The Digital Agency Growth Podcast

Erik Huberman knows what it means to buckle down and work hard for an agency’s growth. Through the many years that he’s worked in the space, Erik has focused on the values of the business and tasks at hand to make huge growth opportunities and put the businesses first in order to become as successful as his is today. This week, episode 138 of The Digital Agency Growth Podcast is about client retention and why Erik chose not to niche down in the growth of his business! Watch our new recorded video training: Relationship-Driven New Business At-ScaleIn this episode of The Digital Agency Growth Podcast, Erik Huberman shares the importance of communication with your clients and actionable steps you can take right now to take a step back in your own business to allow it to grow. Erik is the founder and CEO of Hawke Media, the highly successful marketing agency known as Your Outsourced CMO® that’s helped grow over 3,000 brands worldwide, and is valued at more than $150 million. Erik is a lauded recipient of a number of honors and awards, including: Forbes 30 Under 30, CSQ’s 40 Under 40, Inc. Magazine’s Top 25 Marketing Influencers, The International Business Awards’ Entrepreneur of the Year, and a Telly Award for the Hawke Media commercial he co-wrote and starred in. In this episode, Dan and Erik Huberman discuss the following:Why Erik chose to focus on accessibility instead of niching down when it came to expanding and marketing his start-ups.How communication, along with a few other smart techniques, helps Erik keep up retention in a market where one bad week can ruin 2 years of work.Mistakes Erik has made in the early stages of hiring for sales that he learned from quickly, and ways to avoid the same mistakes in your own agency.What drove Erik to step back from being the main closer in his agency, even though it meant losing half his new client revenue, in order to buy back time elsewhere in the business.Stay around to the end of the interview to hear why you shouldn’t worry about the recession looming amongst us and how to be optimistic about it instead of frightened. 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 ERIK HUBERMAN:LinkedInTwitterInstagramThe Hawke Method: BookCONNECT WITH DAN ENGLANDER:LinkedInSales Schema

Dan is returning from vacation, and instead of a guest episode, he was featured on the Digital Agency Show podcast. So today, we are sharing that episode with you. On the Digital Agency Show, Brent Weaver interviews successful agency owners and leaders on the best practices for agency growth and success. This week, episode 137 of The Digital Agency Growth Podcast is an episode Dan was on over on the Digital Agency Show podcast! Watch our new recorded video training: Relationship-Driven New Business At-ScaleIn this episode of The Digital Agency Growth Podcast, Dan Englander chats with Brent to share the importance of breaking down barriers in cold messaging strategies, which are covered in his book. He also shares actionable steps you can take right now to build deeper connections with your audience. In this episode, Dan discusses with Brett the following:The timeless power of de-risking conversations with commonalities instead of boring, publicly available information. Tips for messaging copy that truly converts instead of being left unread or sounding like a bot, even if that copy is created in advance.How to balance personalization and scale without being bogged down with too many tasks or feeling like a robot and impersonal.This fun podcast episode was shared graciously with us by the Digital Agency Show Podcast, and we are very thankful to have been on the show to share about the new book and share some wisdom with their audience.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 The Digital Agency Show podcast:WebsitePodcastOriginal EpisodeCONNECT WITH DAN ENGLANDER:LinkedInSales Schema

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