The Digital Agency Growth Podcast

Today, I talk to Todd Gagne—tech founder, startup mentor, and the guy who accidentally dropped a viral bomb on Substack after a weekend rabbit hole about GLP-1 drugs. We talk about why these weight-loss medications might be as transformative as the air conditioner, what this means for advertising, and why the next few years could upend how we think about consumer behavior, even in B2B.⏱️ Timestamps[00:00] – Todd’s background and startup school origins[01:20] – How a Substack detour into GLP-1 changed everything[03:33] – What GLP-1 drugs do, how they work, and why they matter[05:28] – The "air conditioner moment" analogy and downstream societal effects[07:14] – Grocery, alcohol, and aviation: second-order impacts[10:04] – What fills the lifestyle gap?[11:46] – The hidden threat to advertising: fewer impulses, fewer clicks[13:52] – Are your most impulsive ad converters vanishing?[15:15] – Even B2B isn’t safe from this shift[17:22] – Safety data, supply constraints, and the future scale of adoption[19:25] – Could insurance companies lead the charge on GLP-1 coverage?[21:15] – Could 50% of ad strategies go obsolete?[22:23] – Where to follow Todd and dig deeper📢 Key Topics:GLP-1’s societal and psychological impactWhy this isn’t just about weight loss—it’s about impulse controlSecond- and third-order effects on brands, industries, and cultureHow marketing strategies may need to evolve in a post-GLP-1 worldLinks & Resources:Visit: https://salesschema.com/work-with-us/🔗 Learn more about Todd→ https://wildfirelabs.io/

Join Dan Englander and Jared Gibson, co-founder of Outworks, as they dive into the future of B2B marketing and explain why personal branding is the most powerful growth engine for CEOs and founders.Discover why cold outreach is no longer enough, how authentic LinkedIn content can drive long-term trust and authority, and how busy executives can make content creation part of their routine. Jared also shares hands-on tactics for leveraging video and interviews, working smarter with teams, and setting realistic goals for lead generation through personal brands.Timestamps00:00 – Intro & welcoming Jared 01:51 – Jared’s background & launching Outworks 06:43 – Why traditional outbound no longer works 12:46 – How content & algorithms have changed on LinkedIn 18:51 – The importance of knowing your Total Addressable Market 23:35 – Making content creation a lifestyle 29:49 – What ROI looks like on LinkedIn 33:50 – Getting clients comfortable on video 35:21 – Using client interviews for content 37:21 – Jared’s partner program and new service launchTagsLinks & Resources:Visit: https://salesschema.com🔗 Learn more about Jared→ https://www.outworks.io/

Dan dives into innovative outbound strategies tailored for boutique agency owners. He discusses the importance of building trust over chasing leads, highlighting the need for relationship-driven outreach. Key insights include crafting effective copy, the significance of understanding your audience, and how to communicate authentically. Dan emphasizes fostering real connections and the role of timely engagement. He also offers practical tips for scaling outreach while maintaining personal touch, moving away from outdated sales tactics.

In this discussion, Chris DuBois, founder of Dynamic Agency OS and the Snap Offer framework, shares his journey from infantry officer to agency coach. He emphasizes the power of simplifying agency services to enhance clarity and build authority. Chris introduces the one-problem, one-solution model and discusses the PRISM framework for identifying viable market opportunities. Listeners will learn why clarity acts as a sales multiplier, how to create compelling offers that cut through noise, and tackle the real bottleneck: attention.

Join Erik J. Olson, CEO of Proxa and author of 'Million Journey, Dollar', as he shares his innovative path from civil engineering to founding multiple digital agencies. Discover why spinning off agencies can be more beneficial than pivoting, and how to pinpoint the best clients without overcomplicating analytics. Erik discusses the importance of personal engagement in sales strategies and the growing role of AI in agency execution. Learn about the crucial shift from entrepreneur to operator to build a reliable, scalable business.

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 chanceThe ROI of niching for insight, credibility, and collaborationHow small agencies can thrive without growing headcountWhat’s extending sales cycles and how trust shortens them“Growth projects” that drive visibility and long-term differentiationWhy clarity beats diversification, and how to evaluate your niche strategy with SWOT + PESTLEAudrey 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:LinkedInAgency TogetherAudrey Joy KwanCONNECT WITH DAN ENGLANDER:LinkedInSales Schema

Nick Petroski, from Promethean Research, specializes in helping digital agencies thrive amidst uncertainty. He discusses the decline of small agencies, the realistic role of AI, and the rise of contractors impacting profit margins. Petroski emphasizes the necessity of specialization and how GLP-1 drugs like Ozempic may disrupt adjacent markets. He shares insights on behavior changes in health and wellness, urging agency founders to adapt to these shifts and build resilience for future success.

What do you do when referrals dry up and the market gets shaky?In this solo episode, Dan Englander breaks down the key takeaways from his recent workshop: Implementing a Business Development System That Stands Up to Uncertainty.You’ll learn:Why reactive sales keeps you stuck in volatilityHow to shift to a proactive system that builds momentumThe 3 mindset shifts every agency needs for consistent growthA practical KPI framework to build sales habits (not just reports)How to define your ICPs without overcomplicating thingsA smarter way to run referral campaigns—no awkward asksThis episode is packed with timeless strategies, no fluff—just actionable systems for growing your agency in unpredictable times. Want the complete Workshop?  including tools and slides.  Go here

We're bringing back one of our most valuable episodes  a conversation that’s just as relevant today as when it first aired. The agency world has seen plenty of change in recent years. But with that change comes opportunity — for evolution, adaptation, and leadership. In this episode, Drew McLellan joins us to talk about the current state of the agency landscape in 2024, the importance of thought leadership, and how to build real trust with clients long before the sale.Watch our latest video training, How to Take Charge of Your Agency’s Future Revenue. During this training, you’ll learn how we get qualified appointments every week using tasteful and highly targeted email outreach.In this episode, Dan and Drew discuss:Why trust starts long before the sales conversationWhat it really takes to grow your agency sustainablyHow to position your agency as a true thought leaderWhere AI adds value (and where it doesn’t)Drew McLellan has worked in advertising for over 30 years. He runs McLellan Marketing Group and Agency Management Institute (AMI), where he helps thousands of small and mid-sized agencies grow smarter and stronger every year.Whether you missed this episode the first time or just need a refresher, we’re excited to bring it back. If you enjoy it, don’t forget to follow, rate, and review the podcast  and share your biggest takeaway with us. 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 DREW MCLELLAN:Agency Management InstituteLinkedInX (formerly Twitter)WebsiteCONNECT WITH DAN ENGLANDER:LinkedInSales Schema

In a world of economic uncertainty, shrinking budgets, and longer sales cycles, how do smart agencies continue to grow? Jon Tsourakis, Co-Founder of Oyova, reveals how embracing discomfort, staying authentic, and focusing on fundamentals can transform your agency’s performance even in the hardest times. Watch our latest video training, How to Take Charge of Your Agency’s Future Revenue. During this training, you’ll learn how we get qualified appointments every week using tasteful and highly targeted email outreach.In this episode of The Digital Agency Growth Podcast, Jon Tsourakis breaks down how agencies can stay competitive by embracing adaptability, simplifying operations, and focusing on what truly drives growth in uncertain times. He shares actionable insights on refining your service offering, building stronger client relationships, and creating a resilient agency model that thrives despite market challenges.Tune in to learn:Why resisting comfort is key to successHow to adapt your biz dev strategy when outbound stops workingThe balance between automation and human connectionLessons from rejection and how to stay in "performance mode"Whether you're battling slow sales or looking to future-proof your agency, this conversation is packed with actionable insights.CONNECT WITH JON TSOURAKISLinkedInOYOVACONNECT WITH DAN ENGLANDER:LinkedInSales Schema