In episode 103 of Agency Bytes, I sit down with Greg Hickman, founder of Alt Agency and an expert at helping agency owners break free from the time-for-money grind. Greg shares his fascinating journey from the world of big agencies to building his own seven-figure business—while working just 25 hours a week! We dive deep into the pitfalls of the traditional agency model and explore how the Alt Agency approach helps owners productize their services, streamline operations, and reclaim their time.

Greg and I also unpack the difference between productizing and commoditizing agency work (hint: you don’t have to sacrifice creativity for efficiency!). We talk about scaling smart, building systems that don’t drain your soul, and why redefining wealth goes beyond the numbers in your bank account. Plus, Greg shares some personal stories and life lessons about being present for the moments that really matter, in business and at home.

If you’re looking to run a more sustainable and rewarding agency, this is one you won’t want to miss.

Key Bytes

• Greg Hickman transitioned from traditional agency roles to founding AllAgency.

• The Alt Agency model focuses on monetizing expertise rather than just labor.

• Productization of services can lead to greater scalability and efficiency.

• Wealth is defined not just by money, but by time and health.

• Agencies can benefit from creating multiple service tiers to cater to different client needs.

• The lines between agencies, SaaS, and coaching are increasingly blurred.

• Building a scalable business requires a shift in mindset and operations.

• Automation and systems are key to reducing workload and increasing profits.

• Greg's journey highlights the importance of adapting to market needs.

• The impact of helping 800 agencies showcases the ripple effect of effective coaching. 

• Productized services focus on specific outcomes.

• Systematization helps agencies improve efficiency and profitability.

• Lead generation is crucial for agency success.

• Productization simplifies marketing and client management.

• Agencies often lose money due to inefficient pricing models.

• Creativity can thrive within a productized framework.

• Differentiation is key to avoiding commoditization.

• Personal growth involves learning from past experiences.

• Being present in personal life enhances overall happiness.

• Enjoying the journey is as important as the destination.

Chapters

00:00 Introduction to Agency Bites and Guest Background

01:30 Greg's Journey in the Agency World

04:21 Transitioning to the Alt Agency Model

07:37 The Evolution of Services and Client Focus

10:40 Impact and Scale of the Alt Agency Model

12:59 Defining Wealth Beyond Money

13:31 Understanding the Alt Agency Model

19:54 Building a Scalable Offer Suite

21:31 Transforming Agency Services into Productized Offerings

24:33 The Importance of Systematization in Agencies

27:52 Lead Generation and Client Retention Challenges

30:19 Differentiating Productization from Commoditization

33:21 Personal Insights and Life Lessons

Greg Hickman helps agency owners and consultants escape the trap of trading time for money. After nearly two decades working with brands like Pepsi, AT&T, and the NY Jets, Greg built his own marketing automation agency and built funnels and systems for entrepreneurs like Dan Martell, Chris Ducker, John Lee Dumas, Jasmin Star, Nerd Fitness, and more. Now through AltAgency, he's helped over 800+ service providers build profitable, sustainable businesses by productizing their services and monetizing their expertise. Greg runs his 7-figure business working 3-4 days per week (most weeks), taking Fridays off for mountain biking, and wants to help others learn how to do the same. His unique approach helps owners ‘scale’ profits without scaling the complexity or sacrificing their lives.

Contact Greg: 

altagency.com

gregsvideos.com

In episode 102 of Agency Bites, I’m joined by Rena DeLevie—a leader and teacher who gets real about what it actually takes to show up fully and compassionately in today’s world. Yes, she’s got the corporate leadership chops and has been on a mission to end fear-based management, but what resonated most with me in this conversation was how personal and human her journey is.

Rena shares how, as someone with deep empathy and anxiety in her DNA, she learned to soothe her nervous system so she could show up with clarity and compassion—not just at work, but everywhere. We talk about the practices she leans on every day—meditation, breathwork, walking in the woods, connecting with nature, and even humor—as ways to ground herself and navigate stress, overwhelm, and tough decisions.

She’s lived through corporate toxicity, hard layoffs, and the pressure to “toughen up” as a leader. But instead of staying stuck in survival mode, she learned how to reconnect with herself, how to be present, and how to lead with kindness without losing her edge. 

This isn’t just a conversation about business—it’s about how we take care of ourselves so we can take care of others. It’s about slowing down enough to be intentional in how we speak, lead, and live. It’s about taking care of ourselves all ways, always. 

If you’ve been feeling stretched thin, reactive, or stuck in fight-or-flight mode, this episode will give you some simple but powerful ways to reset and recenter. Let’s get into it.

Key Bytes

• Compassion can radically transform agency culture and leadership.

• Fear-based management often leads to anxiety and burnout.

• Authenticity in leadership energizes both the leader and the team.

• Compassion and accountability must coexist in effective leadership.

• Daily meditation can help manage anxiety and foster self-awareness.

• Choosing yourself means prioritizing self-compassion and understanding.

• Humor can shift the energy of a toxic work environment.

• Compassionate leadership requires setting boundaries and not being a doormat.

• Navigating toxic environments often requires personal resilience and strategy.

• Modeling compassionate behavior can influence workplace culture positively.

Chapters

00:00 Introduction to Compassionate Leadership

01:15 The Shift from Fear-Based to Compassionate Leadership

04:06 The Energizing Power of Authenticity

10:00 Navigating Toxic Work Environments

12:56 Compassion and Accountability in Leadership

19:46 Daily Practices for Compassionate Living

25:52 Choosing Yourself: The Path to Self-Compassion

31:50 The Importance of Humor and Perspective in Leadership

Rena combines over 25 years with Fortune 500 companies and 20 years as a practitioner of mindfulness/meditation to show us the path to eliminating the fear-based culture so prevalent in

corporate America. Her book, Compassionate Management, How Ambitious Creatives Become Kick-Ass Leaders, and her TEDxTalk, Compassionate Management -- using compassion as a business tool has been used in businesses around the globe as a model to radically change leadership culture and how we treat one another.

Rena has given a TEDx Talk, presented at over 30 conferences, led over 60 workshops, and been on

dozens of podcasts. Rena is a high-energy presenter and interactively engages audience members to show compassionate leadership in action. This experiential approach empowers attendees to redefine their own leadership style and evolve their expectations of leadership culture.

Contact Rena on their website: renadelevie.com

In Episode 101 of Agency Bytes, I sit down with Kyra Cavanaugh, a wellbeing consultant, meditation coach, and Qigong instructor, for a conversation that feels like a deep breath in the middle of a hectic workday. We explore what it really means to prioritize wellbeing—not just for ourselves but for our teams and the people we lead.

Kyra shares practical, down-to-earth strategies for finding balance in a world that pushes us to hustle nonstop. We talk about how small, intentional moments of self-care can ripple into productivity, creativity, and stronger connections—both at work and in life. From recognizing when a teammate (or you) might need a breather, to breaking the cycle of “push through and crash later” culture, this episode is all about giving yourself permission to slow down in order to show up fully.

If you’ve ever struggled with burnout, felt the pressure to always be “on,” or wondered how to create a healthier, more human-centered workplace, this conversation is for you. Take a pause and join us.

Key Bytes

• Wellbeing is essential for productivity and creativity.

• Connection and mental health challenges have been prevalent for years.

• Daily self-care practices can help mitigate stress.

• Leaders must model wellbeing for their teams.

• Emotional intelligence is crucial in leadership.

• Establishing boundaries is key to healthy workplace relationships.

• Investing in oneself is a necessary practice.

• Simple check-ins can foster team connection.

• Recognizing the impact of personal struggles is important.

• Human connection should be prioritized in the workplace.

Chapters

00:00 Introduction to Wellbeing in the Workplace

05:55 Shifting Mindsets: From Work-Life Balance to Daily Wellbeing

11:48 Practical Strategies for Self-Care and Team Support

17:50 Emotional Intelligence in Leadership

23:50 Fostering Human Connection in the Workplace

Kyra Cavanaugh is a well-being consultant, meditation and healing coach, and Qigong instructor. She's worked with hundreds of businesses and thousands of leaders to improve personal, team and organizational well-being. She's an author, podcaster, speaker, coach and serial entrepreneur based in Asheville, NC where she loves to hike and listen to local, live music.

www.15Be.com

www.freeyourself.world

www.youtube.com/@freeyourselfworld

In the 100th episode of Agency Bytes, I couldn’t think of a more fitting guest to mark this milestone than the legendary Debbie Millman. As a designer, writer, educator, and the pioneering host of Design Matters, Debbie has shaped the creative industry in ways that continue to inspire me and so many others. In this conversation, we dive into her remarkable journey—from leading Sterling Brands to an Omnicom acquisition, to her impact on branding and design education, and even the evolution of her own 20-year podcasting career. She shares invaluable insights on leadership, overcoming rejection, embracing an abundance mindset, and finding inspiration in unexpected places. Plus, we discuss her upcoming book Love Letter to a Garden and the deeply personal connection between creativity and growth. It’s an episode filled with wisdom, warmth, and a celebration of resilience in the creative industry.

In this episode, we dig into:

• Debbie’s leadership at Sterling Brands and the journey to an Omnicom acquisition

• The evolution of Design Matters and what 20 years of podcasting has taught her

• How an abundance vs. scarcity mindset changed her creative path

• The impact of Milton Glaser’s mentorship and his powerful five-year vision exercise

• Advocating for women in design and her role in Omnicom’s Omniwomen network

• Dealing with rejection, imposter syndrome, and the realities of a creative career

• Her new book Love Letter to a Garden and the inspiration behind it

So, whether you’ve been here since episode one or you’re tuning in for the first time, thank you for being part of this journey with me. I sincerely hope you enjoy this special 100th episode of Agency Bytes with the one and only Debbie Millman!

Key Bytes

• Debbie became a shareholder at Sterling Brands in 1998.

• Leadership requires balancing financial acumen with creative passion.

• Debbie's management style was demanding yet fair.

• The acquisition by Omnicom was a pivotal moment for Sterling Brands.

• Debbie actively mentors and advocates for women in the industry.

• Her podcast, Design Matters, has evolved significantly over 20 years.

• Debbie's closing statement reflects her commitment to making a difference.

• The podcast has maintained a loyal audience despite industry changes. 

• Debbie's early writing for Armin Vitt's blog sparked her design journey.

• Milton Glaser's teachings on scarcity and abundance were transformative for Debbie.

• Writing a five-year plan helped Debbie visualize her future.

• Debbie emphasizes the importance of teaching and sharing knowledge.

• Rejections are a common experience, and feelings are temporary.

• Travel serves as a major source of inspiration for Debbie's work.

• Debbie's upcoming book combines her love for gardening and visual storytelling.

• Debbie encourages embracing both successes and failures in one's career.

• Believing in oneself is crucial for achieving goals. 

Chapters

00:00 Celebrating Milestones: The 100th Episode

12:37 Navigating Challenges in a Changing Market

18:06 Empowering Women in Creative Industries

24:42 The Evolution of Design Conversations

33:35 Navigating Rejections and Setbacks

42:05 Upcoming Projects and Personal Growth

Named “one of the most creative people in business” by Fast Company, “one of the most influential designers working today” by GDUSA, and a “Woman of Influence” by Success magazine, Debbie Millman is also an author, educator, designer, and podcast pioneer. Debbie is the host of the Webby and Signal award-winning podcast Design Matters, one of the first and longest-running podcasts in the world; Chair of the first-ever Masters in Branding Program at the School of Visual Arts, Co-owner and Editorial Director of PrintMag.com, and the author of seven books on design and branding. Debbie is the recipient of a Cooper Hewitt National Design Award and a Lifetime Achievement award from AIGA, the Professional Association for Design. She is currently a Harvard Business School Executive Fellow and was recently invited to the Design Advisory Board of Canva. 

Contact Debbie:

www.debbiemillman.com

branding.sva.edu

In episode 099 of Agency Bytes, I got to have our first-ever repeat guest: Kelly Campbell. Kelly is a trauma-informed leadership coach, author of Heal to Lead, and creator of The New TLC: Trauma, Leadership, and Consciousness on Substack. They aren’t just talking about leadership—they’re redefining what it means to be a leader in today’s world, starting from the inside out.

This conversation goes deep. We’re talking about the unspoken struggles that agency owners face—the hidden emotional baggage, the past experiences that shape how we lead, and why doing the inner work isn’t just self-care, but a leadership imperative.

Kelly shares how their own journey led to a radical shift in understanding leadership—not as a performance, but as an extension of our healing. We unpack why self-awareness is the foundation of trust, how compassion (not control) is the key to stronger teams, and why integrating past trauma is essential for leading with clarity and confidence.

We also get into:

• Why so many leaders struggle with reactivity, trust, and burnout—and how to break the cycle.

• The real difference between empathy and compassion (and why one is more effective in leadership).

• The danger of people-pleasing in leadership—when “being supportive” crosses into self-sacrifice.

• How agency leaders can create cultures of psychological safety, especially in uncertain times.

• Kelly’s bold decision to step away from LinkedIn for a year—and why they’re doubling down on deeper, more meaningful conversations on The New TLC.

• The agency landscape in 2025—why some agencies are thriving while others are struggling, and what owners need to focus on to stay ahead.

If you’ve ever felt like leadership was more exhausting than it should be—if you’ve questioned why certain situations trigger you, or if you want to create a more human, connected, and resilient agency culture—this episode will challenge you in all the right ways.

Kelly’s insights are game-changing, their wisdom is undeniable, and this conversation is one you don’t want to miss.

Key Bytes

• Publishing a book is a unique and challenging journey.

• The feedback from my book has led many to seek therapy.

• Vulnerability in leadership fosters trust and connection.

• Creating supportive environments is crucial for employee well-being.

• Compassionate leadership can reduce attrition and enhance collaboration.

• Personal experiences shape our leadership styles and effectiveness.

• Building community is essential for personal and professional growth.

• Experimenting with social media can lead to clearer boundaries.

• Daily practices can significantly impact overall well-being.

• Self-awareness is key to effective leadership.

Chapters

00:00 The Journey of Healing Leadership

06:30 The Creative Process of Writing a Book

12:00 Personal Growth Through Vulnerability

19:22 Navigating Leadership and Emotional Intelligence

23:44 Creating Supportive Work Environments

29:11 The Future of Leadership in a Changing World

33:12 Building Community and Personal Practices

39:53 Experimenting with Social Media and Boundaries

Kelly L. Campbell (they/them) is a Trauma-Informed Leadership Coach to emerging and established leaders who want to live, lead, and love with confidence and freedom. They are the author of HEAL TO LEAD: Revolutionizing Leadership through Trauma Healing. As a Sacred Trauma Healing practitioner, they work one-on-one with those who have experienced trauma in childhood or adulthood. Kelly has written for Entrepreneur, Fast Company and Forbes, and currently writes on Substack about “The New TLC: Trauma, Leadership, and Consciousness.” Their vision is for more than half of humanity to heal its childhood trauma so that we may reimagine and rebuild the world together.

Contact Kelly:

https://klcampbell.com

https://kellylcampbell.substack.com/

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

https://www.instagram.com/kelly.l.campbell/

In episode 098 of Agency Bytes, I sit down with Paolo Vidale, CEO of Hidden Gears, for one of the most honest and raw conversations we’ve ever had on this podcast. This isn’t just about agency life—it’s about the real, unfiltered struggles that come with being an entrepreneur and a human being.

Paolo opens up about one of the hardest challenges he and his wife faced—her unexpected cancer diagnosis at just 35 years old. We talk about what happens when life blindsides you, when everything you’ve built suddenly takes a backseat to survival, and how you find the strength to keep going. Paolo shares what it was like to step up as a caregiver, run a business solo, navigate financial pressures, and manage his own mental health—all while figuring out how to show up for his wife, his team, and himself.

We also get into:

• The emotional weight of entrepreneurship—and why so many agency owners feel like they have to have it all together, even when their world is falling apart.

• The unexpected kindness that came from clients and colleagues when he chose to be vulnerable about his situation.

• The hardest leadership lessons he learned while scaling back, delegating, and ultimately growing the agency in a healthier, more sustainable way.

• How this experience completely reframed his approach to work, life, and success—from prioritizing health and setting boundaries to embracing a “YOLO” mentality when it comes to experiencing life fully.

This conversation isn’t just about overcoming setbacks—it’s about redefining what truly matters. If you’ve ever struggled with balancing business and personal challenges, if you’ve ever felt like you had to carry everything alone, or if you need a reminder that it’s okay to step back, ask for help, and build a business that supports your life (not the other way around)—this episode is for you.

Paolo’s story is deeply personal, incredibly inspiring, and a powerful testament to resilience, leadership, and love. Give it a listen—you won’t regret it.

Key Bytes

• Life as an entrepreneur is filled with challenges.

• Vulnerability is crucial in business settings.

• Having a supportive partner can enhance business success.

• Navigating a health crisis requires clear communication.

• Delegation is essential for effective leadership.

• Prioritizing health can lead to better business outcomes.

• Traveling can provide a much-needed reset from work.

• Work-life balance is vital for a healthy team culture.

• It's important to redefine success beyond financial metrics.

• Health crises can shift priorities and perspectives on life.

Chapters

00:00 Introduction to Paolo Vidale and Hidden Gears

07:30 Navigating Personal and Professional Challenges

15:41 Coping with a Life-Altering Diagnosis

22:56 Leadership Lessons from Adversity

30:48 Reframing Life Priorities and Business Goals

39:51 Building a Healthy Work Culture

Paolo Vidali is the CEO and co-owner of Hidden Gears, a distributed web design, development, and marketing agency specializing in e-commerce solutions for growing businesses across the US, with offices in New York and Honolulu. With over 17 years of experience in web development and digital marketing, he focuses on Shopify Plus development, Pay Per Click (PPC) management, SEO, and conversion optimization. A veteran digital strategist and solutions architect, Paolo has a diverse background in managing sustainability initiatives, digital marketing strategy, and omni-channel retail.

Contact Paolo:

https://www.hiddengears.com

https://www.instagram.com/hiddengears

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

https://x.com/paolorobot

In episode 097 of Agency Bytes, I had the pleasure of speaking with Matthew Fox, a project leader, trainer, and operations consultant who specializes in conscious leadership and helping teams work better together.

Matthew opened up about his personal journey with imposter syndrome and how it led him to dive deep into self-development. Over the years, he’s explored frameworks like The 15 Commitments of Conscious Leadership and the Drama Triangle, which have shaped how he approaches leadership and team dynamics.

One of the biggest takeaways from our conversation? Project managers often spot cultural issues before leadership does. If your projects are struggling, it’s probably not just an execution problem—it’s a reflection of your agency’s culture

We also dove into the importance of self-care for agency owners—something too many of us neglect. Matthew shared how shifting from reactive, fear-based leadership to solution-focused, conscious leadership can improve team morale, retention, and overall agency success.

This was an insightful conversation, and I know agency owners will take a lot from it. If you’re stuck in survival mode, it might be time to rethink how you lead.

In Episode 093 of Agency Bytes, I sat down with Jonathan Stark — a former software developer turned pricing consultant — to dig into a topic that trips up so many agencies: hourly billing vs. value-based pricing.

Jonathan shared how he made the shift from trading time for money to focusing on the value his work delivers. What started as a few talks with agencies grew into a full-blown movement — writing books, delivering content, and building a thriving community of creative professionals ditching the hourly model.

We talked about why hourly billing holds agencies back, the importance of deeply understanding client needs, and how to craft pricing options that reflect the true value you provide. Jonathan’s insights on uncovering client motivations and taking a more strategic approach to pricing will help you build stronger client relationships and increase profitability.

If you’re tired of being stuck in the “billable hour” mindset, this episode is packed with actionable advice you won’t want to miss.

Key Bytes

• Hourly billing limits income potential.

• Understanding client outcomes is crucial for pricing.

• Scope should be defined after understanding client needs.

• Value-based pricing can lead to higher profits.

• Creating multiple pricing options can attract clients.

• Time tracking is unnecessary in a value-based model.

• Client motivations should drive the sales conversation.

• Different levels of engagement affect pricing strategies.

• Value pricing enhances client relationships.

• Being unique in your offering is essential for success.

Chapters

00:00 Introduction to Ditching Hourly Billing

06:01 Understanding Client Needs and Outcomes

11:45 Creating Pricing Options for Clients

17:47 Uncovering Client Motivations

23:54 The Home Run of Value Pricing

Jonathan Stark is a former software developer who is on a mission to rid the world of hourly billing. He is the author of Hourly Billing Is Nuts, the host of Ditching Hourly, and writes a daily newsletter on pricing for independent professionals.

https://jonathanstark.com/

In Episode 092 of Agency Bytes, I had the absolute pleasure of interviewing Armin Vit, co-founder of Under Consideration and editor of the wildly popular blog Brand New. As someone who’s followed Armin’s work for nearly two decades, this was a bucket-list conversation for me.

We dove into the early days of design blogging and how Brand New evolved from a passion project into a thriving subscription-based business. Armin shared why he and his partner Bryony chose to lean into events and community-building over running a traditional design agency — and how that shift has shaped their success.

We also got into some fun topics like logo trends, what makes a redesign impactful, and how design can spark conversation. But what really stood out were Armin’s insights for agency owners — from taking calculated risks to staying organized with something as simple (and powerful) as spreadsheets.

If you’re an agency owner or a design enthusiast, you won’t want to miss this episode. Armin’s perspective on balancing creativity, business, and community is inspiring and packed with practical takeaways.

Key Bytes

• The transition to a subscription model was driven by the pandemic.

• In-house design is gaining recognition and importance in the industry.

• The Brand New blog has evolved in writing style and audience engagement.

• Airbnb's logo change is a prime example of design conviction.

• Design trends often emerge simultaneously across the industry.

• Community engagement through events is a key passion for Armin.

• Calculated risks are essential for agency growth and survival.

• Spreadsheets help organize thoughts and data effectively.

• The design industry is shifting towards valuing in-house talent.

Chapters

00:00 Introduction to Armin Vit and Under Consideration

08:10 Passion for Events and Community Engagement

15:01 The Brand New Blog and Its Evolution

20:59 Identifying Design Trends in Real Time

30:01 Valuable Business Advice for Agency Owners

Born and raised in Mexico City, Armin Vit is a graphic designer and writer now living in Bloomington, IN. He is co-founder of UnderConsideration, a graphic design firm generating its own projects, initiatives, and content. He is the editor and primary writer of the popular blog Brand New. Along with his wife and business partner, Bryony Gomez-Palacio, he is the co-organizer and co-host of the Brand New Conference (established in 2010) as well as of First Round (established in 2018) and In-house In-focus In-person (launching in 2025). Cumulatively they have curated a selection of more than 450 individual speakers and hosted more than 12,000 attendees since 2010.

Contact Armin:

instagram.com/arminvit 

instagram.com/brandnewbyucllc 

instagram.com/inhouseinfocus 

instagram.com/bnconf

underconsideration.com

In episode 091 of Agency Bytes, I had the pleasure of chatting with Brad Harris from Anchor Advisors about one of the biggest challenges agency owners face — scaling their businesses. Together, we dig through some of the must-have habits that a CEO needs to find their version of success.

We dove into the mindset shifts that are crucial for growth, the tricky transition from being a consultant to stepping into a true coaching role, and why trust is absolutely essential when it comes to delegation.

Brad shared some incredible insights on how agency owners can break through that million-dollar revenue barrier, find real satisfaction in leadership, and avoid the endless cycle of overwork that so many of us fall into.

We also talked about building a healthy work culture and how shifting your perspective can make all the difference in solving problems.

And of course, we wrapped things up with some rapid-fire questions to get a few personal insights from Brad — always a fun way to end the conversation!

It’s a great episode packed with value, and I can’t wait for you to listen.

Key Bytes

• Success is driven less by what you do than who you decide to be.

• The biggest hurdle to growth is often internal.

• Transitioning from doing to orchestrating is crucial for agency growth.

• Micromanaging can lead to decreased performance in teams.

• Finding satisfaction in seeing others succeed is key.

• Overworking does not equate to better results.

• Taking breaks can simplify overwhelming problems.

• A healthy work culture is essential for team morale.

• Trusting your team is vital for effective delegation.

• It's important to recognize that not everything is as critical as it seems.

Chapters

00:00 Introduction to Agency Growth Challenges

03:02 Mindset Shift: From Consulting to Coaching

05:50 Overcoming the Million-Dollar Barrier

08:58 The Importance of Trust in Delegation

12:07 Finding Satisfaction Beyond the Craft

15:07 Breaking the Cycle of Overwork

18:01 The Power of Perspective in Problem Solving

20:58 Creating a Healthy Work Culture

23:51 Rapid Fire Questions and Closing Thoughts

Brad Harris from Anchor Advisors is known for helping agency and expert firm owners grow through the $1M—2M barrier to become thriving $3M —$5M agencies.

For over twenty years, Brad has worked alongside agency owners to help them sharpen their focus, raise their prices, and hire better people so that their firms can scale.

In his work with hundreds of agency owners, he’s learned that success is driven less by what you do than who you decide to be, and the biggest hurdle to your agency’s growth is between your ears.

Contact Brad:

https://anchoradvisors.com/self-leadership-assessment/

http://www.anchoradvisors.com/growth-phase

In this episode of Agency Bites, I'm thrilled to chat with John Tsourakis, the owner and president of Oyova, a dynamic national marketing and web development agency. Jon has an inspiring story about his journey into the agency world, and I can't wait for you to hear how Oyova has evolved over the years and the lessons Jon has learned along the way.

We dive into the challenges that agencies face in today’s ever-changing market and discuss the critical role of niche marketing and how personalized service can help retain clients. Jon shares his valuable insights on adapting to market conditions and his exciting plans for future growth, including potential acquisitions.

To wrap things up, we have some fun with rapid-fire questions that reveal personal insights and practical business advice. Join us for what promises to be an engaging and informative conversation!

Key Bytes

• Jon's journey into the agency space began after leaving a family business.

• The merger of Oyova in 2019 led to rapid growth initially.

• The agency faced challenges due to economic downturns and client pullbacks.

• Niche marketing is crucial for agency success in a competitive landscape.

• Client retention is achieved through personalized, white glove service.

• The agency offers a digital marketing suite and web development services.

• Future growth strategies include focusing on specialization and potential acquisitions.

• Maintaining a healthy billing rate is essential for agency profitability.

• The agency space is evolving, and adaptation is key to survival.

• It's important to push oneself beyond perceived limits to achieve success.

Chapters

00:00 Introduction to Agency Bites and Guest Background

02:30 The Evolution of Oyova and Market Challenges

06:53 Niche Marketing: The Key to Agency Success

11:14 Client Retention and White Glove Service

14:55 Service Offerings: Digital Marketing and Web Development

21:02 Future Outlook: Adaptation and Growth Strategies

27:38Rapid Fire Questions and Closing Thoughts

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/

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 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.

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/