Smart Agency Masterclass with Jason Swenk: Podcast for Digital Marketing Agencies

Are you an e-commerce agency? Would you like to help your e-commerce clients achieve better results including more upsells and cross-sells? Would you like to help your clients leverage the current health and economic situation? It's all about having the right tools that help you work smarter, not harder.

In today's episode, we'll cover:

• How your agency can adapt in today's changing market.
• Is AI taking over for digital agencies?
• How agencies use AI for e-commerce clients.

On today's podcast, I'm talking with Mat Bingham, Director of Agency Partners at Justuno, a SaaS tool that is helping e-commerce agencies get better and faster results for their clients using artificial intelligence (AI). He's sharing some strategies agencies are using right now to make quick changes for their clients who might be shut down, plus ways you can use AI to increase sales for your clients.

In the B2C space, there is a need to communicate differently and update more frequently due to delays or changes in the way they're doing business. With this in mind, a lot of agencies have adapted well to onsite marketing, email marketing, text messaging, and trying different channels to help clients. There's huge potential for digital agencies right now to help clients pivot their business to meet today's needs.

What got you to where you are today is not what will get you to the next level. The old set it and forget it tactic will no longer work for growing your agency.

In short, no. Mat says there is a common misconception that artificial intelligence (AI) will take over for us humans. Mat says this is just not true. Instead, AI brings personalization at scale. When you want to personalize any of your automated client interactions - email, content, ads, site displays - AI is the way to do it. As an agency, it's not efficient to spend hours building a unique campaign to a unique visitor profile.

AI can help you segment your audience to strategically offer a certain cross-sell or upsell. Mat says humans have to set the strategy and messaging, but the machine uses data to help your strategy come to life as well as executes on your strategy.

As a marketer, making decisions based on data is the best way to get results. With AI like Justuno you can create strategies based on data and get results for your clients easier and faster.

Their system injects the client's product inventory and SKU's into its AI engine and matches it with customers' purchase history. It basically builds a profile for every visitor that goes to an e-commerce site. It has predetermined algorithm rules, such as: upsell, cross-sell, most viewed, most purchased, previously viewed. Then you, the marketer, tweak those algorithms to determine what is displayed when and where.

You do the strategies on what works best on for a specific upsell or cross-sell but use the tool to set up the campaign, then test and tweak it as needed.

If you want to add or improve your CRO then on-site experience is the focus. And now there is a technology that allows you to apply CRO tactics to many different channels: paid-ads, email marketing list building, as well as on-site. If you're interested in learning more about Justuno, check out their FREE Conversion Rate Analyzer tool which provides data on email list building, how to lower cart abandonment rates, and how to increase average order value for any specific URL you provide.

And as a special offer for Smart Agency Masterclass listeners, when you signup for Justuno you'll receive a free unlimited agency account. Head to Justuno.com/Jason for more information.

Do you find yourself repeatedly teaching the same tasks to your team? Is it a challenge to get everyone on the same page? Processes are an important part of employee onboarding, but they also make sure your team is working smarter, not harder.

In today's episode, we'll cover:

• 2 Reasons to have solid agency processes.
• How to streamline your agency's processes.
• When should you focus on agency SOPs?

Today I sat down with Chris and Jonathan Ronzio, CEO and CMO of Trainual, a training app that helps business owners establish processes that make their team more effective and productive. Today, they're here to discuss why it's so important to streamline your agency's processes and the best way to make it happen.

Take a minute to think about your team. If you gave each member of your team one simple task, would they all know how to get it done? Now, look a little closer. Would they all do it the same way? Creativity is great, but when it comes to basic, repeatable tasks, it's usually a good idea to have a process in place. Why?

1. Consistency. Your clients expect a certain standard of work. If you have five different team members doing the same task five different ways, your clients are likely to get confused or overwhelmed — not good.
2. Time. Think about how much time you and the rest of your team spend trying to figure out how to do something, how to train someone to do something, and how to respond to a client when there's a question. When you have documented processes in place, it's as simple as rinse, wash, repeat.

Processes are important, but you don't want to create a process that is so convoluted your team needs a process to understand the process. When you streamline your processes, not only will your team be more successful (and less frustrated), but you'll also find it easier to be more profitable. Why? Because when you have a process in place, it's easier (and quicker) to chose and onboard your ideal clients. So how do you streamline your agency's processes?

• Recognize what tasks are a time suck. What tasks is your team spending way too much time on? Is there a way to eliminate these tasks? If not, how can you simplify them so they are easily repeatable?
• Make sure everyone can do the same tasks the same way. As an owner, you want to know your team is actually providing what you expect of your agency. Shadowing your team and watching how they do things takes time. When you have a solid process in place and train everyone to do things right the first time, both you and your clients will be happier.
• Hold your team accountable. Your team won't be successful if they don't know what you expect of them. Be clear about your processes, but don't forget to follow up.

You've heard the old saying, "You can't teach an old dog new tricks." The best time to focus on your agency's processes is during employee onboarding. Once your employee develops their own routine, it's much harder to get them to change the way they do things.

If you don't have a solid onboarding process in place, there's no better time to create one than now. But don't worry, you don't have to whip up one from scratch. Trainual is currently offering a special deal to help you document and organize your agency's processes and procedures. Ready to get started? Head over to Trainual.com/smartagency for a free preloaded offer just for Masterclass listeners.

Your agency's processes are a big factor in determining whether your agency fails or succeeds. When you take the time to streamline your processes and make sure everyone is on the same page, your agency will run much more smoothly.

Is your agency tone deaf? I am seeing agencies handle this pandemic and economy crash in one of two ways. They have either stopped selling because they feel it's insensitive or futile. Or, they are tone deaf and not listening to the actual needs of the market.

In this episode, I am putting the spotlight on Scott Bell, CEO of Bell Media.

Right away, Scott changed his agency's messaging to be empathetic and get the attention of his market. This gives your prospects reassurance that you understand what's going on and hear how their needs, challenges, and concerns are changing right now.

In times like these, your agency needs to be flexible and have the ability to move swiftly to make changes in how you're gaining clients. What are your current challenges and struggles in surviving and thriving right now?

Music by epidemicsound.com

Are you losing too many leads at the top of your funnel? Do you spend too much time qualifying prospects? Do you not qualify clients? While agency owners often focus on servicing the clients they land, it's important to invest in how you bring these clients in.

In today's episode, we discuss:

• How to wow potential clients, starting with the first call.
• #1 Way to qualify leads faster.
• How to nail the follow-up and land more clients.

In this episode, I interviewed Terry Jessup, President of Box CMO, a subsidiary of Black Bear Design. Prior to his role as president, Terry was the lead in business development. Over his 15 years in biz dev, he created processes that reduce variation, implemented processes to be more effective, and closed the communication gap between the agency side and the client side to ensure a positive experience. He's on the show to share how he hooks prospects from the very beginning and make sure those clients don't lose interest along the way.

The first call between your agency and a potential client is extremely important. It sets the first impression and helps you get a better understanding of what the client needs and where you fit in. So how do you wow a lead and make them excited to learn more?

• Understand the client's needs. It sounds obvious, but understanding a client's needs is one thing many agencies take for granted. Terry says, often, what the client says they need and what they actually need are two different things. Take some time to digest what the prospect is saying and what they really want so you can properly set up the call.
• Educate the client. Once you know more about a client you can begin telling them what you can provide and how much it will cost. Get them invested. Don't give away all the secrets, but make them feel like they are learning something. This will help establish trust which can help promote a relationship.
• Build a strategy. Now that you know what the potential client needs and they know what you can provide, take a little time to discuss strategy. What direction do the two of you want to move in? How do you plan to get there? This will help create a solid basis to develop a proposal.

You don't want to spend too much time qualifying a lead. You need to have a process in place to help determine whether your agency and your prospect will be a good fit. A good process will prevent you from wasting your time and the client's time. Terry says he is able to qualify a prospect within the first 3-4 minutes. But how?

It comes back to understanding your clients. When you know the basic logistics right off the bat you'll have an easier time figuring out how you may be able to help. Knowing the client's industry, size, and what they are looking for should be your first priority. Pay attention to any clues the client drops about the budget. This alone can tell you right away if there's even a possibility of working together in the future. And most importantly, remember, N.B.A.T. — need, budget, timing, authority.

Nobody likes to put in a bunch of work only to have it all amount to nothing. To make sure your prospect doesn't go silent, it comes down to the follow-up. You have to keep the client engaged.

Before you get off your initial call, set a plan moving forward. If your client understands everything in the initial call and you're both on the same page, it's generally a good idea to follow-up within a day or so. I always say you should set the next meeting while in the meeting. The longer you wait, the more distracted they become. Don't be afraid to plant a little seed on the initial call. Tell them how you can help them out or what you can do to make the proposal better. At the end of the follow-up, set a timeline moving forward.

You can be the best agency in the world, but if you can't convert leads, there is no work for you to do. Evaluate your onboarding process. Talk to your team and find out what's working and what's not. When you have a process and reduce variation, you're more likely to see those leads turn into actual clients.

How can agencies help clients who are shut down right now during coronavirus? How can agencies pivot to thrive during this downturn economy? This episode is a spotlight on Alyssa Ege, Sail Away Marketing - helping dental practices during the current shutdown.

Takeaways on what Alyssa and other thriving agencies are doing right:

1. Use digital to help prospects and clients make a quick pivot.

2. Help prospects and clients find creative ways to stay in business even when their physical doors are closed. How can digital agencies help clients who are shit down eight now during the coronavirus epidemic?

3. Educate prospects and clients on the possibilities. Many of them aren't tech-savvy or understand digital marketing enough to even know what's possible. Help them get educated.

Follow the lead by Alyssa at Sail Away Media who'd been doing an amazing job!

Does your agency business model lack predictability? Are you questioning what the future has in store for your agency 10, 15 years down the road? When you set a path for your agency and plan for more consistency, you're more likely to see your agency grow.

In today's episode, we'll cover:

• 3 Tips to allow your vision to grow with your agency.
• #1 Way to build predictable and stable growth at your agency.
• When should an agency owner consider their exit plan?

Today I sat down with Greg Henry, president and CEO of Push10, a branding and web design agency. Like many of us, Greg fell into the agency world and has worked his way to success. But believe it or not, Greg is already thinking about his exit plan. Find out how Greg has been able to build an agency that works with a predictable business model and how that strategy has allowed him the comfort to look ahead.

Take a minute to think about when you first started your agency. Did you think you would be where you are today? Now think about the next 5 years. How about 10? Where do you see yourself?

For many agency owners, there's a certain benchmark they have in mind when they create their agency. This number often revolves around revenue or number of employees. Like so many other agencies, Greg always envisioned himself with 10 employees. This nice round number was "manageable." For Greg, anything more just felt like too much.

Now, with 17 employees, 25 is the number that gives Greg apprehension. But rather than panic, he knows growth just means another opportunity to learn. There are three key ways you can get to the point where you embrace growth and feel comfortable where you are:

1. Consider bringing on a partner or key leadership team member. For Greg, he says he finally felt comfortable when he brought on a partner. His partner focuses on the client-side and building relationships, while he works on the fun stuff like P&L's, revenue forecast, and HR. Now, the stress of managing such a big agency is not all on him.
2. Make the transition from owner to CEO. In order to see the most growth, you're going to have to let go of some of the control. Build a team of employees who share the same values you do. When you find them, delegate goals (not tasks), and teach them to support your vision.
3. Hire Slow, fire fast: One lesson Greg wishes he'd learned much earlier on was the benefit of letting go of toxic employees before they damage the morale of the rest of the team. As soon as you know an employee is a culture clash and is not teachable or coachable, go with your gut.

Uncertainty can be toxic to an agency. If you don't know how much revenue you are bringing in or how many clients you will have month to month, you're going to have a hard time managing your cash flow. In fact, this is a quick way to end up in the red. The number one way to build predictable and stable growth is to provide a great product.

No, it's not about selling. It's not about pricing. It's about showing your prospects and clients what you have to offer is worth it. If your client doesn't have a big budget, you have to do the best with what you have. While you don't want to rely on selling, you do want your clients to know you are there. Send regular emails letting your prospects and clients know what you are doing. Focus on your SEO so people know how to find you. When you rely on the quality of your goods rather than the quality of your selling, you're more likely to retain clients, and consequently, have a more predictable cash flow.

As agency owners, we don't usually start an agency knowing where we will end up. That's something that goes along with falling into this business. But it can help you create a strategy and understand your vision if you take some time to look a few years (or a few decades) ahead. What do you want to happen to your agency? Do you want to sell and make a huge profit? Do you want to merge with another agency and stay on the board? How important is maintaining your vision?

Greg says the time to create your exit plan is not 15 years from now when you're ready to retire, it's now. This will allow you enough time to make sure your agency is set up in a way that will support your plan. It all comes back to predictability. If you're scrambling to make your plan happen at the 11th hour, you're probably not going to be happy.

Your agency doesn't have to be unpredictable. While there are things you may not be able to control, there is plenty you can do to create structure and control. Consider what your goals are for your agency and surround yourself with a team who wants the same thing.

If you want to help your team work smarter and scale your agency faster you need to check out the artificial intelligence software created by our friends at Morphio. It instantly alerts your team about digital marketing errors before they become problems, saving a huge amount of time. Their AI manages and analyzes data, so you can focus on growing your agency.

For a limited time, Morphio is offering Smart Agency podcast listeners a special deal to get you started. Sign up at Morphio.ai/Swenk and get 50 accounts for only $39 per month. That's a savings of over $500/month.

Does your agency serve an industry that has been shut down? Are your clients directly impacted by the economic downturn? Of course, many, many industries are feeling it but none more than travel and hospitality. Should you choose a new niche? Make a quick pivot? Weather the storm?

In this episode, we'll cover:

• Should agencies choose a new niche due to the economic recession?
• How can you still serve clients impacted by shutdowns?
• How to manage your agency team during challenging times.

On today's special episode, I'm chatting with Ryan Clarke, Partner and VP Business Development at Wallop, a digital agency in Canada serving luxury hotel and travel brands since 2004. Ryan started his career as a management consultant but didn't like what he was selling so moved onto something more creative at Wallop. Here's here to share ways agencies and clients can move forward during the challenging times we're in.

Ryan says while many industries are feeling the strain, the travel industry has been the bleeding edge of the recession as a result of this pandemic. Since Wallop has been focused on this space for 13 years, they're in it for the long haul. Fortunately, Wallop has a tangent niche in the real estate space for high-end residential developers. They're finding the real estate space isn't getting hit quite as hard as travel.

The biggest thing is to remember that everything is coming back.

The hardest-hit industries, like travel and restaurants, are just on pause right now. That's why it's important for agencies to continue to help them during this time by producing content and helping clients make a pivot so they can come back strong.

So, should you pick a new niche? Actually, no. If you can hang on and stick with your positioning you'll be better off in the long run. It's key to pivot real quick without abandoning what you've been doing that works. It's perfectly fine to go into new industries even if you have no experience. You can find a tangent industry where your experience lends well. But don't abandon what you've been doing because it will take a really long time to become an expert in a new industry. Stick it out and be patient.

The team at Wallop is leading with empathy. Ryan says they're constantly reminding themselves that clients are having a lot of bad days with some bright spots sprinkled in here or there. Their job as the agency is to look for ways to help.

For example, the digital strategy team is putting together data and research. They'll aggregate this information of all the hotels and resorts to look for opportunities and track recovery of the industry.

On the development side, they're turning around messaging quickly for clients and staying on top of requests as information changes quickly and without warning.

What can your agency do to find opportunities and assist these types of clients right now?

It's hard to know just what to tell your agency team during uncertain times like these. Too much information can worry them, too little information can cause anxiety about their jobs and their future.

First and foremost, Ryan says Steve Saugestad Principal at Wallop is very zen and has remained calm and steady. This sets the tone for the team and goes a long way in crisis mode. Wallop has also communicated that the agency is in a good financial position to weather the storm; helping the team feel secure.

It's also important to be realistic, though, and make sure it's clear the agency will look different on the other side of this. But first and foremost keeping calm and giving a sense of security is key.

One benefit that Wallop, and many other agencies are seeing, is they were able to quickly and easily transition to a remote team. We are digital agencies -- if anyone can do this, it's us! :)

In most cases, this has been smooth as the team very easily made the move. There seems to increased camaraderie as people adjust to working from home. Also, due to stay-at-home orders, people get excited to interact with others even if over a web conference.

A lot of good work gets done when people are left alone to work in their own space. On the flip side, there are definitely benefits to sharing office space which breeds collaboration and some spontaneity when collective minds work together in the same place.

As a result of these current working conditions, Ryan and I agree agencies are learning that finding good talent is not limited to geographic location.

I know it's getting redundant but we are all in this together. No matter your location, no matter your industry - everything, everyone, everywhere is impacted. It's not isolated to one city or one state -- it's global and everyone is going through different degrees of the same challenges. Hang on and you'll come out the other side better and stronger than before.

Have you considered making a move to a fully remote agency? Do you think your agency team could benefit from more creative freedom? As agency owners, we're always looking for ways to grow a successful team and build a successful brand. What if you found out you can do both, just by providing a rockstar culture?

In today's episode, we'll cover:

• How freedom and flexibility increase team productivity.
• Why agency culture is so important.
• How your agency can survive the battle of the bands.

Today I had the opportunity to sit down with Angel Gonzales, CMO, and co-founder of Snappy Kraken, an automated marketing platform exclusively for financial advisors. Angel's agency consists solely of remote team members and they've created a business model where they don't just survive, they thrive. Angel is on the show to share how and why his agency's virtual office is the key to their success.

Who doesn't want the option to work from home in their pajamas? Okay, maybe not some of you crazy extroverts. But for many of us in the agency space, one of the main reasons we do what we do is to have a level of freedom and flexibility.

At Snappy Kraken, every single person who works for the agency does so remotely. There is no office or main hub. Team members are literally scattered throughout the U.S. So how did Angel know a virtual agency was the right choice for his agency? He says it all comes down to their key values, freedom, and flexibility. Angel says freedom is defined by the number of choices you have. It's simple, the number one way to give your agency more freedom is to provide more choices, such as where they work.

If you have a traditional office, you may be wondering how you keep everyone connected. Angel says it's quite simple, and it's a component I stress so much in any agency setting. When you build an agency, you have to focus on culture.

Even in a virtual environment, a toxic person is like cancer. Culture is the glue that keeps you all together and allows you to stay focused on the same goals. Angel looks at culture as what you as an agency celebrate, and what you stigmatize. This goes beyond your team. Creating the right culture includes choosing the right clients that support your vision. When you all have a common goal, you'll have no problem staying connected.

Bonus tip: If you find yourself doing a lot of communication through emails or other written applications, consider throwing in a few emojis to make sure your tone comes off the way you intended it.

Did I forget to mention before starting his agency, Angel was in a band? Because of this, he says you need to approach projects like you're writing a pop song. What does this mean? Basically — leave your ego at the door.

Think of it as a "Battle of the Bands": One band is a group of musicians, all trying to get their 15 minutes of fame. They don't work together but instead lead with ego and try to stand out on their own. Another band, however, balances each other out and works to make sure they're making good music together. In the "Battle of the Bands," band number two wins.

The lesson: when you stop worrying about being the star and come together as a team, you'll win against your ego-focused competition.

Your success as an agency relies on a variety of factors. When you provide choices, create a rockstar culture, and focus on the team, you're bound to find a winning combination.

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Have you found your agency in a place where all you do is execute? Are you looking to change the way you do things and provide more value to your clients? With so many agencies out there, almost anyone can execute. When you put your agency in a position where clients come to you to create a strategy, you're more likely to see more stable growth.

In today's episode, we'll cover:

• How to go from just execution to paid strategy.
• 2 Ways to choose the right clients to work with.
• Why you don't always have to declare a niche.

Today, I sat down with Kevin Kelly, president and founder of Big Buzz Marketing Group, a full-service, integrative digital agency based out of New York City. Kevin comes to us with a ton of marketing experience (his agency started before Google). Today he talks about how you can position your agency so clients come to you to create their strategy and when it's okay to be a full-service agency.

When it comes to digital agencies, there are a million and one agencies perfectly good at doing what their clients ask. Work on my SEO — sure, no problem. Create a website — done. But when you simply execute, clients view you as a commodity. When it comes to separating yourself from the pack and putting your agency in a position to grow, it's a good idea to be able to offer clients a service that makes your agency different.

What does this mean? It means looking at why your clients want something, rather than just doing. The ultimate goal is to have clients come to you with a problem you can solve, rather than a project you can do. So how do you make this transition?

• Don't be afraid to fail. In the beginning, it might be hard to make the leap to focusing more on strategy. The best thing you can do is just try and keep learning.
• Consider expanding your services. One of the easiest ways for clients to see you as a strategist is if you look ahead to see what they need and offer to do it for them. For example, if your client wants you to build a webpage, consider discussing how you can market that website, even if that's a service you don't usually offer.
• Look for opportunities to grow. There's always some new technology or tool that can transform what you can provide to your clients. Be on the lookout for ways you can evolve and grow to expand your offerings.

Some clients aren't looking for a strategist. And some clients don't know they are looking for a strategist. So how do you find the clients that will help you grow in this new role?

1. Change the way you approach things. While we'd all like to be the agency of record, the truth is many agencies are jockeying for the exact same position. Many clients work with multiple agencies that handle various aspects of the business. Take a look at what you offer and consider what you can do so your client doesn't need all these agencies. How can you position it so you're the lead agency?
2. Foster your relationships. Kevin says many of his agency clients actually came out of failed pitches. While it may be instinct to lick your wounds and forget about the prospect who turned down your pitch, it's never a bad idea to build on that relationship. Chances are, you put a lot of time into developing that pitch. There is value in reaching back out to see if they're happy with the results or to pitch new ideas.

This one may come as a bit of a surprise. You've heard me say so many times, you must declare a niche. But Kevin has found tremendous success as a full-service agency. So what's the secret to his success? It's all about choosing the right clients. If you're a smaller agency, you're not going to be able to compete with the larger agencies who do everything for anyone. So it doesn't make sense to copy their strategies. Know who your target is and what you can provide to them.

Big Buzz works with national and regional companies that have between $2 million and $10 million in revenue. They don't take on just any client. They only work with clients they can guarantee success. While it's usually a good idea to pick your niche, if you know your target and implement steps to choose the right clients, you just might be able to pull it off.

If you're running an agency, you should always be looking for opportunities to provide value that is unique to your agency. At the end of the day, it's going to be your point of view that sets you apart. When you can get to a point where clients come to you with problems, rather than a checklist, then you're in a position where your clients are more likely to see the value in your services.

If you want to help your team work smarter and scale your agency faster you need to check out the artificial intelligence software created by our friends at Morphio. It instantly alerts your team about digital marketing errors before they become problems, saving a huge amount of time. Their AI manages and analyzes data, so you can focus on growing your agency.

For a limited time, Morphio is offering Smart Agency podcast listeners a special deal to get you started. Sign up at Morphio.ai/Swenk and get 50 accounts for only $39 per month. That's a savings of over $500/month.

Are you ready to scale up your agency, but don't know where to start? Are you face-to-face with that metaphorical brick wall, trying to figure out where you will get the funds to allow your agency to continue to grow? As owners, often, our goal is to grow our agency as big as we can. But how do you make sure you scale your agency in a way where you don't fall flat on your face?

In today's episode, we'll cover:

• Why you should always embrace your strengths.
• #1 Reason agencies need to ask more questions.
• Are you standing in your agency's way?

Today I had the opportunity to sit down with Nathan McKelvey, founder of Army8, a digital growth consulting firm. Nathan is a former pilot and self-proclaimed serial entrepreneur. After growing and selling a few agencies, Nathan now helps other agencies discover the tools they need to effectively scale their agency. Nathan is here to talk about what he has learned along the way.

Nathan's story is different than many of ours. In the early 2000s, Nathan was the owner of jets.com, a private jet service. After he grew his company to $40 million in annual revenue, he was forced to sell it after the economic collapse in 2009. A year later, Nathan started another company, and again, found immediate success. So what did he do and how can you replicate his success?

• Reach out to your network. When Nathan started his company, he reached out to his professional and private network, you know, people he flew in his private planes. While we don't all have access to a bunch of people with deep pockets, chances are you have a network you can leverage. Talk to your friends, talk to your co-workers, reach out on LinkedIn. Use existing relationships as a foundation for building your agency.
• Work to your strengths. Nathan didn't just bring in his background as a pilot, he also brought in a strong knowledge of SEO and SEM. He was able to use these skills to market his company and scale it at a rapid rate. Think of the unique skills you bring to the table and use them to scale up your agency.

Do you ever stop to ask your clients why they are asking you to do a certain task? Most of the time, when a client is asking you to do something, there's a bigger reason behind the request.

Does your client want to have a bigger presence on Facebook? Why? Do they want you to set up a new campaign? What are they hoping to get out of this strategy? When you take the time to ask questions and understand what your client is hoping to get out of the process, rather than simply completing the task, you'll have a better understanding of the approach you should take to help your client meet their goals.

Agencies today have a big advantage that Nathan and I didn't when we started our agencies — technology. Tasks or projects that used to take months to put together, now come together in no time at all.

One of the biggest problems more established agencies have when it comes to scaling is getting in their own way. I can't tell you how many times I have heard, "But, that's how I've always done it." The hard truth is, if the competition is coming in and taking advantage of these newer and better tools, you're going to be left behind. There is so much opportunity waiting to be had. Don't be that person who refuses to embrace changing technology.

Anyone can scale their agency if they take the time to do it right. And if you hit the brick wall, that doesn't mean you have to turn around, it just means you have to push harder. When you have the clarity of who you are going to serve, how you are going to serve them, and why they should care, then you have the right foundation to be able to scale your agency.

Our friends at My Web Audit have created a software tool that helps agencies generate leads, save time, and convert more prospects into clients by creating beautiful, actionable, and easy to understand website audits. Get your foot in the door with your ideal clients by starting with an audit first. For a limited time, My Web Audit is offering our listeners a FREE 7-day trial and 50% off any plan for 3 months. Head to MyWebAudit.com/SmartAgency to get started."