On this episode of The Innovative Agency Podcast, Sharon Toerek welcomes back Dan Englander from Sales Schema for a deep dive into why relationships still drive agency business development.

Dan breaks down exactly why scaling referrals is elusive for so many service firms, what's changing in the landscape with AI, and how to build a practical, repeatable process

This conversation also challenges the constant chase for trendy business development tactics, reminding agency leaders that meaningful relationships and consistency still outperform shortcuts in the long run.

If your agency has felt overly dependent on word-of-mouth or stuck waiting for the next referral to appear, this episode offers a practical roadmap for creating more predictable, sustainable growth.

What you will learn in this episode:

• Why the power and leverage of referrals are increasing for agencies in a noisy, AI-saturated marketplace

• How to take stock of your real, high-value network and identify your true referral allies

• Steps for systematizing your referral outreach

• Common mistakes agencies make with business development hires and when it's time to invest in a dedicated sales function

• Why consistent follow-up is the secret weapon for scaling this channel

• Tactical ways to empower your team (not just owners) to participate in referral-based business development

Bio

Dan Englander is the CEO and Founder of Sales Schema and he hosts The Digital Agency Growth Podcast. Previously Dan was the first employee Head of New Business at IdeaRocket, and before that, Account Coordinator at DXagency. He's the author of Mastering Account Management and The B2B Sales Blueprint. In his spare time he enjoys developing new aches and pains via Brazilian Jiu-Jitsu.

Resources:

• Website: https://salesschema.com/

• https://salesschema.com/legalcreative