Intro

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Episode Summary:

In this episode of How to Scale an Agency, we sit down with Corey, founder of Mansion and New Standard Co., who brings a rare dual perspective as both a brand owner and an agency operator. From launching an 8-figure jewelry brand to quickly scaling a retention-focused agency serving nine-figure DTC clients, Corey shares a raw, tactical, and philosophical look at what it really takes to build and scale an agency in today’s market.

We unpack his journey from mechanical engineer to retention strategist, why he only works with wealthy founders, how his team closes $15K–$25K retainers, and how he's thinking about the intersection of AI, strategy, and scale in 2025 and beyond.

This is a masterclass in founder psychology, pricing strategy, data-driven retention, and the future of agency operations. If you’re building a high-margin, high-impact agency—or want to—this one’s for you.

⏱️ Episode Chapters:

0:00 – Intro & Local Connection

Corey and the host connect over Newport, Dylan, and shared California roots.

1:16 – Corey’s Background: From Aerospace to Entrepreneurship

How Corey went from an engineering degree to founding an 8-figure jewelry brand and agency.

2:50 – Learning Business Through Trial by Fire

Early lessons on margins, cash flow, and brand building before launching an agency.

4:00 – The Shift to Retention-Focused Agency Life

Why Corey believes service businesses win and how retention became their niche.

6:10 – Pricing Strategy: From $300 to $15K Retainers

How they positioned themselves to work with top-tier brands and charge premium retainers.

7:56 – The Power of Saying No: Only Serving Wealthy Clients

Filtering prospects based on mindset and revenue. When and why they turn clients away.

9:00 – Michelin-Star Thinking Applied to Agencies

How Corey blends automation, strategy, and senior talent to deliver at a high level.

10:30 – Psychology of Retention & Customer Behavior

Lifecycle marketing, cohort analysis, and segment-specific flows that drive results.

12:55 – Direct Mail & Multichannel Win-Back Campaigns

Using offline methods for high-impact retention and reactivation.

15:00 – Subscription Brands: Reducing Month 3 Churn Starts on Day 1

Why priming behavior in the popup and welcome flow makes or breaks CLTV.

17:00 – Vetting Clients During the Sales ProcessLessons from firing clients and getting fired—why expectations need to be set from day one.

20:00 – Growing Pains at 7 Figures: Structure, Managers & Handoffs

Scaling challenges when servicing 9-figure clients without ops in place.

22:30 – Founder Burnout & Monotony of Success

The emotional cost of growth and finding excitement during the “long middle” of scaling.

25:30 – Amazon’s Stress Testing Framework Applied to Agencies

How to prep your business to survive (and thrive) while the founder is away.

27:50 – What Happens When the Founder Steps Out?

Breaking down tasks by function and delegating high-leverage founder roles.

30:00 – Tracking Relationship ROI & Letting Go as a Founder

When to keep relationship roles and when to delegate them—with measurement.

34:00 – Time Blocking, Weekly GPS System & Constraints

How limited time made the host more productive using a 1-year/1-month/1-week/1-day system.

36:40 – Quiet Business ≠ Safe Business: Why Founders Get Nervous

Building visibility when things feel “too quiet”—and what to track.

39:00 – What’s Next? Thinking 6–24 Months Ahead

Strategic thinking beyond firefighting: efficiency, forecasting, and AI.

41:00 – AI Will Turn Agencies into SaaS Companies

Why agencies need to build databases, agents, and automation to stay ahead.

45:00 – Hiring Fewer, Higher-Powered People with Tools

How team size, tooling, and culture will evolve in the age of automation.