In episode 089 of Agency Bites, I had the pleasure of sitting down with Dan Englander, CEO of Sales Schema. We dove into the world of strategic sales planning for marketing agencies and unpacked some of the biggest challenges agency owners face—things like relying too much on referrals, struggling with time, and not having a clear idea of their target market.  

Dan breaks down why building trust and leveraging connections is so critical for effective outreach, and we talk about where automation fits (and doesn’t fit) into the sales process. He also explains why it’s so important to create a solid sales system before you start hiring salespeople, and how understanding sales cycles can help set better expectations.  

We also touch on hiring the right salesperson and why the human element in sales can’t be overlooked. And of course, we wrap up with some fun rapid-fire questions that give us a glimpse into Dan’s personal and professional side. 

If you’re an agency owner looking to make your sales process smoother, more human, and more effective—this one’s for you!

Key Bytes

• Many agencies rely too much on referrals for growth.

• Lack of time and clarity are major stumbling blocks for agency owners.

• Outbound sales should start as a clarity-building exercise.

• Agencies should define their target markets and specialize.

• Building trust is crucial in a competitive landscape.

• Leveraging connections can enhance outreach effectiveness.

• Automation in sales processes is essential but quality matters.

• Most agency clients have owner-led sales teams.

• It's important to build a sales system before hiring a salesperson.

• Understanding sales cycles is key to setting expectations.

Chapters

00:00 Introduction to Agency Growth Strategies

01:50 The Importance of Strategic Sales Planning

04:41 Overcoming Common Agency Growth Challenges

09:10 Building Trust in a Competitive Landscape

12:52 Leveraging Connections for Effective Outreach

15:24 The Role of Automation in Sales Processes

18:46 Creating a Sales System Before Hiring

21:55 Understanding Sales Cycles and Expectations

26:51 The Human Element in Sales

Dan Englander is the CEO and Founder of Sales Schema, a fractional new business team for marketing agencies, and he hosts The Digital Agency Growth Podcast.  Previously Dan was the first employee head of new business at IdeaRocket, and before that, Account Coordinator at DXagency.  He's also the author of Relationship Sales at Scale: How to Find Your Virtual Tribe and Reliably Grow Your Professional Service Business, Mastering Account Management and The B2B Sales Blueprint.  In his spare time, he enjoys developing new aches and pains via Brazilian Jiu-Jitsu and spending time with his wife Sarah and their son Adrian in NYC.

Contact Dan:

www.salesschema.com

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

https://www.linkedin.com/company/sales-schema/?viewAsMember=true

https://www.facebook.com/salesschema

Ep 088 – Mario Lanzarotti, Zen-Preneurs – Mindful Agency Ownership

In this episode of Agency Bites, I sat down with Mario Lanzarotti, a business strategist who transformed his entrepreneurial journey through mindfulness and personal growth to focus on joy and making an impact. Mario shared his powerful story of starting an e-commerce business in New York, experiencing a pivotal panic attack that led him to meditation, and ultimately discovering the importance of emotional processing and redefining success. Through practices like Transcendental Meditation and plant medicine ceremonies, Mario developed his Zenpreneur method, which emphasizes that who you are being is more important than what you are doing. We dove deep into how entrepreneurs can break free from the hustle culture, process underlying emotional barriers, and create a more intentional, fulfilling business path. Mario's journey is a testament to the power of choice, inner work, and understanding that true success goes far beyond financial metrics.

Key Takeaways

• Mario's journey began in New York City with an e-commerce brand.

• Entrepreneurship is often perceived as a path to freedom.

• Stress can lead to a realization that something is off in life.

• Meditation provided Mario with a tool to regain control.

• Success is not just about financial gain but also personal happiness.

• The Landmark Forum helped Mario understand the power of choice.

• Agency owners often feel overwhelmed by information overload.

• Emotional processing is crucial for personal and professional growth.

• Redefining success can lead to a more fulfilling life.

• Who you are being is more important than what you are doing.

Chapters

00:00 Introduction to Zenpreneurship

01:00 Mario's Entrepreneurial Journey

04:31 The Turning Point: From Stress to Meditation

10:30 Discovering the Power of Choice

15:05 The Shift from Hustle to Zen

20:04 Emotional Processing and Personal Growth

25:13 Redefining Success Beyond Money

30:05 The Matrix of Entrepreneurship

32:07 Rapid Fire Questions and Closing Thoughts

Mario Lanzarotti is a pioneer in transforming the way agency owners scale their businesses, combining high-performance strategies with inner peace and sustainable success. After successfully exiting his first company, Awl & Sundry, in 2019, Mario embarked on a global journey that led to the creation of the Zenpreneur method—an innovative approach that empowers entrepreneurs to achieve 7-figure success without sacrificing their well-being.

Today, Mario is leading a movement that redefines entrepreneurial success by integrating wealth creation with self-mastery and mindful leadership. He specializes in guiding agency owners from overwhelmed solopreneurs to confident CEOs who build scalable businesses while maintaining freedom, control, and a lasting impact.

With over 1,000 business owners coached, Mario has left an indelible mark on the entrepreneurial community. His TEDx talk, which has amassed over 2 million organic views, underscores his groundbreaking methods for accelerating business growth while fostering a balanced, fulfilling lifestyle.

Mario’s mission is to help agency owners break free from the grind culture, scale with purpose, and create businesses that not only thrive financially but also contribute positively to their lives and the world around them.

Contact Mario:

https://www.mariolanzarotti.com/

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

Ep 087 – Peter Kang, Barrel Holdings – Building an Agency Portfolio

In Episode 087 of Agency Bytes, I had an inspiring conversation with Peter Kang, co-founder and chairman of Barrel Holdings. Peter shared his journey of building Barrel, a standout eCommerce agency specializing in Shopify, and how his vision evolved into creating multiple specialized agencies under the Barrel Holdings umbrella.  

We dove into the challenges and rewards of growing an agency, the strategic decisions that shaped his path, and what it’s like to step back from daily operations to focus on the bigger picture. Peter is passionate about investing in the right people and systems to build an ecosystem of agency services that truly thrives and writes about it weekly in his newsletter.

He also opened up about the importance of transparency in communication, their bold Omakase experiment in funnel building, and launching Agency Habits, a resource-packed platform for agency operators. Throughout our chat, Peter emphasized the power of relationships in business and the fulfillment that comes from pursuing work you’re truly passionate about.  

This episode is packed with actionable insights and inspiration—don’t miss it!

Key Takeaways

• Peter Kang co-founded Barrel in 2006 with a focus on digital transformation.

• The agency evolved to specialize in e-commerce, particularly Shopify.

• Barrel Holdings was created to manage multiple agencies under one umbrella.

• Transparency in communication has been a core value for Peter and his team.

• The Omakase experiment allowed clients to receive branding for free, building a portfolio.

• Separate agencies allow for tailored staffing and focused strategies.

• Agency Habits aims to share resources and insights among agency operators.

• Building relationships is crucial for long-term success in business.

• The importance of passion-driven work over purely strategic planning.

• Peter emphasizes the need for a succession plan in agency leadership.

Chapters

00:00 Introduction to Agency Bites and Peter Kang

05:10 Focusing on E-commerce and Shopify

10:16 The Strategy Behind Separate Agencies

14:35 The Importance of Transparency in Communication

16:20 The Omakase Experiment: A Bold Approach

23:01 Building a Diverse Agency Portfolio

24:56 Launching Agency Habits: A New Venture

28:41 Rapid Fire Questions and Personal Insights

Peter Kang is co-founder and Chairman of Barrel Holdings, a portfolio of digital agency businesses that includes Barrel, a leading Shopify agency, and BX Studio, a leading Webflow agency. Peter enjoys working closely with agency leaders both in and outside of Barrel Holdings, being a sounding board and sharing lessons learned from years of operating agency businesses.

Contact Peter:

barrel-holdings.com

peterkang.com

agencyhabits.com

In Episode 086 of Agency Bytes, I sit down with Christian Banach, a business development expert with a fascinating backstory—from concert promotions to helping agencies land big-ticket clients. Christian’s journey is packed with lessons for anyone looking to level up their business development game.  

We dive into the power of relationship marketing, the magic of positioning and specialization, and how agencies can stand out in a crowded marketplace. Christian shares actionable strategies for building and nurturing an email list and why thought leadership (like newsletters!) is key to staying top of mind with prospects.  

We also chat about creating consistent, meaningful content and using LinkedIn to boost visibility and credibility. If you’re wondering how to turn casual readers into real connections, this episode is a goldmine.  

It’s a must-listen for agency owners ready to take their business development to the next level!

Key Takeaways

• Christian Banach started his entrepreneurial journey in high school.

• The 2008 recession prompted Christian to pivot to business development.

• Agencies often struggle with lead generation due to lack of specialization.

• Positioning and messaging are crucial before seeking leads.

• Thought leadership can significantly enhance agency visibility.

• Email newsletters should focus on providing value, not self-promotion.

• Building a targeted email list is essential for effective outreach.

• Consistency in sending newsletters is key to staying top of mind.

• Agencies can repurpose existing content for newsletters.

• Engagement analytics can guide proactive outreach to prospects.

Chapters

00:00 The Journey of Christian Banach

02:49 Navigating Business Development Challenges

05:56 The Importance of Positioning and Specialization

09:05 Thought Leadership and Email Newsletters

12:01 Building and Engaging Your Email List

15:07 Content Strategy for Effective Newsletters

17:57 Leveraging LinkedIn for Thought Leadership

20:51 Transitioning from Readership to Engagement

24:09 Final Thoughts on Newsletter Success

Christian Banach is a seasoned business development expert who began his entrepreneurial journey in high school by running a successful concert promotions business. He's worked with big names like Lady Gaga and Pitbull and led marketing activations for brands like Disney and Toyota. After navigating the challenges of the 2008 recession, Christian pivoted to business development, helping agencies generate millions in revenue with clients like Kohl's and Constellation Brands. Now, he's on a mission to help agencies and consultancies land 6 and 7-figure opportunities predictably. Welcome to the show, Christian!

Contact Christian:

christianbanach.com

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

In Episode 085 of Agency Bytes, I had the privilege of sitting down with Dia Bondi, a communications expert and author of Ask Like an Auctioneer. Dia shares her fascinating journey from the world of auctioneering to becoming a sought-after communication coach.

We dive deep into the art of asking effectively in high-stakes situations, exploring how to embrace rejection, craft impactful asks, and understand the value behind what you're offering. Dia introduces her powerful framework for building and delivering asks with confidence and clarity.

This episode is packed with insights on training your mindset to recognize what you truly want, articulate it boldly, and go after it fearlessly. Dia inspires us to make our dreams known and actively chase our goals with intention and determination.

If you’ve ever struggled with asking for what you deserve, this conversation is one you don’t want to miss!

Key Takeaways

• Asking like an auctioneer involves maximizing potential asks.

• Rejection should be seen as a sign of success, not failure.

• Design your asks based on what you truly want, not what you think you can get.

• Understanding the perceived value is crucial in negotiations.

• The offer inside the ask should benefit both parties involved.

• Mindset plays a significant role in how we approach asking for what we want.

• It's important to communicate your dreams to those around you.

• Asking for more can lead to greater outcomes than anticipated.

• The process of auctioneering provides valuable insights into effective communication.

• Honesty and generosity should guide your asks, not manipulation.

Chapters

00:00 Introduction to Asking Like an Auctioneer

05:16 The Connection Between Asking and Auctioneering

10:28 Mindset: Embracing Rejection

15:30 Designing Your Ask

20:57 The Offer Inside the Ask

27:03 Final Thoughts and Rapid Fire Questions

Dia Bondi is a Communications Catalyst, Speaker and Author of Ask Like an Auctioneer: How to Ask for More and Get It. She coaches VC-backed founders, executives, and ambitious professionals to speak powerfully when the stakes are high. She helped Rio de Janeiro win the right to host the 2016 Summer Olympics and has helped countless leaders secure hundreds of millions in decisions and resources. A hobbyist fundraising auctioneer, Dia’s TEDx Talk was selected as a TED Editors’ Pick, showcasing how to make the kinds of asks that can change everything.

https://www.diabondi.com/bytesized

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/