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 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 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 116 – Clara Stedman and Ben Engvall, Palmer Advisors – The Dynamics of Agency M&A
In episode 116, I sit down with Clara Stedman and Ben Engvall, founding partners of Palmer Advisors, a boutique M&A firm focused on marketing, media, and tech agencies in the lower to middle market. Clara and Ben break down what agency owners need to understand about selling their business, navigating deal structures, and preparing for acquisition—even if an exit isn’t on the immediate horizon.
We talk about why Palmer was founded, the major shifts in deal terms over the last few years, and why so many agency founders are choosing to stay on post-acquisition. They also share candid insights into common red flags that signal an agency isn’t ready to sell—and what to do about it. We dive into how niching (especially by industry) impacts valuation, what kinds of agencies are in high demand, and how AI and proprietary tools may influence future multiples.
Whether you’re dreaming of an exit, fielding buyer interest, or just want to understand how your agency is valued, this episode pulls back the curtain on the M&A process and what today’s buyers really want.
Key Bytes
• Palmer Advisors focuses on M&A for service-based businesses.
• The agency market is evolving with new deal structures.
• Cultural fit is crucial in agency acquisitions.
• Founders should not exit at their peak performance.
• Timing is key when going to market for an exit.
• Having a strong leadership team is essential for agency sales.
• Niche agencies are more attractive to buyers.
• Understanding EBITDA is vital for agency owners.
• Deal structures can be creative and flexible.
• The future of M&A looks promising with technology advancements.
Chapters
00:00 Introduction to Agency Bites
01:47 The Formation of Palmer Advisors
03:35 Reflections on the First Year
05:32 Understanding Agency M&A Dynamics
09:23 Identifying Readiness for Exit
13:28 The Importance of Owner Involvement
16:02 The Value of Niching in M&A
19:09 Demystifying M&A Terminology
23:19 Future Trends in M&A
25:11 The Role of IP and Technology in Valuation
28:34 Rapid Fire Questions and Closing Thoughts
Clara Stedman and Ben Engvall are the founding partners of Palmer Advisors, a boutique M&A advisory firm built specifically for founders of service-based businesses. With a focus on marketing, media, and tech agencies in the lower to middle market (typically $1–10M in EBITDA), Clara and Ben bring a modern, founder-first approach to buying, selling, and valuing businesses. They’ve quickly built a reputation for their strategic deal-making, brutally honest readiness assessments, and commitment to crafting win-win outcomes that align both financial and cultural goals. Clara leads as CEO, bringing a background in corporate retail and fitness, while Ben heads up M&A with a traditional finance foundation. Together, they’re reshaping what agency exits can—and should—look like.
Contact Palmer Advisors:
https://www.linkedin.com/in/clara-stedman-palmer-advisors/
https://www.linkedin.com/in/ben-engvall-palmer-advisors/
Ep 115 – Jason Hennessey, Hennessey Digital – Owning a Niche and Scaling It to 8 Figures
In episode 115, I sit down with Jason Hennessey, internationally recognized SEO expert and CEO of Hennessey Digital. Jason shares the story of how a single talk at a legal mastermind sparked his first agency, and how he’s since scaled a powerhouse SEO firm serving top-tier law firms. We talk about niching down, the power of building a personal brand, and why delegation was key to scaling without burning out. Jason opens up about leadership, team culture, and how stepping back actually helped his agency grow faster. Plus, we dive into strategies like direct mail, personal outreach, and even outsourcing genius to level up results.
Key Bytes
• Jason Hennessy has been in SEO since 2001 and started his first agency in 2008.
• He transitioned from his first agency to Hennessy Digital in 2015, focusing on law firms.
• Innovative marketing strategies, like sending personalized books, helped him secure clients.
• Hennessy Digital primarily serves personal injury lawyers but sees potential in other legal niches.
• Building a personal brand has significantly increased response rates to his outreach.
• Delegation and outsourcing are key to scaling an agency effectively.
• Jason emphasizes the importance of investing in leadership and team development.
• He still engages with SEO on a personal level, leveraging external expertise.
• Agency culture is a priority, fostering support and recognition among team members.
• Asking for help and seeking coaching is crucial for agency owners.
Chapters
00:00 Introduction to Agency Bites and Guest Background
01:04 Jason Hennessy's Journey in SEO and Agency Growth
03:55 Transitioning from First Agency to Hennessy Digital
07:00 Innovative Marketing Strategies for Law Firms
10:06 Market Potential and Niche Focus in Legal SEO
11:58 Building a Personal Brand and Leadership Structure
16:01 Scaling the Agency and Delegating Responsibilities
20:03 Passion for SEO and Outsourcing Expertise
23:05 Expanding Services Beyond SEO
24:54 Agency Culture and Team Dynamics
27:04 Personal Insights and Advice for Agency Owners
Jason Hennessey is an entrepreneur, internationally recognized SEO expert, author, speaker, podcast host, and business coach. Since 2001, Jason has been reverse-engineering the Google algorithm as a self-taught student and practitioner of SEO and search marketing.
Jason's expertise has fueled the growth and successful sale of multiple businesses, starting with a pioneering dot-com venture in the wedding industry. Serving as the CEO of Hennessey Digital since 2015, Jason's leadership has transformed a modest consultancy into a thriving eight-figure agency, earning a place on the prestigious Inc. 5000 list for five consecutive years. He is also the author of two Amazon bestsellers titled Law Firm SEO and Honest SEO.
As a sought-after keynote speaker and a frequent guest on podcasts and webinars, Jason shares his wealth of knowledge. He contributes as a columnist to respected publications such as the Washington Post and is a regular contributor to Entrepreneur, Forbes, Inc., Newsweek, and Rolling Stone Magazine. Jason's accomplishments extend to being honored with the Gold TITAN Business Award in the Entrepreneurship, Branding, Advertising, & Marketing category, as well as being recognized as a National Law Review Go-To Thought Leader.
Jason's journey has been enriched by his experience as a United States Air Force veteran and his attainment of a Bachelor of Arts degree in Marketing from the University of Nevada, Las Vegas. Commencing his SEO career in Las Vegas and later establishing a strong presence in the legal industry in Atlanta, Jason now resides in the Los Angeles area with his wife, Bridget, and their three children.
Ep 113 – Dr. Jeremy Weisz, Rise25 – The Gift of Podcasting
Ep 113 – Dr. Jeremy Weisz, Rise25 – The Gift of Podcasting
In episode 113, I sit down with Dr. Jeremy Weisz, co-founder of Rise 25 and host of the Inspired Insider podcast. Jeremy and I talk about how podcasting—when used the right way—can become one of the most effective tools for building real relationships, not just content. He breaks down the Dream 200 strategy for identifying ideal clients, why giving value always beats chasing sales, and how his agency uses both podcasting and strategic gifting to keep top-of-mind with partners and clients. We also dive into how he accidentally became an agency owner, the underrated power of thoughtful gifts, and his take on creating a high-impact referral ecosystem. And yes, we end with some rapid-fire questions—including the surprising mascot he’d pick for his agency.
Key Bytes
• Podcasting is a powerful tool for networking and professional development.
• Building relationships through podcasting can lead to business opportunities.
• The Dream 200 strategy helps identify and target ideal clients.
• Giving away valuable information attracts the right clients.
• Gifting strategies can enhance client engagement and retention.
• Podcasting can serve multiple purposes: authority building, SEO, and content creation.
• Networking through podcasts can create referral partnerships.
• Understanding your niche is crucial for effective marketing.
• Regular touchpoints with clients through gifts can strengthen relationships.
• Consider the source of business advice before acting on it.
Chapters
00:00 Introduction to Podcasting and Rise 25
02:52 The Evolution of Podcasting and Its Benefits
05:47 Building Relationships Through Podcasting
09:10 The Dream 200 Strategy for Targeting Clients
11:53 Gifting Strategies for Client Engagement
14:54 Rapid Fire Questions and Closing Thoughts
Dr. Jeremy Weisz has been featuring top entrepreneurs with video interviews since 2008 that include founders/CEOs of Pixar, P90X, Atari, Einstein Bagels, Mattel, Kettle Chips, RX Bars, Big League Chew, the Orlando Magic, and many more on www.InspiredInsider.com
He runs Rise25 which helps B2B businesses connect to their ‘Dream 200’ clients, and referral partners and get ROI, using a podcast. They eliminate 99% of the work and make sure you get ROI. Rise25 is an easy button for you to launch and run your podcast.
Podcasting has been one of the best things I've done both personally and professionally. It's been an amazing tool for connecting with referral partners, strategic partners, clients, and more.
Podcasting is like a "Swiss Army knife" because it is business development, referral marketing, strategic partnerships, lead generation, SEO, content creation, and personal and professional development, all in one.
Contact Dr. Weisz:
Ep 112 – Jay Owen, Business Builders – Slow Growth, Strong Culture
Ep 112 – Jay Owen, Business Builders – Slow Growth, Strong Culture
In episode 112 of Agency Bytes, I sit down with Jay Owen, founder of the multimillion-dollar agency Business Builders and the community Agency Builders. Jay started his web design business at just 17 and has spent the last 26 years growing it—intentionally and steadily—into a values-driven company focused on people over ego and sustainable growth over fast wins.
We dive into the long game of agency leadership, building a business that can thrive without you, and the fulfillment that comes from creating jobs that others love. Jay shares how his faith and values guide the way he leads, the role community has played in his journey, and why slow growth might just be the secret weapon nobody talks about. Whether you’re scaling your team, wrestling with niching, or thinking about legacy, this episode is full of wisdom for the road ahead.
Key Bytes
• Jay Owen started his entrepreneurial journey at a young age.
• Slow growth can lead to more sustainable success.
• Creating job opportunities for others is a key motivation.
• Community is essential for agency leaders.
• Collaboration over competition fosters growth.
• Integrating personal values into business is important.
• Niche down or maintain variety based on personal preference.
• Productization can enhance agency efficiency and profitability.
• Having a support system prevents burnout.
• Building a strong team is crucial for agency longevity.
Chapters
00:00 The Entrepreneurial Spirit Begins
02:37 Navigating the Hills and Valleys of Business
05:35 Building a Team and Creating Opportunities
08:54 The Importance of Community Over Competition
12:50 Creating a Supportive Environment
16:56 Integrating Personal Values into Business
20:56 Niche vs. Variety in Agency Growth
23:32 Productization and Agency Wisdom
Jay Owen started a web design company at 17 years old that has grown to a multi-million dollar agency and still growing 26 years later. He’s the author of Building a Business that Lasts and Host of a Podcast by the same name. Jay founded Agency Builders, a community to help agency leaders grow and scale in a healthy way.
https://agencybuildersretreat.com/
https://aiwithjay.com/
Ep 111 – Corey Quinn – Deep Specialization
In episode 111 of Agency Bytes, I sit down with Corey Quinn—agency growth expert, author of Anyone, Not Everyone, and the guy who helped scale Scorpion from $20M to $150M. We unpack what it really means to specialize as an agency and why empathy might just be your most overlooked growth lever.
Corey shares how moving from generalist to deep specialization can unlock operational efficiency, stronger positioning, and a hell of a lot more revenue. We also dig into outbound sales strategies (including the power of gifting!), how to expand into multiple verticals without becoming a generalist again, and what the future of agency specialization looks like in an AI-driven world.
If you’ve ever worried about niching down “too far,” this conversation will flip that fear on its head.
Key Bytes
• Corey Quinn emphasizes the importance of deep specialization for agency growth.
• Empathy is crucial for understanding clients' specific problems.
• Transitioning from inbound to outbound sales requires a strategic approach.
• The generalist trap can lead to operational inefficiencies and client loss.
• Building trust through industry engagement is key to agency success.
• Agencies should consider adjacent verticals for expansion.
• Creative teams may need variety to stay engaged in specialized markets.
• The tools used in marketing may change, but the outcomes remain constant.
• Agencies should focus on solving real-world business problems for clients.
• Founders can explore new verticals once they achieve a certain market share.
Chapters
00:00 Introduction to Agency Growth and Specialization
01:11 Corey's Journey in the Agency World
03:02 Scaling Scorpion: From 20M to 150M
07:15 The Shift to Outbound Sales Strategies
11:44 Deep Specialization: Breaking the Generalist Trap
12:10 Empathy in Agency Specialization
19:10 Building Trust Through Industry Engagement
21:10 Expanding into New Verticals
25:17 Addressing Fears of Niching Down
27:42 Future Trends in Agency Specialization
Corey Quinn has over 18 years in the agency space, including as Scorpion's CMO, where he helped grow revenue from $20M to $150M in 6 years. His bestselling book: "Anyone, Not Everyone: a Proven System for Agencies to Escape Founder-Led Sales" has been endorsed by Aaron Ross, John Ruhlin, Dr. Benjamin Hardy, Marcel Petitpas, and many others.
Today, his company helps digital agencies become the go-to choice within a vertical market with his Deep Specialization Methodology.
Contact Corey:
https://www.linkedin.com/in/coreyquinn/
Ep 108 – Yael Morris, Decode Insights – Why Your Customers Buy, or Don’t
In episode 108 of Agency Bytes, I sit down with Yael Morris from Decode Insights to dive deep into the psychology behind why customers really buy — and why they don’t. Yael shares her fascinating journey from selling granola bars to becoming a go-to expert for decoding customer motivations through intimate, one-on-one conversations. We explore why traditional focus groups often miss the mark, how true empathy fuels marketing success, and why no AI tool can replace the magic of a real human conversation. If you’ve ever relied on gut feelings to shape your messaging, this one’s a must-listen. Plus, stick around for some rapid-fire questions where Yael shares personal insights, favorite tools, and advice she’d give her younger self.
Key Bytes
• Understanding buyer psychology is crucial for effective marketing.
• Customer insights can drive product development and marketing strategies.
• Empathy in marketing leads to better customer connections.
• Human conversations yield deeper insights than surveys or forms.
• AI cannot replace the emotional context of human interactions.
• One-on-one interviews provide richer data than focus groups.
• Customer-driven messaging is essential for successful marketing.
• Patience is key when introducing unconventional ideas.
• Building rapport in interviews encourages openness from customers.
• Insights from customer conversations can significantly impact business growth.
Chapters
00:00 Understanding Buyer Psychology
02:52 The Journey to Customer Insights
05:59 The Importance of Human Conversations
09:10 The Role of Empathy in Marketing
11:47 Universal Application of Customer Insights
15:05 The Impact of AI on Customer Understanding
18:03 The Value of One-on-One Interviews
21:02 Leveraging Insights for Business Growth
24:05 Focus Groups vs. One-on-One Interviews
26:52 Rapid Fire Questions and Closing Thoughts
Yael Morris from Decode Insights goes deep into buyer psychology to decode the real reasons behind why your customers buy, or don't buy from you. Through 1:1 customer interviews, she uncovers her clients customers' real-lived moments of struggle and desired outcomes that led them to purchase, giving a new human-level understanding of exactly what really matters to customers.
Contact Yael:
Ep 107 – Blair Enns, Win Without Pitching – The Fourth Conversation
In episode 107 of Agency Bytes, I sit down with Blair Enns, founder of Win Without Pitching and author of The Win Without Pitching Manifesto and The Four Conversations. If you’ve heard Blair on other shows—or are one of the many who’ve followed his work for years—you might think you’ve heard it all. Not this time. In this conversation, we go beyond the usual talking points and uncover insights he’s never shared before.
Blair opens up about the real mindset shifts creative professionals need to make if they want to stop selling like vendors and start showing up as experts. We break down the Four Conversations model, what most agency owners still get wrong about pricing, and how to rewrite the dynamics of the sales process to work in your favor.
We also explore why repetition beats inspiration, how to protect your power in client engagements, and what Blair believes is the single biggest opportunity for agencies right now—even in a time of AI disruption and economic uncertainty. If you want to charge more, pitch less, and finally own your value—this episode brings the fire.
Key Bytes
• Blair Enns emphasizes the importance of lifestyle choices in career decisions.
• The Win Without Pitching Manifesto serves as a foundational text for creative professionals.
• Sales should be viewed as a series of conversations rather than a pitch.
• Pricing is a critical area for agencies to improve profitability.
• Repetition in learning is essential for mastery of sales techniques.
• Creative professionals often struggle with the mindset of being a salesperson.
• The Four Conversations provides a framework for navigating sales effectively.
• Surviving economic uncertainty is crucial for agency success.
• Agencies should focus on their unique expertise to stand out in the market.
• Building strong client relationships is key to successful sales.
Chapters
00:00 Introduction to Blair Enns and His Journey
02:59 The Catalyst for Change: Lifestyle Choices
06:00 The Birth of Win Without Pitching
09:06 Understanding the Win Without Pitching Manifesto
12:12 The Four Conversations: A New Model for Selling Expertise
17:54 Lessons Learned from Coaching Agencies
20:50 The Importance of Repetition in Learning
25:56 Navigating Sales Conversations Effectively
31:59 Mindset Shifts for Creative Professionals
35:05 Opportunities and Challenges Ahead for Agencies
Blair Enns is the founder of Win Without Pitching and the author of three books on selling and pricing for expert advisors and practitioners, including the brand new The Four Conversations: A New Model for Selling Expertise.
A former advertising professional and consultant, Blair launched Win Without Pitching in 2002 to help creative professionals learn to win more business at higher prices without giving their services away for free in a pitch. His selling philosophy and pricing strategies resonated beyond the advertising and design professions to the point where today Win Without Pitching serves expert advisors and practitioners around the world in over a dozen professions, including finance, marketing, consulting, engineering and healthcare.
Blair also co-hosts, along with David C. Baker, the popular podcast 2Bobs: Conversations on the Art of Creative Entrepreneurship.
Contact Blair: winwithoutpitching.com
Ep 106 – Lisa Colantuono, AAR Partners – Building Relationships, Not Pitches
In episode 106 of Agency Bytes, I chat with Lisa Colantuono, president of AAR Partners and a 25-year veteran in agency-client matchmaking (though she hates that word!). If you’re tired of wasting time on endless pitch decks, spec work, and one-sided RFPs, this episode is a must-listen.
Lisa shares what really matters to brands during the agency search process—and how agencies can proactively position themselves to win more work without chasing every lead. We dive into how to build trust that leads to long-term relationships, how to get your agency noticed through smart PR, and why your creative work still needs to deliver real impact. Lisa also drops actionable advice on reputation-building, client retention, and what it really takes to stand out in a crowded agency landscape.
Whether you’re running a small shop or a growing firm, Lisa’s insights are full of practical steps to help you stay relevant, get on the right shortlists, and keep your agency’s name in the room—even when you’re not.
Key Bytes
• Streamlining the agency review process is essential—both for marketers and agencies trying to avoid wasted time and energy.
• Marketer-led reviews now make up 85% of the search landscape—agencies need to understand how to stand out in this evolving dynamic.
• Trust and relationships are everything. People buy from people they trust, and lasting partnerships are built on emotional connection.
• Agencies must treat themselves like their number one client. Prioritize your own marketing, just like you would for your best-paying account.
• Referrals, recognition, and press coverage are key to visibility—smart PR can put your agency on a brand’s radar before the pitch even starts.
• Great creative still wins. No amount of charm or strategy can replace standout work that delivers results.
• Proactivity beats complacency. The biggest reason agencies lose clients? They stop showing up with ideas.
• Personalized outreach beats “spray and pray.” Insightful, relevant communication gets attention—generic blasts get ignored.
• Your network defines your success. The company you keep, the connections you nurture—they’re all part of the relationship-driven business we’re in.
Chapters
00:00 Introduction to Agency Bites and Lisa Colantuono
01:44 Reinventing the Agency Search Process
04:21 Streamlining the Review Process
08:11 Trends in the Marketing Industry
12:26 Building Trust and Relationships in Agencies
18:10 The Importance of Reputation and Press Coverage
23:28 The Power of Recognition in Agency Work
25:06 The Importance of Account Management
26:39 Complacency: The Silent Account Killer
28:07 Proactivity in Client Relationships
29:33 Building Trust Through Networking
30:56 Emotional Connections with Brands
32:55 The Value of Insightful Communication
35:05 Understanding Client Pain Points
39:19 The Comprehensive Marketing Approach
40:09 Personal Insights and Life Lessons
Lisa Colantuono is the President of AAR Partner. With nearly 25 years of experience, Lisa has helped marketers like Ancestry, Subaru, and Panera Bread connect with the right agencies to drive meaningful results. She’s a pioneer in modernizing the agency search process, the author of @AARLisa: New Biz in 140 Characters (or Less), and the host of the On Purpose podcast. Lisa is passionate about building impactful partnerships and shaping the future of the marketing industry.
Contact Lisa:http://www.aarpartners.com
Ep 105 – Ryan Rhoten, The Distilled Brand – Messaging That Converts
In episode 105 of Agency Bytes, I’m joined by Ryan Rhoten, founder of The Distilled Brand, who helps entrepreneurs and agency owners develop crystal-clear messaging that actually connects. Ryan shares the structured process he’s refined to help business leaders articulate their value—not with jargon or vague promises, but with messaging that speaks to real human emotion and need.
We dig into his “four O’s” framework, why niching is essential (even if you resist it), and how standardizing your offers can streamline operations, boost profitability, and make your marketing 10x easier. If you’ve ever felt like your agency’s message isn’t landing or you’re reinventing the pitch every time you meet someone new, this episode is for you.
Key Bytes
• Ryan helps entrepreneurs align their internal expertise with external perceptions.
• Messaging should address both objectives and the emotional obstacles clients face.
• The Four O's: Objectives, Obstacles, Objections, and Outcomes are crucial for effective messaging.
• A messaging playbook provides a structured approach to communication across all platforms.
• Niching down helps entrepreneurs become known for their expertise.
• Standardizing offers can lead to increased efficiency and profitability.
• Clear messaging is essential for team alignment and customer understanding.
• Customers are primarily concerned with their own needs, not your company's history.
• Effective messaging should focus on benefits rather than features.
• Incremental improvement is key to long-term success in business.
Chapters
00:00 Introduction to Agency Bites and Guest Ryan Roten
02:26 Understanding Brand Messaging and Positioning
05:44 The Emotional Side of Messaging
09:16 The Four O's of Messaging
12:40 Creating a Messaging Playbook
15:01 The Importance of Niching Down
18:42 Standardizing Offers for Efficiency
20:22 Crafting a Clear Elevator Pitch
22:04 Identifying Red Flags in Messaging
25:05 Rapid Fire Questions and Closing Thoughts
Have you ever struggled to communicate your expertise in a way that truly resonates? Ryan Rhoten, owner of The Distilled Brand, understands the challenge and has developed the Brand Messaging System to help. As an expert in brand positioning and messaging, Ryan guides his clients through a proven process to distill complex ideas into clear, compelling messages to communicate your brilliance and connect with your audience.
Contact Ryan:
https://linkedin.com/in/ryanrhoten
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 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 087 – Peter Kang, Barrel Holdings – Building an Agency Portfolio
Ep 087 – Peter Kang, Barrel Holdings – Building an Agency Portfolio
In Episode 087 of Agency Bytes, I had an inspiring conversation with Peter Kang, co-founder and chairman of Barrel Holdings. Peter shared his journey of building Barrel, a standout eCommerce agency specializing in Shopify, and how his vision evolved into creating multiple specialized agencies under the Barrel Holdings umbrella.
We dove into the challenges and rewards of growing an agency, the strategic decisions that shaped his path, and what it’s like to step back from daily operations to focus on the bigger picture. Peter is passionate about investing in the right people and systems to build an ecosystem of agency services that truly thrives and writes about it weekly in his newsletter.
He also opened up about the importance of transparency in communication, their bold Omakase experiment in funnel building, and launching Agency Habits, a resource-packed platform for agency operators. Throughout our chat, Peter emphasized the power of relationships in business and the fulfillment that comes from pursuing work you’re truly passionate about.
This episode is packed with actionable insights and inspiration—don’t miss it!
Key Takeaways
• Peter Kang co-founded Barrel in 2006 with a focus on digital transformation.
• The agency evolved to specialize in e-commerce, particularly Shopify.
• Barrel Holdings was created to manage multiple agencies under one umbrella.
• Transparency in communication has been a core value for Peter and his team.
• The Omakase experiment allowed clients to receive branding for free, building a portfolio.
• Separate agencies allow for tailored staffing and focused strategies.
• Agency Habits aims to share resources and insights among agency operators.
• Building relationships is crucial for long-term success in business.
• The importance of passion-driven work over purely strategic planning.
• Peter emphasizes the need for a succession plan in agency leadership.
Chapters
00:00 Introduction to Agency Bites and Peter Kang
05:10 Focusing on E-commerce and Shopify
10:16 The Strategy Behind Separate Agencies
14:35 The Importance of Transparency in Communication
16:20 The Omakase Experiment: A Bold Approach
23:01 Building a Diverse Agency Portfolio
24:56 Launching Agency Habits: A New Venture
28:41 Rapid Fire Questions and Personal Insights
Peter Kang is co-founder and Chairman of Barrel Holdings, a portfolio of digital agency businesses that includes Barrel, a leading Shopify agency, and BX Studio, a leading Webflow agency. Peter enjoys working closely with agency leaders both in and outside of Barrel Holdings, being a sounding board and sharing lessons learned from years of operating agency businesses.
Contact Peter:
Ep 086 – Christian Banach – Growth with Newsletters
In Episode 086 of Agency Bytes, I sit down with Christian Banach, a business development expert with a fascinating backstory—from concert promotions to helping agencies land big-ticket clients. Christian’s journey is packed with lessons for anyone looking to level up their business development game.
We dive into the power of relationship marketing, the magic of positioning and specialization, and how agencies can stand out in a crowded marketplace. Christian shares actionable strategies for building and nurturing an email list and why thought leadership (like newsletters!) is key to staying top of mind with prospects.
We also chat about creating consistent, meaningful content and using LinkedIn to boost visibility and credibility. If you’re wondering how to turn casual readers into real connections, this episode is a goldmine.
It’s a must-listen for agency owners ready to take their business development to the next level!
Key Takeaways
• Christian Banach started his entrepreneurial journey in high school.
• The 2008 recession prompted Christian to pivot to business development.
• Agencies often struggle with lead generation due to lack of specialization.
• Positioning and messaging are crucial before seeking leads.
• Thought leadership can significantly enhance agency visibility.
• Email newsletters should focus on providing value, not self-promotion.
• Building a targeted email list is essential for effective outreach.
• Consistency in sending newsletters is key to staying top of mind.
• Agencies can repurpose existing content for newsletters.
• Engagement analytics can guide proactive outreach to prospects.
Chapters
00:00 The Journey of Christian Banach
02:49 Navigating Business Development Challenges
05:56 The Importance of Positioning and Specialization
09:05 Thought Leadership and Email Newsletters
12:01 Building and Engaging Your Email List
15:07 Content Strategy for Effective Newsletters
17:57 Leveraging LinkedIn for Thought Leadership
20:51 Transitioning from Readership to Engagement
24:09 Final Thoughts on Newsletter Success
Christian Banach is a seasoned business development expert who began his entrepreneurial journey in high school by running a successful concert promotions business. He's worked with big names like Lady Gaga and Pitbull and led marketing activations for brands like Disney and Toyota. After navigating the challenges of the 2008 recession, Christian pivoted to business development, helping agencies generate millions in revenue with clients like Kohl's and Constellation Brands. Now, he's on a mission to help agencies and consultancies land 6 and 7-figure opportunities predictably. Welcome to the show, Christian!
Contact Christian:
