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
Get connected with industry leaders in your vertical
If you're not already in the game, what are you waiting for?
EOS & Vertical Specialization
An interview with Justin Mink, Certified EOS Implementer
Learn from a $6M niche agency founder
Tim Brown, CEO of Hook Agency, niched down from generalist contractor work to roofers with 5-15 employees, growing to $6M in annual revenue. Here's how.
How to be seen as a specialist
If you want to be seen as different, you need to be different. Learn why unsuccessful specialization stops at landing pages, while real specialists go much deeper.
How to out-market your competitors
Want to spend more on marketing? Improve your customer lifetime value. Learn how better retention let Scorpion outspend competitors on customer acquisition.
Can you sharpen your positioning + messaging? Part 4
When the pain of staying the same gets too great.
How to Use LinkedIn Organically to Attract Vertical Clients
Does your vertical buyer spend time on LinkedIn? Learn 3 tactics, profile optimization, connection, and testimonials, to attract more clients through the platform.
Can you sharpen your positioning + messaging? Part 3
Part 2 in a series on buying criteria: uncovering the rational and emotional consequences buyers face from their old way of doing things, and why it builds trust.
16 criteria to help choose a vertical
Refine and prioritize your potential target verticals with these 16
Social Proof 2.0
An interview with Sam Shepler, CEO of Testimonial Hero
3 steps to escape founder-led sales
Escaping founder-led sales takes 3 steps, but most agencies get step one wrong. Learn why real vertical specialization requires actual empathy, not just positioning.
1 equation to validate a vertical
After narrowing to a few verticals, use this simple formula to estimate 3-year revenue potential and see if the number is exciting enough to actually commit.
How to maximize Word of Mouth
The best marketing is word of mouth, and 82% of it happens face-to-face. Learn why choosing a vertical that regularly meets in person maximizes that advantage.
Amy's advice for scaling a business
Amy Porterfield's top scaling advice is less is more. Learn how her approach to pruning and focus maps directly onto vertical specialization for agencies.
Beyond Claims: Discover the Proof
"We're the #1 dental marketing agency" isn't credible alone. Learn why backing claims with real client data, proof points, is what actually overcomes skepticism.
[New Episode] Scaling With Productized Services
An interview with Greg Hickman, Founder of AltAgency
Four indicators for success
What's the best indicator for choosing a vertical market? Your client history. Learn the 4 filters, retention, revenue, connection, and vision, to test candidates.
Still getting slow results? Do this.
Frustrated by slow results after specializing? You might be a shallow specialist. Learn the difference between skimming the surface and becoming a Deep Specialist.
From 0 to 60,000 customers in five years
An interview with Robin Alex, co-founder of HighLevel, Inc.
How many leads do you need for outbound?
Building an outbound sales program? Learn the rule of thumb for how many leads each seller actually needs based on their daily dial count.
Scaling an SEO-specialist generalist agency
An interview with Damon Burton, President of SEO National
Positioning a Specialized Agency For Scale
An interview with Marty Menard, President & Chief Business Development Officer of GIANT Creative
Looking for big success in a small niche?
An interview with Ron Callis Jr., CEO of One Firefly
$3M outbound strategy that works
4 success drivers for Gift-based Outbound
“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.