Agency Bytes

Featuring: Brad Farris, Anchor Advisors In episode 091 of Agency Bytes, I had the pleasure of chatting with Brad Farris from Anchor Advisors about one of the biggest challenges agency owners face — scaling their businesses. Together, we dig through some of the must-have habits that a CEO needs to find their version of success. We dove into the mindset shifts that are crucial for growth, the tricky transition from being a consultant to stepping into a true coaching role, and why trust is absolutely essential when it comes to delegation. Brad shared some incredible insights on how agency owners can break through that million-dollar revenue barrier, find real satisfaction in leadership, and avoid the endless cycle of overwork that so many of us fall into. We also talked about building a healthy work culture and how shifting your perspective can make all the difference in solving problems. And of course, we wrapped things up with some rapid-fire questions to get a few personal insights from Brad — always a fun way to end the conversation! It’s a great episode packed with value, and I can’t wait for you to listen. Key Bytes • Success is driven less by what you do than who you decide to be. • The biggest hurdle to growth is often internal. • Transitioning from doing to orchestrating is crucial for agency growth. • Micromanaging can lead to decreased performance in teams. • Finding satisfaction in seeing others succeed is key. • Overworking does not equate to better results. • Taking breaks can simplify overwhelming problems. • A healthy work culture is essential for team morale. • Trusting your team is vital for effective delegation. • It's important to recognize that not everything is as critical as it seems. Chapters 00:00 Introduction to Agency Growth Challenges 03:02 Mindset Shift: From Consulting to Coaching 05:50 Overcoming the Million-Dollar Barrier 08:58 The Importance of Trust in Delegation 12:07 Finding Satisfaction Beyond the Craft 15:07 Breaking the Cycle of Overwork 18:01 The Power of Perspective in Problem Solving 20:58 Creating a Healthy Work Culture 23:51 Rapid Fire Questions and Closing Thoughts Brad Harris from Anchor Advisors is known for helping agency and expert firm owners grow through the $1M—2M barrier to become thriving $3M —$5M agencies. For over twenty years, Brad has worked alongside agency owners to help them sharpen their focus, raise their prices, and hire better people so that their firms can scale. In his work with hundreds of agency owners, he’s learned that success is driven less by what you do than who you decide to be, and the biggest hurdle to your agency’s growth is between your ears. Contact Brad on his website, or take his leadership assessment.

Jon Tsourakis, co-owner and president of Oyova, shares his inspiring journey from construction to marketing leadership. He discusses the agency's evolution and the challenges faced during economic downturns. Jon highlights the importance of niche marketing and personalized service in retaining clients. Future growth strategies include specialization and potential acquisitions. The conversation wraps up with light-hearted rapid-fire questions revealing personal insights and practical business tips.

Featuring: Dan Englander, Sales Schema In episode 089 of Agency Bites, I had the pleasure of sitting down with Dan Englander, CEO of Sales Schema. We dove into the world of strategic sales planning for marketing agencies and unpacked some of the biggest challenges agency owners face—things like relying too much on referrals, struggling with time, and not having a clear idea of their target market. Dan breaks down why building trust and leveraging connections is so critical for effective outreach, and we talk about where automation fits (and doesn’t fit) into the sales process. He also explains why it’s so important to create a solid sales system before you start hiring salespeople, and how understanding sales cycles can help set better expectations. We also touch on hiring the right salesperson and why the human element in sales can’t be overlooked. And of course, we wrap up with some fun rapid-fire questions that give us a glimpse into Dan’s personal and professional side. If you’re an agency owner looking to make your sales process smoother, more human, and more effective—this one’s for you! Key Bytes • Many agencies rely too much on referrals for growth. • Lack of time and clarity are major stumbling blocks for agency owners. • Outbound sales should start as a clarity-building exercise. • Agencies should define their target markets and specialize. • Building trust is crucial in a competitive landscape. • Leveraging connections can enhance outreach effectiveness. • Automation in sales processes is essential but quality matters. • Most agency clients have owner-led sales teams. • It's important to build a sales system before hiring a salesperson. • Understanding sales cycles is key to setting expectations. Chapters 00:00 Introduction to Agency Growth Strategies 01:50 The Importance of Strategic Sales Planning 04:41 Overcoming Common Agency Growth Challenges 09:10 Building Trust in a Competitive Landscape 12:52 Leveraging Connections for Effective Outreach 15:24 The Role of Automation in Sales Processes 18:46 Creating a Sales System Before Hiring 21:55 Understanding Sales Cycles and Expectations 26:51 The Human Element in Sales Dan Englander is the CEO and Founder of Sales Schema, a fractional new business team for marketing agencies, and he hosts The Digital Agency Growth Podcast. Previously Dan was the first employee head of new business at IdeaRocket, and before that, Account Coordinator at DXagency. He's also the author of Relationship Sales at Scale: How to Find Your Virtual Tribe and Reliably Grow Your Professional Service Business, Mastering Account Management and The B2B Sales Blueprint. In his spare time, he enjoys developing new aches and pains via Brazilian Jiu-Jitsu and spending time with his wife Sarah and their son Adrian in NYC. Contact Dan on his company website, LinkedIn, Facebook, or personal LinkedIn.

Featuring: Mario Lanzarotti, Zen-Preneurs In this episode of Agency Bites, I sat down with Mario Lanzarotti, a business strategist who transformed his entrepreneurial journey through mindfulness and personal growth to focus on joy and making an impact. Mario shared his powerful story of starting an e-commerce business in New York, experiencing a pivotal panic attack that led him to meditation, and ultimately discovering the importance of emotional processing and redefining success. Through practices like Transcendental Meditation and plant medicine ceremonies, Mario developed his Zenpreneur method, which emphasizes that who you are being is more important than what you are doing. We dove deep into how entrepreneurs can break free from the hustle culture, process underlying emotional barriers, and create a more intentional, fulfilling business path. Mario's journey is a testament to the power of choice, inner work, and understanding that true success goes far beyond financial metrics. Key Takeaways • Mario's journey began in New York City with an e-commerce brand. • Entrepreneurship is often perceived as a path to freedom. • Stress can lead to a realization that something is off in life. • Meditation provided Mario with a tool to regain control. • Success is not just about financial gain but also personal happiness. • The Landmark Forum helped Mario understand the power of choice. • Agency owners often feel overwhelmed by information overload. • Emotional processing is crucial for personal and professional growth. • Redefining success can lead to a more fulfilling life. • Who you are being is more important than what you are doing. Chapters 00:00 Introduction to Zenpreneurship 01:00 Mario's Entrepreneurial Journey 04:31 The Turning Point: From Stress to Meditation 10:30 Discovering the Power of Choice 15:05 The Shift from Hustle to Zen 20:04 Emotional Processing and Personal Growth 25:13 Redefining Success Beyond Money 30:05 The Matrix of Entrepreneurship 32:07 Rapid Fire Questions and Closing Thoughts Mario Lanzarotti is a pioneer in transforming the way agency owners scale their businesses, combining high-performance strategies with inner peace and sustainable success. After successfully exiting his first company, Awl & Sundry, in 2019, Mario embarked on a global journey that led to the creation of the Zenpreneur method—an innovative approach that empowers entrepreneurs to achieve 7-figure success without sacrificing their well-being. Today, Mario is leading a movement that redefines entrepreneurial success by integrating wealth creation with self-mastery and mindful leadership. He specializes in guiding agency owners from overwhelmed solopreneurs to confident CEOs who build scalable businesses while maintaining freedom, control, and a lasting impact. With over 1,000 business owners coached, Mario has left an indelible mark on the entrepreneurial community. His TEDx talk, which has amassed over 2 million organic views, underscores his groundbreaking methods for accelerating business growth while fostering a balanced, fulfilling lifestyle. Mario’s mission is to help agency owners break free from the grind culture, scale with purpose, and create businesses that not only thrive financially but also contribute positively to their lives and the world around them. Contact Mario on his website or on LinkedIn.

Featuring: Peter Kang, Barrel Holdings In Episode 087 of Agency Bytes, I had an inspiring conversation with Peter Kang, co-founder and chairman of Barrel Holdings. Peter shared his journey of building Barrel, a standout eCommerce agency specializing in Shopify, and how his vision evolved into creating multiple specialized agencies under the Barrel Holdings umbrella. We dove into the challenges and rewards of growing an agency, the strategic decisions that shaped his path, and what it’s like to step back from daily operations to focus on the bigger picture. Peter is passionate about investing in the right people and systems to build an ecosystem of agency services that truly thrives and writes about it weekly in his newsletter. He also opened up about the importance of transparency in communication, their bold Omakase experiment in funnel building, and launching *Agency Habits*, a resource-packed platform for agency operators. Throughout our chat, Peter emphasized the power of relationships in business and the fulfillment that comes from pursuing work you’re truly passionate about. This episode is packed with actionable insights and inspiration—don’t miss it! Key Takeaways • Peter Kang co-founded Barrel in 2006 with a focus on digital transformation. • The agency evolved to specialize in e-commerce, particularly Shopify. • Barrel Holdings was created to manage multiple agencies under one umbrella. • Transparency in communication has been a core value for Peter and his team. • The Omakase experiment allowed clients to receive branding for free, building a portfolio. • Separate agencies allow for tailored staffing and focused strategies. • Agency Habits aims to share resources and insights among agency operators. • Building relationships is crucial for long-term success in business. • The importance of passion-driven work over purely strategic planning. • Peter emphasizes the need for a succession plan in agency leadership. Chapters 00:00 Introduction to Agency Bites and Peter Kang 05:10 Focusing on E-commerce and Shopify 10:16 The Strategy Behind Separate Agencies 14:35 The Importance of Transparency in Communication 16:20 The Omakase Experiment: A Bold Approach 23:01 Building a Diverse Agency Portfolio 24:56 Launching Agency Habits: A New Venture 28:41 Rapid Fire Questions and Personal Insights Peter Kang is co-founder and Chairman of Barrel Holdings, a portfolio of digital agency businesses that includes Barrel, a leading Shopify agency, and BX Studio, a leading Webflow agency. Peter enjoys working closely with agency leaders both in and outside of Barrel Holdings, being a sounding board and sharing lessons learned from years of operating agency businesses. Contact Peter at Barrel Holdings, his personal website, or on Agency Habits.

Christian Banach, a seasoned business development expert who transitioned from concert promotions to agency consulting, shares invaluable insights. He discusses the transformative power of relationship marketing and the vital role of positioning and specialization. The conversation highlights actionable strategies for building effective newsletters to maintain thought leadership and engage audiences. Additionally, Christian explores the nuances of lead generation in a post-COVID world and suggests using AI tools to enhance productivity while nurturing authentic relationships.

Featuring: Dia Bondi In Episode 085 of Agency Bytes, I had the privilege of sitting down with Dia Bondi, a communications expert and author of Ask Like an Auctioneer. Dia shares her fascinating journey from the world of auctioneering to becoming a sought-after communication coach. We dive deep into the art of asking effectively in high-stakes situations, exploring how to embrace rejection, craft impactful asks, and understand the value behind what you're offering. Dia introduces her powerful framework for building and delivering asks with confidence and clarity. This episode is packed with insights on training your mindset to recognize what you truly want, articulate it boldly, and go after it fearlessly. Dia inspires us to make our dreams known and actively chase our goals with intention and determination. If you’ve ever struggled with asking for what you deserve, this conversation is one you don’t want to miss! Key Takeaways • Asking like an auctioneer involves maximizing potential asks. • Rejection should be seen as a sign of success, not failure. • Design your asks based on what you truly want, not what you think you can get. • Understanding the perceived value is crucial in negotiations. • The offer inside the ask should benefit both parties involved. • Mindset plays a significant role in how we approach asking for what we want. • It's important to communicate your dreams to those around you. • Asking for more can lead to greater outcomes than anticipated. • The process of auctioneering provides valuable insights into effective communication. • Honesty and generosity should guide your asks, not manipulation. Chapters 00:00 Introduction to Asking Like an Auctioneer 05:16 The Connection Between Asking and Auctioneering 10:28 Mindset: Embracing Rejection 15:30 Designing Your Ask 20:57 The Offer Inside the Ask 27:03 Final Thoughts and Rapid Fire Questions Dia Bondi is a Communications Catalyst, Speaker, and Author of Ask Like an Auctioneer: How to Ask for More and Get It. She coaches VC-backed founders, executives, and ambitious professionals to speak powerfully when the stakes are high. She helped Rio de Janeiro win the right to host the 2016 Summer Olympics and has helped countless leaders secure hundreds of millions in decisions and resources. A hobbyist fundraising auctioneer, Dia’s TEDx Talk was selected as a TED Editors’ Pick, showcasing how to make the kinds of asks that can change everything.   Learn more about Dia and her services on her website.

Featuring: Jacquelyn Laufer & David Yassky, Driver Digital In this episode of Agency Bites, I had the pleasure of sitting down with David Yasky and Jacqueline Laufer, the dynamic duo behind Driver Digital. Let me tell you, their story of building a thriving agency in the fashion and e-commerce space is nothing short of inspiring! We dove deep into the secret sauce of their partnership, and it's all about knowing your strengths and playing to them. David and Jacqueline shared some golden nuggets on how they've defined their roles and fostered a culture that keeps their team excited to come to work every day. They've cracked the code on maintaining joy in the workplace! We also got into the nitty-gritty of building those long-lasting client relationships that are the lifeblood of any agency. And if you're looking to level up your leadership game, you won't want to miss their thoughts on effective leadership and the power of mentorship. If you're ready for a dose of inspiration, practical wisdom, and maybe a laugh or two, tune in to this episode. Trust me, you won't regret it! Key Takeaways • Both David and Jacqueline ran their own agencies before partnering. • Driver Digital specializes in fashion, beauty, and e-commerce. • Defining roles in a partnership is crucial for efficiency. • Fostering a positive culture is essential for team morale. • Maintaining joy in the workplace enhances productivity. • Building lasting relationships with clients leads to success. • Effective leadership involves immediate feedback and open communication. • Mentorship plays a vital role in personal and professional growth. • Success is attributed to strong relationships and quality work. • Saying no to projects that aren't a good fit is empowering. Chapters 00:00 Introduction to Driver Digital 01:01 The Journey to Partnership 02:58 Niche Focus in Fashion and E-commerce 06:16 Defining Roles in the Agency 10:26 Fostering a Positive Agency Culture 15:41 Maintaining Joy in the Workplace 19:31 Building Lasting Client Relationships 22:01 Leadership Styles and Team Management 25:04 The Importance of Mentorship 29:03 Success Through Relationships 33:02 Rapid Fire Questions and Key Takeaways David Yassky is a creative leader and brand developer with over eighteen years of dynamic experience combining the worlds of editorial, fashion, retail and ecommerce. His editorial roots, entrepreneurial acumen, and strong industry relationships make him a unique asset that artfully straddles the creative and business worlds. David began his career as a Fashion Editor at Women’s Wear Daily and W Magazine before going on to consult for a variety of iconic brands including Tory Burch, Anthropologie, and Gap. David was the co-founder and President of The Aisle New York, a progressive digital startup in the bridal ecommerce space, and later he served as Fashion and Editorial Director of the large American ecommerce site, IDEELI. He is the founder and creative director of Driver Creative & Driver Digital – helping transform iconic brands including Anne Klein, Bergdorf Goodman, and Joseph Abboud. Jacquelyn Laufer, is an E-Commerce, Digital Marketing, Solutions, and Project Management consultant with over 14 years of experience specializing in the luxury fashion, beauty, and travel industries. Having launched Henri Bendel’s first ecommerce website, Bond No. 9’s second, and built online experiences with Estee Lauder Companies, Coty, Edit New York and Blissworld, Jacquelyn is known for helping companies scale their business. Most notably, Jacquelyn founded e-commerce consulting and project management firm Rebuild Girl, which led the re-platforms for brands such as L’Objet, Anne Klein, Joseph Abboud, Creed Boutique, Hanky Panky, and more. Jacquelyn enjoys building consensus, effectively motivating and helping teams hit their mark, defining digital solutions and integrations to help brands grow, and most importantly hanging out with her husband and rescue dog.   Contact Jacquelyn and David on their website, Instagram, or LinkedIn.

Featuring: Jody Sutter, The Sutter Company In Episode 083, I had the pleasure of chatting with Jody Sutter, owner of Sutter Company, about her journey in business development and our shared mission of supporting small marketing agencies with their sales and marketing efforts. Jody introduces her Build Win Scale System—a practical, step-by-step approach to help agencies identify their ideal clients, improve messaging, and strengthen their teams for business growth. Throughout our conversation, Jody shares why it's crucial for agencies to focus on sales and marketing fundamentals, like pinpointing the right clients and solving their unique challenges. We also explore how to tackle seasonality in the agency world and the power of prioritizing one thing at a time for sustainable success. Don’t miss this insightful episode! Key Takeaways • Focus on the basics of sales and marketing, such as identifying your ideal client and solving their problems. • Prioritize and focus on one thing at a time to make progress. • Use the dips in business to work on strategic projects and improve your agency. • Consider integrating AI tools to streamline processes and improve efficiency. • Reflect on the value you provide to your clients and turn it into a compelling message. Chapters 00:00 Introduction and Background 06:32 The BuildWin Scale System 12:58 Challenges and Pitfalls in Agency Business Development 17:41 Managing Seasonality in the Agency Business 20:12 Prioritization and Focus 25:15 Integrating AI in Agency Operations 31:05 Turning Value into a Compelling Message 32:40 Closing Remarks Jody is the owner of The Sutter Company, a business development coaching and advisory firm, and the inventor of the BUILD WIN SCALETM system, a step-by-step process designed to help leaders of small marketing agencies identify and activate their natural talents for sales and marketing, leading to a sustainable approach to winning new business. Contact Jody on her website.

Featuring: Chris Martinez, Bloom Partners In episode 082, I sit down with Chris Martinez, CEO and founder of Bloom Partners, who shares his journey from building a successful marketing agency to transitioning into management consulting. Chris dives into the importance of data-driven strategies and setting clear KPIs for each department, emphasizing how these metrics fuel growth. We discuss the impact of AI on the industry, and Chris encourages agency owners to embrace the new possibilities it brings. He also talks about the critical role of personal fulfillment in business success—how finding joy in all areas of life directly boosts both individual and company performance. Key Takeaways • Set clear KPIs for each department in your agency and track them using simple tools like Google Sheets. • Embrace AI and leverage its capabilities to improve efficiency and productivity in your agency. • Focus on personal fulfillment in physical health, mental health, relationships, and business to achieve overall success. • The business is a reflection of you, so ensure that other areas of your life are in balance for optimal performance. Chapters 00:00 Introduction and Background 03:08 Building a Marketing Agency and Transitioning to Management Consulting 05:54 Data-Driven Strategies and Clear KPIs 09:00 Embracing AI in the Agency Industry 12:56 The Importance of Personal Fulfillment in Business Chris Martinez, CEO and Founder of BLOOMAgency.io, has turned his passion for helping underdogs into a thriving business, growing his company from zero to millions in revenue. Recognized with a 2021 Stevie Award for Minority-Owned Business of the Year, Chris also hosts the popular podcast *Operation Agency Freedom*. He is the author of four books, including the Amazon Bestseller *It’s Not JUST A Website*, and his latest release, *Facts Not Feelings*, offers insights on scaling a marketing agency with data-driven strategies. Contact Chris on his website, on Instagram, or learn about Agency Freedom Live.