In this episode of Agency Bites, I had the pleasure of sitting down with David Yasky and Jacqueline Laufer, the dynamic duo behind Driver Digital. Let me tell you, their story of building a thriving agency in the fashion and e-commerce space is nothing short of inspiring!

We dove deep into the secret sauce of their partnership, and it's all about knowing your strengths and playing to them. David and Jacqueline shared some golden nuggets on how they've defined their roles and fostered a culture that keeps their team excited to come to work every day. They've cracked the code on maintaining joy in the workplace! 

We also got into the nitty-gritty of building those long-lasting client relationships that are the lifeblood of any agency. And if you're looking to level up your leadership game, you won't want to miss their thoughts on effective leadership and the power of mentorship.

If you're ready for a dose of inspiration, practical wisdom, and maybe a laugh or two, tune in to this episode. Trust me, you won't regret it!

Key Takeaways

• Both David and Jacqueline ran their own agencies before partnering.

• Driver Digital specializes in fashion, beauty, and e-commerce.

• Defining roles in a partnership is crucial for efficiency.

• Fostering a positive culture is essential for team morale.

• Maintaining joy in the workplace enhances productivity.

• Building lasting relationships with clients leads to success.

• Effective leadership involves immediate feedback and open communication.

• Mentorship plays a vital role in personal and professional growth.

• Success is attributed to strong relationships and quality work.

• Saying no to projects that aren't a good fit is empowering.

Chapters

00:00 Introduction to Driver Digital

01:01 The Journey to Partnership

02:58 Niche Focus in Fashion and E-commerce

06:16 Defining Roles in the Agency

10:26 Fostering a Positive Agency Culture

15:41 Maintaining Joy in the Workplace

19:31 Building Lasting Client Relationships

22:01 Leadership Styles and Team Management

25:04 The Importance of Mentorship

29:03 Success Through Relationships

33:02 Rapid Fire Questions and Key Takeaways

David Yassky is a creative leader and brand developer with over eighteen years of dynamic experience combining the worlds of editorial, fashion, retail and ecommerce. His editorial roots, entrepreneurial acumen, and strong industry relationships make him a unique asset that artfully straddles the creative and business worlds. David began his career as a Fashion Editor at Women’s Wear Daily and W Magazine before going on to consult for a variety of iconic brands including Tory Burch, Anthropologie, and Gap. David was the co-founder and President of The Aisle New York, a progressive digital startup in the bridal ecommerce space, and later he served as Fashion and Editorial Director of the large American ecommerce site, IDEELI. He is the founder and creative director of Driver Creative & Driver Digital – helping transform iconic brands including Anne Klein, Bergdorf Goodman and Joseph Abboud.

Jacquelyn Laufer, is an E-Commerce, Digital Marketing, Solutions and Project Management consultant with over 14 years experience specializing in the luxury fashion, beauty and travel industries. Having launched Henri Bendel’s first ecommerce website, Bond No. 9’s second, built online experiences with Estee Lauder Companies, Coty, Edit New York and Blissworld, Jacquelyn is known for helping companies scale their business. Most notably, Jacquelyn founded e-commerce consulting and project management firm Rebuild Girl, which led the re-platforms for brands such as L’Objet, Anne Klein, Joseph Abboud, Creed Boutique, Hanky Panky and more. Jacquelyn enjoys building consensus, effectively motivating and helping teams hit their mark, defining digital solutions and integrations to help brands grow and most importantly hanging out with her husband and rescue dog.

Contact Jacquelyn and David:

https://driver-digital.com

https://instagram.com/driveragencies

https://www.linkedin.com/company/driver-digitalagency/

In Episode 083, I had the pleasure of chatting with Jody Sutter, owner of Sutter Company, about her journey in business development and our shared mission of supporting small marketing agencies with their sales and marketing efforts. Jody introduces her Build Win Scale System—a practical, step-by-step approach to help agencies identify their ideal clients, improve messaging, and strengthen their teams for business growth.

Throughout our conversation, Jody shares why it's crucial for agencies to focus on sales and marketing fundamentals, like pinpointing the right clients and solving their unique challenges. We also explore how to tackle seasonality in the agency world and the power of prioritizing one thing at a time for sustainable success. Don’t miss this insightful episode!

Key Takeaways

Focus on the basics of sales and marketing, such as identifying your ideal client and solving their problems.

Prioritize and focus on one thing at a time to make progress.

Use the dips in business to work on strategic projects and improve your agency.

Consider integrating AI tools to streamline processes and improve efficiency.

Reflect on the value you provide to your clients and turn it into a compelling message.

Chapters

00:00 Introduction and Background

06:32 The BuildWin Scale System

12:58 Challenges and Pitfalls in Agency Business Development

17:41 Managing Seasonality in the Agency Business

20:12 Prioritization and Focus

25:15 Integrating AI in Agency Operations

31:05 Turning Value into a Compelling Message

32:40 Closing Remarks

Jody is the owner of The Sutter Company, a business development coaching and advisory firm,

and the inventor of the BUILD WIN SCALE^TM system, a step-by-step process designed to help

leaders of small marketing agencies identify and activate their natural talents for sales and

marketing, leading to a sustainable approach to winning new business. 

www.thesuttercompany.com

In episode 082, I sit down with Chris Martinez, CEO and founder of Bloom Partners, who shares his journey from building a successful marketing agency to transitioning into management consulting. Chris dives into the importance of data-driven strategies and setting clear KPIs for each department, emphasizing how these metrics fuel growth. We discuss the impact of AI on the industry, and Chris encourages agency owners to embrace the new possibilities it brings. He also talks about the critical role of personal fulfillment in business success—how finding joy in all areas of life directly boosts both individual and company performance.

Key Takeaways

• Set clear KPIs for each department in your agency and track them using simple tools like Google Sheets.

• Embrace AI and leverage its capabilities to improve efficiency and productivity in your agency.

• Focus on personal fulfillment in physical health, mental health, relationships, and business to achieve overall success.

• The business is a reflection of you, so ensure that other areas of your life are in balance for optimal performance.

Chapters

00:00 Introduction and Background

03:08 Building a Marketing Agency and Transitioning to Management Consulting

05:54 Data-Driven Strategies and Clear KPIs

09:00 Embracing AI in the Agency Industry

12:56 The Importance of Personal Fulfillment in Business

Chris Martinez, CEO and Founder of BLOOMAgency.io, has turned his passion for helping underdogs into a thriving business, growing his company from zero to millions in revenue. Recognized with a 2021 Stevie Award for Minority-Owned Business of the Year, Chris also hosts the popular podcast Operation Agency Freedom. He is the author of four books, including the Amazon Bestseller It’s Not JUST A Website, and his latest release, Facts Not Feelings, offers insights on scaling a marketing agency with data-driven strategies.

Contact Chris:

https://bloompartners.io

https://www.instagram.com/bloompartners.io/

https://agencyfreedomlive.com/

In episode 081, I sit down with David C. Baker, a renowned consultant, author, and speaker in the advertising agency world. We explore David's journey from grad school to founding his consultancy, Punctuation, and later bringing his son into the business. David shares key traits that drive successful agencies—courage, discipline, strategic positioning, and effective team management. We discuss business resets, lead generation, and the science behind agency positioning, along with the advantages of running an agency with future acquisition in mind. Beyond business, David talks about his personal passions like motorcycling, woodworking, and photography. Tune in for valuable insights into managing and scaling a creative agency.

Key Takeaways

• Courage and discipline are key traits for agency leaders

• Positioning is crucial for agency success and requires testing and refinement

• Running an agency as if you're going to sell it can lead to better overall performance

• Woodworking, motorcycle racing, and photography are David's hobbies

• Stop things that no longer serve you and simplify your life

Chapters

00:00 Introduction and Background

03:07 The Importance of Courage and Discipline in Agency Leadership

06:29 The Process of Positioning and Testing

11:17 Keys to Making an Agency Attractive for Sale

15:16 David's Hobbies: Woodworking, Motorcycle Racing, and Photography

18:20 Advice for Agency Owners: Stop and Simplify

David C. Baker is an author, speaker, and advisor to entrepreneurial creatives worldwide. He has written 6 books, advised 1,000+ firms, and keynoted conferences in 30+ countries. His work has been discussed in the Wall Street Journal, Fast Company, Forbes, USA Today, BusinessWeek, CBS News, Newsweek, AdWeek, and Inc. Magazine. He lives in Nashville, TN. His two most recent books are at http://www.expertise.is and https://www.tradecraft.is His work has also been featured in the NY Times, where he was recently referred to as “the expert’s expert”. He co-hosts the most listened to podcast in the creative services field (2Bobs).

Contact David:

https://www.punctuation.com

https://www.linkedin.com/in/dcb/

https://myobconference.com

In episode 080, I had a great conversation with Kevin Rapp, co-founder and chief creative officer of Ultra Friends. We dive into the exploitation of creatives and the crucial role of valuing creativity in business. Kevin shares his journey from working in agencies and studios to going in-house at a fast-growing startup, where he learned to focus not just on the craft, but on delivering real value to the business.

We discuss why creatives should stop pitching for free and start advocating for the true worth of their work. Kevin’s key takeaway? Understand and confidently articulate the immense value that creativity brings to the table.

This episode is a must-listen for any creative professional looking to elevate their impact and take control of their worth in the business world!

Key Takeaways

• Creatives need to shift their focus from the craft alone to delivering value to the business.

• Pitching for free devalues creativity and sets an unhealthy dynamic in client relationships.

• Understanding and articulating the true value of creativity is crucial for success.

• Advocating for fair compensation and valuing creativity leads to better career opportunities and financial growth.

Chapters

00:00 Introduction and Background

03:30 Transitioning from Agency to In-House Startup

06:09 Shifting the Focus to Value and Business Impact

09:55 Starting Ultra Friends and Optimizing Creative Content

15:05 The Importance of Not Pitching for Free

20:59 The Devaluation of Creativity and Self-Worth

26:00 Setting the Tone and Advocating for Fair Compensation

31:53 Understanding and Articulating the True Value of Creativity

Kevin is the co-founder and Chief Creative Officer of the creative agency Ultra Friends. He's an accomplished creative leader with almost two decades of experience in the field. And he's built a mild reputation for himself by shouting into the internet void on Linkedin.

In episode 079, I had the pleasure of speaking with Nicole Ayres, founder of Jumpsuit and creator of Jumpboards. After leaving the big agency world to freelance, Nicole built her own thriving agency—Jumpsuit—with zero paid ads and zero employees. She has since developed Jumpboards, a revolutionary end-to-end solution for agencies that streamlines everything from discovery calls to project handoff.

Nicole shares how Jumpboards empowers freelancers to confidently pitch larger projects and helps agencies operationalize business development, scoping, budgeting, and resource allocation. At the heart of her success? A strong belief in her team and a culture of collaboration and empowerment.

This episode is packed with insights for anyone looking to scale their agency or improve operational efficiency. Don’t miss out on Nicole's inspiring story and the game-changing strategies she’s developed!

Key Takeaways

• Building an agency without paid ads or employees is possible by leveraging a network of trusted freelancers.

• Jumpboards is a technology that streamlines the agency process and allows freelancers to pitch larger projects.

• Trust in your team is crucial for agency success.

• Creating a culture of collaboration and empowerment leads to a more fulfilling and productive work environment.

Chapters

00:00 Introduction and Background

08:21 Transitioning from Freelancer to Agency Owner

19:19 Introducing Jumpboards

27:31 The Future of Agencies and Freelancing

32:01Personal Interests and Advice

In episode 078, Jhana Li, founder of Spyglass Ops, shares her inspiring journey from living van life to building her own successful operations consulting company. She talks about how she helps agency owners scale their businesses while regaining personal freedom by mastering the power of operations. 

Jhana highlights how crucial operations are for growth and profitability, explaining how optimizing team performance, delegating tasks effectively, and implementing solid systems and processes allow founders to focus on high-value activities that drive real results. This episode is packed with practical insights for anyone looking to scale their agency while building a more efficient, sustainable business.

Key Takeaways

• Operations is crucial for scaling an agency and maximizing profitability.

• Optimizing team performance and implementing systems and processes are key to success.

• Founders should focus on high-value activities and delegate tasks to free up time.

• Raising the bar for success and setting higher standards can lead to team growth and success.

Chapters

00:00 Introduction and Background

03:04 The Importance of Operations in Scaling

08:23 Maximizing Team Performance

17:23 Raising the Bar for Success

Jhana Li, founder of Spyglass Ops. Jhana started as a COO for multiple startups - while living van life. After seeing countless founders stall out & trap themselves without the proper Operations, 3 years ago Jhana decided to start Spyglass Ops. Since then she has helped more than 100 businesses scale past 7 & 8-figures. Through Operations consulting, recruitment, and training, Spyglass Ops empowers founders to simultaneously scale their businesses while regaining their personal freedom.

Jhana Li started as a COO for multiple startups (while simultaneously traveling full-time in a converted van through N & S America). After seeing countless founders stall out & trap themselves without the proper Operations, 3 years ago Jhana decided to start her own company, Spyglass Ops. Since then she has helped 100+ businesses scale past 7 & 8-figures. Through Operations consulting, recruitment, and training, Spyglass Ops empowers founders to simultaneously scale their businesses while regaining their personal freedom.

Contact Jhana Li:

Facebook: https://www.facebook.com/thejhanali

Instagram: https://www.instagram.com/thejhanali/

LinkedIn: https://www.linkedin.com/in/jhana-li/

Youtube: https://www.youtube.com/@theJhanaLi/

Website: https://spyglassops.com/

Episode 077 features David Durer, an expert in training and development. He shares insights on empowering people to reach their maximum speaking potential. He discusses the principles of adult learning theory, including ownership, complexity, and primacy and recency. He also provides tips for engaging virtual audiences and delivering impactful presentations. David emphasizes the importance of understanding the audience, practicing, and using relatable stories. He also highlights the challenges of virtual presentations and suggests incorporating theater of the mind techniques. Lastly, he advises taking things one step at a time and not getting overwhelmed.

Key Takeaways

• Understand your audience and deliver your message in a way that connects with them.

• Practice, practice, practice to improve your presentation skills.

• Use relatable stories to engage your audience and make complex concepts more understandable.

• In virtual presentations, incorporate theater of the mind techniques to compensate for the lack of visual and auditory cues.

• Take things one step at a time and avoid getting overwhelmed.

Chapters

00:00 Introduction and Background

03:46 The Principles of Adult Learning Theory

07:08 Engaging Virtual Audiences and Delivering Impactful Presentations

16:17 The Importance of Opening and Closing a Presentation

26:18 Advice for Business Professionals

With over 30 years of experience in training and development, instructional design, leadership, corporate training, public speaking, and an expert in the Adult Learning Theory, David is passionate about empowering people to reach their maximum speaking potential.

Known for his engaging style and ability to connect with his audience, David is in high demand as a speaker and trainer at industry conferences, corporate events, and educational institutions nationwide.

He has a knack for simplifying complex concepts and delivering practical insights that enable his clients to elevate their presentation skills.

Contact David:

https://presentyourwaytosuccess.com/

https://www.linkedin.com/in/daviddoerrier/

FREE eBook “Eight Principles of Engagement” - https://18ccf54b6b4.benchmarkpages.com/ebook1

In episode 076, I got to sit with Lisa Mullis from Paraphrase Communications. Lisa and I got to discuss the importance of effective brand messaging and copywriting for creative professionals. Lisa shares her journey from running a graphic design studio to focusing on copywriting and helping clients communicate their message. We discuss the challenges of writing copy, especially for oneself, and the impact of poor copy on sales. Lisa also emphasizes the need for a comprehensive approach to brand messaging and the role of mindset work in business success.

Key Takeaways

• Effective brand messaging and copywriting are crucial for creative professionals to attract and convert clients.

• Writing copy can be challenging, especially when it comes to writing about oneself.

Poor copy can negatively impact sales and the overall perception of a brand.

• A comprehensive approach to brand messaging is necessary, addressing all aspects of the business.

• Mindset work is essential for overcoming resistance, fear, and anxiety in business.

Chapters

00:00 Introduction and Background

03:06 Challenges of Writing Copy

05:39 Positioning and Communication Challenges for Creative Professionals

10:44 Common Challenges Faced by Creative Professionals

14:27 The Impact of Poor Copy on Sales

26:10 The Importance of Mindset Work in Business Success

As a strategic brand coach and copywriter, Lisa helps service-based professionals clarify their messaging and streamline their marketing so they work with better clients, regain their time, and take home more money.

Lisa brings a unique skillset that encompasses both sides of brand messaging—the visual and the verbal. As a kid she lived in the world of language, exploring its many forms through writing, art, and music. You could find her either scribbling stories in notebooks or sketching doodles in art pads. At university, she was formally trained as an ad copywriter through her Journalism degree and as a graphic designer through the Fine Arts program.

During the first 18 years of her career as a graphic designer and owner-operator of a design studio, Lisa witnessed many clients struggle with what to put on their websites and other marketing collateral—in other words, the words. Keen to help and flex her moves as a wordsmith, she started helping clients develop sales-savvy language. In 2016, she officially transitioned her primary focus from design to copywriting.

Today as the head of Paraphrase Communications, Lisa supplements her decades of messaging, design, marketing, and small business acumen with a team of tech specialists for full support from brand strategy to execution. Together they help coaches, consultants, and creative professionals build their businesses through words that win clients—online and in real life—and high-converting marketing funnels that increase productivity and profitability.

With a do-it-together approach to brand messaging and implementation, clients gain much-needed clarity through the process, feel emotionally connected to their message which helps them sell more effectively, and grow their impact through an essential business-building skill—writing—which serves them for the life of their business.

Throughout the year, Lisa holds live events on messaging, copywriting, and marketing strategies for service providers and shares actionable ideas through her weekly newsletter. To stay in the loop, join her here: https://www.paraphrasecomm.com/em-signup

Contact Lisa:

Email: lisa@paraphrasecomm.com

Web: https://www.paraphrasecomm.com/

IG: https://www.instagram.com/paraphrasecommunications/

LI: https://www.linkedin.com/in/lhmullis/

FB: https://www.facebook.com/paraphrasecomm

Are your words winning or costing you clients? CLIENT CONVERSION QUIZ – Gain instant insight into the gaps in your messaging and marketing so you can improve your connections and conversions. Takes less than 5 minutes and it's free!

https://paraphrasecomm.scoreapp.com/

Episode 75 is by far the Swenkiest of all episodes. I had the absolute pleasure of sitting with Jason Swenk, who is hands-down one of the most systemized agency coaches I’ve had the opportunity to speak with. Jason shares the secrets behind building and selling a successful agency, highlighting the power of clarity, positioning, and a solid offering. We dive into the essential pillars of agency growth, from prospecting and sales to leadership and operations. His advice? Stay committed to one goal until you succeed and keep showing up consistently. This is a must-listen for any agency owner looking to scale!

Key Takeaways

• Clarity, positioning, and offering are foundational elements for building a successful agency.

• Prospecting, sales, delivery, operations, and leadership are key systems for agency growth.

• Focus on one commitment until success and be consistent in your efforts.

• Building strategic partnerships and relationships is crucial for agency success.

• Regularly assess and reset your agency's systems and processes to adapt to growth and changes in the market.

Chapters

00:00 Introduction and Background

03:01 The Foundation of Clarity, Positioning, and Offering

09:59 The Key Systems for Agency Growth

22:55 Strategic Partnerships: Unlocking New Opportunities for Agency Growth

26:04 Assessing and Resetting: Adapting Your Agency's Systems for Growth

Jason Swenk is the agency advisor & coach that guides marketing agencies through a proven framework for growing their agency faster.

Jason is the author of the definitive guide to growing an agency from scratch to two 8-figure enterprises. He is one of the most sought-after advisors to agencies worldwide, thanks to his 8-system framework that has proven successful in scaling his own agency. His expertise has attracted clients like AT&T, Hitachi, and Lotus Cars, ultimately leading to the successful sale of his agency.

Contact Jason: agencymastery360.com

In Episode 074, I sat down with Iggy Odigizua, CEO and founder of AISetters.com, to explore how agencies can harness AI tools to book qualified appointments effortlessly. Iggy shares insights from his Leeds Management System, a done-for-you service that helps agencies streamline their operations. We dive into his entrepreneurial journey, from dominating the health and fitness industry to coaching and building successful online businesses. Iggy reveals the benefits of the Leeds system, the challenges agencies face in adopting AI, and why embracing technology is crucial for boosting efficiency and productivity.

Key Takeaways

• The Leeds Management System is a done-for-you service that uses AI to book vetted and qualified appointments for service-based businesses like agencies.

• AI technology can improve efficiency and productivity in agency operations by automating lead management and follow-up processes.

• Adopting AI tools in agencies can be challenging due to the learning curve and fear of technology replacing human jobs.

• Using AI in agencies can help bridge the gap between sales and marketing, improve lead quality, and enhance client results.

• The key to success in business is understanding your target audience and focusing on the boring, but essential, work that gets results.

Chapters

00:00 Introduction and Background

04:23 Building High-Ticket Online Coaching Businesses

07:56 Automating Lead Management with AI

10:43 Overcoming Barriers to Adopting AI in Agencies

13:36 Bridging the Gap Between Sales and Marketing with AI

16:11 Enhancing Lead Quality and Client Results with AI

25:24 AI in B2C and D2C

27:24 Rapid Fire Questions

29:32 Invaluable Business Advice

Iggy Odighizuwa, CEO and Founder of Ai-setters.com and The Leads Pre-Conversion System a DONE FOR YOU Service That Uses Charlie Ai To Book Vetted & Qualified Appointments For Coaches, Consultants, Agency Owners and Service Based Businesses.

Iggy Built his first 7-figure high ticket online coaching business called "Tril 80 Coaching” Since then Iggy has helped to build 20 other 7-figure online coaching businesses and helped build two 8-figure online coaching businesses one of them called "The 4% Club," and over 100 6-figure online coaching businesses. Iggy spent 8 years of his life in Benin a small village in an African country called Nigeria.

Contact Iggy:

https://www.linkedin.com/in/iggy-odighizuwa/

https://www.facebook.com/ighodaro.odighizuwa

https://www.facebook.com/aisetters/

In Episode 073, I sat down with the brilliant Rachel Gertz, Co-founder of Louder Than Ten, to uncover the real power behind project management. We didn’t just talk about deadlines and deliverables—we dove into how effective project management can transform your agency from the inside out. Rachel shared game-changing insights on leadership, empowering your team, and rethinking the way digital agencies operate. From hiring the right talent to using the right tools for growth, this conversation is packed with strategies you can start using today to take your agency to the next level. Tune in now!

Key Takeaways

• Project management is a powerful conduit for empowering individuals and driving project success.

• Leadership challenges within digital agencies often stem from a lack of delegation and a scarcity mindset.

• The integration of project management tools and the development of financial literacy are crucial for effective project management.

• The role of project managers extends beyond traditional project delivery, encompassing strategic thinking, revenue growth, and team empowerment.

• Personal growth tools, such as journal trackers, can provide valuable insights and self-awareness for professional development.

Rachel Gertz is a Co-founder and Direc­tor of Deliv­ery and Growth at Loud­er Than Ten. She helps small to medi­um sized dig­i­tal agen­cies trans­form their dig­i­tal PM oper­a­tions through hands-on train­ing and con­sult­ing. Her mis­sion at Loud­er Than Ten is to pro­pel tech work­ers through an uncer­tain future by train­ing dig­i­tal com­pa­nies how to give pow­er to the peo­ple lead­ing their projects.

Contact Rachel: 

https://louderthanten.com

https://www.linkedin.com/in/rachel-gertz-trainer/

In episode 072, I had the incredible opportunity to sit down with Peleg Top, a talented artist and spiritual director, to tackle a topic every creative professional faces: overcoming creative burnout. If you’ve ever felt drained or stuck in your creative journey, this episode is for you.

Peleg and I go way back—over 20 years—and in this conversation, he opens up about his transformative journey from agency owner to guiding others through burnout and into spiritual alignment. Peleg’s insights on the importance of self-love, shifting from a fear-based mindset to one of abundance, and saying "no" more often are powerful reminders for anyone in the creative field.

We dive deep into recognizing and transforming toxic beliefs and discuss the fascinating role that plant medicine plays in his work. This episode is packed with wisdom for agency owners and creatives looking to reconnect with their passion and purpose. Don’t miss it!

Key Takeaways

• Recognize the symptoms of burnout as an opportunity for self-examination and spiritual growth.
• Shift from a fear-based mindset to one of abundance and self-love.
• Identify and transform toxic beliefs that are holding you back.
• Say no more often and trust your intuition.
• Create a life and business that aligns with your values and allows you to express your creativity.

Bytes of Note

00:00 Introduction and Background
06:06 Recognizing Burnout and Seeking Spiritual Alignment
14:15 Shifting from Fear to Abundance
25:09 The Power of Saying No and Trusting Your Intuition
31:31 Creating a Life and Business Aligned with Your Values

Peleg Top is an artist, a trained spiritual director and a teacher who mentors accomplished creatives and agency owners who meet themselves at a crossroad. 

His background comes from being an agency owner himself. He ran a leading design and branding firm in Los Angeles for twenty years until he experienced his own spiritual crisis at the age of 40 and decided to shift direction, sell his agency and become a guide and a coach who teaches creatives how to reinvent themselves. 

Peleg is the creator of the "Creative High Growth" process, which teaches creatives to rediscover their creative free spirit and guides them to create a life of abundance and prosperity. 

A world traveler, trained chef, a DJ  and breath work facilitator, Peleg’s mission is to activate and bring more love into the world.  

Contact Peleg:

website: www.PelegTop.com

LinkedIn: @PelegTop

IG: @PelegTop

Free Sample: https://www.pelegtop.com/chg-sample

Get ready to supercharge your agency's growth! In episode 071, I sit down with Karl Sakas, a seasoned agency veteran and the mastermind behind Sakas & Company, where he helps agency owners "work less and earn more." We dive deep into the art of expanding your agency by introducing new services. Karl shares his expert insights on the telltale signs that it's time to innovate, from declining demand to shrinking profit margins, and why staying ahead of client needs is crucial for long-term success.

We explore the strategic factors you must consider before making the leap—like analyzing market demand, understanding industry trends, and ensuring you have the right resources in place. Plus, we discuss the importance of evaluating your current offerings, identifying what’s no longer serving you, and knowing when to pivot. Karl also reveals common pitfalls to avoid and shares actionable advice to help you navigate the challenges of growing your agency with confidence.

Don't miss this episode packed with practical tips and insider knowledge to help you take your agency to the next level!

Key Takeaways

• The need to add new services may arise when existing services become less popular or profitable, or when new industry trends emerge.

• It is important to be forward-looking and reserve time to explore new services and trends.

• Before adding new services, consider stopping outdated or unprofitable services.

• Evaluate the demand and supply of new services, and ensure that there is a profitable supply of people to fulfill the work.

• Avoid overcommitting and consider the potential pitfalls, such as fixed bid commitments for new services.

• Pay attention to existing clients and their needs when introducing new services.

• Don't let problems fester in your agency; address them head-on to prevent them from getting worse.

Bytes of Note

00:00 Introduction and Background

02:48 Topic: Growing an Agency by Adding New Services

03:13 Recognizing the Symptoms and Need for New Services

06:38 Considering Demand, Supply, and Industry Trends

09:15 Strategically Evaluating Existing Services

13:00 Avoiding Pitfalls and Overcommitment

15:21 Listening to Clients and Addressing Their Needs

Karl Sakas helps digital agency owners ‘Work Less’ and ‘Earn More’… while rewarding their best employees. Drawing on his background in agency operations, Karl has personally advised hundreds of agencies on every inhabited continent. An international speaker, he is the author of three books—including 'Work Less, Earn More'—and more than 400 articles on agency management. When he’s not helping clients, Karl volunteers as a bartender on an antique train.

Contact Karl:

Article: https://sakasandcompany.com/adding-new-services/

Freebies: https://sakasandcompany.com/free-resources-for-agencies/

Book: https://worklessearnmorebook.com/

Workshop: https://sakasandcompany.com/agency-lead-gen-training/

In episode 070, I got to dive into the world of agency mergers and acquisitions with Jonathan Baker, the head of the M&A practice at Punctuation. Jonathan uncovers the secrets behind successful deals in the marketing services industry, shedding light on common pitfalls like leadership changes and cultural mismatches that can derail even the most promising mergers.

Discover the key elements that make an agency stand out to potential buyers, including the power of recurring revenue and strategic positioning. Jonathan shares his expert insights on valuation and talks through the sellability index, a tool that helps agencies measure their readiness for acquisition.

We explore the latest trends in M&A, the art of succession planning, and why it's crucial for founders to delegate and step back from daily operations. Whether you're looking to buy, sell, or simply learn more about the dynamics of agency mergers, this episode is packed with valuable information and actionable advice.

Key Takeaways

• Factors that can cause deals to fail include leadership changes and cultural fit issues.

• Recurring revenue and positioning are important factors in making an agency attractive for acquisition.

• Valuation should be done annually as part of the business planning process.

• The sellability index can help agencies track their progress towards becoming sellable.

• Trends in M&A include a higher number of interested buyers than sellers.

• Succession planning should consider factors such as age, long-term goals, and the presence of a capable successor.

• Founders should delegate and extract themselves from day-to-day operations to enable growth.

• Personal goals and fulfillment should guide business decisions.

Chapters

00:00 Introduction and Background

02:11 Factors that Impact the Success of M&A Deals

05:59 The Importance of Recurring Revenue and Positioning in Agency Acquisition

08:41 Valuation and the Sellability Index: Tools for Agency Planning

19:58 Succession Planning: Considerations for Founders

22:38 Delegation and Growth: Extracting Founders from Day-to-Day Operations

25:02 Aligning Business Decisions with Personal Goals

Punctuation is a small advisory practice working exclusively with small- to mid-sized independent marketing services firms. Founded by industry veteran David C. Baker, Punctuation helps firms with positioning, lead generation, benchmarking, valuation, and succession planning.

Jonathan heads up the M&A practice at Punctuation. He has worked on dozens of deals both inside and outside the industry and brings a unique perspective as a fellow owner who has gone through the process himself.

He graduated from Emory University’s Goizueta Business School in 2005. His career began working at a small boutique marketing strategy consultancy. There, he was able to do marketing strategy and positioning work for many well-known Fortune 500 CPG companies.

In 2011, he left to start a craft brewery, Monday Night Brewing where his focus was on marketing, sales, and taprooms. After helping his business partners grow to 180+ employees and numerous locations, Jonathan stepped away from the day-to-day to head up the M&A practice for Punctuation.

He loves cocktails, music, and hiking, and lives in Atlanta with his wife, two kids, and entitled rescue Australian Shepherd, Oscar Snugs.

Contact Jonathan:

Website: https://punctuation.com/

https://www.linkedin.com/in/jonathandavidbaker/

Company LinkedIn: https://www.linkedin.com/company/wearepunctuation/

Podcast: https://punctuation.com/insights/

In episode 069, I had the pleasure of chatting with Taylor McMaster, the founder of Dot and Co. Taylor shares her inspiring journey from launching her own agency to revolutionizing it into a fractional account management service for other agencies. Her story is full of valuable insights and lessons for anyone in the industry.

Taylor dives into the importance of proactive communication and strategies for expanding client accounts. She sheds light on the often daunting task of hiring and training account managers, revealing the incredible advantages of outsourcing this crucial role. Her advice to agency owners? Hire individuals who complement your weaknesses rather than those who mirror your strengths.

But it's not all business! Taylor also shares her passion for golfing and how she recently integrated a fractional sales director into her company, adding a new layer of expertise to her team.

Join us for this exciting conversation with Taylor McMaster, filled with actionable tips, personal anecdotes, and a fresh perspective on agency growth and management.

Key Takeaways

• Proactive communication is crucial in account management to keep clients informed and satisfied.

• Outsourcing account management can help agency owners focus on other aspects of their business and achieve a better work-life balance.

• Hiring account managers who complement your weaknesses can lead to a more well-rounded team.

• Golfing can be a fulfilling hobby and a way to relax and recharge.

• Bringing in a fractional sales director can provide expertise and support in growing your business.

Chapters

00:00 Introduction and Background

02:49 Starting Dot and Co and the Genesis of the Fractional Model

08:31 Integrating Account Managers into Agency Culture

11:36 Stepping into Existing Systems and Optimizing Processes

22:26 Personal and Professional Insights

25:06 Rapid Fire Questions

27:39 Valuable Business Advice

Taylor McMaster is the founder of DOT & Company where she and her team help digital marketing agencies keep their clients happy—and keep agency owners focused on what they do best—with full-service client account management (CAM) services.

Taylor leads a team of Client Account Managers at DOT & Company, training the CAMs to work with different agencies. To date, they have helped dozens of digital marketing agencies free up their time to prioritize the money-makers in their businesses, while the DOT & Co. team ensures their client experience is smooth like butter.

She is also the host of The Happy Clients podcast, where she interviews top names in the industry, diving deep into what makes clients happy in the agency world.

Contact Taylor:

Press: www.dotandcompany.co/press

Email: taylor@dotandcompany.co

Website: www.dotandcompany.co

Podcast: www.dotandcompany.co/podcast

Facebook: https://www.facebook.com/dotandcompany

Linkedin: https://www.linkedin.com/in/taylormcmaster/

Instagram: https://www.instagram.com/dot_and_company/

YouTube: ​​https://www.youtube.com/channel/UC9_2hri1R1uaNTGeZr0Oyxg/

Twitter: ​​https://twitter.com/CompanyDot

In this episode, I had the pleasure of chatting with Anne Green, the CEO of GNS Business Communications. We met in an airport lounge and talk about the value of putting oneself “out there” to meet new people and discover new opportunities. Anne shares her journey to becoming CEO, revealing her unique leadership style rooted in compassion and empathy. We dive into the challenges of leadership and the importance of overcoming the 'us versus them' mentality.

Anne opens up about the value of curiosity, enthusiasm, and making meaningful connections in the agency world. We explore the significance of understanding one’s purpose and staying focused amidst rapid technological changes. Anne stresses the importance of agencies revisiting their culture, mission, and values to stay aligned and impactful.

Our conversation also highlights the need for trust-building, inclusivity, and open communication within organizations. Anne’s leadership style, characterized by vulnerability and openness, fosters an environment where team members feel comfortable speaking up. We wrap up by discussing the importance of self-compassion and finding joy in the dynamic world of agency life.

Join us for an engaging and insightful discussion with Anne Green, filled with practical advice and heartfelt reflections on leadership and agency dynamics.

Key Takeaways

• Transitioning to a CEO role requires learning leadership at scale and managing a collaborative matrix style.

• A leader's style should be warm, empathetic, and open, with a focus on being of service and making connections.

• Resisting the 'us versus them' mentality is crucial in both internal agency dynamics and agency-client relationships.

• Compassion and empathy are essential in understanding and supporting clients, as well as fostering a positive agency culture.

• Curiosity and enthusiasm are key traits for agency leaders, as they drive learning, collaboration, and problem-solving. Understanding purpose and staying focused is crucial in the face of technological advancements.

• Agencies should revisit their own culture, mission, and values to stay relevant.

• Trust-building, inclusivity, and open communication are essential for a strong and effective organization.

• Leadership should embrace vulnerability and openness to create an environment where people feel comfortable speaking up.

• Self-compassion and enjoying life are important for personal fulfillment in the agency industry.

Chapters

00:00 Introduction and Background

05:33 Transitioning and Learning Leadership at Scale

14:23 Resisting the 'Us Versus Them' Mentality

27:39 Building Trust and Fostering Inclusivity

36:54 Self-Compassion and Enjoying Life in the Agency Industry

Anne Green taps 30 years of experience in integrated marketing communications in her role as CEO and a partner at G&S Business Communications. She is responsible for ensuring excellence across all areas of agency performance and operations, from client service to the agency’s integrated offerings to cultivating a vibrant and growth-oriented culture. Anne was previously President and CEO of CooperKatz & Company, Inc., an award-winning agency she helped to build for more than two decades before it was acquired by G&S in 2018. She began her career with Burson-Marsteller in New York City. In her alternatives lives, she would be a singer or literature professor - but agency life ensures she's always creatively engaged.

Contact Anne:

https://www.gscommunications.com/

https://www.linkedin.com/in/anne-e-green/

In episode 067, I had an enlightening conversation with Jenny Magic, founder and author of "Build Better Change." We delved into the tough but crucial challenges of implementing internal change within organizations and explored how agencies can play a pivotal role in fostering adoption. Jenny passionately emphasizes the significance of building long-term client relationships and partnering through the change and adoption journey.

Jenny sheds light on the necessity for agencies to identify potential roadblocks early and engage in difficult conversations upfront to ensure smooth implementation. She shares invaluable tips, such as validating project needs with multiple stakeholders, conducting confidential inquiry interviews to uncover hidden challenges, and prioritizing trust and rapport with clients. Jenny also underscores the importance of empathy, employee engagement, and psychological safety within organizations.

This episode is packed with practical advice and insights for agencies looking to drive successful change and make a lasting impact. Don’t miss out on Jenny’s expert strategies and thoughtful perspectives!

Key Takeaways

• Building long-term relationships with clients is crucial for agencies to ensure successful implementation of projects.

• Agencies should surface potential roadblocks and have difficult conversations early on in the process.

• Validating the need for a project with multiple stakeholders and obtaining senior-level buy-in is important for successful adoption.

• Conducting confidential inquiry interviews can help uncover potential challenges and build trust with clients.

• Empathy, employee engagement, and psychological safety are key factors in fostering adoption within organizations.

Chapters

00:00 Introduction and Background

07:08 The Impact on Agencies

12:11 Surfacing Roadblocks: Having Difficult Conversations

23:11 The Importance of Relationships and Change

27:04 Final Advice: This Too Shall Pass

When leaders want to win back employee willingness, accelerate innovation, and reduce change fatigue, they call Jenny Magic. As a nationally recognized speaker, author, and advisor, Jenny is the founder of Build Better Change and co-author of the organizational change bestseller, Change Fatigue: Flip Teams From Burnout to Buy-In (2023). She has successfully led extensive projects with renowned organizations throughout her career, including Sesame Workshop, AARP, Citrix, Prudential, Acxiom, Alcon, Purdue University, Experian, US Bank, Cisco, and many others. She loves using the marketing strategies she's honed over two decades to motivate teams to do their best work.

Contact Jenny:

website: https://buildbetterchange.com

Change Fatigue book and Build Better Buy-In online course: https://changefatigue.com

LinkedIn: https://www.linkedin.com/in/jennymagic/

In this episode, I had the incredible opportunity to interview Gabe Levine from Matchstick Legal, a top-notch attorney specializing in representing creative businesses. Gabe brings a wealth of knowledge and expertise to the table, making this a must-listen episode for anyone in the creative industry.

We dive deep into some of the hottest topics facing agencies today. Ever worried about protecting your creative work from copycats? Gabe shares essential strategies and legal insights to safeguard your intellectual property. We also tackle the crucial task of reviewing and updating contracts to ensure they’re airtight and up-to-date with the latest legal standards.

Gabe unpacks the complexities of GDPR and privacy regulations, breaking down what they mean for your agency and how to stay compliant. He also emphasizes the importance of perspective and leverage in negotiations, providing practical tips to help you navigate these often challenging discussions.

Whether you're an agency owner, creative professional, or just interested in the legal side of the creative world, this episode is packed with valuable insights and actionable advice. Don't miss out on this engaging conversation with one of the leading legal minds in the industry!

Key Takeaways

• Having a relationship with an attorney as an agency owner is important for protecting creative work and navigating legal issues.

• Registering trademarks and copyrights can help protect creative work from copycats.

• Contracts should be reviewed and updated regularly to ensure they align with the agency's current practices and protect their interests.

• GDPR and privacy regulations are important considerations for agencies, and compliance can be complex.

• Having perspective and creating leverage are key in negotiations, but sometimes compromises need to be made to secure work.

Chapters

00:00 Introduction and Background

05:28 Protecting Creative Work from Copycats

11:38 Reviewing and Updating Contracts

Gabe is an attorney specializing in representing creative and technical businesses in commercial transactions. He's a shareholder in and president of Matchstick Legal, Inc. Gabe lives in Marin County, California with his wife Holly, daughter Kate and dog Scully. He's a very average gravel cyclist but enjoys it quite a bit.

Connect with Gabe:

matchstick.legal

https://www.linkedin.com/in/gabriellevine/

In Episode 065, I have the exciting opportunity to speak with James Martin, also known as Made By James, a talented UK-based designer renowned for his dedication to design education and his candid presence on social media. I invited James because I deeply admire how he’s grown his following and how he communicates with his audience.

James shares his journey from a solopreneur to becoming a design partner at Lincoln Design, highlighting the evolution of his career and the importance of giving back to the design community. He openly discusses the range of emotions he experiences during the design process, including imposter syndrome, and provides valuable Adobe tips and tricks.

In our conversation, James talks about understanding your worth and pricing your services appropriately. He emphasizes the fear of saying no and its impact on self-worth, sharing his 13% rule for pricing to help increase confidence in charging higher rates. James also underscores the importance of setting the right prices and not undervaluing oneself.

Finally, James reflects on the significance of letting go to grow and the importance of celebrating achievements along the way. This episode is packed with insights for designers at any stage of their careers, offering practical advice and inspiration for building a successful and fulfilling design practice.

Key Takeaways

• Building a community and giving back through design education can lead to personal and professional growth.

• Consistency and authenticity in sharing your work and knowledge on social media can help establish your personal brand.

• Transitioning from a solopreneur to working with an agency can provide new opportunities and a larger team to collaborate with.

• Understanding your worth as a designer and pricing your services accordingly is crucial for sustainable business growth.

• Saying no to clients who don't align with your value and pricing can lead to better opportunities and a stronger business. Don't let fear and self-doubt dictate your pricing. Set the right prices based on your value and expertise.

• Use the 13% rule to increase your prices incrementally and build confidence in charging higher rates.

• Focus on proving your value to clients through case studies and demonstrating the impact of your work.

• Let go of certain tasks and responsibilities to allow for growth and scalability in your business.

• Take the time to celebrate your achievements and enjoy the journey rather than constantly chasing the next goal.

Chapters

00:00 Introduction and Background

02:06 Starting to Share Work on Social Media

05:00 Evolution as a Designer

06:45 Transition to Working with Lincoln Design

09:11 Giving Back and Building a Community

12:09 Transition from Solopreneur to Agency Partner

19:15 False Sense of Security on Social Media

21:22 Knowing Your Worth and Evolving as a Designer

23:15 Saying No to Clients to Say Yes to Yourself

23:47 The Fear of Saying No and Self-Worth

25:06 Setting the Right Prices

26:28 Proving Your Value to Clients

27:27 The 13% Rule for Pricing

29:22 The Evolution of the Partnership with Lincoln

30:28 Focusing on Helping Designers

33:29 Letting Go to Grow

James Martin, better known as Made By James, is transforming the design education landscape with his rebellious creativity and relentless determination. He has dedicated 20 years of his life to achieving creative excellence, being sought after by clients for the impact his work has on businesses and the meticulously crafted experiences he delivers.

He now has one purpose: to build the best designers on the planet.

Through his real-world experience, he understands that to land your 'dream client,' you first need to become a 'dream designer.' The status quo within the design education space is focused solely on external outcomes, when the real focus should be on internal transformation. He knows if he can help designers become comfortable with the unpredictability of the real creative world, then the predictable stuff becomes even easier to manage.

His full focus is as an educator to brand designers, but he is also a best-selling author, public speaker, and creative partner at Lincoln Design Co., where the team works daily with the likes of Disney, Liquid Death, and Nike. He is dedicated to guiding the next generation of designers with action, honesty, and love, creating a future where designers and clients thrive together.

Connect with James:

themadebyjames.com

https://www.instagram.com/made.by.james/