Newsletter Archive
Strategies, frameworks, and stories to help you escape founder-led sales and scale through specialization.
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728 articles in the archive
Positioning a Specialized Agency For Scale
"We went from generalist agency to performance marketing for franchises and renovations." Marty Menard shares how Giant Creative found scalable success through specialization.
Looking for big success in a small niche?
"We've chosen to focus, and that focus is powerful." Ron Callis Jr. of One Firefly shares how specializing in custom integration and security drove consistent growth.
From 0 to 60,000 customers in five years
"We sold to 39 out of 40 people in the room immediately." Robin Alex of HighLevel shares how a mastermind pitch launched a software company to 60K customers in 5 years.
[New Episode] Scaling With Productized Services
"When people talk about scale, they really mean leverage." Greg Hickman shares his philosophy on systems, affinity, and productizing services for repeatable growth.
[Podcast] Why You Need a Fractional CMO
"If I would have called my services Fractional CMO 10 years ago, people would have thought I was crazy. Now, the market's ready for it." John Jantsch explains why now.
[Podcast] From Target Executive to Agency Founder
"Specialty pays off." David Glaza left 14 years at Target to found DIGITS, an agency focused solely on helping brands market to Target shoppers in a $54B industry.
The Hidden Trap Keeping Agency Founders Stuck in Sales
Escape the founder-led sales trap and scale your agency
Is automation sabotaging your gifting strategy?
Automation is killing your gift-based outbound campaigns. Learn why personal touch beats automation, and what to actually automate instead.
[Podcast] The Art & Science of Podcast Guesting
"The audiences of niche podcasts are so much more engaged than big shows." Angie Trueblood shares how to become a great podcast guest and turn appearances into revenue.
[Podcast] Scaling Sales with The Law of Attraction
Justin Michael built a cold outreach methodology around heuristics, pattern interrupts and shortcuts. Learn why doing the "wrong" thing can actually catch attention.
[Podcast] Restoring Your Agency Passion and Profit
"The commitment to specialization gives clarity and perspective." Vlad Mkrtumyan shares how switching exclusively to mold remediation companies led to a $1M+ client win.
[Podcast] Going National, Staying Boutique
"Think big, go big, and big things will happen." Susan Quinn of Circle S Studio shares four decades of lessons on brand, customer experience, and specialized growth.
4 Things All Agencies Want
After interviewing 100 agency clients, just a few things really matter to them. If you're struggling with 2-year retention, here's what to reread and check against.
4 steps to escape founder-led sales
How to systematize your sales process and grow beyond your personal abilities...
[Podcast] Mastering the Landscaping Vertical
"Eventually, we stopped the shenanigans and got vertical." Rob Murray shares how Intrigue Media went from DOOH beginnings to a $5M specialized agency serving 110 clients.
[Podcast] Proven 7-Figure Agency Roadmap
"Niche is the number one growth accelerator." Josh Nelson shares how he grew Plumbing & HVAC SEO to seven figures and helped 118 more agencies do the same.
[Podcast] Agency Business in a Box
"It's a business in a box." Jeff Tomlin shares Vendasta's 17-year journey giving 80k+ agencies a full-stack platform to rebrand and resell online services.
[Podcast] Building an Agency Holding Company
"All our holding company agencies are homegrown." Peter Kang shares his 20-year journey from single agency founder to building a sprawling holding company portfolio.
Your CRM isn't killing your sales. This is.
"Our CRM is holding us back from closing deals." Stop blaming your tools. Learn why the fundamentals, qualifying, pitching, and follow-up, matter far more than software.
[Podcast] 3 Steps to Choosing a Vertical Market
How can narrowing your focus open the door to big opportunities? Learn a simple 3-step framework for identifying the perfect niche, and the common mistakes to avoid.
[Podcast]: Own Your Vertical. Use Storytelling.
Struggling to stand out in a crowded agency market? Philipp Humm shares how micro stories, connection stories, and client success stories can transform relationships.
[Podcast] Building a $20M Agency Through SEO Specialization
Finding it hard to stand out and attract premium clients? Jason Hennessey, author of Law Firm SEO, shares how he built a $20M agency specializing in the legal vertical.
[Podcast] From Dojo to Digital Empire: An Agency Growth Story
Cris Rodriguez transformed a martial arts passion into a $1M agency serving 450+ schools, using strategic joint venture partnerships. "Every agency is one JV away from a million."
[Podcast] 3 Secrets to Sustainable Agency Growth
Jacob Baadsgaard grew Disruptive Advertising from two people in a basement to over 100 employees. Learn why he went from 650 to 200 clients while keeping revenue steady.
“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.