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 had a great chat with Jared Gibson, co-founder of Outworks.io. Jared takes us through the journey of how Outworks.io came to be and how it shifted its focus to LinkedIn engagement for B2B professionals. We dive into the common struggles small business owners face in drumming up new leads. Originally, Outworks.io was all about email lead generation, but they soon found their sweet spot on LinkedIn. Jared shares why building trust through LinkedIn engagement is key and gives us some tips on what kind of content really clicks on the platform. He also shares some top-level strategy on how to leverage relationship building tactics on LinkedIn to convert comments into sales. Plus, he talks about the importance of having an abundance mindset, being your true authentic self, and the benefits of working with competitors. Don't miss out on Jared's valuable insights!

Key Takeaways

• Outworks started as an email lead generation service before pivoting to focus solely on LinkedIn engagement for B2B professionals.

• Building trust through engagement is key on LinkedIn, and it is important to take a networking approach rather than a sales approach.

• Posting valuable and authentic content on LinkedIn can help establish credibility and attract engagement.

• Optimizing LinkedIn profiles and engaging with other users' posts can help break through the noise and build relationships.

• Having an abundance mindset and collaborating with competitors can lead to new opportunities and growth.

Chapters

00:00 Origin of Outworks

01:00 Starting with Email Lead Generation

02:27 Pivoting to Focus on LinkedIn

03:42 Combining Email and LinkedIn Strategies

05:11 Posting Organic Content on LinkedIn

06:54 Engaging with the LinkedIn Algorithm

09:26 Types of Content that Work on LinkedIn

11:16 Bringing Authenticity to LinkedIn

13:56 Building Relationships and Trust on LinkedIn

17:07 Breaking Through the Noise on LinkedIn

18:24 Optimizing LinkedIn Profiles

20:18 Having an Abundance Mindset on LinkedIn

23:15 Personal Favorites and Tools

27:39 Invaluable Business Advice

Jared lives in Chicago (with his wife and two kids 5,7) where he is well networked within the Chicago business community.

He co-founded a company called Outworks. They work with B2B CEO’s, Entrepreneurs, Sales & Marketing leaders who are looking to generate revenue through LinkedIn. He's a big believer in the power of networking on the platform to generate warm leads and has built a healthy engagement system that focuses on relationship building over pushy sales tactics.

He's spent his career building and scaling businesses using these growth marketing and selling systems and decided to take that experience and provide the same value and support for other small to midsize businesses.

Connect with Jared:

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

https://www.outworks.io/

In this episode, I got to interview Brooke Sellas, CEO of B Squared Media, a boutique digital marketing agency. We discuss Brooke's journey of starting her agency, the importance of social care, and bridging the gap between marketing and sales. Brooke shares valuable insights and advice for agency owners from her book, “Conversations that Connect.” and insights on how they leverage social care for their clients. We also briefly touched on navigating the intricacies of working side-by-side with a spouse.

Key Takeaways

• Starting an agency requires taking risks and seizing opportunities.

• Social care is about acquiring and retaining customers through social media.

• Social engagement is crucial for building brand loyalty and trust.

• Bridging the gap between marketing and sales is essential for business success.

Chapters

00:00 Introduction and Background

03:00 Starting B Squared Media

06:00 Working with Spouse and Team Dynamics

09:00 Brooke's Role as CEO and Visionary

12:00 Defining Social Care

16:00 The Importance of Social Engagement

20:00 Bridging the Gap Between Marketing and Sales

28:00 New Hobbies, Tools, and Business Advice

Brooke Sellas is shaping the future of digital marketing, one conversation at a time. As a CEO, she's the visionary behind B Squared Media, a boutique digital marketing agency that's redefining 'social care' for industry giants like Brother International, Endless Pools, and BCU. With her groundbreaking 2022 book, "Conversations That Connect," she's charting a course for authentic digital interactions. Dive into her insights on the Marketing Agency Show podcast, or from one of two courses she teaches at the University of California, Irvine.

Contact Brooke and download B Squared Media’s 2023 Social Care Report:

https://bsquared.media/the-state-of-social-care-2023/

In this episode, I got to talk with Rahul Raj, founder of 5&Vine. They help challenger brands win. It’s in their DNA and their whole reason for showing up each day. Our conversation dug into the nuances of living in your niche, how to define the edge of that niche, and how they evaluate wavering outside of the laser focus of who they work with. Rahul spoke about the inherent risks of being too deeply niched what tier diversification means to them, and how they define it. We went on a side tangent about the lack of authenticity in personal communication, specifically on social media.

Takeaways

Building a purpose-driven agency focused on helping challenger brands make a positive impact in the world

The importance of authenticity, community, and engagement in brand building

Challenges of staying true to a niche and the risks and opportunities presented by AI

The responsibility of leveraging privilege to help others

Chapters

00:00 Introduction and Background

01:10 The Journey of Five and Vine

05:23 Building Brands that Better the World

06:18 Staying True to a Niche

09:27 The Importance of Authenticity and Learning from Mistakes

11:18 Diversification and Engaging the Team

14:51 The Role of AI in Branding

22:41 Navigating Risks and Opportunities

26:09 Final Thoughts and Rapid Fire Questions

In this episode, I sat down with Aalap Shah from 108, a minority-owned digital agency. Aalap shares his journey to agency ownership, starting with his background in accounting and e-commerce. He discusses how he fell in love with marketing and eventually started his own social media agency. Aalap also talks about the recent acquisition of Heart Creative, which adds content production capabilities to 108. He emphasizes the importance of the pillars of values that his organization stands for, how culture and community are imperative in his agency, and the value of certifications like being a minority-owned business. Aalap also shares his passion for giving back and his love for running and nature.

Key Takeaways

• Agency ownership can happen by accident, as it did for Alib Shah, who started his agency after realizing he wanted to work for himself

• Acquiring another business can help fill gaps in services and provide new opportunities for growth

• Building a strong culture and community within an agency is essential for success

• Certifications, such as being a minority-owned business, can open doors and lead to new business opportunities

• Giving back to the community and being involved in philanthropic efforts can be a valuable part of an agency's mission

• Finding a hobby or activity, like running, can provide personal fulfillment and balance in the midst of running a business

Chapters

00:00 Accidental Agency Ownership

05:35 The Meaning Behind 108

09:35 Building Pillars of Expertise

13:36 Driving Consumer-Based Traffic

22:33 The Power of Looker Studio for GA4

26:27 The Value of Niching Down

Contact Aalap:

https://1o8.agency

https://heartcreative.co

linkedin.com/in/shahaalap

In this episode I got to sit with Mary Ann Pruitt, CEO and president of Mosaic Media, and discuss the need for specialized media buying expertise in the agency space. She explains how Mosaic Media helps agencies by providing media buying services without the high overhead costs. Mary Ann emphasizes the importance of collaboration and partnership between agencies and specialized service providers. She also discusses the evolution of media consumption and the impact of COVID-19 on media habits. Mary Ann recommends the book 'Miracle Morning' and advises listeners to trust their gut instincts in business.

Key Takeaways

• Specialized media buying expertise is crucial in the agency space to optimize return on investment.

• Collaboration and partnership between agencies and specialized service providers can lead to stronger client outcomes.

• The COVID-19 pandemic accelerated changes in media consumption habits, with older generations embracing online platforms and younger generations rediscovering traditional media.

• The book 'Miracle Morning' offers valuable insights on establishing morning routines for personal and professional growth.

• Trusting your gut instincts is important in business decision-making.

Chapters

00:00 Introduction and Background

07:01 The High Overhead Costs of Media

13:04 The Impact of Data and Micro-Targeting

27:24 Hobbies, Tools, and Business Advice

Contact Mary Ann on her website: www.mosaic.agency

In Episode 57, I had the privilege of sitting down with the dynamic duo behind Casa Davka – Emily Cohen and Hunter Vargas. This episode is jam-packed with valuable insights for agency owners looking to master their positioning, niching, and client relationships. We dive deep into strategic approaches for expanding expertise and fostering stronger client connections. From navigating business development to addressing harmful industry practices, we cover it all. We also explore the evolving landscape of remote work and its impact on team effectiveness, while emphasizing the importance of fair compensation and trust-building in remote agencies. Plus, we discuss the advantages of global talent, vertical niching strategies, achieving work-life balance, and fostering a culture of trust. As always, expect a no-nonsense conversation that cuts through the noise. Don't miss out on this episode!

In this episode, Wayne Pelletier, founder of Resonant Pixel Co, discusses the process of productizing agency services and the benefits it brings. He shares his journey from being a marketing assistant to launching his own agency and explains why he chose to focus on Squarespace as the platform for his services. Wayne emphasizes the importance of niching down and serving a specific audience, as well as the mindset shift required to transition from a project-based model to a subscription-based model. He also highlights the challenges and rewards of productization and the potential for scalability and growth.

Key Takeaways

• Productizing agency services involves niching down and focusing on a specific audience or platform.

• A subscription-based model can provide more predictable revenue and eliminate the feast and famine cycle of project-based work.

• Choosing the right platform, such as Squarespace, can offer stability, scalability, and the ability to hire predictably for talent.

• Productization requires a mindset shift from being a designer to being a business owner, focusing on access to expertise and lifetime value.

Chapters

00:00 Introduction and Pronunciation

08:10 Transitioning to a Subscription-Based Model

12:54 The Benefits of Productization and Lifetime Value

23:04 Serving Small Businesses and Providing Relief

In this episode, I had the pleasure of chatting with Jacob Cass from JUST Creative about his remarkable journey from digital nomad and designer to his current roles as an agency owner, educator, and blogger. We delve into how Jacob manages to juggle multiple ventures while maintaining focus and standing out in the industry. His pursuit of creative freedom drives him to embrace new technologies and innovative ideas, such as the AI bots he's developed to support branding efforts for agencies. We also explore topics like affiliate marketing, value-based pricing, marketplace positioning, and more. Tune in for the full conversation and gain insights from Jacob's wealth of experience!

Key Takeaways

Embrace AI in design and see how it can improve your process and productivity.

Diversify your revenue streams to create a more stable and sustainable business.

Consider value-based pricing to reflect the value you bring to clients rather than charging by the hour.

Reflect, recalibrate, and refocus regularly to adapt to changes in the market and set new goals.

Try new tools and don't be afraid to experiment and find what works best for you.

Chapters

00:00 Introduction and Background

08:24 The Role of Design in Jacob's Business

23:55 Experimenting with Tools and Embracing Change

Jacob Cass is a brand designer, strategist, educator, podcaster, business coach, community builder and the founder of JUST Creative, a branding & design consultancy that doubles as an industry-leading blog and community.

Jacob helps grow brands strategically and has worked for clients such as Disney, Nintendo and Jerry Seinfeld however he is now focused on bringing this global brand experience to smaller businesses.

For Jacob, design is a lifelong journey of continuously honing his craft, as well as empowering other fellow designers & entrepreneurs to build on theirs, which has allowed him to build a large and loyal following, including his JUST Creative website which has been viewed over 70 million times.

Jacob has spoken at TEDx and been featured in Entrepreneur, Forbes, and a number of high-profile design books including The Best of Logo Lounge Master Series.

Jacob holds a Bachelor of Visual Communication (Graphic Design Major) from The University of Newcastle, Sydney, Australia and a Brand Master Certification from Brand Master Academy, and over 17 years of experience in the industry with multiple awards on his belt.

Jacob co-hosts the JUST Branding Podcast which helps designers & entrepreneurs grow brands.

He also coaches creatives in his Inner Triangle Coaching Program, either 1:1 or in a group mastermind setting. Yahoo! recently declared him as the “Best Brand Coach”.

Jacob also runs the membership community Exponential Creatives which helps creatives grow exponentially.

Jacob is a digital nomad and travels the world now isolated in Sydney with his family of four, while running JUST Creative.

He has visited 88 countries thus far with travel guides on most of them available at his travel blog, JUST Globetrotting.

Contact Justin:

Website: https://justcreative.com

Podcast: https://justcreative.com/podcast

Branding Briefcase Freebie Download: https://brandingbriefcase.com

Newsletter: https://brandingbriefcase.com

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.

In episode 051, I had the great privilege of speaking with my long-time friend, Debra Rizzi, partner and president of Rizco, a women-owned brand-led marketing agency. We got to discuss the launch and evolution of her agency nearly 25 years ago, the benefits of becoming a certified woman-owned business, and the integration of new tools and processes like EOS. She emphasizes the importance of community involvement and maintaining core values and culture in her agency. She also talks about her day-to-day responsibilities and offers business advice, including the significance of gratitude and self-acknowledgment.

Key Takeaways

• Launching a business can arise from unexpected circumstances and opportunities.

• Becoming a certified woman-owned business can open doors and provide access to funding and resources.

• Integrating new tools and processes can enhance efficiency and effectiveness.

• Community involvement and maintaining core values and culture are essential for long-term success.

• Expressing gratitude and acknowledging personal achievements are important for personal and professional growth.

With the launch of Season Two of Agency Bytes, I'm thrilled to introduce an extraordinary guest for this momentous occasion – Ilise Benun from Marketing Mentor. Ilise is not only a longtime friend but also someone I've admired for decades. In this episode, I had the privilege of delving into Ilise's invaluable insights on her "Simplest Marketing Plan" and how she guides creative professionals to success by helping them focus and identify their market. We discuss the importance of cultivating a deep, focused niche and Ilise lays out actionable steps to achieve this.

Ilise believes that building your business should be enjoyable and shares her observations on why many agency owners struggle with their marketing efforts due to being too close to their businesses. We dissect the difference between horizontal and vertical niches, exploring how the latter can significantly boost marketing endeavors. Ilise also emphasizes the significance of sub-niches and provides guidance on expanding into new niches.

Furthermore, Ilise outlines her comprehensive program focusing on marketing, money, and mindset, identifying these as key areas of weakness for most creatives. We also challenge the notion that referrals are always beneficial and discuss strategies to overcome complacency in business development.

Tune in to uncover some of the invaluable secrets Ilise has accumulated over her more than 30 years as a creative business coach. This episode is packed with actionable insights and wisdom you won't want to miss!

In this episode, I had the privilege of speaking with Robert Patin, an agency expert and coach from Creative Agency Success. Robert's expertise centers on benchmarks and the comprehensive analysis of agency performance, emphasizing measurable metrics. Together, we explore key metrics that every agency should be monitoring. We delve into the absence of essential systems that many "accidental" agency owners overlook at different stages of their business evolution.

Robert guides us through activities that can optimize agency operations, aiding in the focus on ideal clients and the reasons behind those choices. During our discussion on agency differentiation, Robert candidly points out that most agencies tend to sound alike, offering valuable insights on how to authentically stand out in a crowded market.

In Episode 48, I engaged in an enlightening conversation with Kelly Berrk, a passionate advocate for brand strategy and yoga. We explored Kelly's journey of resetting after experiencing burnout, and the profound impact it had on her creative inspiration following a much-needed period of refocus. Kelly delved into the concept of brand therapy, an integral part of her brand strategy process, influenced by her commitment to self-care and life balance. She shared insights on how these practices serve as tools to connect the dots, helping brands articulate their messages and define their "why" and purpose.

Throughout the episode, Kelly emphasized the importance of exploration and connection with others to identify the common thread that ties together brands and relationships. She encouraged listeners to reflect on how they are fostering connections, practicing empathy, and building bridges to create meaningful openings in both professional and personal spheres.

In this episode, I got to speak with Dan Antonelli, President and Chief Creative Officer of KickCharge Creative. Dan’s agency is by far one of the most deeply niched teams I know of, literally owning the home service branding space and having written the book on it. Dan and I dug into the difference his agency saw once they declared ownership over that space, stopped chasing service-based work that they didn’t find profitable, and rebranded themselves to drink their own cool-aid. Dan experienced a near-death event a few years ago and he spoke about how that was a driving force for him to realign some of his priorities and team structure so they can have more impact and help more people. He also shared how that led to selling some equity in the agency by bringing on a partner this summer and the benefits that will have for KickCharge. Lastly, Dan’s team faces regular copyright infringement, mostly from freelancers stealing their designs and using them as their own. Dan shares how they deal with that, as well as what not to do in instances like that.

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.