Newsletter Archive
Strategies, frameworks, and stories to help you escape founder-led sales and scale through specialization.
Join 1,000+ agency founders. Weekly insights delivered to your inbox.
720 articles in the archive
Your retainer clients are...rental properties
And you're not just collecting rent - you're building equity...
The Truth About Marketing Agency Pricing [Most Hide This]
Discover why the "10% of revenue" rule misses the mark, and learn what actually matters when pricing marketing services...
The 3 Hidden Sales You Need to Close Every Deal
Why company credibility and personal trust matter more than your pitch (and how to nail all three)
The Secret to Agency Growth: Master One Market
Transform your agency with vertical specialization: Focus on one market for faster results, deeper expertise, and scalable growth. Become the go-to expert!
The biggest myth holding back agency growth
Think specializing limits your growth? Here's why the smallest slice of a focused market can lead to massive revenue—and how to make it happen.
Hidden Networks: The $150M lesson
Here's what I learned about hidden professional networks after 17 years...
3 Ways Agencies Accidentally Kill Their Own Deals
Agency growth hinges on mastering sales. Avoid deal-killers: focus on client problems, not technical details. Vertical specialization builds trust.
3 Prompts to Rethink Your Agency's Focus
Rethink your agency’s focus with these prompts to uncover missed opportunities and ensure you’re offering what your market truly needs, not just what you're good at.
3 Questions on Ideal Clients and Niching Down
Explore vertical specialization for agencies: Identify your ideal clients, build indispensable value, and overcome fears of niching down to drive agency growth.
Turn Your Sales Calls into Content Gold
Discover how to leverage your existing expertise and transform routine sales conversations into powerful content that sells while you sleep.
Stop Hiding Behind Data (What Your Clients Actually Want From You)
Had an eye-opening chat with an agency owner about the gap between data and decisions.
Margin lives in the mystery
Stop selling features; sell outcomes. Showcase the results, not processes. Protect your 'secret sauce'—mystery creates margin, driving value and premium pricing
Breaking Through the good enough trap
Good is the enemy of great. What if Apple had created the iPod and said 'well that's good enough'?
The Trust Multiplier Effect
Your best sales process won't work if you haven't built trust first.
The Trust-Resistance Scale
Agency growth starts with trust. Overcome sales resistance by building connection, not closing fast. Vertical specialization earns client confidence.
The Value Communication Triangle
Agency growth starts with outcomes, not features. Show how your vertical specialization delivers results—clients buy solutions, not tools.
The most expensive way to grow
Specialization is about what you know, not what you sell. Deep vertical knowledge helped scale Scorpion from $20M to $150M. Don’t just sell—solve.
The Power of Saying No
What got you here won't get you there - saying yes to any client who wants to work with you is the strategy that gets you in the game, but it's what holds you back from success.
Content as Currency
Your podcast can be your trojan horse into closed markets.
Why Every Sales Proposal Needs an FAQ Slide
Transform your FAQ slide into a powerful sales tool that addresses key prospect concerns before they arise.
3 Weekend Questions on the Journey From Good to Great
Reflect this weekend: Are we casting too wide a net? Do clients align with our vision? What's the one thing we're known for? Insights on agency growth await.
High-Volume vs. Premium: Choosing Your Agency Model
The fundamental decision that will shape your agency's entire growth trajectory...
What Happened When One Agency Focused on One Vertical
Here's what happened when we focused on just one vertical market instead of chasing every client...
Why a Library of Client Stories Beats Any Pitch Deck
Not books. Something far more valuable for your sales team...
“Is this a good fit for my agency?”
I partner with founders who want to build something meaningful, not just a busier agency, but a stronger, more scalable business.
You’re likely a strong fit if:
- You’re generating $1M–$20M+ annually
- You want to lead your market, not blend into it
- You’re thinking about long-term scale, not short-term tactics
- You want a growth engine that doesn’t rely on you
- You value clarity over complexity
- You’re open to advanced growth levers, including acquisitions
Escape Founder-Led Sales With My Free Book
My bestselling book Anyone Not Everyone reveals the positioning and outbound system that helps founder-led agencies create predictable, scalable growth.
Endorsed by Aaron Ross, Alan Dibb, Dr. Benjamin Hardy, and many other top thinkers in the agency world.