Podcasts about better agency

Welcome to another insightful episode of Build a Better Agency! This week, host Drew McLellan is joined by Matt Davies and Pieter-Paul von Weiler, the strategist duo behind the Better Briefs Project, to tackle one of the most persistent and frustrating challenges agencies face: the elusive art of creating a truly effective brief. If you've ever struggled with unclear objectives, misaligned expectations, or wasted rounds of creative development, this episode is packed with data-driven answers and practical solutions. Drawing on global research from over 1,700 marketers and agency professionals across 70 countries, Matt and Pieter-Paul share eye-opening findings about the wide gap between what clients think they're delivering in a brief and what agencies are actually receiving. They break down the staggering disconnect—like the fact that 78% of marketers believe their briefs offer clear strategic direction, while only 5% of agencies agree—and explore the ripple effect this misalignment has on wasted budgets, morale, and creative outcomes. Drew leads a discussion on why so many briefs fall short, what really constitutes a great brief, and how both agencies and clients can step up to improve the process. You'll hear actionable advice on teaching clients the value of a well-crafted brief, initiating honest conversations before a live project starts, and creating custom templates that actually work for both sides. Plus, Matt and Pieter-Paul draw on their extensive agency experience to explain the difference between client briefs and creative briefs, and how agencies can strategically refine incoming briefs for stronger creative results.  Whether you're an agency owner, account executive, or creative lead, don't miss this episode if you're ready to reclaim lost time, reduce budget waste, and build stronger partnerships with your clients around the brief-writing process. By the end, you'll feel equipped to have more candid, constructive conversations and ensure every campaign starts with clarity and purpose. Head over to betterbriefs.com for more resources and get ready to produce your agency's best work yet!  A big thank you to our podcast's presenting sponsor, White Label IQ. They're an amazing resource for agencies who want to outsource their design, dev, or PPC work at wholesale prices. Check out their special offer (10 free hours!) for podcast listeners here. What You Will Learn in This Episode: Understanding the disconnect between marketers and agencies when it comes to briefs   Why most briefs lack clear objectives, strategic direction, and alignment The business impact of poor briefs—including wasted budgets and extra rework How agencies can proactively educate clients and improve the briefing process The difference between client marketing briefs and agency creative briefs The importance of partnership and communication in crafting great ideas Practical steps to help clients (and agencies) write better, more effective briefs

Welcome to another inspiring episode of Build a Better Agency! In this episode, host Drew McLellan sits down with high-performance coach and leadership expert Christina Langdon to explore what it truly means to scale your agency—not just in terms of size or revenue, but in mindset, vision, and team culture. Drawing on decades of leadership experience at organizations like Martha Stewart Living Omnimedia and Fast Company, Christina offers invaluable insights on unlocking growth and reimagining success for agency leaders and their teams. Throughout their conversation, Drew and Christina unpack the dangers of operating on “default mode,” the pitfalls that keep agencies stuck in status quo thinking, and how our brains—wired for survival rather than success—can hold us back from imagining extraordinary futures. Christina introduces practical strategies for reflection and growth, including her signature daily practice: reviewing what worked, what didn't, and what can be done differently. She explains how these habits, when shared individually and collectively, can spark new awareness and propel teams toward higher performance, deeper engagement, and lasting happiness at work. The episode also delves into tactical frameworks for agency owners looking to elevate their leadership teams, assess existing capabilities, and foster cultures of intentional learning. Christina shares actionable tips on co-creating extraordinary goals, updating job descriptions to match evolving strengths, and using tools like user manuals to deepen collaboration and understanding within teams. You'll also hear how to address common “dream killers,” manage stress by focusing on what's within your control, and get buy-in for big, bold changes—even from those who might be resistant to new ways of thinking.  If you're ready to move beyond incremental improvements and instead ignite genuine transformation within your agency, this episode is packed with real-world advice and motivational stories to get you started. Whether you want to grow in revenue, impact, retention, or simply reclaim your team's enthusiasm, Christina and Drew provide a roadmap for dreaming bigger—together.  A big thank you to our podcast's presenting sponsor, White Label IQ. They're an amazing resource for agencies who want to outsource their design, dev, or PPC work at wholesale prices. Check out their special offer (10 free hours!) for podcast listeners here. What You Will Learn in This Episode: Shifting agency leadership out of “default mode” and embracing intentional growth  Rewiring mindsets from survival to imagination for breakthrough results Building daily reflection practices to improve agency and personal performance Co-creating extraordinary futures as a leadership team rather than top-down planning Leveraging vulnerability and user manuals to deepen team collaboration Tackling chronic stress and letting go of low-impact work for better productivity Rethinking job descriptions and success criteria to elevate leaders and teams  

Welcome to a compelling new episode of Build a Better Agency! This week, host Drew McLellan is joined by familiar faces Susan Baier from Audience Audit and Brian Gerstner from White Label IQ to discuss the findings of the 2025 Agency Core research study. Together, Susan and Brian have launched Agency Core, a nonprofit initiative dedicated to providing agency owners with powerful, unbiased data about what's really going on in the agency world—and the latest results are as sobering as they are enlightening. Drew, Susan, and Brian unpack the study's in-depth findings, based on responses from over 700 agency leaders. They explore the five distinct agency segments identified, analyzing which mindsets and practices set high-performing agencies apart from their peers. The discussion covers the recurring challenges hurting agency profitability and optimism, including the ongoing struggle with building a strong pipeline, the reality of staffing issues, and a noticeable decline in overall optimism among agency owners compared to previous years. The trio digs into what's driving these trends and why, despite all the talk around new technologies like AI, the most pressing problems for agencies remain much more fundamental. You'll also hear their perspectives on the importance of specialized positioning, the power of thought leadership, formal client retention strategies, and maintaining a proactive approach to agency marketing—plus, the critical role of community and peer support in navigating tough times.  If you're looking for actionable insights and a candid, data-driven roadmap to greater agency success, this episode is a must-listen. Tune in for practical strategies and encouragement on how to move from feeling stuck to thriving, even in a changing industry landscape. By the end, you'll be equipped to make meaningful changes and inspired to take the next steps toward building a stronger, more resilient agency.  A big thank you to our podcast's presenting sponsor, White Label IQ. They're an amazing resource for agencies who want to outsource their design, dev, or PPC work at wholesale prices. Check out their special offer (10 free hours!) for podcast listeners here. What You Will Learn in This Episode: The power of niche positioning and thought leadership for agency resilience   Why so many agency owners are struggling and the importance of moving from tactical to strategic work Pipeline challenges as the top threat facing agencies today—far surpassing concerns about AI How formal client retention systems and proactive strategic thinking fuel growth The critical role of reputation: it's what others say about you, not what you say about yourself Team loyalty initiatives and their connection to agency performance and staff retention Choosing your path: the necessity of specialization versus the struggles of being a generalist

Welcome to a milestone episode of Build a Better Agency! This week, host Drew McLellan takes the mic solo to commemorate a remarkable achievement—the 500th episode of the podcast. With nearly a decade of weekly episodes under his belt, Drew reflects on the invaluable lessons that have emerged from ten years of conversations, challenges, and growth within the agency world. In this special episode, Drew distills his journey into five key lessons learned through years of podcasting and agency consulting. From recognizing that agency life is a marathon, not a sprint, to emphasizing the importance of surrounding yourself with the right team, Drew candidly addresses both the successes and the struggles that come with leading and growing a business. He offers practical wisdom on staying adaptable, celebrating milestones, and taking care of your own wellbeing—insights applicable whether you're a new agency owner or a seasoned industry veteran. Drew also shares why having the right support system is crucial, illustrating how learning and growing together creates a thriving agency community. He dives into the values that drive AMI, especially the commitment to leading with love, and how clear core values and business practices act as guiding principles during both calm and challenging times. If you're looking for inspiration, reassurance, or tangible takeaways to apply to your agency, don't miss this landmark episode. Drew's reflections are a heartfelt thank you to listeners, guests, and partners, as well as a rallying call for the next 500 episodes—reminding all of us that the agency journey is a whole lot better when we travel it together. A big thank you to our podcast's presenting sponsor, White Label IQ. They're an amazing resource for agencies who want to outsource their design, dev, or PPC work at wholesale prices. Check out their special offer (10 free hours!) for podcast listeners here. What You Will Learn in This Episode: Embracing agency ownership as a marathon, not a sprint The critical value of ongoing learning and adaptability Prioritizing self-care and celebrating small wins along the way Building and nurturing a strong, supportive team culture Leading with core values—especially love and gratitude Using clear boundaries and best practices to guide agency decisions   The power of community: why together is always better

Welcome to another can't-miss episode of Build a Better Agency! This week, host Drew McLellan invites negotiation expert Mike Lander to shed light on a critical, and often misunderstood, stage of growing your agency: the art of winning new business and, crucially, negotiating strong client contracts. If your agency is hustling for fresh opportunities in the midst of economic uncertainty, this discussion is perfectly timed to help you secure the deals that matter—on terms that support your profitability and long-term growth. Mike Lander brings a unique dual perspective as both a former procurement director (the “buy side”) and current advisor to agencies navigating the “sell side.” Together with Drew, he explores why so many agencies trip up after being “awarded” new business, mistaking the proposal win for the finish line when, in reality, it's the starting point for some of the most pivotal work ahead. Mike reveals how agencies can better qualify opportunities, avoid that painful “close second” outcome, and, above all, approach negotiation with a mindset of mutual value creation rather than desperate discounting. The episode dives deep into actionable best practices you can deploy immediately—from building a robust qualification scorecard and prepping for negotiations, to mastering the art of trading instead of discounting. Mike and Drew also tackle the importance of agency differentiation, emphasizing why expertise and industry-specific knowledge trump generic promises of creativity or methodology. Plus, learn how to lead conversations with the kind of value, risk mitigation, and trust-building that makes your agency stand out in a crowded, competitive field.  Whether you're tired of burning countless hours on unwinnable pitches or want to strengthen your contracts for better client and agency outcomes, you'll find a wealth of insights in this episode. Get ready to rethink your approach to business development—and leave with concrete “homework” that will set your agency up for more wins, stronger partnerships, and greater profitability. Don't miss it!  A big thank you to our podcast's presenting sponsor, White Label IQ. They're an amazing resource for agencies who want to outsource their design, dev, or PPC work at wholesale prices. Check out their special offer (10 free hours!) for podcast listeners here. What You Will Learn in This Episode: Rethinking the pitch process—why winning isn't the finish line, but just the beginning   The dangers of chasing bad-fit clients and how to develop a qualification scorecard Differentiation strategies beyond methodology and “our people”—the real keys to standing out Communicating value and risk to buyers—focusing on afters, measurable results, and case studies Stop discounting and start trading—how agencies should approach contract negotiations The art and science of being a trust builder versus a pushover in negotiations Why creative excellence alone won't win the deal—and separating creative from commercial conversations

Welcome to another insightful episode of Build a Better Agency! In this session, host Drew McLellan is joined by PR expert Ryan Gerding, CEO of Inc. Public Relations, to explore the evolving landscape of public relations and its crucial role in modern communication strategies. Ryan brings over two decades of experience in the PR industry, offering a comprehensive look at how the traditional boundaries of PR have expanded far beyond media relations. Together, Drew and Ryan explore the shifting dynamics of the PR world and how agencies can leverage storytelling, media relationships, and new platforms to enhance their clients' visibility and credibility. They dive into the art of building valuable relationships with media outlets and reporters, emphasizing the importance of being genuinely helpful rather than simply seeking coverage. Ryan also shares his take on the integration of AI in PR, its benefits in organizing thoughts, and its limitations when it comes to creativity—a conversation rich with practical advice for navigating today's media landscape.  This episode is a must-listen for agency professionals eager to understand the nuanced strategies of modern PR. Discover how to turn potential challenges into opportunities by being a trusted resource and explore the ways PR can significantly boost your agency's success in these ever-changing times.  A big thank you to our podcast's presenting sponsor, White Label IQ. They're an amazing resource for agencies who want to outsource their design, dev, or PPC work at wholesale prices. Check out their special offer (10 free hours!) for podcast listeners here. What You Will Learn in This Episode: Navigating the modern PR landscape and its evolution from traditional media relations   Building effective relationships through relevance and helpfulness The impact of AI on PR strategies and operations Understanding the value and implications of pay-to-play PR opportunities Preparing clients for successful media interviews with authentic conversations Enhancing agency-client collaboration through education and expectation management The importance of persistence in media outreach efforts

Welcome to another enlightening episode of Build a Better Agency! In this episode, host Drew McLellan delves into the nuances of effective communication, a skill vital for thriving in today's tumultuous business landscape. Joined by guest Cynthia Kane, an expert in mindful communication, they explore how to navigate conversations with clarity and calm, even amidst chaos. Cynthia shares her journey from struggling with passive-aggressive communication to mastering the art of mindful dialogue. This episode unpacks techniques to foster inner calm, which in turn enhances leadership qualities, especially crucial given the current climate of change and uncertainty. Drew and Cynthia discuss the significance of understanding and managing one's emotional and physical responses to ensure conversations lead to constructive outcomes. Listeners will gain insights on the power of pausing to regain composure during challenging interactions. Cynthia introduces practical practices like breathing exercises and self-talk adjustments that leaders can adopt to steer conversations towards resolution rather than conflict. They also highlight the importance of intentional communication, where clarity trumps winning an argument, thereby fostering trust and collaboration within teams.  Tune in to grasp how these communication strategies can transform not only your professional endeavors but your personal relationships as well. This episode is a must-listen for agency leaders ready to enhance their communication skills, cultivate resilient work environments, and lead with authenticity and efficacy. You'll leave with actionable steps to engage more mindfully with your team and clients, building a robust foundation for success.  A big thank you to our podcast's presenting sponsor, White Label IQ. They're an amazing resource for agencies who want to outsource their design, dev, or PPC work at wholesale prices. Check out their special offer (10 free hours!) for podcast listeners here. What You Will Learn in This Episode: The importance of inner calm and clarity in leadership during turbulent times   Developing effective communication skills as a learned practice Recognizing and managing physical sensations as cues for stress or discomfort The significance of taking a pause to gain control and clarity in a conversation Practical techniques for maintaining composure and de-escalating tense situations Communicating effectively across generational and remote work challenges The powerful role of intention and mindfulness in professional interactions  

Welcome to another insightful episode of Build a Better Agency! Today, host Drew McLellan returns with guest Lee McKnight from RSW to dive deep into the findings of the new 2025 Outlook report, exploring the evolving landscape of agency-client dynamics. As a key industry player, Lee brings a wealth of knowledge about the intersection of innovative trends and client expectations. In this enlightening discussion, Drew and Lee unpack the promising data from the report, which suggests an optimistic outlook for agency-client spending in the coming year. They tackle critical topics such as the enduring power of referrals, the rising significance of direct outreach, and the crucial role of consistent and targeted content in building authority and securing new business. They make it clear that agencies need to embrace these insights to tailor their strategies effectively. The pair also delve into the complex topic of competition from in-house teams and how agencies can strategically position themselves as indispensable partners through specialized expertise and forward-thinking strategies. Highlighting the potential of AI in both business development and operational efficiency, Drew and Lee emphasize the importance of agencies staying ahead of the curve to maintain relevancy and competitiveness in an ever-changing market.  This episode is packed with actionable insights and expert advice that can help you refine your approach to business development, client retention, and trend adaptation. Whether you're looking to cement your agency's authority or navigate the nuances of modern client demands, this episode offers the guidance you need to thrive. Don't miss out on learning how to align your agency's efforts with the expectations of 2025 and beyond.  A big thank you to our podcast's presenting sponsor, White Label IQ. They're an amazing resource for agencies who want to outsource their design, dev, or PPC work at wholesale prices. Check out their special offer (10 free hours!) for podcast listeners here. What You Will Learn in This Episode: The alignment and discrepancies in spending optimism between marketers and agencies  The persistent and pivotal role of referrals and outreach in agency-client relationships Embracing AI for research and operational efficiencies without undermining creativity The evolving dynamics of in-house agency work versus external agency engagements Navigating the world of RFPs with a focus on strategic selectivity Demonstrating value through differentiated expertise and specialization Leveraging short-form video content to engage and attract potential clients  

Welcome to another episode of Build a Better Agency! In this solo cast, host Drew McLellan takes center stage to discuss a critical topic that every agency owner should consider—broadening the concept of growth beyond the traditional metrics like headcount and gross billings. As an agency leader, you'll gain fresh perspectives on how to leverage different growth strategies that go beyond the surface level. Drew delves into the importance of enhancing your agency's growth across various dimensions. He emphasizes the need for agencies to focus on increasing their adjusted gross income, not just through acquiring new clients but also by maximizing the potential of existing ones. Drew challenges agency owners to rethink efficiency, suggesting innovative ways to manage cost of goods and improve team structures through global talent pools and flexible work arrangements. Listeners will also be encouraged to concentrate on retaining clients and top talent, creating a stable foundation for long-term success. Drew outlines how educating both your internal team and clients can lead to more robust relationships and, ultimately, increased agency profitability. A particularly noteworthy point is that true agency growth should translate into better compensation for owners, stressing the holistic value of growth. Don't miss this episode if you're ready to explore comprehensive growth strategies that extend beyond just numbers. Drew's insights will provide you with actionable steps to transform your agency's approach to growth, offering a renewed sense of purpose and direction in how you develop and sustain your business. A big thank you to our podcast's presenting sponsor, White Label IQ. They're an amazing resource for agencies who want to outsource their design, dev, or PPC work at wholesale prices. Check out their special offer (10 free hours!) for podcast listeners here. What You Will Learn in This Episode: Rethinking agency growth beyond headcount and gross billings The significance of continual learning and teaching within the agency Strategies for increasing adjusted gross income and profitability The vital role of client and team member retention in agency success Exploring flexible team structures and global talent for agency growth Developing a comprehensive plan for agency owner compensation   Embracing new business opportunities through deeper client relationships [

Welcome to the latest episode of Build a Better Agency! In this engaging discussion, host Drew McLellan is joined by veteran leader Jim Fielding to explore what it takes to be an authentic and effective leader in today's ever-changing landscape. With a wealth of experience garnered from his impressive career in retail and media, including at Disney and DreamWorks, Jim sheds light on being true to oneself while navigating the complexities of leadership. Throughout the episode, Jim shares his personal journey, including the motivations behind his book "All Pride, No Ego: A Queer Executive's Journey to Living and Leading Authentically." He highlights the internal challenges and triumphs he's faced in embracing authenticity as a leader from a marginalized community. Jim offers universal advice on overcoming self-imposed barriers and being vulnerable in leadership—core themes that resonate across industries and identities. Drew and Jim delve deep into the critical aspects of managing during tumultuous times, focusing on controlling what you can, communicating transparently with your team, and maintaining flexibility to adapt to uncertainty. Jim also emphasizes the importance of building diverse, high-performing teams and the business case for diversity and inclusion, especially in client-facing industries like agencies.  Don't miss this enlightening conversation filled with actionable insights on how to foster a culture of trust, respect, and exceptional leadership. Whether you're a seasoned executive or an emerging leader, this episode promises a wealth of knowledge to enhance your leadership journey.  A big thank you to our podcast's presenting sponsor, White Label IQ. They're an amazing resource for agencies who want to outsource their design, dev, or PPC work at wholesale prices. Check out their special offer (10 free hours!) for podcast listeners here. What You Will Learn in This Episode: Embracing vulnerability as a leader during uncertain times  Importance of over-communication with team members and clients Creating a diverse team to reflect and understand the client base Listening to team feedback to mitigate blind spots Balancing pride and ego for effective leadership Finding and utilizing your personal board of advisors for guidance Encouraging innovation and diverse perspectives within your team

Welcome to the latest episode of Build a Better Agency! This time, host Drew McLellan is joined by leadership expert Suzanna de Baca for a thought-provoking discussion that will transform the way you think about your role within your agency. As the new year inspires fresh goals, Drew and Suzanna explore the critical element that determines an agency's success: its leadership. Suzanna, who has a fascinating career journey from Wall Street to CEO positions and is now teaching leadership at the MBA level, brings decades of insights to the table. She emphasizes that good leadership extends beyond technical skills—it's crucial in a rapidly changing world to develop emotional intelligence, strategic thinking, and communication abilities. Whether you're a seasoned agency owner or new to leadership, Suzanna's revelations will provide you with a roadmap to becoming not just effective managers but dynamic leaders. The conversation explores the difference between management and leadership. Suzanna explains that visionary leadership includes establishing a clear purpose and inspiring your team to support it. They also address communication challenges, promoting a dialogue instead of a monologue to ensure your vision resonates with your employees. Suzanna and Drew will assist you in repeating and reinforcing your vision without allowing it to become mundane.  Don't miss out if you're eager to enhance your agency's direction through dedicated, intentional leadership. By adopting Suzanna's strategies, you'll empower your team, foster a thriving culture, and guide your agency to new heights.  A big thank you to our podcast's presenting sponsor, White Label IQ. They're an amazing resource for agencies who want to outsource their design, dev, or PPC work at wholesale prices. Check out their special offer (10 free hours!) for podcast listeners here. What You Will Learn in This Episode: The evolving role of leadership in an ever-changing environment Distinguishing leadership from management and why it matters Encouraging proactive leadership at every level of the organization The significance of a clear and shared vision for agency success How to effectively communicate and reinforce company vision Leveraging leadership styles and tools for improved team dynamics Engaging employees in a two-way dialogue to enhance organizational alignment

Are you constantly putting out fires in your agency instead of strategically growing it? In this episode of the Deep Specialization podcast, Corey Quinn welcomes Karl Sakas, known as "the agency therapist" who helps agency owners work less, earn more, and reward their best team members. Karl discusses his new book, "Calm the Chaos: 10 Ways to Run a Better Agency," which offers practical strategies for agency leaders looking to create better work environments, improve team morale, and achieve sustainable growth. Episode Highlights: Transitioning from Doer to Leader: Karl shares insights on how agency owners can effectively shift from being hands-on doers to strategic leaders, explaining the six key agency roles and which ones to delegate first Finding Your #2: Strategies for identifying, developing, and properly compensating your agency's second-in-command The Desire-Competence-Capacity Framework: How to identify potential leaders using this practical Venn diagram approach Streamlining Meetings: Practical tips for reducing meeting bloat and making gatherings more productive The Assistant Effect: Why hiring a reliable assistant is crucial for agency owners and how to find the right one The resources mentioned in this episode are: Escape the generalist trap with my best-selling book “Anyone, Not Everyone” and discover how to become the go-to agency in a vertical market https://www.AnyoneNotEveryone.com Connect with Karl Sakas on LinkedIn: https://www.linkedin.com/in/karlsakas/ Free resources for agencies from Karl Sakas Calm the Chaos book, including free sample chapter (available via Amazon worldwide) Work Less, Earn More book, including free sample chapter (available via Amazon worldwide) Save $150 on "Control (and Maximize) Your Agency Exit" training, with discount code COREYQUINN at checkout Save $100 on "How to Stop Scope Creep" training, with discount code COREYQUINN at checkout

Welcome to another insightful episode of Build a Better Agency! This week, host Drew McLellan welcomes Kevin Eikenberry to the show to explore the ever-evolving landscape of leadership. Kevin, a seasoned expert in leadership and learning with over three decades of experience, shares his expertise on how flexibility and adaptability are integral to effective leadership in today's fast-paced and scattered work environments. Drew and Kevin dive into the various challenges agency leaders encounter as they adapt to a world that demands greater flexibility than ever before. They discuss the transition from traditional, rigid work environments to a more fluid and dynamic approach, where leaders must balance consistency and adaptability. Kevin underscores the significance of mindset, skillset, and habits in enhancing leadership abilities. Together, they examine the aspects of leadership that remain constant despite the changing landscape and emphasize the areas where leaders can foster growth. Kevin shares practical strategies for enhancing leadership effectiveness, including fostering intentional and natural interactions with your team, regardless of location or time zone. Whether you lead a team in person or remotely, Kevin's insights provide leaders with the tools to navigate uncertainty and lead with confidence. This episode is filled with tips for creating meaningful connections with your team, promoting a culture of accountability, and continuously improving as a leader.  Don't miss this inspiring episode if you're aiming to elevate your leadership skills and adapt to the demands of leading in a flexible work environment. Whether you're an experienced agency owner or just beginning your journey in leadership, Kevin's wisdom and practical advice will undoubtedly guide you toward becoming a more impactful and flexible leader in your agency settings.  A big thank you to our podcast's presenting sponsor, White Label IQ. They're an amazing resource for agencies who want to outsource their design, dev, or PPC work at wholesale prices. Check out their special offer (10 free hours!) for podcast listeners here. What You Will Learn in This Episode: Embracing flexible leadership in a post-COVID world Balancing mindset, skill set, and habit set for effective leadership Integrating casual interactions naturally into remote work settings Transitioning from autopilot leadership to intentional adaptation Moving beyond viewing employees' needs as excessive Implementing consistent habit changes for improved leadership Encouraging accountability and feedback within teams

Welcome to the latest episode of Build a Better Agency! Host Drew McLellan returns with an engaging conversation that every agency owner needs to hear. In this episode, Drew welcomes back returning guest Casey Brown, a pricing guru known for her unique and insightful perspective on pricing strategy and negotiation. If you've ever struggled with finding the right price point for your services or navigating tough client negotiations, this episode is a must-listen.  Casey, who has shared her expertise at a previous Build a Better Agency summit, delves deep into the art of pricing. She examines the common challenges agencies face, such as being pressured to lower prices or feeling concerned about client budgets. Casey sheds light on important strategies for establishing pricing integrity and confidently presenting your agency's value. With her extensive background as a pricing consultant and experience in corporate America, her advice is both practical and transformative as you prepare for economic shifts anticipated in 2025.  During the episode, Drew and Casey discuss actionable tips for agency owners who might be prone to giving away too much in negotiations. They explore how to prepare emotionally and tactically for price setting and getting, ensuring that you're ready to walk away if necessary—emphasizing the power of 'no' and preparation. With concrete examples and relatable scenarios, they illustrate the importance of maintaining your agency's premium position without capitulating to every pricing objection.  Tune in to gain valuable insights that can influence your agency's bottom line and help build a more resilient and confident approach to pricing. Whether you're dealing with seasoned clients or negotiating a first-time contract, Casey's expert guidance will provide you with the tools to rethink and reinforce your pricing strategies. Don't miss this episode if you're ready to embrace the new year with renewed confidence and strategic foresight!  A big thank you to our podcast's presenting sponsor, White Label IQ. They're an amazing resource for agencies who want to outsource their design, dev, or PPC work at wholesale prices. Check out their special offer (10 free hours!) for podcast listeners here. What You Will Learn in This Episode: Understanding the psychology of pricing and negotiation Differentiating between price setting and price getting The importance of maintaining pricing integrity Leveraging questions to reduce resistance in negotiations Strategies for dealing with budget pushback from clients Preparing effectively for pricing discussions and negotiations Learning from pricing-related losses to improve future strategies

I am super thrilled to welcome back today's encore guest, Karl Sakas. If this is your first time meeting Karl, he was the brilliant guest expert back in Episode 79 of Sell With Authority, where we dug into his expertise on helping agencies work less and earn more. In that episode, Karl and I broke down three key pieces of the biz dev process — niche, refining and delegating. In this encore interview, we take it further. We peel back even more layers of biz dev and then connect it directly to operations. Wondering why you and your team should care about this conversation? Recently, Hannah, Erik, and I were working with a client here at Predictive, helping them map out what we call the HERO Offer — and then shaping all the sales language they'd use to tee it up in a conversation with a right-fit prospect. Everything was rolling. Great momentum.  And then — we hit resistance. So we tapped the brakes and asked, “Wait, what's happening here?” After some digging, we realized the HERO Offer wasn't fully aligned with how their team actually operated and delivered work. That moment was a huge Ah-Ha! Had we not paused and had that candid discussion, selling more would've just meant more chaos. So — this episode is about calming the chaos in your agency. Karl breaks down the root causes of chaos inside an agency as well as how to fix it — so you can make it easier to deliver the services your right-fit clients need — and easier to sell more of what you do. What you will learn in this episode: How to identify and define chaos in your agency The root causes of chaos Why the three A's of communication are pivotal for organizational success The importance of syncing your biz dev processes with operations A framework for making delegation effective Strategies to handle leadership challenges and drive profitability Advanced retrospectives for vision-setting and strategic growth Resources: Website: https://sakasandcompany.com/ LinkedIn Personal: https://www.linkedin.com/in/karlsakas/ LinkedIn Business: https://www.linkedin.com/company/sakas-&-company/ Facebook: https://www.facebook.com/SakasAndCompany/ Twitter: https://twitter.com/KarlSakas Instagram: https://www.instagram.com/SakasandCompanyTeam/ Calm the Chaos: 10 Ways to Run a Better Agency: https://sakasandcompany.com/lp/calm-the-chaos-book/ Steps in the Sales Process, with Karl Sakas

In this episode of Build a Better Agency, Drew McLellan emphasizes the game-changing impact of one-on-one meetings and why agency owners should make them a non-negotiable part of their leadership strategy. Drawing from real-world agency experiences, Drew shares why these meetings serve as an "early warning radar system," helping leaders stay connected to their teams, strengthen workplace culture, and proactively address challenges before they escalate. Drew outlines a structured yet simple framework for these biweekly, 30-minute meetings, highlighting that they are employee-driven—meaning the team member schedules the meeting, completes a structured form in advance, and leads the conversation. He breaks down the essential components of the form, including personal and professional check-ins, growth goal tracking, and opportunities for employees to share concerns, request support, and flag internal or client-related issues. By consistently implementing these meetings, agency owners can reduce day-to-day interruptions, foster deeper engagement, and cultivate a team that is both personally and professionally invested in the agency's success. If you're struggling with employee engagement, culture-building, or leadership visibility, this episode provides a straightforward yet highly effective solution. Tune in to learn how to implement one-on-one meetings, access Drew's updated meeting template, and start seeing immediate benefits in your agency. A big thank you to our podcast's presenting sponsor, White Label IQ. They're an amazing resource for agencies who want to outsource their design, dev, or PPC work at wholesale prices. Check out their special offer (10 free hours!) for podcast listeners here. What You Will Learn in This Episode: The value of one-on-one meetings for agency growth and employee development Setting professional and agency-focused growth goals for employees Encouraging accountability and preparation among team members Building deeper connections through personal and professional check-ins Enhancing employee support and addressing key issues effectively The importance of employees driving their own career discussions Leveraging one-on-one meetings to spot potential client or internal issues early

In this episode of the AIGA Design Podcast, host Lee-Sean Huang and Giulia Donatello interview author and consultant Karl Sakas ("Say Kiss”). Karl's clients often call him their “agency therapist.” They discuss the challenges agency owners face, including misconceptions about agency ownership, pricing strategies, and the importance of understanding market rates. Karl shares insights on productizing services, revenue growth, and how to escape the daily grind of agency ownership. The conversation emphasizes the need for agency owners to work smarter, not harder, and to focus on their strengths while delegating tasks effectively. They also delve into various aspects of running an agency, including the challenges of client strategy and sales, the importance of visualizing the future of the agency, understanding cultural differences in business practices, and the multifaceted nature of performance in leadership.  Karl's latest book, Work Less, Earn More - https://amzn.to/41n4jvn  Sakas and Company - https://sakasandcompany.com/  Karl's upcoming book, Calm the Chos: 10 Ways to Run a Better Agency - https://calmthechaos.xyz/  Recommended book - Overcoming Underearning: A Five-Step Plan to a Richer Life by Barbara Stanny - https://amzn.to/4i5bptK  Recommended book - Meltdown: Why Our Systems Fail and What We Can Do About It Hardcover by by Chris Clearfield and András Tilcsik - https://amzn.to/3X2WdoY Join us for the 2025 AIGA Design Conference, October 9-11 in Los Angeles, California - https://www.aiga.org/design/aiga-design-conference Listen/Subscribe to the audio version of this podcast on your preferred platform -  https://creators.spotify.com/pod/show/aigadesign 

In this episode of Build a Better Agency, Drew McLellan sits down with leadership and workplace culture expert Sarah Noll Wilson to unpack one of the biggest challenges agency owners face today—building real culture and connection in a rapidly changing workplace. Drew and Sarah explore how generational shifts, post-pandemic workplace dynamics, and evolving expectations have reshaped the employer-employee relationship. They discuss why traditional leadership approaches—like assuming loyalty comes from salary or benefits alone—no longer work and how agency owners can foster genuine commitment and engagement. Sarah shares eye-opening insights on the importance of psychological safety, trust, and open communication, explaining why employees today expect to be seen, valued, and respected in ways that differ from the past. If you've ever felt frustrated by shifting workforce expectations, struggled to retain top talent, or wondered how to get your team to care as much as you do about the business, this conversation is a must-listen. Tune in to gain practical strategies for fostering a workplace culture that works—not just for you, but for your employees and the success of your agency. A big thank you to our podcast's presenting sponsor, White Label IQ. They're an amazing resource for agencies who want to outsource their design, dev, or PPC work at wholesale prices. Check out their special offer (10 free hours!) for podcast listeners here. What You Will Learn in This Episode: Understanding the generational shift in workplace dynamics  Navigating emotional engagement in leadership roles The importance of aligning agency culture with values  Rethinking how to build trust and commitment  Addressing the challenges of hybrid and remote work environments Experimenting with new strategies for relationship-building Embracing intellectual humility to foster collaboration 

Welcome to the latest episode of Build a Better Agency! In this episode, host Drew McLellan dives into a fascinating yet often overlooked topic that will have you rethinking how you present yourself professionally. Joined by expert guest Morgan Wider, Drew explores the powerful impact of wardrobe choices on your personal and professional brand. Morgan, a seasoned wardrobe stylist with a decade of corporate retail experience, shares invaluable insights on how to ensure your exterior appearance aligns with the professional image you want to project. Whether you've been dressing the same way for years or are looking to make a change, Morgan's advice on intentional dressing and wardrobe curation will make you reconsider your daily attire. They'll discuss practical tips on evaluating your current wardrobe, making intentional color choices, and infusing your outfits with personality through accessories. You'll also hear about common wardrobe mistakes and the small tweaks that can make a big difference in how you're perceived by others. Don't miss this episode if you're ready to take actionable steps towards enhancing your executive presence, boosting your confidence, and standing out in your field in the most authentic way. Trust us—by the end, you'll be walking into your closet with a whole new perspective. Let's get started! A big thank you to our podcast's presenting sponsor, White Label IQ. They're an amazing resource for agencies who want to outsource their design, dev, or PPC work at wholesale prices. Check out their special offer (10 free hours!) for podcast listeners here. What You Will Learn in This Episode: The importance of intentionality in how we dress to convey our professional message  Understanding the alignment of personal authenticity with professional attire  How our wardrobe choices influence both self-perception and external perception  The significance of avoiding the default "should" outfits to stand out while respecting professional norms  Practical tips for refining wardrobe choices to maintain authenticity and professionalism Utilizing accessories and small details to add personality and create conversation starters The value of an external perspective to reassess and enhance your professional wardrobe choices 

Ryan Brown, EVP and Co-Head of 160over90, joins the show to talk about fostering more effective relationships between institutions and the agency partners they hire.  Ryan and Jarrett discuss: How an institution's culture can help or hinder agency partnerships Tips for finding great partners through RFPs What it takes to bring breakthrough creative work to life, and  How to foster a strong, collaborative partnership with the agencies you work with.  

Points of Interest01:00 – 01:50 – Episode Kickoff and Guest Introduction: Marcel introduces Ben Zittlau, his co-founder and the “brains behind the operation” at Parakeeto, highlighting Ben's instrumental role in shaping the company's philosophies and tools.01:51 – 04:25 – Ben's Background and Early Career: Ben shares his journey from studying electrical engineering to becoming deeply involved in startups, entrepreneurship, and eventually co-founding Parakeeto, along with his notable work at Jobber.04:26 – 06:44 – Lessons from Jobber and Shaping Profitability Frameworks: Ben reflects on his time at Jobber, where he observed how businesses transformed when they understood profitability over revenue, a realization that shaped Parakeeto's focus.06:45 – 07:22 – Parakeeto's Founding and Evolution: Ben discusses how he and Marcel connected over their shared passion for solving complex problems for service businesses, leading to the creation of Parakeeto.07:23 – 08:35 – Behind-the-Scenes Collaboration: Marcel highlights the depth of thought and iteration that he and Ben have poured into refining their profitability frameworks, setting the stage for their discussion.08:36 – 11:34 – Common Profitability Traps in Agencies: The duo dives into how agencies often fall into traps like relying on cash flow or revenue as proxies for profitability, leading to poor business decisions.11:35 – 14:14 – The Pitfalls of Cashflow-Based Decision Making: Ben and Marcel explain how focusing on cash flow can create illusions of profitability or mask underlying financial issues, illustrated by real client examples.14:15 – 17:04 – Revenue vs. Profitability Decisions: They highlight how agencies often conflate cash flow with profit, sharing examples of businesses choosing lower-margin work due to short-term cash needs.17:05 – 19:57 – Differentiating Revenue from Agency Gross Income (AGI): Ben explains the importance of isolating pass-through expenses to get a true picture of what's left for an agency to operate and grow.19:58 – 23:17 – Misconceptions About Markup and Rates: The discussion shifts to how agencies often misunderstand the role of markup in profitability and why focusing on average billable rates is key.23:18 – 30:45 – The Problem with One-Size-Fits-All Frameworks: Ben and Marcel emphasize the risks of trying to unify operational, sales, and accounting frameworks, advocating for purpose-built tools tailored to each team's needs.30:46 – 43:39 – The Future of Profitability Insights: They conclude by discussing how technology is making enterprise-level profitability analysis more accessible to smaller businesses, empowering agencies to make smarter, data-driven decisions.Show NotesConnect with Ben via LinkedInFree ToolkitParakeeto Foundations CourseLove the Podcast?Leave us a review here.

In this special episode of Power Producers Shop Talk, David Carothers sits down with Nicholas Ayers from Glovebox to discuss the recent acquisition of Better Agency by Glovebox and what it means for the insurance industry. David shares his insights as an investor and friend, focusing on the impact this partnership will have on both companies, their customers, and the broader market. With reflections on entrepreneurship, growth, and innovation, this episode offers a deep dive into the journey of building something meaningful and adapting to change. Key Points: Acquisition Insights Nicholas Ayers shares his journey with Better Agency, reflecting on its evolution and the sentimental yet optimistic transition into Glovebox's ecosystem. The Power of Synergy David and Nicholas discuss how combining Glovebox and Better Agency creates a stronger, more versatile platform for agencies and their clients. Technology's Role in Service Nicholas emphasizes the shift from “just a mobile app” to a robust client experience platform, redefining service delivery and customer engagement. Entrepreneurial Growth and Reflection Both David and Nicholas share personal experiences on the challenges, growth, and mindset shifts required to navigate the entrepreneurial journey. Future of Client Experience The conversation teases upcoming features, including CRM capabilities, enhanced client interaction tools, and a seamless integration with carrier systems, set to revolutionize agency operations. Connect with: David Carothers LinkedIn Nicholas Ayers LinkedIn Kyle Houck LinkedIn Visit Websites: Power Producer Base Camp Killing Commercial GloveBox Crushing Content Power Producers Podcast Policytee The Dirty 130 The Extra 2 Minutes

Welcome back to another episode of the Business Growth Hacks Podcast! Today, we're touching on a topic that's been organically brewing in our conversations recently – the art of pivoting in business. Whether it's a small shift in strategy or a complete overhaul, understanding how to pivot can be crucial for staying relevant and achieving long-term success. Join us as we unpack what it means to pivot, share our personal experiences, and provide actionable insights to help you navigate these changes in your own business.We discuss the true definition of pivoting, common misconceptions, and how to recognize when it's time to pivot. Plus, we talk about the changing dynamics in target audiences and why keeping up with evolving trends is essential. This episode is packed with valuable advice for anyone looking to refine their business strategy and embrace change with confidence.Key Points:- [00:22] - Introduction to today's topic: pivoting in business.- [01:05] - Defining "pivot" and its significance in a business context.- [02:26] - Insights from the Build a Better Agency podcast and the importance of not viewing previous efforts as wasted.- [04:14] - How personal and business goals evolve over time.- [05:14] - The necessity of adapting to changing demographics and technological trends.- [06:44] - The impact of social media platforms on reaching diverse audiences.- [07:30] - Recognizing when it's time to shift focus based on client trends.- [08:18] - The importance of careful planning when pivoting to avoid abrupt changes.- [09:21] - Target market discovery and the role of customer personas in successful pivots.Links Mentioned:- Beefy Marketing- [Facebook](https://www.facebook.com/beefymarketing), [Instagram](https://www.instagram.com/beefymarketing), and [YouTube](https://www.youtube.com/beefymarketing).Thank you for tuning in to another episode of the Business Growth Hacks Podcast! If you enjoyed this episode, please rate, follow, share, and leave a review. Don't forget to subscribe so you never miss out on our latest insights and strategies. Follow us on social media for more marketing tips and tricks, and check out our website to take your business to the next level. See you in the next episode!

Online communities are quickly becoming one of the most powerful biz dev tools out there, but there's etiquette to starting and maintaining one. It's not for everyone, but for those who are ready, an online community could be your ticket to selling without ever having to actually sell. This week, we're continuing the conversation about online communities vs. online audiences, and the vast benefits they can offer to agency owners. Now that we've established the differences between an audience and a community, it's time to ask ourselves deeper questions about why and how we should start one. The main purpose of starting an online community shouldn't be selling or profiting from its members. But if you're in it to genuinely help others and create an avenue for collective thought leadership and connection, increased sales are just part of the benefits. If you think starting an online community could be the right move for your agency, tune in to this week's episode of Build a Better Agency. For 30+ years, Drew McLellan has been in the advertising industry. He started his career at Y&R, worked in boutique-sized agencies, and then started his own (which he still owns and runs) agency in 1995. Additionally, Drew owns and leads the Agency Management Institute, which advises hundreds of small to mid-sized agencies on how to grow their agency and its profitability through agency owner peer groups, consulting, coaching, workshops and more. A big thank you to our podcast's presenting sponsor, White Label IQ. They're an amazing resource for agencies who want to outsource their design, dev, or PPC work at wholesale prices. Check out their special offer (10 free hours!) for podcast listeners here. In This Episode: How to start an online community (who, what, where, why) Are you starting a community for the right reasons? Why you should expect nothing in return from online communities Identifying your target audience What a community leader should provide to community members, and vice versa The main difference between a community and an audience 3 questions to ask yourself before creating a community Consistency wins over complexity in online community building How to benefit from a community without starting one yourself Using online communities as a powerful biz dev tool Qualifying your community members

Video budgets are up in 2024, which means the demand for video content from clients will be high this year. For agencies, it also indicates that we must start utilizing this incredible business development tool for ourselves to know what's up when our clients ask about it. Not only that, but video content creation is an incredible medium for agencies in prospecting, connecting with current clients, and gaining valuable data and metrics on what content is engaging to your audience. Are prospects clicking off your video in the first 10 seconds? Are they even opening the email? Or are they going back to watch it again and again? Video tracking and metrics give us all these answers and more. Ready to learn more about what will soon be your best business development tool in 2024? Join us in this week's Build a Better Agency to discover more about the power of video for agency growth. A big thank you to our podcast's presenting sponsor, White Label IQ. They're an amazing resource for agencies who want to outsource their design, dev, or PPC work at wholesale prices. Check out their special offer (10 free hours!) for podcast listeners here. What You Will Learn in This Episode: How video helps you connect deeper with people Making videos vs. being a content creator Getting comfortable on camera and remaining authentic Deciding what types of videos you want to create and where to share them 5 ways agencies can use video to connect with clients Teaching clients to use video as a business development tool What video data and metrics can tell us about our content Using video to market and grow your agency

Steve is an insurance professional and sales leader with extensive experience driving revenue growth for large-scale businesses. He is a dedicated leader and strategist who sets viable short and long-term growth plans and motivates teams to achieve 100%+ of the goals. His extensive career involves leadership roles at Allstate Insurance Company, Lightspeed Voice, Better Agency, and other major players of our industry. In this episode, you will get to know Steve's story and learn all about his new project for insurance professionals called: www.theinsuranceindex.com. Steve has designed a FREE website full of information and resources to guide insurance professionals throughout our journey. Fun Fact: Steve is a huge golf enthusiast. He loves playing golf wherever he travels. He finds that golf gives him peace and happiness, especially when traveling for business. For more information about Steven Mohr and The Insurance Index, follow and connect with him on LinkedIn.Please remember to subscribe to our podcast and download all our episodes on your iPhone, Android, or Spotify so you can listen to us anywhere in the world and in your own time. Thank you to our Sponsor Cover Desk. Visit https://coverdesk.com/ and schedule your FREE demo to learn all about how a Virtual Assistant can help you take your Agency to the next level. #funinsurancesolutions #podcastenespañol #podcast #podcastdeseguros #insurance #profesionalesdeseguros #podcasting #insurancelife #insuranceprofesionals #seguros #puertorico #usa #usvi #theworldCLICK HERE to "Follow" us on LinkedIn.CLICK HERE to "Like" us on Facebook.CLICK HERE to "Follow" us on Instagram.

In this episode of Power Women In Insurance, Teresa Kitchens is joined by Austin Moorhead, Founder of Lava Automation. Austin and Teresa talk about how automation can help the agency of the future. Episode Highlights: Austin shares his insurance background and how he transitioned to automation technology. (1:37) Austin mentions that Lava Automation has successfully assisted numerous agencies in getting their CRM up and running in just a few months, compared to the longer timeframe it used to take in the past. (4:12)   Austin discusses the importance of CRM tools for agency owners in managing lead data and staying accountable. (7:26)  Austin explains that the CRM automation and features save approximately 2.3 weeks of monthly work per person, allowing for more follow-ups and time savings. (14:18) Austin mentions that creating regular accountability meetings and maintaining clean data in business software is crucial for success. (20:09) Austin discusses the different attitudes towards automation between producers and CSRs in the insurance industry. (25:54) Austin suggests that organizations should focus on implementing and maximizing the benefits of new technology before jumping to embrace the next big thing. (28:36) Key Quotes: “If you're going to compete with our quality of build standard that you didn't have to put in the years that we have doing this. This is all we do.” - Austin Moorhead “Anyone who does outreach with a CRM gets an additional 2.3 weeks worth of work done.” - Austin Moorhead Resources Mentioned: Austin Moorhead LinkedIn Lava Automation Contact Teresa Kitchens Sterling Insurance Group

In this episode of Power Women In Insurance, Teresa Kitchens is joined by Austin Moorhead, Founder of Lava Automation. Austin and Teresa talk about how automation can help the agency of the future. Episode Highlights: Austin shares his insurance background and how he transitioned to automation technology. (1:37) Austin mentions that Lava Automation has successfully assisted numerous agencies in getting their CRM up and running in just a few months, compared to the longer timeframe it used to take in the past. (4:12)   Austin discusses the importance of CRM tools for agency owners in managing lead data and staying accountable. (7:26)  Austin explains that the CRM automation and features save approximately 2.3 weeks of monthly work per person, allowing for more follow-ups and time savings. (14:18) Austin mentions that creating regular accountability meetings and maintaining clean data in business software is crucial for success. (20:09) Austin discusses the different attitudes towards automation between producers and CSRs in the insurance industry. (25:54) Austin suggests that organizations should focus on implementing and maximizing the benefits of new technology before jumping to embrace the next big thing. (28:36) Key Quotes: “If you're going to compete with our quality of build standard that you didn't have to put in the years that we have doing this. This is all we do.” - Austin Moorhead “Anyone who does outreach with a CRM gets an additional 2.3 weeks worth of work done.” - Austin Moorhead Resources Mentioned: Austin Moorhead LinkedIn Lava Automation Contact Teresa Kitchens Sterling Insurance Group

On this episode of the Capital Stack Podcast hosted by venture capitalist David Paul - Will Shaw, the pro-football player turned tech founder of Better Agency, an Arizona-based insurance management software company, gets on the microphone. David and Will discuss the current state of the startup market, the solution to high churn, why insurance rates are so high, and the back end of the insurance space. Will opens up about what habits he practices to stay successful, the importance of showing up, and what is most shocking about becoming a founder. Listen to this episode on all your platforms including YouTube, Spotify, or Apple!What You Will Discover - (4:50) - The different types of entrepreneurs(11:40) - The thesis for Will's company, Better Agency(12:00) - Why churn is created, and how it is reduced(16:00) - The state of the insurance market, why rates are so high, and projections for the future(22:13) - The transition of football into the business world(30:18) - Will's habits that keep him focused and successful(36:06) - The most humbling moment for Will as a founder and person(44:29) - Memorable quote - “Things are never as bad or ever as good as you think they are”Connect with Will - LinkedIn: https://www.linkedin.com/in/willshaw8/

Do you know the “why” behind the work you do? If not, it might be time to find out. Understanding the motivation behind why we show up and feel connected to our work is key to personal happiness and effective interpersonal communication.   As it turns out, there are nine “whys” that we could categorize ourselves into that affect agency communication and connectivity. Knowing where we fall on that spectrum, especially as agency owners, can remove blocks and help your agency reach its goals faster and more effectively than doing things the same old way we always do them. If your agency has a lot of goals, but the team sometimes struggles to execute them, it might be time for the “why” mindset strategy that our guest, Linda Perry, is teaching us about in this episode. Because at the end of the day, your people are your greatest asset, and knowing how to communicate with them how they receive it best is a recipe for success. A big thank you to our podcast's presenting sponsor, White Label IQ. They're an amazing resource for agencies who want to outsource their design, dev, or PPC work at wholesale prices. Check out their special offer (10 free hours!) for podcast listeners here. What You Will Learn in This Episode: The mindset perspective that helps agencies reach their goals faster Getting to the bottom of limiting beliefs that prevent us from growing The what, the why, and the how for better agency communication Creating connectivity between agency owners, leadership, and team members The agency owner's responsibility is to create moments of connection How to navigate different “whys” and assign tasks accordingly How the “why” mindset strategy aligns with the agency's mission, vision, and values Understanding a client's “why” for better sales strategies

"Find a way to be above and beyond the status quo to accelerate your own performance." - Will Shaw   In this episode you will learn: Strategies to cultivate a mentality of unwavering resilience, aiding you to tackle life's ups and downs effectively. The value of individual and collective responsibility in boosting performance and productivity. That role adversity, process, accountability and guiding principles play in success in sports, business and life.   Will Shaw Will Shaw has brilliantly transitioned from his days as an NFL football player to the exciting world of entrepreneurship. Will's hard work and dedication, which were evident on the field, didn't end when he traded his jersey for a business suit. As the CEO of Better Agency, Will has demonstrated that the strategic thinking, teamwork, and resilience honed in sports can be leveraged for success in the business arena.   Episode Resources: Will Shaw on Twitter Will Shaw on LinkedIn   Catch up on our last 3 episodes: NSA Influence 2023 - key takeaways with Mike Simmons Harnessing the Power of AI Tools with Dr. Lisa Palmer Boost Your Video Sales Skills with Chris Bogue Connect With Us! Instagram YouTube Twitter LinkedIn www,findmycatalyst.com Please share this podcast episode with friends and colleagues and leave us a review and rating via your favorite podcast platform.  

In this throwback episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck interview Will Shaw, CEO, and co-founder of Better Agency. Will discusses InsurTech, commercial aspects, and how agency owners grow their businesses more effectively with Better Agency. Episode Highlights: Will talks about his time as an NFL player. (5:42) Will responds to the question of how he was able to learn new skills. (9:16) Will talks about the relationship between insurance carriers and independent agencies. (15:52) Will talks about how their company overcame obstacles. (20:22) Will tells David what he thinks will happen in 2022. (27:12) Will talks about an achievement Better Agency had that he was really proud of. (31:47) Will is asked by David what he thinks of the industry being involved in the commercial side of things. (35:33) Will talks more about his company, Better Agency. (38:21) Will shares Better Agency's mission. (48:30) Will announces that he will be in a race for the benefit of Phoenix Children's Hospital. (50:59) Tweetable Quotes: “Let's build something that has proven processes that agencies can follow.” - Will Shaw “Our platform, we're gonna help you make money and if it doesn't, then I don't want you on it.” - Will Shaw “I'm very passionate about what's going on in the industry, what's going on in InsurTech like I follow that stuff extremely closely.” - Will Shaw Resources Mentioned: Will Shaw Linkedin Better Agency David Carothers Kyle Houck Florida Risk Partners The Extra 2 Minutes

In this throwback episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck interview Will Shaw, CEO, and co-founder of Better Agency. Will discusses InsurTech, commercial aspects, and how agency owners grow their businesses more effectively with Better Agency. Episode Highlights: Will talks about his time as an NFL player. (5:42) Will responds to the question of how he was able to learn new skills. (9:16) Will talks about the relationship between insurance carriers and independent agencies. (15:52) Will talks about how their company overcame obstacles. (20:22) Will tells David what he thinks will happen in 2022. (27:12) Will talks about an achievement Better Agency had that he was really proud of. (31:47) Will is asked by David what he thinks of the industry being involved in the commercial side of things. (35:33) Will talks more about his company, Better Agency. (38:21) Will shares Better Agency's mission. (48:30) Will announces that he will be in a race for the benefit of Phoenix Children's Hospital. (50:59) Tweetable Quotes: “Let's build something that has proven processes that agencies can follow.” - Will Shaw “Our platform, we're gonna help you make money and if it doesn't, then I don't want you on it.” - Will Shaw “I'm very passionate about what's going on in the industry, what's going on in InsurTech like I follow that stuff extremely closely.” - Will Shaw Resources Mentioned: Will Shaw Linkedin Better Agency David Carothers Kyle Houck Florida Risk Partners The Extra 2 Minutes

Nick Berry is the Marketing Operations Manager at Better Agency He joins Bobbie Collies on Coterie Insurance's podcast, And I Quote to discuss his expertise in creating email sequences and of course the hot topic of AI. How is Better Agency using AI and educating insurance agents on best practices for their content? Essential parts of this episode: - Nick discusses the most important pieces of an email including the insights that he analyzes after sending - Nick shares email subject lines and phrases that he has tested. He found a proven subject line that might work for you, too! - Better Agency is using AI on particular content pieces, but Nick reminds listeners that it is always just a starting point, it's not meant to be copied and pasted into your blog or used as a caption on social media. We hope you enjoy this episode with our friend, Nick Berry. Better Agency has some fun things in the works that we talk about in this episode so keep your eye out for those. Follow Nick Berry on Linkedin & Twitter Follow Bobbie Collies on Linkedin Learn more about Coterie Insurance. If you liked this episode, please leave a review, share out on LinkedIn or Twitter, and subscribe. Coterie Insurance's podcast, And I Quote, can be found on Spotify, YouTube, and Apple Podcasts. Visit our landing page to find out more about our show.

Yeliza Centeio, a Hispanic woman, wife, and mother of two, is the founder and owner of Integral Marketing & Advertising. During her 15+ years on the advertising agency side, she witnessed first hand the impact that brand's distrust in agencies had on agency growth. As part of the in-housing movement, a local Boston brand recruited Yeliza where she experienced the difficulties of attempting to bring agency expertise and resources in-house. It was then that she realized that agencies still had a place in a brand's marketing plan, but the agency model had to change to accommodate the way that brands wanted to engage with agencies. That was the base of her inspiration to launch Integral - a flexible, collaborative agency that provides clients with the support and expertise that they need when they need it. Integral Marketing & Advertising is an advertising agency located in Boston's South Shore that provides brands and start-ups with support in any aspect of their advertising and marketing needs. Integral is a project based agency vs an AOR agency, meaning that their role is to complement and/or complete a brand's existing marketing plan whether that's a media strategy or media execution or a website or maybe just SEO. Whatever their client's need, they have a team of experienced contractors ready to help them get to the finish line. LINKS: https://integral-mktgadv.com/ (Integral Marketing & Advertising website) https://www.instagram.com/integral_mktgadv/ (Integral Marketing & Advertising Instagram) https://www.instagram.com/yelizacenteio/ (Yeliza Centeio's Instagram)

In this episode of The Ryan Hanley Show, Jeff Roy, Founder and President of Excalibur Insurance and one of the most innovative independent insurance agency owners in the world, joins the podcast for a conversation on digital virtual assistants, also known as robotic process automation. This is a conversation you don't want to miss. Episode Highlights: Ryan discusses Rogue Risk's decision to switch to Nexure and change its agency management system. (10:34) Jeff mentions that during an interview with Taylor Rhodes for the Digital Insurance Plan podcast, he confirmed that Tarmika will be discontinued in 2025. (12:14) Ryan expresses his confusion as to why it is tough to create a CRM from an agency management system. (13:58) Ryan mentions that he really likes what Better Agency is doing and thinks that they've made a lot of progress to being a player in the industry. (18:03) Jeff explains that after seeing Applied Epic's demo, he became interested in the new feature that can run an AMS through the browser. (20:22) Ryan believes that understanding where the company goes without rating multiple carriers is the way to place business faster with the appropriate carrier. (24:33) Jeff explains that you need some AI and machine learning to be able to direct you to the proper company because companies are changing their prices and moving so quickly. (26:54) Jeff explains what it means to have a properly trained bot. (34:50) Jeff explains the difference between Robotic Process Automation and a Digital Virtual Assistant. (38:24) Jeff explains how robots function when assigned significant responsibilities. (40:34) Jeff mentions that their bot is safe with two-factor authentication and that it cannot be hacked in the same manner that their staff can. (44:43) Jeff mentions that if anyone is interested in learning more about robotic process automation, he will be giving a 30-minute lecture on how robots can make an agency more human. (50:42) Key Quotes: “You need some AI and machine learning to be able to direct you with the right company. Because companies are changing their rates and changing things.” - Jeff Roy “Why would you want to use a bot? Really, you want to replace anything that humans are doing that they don't need to do with technology. And a bot, once it's trained, can do it reliable every time.” - Jeff Roy “The bot is secure double factor authentication, you know, there's no way of getting it hacked in any different than our staff. So that's why it was important that we had the double factor authentication to get in, because I don't want to log into anything without that.” - Jeff Roy Resources Mentioned: Jeff Roy LinkedIn Excalibur Insurance Reach out to Ryan Hanley

In this episode of The Ryan Hanley Show, Jeff Roy, Founder and President of Excalibur Insurance and one of the most innovative independent insurance agency owners in the world, joins the podcast for a conversation on digital virtual assistants, also known as robotic process automation. This is a conversation you don't want to miss. Episode Highlights: Ryan discusses Rogue Risk's decision to switch to Nexure and change its agency management system. (10:34) Jeff mentions that during an interview with Taylor Rhodes for the Digital Insurance Plan podcast, he confirmed that Tarmika will be discontinued in 2025. (12:14) Ryan expresses his confusion as to why it is tough to create a CRM from an agency management system. (13:58) Ryan mentions that he really likes what Better Agency is doing and thinks that they've made a lot of progress to being a player in the industry. (18:03) Jeff explains that after seeing Applied Epic's demo, he became interested in the new feature that can run an AMS through the browser. (20:22) Ryan believes that understanding where the company goes without rating multiple carriers is the way to place business faster with the appropriate carrier. (24:33) Jeff explains that you need some AI and machine learning to be able to direct you to the proper company because companies are changing their prices and moving so quickly. (26:54) Jeff explains what it means to have a properly trained bot. (34:50) Jeff explains the difference between Robotic Process Automation and a Digital Virtual Assistant. (38:24) Jeff explains how robots function when assigned significant responsibilities. (40:34) Jeff mentions that their bot is safe with two-factor authentication and that it cannot be hacked in the same manner that their staff can. (44:43) Jeff mentions that if anyone is interested in learning more about robotic process automation, he will be giving a 30-minute lecture on how robots can make an agency more human. (50:42) Key Quotes: “You need some AI and machine learning to be able to direct you with the right company. Because companies are changing their rates and changing things.” - Jeff Roy “Why would you want to use a bot? Really, you want to replace anything that humans are doing that they don't need to do with technology. And a bot, once it's trained, can do it reliable every time.” - Jeff Roy “The bot is secure double factor authentication, you know, there's no way of getting it hacked in any different than our staff. So that's why it was important that we had the double factor authentication to get in, because I don't want to log into anything without that.” - Jeff Roy Resources Mentioned: Jeff Roy LinkedIn Excalibur Insurance Reach out to Ryan Hanley

In this episode of Agency Freedom Podcast, James talks with Steven Mohr, newly minted VP of Growth at Better Agency. After a three-year stop at Lightspeed Voice, Steven is already having an impact on the current and future customers of Better Agency. Episode Highlights: Steven shares what led him to the InsurTech industry. (6:17) Steven mentions that he had been an agent before meeting Brad Fuller and joining Lightspeed Voice. (09:27) Steven explains how he made the decision to jump back into AMS and CRM by joining Better Agency. (14:40)  Steven shares that Better Agency is always open to feedback and is focused on how they can make things better for their clients. (21:07) Steven mentions that the mission that they are currently focused on is automating agency operations while maintaining the agency's relevance. (25:32) Steven shares that there are a lot of innovations they are currently lining up, one of which is the Accord forms. (31:03) Steven discusses the challenge of being on the road and away from his family and how technology has helped them connect while away. (36:09)  Steven shares his passion for golf and some of the people that he plays with when he has time. (38:18) James shares that the Better Agency is almost an enigma because of the balance between power user functions. (43:28) Steven shares that they are customizing their features to enable new customers to be able to do everything that they want. (47:39) Key Quotes: "I would love everybody to be able to do everything they ever wanted to do in life. That would be great, James could get his version, and then the rest of the world would get theirs. We are in a very specific industry and insurance. Your independent insurance agencies are our bread and butter." - Steven Mohr "Some of the other challenges that we're seeing a lot is around onboarding, you know, data transfers, and they're just complex and we rely on other people's data." - Steven Mohr "I'm an agency guy at the end of the day, I think most people would tell you that about me. You know, I think insurance agents are about the best group of people in the world. I think your jobs are incredibly hard. I tried to do it back in the day, and it's just a grind and I have all the respect in the world for you." - Steven Mohr Resources Mentioned: Learn more about Better Agency and sign up for your demo at www.betteragency.io -- Visit our website to join our email list, get the scoop on our LIVE coaching calls and never miss an episode: https://www.agencyfreedom.com Connect with Agency Freedom Podcast on Facebook at the Agency Freedom Podcast group: https://www.facebook.com/groups/agencyfreedom Email us at podcast@agencyfreedom.com with ideas, questions, complaints or your favorite grilling recipe.

This week on Building a Better Agency, we're jumping right back into our breakdown of 2022 Marketing Trends. Last time, we talked about noticeable trends in agency spending, shifting client expectations, and not missing out on opportunities for business development. This time, we're taking things a bit closer to home by talking about trends we're seeing in our own marketing tactics, in our employees, and in ourselves as agency owners. If you didn't catch Part 1 of this conversation during our last solocast episode (#345) — no worries! There's still plenty of time to go back and catch up. Then join us here for Part 2 of our discussion on the industry trends, insights, and predictions that agency owners should know about before entering the second half of the year. A big thank you to our podcast's presenting sponsor, White Label IQ. They're an amazing resource for agencies who want to outsource their design, dev, or PPC work at wholesale prices. Check out their special offer (10 free hours!) for podcast listeners here. What You Will Learn in This Episode: The marketing trends we're seeing with agency owners, employees, and tactics Why agency owners across the board are so dang exhausted (nope, it's not just you!) Why Drew believes that agency owners aren't just tired, but tired of being afraid Where are agencies at with the whole “work from home” situation? What's working and what isn't? Why employees have never been more expensive than they are right now — and when that pendulum will swing back. Which marketing and sales tactics are working best for agencies right now

The market right now for attracting and retaining the best employees is insane. It feels like only three people on the planet are looking for work, and they all want $3 million, plus a signing bonus. Owners are in panic mode when they think about attracting and retaining the best employees. They're struggling to find good candidates. Or, by the time they get a candidate through their 12-step process, they miss out because they accepted a different position. So how in this environment should we be hiring? What should the process look like? I invited Heenle Turner to join me for this episode of Build a Better Agency because she holds the golden ticket to your agency having a great rest of 2022. She believes that not only should we all have a 5-star employee, but that we should have ALL 4- and 5-star employees in our agencies. She believes that this is absolutely possible and critical to our success. A big thank you to our podcast's presenting sponsor, White Label IQ. They're an amazing resource for agencies who want to outsource their design, dev, or PPC work at wholesale prices. Check out their special offer (10 free hours!) for podcast listeners here. What You Will Learn in This Episode: What does a 5-star employee look like, and why Heenle believes you can have an agency full of them How you can level up your employees, especially in this market when it's hard to find anyone to take a job How you can find, hire, and keep 5-star employees What are the five distinct qualities of a 5-star employee What are the 11 universal qualities 5-star employees share What questions should you ask during an interview to ferret out if someone is a 5-star candidate before you hire them

Take a look into today's guest Nicholas Ayers' “unbelievably sexy” tech model for agencies everywhere, utilizing technology as the “steroid” for your team's talent. Tune in today on Agent's Growth Academy for what's getting host Jim Schubert excited: how Nick went from co-founder of an agency with zero clients to over 2,500, how they clean up your data to make it actionable, and how they created a program where clients want to spend time with you. 3 Key TakeawaysSometimes if there should be a better way to do things in the industry, you have to make it. Don't let that deter you from improving the experience. Do not underestimate the impact of community; the insight Nicholas gained from those in positions above and below him has been invaluable. Better Agency makes an actionable, all-in-one program for agencies through clear data. Is your data clear, without redundant information?ResourcesWebsiteBetter Agency's Youtube channelBooks by Grant BotmaAdobe PremiereObviously Awesome by April DunfordAbout Nicholas Ayers has worked in the insurance industry since 2005 where he started as a sales producer. In 2012 he opened his first scratch independent agency.In 2018 he left that agency and started over again, launching his second scratch agency. This time he went completely digital with a 23 state operation and relied on his digital marketing prowess to generate leads and customers.In 2019 Nicholas joined an insurtech startup, “Better Agency” as its co-founder and chief marketing officer.Better Agency is the first sales-driven AMS and uses policy downloads to trigger hundreds of automation campaigns for sales, service, claims and renewals.Nicholas's passions and skills center around marketing, technology, automation, and insurance agency operations

As agencies, we tend to overlook certain platforms and channels when it comes to their perceived relevance to our audiences or bottom-line ad potential. That bias is one that Lindsay Shearer overcame to help her clients win new business and earn 2-3 times their initial ad spend on what most of us would consider an unlikely platform — Pinterest. During our conversation on this week's episode of Build a Better Agency, Lindsay talks about what led her to experiment with Pinterest in the first place and why she quickly adopted the platform into her agency's diversified ad strategies. If you're wondering what advertising on Pinterest looks like, how it works, and why you might want to consider incorporating it into your ad strategies, then you're in the right place. Join Lindsay and I as we talk about using Pinterest — part social channel and part interest-based search engine — to win high-quality, top-of-funnel business for ourselves and our clients. A big thank you to our podcast's presenting sponsor, White Label IQ. They're an amazing resource for agencies who want to outsource their design, dev, or PPC work at wholesale prices. Check out their special offer (10 free hours!) for podcast listeners here. What You Will Learn in This Episode: What led Lindsay to experiment with Pinterest in the first place Why an entire department of Lindsay's agency is now devoted to Pinterest ad strategies specifically How Pinterest functions as both a search engine and a social media site — and why that's a game-changer The major role Pinterest plays in consumer behavior and the intentional purchasing decisions of its users What types of brands play well in the Pinterest space — and why How to set expectations for yourself, and your clients, about this channel that plays a bit differently than most Where Pinterest could fit into your current cross-channel ad strategies and how to get started

What happens to our agencies when something happens to us? No one likes to think about the day that they're no longer around, and it's no secret as to why. The conversation can feel more than a little uncomfortable. But as agency owners, it's one that's far too important for us to avoid or ignore. If we want to ensure that our businesses —and more importantly —our people will be taken care of should the unexpected happen, then we need to make sure that we have a plan in place that allows our agencies to keep living on even after we're gone. On this episode of Build a Better Agency, I sit down with attorney Andrea Shoup to start the conversation and hopefully, to help you all do the same. Andrea holds a depth of expertise in both estate planning and business law — making her the perfect person to help us wrap our heads around this tricky but critical subject. During our conversation, Andrea offers up her invaluable insights into navigating different succession plan options, learning how, when, and with whom those plans need to be created and communicated, and what happens when we don't have a contingency plan in place. A big thank you to our podcast's presenting sponsor, White Label IQ. They're an amazing resource for agencies who want to outsource their design, dev, or PPC work at wholesale prices. Check out their special offer (10 free hours!) for podcast listeners here. What You Will Learn in This Episode: How legacy planning can protect your business —and your people— should something happen to you The key differences between a will and an estate plan Everything that goes into a contingency plan — and how to get yours started Who needs to be involved in your contingency planning, and how those plans should be communicated How long it will take you to gather the information you'll need for your plans What happens when we DON'T have a contingency plan in place When is the “right time” to start planning your agency's succession?

Women own less than 1% of the ad agencies in North America. This gender gap is disappointing and staggering, but in this episode of Build a Better Agency, our guest expert Christy Hiler reminds us that bridging that gap is far from impossible. During our conversation, Christy helps us unravel this alarming statistic by exploring the barriers that may be keeping the women we lead and work with from pursuing ownership roles or viewing ownership, not just leadership, as an end goal in the first place. In addition to discussing the things that may be holding women back, Christy and I also discuss the progress from encouraging, elevating, and celebrating women-owned agencies, and what we can do as agency owners to help empower more women within our networks to pursue ownership roles. This topic is near and dear to me as both an agency owner and someone who has the privilege of working alongside the women-led agencies represented in AMI. My hope is that you will not only enjoy this conversation with Christy, but that you will link arms with her and leaders like her so that we can all work together to tackle problems like this in our industry. A big thank you to our podcast's presenting sponsor, White Label IQ. They're an amazing resource for agencies who want to outsource their design, dev, or PPC work at wholesale prices. Check out their special offer (10 free hours!) for podcast listeners here. What You Will Learn in This Episode: What the “Own It” initiative is, and what inspired Christy to launch it Why women own less than 1% of all ad agencies in North America The barriers that may be preventing women in the industry from becoming agency owners Why inviting and empowering women in these spaces is a benefit for everyone How women-led agencies are doing things differently — and why that's so great What current agency owners can do to mentor, encourage, and empower the women they work with to seek ownership opportunities How you can help Christy identify, support, and celebrate women-led agencies in the industry

Summertime is just around the corner, which means now is the perfect time of year for agency owners like us to take stock of where we're at now and where we want to be sitting by the end of the year. How can we get a clear picture of how 2022 is stacking up against 2021? By taking a close look at the trends that have, and will continue, to affect our industry as a whole.   On this week's solocast episode of Build a Better Agency, we're taking a look at the marketing trends that have shaped the first part of the year so we can mitigate the bad, take advantage of the good, and come into the second half of 2022 stronger than ever. As the title suggests, this discussion is being split into two parts — so be sure to keep an eye out for Part 2 during our next solocast! A big thank you to our podcast's presenting sponsor, White Label IQ. They're an amazing resource for agencies who want to outsource their design, dev, or PPC work at wholesale prices. Check out their special offer (10 free hours!) for podcast listeners here. What You Will Learn in This Episode: Which marketing trends are in Drew's crosshairs — and why How 2022 stacks up against 2021 so far Why so many agencies are feeling the pinch more this year than last The metrics agency owners aren't paying enough attention to How those metrics can help you add 5% profit to your bottom line this year Business development opportunities that you don't want to miss out on — and how to make sure you don't How client expectations have changed in the past few years

As agency owners, the work environments we create are a direct reflection of our leadership styles. In a trust-led environment, our people should feel safe to speak up, take risks, and take ownership of the work they produce. Trust is the cornerstone for strong communication, creativity, and the innovation that fuels our business. So, what happens when trust isn't part of the equation? Our guest for this episode of Build a Better Agency, Sue Dyer, is an expert on all things leadership. She wrote the book on trusted leadership (literally) and has seen firsthand how teams and even entire agencies tend to fall apart when the people at the helm aren't leading with trust. During our conversation, Sue and I unpack what it means to be a trusted leader, how agency owners can determine their leadership style, and what it takes to build successful organizations based on trust. A big thank you to our podcast's presenting sponsor, White Label IQ. They're an amazing resource for agencies who want to outsource their design, dev, or PPC work at wholesale prices. Check out their special offer (10 free hours!) for podcast listeners here. What You Will Learn in This Episode: What it means to be a trusted agency leader Why trust is the cornerstone of success for any business How to create a high-trust environment at your agency Ways to help new team members adapt to a trusted environment Why “fear-led” environments have wiped out so many businesses How to determine whether or not you are a trusted leader What to do in order to start becoming a trusted leader

Whether we realize it or not, artificial intelligence (AI) has already impacted countless aspects of our everyday lives. And as the technology we rely on continues to adapt and change, those changes will inevitably shape the future of our businesses, our industry, and our society. As agency owners, it's our job to stay ahead of those changes — even if the thought of an AI-driven agency is, understandably, a little intimidating. Our guest on this episode of Build a Better Agency, Paul Roetzer, is not only an expert on all things AI, but he's also someone who is dedicated to helping agency owners and other industry professionals. Paul teaches those agency owners and industry professionals how to pilot and scale AI technology so they can use it to drive efficiency, growth, and creativity for their business. During our enlightening conversation, Paul demystifies the fascinating realities of artificial intelligence by walking us through what it really is, how AI agency tools can help make us better at our jobs, and why shaping the future of marketing starts with understanding how to use AI platforms, programs, and services responsibly. A big thank you to our podcast's presenting sponsor, White Label IQ. They're an amazing resource for agencies who want to outsource their design, dev, or PPC work at wholesale prices. Check out their special offer (10 free hours!) for podcast listeners here. What You Will Learn in This Episode: How artificial intelligence will — and already is — shaping the future of agency tools Why AI is NOT here to take your job Where you're already seeing AI in your everyday life, and where you WILL see it in marketing in the marketing world What AI technology can do to help you make your agency smarter right now Why Paul says that you don't need to go shopping for AI tools — and what to do instead How AI agency tools can be used to drive efficiency and growth for your business What Paul believes a “Next Gen” agency looks like — and how to become one

As agency partners, we have access to an insane amount of backend data and insights into our clients' business. Now what? How can we use all of that data to build momentum in our clients' revenue pipelines and translate those insights for them so that they can make the case when they're at the table with the decision-makers on their team? On this episode of Build a Better Agency, we're joined by CRM and sales expert Eric Stockton, VP of Demand Generation at SharpSpring. Eric gives us a behind-the-scenes look at the industry-wide shift in focus from outbound marketing to inbound lead generation. We talk about what this means for agencies and how we can help our clients adjust to a “quality over quantity” mindset — without freaking them out. Eric is a past keynote speaker at a series of marketing-related trade shows, including MarketingSherpa events, eCommerce Retail Executive Summit, Email Summit, B2B Demand Generation Summit, ContentBiz, MarketingExperiements virtual events, and Affiliate Summit. A big thank you to our podcast's presenting sponsor, White Label IQ. They're an amazing resource for agencies who want to outsource their design, dev, or PPC work at wholesale prices. Check out their special offer (10 free hours!) for podcast listeners here. What You Will Learn in This Episode: Why the industry is shifting its focus from outbound to inbound leads — and what that means for agencies How to help our clients make that shift without freaking out Why focusing on quality over quantity does NOT mean you'll be getting fewer leads What Eric means when he tells his clients to focus on their “North Star” metrics Whether or not the “quality game” is truly sustainable Ways we as agency partners can help clients divorce themselves from metrics they don't — or shouldn't — care about

How does your agency show up in the world? As agency owners, we have a responsibility to know what's going on — with our business, our employees, and our clients. There's a lot going on in the world, and understanding how these things affect the worldviews of others in our space is the first step in deepening our agency relationships, elevating our business, and making sure we go beyond the “one-word” values our industry seems to be riddled with. In this episode of Build a Better Agency, Karley Cunningham of Big Bold Brand joins me to talk about ways agencies can actually implement their mission, vision, and values into their processes in order to leverage them as strategic branding tools. She also offers expert insights into identifying the worldviews of the audiences who matter most to you, knowing when to take a stance on the important issues, and what to do when your worldviews no longer align with those of your clients. Brand Strategist and Business Growth Accelerator Karley Cunningham takes businesses from overcrowded, competitive spaces out into blue ocean territory where they can confidently stand out and thrive as brand leaders in their sector. Having built three successful businesses, Karley knows what it takes to start, develop and lead a company that delivers results. Her entrepreneurial success story is featured in the awarded book: The Widest Net by Pamela Slim. In addition, she's a sought-after mentor and speaker for national and international business organizations and the host of The Made Possible Podcast. Believing deeply in the practice of givers gain, she is well-known and networked and rarely goes a day without making a referral or connection. As a former pro athlete, Karley is performance-driven. An avid mountain athlete, she is a two-time finisher of the BC Bike Race, a seven-day, 325 km mountain bike stage race, and is always looking out for her next trail running adventure. When not focusing on the business or expanding her network, she can be found somewhere in the mountains of the Pacific Northwest with her wife and dog in their 4×4. A big thank you to our podcast's presenting sponsor, White Label IQ. They're an amazing resource for agencies who want to outsource their design, dev, or PPC work at wholesale prices. Check out their special offer (10 free hours!) for podcast listeners here. What You Will Learn in This Episode: How to proactively influence the way your agency shows up in the world Why it's important to understand our client's worldviews, how they align with our own, and what that means for our business Ways to implement your mission, vision, and values as strategic branding tools How to accelerate your business, improve employee retention, and deepen client relationships by taking your mission, vision, and values “off of the page” When it's important to take a stance on important issues, and how to start those conversions with clients What your consumers want to know about where you stand How to identify and align the worldviews of the audiences who matter most to you

One of the unfortunate truths of our business is that as agency owners, we are almost never in the driver's seat when it comes to sales engagements. At the end of the day, we have no way to inspire, incent, cajole, bribe, or trick someone into buying agency services until they have a genuine need for them. But, with so much of our focus centered around not making an ask at the wrong time, it's no surprise that so many of us are left with the same question — when CAN we sell? In this episode of Build a Better Agency, we're going to answer that question in a few different ways. First, we're going to talk about what the “right time” to sell looks like not only for our prospects but also for existing clients and former clients. We're also going to explore ways we as agency owners can accelerate the sales process (because yes, that's a thing we can do), provide value to our prospects long before we're in their consideration set, and use our positions of authority to grow our reputation and crush our business development goals — all without selling. For 30+ years, Drew McLellan has been in the advertising industry. He started his career at Y&R, worked in boutique-sized agencies, and then started his own (which he still owns and runs) agency in 1995. Additionally, Drew owns and leads the Agency Management Institute, which advises hundreds of small to mid-sized agencies on how to grow their agency and its profitability through agency owner peer groups, consulting, coaching, workshops, and more. A big thank you to our podcast's presenting sponsor, White Label IQ. They're an amazing resource for agencies who want to outsource their design, dev, or PPC work at wholesale prices. Check out their special offer (10 free hours!) for podcast listeners here. What You Will Learn in This Episode: How agency owners can know whether or not it's the right time to sell What the right time to sell looks like for your prospects, existing clients, and even for clients who've parted ways with your agency Why agency owners are not always in the driver's seat when it comes to engaging business development opportunities — and why that's ok How to ensure that you're providing value to your prospects long before they're on your radar What agency owners can do to accelerate the sales process The reason Drew says you shouldn't try to sell until after you've been helpful How agencies are crushing their business development goals — without selling