus maintaining full-time employees to improve profitability.
[14:56] How to analyze the profitability of individual projects to identify inefficiencies, plus steps to address unprofitable projects.
[17:13] The importance of conducting regular financial audits to identify unnecessary expenses and improve profitability.
[18:14] How to implement cost-cutting measures carefully to avoid harming team morale or compromising service quality.

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Did you know that proposals are not the primary tool for selling services? A proposal is meant to seal the deal, not sell it, real selling happens long before the proposal is ever presented.

In this episode of the Agency Blueprint podcast, I discuss the science of crafting high-performing proposals and bids. I further break down the critical steps to creating proposals that reinforce trust, articulate value, and ultimately close deals.

Don’t miss this episode to learn how to avoid overloading proposals with unnecessary details or focusing too much on your agency rather than the client!

Key Questions:

[01:30] How can you ensure your client has "conceptual buy-in" before presenting a proposal?
[03:26] How do you help clients overcome their disbelief or imposter syndrome to see the possibility of achieving their goals?
[13:07] What steps can you take to ensure your proposal reflects the client’s background, challenges, and goals?
[19:20] How can you personalize your proposal to make it visually appealing and easy for the client to understand?

What You Will Discover:

[01:30] The concept of "conceptual buy-in" and how emotional trust in your abilities is the foundation of a successful proposal.
[02:40] How to structure pre-proposal conversations to address client pain points, goals, and motivations.
[03:26] The psychology of sales conversations and how to help clients see a better future by fighting alongside them against their disbelief.
[05:02] How to guide your client to navigate the gap between their current situation and their desired outcome.
[06:50] How dumping value into a sales conversation—even with a non-qualified lead—can lead to long-term trust and future business.
[09:52] The importance of discussing risk factors, likelihood of success, and cost considerations when presenting high-ticket services.
[11:14] How to tap into the emotional core of your clients by addressing their fears, doubts, and desires in your proposal.
[12:00] How to preemptively address objections by sharing stories of past clients who overcame similar challenges.
[13:07] The importance of restating the client’s background, challenges, and goals to demonstrate that you’ve truly listened.
[14:45] How to create a clear, step-by-step plan that reassures clients of your ability to deliver results.
[16:18] How to present costs transparently and confidently after addressing all objections and aligning on the value you’ll deliver.
[17:37] Avoid common mistakes like overloading your proposal with unnecessary details or making it not about the client.
[19:20] The importance of creating a visually appealing and personalized proposal that stands out and resonates with the client.
[20:00] Understand the buyer’s decision-making process and how to insert yourself into their research and evaluation phase.

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Do you practice true transparency or are you one of those leaders who claim to promote openness while operating behind a veil of secrecy? Opaque leadership is damaging and often leads to mistrust, instability, and high employee turnover.

In this episode of The Agency Blueprint, we discuss why authentic transparency in leadership is vital for building a cohesive, high-performing agency culture. Unlike opaque leadership, transparency builds trust, fosters alignment, and empowers teams to contribute to growth in meaningful ways.

Don’t miss this episode to learn more about practical strategies for implementing transparency to create a more engaged and empowered workforce!

Key Questions:

[01:47] What are some of the biggest negative impacts you’ve seen from opaque leadership in agencies?
[07:49] How can transparent leadership inspire individual team members to set and achieve their own personal and professional goals?
[13:14] Are you consistent in your efforts to promote transparency, or are old habits creeping back in?

What You’ll Discover:

[02:04] How opaque leadership breeds insecurity, causing top talent to leave for more stable opportunities.
[03:41] How a lack of transparency creates a “leadership vs. team” dynamic and hinders collaboration, innovation, and problem-solving.
[07:49] How transparency opens up conversations about personal milestones, helping leaders and teams align personal and professional goals.
[10:07] How transparency builds trust, opens communication at all levels, and shows that leadership values every team member.
[10:50] How interdepartmental collaboration and unified information sharing are vital for sustainable growth.
[13:14] Why consistency in transparency is crucial and how inconsistency can erode trust within your team.
[14:08] Advice on practicing transparency: sharing long-term vision, strategy, and financial insights without overwhelming your team.
[14:55] How having open feedback with your team empowers them to take ownership of solutions and builds stronger commitment.
[16:50] How transparency builds alignment, trust, and collaboration that drive your agency forward and create a culture of ownership.

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Is your business suffering from the Underpants Gnome Syndrome or do you have a step-by-step strategy for business growth and scaling?

In this episode of The Agency Blueprint, I’m joined by TJ Slattery to discuss the common flaw of small business owners who have grand ideas without a clear roadmap to profitability. We further discuss the importance of understanding and clarifying one's goals and motivations as an entrepreneur. TJ is the owner and founder of Crow's Nest Consulting, a lifetime entrepreneur, and a strategic advisor. TJ harnesses his decades of experience to create clarity and stability for business owners immersed in the day-to-day and on the entrepreneurial island.

Listen in to learn the necessity of identifying the "why" behind business goals in order to maintain focus and make informed decisions about new opportunities. You will also learn the importance tracking KPIs regularly and breaking down actions into smaller tasks to better understand what leads to success.

Key Questions:

[01:02] What is "Underpants Gnome Syndrome," and how does it relate to flawed business thinking?
[03:41] How can entrepreneurs start identifying the missing pieces of their business to avoid missing out on step two of their growth?
[06:24] What should entrepreneurs do when overwhelmed by too many options and unclear steps to take?
[19:01] What practices would you suggest for someone who they are an entrepreneurial mind and everything is an opportunity?

What You’ll Discover:

[01:18] The "Underpants Gnome Syndrome" - how business owners often focus on big ideas without a clear plan to make those ideas profitable.
[04:11] How entrepreneurs can reflect and identify changes needed to scale their business and achieve revenue goals.
[06:41] How to avoid "paralysis from analysis" by focusing on clear goals and creating a structured, actionable plan for growth.
[11:18] How to define your business goals and the underlying motivations to stay focused and avoid distracting ventures.
[13:42] How to stay focused and avoid distractions by using self-imposed constraints for discipline.
[16:46] The importance of understanding key business details and tracking the actions that directly contribute to success.
[19:36] The importance of using KPIs and regular business performance tracking to stay on track.
[22:11] The importance of defining the "why," measuring progress, and staying consistent as essential steps for business success.

Get In Touch with TJ:

Website
Email
LinkedIn

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How do you track and present measurable outcomes your agency delivers to clients? Results are the backbone of client satisfaction, business growth, and long-term partnerships.

In this episode of The Agency Blueprint, we discuss how to track and present measurable outcomes to clients. We explain the importance of understanding what to measure, how to encourage clients to share their successes, and the significance of highlighting these results in sales conversations.

Don’t miss this episode to learn more about the critical importance of collecting and analyzing data in client-agency relationships!

Key Questions:

[00:34] Are you currently measuring the results your agency is delivering?
[11:33] When is the best time for agency owners to gather data on the agency’s results—during the project or after its completion?
[14:53] How many are too many data points that you can potentially find and use?
[17:03] How do you position your agency in terms of ROI when discussing pricing with clients?

What You’ll Discover:

[01:24] The need to measure and show results -- comparing agency performance evaluation to investment assessment with a stockbroker.
[03:00] Why results are crucial in branding and the importance of measuring impact, even when it’s hard to quantify.
[05:03] Linking agency work with clear client goals to ensure focus and direction in achieving results.
[06:15] The multiple factors contributing to success, and the importance of owning your piece of the impact.
[07:41] How understanding and communicating results internally can improve retention and increase upsell opportunities.
[08:11] The role of sales conversations in demonstrating your agency's ability to achieve results and create trust with clients.
[09:08] How to measure agency verticals and services, and the importance of knowing where your services fit.
[11:56] The importance of continuously collecting data throughout the engagement, even after the project has launched.
[15:20] The critical role of monetary impact for clients makes it essential to measure this outcome for success.
[17:40] How to position your agency as a valuable partner in driving business growth by emphasizing the long-term ROI.
[21:41] Demonstrating results and building trust are crucial for client retention and positioning for growth in a competitive market.

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Does your team feel disconnected from the agency’s success? Are incentive programs what’s going to keep your team engaged and invested in your agency’s long-term success?

In this episode of The Agency Blueprint, I discuss how to create effective team incentive structures that foster collaboration, boost morale, and drive high performance. I explain how to structure incentives to balance personal achievement with teamwork, rewarding high performers without undermining collaboration.

Don’t miss this episode to learn more about practical examples of incentive programs that go beyond financial rewards!

Key Questions:

[01:27] Have you considered whether your team truly shares in the rewards of your agency’s growth, or are they simply working to keep their jobs?
[05:37] Are your current incentive structures encouraging teamwork, or are they creating competition that undermines collaboration?
[10:54] Are you giving your team a clear understanding of how their daily work directly impacts your company’s bigger goals?
[13:54] Is your incentive structure promoting healthy collaboration, or is it unintentionally creating competition that harms your culture?

What You Will Discover:

[01:27] Why closing the motivation gap is key to building a team that drives meaningful business growth alongside you.
[03:02] The multi-tiered incentive structure that keeps high performers motivated while promoting teamwork and collaboration.
[04:09] How department-level incentives encourage teamwork, accountability, and peer collaboration to meet shared goals.
[04:41] How company-wide incentives foster unity across departments and clarify everyone's role in achieving the bigger picture.
[05:37] The downsides of individual incentives and how to balance them with collaborative structures that promote teamwork.
[06:34] Examples of incentive programs, from bonuses and profit-sharing to peer recognition awards and growth opportunities.
[08:19] How to structure incentives by aligning company objectives with departmental and individual KPIs for clarity.
[10:54] How clarity and setting expectations can break down silos and prevent underperformance within your agency.
[12:56] The impact of poorly structured incentives and how simplicity and consistency keep teams focused on goals.
[13:54] The risks of unhealthy competition and how to build incentive structures that foster collaboration rather than rivalry.
[15:20] Avoid setting unrealistic goals that can demotivate your team and instead create attainable and motivating targets.
[16:29] The importance of aligning incentives with growth goals, motivating A-players and the entire team.

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Do you find hiring top creative design talent an overwhelming process, especially when relying on polished portfolios that don’t always reveal a candidate’s true abilities?

In this episode of The Agency Blueprint, I’m joined by Fletcher Wimbush to discuss actionable strategies for making smarter, more confident hiring decisions. Fletcher is the CEO and founder of Discovered Performance Hiring Software and has dedicated a decade to tackling hiring's hardest problems. As an ethical AI proponent, he's focused on pioneering AI-powered initiatives for talent selection.

Listen in to learn how to assess a candidate’s critical thinking and understand their creative processes during interviews. You will also learn about the hidden opportunity costs of making a bad hire and the power of always building and nurturing a talent bench.

Key Questions:

[01:43] How can an agency owner dig deeper to truly understand a candidate’s thinking, process, and individual contributions?
[05:56] How important is it for a candidate to present their design work?
[13:40] What are the hidden things we don’t often think about in the cost of hiring the wrong person and not being thoughtful in the hiring process?
[15:55] How do you balance the need to hire quickly when you're behind on projects with the risk of rushing and making a poor hiring decision?

What You’ll Discover:

[02:00] A step-by-step process to help you assess a candidate's actual work on portfolio pieces and identify if their skills match the job requirements.
[06:49] How to be patient and help introverted creatives become great communicators and eventually tell their stories.
[10:23] How to turn trial projects into collaborative experiences where candidates get to meet your team and experience your work culture.
[14:06] Why the true cost of a bad hire isn't just in money spent, but in lost opportunities, project delays, and unhappy clients.
[16:52] Why building a talent bench and always recruiting is the key to being ready when opportunity strikes.
[19:50] Why your hiring process deserves more attention than sales and how investing in your team directly impacts long-term success.
[21:39] Fletcher’s Fact Driven Hiring course—an eight-hour, 40-module system to help you master hiring and level up your agency's recruitment process.

Get In Touch with Fletcher:

Website
LinkedIn

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Client onboarding is more than just paperwork—it’s about setting the tone for a lasting partnership. How then do you streamline the process without losing the human touch that makes clients feel valued?

In this episode of The Agency Blueprint, I discuss how automation can help streamline the client onboarding process while maintaining a personal touch. I explain the benefits of a positive onboarding experience and how bad onboarding can lead to micromanagement and dissatisfaction.

Don’t miss this episode to learn how consistency in the onboarding process helps identify potential problems and improves the overall client experience!

Key Questions:

[00:34] Have you considered how automating parts of your client onboarding can save you time while keeping the process personalized?
[07:18] Do you have a standardized onboarding process in place, or is it something you need to develop?
[10:23] How could automating repetitive tasks in your client onboarding process help free up your time for more valuable activities?
[13:49] Are you ensuring that your client onboarding experience is fast enough to reduce buyer’s remorse?
[18:18] How could you personalize your automated emails to enhance the client experience without compromising efficiency?

What You’ll Discover:

[01:18] The concept of buyer’s remorse and how a smooth onboarding process can calm client fears.
[03:51] How a bad onboarding experience can lead to micromanagement and dissatisfaction, which can negatively impact the project.
[04:52] The benefits of a positive onboarding experience, including reduced anxiety and stronger client trust.
[07:18] The importance of standardizing the onboarding process before considering automation.
[10:23] The benefits of automation, including saving time, increasing consistency, and allowing for more strategic focus.
[12:02] How automation can allow you to manage more clients and boost profitability by streamlining your onboarding process.
[13:00] How automated emails can set clear expectations for clients, including team introductions and next steps.
[13:49] The importance of onboarding speed in reducing buyer’s remorse and setting the stage for success.
[14:33] How even without full automation, templated emails can still provide consistency while adding slight personal customizations.
[15:17] How sending out effective client questionnaires ensures you’re gathering the right information without overwhelming clients.
[17:36] Why having standardized onboarding checklists in your project management software ensures a consistent client experience.
[18:18] How you can inject personal touches into automated systems, like adding client names or specific goals.
[20:18] The importance of balancing between automation and human connection in client onboarding to avoid an overly robotic experience.
[21:25] How a balanced, well-automated onboarding experience can foster long-term client success while maintaining a personal connection.

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Do you often feel overwhelmed by constant client demands, unpredictable schedules, and the pressure to always be available? Establishing clear boundaries can help you regain control of your time and improve your client relationships.

In this episode of The Agency Blueprint, we discuss how to regain freedom by setting professional boundaries in a respectful, structured way with clients. We explain the importance of clearly defining expectations around scope of work, communication tools, and response times to avoid burnout and maintain a healthy work-life balance.

Don’t miss this episode to learn from a cautionary tale that highlights how personal involvement with clients can lead to burnout and strained relationships!

Key Questions:

[00:40] Are you setting clear boundaries with your clients and how did that improve client relationships?
[04:57] What specific items should you include and exclude in your scope of work to avoid clients demanding additional, unplanned tasks?
[13:52] Have you ever found yourself in a situation where a client became entitled to your time, and how did you handle it?
[20:52] How do you currently set and enforce boundaries with your clients, and what steps can you take today to improve those processes?

What You’ll Discover:

[01:38] The negative impact of not setting clear boundaries and how clients will take advantage of your availability if boundaries aren't set.
[03:38] How to define your scope of work and set clear deliverables in your proposal process to avoid overwork.
[04:57] How to handle additional work requests and communicate additional costs effectively.
[05:56] The importance of having a structured communication process and avoid the trap of always being available.
[08:10] The importance of internal communication within your team to ensure consistency with clients and avoid confusion.
[09:07] How to handle internal expectations of client response times and ensure clarity across all team members.
[10:35] A success story of an agency that improved their client relationships by setting clear boundaries.
[12:50] The lasting benefits of setting boundaries, including improved client retention, respect, and profitability.
[13:52] An inside look at how a client demanded unreasonable time and how it led to the breakdown of the relationship.
[16:53] How personal involvement with clients can cloud judgment, leading to negative consequences for both parties involved.
[20:52] The importance of setting clear boundaries early in the relationship and consistently enforcing them.

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Why stick to a static budget when you could proactively predict your financial future with rolling projections? Continuously updating financial projections allows businesses to reflect actual performance and adjust to changing conditions.

In this episode of The Agency Blueprint, I’m joined by Dan DeGolier to discuss valuable insights on financial forecasting, budgeting, and cash flow management for small and medium-sized businesses. Dan is the founder of Ascent CFO Solutions, has extensive experience as a CPA, and is now a fractional CFO. He is passionate about helping entrepreneurs understand their finances and cash flows so they can obtain the capital needed for growth.

Don’t miss this episode to learn the importance of focusing not just on profitability but also on the timing of cash inflows and outflows.

Key Questions:

[01:03] What is the defining difference between a budget and a rolling forecast?
[03:38] In what ways could frequent updates to your financial projections benefit your business’s decision-making process?
[07:40] How can a business owner leverage rolling forecasts and projections to make more informed decisions during periods of rapid growth?
[13:42] What are the common mistakes that CEOs and CFOs run into while they’re leveraging available financial information?

What You’ll Discover:

[01:16]The difference between a budget and a rolling forecast and the importance of a rolling forecast for early-stage companies.
[02:55] The connection between projections, cash flow, and the risk of running into financial issues even when a business is profitable.
[03:50] How frequent updates to financial forecasts can help adjust for unexpected costs, like hiring, and avoid cash flow issues.
[04:54] Key questions agency owners should ask when reviewing their financial forecast.
[05:46] Why Excel is still a preferred tool for financial projections for smaller businesses.
[07:54] The challenge of managing cash flow and profitability during rapid business growth periods, and how projections help make strategic decisions.
[09:22] The importance of managing cash flow separate from profitability, and how rolling forecasts provide a clearer picture of both.
[11:35] Cash basis vs. accrual accounting, and why accrual-based financial statements offer a more accurate view of a business’s financial performance.
[13:54] The importance of having a backup plan to ensure financial stability during unexpected challenges.
[17:14] The importance of financial management and forecasting as core foundational elements of business success.

Get In Touch with Dan:

Website
LinkedIn

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Are you an agency owner struggling to decide where to focus your marketing efforts for reliable lead generation and scalable growth?

In this episode of The Agency Blueprint, I discuss the power of being strategic and intentional in your marketing approach, focusing on where your ideal clients already spend their time. I share my personal journey from doing everything to focusing on one strategy and optimizing every funnel stage—resulting in consistent and meaningful lead generation.

Don’t miss this episode to learn more on the importance of knowing how much time and money you can afford to invest in a strategy before seeing meaningful results!

Key Questions:

[00:34] Are you focusing your marketing efforts where your ideal clients are already spending their time, or are you spreading yourself too thin trying to be everywhere?
[07:50] Do you understand your ideal client’s goals, fears, and challenges?
[10:32] Do you clearly understand what a marketing channel selection looks like specifically for you?
[17:09] Have you set clear limits on how much time and money you’re willing to invest in a new marketing strategy before you evaluate its success?

What You’ll Discover:

[00:34] How to strategically choose where to market your agency to generate the right number of leads without spreading yourself too thin.
[01:45] Why most marketing strategies fail: lack of focus, unrealistic expectations, and inconsistency in execution.
[02:37] How I shifted from the “do everything” approach to a strategy that made meaningful impact by placing attention in the right place.
[05:30] How incremental 1-2% improvements at every funnel stage can significantly increase your lead generation results over time.
[06:18] How selecting the right marketing channels amplifies your message, while the wrong channels waste both time and money.
[07:50] Why creating psychographic profiles of your ideal clients helps you get inside their heads, understand their pain points, and connect on a deeper level.
[09:18] Techniques for writing emotionally resonant copy that builds authority and rapport rather than jumping straight to a sales pitch.
[10:32] Understanding marketing channels, plus the importance of knowing what you can afford to spend on acquiring a client.
[14:52] Understanding short-term, mid-term, and long-term lead generation methods and how to evaluate which one suits your business goals.
[17:09] How to set upfront time and investment limits and establish minimum KPIs to decide whether to continue or cut off a campaign.
[18:47] The importance of testing and tracking your marketing data to gather a statistically significant data set before making major decisions.

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Are you struggling to qualify leads quickly and efficiently, wasting time on unqualified prospects? Instead of immediately pitching services, the initial sales conversations should focus on evaluating the fit to save time and increase your chances of closing deals with the right clients.

In this episode of The Agency Blueprint, we discuss strategies to qualify leads quickly and efficiently. We explain why asking the right questions, understanding a potential client’s needs, and knowing when to walk away from unqualified prospects can streamline your sales process and focus on the right opportunities.

Don’t miss this episode to learn the value of preparing a script to guide the conversation while allowing flexibility for a more natural discussion.

Key Questions:

[00:33] How do you currently qualify leads in your agency, and how much time do you spend on unqualified prospects?
[01:23] Are you more focused on pitching your services or evaluating whether the client is a good fit for your agency?
[02:29] How quickly do you decide to walk away when you know a potential client is not a good fit?
[05:40] How do you maintain a calm, neutral tone without over-selling or pushing for the sale?

What You’ll Discover:

[01:23] Why it’s important to stop pitching immediately and start with evaluating whether the client is a good fit.
[03:23] Save your time and energy by understanding why some clients only need a quick piece of advice, not a full engagement.
[05:40] Avoid being too pushy and maintain a calm, helpful attitude throughout sales calls.
[07:20] How to quickly determine if a client is a good fit and set the right expectations by scheduling shorter initial meetings.
[08:59] The benefits of having a script to guide your sales conversations while allowing room for genuine dialogue.
[12:00] Red flags to watch out for during conversations, such as cost-driven inquiries and negative comments about past agencies.

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Are you ready to transform how your agency handles client feedback and elevates project delivery? To master agency workflows and create exceptional client experiences, you must streamline communication, reduce revisions, and deliver results.

In this episode of The Agency Blueprint, I’m joined by Masud Hossain to discuss the art and science of managing client feedback while optimizing agency processes for efficiency and growth. Masud is the CEO of Queue, a platform designed to streamline agency operations. He’s a first-generation immigrant from Bangladesh and his entrepreneurial journey began with coding at age 12 to launching and selling his first startup A Sense of Life for $10 million during his residency.

Don’t miss this episode to learn how to detach personal ego from design work and the importance of raising prices to avoid overwhelm!

Key Questions:

[03:52] What does data suggest about both client satisfaction when it correlates to feedback and feedback levels?
[10:43] Do you have any data around conflicting feedback from multiple stakeholders within a project?
[12:45] What other insights do you have on what guidance to give the client when asking for feedback?
[17:27] How many rounds of revision work do you see happening with different types of design work?

What You’ll Discover:

[02:07] How Queue uses data from over 2 million comments to uncover insights into client feedback and agency challenges.
[04:11] How high-performing teams ensure smoother feedback processes with project manager oversight.
[07:07] Why setting shorter deadlines—3 to 7 days—is critical for getting timely client feedback and avoiding project delays.
[09:44] How to avoid derailing projects by engaging all client stakeholders during project reviews.
[11:18] Strategies for managing conflicting feedback by consolidating all input in one centralized platform like Figma.
[12:52] The importance of onboarding calls for aligning brand voice, vision, and design systems to reduce miscommunication.
[14:50] How designers can balance professionalism and creativity when receiving client feedback.
[17:52] How different types of design work, from videos to web design, vary in the number of revisions typically required.
[19:22] The dangers of overloading agencies with too many clients and the benefits of raising prices instead.
[21:25] Strategies for transitioning freelancers into full-time employees to ensure reliable and consistent workflow delivery.

Connect with Masud:

Website

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Could it be that you’re not maximizing your agency’s true value? While many agencies focus solely on tangible outcomes, you can tap into your most valuable offerings by separating and monetizing strategy.

In this episode of The Agency Blueprint, I discuss how to identify strategy as a high-value service and the role of strategy-only models in driving agency success. I explain why implementing structured strategy phases not only aligns client goals with execution but also ensures continuous improvement.

Don’t miss this episode to learn about the different strategy delivery models and how to set clear client communication when using strategy!

Key Questions:

[01:43] Are you willing to pay for a service but hesitant to charge for it yourself?
[03:49] Do you treat strategy as a separate deliverable or bundle it within projects?
[06:27] How can you position your agency as a strategic partner rather than just a service provider?
[15:05] Are you aligning your pricing with the transformative value your strategies provide clients?

What You’ll Discover:

[02:30 The importance of recognizing strategy as a high-value service and ensuring it is compensated appropriately.
[04:00] The value of positioning your agency as a strategic partner rather than a deliverable-focused service provider.
[06:27] How to structure your strategy deliverables with defined processes, data inputs, and client communication.
[08:59] Different strategy delivery models—oversight, building blocks, and integrated execution.
[12:39] How to structure retainer-based strategy engagements using credits and modular deliverables.
[14:12] The importance of clear client communication and setting expectations for strategy-only engagements.
[15:05] A motivational reminder to value your expertise and charge based on the impact of solving client problems.

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Are you making the right financial decisions to scale your business effectively? Financial decision-making for business owners can be complex but differentiating expenses from investments and focusing on risk assessment and ROI can make a difference.

In this episode of The Agency Blueprint, I’m joined by Calvin Wilder to discuss the dos and don’ts of agency investments. Cal is the founder and CEO of SmartBooks, where their team empowers business owners to run financially healthy businesses through a mix of bookkeeping and accounting, financial reporting, and CFO advisory services. He started his career journey as an investment analyst, then worked as a CFO, and still does occasional CFO work for his clients.

Don’t miss this episode to learn the importance of a portfolio-based approach and how investment diversification can safeguard an agency’s financial health!

Key Questions:

[01:22] What are some practical guidelines for agency owners to determine whether a business expense meets current needs or paves the way for growth?
[05:40] What’s your advice to someone considering risking everything on a single investment opportunity?
[10:21] What are some examples of high costs or potentially high-risk investments you made with your agency and did they pay off in the end?
[15:00] What framework would you use to determine whether to invest or not?
[17:22] Are there percentages you consider when thinking about making investments on whether they should take place or not?

What You’ll Discover:

[01:36] How to distinguish between standard operating expenses and growth-driven investments for agency owners.
[03:35] The importance of evaluating ROI and risk when considering investments and how optimism can sometimes cloud judgment.
[05:50] How personal circumstances and life stages influence financial decisions and risk tolerance.
[08:13] The portfolio approach to business investments: balancing risks across multiple opportunities.
[10:40] Examples of high-cost investments, like project management systems, that deliver long-term productivity gains.
[15:10] Criteria for determining whether an investment opportunity is relevant today or better suited for the future.
[17:39] Understanding metrics to consider as an agency owner when looking into new investment opportunities.

Connect with Calvin:

Website
LinkedIn

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How can balanced scorecards and KPIs transform your business success? Well-designed performance metrics bring transparency, align teams, and streamline decision-making processes.

In this episode of The Agency Blueprint, we discuss the transformative potential of balanced scorecards and well-structured key performance indicators (KPIs) for businesses. We also explain how to break down long-term objectives into actionable department-specific goals.

Listen in to learn how full transparency with your team helps build trust and drive the business vision forward. You will also learn the importance of clarity, timeliness, and focus in KPI tracking to avoid vanity metrics.

Key Questions:

[01:40] What level of data transparency do you maintain with your team?
[06:44] Are your KPIs aligned with your business’s true pain points and opportunities for growth?
[11:04] How can you effectively translate your 3-5-year objectives into clear annual and departmental goals?
[21:21] Are you tracking meaningful KPIs or focusing on vanity metrics that don’t contribute to real growth?

What You’ll Discover:

[02:09] How full transparency with your team helps build trust and drive the business vision forward.
[03:56] How to distinguish between valuable and motivated team members and those who may harm team morale.
[06:20] The importance of identifying core inputs and aligning them with your business goals to avoid chasing irrelevant metrics.
[11:15] How to break down long-term business objectives into specific, actionable goals for each year.
[14:25] How to establish clear departmental and individual metrics to ensure accountability and progress tracking.
[16:09] The motivational impact of using leaderboards to foster healthy competition and engagement within teams.
[17:47] Common pitfalls in KPI tracking and why focusing on meaningful data is crucial for business growth and effective decision-making.

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How can you elevate client delivery by harnessing the power of continuous feedback and improvement? Positive and negative client feedback is crucial and can inform strategies that boost retention, ROI, and long-term relationships.

In this episode of The Agency Blueprint, I discuss the value of creating client feedback loops to uncover blind spots and enhance client experiences. I share effective methods to capture valuable client feedback, such as surveys, personalized check-ins, and exit interviews.

Don’t miss this episode to learn how to use feedback to implement meaningful changes and enhance client satisfaction.

Key Questions:

[00:34] What steps are you currently taking to improve client delivery? Are you leveraging every opportunity to improve the process?
[03:21] How often do you gather client feedback, and are your surveys designed for maximum engagement?
[07:06] Have you considered implementing client exit interviews to attain valuable insights you might be missing?
[07:51] How do you build a feedback-positive culture where your team views feedback as an opportunity, not criticism?

What You’ll Discover:

[00:34] The importance of continuous improvement in client delivery and why leveraging existing opportunities can elevate your performance.
[01:48] Understanding why client retention hinges on strong relationships, plus the dangers of blind spots.
[03:21] Tips on designing client surveys that provide valuable insights while being easy to complete.
[04:25] The importance of regular account manager check-ins to maintain a strong client connection.
[05:09] How addressing project shortcomings head-on can build trust and improve future outcomes.
[07:06] Why client exit interviews are crucial for obtaining candid feedback and preventing future issues.
[07:51] How to build a feedback-positive culture within your team to handle client insights constructively.
[09:21] Ideas for team-building exercises that use client feedback to create delightful experiences and improve processes.

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How can your creative agency thrive in an evolving industry? The current state of the industry demands creatives to learn strategies for growing a creative business and building stronger client relationships.

In this episode of The Agency Blueprint, I’m joined by Emily Cohen and Hunter Vargas to discuss the state of the creative industry, the growing importance of transparency and collaboration, and more. Emily and Hunter, a mother-daughter duo behind Casa Davka, have over 30 years of combined experience. Emily's extensive background includes partnering with 500 top firms, while Hunter brings expertise in marketing and project management.

Listen in to learn how to leverage AI as a tool in your agency while appreciating the importance of the human touch. You will also learn how to overcome downward pricing pressure by emphasizing value and standing firm on fees.

Key Questions:

[01:35] What are the biggest challenges agencies are facing today?
[05:05] What are your thoughts on where the industry is headed in the advent of AI?
[10:05] How can agencies defend their value and pricing against client pushback or competitive pressure?
[18:48] What’s your advice to agency owners on how to approach value-based pricing?
[25:19] What’s your advice to a growing boutique agency in terms of defining their niche and positioning their expertise?

What You’ll Discover:

[01:54] Challenges creative agencies face today, including market saturation and the importance of positioning.
[02:45] How transparency and collaboration between agencies are elevating industry standards and fostering collective growth.
[05:14] How to embrace AI as a tool to enhance creativity and efficiency and leverage it for business development.
[09:03] Understanding marketing as a human connection and creativity’s emotional depth cannot be replicated by AI.
[10:32] How to overcome downward pricing pressure by emphasizing value and standing firm on fees.
[11:27] Why you must develop negotiation skills and educate business leaders on the value of design to ensure fair pricing practices.
[14:42] The importance of knowing who you are and becoming an expert to make strategic business decisions.
[17:15] How to strategically build trust with clients and maintain a healthy mindset when clients choose different directions.
[19:10] Tips on how to approach value-based pricing, including asking clients for their budgets early on.
[22:50] How avoiding assumptions and asking questions can elevate your expertise and contribute to better outcomes for clients.
[25:53] How to define your niche and position your expertise to maximize opportunities and growth.
[28:42] How defining your differentiators wholistically can set you apart in a crowded marketplace.

Connect with Emily &Hunter:

Website
Hunter’s LinkedIn
Emily’s LinkedIn

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How can understanding client behavior and refining your processes transform your approach to retention and growth? By identifying behavioral cues that indicate potential churn, agencies can take preemptive steps to retain clients.

In this episode of The Agency Blueprint, I’m joined by Masud Hossain to discuss churn indicators in agencies and how to improve client retention. Masud is the CEO of Queue, a platform designed to streamline agency operations. He’s a first-generation immigrant from Bangladesh and his entrepreneurial journey began with coding at age 12 to launching and selling his first startup A Sense of Life for $10 million during his residency.

Don’t miss this value-packed episode to learn more about the importance of clear communication, the impact of onboarding, and strategies to improve client relationships.

Key Questions:

[02:11] What are the top reasons why agencies are experiencing client churn?
[07:29] Does agency specialization help deliver higher-quality work and reduce churn?
[13:49] What are the most effective ways for agencies to combat churn outside of communication?
[18:34] Are there specific language, tone, behavior, or metrics agencies or clients use that indicate the potential for churn?

What You’ll Discover:

[02:20] The top causes of client churn, include poor communication, low-quality work, and mismatched expectations.
[05:15] The importance of proactive communication and how simple updates can significantly impact client retention.
[07:51] The challenges of productized services and their higher churn rates compared to specialized services.
[10:01] How proactive agencies reduce churn by identifying clients at risk and suggesting improvements.
[12:40] How high-growth agencies with proactive account managers reduce churn by 5–7%.
[14:00] The importance of effective onboarding, including understanding client design preferences and setting clear expectations.
[17:35] Best practices for new client communication, including keeping updates frequent but concise.
[19:04] How to improve your client communication styles and handle disagreements respectfully.
[21:38] Understand that rapid response times may demand dedicated account managers to avoid disrupting creative processes.

Connect with Masud:

Website

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How can your business stay resilient during potential economic downturns? How do you navigate both micro and macroeconomic shifts while safeguarding your business? Many businesses thrive during booms but fail due to poor adaptability when conditions change, and the only way to avoid this is by staying prepared.

In this episode of The Agency Blueprint, we discuss strategies for agency owners to prepare for business sustainability during economic downturns. We explain how to build resilience through diversified revenue streams, effective cash flow management, and contingency planning.

Listen in to learn how to maintain a balance with cash reserves, ensuring enough for operational stability without overexposing the business to unnecessary risks. You will also learn ways to evaluate and adjust your financial strategy based on revenue and operational expenses.

Key Questions:

[00:34] How do you ensure you’re not entirely beholden to the economic shifts and challenges created by potential economic downturns?
[01:09] Are you dependent on the economy’s performance, or have you built safeguards to maintain stability during downturns?
[06:07] Do your current cash reserves allow flexibility without making scarcity-driven decisions? If not, what steps can you take to adjust?
[16:11] Are you targeting the right market or offering the right services, or is it time to pivot to a more sustainable niche?

What You’ll Discover:

[01:09] The importance of identifying whether your business is dependent or independent of the economy’s performance.
[03:20] Why adopting a proactive mindset beats fear-based reactions during uncertain times.
[06:07] The importance of maintaining 2-3 times your operating expenses as cash reserves to avoid scarcity-driven decisions.
[09:18] Understanding when to consider lines of credit or loans and why they’re not best suited for operational expenses.
[11:20] Key areas to evaluate and adjust your financial strategy based on revenue and operational expenses.
[14:12] The hard truth about layoffs and the consequences of failing to prioritize lead generation.
[16:11] How to recognize when to explore new markets or services to maintain business growth.
[17:17] The common mistake of cutting off the marketing budget most businesses make and why you should double down instead.

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How do you effectively engage potential clients in today’s crowded market? Have you heard of omnichannel marketing? This approach integrates multiple channels into a cohesive strategy that consistently engages prospects.

In this episode of The Agency Blueprint, I discuss the power of mastering the omnichannel marketing strategy in a competitive landscape. I explain the psychology behind multiple touchpoints and how they help manage customer skepticism in a saturated market.

Don’t miss this episode to learn more about building client personas and the importance of consistent messaging across all platforms.

Key Questions:

[01:15] What is omnichannel marketing, and how is it used?
[01:15] Which multiple channels can your business use to reach your ideal clients effectively?
[05:22] Which marketing strategies best suit your current resources and lead generation needs?
[07:34] Have you developed a detailed persona for your target audience to build aligned marketing strategies?

What You’ll Discover:

[01:15] The concept of omnichannel marketing – using multiple channels to reach your ideal audience seamlessly.
[02:59] The psychology behind multiple touchpoints and how they help manage customer skepticism in a saturated market.
[04:20] How multi-touch marketing builds relationships by addressing client needs and reducing distrust.
[05:22] Understanding short-term, mid-term, and long-term marketing strategies and when each is most effective.
[07:34] The importance of developing a persona around your ideal client and aligning your marketing strategies to where they are.
[11:12] How consistent messaging across all channels prevents friction and enhances client trust.
[13:22] How to layer touchpoints across different platforms to build brand familiarity and nurture leads effectively.
[16:21] Avoid spreading yourself thin by going to too many channels simultaneously and instead focus on a few.

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How are you harnessing the power of data analytics to achieve long-term success with your clients? Measurable business outcomes clarify performance, highlight areas for improvement, and drive sustainable client relationships.

In this episode of The Agency Blueprint, we discuss the importance of harnessing data analytics as a key strategy for long-term success. We also explore the role of metrics in branding, illustrating how even creative efforts yield quantifiable benefits.

Listen in to learn the importance of data collection at the start of a client relationship to enable strategic adjustments and drive client confidence.

Key Questions:

What measurable outcomes are your clients expecting, and how are you aligning your strategy to achieve them? [00:33]
How do you address the emotional concerns of your clients with clear, factual data? [02:30]
What key metrics are you tracking at each stage of your client’s marketing funnel? [06:42]
How are you initiating data conversations with clients to set the foundation for a data-driven relationship? [15:22]

What You’ll Discover:

[01:32] Understand how measurable, factual data can mitigate client concerns and promote trust.
[02:44] How to distinguish key metrics, such as leads and conversion rates, to optimize your business performance.
[04:21] Identify immediate versus long-term outcomes and their emotional implications on client relationships.
[06:18] How small adjustments in metrics at every stage of the marketing funnel can double client revenue.
[08:25] How leveraging measurable branding insights can improve ROI and operational efficiency.
[12:21] The data conversations to have with your client to build a long-term partnership.
[13:24] The importance of historical data and comparative metrics in setting client expectations and driving confidence.
[14:48] Educate clients about the value of data from the start to build a strong foundation for the partnership.
[16:28] How transparent data tracking throughout the client relationship builds accountability and ensures goal alignment.

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Are your clients truly set up for long-term success? A well-crafted client onboarding process can make or break your partnerships. The first 90 days are critical; they either nurture client loyalty or risk early disengagement.

In this episode of The Agency Blueprint, I discuss the importance of developing a comprehensive client onboarding process to shape long-term client relationships. I share actionable strategies to build trust and exceed client expectations, ensuring they feel confident about their decision to partner with you.

Don’t miss this episode to learn how to prepare and structure successful internal and client kickoff calls.

Key Questions:

[01:30] Why are the first 90 days of onboarding crucial for setting the tone of your client relationship?
[05:39] How do you prepare your team to allow them to have success in the onboarding process?
[05:52] How do you ensure your team effectively transfers client information from sales to production without losing key information?
[10:47] Are your internal kickoff meetings prepared enough to ensure your team fully understands the client’s needs before interacting directly with them?

What You’ll Discover:

[01:40] The importance of understanding buyer’s remorse and ways to turn uncertain clients into long-term partners.
[03:30] How to map out positive and negative touchpoints in the onboarding process to enhance the client experience.
[05:52] Avoid miscommunication between sales and production teams by preparing internal teams effectively.
[08:33] The importance of involving the account leads early to build trust and reduce client anxiety.
[09:16] How to efficiently resource allocate a client’s work in the proposal phase with tools like Harvest and Float.
[09:53] The importance of welcoming clients warmly within 24 hours to build immediate confidence.
[10:57] The importance of pre-meeting preparation for a successful internal kickoff call to ensure everyone is informed.
[14:22] How to structure a client kickoff call, focusing on objectives, deliverables, and communication clarity.
[15:32] The importance of ensuring you stay in communication with the client to keep them informed on the behind the scenes.
[16:10] A few thoughtful things you can do to surprise the client and cement your relationship.

Book Mentioned:

Never Lose a Customer Again by Joey Coleman

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How are you defining success for 2025? Are you setting clear, measurable goals that are ambitious yet realistic? The right planning involves aligning your team with a vision and mission and breaking goals into manageable quarterly milestones.

In this episode of The Agency Blueprint, we share a comprehensive guide to strategically planning your creative agency's success in 2025. We discuss the importance of team alignment, transparency, and performing a SWOT analysis to address challenges as they arise when creating a plan.

Listen in to learn how to be clear and consistent with leadership objectives and avoid the “shiny object syndrome.” You will also learn the value of seeking external advice and mentorship while balancing external inputs with personal intuition.

Key Questions:

[00:50] How do you set realistic yet ambitious goals, align your team around a unified vision and mission, and anticipate challenges before they arise?
[01:23] Do you understand where your objective is in the longer term?
[06:15] How transparent are you with your leadership team about your agency's goals?
[18:14] Do you have the right advisors to help you reach your goals?
[21:24] How much are you investing in your personal and professional growth and development?

What You’ll Discover:

[01:23] How long-term personal and business objectives can guide your agency’s success, plus how to define clear and measurable goals.
[03:04] Set realistic growth targets based on past performance and assess the gap between where you are now and where you want to be.
[04:12] Perform a SWOT analysis to identify each quarter's risks, opportunities, and roadblocks for better prioritization and focus.
[06:15] Why transparency with your leadership team is critical when setting goals and making strategic decisions.
[08:05] The significance of weekly KPI monitoring and project plans to keep progress on track and avoid missing key objectives.
[12:33] The challenges of "shiny object syndrome" and the importance of staying focused on set goals.
[14:45] The importance of overcoming limiting beliefs and focusing on personal goal-setting rather than adopting others' goals.
[18:14] The value of having an advisor or coach to offer insights and help you navigate your blind spots.
[20:50] Why you should focus on solving problems and not just setting goals.
[21:24] The importance of investing in your personal and professional development to become who’s needed to reach your goals.

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Have you considered expanding your team globally? Leveraging the full potential of your remote workforce can transform your business from a small-scale operation to a multi-million-dollar success. How do you overcome the cultural and communication barriers to build a high-performing global team?

In this episode of The Agency Blueprint, I’m joined by Philip Rivers to discuss how to hire and manage overseas talent effectively. Philip is an email marketing expert and founder of a $200M revenue-generating agency. His journey began designing niche t-shirts and grew to a thriving agency with over 50 employees leveraging global talent for outstanding results.

Don’t miss this episode to learn more about strategies for building cohesive remote teams and creating meaningful physical connections with them.

Key Questions:

[01:04] What is the distinction and the relationship between local and global talent, and how can you leverage each?
[06:38] How did you look at where to find the right talent with good cultural crossover for the right type of skillset that allowed you to expand your team globally?
[09:29] What would you say to someone who needs help in hiring the right global talent?
[14:33] How do you consider the compensation component of a fair wage within that individual’s country?
[16:18] How can physical team-building activities and annual gatherings improve team cohesion and performance among remote and offshore team members?
[18:55] What would someone who’s never hired nearshore or offshore talent consider when hiring?

What You’ll Discover:

[01:39] Philip’s shift from hiring only local talent to embracing global talent driven by financial and operational considerations.
[04:22] His experience hiring client-facing overseas talent and how it works in specific industries.
[06:53] The process for finding and hiring the right talent with the right hiring strategies in regions like Latin America.
[09:42] The importance of businesses fully preparing for remote workers with SOPs to clear communication expectations.
[11:49] How to effectively integrate global talent into the company culture without making them feel undervalued.
[13:33] The potential risks and opportunity costs that come from not investing in overseas talent’s success.
[15:22] How different cost-of-living levels impact compensation and how fair wages in various countries can still provide a good quality of life.
[17:09] How regular team-building efforts and cultivating a united company culture can impact team members' longevity and effectiveness.
[19:10] Things to consider when hiring overseas talent, like planning the first 30 days and evaluating soft skills.

Connect with Philip:

Website
LinkedIn
Twitter

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Are you looking to target mid-market to enterprise-level clients? If so, the Account-Based Marketing (ABM) strategy might be a good fit. Unlike traditional broad outreach strategies, ABM focuses on precision, personalization, and relationship-building.

In this episode of The Agency Blueprint, I discuss the effectiveness of the ABM strategy when working with high-value clients and why it’s more impactful today. I also explain the importance of understanding your ideal client persona, building detailed outreach strategies, and consistently engaging with these clients through multi-channel efforts.

Don’t miss this episode to learn how to balance email automation and personalization during client outreach.

Key Questions:

[00:50] How can you effectively target and engage high-value accounts for your agency?
[06:34] Are you prepared to build a long-term relationship with larger organizations with longer sales cycles?

What You’ll Discover:

[01:44] Why the ABM strategy is more impactful today as larger clients now favor project-based work with boutique agencies.
[03:58] Identify your target client persona—understand the industry, organization size, and key decision-makers for effective outreach.
[04:24] How to build a client list based on your available time and compile detailed research on your target client before outreach.
[06:34] How larger organizations plan their budget and why you should prepare for long-term relationship-building.
[09:19] The value of a multi-channel approach – build name recognition by engaging with prospects before initiating direct outreach.
[10:12] How to use email templates to streamline your outreach without sacrificing personalization.
[11:30] Consistency is key—implementing this strategy requires ongoing effort and consistent follow-up to yield results over time.

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Are you fixated on the idea that working more is the key to success? What if we told you that the key to success is not the hours you put in but about focusing your attention? You achieve better results by dedicating just 8 to 12 hours a week to a singular goal, refining processes, and creating intentional focus.

In this episode of The Agency Blueprint, we discuss how focused attention leads to real progress rather than putting in more hours. We explore where the hustle culture propaganda stems from and how it only leads to burnout and decreased productivity.

Don’t miss this episode to learn how to create a simpler approach to work that focuses on what truly matters in your life and business.

Key Questions:

[00:33] Did you know you can achieve more impactful results by dedicating 8 to 12 hours a week to a specific goal, refining systems, and improving processes?
[06:46] Do you feel like you’re on a hamster wheel, hustling without making real progress in your business?
[16:50] Are you focusing on the right problem within your business?

What You’ll Discover:

[01:31] Understand that hustling leads to burnout, preventing you from long-term success and enjoyment in life.
[03:14] How the hustle culture in America was shaped by corporate interests leading to societal stress and inefficiency.
[05:28] How agency owners who hustle often find themselves trapped in a cycle of working long hours with little progress.
[07:18] How to create boundaries between your work and life and focus on key services in your agency.
[12:55] How to plan and prioritize short-term goals for better results than setting long-term, vague goals.
[14:19] The importance of patience and focus in achieving meaningful progress in your business goals.
[16:50] Why solving the key problem can lead to solving multiple issues within a business.

Book Recommendation:

Do Nothing by Celeste Headlee

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How are you prepared to evolve your SEO and organic search as a marketing channel in this age of AI? AI is transforming organic search marketing, so it’s important for businesses to provide high-value content to meet the personalized needs of today’s customers.

In this episode of The Agency Blueprint, Greg Brooks joins me to explore SEO and organic search marketing and how AI is transforming organic search marketing. Greg is an author and partner at SearchTides, a hub for all things search and SEO, and in the AI era of searching online. His role is pivotal in shaping the future of effective SEO, leveraging large language models, or LLMs, and navigating an AI-driven era of the internet. Greg has successfully collaborated with industry giants such as Home Depot, Zillow, Western Union, and FanDuel.

Listen in to learn how to align your SEO and social media strategies based on customer journey length and domain authority strength. You will also learn whether your SEO works best for your business and when to explore other marketing channels.

Key Questions:

[01:22] Is organic search still a viable marketing channel in the era of AI and fragmented online search behaviors?
[04:32] What’s your advice to businesses to stay updated with AI advancements and SEO changes?
[13:39] Who is organic content for and not for, and is organic search meant for everybody?
[15:49] How can businesses adjust their SEO strategy to account for user intent and funnel stages, ensuring they reach the right audience at the right time?
[27:35] What’s your advice to businesses still trying to determine whether SEO and organic search are a viable channel for them?

What You’ll Discover:

[02:00] How Google positions itself as a leader in AI-driven search, unlike GPT models, which are often blocked from web traffic.
[04:45] How to study user behavior and the buyer’s journey to tailor content across multiple channels and touchpoints.
[08:06] The future of AI-generated content and why human expertise is more important than ever.
[12:31] The importance of content structure and scrollability to ensure content is easily digestible and tailored to modern user behavior.
[13:29] How people are taking combined ways of searching online even as businesses continue to focus on easily trackable marketing strategies.

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How do you leverage data in your agency to create effective marketing strategies? When appropriately leveraged, data in marketing can help you optimize audience targeting, campaign performance, and overall marketing outcomes.

In this episode of The Agency Blueprint, I discuss how to base marketing decisions on data instead of making assumptions or shifting tactics too quickly. I also explain the importance of having a disciplined, long-term approach focused on continuous testing and small incremental improvements in various marketing funnel stages to double results over time.

Listen in to learn the importance of understanding your audience, running A/B tests, and tracking attribution across channels to refine strategies and achieve measurable success.

Key Questions:

[01:13] Are you harnessing data within your agency to create effective marketing strategies?
[08:30] How do you go about thinking through your existing marketing strategy that allows you to make improvements?
[09:32] How well do you understand your audience? Are you collecting the data necessary to segment and target them effectively?

What You’ll Discover:

[01:32] How marketers often jump from one tactic to another without giving marketing strategies enough time to prove effective.
[02:36] How to leverage data to test and verify your marketing efforts instead of making assumptions.
[03:56] The importance of perseverance in marketing and monitoring progress before giving up too early.
[06:25] The power of making small, incremental improvements in various stages of marketing to double results.
[08:30] How to think through your existing strategy and make improvements in each marketing stage.
[09:32] How to deeply understand your audience and use data to articulate their problems better than them for more effective marketing.
[12:38] The importance of A/B testing even when initial assumptions about messaging may seem obvious.

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How are you harnessing the power of data to drive operational decisions in your creative agency? Leveraging data helps track agency performance and predict future outcomes, ensuring sustained growth.

In this episode of The Agency Blueprint, we discuss how agencies can use data to streamline processes, enhance client satisfaction, and boost their bottom line. We also explain how to avoid data overload and enhance effective decision-making by focusing on fewer meaningful KPIs.

Don’t miss this episode to learn more about asking the right questions, data transparency, and proper data management.

Key Questions:

[00:33] Are you leveraging data to make informed decisions, improve efficiency and effectiveness, enhance client satisfaction, and boost your bottom line?
[09:27] Do you have someone in your corner guiding you with data management as a creative agency owner?
[16:41] Are you focusing on too many data points, making it difficult to prioritize improvements?

What You’ll Discover:

[01:37] How data from past performance helps predict future outcomes, allowing for minor adjustments to optimize business trajectory.
[02:57] The importance of clean, clear, and well-organized data for making informed growth decisions.
[03:35] How to focus on key cornerstones like revenue growth and client lifetime value when reviewing data.
[07:29] Ask the right questions about your agency and use data to support the answers for better decision-making.
[09:19] Have data management to allow for sustainable business as a creative not naturally inclined toward data.
[10:52] The importance of data transparency with your team to ensure everyone contributes to decision-making.
[13:56] The power of measuring and monitoring data in your business for continual improvement.
[16:50] How to avoid data overload by focusing on a few meaningful KPIs to drive performance improvement.

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What’s holding you back from delegating more in your agency? Trust issues and fear of handing over control are some challenges you might face when trying to delegate. But are you aware that effectively delegating gives you time to focus on growth and sustainability?

In this episode of The Agency Blueprint, I’m joined by Ashley Berghoff to explore how effective operations can transform visionary businesses. Ashlee is an MBA and systems strategist with the mind of an architect and the heart of an entrepreneur. Her company works with visionary founders and agency owners stuck 'in' the business. They specialize in building and running powerful performance engines, and they have COOs and operations managers on their team.

Don’t miss this episode to learn about effective delegation and how personal boundaries can enhance visionaries' productivity.

Key Questions:

[01:37] In your experience, what are most agency owners' biggest obstacles when trying to delegate?
[05:21] Is hiring a virtual assistant when stuck in business operations good advice? If not, why is it bad advice?
[11:16] How can agency owners identify which tasks they should delegate based on their strengths and preferences?
[23:17] What are your views on setting personal constraints or policies that help agency owners manage recurring issues more efficiently, and would you recommend them?

What You’ll Discover:

[01:43] The challenges of trust and fear that agency owners face when trying to delegate.
[05:33] Why jumping straight into hiring a VA is not the best move and how to delegate effectively for business success.
[08:43] The documenting processes by recording videos approach and how it helps build a more efficient system when delegating.
[11:34] The importance of thinking holistically about your business’s operational engines rather than simply delegating tasks in isolation.
[15:35] How to transition from task-based to outcome-based delegation by empowering team members.
[19:28] How integrators and visionaries can work on ideas effectively without misalignment.
[21:13] The importance of having both systems creators and doers within a team to ensure smooth, repetitive task execution.
[24:13] How setting personal constraints and firm boundaries can help remove the emotional strain of decision-making.
[26:14] Ashlee’s playbook – a step-by-step guide for business owners to transition from operational management to strategic leadership.

Connect with Ashlee:

Website
LinkedIn

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How can storytelling and visual models revolutionise your sales process? Rather than being a pushy salesperson, storytelling, visual models, and educating your clients can simplify complex ideas and build genuine client relationships.

In this episode of The Agency Blueprint, I discuss the power of integrating stories and visual models for agency owners to position themselves as trusted partners. I further explain how educating clients empowers them to make informed decisions and sets realistic expectations.

Don’t miss this episode to learn the importance of building trust and positioning yourself as a long-term partner rather than just a vendor.

Key Questions:

[01:31] Are you using storytelling to help clients see themselves in your solutions?
[05:20] Do you leverage visual models in your sales process to demonstrate your expertise and make complex concepts easier for clients to grasp?
[07:36] Could educating your clients strengthen your sales conversations and client relationships?

What You’ll Discover:

[01:31] The power of storytelling in helping clients relate to the scenarios presented in marketing campaigns.
[04:11] How third-party selling through storytelling allows clients to recognize their own challenges through someone else.
[04:50] How to leverage storytelling to explain complex concepts while building trust and credibility.
[05:20] How to utilize visual models in sales conversations to break barriers and empower clients.
[07:36] Education as a sales tool – how explaining processes and systems builds client confidence and sets realistic expectations.
[08:37] The importance of building trust and positioning yourself as a long-term partner rather than just a vendor.
[10:45] How to leverage these tools to empower, educate, and engage clients to make informed decisions.
[13:39] Why you should aim to articulate value through storytelling and models and create a meaningful connection with your clients.

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What drives your agency forward—financial success or something deeper? Is your passion visible in your work? Aligning impact, purpose, and mission in your agency work is a key pillar that will support you in good and challenging times.

In this episode of The Agency Blueprint, we discuss how passion differentiates you in the marketplace, builds trust with prospective clients, and improves team dynamics. We explain how embracing passion, excitement, and energy will help you achieve a fulfilling business experience.

Listen in to learn more about the difference between financial motivation and genuine passion.

Key Questions:

[04:07] Have you ever been drawn into a conversation or project because of someone’s passion and enthusiasm for their work?
[07:50] How do your passion and personal story influence your branding and positioning? How can you use this to differentiate yourself in the market?
[11:50] How do you balance financial goals with the desire for impact and passion in your work?
[15:47] How did your passion and sense of purpose help you overcome obstacles and move forward?

What You’ll Discover:

[01:37] Successful clients whose undying passion sets them apart and how excitement and energy can be contagious and drive success.
[04:07] How passion builds trust with prospective clients and creates a magnetic connection based on genuine interest.
[07:50] The importance of recognizing that your passion is your differentiator and embracing it will help you achieve a fulfilling business experience.
[10:15] How alignment with mission and purpose impacts team dynamics, unifying those with a common goal.
[11:50] How impact drives energy and commitment, plus a distinction between financial motivation and genuine passion.
[15:47] The importance of passion in overcoming difficult moments and achieving long-term goals.
[18:50] How tough times and challenges can fuel motivation and creativity to fulfill your passion.

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Are you struggling to streamline client communication and content collaboration in your agency? Having clear communication, building trust, and optimizing workflows are some strategies that can help streamline day-to-day operations and manage client expectations.

In this episode of The Agency Blueprint, I’m joined by Xenia Muntean to discuss how to simplify agency operational and communication processes. Xenia is the CEO and Co-Founder of Planable, a content review and marketing collaboration platform used by over 15,000 creators behind iconic brands such as Hyundai, Christian Louboutin, Viber, and United Nations. She is a Forbes 30 Under 30 honoree, Techstars alumna, Webby Awards judge, frequent speaker, startup mentor, and angel investor.

Don’t miss this episode to learn more about the importance of dedicating time to technological exploration and how to leverage AI's potential without losing the human touch.

Key Questions:

[01:01] Can you give us a brief overview of your career journey and what you’ve been up to?
[03:50] What were the biggest stressors you experienced in managing a social agency?
[12:25] Do you know whether improving the client’s experience impacted the client's lifetime value and the amount of spending the client would have?
[13:50] How did you make the leap from an agency owner to a tech CEO/Founder, and what was your biggest motivator for launching Planable?
[17:04] What’s your advice for agency owners and life on how to effectively stay on top of the technology curve and solve their challenges in a meaningful way?
[21:10] What are your thoughts on the primary types of tools agencies need and should be looking to evaluate at different stages of growth?

What You’ll Discover:

[01:21] Xenia's entrepreneurial journey – how her first boutique agency gave birth to Planable.
[04:02] The challenges she experienced managing a social agency from client communication, content production, and operations.
[06:08] Why balancing a standard process with flexibility for different clients was a major challenge in running her agency.
[10:06] How optimizing internal processes benefits both the agency and the client experience.
[12:48] Understand that combining a great client experience and work improves retention and spending.
[14:12] Xenia shares her experience shifting her focus from being an agency owner to a tech founder.
[17:17] How to make space for innovation and stay updated while maintaining focus when exploring technology.
[21:37] The different tools agencies should consider at various stages of growth while keeping it simple.
[28:01] How AI is reshaping creative industries and the importance of leveraging it without being too reliant on it.

Connect with Xenia:

Website
LinkedIn
Planable Discount: Blueprint30

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How do you handle price objections in your sales conversations? Mastering the art of addressing pricing concerns while safeguarding your profitability is essential whether you’re just starting or have years of experience.

In this episode of The Agency Blueprint, I discuss actionable strategies to help you communicate the value of your agency to your clients during the sales conversation. I explain how to differentiate between marketing-qualified and sales-qualified leads in the sales process to avoid wasted efforts.

Listen in to learn how to enhance agency-client relationships by building trust through demonstrated expertise, risk mitigation, and solution-driven conversations.

Key Questions:

[00:34] How do you manage price sensitivity during a sales conversation?
[01:46] Are you asking the right questions to determine whether a lead is qualified, or are you wasting time on prospects who cannot afford your services?
[10:03] Are you effectively communicating the risk and value proposition to reduce price objections during your sales conversations?
[16:28] How do you clearly communicate your expertise and ability to mitigate risks to your client?
[17:50] How do you offer tangible results and metrics that prospects can relate to?

What You’ll Discover:

[01:33] The importance of distinguishing between marketing-qualified leads and sales-qualified leads to avoid wasted efforts.
[04:40] How price anchoring helps guide sales conversations with clients who need clarification on the cost of services.
[06:58] Why your expertise justifies higher price points and how to position your services based on market segments.
[07:28] The "good, better, best" model for presenting tiered service packages that give clients flexible options.
[10:15] How reducing perceived risk for clients increases their willingness to invest in your higher-value services.
[11:43] How to set yourself apart in the sales conversation to avoid being relegated to just a vendor.
[14:12] How to uncover the real concerns behind client hesitation and better manage their objections.

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What if you reimagined your funnel from one with a wide top and a narrow bottom to one with small openings at both ends and a substantial middle? The middle section of a funnel is where most leads reside and hold untapped potential. So, how can you maximize this crucial area of your funnel?

In this episode of The Agency Blueprint, I discuss strategies for maximizing the middle funnel by nurturing leads through valuable content and tailored communication. I explain how to drive more conversions and business growth by transforming potential clients' apathy into engagement and motivation.

Listen in to learn techniques for segmenting your audience based on their content consumption preferences to reduce lead drop-off.

Key Questions:

[00:51] Are you maximizing the potential of your middle funnel leads?
[01:31] How do you visualize your marketing funnel, and could it benefit from a different approach?
[03:04] What strategies are you using to nurture leads who aren't ready to buy immediately?
[08:52] How are you segmenting your audience to provide personalized content?
[11:42] Do you understand the engagement patterns of your audience to refine your nurturing strategies?

What You’ll Discover:

[00:33] The concept of modernizing your marketing and sales funnel and moving away from the traditional funnel shape.
[01:31] Visualizing the new funnel shape with a large middle where most of your leads reside.
[03:04] The importance of nurturing leads who may not convert immediately but show long-term potential.
[04:50] How to focus on the information needs of mid-funnel leads to foster engagement.
[07:47] Strategies for re-engaging mid-funnel leads through diverse content formats and personalized approaches.
[08:52] Techniques for segmenting your audience based on their content consumption preferences.
[09:35] How to tailor content to your audience's needs and preferences to reduce lead drop-off.
[11:42] Have a data collection mechanism to understand the types of engagement people have and improve lead nurturing.
[13:02] How to re-evaluate your current nurturing efforts and improve engagement with existing leads.

Free Copy of The Practical Agency Book.

Real Life Agency Success Stories

Weekly agency tactics YouTube Channel

Profitability Accelerator Call - If you're looking to make a change today schedule your profitability accelerator call to define what is possible for your agency in the next 90 days.

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What happens when a substantial portion of your agency’s income comes from just a handful of clients? Revenue concentration poses significant risks, especially if a major client leaves or market conditions change.

In this episode of The Agency Blueprint, we discuss the critical issue of revenue concentration that affects many agencies. We emphasize the importance of diversifying revenue streams to ensure financial stability and sustainability.

Listen in to learn strategies for reducing revenue concentration, such as leveraging existing client relationships, developing new business partnerships, and focusing on current and potential clients.

Key Questions:

[00:44] Have you evaluated the level of revenue concentration within your agency and its potential risks?
[02:10] How would your agency cope financially if one of your top clients decided to leave?
[07:26] How does revenue concentration affect the valuation of your business from a potential buyer's perspective?
[11:46] How are you maximizing opportunities with your existing clients to diversify your revenue streams?
[15:03[ Have you explored strategic partnerships to generate new leads, recover lost leads, and diversify your client base?

What You’ll Discover:

[00:44] Understanding revenue concentration, when revenue concentration occurs, and the risks it poses.
[01:30] How to calculate your agency's revenue concentration to identify potential risks.
[02:10] The danger of having top clients controlling a large portion of your revenue.
[03:48] Real-life example of clients disregarding the risks and facing severe consequences.
[05:54] How high revenue concentration leads to negotiation power issues, putting an agency in a vulnerable position.
[07:24] How high revenue concentration can negatively affect the valuation of your agency during an acquisition.
[10:37] How to calculate and identify revenue concentration using accounting platforms.
[11:46] Strategies to expand revenue from existing clients instead of solely focusing on new business development.
[15:03] The importance of building new business relationships and the value of strategic partnerships.
[17:00] How to recover lost leads and previous clients as a method to expand your client base.

Free Copy of The Practical Agency Book.

Real Life Agency Success Stories

Weekly agency tactics YouTube Channel

Profitability Accelerator Call - If you're looking to make a change today schedule your profitability accelerator call to define what is possible for your agency in the next 90 days.

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Are you afraid of the risk of being replaced by AI as a creative? What if you learned that AI is far from replacing creativity and can instead be leveraged to enhance your work? The inherent AI predictability means it can assist with routine tasks, but the unique human ability to push creative boundaries remains irreplaceable.

In this episode of The Agency Blueprint, I’m joined by Ana Santhosh to discuss artificial intelligence (AI) and its implications for creative professionals. Ana is the founder of Kraft AI and is passionate about demystifying AI for leaders and organizations. She guides them through the strategic adoption of AI to drive innovation and empowers leaders to make informed strategic decisions through personalized guidance and practical exercises.

Don’t miss this episode to learn how to think outside the box and leverage AI's predictive capabilities to augment your creative processes!

Key Questions:

[01:36] Are creatives going to be replaced by AI? Are they going to be out of a job in a couple of years?
[05:56] What would be the most successful way to look at the AI adoption within an agency? And what would allow for an agency to be thinking about AI adoption to allow for it to be most successful?
[11:14] What’s your advice on how to stay relevant and on top of what is adopting and becoming new today and how people are using it?

What You’ll Discover:

[01:47 Ana clarifies misconceptions about AI and explains why it won’t replace creativity.
[04:38] Why you should think outside of the box when creating to beat AI because, unlike the human mind, AI is predictable.
[06:11] How AI can help agencies automate and augment to align with organizational goals effectively.
[08:45] Understanding the role of well-crafted prompts in optimizing AI-generated content.
[11:24] How to stay relevant and effectively integrate AI solutions by prioritizing user needs over technology trends.
[14:51] Why you should shift your perspective around AI adoption and focus on specific business needs for optimal results.
[17:24] Understanding AI as an augmenting tool rather than a replacement for your creativity.
[20:19] Why you should avoid the one-size-fits-all approach to AI applications to make things easier.
[24:50] Ana’s customized AI boot camp for businesses looking to harness AI effectively.

Connect with Ana:

Free Copy of The Practical Agency Book.

Real Life Agency Success Stories

Weekly agency tactics YouTube Channel

Profitability Accelerator Call - If you're looking to make a change today schedule your profitability accelerator call to define what is possible for your agency in the next 90 days.

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Are you making accurate financial projections and budgets to guide your business toward sustainable growth? Agency owners often overlook or avoid their financials, but understanding and managing these numbers is essential for long-term success and stability.

In this episode of The Agency Blueprint, we discuss how business owners can better manage their finances without needing a degree in accounting or finance. We explain the importance of accurate financial projections, budgeting, and the use of financial benchmarks to ensure a sustainable and profitable business.

Listen in to learn the significance of regularly reviewing financial statements, understanding key metrics, and maintaining a healthy cash reserve to navigate unexpected challenges.

Key Questions:

[00:44] Are you paying enough attention to your business financials to ensure its health and growth?
[01:57] How frequently do you review your financial statements, and do you understand the key ratios and percentages that impact your business?
[10:01] How well do you understand your cost of goods sold, and what does it tell you about your pricing and operational efficiency?
[12:57] How much are you investing in your own marketing, and does it reflect the standards you set for your clients?

What You’ll Discover:

[00:44] The critical role of financial health in business success and the benefits of accurate financial projections and budgeting.
[01:57] The importance of regularly reviewing financial statements and understanding key financial ratios and percentages.
[03:34] The importance of daily self-improvement to understand the language of business and enhance business performance.
[07:19] The importance of having adequate cash reserves to manage unexpected downturns or expenses.
[10:01] Financial benchmarking – defining key metrics like the cost of goods sold and their impact on business health.
[12:57] The importance of marketing investment, plus how the cost of goods can determine pricing and operational efficiency.
[15:05] The peace of mind and security that comes from managing a business by the numbers.

Free Copy of The Practical Agency Book.

Real Life Agency Success Stories

Weekly agency tactics YouTube Channel

Profitability Accelerator Call - If you're looking to make a change today schedule your profitability accelerator call to define what is possible for your agency in the next 90 days.

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Do you show up authentically? What does it mean to be truly authentic in business? How can you ensure your actions reflect your deepest values? When you align authentically with your values, you find renewed energy for growth and other aspects of business.

In this episode of The Agency Blueprint, Guillaume Wiatr joins me to discuss the critical importance of authenticity in entrepreneurship. Guillaume is the creator of Strategic Narrative, the business strategy consulting and coaching methodology for entrepreneurial leaders and professional service firms. Through his company, MetaHelm, he steers experts, CEOs, and leadership teams to build a successful business they love by growing narrative power and the leadership ability to defy the normal when the normal is wrong.

Don’t miss this episode to learn about creating an authentic business narrative through a holistic approach, maintaining authenticity, practical strategies to remain genuine in leadership roles, and more.

Key Questions:

[01:51] Can you share your thoughts and stories about authentic alignment in entrepreneurs and its impact?
[09:52] Can you tell us more about your Strategic Narrative methodology and how it works to help people find authenticity?

What You’ll Discover:

[02:00] Guillaume defines authentic alignment and discusses the complexities of staying true to one’s values.
[04:30] The necessity of daily reflection and self-discovery for the ongoing journey of personal and professional authenticity.
[05:44] How authenticity can be sensed personally and by others in the room and its impact on business connections.
[10:01] Guillaume’s Strategic Narrative methodology and how it helps leaders create genuine business narratives.
[11:27] How to run a holistic business with personalized business strategies rather than one-size-fits-all solutions.
[16:45] Actionable ways for those interested in selling in a more authentic and less convincing way.
[19:48] The importance of diagnostics in sales conversations and understanding clients’ true needs.
[20:37] The challenge of balancing expert advice with clients' unique needs and preferences.

Connect with Guillaume:

Website
LinkedIn

Free Copy of The Practical Agency Book.

Real Life Agency Success Stories

Weekly agency tactics YouTube Channel

Profitability Accelerator Call - If you're looking to make a change today schedule your profitability accelerator call to define what is possible for your agency in the next 90 days.

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How often do you question the options in front of you and seek out creative solutions? By challenging the status quo and choosing 'Option C ', you can unlock your true potential and lead to a more fulfilling life.

In this episode of The Agency Blueprint, I challenge the belief that life only gives us two undesirable options and explain the power of choosing option C. I also explain the value of charting unique pathways that align with your personal values and aspirations.

Don’t miss this episode to hear real-life examples of individuals who challenged traditional dichotomies of choices and successfully created their own pathways.

Key Questions:

[00:58] Are the choices you’re making in your agency truly aligned with your personal values and long-term goals?
[03:45] Can you identify an "Option C" in a current dilemma that aligns better with your true desires?
[04:45] What new perspectives and creative solutions can you explore to achieve true alignment with your personal and business goals?
[08:41] Are you living according to your values or following someone else's path? How can you realign with your own values?

What You’ll Discover:

[00:58] The importance of choosing options that align with personal values and agency goals rather than settling for what's presented.
[03:45] The concept of creating a personalized pathway (option C) that aligns with individual desires and values.
[04:55] How to overcome the fear and resistance of exploring new perspectives to achieve true alignment with personal and business goals.
[08:41] The value of charting your own unique pathway for true success and fulfillment and the dangers of copying others.
[09:46] Examples of individuals who challenged traditional dichotomies of choices and successfully created their own pathways.
[17:49] Take time to explore option C and find a creative solution that’s the right decision for you.

Free Copy of The Practical Agency Book.

Real Life Agency Success Stories

Weekly agency tactics YouTube Channel

Profitability Accelerator Call - If you're looking to make a change today schedule your profitability accelerator call to define what is possible for your agency in the next 90 days.

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Are you focusing on the right financial strategies to benefit your agency? How do you mitigate financial risks and secure financial stability? A lack of financial planning can negatively impact your agency’s success. An agency generating revenue for its own sake is pointless; the ultimate goal should be maximizing profit.

In this episode of The Agency Blueprint, we delve into the financial risks that often arise in creative project management, such as underpricing services, mismanaging cash flow, and failing to plan for future expenses. We explain the importance of maintaining a healthy cash reserve and carefully planning new hires to avoid overextending resources.

Listen in to learn the importance of embracing the value of your creative work and charging accordingly for a sustainable business model.

Key Questions:

[03:00] Are you setting the right price points for your services to ensure profitability?
[11:22] How do you manage your cash flow? Do you have a system in place to track income and expenses effectively?
[13:23] Do you have sufficient cash reserves to handle growth phases and unexpected expenses?
[17:52] How do you manage planning hires in advance to avoid overextending your team?

What You’ll Discover:

[01:47] The predominant financial risks in creative projects, from price points to cash flow and contracts.
[03:00] Pricing strategy – how to overcome the fear of charging your work’s worth as your agency grows for sustainable profitability.
[05:25] A real-life example of how undervaluing services can hinder agency growth and profitability.
[08:58] A detailed breakdown of how to calculate appropriate billing rates to ensure profitability.
[11:22] The importance of monitoring cash flow and having a mechanism to understand and manage it effectively.
[12:26] Simple tools to help you track cash flow accurately, avoid the stress of unexpected expenses, and ensure timely payments.
[13:23] The challenges of managing cash flow during growth periods and the necessity of maintaining cash reserves.
[15:16] How to find resources or individuals who can help manage your cash flow efficiently.
[17:52] Understanding when to hire and how to do it in advance to avoid putting deliverables at risk.
[20:44] The importance of doing things differently to ensure your business choices don’t negatively impact your family life.

Free Copy of The Practical Agency Book.

Real Life Agency Success Stories

Weekly agency tactics YouTube Channel

Profitability Accelerator Call - If you're looking to make a change today schedule your profitability accelerator call to define what is possible for your agency in the next 90 days.

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Is selling your agency the right move for you? What personal goals and circumstances might influence your decision? Your unique goals and circumstances should influence the decision to sell your agency or hand it over to a successor.

In this episode of The Agency Blueprint, Jonathan Baker joins me to discuss the misconceptions and realities surrounding the sale of an agency. Jonathan is the head of the M&A practice at Punctuation, a small advertising practice that works exclusively with small—to mid-size independent marketing service firms on various facets of business management and growth.

Don’t miss this episode to learn valuable advice from an expert for agency owners considering whether to sell or continue growing their firms!

Key Questions:

[01:43] What and when is the actual goal and the idea behind selling an agency?
[03:37] What does a typical deal structure look like in your experience for an agency owner in a small to mid-size agency?
[06:15] What steps should you take to evaluate whether to sell or continue growing your agency?
[09:09] What other options are there for agency owners beyond potentially selling?
[13:37] In the two potential inevitabilities where someone is looking to sell, and someone isn't looking to sell, what would provide for the highest amount of money in the founder's pocket?
What gross and net profit margins should agency owners target to ensure their firm's financial health and attractiveness to potential buyers?

What You’ll Discover:

[01:51] Jonathan on the multiple triggers that cause selling an agency and why selling an agency should be a personalized goal.
[03:47] The typical deal structures for small to mid-size agencies and the impact of different types of buyers on deal structures.
[06:26] Why you should focus on your personal goals and the agency’s profitability when evaluating whether to sell or not.
[09:24] The challenges of running a creative agency with an absentee owner and the importance of having a solid number two person.
[11:45] Options for agency owners who want to retain flexibility while continuing to grow their agency.
[14:03] Main ways to maximize profitability to appeal to buyers or run sales mechanisms and business development.
[16:41] The importance of targeting the right type of buyer based on the strengths and weaknesses of your agency.
[19:03] Gross and net profit benchmarks for agencies and the importance of maintaining profitability while ensuring sustainable growth.
[20:23] How to take control of your destiny and plan your future strategically as an agency owner at a crossroads.

Connect with Jonathan:

Website
LinkedIn

Free Copy of The Practical Agency Book.

Real Life Agency Success Stories

Weekly agency tactics YouTube Channel

Profitability Accelerator Call - If you're looking to make a change today schedule your profitability accelerator call to define what is possible for your agency in the next 90 days.

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What are your marketing and lead generation strategies? Where are you concentrating your marketing efforts? A well-balanced marketing and lead generation approach will help you manage resources effectively, build a sustainable pipeline, and steady growth.

In this episode of The Agency Blueprint, I share various tactics to ensure your marketing and lead generation strategies balance your short-term, mid-term, and long-term goals. I explain when to focus on short-term goals and when to shift the balance to more mid-term and long-term strategies.

Listen in to learn about some mid-term and long-term lead generation methods, how to evaluate potential partners for networking, misconceptions about paid advertising, and more!

Key Questions:

[02:05] How do you allocate your efforts between short-term, mid-term, and long-term lead generation strategies?
[03:50] Are you diversifying your lead generation methods to avoid relying too heavily on one tactic?
[05:55] Have you tailored your lead generation strategy to fit the specific needs of your target audience?
[12:09] How do you evaluate potential partners for network marketing to ensure productive relationships?

What You’ll Discover:

[01:41] The different types of strategies for sustainable growth based on timeframes: short-term, mid-term, and long-term.
[02:05] How your agency’s leads volume should guide your focus on short-term, mid-term, and long-term goals.
[03:50] The importance of diversifying lead generation methods to avoid relying solely on content creation/social media for immediate results.
[05:08] How to track lead sources and evaluate the effectiveness of different strategies to maintain a balanced approach.
[05:55] The importance of having tailored lead generation strategies for your target audience instead of copying others.
[08:12] Understanding the dangers of jumping between tactics without commitment and the importance of concentrating efforts for success.
[08:53] Misconceptions about paid advertising being a short-term strategy, plus the time and financial investment needed for effectiveness.
[10:12] How to set minimum metrics and timelines for new initiatives to evaluate their success and make informed decisions.
[11:43] Some mid-term oriented lead-generation strategies and tips on maximizing their effectiveness.
[12:09] How to evaluate potential partners in network marketing to build meaningful and productive relationships.
[14:39] Some long-term lead generation strategies, how they require time, and should only be pursued once short-term needs are met.
[15:21] The importance of balancing marketing efforts across different timeframes to ensure sustainable growth.
[16:30] Recognize that not all lead generation tactics are top-of-funnel and understand their place in the buyer's journey.

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What strategies can you implement to guarantee your clients choose to stay and grow with your agency? It is easier, cheaper, and more profitable to retain a client than to find a new one; ensuring your clients feel valued and understood from their first interaction with your team will keep them around for longer.

In this episode of The Agency Blueprint, we discuss a comprehensive client retention method designed to enhance client satisfaction and loyalty. We explain the importance of having an initial kickoff call with the team and client, reviewing sales calls, and ensuring all team members understand the client's goals and expectations.

Don’t miss this episode to learn about deepening client relationships, the necessity of defining and tracking clear KPIs, and more.

Key Questions:

[01:27] How thorough is your internal kickoff process, and are you setting your team up for success from the start?
[04:28] Are you giving your internal team enough time to prepare before introducing them to the client?
[12:57] Are you maintaining regular and meaningful communication with your clients to keep them engaged and satisfied?
[13:22] Can your client see how you’ will help them get to the next step of their business?
[22:18] Are you using clear KPIs and measurable goals to track your success and demonstrate value to your clients?

What You’ll Discover:

[01:27] The pitfalls of rushing into deliverables without proper internal communication, starting with an internal kickoff call.
[03:04] The importance of recording sales calls and properly articulating the goals and deliverables to your team.
[04:28] How to set up internal teams properly before the client kickoff call to ensure understanding and preparedness.
[06:41] The importance of continuing thoughtful and strategic communication throughout the client relationship.
[08:50] The importance of aligning goals and setting expectations during the initial client kickoff call to avoid future disappointment.
[12:57] How to hold an advisor’s position for your client by giving them value and painting a future in every touchpoint of your relationship.
[14:19] How to deepen client relationships with consistent and structured communication to ensure you’re being seen as a partner rather than a vendor.
[19:37] The importance of strong project management to ensure timely delivery and client satisfaction.
[22:18] The necessity of defining clear KPIs and measurable goals to track and demonstrate success.

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Do you know that a well-crafted contract can transform your creative agency's success? There’s a clear difference between good and bad contracts for creative agencies. A well-drafted contract has customized legal agreements to mitigate risk and enhance agency business operations.

In this episode of The Agency Blueprint, I’m joined by Josh Barrett to discuss how to reduce risk with good contract drafting for creative agencies. Josh is a partner at Matchstick Legal, the leading business law firm for advising creative agencies and their owners. Josh founded Matchstick Legal in 2011, driven by a passion for helping creative professionals navigate complex legal landscapes.

Don’t miss this episode to learn the importance of having clear terms about intellectual property ownership in contracts, client obligations, termination rights, recognizing your negotiation power, and more!

Key Questions:

[01:03] Could you share a little about Matchstick Legal, what your firm does, and your background?
[02:40] What are your experience and recommendations on the risks associated with not paying close enough attention to the process of good contract drafting?
[04:53] What frequency do you generally recommend that people review their contracts for contractors and clients?
[12:20] What are some of the big things you see missing or not considered in agreements when reviewing them?

What You’ll Discover:

[01:08] Josh describes Matchstick Legal’s specialized focus on business law for creative agencies, plus his background in the field.
[03:02] The importance of good contract drafting and the risks associated with using generic templates without customization.
[04:59] Why you should revisit contracts every 12 months to ensure they remain relevant, effective, and adapted to changes in the business environment.
[06:22] The benefits of using plain English in contracts, making them more accessible and reducing the likelihood of disputes.
[08:21] The pitfalls of lengthy and overly complex contracts often used by large corporations.
[10:41] The importance of standing firm on key points to negotiate better client contract terms, plus Matchstick Legal’s "Report Card" service.
[12:41] The common elements missing in agency contracts include intellectual property clauses, termination rights, and client obligations.
[16:28] The importance of including a legal fees clause and clearly defining client obligations in contracts to deter bad actors and ensure project success.
[19:31] Why you should recognize your leverage as an agency during contract negotiations and push for fair terms.

Connect with Josh/ Matchstick Legal:

Website
LinkedIn

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Did you know that providing social proof can significantly boost your conversion rate in marketing and sales strategies? Clients’ case studies and testimonials are powerful tools in your sales and marketing efforts. But how do you effectively use your testimonials and clients’ results in various sales and marketing funnel stages?

In this episode of The Agency Blueprint, I provide insights on the powerful impact of client results, case studies, and testimonials on marketing and sales strategies. I explain how to establish a client’s emotional needs and pain points before delving into the business challenges and objections they faced.

Don’t miss this episode to learn more about integrating written, spoken, and video testimonials at various stages of the marketing and sales funnels.

Key Questions:

[01:23] What key emotional components are missing from your current case studies?
[01:30] How do you effectively establish your client's emotional needs and pain points before working with you?
[05:57] How are you leveraging spoken and written testimonials in your sales process?
[12:53] What is the potential impact of leveraging written case studies and video testimonials in your marketing and sales strategies?

What You’ll Discover:

[01:30] How to establish a client’s emotional need and pain points before delving into the business challenges and objections clients faced.
[03:08] The importance of articulating the business outcomes and decisions behind your work with social proof.
[03:53] The various formats for testimonials and how they each fit into the different marketing and sales funnel stages.
[04:49] The value of combining written and video formats on a case study page for comprehensive client understanding.
[05:57] How to utilize spoken testimonials effectively in webinars, conferences, podcasts, and sales conversations.
[07:59] How to leverage written testimonials in emails, on your site, and in the sales process to address client risk assessments.
[08:52] How to continue building trust and provide additional information for client evaluation by sending relevant case studies post-discovery calls.
[10:33] The importance of using video testimonials post-presentation to reinforce your proposal and build trust through client experiences.
[13:37] Why you should reflect on your current case studies and consider updates to enhance their emotional and narrative appeal.

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How do you approach mentoring and investing in your team? If you want to grow and be better, you have to invest in your team. Your team is your pathway to a successful business – they are your product, service, and the core of your agency.

In this episode of The Agency Blueprint, we discuss mentorship and how to approach investing in your team so you can grow in many areas of your agency. We also explain the importance of taking a genuine interest in your team members and clearly communicating your expectations.

Listen in to learn how to humanize your team, have an open line of communication, make training tangible, and more.

Key Questions:

[00:47] How do you grow and improve your agency by improving your team and investing in them?
[11:01] How do you go about setting time aside to invest in your team?

What You’ll Discover:

[01:40] How to set clear expectations by having the core fundamental responsibilities to allow your team to meet them.
[03:25] Understanding how communicating your expectations as a manager makes things easier.
[07:04] The importance of taking a genuine interest in your team members, which plays into the overall team performance.
[11:01] Humanize your team and invite them to be part of your journey by sharing the lessons, issues, and failures you’ve faced.
[14:12] How to have an open line of communication where your team sees you as a supportive mentor.
[18:26] The importance of making training tangible and easier for people to understand expectations.
[20:02] How to make available tools, resources, and knowledge your team needs to do their jobs.

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What are you doing to show others that women can lead without being labeled a certain way? Women who lean into their strength and tap into what matters when leading achieve success and bring about much-needed change.

In this episode of The Agency Blueprint, I’m joined by Carmen Reed-Gilkison to discuss women’s empowerment in business and marketing and our role in making it happen. Carmen is a Certified Online Business Manager and Whole Person Certified Coach with over 25 years of marketing experience. She works with female entrepreneurs to assess, develop, and optimize their businesses for sustainable profitability.

Don’t miss the episode to learn more about fostering your path, creating a successful sales system for your agency, stepping into a CEO mindset as a woman leader, and more.

Key Questions:

[02:36] What are your thoughts about women being labeled bitchy, and what’s your experience and your clients’ experiences in this dynamic?
[06:49] What advice would you give to a client or team member in a situation where the word bitch is being used?
[16:37] What common issues do women agency owners face when getting involved in the sales and marketing aspect of a business?
[21:57] What mindset tactics can women use to maintain their power and confidence?

What You’ll Discover:

[02:45] Carmen shares her thoughts on why ambitious women are labeled bitchy and how we can do better as we know better.
[05:24] The responsibility of women leaders to show others what’s possible to bring much-needed change.
[07:23] How to lean into your strength to de-escalate a situation where the word bitch is being used in a workplace environment.
[10:58] The personal strength and fortitude it requires to tap into what matters to you as a woman leader.
[14:09] Understanding how women are fostering their own paths using their experiences and the benefits of that.
[16:59] How to build confidence and own your expertise as a woman agency owner to create a successful sales system.
[20:59] The importance of prequalifying your leads to ensure you’re speaking to the right people and not just anyone.
[22:20] How to step into a CEO mindset and start looking at things analytically and setting aside time to plan for your business.
[26:35] Carmen’s Master Your Mindset in Business and Life class, plus a tip on overcoming difficulties.

Connect with Carmen:

Website
LinkedIn

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How can you help your ideal client make the best possible choice they can for themselves during the sales process? Your responsibility as a salesperson in your agency is to have your prospective clients make the best possible decision they can, well informed, clear direction so that they can feel affirmed venturing into a new relationship with your agency.

In this episode of The Agency Blueprint, I discuss sales touchpoints to include in your sales process to make sales work better for you and your prospective clients. I also explain how to avoid the mistake of appearing too eager in a sales conversation, which gives off a scarcity mindset and hence gives your prospective client the upper hand.

Listen in to learn how to get prospective clients to show up to a qualification call, help them evaluate their potential direction, present a proposal, and more.

Key Question:

[01:10] What things can you think about or do to allow sales to work better for you?

What You’ll Discover:

[02:03] Don’t bring a scarcity mindset into a sales conversation; instead, bring an abundant mindset to make a sale effectively.
[02:33] Slow down and share the information they need to make the best buying decision possible.
[03:10] The importance of recognizing people’s buying criteria to help them facilitate that buying decision.
[06:56] How to get prospective clients to show up to a qualification call by getting them a piece of collateral.
[08:08] How to build upon the conversation you’ve already had for them to evaluate their potential direction.
[09:36] Have the strategy conversation to evaluate what they have going on that leads to a proposal.
[10:52] Share a testimonial video of another client’s experience after presenting a proposal.

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Do you present yourself authentically during sales? Unlike presenting your curative version, authenticity will bring out the real you and attract the people you want to work with.

In this episode of The Agency Blueprint, we discuss what makes authenticity attractive to your potential prospects and a real game-changer. We also explain how to change your sales perspective by seeing the actual value you’re providing, learning to articulate your ideas effectively, and being authentic.

Listen in to learn how to connect and build trust with your leads by having fun during a sales call and providing appropriate advice.

Key Questions:

[00:46] What’s your perception of what sales is supposed to be?
[03:50] What’s your experience with your idea of being an authentic salesperson and making sales?

What You’ll Discover:

[01:53] Why the number one mistake agencies make is hiring a salesperson too early and why it doesn’t work.
[04:08] How to change your sales perspective by seeing the actual value you’re providing, learning to articulate your ideas effectively, and being authentic.
[12:14] The importance of having fun during a sales call in an authentic way to connect and build trust with a prospect.
[16:50] The importance of including all the stakeholders in a call to explain your process without leaving anyone out.
[18:05] Understand that lying and overpromising aren’t fun and instead set the right expectation for everyone to win.
[19:28] Avoid overselling what your prospects don’t need and instead sell what will help them accomplish their goals.
[20:38] How to build trust with your prospects by acting as an advisor for what is right for them.

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Is your agency news newsworthy? How interesting, immersive, compelling, and targeted is your news to give you results? Making your agency newsworthy takes expertise and an understanding of what works for you and your goals.

In this episode of The Agency Blueprint, I’m joined by Amanda Proscia & Mickie Kennedy to discuss PR and how to make your press releases newsworthy. Amanda is the co-founder of Lightspeed Public Relations and Marketing, a New York City-based agency focused on promoting innovation in areas like healthcare, financial services, and consumer electronics. Mickie is the founder of eReleases, a press release distribution service for startups & small businesses. He founded eReleases 24 years ago to help small businesses, authors, and startups increase visibility and credibility through press release marketing.

Don’t miss this episode to learn the importance of having a target audience, why you should be well-prepared before inviting PR, and more.

Key Questions:

[02:13] How do you know whether the news your agency plans to release is newsworthy?
[07:50] What can be done in preparation for a press release and after?
[10:53] Mickie, can you walk us through the trends and types of things that are working right now that didn’t work before and things that were working before but aren’t working right now?
[16:00] When should an agency consider the timing considerations for both PR and some earned media?
[21:16] How can creativity come into PR and press releases in a way that allows for a little engagement with the journalists?

What You’ll Discover:

[02:27] Amanda explains the expertise required to find opportunities that make agency news newsworthy.
[04:05] How to target a specific audience and accomplish your goals by being at the right place with the right story.
[05:24] How to make PR relevant to the media, taking into account what their audience would find interesting.
[08:05] Questions to ask and strategies to apply before a press release and the pitching to do afterward.
[11:21] The power of authenticity and owning your story in PR and why they worked before and in modern times.
[16:19] Why you should be well prepared before considering it time to invite media attention to your agency.
[18:49] The evolution of media recently and why it hasn’t changed the value of newswires and PR professionals.
[21:46] Creativity and tech tools to use to tell stories in the most immersive and compelling ways.
[23:51] Mickie and Amanda share tips on where to start with PR as an agency considering PR.

Connect with Amanda& Mickie:

Amanda’s LinkedIn
Amanda’s Website & Book
Mickie’s Website

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Do you listen to your internal monologue? What stories do you tell yourself, and how are they impacting you? It’s so easy to get in your own way and tell yourself stories that distract and stagnate your growth.

In this episode of The Agency Blueprint, I explain how to avoid being your worst enemy and instead become a believer in yourself as the first step to growth. I also describe how anxiety affects my decision-making and how I’ve learned to deal with it.

Don’t miss this episode to learn more about the importance of leaning into the lessons you learned from failed experiences.

Key Questions:

[01:35] What situations that have happened in the past impact the way you make decisions?
[05:35] What are the potential opportunities and risks associated with your decision-making?
[12:20] What do you do when your confidence is low?

What You’ll Discover:

[01:00] The importance of recognizing that you won't make the right decision at the point of anxiety, fear, and scarcity.
[02:09] How not to allow anxiety to overcome you by placing it first to better understand yourself and your decision-making.
[05:13] The two directions to think about when making a decision to make it ahead of time rather than from an emotional place.
[08:05] Understanding that failing at something doesn’t equal failure but an invaluable lesson.
[11:57] How to recognize your progress and success to boost your confidence and power through low moments in your journey.

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What are the existing issues that you have in your agency today? How are they preventing you from reaching the next stage of your growth?

In this episode of The Agency Blueprint, I explain how rapid growth can be achieved with the right structure. I also explain why rapid growth and success take deeper focus on what you’re doing instead of spreading your focus thin.

Listen in to learn how to identify your ideal clients, build a network that gets you referrals, create alignment, and more.

Key Questions:

[03:04] What issues are preventing you from reaching the next stage of your growth, and can you solve them today?
[04:19] How do you build a network and position your agency incredibly well?
[10:46] How do you take your ideal client on an emotional journey?

What You’ll Discover:

[01:38] How having less inputs results in better results and less distraction and chaos.
[04:19] The importance of clearly understanding who you’re targeting to build a network that gets you referrals.
[07:46] How to build a story around your brand and ideal client by creating alignment.
[09:26] How to create a pricing model that allows you to price things easily and put scopes in front of clients.
[10:46] How to come up with a flexible and structured sales script that makes the emotional journey the same across clients.
[12:51] How to build a framework focusing on leadership and management teams and structure the recruiting process.
[14:48] How to manage agency growth by managing the financial components and building down on the KPIs.
[17:04] The importance of working with the account management team to focus on cross-selling and upselling.

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Are your decisions guiding you to where you want to take your business? As an agency owner, you should focus your decisions on data to increase revenue, improve profits, and ultimately improve cash flow.

In this episode of The Agency Blueprint, Jon joins me to discuss the science of agency decision-making and why all decisions should be guided by data. Jon Morris is the Founder and CEO of Ramsay Innovations, a tech-enabled finance and strategic planning company that helps marketing agencies drive success. He was also the Founder and CEO of Rise Interactive, an award-winning full-service digital marketing agency.

Don’t miss this episode to learn more about the importance of having an operational account, savings account, and media account as a general rule for any agency.

Key Questions:

[02:22] What key decisions did you make at Rise that allowed you to scale your agency?
[14:54] What’s your typical advice to clients about how much cash they should have as it reflects in their operational expenses?
[21:48] If you were to select one or two things in each category to grow revenue and cash, what would you advise?

What You’ll Discover:

[02:32] Jon explains why scaling an agency should be primarily based on revenue, profit, and cash.
[05:13] How to increase the percent of your revenue on sales and marketing as a key metric in scaling your business.
[10:21] Strategies to make revenue/profit and invest it back to the sales and marketing piece of your agency.
[15:05] Why you should have at least two to three bank accounts as a general rule to manage operations, savings, and media expenses.
[18:52] The advantages of having available cash/resources in your agency to support strategic business operations.
[22:12] The three metrics that matter when you think about growing revenue, plus recommendations on how to best deliver revenue.

Connect with Jon:

LinkedIn
Free eBook: Decision-Making Science for Agencies

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What is the productization of agency services, and how can it be done? Productization can be defined as solving a problem you know people have, following a similar identical process for each client. The easiest transition to productization is when it’s derived from things you’ve already been doing for your existing clients, which doesn’t change your agency’s entire process.

In this episode of The Agency Blueprint, I’m joined by Greg Hickman to discuss agency productization and how to design productization correctly. Greg is the Founder and CEO of AltAgency™. Over the last 4 years, Greg and his team have transformed AltAgency™ from an automation consultancy serving many well-known entrepreneurs and growth experts into one of the top coaching and training companies for agencies looking to grow and scale by packaging their expertise, installing systems for growth and leveraging automation to save time.

Don’t miss this episode to learn what happens when agency owners decide to productize and systemize.

Key Questions:

[01:05] What do you define as productization or to productize services for an agency?
[08:28] What have you seen with non-productized and non-systemized agencies after they’ve done the work to create process?
[14:37] What are your thoughts about monetizing expertise properly for agency owners?
[24:56] What’s your advice to an agency owner wanting to productize beyond the process-oriented aspects?

What You’ll Discover:

[01:19] Greg describes productization as solving a problem you know people have following a similar identical process for each client.
[04:10] The difference between the “done for you” and “done with you” modalities and the opportunities layered with the latter.
[07:10] How to design productization to include customization and creativity to streamline processes.
[08:51] Greg explains what happens when agency owners decide to productize and systemize.
[15:03] How to monetize your expertise by identifying your strategic component that allows for your process.
[19:03] Understanding that clients have a shelf-life and how to extend a lifetime value to them as an advantage to you.
[23:17] How to clearly articulate your process to remain unique instead of selling on price.
[25:16] Greg on how to productize the right way beyond the process-oriented pieces.

Connect with Greg:

Website
YouTube
LinkedIn

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Where is your agency’s focus on, efficiency or effectiveness? Is your focus creating the outcome you’re looking for? Maybe it’s time you open up to changing your mindset from efficiency to effectiveness.

In this episode of The Agency Blueprint, we discuss the key differences between efficiency and effectiveness in a creative agency. We also explain why, as a businessowner, you should focus on developing an effectiveness mindset to create a larger impact on client deliverables and agency processes.

Don’t miss this episode to learn more about how to refocus the idea of efficiency vs. effectiveness, plus measure effectiveness in your agency.

Key Questions:

[01:56] What are the main differences between what would be considered efficiency and effectiveness?
[08:31] How do you measure your agency's effectiveness?

What You’ll Discover:

[02:14] The main differences between efficiency and effectiveness and why the idea of efficiency is a short-sighted mindset.
[04:36] Understanding that effectiveness is about the larger impact on client deliverables and agency processes.
[08:31] How having an effective team allows you to produce client results in less amount of time.
[10:48] Effectiveness indicators – on-time completion, frequent SOP updates, and the number of revisions.
[14:43] The importance of managing your business by the numbers to measure how you’re making profits and providing impact.
[15:38] How to refocus the idea of efficiency vs. effectiveness because agency effectiveness leads to efficiency.

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How can you create operational excellence in your agency? The truth is, if you don’t have operational efficiency, you’re going nowhere. Creating operational efficiency is possible; it’s partly about recognizing primary problems, letting go and letting your team, and having a way of measuring where success lies and adjusting to it.

In this episode of The Agency Blueprint, I’m joined by Rob Sayles to discuss what it takes to create the ideal operational efficiency in an agency. Rob has more than 25 years of experience in the digital marketing industry. He’s taken agencies from startup to exit, built operational divisions within corporates, established working units in various countries, and created global centers of excellence, all focused on creativity, productivity, and profitability.

Don’t miss this episode to learn the importance of leveraging your team's power to find solutions and avoid creating risks to the business's future.

Key Questions:

[01:22] What is ideal operational efficiency in the concept of an agency?
[06:33] What do you think is at the core of many agencies' avoiding systemizing their business and implementing processes?
[08:40] What are the common places within an agency where you see the most inefficiency?
[20:27] What is one of the best ways to leverage the team to create continuous improvement within your systems and processes?

What You’ll Discover:

[01:36] Ideal operational efficiency – having as high a margin as possible and producing high-quality service on time and budget.
[03:40] The massive outcomes of the benefits of operational efficiency for the leader, team, and clients.
[07:11] How ego and fear become a barrier to putting in an operating system and process of people working together.
[08:48] Understanding what causes fundamental inefficiencies of an agency and how to solve them.
[12:02] How to be proactive and find solutions to the existing problems and avoid creating risk to the future of the business.
[20:36] How to leverage the power of your team to create continuous improvement within your systems and processes.
[23:11] The importance of constantly taking steps into the unknown and having a way of measuring where success lies and adjusting to it.
[26:19] How to empower your team to make decisions and learn for themselves by removing yourself from every situation.

Connect with Rob:

Website

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Are you in a place where your revenue has declined in the last 12-24 months, and you’re looking to have a recovery? Or maybe you want to recognize potential risk areas and how you can mitigate that risk.

In this episode of The Agency Blueprint, I share the journey of a particular agency, how they handled a crisis, and how they recovered from their situation. I explain the systems and processes I helped them put together to manage the crisis, avoid going out of business, and get back to agency growth mode.

Listen in to learn how to build strategies focusing on an agency’s short-term revenue needs and long-term revenue opportunities.

Key Question:

[00:58] Are you going through a crisis and would like to know how you can approach recovery?

What You’ll Discover:

[01:14] An example of an agency that went into full crisis mode, how they found themselves there, how they managed the situation.
[02:21] How to create space to avoid going out of business, get to a breakeven or profitable place, and be able to manage the situation.
[03:34] Have an audit to review where there’s room for adjustments to eliminate the easily eliminated expenses.
[04:45] How to adjust the agency’s focus by getting clear on the objectives and how exactly you’ll get there.
[06:35] Ways to market to your existing relationships to increase your chances of bringing in revenue when you have a longer sales cycle.
[08:38] The best strategy to build new relationships with brands you want to work with to position yourself and sell campaigns.
[12:17] The importance of investing enough into refining processes to eliminate wasting your team’s time.
[14:35] The actions to take to be able to manage growth, like recruiting to grow the team back.
[16:08] The importance of continuous improvement of processes through constant communication with the team.

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How do you approach creating a plan to serve content to your leads in a nurturing way? When marketing, it’s against your prospect’s attention, so you need to understand the value they get by committing to your content.

In this episode of The Agency Blueprint, I discuss how to strategically structure consumable content in the marketing and sales funnels. I explain the importance of always considering the level of commitment your content will take and where in the funnel each type of content belongs.

Listen in to learn aboutquestions toask yourself to understand how your content will turn a prospect into a customer.

Key Questions:

[01:40] How do you create content in a structured way that helps your prospects know you better?
[11:05] What do you serve content? What is the mechanism that you’re delivering it in? What is the time commitment it takes for someone to consume that type of content?

What You’ll Discover:

[02:30] The importance of understanding the level of commitment it takes to consume the content you produce.
[03:58] The importance of delivering consumable content to increase your lead’s level of commitment.
[06:06] List the type of content you’re currently producing, think of the time commitment needed to consume, and the time needed to implement.
[07:35] Think about the stages of your marketing funnel and the types of content you’ll be serving.
[09:04] How to strategically serve different types of content from when a lead learns about your agency to when they sign the contract.
[11:05] Questions to ask yourself to understand how your content will turn a prospect into a customer.
[12:35] Always consider the level of commitment your content will take and then map that in your marketing and sales funnels.

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Do you have a due diligence process in your agency to deal with rebrands and building new brands? As your agency grows, mistakes will happen eventually, and having a due diligence process in place will protect you from legal problems arising from trademark and intellectual property.

In this episode of The Agency Blueprint, I’m joined by Fernando Dutra to discuss brand trademark considerations for creative agencies. Fernando is a strategic trademark attorney who combines his experience, management skills, and go-getter mentality to help ecstatic entrepreneurs and growing agencies learn what it means to develop and own a piece of intellectual property.

Don’t miss this episode to learn how to use due diligence as a differentiator, the right time to hire a third party to do your due diligence, and more.

Key Questions:

[01:26] Can you share a story about an agency you worked with where things did not turn out as planned?
[09:47] What kind of due diligence things should agencies be thinking about when it comes to rebrands and building new brands?
[13:24] Where in the process does an agency have to inject a system that allows them not to redo work?

What You’ll Discover:

[01:36] Fernando shares a story about how things turned out badly for an agency due to lack of a proper process and timing.
[09:54] Things you need to do in your due diligence process when dealing with rebrands and building new brands.
[13:35] The importance of documenting your process in the conception phase and avoiding common staples in your creation.
[17:43] How to use due diligence as a differentiator so the client can incur the cost of the work.
[22:24] The reasons why hiring a third party to do due diligence for you is a good thing and part of growth.
[24:56] Fernando’s complimentary sample due diligence process for Agency Blueprint podcast listeners.

Connect with Fernando:

Website
LinkedIn
Complimentary Gift

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Is your process easily accessible, and does it cater to everyone’s learning style? When is it too much process, and when have you overprocessed?

In this episode of The Agency Blueprint, we discuss the qualities of a well-framed process and whether a process can be over-processed. We explain the importance of having a process that focuses on individuals’ preferred way of learning.

Listen in to learn how to make process augmentation much faster and easier and give your team a reference point.

Key Questions:

[01:19] What does a well-framed process look like?
[12:56] When is it too much process, and when have you overprocessed?

What You’ll Discover:

[01:25] The qualities of a well-framed process and the importance of focusing on individuals’ preferred way of learning.
[06:40] Things you need to give your team access to a reference point so they don’t have to keep asking.
[10:06] How a step-by-step, well-documented SOP makes process augmentation much faster and easier.
[12:56] Why it’s difficult to overprocess due to people’s different learning styles and it also being an ever-evolving thing.

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Is creating proposals the most time-consuming task in your agency? Do you feel like you need to change things up to make the process smoother and less time-consuming?

In this episode of The Agency Blueprint, I’m joined by Joe Ardeeser to discuss all things agency proposals and how to improve your proposal processes. Joe is the Founder/CEO of Smart Pricing Table, an interactive B2B proposal software that allows you to create, distribute, and e-sign proposals with ease.

Listen in to learn more about the power of giving customers options and having a proposal review meeting for an opportunity to sell the proposal.

Key Questions:

[01:25] What are the biggest challenges agencies face when writing proposals, historically and in the current economy?
[02:48] What mistakes do you see agencies making when it comes to proposals?
[09:42] What’s your advice to an agency owner looking to shorten their proposal process?
[12:48] What would you suggest to an agency that feels they do everything differently every time to find the patterns and start their proposal process?
[20:35] What are your thoughts on the good, better, best model, and have you seen it done or tried it?

What You’ll Discover:

[01:44] Why time is the biggest challenge for agencies when creating proposals.
[03:00] Mistakes to avoid overcomplicating your proposals, plus the importance of having a process for building proposals.
[05:57] How to avoid being too vague or too detailed in your proposal and instead keep it minimal for the client to decide.
[10:05] How to identify your patterns to improve your proposal processes without starting from scratch every time.
[13:41] How to look out for potential blind spots preventing you from identifying patterns to improve your proposal processes.
[15:56] How giving customers options can unlock agency and fill the future with surprises.
[20:47] How to make a simple good, better, best model hybrid with upsells/additional items for consideration.
[23:11] The importance of having a proposal review meeting for an opportunity to sell the proposal.

Connect with Joe:

Website
LinkedIn

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Team Cultural Impacts

What does culture look like in your agency? Cultural issues can significantly impact your growth because they touch on everyone, from leadership to team members.

In this episode of The Agency Blueprint, we discuss the meaning of culture, why it’s important, and how to combat the negative things that exist in culture. We explain how culture can guide you in identifying those who belong, those who get along with others, and driving goals in your agency.

Listen in to learn how to handle failure, care for your team, foster a communicative culture, and more.

Key Questions:

[01:09] What is culture, and why is it important?
[04:50] What are some of the negative situations that exist in culture and how do you combat them?
[21:10] What is the best way to go about fostering an environment where failure is okay, yet you’re trying to have a successful agency?

What You’ll Discover:

[01:22] We describe culture as the overall landscape and feeling embedded in the personality of the business.
[02:49] The importance of culture in guiding those who belong, those who get along with others, and driving goals.
[04:50] The lack of open-minded communication and how to foster the culture to be communicative.
[09:00] The importance of allowing every team member to highlight the problem they’re facing and include them in the solution.
[10:49] Team members wanting to avoid leadership and how to make information flow back and forth.
[14:35] The importance of understanding the level of decision-making the leadership have, plus how to care for your team.
[17:23] Why the company culture should be top-down, where you have everyone’s interest at heart.
[18:59] Understand that failure is an opportunity to grow to avoid creating a culture of fear in your business.
[21:22] The importance of understanding the rationale behind the decision that leads to failure to ensure it never happens again.

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Did you know there are some automation things you can do to reduce menial work in your agency?

In this episode of The Agency Blueprint, I explain how to leverage automation so you and your team can focus on adding value to your agency. I also explain how automation allows your team to focus more on where they should be providing value to the client and agency.

Don’t miss the episode to learn how to use Zapier software integrations to remove administrative work, make your agency more accurate, and save yourself from tedious work.

Key Questions:

[01:16] What menial work doesn’t feel valuable for you or your agency, and how can automation help you?

What You’ll Discover:

[02:10] The importance of investing time into automation within your business to reduce workload and save time.
[04:28] Take an inventory of the different software you’re currently using and understand how you can integrate them to communicate.
[05:43] How to use Zapier automation and integration for client onboarding and sending out the first invoice.
[09:14] Other things you can do in Zapier integration to create an entire workflow in your agency.

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What is the best lead gen and marketing tactic your agency needs to succeed? You’ll be surprised to find out there’s no silver bullet with marketing; any strategy can be successful with consistency.

In this episode of The Agency Blueprint, I’m joined by Claire Hutchings to discuss the power of consistency in lead generation and marketing, plus what makes consistency challenging. Claire is an award-winning marketing consultant and founder of Chime Agency with 15 years of experience in agencies and consultancies of all shapes and sizes. She helps agencies and consultancies increase the volume of their marketing strategy and content.

Listen in to learn more about how to approach budgeting and the importance of being authentic and intentional with your marketing.

Key Questions:

[01:15] Do you agree that the best lead gen strategy for every agency is the one that they implement fully and do consistently?
[03:29] In your experience, why do you think consistency is difficult for agencies to establish?
[08:06] What’s your advice to someone who hasn’t been consistent on how to achieve consistency?
[16:40] What’s your advice around thinking and setting a budget aside?

What You’ll Discover:

[01:43] Why the best marketing and lead gen tactic is being consistent and practicing what you preach.
[03:44] The structural and mindset reasons why marketing consistency is difficult for agencies to establish.
[08:20] How to gain consistency across your marketing by intentionally resourcing your marketing, setting a clear budget, and having a singular hero moment.
[14:01] The importance of being realistic and understanding that you need awareness before jumping to the bottom of the funnel.
[16:54] Claire explains how to approach budgeting for marketing, including people costs and investing.
[21:05] The importance of being authentic and intentional to make your marketing easier.
[23:18] Claire on her agency’s benchmark report and how it can help you with marketing and revenue growth.

Connect with Claire:

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How do you develop a strategic hiring plan that allows you to stay ahead of the curve? Bringing on people and continually adding more team members when needed can be challenging, but things get a lot easier with the right plan.

In this episode of The Agency Blueprint, we discuss how to develop a strategic hiring plan throughout your agency’s growth stages. We explain the information you need to utilize to guide your hiring decisions and factors to consider before hiring.

Don’t miss the episode to learn more about the importance of having an appropriate resource plan and the time you need from hiring someone to them working fully on a project.

Key Questions:

[01:40] What information do you need to guide your hiring decisions?
[08:15] Is there a baseline revenue number you need to be at before considering hiring?
[12:30] When should you start placing job posters to find qualified candidates?

What You’ll Discover:

[01:53] The information you need to utilize to guide your hiring decisions, plus the importance of giving new hires time to adjust to the company culture.
[03:45] The importance of understanding your underutilized and utilized time across projects to plan your hiring.
[07:10] The importance of understanding the date of sign and the date of launch to ensure you have the right amount of training time.
[08:34] The agency stages you should consider before thinking about hiring and who to hire when you get there.
[12:48] Understanding the time you need from hiring someone to them working fully on a project.
[14:58] How to plan for an appropriate resource plan around hiring to make your business life easier.

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What makes you unique? What is your genius and how can you use it to stand out in your industry? Bringing your essence into your brand and being in your zone of genius will help you attract your ideal clients and find success.

In this episode of The Agency Blueprint, I’m joined by Kaye Putnam to discuss how to leverage your genius and brand archetypes in your messaging and positioning. Kaye is a psychology-driven brand strategist with over 20 years of branding and business experience. She’s passionate about crafting brands that resonate on a subconscious level and has a whole toolkit of branding expertise to help people achieve growth goals.

Don’t miss this episode to learn more about the clarity code framework and how it can you’re your business.

Key Questions:

[01:17] How does failing to own your genius lead to the commoditization of the industry by much?
[04:39] How does being able to live in that zone of genius and impact your brand impact how clients engage with you and your agency?
[11:14] How heavily should agencies consider their competition when developing their messaging, identity, and positioning?
[15:43] How can someone leverage archetypes to do inward-looking when feeling blocked?
[20:58] What is the clarity code, and how does it help people?

What You’ll Discover:

[01:34] How to quantify your genius to differentiate your brand in a way that stands out.
[05:02] The importance of recognizing the element that makes you unique to attract people to your brand/agency.
[07:44] Kaye shares an example of a client who found success building a brand that aligns with who they are.
[11:29] How to divert from the norms of your industry by looking inside and finding inspirational ideas outside your industry.
[15:53] How to use the brand archetypes to reflect universal truths and as a tool to guide your decision-making process.
[19:11] Kaye talks about the ten truths exercise and how to use it to see beliefs and patterns.
[21:07] The reasons why she developed the clarity code framework and how it helps people in their business.
[25:01] Kaye shares where to find her quiz around archetypes.

Connect with Kaye:

Website
LinkedIn

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Did you know there’s something you could be doing to substantially grow your agency without needing to add more new clients? It involves leveraging your existing clients by adding more strategic value to grow those accounts.

In this episode of The Agency Blueprint, I discuss how to grow your agency by enhancing your relationship with clients. I also explain the importance of slowing down, listening, and engaging with your clients to know and understand them better.

Listen in to learn more about investing in your team so they can better leverage the information they attain from clients.

Key Questions:

[01:57] How can you grow substantially year over year with the same book of business without needing to add more new clients?
[12:08] What does a strategy conversation with your client entail after logging information from your meetings?

What You’ll Discover:

[02:11] The importance of getting in front of clients more and providing value to build meaningful relationships.
[04:50] Why your team need to actively listen to what’s happening with your client in every encounter.
[05:49] Things you need to listen out for and keep note of with your clients to understand them better.
[09:21] Personal ways to engage your clients to strengthen your relationship with them.
[12:08] The importance of having a strategy conversation with clients after logging information from your meetings.
[13:00] The base of a strategy conversation, plus how to come up with a solution to the issues your clients are facing.

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Are you conflicted about whether to position yourself as a corporate brand or a thought leader in the industry? Positioning yourself as a mission-driven authority in your industry is much easier because it builds trust with potential clients.

In this episode of The Agency Blueprint, I’m joined by Rusty Shelton to discuss authority building to increase trust and agency scaling. Rusty is a bestselling author, dynamic keynote speaker, and successful entrepreneur. He is also the founder of Zilker Media, an award-winning agency based in Austin, TX, that builds people-driven brands, and a Senior Marketing Strategist at Forbes Books.

Listen in to learn more about building a personal brand, content strategy, and using content as a bridge to build relationships with people.

Key Questions:

[01:06] Why do most founders default to building a corporate brand over individual brands, and what are your thoughts on that?
[04:33] Is it true that you need to keep your personal brand separate from your business if you want to scale?
[09:07] How do we accelerate trust and build that personal brand?
[13:29] How can you build a brand more focused on impact, growth, and not the individual?

What You’ll Discover:

[01:26] The benefits of positioning yourself as a mission-driven thought leader rather than a corporate brand as a new agency owner.
[03:11] The main reasons why it’s easier when leading as an individual than a business.
[04:51] How to go alongside your business brand as an agency owner to increase client trust.
[07:23] The power of leading with value to create a different image in a potential customer's mind.
[09:15] The action steps to take to build a personal brand online and accelerate trust with potential clients.
[13:50] The importance of finding the right niche, maintaining authenticity when teaching, and bringing in your own experiences.
[18:10] The power of using content as a bridge to build relationships with people as you add value.
[21:41] The actions you need to take when approaching content strategy and authority building.
[23:52] Where to find the Authority Advantage book by Rusty.

Connect with Rusty:

Website
Twitter
Book

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Do you have a budget to guide your expenditure and reinvestment decisions? To avoid the nervousness that comes with questioning your financial decisions, it’s important to have a good budget management system.

In this episode of The Agency Blueprint, we discuss how to master the art and strategy of creating and managing different types of budgets. We share our typical budget cycles and how we manage budget adjustments to handle explosive growth or revenue.

Don’t miss the episode to learn more about the ideal frequency for a budget update and the benefits of the top-down approach to budgeting.

Key Questions:

[01:23] What typical cycles do we suggest in updating, solidifying, and reviewing financial budgets?
[04:23] How do you approach the top-down and the bottom-up routes in budgeting?
[11:35] What mistakes do you see in overinvestment and underinvestment when looking at agency financials?

What You’ll Discover:

[01:36] We share our typical budget cycles and how we manage adjustments to handle growth.
[02:53] Get out of the place where you’re consistently changing your budget, plus the ideal frequency for a budget update.
[04:39] The advantages of the top-down approach and what makes it better than the bottom-up approach.
[08:03] Factors to consider when building a budget and forecasting explosive growth or revenue.
[09:40] The importance of investing part of your revenue in your team and the agency’s growth.
[11:44] How to master the art and strategy of creating different types of budgets.
[14:40] The importance of understanding the difference between what you planned and what happened and where things went right and wrong.
[15:50] The importance of tracking your profit and loss numbers to review and reflect on your budgets.

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Do you realize the more work is done and redone, the less profitable your agency becomes? The cycle of doing and redoing things leads you to do things yourself, which is why your agency isn’t growing. How do you avoid losing time and personally paying for it?

In this episode of The Agency Blueprint, I explain how to set up your projects for success by having a creative brief and investing time to work on your business. I also explain the importance of providing your team with the tools and information they need to excel at their job.

Don’t miss the episode to learn more about navigating the design process and how to scale by removing yourself from the day-to-day activities of your business.

Key Questions:

[05:02] Do you give your team the tools and information they need to do their job well?
[11:09] How do you scale your business by removing yourself from the day-to-day activities?

What You’ll Discover:

[02:15] Understanding how we don’t spend enough time on the basics of the project.
[03:40] How to create a brief with all the information you have to prepare questions your team needs to do the job well.
[05:02] The importance of investing enough time at the start of a project to avoid being unable to get out of client work.
[07:20] Have a regular check-in system at the start of the project to avoid going past certain budget thresholds.
[11:09] The importance of navigating the design process instead of waiting until the end to save the day.

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How do you walk through your design presentation in a compelling way? How do you sell your work, not just show it and ask for feedback? Are you selling your art during the design presentation? If not, how can you make improvements?

In this episode of The Agency Blueprint, I explain how to sell your art during the design presentation process. I discuss the three primary components of a presentation that allow you to avoid getting the wrong feedback.

Don’t miss this episode to learn more about how to approach objections management and client anxiety management.

Key Questions:

[00:41] How do you avoid getting the wrong feedback during your design presentation?
[13:09] How do you strategically manage objections when presenting designs?
[16:17] How do you recognize client emotions during presentation to make them feel good?

What You’ll Discover:

[00:41] How to strategically sell your art during the design presentation and avoid getting the wrong feedback.
[04:20] Stop explaining to the client how to provide feedback to avoid setting yourself up for failure.
[06:18] The importance of reminding your client about the goal outcome at the beginning of a presentation.
[07:43] Present the basis of the information you utilized in order to make your design decisions.
[08:23] Why you need to remind your client where they are in the project phase.
[09:04] The three components of going through the presentation and why they are important.
[10:47] The importance of showing the client your iterations to take them on the journey with you.
[12:15] The final reveal – walk them through what you did and allow them to understand your recommended direction.
[13:09] Things to consider when it comes to objections management.
[16:17] Client anxiety management – pay attention to how a client responds to the presentation.

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Do you find yourself often overlooking project management? Project management is at the core of your agency and the heart of your future; without it, you will not scale.

In this episode of The Agency Blueprint, we discuss the primary components of project management, how you should think about them, and how to make improvements. We also discuss the key functions of project management: client onboarding, ongoing client management, client follow-up, setting expectations, and closing and upselling a project.

Don’t miss the episode to learn more about these functions and their components to successfully scale your agency.

Key Questions:

[04:28] What does it take to have a successful internal onboarding and client experience?
[11:22] How can you paint a future with a client during the project?
[15:14] How do you turn a project into another during the pivotal project wrap stage?

What You’ll Discover:

[01:47] Client onboarding – improve your client’s experience by making them feel confident and understood.
[04:28] How to equip your team with enough time for a successful internal onboarding and client experience.
[07:20] The importance of setting client expectations you can manage throughout the relationship.
[08:22] How to manage the client by thinking about the touch points between meetings.
[09:48] The importance of owning what didn’t work according to plan and adjusting to maintain the trust with the client.
[11:22] How to paint a future with a client and keep on reminding them to avoid surprises.
[15:14] The anatomy of the pivotal project wrap stage and how to leverage it and turn one project into another.

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How do you create systems and processes to allow for a full-service agency to scale? What does it take to set up a full-service agency in a way that it can function without the owner?

In this episode of The Agency Blueprint, I’m joined by Amy Foley, the co-founder at Inbound Back Office. She started her entrepreneurial journey in 2011 when she left her corporate job for more flexibility and time with her family and started a small Virtual Assistant business. The business evolved into what is now known as Inbound Back Office, a 70+ team member Virtual Assistant company that provides back-office support to marketing agencies.

Listen in to learn how to build a system where managers can engage and report any issues when you’re not involved with your agency's day-to-day. You will also learn how to build attractive features that attract and retain clients ready to pay for your value.

Key Questions:

[02:14] Would you mind sharing about Inbound Back Office, how it works, who you work with, and what it provides?
[03:51] How did you manage to grow the team and not be involved with the day-to-day of the business anymore?
[09:17] Can you talk about how exactly your management team is engaging and reporting to you?
[10:54] What does your process infrastructure and checklist look like?
[17:53] Have you seen any challenges with your billing method, and if you have, how have you managed them with new client acquisition?

What You’ll Discover:

[02:23] Amy on how they provide staff augmentation for marketing agencies, covering gaps on demand.
[04:20] How she started and grew her business into a full-service agency and set it up to function without her and her partner.
[09:48] How she and her partner engage with management to understand the agency’s day-to-day.
[11:32] How she created and documented processes to streamline services for her team.
[18:21] The attractive features that attract and retain clients from a pricing perspective.

Connect with Amy:

Website
LinkedIn

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How do you tap into your network and their network? How do you equip your network with the right information to bring you leads without making them feel obligated?

In this episode of The Agency Blueprint, I explain how to leverage your network with a smart non-sales pitch strategy. I explain how to approach your network and give them the opportunity to connect you with your ideal client without making it about you.

Listen in to learn more about this approach and why you should focus on building a genuine relationship rather than pitching.

Key Questions:

[00:58] How do you avoid being desperate when prospecting and selling?
[03:28] How do you avoid making things about yourself when seeking referrals from your network?

What You’ll Discover:

[02:06] How to avoid making your network feel awkward when asking for referrals.
[03:28] How to give your network the opportunity to feel good by sending you the right clients.
[06:05] How to list, approach, and equip your network with information on who to connect you with.
[13:40] Remember not to pitch your network; instead, focus on building a genuine relationship.
[14:11] Generate a list from your contacts, make three categories, and reach out to them.

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Do you know you’ll be set on sale success by selling based on value? After confidence, the second most important thing in a sale is value.

In this episode of The Agency Blueprint, I explain how to successfully sell based on value with three major strategies. I describe how to take your prospective clients through a third-party selling model, which allow them to see themselves in the position of a previous client.

Don’t miss this episode to learn how to win the experience game by wrapping up all the information you collect during the sales call and sell to the prospect through a proposal.

Key Questions:

[01:19] How much time do you spend listening vs. talking on a sales call with a prospect?
[05:02] How do you provide valuable advice willingly during a sales conversation?

What You’ll Discover:

[01:19] The importance of active listening when on a call to build trust and a long-lasting relationship.
[05:02] How to provide advice to your prospect by showing them how their problem can be solved.
[08:33] Third-party selling model – selling to a prospective client through the experience of a previous client.
[12:55] How to wrap up all the information you collected and sell through a proposal.

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Do you believe in yourself enough to make a sale? Selling is a skill that gets better with time, and we all start at an awkward place. More than anything, making a sale requires confidence and an understanding of the value you’re delivering.

In this episode of The Agency Blueprint, we discuss the power of confidence and value as the best sales tactics. We share our initial experiences with sales and how we developed the confidence to be the great salespeople we are today.

Don’t miss the episode to learn more about the anatomy of a sale and the power of authenticity in mastering the sales skill.

Key Questions:

[00:45] What is your experience with sales as a creative with zero confidence?
[08:24] What does it take for a sale to go from the initial interest to a yes?

What You’ll Discover:

[01:23] We share our initial experiences with sales and how we developed the confidence to become better salespeople.
[04:55] The importance of realizing that sales is not about you but the value you’re offering.
[08:24] The importance of trust, respect, need, and risk vs. value assessment for a sale to go from initial interest to a yes.
[09:48] How to boost your confidence in sales and its impact on you and your prospect.
[13:20] How to recognize your prospect’s need in order to remove the pressure of needing to convince anything.
[16:03 How speaking with confidence allows you to speak from experience of the value you’re providing.
[17:15] Understand that sales is just the first step, plus how to build long-term relationships afterward.
[18:39] The power of authenticity that allows you to take on sales without needing to hire right away.

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What have been your experiences in the industry lately? A lot has been happening in the industry in the current economic environment regarding longer sales cycles, greater price sensitivity, and client ghosting.

In this episode of The Agency Blueprint, I’m joined by Jody Sutter to share an update on the state of the industry. Jody is the owner of the Sutter company, a new business consulting company that advises small agencies on organizing and operating their growth strategy. Before starting The Sutter Company, she spent nearly two decades leading business development teams at large global agencies like R/GA and Havas.

Listen in to learn how to plan around longer sales cycles and manage client ghosting by communicating your value.

Key Questions:

[02:11] What have you seen with longer sales cycles?
[10:30] Do you see any economic environment where budgets are being sliced?
[16:21] What are your thoughts on client ghosting, and why do you think it’s happening?

What You’ll Discover:

[02:18] How to plan around a longer sales cycle by having a larger pipeline and getting a client started with you faster.
[04:02] Understanding how clients determine the sales cycle and how to plan around them.
[06:46] Things that work to manage and reduce the sales cycle while benefitting your client.
[11:58] The importance of having the outcome/KPIs conversation earlier in the sales process.
[13:36] How to communicate your value to the client to have them understand why the risk is worth it.
[16:39] The reasons why clients ghost and how to manage it to avoid time killing the deal.
[19:58] Understand that client ghosting has nothing to do with you, plus how to approach the client for answers.
[22:52] How to leverage ghosting clients as future prospects, which might be fruitful.

Connect with Jody:

Website
LinkedIn

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Change is constant; the industry is constantly shifting. Recently, there has been a migration from boutique to agency of record and back to boutique. How do you then leverage this change and capitalize on the opportunities available?

In this episode of The Agency Blueprint, I discuss why brands are migrating from agency of record to boutique and its impact on agency owners. I explain the importance of asserting your specialization as an agency when working with enterprise clients.

Don’t miss the episode to learn more about capitalizing on trends happening in the industry while working with either larger or mid-market brands.

Key Questions:

[04:57] How can brands migration from agency of record to boutique impact you, and why is it happening?
[08:46] How do you go about generating leads for larger brands with their different sales cycle?
[15:06] How do you capitalize on the opportunities and trends happening in the industry?

What You’ll Discover:

[01:44] The reasons why many brands are looking to diversify their relationships with their agencies.
[04:01] Why brands are choosing to migrate to boutique and the potential for you to capitalize on those relationships.
[05:05] The importance of asserting your specialization when working with enterprise clients.
[09:12] Understanding the long sales cycle for larger brands and why you need to be part of it.
[13:33] The nuances of mid-market brands and why you should find ways to capitalize on them.
[15:06] How to utilize opportunities in every market by capitalizing on trends happening in the industry.

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How often does operational chaos show up in your agency, and how do you manage them? Operational chaos causes many issues for agency growth, scale, profit, and your mental well-being as the owner.

In this episode of The Agency Blueprint, we discuss operational chaos, how they affect the team and day-to-day, and how to manage them properly. We explain the four causes of operational chaos – self-created chaos, missing or not working process, miscommunication, and client issues.

Don’t miss this episode to hear us share our experiences with operational chaos and the tools we’ve adopted to manage them.

Key Questions:

[02:19] How does self-created chaos show up for you as the agency owner?
[14:28] What types of miscommunications does your team experience often. and how can you manage them?
[20:02] How do client issues show up in your agency, and how do you manage them?

What You’ll Discover:

[01:12] The four causes of operational chaos – self-created chaos, missing or not working process, miscommunication, and client issues.
[02:19] We share ways self-created chaos shows up for us and how it can impact the team.
[06:14] How to manage self-created chaos by leaving a void to allow someone else to rise to the occasion.
[07:46] Understanding why your overreaction is self-sabotage and what you can do instead.
[09:31] The importance of having systems and processes in place to help you solve problems and get out of your business.
[14:28] Types of miscommunications that lead to chaos and things you can do to avoid and manage them.
[17:23] The importance of having a standardized way to communicate inter-departmentally and save time.
[20:02] How client issues show up and how to correctly manage client expectations to catch issues faster.
[21:21] Tips and tricks for timeline and client expectations to avoid chaos.

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How do you grow and sell an agency at four times its original worth? It’s not easy to sell creative work or reposition a brand. Many changes must happen, from how you show up to how the creative team operates.

In this episode of The Agency Blueprint, I’m joined by Jane Bayler, an entrepreneur, investor, top 2.5% global podcaster, and brand and online marketer, who has built multiple businesses, including a London brand identity business, that she grew from £1m to £6m in under 2 years, quadrupling profits and selling to a US communications group.

Listen in to learn how to leverage a big brand you’ve worked with to get through the door and then build relationships. You will also learn why selling creative is more of showmanship, and the more of a showman you’re in selling agency work, the easier it is.

Key Questions:

[01:33] What is your background story?
[06:36] What were you looking at when you repositioned, and how exactly did you reposition?
[11:27] Did the case study you leveraged have a lot of numbers behind it?
[15:11] What was it like from a team scale perspective in maintaining the quality of work?
[19:54] How did the actual sale come about, what did the deal look like, and what did it look like before and after the sale?

What You’ll Discover:

[01:53] Jane on her background in creative design, television, advertising, and how she grew and sold an advertising agency.
[07:15] She explains how they leveraged an old case study to specialize and sell their services.
[11:46] How to leverage a big brand you’ve worked with to get through the door and then build relationships.
[14:16] Why the most articulate, charismatic, and persuasive agencies find it easier to sell agency work.
[15:33] The team challenges they experienced moving from small exciting projects to more factory-like work.
[18:21] How aggressive agency growth negatively affects your ability to take care of your team.
[20:10] Jane describes the agency sale process – the good, the bad, and the in-between before and after the sale.

Connect with Juliana:

Website
LinkedIn

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Is your offer something that your ideal client really wants to buy? Is your offer something that your ideal client really wants to buy? Is it useful and something they will invest in and pay the price you’re charging? If unsure, you may want to do some market research to validate your offer.

In this episode of The Agency Blueprint, I explain the questions to ask yourself about your offer and how it impacts your ideal client. I also explain how to research your market and use your ideal client’s feedback to validate your offer and potentially make a sale.

Don’t miss the episode to learn more about validating your offer, positioning yourself, and being confident about your sale!

Key Questions:

[00:38] Is your offer truly resonating with your market, and how can you validate that offer?
[01:43] Does your offer solve a major business problem for your ideal client, and is it something they’re currently experiencing pain over?

What You’ll Discover:

[00:38] The questions to ask yourself about your offer to understand how it impacts your ideal client’s life.
[03:01] How to contextualize an offer for your ideal client to have them feel what it would look like.
[05:18] Reach out to people in the space and ask questions related to your service.
[09:08] How to use the information you collect to adjust how you’re positioned, structured, and selling based on the feedback.
[09:51] How to curate your pitch based on feedback, present it to your ideal client, and potentially make a sale.

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How do you process-orient to avoid project issues and quality decrease? Do you know that the only way to scale is to have a process? Having a centralized system in place is the only way to ensure you have an operational creative process.

In this episode of The Agency Blueprint, I’m joined by Juliana Marulanda, a business operation expert, speaker, and the founder of ScaleTime. She has over 13 years of experience across Wall Street, the non-profit sector, technology startups, and family-owned businesses; she now helps service-based businesses.

Listen in to learn how to correctly scope a project and onboard a client in a way that aligns to avoid any potential background project issues. You will also learn about the different systems to bring together to ensure you maintain your service quality and reputation as you grow.

Key Questions:

[01:30] What would you say is happening in the background and the typical root cause of project issues?
[23:40] How do you go about getting team buy-in and getting the team to follow the new process?

What You’ll Discover:

[02:00] How to correctly scope a project and onboard a client to align and avoid potential background project issues.
[10:52] The benefits of including clients in the project process and educating them about the project.
[17:05] The importance of having a process and centralizing everything in place to ensure you stick to what you’ve agreed with a client.
[24:30] Power and change – how to get the team to follow a new working process without resistance.

Connect with Juliana:

Website
LinkedIn
Free Gift

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What do you do with your current clients when niching down on your services or clients? Niching down your agency makes processes more efficient and effective and is a large part of your growth and transition.

In this episode of The Agency Blueprint, I discuss the impact of niching down on your existing clients and how to handle the shift. I also explain how to manage transitioning clients when you stop offering a service where everything stays under your brand’s look and feel.

Don’t miss this episode to learn more about methods of transitioning!

Key Questions:

[00:41] What do you do with clients after niching down your ideal clients or the services you offer?
[08:38] How is your shift going to impact your agency at large?

What You’ll Discover:

[01:51] Why you shouldn’t worry about your clients finding out about your niching down process.
[03:09] Ripping the band-aid method – letting go of everyone outside your focus.
[03:40] The transition method – this is about how and when you make adjustments.
[05:32] How to manage the transition when you stop offering a service.
[07:18] The importance of being open and honest when communicating with a client about the shift.
[09:01] Understanding why working with clients outside of your focus won’t make sense over time.

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What does strategic partnership mean to you? Strategic partnership is where you and your partner have a shared goal to enhance each other’s aligned services and client experience. To have lasting partnerships that deliver value, you must have shared value with your partners.

In this episode of The Agency Blueprint, I’m joined by Dave Plunkett, a music, football-loving, and dad of three from the South West of England. He’s on a mission to help many businesses use strategic referral partnerships as the best type of lead a business can receive.

Listen in to learn how to avoid mismatches in business partnerships by managing expectations and having difficult conversations. You will also learn how to find and keep strategic partnerships by focusing on the value you’re bringing to the partnership and building trust.

Key Questions:

[01:26] What does strategic partnership look like, and who would an agency owner want to partner with?
[08:55] What can people do to avoid business resentment from happening and potentially ending relationships?
[12:03] How do we ensure the partner we’re initially getting in touch with will deliver on an ongoing basis?
[14:40] How would an agency find strategic partnerships, and why would anyone want to partner with them?

What You’ll Discover:

[01:42] Strategic partnership – where you and your partner enhance each other’s aligned services and client experience.
[04:51] How to avoid overlap in referrals by partnering with people whose services come right before yours.
[06:56] The value of commercializing strategic partnerships to take them to the next level.
[09:20] How to manage expectations to avoid resentment and potential end of business relationships.
[12:38] The importance of working with the right people and building trustworthy relationships to ensure consistent service delivery.
[15:03] How to come up with a partner value proposition that enables you to find and keep partnerships.
[20:54] How to look for the individual components where a partnership could apply to your business.

Connect with Dave:

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Are you utilizing AI to make your documentation and processes more efficient? With its ability to classify, regenerate, and label things in operations, AI is a great tool in helping you be more efficient and productive and hit your bottom line.

Listen in to learn how to use AI in operations for documentation and customer insights to leverage your ability to be more efficient and scale effectively. You will also learn where to get started optimizing your documentation and systems with AI.

Key Questions:

[01:34] How can we utilize AI to be able to change how people utilize documentation and process?
[19:17] How well have AI language models been able to follow your organization’s SOP formats?

What You’ll Discover:

[01:51] The things AI is great at in operations and how it can be used for documentation and customer insights.
[04:44] How to use AI to help you be more efficient and productive to hit your bottom line.
[06:30] Understanding where to start optimizing your documentation and systems with AI.
[15:32] SOPs creation process – creating, standardizing, and optimizing with video as the first step.
[20:03] Understanding that AI language models are excellent in getting SOP formats right.

Connect with Juliana:

Website
LinkedIn
Free Gift

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How do you sell the research phase to clients who don’t see its value? How do you show them that research before launch makes sense for them? Skipping the research phase can lead to a painful outcome for both the agency and the client, which you want to avoid.

In this episode of The Agency Blueprint, we talk about the impact of the research phase and how to approach selling the idea to a client. We explain the importance of taking the advisor role to teach your client the benefits of the research phase to mitigate risk.

Listen in to learn more about casting doubt on your client using the third-party selling concept.

Key Question:

[02:30] How do you hold on to what you know is best for the client and be in a place where they’re willing to pay for it?

What You’ll Discover:

[00:40] How to hold your ground by being the advisor to your client rather than the technician.
[03:11] The importance of teaching your client the benefit of the research phase.
[04:29] Ways to cast doubt in what they don’t know to point out why the research is crucial.
[07:30] The importance of understanding the research's impact on the project's ROI and success.
[10:31] The third-party selling concept and how to use it to make a client understand the impact of research.
[14:03] A summary of the episode!

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How do you shift your mindset from an individual contributor to a manager mindset? How do you split yourself into all the needed buckets for everyone to move the needle forward? As a manager, it’s important to understand what’s valuable to your team members and what you can do differently to help them to perform at their best.

In this episode of The Agency Blueprint, I’m joined by Allyns Melendez, a CEO & Founder at HR Transformed, COO at a National Public Relations Firm, and a part-time Professor of Continuing Education for Temple University. She has 25+ years of human capital and business management experience and a passion for human capital and business strategy. She helps businesses understand the necessary tactics that will help develop, train, educate, and motivate their employees.

Listen in to learn how to shift how you manage by starting with directing, then coaching to supporting, and eventually delegating.

Key Questions:

[01:41] What is the experience of a team member being put in a manager position from the start?
[07:06] What is the experience of the people being managed, what are they saying to themselves, ad how does that impact the manager?
[21:37] What would you suggest for a person in a manager position looking to shift how they’re managing their team and their communication style?

What You’ll Discover:

[01:54] The manager experience and the importance of shifting your mindset into that position.
[07:32] The different ways the team experiences the manager and how to create better individual experiences.
[15:15] How to identify people’s communication styles to best meet their communication needs.
[22:05] How to use the situational leadership model to shift how you manage and approach your team members.
[28:27] Things you can do to drop your ego and become a servant leader in your manager role.

Connect with Allyns:

Website
LinkedIn
Instagram

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Are you creating a rewarding culture vs just giving people what they want? While money is a great tactic for retaining talent, it’s important to create a culture of value that goes beyond money.

Listen in to learn how to handle disengaged people, find an accountability partner, collect feedback, and create conduits within your agency.

Key Questions:

[01:35] What is your experience in whether you believe money or culture is the number one reason that someone will stay?
[04:20] Do you think a raise will work or motivate someone when they’ve already disengaged?
[13:11] How do you do an introspective of what’s going on culturally, and what’s the first step?
[22:46] What system would someone want to look at to ensure that things are adequate and fair from a competition standpoint?

What You’ll Discover:

[01:50] The power of money and culture – how to create a rewarding culture with the money you give.
[04:48] How to converse with a disengaged person to encourage a value-based relationship.
[08:21] The importance of finding an accountability partner to help you see through the weeds as an agency owner.
[13:18] How to collect feedback, give people an outlet, and use that data to enhance the company culture.
[19:16] How to be authentic and create conduits for you and your organization to push your message forward.
[23:13] Tactics to help you reach data of the current fair and adequate pay in your industry.

Connect with Allyns:

Website
LinkedIn

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Have you dealt with a demanding client before? How did they impact you and your agency? Demanding clients can be exhausting and often leave you and your team frustrated.

In this episode of The Agency Blueprint, we discuss demanding clients and how to best manage them without ruining your relationship. We explain the importance of managing your expectations with clients and evaluating your client base to ensure you’re working with A-class clients.

Don’t miss this episode for more on client relationships, creating alignment with clients, and client evaluation!

Key Questions:

[03:19] What are the impacts of demanding clients on agencies?
[15:37] How do we manage and get out of a situation where we have to turn a client around or let them go?

What You’ll Discover:

[01:36] We define a demanding client, their traits, and what makes them frustrating.
[04:16] We share our experience with a demanding client and how we dealt with him.
[08:17] The importance of setting and reaffirming expectations to avoid client Misunderstandings.
[09:54] How to evaluate your client base to ensure you’re working with A-class clients.
[14:06] Understanding that sometimes a client isn’t worth the revenue anymore.
[15:56] How to have a conversation about creating alignment and a mutually beneficial relationship with your clients.
[19:15] The best strategy to let go of a demanding client while still keeping the relationship intact.

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Do you have the right billing model? Do you find it hard to navigate the conversation around pricing as an agency owner? There are factors you should consider when looking into a billing model, but ultimately, what needs to be true, no matter the billing method, is ensuring there’s enough gross margin for you to be set up for success.

In this episode of The Agency Blueprint, I’m joined by Marcel Petitpas, CEO and founder of Parakeeto, a consulting and technology firm dedicated exclusively to helping agencies answer important questions without wasting time on spreadsheets. He shares his perspective on agency billing in the industry today and how to best price services for profitability.

Listen in to learn how margin pressure on agencies leads to increased specialization and business complexity.

Key Questions:

[01:10] From a billing perspective, what do you see happening in the industry at the moment?
[05:48] What factors would you advise an agency owner to think about when it comes to their billing model?
[24:17] What would you say to someone concerned about changing their billing model to a value-based model?

What You’ll Discover:

[01:35] Things that have created margin pressure on agencies leading to increased specialization and business complexity.
[06:03] Factors to consider when deciding the right pricing model in your agency.
[08:02] How your positioning and value can help you assess your risk profile when choosing a pricing model.
[11:00] The tactics to use to navigate the value conversation and get some exposure from the client.
[14:09] How to quantify high and low-risk work and sell the agile method of high-risk work.
[17:37] Understanding the pricing quadrant and how to position and structure a pricing model that benefits you.
[24:39] How to educate yourself and shift your mindset to enable you to change to a value-based model.

Connect with Marcel:

Website
LinkedIn
The Agency Profit Podcast

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What is the best way to bring in more revenue to your agency in the next 30-60 days? Have you tried reaching out to old prospects and clients to see where they stand now?

In this episode of The Agency Blueprint, I provide the best formula to reach out to closed lost prospects and generate revenue. I explain why reaching out is a working formula that will get you revenue in the door and allow you to invest in upward growth.

Don’t miss this episode to learn how to approach this proven revenue-generation method!

Key Question:

[01:17] Have you ever been in a position where you allowed self-doubt to lead you to say NO to an opportunity and later regretted it?

What You’ll Discover:

[01:17] Reach out to prospects that said no and give them a chance to highlight if they feel differently now.
[05:30] Get a list of all your closed lost prospects and all the clients you’ve worked with before.
[06:21] Reach out every 3-6 months up until the point they say they’re not interested.
[07:18] The system of how to reach out to these prospects, plus how the emails should look like.
[11:16] The importance of following up with prospects every 3-6 months to continue being in front of them.

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What financial stage is your agency, and how are you managing the growth? Agency growth has four discreet stages that drive decisions: the create mode, build mode, grow mode, and big business stage.

In this episode of The Agency Blueprint, I’m joined by Ryan Watson, an experienced operations and finance leader for creative agencies and venture-funded startups. As a partner at Upsourced, he helps scaling agencies build better plans, see the future, and drive profit.

Listen in to learn the importance of focusing on one thing at a time and building momentum rather than a hierarchy of KPIs.

Key Questions:

[01:14] What are the glass ceilings you’re seeing from a financial perspective working with agencies every day?
[20:13] Why is it a bad idea for an agency to have a hierarchy of KPIs?
[24:47] What stage do you think makes sense for someone to bring in a full-time in-house team?

What You’ll Discover:

[01:43] The four discreet stages of agency growth and the challenges and intentional decisions to make.
[06:34] The challenge of creating a repeatable revenue generation during the build mode phase.
[09:37] How to find the right way to form a business unit that you run.
[13:35] The importance of transparency when communicating your why to your team.
[18:47] Why the fear of letting people go at certain stages is a massive limitation in growth.
[20:33] The importance of focusing on one thing at a time in your KPIs and building momentum.
[25:04] The questions to ask yourself to understand when to bring in a full-time in-house team.

Connect with Upsourced:

Website
YouTube

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Do you find yourself dealing with untimely projects and client incoordination? At the core of avoiding situations like these is proper communication.

In this episode of The Agency Blueprint, I share the types of stages to consider implementing in your processes to avoid client incoordination and untimely projects. I explain the importance of communicating client responsibilities and having inclusions and exclusions to avoid ambiguity.

Listen in to learn the importance of consistently reminding your client of the progress and consequences of their project!

Key Questions:

[03:00] Are you communicating client responsibilities or are you afraid of it resulting to a, no?
[05:40] Do you have inclusions and exclusions in your scope of work to avoid ambiguity?
[07:06] What does your client onboarding call look like, is there a clear understanding of everything to everyone involved?

What You’ll Discover:

[03:00] Client responsibilities - communicate all the things the client has to do to allow you to be successful.
[05:40] Have inclusions and exclusions – list what you will and won’t do to avoid ambiguity.
[07:06] The onboarding call – covering the outcomes and objectives and then listing the action steps.
[09:25] The ongoing management – have someone in your team to consistently remind your client about progress.
[12:09] The importance of consistently reminding your client of progress and the next phase of the project.

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Have you considered revenue share and equity as ways to build passive income in your agency? Revenue share and equity are great ways to build alignment and accomplish wider goals with the client and your agency.

In this episode of The Agency Blueprint, I take you through examples of agencies who’ve embraced revenue share, profit share, and equity and how it worked for them. I explain how you can turn your one-off projects or most of your projects into revenue share, profit share, and equity.

Don’t miss this episode to learn more about this revenue-generation method and its dangers!

Key Question:

[01:40] What is a great way for you to build alignment and accomplish wider goals with your client and agency?

What You’ll Discover:

[01:18] How an agency can exchange services for a different form of payment with one-off projects.
[04:40] How an agency can turn most of their projects into equity and revenue share deals and the criteria to follow.
[07:15] Why revenue share, profit share, and equity are phenomenal ongoing ways to build passivity to your revenue and profit.
[08:22] The danger of this method for younger agencies if not assured in their ability to produce results.
[09:46] Make sure you have tremendous corporate counsel when getting into this method.

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Different stages of growing an agency face different challenges. What sort of challenges are you facing at the stage of growth you’re in right now and how are you handling them? The effort and pressure that you experience at these stages are what allows you to find your way and success.

In this episode of The Agency Blueprint, I’m joined by Phil Case, President and Chief Client Officer at Max Connect Digital where they are focused on providing real value to clients in the form of business results and revenue growth. He has over 15 years of experience creating curated marketing strategies for top global brands.

Listen in to learn about smart leadership, talent development, process documentation, and much more!

Key Questions:

[01:37] What sort of things have you experienced at different stages of agency growth and the distinction between each?
[07:00] How do you influence those that you recruit to be their best selves and to develop leadership, passion, and vision?
[13:13] As you were growing the team, how did you prioritize your time and the investment into team members?

What You’ll Discover:

[01:42] The exhausting stages of a digital agency and the struggle it can be when you’re everything to your business.
[06:19] How to develop a leadership team to make a difference in the growth and future of your agency.
[09:30] How finding, recruiting, and retaining top talent can make a difference in propelling your agency’s success.
[13:39] The importance of documenting processes for easier delegation so you can focus on other growth activities.
[20:02] How to be the leader who coaches and supports their team and leans into the unknown.

Connect with Phil:

Website
LinkedIn

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Did you know you can have more negative long-term impact to your agency by failing to invest appropriately in your team and by failing to ensure you have the right people? The best thing you can do for your team to continue growing your business is ensuring they have all the resources they need to do their job.

In this episode of The Agency Blueprint, we discuss how to train a high performing team by providing the necessary tools from recruitment, interviewing, onboarding, and career growth. We explain how to set and manage team expectations and invest in their career growth.

Don’t miss this episode for more on interviewing, recruiting, mentoring, and training of teams!

Key Questions:

[05:10] How are you setting expectations with new hires during the interview?
[10:30] How do you get your hire going after the interview and hiring process?

What You’ll Discover:

[02:08] Mistakes agencies make when hiring and how to present your business to get the best hires.
[05:10] How to interview candidates based on what the role will demand and success will look like for you.
[07:25] Understanding the interviewer and interviewee perspectives and what each requires from the other.
[10:30] How to set up your employee for success by planning and training them after the interview and hiring process.
[13:23] The importance of having a mentor as a new hire to guide you and help you assimilate to the company culture.
[15:27] Make sure that people understand your expectations of them to increase the likelihood of success.
[16:14] How to set expectations and paint a successful future for your people.

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Bad emails that come of as too salesy don’t convert. How do you send emails that are engaging, converting, adds value, and aren’t annoying to the receiver? Having the desire to be helpful and add value in your content not only builds trust, but it also converts.

In this episode of The Agency Blueprint, I talk about the art of writing winning email copies that engages your audience and increases the conversion rate. I explain the importance of being personable and using a friendly format in your email copy.

Listen in to how to use you email data to guide your style, impact, and content you’re sending out.

Key Questions:

[01:02] How valuable are you emails and are they helping you build a rapport?
[02:38] Is you content one-sided and salesy or is it personable?
[07:48] Is your email in a newsletter format or is it friendly and filled with value?

What You’ll Discover:

[01:31] How having the desire to add value and be helpful leads to better conversion.
[02:38] How to be personable with an undertone of wanting to help in your email.
[07:44] How to format your email like it’s to a friend to make it interesting to engage with.
[11:51] The different things you can do to add value to your prospects and increase your conversion rate.
[14:37] How to utilize your email data to guide your style, impact, and content you’re sending out.

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How are you handling the delegating process in your agency? What are the things you can operationalize and be set up for success? You don’t have to wear many hats that leave you time depleted, the best way to reduce workload, maximize your time, and increase your productivity is by leveraging an admin to help keep your schedule highly organized.

In this episode of The Agency Blueprint, I’m joined by Amanda Hamilton, founder of Hamilton Raye, which brings professionals remote administrative support to startup organizations and businesses. She’s had a successful career in production and sourcing where she had the opportunity to learn best practices for staying organized, managing constant changes in priorities, and finding process efficiencies to reduce workload.

Listen in to learn how to determine what you need to delegate, train admins, engage and communicate with them, and more.

Key Questions:

[01:48] What kind of things can an admin help an agency owner with?
[06:50] Can you share the distinction between a V.A. and an E.A. as types of support for businessowners?
[08:41] What kind of suggestions do you have for someone when they’re just starting out with an admin?
[14:30] What would you say are the characteristics of a great admin?
[17:29] What’s your advice to someone that’s underutilizing their admin and what should they be looking at?

What You’ll Discover:

[01:53] Figure out the things you can operationalize and create a standard operating procedure.
[03:22] How to train people to take tasks from you and leverage them to their full potential.
[07:01] The difference between a virtual assistant and an executive assistant.
[08:50] The importance of dedicating time to train and understand your executive assistant.
[12:06] How to engage your admin to have them understand your culture and interactions with other people.
[14:41] Why your admin needs to possess communication, flexibility, and resourcefulness traits.
[17:43] How to determine the things you need to remove from your plate and start delegating.
[20:15] How tracking and reviewing your to-do list will help you focus on items to do or delegate.

Connect with Amanda:

Website
LinkedIn

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How consistent and scalable is the sales process in your agency? Does everyone in your sales team understand what they need to do to succeed? To scale your sales, your process needs to be accessible and well-understood by everyone in your sales process to keep things consistent for prospects.

In this episode of The Agency Blueprint, I talk about the different stages of a scalable sales process. I explain why data/trackable metrics should be the core of most of your decisions and not your feelings.

Don’t miss the episode to learn more about developing a sales process and making data-driven decisions!

Key Questions:

[01:00] Is your sales process accessible and well-understood by everyone on your sales team?
[09:37] What tech tool do you need to implement that will grow with your agency?
[10:57] Do you have KPIs or trackable metrics that allow you to make data-driven decisions?

What You’ll Discover:

[01:28] Why agency owners don’t like sales plus the mistakes to avoid before removing yourself from the sales component.
[04:26] Develop a clear and repeatable sales process that allows everyone to understand the sales cycle.
[05:06] How to build trust with clients to make a sale and have a long-lasting, meaningful relationship.
[07:41] Think about activity-based selling – understanding the activities to do to get you to a sale.
[09:37] Find technology that scales with you for the foreseeable future.
[10:57] Have KPIs that allow you to understand what’s happening, predict, and address any issues.
[13:08] What to think about and the steps to take to build out your sales cycle journey.

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What investments are you making in your agency to continue growing and scaling? It’s important to invest in the right thing in your agency to avoid working hard to stay in the same exact place.

In this episode of The Agency Blueprint, we talk about the time and financial investments you have to make for the growth of your agency. We discuss the value of investing in active marketing and how it invites criticism which leaves room for growth.

Listen in to learn how to enhance your business by making your product better for people to want to stay longer and refer others.

Key Questions:

[01:42] What is at the core of why agencies don’t invest in their marketing?
[06:23] Have you set things systematically that they can be done without you?
[11:40] Are you an excellent salesperson or just subpar in your craft?
[19:28] How are you investing in personal development, and is it working for you?

What You’ll Discover:

[01:26] Why agencies don’t invest in marketing plus the value of investing time and effort in marketing and lead gen.
[04:53] How marketing invites client criticism, which will push you to a growth point.
[06:23] How systems and processes teach others to put out fires on your behalf.
[10:20] How to protect your mental well-being and creativity by delegating most tasks.
[11:40] The difference between an excellent salesperson and a subpar salesperson.
[16:29] The importance of spending time developing your team and ensuring they’re the best they can be.
[17:42] The importance of investing in yourself during hard and easy times for growth.

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How streamlined are resource and capacity planning in your agency? To streamline operations and scale your agency, you must be willing to do the hard things others aren’t doing. Knowing your numbers and your team’s involvement is crucial to understand your time utilization and operational cost.

In this episode of The Agency Blueprint, I’m joined by Alyson Caffrey, the founder of Operations Agency and co-creator of the Operations Simplified Framework. She helps streamline the back-end ops for a multitude of brands, but mostly digital and creative agencies. She explains the importance of time tracking, diligently updating your project management tools, and leading by example to scale your agency.

Take advantage of this episode to learn more about time tracking, utilization, and standardizing core services!

Key Questions:

[01:50] What are the biggest mistakes you see agencies make when it comes to resourcing and planning?
[08:08] What’s your recommendation for someone without any reporting or tracking for their resourcing or planning and looking to start?
[16:05] What are your thoughts on how to start resource planning and technology to leverage?

What You’ll Discover:

[02:06] Standardize your core services to capacity plan well and avoid being all over the place.
[04:18] How to avoid perfectionism and hiring a specialty “unicorn” person who does everything.
[08:20] How to track your time and your team’s time to understand your basic capacity.
[16:17] How to streamline your agency’s day-to-day by setting up time tracking and a comfortable project management tool.
[24:04] The importance of doing the hard things others aren’t doing to scale your business gradually.

Connect with Alyson:

Website
LinkedIn

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How do you utilize LinkedIn as a lead-generation channel? Is your LinkedIn profile speaking to your ideal client’s pain points and solution? LinkedIn is a fantastic place for agency owners to engage with ideal clients and generate leads.

In this episode of The Agency Blueprint, we share the different ways to optimize your LinkedIn profile as a landing page to attract interest from prospective clients. We discuss how to properly represent yourself in the About section, provide value, and establish authority for people to want to work with you.

Listen in to learn how to repurpose your already existing content and leverage it for your LinkedIn to engage prospects.

Key Questions:

[00:42] Is your LinkedIn profile optimized as a lead generation method for your agency?
[03:22] Does your LinkedIn profile share anything about you, how you can help your ideal client and your authority and relevance in what you’re talking about?
[04:23] Does your profile allow people to really want to engage with you?

What You’ll Discover:

[01:30] How to optimize your LinkedIn name and title to attract interest from prospects.
[03:40] Leveraging the top components of your LinkedIn profile to speak to your ideal client's pain point and solution.
[04:58] The importance of having an up-to-date profile photo that represents what you look like today.
[06:35] How to properly represent yourself in the About section and draw people in with your value.
[10:13] How to leverage the featured section by providing value and a regulated call to action.
[12:02] Have content – repurpose your content from other platforms to engage prospects.
[13:56] Why your job history shouldn’t look like a resume but where you are as an agency.

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How do you differentiate your agency from everyone else in the market? Differentiating yourself is owning who you are and attracting your ideal clients.

In this episode of The Agency Blueprint, I talk about how to take a bold step and stop sounding like every other agency in the market. I explain why aligning your why with your ideal client will help you build more meaningful and deeper relationships with your clients and have a greater impact.

Listen in to learn why there’s nothing better than creating a business that is genuinely you.

Key Questions:

[3:28] Are you ready to own who you are and attract the people you should be working with?
[4:09] When was one of your happiest moments, and why was that the case?

What You’ll Discover:

[1:16] Stop neglecting yourself and spend some time in your agency.
[1:50] Why focusing on your competition is making it difficult to distinguish yourself.
[3:28] How to own who you are and start working with a client base you truly enjoy.
[4:41] How to tell your story and understand how it connects to your ideal client.
[8:49] Embrace the person you are and your story because that’s how you’ll attract your ideal client.

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Would your team describe you as a servant leader? A servant leader strives to meet the needs of their team, hit their true value, and build meaningful relationships.

In this episode of The Agency Blueprint, we discuss the meaning of servant leaders and the impact they have on their teams and businesses. We explain the ways you can listen and learn from your team by allowing them to share their feedback freely.

Listen in to learn how to embrace and celebrate failure and allow your team the space to do the same.

Key Questions:

[4:02] What is the process of setting up a framework for servant leadership?
[17:00] How are you exploring new opportunities and embracing failure to grow your agency?
[20:08] How are you adding value to yourself and your business by connecting and relating with like-minded people?

What You’ll Discover:

[1:00] The three levels of leadership – title, transactional, and servant leaders.
[2:30] How servant leadership impacts your bottom line and the people you work with.
[4:12] How to encourage your team to share their perspective so you can learn from them.
[6:53] How listening to your team and asking for feedback will help you improve your business.
[10:00] Focus on creating greater alignment that allows your team to be happy.
[13:05] The importance of getting to know your employees to connect better.
[15:18] The concept of celebrating failure and how it can lead to awesome growth.
[18:37] Surround yourself with like-minded people with similar experiences.

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How clear is your long-term vision, and is your business model in alignment with it? Having a clear vision of where you’re going and why it’s important helps you create a strategic plan and shift your mindset.

In this episode of The Agency Blueprint, I’m joined by Crista Grasso, a strategic planning expert for leading global businesses and online entrepreneurs when they want to scale. She has the ability to quickly cut through the noise and focus on optimizing the core things that will make the biggest impact to simplify and scale a business. She explains her Lean Out Method – context, clarity, commitment, and kaizen and how it applies to business.

Don't miss this episode to learn more about the simple and sustainable Lean Out Method!

Key Questions:

[2:22] What would you say someone should think about when it comes to finding and reclaiming their time?
[6:10] What is your experience with time blocking, and what is your belief system around it?
[17:24] Would you mind sharing the concept of the combination between lean and scaling?

What You’ll Discover:

[2:30] Get clear on your vision and ensure that your work is aligned to reclaim your time.
[6:19] The impact of time/focus blocking on productivity and results in teams.
[8:38] How to consistently work harder and make little improvements to have your desired outcome.
[12:36] The four overarching pillars of the Lean Out Method are context, clarity, commitment, and kaizen.
[17:35] How combining lean with scaling will get you a customer-centric and high-profit business.

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How can you improve upon what you already have in your business instead of constantly putting something new? Reducing noise and complexity in your agency is about optimizing what already exists and having streamlined systems in place.

In this episode of The Agency Blueprint, I’m joined by Crista Grasso, a strategic planning expert for leading global businesses and online entrepreneurs when they want to scale. She has the ability to quickly cut through the noise and focus on optimizing the core things that will make the biggest impact to simplify and scale a business. We discuss agency complexities, symptoms that your agency is complex, and how to shift your mindset and streamline your business.

Listen in to learn the importance of creating a system around what you do to be successful.

Key Questions:

[1:40] What are your overall thoughts on agencies adding more complexities in order to grow?
[4:26] What are some ways you can highlight as symptoms of a too-complex agency?
[16:49] What other stories do you find with clients when you’re working with them on operational problems and things?

What You’ll Discover:

[2:04] Avoid adding more complexities to your business and optimize what already exists instead.
[4:43] The top symptoms that indicate your agency’s operations are too complex.
[6:49] Have a core framework that you’re known for to give you scalability and carve out your niche.
[11:43] Shift your mindset and become the CEO of your business to create a repeatable system.
[17:02] How to create systems so that everything doesn’t have to be dependent on you.
[20:17] Crista’s guide that helps you assess and minimize waste in your business.

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Do you want to feel less stressed out and not have to sacrifice your personal life to grow your agency? You should set a boundary to prioritize what’s important to you because compounding success comes when you focus more and do less.

In this episode of The Agency Blueprint, we discuss how to strategically create a plan to help you take more time off from your agency. We also discuss how to plan your day/week by design, so you get to prioritize tasks that help you accomplish your goals.

Listen in to learn how recognizing your little wins gives you the energy to do better for yourself and your agency.

Key Questions:

[5:25] How do you create a framework and a structure that allows the day to no longer just happen to you but be by design?
[10:20] How can you create a plan to prioritize the important things for you?
[17:42] What high-leveraged tasks will help you accomplish your goals?

What You’ll Discover:

[1:36] How the feeling of needing to be needed can negatively impact you as an entrepreneur.
[5:36] How to plan your day by design and have a structure in place to enjoy the fruits of your labor.
[7:01] How to create a boundary for yourself that doesn’t allow for you to consume your personal time.
[10:20] The steps to help you prioritize your priorities and acknowledge your wins.
[13:20] Invest in your future self, make a habit of delegating, and allow your team to make mistakes.
[15:14] Know what’s important to you and set your boundaries to succeed.
[17:42] Why you have to choose what you can fit into your time and utilize time blocking.

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How do you make the onboarding process great in a way that maintains an ongoing good client relationship? An organized onboarding process is guaranteed to build a trusting relationship between you and your client.

In this episode of The Agency Blueprint, I’m joined by Taylor McMaster, founder of DOT & Company. She and her team help digital marketing agencies with full-service client account management so they can get out of the day-to-day and grow their agency. We discuss the dos and don’ts of the onboarding process and the power of proactive communication with your client.

Listen in to learn more about non-salesy communication and the successful onboarding of clients.

Key Questions:

[1:39] What would you say that an agency can go about wowing their customer during their onboarding time?
[6:03] What are the things to avoid and things to do during the onboarding process?
[11:22] What is the best non-salesy way to ask for a testimonial from a customer after a successful onboarding?
[17:15] How often should and would you recommend that agencies communicate with clients?
[21:34] What are your thoughts on the client gifting strategy?

What You’ll Discover:

[1:46] How to start the onboarding process from the sales perspective.
[4:43] How to show prospective clients that you’re listening and care.
[6:08] The importance of proactive communication and transparency during onboarding.
[11:39] The best strategy to get testimonials from your customers without coming off as salesy.
[17:24] The daily pause – the practice of proactively and effectively communicating with a client.
[21:44] How to have the gifting process in place and get creative with how you gift your clients.

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What does it take to generate leads effortlessly at zero cost and still scale your agency? Referrals are not scalable, but getting in places where your audience already exists is and at no cost.

In this episode of The Agency Blueprint, I talk about leveraging the centers of influence who regularly come across your ideal client. I describe how this method allows you to build a network with these people and generate leads.

Listen in to learn more about recognizing these opportunities and building long-term relationships.

Key Questions:

[1:23] How are you leveraging centers of influence to generate leads with little effort that allows for exponential growth?
[3:32] Who is getting in front of your audience daily so you can reach out and build a relationship with them?

What You’ll Discover:

[3:32] Build a network with centers of influence who regularly come across your ideal client.
[4:00] How to build a list and reach out to these people who get in front of your audience daily.
[5:15] Look at the media where your audience is hanging out, reach out, and build relations with them.
[7:35] How to craft the email to reach out without pitching yourself.
[9:11] Take time to know this person and see if there’s potential to help them and generate business.

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How do you start attracting the right type of client to your creative agency? Having the right clients can make all the difference in your agency’s success, but it’s also not an easy task.

In this episode of The Agency Blueprint, we discuss the different ways to help you stop chasing and start attracting your dream clients. We explain why authenticity, communication style, and building authority are some of the ways to become attractive to like-minded prospects.

If you want to learn more about this subject, then tune in to this episode!

Key Questions:

[2:46] Are you living authentically, and is your agency projecting its values for you to attract a similar client?
[7:10] How are you consistently communicating with your clients and directly speaking to their pain points?
[11:52] How do you go about making it easier for your prospect to choose you?

What You’ll Discover:

[1:13] The importance of having the right energy with your client to support your growth.
[2:46] Why you have to be authentic and live the values of your dream client.
[4:47] Learn to use your clients’ language and speak to them in words they understand.
[7:10] Be consistent in your communication and build a frequency with content production.
[11:52] How to build authority and create trust for your prospect to choose you.
[12:47] How to consistently add value to your prospects as a way to build a relationship.
[15:54] Make sure you put the client first and recognize there’s more to it than your deliverable.
[18:06] Develop a belief system that your client needs you just as much as you need them.

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How are you implementing software to improve operations and grow your agency? The sooner you start using the right software systems in your business, the quicker it will be to take care of your pain points.

In this episode of The Agency Blueprint, I’m joined by Jamie Hawk, CEO, and Co-founder of Altitude Operation, Fractional COO, and operations expert. We talk about the impact of implementing software systems in your business, the types of software for agency owners, and how to evaluate their impact.

Listen in to learn more about selecting the right software to benefit your agency’s individual needs.

Key Questions:

[1:47] How do you evaluate the type of impact software will have on your business?
[8:50] What types of evaluation would you be thinking about when selecting a project management software system?
[17:45] How do you get your people to want to implement the software systems and change their habits?

What You’ll Discover:

[2:04] The importance of starting with the right software sooner and giving it a thought.
[4:36] How to plan for the future with software by looking at it as a stack and researching.
[6:48] Tips on selecting software that works for your agency’s needs.
[9:01] How to approach selecting a project management software system.
[12:16] Why ClickUp is the best agency-oriented project management system.
[13:57] Jamie shares how she recently transformed a company from paper to automation.
[18:21] How to work with your team and get them to change and implement software systems.
[20:14] When to start looking at software and the software to prioritize as a new agency owner.

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How To Create a Monthly Engagement with Your Clients That Allows for Creative Flexibility

Wouldn’t it be great to develop an ongoing relationship that allows for creative flexibility with your clients? There are a couple of ways to set up monthly engagements that work around flexibility and allow your client to feel in control.

In this episode of The Agency Blueprint, I discuss two pricing models that create a retainer or monthly engagement with your clients and allow for creative flexibility. I explain the benefits of setting up an ongoing monthly relationship depending on where you are in your agency path, especially as you scale.

Tune in to learn more about the credit and future planned-out pricing models.

Key Questions:

[2:47] How can you set up monthly engagements that work around flexibility with your clients?
[9:35] What is best for the relationship between you and a client that helps them accomplish their goal?
[14:18] Are you in a place where you feel you’re working hard to stay in the same place and want to get off?

What You’ll Discover:

[2:55] The credit model – you have some credits for a client based on their spending.
[4:13] Think about how long you want the credits to run for and have it predefined.
[4:49] The future planned out model – you have a predefined monthly amount a client is committing to.
[6:02] How the future planned out model offers the beneficial consultative nature relationship with your clients.
[8:33] Stop focusing on how to sell to your client and focus on how to provide value.
[11:45] Be selective with who you work with to form a beneficial relationship with them.
[13:42] The benefits of an ongoing monthly relationship with your clients as you scale.

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What is the best pricing structure for your agency? Are you just at the start of your journey, or do you have a better understanding of your client and the deliverables? Each of the pricing models can be beneficial to your agency at different stages of your journey.

In this episode of The Agency Blueprint, I discuss the two most used pricing models: hourly and fixed pricing. I explain the pros and cons of each and at which stage of your agency you should consider each.

Listen in to learn which one between the hourly rate model and fixed pricing model suits your agency!

Key Questions:

What do you have to consider to ensure you’re super clear on how the hourly rate looks like for you and your team? (4:18)
What is the benefit for your team, agency, and you to build expertise and knowledge and do the work better? (9:21)
Are you further along in your journey as an agency to start using the fixed pricing model? (11:49)

What You’ll Discover:

The hourly model – billing the client for every hour of work you’re producing (1:14)
The rate sheet – considering and billing based on the cost for every level of seniority (2:07)
The blended rate – a simple way where you understand everything and what you can go for (2:34)
The anxiety that comes with both the rate sheet and blended rate for clients (3:00)
Things to consider to ensure you’re super clear on how the hourly rate looks like for you (4:18)
The pros of the hourly rate in theory and practicality (5:20)
The cons of the hourly rate model – difficult to scale and creates anxiety for clients (7:00)
The fixed pricing model – used by agencies further along in their journey (11:40)
Why you have to set client expectations very well with the fixed pricing model [12:56]
The pros of the fixed pricing model – faster turnaround time and offers client value (14:46)
The cons of the fixed pricing model – you can lose money as an agency (15:55)

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Are you providing purpose and energy? Are you living in your true core expertise? Do you have authority within the space of who your ideal client is while still having profit and revenue assured?

In this episode of The Agency Blueprint, we discuss the framework for building an agency that allows you to live in your core expertise and have true authority. We also explain how to approach selecting a niche, the power of owning your true authenticity, and differentiating your agency with your uniqueness.

Tune in to learn more about selecting a niche and attracting and connecting with your ideal client!

Key Questions:

What are the steps needed when selecting a niche and a specialization? (5:13)
How do you assess if an industry can afford you, if it’s growing, and if there are enough of them? (7:41)
What’s the authentic reason you’re here, and what’s your unique offer to the world? (9:47)
How can you have a meaningful impact on a person’s life whether or not they decide to work or engage with you? (18:08)
How are you carving out a pathway for you and your team to be successful? (22:40)

What You’ll Discover:

How to select your niche which allows you to have a true differentiator and provide meaningful impact (1:22)
The right steps to follow when selecting a niche without too many variables (5:21)
The process of brainstorming industries you’ve worked with and then eliminating and filtering (6:08)
The three variables that you’re going to filter out your niche to end up with 3-5 industries (6:47)
Think about the data behind an industry – can it afford you, is it growing, and is there enough of them (7:35)
How to differentiate yourself by highlighting your unique expertise and experience (9:40)
How owning your true authentic self attracts and connects you to your ideal client [11:24]
How to nail your positioning by putting yourself in the position of your ideal client (16:33)
The importance of organizing your operations by creating a repeatable process that works for you (21:22)
How to get into a reoccurring revenue model that prioritizes scalability and chooses the right pricing model (23:13)

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Wouldn’t it be great if you could be able to grow your agency while still onboarding new clients effortlessly? This needs a systematic approach and a true leadership mindset focusing on scalability.

In this episode of The Agency Blueprint, I explain the different things you can do to scale your agency. I talk about how to enhance collaboration, define roles, improve relationships with your clients, and much more.

Join us to learn more about your role as the agency owner during the scaleup journey.

Key Questions:

How do you provide greater value to the client to allow for you to build a relationship and grow together? [12:39]
Are your intentions and expectations of the client and team clear on how to work together? [13:36]
How are you working to build a culture of celebrating small wins to keep your team motivated? [16:47]

What You’ll Discover:

How to create productized services that effectively work with clients (3:08)
Have a detailed system with a defined role for each of your team members (6:22)
How to create a regular rhythm where everyone can collaborate [9:00]
The importance of having project reports to help understand the state of projects (11:01)
Have a rhythm around client meetings to develop a relationship (12:00)
How to make your intentions and expectations clear to avoid time wasting (13:36)
Celebrate small wins and do it more often to improve your momentum (15:43)
The five key things to focus on at any given time to accomplish long-term goals (17:20)

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If you want to build an agency that operates without you and allows you to live your desired lifestyle, you need to move from agency owner to CEO.

In this episode of The Agency Blueprint, we discuss how data and becoming a visionary are the two things you need to transition into a CEO. We also explain why time, impact, and freedom are the three cornerstones of a business.

Listen in to learn why you need to stop what you’re doing and start working towards where you want to be.

Key Questions:

Do you want your business to serve your life as opposed to it becoming your life? (1:16)
Is the data you’re getting enabling you to monitor, measure, and consistently improve your business? (2:48)
Are you empowering your team with the right information to help them help you run your agency? [15:06]

What You’ll Discover:

How to formulate the vision of your agency by creating a unified business purpose (2:54)
Learn to adapt to a different role as your business continue to evolve (8:09)
Get more acquainted with data points and KPIs as you get removed from the business [9:47]
How to stop and start transitioning yourself to the visionary you want to be [17:09]

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Do you have an onboarding system to help you avoid making costly mistakes? Having a system within your agency is a pivotal piece in your relationship with the client and how they continue working with you. In this episode of The Agency Blueprint, I expound on the six-step client onboarding process that makes things uncomplicated. They include what you do as the owner and how you involve the team and the client. Join us to learn more about these six items that are imperative for your agency. Key Questions: What project management tools have you set up your new client’s project in and is it accessible to all team members? (11:05) What is your next step when going into a project to make it successful and satisfy the client? (15:40) What are the things you need to remove from your plate instead of focusing on processes as a small agency? [16:24]

What You’ll Discover: Ensure all the legal compliance items are done before starting the onboarding process (1:22) Have your internal kick-off call and assign your team to the deliverables (2:36) How to provide your team with the tools they need to be successful (4:37) Introduce the onboarding questionnaire to engage the client (6:00) Have the project detailed in your project management tool (10:05) How to conduct the kick-off call to remind the client of project execution (12:19) Have a review with your team to ensure everything is clearly documented (14:10)

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Simplifying your business operations will make your life easier. If you want to be successful in your agency, you have to learn to embrace and enjoy change, and change starts with simplicity. In this episode of The Agency Blueprint, we talk about the importance of simplifying the operations of your agency. We also explain how to remove the clutter you didn’t create in your organization and focus on building operational efficiency. Tune in to learn about the power of community, delegation, focus, and more. Key Questions: Did you choose the communication channels that you use, and are you ready to start making that choice? (4:02) How do you delegate in a way that better serves you and the other person? (12:28) Are you reinforcing your why to drive more energy and momentum to your business? (21:38)

What You’ll Discover: How to create a bandwidth where you focus on increasing operational efficiency (4:02) Find your community to learn from so you don’t have to do it painfully alone (7:56) How to create more focus by reassessing your goals and prioritizing (9:39) The importance of understanding your destination to have a simplified process (15:08) How to reduce your work time and still do meaningful work (17:22) Recognize that it’s okay to have boundaries and reinforce your why (20:50)

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Does the niche you’re in feel right and true to what you’re passionate about? Selecting a niche is about differentiating yourself from the competition, so you can attract the right clients and grow your agency intentionally. In this episode of The Agency Blueprint, I explain the process of identifying your niche by evaluating what you’re passionate about. I also explain the questions you need to ask yourself to identify whether you’ve chosen the right niche that will allow you to make an impact. Listen in to learn how to differentiate your agency and start competing on meaning and impact. Key Questions: What do you enjoy doing, and can you monetize it? (3:45) Is your industry growing with the global average, and are there enough people to help it grow? (6:18) What is your motivation in helping clients, and how is it that you’re going to make them accomplish their goals? (14:23)

What You’ll Discover: Understanding niche-specific industries plus the benefit of selecting a niche for your business [1:54] Why you should focus on what you’re passionate about and monetize it (3:45) The step-by-step process of evaluating and establishing the best niche for you [4:45] Questions to help you identify whether your chosen niche is the right one (15:22)

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Expectations are the foundation of the relationship between you and your client, so make sure you set the appropriate expectations from the start. Do not oversell or overpromise so you can have a long-standing relationship. In this episode of The Agency Blueprint, I talk about client expectations and how to set them clear from the start to establish a long-lasting relationship. I also explain the importance of ensuring you and your client are the right fit for each other for the success of the project. Listen in to learn about setting measurable goals and more in this episode. Key Questions: How do you ensure your client’s expectation exceed and the client is happy? (1:05) How qualified is a prospective client to be your right fit? (6:09) What do you need to know and understand about the project and your role in executing it? (9:18) Do you have the expertise to accomplish the end goal, and what it’s going to take? (9:53)

What You’ll Discover: How to set your client’s expectations right from the beginning for success (0:48) Make sure you’re auditioning the client to pick the right one for them (6:09) The importance of spending time to understand the project [7:55] How to ensure you can accomplish your client’s end goal (9:53) Have defined inclusions and exclusions to ensure the project is a success [13:06] Don’t be afraid to set measurable goals for both your and your client’s benefit [14:40] Set some space in your timeline to enable you to complete the project [17:41]

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Have you truly empowered your creative team to sell more and help clients to engage with them? You can train your creative team to have sales conversations with existing clients and leverage those relationships. In this episode of The Agency Blueprint, we explain why your creative team is best suited to have sales conversations with your existing clients and highlight opportunities. We also talk about how to train your team with the right tools to help them recognize sales opportunities. If you want to learn more about this subject, then tune in to this episode! Key Questions: Is your team equipped to recognize a potential opportunity and suggest a potential solution? (11:41) In what ways are you and your team practicing to become better in sales? (15:34) How are you prepping your team to have sales conversations with your existing clients? [17:42)

What You’ll Discover: How the creative team can use their built-in rapport to make a sale (1:34) Let your creative team know that it’s also their job to consult and advise clients (6:07) The two sales tools that your team can utilize with existing clients (7:54) How to train your team to recognize a sales opportunity and suggest a potential solution (11:26) How role-playing scenarios can make your team comfortable with sales [13:59]

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How about prioritizing your business in the same way you would a client from now on? To grow and scale your agency, you need to invest in it and become its most dedicated and largest client. In this episode of The Agency Blueprint, I explain how to invest in yourself and build a scalable agency. I also explain how to reprioritize time and financially account for the investments you’re making to be your own client. Tune in to learn how being your own client will allow you to distinguish yourself in the marketplace. Key Questions: How much of your revenue are you spending to grow your business and invest in yourself? (2:44) How much of your personal time can you dedicate to growing your business? (5:48) How do you distinguish your agency from competitors in the eyes of your prospects? (10:35)

What You’ll Discover: Why you need to become your own client to successfully grow your agency (1:10) How not be afraid of failure and instead recognize the lessons in it (2:58) Start reprioritizing your personal time into growing your business [5:33] How to financially account for the investment of being your own client (7:29) How to allow yourself to experience your brand from a client’s perspective [9:32] Resources to help you invest in your agency and scale to your desires (13:16)

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To set your clients up for success and establish a long-lasting relationship, it’s imperative to understand their emotions during kickoff. In this episode of The Agency Blueprint, I talk about things you need to do to build a successful relationship with a new client. I explain how to build clarity on a lot of things including; communication and client information to avoid misalignment. Tune in to learn where client-agency relationships go wrong and how to avoid it. Key Questions: Are you aware of your client’s emotions during the kick-off to help you build a phenomenon relationship? (0:40) What’s your process of transferring your clients’ information to all your team members? (13:48) How do you inform your clients about the roles, responsibilities, and communication standards? (15:58)

What You’ll Discover: How to set up an introduction framework between your client and your team [2:13] Have smart goals to help you measure the success of a client’s project (4:00) The step-by-step process of how to execute the plan (5:10) How to set up a clear understanding for the client on how to work with you [8:45] How to clearly lay out the framework of the project’s timeline to avoid misalignment [11:04] How to manage and transmit clients’ information to every member of your team (13:48) How to outline roles, responsibilities, and communication standards to your client (15:58)

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What does it mean to do things the go-giver way? Is it something you’re ready to incorporate as the leader of your agency? Being a go-giver means moving your focus off yourself and making it about solving others’ challenges and helping bring them closer to happiness. In this episode of The Agency Blueprint, I’m joined by Bob Burg, the co-author of the international best-seller The Go-Giver and a sought-after speaker at sales and leadership conferences. We talk about how creating value for others through communication can build influence for you. Listen in to learn more about how to build a go-giver mentality to scale your agency. Key Questions: Are you focused on where your customers are coming from and providing them with value? (2:54) How are you communicating, appreciating, and showing up for your customers in a non-monetary effort? (5:38) How do you genuinely create influence with a go-giver mentality? [14:57]

What You’ll Discover: The Go-Giver – shifting your focus from getting to constantly providing value to others (1:44) The five elements of value and how to communicate them to your customer (3:23) How to provide value by communicating to your customer how you want them to feel (5:38) How to build influence by focusing on the other person instead of yourself (15:10) The misconceptions of a go-giver plus the honorable way to reject an offer (18:54)

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How do you follow up with your prospects and turn them into buying customers? Did you know that 80 percent of sales come from the fifth to the twelve contact? This means that you need to nurture your prospects, until they feel safe. In this episode of The Agency Blueprint, I’m joined by a Creative Agency Success team member Darren Ward who also works exclusively with agencies. We talk about the simple and scalable follow-up system that you should put in place in your agency. Tune in to learn how to approach a prospective client in every stage of their buyer journey. Key Questions: How are you creating meaningful interactions with your prospects allowing them to know you better? (6:37) Do you have the relevant information to help you support your prospects in their buyer’s journey? (9:04) What are you doing to get to know your prospects more and add value to them? (19:38)

What You’ll Discover: The importance of building confidence with a prospective client through consistent follow-up (2:28) How to add value to your prospect instead of being salesy, plus know when to step back [4:23] The different ways you can warm up to your prospects by providing value (7:56) How to recognize your prospects’ stage in their buyer’s journey (9:04) How to turn a cold lead into a warm lead and then into a trusting lead (12:24) The importance of recognizing dead leads to avoid any damage [14:57] The importance of calling a prospect to get to understand them better (17:09)

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Are you looking to make things easier as you grow and scale within your agency? There’s a framework with some foundational key ingredients necessary for growing and scaling your creative agency. In this episode of The Agency Blueprint, I explain the five key items that if implemented in your business, will lead to success. I explain in detail how you can improve yourself, your agency, and have a better understanding of your ideal client. If you’re keen on making work easier, outsourcing, and helping your clients achieve their goals, then this is the right podcast! Key Questions: In what ways are you improving yourself to produce the best results for your client? (1:10) What is the mindset you have around the management of your business? (5:03) What tasks can you automate in your business to make work more efficient? (7:02) How can you supplement yourself or strategically outsource so you have the resources to help you scale? [9:13]

What You’ll Discover: The importance of continually growing and having refined expertise around what you do (0:43) Have a community of people who’ve been there before or are going through the same problem (3:32) How to invest in technology for proper management tools and automation (6:10) Have defined Standard Operating Processes (SOP) around how you work (7:51) Understand your ideal client so you can provide a lifetime value (10:00)

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How would you like to get referrals for your agency without being overly promotional about it? In this episode of The Agency Blueprint, I’m joined by Stacey Brown Randall, award-winning author of Generating Business Referrals Without Asking. We talk about how you can generate referrals naturally without manipulation or compensation. If you want to know the secret to boosting your referral system, tune in to the podcast. Key Questions: What is your center of influence and how can they help increase the agency’s referrals? (4:30) What is the initial reason why someone would want to make a referral? (7:40) How you can stay on top of mind so people will refer your agency? (14:26)

What You’ll Discover: The reality about getting referrals for your agency (1:53) The 4 types of referral sources (4:03) The psychology behind why people will refer you (12:18)

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Does it feel like your team isn’t performing as well as you want them to? Then, maybe it’s time for you to look at your leadership style. In this episode of The Agency Blueprint, I’m joined by Darren, one of our agency mentors. We talk about what it means to be a leader in a creative agency. And we discuss how leadership styles have changed over time, as well as how you can improve to be the driving force in your agency. If you want to learn how to be the leader who builds and fosters a relationship with your team, tune in to the podcast. Key Questions: What is the difference between the leader of a country and an agency leader? (2:08) How much has the workplace evolution changed the way agency owners should lead? (4:47) What are the qualities of a good and bad leader? (15:28)

What You’ll Discover: The important role of an agency owner as the driving force of the agency (1:03) The benefit of creating a circle of influence around your team that’s built on mutual respect (9:38) How to interact and communicate with your team to establish mutual respect with each other (19:45)

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Is your agency in need of good reputation management? One of the best ways to do that is through targeted publicity. In this episode of The Agency Blueprint, I’m joined by Christine Haas, an Emmy award-winning TV anchor and the CEO of Christine Haas Media. She runs a firm dedicated to delivering publicity and branding in a simplified way. And we talk about what publicity means for agencies so you can use it to help boost your authority. Tune in to know how you can use publicity as a lead generation strategy. Key Questions: What is a realistic expectation that agency clients should have when it comes to PR strategy? (4:06) What is the Google Test and how does it help your agency’s credibility? (12:52) What should you look for when looking for a PR firm? (16:34)

What You’ll Discover: The reality about targeted publicity and how to make sure your clients are clear on targeted goals (1:13) How agencies can leverage current events as a PR strategy (8:21) How to use PR to help balance bad reviews and bolster authority (15:29)

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Do you have difficult clients? I’m talking about those who don’t respond to your emails. Or come to your meetings late. Worse, they have a habit of treating your team badly. In this episode of The Agency Blueprint, I talk about how you can avoid bad clients. I also discuss why you need to set client boundaries so you can create mutually beneficial relationships. If you want to learn how to turn your bad clients into A clients, tune in to the podcast. Key Questions: Why do agency owners end up having bad clients? (0:39) How should a relationship with a client start? (3:54) How can you transform a bad client into an A client? (9:31)

What You’ll Discover: How to set up a mutually beneficial relationship with agency clients (1:47) Tips on how to evaluate your clients so you can avoid getting F clients (7:26) The cultural mind shift and internal changes needed to create a better relationship with clients (15:14)

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How do you package and price the services you offer in your agency? This is what Ben, an agency owner and recent member of the Agency Blueprint Mastermind Program, was struggling with. In this episode of The Agency Blueprint, I feature a live consulting session I had with Ben. I help him answer two key questions that can solve his pricing and packaging issues in his agency. If you’re going through the same struggles, tune in to know how we carved the path forward for his agency. Key Questions: What’s the best way to package and price an agency’s service? (2:05) How can you position the agency’s packages to encourage ascension and upselling? (6:29) What is the right pricing mindset that will help agency owners set a price that clients can’t say NO to? (14:23)

What You’ll Discover: 2 methods to package agency services (4:21) How to conduct an effective consultation meeting with a client (10:40) Why it’s more beneficial to give less information when giving prices to clients (17:12)

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Humor is one of the most effective ways to attract and hold someone's attention. And when you can make people laugh, they're more likely to remember your message. In this episode of The Agency Blueprint, our special guest Mickey Taylor, the Creative Director of Adweak, will tell us why every brand should be using humor in their social media marketing and how to do it. Key Questions: Why should agencies use humor in their marketing and branding? (1:48) How do you utilize humor while making sure that you aren't insulting or hurting anyone's feelings? (6:50) How do you create humor-oriented content that hits your client's key selling points that evokes the action that you're looking for? (14:17)

What You’ll Discover: Why marketers tend to shy away from humor marketing. (4:48) How you can be funny without being offensive. (7:28) Collaborate with your client while also having free creative reign. (16:25)

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The best way to attract your ideal clients is by establishing your authority. People have to recognize your expertise so they can trust you enough to get your agency’s services. In this episode of The Agency Blueprint, I converse with Erik Jensen and we focus on how you can plant your flag of authority as an agency. We also share tips on how you can promote your expertise - specifically through content. If you want to learn how to use your authority to attract your ideal clients, tune in to our discussion. Key Questions: How can you establish your agency’s expertise in the market? (3:27) Is there an easy system that can help agencies consistently produce valuable content? (7:38) What do we mean by cornerstone content and how can it be used to build authority? (15:11)

What You’ll Discover: Different truths to help agency owners build their authority (1:41) How to be a transformational agency that gives high-value content (5:17) How to create multiple content from a single high-context piece (16:47)

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Here’s a scenario that agency owners typically go through. You start your agency with so much passion and energy - and you’re rewarded with incredible growth. Then, you hit a plateau. Your growth momentum slows. Or worse, it’s completely gone. What will you do? In this episode of The Agency Blueprint, I sit down with Darren to talk about the plateau that agency owners usually go through. We throw around some ideas that can help you get past that plateau so you can continue to grow your agency. Are you ready to know more about this? Join us in the podcast now. Key Questions: What does it mean to be an effective agency leader? (0:35) How do agencies lose their growth momentum? (8:48) Why you should avoid building a “full-service” agency. (12:10)

What You’ll Discover: How to grow and progress as an agency owner and avoid plateaus in the agency’s growth (3:05) Weight loss lessons that can be applied while growing an agency (5:12) The incredible benefit of having a mentor to help scale the agency (17:13)

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Are you struggling to retain clients? It’s probably time for you to check if there’s a disconnect between your strategy and execution people. In this episode of The Agency Blueprint, I talk to Jen, an agency owner struggling with client relationships and delivering strategic agency services. We brainstorm solutions so she can continue to make her agency scale and grow. Tune in to the podcast if you can relate to the struggles that Jen is going through. Key Questions: How can you be more proactive when it comes to retaining clients in your agency? (1:48) What’s the best way to keep the strategy team and execution team in an agency from being disjointed? (10:53) What is the secret to hiring the right accounts manager for the agency? (14:48)

What You’ll Discover: How the initial conversation plays a role in setting a dynamic and profitable agency-client relationship (5:11) An effective strategy to prepare for every client meeting (12:47) How to test a job applicant to know if they’re the perfect fit for the agency (24:49)

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You know that old saying, “you can’t please everyone?” It turns out that you really can’t. And trying to do so will only lead to frustration and a feeling of being all over the place with your marketing. The key is... Knowing the right audience for your agency before you start creating anything. Because if you create something that nobody wants, then it's just a waste of time. In this episode of The Agency Blueprint, we have a celebrity of the SEO and marketing world. You will probably recognize his name as the founder of Moz.org. But now, Rand Fishkin is co-founder and CEO of audience research software startup, SparkToro. Click that play button and consume every word, as one of the most trusted experts on marketing walks you through how to find out every little detail about your ideal clients, and how to leverage it in your marketing. Do not miss this one! Key Questions: How do you figure out the right target audience? What are some areas agency owners should research when fleshing out their ideal client? What are common mistakes that agency owners make when it comes to audience analytics and trying to understand who you are targeting and who is buying? Once they have done more in-depth research completed, how should they leverage it to optimize their marketing? What are some audience research tools to help them be successful?

What You’ll Discover: Understanding who your target market is and what their needs are. The benefits of focusing on the right target audience for your marketing campaign efforts. How to create content that is tailor-made for your audience and make sure that it resonates with them.

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Does it feel like your agency is chaotic and unhinged? Every time you get new clients, you uncover issues that make it harder to deliver outstanding results. It’s time to solve that problem. In this episode of The Agency Blueprint, Jody Sutter comes on board to discuss the common issues that lead to chaos within an agency’s operations. We discuss how it all starts from the pitch process and what you can do to avoid chaos in your agency. Tune in to discover how you can start making better decisions about who you’re going to pitch to. Key Questions: What are the common mistakes that agency owners make that lead to a feast or famine scenario? (2:49) What causes the different types of business chaos in an agency? (14:21) What is better than spec work to convince prospects to choose an agency? (18:48)

What You’ll Discover: The buyer’s journey and how it plays a role in landing new clients (1:23) The main problem that creates chaos in an agency (3:28) How to be more confident during the pitch process (21:42)

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Creativity flows and is the most impactful when you're idle. The question is, how can you set enough idle time if you’re too busy? In this episode of The Agency Blueprint, I share how you can prioritize your tasks so you can set enough time for idle time. I also discuss tactics that can help you do this no matter how busy your schedule may be. If you want to know more about this, join me in the podcast now. Resource Mentioned: https://creativeagencysuccess.com/book Key Questions: How can agency owners prioritize tasks to help set boundaries? (1:46) When is it acceptable to move a schedule for unexpected changes? (6:38) Can agency owners be more creative by planning their idle time? (11:51)

What You’ll Discover: How to set boundaries to protect personal idle time. (0:47) The concept of time blocking that’ll help you create a calendar for you to prioritize tasks. (3:24) A common mistake when delegating tasks within the agency - and how to delegate better (8:13)

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Your ability to grow and scale your agency starts and ends with your offer. Because of that, it’s incredibly important to learn how to productize your service. In this episode of The Agency Blueprint, I talk about what it really means to productize your service. I focus on the various elements involved when you create an offer around the service that you provide. If you want to get the basic framework that’ll bring the most impact on your agency, join me in the podcast. Key Questions: ● What is the base foundation of productizing your service? (0:56) ● What is the framework that you can use to productize your service? (9:16) ● What is the biggest block that agency owners face when pricing their offer? (14:32) What You’ll Discover: ● 2 ways to productize your service (1:10) ● An inspiring story of how a client achieved 3x growth while getting out of the day-to-day operations (7:15) ● A closer look at the thought process involved in pricing your offer (12:46)

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If I had to point to two things that increase agency efficiency and profitability, it would have to come down to ‘Client Management’ & ‘Proposals.’ Client management would include internal, external communications and expectations. As for proposals, we want to structure them so that they can be easily updated in 15mins or less using systems and formats that are repeatable. In this episode of The Agency Blueprint, we have Dan, agency owner, and a member of The Agency Blueprint Mastermind Program. Dan is the agency owner of a Web Design Studio based in Norwich, UK. Today, we will be going through a live consulting as he has two items that he is looking to solve. During this live consulting, we will carve out a pathway forward for him and, in turn, enlighten you. Key Questions Are there ways we can handle this better? (e.g., client concept feedback, scheduling work, and resource allocation) (3:02) How could we translate custom integrations or specific requirements into a standardized product in the future? (20:24) How to approach or think about RFPs? (28:20)

What You’ll Discover: How to deal with client communication & internal communication. (7:00) How to offer clients a guarantee that projects will be complete by the deadline. (7:38) Exploring ‘Sprint Pricing Model’ vs. Project Cost ensuring revenue and timeline expectations. (11:11) How to price based on utilization rate. (13:54) Having a specific niche becomes essential when setting programs and integrations during the proposal phase. (23:46) Why pushing against RFP’s increases the likelihood of winning new business in the sales process. (30:36)

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Are you struggling in your agency because you offer so many services - and most of them aren’t even something that you’re good at? I’ve seen a lot of agencies struggle with this. The question is… why does it happen? In this episode of The Agency Blueprint, I answer that question and explain how damaging it can be to your agency. I also talk about how you can redesign your agency so you’re working within what you’re good at. If you want to work within your superpower, tune in to the podcast! Key Questions: ● What is your agency’s superpower? (0:19) ● How many services does your agency offer that’s created by your clients and employees - and not by you? (3:00) ● What is the key to regaining your agency’s superpowers? (7:39) What You’ll Discover: ● What really happens when you accept a project that’s not covered by your superpowers (1:57) ● How to be an agency that charges high-ticket and high-value items (4:21) ● How to use your superpower to craft the perfect offer (10:53)

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Accurate estimation is the foundation of an agency’s profitability. Without the ability to accurately assess how much effort it is going to take to get an outcome for a client, it is extremely difficult to maintain healthy margins and avoid late nights and weekend work. In this episode of The Agency Blueprint, we have Marcel Petitpas. He is the CEO & Co-Founder of Parakeeto, a software company that helps agencies increase profitability by generating accurate, data-driven estimates in seconds using their existing time-tracking data. If you want to learn more about how to generate accurate estimates for your agency's projects, join us in this episode for expert advice. Key Questions: Why is estimation important for agencies? (1:33) What mistakes do most agencies make in estimation/scoping? (3:27) What are the 4 keys to an accurate and scalable project scoping process? (8:25) What do you do if you come in to help an agency and they are not tracking base data needed? (10:33) Can you use percentage of resource time to estimate when you do not have exact number of hours? (14:58) What is the “Agency Profitability Flywheel” and why it is important? (17:58)

What You'll Discover: How to get your financial statements to reconcile with sales budget and estimations. (5:27) The reasons creative agencies are not making assumptions about scope of work correctly, and how they can start doing it right. (6:56) What an agency can change if they are working on too many things to track efficiently. (16:47)

Links Agency Profitability Toolkit: https://parakeeto.com/toolkit (https://parakeeto.com/toolkit) Agency Profit Podcast: https://agencyprofitpodcast.simplecast.com/ (https://agencyprofitpodcast.simplecast.com/) LinkedIn: https://www.linkedin.com/in/marcelpetitpas/ (https://www.linkedin.com/in/marcelpetitpas/)

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“I have zero time.” I’ve heard clients say this more times than I can count. And if you can relate to that, then you need to make a choice to manage your time better. In this episode of The Agency Blueprint, I explain why you feel like you’re being pulled in different directions. And learn how you can regain complete control of what you do with your time. If you want to learn the big and small adjustments that you can make to ease yourself out of being too busy, tune in to the podcast. Key Questions: ● Where are you investing your time? (3:30) ● What is the key to making progress, in both your work and personal life? (6:47) ● What is the primary block that keeps you distracted? (11:09) What You’ll Discover: ● The wrong mindset to building your dream life and scaling your agency (1:40) ● The Do, Delegate, Discard mentality that’ll overcome your Control Freak or Founder’s Dilemma mentality (5:53) ● How to train your clients to be A-grade clients who’ll respect your time and put value in your work (11:41)

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There are many ways and platforms that will allow your agency to generate leads. But how will you know which one is most effective? In this episode of The Agency Blueprint, I invited Jared an Agency Owner to talk about his challenges in making his agency scale. We dig deep into the different ways he generates leads - and go into detail on what works and what can be improved. If you want to improve your lead generation - plus get tips on how to keep your energy high - tune in to our conversation in the podcast! Key Questions: ● What is the primary block that keeps agencies from reaching a million in revenue? (1:21) ● How can you be proactive in booking speaking engagements in conferences? (5:25) ● Can a webinar be a great alternative to conferences? (9:18) What You’ll Discover: ● Different lead generation tactics and which one’s most effective (2:07) ● An ideal webinar format that runs from 30 to 45 minutes (15:45) ● How to increase your energy levels to be more efficient and productive (22:23)

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Overworking yourself doesn’t lead to happiness. It doesn’t even lead to greater profits in your agency in most cases. I know this because… I’ve struggled with it. In this episode of The Agency Blueprint, I’m going to be vulnerable with you. I share how I struggled with overworking myself. And I’ll let you in on what went on in my mind - how I ended up tying my self-worth with my ability to be productive. If you want to know how I successfully overcame this period in my life, join me in the podcast. Key Questions: ● What actually defines your value? (2:17) ● What causes us to blur the lines between our life and work? (6:05) ● What is the secret to achieving maximum cognitive ability? (16:10) What You’ll Discover: ● The realization that being a workaholic and being productive isn’t always a good thing (1:26) ● The strategy I used to stop overworking myself and instead create more time for me (9:06) ● 2 causes of distraction that may be compromising efficiencies in your agency (12:15)

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Acquiring and retaining the right talent is the most important key to growth for any agency. Unfortunately, while this has proven true, agencies continue to use outdated processes that are no longer the best practice. But how do you know what the best approach is for your agency? In this episode of The Agency Blueprint, we have Megan, founder, and CEO of a recruiting and hiring agency, Queen of Ops. We’ll get right into methods to ensure that your agency hires the right person at the right time and with the right strategies to retain and continue growing as an agency. If you want to learn more about best practices for recruiting & retaining talent, join us in the podcast for expert advice. Key Questions: Why recruiting and hiring talent is harder to find? (1:38) How can you project stability to a potential recruit? (2:40) What is the number one mistake agencies make when they make a new key hire and why? (5:30) Do personality tests really help determine the best new hire? (8:15) What are the top 3 practices an agency should use to get the best hires? (11:39) What can agency owners change to retain employees better? (16:30) Why do employees really quit (the top 2 are not money)? (21:18) What You'll Discover: Importance of having a hiring plan in place Why you should create an avatar of ideal candidate Process of defining an open position before hiring Advantages vs. disadvantages to using personality evaluations during the hiring process Deep & multiple dimensions – Technical, Cultural fit, Behavioral and Personality. (11:40) The mistake agencies when hiring that they also make about with prospecting? (15:25) The concept of “partnering with employees” to increase job satisfaction. (19:15)

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Change is incredibly important. If something isn’t working in your agency, you must do something different. Don’t let your fears and what-ifs keep you in decision-making paralysis. In this episode of The Agency Blueprint, I talk about how change can give you the breakthrough that your agency is looking for. I also share how 3 different agency owners reacted to change - and the different effects and impact it brought to their business. Are you ready to learn and be inspired? Tune in to the podcast! Key Questions: What’s that one thing that can cause an agency to fail and die? (0:20) What stops some agency owners from growing and moving forward? (9:39) What is the mindset that agency owners need to be more efficient in their role? (15:57)

What You’ll Discover: The quick turnaround of one agency from bankruptcy to profitability, all because they were open to change (3:12) How a solopreneur failed to improve this agency because he resisted change and was paralyzed into inaction (8:09) The story of an agency owner who initially resisted change, but eventually did changes that resulted in a massive impact on his agency (14:09)

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How do you set up the platform that’ll make your agency launch and grow? It all begins with the vision that you have for your agency. In this episode of The Agency Blueprint, I walk you through identifying your agency values. I also teach you how to identify your ideal clients, your offer, and what’ll set you apart in your niche. My goal is to make you see the bigger picture of what your agency can look like. If you’re ready to make that happen, join me in the podcast! Key Questions: What is the primary vision that leads to the big audacious goals of the agency? (2:04) What are the different ways to define business success? (13:29) What are the important elements that’ll make your agency stand out in your niche? (15:23)

What You’ll Discover: How to conduct the vision and alignment meeting with your team (3:38) The process of quantitatively going through your 10-year goals to ensure success (9:54) How to create the organizational structure so your agency can operate with utmost clarity and direction (18:25)

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Think of the growth of your agency like a road trip where the destination is your goal. During your journey, you’ll have various stops. You’ll encounter signs and maybe roadblocks along the way. How can you make sure that all these will lead you to your intended destination? In this episode of The Agency Blueprint, I talk about taking the right steps to take next to get your agency to scale. I focus on the different touchpoints between where you are now and where you want your agency to be. So if you want to know what your journey will look like, let’s start planning. Join me in the podcast! Key Questions: How can you map out your journey to obtain your end goal? (1:16) What are the specific and quantitative goals that you can break down into manageable chunks? (5:05) What is the biggest block that keeps agencies from going to the next level? (10:52)

What You’ll Discover: The road trip analogy and expectations of how your agency will scale (1:25) The effective growth plan for your agency (5:06) The game plan for every level or stage in your agency’s growth (15:14)

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With the right business plan in place, we can build and elevate our business where we want it to be. But, a rockstar business plan is only one step of the process. The deal-breakers that determine whether you’ll make or break it are attitude and mindset. In this episode of The Agency Blueprint, I discuss the steps you can take to create a solid business plan, catered towards building an agency to greater heights. Coupled with these steps are the ways on how you can eliminate the limiting beliefs you’ve been accustomed to, which are hindering you from achieving success. If you’re looking for ideas on how to start the year right for your business, tune in to this episode. The Key Questions: What do you need in place for your business to operate on its own? (2:59) How can an agency owner create wealth while achieving mental wellness? (4:03) Why is it imperative for you to distinguish the things you want from the things you think you should want? (13:28)

What You'll Discover: The structure around how to go about creating foolproof plans for your business. (5:20) How to set boundaries for your business and draw out quantitative goals. (4:45) How your business plan will ultimately help you with your personal life. (11:22)

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A remote workforce can be highly efficient and can even help you create an even better company culture. But if you don't have an effective remote working environment and know how to manage your remote team correctly, your agency won't thrive. In this episode of The Agency Blueprint, I talk about creating a collaborative type of remote working environment. I also give you some tips on communication standards and fostering connection within your remote workforce. So, if you'd like to discover how you can manage an effective remote workforce, jump right into the podcast! The Key Questions: How does remote working impact your remote team? (3:03) How can an agency owner help their remote workforce deal with isolation? (3:58) Why are communication standards so important in remote teams? (6:17)

What You'll Discover: The number one thing agency owners should not do with remote teams (1:30) How you can help your remote workforce set up their home office (4:45) Tips for managing different kinds of remote meetings (10:55)

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Every agency owner dreams of building a successful business. But without a strong foundation, it can be challenging to achieve your desired outcomes. If you still haven't achieved the success and freedom that you dreamed of having when you first started your agency, tune in to this episode of The Agency Blueprint. I'll share seven steps that can help you start building a solid foundation today. So, if you want to start setting up your agency for success, jump right into the podcast! The Key Questions: What do the vast majority of businesses lack these days? (2:36) How does leadership set the tone for the entire agency? (5:59) Why is it important to have automation in your agency? (8:01)

What You'll Discover: The foundational elements to setting up a successful agency (0:50) The importance of having standard operating procedures (9:16) Why agencies need to focus on marketing within their own agency (6:56)

Episode Links and Resources: 00:14 https://thankyou.creativeagencysuccess.com/agencyblueprintdownload (To Download Your Free Copy of The International Best Selling Book "The Agency Blueprint" just click this link) 00:50 https://blog.creativeagencysuccess.com/_hcms/analytics/search/conversion?redirect=aHR0cHM6Ly9ibG9nLmNyZWF0aXZlYWdlbmN5c3VjY2Vzcy5jb20vYmxvZy9tb3RpdmF0ZS15b3VyLXRlYW0tYW5kLWJvb3N0LWVuZ2FnZW1lbnQtYnktZm9zdGVyaW5nLWEtd2lubmluZy1jb21wYW55LWN1bHR1cmU%3D&ct=SEARCH&pid=8240502&cid=39277422552&t=dmFsdWVz&d=blog.creativeagencysuccess.com&c=2&c=3&c=6&rp=1&ab=false&opcid=&rs=UNKNOWN&hs-expires=1671365483&hs-version=1&hs-signature=APUk-v6DOdqp57WYtkd-7s74wgJVC7B_Qw (Establishing company values for your agency) 2:46 https://podcast.creativeagencysuccess.com/_hcms/analytics/search/conversion?redirect=aHR0cHM6Ly9wb2RjYXN0LmNyZWF0aXZlYWdlbmN5c3VjY2Vzcy5jb20vZ2V0dGluZy1pbi15b3VyLW93bi13YXk%3D&ct=SEARCH&pid=8240502&cid=42859954580&t=Z29hbHM%3D&d=podcast.creativeagencysuccess.com&c=2&c=3&c=6&rp=1&ab=false&opcid=&rs=UNKNOWN&hs-expires=1671365700&hs-version=1&hs-signature=APUk-v4i8t9DNww4w8uASO6SiMvuxPlFNw (Why it’s important to have a clear vision and specific set of goals for your agency) 7:08 https://www.bookbrowse.com/expressions/detail/index.cfm/expression_number/463/the-shoemakers-children-always-go-barefoot (The Shoemaker’s Kids Have No Shoes Situation) 8:01 https://podcast.creativeagencysuccess.com/_hcms/analytics/search/conversion?redirect=aHR0cHM6Ly9wb2RjYXN0LmNyZWF0aXZlYWdlbmN5c3VjY2Vzcy5jb20vc3RydWN0dXJlLWZvci1zdWNjZXNz&ct=SEARCH&pid=8240502&cid=55677197129&t=YXV0b21hdGlvbg%3D%3D&d=podcast.creativeagencysuccess.com&c=2&c=3&c=6&rp=2&ab=false&opcid=&rs=UNKNOWN&hs-expires=1671366248&hs-version=1&hs-signature=APUk-v75pIKMFoMp9_eOv0Z5JhuS3VGWyA (How automation promotes efficiency and sets your agency to the next level) 10:43 https://thankyou.creativeagencysuccess.com/agencyblueprintdownload (How to set up a successful agency) 11:28 https://www.creativeagencysuccess.com/ (CreativeAgencySuccess.com)

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Your team is the foundation of your agency. It’s what drives your agency to long-term success. And since you're a service-based business, you’re essentially selling your team's expertise. But if you don't have the right team, your end product will not turn out how you want it to be. In this episode of The Agency Blueprint, I walk you through the entire vetting, selecting, and hiring process. I also share insight into how I usually pick employees to join my team. So, if you want to know how you can ensure that you hire and have the right people in the right position at your agency, jump right into the podcast! The Key Questions: How can you write the perfect job description? (4:21) What's the best way to vet employees? (6:49) Why should every team member's values and personality match the agency's culture? (11:00)

What You'll Discover: Why every agency owner needs to curate their team (3:34) My process of vetting clients (7:54) The importance of a good training program (9:05)

Thrive By Design: The Neuroscience That Drives High-Performance Cultures

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Did you know that your agency’s efficiency and profitability can be predicted by how well your agency communicates internally and with clients? From project management problems to client errors, many things can go wrong when there is a communication breakdown. In this episode of The Agency Blueprint, I talk about why team communication matters. I also discuss some key fundamentals and communication strategies that you can use to ensure that your team members are effective communicators. Tune in to discover how you can manage team communication in your agency. The Key Questions: Why is it vital that you have set both client and internal communication standards? (4:23) Why do agencies fail at communication? (5:10) What should agency owners consider when compiling a communication strategy? (11:37)

What You’ll Discover: A case study demonstrating how a lack of communication affects agency profitability (0:21) My top communication rule (6:09) How I deal with communication overwhelm (6:58)

Episode Links and Resources: 00:14 https://thankyou.creativeagencysuccess.com/agencyblueprintdownload (To Download Your Free Copy of The International Best Selling Book "The Agency Blueprint" just click this link) 0:24 https://blog.creativeagencysuccess.com/blog/let-go-of-underachievers-and-fill-your-seats-with-ideal-talent-0-3-0-0-0-0-1-0-2 (How One Creative Agency Went From $1.2 Million Per Year With Time Tracking (And How Time Tracking Helps Your Agency)) 4:08 https://podcast.creativeagencysuccess.com/team-communication-process (Key fundamentals to be an effective communicator and establish an internal and client communication standard.) 4:42 https://podcast.creativeagencysuccess.com/_hcms/analytics/search/conversion?redirect=aHR0cHM6Ly9wb2RjYXN0LmNyZWF0aXZlYWdlbmN5c3VjY2Vzcy5jb20vY2xpZW50LWNvbW11bmljYXRpb24tZnJlcXVlbmN5&ct=SEARCH&pid=8240502&cid=42416778138&t=ZnJlcXVlbmN5&d=podcast.creativeagencysuccess.com&c=2&c=3&c=6&rp=1&ab=false&opcid=&rs=UNKNOWN&hs-expires=1671269430&hs-version=1&hs-signature=APUk-v6D5Ge66q425NalI70wqKd7O06K2g (How frequently you need to communicate with your clients.) 9:53 https://blog.creativeagencysuccess.com/_hcms/analytics/search/conversion?redirect=aHR0cHM6Ly9ibG9nLmNyZWF0aXZlYWdlbmN5c3VjY2Vzcy5jb20vYmxvZy9wb3N0LzIwMTYvMTEvMTcvaG93LXRvLWJvb3N0LXRoZS1lZmZpY2llbmN5LW9mLXlvdXItYnVzaW5lc3Mtb3BlcmF0aW9ucw%3D%3D&ct=SEARCH&pid=8240502&cid=34151970266&t=ZWZmaWNpZW5jeQ%3D%3D&d=blog.creativeagencysuccess.com&c=2&c=3&c=6&rp=1&ab=false&opcid=&rs=UNKNOWN&hs-expires=1671260365&hs-version=1&hs-signature=APUk-v4bbTowY5-MhD07OK4OmzZKu0dw3w (How file-saving boosts efficiency for your business and creates a happier team) 13:48 https://www.creativeagencysuccess.com/ (CreativeAgencySuccess.com)

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Many agency owners ask me, “How do I make my team members feel engaged and excited about what they are doing?”, and “How can I create a safe and secure environment that motivates my team to jump out of bed every single morning and want to come to work and do their best?”. If you’re wondering the same things, tune in to this episode of The Agency Blueprint, where I talk about agency culture and the steps to creating your ideal work environment. I also share my personal experiences and what I’ve gone through in my career to develop good company culture. The Key Questions: What is the first step agency owners need to take when creating their agency culture? (1:29) What should an agency’s culture be based on? (5:07) Why is a collaborative type of environment key to creating a great culture? (10:31)

What You’ll Discover: My journey to mental health and wellness (0:47) A study by Google on how to create the perfect team (7:30) What every agency should know when working with other people (10:42)

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Running an agency can be stressful and overwhelming. After all, there are so many moving parts involved that even making a simple decision becomes difficult. Fortunately, there is a way to help mitigate the anxiety you may have around making a decision. And it lies in my favorite topic: data. In this episode of The Agency Blueprint, I talk about how data can give agency owners peace of mind when making decisions about their agency's future. I also share some of my own decision-making experiences, as well as those that I've gone through with clients. To find out how you can ensure you’ll make the right decisions for your agency, jump right into the podcast! The Key Questions: How can data help you make the right decisions? (9:07) What should every agency owner know about tracking data? (11:24) How can you find your ideal client profile? (12:57)

What You'll Discover:

What every agency owner needs to do before making a decision (5:02) My personal experience of managing decision-making anxiety (6:02) A real-life case study that shows how data helps with decision-making (11:57)

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Have you ever worked hard on a project… only to find out that you weren’t profitable or that you made very little money? No agency owner wants to work for months on end, only to receive financial reports that show they are not doing well. Unfortunately, it happens a lot. In this episode of The Agency Blueprint, I talk about the importance of reporting and the different types of reporting you should be doing in your agency. I also give insight into how you can see what’s going on across your agency without being directly involved. So, if you want to sleep well at night knowing your agency is functioning well, jump right into the podcast! The Key Questions: What is the first thing agency owners need to do before setting up a reporting system? (2:30) Why is it important that information gets into the right people’s hands? (6:43) What are the different types of reporting? (10:29)

What You’ll Discover:

The simple method I use for easily figuring out which metrics to focus on (7:45) What agency owners should be looking at from a sales and marketing perspective (10:30) The top metrics to consider when creating a financial report (15:54)

Episode Links and Resources: 00:14 https://thankyou.creativeagencysuccess.com/agencyblueprintdownload (To Download Your Free Copy of The International Best Selling Book "The Agency Blueprint" just click this link) 00:31 https://podcast.creativeagencysuccess.com/_hcms/analytics/search/conversion?redirect=aHR0cHM6Ly9wb2RjYXN0LmNyZWF0aXZlYWdlbmN5c3VjY2Vzcy5jb20vYnVzeS1idXQtbm90LXByb2ZpdGFibGU%3D&ct=SEARCH&pid=8240502&cid=41237988486&t=cmVwb3J0aW5n&d=podcast.creativeagencysuccess.com&c=2&c=3&c=6&rp=6&ab=false&opcid=&rs=UNKNOWN&hs-expires=1671246905&hs-version=1&hs-signature=APUk-v7Pb9bSBsu1D75O0G5t9wtDCk5Crw (Busy doesn’t mean productive. Why is your hard work not profitable?) 2:30 https://podcast.creativeagencysuccess.com/_hcms/analytics/search/conversion?redirect=aHR0cHM6Ly9wb2RjYXN0LmNyZWF0aXZlYWdlbmN5c3VjY2Vzcy5jb20vYWdlbmN5LWtwaXM%3D&ct=SEARCH&pid=8240502&cid=53924293433&t=cmVwb3J0aW5n&d=podcast.creativeagencysuccess.com&c=2&c=3&c=6&rp=3&ab=false&opcid=&rs=UNKNOWN&hs-expires=1671246905&hs-version=1&hs-signature=APUk-v7NErkWmQZvf3Aq-Nh3T2nx7IXRzg (How to identify the reports you need before setting up a reporting system.) 6:43 https://podcast.creativeagencysuccess.com/_hcms/analytics/search/conversion?redirect=aHR0cHM6Ly9wb2RjYXN0LmNyZWF0aXZlYWdlbmN5c3VjY2Vzcy5jb20vb3Blbi10ZWFtLWNvbW11bmljYXRpb24%3D&ct=SEARCH&pid=8240502&cid=44636418216&t=dHJhbnNwYXJlbmN5&d=podcast.creativeagencysuccess.com&c=2&c=3&c=6&rp=1&ab=false&opcid=&rs=UNKNOWN&hs-expires=1671247411&hs-version=1&hs-signature=APUk-v4GzFhpuf5ktHvYy2xzzJzPPK8Jdw (Why it’s important that information gets into the hands of the right people. The Power of a Team!) 10:30 https://podcast.creativeagencysuccess.com/_hcms/analytics/search/conversion?redirect=aHR0cHM6Ly9wb2RjYXN0LmNyZWF0aXZlYWdlbmN5c3VjY2Vzcy5jb20vdG9vbHMtZm9yLXNhbGVzLXJlcG9ydGluZw%3D%3D&ct=SEARCH&pid=8240502&cid=53840925258&t=c2FsZXMgbWFya2V0aW5n&d=podcast.creativeagencysuccess.com&c=2&c=3&c=6&rp=3&ab=false&opcid=&rs=UNKNOWN&hs-expires=1671247712&hs-version=1&hs-signature=APUk-v7D62Yo03-ZfQ3Vr33JKUXycgK6fw (What you should be looking at in a Sales Marketing Report ) 15:54 https://blog.creativeagencysuccess.com/blog/post/2018/10/31/the-most-important-financial-metrics-for-a-creative-agency (The Most Important Financial Metrics and Reports You Should Be Looking At) 18:34 https://www.creativeagencysuccess.com/ (CreativeAgencySuccess.com)

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KPIs and reporting data are fundamental to business management. If you and the rest of your team are not measuring your respective KPIs correctly, you are setting your agency up for failure. In this episode of The Agency Blueprint, I talk about KPIs – why they are important, which KPIs you should measure to match your business and agency type, and why KPI data should be accessible to managers and your agency’s middle management. So if you want to learn how to take your agency to the next level, jump right into the podcast! The Key Questions: Why is it important to know which KPIs to measure? (2:22) How does measuring KPIs affect an agency owner's ability to know what's going on in their business? (7:19) What are financial KPIs? (5:45)

What You'll Discover: Why you shouldn’t measure KPIs for the sake of measuring (1:27) The relationship between the KPIs you report and the type of industry you are in (2:03) Why agency owners should focus on project management (9:45)

Episode Links and Resouces: 00:14 https://thankyou.creativeagencysuccess.com/agencyblueprintdownload (To Download Your Free Copy of The International Best Selling Book "The Agency Blueprint" just click this link) 2:21 https://blog.creativeagencysuccess.com/blog/why-your-agency-needs-kpis-and-the-three-ways-of-implementing-them-into-your-business (Why choosing the right KPIs to measure for your sub-niche agency is extremely important.) 5:22 https://blog.creativeagencysuccess.com/blog/post/2018/10/17/key-financial-reports-ad-agencies-cant-do-without (Primary KPI Pillars and how Financial KPIs fit into your agency.) 8:25 https://blog.creativeagencysuccess.com/blog/let-go-of-underachievers-and-fill-your-seats-with-ideal-talent-0-3-0 (The Agency That Achieved 100% On-Time Completion With KPIs (And How to Use KPIs to Leverage Your Team)) 15:13 https://powerbi.microsoft.com/en-us/ (Microsoft Power BI: An Incredibly Powerful Tool) 17:19 https://www.creativeagencysuccess.com/ (CreativeAgencySuccess.com)

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It can be incredibly daunting to scale your agency. Fortunately, there are ways to make it happen without making you feel that it’s intensive. To increase your agency’s sales operations, you need to start paying attention to the sales input and output metrics. That’s why in this episode of The Agency Blueprint, I talk about the importance of sales inputs and output metrics and how they affect each other. I also give you a detailed example showing that it's possible to boost your agency's revenue without increasing costs. Tune in to discover how you can scale your marketing and sales operations and get some fantastic wins. The Key Questions: What is the difference between sales inputs and output metrics? (0:51) What are the key factors that agencies need to consider when increasing or scaling sales operations? (2:00) How can agencies improve the lead qualification process? (10:10)

What You'll Discover: The importance of understanding the difference between sales inputs and output metrics and how they affect each other (1:27) Why agencies should be clear about who they are and how they can help prospects (6:40) Why you should listen to your potential clients and pay attention to their interaction at each stage in the funnel (11:22)

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Many agencies start out with a lot of freelancers on their teams due to the perceived benefits. To start with, you don't have to be so involved in client work. You can also scale up and down as needed. However, there are also pitfalls to hiring freelancers, especially when an agency starts to grow. In this episode of The Agency Blueprint, I talk about the differences between hiring freelancers and offshoring. I also provide insight into what every agency owner needs to consider before deciding to work with freelancers. Tune in to discover how you should pick your team to ensure you're setting up your agency for success. The Key Questions: What are the advantages and disadvantages of working with freelancers? (0:20) What are the differences between freelancers and offshore team members? (8:18) What is the #1 thing agencies must keep in mind when hiring offshore workers? (9:57)

What You'll Discover: How to work effectively with freelancers (3:11) The #1 benefit to working with an offshore or nearshore team (10:49) A case study demonstrating the financial impacts of working with freelancers versus a nearshoring team (11:32)

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Every agency owner wants to increase the number of clients they are working with. After all, greater profitability is the overall goal. But how do you go about doing that? The answer lies in the information that is available to you. In this episode of The Agency Blueprint, I discuss why gathering information and communication are the cornerstones for a successful agency. I also share four tools to help you gather, present, and communicate information across your teams. If you'd like to learn some tips to improve communication and sales reporting in your agency, jump right into the podcast! The Key Questions: What is the clear distinction between marketing and sales? (0:38) Why should there be clear communication between your marketing and sales team if you have segmented teams? (1:47) What are the most important KPIs to consider? (2:35)

What You'll Discover: Four tools that will help you gather, present, and communicate information (2:35) The important role a CRM plays in managing your sales operations (5:18) Why listening to your clients' questions is critical during the sales conversation (11:12)

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70% of agencies average getting between one to three new clients per month. There are lots of different components that feed into that number, such as generating leads, establishing urgency, and price. But one of the most important components that’s missed is a long sales cycle. In this episode of The Agency Blueprint, I talk about why you need to consider your agency's sales cycle when planning and projecting your revenue. I also provide insight into what it's like to work with enterprise-sized companies versus small-to-medium-sized companies. Tune in to discover how you should pick your clients so that you're setting up your agency for success. The Key Questions: What should agencies consider before working with an enterprise-sized business? (2:53) What is the number question every agency should ask themselves before choosing a client? (7:10) What is the typical sales cycle when you work with enterprise-sized businesses? (7:41)

What You'll Discover: All the hurdles you need to get through when you work with an enterprise-sized business (3:36) The advantages of working with small-to-medium companies (7:56) How the clients you work with have a significant impact on your agency's sales cycle. (11:02)

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Utilizing analytical data is prime to finding new paths from new insights using historical data. In this episode, Robert Patin talks about how you can discover actionable insights using your agency’s existing data to help you make informed decisions based on data. Data-driven decisions that will ultimately scale your business in ways you were not able to in the past. Episode Links and Resources: 00:14 https://thankyou.creativeagencysuccess.com/agencyblueprintdownload (To Download Your Free Copy of The International Best Selling Book "The Agency Blueprint" just click this link) 1:08 https://podcast.creativeagencysuccess.com/_hcms/analytics/search/conversion?redirect=aHR0cHM6Ly9wb2RjYXN0LmNyZWF0aXZlYWdlbmN5c3VjY2Vzcy5jb20vZGF0YS1jb21mb3J0&ct=SEARCH&pid=8240502&cid=54931121001&t=ZGF0YQ%3D%3D&d=podcast.creativeagencysuccess.com&c=2&c=3&c=6&rp=2&ab=true&opcid=&rs=UNKNOWN&hs-expires=1671195161&hs-version=1&hs-signature=APUk-v6I7zpFgVtnBG7RAnPr1kmwvXjOeQ (The Comfort That Data Brings) 8:25 https://thankyou.creativeagencysuccess.com/agency-analyzer?hsLang=en (Agency Analyzer) 10:11 Tips to Improve Your Agency's Client Retention and Keep a Solid Cash Flow 15:44 https://podcast.creativeagencysuccess.com/utilizing-data (Why Your Agency Needs KPIs (And the Three Ways Of Implementing Them Into Your Business)) 18:12 https://www.creativeagencysuccess.com/ (CreativeAgencySuccess.com)

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Building long-term, exceptional value client relationships is pivotal to your agency's success. Establishing these relationships can often prove difficult, mainly when negative client behaviors drive the working relationship. In this episode, Robert Patin shares valuable advice for agency owners to position the dynamic of the agency-client relationship in a way that works with and not against the goal. Episode Links and Resources: 00:14 https://thankyou.creativeagencysuccess.com/agencyblueprintdownload (To Download Your Free Copy of The International Best Selling Book "The Agency Blueprint" just click this link) 1:24 https://blog.creativeagencysuccess.com/blog/how-to-effectively-communicate-value-to-prospective-clients (Positioning Your Value to Clients the Right Way) 7:16 https://podcast.creativeagencysuccess.com/getting-the-price-right-with-sara-dunn (Getting the Price Right with Sara Dunn) 11:13 https://blog.creativeagencysuccess.com/blog/how-to-deal-with-unhappy-customers (What makes clients happy?) 13:23 https://www.creativeagencysuccess.com/ (CreativeAgencySuccess.com)

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In this episode, Robert Patin speaks with Charlotte Maldri, founder of Kafeen. Charlotte helps design agencies to create and implement marketing activities that generate new business. Both share valuable expert insights for marketing strategies that give agencies bulletproof tools to power agencies to the next level. Here are a couple of good reads by Kafeen. https://www.kaffeen.club/blog/how-to-win-new-business-when-you-can-t-show-your-client-work (How to win new business when you can't show your client work) https://www.kaffeen.club/blog/how-to-get-data-when-your-client-won-t-cooperate (How to get data when your client won’t cooperate.) https://www.kaffeen.club/blog/38-results-to-ask-your-client-for-when-writing-an-effectiveness-award-entry (38 Results To Ask Your Client For When Writing An Effectiveness Award Entry) Episode Links and Resources: 00:14 https://thankyou.creativeagencysuccess.com/agencyblueprintdownload (To Download Your Free Copy of The International Best Selling Book "The Agency Blueprint" just click this link) 00:23 https://www.buydomains.com/lander/kafeen.com?domain=kafeen.com&utm_source=kafeen.com&utm_medium=click&utm_campaign=tdfs-AprTest&traffic_id=AprTest&traffic_type=tdfs&redirect=ono-redirect (Kafeen) 1:03 https://podcast.creativeagencysuccess.com/to-niche-or-not-to-niche- (The Importance of Selecting a Niche) 18:21 https://www.kaffeen.club/blog/how-to-get-data-when-your-client-won-t-cooperate (How to get data when your client won’t cooperate.) 19:42 https://www.kaffeen.club/blog/how-to-win-new-business-when-you-can-t-show-your-client-work (How to win new business when you can't show your client work.) 26:01 https://www.kaffeen.club/blog/38-results-to-ask-your-client-for-when-writing-an-effectiveness-award-entry (38 Results To Ask Your Client For When Writing An Effectiveness Award Entry) 34:23 https://www.amazon.com/Atomic-Habits-Proven-Build-Break/dp/0735211299 (Atomic Habits: An Easy & Proven Way to Build Good Habits & Break Bad Ones by James Clear) 38:13 FREE Agency Marketing Mini Course for Agency Blueprint Listeners. Reach out to Charlotte Ellis Maldari to avail: charlotte@kaffeen.club 38:42 https://www.creativeagencysuccess.com/ (CreativeAgencySuccess.com) https://www.linkedin.com/in/charlotteellismaldari/ (Charlotte Maldari LinkedIn) https://www.facebook.com/kaffeenclub (Kafeen Facebook) https://www.instagram.com/kaffeen_ldn/ (Kafeen Instagram) https://podcasts.apple.com/gb/podcast/kaffeen-espresso-supercharged-agency-new-business-marketing/id1541848912 (Kafeen Espresso Podcast)

Atomic Habits: An Easy & Proven Way to Build Good Habits & Break Bad Ones

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In this episode, Robert Patin dives deep into ways to scale your sales operations using the proper tools. Learn how you can remove constant challenges in your day-to-day sales processes and refocus your efforts on unlocking additional revenue for your agency. CRMs Email & Outreach Automation  Capabilities Deck Sales Budget Formats or standard pricing  Proposal System 

Episode Links and Resources: 00:14 https://thankyou.creativeagencysuccess.com/agencyblueprintdownload (To Download Your Free Copy of The International Best Selling Book "The Agency Blueprint" just click this link) 1:02 https://www.bookbrowse.com/expressions/detail/index.cfm/expression_number/463/the-shoemakers-children-always-go-barefoot (The Shoemaker’s Kids Have No Shoes Situation) 1:21 https://podcast.creativeagencysuccess.com/tools-for-sales-reporting (CRM and Other Sales Tools) 6:52 https://podcast.creativeagencysuccess.com/agency-sales-cycle (Tips on How Not to Fall into Cyclical or Long Sales Cycle) 14:30 https://blog.creativeagencysuccess.com/_hcms/analytics/search/conversion?redirect=aHR0cHM6Ly9ibG9nLmNyZWF0aXZlYWdlbmN5c3VjY2Vzcy5jb20vYmxvZy9ob3ctdG8tZWZmZWN0aXZlbHktY29tbXVuaWNhdGUtdmFsdWUtdG8tcHJvc3BlY3RpdmUtY2xpZW50cy0wLTAtMA%3D%3D&ct=SEARCH&pid=8240502&cid=46550683166&t=cHJvY2Vzcw%3D%3D&d=blog.creativeagencysuccess.com&c=2&c=3&c=6&rp=1&ab=false&opcid=&rs=UNKNOWN&hs-expires=1671192249&hs-version=1&hs-signature=APUk-v4MwEbiq75zJ4aLo4gK1WRwqyePfQ (The 4 Elements of a Good Sales Process ) 14:52 https://www.creativeagencysuccess.com/ (CreativeAgencySuccess.com)

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In this episode, Robert interviews Shaun Clark and we talk about next-level automation that helps thriving Agencies & Marketers grow. Join Shaun Clark, co-founder, and CEO of HighLevel, as he shares with us all in one tool, "HighLevel," to help CAPTURE, NURTURE AND CLOSE new leads all in one platform. I hope that you are ready to nurture your leads into one platform agency customers. Episode Links and Resources: 00:14 https://thankyou.creativeagencysuccess.com/agencyblueprintdownload (To Download Your Free Copy of The International Best Selling Book "The Agency Blueprint" just click this link) 00:24 https://www.gohighlevel.com/ (HighLevel) 20:55 https://www.gohighlevel.com/ (Done For You Set Up with 14 Days FREE Trial) 21:26 https://www.gohighlevel.com/contact-us (Advanced WhiteLabel App+Zap) 24:10 https://www.creativeagencysuccess.com/ (CreativeAgencySuccess.com) Shaun Clark Email https://www.linkedin.com/company/highlevel (Shaun Clark LinkedIn) https://twitter.com/gohighlevel (Shaun Clark Twitter) https://www.instagram.com/gohighlevel/ (Shaun Clark Instagram)

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In this episode, Robert Patin steps you through four proven components to building a robust sales value proposition. You can use these four complex components to create a powerful value proposition by connecting your services to your prospects' problems. Implement these components into your sales value proposition and start flushing your sales pipeline. Niche Connect Trust Differentiation

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In this episode, we discuss the importance on Niching and how It has a far-reaching effect. Sara Dunn, the founder and owner of 11web.com and Saradoesseo.com. She has an interesting story of agency ownership, that I found to be inspiration and intriguing. As entrepreneurs we all have meandering journeys that hopefully get us to where we want to be. This is exactly what happened with Sara. She started her agency, wanted to niche to help a specific industry with specialized services but didn’t know how. She reviews what her journey was like and how it affected her agency. Links: Email: sara@11web.com https://www.instagram.com/saradoesseo (Instagram) https://twitter.com/Sara11D (Twitter) https://www.linkedin.com/in/saradunn11/ (LinkedIn) http://saradoesseo.com/ (Website) Episode Links and Resources: 00:14 https://thankyou.creativeagencysuccess.com/agencyblueprintdownload (To Download Your Free Copy of The International Best Selling Book "The Agency Blueprint" just click this link) 2:16 https://11web.com/ (11Web) 8:53 https://blog.creativeagencysuccess.com/_hcms/analytics/search/conversion?redirect=aHR0cHM6Ly9ibG9nLmNyZWF0aXZlYWdlbmN5c3VjY2Vzcy5jb20vYmxvZy9ob3ctb3VyLXN0cnVnZ2xpbmctY2xpZW50LWFjaGlldmVkLWEtNTU2LWF2ZXJhZ2UtaG91cmx5LWVhcm5pbmdzLWluY3JlYXNlLWFuZC1ob3ctdG8tcHJvcGVybHktY2hvb3NlLWEtbmljaGU%3D&ct=SEARCH&pid=8240502&cid=38025225328&t=bmljaGU%3D&d=blog.creativeagencysuccess.com&c=2&c=3&c=6&rp=1&ab=false&opcid=&rs=UNKNOWN&hs-expires=1671289634&hs-version=1&hs-signature=APUk-v614aHkjllPJ7oP7MEKMRVacQMMWA (Tips on Selecting a Niche) 12:08 http://saradoesseo.com/ (Saradoesseo Website) 19:09 https://podcast.creativeagencysuccess.com/value-based-pricing (Value Based Pricing) 21:59 https://blog.creativeagencysuccess.com/_hcms/analytics/search/conversion?redirect=aHR0cHM6Ly9ibG9nLmNyZWF0aXZlYWdlbmN5c3VjY2Vzcy5jb20vYmxvZy9ob3ctb3VyLXN0cnVnZ2xpbmctY2xpZW50LWFjaGlldmVkLWEtNTU2LWF2ZXJhZ2UtaG91cmx5LWVhcm5pbmdzLWluY3JlYXNlLWFuZC1ob3ctdG8tcHJvcGVybHktY2hvb3NlLWEtbmljaGU%3D&ct=SEARCH&pid=8240502&cid=38025225328&t=c2VsZWN0aW5nIGEgbmljaGU%3D&d=blog.creativeagencysuccess.com&c=2&c=3&c=6&rp=1&ab=false&opcid=&rs=UNKNOWN&hs-expires=1671169446&hs-version=1&hs-signature=APUk-v7b_roFz8um-uGAOE3-K0_r1AXQ6Q (How Our Struggling Client Achieved a 556% Average Hourly Earnings Increase (And How to Properly Choose a Niche)) 28:32 https://www.creativeagencysuccess.com/ (CreativeAgencySuccess.com)

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One of the most disliked activities but one of the most important. The decision derived from time entries have aided agencies to vastly increase profits, and provide the owner with the ability to disconnect from the business. Other Areas that are Affected: Scope Creep Reporting Pricing Process Accountability Transparency Team Engagement

Don't let your agency continue flying blind without this information. Episode Links and Resources: 00:14 https://thankyou.creativeagencysuccess.com/agencyblueprintdownload (To Download Your Free Copy of The International Best Selling Book "The Agency Blueprint" just click this link) 00:46 https://blog.creativeagencysuccess.com/_hcms/analytics/search/conversion?redirect=aHR0cHM6Ly9ibG9nLmNyZWF0aXZlYWdlbmN5c3VjY2Vzcy5jb20vYmxvZy9sZXQtZ28tb2YtdW5kZXJhY2hpZXZlcnMtYW5kLWZpbGwteW91ci1zZWF0cy13aXRoLWlkZWFsLXRhbGVudC0wLTMtMC0wLTAtMC0xLTAtMg%3D%3D&ct=SEARCH&pid=8240502&cid=55944193456&t=dGltZSB0cmFja2luZw%3D%3D&d=blog.creativeagencysuccess.com&c=2&c=3&c=6&rp=1&ab=false&opcid=&rs=UNKNOWN&hs-expires=1671157839&hs-version=1&hs-signature=APUk-v5or8hG377yTWMRVgqb6vSTwPbPkQ (How One Creative Agency Went From $1.2 Million Per Year With Time Tracking (And How Time Tracking Helps Your Agency)) 2:09 https://blog.creativeagencysuccess.com/blog/let-go-of-underachievers-and-fill-your-seats-with-ideal-talent-0-3-0-0-0-0-1-0-2-0-0 (How Failing to Track Data Had Negative Consequences for a Creative Agency (And How Data is King for Your Agency)) 6:07 https://blog.creativeagencysuccess.com/blog/how-to-effectively-communicate-value-to-prospective-clients-0 (How an LA Marketing Agency Eliminated Scope Creep (And Explaining What Scope Creep Is)) 7:19 https://blog.creativeagencysuccess.com/blog/why-reporting-is-crucial-to-your-success-and-how-to-do-it-right (Why Reporting Is Crucial to Your Success (And How to Do It Right)) 16:55 https://www.creativeagencysuccess.com/ (CreativeAgencySuccess.com)

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LinkedIn is an underutilized lead source. When used right it can result in a tremendous number of leads and regular leads. Spoke with a LinkedIn Expert who helps business owners generate leads through LinkedIn about how to best utilize the platform to generate leads. To reach out to Cameron at Sales Squared for the free consultation follow the links below: https://www.linkedin.com/in/cameron-scott-85a32a202/ (LinkedIn) https://exciting-thinker-7259.ck.page/outpacegroup (Ultimate Sales Guide) https://www.outpacegroup.com/ (OutSpace Group) Episode Links and Resources: 00:14 https://thankyou.creativeagencysuccess.com/agencyblueprintdownload (To Download Your Free Copy of The International Best Selling Book "The Agency Blueprint" just click this link) 00:28 https://www.outpacegroup.com/ (OutSpace Group) 27:46 https://www.linkedin.com/in/cameron-scott-85a32a202/ (Cameron Scott LinkedIn) 28:00 https://exciting-thinker-7259.ck.page/outpacegroup (Ultimate Sales Guide) 29:02 https://www.creativeagencysuccess.com/ (CreativeAgencySuccess.com)

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Building a Profitable and Successful agency can be difficult, especially when you consider the owner's time is finite. Agency expert Robert Patin helps agency owners and executives get their executive leaders caps on to explore aspects that are key to building a profitable agency. Episode Links and Resources: 00:14 https://thankyou.creativeagencysuccess.com/agencyblueprintdownload (To Download Your Free Copy of The International Best Selling Book "The Agency Blueprint" just click this link) 4:59 https://blog.creativeagencysuccess.com/_hcms/analytics/search/conversion?redirect=aHR0cHM6Ly9ibG9nLmNyZWF0aXZlYWdlbmN5c3VjY2Vzcy5jb20vYmxvZy9sZXQtZ28tb2YtdW5kZXJhY2hpZXZlcnMtYW5kLWZpbGwteW91ci1zZWF0cy13aXRoLWlkZWFsLXRhbGVudA%3D%3D&ct=SEARCH&pid=8240502&cid=39277431996&t=cmlnaHQgcGVvcGxl&d=blog.creativeagencysuccess.com&c=2&c=3&c=6&rp=1&ab=false&opcid=&rs=UNKNOWN&hs-expires=1671116558&hs-version=1&hs-signature=APUk-v5nWrY_RPnUqIqf65z3HU9Nc04tpw (Putting the Right Team In Place) 6:21 https://podcast.creativeagencysuccess.com/value-based-pricing (Value Based Pricing) 8:03 https://www.investopedia.com/terms/1/80-20-rule.asp (The 80-20 Rule) 9:38 https://blog.creativeagencysuccess.com/blog/how-to-effectively-communicate-value-to-prospective-clients-0-0-0-0-0-0 (How Closing Out Projects Can Help You to Understand Your Pricing) 11:48 https://podcast.creativeagencysuccess.com/bulletproof-sows (Managing SOWs) 13:04 https://blog.creativeagencysuccess.com/_hcms/analytics/search/conversion?redirect=aHR0cHM6Ly9ibG9nLmNyZWF0aXZlYWdlbmN5c3VjY2Vzcy5jb20vYmxvZy93aGF0LXlvdS1uZWVkLXRvLWtub3ctYWJvdXQtYnVpbGRpbmctc3lzdGVtcy1pbi15b3VyLWJ1c2luZXNz&ct=SEARCH&pid=8240502&cid=34286897478&t=MzYl&d=blog.creativeagencysuccess.com&c=2&c=3&c=6&rp=3&ab=false&opcid=&rs=UNKNOWN&hs-expires=1671118111&hs-version=1&hs-signature=APUk-v7JVW5AGhtF2eseo32LZ5KWcf9JOw (BUILDING SUSTAINABLE SYSTEMS FOR YOUR BUSINESS) 18:16 https://www.bookbrowse.com/expressions/detail/index.cfm/expression_number/463/the-shoemakers-children-always-go-barefoot (The Shoemaker’s Children Have No Shoes) 19:34 Technology and Automation for Productivity 20:47 https://www.creativeagencysuccess.com/ (CreativeAgencySuccess.com)

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At the core of your agency is your team, which is who makes your agency function. Being sure that the information is in the right hands is key. Establishing a culture of transparency and open communication is pivotal to the success of your agency. In this episode agency expert, Robert Patin discusses how to openly communicate and why it is important. Episode Links and Resources: 00:14 https://thankyou.creativeagencysuccess.com/agencyblueprintdownload (To Download Your Free Copy of The International Best Selling Book "The Agency Blueprint" just click this link) 6:21 https://www.amazon.com/Power-Habit-What-Life-Business/dp/081298160X (The Power of Habit: Why We Do What We Do in Life and Business by Charles Duhigg) 7:58 https://podcast.creativeagencysuccess.com/bulletproof-sows (Scope of Work) 10:46 https://blog.creativeagencysuccess.com/_hcms/analytics/search/conversion?redirect=aHR0cHM6Ly9ibG9nLmNyZWF0aXZlYWdlbmN5c3VjY2Vzcy5jb20vYmxvZy9tb3RpdmF0ZS15b3VyLXRlYW0tYW5kLWJvb3N0LWVuZ2FnZW1lbnQtYnktZm9zdGVyaW5nLWEtd2lubmluZy1jb21wYW55LWN1bHR1cmU%3D&ct=SEARCH&pid=8240502&cid=39277422552&t=dGVhbSBjb21tdW5pY2F0aW9u&d=blog.creativeagencysuccess.com&c=2&c=3&c=6&rp=2&ab=true&opcid=&rs=UNKNOWN&hs-expires=1671114242&hs-version=1&hs-signature=APUk-v4JXU5fqYUUWo7oGDoBCLcRG3a-pQ (Motivate Your Team and Boost Engagement by Fostering a Winning Company Culture) 14:35 https://blog.creativeagencysuccess.com/blog/how-to-effectively-communicate-value-to-prospective-clients-0-0-0-0-0 (The Client Who Went From Their Worst Year in a Decade To Their Best (And How Designing Your Chart of Accounts Helps With Value Pricing)) 21:18 https://www.creativeagencysuccess.com/ (CreativeAgencySuccess.com)

The Power of Habit: Why We Do What We Do in Life and Business

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A lot was learned in the past 12 months, and one of those lessons was that cash is king. In order to thrive as an agency you need to review your cash flow and understand how projects can impact it. In this episode Robert Patin agency expert reviews items that you should consider when taking on new contracts and the cash flow implications. Episode Links and Resources: 00:14 https://thankyou.creativeagencysuccess.com/agencyblueprintdownload (To Download Your Free Copy of The International Best Selling Book "The Agency Blueprint" just click this link) 2:10 https://blog.creativeagencysuccess.com/_hcms/analytics/search/conversion?redirect=aHR0cHM6Ly9ibG9nLmNyZWF0aXZlYWdlbmN5c3VjY2Vzcy5jb20vYmxvZy9wb3N0LzIwMTcvMDMvMjkvaGVscGZ1bC10aXBzLWZvci1tYW5hZ2luZy1hLWNhc2gtZmxvdy1jcnVuY2g%3D&ct=SEARCH&pid=8240502&cid=34151970358&t=Y2FzaCBmbG93&d=blog.creativeagencysuccess.com&c=2&c=3&c=6&rp=3&ab=false&opcid=&rs=UNKNOWN&hs-expires=1671111494&hs-version=1&hs-signature=APUk-v5RsJqBB2o9uaDsXkj6Vt0RNUgofg (Helpful Tips for Managing a Cash Flow Crunch) 2:56 https://blog.creativeagencysuccess.com/blog/post/business-finances-during-a-pandemic (Business Finances During a Pandemic) 17:06 https://blog.creativeagencysuccess.com/_hcms/analytics/search/conversion?redirect=aHR0cHM6Ly9ibG9nLmNyZWF0aXZlYWdlbmN5c3VjY2Vzcy5jb20vYmxvZy9yZWFkLXRoZS1maW5lLXByaW50LWhvdy10by1yZXZpZXctbGFyZ2UtY29udHJhY3Rz&ct=SEARCH&pid=8240502&cid=43047356323&t=aW5kZW1uaXR5IGFuZCBpbnN1cmFuY2U%3D&d=blog.creativeagencysuccess.com&c=2&c=3&c=6&rp=2&ab=false&opcid=&rs=UNKNOWN&hs-expires=1671112626&hs-version=1&hs-signature=APUk-v6LeWeZodZ2uWotZGsWqmJUZsHwnA (Indemnity and Insurance) 20:36 https://blog.creativeagencysuccess.com/blog/post/2016/12/14/top-3-accounting-issues-startups-must-address (Risks Startups Must Address) 21:33 https://www.creativeagencysuccess.com/ (CreativeAgencySuccess.com)

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Scopes of Work or Statements of Work are at the center of the creative industry. Having your scopes of work detailed is important to allow your agency to be successful and is also the cornerstone of your clients expectations. In this Episode Agency Expert Robert Patin reviews what items to include in your SOWs Project Goals/Objectives Detailed Deliverables: Due Dates: Process Individual Tasks and Client Responsibilities

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You Client Expectation process is key to long term happy clients and a profitable agency. In this episode Robert Patin the International Best Selling Author of The Agency Blueprint reviews how setting up a client expectation process can have far reaching impacts. He also reviews how to go about implementing, the aspects to implementing this process. Get started on your process today. http://creativeagencysuccess.com/ Episode Links and Resources: 00:14 https://thankyou.creativeagencysuccess.com/agencyblueprintdownload (To Download Your Free Copy of The International Best Selling Book "The Agency Blueprint" just click this link.) 0:22 https://thankyou.creativeagencysuccess.com/profitability-accelerator-call (Client Expectation Process) 1:10 https://blog.creativeagencysuccess.com/blog/how-to-effectively-communicate-value-to-prospective-clients-0-0 (How Getting Scope Creep Under Control Helped One Agency Improve Gross Profitability by 36% (And Four Tips for Managing Scope Creep)) 5:11 https://blog.creativeagencysuccess.com/_hcms/analytics/search/conversion?redirect=aHR0cHM6Ly9ibG9nLmNyZWF0aXZlYWdlbmN5c3VjY2Vzcy5jb20vYmxvZy9ob3ctdG8tZWZmZWN0aXZlbHktY29tbXVuaWNhdGUtdmFsdWUtdG8tcHJvc3BlY3RpdmUtY2xpZW50cw%3D%3D&ct=SEARCH&pid=8240502&cid=43046806845&t=Y29tbXVuaWNhdGUgcHJvc3BlY3Q%3D&d=blog.creativeagencysuccess.com&c=2&c=3&c=6&rp=1&ab=false&opcid=&rs=UNKNOWN&hs-expires=1671105829&hs-version=1&hs-signature=APUk-v5WhdSRxKT_k0ZFzSZjFtx6v42pXQ (How to Effectively Communicate Value to Prospective Clients) 25:51 https://www.creativeagencysuccess.com/ (CreativeAgencySuccess.com)

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In this episode, Robert Patin speaks with Sharon Toerek from Toerek Law about legal issues facing creative agencies. Covering Topics of Intellectual Property, MSA Negotiations, Freelancer Agreements and Exclusivity. Legal compliance should be at the core of your agency strategy. To have a legal checkup with Sharon go to: https://mailchi.mp/legalandcreative/donewithyoulegalcheckup (https://mailchi.mp/legalandcreative/donewithyoulegalcheckup) Linkedin: https://www.linkedin.com/in/sharontoerek/ (https://www.linkedin.com/in/sharontoerek/) Website: http://www.legalandcreative.com/ (http://www.legalandcreative.com/) Episode Links and Episodes: 00:17 https://thankyou.creativeagencysuccess.com/agencyblueprintdownload (To Download Your Free Copy of The International Best Selling Book "The Agency Blueprint" just click this link.) 1:01 https://www.legalandcreative.com/the-innovative-agency/ (The Innovative Agency Podcast) 15:32 https://www.legalandcreative.com/wp-content/uploads/2016/05/The-Ultimate-Marketing-Agency-Legal-Checklist.pdf (Downloadable Agency Client Contract Review Checklist) 17:46 https://podcast.creativeagencysuccess.com/leveraging-your-authority (The Importance of Leveraging Your Authority) 19:46 https://agencylegalprotection.com/free-tools/ (Full Service Deep Dive Done For You Agency Legal Audits) 20:03 https://mailchi.mp/legalandcreative/donewithyoulegalcheckup (Done For You Agency Legal Checkups) 21:43 https://www.legalandcreative.com/ (Sharon Toerek Website) 21:53 https://www.creativeagencysuccess.com/ (CreativeAgencySuccess.com)

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We all do it. It is important to recognize when we are letting our limiting beliefs get in the way of our goals. Don't let your fears prevent your agency from reaching it potential. In this Episode Agency Expert and International Best Selling Author Robert Patin Covers: Creating Your Agency Plan Setting Self Imposed Deadlines Learning to be Comfortable being Uncomfortable

Episode Links and Resources: 00:15 https://thankyou.creativeagencysuccess.com/agencyblueprintdownload (To Download Your Free Copy of The International Best Selling Book "The Agency Blueprint" just click this link.) 1:03 https://podcast.creativeagencysuccess.com/how-i-lost-my-vision-and-focus (How I Lost My Vision and Focus) 7:51 https://blog.creativeagencysuccess.com/_hcms/analytics/search/conversion?redirect=aHR0cHM6Ly9ibG9nLmNyZWF0aXZlYWdlbmN5c3VjY2Vzcy5jb20vYmxvZy81LXRoaW5ncy15b3UtbmVlZC10by1kby10by1jcmVhdGUtYS1idXNpbmVzcy10aGF0LXdvcmtzLXlvdXItd2F5&ct=SEARCH&pid=8240502&cid=34273800592&t=Z3VpZGUgaG93IHRvIHNldCB1cCB5b3VyIGxpZmUgYW5kIHlvdXIgYWdlbmN5IHRvIGJlIHRoZSB3YXkgdGhhdCB5b3Ugd2FudCBpdCB0byBiZQ%3D%3D&d=blog.creativeagencysuccess.com&c=2&c=3&c=6&rp=14&ab=true&opcid=&rs=UNKNOWN&hs-expires=1671069904&hs-version=1&hs-signature=APUk-v4Db-2zGqqGGVFjt0pGGfX_OD11FA (Guide on How to Set Up Your Life and Your Agency to Be the Way That You Want It to Be) 11:52 https://thankyou.creativeagencysuccess.com/capspresentation?hsLang=en#Form (FREE: Capabilities Stack) 15:10 https://www.creativeagencysuccess.com/ (CreativeAgencySuccess.com)

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I see agencies do this backwards all the time. Increasing the communication with clients when they pay more. Increase the communication with your clients, increase the project, then increase your fees. You are in the relationship business as much as you are in the creative service business. Focus on being human first, connect with your clients and your team.

Your business will follow.

Do good by doing good.

Episode Links and Resources: 00:17 https://thankyou.creativeagencysuccess.com/agencyblueprintdownload (To Download Your Free Copy of The International Best Selling Book "The Agency Blueprint" just click this link.) 3:28 https://www.amazon.com/How-Win-Friends-Influence-People/dp/0671027034 (How To Win Friends and Influence People) 6:51 https://blog.creativeagencysuccess.com/_hcms/analytics/search/conversion?redirect=aHR0cHM6Ly9ibG9nLmNyZWF0aXZlYWdlbmN5c3VjY2Vzcy5jb20vYmxvZy9sZXQtZ28tb2YtdW5kZXJhY2hpZXZlcnMtYW5kLWZpbGwteW91ci1zZWF0cy13aXRoLWlkZWFsLXRhbGVudC0w&ct=SEARCH&pid=8240502&cid=48661573705&t=ZW5nYWdlbWVudA%3D%3D&d=blog.creativeagencysuccess.com&c=2&c=3&c=6&rp=7&ab=false&opcid=&rs=UNKNOWN&hs-expires=1671085855&hs-version=1&hs-signature=APUk-v69By7yVOfYxVptmwj9qnFeK0GbaQ (How to Deal with Unhappy Customers) 17:03 https://blog.creativeagencysuccess.com/_hcms/analytics/search/conversion?redirect=aHR0cHM6Ly9ibG9nLmNyZWF0aXZlYWdlbmN5c3VjY2Vzcy5jb20vYmxvZy9tb3RpdmF0ZS15b3VyLXRlYW0tYW5kLWJvb3N0LWVuZ2FnZW1lbnQtYnktZm9zdGVyaW5nLWEtd2lubmluZy1jb21wYW55LWN1bHR1cmU%3D&ct=SEARCH&pid=8240502&cid=39277422552&t=Y2xpZW50IGVuZ2FnZW1lbnQ%3D&d=blog.creativeagencysuccess.com&c=2&c=3&c=6&rp=1&ab=false&opcid=&rs=UNKNOWN&hs-expires=1671086293&hs-version=1&hs-signature=APUk-v42o8TUJY2fvYlyydFnKsVYOQ65jw (Motivate Your Team and Boost Engagement by Fostering a Winning Company Culture) 17:34 https://www.creativeagencysuccess.com/ (CreativeAgencySuccess.com)

Resources In Episode:

https://www.amazon.com/How-Win-Friends-Influence-People/dp/0671027034 (How to Win Friends and Influence People)

https://www.creativeagencysuccess.com/ (CreativeAgencySuccess.com)

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We all need to be our own advocates, propelling ourselves to a better life. In this episode, I cover how to be a change agent in your own agency. How to leverage yourself and your team to create a better life for your clients, your team and yourself. Become the change you want to see if your agency. Episode Links and Resources: 00:14 https://thankyou.creativeagencysuccess.com/agencyblueprintdownload (To Download Your Free Copy of The International Best Selling Book "The Agency Blueprint" just click this link.) 2:15 https://tvtropes.org/pmwiki/pmwiki.php/Main/TheCobblersChildrenHaveNoShoes (The Cobbler's Children Have No Shoes) 2:56 https://blog.creativeagencysuccess.com/_hcms/analytics/search/conversion?redirect=aHR0cHM6Ly9ibG9nLmNyZWF0aXZlYWdlbmN5c3VjY2Vzcy5jb20vYmxvZy9ob3ctb3VyLXN0cnVnZ2xpbmctY2xpZW50LWFjaGlldmVkLWEtNTU2LWF2ZXJhZ2UtaG91cmx5LWVhcm5pbmdzLWluY3JlYXNlLWFuZC1ob3ctdG8tcHJvcGVybHktY2hvb3NlLWEtbmljaGU%3D&ct=SEARCH&pid=8240502&cid=38025225328&t=Y2xhcmlmeSB5b3VyIG5pY2hl&d=blog.creativeagencysuccess.com&c=2&c=3&c=6&rp=1&ab=true&opcid=&rs=UNKNOWN&hs-expires=1671084223&hs-version=1&hs-signature=APUk-v6qx6ujIFKF8W8KU8ICamYE4SXITw (How Our Struggling Client Achieved a 556% Average Hourly Earnings Increase (And How to Properly Choose a Niche)) 6:18 https://podcasts.apple.com/us/podcast/the-nice-guys-on-business/id966086057 (The Nice Guys On Business Podcast with Doug Sandler) (Note: it’s a link to the podcast homepage and not to the specific episode mentioned. Robert did not state the title or episode number, nor did he mention the podcast guest in that episode.) 11:38 https://blog.creativeagencysuccess.com/_hcms/analytics/search/conversion?redirect=aHR0cHM6Ly9ibG9nLmNyZWF0aXZlYWdlbmN5c3VjY2Vzcy5jb20vYmxvZy9ob3ctdG8tZWZmZWN0aXZlbHktY29tbXVuaWNhdGUtdmFsdWUtdG8tcHJvc3BlY3RpdmUtY2xpZW50cw%3D%3D&ct=SEARCH&pid=8240502&cid=43046806845&t=cHJvdmlkZSB2YWx1ZQ%3D%3D&d=blog.creativeagencysuccess.com&c=2&c=3&c=6&rp=1&ab=false&opcid=&rs=UNKNOWN&hs-expires=1671084565&hs-version=1&hs-signature=APUk-v7HBnTjqHo2M0pHVIOy9T14AXXYgQ (How to Effectively Communicate Value to Prospective Clients) 16:14 https://www.creativeagencysuccess.com/ (CreativeAgencySuccess.com)

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Why being an authority in a niche is helpful and how your agency can do good by doing good. Episode Links and Resources: 00:15 https://thankyou.creativeagencysuccess.com/agencyblueprintdownload (To Download Your Free Copy of The International Best Selling Book "The Agency Blueprint" just click this link.) 1:33 https://mobile.twitter.com/coachlouholtz88 (Lou Holtz) “You're either growing or you’re dying.” 5:54 https://blog.creativeagencysuccess.com/_hcms/analytics/search/conversion?redirect=aHR0cHM6Ly9ibG9nLmNyZWF0aXZlYWdlbmN5c3VjY2Vzcy5jb20vYmxvZy9tb3RpdmF0ZS15b3VyLXRlYW0tYW5kLWJvb3N0LWVuZ2FnZW1lbnQtYnktZm9zdGVyaW5nLWEtd2lubmluZy1jb21wYW55LWN1bHR1cmU%3D&ct=SEARCH&pid=8240502&cid=39277422552&t=ZW1wbG95ZWUgZW5nYWdlbWVudA%3D%3D&d=blog.creativeagencysuccess.com&c=2&c=3&c=6&rp=3&ab=false&opcid=&rs=UNKNOWN&hs-expires=1671082674&hs-version=1&hs-signature=APUk-v65QpE2aVksY828lvyhRC6OObYjHw (Motivate Your Team and Boost Engagement by Fostering a Winning Company Culture) 7:43 https://thankyou.creativeagencysuccess.com/apply (The Checklist for Hiring Employees) 7:52 https://www.amazon.com/Traction-Get-Grip-Your-Business/dp/1936661837 (Traction: Get a Grip on Your Business by Gino Wickman) 9:48 https://blog.creativeagencysuccess.com/_hcms/analytics/search/conversion?redirect=aHR0cHM6Ly9ibG9nLmNyZWF0aXZlYWdlbmN5c3VjY2Vzcy5jb20vYmxvZy93aHkteW91ci1hZ2VuY3ktbmVlZHMta3Bpcy1hbmQtdGhlLXRocmVlLXdheXMtb2YtaW1wbGVtZW50aW5nLXRoZW0taW50by15b3VyLWJ1c2luZXNz&ct=SEARCH&pid=8240502&cid=35810000043&t=a3Bp&d=blog.creativeagencysuccess.com&c=2&c=3&c=6&rp=2&ab=true&opcid=&rs=UNKNOWN&hs-expires=1671083126&hs-version=1&hs-signature=APUk-v7BSXLqctPY-p4Ow2G5trH2htg73w (Why Your Agency Needs KPIs (And the Three Ways Of Implementing Them Into Your Business)) 13:47 https://blog.creativeagencysuccess.com/_hcms/analytics/search/conversion?redirect=aHR0cHM6Ly9ibG9nLmNyZWF0aXZlYWdlbmN5c3VjY2Vzcy5jb20vYmxvZy9sZXQtZ28tb2YtdW5kZXJhY2hpZXZlcnMtYW5kLWZpbGwteW91ci1zZWF0cy13aXRoLWlkZWFsLXRhbGVudC0wLTMtMC0wLTAtMC0xLTA%3D&ct=SEARCH&pid=8240502&cid=52059808083&t=dHJhaW5pbmc%3D&d=blog.creativeagencysuccess.com&c=2&c=3&c=6&rp=1&ab=true&opcid=&rs=UNKNOWN&hs-expires=1671083252&hs-version=1&hs-signature=APUk-v7zg9fGPy9K0Q3Q2lqPGbUiUh9LJw (Why Managers Quit (And What to Do About It)) 16:20 https://blog.creativeagencysuccess.com/_hcms/analytics/search/conversion?redirect=aHR0cHM6Ly9ibG9nLmNyZWF0aXZlYWdlbmN5c3VjY2Vzcy5jb20vYmxvZy81LXRoaW5ncy15b3UtbmVlZC10by1kby10by1jcmVhdGUtYS1idXNpbmVzcy10aGF0LXdvcmtzLXlvdXItd2F5&ct=SEARCH&pid=8240502&cid=34273800592&t=NSBtaWxsaW9uIHByb2ZpdA%3D%3D&d=blog.creativeagencysuccess.com&c=2&c=3&c=6&rp=9&ab=false&opcid=&rs=UNKNOWN&hs-expires=1671072466&hs-version=1&hs-signature=APUk-v5tsz-JNCBqWsvHL9RLRCSXnzUQ_w (5 Things You Need to Do to Create Your Business Your Way by Robert Patin) 16:55 https://www.amazon.com/Power-Habit-What-Life-Business/dp/081298160X (The Power of Habit: Why We Do What We Do in Life and Business by Charles Duhigg)

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Digital Marketing is consistently growing in our industry, and at the center of it is https://www.socialstatus.io/ (Social Media.) As a huge believer in data-driven decisions, we interviewed Tim Hill the CEO at https://www.socialstatus.io/ (Social Status) a premier Social Media analytics platform. https://www.socialstatus.io/social-media-report-template-2021-pptx/ (FREE: Social Media Report Template) In the episode we cover: Why Social Media Analytics is important How to use utilize social media analytics to provide value to clients How to stay ahead of the curve with social media analytics.

Episode Links and Resources: 00:16 https://thankyou.creativeagencysuccess.com/agencyblueprintdownload (To Download Your Free Copy of The International Best Selling Book "The Agency Blueprint" just click this link.) 00:24 https://www.socialstatus.io/ (Social Status) 2:08 https://blog.creativeagencysuccess.com/_hcms/analytics/search/conversion?redirect=aHR0cHM6Ly9ibG9nLmNyZWF0aXZlYWdlbmN5c3VjY2Vzcy5jb20vYmxvZy9sZXQtZ28tb2YtdW5kZXJhY2hpZXZlcnMtYW5kLWZpbGwteW91ci1zZWF0cy13aXRoLWlkZWFsLXRhbGVudC0wLTMtMC0wLTAtMA%3D%3D&ct=SEARCH&pid=8240502&cid=51755391252&t=ZGF0YSBpbXBvcnRhbmNl&d=blog.creativeagencysuccess.com&c=2&c=3&c=6&rp=2&ab=false&opcid=&rs=UNKNOWN&hs-expires=1671081353&hs-version=1&hs-signature=APUk-v5FAb86mx7HMYZVGW6DicGywBTw3g (How Understanding Sales Data Will Transform Your Agency) 22:43 https://www.socialstatus.io/social-media-report-template-2021-pptx/ (FREE! Social Media Report Template) https://www.linkedin.com/in/timhill22/ (Tim Hill LinkedIn) https://twitter.com/socialstatusio (Tim Hill Twitter) 22:53 https://www.creativeagencysuccess.com/ (CreativeAgencySuccess.com)

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Agencies are often looking at the wrong places to scale and become profitable. They are looking at their billable rates. What they are missing is that it is irrelevant when you consider all of the factors. It is often because they are being advised to look at the wrong places. What agencies need to look at is the information that they have at their fingertips to see what and where they are having profitability issues.

With the right data and the right plan your agency can thrive.

Change is needed today.

If you are looking to jumpstart your agency today visit https://www.creativeagencysuccess.com (CreativeAgencySuccess.com)

Episode Links and Resources: 00:10 https://blog.creativeagencysuccess.com/_hcms/analytics/search/conversion?redirect=aHR0cHM6Ly9ibG9nLmNyZWF0aXZlYWdlbmN5c3VjY2Vzcy5jb20vYmxvZy9sZXQtZ28tb2YtdW5kZXJhY2hpZXZlcnMtYW5kLWZpbGwteW91ci1zZWF0cy13aXRoLWlkZWFsLXRhbGVudC0wLTMtMC0wLTAtMA%3D%3D&ct=SEARCH&pid=8240502&cid=51755391252&t=ZGF0YSBhbmFseXRpY3M%3D&d=blog.creativeagencysuccess.com&c=2&c=3&c=6&rp=1&ab=false&opcid=&rs=UNKNOWN&hs-expires=1671077357&hs-version=1&hs-signature=APUk-v6p9wABivLXlmL9QkNe_RW9dbVnJA (How Understanding Sales Data Will Transform Your Agency) 4:30 https://blog.creativeagencysuccess.com/hs-search-results?term=utilization+ratio&type=SITE_PAGE&type=BLOG_POST&type=LISTING_PAGE (Important Factors to Consider When Analyzing Your Agency’s Accounting) 7:52 https://blog.creativeagencysuccess.com/blog/post/2020/03/16/how-to-track-billable-hours-at-your-creative-agency (How to Track Billable Hours at Your Creative Agency (Why This Is Important)) 9:06 https://blog.creativeagencysuccess.com/_hcms/analytics/search/conversion?redirect=aHR0cHM6Ly9ibG9nLmNyZWF0aXZlYWdlbmN5c3VjY2Vzcy5jb20vYmxvZy9sZXQtZ28tb2YtdW5kZXJhY2hpZXZlcnMtYW5kLWZpbGwteW91ci1zZWF0cy13aXRoLWlkZWFsLXRhbGVudC0wLTMtMC0wLTAtMC0xLTAtMg%3D%3D&ct=SEARCH&pid=8240502&cid=55944193456&t=d2h5IHRyYWNrIHRpbWU%3D&d=blog.creativeagencysuccess.com&c=2&c=3&c=6&rp=1&ab=true&opcid=&rs=UNKNOWN&hs-expires=1671077863&hs-version=1&hs-signature=APUk-v7x6Dr2x70DUeFDo9PhqwHqUFSTgA (How One Creative Agency Went From $1.2 Million Per Year With Time Tracking (And How Time Tracking Helps Your Agency)) 11:58 Let Go of Underachievers and Fill Your Seats with Ideal Talent

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Value-Based Fees are the key to a profitable and turn-key agency. In this episode we cover: What Value-Based Fees Are The Impacts it can have on an agency How to Implement Why it Matters Case Studies on agencies who have already implemented

https://thankyou.creativeagencysuccess.com/industry-report (To download the industry report and see how other agencies like yours are at the top of their industry, follow this link. ) https://thankyou.creativeagencysuccess.com/agencyblueprintdownload (For your FREE copy of my International Best Selling Book "The Agency Blueprint" click here. )

Episode Links and Resources: 00:17 https://thankyou.creativeagencysuccess.com/agencyblueprintdownload (To Download Your Free Copy of The International Best Selling Book "The Agency Blueprint" just click this link.) 00:31 https://thankyou.creativeagencysuccess.com/fbvalue-pricing-guide?hsLang=en (Value Based Pricing Model) 10:23 https://blog.creativeagencysuccess.com/_hcms/analytics/search/conversion?redirect=aHR0cHM6Ly9ibG9nLmNyZWF0aXZlYWdlbmN5c3VjY2Vzcy5jb20vYmxvZy9ob3ctdGhpcy1hZ2VuY3ktaW5jcmVhc2VkLXByb2plY3QtbWFyZ2lucy1ieS0zNi13aGVuLXRoZXktbWFkZS10aGUtc2hpZnQtdG8tZml4ZWQtZmVlLXByaWNpbmctYW5kLWhvdy1vdXItY2xpZW50LWFsc28tYXZvaWRlZC1zY29wZS1jcmVlcA%3D%3D&ct=SEARCH&pid=8240502&cid=35809999809&t=Zm9ybXVsYSB0byBzdWNjZXNzIGluIGltcGxlbWVudGluZyB2YWx1ZSBiYXNlZCBwcmljaW5n&d=blog.creativeagencysuccess.com&c=2&c=3&c=6&rp=5&ab=false&opcid=&rs=UNKNOWN&hs-expires=1671076718&hs-version=1&hs-signature=APUk-v6jideVghaqbRgR58DzgTa7PEUgrA (How This Agency Increased Project Margins By 36% When They Made the Shift to Fixed-Fee Pricing (And How Our Client Also Avoided Scope Creep)) 16:43 https://blog.creativeagencysuccess.com/blog/agency-fatigue-two-simple-changes-that-will-deliver-better-business-results (Agency Fatigue: Two Simple Changes That Will Deliver Better Business Results) 20:56 https://blog.creativeagencysuccess.com/_hcms/analytics/search/conversion?redirect=aHR0cHM6Ly9ibG9nLmNyZWF0aXZlYWdlbmN5c3VjY2Vzcy5jb20vYmxvZy9ob3ctdG8tZWZmZWN0aXZlbHktY29tbXVuaWNhdGUtdmFsdWUtdG8tcHJvc3BlY3RpdmUtY2xpZW50cw%3D%3D&ct=SEARCH&pid=8240502&cid=43046806845&t=YXBwcm9hY2ggY2xpZW50cw%3D%3D&d=blog.creativeagencysuccess.com&c=2&c=3&c=6&rp=1&ab=false&opcid=&rs=UNKNOWN&hs-expires=1671075970&hs-version=1&hs-signature=APUk-v4voojsogzTd14lIECZYvvPf1Q4kg (How to Effectively Communicate Value to Prospective Clients) 23:01 https://thankyou.creativeagencysuccess.com/industry-report (Marketing Agency Case Study) 26:22 https://www.creativeagencysuccess.com/ (CreativeAgencySuccess.com)

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In this episode we review what it means to be a Niche agency, why it is important and how to do it successfully. We often hear about being a niche agency, but not often how to implement it. We will review together the impacts I have seen with my clients, and what it can do for your agency. https://thankyou.creativeagencysuccess.com/industry-report (Industry Report Link) As always go to https://www.creativeagencysuccess.com/ (CreativeAgencySuccess.com) to jump-start your agency today. Episode Links and Resources: 00:16 https://thankyou.creativeagencysuccess.com/agencyblueprintdownload (To Download Your Free Copy of The International Best Selling Book "The Agency Blueprint" just click this link.) 8:40 https://thankyou.creativeagencysuccess.com/industry-report (Industry Report Link) 10:42 https://blog.creativeagencysuccess.com/blog/how-our-struggling-client-achieved-a-556-average-hourly-earnings-increase-and-how-to-properly-choose-a-niche (Selecting a Niche) 12:22 https://blog.creativeagencysuccess.com/_hcms/analytics/search/conversion?redirect=aHR0cHM6Ly9ibG9nLmNyZWF0aXZlYWdlbmN5c3VjY2Vzcy5jb20vYmxvZy9wb3N0LzIwMTYvMTEvMTcvaG93LXRvLWJvb3N0LXRoZS1lZmZpY2llbmN5LW9mLXlvdXItYnVzaW5lc3Mtb3BlcmF0aW9ucw%3D%3D&ct=SEARCH&pid=8240502&cid=34151970266&t=MS4yIG1pbGxpb24%3D&d=blog.creativeagencysuccess.com&c=2&c=3&c=6&rp=4&ab=false&opcid=&rs=UNKNOWN&hs-expires=1671073678&hs-version=1&hs-signature=APUk-v7I_UUsl-IdaX1arOu_hQhqTZ5DuQ (How To Boost the Efficiency of Your Business Operations) 21:57 https://blog.creativeagencysuccess.com/_hcms/analytics/search/conversion?redirect=aHR0cHM6Ly9ibG9nLmNyZWF0aXZlYWdlbmN5c3VjY2Vzcy5jb20vYmxvZy9ob3ctdG8tZGVhbC13aXRoLXVuaGFwcHktY3VzdG9tZXJz&ct=SEARCH&pid=8240502&cid=40780845383&t=aG93IHRvIHNheSBubw%3D%3D&d=blog.creativeagencysuccess.com&c=2&c=3&c=6&rp=1&ab=false&opcid=&rs=UNKNOWN&hs-expires=1671073076&hs-version=1&hs-signature=APUk-v7IRd_InzsygEFNejYl7bJ3cWa0PA (How To Deal With Unhappy Customers: Learning How To Say No) 23:30 https://blog.creativeagencysuccess.com/blog/5-things-you-need-to-do-to-create-a-business-that-works-your-way (5 Things You Need to Do to Create Your Business Your Way) 24:26 https://www.creativeagencysuccess.com/ (CreativeAgencySuccess.com)

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We all face challenges on our path to success, as much as I wish that I was immune to this phase of entrepreneurship I was not. https://thankyou.creativeagencysuccess.com/agencyblueprintdownload (To Download Your Free Copy of The International Best Selling Book "The Agency Blueprint" just click this link. ) Many years ago, I took a step back to take a look at my business and my life. And I realized that I’d completely lost sight of what I wanted from my business. I’d fallen into the same trap that so many other small business owners fall into: I felt that I needed to sacrifice my personal life and goals in order to grow the business. After some deep reflection, I realized that the way I ran my business wasn’t sustainable. Yes, the business was growing and we provided amazing client services. But I felt that I could massively improve on almost every aspect, which meant I needed to go back to the drawing board. Efficiency was my key focus here. I needed to create systemized processes that allowed me to provide services to clients in a way that didn’t completely drain me. These systems would allow me to reclaim my life without damaging the standards of the work that we did. I sat down with a notebook and a pen and just wrote down what I wanted my business to look like. I defined what I wanted my life to be, what I wanted to do, how much money I would need, and what would ultimately make me happy. And in the process of doing that, I outlined the vision that would eventually become the foundation of the business that I have today.

I spent the next couple of years making this reimagining of my business a reality. I put processes in place for everything so that I could create repeatable, provable, and sustainable results for clients without burning myself out in the process.

I automated services, processes, and even the way that I worked with clients. The impact on my life was huge.

I went from working 90 hours per week to working less than 40. And these processes also allow me to work remotely, which means I finally have time for some much-deserved vacations!

Ultimately, I designed and created the life that I wanted to lead. I went from my business running my life to my business being in service of my life. That’s what I want to help my clients to achieve. To Jumpstart your agency today, go to http://creativeagencysuccess.com (CreativeAgencySuccess.com)

Episode Links and Resources: 6:00 https://thankyou.creativeagencysuccess.com/agencyblueprintdownload (A System To Help Develop Your Life and Your Business Model) 9:06 https://blog.creativeagencysuccess.com/blog/5-things-you-need-to-do-to-create-a-business-that-works-your-way (5 Things You Need to Do to Create Your Business Your Way) 12:42 https://www.creativeagencysuccess.com/successstories (Client Success Story) 14:57 https://thankyou.creativeagencysuccess.com/agencyblueprintdownload (To Download Your Free Copy of The International Best Selling Book "The Agency Blueprint" just click this link.) 15:33 https://www.creativeagencysuccess.com/ (CreativeAgencySuccess.com)

Agency Blueprint: Recent Episodes

Robert Patin