Build a Better Agency Podcast

If you’ve ever hung out with me for more than 10 minutes, you’ve probably heard me say something like “there are no bad clients. But there are bad clients for YOUR agency.” I do believe that there’s an agency out there for every client. But it very well may not be yours. One of the most critical skills an agency owner/leader must develop is the ability to discern if a prospect belongs on your client roster. Many of you have been emailing me lately asking me questions about problematic clients. And in some cases — they’re clients you never should’ve taken in the first place. You either haven’t yet developed the processes or the spidey sense to sniff out a bad prospect or even worse, you ignored that spidey sense. We’ve all seen the money on the table and thought to ourselves, “Okay, I'm going to ignore that nagging feeling in my stomach and I’m going to take that client.” I’ve owned my own agency for 23 years and believe me, I’ve made that expensive mistake more than once. Every time I’ve ignored that little nudge saying, “Don’t do it Drew...don’t do it” — the nudge was right and I was wrong. I regretted taking that client and I’m guessing you’ve had the same experience. The wrong clients, even if they have buckets of money, can literally kill your agency. A client that is not the right fit for your agency is almost impossible to make happy. So what do we do? We run around scrambling trying to make them happy. We do extra rounds of revisions that we don’t charge them for, and in the end, they’re still not happy. Now we’re underwater and have lost money. We’ve literally paid for the privilege of serving that client. Or worse — the client berates your employees. They micromanage your team. They call or text 24/7 with no respect for boundaries. And when you don’t step in to negate the situation because the client is giving you a lot of money, you’re at risk of losing your employees. In today’s tight labor market, your employees don’t have to stick around to work for in that environment. Everyone thinks about “How do I find clients that make me money?” — but quite honestly, the first thing we should be thinking about is “how do I get rid of the clients that cost me money and how do I avoid them down the road?” That’s what this episode of Build A Better Agency is all about. How you can find and keep clients who don’t cost you money. You can absolutely do this for your agency. And I’m going to show you how.   What you’ll learn about in this episode: How agency profitability begins with attracting the right fit clients How to identify the tangible and intangible things that make a client fit the “sweet spot” of your agency Why you should rank every prospect whether they are knocking on your door, or you’re putting together a prospect list, or you’re getting ready to respond to an RFP Why you should consider creating a “Biz Dev” committee within your agency to decide which prospects are the right fit prospects to pursue How to put the “Sophistication Level Factor” to work inside your biz dev process A specific process and tool you can use to kick-off your agency’s relationship with a new client in the right way — so it feels like a celebration and everyone is on the same page How to provide a new client with the proper orientation of what it is like to work with your agency and the team they will be working with on a daily basis The two key pieces to effective client communication and why staying in touch by email is not the answer How a weekly status update can help your AEs gently nag a client so they stay focused on what they need to be doing and providing to your team Why and how you as the agency owner should be spending time with the top 50 percent of your clients — demonstrating how much you love them and how committed you are to their success Drew McLellan is the CEO at Agency Management Institute. He has also owned and operated his own agency since 1995 and is still actively running the agency today. Drew’s unique vantage point as being both an agency owner and working with 250+ small- to mid-size agencies throughout the year gives him a unique perspective on running an agency today. AMI works with agency owners by: Leading agency owner peer groups Offering workshops for owners and their leadership teams Offering AE Bootcamps Conducting individual agency owner coaching Doing on site consulting Offering online courses in agency new business and account service Because he works with those 250+ agencies every year — Drew has the unique opportunity to see the patterns and the habits (both good and bad) that happen over and over again. He has also written two books and been featured in The New York Times, Forbes, Entrepreneur Magazine, and Fortune Small Business. The Wall Street Journal called his blog “One of 10 blogs every entrepreneur should read.” Ways to contact Drew McLellan: Email: drew@agencymanagementinstitute.com LinkedIn: www.linkedin.com/in/drewmclellan Resources: Sweet Spot Client Filter NB criteria form Client Scorecard We’re proud to announce that Hubspot is now the presenting sponsor of the Build A Better Agency podcast! Many thanks to them for their support!

One of the most rewarding aspects of AMI is that we can give agency owners a sense of perspective. Owning and running an agency is lonely and isolated. You make decisions based on what you know and usually you only know your own reality. I love it when I can shine a light on how other agencies are doing something or a best practice or metric that gives owners confidence that you’re on track or even that you’re ahead of the curve. Hubspot recently completed a survey of over 1,200 marketing agency decision makers and I was invited to comment on some of the findings. After reading the report, I knew the insights were something we needed to explore together on the podcast. Tim Dearlove is the Growth Marketing Manager at Hubspot, which as you know is a market leading inbound marketing and sales suite of tools that is very agency centric and they invest a huge amount of time and effort to support agencies all over the globe. (Note: And the presenting sponsor of Build A Better Agency) Some of the findings will touch on themes you live with every day – the fears and frustrations of any agency owner. There are some trends and practices we’ll call to your attention and some opportunities for you to take the lead over your competition. We’ll also look at how you can stay ahead of your clients – and the importance of ongoing learning not just for you, but for the talent you hire as well. It’s an episode full of big ideas and targeted actions you can take to make your agency better and your life a bit easier.     What you’ll learn about in this episode: Retainers/long-term relationships: why they are great for your agency as well as your clients Retainers that allow your agency to provide services on an ongoing basis while keeping control Some of the mistakes agencies make by not clearly defining what the service is and tying the value directly to the offering Going through the process and making sure the decision to work on a retainer basis is thought out and not just tacked on at the end Why the paid discovery process is the ideal way to enter into a retainer agreement (and why it’s not always possible) The three categories a retainer should have to provide value to the client: optimization, insurance, and strategy How to talk to prospects so they understand the value of an ongoing relationship Three great ways to clearly define and price your services Why your clients will test the boundaries of your agreement if you don’t clearly define them The importance of saying “no” and the right and wrong ways to do it Why consistent, clear communication with ongoing clients is a great way to upsell services Building systems and processes for great internal and external communication Why you have to work on your processes in small increments or they will never get done Ways to contact Tim Dearlove: Twitter: @tdearlove Research Report We’re proud to announce that Hubspot is now the presenting sponsor of the Build A Better Agency podcast! Many thanks to them for their support!

A frustration for many agencies today is that it’s tough to get clients to commit to ongoing retainers. Post recession, clients are drawn to project work as opposed to the longer-term, on-going work that agencies prefer. There are many factors that play into this and some agencies have cracked the code of earning a client’s confidence and being positioned as an on-going partner. Barry O'Kane has cracked the code. He has over 18 years of experience as a digital agency owner and a web developer. He and his team work in partnership with social impact organizations and creative agencies to solve their toughest challenges. Barry runs a virtual dev shop called endzone.io, and he also teaches web agencies how create recurring revenue for their shop and recurring value for their clients. He really believes that there are internal processes and systems and that agencies need to consider so they get compensated differently and create a whole new value proposition for themselves and their clients.   What you’ll learn about in this episode: Retainers/long-term relationships: why they are great for your agency as well as your clients Retainers that allow your agency to provide services in an ongoing basis while keeping control Some of the mistakes agencies make by not clearly defining what the service is and tying the value directly to the offering Going through the process and making sure the decision to work on a retainer basis is thought out and not just tacked on at the end Why the paid discovery process is the ideal way to enter into a retainer agreement (and why it’s not always possible) The three categories a retainer should have to provide value to the client: optimization, insurance, and strategy How to talk to prospects so they understand the value of an ongoing relationship Three great ways to clearly define and price your services Why your clients will test the boundaries of your agreement if you don’t clearly define them The importance of saying “no” and the right and wrong ways to do it Why consistent, clear communication with ongoing clients is a great way to upsell services Building the systems and processes for great internal and external communication Why you have to work on your processes in small increments or they will never get done Ways to contact Barry O'Kane: Website: endzonesoftware.com Podcast: happyporchradio.com LinkedIn: www.linkedin.com/in/barryokane We’re proud to announce that Hubspot is now the presenting sponsor of the Build A Better Agency podcast! Many thanks to them for their support!

It started with the cats. Who knew cats were trend setters but when it comes to video they were on board long before we were! One of the biggest trends I’ve seen over the last five years is the proliferation of video. You can’t go anywhere (Online, mass transit, Times Square or your home security system) without seeing a video these days. And these are not the videos of old. When I started in the business, we make gorgeous videos, shot on film and painstakingly edited for days. Today’s videos can certainly be that but more often than not – they’re run and gun videos that are often shot, edited and posted the same day, if not in real time. To think any agency can avoid getting proficient at video is a fool’s folly these days and I don’t want ignorance, fear or the “I hate the way I look on video” worry to keep you from evolving your agency’s skills in this area. You simply can’t afford not to be good at video, not to understand how to leverage video and most important – how to create videos for yourself and your clients in a cost effective, profitable way. That is why I invited George B. Thomas onto the Build A Better Agency podcast. This guy gets video and has a passion around it that is infectious. George has an interesting past – he’s a recovering youth pastor, a former pub bouncer, but no matter what his title was, he's always been about helping people at different points in their journey. Now he is the Resident Nerd at the Sales Lion, an inbound and content marketing agency helping businesses become rock stars in their markets. George believes that video is the next step of the inbound marketing evolution. He loves helping businesses wrap their heads around video. As he is quick to tell you – he’s a branding guru, a video marketing ninja, and an inbound Jedi. A little peek into George right there! When he's not running video workshops or speaking around the world, he's hanging out with his family enjoying the beautiful world that is North Carolina. What I love about George is that he's got an energy and a passion for this, which you will feel in this episode, but he also brings the goods in terms of expertise and he's going to get down to the really needy gritty of telling us not only what to do, but how to do it. I want you to listen to this conversation through parallel tracks. First, I want you to listen to it while thinking, “how can video help our clients grow their business and improve their customer’s experience?” But the other lens I want you to be using is, “how do I use video better for the agency and our biz dev efforts?” Some of you are already swimming in these waters but many of you are not. Time to get to it! What you’ll learn about in this episode: Why George believes that getting great at video is the difference between having a successful agency and closing your doors The difference between creative, big budget video that dominated agencies of the past and the much cheaper, revenue-driving videos of today Making quick, easy videos that answer the questions your sales people get the most How to sell clients on making these quick videos The kind of equipment you need to own to make video for yourself and your clients that looks great Everything you need to know to pick the right editing software The skills needed to be great behind the camera and in the editing room The kinds of videos your agency should be producing Why every person in your agency needs a video of themselves in their email signature The danger of being too salesy in your videos How to become more comfortable on camera Why you don’t have to be afraid of live video Misassumptions agencies and other businesses make about video that consumers don’t make Matching the right video to the right platform/audience Ways to contact George Thomas: Free video assessment: thesaleslion.com/assessment Content video workshop: thesaleslion.com/video Facebook: www.facebook.com/Mr.GeorgeBThomas Twitter: @GeorgeBThomas We’re proud to announce that Hubspot is now the presenting sponsor of the Build A Better Agency podcast! Many thanks to them for their support!

When I think about this episode, it’s all about voice but not just in the way that you might first assume. Stephen Woessner and I taught a workshop together in January called Creating Content that Creates Revenue. One of the big themes from that workshop was the idea that most agencies really haven’t defined their distinct point of view. I did a whole solocast on that that really does a deep dive on the topic. But it’s really all about finding your agency’s unique voice and weaving that through all of your content, your website, your new business decks, and your agency’s work. The second way you can see the theme of voice in this podcast is in the idea of using content as the Trojan Horse of sales, as my guest Stephen coined the phrase. When you give your prospective client a voice through your cornerstone content (podcast, book, video series, blog, etc.) by putting the spotlight on them as a guest or subject matter expert, you can leverage that invitation to create a relationship with them that they’d never welcome if you were just trying to sell them something. Giving them exposure and a voice is the door opener that actually gets them to be interested in you and how you work. I believe this is one of the most effective and least exploited sales techniques in our space and the agencies who master it will be several steps ahead of their competitors. It completely changes the landscape of the relationship you have with prospects. Finally, we explore the idea of voice from a channel perspective. Voice controlled devices are becoming very mainstream and there are some huge opportunities for agencies in that space. We explore some of the possibilities as we wrap up the episode. As you can see – this is an episode that is packed with content and thought ticklers. I can't wait to hear your reaction.   What you’ll learn about in this episode: Why success is not only about creating great content but it’s also about creating content that creates revenue for your agency either in the form of sponsorships, new clients, or other opportunities. How your agency can create your own Trojan Horse of Sales to open doors with your Nano 25 prospects, have a different kind of conversation than what most agencies are having with prospects, and all without your prospect ever feeling like they were a prospect. How to spotlight the wisdom and insights you collect from your Nano 25 and share that knowledge with your audience – and what happens when you do. A specific script you can use for a phone call with your Nano 25 to move the business development process forward. Why it’s important to plant your flag in firm ground using a channel agnostic content strategy. How monetizing your content extends much further than just attracting new clients sponsorships, speaking engagements, or books. How “Voice” has become a fast-tracking trend that will be a cultural norm within a year or two. How strategy and content creation for voice controlled devices like Amazon Echo and Google Home represent opportunities for agencies to jump in and help clients make sense of it all. How to restructure website content pages to make them more voice search friendly. Why the agencies that understand how to produce content around their point-of-view that then becomes the search result for voice activated search are going to have a huge advantage over competitors. Ways to contact Stephen Woessner: Website: www.predictiveroi.com LinkedIn: www.linkedin.com/in/stephenwoessner We’re proud to announce that Hubspot is now the presenting sponsor of the Build A Better Agency podcast! Many thanks to them for their support!

A lot of agency owners say to me, “Drew, I know you’re running your own agency and I know you’re running AMI. I know you've got some other things on the side like real estate. How in the world do you get it all done and how do you keep yourself organized, on track, and on-time?” So for today’s solocast, I want to talk about how you can get more out of your day. I know that I may give the impression of being able to get it all done – but I never do. Let me be very clear about that. I don’t. I don’t want to say to you that my “To Do” list is ever empty because it’s not. But it’s manageable and I keep everything moving forward like I need to. Like many of you, I have spent years trying to crack the nut of my own productivity. I’ve tested tools, tried tricks and heaped hacks into my day. Over the years, I’ve developed a reliable system for managing my world and my day so the most important things get done every day. And that’s what I’d like to share with you in this solocast. It is my own blend of habits, tools and disciplines that allow me to consistently get all of the important things within AMI, my own agency and the rest of my business dealings done while still being able to take time away to relax and be with family and friends. It’s possible and it can happen for you, too. I am going to share all of the tools I use, my daily habits, and what I think is my secret weapon for how I move through my day to make it all work.   What you’ll learn about in this episode: How I use a task list management tool or electronic “To Do” list to keep myself on track Why I break my to do list into “buckets” so they are easy to manage and less daunting How I use my “secret weapon” to prioritize all my buckets and identify my the three things that absolutely must get done the next day Why I think it is important for me to own and manage my own calendar How I take control by chunking my calendar into time blocks that give me the space I need to get all of the daily priorities done How a simple tool like an orange traffic cone could be a game changer for you and everyone on your team Why I am a huge fan of taking time out and being absent from the office My travel routine for how I set up my hotel room, how I unpack everything to stay organized, and the stuff I keep with me at all times My thought process for deciding if I should keep a task on my list or delegate it to someone on my team My biggest time saving tip How I knit all of this together into a system that keeps me on track and on time Drew McLellan is the CEO at Agency Management Institute. He has also owned and operated his own agency since 1995 and is still actively running the agency today. Drew’s unique vantage point as being both an agency owner and working with 250+ small- to mid-size agencies throughout the year gives him a unique perspective on running an agency today. AMI works with agency owners by: Producing the weekly Build A Better Agency podcast Leading agency owner peer groups Offering workshops for owners and their leadership teams Offering AE Bootcamps Conducting individual agency owner coaching Doing on site consulting Offering online courses in agency new business and account service Because he works with those 250+ agencies every year — Drew has the unique opportunity to see the patterns and the habits (both good and bad) that happen over and over again. He has also written two books and been featured in The New York Times, Forbes, Entrepreneur Magazine, and Fortune Small Business. The Wall Street Journal called his blog “One of 10 blogs every entrepreneur should read.” Ways to contact Drew McLellan: Email: drew@agencymanagementinstitute.com LinkedIn: www.linkedin.com/in/drewmclellan We’re proud to announce that Hubspot is now the presenting sponsor of the Build A Better Agency podcast! Many thanks to them for their support!

A healthy agency, on average, loses about 10-15% of their AGI every year through client attrition. That means that just to stay even, you have to sell. If you want to grow – you have to sell. If you want more money to give raises, bonuses or take a little for yourself – you have to sell. Unfortunately, 95% of agency owners hate to sell. You hire sales people so you don't have to do it. Sadly – they rarely pay for themselves. If you have one that does, do what you have to do to keep them! But in most agencies, the best salesperson is the owner. You can have very different conversations with prospects than anyone else in your shop and based on the research we’ve done with CMOs – those are the conversations that move them through your sales funnel. That’s why this topic is so vital. You can’t get or keep any momentum in your agency if you’re afraid of sales. Which is why I invited Anthony Iannarino onto the show. He’s a highly respected international speaker, bestselling author, entrepreneur, and sales leader. He specializes in complex B2B sales, which is the world that we are all living in. He’s also a founder and managing partner of two closely-held, family-owned businesses in the staffing industry, and he leads both entities in strategic planning while growing sales. Anthony is best known for his work on The Sales Blog, which has helped him gain recognition as a top thought leader in sales strategy. He’s also designed what he calls the Level 4 Value Creation and Building Consensus methodologies that help sales organizations achieve transformational, breakthrough results. A well-known author, Anthony recently released "The Lost Art of Closing: Winning the Ten Commitments That Drive Sales," and man, is that book brilliant. A few years ago he wrote "The Only Sales Guide You’ll Ever Need." I highly recommend them both. What you’ll learn about in this episode: Why most entrepreneurs go into sales with the wrong mindset that makes selling an unpleasant experience Why the sales process isn’t linear and how to shift the conversation with a prospect based on where they are in the process The Ten Commitments: the agreements that you need from your prospects along the sale’s path in order for a sale to happen How giving a prospect the price too early can blow the sale Why it’s so important to slow down and build trust Talking to people with genuine interest in them and what they need Consistently providing a ton of value to your prospects so that you stay top-of-mind when something changes in their business and they have a need Why getting to the point where you get to have a conversation with a prospect is the most difficult part of sales (and how to actually reach that point) Why you should never let a prospect sit alone with a proposal and the specific language you should use so that it doesn’t happen Ways to contact Anthony Iannarino: Website: thesalesblog.com We’re proud to announce that Hubspot is now the presenting sponsor of the Build A Better Agency podcast! Many thanks to them for their support!

The truth is that our world as agency owners is in constant flux. Think back to the Mad Men days when we didn’t charge clients anything for creative or strategy. We lived and died off media commissions. That wasn’t hundreds of years ago, that was just a few decades ago. So it’s no big shock that our industry is, yet again, undergoing a transformation. We’ve seen it coming for a while and for many of you, this may be something you’ve already been thinking about or experimenting with inside your shop. Most agencies have been playing footsie with content. Your shop may be the exception but for most agencies, they’re good at creating content in volume but we’ve been too focused on getting done and not the true strategy underneath. It’s time for us (for both ourselves and our clients) to get serious about what thought leadership means, owning a distinct point of view/position and leveraging that point of view to generate revenue. That’s why I was excited to have Robert Rose on the podcast. Robert’s most recent book that he published in September with colleague Joe Pulizzi from Content Marketing Institute is called "Killing Marketing” and it’s going to really stretch your mind in terms of what is possible and what’s coming next for us as agency folks. Robert Rose is the Founder and Chief Strategy Officer of the Content Advisory which is a consulting and advisory group of the Content Marketing Institute. As a strategist, Robert has worked with over 500 companies including global brands like Capital One, Dell, Ernst & Young, HP, and the Bill and Melinda Gates Foundation. He's the author of three books including "Experiences: The Seventh Era of Marketing," a book about how marketing is shifting. It was called "a treatise and a call-to-arms for marketers to lead business innovation in the 21st Century."   What you’ll learn about in this episode: The rapid changes in the agency business and why those changes are coming more fast and furious than ever before Why agencies need to make a big investment if they want to survive (and why so often they just splash around in the water until it’s too late) Using content marketing to build an audience for your clients based on their specific needs How to use your engaged audience to find more people like them with Facebook, LinkedIn, and YouTube’s lookalike audiences Why you can’t expect clients to want to work with you if you don’t invest in your own marketing Why Robert believes that your agency blog isn’t usually the best place to host your content (and where you should write instead) Getting back on track when you find yourself falling into the trap of creating generalist content Building client trust by helping them transform into something new Why agencies have always been good at creating stuff for clients but why strategy and measurement need to be our new norm How to start working with a C-Suite level person when your current client contact is not as high up Why a media centric agency is the best kind of agency to build today (and how to retrofit your agency to become a media centric agency) Ways to contact Robert Rose: Website: contentadvisory.net Website: robertrose.net We’re proud to announce that Hubspot is now the presenting sponsor of the Build A Better Agency podcast! Many thanks to them for their support!

Agencies are in an all-out talent war these days. New business is coming faster and easier. Your clients had a good year and so did you. But if you’re like many agency owners, you’re actually considering shutting down the biz dev spigot because you can’t find and keep the staff to service the new growth. When you see it in writing, it’s ridiculous, right? But if you’re struggling with staffing, you’re not alone. Agencies like yours are the training ground for other agencies, clients building an in-house department and corporations who are going to pay a premium for your best talent. We have to find ways to attract and keep key hires or we’re going to be on a treadmill forever. We can talk culture, we can talk creative benefits like sabbaticals, and we can even talk about assessments that identify people who are born to work in an agency. As compelling as all of that is, it’s tough to compete with money. That’s what intrigued me about Kevin Monaghan and his strategies to help protect, incentivize, and compensate minority owners and key employees. Kevin and his team at Intuitive Compensation Group work with businesses to create compensation packages that keep your people in place, feeling rewarded and valued. Today, Kevin speaks all over the country and helps business owners, partnerships, business brokers (buyers & sellers), and key employees align their goals with workable compensation models that incentivize over time without running into some of the roadblocks of giving away equity or being stuck with a minority stake in a company where you can’t control dividend distribution. Interestingly, while taking a break from the business sector early in his career, Kevin briefly worked as a writer’s assistant for two of NBC’s top comedies, “The Office” and “Parks & Recreation.”   What you’ll learn about in this episode: Why giving equity to employees can be a dangerous situation Cash value life insurance is a way to fund a golden handcuff plan that ensures you get money back if the employee leaves (the employee can’t touch this money for a certain amount of time passes) Putting money behind compensation promises so that both the business owner and the employee knows what they’re walking away from if they decide to part ways Different ways to structure cash value life insurance policies so that the burden of tax falls to the agency, the employee, or a combination of the two (and examples of times where each of these would be appropriate) How to use these cash value life insurance policies to set up your agency to be sold when you’re ready to retire Figuring out what matters to the seller and the buyer when heading into an agency sale What happens when an agency owner sticks around after selling the agency The right and wrong ways to compensate young employees that you want to keep but you know aren’t even close to being ready for any agency ownership What benefits young employees really want Why it doesn’t hurt to start planning for your retirement / selling of your agency early Ways to contact Kevin Monaghan: Phone: 877-70LEARN Website: www.intuitivecompensation.com We’re proud to announce that Hubspot is now the presenting sponsor of the Build A Better Agency podcast! Many thanks to them for their support!

I don’t believe in life/work balance. When I was a kid, my “work dad” would come home from the bank in his three-piece suit and he’d go upstairs and my “home dad” would come downstairs in jeans, looking for his martini and the download of our day while my mom cooked dinner. Sounds very Leave it to Beaver, doesn’t it? It really was. My dad didn’t have a computer or a cell phone. I can remember the only time the office called him at home – the bank building was on fire. But other than that – there was complete separation of work and home life. We do not have that luxury. At best, we can strive for life/work blend. Our personal lives will seep into the work day and our work will seep into our personal time. But for many agency owners, what that translates to is that you are always on and always working. That’s not only unhealthy for you but it’s unhealthy for your business. You simply can’t grow your agency if you have to do everything that’s mission critical. That’s the conversation I wanted to have with Scott Beebe who is a strategist, teacher, and business coach for My Business On Purpose. He is also the host of the Business on Purpose podcast. Scott is all about about liberating small business owners from the chaos of working in their business and helping them get their lives back by being really clear about what their business is about, what they want to get out of the business, where they have unique opportunities to contribute to the business, and where they need to get out of the way. His background includes direct and B2B sales, designing and implementing organizational strategy, training and development, marketing and fundraising, along with teaching and speaking.   What you’ll learn about in this episode: The two biggest non-negotiables for agencies today The value in building out a detailed company vision and reinforcing it regularly in team meetings Understanding what clients you should and should not work with based on your company vision Your mission statement: a portable, 15-word version of your vision story Why you need to have 3-5 core values that are unique to you (hint: not table stables like respect, responsibility, excellence, etc.) Scott’s spreadsheet for figuring out what tasks you can keep as the agency owner and which ones you should delegate How to document processes so everyone is on the same page and can wear multiple hats Using team meetings to stay on top of the week’s work and why you should end every team meeting with training How to delegate to people who may not be your direct reports without throwing your agency into chaos and confusion The four steps to achieving business freedom Reinvesting your time into things that matter once you’ve delegated tasks away and have significant free time Ways to contact Scott Beebe: Website: MyBusinessOnPurpose.com/vision Twitter: @scottbeebe LinkedIn: www.linkedin.com/in/scottebeebe Facebook: www.facebook.com/mybusinessonpurpose We’re proud to announce that Hubspot is now the presenting sponsor of the Build A Better Agency podcast! Many thanks to them for their support!