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 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 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:
Ep 085 – Dia Bondi – How to Ask for More
In Episode 085 of Agency Bytes, I had the privilege of sitting down with Dia Bondi, a communications expert and author of Ask Like an Auctioneer. Dia shares her fascinating journey from the world of auctioneering to becoming a sought-after communication coach.
We dive deep into the art of asking effectively in high-stakes situations, exploring how to embrace rejection, craft impactful asks, and understand the value behind what you're offering. Dia introduces her powerful framework for building and delivering asks with confidence and clarity.
This episode is packed with insights on training your mindset to recognize what you truly want, articulate it boldly, and go after it fearlessly. Dia inspires us to make our dreams known and actively chase our goals with intention and determination.
If you’ve ever struggled with asking for what you deserve, this conversation is one you don’t want to miss!
Key Takeaways
• Asking like an auctioneer involves maximizing potential asks.
• Rejection should be seen as a sign of success, not failure.
• Design your asks based on what you truly want, not what you think you can get.
• Understanding the perceived value is crucial in negotiations.
• The offer inside the ask should benefit both parties involved.
• Mindset plays a significant role in how we approach asking for what we want.
• It's important to communicate your dreams to those around you.
• Asking for more can lead to greater outcomes than anticipated.
• The process of auctioneering provides valuable insights into effective communication.
• Honesty and generosity should guide your asks, not manipulation.
Chapters
00:00 Introduction to Asking Like an Auctioneer
05:16 The Connection Between Asking and Auctioneering
10:28 Mindset: Embracing Rejection
15:30 Designing Your Ask
20:57 The Offer Inside the Ask
27:03 Final Thoughts and Rapid Fire Questions
Dia Bondi is a Communications Catalyst, Speaker and Author of Ask Like an Auctioneer: How to Ask for More and Get It. She coaches VC-backed founders, executives, and ambitious professionals to speak powerfully when the stakes are high. She helped Rio de Janeiro win the right to host the 2016 Summer Olympics and has helped countless leaders secure hundreds of millions in decisions and resources. A hobbyist fundraising auctioneer, Dia’s TEDx Talk was selected as a TED Editors’ Pick, showcasing how to make the kinds of asks that can change everything.
Ep 084 - Jacquelyn Laufer & David Yassky, Driver Digital – Fashionable Agency Culture
In this episode of Agency Bites, I had the pleasure of sitting down with David Yasky and Jacqueline Laufer, the dynamic duo behind Driver Digital. Let me tell you, their story of building a thriving agency in the fashion and e-commerce space is nothing short of inspiring!
We dove deep into the secret sauce of their partnership, and it's all about knowing your strengths and playing to them. David and Jacqueline shared some golden nuggets on how they've defined their roles and fostered a culture that keeps their team excited to come to work every day. They've cracked the code on maintaining joy in the workplace!
We also got into the nitty-gritty of building those long-lasting client relationships that are the lifeblood of any agency. And if you're looking to level up your leadership game, you won't want to miss their thoughts on effective leadership and the power of mentorship.
If you're ready for a dose of inspiration, practical wisdom, and maybe a laugh or two, tune in to this episode. Trust me, you won't regret it!
Key Takeaways
• Both David and Jacqueline ran their own agencies before partnering.
• Driver Digital specializes in fashion, beauty, and e-commerce.
• Defining roles in a partnership is crucial for efficiency.
• Fostering a positive culture is essential for team morale.
• Maintaining joy in the workplace enhances productivity.
• Building lasting relationships with clients leads to success.
• Effective leadership involves immediate feedback and open communication.
• Mentorship plays a vital role in personal and professional growth.
• Success is attributed to strong relationships and quality work.
• Saying no to projects that aren't a good fit is empowering.
Chapters
00:00 Introduction to Driver Digital
01:01 The Journey to Partnership
02:58 Niche Focus in Fashion and E-commerce
06:16 Defining Roles in the Agency
10:26 Fostering a Positive Agency Culture
15:41 Maintaining Joy in the Workplace
19:31 Building Lasting Client Relationships
22:01 Leadership Styles and Team Management
25:04 The Importance of Mentorship
29:03 Success Through Relationships
33:02 Rapid Fire Questions and Key Takeaways
David Yassky is a creative leader and brand developer with over eighteen years of dynamic experience combining the worlds of editorial, fashion, retail and ecommerce. His editorial roots, entrepreneurial acumen, and strong industry relationships make him a unique asset that artfully straddles the creative and business worlds. David began his career as a Fashion Editor at Women’s Wear Daily and W Magazine before going on to consult for a variety of iconic brands including Tory Burch, Anthropologie, and Gap. David was the co-founder and President of The Aisle New York, a progressive digital startup in the bridal ecommerce space, and later he served as Fashion and Editorial Director of the large American ecommerce site, IDEELI. He is the founder and creative director of Driver Creative & Driver Digital – helping transform iconic brands including Anne Klein, Bergdorf Goodman and Joseph Abboud.
Jacquelyn Laufer, is an E-Commerce, Digital Marketing, Solutions and Project Management consultant with over 14 years experience specializing in the luxury fashion, beauty and travel industries. Having launched Henri Bendel’s first ecommerce website, Bond No. 9’s second, built online experiences with Estee Lauder Companies, Coty, Edit New York and Blissworld, Jacquelyn is known for helping companies scale their business. Most notably, Jacquelyn founded e-commerce consulting and project management firm Rebuild Girl, which led the re-platforms for brands such as L’Objet, Anne Klein, Joseph Abboud, Creed Boutique, Hanky Panky and more. Jacquelyn enjoys building consensus, effectively motivating and helping teams hit their mark, defining digital solutions and integrations to help brands grow and most importantly hanging out with her husband and rescue dog.
Contact Jacquelyn and David:
