This week, I’m covering an important topic I haven’t covered on a solocast before — agency owner work balance. Often, agency owners get pulled into too much of the day-to-day client work or aren’t correctly staffing the agency to get the support they need on the work they have.
There’s a formula you should be following for how you break down your workday or workweek to be a successful business leader, and I’m going to map it out in an easily applicable formula. It’s not always easy to get ourselves out of the daily client tasks, but the recipe I’m sharing with you today will help you block out more time for the things that matter the most.
If you’re not doing your job, nobody else is going to do it, either. And your job is the most important job in the entire agency. So tune in to learn how to map out your days better, get out of the day-to-day, and focus your attention where you’re needed most.
For 30+ years, Drew McLellan has been in the advertising industry. He started his career at Y&R, worked in boutique-sized agencies, and then started his own (which he still owns and runs) agency in 1995. Additionally, Drew owns and leads the Agency Management Institute, which advises hundreds of small to mid-sized agencies on how to grow their agency and its profitability through agency owner peer groups, consulting, coaching, workshops and more.
A big thank you to our podcast’s presenting sponsor, White Label IQ. They’re an amazing resource for agencies who want to outsource their design, dev, or PPC work at wholesale prices. Check out their special offer (10 free hours!) for podcast listeners here.
Podcasts, radio, and TV are all similar mediums with a broad reach across the US. But over the years, younger audiences have moved away from radio and TV in favor of other platforms that offer ad-free subscriptions.
Quickly rising to the top amongst millennials and Gen Z is podcasting. So how do we still reach people who are consistently opting out of popular advertising avenues? Tom Webster has some answers for us.
He’s on the podcast today to break down the findings from The Media Moves the Message study that his firm, Sounds Profitable, did on advertising performance between cable TV, AM/FM radio, and podcasting.
This deep dive will give you all the evidence you need to understand that podcasting has a bright future. And as long as we don’t oversaturate it with advertising, it will be here to stay amongst audiences, both old and young, as the medium grows.
A big thank you to our podcast’s presenting sponsor, White Label IQ. They’re an amazing resource for agencies who want to outsource their design, dev, or PPC work at wholesale prices. Check out their special offer (10 free hours!) for podcast listeners here.
Many of us didn’t initially set out to become agency owners when we first started working in the business we’re in now. It sort of happened accidentally, and we put our agency together on an as-needed basis as the clients kept coming in and our services and offerings evolved.
As accidental agency owners, we’re left with a lot of room for error as we try to scale our agencies to fit our core values while also turning a profit. That’s where Herb Cogliano’s expertise comes in.
As an entrepreneur for over 30 years and a consultant helping scale and grow businesses, he knows all the pain points for agency owners as they navigate growing an agency.
Herb will teach us three major barriers to growth: hiring people in line with your core values, identifying general manager-level leadership, and remaining profitable as you and your team adapt to changes along the way. Herb wants us to run our business rather than the business running us. Tune in to learn how to go from an accidental agency owner to an intentional one.
A big thank you to our podcast’s presenting sponsor, White Label IQ. They’re an amazing resource for agencies who want to outsource their design, dev, or PPC work at wholesale prices. Check out their special offer (10 free hours!) for podcast listeners here.
How you lead your business is critical to its success. People are the most important assets in our agencies, and without them, we can’t deliver our best work to our customers. That’s why it’s critical to prioritize agency leadership so your teams can do their best work and grow alongside your organization.
Dr. Amin Sanaia is an expert in leadership development with extensive experience studying what attributes make the most successful leaders. Today, he shares the top five personality traits of a good leader, also known as CRAVE, and how we can bring leadership development and growth opportunities to our employees.
If you’re ready to take your leadership to the next level and start showing up for your people with more empathy and authenticity, Dr. Amin has the tools to get you on the right path.
A big thank you to our podcast’s presenting sponsor, White Label IQ. They’re an amazing resource for agencies who want to outsource their design, dev, or PPC work at wholesale prices. Check out their special offer (10 free hours!) for podcast listeners here.
So many of us hate selling or feeling like we are “being sold to” because it has the old reputation of being manipulative, exploitative, and too pushy. Thanks to the sales tactics of the old days, our sales prospects have walls up before a call or meeting even starts.
When we know the psychology of sales and truly understand how people want to be sold to, that’s where the magic begins. Jeremy Miner, voted in the top 50 best salespeople worldwide, has some knowledge to share with us about approaching the sales process in a way that sets you up for success from the beginning.
Not only can you ditch lengthy sales pitches and pretend to care about the weather in your prospect’s city, but you can also get to the root of their needs much more efficiently and teach them how you fit into that equation. Your prospects win because they learn about their company’s problems, you win because you know how to solve them, and you both win again because fixing those blind spots helps you both make more money. What do you have to lose?
A big thank you to our podcast’s presenting sponsor, White Label IQ. They’re an amazing resource for agencies who want to outsource their design, dev, or PPC work at wholesale prices. Check out their special offer (10 free hours!) for podcast listeners here.
This week, I’m using this episode to talk about some questions I get asked a lot, and that is what we offer in AMI memberships. Many of you want to know what our different tiers of memberships include and what other services we offer. If you’re curious about AMI and our membership offerings, this episode is for you.
I will break down what we offer for agency owners and leaders and how you can get involved in the AMI community if you feel compelled to do so. We have a ton of different ways to become a community member, get consulting and one-on-one coaching, access our peer networks, and even get help with succession work.
Our goal is always to help small to mid-size agencies reach their goals and get access to the best network possible. You’re never too small or far away from us to participate, so if you’re feeling compelled to join the community in some way, I’m giving you all the details here today.
For 30+ years, Drew McLellan has been in the advertising industry. He started his career at Y&R, worked in boutique-sized agencies, and then started his own (which he still owns and runs) agency in 1995. Additionally, Drew owns and leads the Agency Management Institute, which advises hundreds of small to mid-sized agencies on how to grow their agency and its profitability through agency owner peer groups, consulting, coaching, workshops and more.
A big thank you to our podcast’s presenting sponsor, White Label IQ. They’re an amazing resource for agencies who want to outsource their design, dev, or PPC work at wholesale prices. Check out their special offer (10 free hours!) for podcast listeners here.
You need innovative ideas to stand out and be ahead of the curve. We often get caught up in the chaos of day-to-day agency operations and retreat into the comfort zone of doing things the same way we’ve always done them.
Today, we’re talking you out of that way of thinking and giving you an entirely different framework for approaching client projects. Stan Phelps, an author and keynote speaker with prior agency experience, has a whole new way of thinking about client projects and asking the right questions to build out innovative ideas that will keep clients coming back to you for more.
When we make the time, space, and budget to allow our teams to think outside of the box and take more creative risks, we make space for better, more trusting clients who know you’ll hit a home run for them every time.
A big thank you to our podcast’s presenting sponsor, White Label IQ. They’re an amazing resource for agencies who want to outsource their design, dev, or PPC work at wholesale prices. Check out their special offer (10 free hours!) for podcast listeners here.
Think about some of your favorite brands for just a moment. What aspects of those brands make you feel the most connected to them? Do you ever find yourself talking to your friends or family about a company you love so much because of what they stand for or how they connect with people?
Enter community building as a marketing strategy — the next big thing in brand marketing, according to Mark Schaefer. This week, he will teach us why brands need to hop on this trend as quickly as possible and how agencies can join in on the fun, too.
As business leaders, the best way to reach our audience is to turn that audience into a community and connect with the people who are your biggest advocates. In this episode, we’ll talk about the role of creating emotional connections to your brand, the difference between an audience and a community, how agencies can become leaders in community building for brands, and so much more. Mark will leave you thinking about how your agency can evolve into a thriving community while growing your brand organically.
A big thank you to our podcast’s presenting sponsor, White Label IQ. They’re an amazing resource for agencies who want to outsource their design, dev, or PPC work at wholesale prices. Check out their special offer (10 free hours!) for podcast listeners here.
There’s no denying that when the pandemic hit, the workforce changed forever. We experienced some of the most rapid shifts in our economy and lifestyles this century, and we still feel its effects today.
Most notably, our work standards morphed along with how we view leadership and hustle culture. The old ways of working longer hours and devoting yourself to a company to climb your way to the top have dissolved.
This week, Heather McGowan is joining me to talk about the major shifts we’ve recently experienced and will shed some light on how agency owners can adapt to better fit the new roles employees expect leadership to fill. She’ll talk about “The Five Greats” that led to these intense shifts, and four leadership adaptations agency owners should consider making to support the new-age workforce best.
A big thank you to our podcast’s presenting sponsor, White Label IQ. They’re an amazing resource for agencies who want to outsource their design, dev, or PPC work at wholesale prices. Check out their special offer (10 free hours!) for podcast listeners here.
If you’re tired of assessing your agency’s project values based on an average hourly rate and having your team constantly updating timesheets, you’ll want to take some notes on this episode. Today’s topic is all about restructuring pricing models to focus more on the scope value rather than an average billable hourly rate.
Our guest, Jonathan Stark, is a former software developer on a mission to rid the world of hourly billing. He’ll teach us to reevaluate the work scopes we’re pitching to prospects and customize it so you can focus on their actual needs rather than what they think they need.
By using this method, you will not only remove the headache of hourly billing but also have better conversations with prospects, establish yourself as a thought leader, and have the potential to increase your profit exponentially — just by changing this small aspect of your sales and discovery calls.
A big thank you to our podcast’s presenting sponsor, White Label IQ. They’re an amazing resource for agencies who want to outsource their design, dev, or PPC work at wholesale prices. Check out their special offer (10 free hours!) for podcast listeners here.
One of the most common traps we fall into as agency owners is making decisions based on our fears. Every day we have to make hard choices, and it’s easy to fall victim to a fear-based narrative when trying to make everyone happy while keeping a business afloat.
But fear not — I have some advice for you that will help you see the bigger picture of where you are likely making fear-based decisions for your agency. This week, my goal is to help you identify the most common fear-based business decisions, understand why this happens almost universally, and learn some tricks to rewire our thinking around these decisions.
As you listen to this episode, take stock of when you’ve made decisions out of fear. Fear of losing a good employee, fear of losing money, fear of missing out on a good project or client — and see if you can find a better approach to tackling even just one of these examples.
For 30+ years, Drew McLellan has been in the advertising industry. He started his career at Y&R, worked in boutique-sized agencies, and then started his own (which he still owns and runs) agency in 1995. Additionally, Drew owns and leads the Agency Management Institute, which advises hundreds of small to mid-sized agencies on how to grow their agency and its profitability through agency owner peer groups, consulting, coaching, workshops and more.
A big thank you to our podcast’s presenting sponsor, White Label IQ. They’re an amazing resource for agencies who want to outsource their design, dev, or PPC work at wholesale prices. Check out their special offer (10 free hours!) for podcast listeners here.
To continue on the sales theme this week, we’ll dissect everything you need to know about winning and retaining right-fit clients, honing in on your agency vertical, and strategizing your agency growth plan.
Our guest, Corey Quinn, has a 25-year track record of extraordinary success as an entrepreneur, sales leader, and CMO for a $150M+ company. Today, he helps B2B SaaS and Agencies grow from 7 figures to 8 by doing less, not more.
In this episode, Corey will share some wisdom from his successful business career to teach us how we, as small agency owners, can implement an effective agency growth plan. He’ll teach us how to keep right-fit clients on our roster and establish a vertical that gets even more customers coming to you for your expertise and fantastic customer service.
A big thank you to our podcast’s presenting sponsor, White Label IQ. They’re an amazing resource for agencies who want to outsource their design, dev, or PPC work at wholesale prices. Check out their special offer (10 free hours!) for podcast listeners here.
Sales — the dreaded word that most of us cringe when we think about it. It brings up thoughts of manipulation, forced conversations, and fear of rejection. It’s one of those necessary evils that come with being a business owner that’s essential if you want to keep growing.
For many of us, we fear hearing the word “no.” Once it’s out there, we drop the conversation, take the loss, and move on. But if you want to sell effectively AND create a pleasant sales experience for yourself and your prospects, you must rethink your sales strategy.
Today, I’m talking with Richard Fenton, a seasoned expert in all things sales prospecting, selling styles, and getting to the other side of the “no.” It didn’t always come naturally to him, but after a long time in the business, he’s learned that an initial rejection can be a huge win later in the sales process.
Whether you like sales or not, you have to get better at it to keep new clients coming through the door. So join us to learn how you can rethink your sales process and become a better salesperson, even if it doesn’t come naturally.
A big thank you to our podcast’s presenting sponsor, White Label IQ. They’re an amazing resource for agencies who want to outsource their design, dev, or PPC work at wholesale prices. Check out their special offer (10 free hours!) for podcast listeners here.
It’s no secret the job market has shifted immensely over the past 3–4 years. One minute, we’re hitting the brakes and halting all new hires. The next, we’re kicking things back into gear and going through a hiring frenzy with inflated salaries. And now, we’re entering a recession but still need to hire top talent at an affordable price. How do we keep up?
This week, I’m talking with Art Boulay and Sue MacArthur, two experts in talent management and agency staffing. They created a perfect formula for assessing potential new hires’ strengths, weaknesses, and full-on red flags that could save you a lot of time before even starting an interview.
This episode is packed with information about how agencies can optimize their hiring in a job market where you only have a few days — rather than a few weeks — to decide on a candidate. I hope you grab a pen and paper and take some notes on this one because this could change your entire approach to hiring new team members.
A big thank you to our podcast’s presenting sponsor, White Label IQ. They’re an amazing resource for agencies who want to outsource their design, dev, or PPC work at wholesale prices. Check out their special offer (10 free hours!) for podcast listeners here.
One of the biggest sticking points with agencies is establishing tried and true onboarding and training SOPs. Over and over, we find that new hires aren’t pleased with how their onboarding process went, despite agencies and larger companies investing billions into this one area.
Poor training and onboarding experiences can result in disaster and influence how long your new hire will want to stick around after the fact. It can be even more challenging for remote agencies to establish cohesion in SOPs when a team is remote or hybrid. That’s why it’s essential to have well-established training SOPs that are easy to follow and help your new hires understand their purpose within your agency.
In this episode, I’m interviewing Jennifer Smith from Scribe to teach us how to make SOPs that are quick, painless, transferable, and digestible. She knows what remote teams need to get everyone on the same page quickly, and she has a lot of knowledge on how to make that happen. Tune in to listen and learn great ideas from Jennifer to make a typically painful process seamless and much more organized.
A big thank you to our podcast’s presenting sponsor, White Label IQ. They’re an amazing resource for agencies who want to outsource their design, dev, or PPC work at wholesale prices. Check out their special offer (10 free hours!) for podcast listeners here.
With a heavy heart, I’m recording this week’s solocast to commemorate the life of a cherished and respected team member of AMI, Craig Barnes. I have known Craig for 25 years, and we became great friends and colleagues over our time together as fellow agency owners.
I want to use this solocast as an opportunity to honor the legacy Craig left behind and share with you all some of the core values he taught me over our long time working together, the most important one being to lead with love.
Whether you were part of his family, community, colleague, or client, Craig always made sure that people knew he loved them. He was never afraid to shower others with love and celebrate their wins in life, no matter how big or small. He did everything in a big way, whether that was making a huge business decision or taking up a new hobby — and he wasn’t afraid to go after it with genuine, whole-hearted passion.
I’m heartbroken to be recording this episode. Still, I hope this allows everyone the chance to reflect on his incredible life and legacy and encapsulate everything that Craig taught us in the AMI community.
A big thank you to our podcast’s presenting sponsor, White Label IQ. They’re an amazing resource for agencies who want to outsource their design, dev, or PPC work at wholesale prices. Check out their special offer (10 free hours!) for podcast listeners here.
As agency owners, we’re always looking for ways to get great customers that increase our profitability while decreasing the length of the typical sales cycle. That’s the dream, right?
This week, I have Tom Schwab on to talk about one of the best ways to make that dream a reality — being a great guest on other people’s podcasts. As a great guest himself, Tom has a gold mine of valuable information to share with us about getting featured as a guest on podcasts, the ROI that it brings to your agency, and how to track the results you’re getting from being a podcast guest.
Great conversations lead to great customers, and Tom will teach us exactly how to turn all that talking into gold. Don’t miss out on this information-packed episode so you can start your year right by setting the stage for increased profitability in 2023.
A big thank you to our podcast’s presenting sponsor, White Label IQ. They’re an amazing resource for agencies who want to outsource their design, dev, or PPC work at wholesale prices. Check out their special offer (10 free hours!) for podcast listeners here.
As agency owners, we’re always looking for ways to get great customers that increase our profitability while decreasing the length of the typical sales cycle. That’s the dream, right?
This week, I have Tom Schwab on to talk about one of the best ways to make that dream a reality — being a great guest on other people’s podcasts. As a great guest himself, Tom has a gold mine of valuable information to share with us about getting featured as a guest on podcasts, the ROI that it brings to your agency, and how to track the results you’re getting from being a podcast guest.
Great conversations lead to great customers, and Tom will teach us exactly how to turn all that talking into gold. Don’t miss out on this information-packed episode so you can start your year right by setting the stage for increased profitability in 2023.
A big thank you to our podcast’s presenting sponsor, White Label IQ. They’re an amazing resource for agencies who want to outsource their design, dev, or PPC work at wholesale prices. Check out their special offer (10 free hours!) for podcast listeners here.
Diversity in the workplace is the cornerstone of running a modern and successful agency. Without it, you’re not only selling your agency short, but you’re also passing up on an immense pool of talent and ideas that you won’t find by staying in a comfort zone.
This week, we have Dr. Ella Washington, a professor, organizational psychologist, and DEI expert, on the podcast to share the purpose, pitfalls, and progress behind effective and measurable DEI work. Whether your agency has fallen behind the times or you just need a fresh perspective, we all have work to do in this area.
So, take this episode with an open mind, actively listen to it, and use it as a guide for refocusing your DEI efforts in 2023.
A big thank you to our podcast’s presenting sponsor, White Label IQ. They’re an amazing resource for agencies who want to outsource their design, dev, or PPC work at wholesale prices. Check out their special offer (10 free hours!) for podcast listeners here.
With agency ownership comes big ideas, a lot of creative energy, and infinite passion for your work. Chances are you have a million ideas floating around your head with nowhere to put them. Why not compile them into a book?
We’ve talked about why creative thought leadership matters for finding right-fit clients and aids in biz dev for your agency. This week, I’m bringing back Henry DeVries to discuss finally putting all those ideas into action and writing your book.
We have a fun episode planned today with tons of advice for creating the blueprint for your book, how to finally get started with writing (and get help doing it), and some of the common roadblocks we create for ourselves when it’s time to finally go to the printer.
A big thank you to our podcast’s presenting sponsor, White Label IQ. They’re an amazing resource for agencies who want to outsource their design, dev, or PPC work at wholesale prices. Check out their special offer (10 free hours!) for podcast listeners here.
Business development will always be necessary for keeping your agency alive. Many agencies are great at marketing for clients but historically fall flat when it’s time to market themselves to prospects.
Peter Levitan knows this very well and has some tips to share to help us get creative about our agencies and prospecting for them. Whether aggressively pursuing a dream client or breaking into thought leadership, Peter knows the ins and outs of getting your agency’s name out there to just about anyone.
Tune into this episode to learn Peter’s business development expertise, hear his thoughts on thought leadership and writing, and see what’s on the horizon for agencies going into 2023.
A big thank you to our podcast’s presenting sponsor, White Label IQ. They’re an amazing resource for agencies who want to outsource their design, dev, or PPC work at wholesale prices. Check out their special offer (10 free hours!) for podcast listeners here.
Time tracking is one of the most overlooked resources in an agency’s day-to-day operations. Without it, you’re missing out on valuable data about where you need more training, more staff, or even if you’re charging enough for your services. That’s why I’m talking today about incentivizing daily time tracking with your employees.
The first thing a lot of your team will say is, “I don’t have time to do this every day.” But, with a little incentive and some tenacity, you can reach 95% to 98% compliance on daily time tracking in no time at all. Tune in to learn my step-by-step plan for starting the conversation, implementing it, and keeping the momentum once you get your team on board.
For 30+ years, Drew McLellan has been in the advertising industry. He started his career at Y&R, worked in boutique-sized agencies, and then started his own (which he still owns and runs) agency in 1995. Additionally, Drew owns and leads the Agency Management Institute, which advises hundreds of small to mid-sized agencies on how to grow their agency and its profitability through agency owner peer groups, consulting, coaching, workshops and more.
A big thank you to our podcast’s presenting sponsor, White Label IQ. They’re an amazing resource for agencies who want to outsource their design, dev, or PPC work at wholesale prices. Check out their special offer (10 free hours!) for podcast listeners here.
Weary is a great word to describe a lot of agency leaders right now. It comes up again and again that we’re just tired, overworked, and running on fumes. It’s not our fault, but there are things we can do to get back to feeling a little more balanced and less like we’re about to snap.
I brought Jeff Salzenstein on this week to teach us some good habits that we can work on little by little to improve our personal lives and help us be better agency leaders. As a former tennis pro, he knows what it’s like to be under pressure and have people counting on you to perform at your peak at all times.
We’ll talk about how he made the difficult decision to move from playing tennis to doing leadership coaching. He’ll cover everything he knows about getting your mental, emotional, and physical health to its optimal level so that you can show up as your best self for the people counting on you the most.
A big thank you to our podcast’s presenting sponsor, White Label IQ. They’re an amazing resource for agencies who want to outsource their design, dev, or PPC work at wholesale prices. Check out their special offer (10 free hours!) for podcast listeners here.
If you’ve ever been in a situation where you’re thinking, “I’m doing too much,” or “I don’t have time to be creative anymore,” get comfortable because this episode is for you. Today, we’re talking about optimizing your agency workflow through outsourcing and hiring so that you can get your hands out of everything and get back to doing more of the work you love.
Manish Dudharejia of E2M Solutions is an expert in white-label outsourcing, agency workflow optimization, and hiring the right people to do the tasks you don’t need to be completing. In this episode, we’ll discuss what a white-label agency is and the value it can bring you, how to find the right mix of experience and trainability in new hires, project management, niching, and why you must find more free time as an agency owner.
Don’t be an obstacle to your growth. Instead, outsource and hire people who want to scale with you. You’ll quickly find that your time finally becomes yours again.
A big thank you to our podcast’s presenting sponsor, White Label IQ. They’re an amazing resource for agencies who want to outsource their design, dev, or PPC work at wholesale prices. Check out their special offer (10 free hours!) for podcast listeners here.
Marketing agency culture is constantly changing, but adapting the best we can is important. And one of the most important ways we need to be adaptable is by identifying where we can bring more diversity and new perspectives into our company culture.
Sometimes when you’re sitting in the boss’s chair, there can be a disconnect between knowing what your people want and need and seeing who might be missing from the room altogether. This is where this week’s guest, Farzana Nayani, comes in to save the day. She has over 20 years of DEI work experience and knows how to get straight to the core of what employees want from their employers.
In this episode, we’ll talk about how to create safe environments for everyone, communicate that you’re open to having tough conversations around diversity, equity, and inclusion, quiet quitting and labor hoarding, and how to set boundaries around polarizing topics in the workplace.
A big thank you to our podcast’s presenting sponsor, White Label IQ. They’re an amazing resource for agencies who want to outsource their design, dev, or PPC work at wholesale prices. Check out their special offer (10 free hours!) for podcast listeners here.