Agency Bytes Podcast
Agency Bytes is a video podcast series that packs a ton of important agency information on one topic, from one expert into a 25-minute brief.
Why 25 minutes?
Because who has the attention span for much more these days, and you can squeeze in a listen between meetings with time for a bathroom break or coffee refill before your next meeting.
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Ep 127 – Kelly Schuknecht, Two Mile High Marketing – The Agency Owner’s Visibility Plan: Podcasts, Stages, LinkedIn
In episode 127, I talk with Kelly Schuknecht, founder of Two Mile High Marketing and host of the Beyond the Best Seller podcast. Kelly shares her journey from being laid off to launching her agency, how she quickly built a team, and why she’s focused on helping agency owners and CEOs grow through thought leadership platforms. We dig into what I call The Agency Owner’s Visibility Plan—a repeatable system of podcasts, stages, and LinkedIn that helps agencies build authority, stay top-of-mind, and consistently attract clients.
Key Bytes
• The Agency Owner’s Visibility Plan comes down to visibility, credibility, and consistency.
• Trusting yourself to leap without a safety net accelerates growth.
• Niching disqualifies the wrong buyers while pulling in the right ones.
• Visibility means showing up where your audience already is.
• Credibility is built in a snap judgment—package your proof.
• Consistency matters more than volume—set a realistic cadence.
• Every podcast interview can fuel a month’s worth of content.
• Delegating early unlocks owner time for actual growth work.
• In-person events still beat virtual for relationship building.
Chapters
00:00 Introducing Kelly and the story behind “Two Mile High”
03:30 From acquisition layoff to launching an agency
06:45 Why she pivoted away from “fractional CMO”
09:55 The challenge and power of niching down
13:50 Hiring early and delegating with trust
16:20 The Visibility–Credibility–Consistency framework
19:55 A realistic cadence for LinkedIn, podcasts, and speaking
24:10 In-person vs. virtual events and AI’s limitations
26:45 Rapid Fire: superpowers, lessons learned, and marketing myths
Kelly Schuknecht is the founder of Two Mile High Marketing, where she partners with agency owners and business leaders to build powerful thought leadership platforms. With over 15 years of marketing experience and a track record of elevating brands from behind the scenes, Kelly now helps experts step into the spotlight through strategic content, visibility tactics, and authentic personal branding. She’s the host of Beyond the Bestseller, a podcast featuring women who use their stories to lead.
Ep 126 – Meeky Hwang, Ndevr – From Code to Courage: A Founder’s Journey in Tech
In episode 126, I sit down with Meeky Hwang, CEO and partner at Endeavor, a WordPress development agency powering digital platforms for major media and enterprise brands like Bloomberg, Forbes, and Sony. With over two decades of experience in development and DevOps, Meeky has built Endeavor into a trusted name in the WordPress ecosystem while also paving the way as a female leader in tech.
We talk about her accidental journey into agency ownership, what it’s like leading in an industry where women are still underrepresented, and how Endeavor built its three-pillar framework for resilient platforms. Meeky shares candid insights on navigating partnerships, the challenges of “over-engineering” with headless CMS, and the importance of masterminds and community for entrepreneurs.
Key Bytes
• Meeky shares how an “accidental” freelance project led to a decade-long partnership and agency.
• She discusses the importance of having clear role delineation with her co-founder to avoid missteps.
• Endeavor’s three-pillar framework (audience experience, editorial experience, developer experience) keeps their platforms resilient.
• She explains why many publishers are moving away from over-engineered headless CMS solutions back to WordPress.
• As a female leader in tech, she reflects on mentorship, representation, and inspiring others by simply “being the first.”
• She stresses the value of mastermind groups for growth and support, something she wishes she’d pursued earlier.
• Endeavor is exploring AI to streamline workflows and even testing new content tools for clients.
• Her advice for organizations: implement proper version control and CI/CD to avoid preventable tech mistakes.
Chapters
00:00 Welcome and introduction to Meeky Hwang
03:00 Becoming an “accidental” agency founder
07:00 Women in tech and leadership representation
11:00 Why Endeavor niched into WordPress and media
12:30 The three-pillar framework for resilient platforms
15:00 Headless CMS pitfalls and returning to WordPress
18:00 Navigating co-founder roles and partnerships
23:00 AI, internal tools, and what’s next for Endeavor
25:00 The power of masterminds for entrepreneurs
27:00 Rapid fire: karaoke, hobbies, and tech stack fixes
Meeky Hwang is the CEO & Partner at Ndevr, a WordPress development agency trusted by leading digital media and enterprise companies. With 20+ years of experience in web development, open-source technology, and DevOps, she specializes in optimizing complex digital ecosystems, streamlining editorial workflows, and aligning technology with business goals.
Meeky has helped major brands like PMC, Hearst, Bloomberg, Forbes, and Sony build scalable, high-performing digital platforms. A champion for women in tech, she is passionate about fostering opportunities for the next generation of leaders.
Contact Meeky on their website: ndevr.io
Ep 125 – Dolores G Hirschmann, Masters in Clarity – Turning Thought Leadership into Pipeline
In episode 125, I sit down with Dolores Hirschmann, investor, strategist, and founder of Masters in Clarity. Dolores has built, scaled, and sold businesses—including one to Pete Vargas and Grant Cardone after growing it to eight figures. A former TEDx organizer, she now helps service professionals and thought leaders clarify their message, craft high-converting signature talks, and get booked on stages that drive real business results. We explore her journey from early internet marketing in Argentina to launching an outbound speaker agency, and she shares her framework for creating talks that convert, practical tips for pitching event organizers, and why thought leadership is still one of the most powerful growth levers for agencies.
Key Bytes
• Thought leadership isn’t about celebrity—it’s about clarity and consistency
• A great talk is less about what you say and more about what your audience walks away with
• Don’t pitch event organizers with long bios—open the door with a simple yes/no question
• The best call-to-action from stage isn’t a free consultation, it’s a free resource tied to your talk
• A signature talk framework can be applied to any presentation—keynote, workshop, or boardroom update
• Speaking is one of the most scalable ways to build trust, demonstrate expertise, and generate new business
Chapters
00:00 Welcome and introduction to Dolores Hirschmann
01:18 Early internet marketing and human-to-human relationships
04:58 Moving to the U.S. and pioneering online learning platforms
06:26 From serial entrepreneur to coach and strategist
08:19 Organizing TEDx and developing the signature talk framework
11:26 Building and scaling a speaker agency to $20M+
14:29 Why agencies need to lean into speaking and thought leadership
15:44 Practical steps to land more speaking opportunities
20:07 The seven steps of a high-converting talk
23:24 How to craft calls-to-action that drive leads from stage
25:23 Using QR codes and free resources to capture audience interest
26:25 Masters in Clarity workshops and software for speakers
27:02 Rapid fire: tap dancing, gut instincts, and buying businesses
Dolores Hirschmann is an investor, strategist, speaker, and founder of Masters in Clarity, a strategy and business coaching firm. She helps service professionals grow their businesses and establish thought leadership. A former TEDx organizer, she specializes in positioning experts, authors, consultants, and coaches for success.
Dolores recently sold a company to Pete Vargas and Grant Cardone, supporting its growth to multiple 8 figures in four years. She built a software platform to help speakers get placed on stages and advises businesses on preparing for profitable exits. Masters in Clarity provides fractional Chief Marketing Officer (CMO) services to help companies design and execute marketing initiatives and set up automated marketing systems. As an investor, Dolores acquires and scales small businesses, ensuring their legacy and long-term success.
Ep 124 – Joe Rojas, Start Grow Manage – Building a Freedom-First Business
In episode 124, I sit down with Joe Rojas, founder of Start Grow Manage and author of How Entrepreneurs Thrive. Joe has built and sold multiple MSPs, each time leveraging the power of deep niching to accelerate growth. We talk about the pivotal inflection points in a business’s lifecycle, why niching works across any industry, and how systems and values create businesses that can run—and grow—without the owner. Joe shares his framework for moving from “job” to “business,” the core values that drive his work, and how agencies can increase profitability by solving real business problems for clients. We also discuss the parallels between MSPs and agencies when it comes to client retention, lifetime value, and building a life you actually want to live.
Key Bytes
• Niching accelerates growth because it clarifies your offer and your audience
• The difference between a lifestyle job and a lifestyle business is scale and delegation
• Core values must be discovered, not invented—and hiring should be based on them
• Profitability can start with your existing clients, not just new ones
• Long-term success comes from solving clients’ business problems, not just delivering services
Chapters
00:00 Welcome and guest intro
01:06 Joe’s journey from the Army to building and selling MSPs
03:18 Understanding the “Start, Grow, Manage” stages
05:03 Why Joe wrote How Entrepreneurs Thrive
06:33 The $1M inflection point and profitability mindset
08:16 Helping clients reclaim their time and freedom
12:20 Building core values that drive the business
16:46 Hiring for abundance mindset and cultural fit
21:07 How Joe’s book applies to agencies today
24:07 Why technology changes but strategy doesn’t
26:08 Expanding accounts by solving deeper problems
28:37 Mapping the client journey for better results
30:21 Rapid fire questions and closing thoughts
Joe is the Founder at Start Grow Manage, based in New York, and author of How Entrepreneurs Thrive. He empowers Managed Service Providers and entrepreneurs to overcome the challenges of business formation to create profitable, growing businesses. As a serial entrepreneur himself, he has faced the challenge of making new and growing businesses work. His career started in the military, where he became an expert in information technology, eventually forming his own managed services company. Through that experience, he discovered the formula for businesses and learned that entrepreneurs are good at what they do but struggle to build a business.
Ep 123 – Jenny Plant, Account Management Skills – The Secret to Growing Client Accounts Without “Selling”
In episode 123, I sit down with Jenny Plant, founder of Account Management Skills, to talk about why strong account management is the secret weapon for agency growth. Drawing on over 25 years of experience on both the agency and client side, Jenny shares how she helps account managers develop the skills, confidence, and mindset to grow accounts without feeling “salesy.” We discuss the challenges of hybrid AM/PM roles, how to spot rising account management stars, and why curiosity and relationship skills often outweigh industry knowledge. Jenny also dives into her “Four P’s” of AI for account managers—Productivity, Personalization, Prescribe, and Predict—showing how technology can boost proactivity and client value. We wrap with insights on setting growth targets, charging for account management, and building a culture that celebrates account wins as much as new business.
Key Bytes
• Account growth starts with training AMs to be proactive, not just reactive service providers
• Hybrid AM/PM roles often fail to drive growth because delivery takes priority over development
• Curiosity and relationship skills can be more valuable than industry expertise
• AI can help AMs be more productive, personalize interactions, prescribe solutions, and predict client needs
• Co-creating growth targets with AMs boosts buy-in and accuracy
• Celebrating account growth fosters a culture where client retention and expansion matter as much as net new business
Chapters
00:00 Introduction to Jenny Plant & Account Management Skills
02:20 Why sales training is vital for account managers
04:16 The challenge of hybrid AM/PM roles in driving growth
08:58 Traits of successful account managers
11:32 Hiring AMs from outside the agency world
13:14 Jenny’s Four P’s of AI for account managers
18:19 Proactivity and presenting ideas to clients
20:38 Co-creating account growth targets
22:55 Charging for account management services
24:36 How many accounts can one AM manage effectively?
28:15 Creating a culture that celebrates account growth
Jenny Plant is the founder of Account Management Skills a training company helping agency account managers retain client relationships and grow accounts.
Jenny has over 25 years in agency account management and has also worked client-side in marketing for an international airline and pharmaceutical company.
Her account management training programmes blend proven client growth methodologies with the integration of AI tools, helping agencies stay relevant, efficient, and proactive.
She also hosts the Creative Agency Account Manager Podcast, where she shares insights and interviews to elevate the agency-client relationship management standards across the industry.
Ep 122 – Arielle Cohen, Business 411 – Building Scalable Systems for a Multi-Seven Figure Agency
Ep 122 – Arielle Cohen, Business 411 – Building Scalable Systems for a Multi-Seven Figure Agency
In episode 122, I sit down with Ariel Cohn, founder of Marketing 411 and CMO of Business 401, to talk about how she scaled a multi–seven figure agency by going all-in on the roofing niche. Ariel shares why niching transformed their operations, how they built scalable systems and sister companies to serve the industry, and why embracing AI and virtual teams has been key to their growth. We also dive into the mindset shifts required to build an agency that supports your lifestyle — instead of running you into the ground.
Key Bytes
• Niching down creates clarity, repeatable systems, and faster scaling opportunities
• A sister company approach can build trust and open new revenue streams
• Retainer-based models help stabilize cash flow and increase profitability
• Virtual teams and offshore talent can boost efficiency without sacrificing quality
• Embracing AI is no longer optional — it’s essential for agency survival and growth
Chapters
00:01 Intro and Ariel’s background in roofing marketing
01:12 From generalist to roofing specialist: why niching was key
04:44 Myths about niching and lessons from going all-in
07:32 Defining the ideal client profile and setting minimums
09:00 Early challenges and focusing on revenue first
12:34 Building two complementary companies for growth
16:22 Leveraging virtual teams, overseas talent, and AI for scale
19:07 Retainer models vs. one-off projects for stable growth
20:29 Staying hungry and setting bigger goals
23:18 Embracing AI and adapting to industry change
25:10 Rapid fire: worst advice, daily habits, and explaining her job to a 5-year-old
Arielle Cohen is the Co-Founder of Marketing 411 and CMO of Business 411. With over a decade of experience in marketing, she has mastered the art of growing a Multi 7 Figure Agency through building a scalable and efficient operation. As the company grows, her focus has shifted to optimizing her time and building a dream company that supports her vision and lifestyle—without letting the business take over.
Social: @arielleCEO
Ep 121 – Shawn Johnston, Forge & Smith – Profitable by Design: Streamlining Dev Without Cutting Corners
Ep 121 – Shawn Johnston, Forge and Smith – Profitable by Design: Streamlining Dev Without Cutting Corners
In episode 121, I sit down with Shawn Johnston, founder of Forge and Smith and creator of Refoundry—a low-code WordPress platform that’s transforming how agencies build and deliver websites. We talk about how Shawn cut delivery time by 70%, turned profit margins around using the Profit First method, and transitioned his agency toward a scalable, productized model. He shares insights on navigating developer pushback, balancing client empowerment with agency control, and preparing for evolving tech shifts like AI in web development. Whether you’re struggling with project bottlenecks, shrinking budgets, or scaling challenges, Shawn’s story offers a clear path forward for building smarter, more profitable systems.
Key Bytes• Refoundry cut Forge and Smith’s development time by 70%, transforming profitability.
• Adopting Profit First changed their approach to pricing and overhead limits.
• Client empowerment through low-code builds loyalty and drives referrals.
• Transitioning leadership allowed Shawn’s team to grow into bigger roles.
• Technological shifts (like Webflow and AI) demand constant agency adaptation.
• Productizing an internal tool opened new revenue streams beyond services.
• Balancing developer pride with client needs is critical for successful adoption.
• Early lessons in print taught Shawn to anticipate and embrace industry change.
Chapters00:01 Introduction to Shawn Johnston and Forge and Smith
02:11 Moving from freelance to full agency and early challenges
04:39 Implementing Profit First and shifting to scalable systems
06:38 Why Refoundry: Bringing low-code to WordPress
08:22 Cutting development time and improving project profitability
11:23 Developer pushback and prioritizing client empowerment
14:44 Evolving Refoundry into a product for other agencies
17:03 Transitioning leadership and building team collaboration
24:17 Preparing for tech shifts like AI and staying nimble in delivery
28:30 Rapid fire questions and final reflections
Shawn Johnston is the founder of Forge and Smith, a digital agency that’s launched over 500 websites in the past 13 years. After hitting the usual delivery bottlenecks and burnout cycles, he built Refoundry—a low-code platform for WordPress that helped his team cut build times by 70% and scale without sacrificing quality. Now he’s on a mission to help other agencies streamline delivery, boost margins, and build systems that actually work.
Contact Shawn:
Ep 120 – Greg Bellinger, White Rabbit – What Happens When You Niche Hard and Go All In
In episode 120, I sit down with Greg Bellinger, co-founder and CEO of White Rabbit, a web and mobile development agency with nearly 100 in-house employees spread across Colombia, India, and the U.S. Greg shares his journey from frontend developer to visionary CEO and breaks down how White Rabbit scaled by staying focused on one niche—supporting other agencies.
We explore why White Rabbit only hires full-time employees, how niching into agency delivery gave them a competitive edge, and the strategic thinking behind launching their own internal project financial software. Greg also talks about his passion for creation, not just in code but in culture, leadership, and future products. This one’s full of takeaways for agency owners looking to scale with purpose.
Key Bytes
• Greg shares why they only hire full-time employees and the cultural benefits that come with it
• He explains how niching into working with agencies helped them scale more efficiently
• Greg reflects on stepping away from product management and letting his leadership team shine
• He talks about the challenges of managing across three countries and how they keep their culture unified
• Greg reveals details about their custom-built project management and financial tool
• He offers insight into people management, tough conversations, and protecting your energy
• He shares his personal philosophy of “create,” from coding to building culture
• Greg discusses what entrepreneurship means to him and how it’s been part of his DNA from the start
Chapters
00:00 Welcome and guest intro
01:00 The origin of White Rabbit and its full-time hiring philosophy
02:30 Transitioning out of coding and project management
06:00 Working exclusively with agencies vs. going direct
07:15 Niching and its impact on growth and clarity
10:00 Scaling globally: why Colombia, India, and the U.S.
12:00 Uniting culture across three countries
14:00 Vision for the future: stepping back, launching products
16:30 Building internal software for project and financial management
19:00 Lessons in people management and entrepreneurship
25:00 Rapid fire: guilty pleasures, two-word advice, and dream hire
Greg Bellinger is the Co-Founder and CEO of White Rabbit Group, a web and mobile development agency with a fully in-house team of nearly 100 employees across three countries. His passion for technology began in childhood, leading him to hand-code his first websites in 2008. In 2016, he co-founded White Rabbit Group, building it into a trusted development partner for world-class agencies and creatives. Under his leadership, the company has earned a reputation for delivering high-quality digital solutions while fostering a close culture of technical experts.
Contact Greg:
Ep 119 – Jessica Malnik – Building Your B2B Content Moat
In episode 119, I sit down with Jessica Malnik, a B2B messaging strategist who’s helped over 75 founders and lean marketing teams craft content that actually gets read—and drives results. We talk about the risks of over-commoditized content in the age of AI and why a flood of “cheap” output isn’t a strategy. Jessica walks me through her signature framework, the Marketing MOAT, which focuses on Messaging, Distribution, and Content Efficiency.
She also shares practical, low-lift ways agencies can build content machines, maximize existing assets, and stay consistent without burning out. We even talk about content imposter syndrome, the curse of knowledge, and why you don’t have to be totally unique—you just need to show up as yourself.
If you’ve ever struggled with creating content that converts (and keeps converting), this episode is packed with clarity, systems, and smart takes that’ll help you raise your signal-to-noise ratio.
Key Bytes
• Messaging without a unique perspective leads to content that gets ignored
• AI-only content creation can dilute your brand and commoditize your services
• Her “Marketing MOAT” framework focuses on messaging, distribution, and content efficiency
• Distribution must be built into strategy from the beginning, not as an afterthought
• Agencies should reuse and repurpose evergreen content instead of always creating new
• Consistency (3x/week on LinkedIn) matters more than frequency spikes
• Authenticity in content doesn’t mean oversharing—it means resonance
• Set goals based on team size, budget, and business stage, then reverse engineer your strategy
Chapters
00:01 Welcome and intro to Jessica Malnik
01:46 Common agency messaging mistakes
03:26 Why AI-only content is risky for agencies
05:14 Jessica’s Marketing MOAT framework explained
07:21 How to develop “spiky” messaging and content positioning
10:34 Distribution strategy: where your audience actually is
14:04 Own your content—don’t rely only on social algorithms
15:09 Content efficiency and repurposing systems
19:00 Best practices for publishing frequency
21:16 Balancing personal and professional content
22:28 Reverse engineering content strategy based on goals
23:41 Rapid Fire Q&A with Jessica
Jessica Malnik has helped over 75 B2B founders and lean marketing teams fix their positioning and craft messaging people actually read and respond to.
I’ve spoken at half a dozen in-person conferences in the U.S., Australia, and Thailand, as well as dozens of virtual webinars, workshops, and podcast guest appearances.
I’ve also been featured in WSJ, The Next Web, MicroConf, Wynter, SXSW, and MSN UK, among many others.
Contact Jessica:
Ep 118 – Jamie Brindle – From Freelancer to Entrelancer: Building a Business That Scales
Ep 118 – Jamie Brindle – From Freelancer to Entrelancer: Building a Business That Scales
In episode 118, I’m joined by Jamie Brindle—a freelancer, strategist, and creator who’s built a half-million-strong audience around helping creative solopreneurs build sustainable, scalable freelance businesses. In this conversation, Jamie breaks down what it means to be an “Entrelancer”—a hybrid of entrepreneur and freelancer—and why the traditional view of freelancing is overdue for a reboot.
We talk about why having an audience builds instant trust, how freelancers can evolve into business owners without employees, and the myths around websites and portfolios that keep too many creatives stuck in planning mode instead of taking action. Jamie also shares a powerful framework for moving strangers into long-term client relationships—and why every freelancer should be thinking like a strategist, not just a task-taker.
Whether you’re freelancing, running an agency, or somewhere in between, this one’s packed with fresh thinking.
Key Bytes
• Jamie shares the origin of the term “Entrelancer”—and how it reflects a more modern, business-minded freelancer.
• He explains how their TikTok content (originally not for clients) unexpectedly opened doors to Fortune 100 opportunities.
• We dig into the importance of digital products, productized services, and building systems to support time freedom.
• Jamie outlines the four stages of the customer journey: Stranger → Lead → Client → Client for Life.
• He gives a masterclass in how to manufacture delight, over-deliver, and secure repeat work.
• We challenge the sacred cows of freelancer websites and portfolios—and why Jamie believes they’re massive time-wasters.
• Sales anxiety? Jamie offers a grounded, simple mindset shift that removes pressure and focuses on being helpful.
• He explains how positioning yourself as a solution—not a task-taker—is the unlock to charging more and building authority.
Chapters
00:00 Welcome and Intro to Jamie Brindle
01:00 The accidental power of TikTok and building trust
04:30 Redefining success as a freelancer
07:00 “Entrelancer” vs. freelancer: What’s the difference?
11:40 Scaling without employees: Productized and digital offers
13:00 Pivoting from video work to social media consulting
15:25 Lessons from shifting services and getting back in the field
19:30 Jamie’s four stages of the customer journey
24:00 Reframing sales: It’s just solving a problem
28:00 Positioning yourself as a strategic partner
34:00 Why portfolios and websites are the biggest time wasters
37:00 Final thoughts and closing
Jamie Brindle is a freelancer who gives advice to over half a million other creatives on social media about building a scalable and sustainable freelance business.
Contact Jamie:
@thejamiebrindle on all socials
Ep 117 – Wanda Allen, Follow Up Sales – Overcoming the Fear of Follow-Up
In episode 117, I sit down with Wanda Allen, international speaker, coach, and author of Follow Up Sales Strategies. With 25 years in the corporate world and a background in business banking, Wanda developed a systemized approach to sales follow-up that now helps business owners and sales professionals increase their close rates.
We dive into the psychology behind why so many people avoid follow-up, the fears that hold them back (hint: it’s not really about time), and how a simple shift in mindset and process can transform your sales pipeline. Wanda shares data-backed insights, actionable tips for improving follow-up cadence, and even debunks myths about being “pushy.” Whether you’re in active outreach or avoiding the phone like the plague, this episode will motivate you to reframe your follow-up game—and pick up the phone with purpose.
We also talk about her book-writing journey, the importance of believing in the value you bring, and a bucket-list dream that has her heading south of the border.
Key Bytes:
• 98% of sales don’t happen on the first contact—follow-up is essential.
• Fear of being “pushy” and fear of rejection are the top two mindset blocks around follow-up.
• 80% of sales happen between the 5th and 12th contact—most people quit after 2.
• Follow-up is a form of service, not pressure—it shows interest and professionalism.
• The phone is the most efficient tool in sales, yet it’s the most underused.
• You can’t build trust without consistent, committed follow-up.
• Stop assuming silence means disinterest—prospects are often just busy.
• Confidence in your pricing comes from believing in your value.
Chapters
00:01 – Introducing Wanda Allen and the importance of follow-up
01:04 – From corporate banking to follow-up systems expert
03:35 – Writing two books and why her first was retired
06:07 – The real reason people don’t follow up: mindset and fear
07:59 – How to prioritize follow-up and overcome procrastination
11:00 – Why consistent follow-up beats your competition
14:12 – Action over anxiety: staying out of your head during follow-up
16:18 – The forgotten power of the phone in today’s sales world
Wanda Allen is an international speaker, coach and corporate trainer. She's also the author of Follow Up Savvy and Follow Up Sales Strategies. Wanda had a 25 year corporate career where she held the position of Senior Vice President for 15 years. She has a strong skill set for developing systems and applied this skill to the follow up process. She's an expert in helping entrepreneurs, business owners and sales professionals increase pipelines, improve sales performance and strengthen relationships by developing strong follow up skills.
Contact Wanda:
https://www.followupsalesstrategies.com/
Ep 097 – Matthew Fox – The Power of Self-Discovery in Leadership
In episode 097 of Agency Bytes, I had the pleasure of speaking with Matthew Fox, a project leader, trainer, and operations consultant who specializes in conscious leadership and helping teams work better together.
Matthew opened up about his personal journey with imposter syndrome and how it led him to dive deep into self-development. Over the years, he’s explored frameworks like The 15 Commitments of Conscious Leadership and the Drama Triangle, which have shaped how he approaches leadership and team dynamics.
One of the biggest takeaways from our conversation? Project managers often spot cultural issues before leadership does. If your projects are struggling, it’s probably not just an execution problem—it’s a reflection of your agency’s culture
We also dove into the importance of self-care for agency owners—something too many of us neglect. Matthew shared how shifting from reactive, fear-based leadership to solution-focused, conscious leadership can improve team morale, retention, and overall agency success.
This was an insightful conversation, and I know agency owners will take a lot from it. If you’re stuck in survival mode, it might be time to rethink how you lead.
Ep 096 – Jason Kramer, Cultivize – Lead Nurturing and CRM tips for Agency Owners
In episode 096 of Agency Bytes, I had the pleasure of speaking with Jason Kramer, founder and CEO of Cultivize, about how to improve the sales process through better lead nurturing and CRM strategies. We covered topics like identifying and converting leads, picking the right CRM tools, and the mindset shifts that make CRM usage more effective. Jason shared some great insights on evaluating past marketing efforts, making sense of key metrics, and positioning agencies for success. He also introduced some exciting tools and resources from Cultivize, including a Google Sheets-based CRM system called Profit Path, which helps businesses track leads and marketing expenses more effectively.
Key Bytes
• Cultivize focuses on helping businesses identify, nurture, and convert leads.
• Proper CRM implementation requires ongoing adjustments and strategy.
• Many companies jump into technology without understanding their needs.
• Evaluating past marketing efforts is crucial for future success.
• Metrics should inform decisions, not just provide data.
• Agencies often struggle with self-marketing due to proximity to their own business.
• Positioning and niche marketing are essential for agency success.
• New tools like Profit Path can simplify lead tracking and marketing costs.
• Behavioral changes are necessary for effective CRM usage.
• Asking for help can accelerate business growth.
Chapters
00:00 Introduction to Cultivize and Sales Optimization
05:55 Choosing the Right CRM Tools
11:58 Evaluating Past Marketing Efforts
17:54 Marketing for Agencies: The Importance of Positioning
24:04 Rapid Fire Questions and Final Thoughts
Jason Kramer is the founder and CEO of Cultivize, a consulting firm dedicated to improving lead nurturing and CRM implementation. With more than two decades of experience, Jason has collaborated with both global and local brands to help align marketing and sales efforts. His expertise lies in optimizing sales processes, evaluating underperforming marketing campaigns, and fostering better integration between marketing and sales teams.
Contact Jason:
https://cultivize.com/learnmore/
Afterthelead.com - Code “AgencyBytes” to save $50
https://cultivize.com/profit-path-sales-tool/
Ep 095 – Chip Griffin, SAGA – Agency Ownership Pitfalls
In episode 095 of Agency Bytes, I’m joined by Chip Griffin, founder of the Small Agency Growth Alliance (SAGA). With over 30 years of experience as an agency owner and entrepreneur, Chip shares how small PR, marketing, and creative agency owners can build businesses they truly love.
We dig into some of agency owners' pitfalls, including why chasing “copycat goals” and outdated benchmarks often leads to burnout, and why focusing on profit and personal satisfaction is key. Chip also breaks down his “floor-to-ceiling” pricing model, the importance of time tracking, and how finding focus (a.k.a. niching) can make your agency more efficient and profitable. Plus, we discuss how owners can step back from the grind and take control of their day-to-day.
If you’re ready to rethink your approach to running your agency, this episode is packed with actionable tips to help you grow sustainably and love what you do. Tune in now!
Key Bytes
• Commit to building a business you want to own.
• Define personal goals to shape your agency.
• Focus on profit, not just revenue or headcount.
• Time tracking is essential for understanding costs.
• Pricing should be based on project budgets and value.
• Finding focus helps improve efficiency and results.
• Agency owners often work too many hours on the wrong tasks.
• Control your day to enhance satisfaction.
• Selling an agency is often not a life-changing event.
• Life is too short to be miserable in your work.
Chapters
00:00 Introduction to Agency Growth
06:36 The Importance of Time Tracking
12:51 Pricing Strategies for Agencies
19:23 Common Pain Points for Agency Owners
25:19 Rapid Fire Questions and Final Thoughts
As the founder of the Small Agency Growth Alliance (SAGA), Chip Griffin helps small PR and marketing agency owners build businesses that they want to own. He works with them to grow profits, eliminate overwork, and improve their overall satisfaction.
As an experienced entrepreneur and agency owner himself, Chip shares the wisdom of his successes and the lessons from his failures. He understands the challenges and opportunities that face agency owners because he sat in the same chair and faced similar decisions.
Chip joined his first agency 30 years ago as a Junior Account Executive and has had an appreciation for the highs and lows these firms experience ever since.
Contact Chip:
Ep 094 – Chris DuBois, Dynamic Agency OS – The Three O’s of an Agency
In episode 094 of Agency Bytes, I had the pleasure of sitting down with Chris Dubois, a seasoned marketing expert and non-founder CEO. Chris shares his fascinating journey from being an infantry officer to leading a successful agency that not only got recognized as an Inc 5000 honoree but also earned the prestigious Two Comma Club award. During our conversation, Chris dives deep into the Dynamic Agency OS, his framework for helping agencies achieve alignment and growth. Key areas of focus from the podcast include:
• Transformational Leadership: How Chris advanced from head of operations to CEO and his insights on effective leadership.
• Strategic Specialization: The importance of niching based on problem-solving and creating differentiated offers.
• Team Optimization: Evaluating and leveraging team strengths to maintain high standards and improve agency culture.
• Quarterly Planning: The benefits of conducting quarterly strategy sessions to stay aligned with client goals and maintain focus.
• Practical Tools: Chris's take on invaluable tools like the AI-powered calendar tool, Motion, and its impact on productivity.
Tune in to explore valuable strategies and actionable insights that can help marketing agency owners thrive and grow their businesses.
Key Bytes
• Chris DuBois transitioned from military service to agency leadership.
• The Dynamic Agency OS framework focuses on operators, offers, and operations.
• Agencies often struggle with client requests outside their expertise.
• Leadership in agencies is about maintaining a strong culture and standard.
• Hiring the right people is crucial for delivering quality work.
• Understanding client needs requires digging deeper into their problems.
• Quarterly strategies help keep clients focused and accountable.
• Soft skills can be broken down into quantifiable hard skills for training.
• Delegation is key for agency owners to focus on growth.
• Networking with other experts can provide valuable insights and solutions.
Chapters
00:00 Introduction to Agency Bites and Chris DuBois
06:32 The Dynamic Agency OS: A Framework for Success
12:51 Navigating Client Requests and Agency Expertise
23:39 Personal Insights and Recommendations from Chris DuBois
Chris DuBois helps marketing agencies build a solid go-to-market foundation while avoiding common roadblocks by aligning business design with personal goals through the Dynamic Agency OS. A former head of operations and non-founder CEO at an agency, he is an INC 5000 honoree and 2 Comma Club awardee.
Contact Chris:
Ep 093 – Jonathan Stark, Ditcherville – Ditching Hourly
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.
Ep 091 – Brad Farris, Anchor Advisors – CEO Success Habits
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
Ep 090 - Jon Tsourakis, Oyova – Agency Insights: Lessons from the Trenches
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
Ep 089 – Dan Englander, Sales Schema – Escaping Owner-Led Sales
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
Ep 057 – Emily Cohen & Hunter Vargas, Casa Davka – Nailing the Client Relationship
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!
