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

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

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

Key Takeaways

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

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

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

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

Chapters

00:00 Introduction and Background

03:30 Transitioning from Agency to In-House Startup

06:09 Shifting the Focus to Value and Business Impact

09:55 Starting Ultra Friends and Optimizing Creative Content

15:05 The Importance of Not Pitching for Free

20:59 The Devaluation of Creativity and Self-Worth

26:00 Setting the Tone and Advocating for Fair Compensation

31:53 Understanding and Articulating the True Value of Creativity

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

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

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

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

Key Takeaways

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

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

• Trust in your team is crucial for agency success.

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

Chapters

00:00 Introduction and Background

08:21 Transitioning from Freelancer to Agency Owner

19:19 Introducing Jumpboards

27:31 The Future of Agencies and Freelancing

32:01Personal Interests and Advice

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

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

Key Takeaways

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

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

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

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

Chapters

00:00 Introduction and Background

03:04 The Importance of Operations in Scaling

08:23 Maximizing Team Performance

17:23 Raising the Bar for Success

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

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

Contact Jhana Li:

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

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

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

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

Website: https://spyglassops.com/

Episode 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/

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

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

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

Key Takeaways

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

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

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

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

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

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

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

Bytes of Note

00:00 Introduction and Background

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

03:13 Recognizing the Symptoms and Need for New Services

06:38 Considering Demand, Supply, and Industry Trends

09:15 Strategically Evaluating Existing Services

13:00 Avoiding Pitfalls and Overcommitment

15:21 Listening to Clients and Addressing Their Needs

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

Contact Karl:

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

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

Book: https://worklessearnmorebook.com/

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

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

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

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

Key Takeaways

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

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

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

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

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

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

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

• Personal goals and fulfillment should guide business decisions.

Chapters

00:00 Introduction and Background

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

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

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

19:58 Succession Planning: Considerations for Founders

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

25:02 Aligning Business Decisions with Personal Goals

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

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

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

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

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

Contact Jonathan:

Website: https://punctuation.com/

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

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

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

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

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

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

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

Key Takeaways

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

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

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

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

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

Chapters

00:00 Introduction and Background

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

08:31 Integrating Account Managers into Agency Culture

11:36 Stepping into Existing Systems and Optimizing Processes

22:26 Personal and Professional Insights

25:06 Rapid Fire Questions

27:39 Valuable Business Advice

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

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

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

Contact Taylor:

Press: www.dotandcompany.co/press

Email: taylor@dotandcompany.co

Website: www.dotandcompany.co

Podcast: www.dotandcompany.co/podcast

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

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

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

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

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

In Episode 064, I had the pleasure of having an inspiring conversation with Justine Clay, a business coach and ADHD life coach for creative entrepreneurs. Justine shares her journey from working in the creative industry to launching her own coaching business, and how these experiences have shaped her current work. She delves into the unique challenges and strengths of individuals with ADHD and the importance of fostering a supportive and inclusive work environment. Justine discusses the need for leadership to understand and accommodate neurodivergent team members and examines the impact of remote work on those with ADHD. Throughout the conversation, Justine emphasizes creating spaces that foster connection and meaningful experiences, and the importance of being present and taking care of ourselves in our daily lives. She also shares valuable business advice on focusing on solutions rather than problems and keeping the client at the center of our thoughts and messaging.

Key Takeaways

• Understanding the unique challenges and strengths of individuals with ADHD is crucial for creating a supportive work environment.

• Leadership should strive to accommodate the needs of neurodivergent team members and provide them with the tools and resources they need to thrive.

• Remote work can be beneficial for individuals with ADHD, as it allows for greater flexibility and control over their work environment.

• Creating an open and inclusive culture where individuals feel comfortable communicating their needs is essential for fostering productivity and well-being.

Chapters

00:00 Introduction and Background

03:00 Becoming an Independent Creative Professional

06:00 Starting a Creative Management Agency

09:00 Transitioning to Coaching

13:00 Becoming an ADHD Coach

15:00 ADHD as a Superpower, or not

19:00 Supporting Neurodivergent Individuals

21:00 Coaching Leadership on Working with Neurodivergent Team Members

25:00 The Impact of Remote Work on ADHD

35:00 Personal Hobbies and Tools

38:02 Creating Spaces for Connection and Experience

39:12 Focus on Solutions, Not Problems

In this episode I have a great conversation with Selena Thiele, the founder of Office Mercenary, about why the key to winning is delegation. She discusses the concept of virtual assistants and the benefits they bring to businesses. She shares her own experience of feeling overwhelmed as a small business owner and how she started Office Mercenary to provide specialized support to entrepreneurs. Selena emphasizes the importance of finding the right virtual assistant and building long-term client relationships. She also highlights the challenges of delegating tasks and setting boundaries. Selena provides insights into the types of tasks Office Mercenary handles and the role of standard operating procedures (SOPs) in effective delegation. She concludes with valuable business advice, including the importance of letting go of perfectionism and striving for good enough.

Key Takeaways

• Virtual assistants can provide specialized support to overwhelmed small business owners.

• Building long-term client relationships is beneficial for both the client and the virtual assistant.

• Delegating tasks and setting boundaries are essential for effective collaboration with a virtual assistant.

• Standard operating procedures (SOPs) can streamline delegation and ensure consistent quality.

Chapters

00:00 Introduction and Background

01:02 The Concept of Office Mercenaries

02:23 The Impact of the Pandemic on the Virtual Assistant Industry

03:08 The Importance of Finding the Right Virtual Assistant

04:06 The Benefits of Long-Term Client Relationships

04:49 The Transformation After Delegating Tasks

06:16 The Types of Tasks Office Mercenary Handles

08:42 The Challenges of Delegating and Setting Boundaries

11:05 The Importance of Letting Go and Accepting 85% Quality

13:03 Low-Hanging Fruit for Delegation

15:44 The Definition of a Good Virtual Assistant

17:54 The Role of SOPs and Systems in Delegation

19:59 Misconceptions About Virtual Assistants

22:57 Rapid Fire Questions

25:35 Invaluable Business Advice

In this episode, I got to speak with Alyson Caffrey of Operations Agency about how she works with agencies to operationalize their business, allowing owners to live a life outside of their agency. She introduced her new book, The Sabbatical Method: How to Leverage Rest and Grow Your Business in our conversation and talks about the need for rest, repair, and rejuvenation after working hard and breaking things. Tune in to learn why she’s often referred to as “The Wolf” by her clients.

In this episode, Leslie Compacho introduces us to EOS (Entrepreneurial Operating System). As an EOS implementer working with agencies, Leslie shares the benefits of implementing such a system. Leslie shares how EOS, or a system like it, can get an agency ready for scaling by helping build a leadership team that is all rowing in the same direction, towards the same vision while giving visibility to properly prioritized goals, and how to lead meetings that have true substance and encourage difficult decisions where teams are supporting each others challenges.

In this episode, I had the pleasure of conversing with Ilia Markov, the head of the marketing team at Toggl, a widely-used time-tracking tool. Together, we explore the dynamic realm of time-tracking and challenge the notion that it's a dull subject. Brace yourself for a deep dive into the advantages of meticulous time tracking, emphasizing its significance as a top-down, culturally-driven initiative within a team. Drawing from his agency background, Ilia shares valuable insights into optimal practices for agency time tracking, shedding light on how they foster more efficient teams, heightened capacity awareness, robust utilization support, and enhanced forecasting accuracy. Tune in for a fresh perspective on the excitement inherent in mastering the art of time tracking.

In this episode, I had the pleasure of conversing with Liz Young, the founder of StudioLabs, a 20-year-old custom software development agency with 45 dedicated team members. Liz's journey began in a unique way when, at the age of 25, she launched her agency on the spot in her first client's lobby. At that time, she was among the few women in the industry. In this episode, she shares the intriguing story of StudioLabs' inception and how she now leads the agency.

Liz delves into the day-to-day operations of the agency, highlighting the systems that keep everything running smoothly. She emphasizes the agency's deliberate efforts to cultivate strong leaders and maintain a vibrant company culture. Tune in to gain insights into how Liz has transformed StudioLabs from a trusted resource for other agencies into a powerhouse that develops software solutions for some of the world's most prominent brands.

In this episode, I had the pleasure of conversing with Claire Hutchings from Chime Agency in the UK, renowned as the marketing agency for agencies. Claire and her team have developed a remarkable agency benchmark, showcasing how an agency can effectively create content for thought leadership and pipeline development. At the time of this recording, Chime had witnessed an astounding 100X increase in revenue in its pipeline. Furthermore, they secured speaking engagements and other opportunities, all stemming from this thought leadership initiative. Claire delves into the investment her agency made in this project and reveals the remarkable return on investment (ROI) it yielded. Spoiler alert: It's a no-brainer!

In this engaging episode, I'm joined by fellow agency coach Danielle Fauteaux for an insightful conversation about the world of agencies. We dive deep into the importance of niche specialization and how it can transform agency dynamics. Danielle shares valuable insights on how agencies can harness their niches to establish a stronger position, and effectively direct their marketing efforts within that space. We explore how this strategic niche focus can steer agencies away from the common "new business plateau" and optimize their overall operations.

Danielle also reveals her approach to helping agencies not only grow but also cultivate resilience and stability. Much like my philosophy, she empowers agency owners to define their unique vision of success and lets that vision guide their strategic efforts. Tune in for a rich discussion on agency dynamics and how to chart a course for lasting success.