Explore every episode of the podcast That Agency Show

Discover how a simple "cork in the bucket" strategy turned a million-dollar revenue stream into actual net profit. In this episode, Drew and Kyle reveal the secret software features that allowed them to scale Leadzolo to million-dollar months by "juicing" every single lead for maximum value.

https://thatagencygroup.com

https://usejuiced.com

0:00 - Cold open success highlights

1:04 - Episode focus on profitability

4:15 - Bidding system fundamentals

11:16 - Bidding versus flat pricing

21:25 - Lead types overview

34:54 - More lead types and vendors

44:39 - Use cases in other industries

49:43 - Marketplace reverse auction feature

59:49 - Marketplace as demo engine

1:05:03 - 3,000-person event story

1:14:29 - Marketplace as lead magnet

Go behind the scenes to see how a non-profitable agency doing $500,000 a month finally solved the "Black Box" of lead distribution to scale past $1M. Learn the exact software strategies used to cut Zapier costs in half and eliminate the "firefighting" that kills most agencies. If your manual systems are holding you back, this is the blueprint for moving from agency chaos to high-end results.

https://thatagencygroup.com

https://usejuiced.com

0:00 - Cold open on Juiced impact0:55 - Introducing Nolan and Juiced

2:35 - How Nolan was first approached

5:32 - Nolan’s development background

10:14 - Preston adds context and scale

15:08 - Family vision behind business building

21:11 - Building Juiced from scratch

26:46 - Migrating from LeadProsper to Juiced

40:43 - Preparing Juiced for other companies

48:45 - Extra features for future tenants

1:01:17 - Hiring help and scaling development

1:07:51 - UI and UX design philosophy

1:14:35 - Nolan’s long-term vision for Juiced

1:18:03 - Working relationship and business evolution

1:26:21 - Wrap-up and next episodes

In this episode, Drew Carrell and Kyle Sulerud are joined by their partner and lead developer, Nolan Nordland, to reveal how their proprietary pay-per-lead software, Juiced, processed over $1,000,000. They discuss the "genius" behind building a platform that reactivated a flood of inactive clients and provided a level of customization that is officially disrupting the agency industry. From initial "AFK" ideas to creating the "Ferrari" of lead tech, this deep dive explores the technology and team driving the future of Leadzolo.

https://thatagencygroup.com

https://usejuiced.com

0:00 - Cold open on Juiced impact

0:55 - Introducing Nolan and Juiced

2:35 - How Nolan was first approached

5:32 - Nolan’s development background

10:14 - Preston adds context and scale

15:08 - Family vision behind business building

21:11 - Building Juiced from scratch

26:46 - Migrating from LeadProsper to Juiced

40:43 - Preparing Juiced for other companies

48:45 - Extra features for future tenants

1:01:17 - Hiring help and scaling development

1:07:51 - UI and UX design philosophy

1:14:35 - Nolan’s long-term vision for Juiced

1:18:03 - Working relationship and business evolution

1:26:21 - Wrap-up and next episodes

In this episode, Kyle Sulerud and Drew Carrell pull back the curtain on the intense and often stressful process of selling a marketing agency. From the "90 days of hell" in due diligence to finding a "Picasso in the attic" valuation, they share the honest reality of transitioning away from a company after a decade of hard work. Whether you are looking for a strategic exit or aiming to "burn the boats" and focus on a new venture, this conversation provides essential insights into what buyers really look for and how to ensure your agency is truly sellable.

https://thatagencygroup.com

https://usejuiced.com

0:00 - Selling a thriving agency

0:47 - Show intro and episode setup

2:25 - What they can share

3:24 - Why sell a profitable agency

9:47 - Figuring out how to sell

11:46 - Common agency exit structures

12:53 - How agencies are valued

21:16 - Different types of buyers

25:22 - Choosing a specialized broker

30:02 - Serious buyer conversations begin

33:16 - Comparing the two offers

37:44 - Preparing the business transfer

39:24 - Due diligence and bank review

44:08 - Wire transfer and relief

45:45 - Communicating the sale internally

49:52 - Post-sale transition role

54:52 - What buyers want to see

1:01:17 - Broker recommendation and disclaimer

1:01:57 - Community plug and engagement ask

1:02:30 - Next episode preview

In this episode, we pull back the curtain on how we scaled a pay-per-lead agency from zero to $1,000,000 in monthly revenue by disrupting the real estate industry with a single "novel" idea: YouTube Ads. Stop grinding through cold calls and learn how we built a nationwide inbound lead machine that consistently hits $100,000 days. From "serendipitous" networking wins to choosing massive growth over the "emergency lever" of profit, this is the raw, transparent blueprint of our journey to the top.

https://thatagencygroup.com

https://usejuiced.com

0:00 - Introduction and episode scope

2:36 - Initial offer and pricing model

7:22 - Tech stack v1 and routing

15:19 - Early clients, hiring, events

20:12 - Hustle Harder plug and JVs

28:55 - Wholesaling Live dramatic demo

39:17 - Post-event growth and strategy

43:02 - MIFGE webinar and PPC offer

53:54 - Wallet-based PPL and pricing

1:03:12 - Closers Olympics and scaling pain

1:11:04 - Wholesaling Live 2.0 and keynote

1:16:08 - Black Friday and Stripe holds

1:24:04 - Year-end metrics and float

1:29:36 - Demand for bidding and vendor search

1:38:20 - Building Juiced and next steps

What started as a casual conversation in a co-working office turned into a powerful business idea.Real estate investor Preston Dahl shared he was paying up to $500 for a single motivated seller lead through pay-per-lead platforms. Advertising expert Kyle knew he could generate the same quality leads for under $100 — so they tested it. It worked, and the inbound leads started flowing.Kyle later partnered with Drew to launch Leadzolo, focused on helping real estate investors generate motivated seller leads.

https://thatagencygroup.com

https://usejuiced.com

0:00 - Cold open: origins and pivots
1:19 - Episode introduction

1:22 - Preston’s background and BRRRR overview

4:46 - Reality TV first flip story

8:00 - Meeting at coworking and PPL light bulb

15:58 - Why pay-per-lead and early testing results

23:33 - Kyle’s real estate pitch and pivot to selling leads

30:43 - Spinning up Leadzolo, roles, and early clients

42:02 - Decision-making, pivots, and lifestyle entrepreneurship

48:14 - Preston’s current business model and avoiding distractions

52:12 - Kyle’s scaling philosophy, redefining scale, and patience

58:48 - Closing banter and wrap-up

In this episode Kyle and Drew get honest about the hardest phase of agency ownership: the plateau. Specifically, they break down the critical mistakes and hidden costs that caused their original retainer agency, to stall out at about $100,000 per month in revenue.

https://thatagencygroup.com

https://usejuiced.com

00:00 - Intro and episode framing

02:35 - Growth phase dynamics and plateau math

12:14 - Why Adleg plateaued: service complexity

20:15 - Team size, churn, and delivery challenges

25:25 - Seeds of pivot to pay-per-lead and content step-back

37:15 - Mastermind advice versus decision to sell

43:40 - Cutting expenses and right-sizing operations

56:03 - Wrap-up and next episode teaser

This episode dives into the breakthrough moment for Kyle Sulerud's first agency back in 2018 when it finally gained serious momentum. Kyle and Drew Carrell discuss the agency's pivot into a highly profitable niche: YouTube ads for course creators running webinar funnels.

https://thatagencygroup.com

https://usejuiced.com

00:42 - Introduction: the agency that took off

02:25 - Finding the niche: YouTube ads for webinars

06:23 - Origin with Dan Henry and first attempt

16:43 - Cracking YouTube ads: placement breakthrough

22:26 - Growth via Dan’s network and offer

27:42 - Building ops and early agency structure

32:50 - Content engine and team expansion

41:17 - Pricing pains: percentage of ROAS (Return on Ad Spend)

46:03 - Switching to flat retainers, clearer scope

52:10 -Plateau, lessons, and closing CTA

Before the revenue, systems, and scale, there was a lot of trial and error. In this episode, Kyle Sulerud and Drew Carrell break down the early years of building an agency, including the failed ideas, scattered niches, and lack of predictability that kept the business from scaling at first.They walk through the different models they tested, from junk removal marketing and legal Google Ads to affiliate offers, life coaches, and outsourced CMO work, and explain why none of it worked long term.This conversation is an honest look at what early agency life actually looks like before systems, A-players, and leverage exist. If you’re building an agency, selling leads, or trying to find a model that scales without burning you out, this episode will feel very familiar.

https://thatagencygroup.com

https://usejuiced.com

00:00 – Introduction: Setting up the episode and the journey

04:03 – Attempt 1: Why Kyle's junk removal marketing idea didn’t scale

17:22 – Drew's early affiliate experiments and lessons from coaching scams

26:20 – Tony Robbins/Dean Graziosi affiliate saga: what went wrong

37:25 – Kyle tried and failed to niche down with Google Ads for lawyers

45:29 – Drew's minimal success reaching out to coaches and hypnotherapists

56:03 – How Kyle tested a local video + ads partnership model

01:08:00 – Drew's fractional CMO misadventure

01:19:02 – Early AdLeg years and key lessons about niching and clients

This episode of That Agency Show covers the journey of starting a career as a freelancer, detailing the progression from low-paying gigs and unprofitable businesses to finally cracking the $10,000/month barrier.

https://thatagencygroup.com

https://usejuiced.com

Key Sections:

00:00 Opening teaser and episode setup

01:50 Kyle: Early life, college, and chasing passion vs career

07:24 Starting first business: foreclosure maintenance

11:13 First business struggles and ultimate failure

16:38 Pivot to junk removal with a used U-Haul

17:23 Marketing to find junk removal customers

18:47 Juggling full-time job, school, and the business

19:16 Going all-in: quitting the call center

21:18 Mastering Google Ads during the winter slowdown

24:13 Fiverr gig: $5 ad setups and first Google Ads offers

29:50 First recurring fee client and realizing the value of recurring income

34:04 Hiring a VA to help scale, first team member

38:12 Upgrading to experienced VA from the Philippines (still with the company today)

42:48 Big milestones: $480 and $4,000 clients

48:56 Selling junk removal to focus on Google Ads

53:03 Using Facebook Ads to grow a community and generate leads

58:12 Stabilizing at $10,000/month and key learnings

01:00:19 Transition from freelancer to agency: hiring for client support

01:01:05 Evolving the offer and niching down (Kyle & Drew)

01:02:05 Drew: personal journey, early work experience, and discovering marketing

01:13:25 Early affiliate mistakes, quitting, outreach, first clients

01:25:41 Delivery challenges, COVID wins, joining AdLeg

01:33:47 Tragedy leads Drew to fully focus on AdLeg

The founders of Leadzolo, Kyle Sulerud and Drew Carrell, share their full journey of how they built their hybrid agency to over $25 million in revenue in four years. They pull back the curtain on the challenges of scaling an eight-figure digital agency, the simplicity of their model, and how they built a business that allows them to take time off and pursue the lifestyles they love, from traveling the world to running ultra marathons.

https://thatagencygroup.com

https://usejuiced.com

In this episode, we cover:

0:00 - Introduction: A $25 Million Agency Doing $1M/Month in Revenue

0:20 - Learning the Agency World the Hard Way (Warrior Forum Advice)

1:11 - Scaling from Freelancer to an 8-Figure Agency

2:10 - The Founders' North Dakota Trip and the Full Leadzolo Story

3:09 - The Problem with Masterminds and Courses Run by Non-Operators

4:33 - The Truth About Profitability and Revenue Peaks (Up to $1.7M in a Month)

5:10 - Why "Learning on Somebody Else's Dime" is a Huge Disservice

6:12 - Who This Show is For: From Freelancers to $1M/Month Agency Owners

7:11 - What to Expect: The Entire Agency Journey Mapped Out

8:33 - The Problem with Short Agency Podcasts and the Need for Deep Content

9:19 - Starting with the End in Mind: Our Hybrid Agency Model and Proprietary Software

10:40 - Our Promise: No Gatekeeping Content or Selling Information

11:59 - Engage With Us to Drive Future Episodes

12:53 - Join Our Free Agency Community: ThatAgencyGroup.com

14:55 - The Current Model: Simple, Not Complicated

15:46 - The Hybrid Agency Model Explained (Pay-Per-Lead vs. Retainer)

17:01 - How Our Software Monetizes More Leads and Solves Client Pain Points

19:45 - 16 Team Members Managing 450 Active Clients

20:18 - The Complexity of the Old Retainer-Only Agency Model (20 Clients with 16 Staff)

21:46 - Why Our Agency is Hands-Off and Automated

22:57 - The High Cost of Client Communication and Unnecessary Complexity

23:49 - Selling the Result: The Ultimate Benefit of Pay-Per-Lead

24:55 - Why We Don't Use SOPs for Intelligent Team Members

27:39 - The Guru's Take: "If you need SOPs, you have shitty team members"

28:10 - Tracking the Right KPIs (Including Hourly for $20k/Day Ad Spend)

30:00 - Hiring Problem-Solvers Over SOP-Followers

31:36 - Grant Cardone and Real-Time KPI Tracking

32:53 - Why We Run a Virtual Agency

34:39 - The Expense and Feasibility of an In-Person Office

35:08 - Drew's Traveling Lifestyle (8 Cities in 6 Weeks)

36:19 - Keynote Speaking and Live Lead Calls on Stage

42:19 - How Leadzolo Provided Drew's Dream Lifestyle

42:43 - Kyle's Lifestyle: Family Man, Running, and Backpacking in Minnesota

44:27 - Focusing on High-Level Projects and Not Talking to Clients

47:20 - Kyle's Passion: Building and Scaling an Agency

48:43 - Creating a Simple Business That Allows You to Do the Things You Love

50:33 - Next Episode: Starting as Freelancers