What separates the agencies that consistently get referrals from those that don’t? According to Audrey Kwan, it comes down to trust equity.

In this conversation, Dan Englander talks with Audrey consultant, community builder, and founder of Agency Together about how agencies can get off the feast-or-famine sales rollercoaster by building strategic partnerships, clarifying their niche, and focusing on relationships that compound over time.

Topics covered:

Why “referral-ready” relationships are built on consistency, not chance
The ROI of niching for insight, credibility, and collaboration
How small agencies can thrive without growing headcount
What’s extending sales cycles and how trust shortens them
“Growth projects” that drive visibility and long-term differentiation
Why clarity beats diversification, and how to evaluate your niche strategy with SWOT + PESTLE

Audrey also shares her “Trust Equity Scorecard,” a free tool that helps agency leaders assess how well-positioned they are to grow through relationships.

🔗 Get the scorecard: agencytogether.com/scorecard

🎧 Subscribe to The Digital Agency Growth Podcast for more conversations like this, where we cut through gimmicks and focus on what actually drives growth in complex-service businesses.

Learn more about The Digitial Agency Growth Podcast at https://www.salesschema.com/podcast/ and our Video training at http://salesschema.com/takecharge

CONNECT WITH AUDREY KWAN:

LinkedIn

Agency Together

Audrey Joy Kwan

CONNECT WITH DAN ENGLANDER:

LinkedIn

Sales Schema

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