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
The Daily Prospecting Habit That Helps Agencies Close More Deals
Want to close more without working more? Time block the first hour of your day for structured prospecting. A simple habit that drives real agency growth.
Scorpion went from $20M to $200M using this playbook
Referrals drying up? Competing on price? Learn the specialization strategy that scaled Scorpion to $200M. Free 7-day crash course.
Step Back to Scale Up: Buy Back Time and Remove Bottlenecks
You can’t scale if you're doing everything. Learn how agency founders remove themselves from sales and fulfillment by auditing time and building smart systems.
Why Specialization Beats Expansion for Agency Growth
When Chris broadened his niche, growth stalled. Learn why staying specialized leads to better messaging, higher conversions, and scalable agency profit.
Stop Giving Away Audits—Use Them to Close Premium Deals
Most agencies use audits as freebies. Learn how to position audits as high-value assets that overcome objections, build trust, and close more deals faster.
[3 Question Friday] Can your agency pass the positioning test?
If your positioning doesn’t click fast, you’re losing trust. Use these 3 questions to define your niche, clarify your offer, and stand out in your vertical.
The Commitment Summit: Why $10K+ Deals Demand SPECIALIZATION
At The Commitment Summit, I revealed why specializing is the only way to close $10K+ deals, and how it can boost your client lifetime value by up to 25X.
Agency Growth: Fix Conference Follow-Up Mistakes
Don’t let leads go cold after events. Block “sacred follow-up time” to turn conversations into pipeline. #AgencyGrowth #AgencyConsultant #AgencyAdvisor
Conferences Don’t Create Pipeline. Follow-Up Does.
Don’t let leads go cold after events. Block “sacred follow-up time” to turn conversations into pipeline. #AgencyGrowth #AgencyConsultant #AgencyAdvisor
The hole in your agency's bucket (and how to fix it)
Struggling with growth? Learn why fixing retention, creating scalable solutions, and testing with friendly clients fuels long-term success.
The Real Reason You Keep Losing Deals (it’s not price)
Most founders drop price too fast. Learn 3 steps to handle objections with confidence—clarify fit, isolate the issue, and get their number first.
The #1 thing holding agencies back
Here’s the truth: most agency owners are running into the same problem… and they don’t even know it.
Agencies Win by Adapting: Crisis or Opportunity?
Learn how agencies can adapt to AI, in-house competition, and market changes by specializing, strengthening client relationships, and creating more value.
From my desk in January 2024… to breaking 100 reviews
My book Anyone Not Everyone just reached 101 Amazon reviews with a perfect 5.0 rating. Grateful for the community of founders putting its strategies to work.
Why Salespeople Fail Without a Proven Agency Sales Process
Hiring a closer won’t save a broken system. Learn why founders must build and test a repeatable agency sales process before bringing on a salesperson.
Agency Growth: Building Predictable Sales Systems
Agency leaders in our Sales Accelerator share goals, consistent sales, repeatable systems, and founder-free growth. #VerticalSpecialization #AgencyGrowth
Why Your Conference Follow-Ups Don’t Stick (and How to Fix It)
Turn conference chats into clients with a 10-second photo follow-up that gets noticed and remembered. #AgencyGrowth #AgencyAdvisor #VerticalSpecialization.
Your only vertical market, or just your first one?
Some agency founders hit their growth goals with one vertical. For others, it's a stepping stone. Learn how Scorpion scaled to $150M by expanding vertical by vertical.
Happy vs. unhappy niche clients
A happy client leads to easy-to-close referrals, but an unhappy one damages reputation. Reflect on whether non-niche clients are quietly hurting your niche ones.
AI isn't your writer - it's your accelerator
Vertical specialization drives agency growth. Use AI to amplify your messaging strategy with vertical-specific landing pages that align with your brand voice.
Handle Sales Guarantee Questions with Confidence and Clarity
Stop fearing guarantee questions. Learn how to offer a satisfaction guarantee, lead with confidence, and use tailored proposals to earn agency client trust.
He thought it was ‘close enough.’ It wasn’t.
Saying yes to the wrong clients breaks systems, drains your team, and stalls growth. Learn why protecting your ICP is the key to scalable agency success.
Why I Pulled the Plug on a ‘Successful’ Channel
Learn why a successful marketing channel may still be worth leaving and how agency founders can choose channels that better support growth and authority.
The J-Curve every agency founder hits before they get paid
Learn why agency founders may hit a J-Curve when replacing founder-led sales with predictable systems that increase scalability and enterprise value.
“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.