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/

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

In episode 54, I got to sit with Mark Riggs from Pemberton, a consultant and coach for agencies. He shares his insights on shifting from the RFP rat race to building organic growth of existing and new clients. He emphasizes the importance of solving client problems and being proactive in account growth. Mark discusses the need to set expectations with clients from the beginning and continuously communicate and collaborate with them. He also highlights the value of focusing on organic growth and investing the same energy and innovation into existing clients as in winning new business. Mark advises agency owners to start out with defined principles and have patience in their journey. Tune in to hear his top secrets on nailing organic account growth.

Takeaways

Focus on solving client problems and being proactive in account growth.

Set expectations with clients from the beginning and continuously communicate and collaborate with them.

Invest the same energy and innovation into existing clients as in winning new business.

Start out with defined principles and have patience in your agency journey.

Chapters

00:00 Introduction and Background

01:04 Shift in Biz Dev and Account Growth

09:36 Setting Expectations and Scoping

14:21 Operational Scoping and Profitability

23:08 Lessons from Marketing During Downturns

25:49 Invaluable Business Advice

Mark is the founder and CEO of Pemberton which is a management consultancy that exists to be the go-to resource for marketing/communications agencies to discover and reveal pathways to organic growth while changing the mindset of an RFP-obsessed industry.

Before starting Pemberton, Mark spent 20-plus years in the agency world working for IPG’s Mullen Lowe, an Ad Age A-List Agency, Taylor, the Holmes Report’s Consumer Agency of the Decade, MWWPR and French/West/Vaughan, the Southeast’s largest independent agency.

Mark has spent a career learning the art of integrated communication developing and executing award-winning consumer programs for brands and companies like Allstate, Honda, Ford, Kimberly-Clark, Polaris, Coke, Diageo, RJ Reynolds, SunTrust Banks, the U.S. Navy, the Atlantic Coast Conference and ESPN, to name a few.

Mark has a reputation as a business-builder and a strategic counselor and has experience in leading client services, insights and planning functions, as well as developing talent. A creative thinker and problem-solver, Mark believes that great thinking can “come from anywhere,” it’s the ability to harness it and leverage it for clients that makes the intellectual property of the agency valuable and an integral part of the marketing mix.

Contact Mark:

www.pembertonworldwide.com

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

https://www.linkedin.com/company/pembertonworldwide/

In this episode, I got to speak to Nick Pretroski from Promethean Research and we dig into the topic of recurring revenue generation for agencies. Nick breaks down some Revgen strategies and talks about how essential it is to build a machine (AKA a system that works for YOU) that companies can use to repeatedly generate new leads, converting them into sales, bringing them through delightful delivery processes, and turning them into evangelists. We talk about the four key areas of Revgen and the owners’ role in these areas, and ways to shift some of those responsibilities off of the owner's plate to expand the efforts of the team. Nick also lays out some of the key metrics to keep your eye on to measure the results of your RevGen efforts.

Key Takeaways

• Having a system in place for repeatable revenue generation (RevGen) is crucial for digital agencies to grow reliably and with higher margins.

• Transitioning from a practitioner role to a business development leadership role is essential for agency owners to focus on strategic growth.

• The RevGen system consists of four roles: biz dev, sales, account management, and marketing, each responsible for specific stages of the client lifecycle.

• Avoiding bloated spending and tracking key metrics are important for the success of the RevGen system.

• Being methodical in building a RevGen system can help alleviate stress and make running a business easier.

In this episode, I got to talk to Tracy Goodheart from The PR Accelerator about her journey from being a journalist to helping individuals and brands attract sustained media attention without a publicist. She discusses the evolution of social media and its impact on journalism, emphasizing the importance of earned media over social media for brand credibility. Tracy also highlights the value of creating a messaging system and leveraging ghostwriting to elevate thought leadership within agencies. She advises agency owners to seek external validation and shares her insights on standout strategies in the marketplace.

Takeaways

• Earned media is more valuable than social media for brand credibility.

• Creating a messaging system can help streamline communication and ensure consistency.

• Ghostwriting can elevate thought leadership within agencies and humanize senior leadership.

• Seeking external validation can boost self-confidence and protect against workplace bullying.