The Digital Agency Growth Podcast

Ever been curious about which books on your to-be-read list need to be bumped to the top? Experiencing a struggle in your agency and need a good read that will help you without overwhelming you? In this week’s episode, Dan sits down with Jon Tsourakis again to dissect their favorite books and discuss which ones should be on your TBR list, and which aren’t that entertaining for the agency owner. This week, episode 136 of The Digital Agency Growth Podcast is about our favorite business books lately and how we apply the teachings in these books to our businesses! Watch our new recorded video training: Relationship-Driven New Business At-ScaleIn this episode of The Digital Agency Growth Podcast, Dan Englander and Jon Tsourakis share the importance of reading to shake up your thinking and take you to the next level in your business and actionable steps you can take right now to gain insight and value from reading. Jon Tsourakis is the President of Oyova, a web app and digital marketing agency, recently featured on INC 5000's fastest-growing companies list. He also hosts a podcast, The Climb, produced by the Digital Mastermind, a mastermind group of digital agencies from around the world.In this episode, Dan and Jon discuss the following:Hiring and work culture styles based on popular books, like Rework or The Smart Bear blog, and how we apply the teachings of these cultures and dynamic shifts to our own agencies.The power Jon finds in doing Sunday work and scheduling Monday emails to his team and employees. How we both took away the power of certainty through a book that was not a business professional development book, and how we can learn from different perspectives.The book(s) that shook our thinking up, that we revisit, and that we recommend to our team to read.This episode will fill your kindle or bookshelf with powerful reads that you’ll want your whole team to read.Thank you for listening! If you enjoyed this episode, please take a moment to follow, rate and review the podcast and tell me your key takeaways!CONNECT WITH JON TSOURAKIS:LinkedInDigital MastermindCONNECT WITH DAN ENGLANDER:LinkedInSales SchemaLINKS MENTIONED:Jon Tsourakis – A Battle-Tested Sales Process for Complex Marketing ServicesAgency New Business Year in Review with Special Guest Jon Tsourakis

A few years ago Dan self-published a few books and then years went by. At Sales Schema, they started getting really busy with clients and outreach, and Dan learned a whole lot throughout that process. He decided a while ago that he wanted to write a new book, but he wanted this one to be different. This week, episode 135 of The Digital Agency Growth Podcast is a sneak peek at Dan’s new book, Relationship Sales and Scale; How to find your virtual tribe and reliably grow your professional service business! Watch our new recorded video training: Relationship-Driven New Business At-ScaleIn this episode of The Digital Agency Growth Podcast, Dan is sharing the importance of personalized relationship sales and actionable steps you can take right now to change your sales process to improve conversions and cold-messaging tactics. In this episode, Dan discusses the following:How older styles of sales are outdated, and why it’s so important to understand that a change must happen in order to succeed in sales nowadays.Relationship-focus messaging to conversions, and how shifting our model with our own clients has increased our conversations on open and response rates by over 40%.The importance of trust, both in the sense that it’s a scarce resource, but also how best to establish it quickly to build your client list.This is just the first part of Dan’s new book, which will be released soon. We will keep you updated on how to gain access to the link to buy your copy soon. Thank you for listening! If you enjoyed this episode, please take a moment to follow, rate and review the podcast and tell me your key takeaways!CONNECT WITH DAN ENGLANDER:LinkedInSales Schema

You may think you have your contracts for clients and you think you have all your boxes ticked - but you are probably missing something very important. Do you have all the client contracts and other legal bits for your toolkit? You’ll find out in this episode! It’s always helpful to have Sharon Toerek on to talk about the changing landscape of legal, and especially today to discuss why you need more than a contract or your boxes have been ticked. This week, episode 134 of The Digital Agency Growth Podcast is about your business legal toolkit! Watch our new recorded video training: Relationship-Driven New Business At-ScaleIn this episode of The Digital Agency Growth Podcast, Dan Englander and Sharon Toerek share the importance of being legally prepared for potential clients asking for exclusivity and actionable steps you can take right now to protect your legal ideas and formulas while also providing more one to many opportunities for growth in your service options. Sharon Toerek is a marketing law and intellectual property lawyer dedicated to serving agencies. She's also the host of the Innovative Agency Podcast. Sharon is a former President of the American Ad Federation (AAF) Cleveland and serves on the American Association of Advertising Agencies (4A’s) Legal Consultant panel. In the advertising and communications industry, Sharon writes and frequently lectures on the topics of intellectual property protection, marketing agency relationships, and the legal implications of social media.In this episode, Dan and Sharon discuss the following:What Sharon and her clients are really focusing on in terms of IP as things shift and change in the landscape of legal.When to know when it’s time to legally protect an idea, project or product, and when you should expect it to pay off.How you can protect yourself legally and what you need to have in your business legal tool kit. How negotiating with brands and potential clients is changing to the clients asking for exclusivity, and how to navigate that to keep your niche and protect both you and your client's best interests.After this episode, you’ll feel more prepared for both negotiations with future clients and your own agency's legal toolkit.Thank you for listening! If you enjoyed this episode, please take a moment to follow, rate and review the podcast and tell me your key takeaways!CONNECT WITH SHARON TOEREK:WebsiteLinkedInTwitterCONNECT WITH DAN ENGLANDER:LinkedInSales Schema

When it comes to hiring, there’s a lot in the mix nowadays that impacts the available market of potential employees, as well as work conditions and negotiations, that can limit an agency on their pickings for an open position. Someone who truly understands this is Noel Andrews, CEO of JobRack. With 15+ years in recruiting, Noel understands the great resignation, as well as the hiring squeeze, in a way that you’ll find enlightening and refreshing. This week, episode 133 of The Digital Agency Growth Podcast is about the hiring squeeze! Watch our new recorded video training: Relationship-Driven New Business At-ScaleIn this episode of The Digital Agency Growth Podcast, Dan Englander and Noel Andrews share the importance of maintaining the value of your business through high quality and over-delivery and actionable steps you can take right now to hire through this current climate. Following 15 years of recruiting and leading teams within large corporate technology functions, Noel bought JobRack to help bring the wonders of Eastern European remote workers to business owners all over the world. JobRack has been helping business owners get access to Eastern European remote workers since 2015 and over 500 businesses have hired successfully, many of them returning again and again, as they build their teams with great hires from JobRack.In this episode, Dan and Noel discuss the following:How to get quality employees and where to find them for your open agency positions.How to maintain the value of your services without compromising quality and making it sustainable.The hiring squeeze; what it is, why it’s happening, and what you can do about it.How to make outreach and gaining referrals casual and personal, building relationships and thus your agency.If you’ve recently had a conversation with a fresh out of college, wet behind the ears college grad applying for their first job and little experience, yet demanding a 6 figure paycheck, you’ll find this episode refreshing.Thank you for listening! If you enjoyed this episode, please take a moment to follow, rate and review the podcast and tell me your key takeaways!CONNECT WITH NOEL ANDREWS:WebsiteLinkedInCONNECT WITH DAN ENGLANDER:LinkedInSales SchemaLINKS MENTIONED:Bonjoro VideoAll About NumbersThe Art of GatheringKey Person of Influence

If you’ve ever said “Holy cow, we’re so busy, and yet we don’t have any money in our bank account,” this is the episode you don’t want to skip over. There is a difference between profit efficiencies that you need to know, and Marcel Petitpas is here to help deliver that information to us today. This week, episode 132 of The Digital Agency Growth Podcast is about outsourcing to profitability! Watch our new recorded video training: Relationship-Driven New Business At-ScaleIn this episode of The Digital Agency Growth Podcast, Dan Englander and Marcel Petitpas share the importance of outsourcing the work that you’re not good at and actionable steps you can take right now to have more realistic expectations around your agency metrics. Marcel Petitpas is the CEO & Co-Founder of Parakeeto, a company dedicated to helping agencies improve their profitability by streamlining their operations and reporting systems. He’s also the fractional COO at Gold Front, an award-winning creative agency in San Francisco working with brands like Uber, Slack, Keap and more. As well as the head strategic coach at SaaS Academy by Dan Martell, the #1 coaching program for B2B SaaS businesses in the world. In his work as a speaker, podcast host and consultant, specializing in Agency Profitability Optimization, he's helped hundreds of agencies around the world improve profitability and cash flow in their business. When he’s not helping agencies make more money, he’s probably watching “The Office” or “Parks and Rec” on a never-ending loop and eating breakfast foods for every meal of the day. In this episode, Dan and Marcel discuss the following:The trend from software on its own to this new SWAS model, and why things may be heading in that direction of agency profitability How to approach your margins, and understanding what that looks like now, vs how it used to look in the agency space as far as goal setting and what numbers are considered “normal”. How to identify and outsource the riskiest work of your agency to increase your profitability and give you more time in your day to scale your agency.What to aim for in churn and how to set goals around churn for your agency and product-market fit. Whether you’re here to learn more about agency profitability or here to learn about SWAS, you’re in the right spot and this episode is going to help you. Thank you for listening! If you enjoyed this episode, please take a moment to follow, rate and review the podcast and tell me your key takeaways!CONNECT WITH MARCEL PETITPAS:BlogLinkedInWebsiteCONNECT WITH DAN ENGLANDER:LinkedInSales Schema

Are you feeling frustrated working long hours on your agency but never feeling like you’re getting what you want out of it? Not feeling like your agency growth or success is actually accomplishing anything? This episode is for you! Chip has been on the podcast a few times now, and Dan always loves hearing the emotional journey that Chip helps agency owners through towards this goal of loving your business. This week, episode 131 of The Digital Agency Growth Podcast is about how to build an agency that you actually love to own! Watch our new recorded video training: Relationship-Driven New Business At-ScaleIn this episode of The Digital Agency Growth Podcast, Dan Englander and Chip Griffin share the importance of loving the agency you are building and actionable steps you can take right now to go from frustration to passion and get what you want from your business so you love it. Chip Griffin helps small PR and marketing agency owners build agencies they want to own. He shares the wisdom of his successes and the lessons of his failures from more than two decades of entrepreneurship and agency leadership.In this episode, Dan and Chip discuss the following:Examples of agency owners who do love their business, and what that looks like both from an insider’s standpoint as well as what that looks like from the outside looking at the agency as a whole.How to go about figuring out what you want out of your business, especially after you hit frustration or even burnout.Why Chip recommends block scheduling, and what he suggests you do for a half-day or even a full day each week to better grow and build your agency for success.Why you may be holding yourself back by either being too cautious or being in a rush to accomplish all the things you believe will help your agency and why finding a middle ground is best for agency growth and that feeling of success.Chip Griffin always brings a sense of reason to the rollercoaster of success and mindset with agency owners.Thank you for listening! If you enjoyed this episode, please take a moment to follow, rate and review the podcast and tell me your key takeaways!CONNECT WITH CHIP GRIFFIN:WebsiteCONNECT WITH DAN ENGLANDER:LinkedInSales Schema

Do your marketing ads and digital performance actually have an impact on your sales, or would the consumer buy anyway? That’s exactly what Lewis Rothkopf, President of Martin, uncovers in today’s episode in relation to measuring your marketing efforts to maximize your time, money and energy. This week, episode 130 of The Digital Agency Growth Podcast is about DSP: Demand Side Platform! Watch our new recorded video training: Relationship-Driven New Business At-ScaleIn this episode of The Digital Agency Growth Podcast, Dan Englander and Lewis Rothkopf share the importance of testing assumptions and actionable steps you can take right now to rethink the way we measure things through technology. Having led global businesses and revenue lines at the world's foremost marketing, ad tech and media companies, Lewis joins Martin as its president with more than 20 years experience in digital media. Prior to joining Martin, he was responsible for managing a leading demand-side platform's global inventory supply chain, as well as that company's mobile, video and advanced TV, streaming audio, digital out of home (DOOH), social and emerging channels businesses.In this episode, Dan and Lewis Rothkopf discuss the following:The power of incrementality measurement and why measuring ads is best done in the same way that pharmaceuticals measure the effectiveness of drugs.The three cornerstones: advertisers, publishers, and consumers, and third-party cookies, and why these are creating a world where consumers are in charge of their shared data.Does the algorithm truly run things, and if so, is it also simultaneously ruining digital marketing as we know it? Lewis provides his two cents on the algorithms of today.How to take charge and understand your marketing strategies and measure them for effectiveness.Lewis Rothkopf provides a refreshingly optimistic take on the otherwise scary possibilities of technology and digital marketing today that will leave you feeling ready to start measuring your marketing output with more sincerity. Thank you for listening! If you enjoyed this episode, please take a moment to follow, rate and review the podcast and tell me your key takeaways!CONNECT with Lewis Rothkopf:LinkedInTwitterWebsiteCONNECT WITH DAN ENGLANDER:LinkedInSales Schema

If you’ve been an agency owner for a while now you may or may not have meandered into partnerships, but by the end of this episode, you’re really going to understand why it’s such a natural fit to scale partnerships to bring in much of your income. Today Lucas Capestany joins us to talk about partnerships. He is the CEO and co-founder of AgencyGo, a company currently creating a datapoint digital marketing engine that will replace the conventional digital agency model. This week, episode 129 of The Digital Agency Growth Podcast is about how to make partnerships a key part of growing your agency! Watch our new recorded video training: Relationship-Driven New Business At-ScaleIn this episode of The Digital Agency Growth Podcast, Dan Englander and Lucas Capestany share the importance of partnerships for agency growth and actionable steps you can take right now to build partnerships that build your business. Lucas is the CEO and founder of Twizz, which is a digital marketing agency focusing on driving leads for b2b service companies, and generating e-commerce sales for online stores. And more relevant to the partnership angle. He is the CEO and co-founder of AgencyGo, which is basically a company that is in the process of building a data point digital marketing engine that will replace the conventional digital agency model. And their main focus is on partnerships, which is basically helping agencies to do business with one another. In this episode, Dan and Lucas discuss the following:The demand for quick cash growth amongst agency owners that helped fuel the design and current makeup of AgencyGo, and how Lucas hopes the platform allows for extra data entry and usefulness later on for agency owners.What the hustling companies who are making partnerships are doing that others should learn from to grow and scale their agencies quickly.The major pain points agency owners, and other business owners, face when it comes to creating partnerships and maintaining positive relationships with them.The things you need to figure out in order to create a promising trustworthy partnership with others.The long-term benefits of partnerships, as well as how they create a business model that is self-sustaining, will encourage you to look towards not only who is referring you clients, but also who you are referring clients to.Thank you for listening! If you enjoyed this episode, please take a moment to follow, rate and review the podcast and tell me your key takeaways!CONNECT WITH Lucas Capestany:LinkedInAgencyGo WebsiteCONNECT WITH DAN ENGLANDER:LinkedInSales Schema

We’ve talked a lot about technology and why you should use technology to power your agency, but we haven’t had many practical applications on how to do that on the show. Shaun Clark, CEO of HighLevel, is a great example of utilizing technology to increase client retention and increase the value of your agency with the power of tech. This week, episode 128 of The Digital Agency Growth Podcast is about software-powered agency services! Watch our new recorded video training: Relationship-Driven New Business At-ScaleIn this episode of The Digital Agency Growth Podcast, Shaun Clark shares the importance of being the full solution, not just part of the solution, for small business clients and actionable steps you can take right now to stay on top of the b2b connection and local trends that sell. Shaun Clark is a serial entrepreneur, multi-millionaire, and a co-founder and the CEO of HighLevel, the #1 white-label marketing platform for agencies. He helps 20k+ agency owners decrease churn and stabilize revenue through adding a SaaS arm to their business. In this episode, Dan and Shaun discuss the following:The limitations on small businesses to utilize agencies, and why agencies don’t fare as well as software for companies of smaller scales.The benefits of being both an agency and a software company to offer your clients a new dynamic that makes them stay for the long haul.How an agency can provide the services and the software in such a way to encourage the right habits on the small business clients to be successful and see results.What Saun sees from the most successful agencies, and what they are leveraging to be that success pillar for themselves and the industry,This episode will help you find new, practical ways to increase client retention and understand the power of software and technology powered agencies. Thank you for listening! If you enjoyed this episode, please take a moment to follow, rate and review the podcast and tell me your key takeaways!CONNECT WITH Shaun Clark:WebsiteLinkedInYoutube ChannelCONNECT WITH DAN ENGLANDER:LinkedInSales Schema

A few years back I read the book Exactly What to Say: The Magic Words for Influence and Impact​ by Phil M Jones, and within 6 months I had nearly doubled my conversion rate in my own agency. So when the opportunity arose to have Phil come on the podcast to share with you the power of your words in sales, I was more than eager to get this out to you. This week, episode 127 of The Digital Agency Growth Podcast is about the efficiency of word choice in sales with Phil M Jones! Watch our new recorded video training: Relationship-Driven New Business At-ScaleIn this episode of The Digital Agency Growth Podcast, Dan Englander and Phil M Jones are sharing the importance of being innately curious and actionable steps you can take right now to crowdsource brilliance. Phil M Jones thinks and acts differently. His precise insights around communication added to a proven personal pedigree of peak performance and a richness of real-world experience mean that Phil is the kind of thought leader whose counsel is sought by other thought leaders. He passionately believes that the answer to increased success, in every area of life, is to ask better questions, focus on QUALITY of conversation as well as quantity and that quite often, the difference between you, and all the others, is knowing exactly what to say, when to say it, and how to make more of your conversations count. Best known for his international best-selling book, Exactly What to Say – The Magic Words for Influence and Impact and his vast experience as a professional speaker at conferences and events, what is often overlooked is the strategic intellect he provides behind the scenes for some of the world’s biggest brands to understand their critical conversations and the success language required to maximize their effectiveness.To date, more than 800 different industries, across 59 countries and 5 continents have benefitted from his input. Trusted by dynamic and aspiring leaders in Healthcare, Real Estate, Automotive, Financial Services, SaaS, Home Improvement, Retail and many more – Phil is the kind of expert that achieves his success through the people he supports and adores seeing other people shine.In this episode, Dan and Phil discuss the following:Why Phil believes it’s not about being born a natural salesperson, but rather being innately curious as a person that leads to success in sales industries.The magic words in sales that you probably use incorrectly and are breaking your own sales opportunities. Getting in through the side door, rather than trying to reach out to the gatekeepers, to the decision-makers and how to break through the noise.The power in understanding the examples, rather than the principals, and how you’ll learn to approach conversations with potential clients differently.The conversation truly encompasses all areas of compassionate and integral sales, all from a high-level sales perspective. This episode will also help you create better conversions tomorrow, so make sure you tune in!CONNECT WITH Phil M Jones:LinkedInInstagramWebsiteCONNECT WITH DAN ENGLANDER:LinkedInSales Schema