This episode of Sell With Authority is one I have been eagerly anticipating! I’m excited to reintroduce you to our special guest expert — because this conversation has been about 6-months in the making. When Marcel Petitpas, the Co-Founder and CEO of Parakeeto, joined us for Episode 95, the insights he shared were just the tip of the iceberg. That’s why I immediately extended the invitation for an encore. Marcel has an unparalleled understanding of agency profitability and the essential metrics we need to focus on as agency owners to ensure not just growth — but profitable growth. Today, Marcel and I pick up right where we left off, delving deeper into the nuances of agency profitability. But that’s not all. Thanks to the timing of this encore, we have a unique opportunity to gain some exclusive insights. Marcel has been on the move, traveling the country, sharing his wisdom on countless stages, and fielding questions from eager agency owners like you. So, during this encore, we take a peek behind the curtain. I’m beyond excited about this encore with Marcel — because when you sell more of what you do at a higher fee — that’s awesome — but it’s only awesome if you’re also more profitable. A big dose of gratitude to our presenting sponsor for the podcast, Conduit Digital. By using their expertise in streamlining, upgrading & scaling your clients…they promise to reduce your risk so you can become the best digital agency in your market in 30-days. You can find Conduit and all their helpful insights and smarts here. What you will learn in this episode: Why finance, operations, and sales alone won’t solve profitability problems Common misconceptions about where profitability problems stem from How to dig deeper — beyond surface-level and address the underlying problems Strategies for renegotiating resulting in better profitability Marcel’s key takeaways from conversations with agency owners and their teams at the most recent events where he was a guest speaker How to get Marcel’s free Agency Profitability Toolkit with everything you need to start measuring the basics in your business 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 Agency Profit Toolkit SWA Episode 95: Strategic Planning for Growth & Profit, with Marcel Petitpas Additional Resources: Website: www.predictiveroi.com Visit our newly expanded Resource Library Join us in our free How to Fill Your Sales Pipeline Facebook Group

In this episode of Sell With Authority, Hannah Roth and I welcome Tim Burke, CEO of Conduit Digital Marketing. We focus our discussion on strengthening your agency through strategic partnerships — and the effective use of white-label solutions. Tim shares his brilliant perspective on the power of choosing the right strategic partners, optimizing processes, and the crucial metrics that drive successful client outcomes. We explore how the right partnerships can prove pivotal in transforming your agency from just another vendor into a valued strategic partner. Be even more helpful to your right-fit clients with strategic partnerships that keep your agency competitive in constantly changing markets. Applying Tim’s insights and recommendations will put you and your agency in a better position to streamline, upgrade, and scale. And by doing that — you will sell more of what you do. A big dose of gratitude to our presenting sponsor for the podcast, Conduit Digital. By using their expertise in streamlining, upgrading & scaling your clients…they promise to reduce your risk so you can become the best digital agency in your market in 30-days. You can find Conduit and all their helpful insights and smarts here. What you will learn in this episode: How collaborations with the right strategic partners can streamline operations, amplify capabilities, and foster agency growth Why picking the right partner means beginning with the end in mind How to properly onboard a white-label partner Tracking the success metrics numbers that actually matter The three-step methodology Tim advocates for becoming a top-tier agency Why setting expectations helps you retain and grow your clients Resources: Website: https://www.conduitdigital.us/ Linkedin Personal: https://www.linkedin.com/in/timburkeconduitdigital/ LinkedIn Business: https://www.linkedin.com/company/conduitdigital/ Podcast: https://www.agency-talk.com/ Additional Resources: Website: www.predictiveroi.com Visit our newly expanded Resource Library Join us in our free How to Fill Your Sales Pipeline Facebook Group

How to grow your agency to the next level? In this episode, reach even greater heights by learning how to grow your agency. For this episode of Sell With Authority, we’re shaking things up a bit. Instead of our usual format — I’ve got something special in store that’s related to how to grow your agency. We’re diving into an episode I recorded with Drew McLellan for his Build a Better Agency Podcast. Why this twist, you might wonder? There are a few reasons I’m excited to share with you. First off — Drew and I delved deep into the topic of niche, but from a perspective that might surprise you. We explored how Predictive pivoted its niche a few years back, the reasons behind it, and, candidly, how we got a bit too comfortable in our previous niche. Secondly — I believe the insights we share about building community and adding value will resonate with you, especially if you attended Day 1 of our March Intensive, where community was at the forefront. And third — buckle up for some powerful takeaways from Drew’s keynote at the Build a Better Agency Summit. He discusses steering our agencies out of safe harbors, embracing the storm, and why those risks we fear might not be risks at all. Drew’s wisdom adds a brilliant layer to the conversation. If you take and apply what we talk about in this episode on how to grow your agency — you’re going to be in a much better position to roar through 2024 by selling more of what you do. A big dose of gratitude to our presenting sponsor for the podcast, Conduit Digital. By using their expertise in streamlining, upgrading & scaling your clients…they promise to reduce your risk so you can become the best digital agency in your market in 30-days. You can find Conduit and all their helpful insights and smarts here. What you will learn in this episode about how to grow your agency: Why breaking away from the playbook and charting a new course could be the right strategic move for your agency How to identify the client types you excel at serving, potentially uncovering your agency’s new niche in the process How to grow your agency through approach and positioning Why your agency niche can establish you as the authority on how to become “The Authority” The pivotal role of cultivating a community of eager learners, facilitating more streamlined sales processes Resources: Website: www.predictiveroi.com Continue learning about how to grow your agency by listening to this similar podcast with our guest, Shawndel Spader Visit our newly expanded Resource Library Join us in our free How to Fill Your Sales Pipeline Facebook Group Stephen’s LinkedIn: www.linkedin.com/in/stephenwoessner/ Order your free paperback or Kindle copy of our Book: Sell with Authority Build a Better Agency Summit 2024: https://agencymanagementinstitute.com/babasummit/ If you want to know how to grow your agency, then schedule a FREE 3-step action plan with us!

How to focus and get work done? Listen to this solocast to learn the secrets on how to focus and get work done. Welcome to the Sell with Authority Podcast – I’m Stephen Woessner, CEO of Predictive ROI. If we happen to be meeting for the first time — Predictive ROI helps agency owners and their teams sell more of what they do…typically for a higher fee. We do that by helping our clients build an authority position in the niche they’ve decided to serve — and then — monetize that position by creating a steady stream of right-fit prospects flowing into their sales pipeline. If learning proven strategies, tactics, and best practices to help you sell more of what you do aligns with where you want to take your agency — you’re in the right place. Today’s episode is going to be a solocast—just you and me. We’ll explore a topic at both a high level and an eye level so you and your team can take it and apply it. The goal is to answer the question, “How to focus and get work done?” Back when Drew McLellan, CEO of Agency Management Institute, and I decided to write our Sell with Authority book — we knew we needed to include some very practical and tactical recipes and guides on how to get all the work done. And I will tell you — when he and I teach our “Build and Nurture Your Sales Funnel” workshop — we spend a chunk of time on Day 2 helping attendees calendar and map out who in the shop is going to do all of the work so their plan doesn’t fall apart when they get back home. For today’s solocast, I’m going to take you behind the curtain into Appendices A and B in the back of our Sell with Authority book and share more about how to focus and get work done here at Predictive so you can take the same recipes and apply them to your shop. What you will learn in this episode is about how to focus and get work done: How and why the WHO Framework and Transformational Triangle should serve as the foundation of your content strategy How to decide which form of cornerstone content is right for your gifts and talents How to leverage the cornerstone content to best grow your email list How do you decide on your cobblestones (they always come off the cornerstone, and the recipes in Appendix A will help) and the right cadence How to apply advanced strategies like knitting together your cobblestones to create a new and different cornerstone How to focus and get work done for your agency too Resources: Website: www.predictiveroi.com Check out this similar podcast about how to focus and get work done with our guest, Kellie Hill Visit our newly expanded Resource Library Join us in our free How to Fill Your Sales Pipeline Facebook Group Stephen’s LinkedIn: www.linkedin.com/in/stephenwoessner/ Order your free paperback or Kindle copy of our Book: Sell with Authority Build a Better Agency Summit 2024: https://agencymanagementinstitute.com/babasummit/ Continue your journey on how to focus and get work done by clicking here

How to stand out from competitors and make yourself an easy yes? Get the answers here on how to stand out from competitors. If you’ve been listening to the podcast for a while now — you know we share insights and tactical examples for how to stand out from competitors and make your agency an easy yes for your right-fit clients and prospects. Two mentors who have been instrumental in our learning around this topic over the last decade are my very special guest experts on this episode of Sell With Authority, Robin and Steve Boehler. Robin and Steve run Mercer Island Group and are absolutely brilliant in how they help agencies win more business from right-fit clients because of how they help correctly position an agency from the start — how to uncover and find the strategic insight a client or prospect truly cares about — and how to write and deliver a proposal that demonstrates an agency’s smarts clearly and concisely. Robin and Steve have seen it all — the good and the bad. Today we lean into that wealth of experience to work through areas where agencies continually seem to struggle. I also invited Hannah Roth, our Mad Scientist and Strategist here at Predictive — because of Hannah’s unique perspective from working in the trenches day in and day out alongside our clients, helping them fill their sales pipelines with a steady stream of right-fit clients so they can sell more of what they do. If you take and apply the insights, advice, and recommendations Robin and Steve share during this episode — how to stand out from competitors — and — you’ll make yourself an easy yes. What you will learn in this episode about how to stand out from competitors: How to stand out from competitors and the status quo Smart questions to ask for connecting with right-fit prospects How to identify the business issue creating pain for your right-fit prospects and clients What content on an agency’s website helps them stand out and establish authority with a prospect or agency search consultant What agencies should include and exclude from case studies Resources: Website: https://migroup.com/ LinkedIn: https://www.linkedin.com/company/mercer-island-group/ Facebook: https://www.facebook.com/MercerIslandGroup/ Mercer Island Group Workshops: https://migroup.com/mig-workshops/ BaBA Summit 2024: https://agencymanagementinstitute.com/babasummit/ Check out this PDF from Mercer Island Group and get more insights on how to stand out from competitors Additional Resources: Website: www.predictiveroi.com Visit our newly expanded Resource Library Join us in our free How to Fill Your Sales Pipeline Facebook Group Learn more about how to stand out from competitors from our guest, Jesse Cole

Rewiring leadership will help your agency grow. Listen to Audrey Kwan and start learning about empowering your team by rewiring leadership. When I sit down with agency owners and their teams for the first time, our conversations often revolve around the same themes — where new clients are coming from, how engaged their email lists are, and the consistency (or lack thereof) in sharing valuable content to grow their audiences. And without fail — I hear something along these lines: “We’re the cobbler’s kids, Stephen. We know what we should be doing, and ironically, we’re doing that work for our clients. But when it comes to our own agency, we either drop the ball entirely or we’re consistently inconsistent.” Sound familiar? Being consistently inconsistent is not just costing you opportunities — it’s costing you peace of mind. Having a predictable biz dev system in place can provide a sense of stability that’s priceless. We often talk about the Sell with Authority methodology — and how it can solve these issues. But for this episode of the podcast, I want to approach the cobbler’s kids syndrome from a slightly different angle. That’s why I invited Audrey Kwan to join as our special guest expert today to talk us through about rewiring leadership. Audrey is the Founder of AJK Consulting Inc. and specializes in helping agency owners who are at capacity leverage systems and leadership to reclaim more of their time — time that can be dedicated to business development if they choose. What sets Audrey apart is her deep understanding of how agencies, like yours and mine, operate from the inside out. Having worked alongside over 150 agency owners and their teams, she knows the ins and outs of agency life like few others. This conversation with Audrey about rewiring leadership shines a light on the constraints, obstacles, and roadblocks that may be silently hindering your progress. We tackle the feast and famine of biz dev head-on — and address that nagging feeling that your agency is the cobbler’s kids. Taking and applying the insights and wisdom Audrey shares during this episode will unlock opportunities so you’re equipped with the time, space, and capacity to Sell with Authority — and roar through 2024. What you will learn in this episode about rewiring leadership: Steps for moving from agency doer to strategic leader How to recognize and address avoidance behaviors that stifle growth Why delegation isn’t just about passing tasks along 4 pivotal leadership styles that empower your team How to prioritize marketing as a key CEO activity How you can start rewiring leadership within your agency Resources: Website: https://audreyjoykwan.com/ LinkedIn Personal: https://www.linkedin.com/in/kwanaudrey/ LinkedIn Business: https://www.linkedin.com/company/ajk-consulting-inc/ Instagram: https://www.instagram.com/audreyjoykwan/ Breakfree From Being the Bottleneck in Your Business Podcast: https://audreyjoykwan.com/breakfree Free Workshop for Agency Owners: https://audreyjoykwan.com/leadershipstyles Register to this FREE 60-minute live workshop and become efficient in rewiring leadership in your agency Additional Resources: Website: www.predictiveroi.com Visit our newly expanded Resource Library Join us in our free How to Fill Your Sales Pipeline Facebook Group Check out this similar podcast about rewiring leadership from our guest, Sue Hawkes

Strategic hiring will help free up your time for biz dev. In this episode, Sue MacArthur will share valuable insights into strategic hiring. In this episode of Sell With Authority, we tackle a question that’s fundamental to our success: Can we all be better at allocating our time so that we have the space, capacity, and focus to more effectively lean into business development? The short answer? Yes. Of course, we can with the help of strategic hiring. There’s always room for improvement in how we manage our time and efforts. Here’s the twist — there’s another crucial variable in the equation of biz dev and time allocation — and that’s putting yourself first. When it comes to filling the seats within your organization, putting yourself last doesn’t serve you well. We often hear the needs of others within our teams, and we rush to fill those roles. But — does that truly free up our capacity to sell more effectively? More often than not, the answer is no. In fact — it may even increase the pressure to sell more just to keep up with the added capacity. I recently read Buy Back Your Time by Dan Martell, which completely shifted my perspective. Rather than hiring for specific roles based on perceived needs, Dan advocates for hiring individuals who can take specific tasks off your plate, thus freeing up your time for biz dev. Today, I’m joined by a special guest expert, Sue MacArthur, President of Strategic Talent Management, who manages the firm’s business development, operations, and client services. Sue shares invaluable insights into strategic hiring — how to prioritize roles, hire effectively, and ensure that you have the right people in the right seats to propel your business forward. I’m thrilled to have Sue on board to guide us through this crucial aspect of building a successful business. Get ready to take notes because the golden nuggets Sue shares will revolutionize how you approach hiring and time allocation. By applying these strategies, you’ll free up your capacity, sell more effectively, and position yourself for success as we charge through 2024. What you will learn in this episode about strategic hiring: Why agency owners don’t often use strategic hiring to free up their time for biz dev Why the “seat-filler” mentality can undermine growth potential Why agency owners should put themselves first when hiring for seats that need to be filled The tell-tale signs of mediocrity and the best tactics to eliminate it Dedicating 50% of an owner’s time to biz dev can be the key to your agency’s future success How strategic reevaluation of roles and responsibilities can turbocharge your agency’s efficiency and growth Resources: Website: www.strategictalentmgmt.com LinkedIn Personal: https://www.linkedin.com/in/suemacarthur/ LinkedIn Business: https://www.linkedin.com/company/strategic-talent-management/ Stay Interview Questions: https://strategictalentmgmt.com/wp-content/uploads/2024/03/stm-stay-interview-questions-sheet.pdf Make your strategic hiring process go from ordinary to extraordinary Additional Resources: Website: www.predictiveroi.com Visit our newly expanded Resource Library Join us in our free How to Fill Your Sales Pipeline Facebook Group Want to streamline your strategic hiring process? Then listen to this podcast with our guest, Michael Redbord

The power of storytelling in business can help create emotional connections. Learn more from Sean Tracey about the power of storytelling in business. Get ready for a marketing strategy that balances profit with authenticity to differentiate your brand by using the power of storytelling in business. In this episode of Sell With Authority, we unlock some rock solid awesome insights with our special guests, Sean Tracey and Predictive’s own Mad Scientist, Hannah Roth. Sean is an award-winning creative strategist and speaker with over 25 years of experience in brand marketing. He is the Founder and CEO of Sean Tracey Associates, a full-service advertising and marketing firm. Sean is sharing his groundbreaking P equals P framework, which has revolutionized the way his agency connects with brands and elevates their success. We dive deep into practical tactics, including the power of authentic storytelling and focusing on a customer-centric approach. This episode illuminates the path to creating meaningful emotional connections with your right-fit clients using the power of storytelling in business. Double down on strategies that resonate on a deeper level and drive unwavering loyalty to your brand. What you will learn in this episode about the power of storytelling in business: The strategic tenets of the P = P framework Why the power of storytelling in business is more important than aesthetics in authentic branding Strategies for building emotional connections and trust to establish your reputation with right-fit prospects Why trying to be everything to everyone can lead to zero impact Steps to illuminate the path and fuel the inspiration of your right-fit clients Resources: Website: http://www.seantracey.com/ LinkedIn Personal: https://www.linkedin.com/in/seantraceyassociates/ LinkedIn Business: https://www.linkedin.com/company/sean-tracey-associates/ Mercer Island Group Workshops: https://migroup.com/mig-workshops/ Want to know more about the power of storytelling in business? Then check out these stories from the website of Sean Tracey Additional Resources: Website: www.predictiveroi.com Visit our newly expanded Resource Library Join us in our free How to Fill Your Sales Pipeline Facebook Group Check out this related podcast about the power of storytelling in business from our guest, Gary Vaynerchuk

Benefits of SEO marketing is something the business owners should learn. Let Corey Morris be your guide on the benefits of SEO marketing. My guest on this episode of Sell With Authority has spent nearly 20 years working in strategic and leadership roles focused on growing national and local client brands with award-winning, ROI-generating digital strategies. Corey Morris is President and CEO of Voltage, a powerhouse in the digital marketing sphere and has a deep understanding about the benefits of SEO marketing. Corey is not only a VIP contributor to esteemed publications like Search Engine Journal and Search Engine Land but also the author of the eagerly anticipated book, Digital Marketing Success Plan, set to release later this year. We dive into the mystic dark magic voodoo that search engine optimization sometimes feels like — and we dispel some myths. Perhaps even more importantly — we highlight the strategies and tactics you and your team should focus on for 2024 — and beyond. Because if you do — you’ll attract more right-fit prospects into your agency’s sales pipeline. And what we discuss will also help you score some more wins for your clients. If you take and apply the insights and wisdom Corey shares during this episode — you and your team will raise the bar in how you help your clients when talking through the benefits of SEO marketing and where it’s headed — and — you can use it to fill your sales pipeline and roar through 2024. What you will learn in this episode about the benefits of SEO marketing: Why aligning marketing efforts with business goals wins over simply tracking metrics The critical difference between being perceived as a valued partner versus just another vendor Secrets to overcoming commoditization in marketing services such as SEO and website development How Voltage’s application of consistent SEO strategies leads to undeniable inbound leads The importance of creating engaging content positioned for various marketing channels to drive targeted business outcomes In-depth discussion about the benefits of SEO marketing so that many business owners will not be taking it for granted Resources: Website: https://voltage.digital Facebook Business: https://www.facebook.com/voltagekc LinkedIn Personal: https://www.linkedin.com/in/coreymorris/ LinkedIn Business: https://www.linkedin.com/company/voltagedigital/ Twitter Personal: https://twitter.com/coreydmorris Read more about the benefits of SEO marketing in this blog from Voltage Additional Resources: Website: www.predictiveroi.com Visit our newly expanded Resource Library Join us in our free How to Fill Your Sales Pipeline Facebook Group A must-read blog for business leaders regarding the benefits of SEO marketing and many more

Client engagement strategy must be established to allow better conversions. Learn from Jamie Shibley on developing your own client engagement strategy. I am so thrilled Jamie Shibley joins this episode of Sell With Authority for an encore interview. Jamie is the CEO of The Expressory, a strategic gifting agency that believes the key to accelerating your business growth and profitability relies on your ability to effectively nurture meaningful relationships through your client engagement strategy. Also joining this episode is Hannah Roth, Mad Scientist and Strategist here at Predictive. We dive into the critical world of nurturing client relationships and the artful science behind measuring the impact of your touchpoints. Jamie brings to the table her proven spreadsheet strategy for tracking engagement that’s skyrocketed results to an incredible 80% engagement rate. We also pull back the curtain on how to understand the goldmine hidden within your prospect list. Jamie shares key insights on the importance of knowing not just who’s on your list, but who they really are — their goals, ambitions, and what lights their fire. We tackle how to create emotional bonds that not only cut down the sales process — but build unshakeable trust. Don’t miss the chance to transform your client engagement strategy with Jamie’s expertise! What you will learn in this episode about client engagement strategy:  Constraints agency owners face when trying to nurture right-fit prospects Where to start when building a list of right-fit prospects The most important things to know about your right-fit prospects to help you stand out from the sea of sameness How to get the attention of your right-fit-prospects Why crafting a process for client engagement strategy ensures consistency and scalability How to measure the ROI of strategic engagement Resources: Website: https://www.theexpressory.com/ LinkedIn: https://www.linkedin.com/in/jamie-shibley-76a3402/ Check out some more content relating to client engagement strategy here Additional Resources: Website: www.predictiveroi.com Visit our newly expanded Resource Library Join us in our free How to Fill Your Sales Pipeline Facebook Group Read more about client engagement strategy from this Predictive ROI blog