The Digital Agency Growth Podcast

What if the agencies that crush Q1 aren't working harder in January, they're making one  or two critical decisions right now, in December?In this solo episode, Dan reveals why Q1 consistently catches agencies off-guard and what separates those who stumble into the new year from those who hit the ground running. The secret isn't about working through the holidays or setting ambitious goals—it's about installing a systematic referral system during Q4's quieter moments. What You'll Leave With:Why trust, not awareness, became the scarce resource after 2020 and how it changes your approachThe four stages agencies move through and how to identify which phase you're stuck inThe "high school gym vs. NFL stadium" test for choosing the right lead generation strategy based on market sizeHow to structure connector calls to get 2-5 quality referrals from a single conversationThe simple human emotion that makes people actually follow through on promised introductionsA two-pronged outreach system that keeps your pipeline full even when you're buried in client workWhy making it easier for people to help you eliminates the awkwardness of asking for referralsThe one free data tool you need to get started without expensive SaaS platformsTimestamps:[00:00] Introduction: The strange Q4 gap period and what's coming[02:33] The Cobbler's children phase and why most agencies get stuck there[05:00] The four stages of agency growth and how they're detached from revenue[09:15] The 2020 trust recession and why cold outreach stopped working[12:30] High school gym vs. NFL stadium: Choosing the right strategy for your market[16:45] The systematic referral framework: How to generate warm intros weekly[21:20] Structuring connector calls to get 2-5 referrals per conversation[24:10] The emotional game changer that makes introductions actually happen[27:17] Common objections: "This seems like too much work" and "I'm worried about asking for help"[29:35] How this scales beyond your initial network (sprint, jog, run phases)[31:54] The Referral Engine Program and Referral Network Diagnostic offerQuotes: "A lot of agencies end up in level two, which we call the Cobbler's children phase. They have a track record, they've produced results for clients, but new business is very reactive—it's very much catch as catch can." — Dan Englander"After 2020, we saw a massive shift. Trust became the scarce resource, not awareness. Everyone's inbox is full, everyone's LinkedIn is saturated, and people have gotten really good at tuning out anything that feels like cold outreach." — Dan Englander"If you're getting on a call a day—like an apple a day keeps the doctor away—or five calls a week, that is usually more than enough to hit 99% of sales goals." — Dan Englander

Nicholas Petroski, the founder of Promethean Research and author of crucial resources for digital agencies, joins the discussion to highlight the vital role of referrals in shaping 2026 business development strategies. He emphasizes the need for data-driven planning and reveals insights on why many agencies still approach referrals passively. Petroski shares actionable advice on who should own the referral process, the dangers of relying on a few sources for introductions, and how to operationalize a strong referral system to drive account growth effectively.

Michael Maximoff, co-founder of Belkins and Folderly, shares insights from over a decade in B2B lead generation. He discusses the evolution of outreach strategies, emphasizing the shift from high-volume cold pitches to signal-driven, trust-based approaches. With inbox competition soaring, he highlights the need for precision and relationship building, especially for smaller TAMs. Michael also recommends that sales and marketing collaborate closely to enhance conversions and suggests hiring full-cycle account executives for mid-market deals.

In this episode, Dan Englander sits down with Garrett Jestice, former CMO and founder of Prelude, to unpack how to turn that randomness into a repeatable Go-To-Market (GTM) system that actually compounds.Garrett helps B2B agencies and service businesses replace scattered marketing efforts with a focused GTM strategy built on customer proof — clarifying audience, offer, messaging, and channels so growth stops being a guessing game.They break down why most agencies start with the wrong things (channels before clarity), how to pick the right market segment, and how to make growth repeatable without losing focus or burning resources. What You’ll LearnWhy most agencies get stuck after $1M — and how to fix itThe four foundations of a real GTM system: Audience, Offer, Messaging, ChannelsHow to pick one market segment and own it (without overthinking TAM)Why you can’t scale custom work — and what to do insteadThe “maintenance and support” offer that helped one agency grow fasterWhen to productize vs. stay bespokeHow to make referrals and warm intros systematic, not luckyWhy every audience–offer combo needs its own GTM strategyHow to align sales, marketing, and delivery around the same message

Brooke MacLean, CEO of MarketWake, details her journey of bootstrapping an 80-person agency without debt. She discusses the importance of relationship-driven growth and the 15% rule to mitigate revenue risks from major clients. Brooke highlights how involving her account team in sales shortens cycles and builds trust. She emphasizes authenticity in referrals and shares tactical insights on account-based marketing. With plans for software acquisition, Brooke is excited about MarketWake's future growth while maintaining creativity.

Discover the concept of 'The Great Mismatch' as outdated marketing advice is challenged for boutique agencies. Explore the importance of understanding market size and building trust in a skeptical climate. Learn about balancing direct outreach with systematic referrals to create a reliable growth engine. Dan shares insights on leveraging LinkedIn for mapping connections and boosting referrals without awkwardness. Tune in for a systematic approach to transforming relationships into predictable pipelines!

Dive into the world of agency challenges with insights on the pitfalls of awkward commission pitches that erode trust. Discover the dangers of relying solely on referrals and the importance of proactive lead generation. Learn how narrowing your market can actually enhance creativity. Embrace the idea of launching imperfect campaigns to gather valuable feedback. Uncover why building trust and relationships often outshines mere intent data. Plus, get straightforward tips on preparing your agency for a successful exit.

Carl Smith, a community builder and 'philosophical futurist,' leads The Bureau, fostering connections among agency leaders. In a gripping discussion, he explores the evolution of agency models into hyper-specialized micro-teams, emphasizing accountability over traditional retainers. Smith tackles the apathy epidemic plaguing leaders and suggests rethinking business development strategies to focus on empathy. He also predicts a bright future for AI integration within agencies, urging professionals to embrace change rather than resist it.

Most agencies don’t have a lead generation problem—they have a leverage problem. In this episode of The Digital Agency Growth Podcast, Dan Englander dives deep into how agencies can grow faster by amplifying what they already have: past clients, case studies, frameworks, and relationships. Forget chasing the latest marketing fad or new sales channels; sometimes the fastest path to growth is working smarter with the assets already in your hands.What You’ll Learn in This Episode:What “leverage” really means for agencies and why it’s more valuable than chasing new leads.The three most common areas of hidden leverage: intellectual property, positioning data, and relationships.How to map your network to identify referral-ready connectors and multiply opportunities.Practical strategies to repurpose past work, frameworks, and wins to attract new business.The mindset shift from more to better, focusing on improving existing assets rather than constantly seeking new channels.Step-by-step actions to start activating leverage immediately, from client outreach to framework publishing.Key Takeaways:Inventory your assets: past clients, testimonials, frameworks, partnerships, and wins.Prioritize small moves that have outsized impact.Reconnect strategically with relationships that can introduce you to your ideal prospects.Use your IP and insights to scale trust, not just output.Focus on amplification over acquisition: sometimes growth comes from refinement, not expansion.

In this episode, I sat down with @Sharon Toerek from Innovative Agency to talk about the real shifts happening in agency business development — and the constant evolution that comes with them. We unpacked why 2025 is the year agencies need to get honest about their positioning, how trust — not information — has become the key currency, and why specialization isn’t just smart, it’s essential for survival.⏱️ Timestamps0:00 – Welcome and introduction: why the agency landscape feels confusing in 2025 2:10 – The “trust recession” and why agencies are more anxious than ever 5:00 – Why information is cheap but credibility is expensive 6:30 – Specialization as a core sales lever (not just a niche tactic) 9:45 – The fear that keeps most agencies from focusing 12:00 – What ruins deals when you’re not specialized 13:30 – Why the “show, don’t tell” principle beats overblown ROI claims 15:00 – Thought leadership as a frictionless entry point 17:30 – How to build thought leadership around your ICP (not your ego) 19:00 – Should the founder always be the face of the content? 21:30 – Balancing new client acquisition with organic growth 23:00 – Dan’s “Trust Matrix” for prioritizing outbound calls 24:30 – Systematizing referrals (without being weird about it) 26:00 – The three “food groups” of agency sales 28:00 – Why most agencies over-engineer outbound and underdeliver 29:30 – What’s surprised Dan about agency sales in recent years 31:00 – What smart agency owners are doing differently 32:00 – Where AI helps — and where it’s just shiny object syndrome 34:00 – Why more agencies will start to look like consultancies soon 35:00 – Where to go to learn more about Dan’s model🔑 What You’ll Learn in This EpisodeWhy we’re in a “trust recession” — and how it’s quietly killing cold outreachHow to develop perspective, not just thought leadershipWhy specialization isn’t optional — it’s how you earn trustA practical way to turn your network into a referral engineThe three-part system Dan recommends for reliable agency growthWho should own sales and content when you’re a small agency (and what to do if it’s you)Why agencies that ignore perspective end up sounding like everyone elseThe difference between old-school hustle and smart modern outbound