Before I introduce you to today’s guest, I want to take a quick moment to share a recap from our recent 2-day Intensive that we hosted for Predictive clients and guests on March 19th and 20th. If you’re not familiar with our Intensives, three times a year — March, July, and November — we bring our Predictive clients together on Zoom for what we call the “2-day Intensive.” It’s where we pull back the curtain on Predictive’s best strategies and tactics, breaking everything down in full transparency so our clients can take the key insights and install them into their agencies. This past March, we focused on one critical goal — helping agencies sell more of what they do. Drew McLellan, CEO of Agency Management Institute, kicked things off on Day 1 with a deep dive into how to build and nurture a thriving community.  On Day 2, Hannah Roth — our Director of Strategy and resident Mad Scientist here at Predictive — absolutely crushed it. She walked us through key components of the sales process — including a technique she calls Align and Prescribe. That’s exactly why I invited Hannah to join me on today’s episode. We break down Align and Prescribe step by step, so you can see how it works — and most importantly, how you can put it into action inside your agency. If you take what Hannah shares today and apply it, you and your team will be Aligning and Prescribing like pros and closing more sales in a way that feels natural, confident, and right-fit. What you will learn in this episode: How to set the stage with confidence and own the conversation Recapping your prospective client’s concerns turns potential pitfalls into trust-building moments Hannah’s high impact questions that will shorten the sales cycle How to leverage storytelling instead of relying solely on facts The subtle transitions from help me understand calls to aligning on solutions that resonate deeply with right-fit prospects How you can get Hannah’s new eBook on Align and Prescribe Resources: Website: www.predictiveroi.com Visit our newly expanded Resource Library Join us in our free How to Fill Your Sales Pipeline Facebook Group Hannah’s LinkedIn: www.linkedin.com/in/hannah-roth-387a6b223/ Order your free paperback or Kindle copy of our Book: Sell with Authority

I’m over the moon excited for today’s conversation because we have a special encore guest joining us — the absolutely brilliant Dia Bondi. If you’re meeting Dia for the first time, here’s what you need to know — she works with senior leaders, founders, and ambitious professionals to help them find their voice and lead with it. She’s helped her clients secure hundreds of millions of dollars in decisions and resources that have shaped the future of their teams and businesses. Back in Episode 143, I shared how my Predictive team and I first experienced Dia’s magic — watching her absolutely command the stage at the Build a Better Agency Summit in 2023. She had the entire room hanging on every word, and it was clear she had mapped a specific path for her audience. Every single piece of that keynote was intentionally framed. It was powerful, it was masterful, and in that episode, Dia and I broke down exactly how she did it. We ran out of time though, before we could dig into something big — The Platform Map. That is the focus of this conversation. Joining is our Director of Strategy and Mad Scientist, Hannah Roth. Hannah was in that same audience, experiencing Dia’s keynote in real time, and when I asked if she’d be game to join this encore, I barely finished my sentence before she said, “YES!!!” If you take what Dia shares about Purpose, Providence, Point of View, and Principles — and how they all come together in The Platform Map — you’ll be able to build stronger rapport with your right-fit prospects — and make it easy for them to see why they should buy from you. What you will learn in this episode: How to cultivate the courage to speak from the heart and become a masterful communicator Why aligning your authentic voice with your business strategy is key to leadership success The power of using a framework — like the Platform Map — to develop a distinctive leadership voice How your origin story and accomplishments serve as evidence of your unique voice How you can join Dia for her next virtual session to develop your Platform Map Resources: Website: https://www.diabondi.com/ LinkedIn Personal: https://www.linkedin.com/in/dia-bondi/ LinkedIn Business: https://www.linkedin.com/company/dia-bondi/ Instagram: https://www.instagram.com/diabondia/ TikTok: https://www.tiktok.com/@diabondi The Transformational Voice Intensive: https://www.diabondi.com/intensive Resources for Podcast Listeners: https://www.diabondi.com/swa Ask Like An Auctioneer: https://www.diabondi.com/book How to Master the Perfect Ask, with Dia Bondi

I am thrilled to introduce my guest expert for this episode of Sell With Authority, Taylor McMaster. She is the Founder and CEO of DOT & Company, where they specialize in helping agencies take exceptional care of their clients so agency owners can stay focused on what truly moves the needle — like growing the shop. Taylor is an expert in account management. She knows all the big and small details that make an excellent account manager…excellent. Today we focus on a thin slice of account management — and it’s the slice that takes place immediately after your client says yes to what you put forward during your biz dev process. You already know that onboarding isn’t just about executing strategies and tactics — it’s your client’s first proof point that they made the right decision in hiring your agency. Did they pick the right team? Did they invest in the right expertise? It’s on you to reaffirm that they made the best choice. But here’s the challenge—how do we do that with excellence? That’s exactly why I invited Taylor onto the podcast. We peel back the layers of DOT & Company’s client onboarding system so you can implement these strategies inside your agency. If you take what Taylor shares and put it into action — you’ll raise the bar of excellence in your onboarding process. That will make selling more of what you do feel like a lighter lift. What you will learn in this episode: How Taylor pivoted from owning a marketing agency to creating an account management agency — and why it skyrocketed Why prioritizing proactive communication post-sale is key to building confidence and trust with right-fit clients Balancing automation with a personal touch in the onboarding process How to delegate task-oriented client information gathering without overwhelming them Setting the gold standard for account management — and why it’s crucial to articulate these standards clearly Resources: Website: www.dotandcompany.co Facebook: https://www.facebook.com/dotandcompany LinkedIn: https://www.linkedin.com/in/taylormcmaster/ Instagram: https://www.instagram.com/dot_and_company/ YouTube: ​​https://www.youtube.com/channel/UC9_2hri1R1uaNTGeZr0Oyxg/

If you’ve been here before, you know at Predictive we’re all about helping agency owners sell more of what they do for a higher fee. That’s why I’m super excited for today’s conversation — because I have the privilege of introducing you to our guest expert, John Heenan. If this is your first time meeting John — he’s an agency new business expert who rolls up his sleeves and works directly with small to mid-size agencies to refine their biz dev strategy, build out their teams, and execute in a way that wins new business. Recently, I was reading through John’s blog, and one particular post stood out to me: The Business Development Dilemma. In it, he wrote, “In the agency business — standing still is moving backward. The agencies that will win are those that take proactive steps now to grow and evolve.”  I couldn’t agree more! After reading his post, I immediately reached out to John and invited him to join me on the podcast — so we could dig deeper into the dilemmas he outlined. The reality is that the way we go to market, serve our clients, and even how our clients measure success has shifted. And the way we integrate all of this into our biz dev strategy is critical to ensuring that your agency isn’t just another option — but the only option. Delivering great work is one thing. Teaching and selling from a position of authority — so you’re the only one in the room — is quite another. If you take and apply the insights John shares — you won’t be caught standing still.  Instead, you’ll be positioning your agency to sell more of what you do in 2025. What you will learn in this episode: Why John believes agency mergers and acquisitions will spike, boosting agency prospects in 2025 How agencies are moving toward full-funnel capabilities that combine both performance and brand How data management agencies are evolving into comprehensive customer experience providers Knowing your agency’s DNA to leverage your biz dev strategy Ways to be ready for market changes Key factors for crafting a distinguished agency positioning strategy Resources: Website: https://jheenan.com/ LinkedIn Personal: https://www.linkedin.com/in/jheenan/ LinkedIn Business: https://www.linkedin.com/company/jheenan-consulting/

I am over the moon excited to have today’s brilliant guest expert returning to this episode of Sell With Authority. If you’re meeting Marcel Petitpas for the first time — he was my guest generously sharing his wisdom in episodes 95 and 111 of the SWA podcast. He’s off the charts awesome! If you don’t already know Marcel, he’s the CEO and Co-Founder of Parakeeto — and an expert on agency profitability. Today, we dive deep into a critical topic: why scaling your agency without keeping a close eye on profitability can actually do more harm than good. Marcel shares his smarts around the intricate world of profitability traps —those sneaky pitfalls that can quietly erode your margins if you’re not paying attention — and secretly derail your agency’s success. We explore cash flow traps — how payment terms and project timelines can create cash crunches if you’re not careful. We also break down the myth of revenue versus AGI and why a $10 million agency with razor-thin margins might need to operate more like a $1 million shop to stay healthy. If you’ve heard him before — you know Marcel backs up his insights with numbers and examples. He goes by the math to illustrate all of the key points in detail. So grab your notepad to double down on strategies that will help you sell more of what you do — and drive agency profitability. What you will learn in this episode: The difference between cash and accrual accounting — and why getting it wrong will set you back How to recognize and navigate the cash flow traps that could be sabotaging your agency’s profitability The misleading nature of revenue figures and the significance of focusing on AGI (Agency Gross Income) Why simply having more clients or projects isn’t a surefire way to increase your bottom line How payment terms might be quietly eroding your cash reserves — and what you can do to rectify it Smart strategies for structuring contracts and payment schedules to improve financial predictability The psychological shift you need to make to step away from the trap of a false sense of financial health Resources: Website: https://parakeeto.com LinkedIn: https://www.linkedin.com/in/marcel-petitpas-20059588/ Facebook: https://www.facebook.com/agencyprofitability Twitter: https://twitter.com/Parakeeto Instagram: https://www.instagram.com/getparakeeto/ Agency Profit Toolkit The Parakeeto Foundations Course Software as a Science: Unlock Limitless Recurring Revenue Without Losing Control

I am super thrilled to welcome back today’s encore guest, Karl Sakas. If this is your first time meeting Karl, he was the brilliant guest expert back in Episode 79 of Sell With Authority, where we dug into his expertise on helping agencies work less and earn more. In that episode, Karl and I broke down three key pieces of the biz dev process — niche, refining and delegating. In this encore interview, we take it further. We peel back even more layers of biz dev and then connect it directly to operations. Wondering why you and your team should care about this conversation? Recently, Hannah, Erik, and I were working with a client here at Predictive, helping them map out what we call the HERO Offer — and then shaping all the sales language they’d use to tee it up in a conversation with a right-fit prospect. Everything was rolling. Great momentum.  And then — we hit resistance. So we tapped the brakes and asked, “Wait, what’s happening here?” After some digging, we realized the HERO Offer wasn’t fully aligned with how their team actually operated and delivered work. That moment was a huge Ah-Ha! Had we not paused and had that candid discussion, selling more would’ve just meant more chaos. So — this episode is about calming the chaos in your agency. Karl breaks down the root causes of chaos inside an agency as well as how to fix it — so you can make it easier to deliver the services your right-fit clients need — and easier to sell more of what you do. What you will learn in this episode: How to identify and define chaos in your agency The root causes of chaos Why the three A’s of communication are pivotal for organizational success The importance of syncing your biz dev processes with operations A framework for making delegation effective Strategies to handle leadership challenges and drive profitability Advanced retrospectives for vision-setting and strategic growth Resources: Website: https://sakasandcompany.com/ LinkedIn Personal: https://www.linkedin.com/in/karlsakas/ LinkedIn Business: https://www.linkedin.com/company/sakas-&-company/ Facebook: https://www.facebook.com/SakasAndCompany/ Twitter: https://twitter.com/KarlSakas Instagram: https://www.instagram.com/SakasandCompanyTeam/ Calm the Chaos: 10 Ways to Run a Better Agency: https://sakasandcompany.com/lp/calm-the-chaos-book/ Steps in the Sales Process, with Karl Sakas

Here at Predictive, we’re all about sharing the strategies and frameworks that help agency owners sell more of what you do — with confidence and authority. That’s why I’m thrilled to welcome our guest expert, Scott Ramey, to this episode of Sell With Authority. Scott is a sales expert with 30 years in the trenches, and former Fortune 500 C-suite executive with more than $100 billion of sales under his belt. Today, Scott is the Founder of The Ramey Group. I’ve been especially looking forward to this conversation because we have a rule we live by when we teach — and that’s The Power of Three. We design our frameworks in 3’s. We organize our episodes in 3’s. We run 3 Intensives each year — March, July, and November. Scott also believes deeply in The Power of Three, and we break down his Power of Three into core questions that you can start using right away — the next time you and your team are prepping for a conversation with a right-fit prospect. Scott’s model not only simplifies messages — but also fosters authentic connections and lasting impressions with right-fit prospects, setting you apart from the sea of sameness. If you take these insights and apply them, your right-fit prospects will see and hear that you’re all about helping them win. And when they see that — saying yes becomes a lot easier. What you will learn in this episode: How you can tap into the “Power of Three” to crush anxiety and build confidence in right-fit client conversations The secrets to making your pitch memorable Showing up 100% present for your audience — it’s time to double down on empathy and authenticity How to create a lasting impact by leaving your right-fit prospects with hope and vision Why owning your voice is the doorway to owning the room and securing the pitch Resources: Website: https://thescottramey.com/ LinkedIn: https://www.linkedin.com/in/scott-ramey-53977b14a/ Facebook: https://www.facebook.com/scott.ramey.52/ Instagram: https://www.instagram.com/the.scottramey/

I am thrilled to have today’s guest expert, Mandi Ellefson, joining this episode of Sell With Authority. Mandi is the creator of the Scale to Freedom Growth Model and helps agency owners refine their offers and attract premium clients willing to pay higher fees. And she does it fast — within 90 days. At Hands-Off CEO a large part of Mandi’s work is listening, gathering data, and filtering it through her deep experience to identify the trends that will reshape agency services in the coming years. And that’s exactly what we’re diving into today. We are peeling back the layers on trends Mandi and her team are tracking right now — and most importantly — how you can use these insights to position your agency as a must-have strategic partner in 2025. This conversation explores the significant impact of AI on client expectations, the trend of companies in-housing their work, and the urgent need for agencies to become irreplaceable strategic partners. 2025 is the year for you to step up and own that strategic seat at the table — and sell more of what you do as a result. What you will learn in this episode: How to harness AI to boost your agency’s strategic expertise “Conditions for success” and how identifying them can lead to tenfold client results How you can position your agency as an irreplaceable strategic partner The impact of “the great in-housing wave” and how the smartest agencies are future-proofing their business models Understanding the “strategy execution flip” How your operations problems might actually stem from your sales processes and ways to fix that Why clients are so desperate for strategic direction now more than ever Resources: Website: https://handsoffceo.com/ LinkedIn Personal: https://www.linkedin.com/in/mandiellefson/ LinkedIn Business: https://www.linkedin.com/company/hands-off-ceo/ Hands Off CEO: https://book.handsoffceo.com/book-org

I am super excited about the conversation with my special guest joining this episode of Sell with Authority, Brett Gilliland. Co-Founder and CEO of Elite Entrepreneurs, Brett and his team teach “The Proven Leadership System” to help 7-figure businesses scale to $10 million and beyond. Before founding Elite Entrepreneurs, Brett spent 10 years helping Keap grow from a 7-figure software company to over $100 million in annual revenue. He’s an expert in leadership, strategy, and organizational development — and he’s helped hundreds of agency owners push past obstacles to hit new levels of success. Brett brings a treasure trove of expertise from his vast experience in leadership, planning, and operational discipline. Here’s the reality — change is inevitable in business, and the key to thriving lies in being ready and adaptable. All your work — all your long nights — all your weekends — all the blood, sweat, and tears you and your team are investing toward the goal of growing your shop — may be for naught if you don’t have a leadership plan in place for how you will deal with the challenges that growth presents along the way. Brett shares how aligning everyone with your core purpose and values provides solid stability — giving your team the resilience and mindset to pivot and grow — no matter what change comes your way. If you take and apply the insights and wisdom that Brett shares during this episode — you’ll be in the right position to raise the bar of excellence — and sell more of what you do. What you will learn in this episode: How to create leadership stability amidst chaos and change The power of co-creating clarity with your team for collective success Strategies to keep your business nimble and effective during adversity Understanding the “What by When” mission to anchor your agency’s vision How strategic focus can transform resource allocation and impact The importance of onboarding in effective team integration Resources: Website: https://growwithelite.com/ LinkedIn Personal: https://www.linkedin.com/in/built2lastchamp/ LinkedIn Business: https://www.linkedin.com/company/elite-entrepreneurs/ Facebook: https://www.facebook.com/growwithelite/

Before I introduce today’s guest expert, I have an exciting update to share about our upcoming 2-Day Intensive on Wednesday and Thursday, March 19th and 20th on Zoom. During each Intensive, we bring our clients together for an exclusive event where we slice apart Predictive’s best strategies for helping agencies sell more of what they do. We break every data set — every experiment we’ve tested through the Predictive Lab — down in full transparency so you can take and apply the key insights into your agency — and move further faster as a result. Would you like to join us as our free guest on March 19th & 20th? Here’s the magic — the Intensive is a private, client-only event: no selling, no pitching — just pure value. You’ll be one of us, learning and collaborating with other agency owners. If that sounds helpful, just shoot me an email with the word “ONWARD,” and I’ll send you all the details, calendar invites, and private Zoom links you’ll need. My email is stephen@predictiveroi.com. Our March Intensive is all about shaking the trees so you can sell more of what you do — so it’s only fitting that I invited Hannah Roth, our Director of Strategy and resident Mad Scientist here at Predictive, as today’s guest expert. Hannah works with agency owners and their teams daily to raise the bar of excellence. If you apply the insights and action steps we share in this episode, you’ll get more at-bats with right-fit prospects — and sell more of what you do as a result. What you will learn in this episode: Strategies for shaking the trees the right way How to avoid the common mistakes that lead to destructive cycle churn Confidence in your offerings prevents desperate selling tactics Why sending weekly emails and hosting Q&As can set you apart from the competition Keeping core values, goals, and intentions at the forefront can help your agency say yes to the right opportunities — and no to the wrong ones Tips on how to transition from a numbers game to a more intentional, strategy-driven approach Resources: Website: www.predictiveroi.com Visit our newly expanded Resource Library Join us in our free How to Fill Your Sales Pipeline Facebook Group Hannah’s LinkedIn: www.linkedin.com/in/hannah-roth-387a6b223/ Order your free paperback or Kindle copy of our Book: Sell with Authority