Podcasts about sell with authority

I'm excited to welcome our guest expert to this episode of Sell With Authority, Mark Duval. If this is your first introduction to Mark — he founded The Duval Partnership back in 2007 and brings over 25 years of client-direct biz dev experience to the table. Mark and his team specialize in helping agencies design and implement smart, strategic growth initiatives — from new client acquisition to organic growth and diversification. When Mark and I first connected, we started talking shop. Biz dev challenges, what's working, what's broken, and what agency leaders are wrestling with right now. In that conversation, Mark dropped two letters that stopped me in my tracks. P. X. — Prospect Experience. That's the lens Mark and his team use to help agencies get razor-sharp clarity on their go-to-market strategy, how they're nurturing leads after that first conversation, and how they're moving opportunities forward — without it ever feeling like a hard sell. As Mark unpacked PX, I thought — holy bananas — this is gold! Once I saw how PX worked I knew we had to share it with our audience on Sell With Authority because — what if your agency could turn your consistently inconsistent biz dev efforts into a repeatable, smooth cadence that actually feels good to your prospect — and still drives results? If you take and apply what Mark shares in this episode — you'll be in a stronger position to raise the bar of excellence in your agency's PX, and that alone can make selling feel less like selling — and more like serving. What you will learn in this episode:  How “PX” or Prospect Experience, can be your agency's secret weapon for attracting, nurturing, and converting right-fits Clarity around the three critical questions every agency must answer How to orchestrate each touchpoint so prospects are wowed at every stage The difference between service-focused and solution-focused messaging — and why it matters if you want to stand out Concrete strategies to ensure your outbound and nurture efforts are consistent, relevant, and measured for results How to proactively own your go-to-market approach The pitfalls of info@ email addresses and outdated voicemails The details that silently kill deals Resources: Website: https://duvalpartnership.com/ LinkedIn Personal: https://www.linkedin.com/in/duvalgroup/ LinkedIn Business: https://www.linkedin.com/in/duvalgroup/ The Agency News Business Blog: https://info.duvalpartnership.com/blog Services: https://duvalpartnership.com/services-for-agency-new-business/

Before we hit record on today's episode of Sell With Authority, my team and I went deep. We poured over research, we sifted through data, and we asked ourselves a simple question: What do agency leaders need most right now? Agency leaders who've done the hard work to niche down, to plant your flag, to be known for something — but your content still isn't converting the way it should — we built this episode for you. Across the agency landscape, a lot of smart, capable leaders are quietly pulling back. Frozen. Waiting for clarity. Wanting to be bold — but afraid to make the wrong move. We've been there. But here's what we also know — because the data backs it up: Agencies that lean in, that make progressive decisions in uncertain times, are the ones that build resilience. Predictability. Trust. And growth — even 10x growth in some cases. That's why I'm so excited for you to hear from today's returning guest expert Sara Hanlon, co-founder of Peer Sales Agency. Sara is sharp, no-nonsense, and has a gift for helping B2B agencies get off the content hamster wheel and start building true momentum. Her focus? Not selling harder, but showing up smarter. Also joining is our very own Director of Strategy and Mad Scientist, Hannah Roth. If you know Hannah, you know she's in the trenches every day with clients — helping them position their expertise, price their value, and build authority that generates demand. We unpack exactly how to lead with clarity, show up with generosity, and make your content strategy start pulling its weight. No hype. No guesswork. Just clear, practical insights to help you conquer uncertainty and roar through 2025. What you will learn in this episode:  What it takes to stand out and build trust with authority-driven content How to unify sales and marketing to drive consistent biz dev, stronger retention, and more referrals The most important meeting cadence and agenda to keep your team accountable and collaborative Why you should lean into your prospects' pain The research-backed difference between agencies that freeze and those that double down How to align your goals so that you are showing up as a strategic partner — not just a vendor Resources: Website: http://www.peersalesagency.com/ LinkedIn Personal: https://www.linkedin.com/in/sarahanlon/ LinkedIn Business: https://www.linkedin.com/company/peer-sales/ How to Create a Successful Buyer's Journey, with Sara Hanlon

Welcome to the Sell With Authority podcast. I'm Erik Jensen, co-owner and Chief Strategy Officer here at Predictive ROI. If you've been a longtime listener, you might be wondering, where's Stephen's voice? Don't worry, there hasn't been a coup. This isn't a mutiny. Stephen's daughter is graduating, and we lovingly kicked him off the mic for the next few weeks so he can fully enjoy that special time with his family. We miss him — but we've got you covered. We built this podcast specifically for you — the agency owner looking to sell more of what you do, in a way that builds a more scalable, more sustainable business — regardless of whatever challenges might be around the next corner. Today's episode is the final installment in our four-part series on the four reasons agencies struggle with sales — and more importantly — how to fix them. I'm excited to sit down again with Hannah Roth, our Director of Strategy and resident mad scientist. Hannah and I are in the trenches every single day, working with agency owners to tackle the issues that keep them stuck. Sales is almost always one of those issues. In this episode, we dive into what we call the practice problem. Why does every sales call feel like the first time? Why do we expect to nail the pitch, but never actually practice it? In any other part of business, that would be nuts. But in sales, it happens all the time. So today, we're going to break that pattern. We unpack how to build a sales process you can actually improve, how to create a system for feedback and iteration, and how to show up to your sales calls ready — not rusty. What you will learn in this episode: The #1 reason agency sales calls always feel new — and how to fix that with one rock solid framework Why practicing your sales process matters as much as practicing any craft The 3.5-step process to running a winning sales call — and where most agencies get it wrong The “Help Me Understand” question framework that turns every discovery call into a trust-building, opportunity-finding powerhouse How to use flashcards, role-play, and real-world feedback to refine your sales message and increase your close rate Why practicing out loud is the best way to show up confidently Resources: Website: www.predictiveroi.com Visit our newly expanded Resource Library Join us in our free How to Fill Your Sales Pipeline Facebook Group Erik's LinkedIn: http://www.linkedin.com/in/erik-jensen-b9946068/ Hannah's LinkedIn: https://www.linkedin.com/in/hannah-roth-387a6b223/ Order your free paperback or Kindle copy of our Book: Sell with Authority

Welcome to Sell With Authority. I'm Erik Jensen, Co-Owner and Chief Strategy Officer here at Predictive ROI — and yes, you are in the right place. If you've been a long-time listener, you're probably thinking, wait a second, where is Stephen's smooth, signature intro? I'm stepping in because Stephen is celebrating his daughter's graduation. We lovingly kicked him off the mic for a few weeks so he can soak up that family time. Today, I'm joined by my strategic co-pilot and our Director of Strategy, Hannah Roth. She's our in-house mad scientist when it comes to helping agency owners get unstuck. In this special series, we've been diving into key reasons agencies struggle with sales, and more importantly, how to fix them. In today's episode, we tackle what we call “the consistency gap” — that lack of a repeatable, dependable sales process. If you've found yourself uttering words like “It depends”, or “I meant to follow up”, this episode is for you. What you will learn in this episode: Why a lack of consistency in your sales process will keep you stuck The secret ingredient to a 28% bump in close rates How to align sales and operations so you sell what you promise The real reason your custom proposals are killing your profitability How to fix the anxiety of “playing defense” in sales calls by tightening your value ladder Why rinsing and repeating your best offers is the best move to stand out and sell more of what you do Resources: Website: www.predictiveroi.com Visit our newly expanded Resource Library Join us in our free How to Fill Your Sales Pipeline Facebook Group Erik's LinkedIn: http://www.linkedin.com/in/erik-jensen-b9946068/ Hannah's LinkedIn: https://www.linkedin.com/in/hannah-roth-387a6b223/ Order your free paperback or Kindle copy of our Book: Sell with Authority

Would you like access to our advanced agency training for FREE? https://www.agencymastery360.com/training Are you doing great work but still feel like your agency's stuck in neutral? The truth is, talent alone doesn't scale a business. In this episode our guest, Stephen Woessner—author, agency growth strategist, and founder of Predictive ROI—reveals why most agencies hit a ceiling... and how to break through with a smarter, more strategic approach. From developing a true methodology to showing up with content that teaches, we dive into what's working now (and what's not) when it comes to agency growth, client expectations, and scaling with intention. If you've ever relied a little too heavily on referrals, be unsure of your niche, or found yourself winging it without a real system—this one's for you. Tune in to learn how to enhance your agency's approach to attracting clients and scaling your business! Stephen Woessner is the founder of Predictive ROI, an agency that helps clients build predictable and repeatable ROI so they can focus on doing the work they love alongside clients they choose. With over 30 years of experience, including a six-year stint in academia, Stephen discusses what's working right now to get more leads, why getting specific is vital for agencies, and why the journey to scaling your journey requires patience, as well as methodology. Stephen also hosts the "Onward Nation" and "Sell with Authority" podcasts and is the bestselling author of five books, including his latest, “Sell With Authority". In this episode, we'll discuss: Why you should be ridiculously specific. Developing a true methodology to showcase your process. How a softer approach can lead to bigger wins. Subscribe Apple | Spotify | iHeart Radio Sponsors and Resources E2M Solutions: Today's episode of the Smart Agency Masterclass is sponsored by E2M Solutions, a web design, and development agency that has provided white-label services for the past 10 years to agencies all over the world. Check out e2msolutions.com/smartagency and get 10% off for the first three months of service. The Power of Specificity (and Content That Teaches) Stephen has had a long career in the agency world, starting thirty years ago, before ROI was a thing, and working alongside agencies and consultants — teaching them how to build their authority within the markets they serve. He worked six-years in academia while also sharing his knowledge in his first books on Viral Social Networking and SEO. The expertise shared in these books got him requests to work as a consultant for different businesses, which led to him starting his own agency in 2009. At his agency, Stephen commonly works with agencies and consultants that are going about sales and new business development in the least effective, most painful way possible. In fifteen years, he's seen a lot in the business and now brings his own perspective on what's currently working in the agency space. According to him, success comes from being ridiculously specific—about who you serve, what you offer, and how you market it. It's not about flashy gimmicks or one-size-fits-all strategies. Agencies that clearly communicate their expertise and share their knowledge generously (even for free!) are the ones building long-term trust. With the many AI tools available for marketers nowadays, there just isn't a valid excuse for not putting your own content out there to attract clients with valuable tips that show your expertise. These should be small, actionable pieces that solve real problems. That kind of generosity leads to high-quality leads who already trust you by the time they reach out. While the tools might not be polished yet, they show just how easy it is now to create content and show up consistently. The key is that agencies need to be intentional, have a point of view, know their clients' real pain points and speak to them clearly. Raise the Bar or Get Left Behind Today's clients are smart. They're looking for specialized, strategic partners—not generalists who throw spaghetti at the wall. Agencies that develop a true methodology, a real system for delivering results, stand out. It's not just about the work—it's about the process behind it. Simply put, a solid methodology builds trust. It shows prospects that you know what you're doing and that you've done it before. And yes, it's a big part of what makes an agency sellable down the road. If you're familiar with games like “Age of Empires,” the process of building your methodology will be a lot like starting scrappy in the stone age—just you, maybe a freelancer or two. But as you gather resources (aka leads, a team, and tools) and build systems (onboarding, sales, and delivery processes), you level up. The methodology evolves as you grow—and mastering each stage is what gets you to the next one. The path to growth requires structure, clarity, and an intentional approach. If you're still winging it with no repeatable system in place it might be time to rethink the game plan. How a Softer Approach Can Lead to Bigger Wins Other than a methodology, the journey to the top will also require patience. Scaling an agency is rarely instantaneous and each stage of development comes with its own challenges and learning experiences. Agencies at various levels of growth face unique challenges, and the aspiration to leap from a level two to level thirty-seven—is just unrealistic. You need to experience the wins and losses that truly gives you the expertise to sustain growth and learn to appreciate that they've prepared you for the next challenges and goals. Jason was actually confronted with this lesson while preparing for his latest event, which although did eventually sell out, but did so much more slowly than he would've liked. In the end, the team made the decision to stop being pushy about promoting the event and instead try to be more inviting. A pushy attitude will likely be met with resistance. Instead, a gentle nudge or an invitation to explore creates a sense of curiosity and openness. By reframing the conversation from one of pressure to one of invitation, he was able to build trust and rapport. People are more likely to engage when they feel they have the autonomy to make choices without feeling coerced. This is the same principle that drives successful business generation. Instead of being pushy, make sure you're sharing case studies, insights, or even hosting webinars that allow prospects to learn and engage with the agency's expertise. Trust that you're offering great value that resonates with the target audience, encouraging your audience to lean in and explore further, rather than overwhelming them with hard sells. Creating Content That Draws the Right Clients In So what is the type of content agencies should be creating to get prospects to lean in? The first thing that may make you feel like you're screaming into the void is trying to attract just any client who can sign a check. Successful companies have shown that focusing on a select group of high-performing clients can lead to tremendous success. This does not mean that if you start to work with plumbers you'll have to work with that niche in perpetuity. A niche can also be a specific problem you solve or an area you serve, not just an industry. When you focus on "right fit" clients, you'll attract people you genuinely enjoy working with who choose to stay with your business long-term. When agency owners narrow their focus, they can tailor their offerings to meet the unique needs of their chosen niche. This not only enhances the quality of service but also simplifies the content creation process. Once the target audience is identified, agencies can generate relevant and engaging content that addresses the specific problems and pain points of their clients. At this point, you can focus on sharing content that makes a lasting impression. By providing valuable information upfront, you'll no doubt capture the attention of potential clients and build credibility. Do You Want to Transform Your Agency from a Liability to an Asset? Looking to dig deeper into your agency's potential? Check out our Agency Blueprint. Designed for agency owners like you, our Agency Blueprint helps you uncover growth opportunities, tackle obstacles, and craft a customized blueprint for your agency's success.

Welcome to the Sell With Authority podcast. If you've been with us for a while, you're probably expecting to hear Stephen's voice kicking things off. But we've temporarily booted him off the mic — for a very good reason. His daughter is about to graduate, and we wanted to make sure he could soak up every moment with his family. I'm Hannah Roth, Director of Strategy and mad scientist here at Predictive ROI and I'm stepping in as your host for the next few weeks. For this special four-part series, I'm sitting down with Erik Jensen — co-owner, Chief Strategy Officer, and my strategic co-pilot here at Predictive. Erik and I are in the trenches every day, helping agency owners like you solve the messy, complex challenges that keep your business stuck in place. And one of those major sticking points? Sales. Today's episode is part two, and we're diving into what we call the Focus Fog. Erik unpacks the risks of being the “everything agency” — and how your good intentions to do more might actually be clouding your sales process, confusing your prospects, and holding your agency back. What you will learn in this episode: Why the “focus fog” is quietly sabotaging agency growth and how to recognize it before it's too late The psychological drivers that keep agencies stuck as generalists What happens when sales and ops don't see eye to eye How stacking 3-5 “lenses” helps your agency niche down without killing off creativity Real research and stats proving highly specialized agencies land more right-fit clients The hidden cost of one-and-done projects versus repeatable, scalable work How clarity in your focus transforms sales, onboarding, marketing, AND lets you eventually escape founder-led sales Resources: Website: www.predictiveroi.com Visit our newly expanded Resource Library Join us in our free How to Fill Your Sales Pipeline Facebook Group Erik's LinkedIn: http://www.linkedin.com/in/erik-jensen-b9946068/ Hannah's LinkedIn: https://www.linkedin.com/in/hannah-roth-387a6b223/ Order your free paperback or Kindle copy of our Book: Sell with Authority

Welcome to Sell With Authority! I'm Hannah Roth, Director of Strategy and resident mad scientist here at Predictive ROI. And before you double-check your podcast app — yes, you are in the right place. If you've been a longtime listener, you're probably used to hearing Stephen kick things off. But today, I've hijacked the mic for a good reason. Stephen's daughter is about to graduate; CONGRATS to the whole Woessner crew! We've gently nudged him off the show for the next few weeks so he can enjoy that special time with his family. In the meantime, I'll be your host for the next four episodes, and I'm really excited about what we have planned. Each week, I'll be joined by Erik Jensen, my strategic co-pilot, co-owner, and our Chief Strategy Officer here at Predictive. We are in the trenches every day working with agency owners, helping them navigate the big challenges that hold them back from scaling with confidence. Erik and I are kicking off a four-part series about why agencies struggle with sales — and more importantly — what to do about it. In today's episode we focus on what we call “The Referral Trap.” Referrals are great… until they're not. Too many agencies rely on them as their primary source of new business — but that's risky. We discuss why the illusion of “plenty of referrals” is so dangerous, and what to do before they dry up without warning. What you will learn in this episode: Why so many agency owners fall into the “referral trap” The not-so-obvious risks of relying on referrals How passivity with prospects infects your sales culture — and leads to missed revenue from both new prospects AND existing clients The candid truth about “not having time” for sales A rock solid step-by-step way to take control of your biz dev Why your list is one of the most important assets that your agency can have How to assess if your list is actually filled with viable prospects Resources: Website: www.predictiveroi.com Visit our newly expanded Resource Library Join us in our free How to Fill Your Sales Pipeline Facebook Group Erik's LinkedIn: http://www.linkedin.com/in/erik-jensen-b9946068/ Hannah's LinkedIn: https://www.linkedin.com/in/hannah-roth-387a6b223/ Order your free paperback or Kindle copy of our Book: Sell with Authority

I am beyond over the moon excited to have our very special guest expert on this episode of Sell With Authority, Laurie Mikes. Laurie is the Chief Operating Officer of the Second Wind Agency Network, where she oversees daily operations and works closely with Second Wind's member agencies. That gives her an incredible pulse on the industry — she truly has her finger on the trends, the challenges, and the opportunities agency owners are navigating right now. I invited Laurie to the show because of her deep expertise around agency finance, growth, and operations. I was especially eager to have this conversation after reading a blog post Laurie wrote entitled, “Transparency Builds Trust with Clients.” My Predictive team and I feel the same way. We recommend that our clients build transparency right into their biz dev processes — teaching and sharing generously right from the onset of a new relationship. When you do that, you remove friction from the sales process — and make it so much easier for your right-fit prospects to say “yes.” That's exactly where Laurie and I focus our time and attention in this episode — how you can build deeper trust with your right-fit prospects and clients. If you take and apply the insights Laurie shares, you and your team will be better equipped to build trust faster — and that, in turn, will help you sell more of what you do. What you will learn in this episode:  Why transparency is the foundation for building authority and winning trust with right-fit clients How to openly share your agency's process so prospects feel less like targets and more like valued partners The #1 mistake agencies make trying to protect their “secret sauce” — and what to do instead Why difficult, honest conversations actually get you a seat at the table as a strategic partner — not just a vendor Real-world examples of onboarding practices that set the stage for long-term client retention and bigger budgets Resources: Website: https://www.secondwindonline.com/ LinkedIn Personal: https://www.linkedin.com/in/laurie-mikes/ LinkedIn Business: https://www.linkedin.com/company/second-wind/ AGENCY WORKFLOW AND EFFICIENCY

Selling doesn't have to feel icky, awkward, or out of alignment even if you sometimes second-guess your value. In this episode, I'll show you how to sell with quiet confidence, position yourself as a trusted expert, and speak about your offers with authority, even on the days you're doubting yourself. Join Her Expansion - https://bit.ly/herexpansion WORK WITH CHRISTINE: Buy TIckets to Unstoppable Women Event - Brisbane Take the CEO Confidence QUIZ and find out what's preventing you from scaling Connect with Christine on Instagram https://www.instagram.com/christinecorcoran_coach/ Book a Discovery Call with Christine here Join the waitlist for the next round of Unstoppable Sales HERE Join the waitlist for the next round of NEXT LEVEL Mastermind HERE Christine's website https://christinecorcoran.com.au/

I am thrilled to introduce my guest expert for this episode of Sell With Authority, Taylor McMaster. She is the Founder and CEO of DOT & Company, where they specialize in helping agencies take exceptional care of their clients so agency owners can stay focused on what truly moves the needle — like growing the shop. Taylor is an expert in account management. She knows all the big and small details that make an excellent account manager…excellent. Today we focus on a thin slice of account management — and it's the slice that takes place immediately after your client says yes to what you put forward during your biz dev process. You already know that onboarding isn't just about executing strategies and tactics — it's your client's first proof point that they made the right decision in hiring your agency. Did they pick the right team? Did they invest in the right expertise? It's on you to reaffirm that they made the best choice. But here's the challenge—how do we do that with excellence? That's exactly why I invited Taylor onto the podcast. We peel back the layers of DOT & Company's client onboarding system so you can implement these strategies inside your agency. If you take what Taylor shares and put it into action — you'll raise the bar of excellence in your onboarding process. That will make selling more of what you do feel like a lighter lift. What you will learn in this episode: How Taylor pivoted from owning a marketing agency to creating an account management agency — and why it skyrocketed Why prioritizing proactive communication post-sale is key to building confidence and trust with right-fit clients Balancing automation with a personal touch in the onboarding process How to delegate task-oriented client information gathering without overwhelming them Setting the gold standard for account management — and why it's crucial to articulate these standards clearly Resources: Website: www.dotandcompany.co Facebook: https://www.facebook.com/dotandcompany LinkedIn: https://www.linkedin.com/in/taylormcmaster/ Instagram: https://www.instagram.com/dot_and_company/ YouTube: ​​https://www.youtube.com/channel/UC9_2hri1R1uaNTGeZr0Oyxg/

I am over the moon excited to have today's brilliant guest expert returning to this episode of Sell With Authority. If you're meeting Marcel Petitpas for the first time — he was my guest generously sharing his wisdom in episodes 95 and 111 of the SWA podcast. He's off the charts awesome! If you don't already know Marcel, he's the CEO and Co-Founder of Parakeeto — and an expert on agency profitability. Today, we dive deep into a critical topic: why scaling your agency without keeping a close eye on profitability can actually do more harm than good. Marcel shares his smarts around the intricate world of profitability traps —those sneaky pitfalls that can quietly erode your margins if you're not paying attention — and secretly derail your agency's success. We explore cash flow traps — how payment terms and project timelines can create cash crunches if you're not careful. We also break down the myth of revenue versus AGI and why a $10 million agency with razor-thin margins might need to operate more like a $1 million shop to stay healthy. If you've heard him before — you know Marcel backs up his insights with numbers and examples. He goes by the math to illustrate all of the key points in detail. So grab your notepad to double down on strategies that will help you sell more of what you do — and drive agency profitability. What you will learn in this episode: The difference between cash and accrual accounting — and why getting it wrong will set you back How to recognize and navigate the cash flow traps that could be sabotaging your agency's profitability The misleading nature of revenue figures and the significance of focusing on AGI (Agency Gross Income) Why simply having more clients or projects isn't a surefire way to increase your bottom line How payment terms might be quietly eroding your cash reserves — and what you can do to rectify it Smart strategies for structuring contracts and payment schedules to improve financial predictability The psychological shift you need to make to step away from the trap of a false sense of financial health Resources: Website: https://parakeeto.com LinkedIn: https://www.linkedin.com/in/marcel-petitpas-20059588/ Facebook: https://www.facebook.com/agencyprofitability Twitter: https://twitter.com/Parakeeto Instagram: https://www.instagram.com/getparakeeto/ Agency Profit Toolkit The Parakeeto Foundations Course Software as a Science: Unlock Limitless Recurring Revenue Without Losing Control

Chris Prefontaine is the four-time best-selling author of Real Estate on Your Terms, The New Rules of Real Estate Investing, and Sell With Authority for Real Estate Investors. He's also the founder and chairman of the Wicked Smart companies and host of the Smart Real Estate Coach Podcast. [PARTNER WITH US] Get instant 1-on-1 access to over 26 of the top agents in the country to help scale your business.

Chris Prefontaine is the four-time best-selling author of Real Estate on Your Terms, The New Rules of Real Estate Investing, and Sell With Authority for Real Estate Investors. He's also the founder and chairman of the Wicked Smart companies and host of the Smart Real Estate Coach Podcast. [PARTNER WITH US] Get instant 1-on-1 access to over 26 of the top agents in the country to help scale your business.

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

Chris Prefontaine is the four-time best-selling author of Real Estate on Your Terms, The New Rules of Real Estate Investing, and Sell With Authority for Real Estate Investors. He's also the founder and chairman of the Wicked Smart companies and host of the Smart Real Estate Coach Podcast. [PARTNER WITH US] Get instant 1-on-1 access to over 26 of the top agents in the country to help scale your business.

Here at Predictive, we're all about sharing the strategies and frameworks that help agency owners sell more of what you do — with confidence and authority. That's why I'm thrilled to welcome our guest expert, Scott Ramey, to this episode of Sell With Authority. Scott is a sales expert with 30 years in the trenches, and former Fortune 500 C-suite executive with more than $100 billion of sales under his belt. Today, Scott is the Founder of The Ramey Group. I've been especially looking forward to this conversation because we have a rule we live by when we teach — and that's The Power of Three. We design our frameworks in 3's. We organize our episodes in 3's. We run 3 Intensives each year — March, July, and November. Scott also believes deeply in The Power of Three, and we break down his Power of Three into core questions that you can start using right away — the next time you and your team are prepping for a conversation with a right-fit prospect. Scott's model not only simplifies messages — but also fosters authentic connections and lasting impressions with right-fit prospects, setting you apart from the sea of sameness. If you take these insights and apply them, your right-fit prospects will see and hear that you're all about helping them win. And when they see that — saying yes becomes a lot easier. What you will learn in this episode: How you can tap into the “Power of Three” to crush anxiety and build confidence in right-fit client conversations The secrets to making your pitch memorable Showing up 100% present for your audience — it's time to double down on empathy and authenticity How to create a lasting impact by leaving your right-fit prospects with hope and vision Why owning your voice is the doorway to owning the room and securing the pitch Resources: Website: https://thescottramey.com/ LinkedIn: https://www.linkedin.com/in/scott-ramey-53977b14a/ Facebook: https://www.facebook.com/scott.ramey.52/ Instagram: https://www.instagram.com/the.scottramey/

I am thrilled to have today's guest expert, Mandi Ellefson, joining this episode of Sell With Authority. Mandi is the creator of the Scale to Freedom Growth Model and helps agency owners refine their offers and attract premium clients willing to pay higher fees. And she does it fast — within 90 days. At Hands-Off CEO a large part of Mandi's work is listening, gathering data, and filtering it through her deep experience to identify the trends that will reshape agency services in the coming years. And that's exactly what we're diving into today. We are peeling back the layers on trends Mandi and her team are tracking right now — and most importantly — how you can use these insights to position your agency as a must-have strategic partner in 2025. This conversation explores the significant impact of AI on client expectations, the trend of companies in-housing their work, and the urgent need for agencies to become irreplaceable strategic partners. 2025 is the year for you to step up and own that strategic seat at the table — and sell more of what you do as a result. What you will learn in this episode: How to harness AI to boost your agency's strategic expertise “Conditions for success” and how identifying them can lead to tenfold client results How you can position your agency as an irreplaceable strategic partner The impact of “the great in-housing wave” and how the smartest agencies are future-proofing their business models Understanding the “strategy execution flip” How your operations problems might actually stem from your sales processes and ways to fix that Why clients are so desperate for strategic direction now more than ever Resources: Website: https://handsoffceo.com/ LinkedIn Personal: https://www.linkedin.com/in/mandiellefson/ LinkedIn Business: https://www.linkedin.com/company/hands-off-ceo/ Hands Off CEO: https://book.handsoffceo.com/book-org

My Predictive team and I are here to help make 2025 the year you CRUSH your goals — and elevate your agency to new heights. In this episode of Sell With Authority, we're diving into a topic that's essential for scaling your business development efforts. If you're carrying the full weight of biz dev on your shoulders — it's time to change that. At Predictive, we've spent years experimenting in our lab, gathering data points, and refining our Sell with Authority methodology—a proven framework to help you sell more of what you do for a higher fee. That's where my very special guest expert, Jason Swenk, and I are focusing our time and attention in this encore episode. Jason is the Founder of Agency Mastery 360, a unique consultancy designed to help marketing agency owners — just like you and me — grow their agencies faster. You may remember Jason from episode 77 — we first tackled the topic of building a sales team. Today, we pick up where we left off — digging deeper into designing the right offers, setting up pricing for success, and creating a team structure that works for your agency. Whether it's about enrolling more of your team into the business development fold or building out a dedicated sales team to take on some of the heaviest lifting — this episode is for you. What you will learn in this episode: Why drilling down into your Ideal Client Profile (ICP) is the key to scaling faster How to craft and sell a compelling “foot in the door” offer that hooks clients Proven strategies for training and empowering a high-performing sales team Understanding prospect pain points and how to deliver exceptional value Using inbound, outbound, and strategic partnerships to build a robust lead generation system Key steps to lighten the sales burden off agency owners for more focus on growth Resources: Website: https://www.agencymastery360.com/ LinkedIn Personal: https://www.linkedin.com/in/jasonswenk/ LinkedIn Business: https://www.linkedin.com/company/agency-mastery/ Youtube: https://www.youtube.com/jasonswenk Instagram: https://www.instagram.com/jswenk/

I am beyond thrilled to welcome our special guest expert to this episode of Sell With Authority, Dia Bondi. If you haven't had the pleasure of meeting Dia yet — let me tell you — you're in for a treat. Dia works with senior leaders, founders, and ambitious professionals to help them find their voice — and lead with it. Her work has secured hundreds of millions of dollars in decisions and resources, paving the way for the future of their teams and businesses. I first experienced Dia's incredible power from the stage — and I do mean power — at the 2023 Build a Better Agency Summit. Dia didn't just speak; she commanded. She took us on a journey, crafting every moment of her keynote with precision. Her storytelling, her ability to connect, and the way she brought us all into her world was absolutely brilliant. In today's episode, Dia shares some of her most impactful frameworks for setting up the perfect ask with your right-fit clients and prospects. Dia helps you take WHAT you say — and HOW you say it — to a whole new level of excellence. A big dose of gratitude to our presenting sponsor for the podcast, Conduit Digital. By using their expertise in streamlining, upgrading & scaling your clients…they promise to reduce your risk so you can become the best digital agency in your market in 30 days. You can find Conduit and all their helpful insights and smarts here. What you will learn in this episode: Why courageous communication leads to the most impactful outcomes How to prepare for — and excel in — high-stakes communication moments Why understanding your right-fit client's needs should come before any pitch How to leverage storytelling for greater influence Why practicing what you preach is non-negotiable for authentic leadership How to use strategic asking as a success strategy Resources: Website: https://www.diabondi.com/ LinkedIn Personal: https://www.linkedin.com/in/dia-bondi/ LinkedIn Business: https://www.linkedin.com/company/dia-bondi/ Instagram: https://www.instagram.com/diabondia/ TikTok: https://www.tiktok.com/@diabondi Resources for Podcast Listeners: https://www.diabondi.com/swa Ask Like An Auctioneer: https://www.diabondi.com/book

Today we're kicking off 2025 with a special solocast of Sell With Authority designed just for you — agency owners striving to elevate your business and maximize your revenue. In this episode, I share an inspiring story that's all about grit, perseverance, and relentless focus. It's the incredible journey of Sylvester Stallone — yes, the legendary Rocky and Rambo — who overcame staggering setbacks and rejection to become one of Hollywood's most iconic figures. Stallone's story is a masterclass in following one course until success, or “F.O.C.U.S.” — a philosophy championed by John Lee Dumas on the Entrepreneurs on Fire podcast. From enduring over 1,500 rejections to navigating immense personal hardship, Stallone's unwavering commitment to his vision is a powerful reminder of what's possible when you refuse to give up. Relentless F.O.C.U.S. and dogged determination can turn dreams into reality. Whether 2024 has been triumphant or tough for your agency — this episode offers a dose of inspiration and practical insights to make 2025 your best year yet! A big dose of gratitude to our presenting sponsor for the podcast, Conduit Digital. By using their expertise in streamlining, upgrading & scaling your clients…they promise to reduce your risk so you can become the best digital agency in your market in 30 days. You can find Conduit and all their helpful insights and smarts here. What you will learn in this episode: Follow one course until success — F.O.C.U.S. How one of Hollywood's most successful actors of all time overcame over 1,500 rejections to become an icon You can transform rejection and adversity into fuel for your dreams Why changing your approach could be crucial to finding success How mindset and perseverance can set you apart from your competitors Free Resources: Website: www.predictiveroi.com Visit our newly expanded Resource Library Join us in our free How to Fill Your Sales Pipeline Facebook Group Stephen's LinkedIn: www.linkedin.com/in/stephenwoessner/ Order your free paperback or Kindle copy of our Book: Sell with Authority

This episode of Sell With Authority just might make you rethink everything you know about pricing. For today's show, we invited Casey Brown to join us. She's the Founder of Boost Pricing and proudly calls herself a “Pricing Geek.” Casey was also one of the phenomenal keynote speakers at this year's Build a Better Agency Summit. Hannah Roth and I were sitting front and center for her talk, and when Casey finished, we looked at each other and said, “Wow. Casey is brilliant—we have to get her on the podcast.” And Holy Bananas — she said yes! Our conversation today helps demystify pricing once and for all. Casey's here to arm you with new strategies and tactics so you can confidently price your agency's services and increase your profits. A big dose of gratitude to our presenting sponsor for the podcast, Conduit Digital. By using their expertise in streamlining, upgrading & scaling your clients…they promise to reduce your risk so you can become the best digital agency in your market in 30 days. You can find Conduit and all their helpful insights and smarts here. What you will learn in this episode: How fear can dictate your pricing decisions — and how you can avoid letting it The significance of the acronym W.A.I.T. (Why Am I Talking?) in pricing conversations Framing strategies when introducing charges to clients to ensure they grasp the value Identifying services/products as “gasoline” or “hot sauce” to find the hidden value-laden items in your offering The mindset shift needed for agency owners to command higher prices confidently Resources: Website: https://boostpricing.com/ LinkedIn Personal: https://www.linkedin.com/in/caseybrownboost/ LinkedIn Business: https://www.linkedin.com/company/boostpricing/ Twitter: https://twitter.com/pricingcasey Fearless Pricing: Ignite Your Team, Own Your Value, and Command What You Deserve

For over 30 years, I've worked in the trenches of agency new business strategy, working alongside and consulting with hundreds of agencies, business coaches, and consultants — teaching them how to plant their flag of authority within the markets they serve, grow their audience, and fill their sales pipeline with a steady stream of right-fit clients so they can win new business. I founded Predictive ROI in 2009 and remain its CEO and co-owner, working alongside my business partner, Erik Jensen. I host the “Onward Nation” and “Sell with Authority” podcasts with listeners in over 140 countries and over 1,000 episodes. My agency new business and marketing insights have been featured in major media, and I'm the bestselling author of five books, including my latest entitled, “Sell With Authority.” Here's my hope for this solocast – to share an overall framework and principles for how you can architect your conversations with prospective clients so the discussions are super helpful to your prospects — and so the sessions feel like teaching. But — what you're actually doing is demonstrating your methodology in action. And when you do that with excellence — there will be a moment in your discussion where your prospect says something like, “Wait a minute…I see what you're doing here…and it's awesome!” It is absolutely possible to teach and sell simultaneously — and I'll show you how in this episode. A big dose of gratitude to our presenting sponsor for the podcast, Conduit Digital. By using their expertise in streamlining, upgrading & scaling your clients…they promise to reduce your risk so you can become the best digital agency in your market in 30 days. You can find Conduit and all their helpful insights and smarts here. During this Episode — you will learn how to: How the “10 Truths of what makes someone an authority” play a vital role in this process Why beginning with the end in mind is a must if you're going to architect the right conversation with a prospect Why teaching and selling simultaneously must begin with you “Eating your own dog food” How to demonstrate your methodology in action during the sales process How to “break the 4th wall” with your prospect in order to bring it all together Free Resources: Website: www.predictiveroi.com Visit our newly expanded Resource Library Join us in our free How to Fill Your Sales Pipeline Facebook Group Stephen's LinkedIn: www.linkedin.com/in/stephenwoessner/ Order your free paperback or Kindle copy of our Book: Sell with Authority

I'm thrilled about welcoming today's guest expert to join us on this episode of Sell With Authority, Katy Doss. Katy is the Founder and CEO of Script Marketing and Here Molly Girl. She owns and leads not one — but TWO agencies! Let me set the stage for why we thought this conversation would be so valuable. Katy took a bold, creative leap when steering her agency into a niche. Instead of gradually repositioning her agency over a couple of years — she and her team dove headfirst into the deep end by creating an entirely new agency focused on their target niche. Katy shares her remarkable journey of transforming her generalist agency, Here Molly Girl, into the niche powerhouse that is Script Marketing. Running two agencies at the same time creates some unique challenges. We talk with Katy about how she prioritizes the moving pieces — and keeps all of this running smoothly while balancing the demands of two agencies. Katy and her team show up like true partners — moving away from tactical, “vendor-like” conversations — to leading with outcomes. I'm saying “us” because Hannah Roth is also joining this episode. She's our Director of Strategy and resident Mad Scientist here at Predictive. Hannah works directly with clients every single day, helping them drive results — and sell more of what they do. A big dose of gratitude to our presenting sponsor for the podcast, Conduit Digital. By using their expertise in streamlining, upgrading & scaling your clients…they promise to reduce your risk so you can become the best digital agency in your market in 30 days. You can find Conduit and all their helpful insights and smarts here. What you will learn in this episode: The first step to getting intentional about biz dev Why asking strategic questions and actively listening is key to building meaningful right-fit client relationships The value of strategic partnerships over vendor relationships Why niching down is essential for long-term agency success and sustainability How Katy successfully narrowed her agency's focus Emphasizing value-based pricing and selling outcomes — rather than deliverables Resources: Website: https://scriptmarketingco.com/ Facebook Personal: https://www.facebook.com/katyharperdoss.art/ Facebook Business: https://www.facebook.com/scriptmarketingco/ LinkedIn Personal: https://x.com/katyharperdoss LinkedIn Business: https://www.linkedin.com/company/script-marketing-co/ Twitter Personal: https://x.com/katyharperdoss Twitter Business: https://x.com/ScriptMktgCo Instagram Business: https://www.instagram.com/scriptmarketingco/ Pinterest: https://www.pinterest.com/scriptmarketingco/ YouTube: https://www.youtube.com/@ScriptMarketingCo Spotify: https://open.spotify.com/show/62cdForlAnnBsOAUXccsKE Apple Podcast: https://podcasts.apple.com/us/podcast/the-affluent-buyer-script/id1758125214

One of the biggest challenges agency owners and their teams face when it comes to business development is how to open doors efficiently, build meaningful relationships, and fill your sales pipeline without getting bogged down by a slow, one-by-one approach. Dan recently had the opportunity to guest on the Sell with Authority podcast hosted by Stephen Woessner to talk about Sales Schema's strategies to find commonalities between you and your potential clients, our approach to effective testing with smaller B2B sample sizes, and more. We're happy to present that episode for you today. This week, episode 236 of The Digital Agency Growth Podcast is about how to balance personalization and scale.Watch our latest video training, How to Take Charge of Your Agency's Future Revenue. During this training, you'll learn how we get qualified appointments every week using tasteful and highly targeted email outreach.In this episode of The Digital Agency Growth Podcast, Dan Englander and Stephen Woessner share the importance of building trust with potential clients through relationship-building and actionable steps you can take right now to identify commonalities you share with your potential clients. Stephen Woessner is the CEO and President of Predictive ROI, a company that offers community, coaching, and turnkey services to help you lead and grow your business strategically. Stephen is also the co-author of Sell With Authority: Own and Monetize Your Agency's Authority Position. For over 25 years, Stephen has been in the trenches of agency new business strategy working alongside agencies and consultants — teaching them how to build their authority within the markets they serve, grow their audience, and fill their sales pipeline with a steady stream of right-fit clients so they can win new business. In this episode, Dan and Stephen discuss the following:How outbound marketing can fine-tune your overall marketing efforts.Why agency owners should offload tasks to build an effective outreach system.The ideal team setup for outbound marketing.The role of testing in outbound marketing and the importance of running campaigns over a period of time.Don't forget to get your hand on a copy of Stephen's book, Sell With Authority: Own and Monetize Your Agency's Authority Position today!Thank you for listening! If you enjoyed this episode, please take a moment to follow, rate and review the podcast and tell me your key takeaways!Learn more about The Digitial Agency Growth Podcast at https://www.salesschema.com/podcast/ and our Video training at http://salesschema.com/takecharge CONNECT WITH STEPHEN WOESSNER:LinkedInFacebookPredictive ROISell with Authority podcastCONNECT WITH DAN ENGLANDER:LinkedInSales Schema

I'm excited to welcome our guest expert to this episode of Sell With Authority, Sara Hanlon. Sara is the President and Co-Founder of Peer Sales Agency, a B2B marketing agency that's all about driving sales. If you're meeting Sara for the first time, let me tell you — she's not only super smart when it comes to B2B sales strategy, but she's also created resources — like the B2B Sales Leader Guide — that can really help agencies level up. With her deep expertise in sales-oriented B2B marketing, Sara shares helpful strategies on how to shift sales conversations towards a more research-oriented approach. It's about truly understanding your clients' pain points and goals — at every stage of the buyer's journey. Sara breaks down the essential approach of creating problem-focused content at the top of the funnel, introducing solutions in the middle, and building trust at the bottom with testimonials and case studies. She shares the “five deposits, one withdrawal” strategy for engaging right-fit clients and nurturing long-term relationships. Some parts of today's conversation might feel like a push — and that's okay. Other parts — you'll likely find yourself nodding along, thinking, “Yep, we've got that one locked in.” If you take Sara's insights to heart and apply them, you'll be positioned to sell more of what you do — for higher fees — and head into 2025 ready to raise the bar of excellence. A big dose of gratitude to our presenting sponsor for the podcast, Conduit Digital. By using their expertise in streamlining, upgrading & scaling your clients…they promise to reduce your risk so you can become the best digital agency in your market in 30 days. You can find Conduit and all their helpful insights and smarts here. What you will learn in this episode: How to transition from win or lose sales outcomes to a research-oriented approach Uncovering client pain points using the Discovery framework Crafting content strategies tailored for the top, middle, and bottom of your sales funnel Utilizing the “five deposits, one withdrawal” method to foster meaningful right-fit client relationships How to avoid common mistakes in agency pitches Leveraging consistent, value-rich interactions to build trust over time Which email you should never send Resources: Website: http://www.peersalesagency.com/ Sales Leaders Guide: https://peersalesagency.com/a-sales-leaders-guide-to-creating-b2b-buyer-personas/ LinkedIn Personal: https://www.linkedin.com/in/sarahanlon/ LinkedIn Business: https://www.linkedin.com/company/peer-sales/

This episode of Sell With Authority is all about demystifying that big, elusive buzzword we hear tossed around so often in marketing and sales — SEO. Depending on your agency's focus, some of your clients and prospects might be total SEO aficionados, while others see it as a bit of a black box. And if we're being honest — even those of us in the industry know that SEO can feel a little daunting at times. That's why we invited Michael Ter Mors to join us. Michael is a partner at Conifr, an SEO consulting agency that's carved out a niche working with B2B SaaS companies, helping them fill their sales pipelines with the right-fit prospects. Conifr has this knack for making SEO not just accessible — but actually useful for driving growth. We're tearing down the myths of traditional SEO — and Michael shares how to align your marketing efforts to fill your sales pipeline with right-fit prospects. I'm saying “we” because I'm thrilled to have Hannah Roth, our Director of Strategy and resident Mad Scientist here at Predictive, joining us as well. Hannah works hands-on with clients every day, helping them drive results and sell more of what they do. Whether or not SEO is your agency's bread and butter, you will walk away with fresh ideas on how to frame what you do — and help your clients sell more of what they do. A big dose of gratitude to our presenting sponsor for the podcast, Conduit Digital. By using their expertise in streamlining, upgrading & scaling your clients…they promise to reduce your risk so you can become the best digital agency in your market in 30 days. You can find Conduit and all their helpful insights and smarts here. What you will learn in this episode: Why traditional SEO is dead How to shift from outdated SEO metrics like “rankings” and “traffic” to a value-driven approach Why it is crucial to understand your customer journey The importance of aligning on business-critical metrics and speak your right-fit client's language The role proper analytics and transparency play in building trust The integration of paid and SEO marketing strategies and why collaboration across channels is key Resources: Website: https://www.conifr.com/about LinkedIn Personal: https://www.linkedin.com/in/michaeltermors/ LinkedIn Business: https://www.linkedin.com/company/conifr-media/

I'm excited for today's episode of Sell With Authority because we have an incredible guest expert joining us — Jason Kramer. If you haven't met Jason, he's the Founder and CEO of Cultivize, a consulting firm that helps businesses select, onboard, and implement a CRM — and then — put a lead nurturing and sales process in place so those tools deliver real ROI. Jason breaks down critical areas that will help your agency improve sales performance — from eliminating pipeline leakage to creating a structured, repeatable sales process. We cover the sales process end-to-end — focusing on how a properly implemented CRM can support every stage of the journey. It's all about ensuring that every opportunity is nurtured with precision from first contact to closed deal. If you take and apply the insights and wisdom Jason shares with you during this episode — you and your team will sell more of what you do. A big dose of gratitude to our presenting sponsor for the podcast, Conduit Digital. By using their expertise in streamlining, upgrading & scaling your clients…they promise to reduce your risk so you can become the best digital agency in your market in 30 days. You can find Conduit and all their helpful insights and smarts here. What you will learn in this episode: How effective CRM systems can diagnose “pipeline leakage” — and plug the leaks Strategies for tracking where new leads come from and the importance of meticulous follow-up How to nurture leads with excellence leveraging personalization Ways to use AI tools to enhance the personalization of your follow-up communications Tips on creating a structured, repeatable sales process to keep your sales pipeline flowing smoothly Resources: Website: https://cultivize.com/ Facebook Business: https://www.facebook.com/cultivize/ LinkedIn Personal: https://www.linkedin.com/in/jasonleighkramer/ Lead Nurturing Guide: www.afterthelead.com

I'm thrilled to have Dan Englander as our guest expert on this episode of Sell With Authority. Dan is the CEO and Founder of Sales Schema, a fractional new business team for marketing agencies. He's also the host of The Digital Agency Growth Podcast and the author of “Relationship Sales at Scale.” Dan's book perfectly captures one of the biggest challenges agency owners and their teams face when it comes to business development — how to open doors efficiently, build meaningful relationships, and fill your sales pipeline without getting bogged down by a slow, one-by-one approach. How do you balance personalization with scale? This is exactly where Dan shines. “Building trust can be challenging, but the good news is that going in cold is no longer necessary. Your outreach does not have to summit a mountain but rather walk over a small hill — since the goal is not to build the trust needed to close a deal — but just enough to de-risk a conversation and create a relationship.” We dive into this core concept from his book — how balancing personalization and scale is not only possible, but essential. A big dose of gratitude to our presenting sponsor for the podcast, Conduit Digital. By using their expertise in streamlining, upgrading & scaling your clients…they promise to reduce your risk so you can become the best digital agency in your market in 30 days. You can find Conduit and all their helpful insights and smarts here. What you will learn in this episode: How outbound marketing can fine-tune your overall marketing efforts Dan's approach to effective testing with smaller B2B sample sizes Why agency owners should offload tasks to build an effective outreach system The ideal team setup for outbound marketing How simple, personalized touches can unlock significant opportunities Resources: Website: https://www.salesschema.com/ LinkedIn Business: https://www.linkedin.com/company/sales-schema/ LinkedIn Personal: https://www.linkedin.com/in/danenglander/ Facebook Business: https://www.facebook.com/salesschema Salesschema.com/SWA

I am super excited about today's episode of Sell With Authority because we have a returning guest expert sharing his smarts — and if you've met him before, you already know how much value he brings.   David Jenyns is the brains behind SYSTEMology, and a master at helping agencies implement operational systems that elevate their game.   If this is your first time meeting David — buckle up — because his mission is something I know will resonate with you: freeing agency owners from the trap of being the “go-to” person for every problem in the shop. Instead, he teaches us how to put well-oiled operations systems into place — systems that allow us to step back, breathe a little, and lead at a higher level.   What would it feel like if you weren't stuck managing the day-to-day chaos of operations? What if your time could be spent focusing on your most important priorities — the things only you can do?    And — how much more valuable would your agency be if it could run smoothly without you?   That's what David's Systemology is all about — giving owners like you and me the time, space, and focus to work on the business instead of being buried in it.   You'll have the time you need to dedicate yourself to biz dev — and lead the charge for the agency.   If you take and apply the insights and action steps David shares during this episode — you'll be well on your way to systematizing your agency so you can sell more of what you do.   A big dose of gratitude to our presenting sponsor for the podcast, Conduit Digital. By using their expertise in streamlining, upgrading & scaling your clients...they promise to reduce your risk so you can become the best digital agency in your market in 30 days. You can find Conduit and all their helpful insights and smarts here.  

Before I tell you about today's expert on this episode of Sell With Authority, here's an update on our upcoming 2-day Intensive happening Wednesday and Thursday, November 6th and 7th. We'd love for you to join us as our free guest if you haven't RSVP'd yet! During these Zoom sessions, we'll break down Predictive's top strategies for helping agencies sell more of what they do. And when I say “break down” — I mean we'll pull back the curtain and give you full transparency so you can take the key insights and apply them directly to your agency. What's our goal for the November Intensive? Simple — to help you nurture leads with excellence, so you can sell more of what you do. Here's the magic — this Intensive is a private, client-only event — no selling, no pitching — just rock-solid awesome value. You'll be right there with us, learning and collaborating alongside other agency owners. If that sounds helpful, just shoot me an email with the word “ONWARD,” and I'll send you all the details, calendar invites, and private Zoom links you'll need. My email is stephen@predictiveroi.com. Now, more than ever, it's time to double down on nurturing your leads with excellence, so you can sell more of what you do. And that's exactly what we dive into today with Erik Jensen. Erik is Chief Strategy Officer and my business partner here at Predictive. He spends his days working side by side with agency owners and their teams. His work often begins by peeling back the layers to deeply understand the core business issues and challenges that agencies are solving for their right-fit clients. Here's the kicker — he explains why that work matters and how the strategies these agencies use deliver the results they're after. If you apply the insights and action steps Erik shares, you and your team will not only nurture leads with excellence, but you'll remove friction from your sales process — and ultimately sell more of what you do. A big dose of gratitude to our presenting sponsor for the podcast, Conduit Digital. By using their expertise in streamlining, upgrading & scaling your clients…they promise to reduce your risk so you can become the best digital agency in your market in 30-days. You can find Conduit and all their helpful insights and smarts here. What you will learn in this episode: Why uncertainty kills sales How to give your right-fit prospects focus Ways to show up consistently and nurture your right-fit clients How to use our transformational triangle framework to make yourself an easy yes for right-fit clients How you can join us as our free guest at the upcoming November Intensive Download our Free Frameworks to Help You Sell More of What You Do: Get the WHO Framework™: Replace your dry sales pipeline with a steady stream of right-fit clients. Get the WHAT Framework™: Design your irresistible offer and sell it for a premium-priced fee. Get the HOW Framework™: Put a proven sales process into place and close 80% of your proposals. Get the How You Help Framework™: Use this framework to make yourself an easy YES! for clients. Resources: Website: www.predictiveroi.com Transformational Triangle: www.predictiveroi.com/triangle/ Visit our newly expanded Resource Library Join us in our free How to Fill Your Sales Pipeline Facebook Group Stephen's LinkedIn: www.linkedin.com/in/stephenwoessner/ Order your free paperback or Kindle copy of our Book: Sell with Authority

Before I tell you about today's episode of Sell With Authority, I want to share a quick update on our upcoming 2-day Intensive happening Wednesday and Thursday, November 6th & 7th, on Zoom. We'd love for you to join us as our free guest if you haven't already RSVP'd! During these sessions, we slice apart Predictive's best strategies for helping agencies sell more of what they do. We break everything down — with full transparency so you can take and apply the key takeaways directly to your agency. Our goal for the November Intensive? To help you nurture leads with excellence — so you can sell more of what you do. Back in July, we offered 30 guest seats, and they were reserved almost immediately. This time, we've opened up 100 guest seats for November — they'll go just as fast. Would you like to join us as our free guest on November 6th & 7th? Here's the magic — the Intensive is a private, client-only event: no selling, no pitching — just pure value. You'll be one of us, learning and collaborating with other agency owners. If that sounds helpful, just shoot me an email with the word “ONWARD,” and I'll send you all the details, calendar invites, and private Zoom links you'll need. My email is stephen@predictiveroi.com. Speaking of nurturing leads with excellence — it's only fitting that I invited today's guest expert, Hannah Roth, our Director of Strategy and resident Mad Scientist here at Predictive. Hannah works with agency owners and their teams daily to raise the bar on their nurture content, helping them sell more of what they do. In addition to leading strategy, Hannah also heads up Right-Fit Clients University. If you've ever downloaded one of our eBooks, strategic frameworks, or seen results from one of our Predictive Lab experiments — Hannah was instrumental in designing and leading that process. If you take and apply the insights and action steps Hannah shares today, you'll nurture leads with excellence, remove friction from your sales process — and yes — sell more of what you do. A big dose of gratitude to our presenting sponsor for the podcast, Conduit Digital. By using their expertise in streamlining, upgrading & scaling your clients…they promise to reduce your risk so you can become the best digital agency in your market in 30-days. You can find Conduit and all their helpful insights and smarts here. What you will learn in this episode: What it means to nurture relationships with right-fit prospects Why nurturing a prospect is a critical part of a strategic, relationship-focused sales process What an effective nurture process looks like How to close the gap between building a community and lead gen How you can join us as our free guest at the November Intensive Download our Free Frameworks to Help You Sell More of What You Do: Go here to download our WHO Framework™: Replace your dry sales pipeline with a steady stream of right-fit clients. Go here to download our WHAT Framework™: Design your irresistible offer and sell it for a premium-priced fee. Go here to download our HOW Framework™: Put a proven sales process into place and close 80% of your proposals. Go here to download our How You Help Framework™: Use this framework to make yourself an easy YES! for clients. Resources: Website: www.predictiveroi.com Visit our newly expanded Resource Library Join us in our free How to Fill Your Sales Pipeline Facebook Group Stephen's LinkedIn: www.linkedin.com/in/stephenwoessner/ Order your free paperback or Kindle copy of our Book: Sell with Authority

This episode of Sell With Authority is packed with insights around a BIG topic — building a methodology that will not only earn — but keep your agency in that coveted strategic seat at your client's table. But — building a methodology is just the first step. Once you have it, you've got to talk about it, and you've got to build a content strategy around it. It's what we call the Content Blueprint — and we pull back the curtain on building a Content Blueprint with the help of today's guest expert, Lisa Evano. Lisa is the President of Counterpart, and their mission is to help clients implement a sales enablement system that actually gets adopted by their salesforce. Lisa is joining Hannah Roth and me to help us sift through these big topics — methodology, content blueprint, and selling outcomes instead of selling stuff — and how she is leading her team down this very path. If you take and apply the golden nuggets Lisa shares in this episode, you'll be able to not only put your methodology on paper — but get crystal clear about how to talk about it to stay in that strategic seat at your client's table. A big dose of gratitude to our presenting sponsor for the podcast, Conduit Digital. By using their expertise in streamlining, upgrading & scaling your clients…they promise to reduce your risk so you can become the best digital agency in your market in 45 days. You can find Conduit and all their helpful insights and smarts here. What you will learn in this episode: How customer-centric processes can prevent inefficiency and fuel growth Key steps to preparing and implementing effective employee training from day one Why reinforcing core values can significantly improve employee satisfaction and retention Strategies for ensuring sales teams utilize the materials created by marketing to run like a well-oiled machine The 9 needs of adoption critical for successful sales enablement How value-based selling can create stronger relationships and boost your bottom line Resources: Website: www.counterpartcd.com LinkedIn Business: https://www.linkedin.com/company/counterpart/ Instagram: https://www.instagram.com/hellocounterpart/ YouTube: https://www.youtube.com/channel/UCgr_j6UiaDsA8_dg5lQfGaQ Vimeo: https://vimeo.com/counterpartcd Behance: https://www.behance.net/hellocounterpart SlideShare: https://www.slideshare.net/counterpartCD Additional Resources: Website: www.predictiveroi.com Visit our newly expanded Resource Library Join us in our free How to Fill Your Sales Pipeline Facebook Group

For this episode of Sell With Authority, we have a special treat for you — we're taking a big twist. We're celebrating a significant milestone — episode 500 of StrategyCast, hosted by the brilliant Lori Jones. Lori is a seasoned marketing executive with a proven track record in strategic communications. Her expertise spans innovation, disruption, and visionary leadership — making her a standout in the agency space. For this milestone episode, Lori graciously allowed me the honor of interviewing her — flipping the script and delivering golden nuggets of wisdom galore. If you and your team are looking to maximize strategies and tactics that can help you close out 2024 strong — or to push past a plateau in your biz dev — don't miss this opportunity to learn from Lori. A big dose of gratitude to our presenting sponsor for the podcast, Conduit Digital. By using their expertise in streamlining, upgrading & scaling your clients…they promise to reduce your risk so you can become the best digital agency in your market in 30 days. You can find Conduit and all their helpful insights and smarts here. What you will learn in this episode: Why innovation, disruption, and vision are meaningful words for Lori Maximizing technology and strategy for right-fit clients Differentiating your agency from the sea of competitors Emerging trends in marketing and communications that we should be paying attention to Ways to adapt to recent innovations in marketing and strategy How to streamline the sales process by removing friction Examples of successful innovative marketing strategies Resources: Podcast: https://strategycast.com/ Website: https://avocetcommunications.com/ LinkedIn Business: https://www.linkedin.com/company/avocet-communications/ LinkedIn Personal: https://www.linkedin.com/in/lorisutoriusjones/ Facebook Business: https://www.facebook.com/AvocetCommunications/ Twitter Business: https://twitter.com/AvocetComm Twitter Personal: https://www.linkedin.com/in/lorisutoriusjones/ Additional Resources: Website: www.predictiveroi.com Visit our newly expanded Resource Library Join us in our free How to Fill Your Sales Pipeline Facebook Group  

For this episode of Sell With Authority we are doubling down on value-based pricing to help you future-proof your agency. Our guest expert is a true authority when it comes to pricing and sales strategy. Blair Enns, the CEO of Win Without Pitching and the author of the widely acclaimed Win Without Pitching Manifesto joins the podcast. His latest book, Pricing Creativity: A Guide to Profit Beyond the Billable Hour, is a must-read for anyone looking to get a handle on pricing in their business. I was inspired by one of his articles on quantifying the value of pricing. Specifically, the part about ‘the elephant in the room' when it comes to pricing really hit home — because we've all been there. The uncertainty pricing brings to agency owners is a challenge we just can't ignore. So, I knew we had to bring Blair on the show to dive into this topic and help us all navigate the complexities of pricing with confidence. And to make this conversation even richer, also joining is our very own Mad Scientist and Strategist, Hannah Roth. Hannah works tirelessly in the trenches with our clients, helping them fill their sales pipelines with right-fit clients so they can sell more of what they do best. If you're an agency owner struggling with pricing, this episode will give you the framework and confidence you need to untether from time-based billing. A big dose of gratitude to our presenting sponsor for the podcast, Conduit Digital. By using their expertise in streamlining, upgrading & scaling your clients…they promise to reduce your risk so you can become the best digital agency in your market in 30-days. You can find Conduit and all their helpful insights and smarts here. What you will learn in this episode: How to shift from selling inputs and outputs to focusing on value creation for right-fit clients Why mastering the value conversation can radically transform your agency's profitability Blair's simple – yet powerful – four-step framework for implementing value-based pricing How to view your client portfolio as an investment portfolio to tailor pricing strategies The pitfalls to avoid when transitioning away from traditional pricing models Resources: Website: https://www.winwithoutpitching.com/ LinkedIn Personal: https://www.linkedin.com/in/blairenns/ LinkedIn Business: https://www.linkedin.com/company/win-without-pitching/ Win Without Pitching Manifesto Pricing Creativity: A Guide to Profit Beyond the Billable Hour Additional Resources: Website: www.predictiveroi.com Visit our newly expanded Resource Library Join us in our free How to Fill Your Sales Pipeline Facebook Group

For this episode of Sell With Authority, we've got something really special lined up for you — something we've never done before. We're calling it a “Fireside Chat.” It's a more laid-back, informal conversation, but packed with expert insights on a crucial topic for your agency's success — strategic partnerships. Also in the category of things we've never done before — Hannah Roth, our Mad Scientist and Strategist, and Erik Jensen, my business partner here at Predictive — are co-hosting the episode and interviewing our guest experts Tim Burk and TCB from Conduit Digital. Conduit Digital focuses on being a strategic partner, tailoring their methods to fit each agency's needs. Discover how agencies like yours can streamline, upgrade, and scale while reducing the inherent risks that come as your agency grows. What you will learn in this episode:  Why articulating your point of view is critical — it can make a big difference for your agency! Creating your ideal client profile or Right-Fit Client avatar and how it can guide your strategies Why building a methodology to teach from is key Why you should aim for partnership over outsourcing The expectations you should have when creating strategic partnerships Expert advice for agencies looking to scale and improve performance Resources: Website: https://www.conduitdigital.us/ LinkedIn Business: https://www.linkedin.com/company/conduitdigital/ Facebook Business: https://www.facebook.com/ConduitDigitalUS/ Instagram: https://www.instagram.com/conduitdigital/ YouTube: https://www.youtube.com/c/conduitdigital Twitter: https://x.com/conduit_digitall TikTok: https://www.tiktok.com/@conduitdigital Additional Resources: Visit our newly expanded Resource Library Join us in our free How to Fill Your Sales Pipeline Facebook Group Order your free paperback or Kindle copy of our book: Sell with Authority  

Last week (July 30th and 31st) — my Predictive team and I hosted our latest “2-day Intensive.” Every March, July, and November — we get our Predictive clients together for an “Intensive” where we peel back the curtain and share the results of the most recent experiment in the Lab, the actual results, and how to install it into their agencies. We promised all our clients—and the guests we invited- for the July Intensive—that we'd share the exact recipe for how we 10'xed our email list from 3,900 agencies to over 40,000 agency contacts in about six months. We walked everyone through the strategies, process, and every step-by-step ingredient in the recipe. After two amazing sessions, we looked back on the experience and thought, “Holy bananas—there were some really awesome takeaways here…not just the content we taught.” For this episode of Sell With Authority, I will share that debrief with you and all of those bonus takeaways. Hope it's helpful! I promise you — if you put the takeaways into practice — you and your team will sell more of what you do — for a higher fee. A big dose of gratitude to our presenting sponsor for the podcast, Conduit Digital. By using their expertise in streamlining, upgrading & scaling your clients…they promise to reduce your risk so you can become the best digital agency in your market in 30-days. You can find Conduit and all their helpful insights and smarts here. What you will learn in this episode is: Why, when your agency “Eats its own dog food,” you create trust with your prospects and clients Why you should never be scared about teaching the best of what you've got in full transparency How to build out and document your agency's methodology in a way that is unique and will set you apart Why you should never mix deliverables and outcomes — they are not the same, and clients will pay you much more when you deliver outcomes Why, when you include all five ingredients of our recipe in your proposals, you'll make your agency a much easier YES! for prospects Download our Free Frameworks to Help You Sell More of What You Do: Go here to download our WHO Framework™: Replace your dry sales pipeline with a steady stream of right-fit clients. Go here to download our WHAT Framework™: Design your irresistible offer and sell it for a premium-priced fee. Go here to download our HOW Framework™: Put a proven sales process into place and close 80% of your proposals. Go here to download our How You Help Framework™: Use this framework to make yourself an easy YES! for clients. Resources: Website: www.predictiveroi.com Visit our newly expanded Resource Library Join us in our free How to Fill Your Sales Pipeline Facebook Group Stephen's LinkedIn: www.linkedin.com/in/stephenwoessner/ Order your free paperback or Kindle copy of our Book: Sell with Authority  

I am thrilled about this episode of Sell With Authority because it is super fun — and ridiculously helpful! Hannah Roth, our mad scientist and strategist at Predictive, is back for another episode to debunk the myth that niching down is just about picking an industry. Hannah has been diving into the latest Agency Edge research report. We walk through her observations and distillations — at a high level. One standout point in the research is the importance of having a well-defined niche. People are often scared to niche down because it feels like saying “NO” to revenue. But — niching down allows you to say no to clients that cost you time, money, and sanity, and say yes to clients that are more profitable, better to work with, and actually appreciate the work your agency is doing. We also discuss how to build a reputable brand, why consistent, helpful content is your golden ticket — and the importance of a solid referral system. Evolving through multiple lenses — from industry and audience to methodology — can make your agency stand out and make it so much easier for clients to say yes. Double down and future-proof your business by mastering your niche with the strategic lenses Hannah shares. You and your team will remove friction from the sales process — and sell more of what you do. A big dose of gratitude to our presenting sponsor for the podcast, Conduit Digital. By using their expertise in streamlining, upgrading & scaling your clients…they promise to reduce your risk so you can become the best digital agency in your market in 30-days. You can find Conduit and all their helpful insights and smarts here. What you will learn in this episode:  How to leverage six different lenses for niching down Why niching down does not just mean picking an industry Why building a rock-solid reputation within your niche is crucial Steps to repurpose existing content into multiple formats Key insights from the Agency Edge research report Resources: Predictive ROI Free Resource Library: https://predictiveroi.com/resources/ LinkedIn: https://www.linkedin.com/in/hannah-roth-387a6b223/ Agency Edge Research Series: https://agencymanagementinstitute.com/agency-tools/agency-edge-research-series/

My guest on this episode of Sell With Authority has spent nearly 20 years working in strategic and leadership roles focused on growing national and local client brands with award-winning, ROI-generating digital strategies. Corey Morris, President and CEO of Voltage returns for an encore interview. Corey recently released his new book, The Digital Marketing Success Plan, and I'm thrilled to dive into the insights and strategies he shares. To set the stage for our conversation, here's an excerpt from Chapter 10 of Corey's book where he touches on a significant trend in the digital marketing landscape. Quoting Corey: “A trend I'm seeing personally and can validate through feedback I see with over two dozen other agency owners — that I believe will continue to grow–is brands having less patience with agencies. On the positive side — companies want to work with agencies that know what they're doing and are the best at doing it. That means constantly bringing new ideas and thinking deeply about their business overall. Unfortunately — many companies have been burned by bad agency relationships. Whether due to talking big and not delivering, trying to be full service and do everything at a level of deep expertise, or just not being a right fit for other reasons like niche, price, strategy, etc. — most companies have had a bad experience with agencies at some point. Combine that with shorter-than-ever tenures for CMOs and the fact that so many agencies sound the same and have similar messaging — agencies are getting fired at a record rate. That means that being an expert or specialist and owning a niche is important to gain trust early, drive results, and have a quality relationship among all of the people on both sides. Shortening patience isn't a one-way street. Agencies can be different and should be — and accountability will be a factor that wins out more and more in the coming years.” Corey's observations are compelling and timely — and they resonate deeply with the challenges and opportunities faced by agencies today. I want to reinforce the relevance of his insights with some data from the latest Agency Edge research study conducted by Agency Management Institute and Audience Audit. This study aimed to quantify what clients want from their agencies, allowing respondents to choose more than one factor. Hannah Roth, our resident mad scientist and strategist here at Predictive, delved into the Agency Edge research and shared her thoughts on the implications. She summarized: “Clients want the strategy, the path, and the overall goal in nearly equal parts. To pack a powerful punch, agencies that want to attract advocates and exacting experts should offer elements of all three.” I couldn't agree more with Hannah's analysis — and it's fascinating how the data aligns with Corey's insights. This synchronicity is exactly why I invited Corey back for an encore. We explore how his book can serve as a roadmap for your agency to create winning strategies, paths, and goals for your clients. A big dose of gratitude to our presenting sponsor for the podcast, Conduit Digital. By using their expertise in streamlining, upgrading & scaling your clients…they promise to reduce your risk so you can become the best digital agency in your market in 30-days. You can find Conduit and all their helpful insights and smarts here. What you will learn in this episode: The importance of having a documented, transparent plan that aligns all stakeholders Why chasing the shiny object of AI might be leading you astray from effective, proven strategies How focus on strategic planning can help you withstand sudden changes and distractions in the marketing landscape Real-life examples of clients who thought they were profitable but were actually losing money — and how you can avoid those pitfalls Tips for agencies to provide strategic guidance and not just project execution Resources: Website: https://voltage.digital Facebook Business: https://www.facebook.com/voltagekc LinkedIn Personal: https://www.linkedin.com/in/coreymorris/ LinkedIn Business: https://www.linkedin.com/company/voltagedigital/ Twitter Personal: https://twitter.com/coreydmorris Twitter Business: https://twitter.com/VoltageKC Instagram Business: https://www.instagram.com/voltagekc/ The Digital Marketing Success Plan: https://thedmsp.com Sell With Authority EP 103: How to Get to the Top of Google, with Corey Morris Additional Resources: Website: www.predictiveroi.com Visit our newly expanded Resource Library Join us in our free How to Fill Your Sales Pipeline Facebook Group

For this episode of Sell With Authority, we're shaking things up a bit. Instead of our usual format — I've got something special in store for you. We're diving into an episode I recorded with Drew McLellan for his Build a Better Agency Podcast. Why this twist, you might wonder? There are a few reasons I'm excited to share with you. But before we dive in — have you heard about our upcoming July Intensive? Three times a year — we get our Predictive clients together on Zoom. We call it the “2-day Intensive.” We slice apart our best strategies for helping agencies sell more of what they do — and we break everything down in full transparency so you can install it into your agency. I know I'm biased — but holy bananas — each Intensive is off-the-charts awesome. Our next “Intensive” is Tuesday & Wednesday, July 30th & 31st, from 8:30 a.m. to 12 noon Central (on Zoom). Our goal for the July Intensive is to help you sell more of what you do. We have 30 guest passes available. Would you like to join us? And here's the magic. The Intensive is a private client-only event. That means no selling. No pitching. You just get to be one of us. If that sounds helpful — just send me an email at stephen@predictiveroi.com with the word “ONWARD,” and I'll get in touch with the full details, calendar invites, and Zoom links. Okay — now for the twist with today's episode. Jody Sutter of The Sutter Company For this episode — I'm sharing the full recording of a recent LinkedIn Live that I did alongside Jody Sutter. Jody invited me — and I was like — Holy Bananas, yes!! And here's the thing — from the outside looking in — someone might look at Jody's company and Predictive as competitors — and yet — we share content, and support each other any way we can — because we both want the same thing for agency owners — for them to win more business. So we're going to play the entire LNKD Live recording here inside this episode. If you want to watch the video version of it – just go here. Enjoy. Hope you find it helpful. What you will learn in this episode is: How building an authority position can help you sell more of what you do. How you can make time to create or generate all that content. How long will it take before you see traction in your niche and results. How to easily get past the obstacle of thinking “What if I don't have anything interesting to say?” Download our Free Frameworks to Help You Sell More of What You Do: Get the WHO Framework™: Replace your dry sales pipeline with a steady stream of right-fit clients. Get the WHAT Framework™: Design your irresistible offer and sell it for a premium-priced fee. Get the HOW Framework™: Put a proven sales process into place and close 80% of your proposals. Get the How You Help Framework™: Use this framework to make yourself an easy YES! for clients. Resources: Website: www.predictiveroi.com Visit our newly expanded Resource Library Join us in our free How to Fill Your Sales Pipeline Facebook Group Stephen's LinkedIn: www.linkedin.com/in/stephenwoessner/ Order your free paperback or Kindle copy of our Book: Sell with Authority

I'm thrilled to welcome Jay Owen to this episode of Sell With Authority. Jay is the Founder and CEO of Business Builders, and this is a bit of an encore because Jay and I connected a few years ago for episode 777 of Onward Nation. Today's conversation is packed with insights you can apply to your own agency — to help you sell more effectively by focusing on how we help our clients grow as the catalyst for our own success. By leaning in to assist our audience, right-fit prospects, and clients, we can guide them through their most pressing business issues, challenges, and roadblocks. When we help them achieve their most vital priorities, remarkable things happen for them — and for us. Jay's mission, shared by his team, is to help others grow their businesses because when we do that, good things happen. Jay has a vision for assisting other agency owners in overcoming the persistent challenges we all face. Or — more candidly — those issues we repeatedly bang our heads against the wall over. If you take and apply the insights and wisdom Jay shares during this episode — you and your team can find new ways to lean into the recurring issues and challenges your clients face — and then — find new, helpful solutions your clients will value — and value you more in the process. A big dose of gratitude to our presenting sponsor for the podcast, Conduit Digital. By using their expertise in streamlining, upgrading & scaling your clients…they promise to reduce your risk so you can become the best digital agency in your market in 30-days. You can find Conduit and all their helpful insights and smarts here. What you will learn in this episode: How Jay scaled Business Builders from a small agency to a thriving enterprise Internal leadership and management in navigating technological changes Why outsourcing and a contract model can be the key to agility The importance of maintaining core values during tough times Why community and human connection are crucial in today's business world Resources: Website: https://businessbldrs.com/ LinkedIn Personal: https://www.linkedin.com/in/jayowen/ Instagram: https://www.instagram.com/jayowen/ Book: https://getjaysbook.com/ How to Build a Business that Lasts, with Jay Owen Additional Resources: Website: www.predictiveroi.com Visit our newly expanded Resource Library Join us in our free How to Fill Your Sales Pipeline Facebook Group Stephen's LinkedIn: www.linkedin.com/in/stephenwoessner/ Order your free paperback or Kindle copy of our Book: Sell with Authority

For this episode of Sell With Authority, I am thrilled to welcome back Jane Pfeiffer, the brilliant Founder and President of Fieldtrip, for an encore interview. Jane and her team have developed a new service offering that's a game-changer for clients and prospects in their niche. We discuss how to design a service offering that is limited in scope, with a defined start and end date, and a set budget. This approach leaves your clients wanting more because you demonstrated your expertise, were incredibly helpful, and built trust from start to finish. Jane takes us behind the curtain to reveal how you can be the most helpful to your clients by showing them all the problems — but in a way that prevents them from getting overwhelmed. Jane also shares strategies for enrolling your team, preparing for client discussions — while creating a service line that makes your agency an easy yes for right-fit prospects. A big dose of gratitude to our presenting sponsor for the podcast, Conduit Digital. By using their expertise in streamlining, upgrading & scaling your clients…they promise to reduce your risk so you can become the best digital agency in your market in 30-days. You can find Conduit and all their helpful insights and smarts here. What you will learn in this episode: The measured approach Jane and her team use to identify and address key client problems How to simplify and focus on a single impactful solution rather than over-engineering plans Steps for enrolling your team and preparing for client conversations effectively The shift nonprofits need to make from transactional fundraising to inviting transformational investments Methods to engage right-fit prospects and shift conversations from deliverables to meaningful business solutions Resources: Website: wearefieldtrip.com LinkedIn: https://www.linkedin.com/in/janepfeiffer/ Instagram: https://www.instagram.com/janewpfeiffer/ Additional Resources: Website: www.predictiveroi.com Visit our newly expanded Resource Library Join us in our free How to Fill Your Sales Pipeline Facebook Group

For this episode of Sell With Authority, I invited Corey Quinn, who has a 25-year record of extraordinary success as an entrepreneur, sales leader, and marketing executive, to come back for an encore. In episode 86 of the podcast, Corey and I went on a bit of a mining expedition where we unearthed a ton of golden nuggets around how to narrow down your target market — and then — how to avoid some of the typical roadblocks that agencies run into when they begin to specialize and focus on a particular vertical market. Today, we dive into an area that we've never explored with any real depth on the podcast before. And that's — how to escape founder-led sales. If I had a dollar for every time I've chatted with agency owners celebrating the hire of that mythical, unicorn new biz salesperson who's supposed to ignite a fire of new clients and profitable work, I'd be rolling in it. On the flip side — I've also heard countless stories of disappointment — owners lamenting yet another failed biz dev hire who couldn't even cover their salary. Then there are the founders who desperately want to focus on biz dev, but just can't find the time. As a result, lead generation stalls and conversations with right-fit prospects fall by the wayside. That's why I asked Corey to join us today. He is a powerhouse in outbound marketing strategies, and he shares game-changing insights to help agency owners generate consistent sales and communicate their expertise. And — if you apply the strategies Corey lays out in his book, Anyone, Not Everyone, A Proven System to Escape Founder-Led Sales, you'll be well on your way to filling your sales pipeline with a steady stream of right-fit clients — the clients you want to serve and those that bring opportunities to sell more of what you do. A big dose of gratitude to our presenting sponsor for the podcast, Conduit Digital. By using their expertise in streamlining, upgrading & scaling your clients…they promise to reduce your risk so you can become the best digital agency in your market in 30-days. You can find Conduit and all their helpful insights and smarts here. What you will learn in this episode is about: How to focus on a vertical market and get razor-sharp positioning The power of a strategic, long-term gifting approach How to transition from founder-led sales to a more scalable sales model Why investing in a well-curated list is crucial for outbound success Key components of a strong sales process to capitalize on generated opportunities Common outbound marketing mistakes and how to avoid them Resources: Website: https://www.coreyquinn.com/ LinkedIn: https://www.linkedin.com/in/coreyquinn/ Twitter: https://twitter.com/coreyquinn Newsletter: https://www.coreyquinn.com/free-resources Anyone, Not Everyone, A Proven System to Escape Founder-Led Sales Episode 86 of Sell With Authority: How to Narrow Down Your Target Market, with Corey Quinn Additional Resources: Website: www.predictiveroi.com Visit our newly expanded Resource Library Join us in our free How to Fill Your Sales Pipeline Facebook Group

I am thrilled to welcome our guest expert, Sharon Toerek, back to this episode of Sell With Authority. It's her fourth time appearing on the show with us, but for those who are meeting her for the first time, she's the Founder of Toerek Law and the host of the podcast “The Innovative Agency”. Sharon is also Predictive's wicked smart intellectual property attorney and has reviewed and advised us with our client agreements and created our buy-sell and partnership agreements. She has been helping professionals in the advertising, marketing, and creative services industries protect and monetize their intellectual capital, and manage the legal implications of their marketing and advertising work. Many of us have faced the dilemma of wanting to have certain crucial conversations with our clients — but not knowing how to approach them without causing friction or damage to the relationship. On this episode, Sharon and I focus our discussion on how to ensure you get paid by having the right conversations with your clients at the right times. And — we discuss how to start relationships with clients on the right foot from the very beginning. Ensure that you and your agency get paid for your hard work. Sharon's expertise provides the tools and confidence to have these essential conversations with your clients. A big dose of gratitude to our presenting sponsor for the podcast, Conduit Digital. By using their expertise in streamlining, upgrading & scaling your clients…they promise to reduce your risk so you can become the best digital agency in your market in 30-days. You can find Conduit and all their helpful insights and smarts here. What you will learn in this episode: Smart ways to set up payment terms with clients so we're aligned right from the start Crucial elements of an effective payment agreement Strategies for setting assertive negotiation tones with clients to establish professionalism and confidence Steps to address payment delays Pros and cons of different payment structures How to attend Sharon's next virtual free Q&A session Resources: Website: legalandcreative.com LinkedIn: https://www.linkedin.com/in/sharontoerek/ Twitter: https://twitter.com/SharonToerek The Innovative Agency Podcast Get Your Money – Legal Strategies that Get Agencies Paid Q&A Episode 52 of Sell With Authority: How to Protect Intellectual Property, with Sharon Toerek Episode 59 of Sell With Authority: AI Copyright Law, with Sharon Toerek Episode 99 of Sell With Authority: Building Profitable Agency-to-Agency Alliances, with Sharon Toerek Additional Resources: Website: www.predictiveroi.com Visit our newly expanded Resource Library Join us in our free How to Fill Your Sales Pipeline Facebook Group  

This episode of Sell With Authority is one I have been eagerly anticipating! I'm excited to reintroduce you to our special guest expert — because this conversation has been about 6-months in the making. When Marcel Petitpas, the Co-Founder and CEO of Parakeeto, joined us for Episode 95, the insights he shared were just the tip of the iceberg. That's why I immediately extended the invitation for an encore. Marcel has an unparalleled understanding of agency profitability and the essential metrics we need to focus on as agency owners to ensure not just growth — but profitable growth. Today, Marcel and I pick up right where we left off, delving deeper into the nuances of agency profitability. But that's not all. Thanks to the timing of this encore, we have a unique opportunity to gain some exclusive insights. Marcel has been on the move, traveling the country, sharing his wisdom on countless stages, and fielding questions from eager agency owners like you. So, during this encore, we take a peek behind the curtain. I'm beyond excited about this encore with Marcel — because when you sell more of what you do at a higher fee — that's awesome — but it's only awesome if you're also more profitable. A big dose of gratitude to our presenting sponsor for the podcast, Conduit Digital. By using their expertise in streamlining, upgrading & scaling your clients…they promise to reduce your risk so you can become the best digital agency in your market in 30-days. You can find Conduit and all their helpful insights and smarts here. What you will learn in this episode: Why finance, operations, and sales alone won't solve profitability problems Common misconceptions about where profitability problems stem from How to dig deeper — beyond surface-level and address the underlying problems Strategies for renegotiating resulting in better profitability Marcel's key takeaways from conversations with agency owners and their teams at the most recent events where he was a guest speaker How to get Marcel's free Agency Profitability Toolkit with everything you need to start measuring the basics in your business Resources: Website: https://parakeeto.com LinkedIn: https://www.linkedin.com/in/marcel-petitpas-20059588/ Facebook: https://www.facebook.com/agencyprofitability Twitter: https://twitter.com/Parakeeto Agency Profit Toolkit SWA Episode 95: Strategic Planning for Growth & Profit, with Marcel Petitpas Additional Resources: Website: www.predictiveroi.com Visit our newly expanded Resource Library Join us in our free How to Fill Your Sales Pipeline Facebook Group

In this episode of Sell With Authority, Hannah Roth and I welcome Tim Burke, CEO of Conduit Digital Marketing. We focus our discussion on strengthening your agency through strategic partnerships — and the effective use of white-label solutions. Tim shares his brilliant perspective on the power of choosing the right strategic partners, optimizing processes, and the crucial metrics that drive successful client outcomes. We explore how the right partnerships can prove pivotal in transforming your agency from just another vendor into a valued strategic partner. Be even more helpful to your right-fit clients with strategic partnerships that keep your agency competitive in constantly changing markets. Applying Tim's insights and recommendations will put you and your agency in a better position to streamline, upgrade, and scale. And by doing that — you will sell more of what you do. A big dose of gratitude to our presenting sponsor for the podcast, Conduit Digital. By using their expertise in streamlining, upgrading & scaling your clients…they promise to reduce your risk so you can become the best digital agency in your market in 30-days. You can find Conduit and all their helpful insights and smarts here. What you will learn in this episode: How collaborations with the right strategic partners can streamline operations, amplify capabilities, and foster agency growth Why picking the right partner means beginning with the end in mind How to properly onboard a white-label partner Tracking the success metrics numbers that actually matter The three-step methodology Tim advocates for becoming a top-tier agency Why setting expectations helps you retain and grow your clients Resources: Website: https://www.conduitdigital.us/ Linkedin Personal: https://www.linkedin.com/in/timburkeconduitdigital/ LinkedIn Business: https://www.linkedin.com/company/conduitdigital/ Podcast: https://www.agency-talk.com/ Additional Resources: Website: www.predictiveroi.com Visit our newly expanded Resource Library Join us in our free How to Fill Your Sales Pipeline Facebook Group

For this episode of Sell With Authority, we're shaking things up a bit. Instead of our usual format — I've got something special in store for you. We're diving into an episode I recorded with Drew McLellan for his Build a Better Agency Podcast. Why this twist, you might wonder? There are a few reasons I'm excited to share with you. First off — Drew and I delved deep into the topic of niche, but from a perspective that might surprise you. We explored how Predictive pivoted its niche a few years back, the reasons behind it, and, candidly, how we got a bit too comfortable in our previous niche. Secondly — I believe the insights we share about building community and adding value will resonate with you, especially if you attended Day 1 of our March Intensive, where community was at the forefront. And third — buckle up for some powerful takeaways from Drew's keynote at the Build a Better Agency Summit. He discusses steering our agencies out of safe harbors, embracing the storm, and why those risks we fear might not be risks at all. Drew's wisdom adds a brilliant layer to the conversation. If you take and apply what we talk about in this episode — you're going to be in a much better position to roar through 2024 by selling more of what you do. What you will learn in this episode is: Why breaking away from the playbook and charting a new course could be the right strategic move for your agency How to identify the client types you excel at serving, potentially uncovering your agency's new niche in the process How to redefine your agency's approach and positioning Why your agency niche can establish you as the authority on how to become “The Authority” The pivotal role of cultivating a community of eager learners, facilitating more streamlined sales processes Resources: Website: www.predictiveroi.com Visit our newly expanded Resource Library Join us in our free How to Fill Your Sales Pipeline Facebook Group Stephen's LinkedIn: www.linkedin.com/in/stephenwoessner/ Order your free paperback or Kindle copy of our Book: Sell with Authority Build a Better Agency Summit 2024: https://agencymanagementinstitute.com/babasummit/

If you've been listening to the podcast for a while now — you know we share insights and tactical examples for how you can make your agency an easy yes for your right-fit clients and prospects. Two mentors who have been instrumental in our learning around this topic over the last decade are my very special guest experts on this episode of Sell With Authority, Robin and Steve Boehler. Robin and Steve run Mercer Island Group and are absolutely brilliant in how they help agencies win more business from right-fit clients because of how they help correctly position an agency from the start — how to uncover and find the strategic insight a client or prospect truly cares about — and how to write and deliver a proposal that demonstrates an agency's smarts clearly and concisely. Robin and Steve have seen it all — the good and the bad. Today we lean into that wealth of experience to work through areas where agencies continually seem to struggle. I also invited Hannah Roth, our Mad Scientist and Strategist here at Predictive — because of Hannah's unique perspective from working in the trenches day in and day out alongside our clients, helping them fill their sales pipelines with a steady stream of right-fit clients so they can sell more of what they do. If you take and apply the insights, advice, and recommendations Robin and Steve share during this episode — you and your agency will stand out from competitors — and — you'll make yourself an easy yes. What you will learn in this episode: How to stand out from the status quo Smart questions to ask for connecting with right-fit prospects How to identify the business issue creating pain for your right-fit prospects and clients What content on an agency's website helps them stand out and establish authority with a prospect or agency search consultant What agencies should include and exclude from case studies Resources: Website: https://migroup.com/ LinkedIn: https://www.linkedin.com/company/mercer-island-group/ Facebook: https://www.facebook.com/MercerIslandGroup/ Mercer Island Group Workshops: https://migroup.com/mig-workshops/ BaBA Summit 2024: https://agencymanagementinstitute.com/babasummit/ Additional Resources: Website: www.predictiveroi.com Visit our newly expanded Resource Library Join us in our free How to Fill Your Sales Pipeline Facebook Group  

EPISODE SUMMARY: Embark upon a transformative expedition into the world of real estate with the sagacious guidance of Chris PreFontaine. With a storied career shaped by the tribulations of the 2008 financial crash, Chris conceptualized a revolutionary three-payday system that empowers budding investors to conquer the property market sans traditional bank loans. Our enlightening dialogue traverses this maverick approach, unlocking a treasure trove of strategies that's amassed over a hundred million dollars in deals. Strap in as we navigate the lucrative alleys of rent-to-own real estate deals, where ethics aren't just an afterthought—they're the cornerstone of success for potential homeowners. In an era where non-traditional employment is the new normal, Chris's strategies are a beacon for post-COVID entrepreneurs yearning for a shot at property ownership. Through captivating case studies, we expose the alchemy of turning dormant properties into golden opportunities with creative financing, ensuring a harmonious outcome for both buyers and sellers. CHRIS BIO: Chris Prefontaine is the four-time best-selling author of Real Estate on Your Terms, The New Rules of Real Estate Investing, and Sell With Authority for Real Estate Investors. He's also the founder and chairman of the Wicked Smart companies and host of the Smart Real Estate Coach Podcast. Chris has been in real estate for over 31 years. His experience ranges from constructing new homes in the 1990s and owning a Realty Executive Franchise to running his own investments (commercial & residential) and coaching clients throughout North America. After the crash of 2008, Chris reengineered his entire business to weather all storms and economic cycles. Understanding these challenges, he helps students navigate the constantly changing real estate waters. Today Chris and his family and team run their own creative financing business and are still in the trenches every day. Their main focus is helping students across North America plan their escape from their W-2 jobs by getting in the trenches and doing deals with them. They've completed over $100 million in transactions. GET IN TOUCH WITH CHRIS: www.smartrealestatecoach.com EPISODE CHAPTERS: (0:00:00) - Real Estate Deals With Chris Pre-Fontaine (0:11:25) - Maximizing Profit With Rent-to-Own Real Estate (0:20:02) - Understanding Real Estate Purchase Options (0:28:56) - Understanding Trusts and Financing Options (0:42:43) - Real Estate Creative Financing Strategies (0:52:39) - Congrats on Success, Financial Freedom For informational purposes only. Always consult with professionals. This is not meant to be used as legal or tax advice or otherwise. Any projections, opinions, assumptions, or estimates used are for example only. All information should be independently verified and is subject to errors and omissions. Check out some of our other videos and listings: PreReal Podcast https://www.youtube.com/watch?v=pTgZYyrkRyU&list=PLbyMUN39hTNWUFWH-tprcR0sTOwdqCfuk PreReal™, Prendamano Real Estate of staten island, NY is a real estate marketing firm that is focused on lead generation for all its properties for sale. More leads equals bigger pockets in the end for everyone. If you are house hunting and looking for a house for sale don't hesitate to give us a call (718)200-7799. If you think it is time to sell your house, we can get you top dollar for your property. Visit us at www.prereal.com Follow us on: Facebook: https://www.facebook.com/PrendamanoRealEstate Instagram: @prerealpodcast @prerealestate TikTok: @prerealestate Twitter: @prerealestate #RealEstate #Tips #PreReal

Zachary Beach is the CEO/Partner of SmartRealEstateCoach.com, which is a 3X Inc. 5000 Fastest Growing Company that focuses on transforming W2 employees into creative financing real estate investors. With a passion for business building, he is also a partner in Orignal Real Estate, Wicked Smart Finance, and NatProcessing.com. Zachary is also a 3X Best-Selling Author of Real Estate on Your Terms, New Rules of Real Estate Investing, and Sell With Authority for Real Estate Investors.   At the age of 24 , Zachary decided to leave the world of bartending and personal training and jump into the family business. It was one of the first big risks that he took in his life, as nothing was guaranteed. Plus, he knew absolutely nothing about real estate. Through hard work, in-house training, and implementation, Zachary, his team and his students have completed hundreds of deals across the country and control $60-$100 million+ of real estate at any given time with little to no money in the deal and no banks involved.   He has an amazing wife Kayla and two small children, his son, Remi, and his daughter, Bellamy. He is a prime example of how to be successful both in business and at home.   What you'll learn about in this episode: How to recognize, avoid, and reenergize from burnout What 3 components to focus on to avoid burnout Why you need to define your “what,” “how,” and “why” Why it's important to determine your mission, purpose, and values What questions you can ask yourself every 90 days to stay on track and achieve your goals   Resources:   Everyone is always asking us, “How is it possible to buy real estate without using my own cash or credit?” With decades of combined experience in real estate, we've perfected the process of investing creatively. We want to share as much as we can with you, which is exactly why we're running this FREE workshop! If you're thinking about leaving your job, escaping the W-2 lifestyle, and starting on the path towards creating generational wealth — this is for you! To register, just visit: smartrealestatecoach.com/pcws.   Schedule a free strategy session with us. This is an opportunity for you to have an honest conversation with our team about your background, investment goals and create some action steps toward creating the life of your dreams. Together we'll discover where you are, where you want to be, and what's in the way. Just visit: smartrealestatecoach.com/action.   Our free Master's Class is the ONLY webinar where you're given the exact techniques we use in our family company to buy and sell homes every month — all across North America and ALL on TERMS! Register by visiting: smartrealestatecoach.com/mastersclass   The Wicked Smart Investor's Toolkit is a great way to dip your toe in the water of buying properties on terms. Here you'll receive seller scripts, our investor blueprint, be able to listen to live calls, and much more! Enroll for free at smartrealestatecoach.com/tools   The Quantum Leap System has everything you'll need to start buying and selling on terms (without banks and without your own money or credit), launch & scale a business that fits your goals, and strengthen your mindset so you can follow the proven path to becoming a successful real estate investor. You can learn more by visiting: smartrealestatecoach.com/qls.   For additional information on lead generation, funding, mindset coaching, legal assistance, virtual staffing, and business growth, visit the Investor Resources section of our website at: smartrealestatecoach.com/resources.   Follow Chris and Zach on Club House to learn even more about deal structures and how to get 3 paydays from your real estate investments.   Chris's Book: Real Estate on Your Terms by Chris Prefontaine   Instant Real Estate Investor eBook: SmartRealRstateCoach.com/ebook   Find our next workshop here: https://smartrealestatecoach.com/workshop   If you're looking to secure some lines of credit for your business, check out Fund and Grow: www.Smartrealestatecoach.com/fundandgrow   Learn more about Associate Coaching Program Funding here: www.smartrealestatecoach.com/funding   90-Day Jump Start: www.smartrealestatecoach.com/jump   Nat Processing Website: www.natprocessing.com   Request a free copy of our best-selling book, Real Estate On Your Terms and Deal Structure Overtime, at absolutely no charge: WickedSmartBooks.com   Join us at the Wicked Smart Summit in March and get 50% off your ticket now! Don't miss out, secure your spot at www.smartrealestatecoach.com/summit50 today!   Additional resources:  http://www.wickedsmartbooks.com/podcast    

Do you want to acquire millions of dollars worth of real estate with little to no money down? Then, listen to this episode with Chris Prefontaine about creative financing options. Dial in now and learn how to buy real estate on your own terms.     Key takeaways to listen for Creative financing: What it is and its advantages How and why you shouldn't be scared of doing rent-to-own deals Negotiation tips to have sellers agree to sell properties through creative financing A quick walkthrough of Chris' recent property acquisition Tax benefits of selling and buying properties through owner financing     Resources Principles by Ray Dalio | Kindle, Audiobook, and Hardcover  Real Estate on Your Terms by Chris Prefontaine, Nick Prefontaine, and Zachary Beach | Kindle, Audiobook, Hardcover   Get FREE copies of Chris Prefontaine's best-selling books when you go to www.wickedsmartbooks.com/brandon1.   Are you ready to start getting paid 3 times for each real estate deal? Schedule a strategy call with the team of Smart Real Estate Coach by visiting https://smartrealestatecoach.com/action.     About Chris Prefontaine Chris is the founder and chairman of Smart Real Estate Coach. He is the four-time best-selling author of Real Estate on Your Terms, The New Rules of Real Estate Investing, and Sell With Authority for Real Estate Investors. He's also the founder of the Wicked Smart® companies and host of the Smart Real Estate Coach Podcast. Chris has been in real estate for over 31 years. His experience ranges from constructing new homes in the 1990s and owning a Realty Executive Franchise to running his investments (commercial & residential) and coaching clients throughout North America.     Connect with Chris Website: Smart Real Estate Coach      Connect with Us Ready to level up your real estate game? Take action now to access exclusive resources, live events, and valuable insights from our experts:   1. BOOK A CALL: Visit our website at www.sendmoreoffers.com to book a call today. Our team of real estate professionals is ready to provide personalized guidance and help you achieve your investment goals.   2. JOIN OUR FREE FACEBOOK GROUP: Don't miss out on exclusive live events, networking opportunities, and valuable discussions. Simply search for "Send More Offers" on Facebook and hit the "Join" button. www.facebook.com/groups/sendmoreoffers   3. SUBSCRIBE TO OUR YOUTUBE CHANNEL: Gain access to full video interviews, expert tips, and in-depth analyses by subscribing to our dynamic YouTube channel. Stay up to date with the latest trends and strategies in real estate investing. Subscribe now at https://www.youtube.com/@sendmoreoffers   4. FOLLOW US ON INSTAGRAM & TIKTOK: Stay connected and motivated by following us Socially! Get daily doses of inspiration, success stories, and valuable insights by following @sendmoreoffers. Join our community and be part of the conversation!   Remember, success in real estate investing starts with taking action. Visit our website, join our Facebook group, subscribe to our YouTube channel, and follow us on Instagram today. Let's achieve your real estate goals together!