Newsletter Archive
Strategies, frameworks, and stories to help you escape founder-led sales and scale through specialization.
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720 articles in the archive
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 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.
3 Questions to Find Your Real Competitive Edge
Stand out from competitors by reflecting on key insights: lost deals, hidden client patterns, and industry expertise. Discover your edge this weekend!
Why "Technology" Isn't Actually a Specialization
That "technology specialization" could be silently destroying your growth. Here's why...
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.
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
3 Weekend Prompts for Agency Growth & Specialization
Explore vertical specialization, client trust, and competitive positioning. Focus your agency to scale smarter and stand out in your niche.
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.
The Power of Operational Focus
Scorpion scaled from $20M to $150M with one system, one process, one vertical. Agency growth thrives on focus—riches are in niches, wealth in systems.
The Status Quo Battle
40-60% of deals end in 'no decision.' Agency growth means overcoming inertia—make inaction more costly than change to win against human nature.
How CFOs Actually Buy Marketing
Finance people don’t care about impressions. They care about revenue. Here’s how to sell them.
The Hidden Cost of Low Margins
Agency growth relies on margins. Profit fuels impact, innovation, and better service. Remember: no margin, no mission. Scale sustainably.
3 Weekend Questions on Agency Positioning and Focus
Boost agency growth with vertical specialization. Simplify messaging, refine your niche, and position yourself as the go-to expert in your market.
What Your Clients Really Need from You
Agency growth isn’t just about leads. Vertical specialization helps agencies become trusted advisors, driving real business results for clients.
How Brandon Wheeler Scaled an Agency to Millions
The Key to Scaling a Specialized Agency—Without Losing Your Vision
The Generalist Death Spiral Killing Agency Growth
Agency growth thrives on vertical specialization. Stop competing on price—dominate your niche, boost referrals, and scale with premium positioning.
3 Weekend Questions on Clients, Pricing, and Positioning
Agency growth starts with the right clients, value-based pricing, and clear positioning. Define your niche, solve big problems, and dominate your market.
The $300k truth about lazy salespeople
They could each be making 300k if they just do what they're supposed to do, but they don't see it.
Coffee table books > business cards
How we used our "publishing strategy" to dominate the home services market
How Process Scaled Scorpion
Agency growth requires a repeatable system. Vertical specialization helps agencies refine their process, build trust, and scale. What’s your framework?
The Agency Growth Trap
Agency growth killers: taking any client, spreading too thin, and no specialization. Focus on a target vertical to scale—saying 'no' drives success.
The Client Access Paradox
Knowledge isn't power. Applied knowledge is power.
Your outbound sales and marketing struggles
Struggling with B2B sales? Poor targeting and generic messaging kill conversions. Vertical specialization boosts lead generation and client trust.
“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.