Tired of working harder for the same (or less) money? Frustrated by clients who don't value your expertise? 

Or perhaps you’re dealing with:

– Razor-thin profit margins;

– Clients who nickel and dime you;

– Difficulty scaling without burning out;

– Sales processes that feel like pulling teeth?

If so, this episode of Agency Journey is for you.

Raul Hernandez Ochoa is the founder of Do Good Work, a growth consultancy helping agencies scale and increase profitability. With experience building multiple agencies and leading teams to significant revenue growth, Raul brings a wealth of knowledge on pricing strategies, sales processes, and delivering high-value outcomes to clients.

In this episode of Agency Journey, Raul shares his framework for increasing revenue per client without increasing workload. 

He tackles the mindset shifts you need to make, shows you how to ditch "selling services" for good, and reveals his value-based pricing approach that'll have clients eager to pay premium rates.

Whether you're looking to boost your agency's profitability, improve your sales process, or deliver more impactful results for clients, this episode will be well worth your listen.

Episode Insights:

💡 Focus on selling outcomes and transformations rather than specific services or deliverables.

💡 Develop a deep understanding of your ideal client's pain points and desired outcomes.

💡 Use discovery calls to mirror the client's language and demonstrate a true understanding of their challenges.

💡 Create a "methodology" or unique mechanism that delivers your outcomes, rather than selling individual tasks.

💡 Offer different tiers of service, but ensure all options are profitable based on your ideal profit numbers.

💡 Productize your services on the backend for efficient delivery, while presenting custom solutions to clients.

💡 Continuously reinvest in yourself and bet on your own capabilities to drive agency growth.

💡 Build patience with yourself, the process, and others as you implement new strategies.

Resources Mentioned:

🌐 Do Good Work website: https://dogoodwork.io/?utm_campaign=agency-journey-ep-310-raul-hernandez-ochoa

🌐 Raul's LinkedIn: https://www.linkedin.com/in/dogoodwork/

📚 "The Magic of Thinking Big" by David J. Schwartz

----------------------------------

Brought to you by ZenPilot, ClickUp’s #1 Solutions Partner with 3,000+ agency ops makeovers under our belt.

📕 Read our in-depth, 8000-word How to Use ClickUp Guide: https://www.zenpilot.com/blog/how-to-use-clickup/?utm_campaign=agency-journey-ep-310-raul-hernandez-ochoa

👉 Don’t forget to follow and rate us on your preferred podcast platforms. We’re also on YouTube: @ZenPilot

"The value of an hour of your time as an agency owner, if you're growing, is never going backwards."

In this episode of Agency Journey, Gray “The Martian” MacKenzie joins Kuba to discuss the challenges and strategies for agency owners scaling their businesses beyond 10 full-time employees (FTEs). 

Gray shares valuable insights on both the psychological and operational aspects of this critical growth phase.

If your agency is past the 10 FTE threshold—or close to it—this is a must-listen to prepare you for the obstacles that you’re about to navigate.

Episode Insights:

💡 The "messy middle" for agencies is typically between 10-30 employees

💡 There are specific skills owners need to develop at this stage: prioritization, forecasting, decision-making, and clear communication

💡 Creating the next layer of leadership is crucial to reduce direct reports and manage growth

💡 Move out of delivery roles first, and focus on the growth side of the business

💡 Building robust systems and processes is key to supporting consistent delivery and hiring

💡 Implementing capacity and workload tracking becomes critical at this stage

💡 Leaning into your agency's unfair advantage is crucial for sustainable growth

Resources Mentioned:

🌐 Gray’s LinkedIn: https://www.linkedin.com/in/graymackenzie/

🛠️ ClickUp: https://www.clickup.com/?utm_campaign=agency-journey-ep-309-gray-10-fte-wall

🛠️ EOS (Entrepreneurial Operating System)

----------------------------------

Brought to you by ZenPilot, ClickUp’s #1 Solutions Partner with 3,000+ agency ops makeovers under our belt.

📕 Read our in-depth, 8000-word How to Use ClickUp Guide: https://www.zenpilot.com/blog/how-to-use-clickup/?utm_campaign=agency-journey-ep-309-gray-10-fte-wall

👉 Don’t forget to follow and rate us on your preferred podcast platforms. We’re also on YouTube: @ZenPilot

"It was clear that there was so much power in individuals banding together to do something."

Cooper Munroe is the CEO of The Motherhood, an influencer marketing agency founded in 2006, long before the term "influencer marketing" existed. Cooper shares the fascinating origin story of her agency, which emerged from a viral blog post during Hurricane Katrina relief efforts.

In this episode of Agency Journey, Cooper discusses the evolution of influencer marketing over the past 15+ years, from early "mommy blogs" to today's multi-billion dollar industry. She provides insights on best practices, untapped opportunities in regulated industries, and the importance of authenticity in influencer partnerships.

This conversation is valuable for agency leaders interested in the history and future of influencer marketing, as well as those looking to partner with specialized agencies to deliver these services.

Episode Insights:

💡 The power of authentic, user-generated content was evident even in the early days of blogging, before social media platforms existed.

💡 Influencer marketing has evolved from a one-off tactic to an integrated piece of the overall marketing strategy for many brands.

💡 Micro-influencers often deliver the best results due to high engagement and trust with their audiences.

💡 Authenticity is crucial - influencers must have a genuine affinity for the products or causes they promote.

💡 There are untapped opportunities for influencer marketing in highly regulated industries like pharma, healthcare, and finance, as well as in B2B sectors.

💡 Revisiting core questions like "Why do we exist?" and "How will we succeed?" is important for agency leaders, especially those who've pivoted or evolved their business models.

Resources Mentioned:

🌐 The Motherhood agency website: https://www.themotherhood.com/?utm_campaign=agency-journey-ep-300-cooper-munroe

🌐 Cooper's LinkedIn: https://www.linkedin.com/in/coopermunroe

📝 Cooper's Forbes Agency Council articles: https://www.forbes.com/sites/forbesagencycouncil/people/coopermunroe/

📚 The Advantage by Patrick Lencioni (book recommendation)

🛠️ EOS (Entrepreneurial Operating System)

👥 Vistage (executive coaching organization)

----------------------------------

Brought to you by ZenPilot, ClickUp’s #1 Solutions Partner with 2,700+ agency ops makeovers under our belt.

📕 Read our in-depth, 8000-word How to Use ClickUp Guide: https://www.zenpilot.com/blog/how-to-use-clickup/?utm_campaign=agency-journey-ep-300-cooper-munroe

👉 Don’t forget to follow and rate us on your preferred podcast platforms. We’re also on YouTube: @ZenPilot

Geoff Skadra is the founder of Focus First Business Advisors. We invited him onto the podcast to share some practical tips on how agency owners can take control of their busyness so they can spend more time doing what they love. Enjoy!

Looking for ways to automate more of your agency's work and streamline your client approval workflow? Jimmy Rose from Content Snare joins us on Agency Journey to share his automation secrets.

Today we're excited to welcome Joel Erway from TheWebinarAgency.com to Agency Journey. Joel is a recovering salesperson turned entrepreneur who helps consultants, coaches, and experts grow their businesses. We discussed his journey from a done-for-you webinar agency to a training consultancy. You'll pick up some great tips to help you better communicate with your leads that are already ready to buy, how to begin productizing elements of your service offering, and how to grow a team to match your vision for your business.‍

Welcome back to Agency Journey. In this episode, Gray MacKenzie welcomes guest Rochelle Moulton, an authority consultant who is working with Consultants and Big Thinkers to help people build their authority in the marketplace. Don’t miss this episode and begin to be transformed in building your authority whether in business or your personal life.

Josh Bauerle from The Prestige Journal joins us on this week's Agency Journey episode to share his entrepreneurial story and tips for building a tax-efficient, tax-compliant agency.

Chris Dreyer is the founder of Rankings.io. They do SEO for personal injury attorneys. His journey is marked by two lessons that connect each stage: stick to your strengths and keep things simple. Enjoy the episode!

In this episode of Agency Journey, we discussed Ryan’s call to missions work, specifically in Romania, his path to agency life, about their web design process + got a recommendation, project estimate, and timeline live in the interview! Ryan also shared 4 of his favorite, lesser-known agency tools that fuel the Agency Boon workflow. Enjoy!

Have you ever struggled to replicate yourself as a salesperson for your agency? On this episode Joey Gilkey from SalesDrivenAgency.com shares the actionable steps you can take to finally break free and manage a team of qualified reps. Enjoy!

Brent Weaver is the founder of UGURUS and the author of the book "Get Rich in the Deep End." UGURUS helps digital agencies get more leads, win higher-value deals, and delight clients. A key to their secret-sauce is helping agencies zero-in on the audience they serve and become respected as experts by that audience.

Full show notes at zenpilot.com/post/luke-trewin-offer-services-you-love.

"Managing a CEO's LinkedIn account is a full-time job."

Garret Caudle is the founder and CEO of Influent, a full-funnel LinkedIn marketing agency. With a background in scaling agencies and a passion for LinkedIn's untapped potential, Garret shares his expertise on leveraging the platform for thought leadership and business growth.

In this insightful episode of Agency Journey, Garret breaks down the strategy behind effective LinkedIn content creation for agency founders and executives. He emphasizes the importance of developing a clear point of view and consistently sharing valuable insights with your target audience.

Whether you're looking to establish yourself as an industry thought leader or generate more leads for your agency, this episode will give you plenty of inspiration and actionable advice to make LinkedIn a key pipeline driver for your business.

Episode Insights:

💡 Create a "thought leadership map" outlining your core beliefs and perspectives on industry trends. Use this as a foundation for your content strategy.

💡 Aim for 4 LinkedIn posts per week, focusing primarily on text-based content that showcases your unique point of view.

💡 Analyze engagement to ensure you're reaching your ideal customer profile (ICP), not just your existing network. Quality of engagement matters more than vanity metrics.

💡 Be patient - expect to see "green shoots" of results within 90 days, more consistent lead flow by 6 months, and significant impact by 1 year.

💡 Use proprietary data and unique insights from your client work to differentiate your content and showcase your expertise.

💡 Consider incorporating personal elements into your professional content to make it uniquely yours, without relying solely on selfies or personal anecdotes.

💡 Leverage your team's expertise by having them interview you about your POVs to generate content ideas.

💡 Write concisely and conversationally, leading with your main point or value proposition in each post.

Resources Mentioned:

🌐 Garret's LinkedIn: https://www.linkedin.com/in/garretcaudle/

🏢 Garret’s LinkedIn agency, Influent: https://influent.co/?utm_campaign=agency-journey-ep-299-garret-caudle

----------------------------------

Brought to you by ZenPilot, ClickUp’s #1 Solutions Partner with 2,700+ agency ops makeovers under our belt.

📕 Read our in-depth, 8000-word How to Use ClickUp Guide: https://www.zenpilot.com/blog/how-to-use-clickup/?utm_campaign=agency-journey-ep-299-garret-caudle

Read Full Show Notes
---
It's rare to speak with a podcast guest who has had multiple near-death encounters.

We'll come back to that, but for now, just keep in mind that Zeb Evans is not your typical SaaS CEO.

I first met Zeb back in early 2018.

We'd been trying out ClickUp since late 2017 and we couldn't believe their consistent product development velocity.

Between that velocity and their vision for the platform, Andrew (my business partner) and I made the decision to double down on ClickUp; first for ourselves, then as the core platform we helped agencies implement as we streamlined their operations.

That early bet on ClickUp has paid off in spades, as they've rapidly emerged as a major force in the project management space.

---
Read Full Show Notes

Sharon Toerek joins us on this week's episode of Agency Journey to discuss common legal pitfalls for digital agencies, revenue-sharing relationships, and much more.

Sharon operates Toerek Law, based out of Cleveland, Ohio, and specializes in intellectual property and marketing law for agencies.

A few of the most common legal areas that cause headaches to digital agencies include:

1. Ownership rights to client work
2. Liability and indemnification issues
3. Portfolio display rights
4. Independent contractor agreements

Ownership Rights to Client Work

While it's standard practice that clients will ultimately own the work produced by an agency, negotiating the timing of the transfer of ownership is crucial.

Sharon points out that you need your agreements to tie the transfer of ownership to payment requirements. This requires clients to complete payments in order to secure ownership to the work you've done on their behalf.

Liability & Indemnification

Agencies should be responsible for the quality of their work.

That said, you don't want to put your firm in a position where you are legally liable for variables that you cannot control.

You may build a fully functional site today that breaks when the client adds in new plugins next month. Hopefully that's not the case, but you need to protect your downside against unforeseen circumstances.

Portolio Display Rights

Sharon's advice is to have the correct terms written into your standard agreement to allow you to demonstrate your past work without needing client approval every time you'd like to cite your success.

The extent to which agencies publicize client work varies broadly across service types, but you never have more leverage than at the beginning of a relationship, so negotiate for the best terms upfront.

Independent Contractor Agreements

Most agencies work with independent contractors or 3rd-party vendors in some capacity.

If you don't have a strong agreement in place to govern that relationship and accompanying rights, you run a number of legal risks.

Prioritize building proper agreements with any contractors, suppliers, or vendors to make sure you don't wind up in a compromised position.

To connect with Sharon or learn more, you can check out her site, Legal + Creative, and her podcast, The Innovative Agency.

Mike Michalowicz is the author of Profit First and he joins us to share the counter intuitive approach that can transform your agency finances. Enjoy! *** More Information *** Want to learn more about ZenPilot? https://www.zenpilot.com Want to join the Agency Journey Insiders group on Facebook? https://www.facebook.com/groups/agencyjourneyinsiders Want to see how your agency revenue lines up with industry benchmarks? https://www.zenpilot.com/benchmark Want to learn the EXACT process we use to help marketing agencies implement processes and systems they need to scale without reinventing the wheel? https://www.zenpilot.com/freedom #AgencyJourney

Steven Perchikov, CEO @ Art of Sales Academy joins us to talk about how you can leverage outbound strategies in an inbound way to connect with dream clients. *** More Information *** Want to learn more about ZenPilot? https://www.zenpilot.com Want to join the Agency Journey Insiders group on Facebook? https://www.facebook.com/groups/agencyjourneyinsiders Want to see how your agency revenue lines up with industry benchmarks? https://www.zenpilot.com/benchmark Want to learn the EXACT process we use to help marketing agencies implement processes and systems they need to scale without reinventing the wheel? https://www.zenpilot.com/freedom #AgencyJourney

Pete Caputa, CEO at Databox and former lead of HubSpot's Agency Partner Program, joined us for an interview about the Predictable Performance methodology and advice for agency owners. *** More Information *** Want to learn more about ZenPilot? https://www.zenpilot.com Want to join the Agency Journey Insiders group on Facebook? https://www.facebook.com/groups/agencyjourneyinsiders Want to see how your agency revenue lines up with industry benchmarks? https://www.zenpilot.com/benchmark Want to learn the EXACT process we use to help marketing agencies implement processes and systems they need to scale without reinventing the wheel? https://www.zenpilot.com/freedom #AgencyJourney

John McTigue from Riptide Business Press joined us for an interview about growing agency revenue by focusing on ideal customers. *** More Information *** Want to learn more about ZenPilot? https://www.zenpilot.com Want to join the Agency Journey Insiders group on Facebook? https://www.facebook.com/groups/agencyjourneyinsiders Want to see how your agency revenue lines up with industry benchmarks? https://www.zenpilot.com/benchmark Want to learn the EXACT process we use to help marketing agencies implement processes and systems they need to scale without reinventing the wheel? https://www.zenpilot.com/freedom #AgencyJourney

Kevin Barber, CEO at Lean Labs, joined us for an interview about building an agency brand that stands out from the crowd and how to sell growth to clients. *** More Information *** Want to learn more about ZenPilot? https://www.zenpilot.com Want to join the Agency Journey Insiders group on Facebook? https://www.facebook.com/groups/agencyjourneyinsiders Want to see how your agency revenue lines up with industry benchmarks? https://www.zenpilot.com/benchmark Want to learn the EXACT process we use to help marketing agencies implement processes and systems they need to scale without reinventing the wheel? https://www.zenpilot.com/freedom #AgencyJourney

Tim Delhaes from InboundLabs joined us for an interview about fixing the gig economy and building a more meaningful, more productive workforce in the 21st century. *** More Information *** Want to learn more about ZenPilot? https://www.zenpilot.com Want to join the Agency Journey Insiders group on Facebook? https://www.facebook.com/groups/agencyjourneyinsiders Want to see how your agency revenue lines up with industry benchmarks? https://www.zenpilot.com/benchmark Want to learn the EXACT process we use to help marketing agencies implement processes and systems they need to scale without reinventing the wheel? https://www.zenpilot.com/freedom #AgencyJourney

Ben Aston from The Digital Project Manager joined us for an interview about the agency landscape, project management tips for agencies, and his experience working both at agencies and with them. *** More Information *** Want to learn more about ZenPilot? https://www.zenpilot.com Want to join the Agency Journey Insiders group on Facebook? https://www.facebook.com/groups/agencyjourneyinsiders Want to see how your agency revenue lines up with industry benchmarks? https://www.zenpilot.com/benchmark Want to learn the EXACT process we use to help marketing agencies implement processes and systems they need to scale without reinventing the wheel? https://www.zenpilot.com/freedom #AgencyJourney

How can you take the by-products of your agency operations and leverage those assets? https://www.zenpilot.com/manifesto *** More Information *** Want to learn more about ZenPilot? https://www.zenpilot.com Want to join the Agency Journey Insiders group on Facebook? https://www.facebook.com/groups/agencyjourneyinsiders Want to see how your agency revenue lines up with industry benchmarks? https://www.zenpilot.com/benchmark Want to learn the EXACT process we use to help marketing agencies implement processes and systems they need to scale without reinventing the wheel? https://www.zenpilot.com/freedom #AgencyVision

Is it ever possible to track 40 hours of work in a given week?

If not, what should the benchmark be?

What is time tracking for, anyway?

And how to talk about it with your team members in a way that makes them motivated, and gives you good insights?

In this episode of Agency Journey, Gray and Kuba discuss the challenges and best practices of time tracking in agencies. They explore how to communicate its purpose, implement effective processes, and use the data to drive business decisions.

Episode Insights:

💡 The real purpose of time tracking is to shape business decisions and help managers guide team members' focus

💡 Clear communication about why you're tracking time is crucial for team buy-in

💡 Using tools like RescueTime can provide more accurate data on how time is actually spent

💡 Weekly reviews of time tracking data can help coach team members to be more efficient

💡 Time tracking data should inform decisions on pricing, packaging, staffing, and process optimization

💡 Reframe time tracking as managing "units of energy" or impact rather than just hours

💡 It's important to share back with the team how time tracking data is being used to improve the business

Resources Mentioned:

🌐 Gray’s LinkedIn: https://www.linkedin.com/in/graymackenzie/

🌐 ZenPilot Profitability and Utilization Reporting: https://www.zenpilot.com/agency-profitability-and-utilization-reporting/?utm_campaign=agency-journey-ep-298-gray-time-tracking

⚒️ ClickUp: https://www.clickup.com/?utm_campaign=agency-journey-ep-298-gray-time-tracking

⚒️ RescueTime

⚒️ Harvest

⚒️ Everhour

⚒️ Toggl

----------------------------------

Brought to you by ZenPilot, ClickUp’s #1 Solutions Partner with 2,700+ agency ops makeovers under our belt.

📕 Read our in-depth, 8000-word How to Use ClickUp Guide: https://www.zenpilot.com/blog/how-to-use-clickup/?utm_campaign=agency-journey-ep-298-gray-time-tracking

👉 Don’t forget to follow and rate us on your preferred podcast platforms. We’re also on YouTube: @ZenPilot

Sick of clients bossing you around? The antidote is leadership. https://www.zenpilot.com/manifesto *** More Information *** Want to learn more about ZenPilot? https://www.zenpilot.com Want to join the Agency Journey Insiders group on Facebook? https://www.facebook.com/groups/agencyjourneyinsiders Want to see how your agency revenue lines up with industry benchmarks? https://www.zenpilot.com/benchmark Want to learn the EXACT process we use to help marketing agencies implement processes and systems they need to scale without reinventing the wheel? https://www.zenpilot.com/freedom #AgencyVision

If you're struggling with clients who don't value your advice or expertise appropriately, you need to tackle the root issue...and it all starts in sales. https://www.zenpilot.com/manifesto *** More Information *** Want to learn more about ZenPilot? https://www.zenpilot.com Want to join the Agency Journey Insiders group on Facebook? https://www.facebook.com/groups/34557... Want to see how your agency revenue lines up with industry benchmarks? https://www.zenpilot.com/benchmark Want to learn the EXACT process we use to help marketing agencies implement processes and systems they need to scale without reinventing the wheel? https://www.zenpilot.com/freedom #AgencyVision

When you figure out how to get paid for your expertise, your agency can increase revenue without adding team members. Client actually receive more value than before while your profit margins increase. That's the win-win scenario we're all looking for. https://www.zenpilot.com/manifesto *** More Information *** Want to learn more about ZenPilot? https://www.zenpilot.com Want to join the Agency Journey Insiders group on Facebook? https://www.facebook.com/groups/agencyjourneyinsiders/ Want to see how your agency revenue lines up with industry benchmarks? https://www.zenpilot.com/benchmark Want to learn the EXACT process we use to help marketing agencies implement processes and systems they need to scale without reinventing the wheel? https://www.zenpilot.com/freedom #AgencyVision

Want to do your clients a big favor and give yourself a gift at the same time? Change your approach to client servicing. Today, we're tackling why (and how) you need to sell solutions, not services. https://www.zenpilot.com/manifesto *** More Information *** Want to learn more about ZenPilot? https://www.zenpilot.com Want to join the Agency Journey Insiders group on Facebook? https://www.facebook.com/groups/34557... Want to see how your agency revenue lines up with industry benchmarks? https://www.zenpilot.com/benchmark Want to learn the EXACT process we use to help marketing agencies implement processes and systems they need to scale without reinventing the wheel? https://www.zenpilot.com/freedom #AgencyVision

How is this Manifesto principle like Newton's Second Law? It's obvious, the more variables you manage, the slower your agency grows. Simplify to scale! Today, we tackle the fastest path to mastery, results, and profit. This core principle of serving one ideal-fit client type solve a costly problem drives our entire business. Not just our own growth, delivery, and operations, but it's also the fundamental methodology for scale that we help agencies implement. https://www.zenpilot.com/manifesto *** More Information *** Want to learn more about ZenPilot? https://www.zenpilot.com Want to join the Agency Journey Insiders group on Facebook? https://www.facebook.com/groups/agencyjourneyinsiders/ Want to see how your agency revenue lines up with industry benchmarks? https://www.zenpilot.com/benchmark Want to learn the EXACT process we use to help marketing agencies implement processes and systems they need to scale without reinventing the wheel? https://www.zenpilot.com/model Want a free clarity call? https://www.zenpilot.com/freedom #AgencyVision

Tim Ferriss often asks himself a simple question when prioritizing his work. What one thing, if completed first, would make everything else subsequently easier? The same general principle holds true for the third point of the Agency Freedom Manifesto: make the hard decision once that makes every other decision easy. https://www.zenpilot.com/manifesto *** More Information *** Want to learn more about ZenPilot? https://www.zenpilot.com Want to join the Agency Journey Insiders group on Facebook? https://www.facebook.com/groups/agencyjourneyinsiders/ Want to see how your agency revenue lines up with industry benchmarks? https://www.zenpilot.com/benchmark Want to learn the EXACT process we use to help marketing agencies implement processes and systems they need to scale without reinventing the wheel? https://www.zenpilot.com/freedom #AgencyVision

The traditional agency business model is broken. It isn’t the model that will get you to where you’re trying to go. It is broken because it scales complexity. By its very nature, everything is unique. The traditional agency business model, we call it "Digital Yes Men". If the client asks for it, the agency provides it. https://www.zenpilot.com/manifesto *** More Information *** Want to learn more about ZenPilot? https://www.zenpilot.com Want to join the Agency Journey Insiders group on Facebook? https://www.facebook.com/groups/agencyjourneyinsiders Want to see how your agency revenue lines up with industry benchmarks? https://www.zenpilot.com/benchmark Want to learn the EXACT process we use to help marketing agencies implement processes and systems they need to scale without reinventing the wheel? https://www.zenpilot.com/freedom

The traditional digital agency model is broken. Time and time again it has failed to deliver the freedom that agency owners had hoped it would. Instead of finding freedom, owners are constantly pulled back into the business because every situation is unique. As a result, all their time, resources, and creative energy are spent putting out client fires, keeping team morale in check, and maintaining the status quo. Most agency owners have no freedom over how they spend their time. The Agency Freedom Manifesto is the way out.

If you think documented processes and systems in order to escape your chaos and scale your agency, you're wrong. You first need a process worth repeating.

Check out the show notes and video here: https://www.zenpilot.com/inbound-agency-journey/the-one-problem-that-processes-and-systems-cant-solve

*** More Information ***   Want to learn more about ZenPilot? https://www.zenpilot.com   Want to join the Agency Journey Insiders group on Facebook?  https://www.facebook.com/groups/agencyjourneyinsiders/   Want to see how your agency revenue lines up with the benchmark?  https://www.zenpilot.com/benchmark    Want to learn the EXACT process we use to help marketing agencies implement processes and systems they need to scale without reinventing the wheel? https://www.zenpilot.com/case-study   Want a free agency strategy session? https://www.zenpilot.com/apply   #AgencyVision

James Robert Lay, CEO of Digital Growth Institute, joins us to dive into his path from struggling entrepreneur to mastery and growth through focus. James Robert shares transparently about the stress, chaos, and relational toll his lack of focus caused and then opens up about his journey from that point to a thriving business with balance serving financial institutions through a systematized client journey.

Full Interview and Show Notes: https://www.zenpilot.com/inbound-agency-journey/the-fastest-path-to-mastery

*** More Information ***   Want to learn more about ZenPilot? https://www.zenpilot.com   Want to join the Agency Journey Insiders group on Facebook?  https://www.facebook.com/groups/agencyjourneyinsiders/   Want to see how your agency revenue lines up with industry benchmarks?  https://www.zenpilot.com/benchmark    Want to learn the EXACT process we use to help marketing agencies implement processes and systems they need to scale without reinventing the wheel? https://www.zenpilot.com/free-training   Want a free agency strategy session? https://www.zenpilot.com/apply   #AgencyJourney

In this episode of Agency Journey, Gray and Kuba discuss the pros and cons of daily standup meetings and explore alternative approaches for remote teams. They break down why many companies still rely on standups and offer strategies to instead build trust, maintain momentum, and improve planning asynchronously.

Episode Insights:

💡 Daily standups are often a crutch for poor planning or lack of clear expectations

💡 Trust is built when expectations are consistently met over time

💡 Asynchronous tools like ClickUp can replace many standup functions if used properly

💡 Celebrating wins and progress is crucial for remote team momentum

💡 Consider if standups are truly necessary or if they've become an inefficient habit

💡 Clear communication and transparency about expectations are key in building trust

💡 Journaling and self-reflection can help identify areas for improvement in team processes

Resources Mentioned:

🌐 ZenPilot: https://www.zenpilot.com/?utm_campaign=agency-journey-ep-297-gray-daily-standups-anti-pattern

🌐 Gray’s LinkedIn: https://www.linkedin.com/in/graymackenzie/

⚒️ ClickUp: https://www.clickup.com/?utm_campaign=agency-journey-ep-297-gray-daily-standups-anti-pattern

⚒️ 15Five: https://www.15five.com/?utm_campaign=agency-journey-ep-297-gray-daily-standups-anti-pattern

⚒️ HubStaff

⚒️ Entrepreneurial Operating System (EOS): https://www.eosworldwide.com//?utm_campaign=agency-journey-ep-297-gray-daily-standups-anti-pattern

📦 ZenPilot’s Agency Client Health Tracker: https://www.zenpilot.com/agency-client-health-tracker/?utm_campaign=agency-journey-ep-297-gray-daily-standups-anti-pattern

----------------------------------

Brought to you by ZenPilot, ClickUp’s #1 Solutions Partner with 2,700+ agency ops makeovers under our belt.

📕 Read our in-depth, 8000-word How to Use ClickUp Guide: https://www.zenpilot.com/blog/how-to-use-clickup/?utm_campaign=agency-journey-ep-297-gray-daily-standups-anti-pattern

👉 Don’t forget to follow and rate us on your preferred podcast platforms. We’re also on YouTube: @ZenPilot

James Robert Lay, CEO of Digital Growth Institute, joins us to dive into his path from struggling entrepreneur to mastery and growth through focus. James Robert shares transparently about the stress, chaos, and relational toll his lack of focus caused and then opens up about his journey from that point to a thriving business with balance serving financial institutions through a systematized client journey.

*** More Information ***   Want to learn more about ZenPilot? https://www.zenpilot.com   Want to join the Agency Journey Insiders group on Facebook?  https://www.facebook.com/groups/agencyjourneyinsiders/   Want to see how your agency revenue lines up with industry benchmarks?  https://www.zenpilot.com/benchmark    Want to learn the EXACT process we use to help marketing agencies implement processes and systems they need to scale without reinventing the wheel? https://www.zenpilot.com/free-training   Want a free agency strategy session? https://www.zenpilot.com/apply   #AgencyJourney

Today, we're talking agency lead generation. Every agency needs a steady stream of leads. It is the life blood of a sustainable business. Sales systems require consistent inputs. Do the work to build the experience that attracts the consistent inputs to your sales and delivery system. Simple systems that are worked over and over again best. 90% of this game is showing up every day and doing the work.    Grab the Show Notes: https://www.zenpilot.com/inbound-agency-journey/agency-lead-generation   *** More Information ***   Want to learn more about ZenPilot? https://www.zenpilot.com   Want to join the Agency Journey Insiders group on Facebook?  https://www.facebook.com/groups/agencyjourneyinsiders/   Want to see how your agency revenue lines up with the benchmark?  https://www.zenpilot.com/benchmark    Want to learn the EXACT process we use to help marketing agencies implement processes and systems they need to scale without reinventing the wheel? https://www.zenpilot.com/case-study   Want a free agency strategy session? https://www.zenpilot.com/apply   #AgencyVision

In part 2 of 2, Robb is back for a third time on the podcast to share how you can position your agency to delivery massive value to clients at scale even with a small team. Robb shares how they package their services, position their value, and grow their team. 

You don't want to miss this interview! 

*** More Information ***   Want to learn more about ZenPilot? https://www.zenpilot.com   Want to join the Agency Journey Insiders group on Facebook?  https://www.facebook.com/groups/agencyjourneyinsiders/   Want to see how your agency revenue lines up with the benchmark?  https://www.zenpilot.com/benchmark    Want to learn the EXACT process we use to help marketing agencies implement processes and systems they need to scale without reinventing the wheel? https://www.zenpilot.com/case-study   Want a free agency strategy session? https://www.zenpilot.com/apply   #AgencyJourney

Have you taken the time to clearly define your agency's business model? Does that business model line up with your goals and desired outcome? In this episode, we to jump on and walk through the right way to re-evaluate your business model so you build an agency that serves you.

*** More Information ***   Want to learn more about ZenPilot? https://www.zenpilot.com   Want to join the Agency Journey Insiders group on Facebook?  https://www.facebook.com/groups/agencyjourneyinsiders/   Want to see how your agency revenue lines up with the benchmark?  https://www.zenpilot.com/benchmark    Want to learn the EXACT process we use to help marketing agencies implement processes and systems they need to scale without reinventing the wheel? https://www.zenpilot.com/free-training   Want a free agency strategy session? https://www.zenpilot.com/apply   #AgencyVision

Robb is back for a third time on the podcast to share how you can position your agency to delivery massive value to clients at scale even with a small team. Robb shares how they package their services, position their value, and grow their team. 

You don't want to miss this interview! 

*** More Information ***   Want to learn more about ZenPilot? https://www.zenpilot.com   Want to join the Agency Journey Insiders group on Facebook?  https://www.facebook.com/groups/agencyjourneyinsiders/   Want to see how your agency revenue lines up with the benchmark?  https://www.zenpilot.com/benchmark    Want to learn the EXACT process we use to help marketing agencies implement processes and systems they need to scale without reinventing the wheel? https://www.zenpilot.com/case-study   Want a free agency strategy session? https://www.zenpilot.com/apply   #AgencyJourney

With the new year upon us, most agency owners are charting out their list of goals for the coming year. For most, these goals are a list of things they'd "like" to happen. It is more like a wishlist than a strategically driven set of success markers.

It can be easy to grab shinny goals like "Going for Diamond!" or "Hit $50,000 a month!" and make them your rallying cry, but Gray and Andrew caution you to think deeply about that goals you select. Goals drive your activity.

Make sure you're focusing on the key things that matter most, the essential things that when accomplished will turn your "wishlist" into a list of much welcomed side effects.

*** More Information ***

Want to learn more about ZenPilot?https://www.zenpilot.com

Want to join the Agency Journey Insiders group on Facebook? https://www.facebook.com/groups/agencyjourneyinsiders/

Want to see how your agency revenue lines up with industry benchmarks? https://www.zenpilot.com/benchmark

Want to learn the EXACT process we use to help marketing agencies implement processes and systems they need to scale without reinventing the wheel?https://www.zenpilot.com/free-training

Want a free agency strategy session?https://www.zenpilot.com/apply

#AgencyVision

2018 was a big year at ZenPilot! We shifted, rebranded, and launched a new offer. This disruption was hard. No way around it. But there was a lot of fruit that came from the fires this year!

On this episode, Gray and Andrew each share their personal top 5 lessons learned from 2018.

*** More Information ***

Want to learn more about ZenPilot?https://www.zenpilot.com

Want to join the Agency Journey Insiders group on Facebook? https://www.facebook.com/groups/agencyjourneyinsiders/

Want to see how your agency revenue lines up with industry benchmarks? https://www.zenpilot.com/benchmark

Want to learn the EXACT process we use to help marketing agencies implement processes and systems they need to scale without reinventing the wheel?https://www.zenpilot.com/free-training

Want a free agency strategy session?https://www.zenpilot.com/apply

#AgencyVision

On this episode of the podcast, we're pumped to welcome by Kathleen Booth from IMPACT Branding & Design. Kathleen runs the marketing team at IMPACT. She shares how her and the team are in the process of implementing Bob Ruffolo's vision of an agency that thinks of itself like a publishing company.

Join the community at AgencyJourneyInsiders.com!!

In this episode we're joined by Tristan Ruml from Tortuga Marketing. Tristian is a former member of the ZenPilot team. When we were in the midst of our transition from DoInbound to ZenPilot, we had to let Tristan go. This is the story of how he rebounded and discovered an unconventional niche that he loves!

Join the community at AgencyJourneyInsiders.com!

As an agency owner, there are three fundamental questions that you must be able to answer with absolute clarity and certainty: 

Who do you help?  What costly problem do you solve?  How do you help them? 

Everything flows from these three responses. The more specific you get with each answer, the less competition you'll face. The more specific you get, the more you'll be paid. The more specific you get, the more efficient your team will become in delivering the solution. 

This is simple Marketing 101 level stuff. What holds so many agency owners back from making the decision to burn the boats and plant a stake in the ground? 

Fear. 

We break down how to over come these fears in this episode of #AgencyJourney. 

Check out the show notes here: https://www.zenpilot.com/inbound-agency-journey/agency-messaging-and-positioning

*** More Information ***

Want to learn more about ZenPilot?

https://www.zenpilot.com

Want to join the Agency Journey Insiders group on Facebook?

AgencyJourneyInsiders.com

Want to see how your agency revenue lines up with the benchmark?

https://www.zenpilot.com/benchmark

Want to learn the EXACT process we use to help marketing agencies implement processes and systems they need to scale without reinventing the wheel?

https://www.zenpilot.com/free-training

Want a free agency strategy session?

https://www.zenpilot.com/apply 

"From the very start, when I launched Galactic Fed, some of my friends (former entrepreneurs) gave me really good advice, which is that you want to be removing yourself from as many processes as you can. You do not want to create what some people call a key man or key woman scenario."

Zach Boyette is the co-founder and Managing Partner at Galactic Fed, a full-service growth marketing agency with a team of 150 people across 25 countries. Zach has an unconventional background, having worked at Google and P&G before becoming a digital nomad and building Galactic Fed.

In this episode of Agency Journey, Zach shares insights on scaling an agency while maintaining a strong remote culture. He emphasizes the importance of documentation, promoting from within, and choosing your team over rude clients.

Zach also discusses his perspective on the future of remote work and why he believes younger generations will drive a shift toward more location-independent companies. 

This is a great conversation for agency leaders interested in building a large remote team while maintaining work-life balance.

Episode Insights:

💡 Document everything to create a consistent client experience as you scale. Have each team member spend a couple hours per week documenting processes.

💡 Build culture in a remote agency through casual Slack channels, quarterly all-hands meetings focused on personal updates rather than just company info, and leading by example with communication style.

💡 Hire self-starters who are comfortable with written communication. Use written assessments and thorough reference checks early in the hiring process.

💡 When leading leaders, have a regular cadence of written updates prior to meetings. Show you are present and remember details about their teams and challenges.

💡 Have an org chart planned out far in advance and hire proactively for the structure you want to build. Avoid building the org chart reactively around specific people.

💡 Don't personally attach your name to the agency brand. Build a company brand that can exist beyond just you.

💡 Be willing to choose your team over abusive clients, even if they pay well. Prioritize a healthy culture.

Resources Mentioned:

Zach's LinkedIn: https://www.linkedin.com/in/zachboyette/

Galactic Fed agency website: https://galacticfed.com/?utm_campaign=agency-journey-ep-296-zach-boyette

Zach's personal website: https://zachboyette.com/?utm_campaign=agency-journey-ep-296-zach-boyette

The E-Myth Revisited by Michael E. Gerber (book recommendation for designing an org chart)

ClickUp for project management: https://clickup.com/?utm_campaign=agency-journey-ep-296-zach-boyette

Google Suite

----------------------------------

Brought to you by ZenPilot, ClickUp’s #1 Solutions Partner with 2,700+ agency ops makeovers under our belt.

📕 Read our in-depth, 8000-word How to Use ClickUp Guide: https://www.zenpilot.com/blog/how-to-use-clickup/?utm_campaign=agency-journey-ep-296-zach-boyette

👉 Don’t forget to follow and rate us on your preferred podcast platforms. We’re also on YouTube: @ZenPilot

Looking for an agency business model to learn from? Check out this in-depth interview with Jim Banks from Spades Media on their exact flywheel-style agency business model and his unique agency journey.

Join the community at AgencyJourneyInsiders.com!

Curious about specializing or "niching" your agency into a specific industry or vertical? Spencer Powell from Builder Funnel shares exactly how they've done it and the benefits that's provided in terms of expertise, efficiency, and profitability. Listen to this episode to get the full scoop!

Join the community at AgencyJourneyInsiders.com!

General Dwight D. Eisenhower was one of the most respected military and political figures of the 21st century. In the face of overwhelming odds, he work to bring together diverse groups of people to accomplish what most viewed as impossible.

In this episode you can learn principles and practices that drove him and how you can leverage them to grow your leadership abilities! Gray and I discussed what agency owners can learn from the leadership style of General Eisenhower. These thoughts come from rejecting on Jean Edward Smith's biography, Eisenhower: In War and Peace. 

Get the show notes here: https://www.zenpilot.com/inbound-agency-journey/5-practical-leadership-lessons-agency-owners-can-learn-from-general-eisenhower

*** More Information ***

Want to learn more about ZenPilot?

https://www.zenpilot.com

Want to join the Agency Journey Insiders group on Facebook?

AgencyJourneyInsiders.com

Want to see how your agency revenue lines up with the benchmark?

https://www.zenpilot.com/benchmark

Want to learn the EXACT process we use to help marketing agencies implement processes and systems they need to scale without reinventing the wheel?

https://www.zenpilot.com/free-training

Want a free agency strategy session?

https://www.zenpilot.com/apply