In this episode of the "Founder Secrets" podcast, we talk to Shad Mohammed, CEO of Van West Media, about digital marketing and the agency world. They cover topics such as the different types of founders in the agency world, the importance of having a three-letter domain name, how technical people can improve their sales skills, the importance of building relationships with clients, the competition in the industry, the impact of AI on the agency world, managing difficult conversations with clients, and the challenges of retaining talent in professional services businesses.

Two Types of Founders [00:01:22] Discussion of the two types of founders in the agency world: sales-oriented and technical/creative.

Improving Sales Skills [00:03:33] Tips for technical people to improve their sales skills, such as talking less and avoiding technical jargon.

Misconceptions About Digital Marketing [00:06:54] Misconceptions that founders have about digital marketing and the complexity of the industry.

Relationship-Driven Business [00:09:18] Shad discusses the importance of building relationships with clients and their teams, and how it leads to longevity and recurring revenue.

Starting a Business [00:11:47] Shad talks about how he started his own business after quitting his previous job, and how he got his first customer through his previous relationships.

Style and Fashion [00:15:00] Flaviu asks Shad about his fashion sense and how he became stylish, with Shad attributing it to his mother and his previous experience as a child model.

The Importance of Dressing for Success [00:15:46] The speakers discuss the importance of dressing well in business and how it can affect how people perceive you.

Managing Salespeople [00:19:06] Shad talks about the difficulties of managing salespeople and the importance of finding self-driven individuals.

Evolution of the Sales Process [00:21:20] Shad discusses how the sales process has evolved for his agency, from starting as an SEO company to offering a range of services based on client needs.

Managing Difficult Conversations [00:25:24] Taylor and Shad discuss how to manage difficult conversations with clients, particularly around scope creep and changes to the project. They also talk about the importance of establishing relationships with clients to make these conversations easier.

Indicators of a Bad Fit [00:29:12] Shad shares some red flags that indicate a potential client may not be a good fit for their agency, including negotiating on price from the start and poor communication on the initial call.

Why Equity Matters [00:31:08] Shad explains why owning a business and having equity is important to him, beyond just getting paid well. He values the sense of ownership and contribution to the long-term growth of the organization.

Advice for Entrepreneurs [00:37:13] Shad gives advice on finding the right partner for a business and the importance of understanding each other's roles.