This solo episode is a deep dive into the unsexy but transformative groundwork that agency owners need to lay to build a reliable new business engine. Dan breaks down what really separates enterprise-level agencies from the ones stuck in "Cobbler’s Children" limbo — not just in terms of tactics, but in mindset, strategy, people, and execution. He shares hard-won lessons from years of running Sales Schema and coaching 200+ agencies, including how to stop waiting for referrals, start building durable outbound systems, and shift from reactive selling to a process that actually compounds.
This is for the agency owner who's sick of feast-or-famine cycles and is ready to take control of their pipeline without chasing hacks or magical software.
⏱️ Timestamps
00:00 – The Rainforest vs. The Lion Hunt: A better metaphor for agency growth
02:00 – Introduction: Why solo episodes are the hardest, but the most needed
03:15 – The 4 Agency Growth Stages: Glorified Freelancer → Enterprise
06:00 – Specialization: Why it's now table stakes, not a nice-to-have
08:30 – TAM Thinking: Apply tech startup logic to your agency niche
10:00 – Why perspective is becoming table stakes
13:20 – You don't need to "go inward" for 6 months — talk to the market now
15:30 – Mindset: The difference between Cobbler’s Children and Enterprise thinking
20:00 – Why only 3% of your market is in-market right now.
24:00 – All marketing is interruption marketing — so do it ethically
26:00 – Why you probably don’t actually know your close rate (and how to fix that)
27:45 – Getting out of the sales seat: What really needs to be true before you hire a salesperson
30:30 – Your first two strategy projects: Thought leadership & net-new relationships
33:20 – The “balance beam” metaphor for doing outreach
35:00 – Using data + context to build non-spammy outbound lists
37:00 – What our best-performing campaigns look like
39:00 – Where real lead gen lives: Manual outreach to old prospects
42:00 – My exact reconnect email — word for word
44:00 – Wrapping up: Build something buyers want, but also build for your peace of mind
Key Points
- The Four Stages of Agency Growth
- → Glorified Freelancer → Cobbler’s Children → Transitional Agency → Enterprise
- Specialization is Now Table Stakes
- → It’s harder to win without it. But specialization doesn’t always mean verticalization.
- Perspective is the New Differentiator
- → Agencies that win aren’t just executing.
- 3% Rule of Market Timing
- → Only 3% of your market is actively buying.
- Manual Outreach is Still King
- → My highest ROI activity: emailing past prospects and lapsed clients.
- Getting Out of the Sales Seat Takes More Than Hiring a Salesperson
- → You need the wave. That means systems, clarity, and enough leads to support a new closer.
Links & Resources:
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