Today's episode is part of our special series exploring one of the most vital dynamics inside every agency's sales process: trust and distrust.

Over the coming weeks, you'll hear from agency leaders who are leaning into this issue head-on. These conversations are not only timely — they're also forming the research foundation for my next book, The Trust Architecture, and a new series of Field Guides we'll be sharing with our community.

Here at Predictive ROI, we help agencies sell more of what they do. And time and again, from our work alongside agency owners and their teams, we've seen that trust — or the lack of it — is the biggest variable determining whether your pipeline flows like a steady stream of right-fit prospects… or grinds to a halt.

When trust is present — momentum builds.

When trust is absent — friction takes over.

Which makes today's conversation a perfect fit for this series. Our special guest expert is Darren Magarro, Founder and President of DSM. Since launching DSM in 2007, Darren has led his agency through the ups, downs, twists, and turns that every agency owner knows too well.

But what truly sets him apart is how he leads. Darren's people-first, community-centered approach is at the heart of how DSM builds trust. He works tirelessly to put others on a path to success — and that shows up in every corner of his business.

When trust increases — optimism replaces grievance — and people shift from frustration to future-focused hope.

Darren's leadership embodies that shift.

What you will learn in this episode:

The rock solid data that proves why "people-first" and community-centered leadership is now the must-have ingredient for agencies that want to build real trust
How Darren's approach to leadership at DSM turns transparency and empathy into a competitive business advantage
Why budget qualification must happen early
The three-step biz dev process that weeds out bad fits so you can focus on dream clients
Why client stories, tough conversations, and owning mistakes can translate directly into agency resilience and reputation
Candid advice for agency owners who want their team and clients to be truly optimistic about the future
Why your LinkedIn content should be more helpful

Resources:

Website: https://thedsmgroup.com/
LinkedIn Personal: https://www.linkedin.com/in/darrenmagarro/
LinkedIn Business: https://www.linkedin.com/company/the-dsm-group/
Facebook: https://www.facebook.com/TheDSMGroup
Instagram: https://www.instagram.com/thedsmgroup

Jedi Minute 62: Small Talk