Agency Darlings

050. Leads That Convert 2x Less — and Cost the MOST Time

Tue, 10 Mar 2026 05:00:00 -0400

There's a particular type of lead that does more damage to your confidence than any other: the price shopper. They're not looking for expertise. They're not prioritizing outcomes. They're laser-focused on getting the lowest number, and the conversation they drag you into can leave you questioning everything about your business.

In this episode, Melissa and Meredith unpack one of the most frustrating parts of running an agency: the sales call that was doomed from the start. The one where the prospect has no budget, no clarity on their goals, and is really just shopping around to see what's out there.

The data backs up what you're feeling. Over 60% of early-stage agency calls are informational, not transactional. And buyers who ask for pricing before discussing goals are two times less likely to convert. That's a lot of time and energy poured into conversations that were never going anywhere.

If you've ever wondered...

Why do I keep getting on calls that go nowhere?
How do I stop attracting leads who only care about price?
What should my website contact form actually ask?
How do I handle it when a prospect tries to drive my price down?

...this one's for you.

This episode is brought to you by:

Copper is the CRM that helps agencies attract more clients, streamline communication, and deliver projects effortlessly. Exclusive to listeners of the podcast, Copper is offering 15% off any annual plan with promo code AGENCYDARLINGS at copper.com/agency

Chapters:

(00:00:00) Pre-Show: Revisiting Your Business Model and Energy Audit Where Melissa and Meredith are putting their energy right now Why auditing your business model regularly keeps you from getting stuck The question every founder should ask before taking on new work

(00:08:51) Intro: The Sales Call That Was Doomed from the Start The call where the prospect has no budget, no goals, and no intention of closing Why these calls do more damage than just wasting your time How to recognize the pattern before you invest another hour

(00:10:07) What Makes a Price Shopper Different from a Real Lead The key distinction between buyers and price shoppers What it sounds like when someone is shopping vs. genuinely evaluating Why "we're talking to a few other agencies" is a red flag worth paying attention to

(00:14:03) When Price Is the Focus, You Already Have Your Answer Why defending your pricing on a sales call is a losing position The mindset shift from justifying your rates to qualifying your leads What Melissa means by "that is your conclusion based on a very small set of people"

(00:17:02) Standing Your Ground: The Procurement Story The client who was told she was "the most expensive by far" and held her number What happens when you back up your pricing with outcomes instead of flinching Why procurement conversations are the ultimate test of your positioning

(00:24:10) Quote of the Day: Know Your Worth and Then Add Tax The Bethenny Frankel quote every agency founder needs to hear Why nobody should work for free, and that includes your time on bad sales calls What "people do pay 300k for branding" really means for your pricing confidence

(00:27:39) Stats: Why Pre-Qualifying Leads Changes Everything Over 60% of early-stage agency calls are informational, not transactional Buyers who ask for pricing before discussing goals are 2x less likely to convert Agencies that pre-qualify leads see up to 40% higher close rates

(00:29:16) Symptoms You're Dealing with Too Many Price Shoppers Long sales cycles that never close and why your pipeline looks full but nothing converts Feeling exhausted by sales conversations you used to enjoy Clients who sign on and start nickel-and-diming from day one

(00:35:45) Your Website Form Is Your First Line of Defense Why "tell us about your project" is the worst contact form question The real questions your form should ask to filter out the wrong leads Why a longer form turning people away is a feature, not a bug

(00:43:02) What to Ask on Your Contact Form to Filter the Right Leads Specific questions that reveal intent, readiness, and budget alignment Why asking "are you the decision maker?" saves you months of follow-up How six minutes on a form can save you an hour on a dead-end call

(00:51:18) Packaging Offers Around Problems, Not Services Why leading with deliverables instead of outcomes attracts the wrong buyers How reframing your offer suite changes who reaches out to you The shift from "what does it cost" conversations to "can you solve this" conversations

(00:57:59) Stop Giving Away Strategy on Intro Calls Where the line is between being helpful and doing free consulting Why sharing too much on a first call trains prospects to expect strategy for free How to keep discovery calls focused on their problem, not your playbook

(01:01:38) Scripts for Handling Price Shoppers on the Call Sharing your ranges early and getting their reaction live Exactly what to say when pricing is clearly their only focus How to refer someone out with confidence and without burning a bridge

(01:05:02) The Reflection Audit: Where Are You Spending Your Time? The one question that reveals whether your sales process needs a reset Why the answer is almost never to lower your prices How to shift from defending your pricing to attracting buyers who value outcomes

Want To Dive Deeper On These Topics?

Episode 013: Ghosts, Maybes, and Wins: Your Pipeline Playbook
Episode 026: A Step-by-Step Sales Process for Agencies
Apply to join our exclusive Agency Darlings Slack Community: agencydarlings.com/community
Join our agency advice column: agencydarlings.myflodesk.com/signup

Connect with Melissa & Meredith:

049. Why Agencies Lose Deals They Should Have Won

Tue, 03 Mar 2026 05:00:00 -0400

Most agencies are obsessed with finding new leads. They're spending time and money on cold outreach, networking, and lead gen tactics, all while ignoring the goldmine sitting in their inbox: past conversations that never closed.

In this episode, Melissa and Meredith tackle one of the most underrated skills in business development: the art of the follow-up. Spoiler: "just checking in" isn't a strategy. It's a signal that you've already lost the thread.

The stats are damning. According to HubSpot's 2024 sales data, 80% of B2B deals require at least five follow-ups to close. Yet 44% of sellers stop after just one attempt. That gap is where deals go to die.

If you've ever wondered...

Why am I not closing leads I had great conversations with?
How do I follow up without sounding desperate or salesy?
What's the difference between persistence and being annoying?
Is there a magic email that actually gets responses?

...this one's for you.

This episode is brought to you by:

Chapters:

(00:00:00) Intro and the 120% Problem

Michelle Obama's advice on showing up at 120% as a woman and person of color
Why agency owners carry extra weight in every interaction
Setting the tone for intentionality in business development

(00:07:43) The Five-Minute Journal Approach to Intentionality

How morning journaling shifted Melissa's approach to follow-ups
The power of writing down who you want to connect with
Why intention creates momentum in your pipeline

(00:14:08) Why Agencies Leave Money on the Table with Past Leads

The goldmine sitting in your inbox that you're ignoring
Why warm leads are more valuable than cold outreach
The real reason most agencies don't close deals they should win

(00:17:14) The Barbara Corcoran Philosophy on Persistence

"Every successful deal I've ever done came from following up when other people gave up"
What clients actually think when you don't follow up
The difference between desperate and persistent

(00:24:54) The Statistics That Should Wake You Up

80% of B2B deals require at least five follow-ups to close
44% of sellers stop after just one attempt
McKinsey data: 74.6% of B2B sales take four or more months

(00:33:35) What You're Doing Wrong with Follow-Ups

Why "just checking in" makes you look insecure
The problem with "bumping this to the top of your inbox"
How vague questions put the burden on your prospect

(00:37:54) The Three-Part Formula That Actually Works

Relevance: Reference something specific from your conversation
Add Value: Share something new that helps them
Clear Next Step: End with a yes-or-no question

(00:43:34) Cadence and Timing for Your Follow-Up Strategy

Initial phase: touchpoint every five to seven days
Long-term: five to seven total touches over 90-180 days
When to speed up and when to space out

(00:46:56) The Kill Email That Always Gets a Response

The email that works nine times out of ten
Why giving them an easy out creates urgency
How removing pressure gets people to finally respond

Want To Dive Deeper On These Topics?

Episode 13: Ghosts, Maybes, and Wins: Your Pipeline Playbook
Episode 34: Ghosting Happens. Here's How to Bring the Right Leads Back.
Apply to join our exclusive Agency Darlings Slack Community: agencydarlings.com/community
Sign up for our agency advice column: agencydarlings.myflodesk.com/signup

Connect with Melissa & Meredith:

048. How I Doubled My Agency by Doing Less with Lauryn Warnick

Tue, 24 Feb 2026 05:00:00 -0400

Over the past decade, Lauryn Warnick has quietly built Villain Branding into a trusted partner for high-growth B2B companies navigating moments where brand decisions carry real weight, scale, complexity, leadership alignment, and pressure. In the past two years, she's doubled Villain's revenue, putting the firm in the rare 2% of women-owned businesses to cross the seven-figure threshold.

But that growth didn't come from doing more. It came from doing less, and from making a painful identity shift that most founders avoid talking about.

If you've ever wondered...

How do I know when it's time to stop being a practitioner and start being a CEO?
What does it actually look like to scale past a million without burning out?
How do I invest in my business when those investments hurt my personal income?
When is the right time to rebrand, and what problem should it actually solve?

...this one's for you.

This episode is brought to you by:

Chapters:

(00:00:00) Intro & Meet Lauryn Warnick

Villain Branding's journey to seven figures and the 2% of women-owned businesses
Why Melissa considers Lauryn one of her best collaborators
The importance of finding advisors who don't have anything to prove

(00:05:59) The Three Eras of Building an Agency

Freelancer era: saying yes to everything, everything feels urgent
Collective era: pulling in talented peers, still not quite the leader
Consultancy era: running an actual business with systems and accountability
Why "era-ing" your 10-year business isn't silly, it's necessary

(00:11:38) The Identity Shift from Strategist to CEO

Why your career identity might be holding your agency back
The difference between starting a business in your 20s versus your 30s and 40s
"I never want to be in the room where I'm the smartest person"
Building systems that make it impossible to slip back into day-to-day work

(00:21:50) From Scarcity to Right: The Mindset Shift

Moving from "more, more" to "right, right"
Being confident saying who you're NOT for anymore
The temptation to grow the way you're "supposed to" vs. what's right for your business
Why "do no harm" matters as you scale

(00:31:36) Building Trust in Yourself as a Founder

The pressure of having your husband quit his job to work in your business
Imposter syndrome around calling yourself a CEO
Why thinking about what you'd do if it didn't work out actually builds confidence
Listening to external validation when internal belief is shaky

(00:39:19) The Rebrand: When Your Brand Lags Behind Your Business

How to know when a rebrand is actually necessary (not just "everyone else is doing it")
When your audience shifts but your story hasn't caught up
The workarounds that signal your brand isn't working anymore
Why your brand has to be bigger than you when you're selling to enterprise

(00:46:30) Investing in Your Business When It Hurts

The reality: you probably made more money before you hit a million
Year one investment: operations and systems (not sexy, but crucial)
Year two focus: revenue generation after the foundation is built
What to do when your first investment doesn't pan out

(00:56:50) What Villain Wants to Be Known For

Making brand useful at scale, measurable, embedded in business, not theoretical
Brand as operational leverage, not just a marketing thing
Why agencies need to tie their work to ROI (especially now with AI)
"Less is more. Do a thing really well, then get rid of the rest."

Want To Dive Deeper On These Topics?

Episode 35: Become the CEO of Your Life with Amanda Goetz
Apply to join our exclusive Agency Darlings Slack Community: agencydarlings.com/community
Join our agency advice column: agencydarlings.myflodesk.com/signup

Connect with Lauryn:

Connect with Melissa & Meredith:

047: The Delegation Mistakes That Keep Founders in the Weeds

Tue, 17 Feb 2026 05:00:00 -0400

Leadership is hard. Leading while running a business, managing a team of freelancers, and trying not to burn yourself out in the process? Even harder.

In this episode, Melissa and Meredith sit down with Steve Guberman, founder of Agency Outsight, former agency owner who scaled to 12 people before selling, and now an agency coach who's helped hundreds of founders navigate the messy middle of growth.

They get into the real stuff: How do you delegate without feeling like you're losing control? What does it actually look like to shift from doer to CEO? And what happens when your ego leads you to chase a "dream client" that nearly breaks your business?

If you've ever wondered...

How do I hold my team accountable without micromanaging?
What's the difference between being a kind boss and being a pushover?
How do I know if I'm ready to step into the CEO role, or if I even want to?
What do I do when one client is taking over my entire business?

...this one's for you.

This episode is brought to you by:

Copilot Money is the personal finance app that helps you navigate your finances with confidence. Copilot Money was built for the Darlings. It's a beautifully designed app that lets you track every card, account, budget, investment, and net worth trend in one place. Use our code DARLINGS for a 2 month free trial and get yourself set up for your next level of personal growth today. Get two months free with promo code DARLINGS at copilot.money/darlings

Chapters:

(00:00:00) Intro & Meet Steve Guberman

From agency owner to coach helping hundreds of founders navigate the messy middle
The ego-driven belief that launches most agencies: "I can do it better"
Why designing and running a design business are two very different things

(00:05:11) Setting Expectations with Freelancers: The Lawful Way

The commitment-based approach to holding people accountable (without crossing legal lines)
Why clear expectations must come before accountability
The difference between empathy and being a doormat

(00:10:31) The Inner Conflict: Empathy vs. Running a Business

When "leading with empathy" turns into self-sabotage
Absorbing everyone else's failures because holding them accountable feels mean
The Brené Brown moment: "You can lead with empathy and still be a good boss"

(00:13:05) The Emotional Burden of Being Responsible for Others

"People are depending on me to eat. That's a heavy burden to carry."
The weight of being responsible for your team's rent, their kids' activities, their mental health
Why this pressure can feel crushing even when you're doing well

(00:19:21) CEO Is a Mindset, Not a Headcount

The founder-to-CEO identity shift (it takes at least a year, often longer)
Why you can be a CEO of a two-person agency
Being honest with yourself about what you actually want to build

(00:24:06) Steve's Agency Story: Winning the AOR That Changed Everything

The massive AOR that doubled his agency overnight
The ego that drove him to chase that client
The painful layoffs when it fell apart a year later

(00:36:11) The Delegation Chicken-and-Egg Problem

When you can't afford to delegate but can't afford not to
The thousand-dollar-an-hour rule for founder time
Getting out of a toxic client relationship without blowing everything up

(00:39:21) The Time-Tracking Exercise That Opens Founders' Eyes

Four highlighters: what to stop, start, delegate, and keep
Making delegation obvious instead of theoretical
Focus on the thousand-dollar-an-hour activities

(00:44:52) Final Thoughts: Intentionality and Courage in Leadership

The courage it takes to build the business you actually want
Why the hardest work isn't in scaling, it's in being honest with yourself
Real empathetic leadership: ask what they need, clear obstacles, hold them accountable

Want To Dive Deeper On These Topics?

Episode 39: The High-Performance Hiring Method Every Agency Owner Needs with Natasha Golinksky
Apply to join our exclusive Agency Darlings Slack Community: agencydarlings.com/community
Join our agency advice column: agencydarlings.myflodesk.com/signup

Connect with Steve Guberman:

Connect with Melissa & Meredith:

046. The Confident Pivot: Reinventing Without Burning It Down

Tue, 10 Feb 2026 05:00:00 -0400

We're seeing it everywhere: nearly every agency we work with is in the middle of a pivot right now or has pivoted in the past year. We're in a particular moment of needing to pivot, given what's happening in the world.

According to the 2025 Agency Growth Benchmark report, over 60% of agencies between $500K and $3M in revenue undergo a positioning or offer reset every two to four years. And that's not surprising, because agencies at this stage need to level up every time they hit a new threshold. Pivoting doesn't need to be a sign of failure or that you did something wrong. It's a sign of outgrowing something. This worked for a while. It's not working anymore. Let's change it.

If you've ever wondered...

Why your agency feels stuck even though you're working harder than ever
How to reinvent your business without risking the revenue you've built
When a pivot is actually necessary versus just shiny object syndrome

...this one's for you.

This episode is brought to you by:

Copilot Money | Get two months free with code DARLINGS at copilot.money/darlings

Chapters:

(00:00:00) Introduction & Year of the Fire Horse

(00:04:00) Why Every Agency Owner Is Pivoting Right Now

(00:10:00) Pivoting Isn't Failure, It's Outgrowing What Worked

(00:17:00) Signs You're Ready for a Pivot

(00:23:00) The Four Types of Agency Pivots

(00:33:00) How to Approach Change Without Burning It Down

(00:37:00) The "Rebuild From Day One" Exercise

(00:42:00) Testing Before You Commit

(00:45:00) Bringing Your Team Along for the Ride

Want To Dive Deeper On These Topics?

• Apply to join our exclusive Agency Darlings Slack Community: agencydarlings.com/community

• Join our agency advice column: agencydarlings.myflodesk.com/signup

Connect with Melissa & Meredith:

• Waverly Ave: waverlyave.com

• Instagram: instagram.com/waverlyave.co

• Le Chéile: lecheile.co/contact

• Instagram: instagram.com/lecheile.co

045. What clients actually want (and won't tell you)

Tue, 03 Feb 2026 05:00:00 -0400

You think you know what clients want. You've read the case studies, perfected your pitch deck, and rehearsed your differentiators. But what if you've been optimizing for the wrong things entirely?

This week, we're pulling back the curtain with Rachel Huff, founder of Victoire & Co, an agency search consultancy that helps client-side leaders find the right agency partners. Rachel has spent her career on both sides of the table: years agency-side understanding the realities of pitching and delivery, and now working directly with brands to find their ideal agency fit. She sees the patterns agencies don't have visibility into, including the gaps between what's pitched and what's needed, and what separates agencies that become long-term partners from those that get ghosted after the first meeting.

If you've ever wondered...

Why you keep losing pitches to agencies that seem less qualified
What clients actually discuss after you leave the room
How to stop wasting time on RFPs you were never going to win

...this one's for you.

This episode is brought to you by:

Copilot | Get two months free with code DARLINGS at https://try.copilot.money/darlings

Chapters:

00:00:00) Welcome & Introduction

(00:03:18) Does Agency Size Actually Matter?

(00:07:12) Part Matchmaker, Part Therapist: Finding the Right Fit

(00:09:49) The Questions Every Agency Should Ask Before Pitching

(00:13:42) Stop Chasing Opportunities You Were Never Going to Win

(00:18:19) What Small Agencies Should Actually Lean Into

(00:21:38) Why Business Impact Beats Beautiful Slides Every Time

(00:25:23) The Biggest Shift in Client Expectations

(00:29:55) Who to Bring to the Pitch (And Why Titles Don't Matter)

(00:34:35) The Transparency Rule for Freelancer Teams

(00:39:02) Where Agency-Client Relationships Break Down

(00:47:29) RFPs as a Biz Dev Strategy: The Hard Truth

(00:55:12) Logos vs. Business Challenges: What Actually Wins

(00:58:46) Lightning Round: Pitch Mistakes That Cost You the Win

Want To Dive Deeper On These Topics?

• Apply to join our exclusive Agency Darlings Slack Community: agencydarlings.com/community

• Join our agency advice column: agencydarlings.myflodesk.com/signup

Connect with Rachel Huff:

• Victoire & Co: https://www.victoireco.com/

• Instagram: instagram.com/waverlyave.co

Connect with Melissa & Meredith:

• Waverly Ave: waverlyave.com

• Instagram: instagram.com/waverlyave.co

• Le Chéile: lecheile.co/contact

• Instagram: instagram.com/lecheile.co

044. How Big Clients Think (And How Agencies Win Them)

Tue, 27 Jan 2026 05:00:00 -0400

A lot of agency owners think winning big clients is about fancy credential decks, bigger case studies, or the perfect pitch presentation. It's not. It's a psychology game, not a proposal game. And if you're stuck in the small budget, high-maintenance client cycle, it's rarely because your work isn't good enough—it's because of the energy you're bringing, the positioning you're claiming, and the decision patterns you're signaling (maybe unintentionally) that tell bigger clients you're built for smaller work.

In today's episode, we break down the psychology that separates boutique agencies who get overlooked from the ones who get chosen and trusted by enterprise companies. Big clients buy certainty. They're buying confidence. They're buying clarity. They're not buying deliverables.

If you've ever wondered...

Why you keep attracting small, executional, needy clients even though you're capable of bigger, strategic work
How to position yourself as a strategic partner instead of an execution arm
What signals you're sending that keep bigger clients from seeing you as their solution
How to shift your energy, pricing, and sales process to attract higher-quality relationships

...this one's for you.

This episode is brought to you by:

Copilot | Get two months free with code DARLINGS at https://try.copilot.money/darlings

Copper | Get 15% off any annual plan with code AGENCYDARLINGS at copper.com/agency

Chapters:

(00:00:00) Why Winning Big Clients Isn't About Better Decks or More Case Studies

(00:09:40) The Data: What Big Clients Actually Buy (Spoiler: Not Deliverables)

(00:14:33) Small Energy vs. Big Energy: How You're Signaling Your Size

(00:28:29) The Three Value Perception Levels (And Why You're Stuck in Level One)

(00:36:27) The Authority Transfer Effect: Reducing Cognitive Load in the First 10 Minutes

(00:39:09) The Paradox of Big Clients: The Less You Need Them, The More They Want You

Want To Dive Deeper On These Topics?

• Apply to join our exclusive Agency Darlings Slack Community: agencydarlings.com/community

• Join our agency advice column: agencydarlings.myflodesk.com/signup

Connect with Melissa & Meredith:

• Waverly Ave: waverlyave.com

• Instagram: instagram.com/waverlyave.co

• Le Chéile: lecheile.co/contact

• Instagram: instagram.com/lecheile.co

043. The Pricing Sweet Spot: Is Your Pricing Too Safe?

Tue, 20 Jan 2026 05:00:00 -0400

Most agency founders have been charging the same rates since 2021. You've given your team raises. Your costs have gone up. The economy has shifted. But your pricing? Still stuck at that number you picked three years ago based on vibes and what you saw other agencies charging.

Today, we're handing you the formula to stop pricing emotionally and start pricing strategically. We break down the 2x multiplier that creates your absolute floor, the 10x principle that unlocks your ceiling, and the three consecutive yeses that signal you're leaving money on the table.

If you've ever wondered...

How to price confidently without just guessing what the market will bear
When it's time to raise your rates (and by how much)
Why you keep saying yes to projects that drain you financially
What your pricing should actually be based on instead of competitor research

...this one's for you.

This episode is brought to you by:

Copilot | Get two months free with code DARLINGS at https://try.copilot.money/darlings

Chapters:

(00:00:00) Why Pricing Emotionally Is Costing You Money

(00:09:40) The Pricing Sweet Spot Formula: Your 2x Base Price

(00:26:13) How to Calculate Your Maximum Price (Outcomes Over Outputs)

(00:37:01) The Three Consecutive Yeses Rule

(00:45:25) When and How Often to Raise Your Rates

Want To Dive Deeper On These Topics?

• Apply to join our exclusive Agency Darlings Slack Community: agencydarlings.com/community

• Join our agency advice column: agencydarlings.myflodesk.com/signup

Connect with Melissa & Meredith:

• Waverly Ave: waverlyave.com

• Instagram: instagram.com/waverlyave.co

• Le Chéile: lecheile.co/contact

• Instagram: instagram.com/lecheile.co

042. You Didn’t Start an Agency to Be the Lowest-Paid Employee

Tue, 13 Jan 2026 05:00:00 -0400

How to actually enjoy the money your agency is making without guilt, chaos, or burnout. That's the conversation Melissa and Meredith are having today, darling—because too many successful founders are still living like freelancers.

You're hitting revenue goals. You're paying contractors, employees, covering taxes and expenses. But you're not paying yourself what you're worth. You're taking tiny distributions when cash flow is good and feeling guilty about everything in between. And if we're being honest? You wouldn't accept the job you have on paper—with that salary—from anyone else.

In this episode, we break down the founder treat rule, the profit threshold bonus system, and percentage-based strategies that remove the guilt from paying yourself. Because your joy matters. Your wellbeing matters. And your lifestyle matters just as much as your agency's bottom line.

If you've ever wondered...

• Why you're hitting all your revenue goals but your personal lifestyle hasn't changed

• How to pay yourself consistently without feeling guilty or putting the business at risk

• What baseline salary you should actually be taking as an agency founder

• When it's financially safe to take bonuses without accidentally putting yourself in the red next month

• How to create guilt-free spending that fuels your leadership instead of depleting it

...this one's for you.

This episode is brought to you by:

Copilot | Get two months free with code DARLINGS at https://try.copilot.money/darlings

Chapters:

(00:00:00) Why Founders Struggle to Pay Themselves What They're Worth

(00:03:15) The Founder Treat Rule: Recurring Guilt-Free Joy

(00:08:12) Stats That Prove Founder Compensation Drives Business Success

(00:09:11) Creating a Base Salary + Bonus Structure That Works

(00:14:00) The Profit Threshold Rule for Guilt-Free Distributions

(00:18:00) Percentage-Based Systems That Normalize Founder Pay

(00:21:00) Creating Your "Fun Account" and Treating Yourself Intentionally

(00:24:20) Why Your Joy Matters for Business Expansion

Want To Dive Deeper On These Topics?

• Apply to join our exclusive Agency Darlings Slack Community: agencydarlings.com/community

• Join our agency advice column: agencydarlings.myflodesk.com/signup

Connect with Melissa & Meredith:

• Waverly Ave: waverlyave.com

• Instagram: instagram.com/waverlyave.co

• Le Chéile: lecheile.co/contact

• Instagram: instagram.com/lecheile.co

041. This Is Your Expansion Era: Strategies for Thinking Bigger

Tue, 06 Jan 2026 05:00:00 -0400

Playing it safe got you here. But thinking small won't get you there. While most agency owners are planning incremental 20% growth, darling, we're challenging you to think exponentially bigger. Because your biggest year isn't going to come from optimizing what you're already doing. It's going to come from completely reimagining what's possible.

In this solo episode, Melissa and Meredith break down four research-backed strategies that outperforming companies use to achieve breakthrough growth. Not the "work harder" advice you'll find everywhere else. Not the "double down on what's working" conventional wisdom. This is about expanding your identity, taking bigger bets, and building the confidence flywheel that makes massive growth feel inevitable instead of impossible. We're talking about the 10x thinking model, identity expansion, strategic big bets, and the confidence flywheel that compounds your wins.

If you've ever wondered...

• Why incremental thinking keeps you stuck in the same revenue range year after year

• How to break free from the "safe option" mentality that's actually holding your agency back

• What it actually takes to make this your biggest year without burning out

• Why the version of you who runs a multi-million dollar agency makes completely different decisions

• How to build momentum that makes bold moves feel natural instead of terrifying

...this one's for you.

This episode is brought to you by:

Copilot | Get two months free with code DARLINGS at https://try.copilot.money/darlings

Chapters:

(00:00:00) Welcome to Your Expansion Era

(00:05:12) The 10x Thinking Model: Why Bigger Goals Force Innovation

(00:09:45) Identity Expansion: Becoming the Person Who Runs That Business

(00:14:32) The Big Bet Principle: Fewer Moves, Bigger Impact

(00:19:28) The Confidence Flywheel: How Small Wins Build Momentum

(00:25:06) Taking Bold Risks and Creating an Expansion Culture

(00:31:42) Your 10x Goal Challenge and Accountability

Want To Dive Deeper On These Topics?

• Apply to join our exclusive Agency Darlings Slack Community: agencydarlings.com/community

• Join our agency advice column: agencydarlings.myflodesk.com/signup

Connect with Melissa & Meredith:

• Waverly Ave: waverlyave.com

• Instagram: instagram.com/waverlyave.co

• Le Chéile: lecheile.co/contact

• Instagram: instagram.com/lecheile.co

040. The Anti-Pitch Strategy: How to Close Deals Before the Pitch

Tue, 16 Dec 2025 05:00:00 -0400

Nothing drains boutique agencies faster than the black hole of pitching and RFPs. In today’s episode, we’re pulling back the curtain on a topic that every agency owner privately obsesses over, but very few talk about honestly: why pitches rarely convert, why proposals don’t win business, and why most agencies are building their entire biz dev system on a process that statistically works against them. We’re ending the season with a powerful reframe. Because stepping into a new year with your old RFP mindset is just… not the vibe, darling.

If you’ve ever wondered…

• Why you're prioritizing RFPs when they’re actually draining your time, margins, and confidence

• Why your beautifully crafted proposals aren’t converting

• What influences (or limits) your win rates more than any pitch deck ever could

…this one’s for you.

This episode is brought to you by:

Copilot | Get two months free with code DARLINGS at https://try.copilot.money/darlings

Chapters:

(00:00:00) Kicking Off the Season With Momentum & Fresh Energy

(00:06:19) The Hard Truth About Pitches, Proposals & Why They Rarely Convert

(00:22:08) Why RFPs Feel Like Momentum—but Rarely Move Your Business Forward

(00:28:21) How Many Pitches Should You Actually Say Yes To?

(00:38:42) Best-in-Class Pitching: How to Show Up Like the Obvious Choice

Want To Dive Deeper On These Topics?

• Apply to join our exclusive Agency Darlings Slack Community: agencydarlings.com/community

• Join our agency advice column: agencydarlings.myflodesk.com/signup

Connect with Melissa & Meredith:

• Waverly Ave: waverlyave.com

• Instagram: instagram.com/waverlyave.co

• Le Chéile: lecheile.co/contact

• Instagram: instagram.com/lecheile.co

039. The High-Performance Hiring Method Every Agency Owner Needs with Natasha Golinsky

Tue, 09 Dec 2025 05:00:00 -0400

If you’ve ever hired someone you thought was “the one,” only to watch your team unravel behind the scenes, this episode will feel like a deep exhale. Today, we’re sitting down with Natasha Golinsky, the powerhouse founder behind On Purpose Projects, to talk about the part of agency ownership that most founders quietly struggle with: building a reliable team you can actually trust.

Natasha is known for her non-bullshit, radically practical approach to leadership — the kind that comes from a decade of running a full-stack development agency, managing a 100% contractor team across time zones, and surviving real life: divorce, single-income seasons, motherhood, and a breast cancer diagnosis that changed everything. She’s lived the founder reality that so many women-owned agencies face but rarely talk about out loud: the exhaustion, the pressure to hold everything together, and the fear of letting go of control when the business depends on you.

In this conversation, she walks us through the exact hiring and team-building method that has given her something almost unheard of in agency life: ten years with zero turnover — not one contractor has ever quit. It’s not luck. It’s not magic. It’s not “manifesting the right people.” It’s a system. A sharp one.

You can get Natasha’s complete hiring system and learn how to find, interview, hire (and fire) virtual contractors like a pro at

https://onpurposeprojects.gumroad.com/l/virtualcontractorsgameplan

If you’ve ever wondered…

• Whether the people you're hiring are the right fit or just the easiest to find

• If your contractor team needs a real system for accountability and expectations

• What it would take to finally delegate yourself without everything falling apart

…this one’s for you.

This episode is brought to you by:

Copper | Get 15% off any annual plan with code DARLINGS at https://copper.com/agency

Chapters:

(00:00:00) The Real Challenge of Building a High-Performance Team

(00:05:18) Natasha’s Hiring Method: From 100 Applicants to the Perfect Fit

(00:22:42) Filtering for the Right People and Setting Expectations That Actually Work

(00:31:40) How To Set Expectations When Your Processes Aren’t Perfect (Yet)

(00:37:12) The Two Non-Negotiables Every New Agency Owner Needs in Place

(00:41:20) Stepping Out of the Doer Role and What It Really Takes to Let Go

(00:50:56) Finding Your Number Two: Letting Them Lead and Loving the Result

Connect with Natasha:

• Website: https://onpurposeprojects.com

• LinkedIn: https://www.linkedin.com/in/natashagolinsky/?originalSubdomain=ca

• Facebook: https://www.facebook.com/natashacgolinsky/

• YouTube: https://www.youtube.com/@natashagolinsky-onpurposep2435

• Upwork: https://www.upwork.com/freelancers/~01a1f03fb7162975e1

Want To Dive Deeper On These Topics?

• Natasha’s Hiring Process Course: https://onpurposeprojects.gumroad.com/l/virtualcontractorsgameplan

• Apply to join our exclusive Agency Darlings Slack Community: agencydarlings.com/community

• Join our agency advice column: agencydarlings.myflodesk.com/signup

Connect with Melissa & Meredith:

• Waverly Ave: waverlyave.com

• Instagram: instagram.com/waverlyave.co

• Le Chéile: lecheile.co/contact

• Instagram: instagram.com/lecheile.co

038. Your Pipeline’s Quiet — Now What?

Tue, 02 Dec 2025 05:00:00 -0400

You know that sinking feeling when your sales pipeline starts to dry up? When the big deal you were sure would close suddenly stalls, and your perfectly forecasted month starts to look like a desert? We’ve all been there, darling. In this week’s episode, we’re naming it, reframing it, and turning it into your next big growth moment.

We call it Pipeline Panic — that all-too-familiar moment when the phone stops ringing, the leads slow down, and your brain starts catastrophizing every possible worst-case scenario. But as we unpack in this conversation, those slow seasons aren’t proof you’re failing; they’re proof you’ve been in business long enough to see the natural rhythm of growth, rest, and renewal.

If you’ve ever wondered…

• What do I do when my pipeline slows down?

• How can I tell that my agency is actually evolving?

• When panic hits, how do I keep up momentum?

…this one’s for you.

This episode is brought to you by:

Metricool | Get 30 days free on any Premium plan with code DARLINGS at https://metricool.com/darlings/

Copper | Get 15% off any annual plan with code DARLINGS at https://copper.com/agency

Chapters:

(00:00:00) When the Pipeline Slows Down

(00:11:39) The Data Behind the Dip

(00:16:29) Reframing Struggle as a Sign of Staying Power

(00:20:39) Redefining Growth Beyond the Numbers

(00:31:13) Creating Momentum Without the Hard Sell

(00:44:30) From Panic to Power: Building Momentum Together

Want To Dive Deeper On These Topics?

• Apply to join our exclusive Agency Darlings Slack Community: agencydarlings.com/community

• Join our agency advice column: agencydarlings.myflodesk.com/signup

Connect with Melissa & Meredith:

• Waverly Ave: waverlyave.com

• Instagram: instagram.com/waverlyave.co

• Le Chéile: lecheile.co/contact

• Instagram: instagram.com/lecheile.co

The Unfiltered Reality Behind Growth

Tue, 25 Nov 2025 05:00:00 -0400

In this episode of Agency Darlings, hosts Melissa and Meredith provide an insider's guide to the ups and downs of the agency world, emphasizing the importance of vulnerability and empathy, especially during challenging times. They discuss the pressures of balancing work and personal struggles, particularly around the holidays, and share personal experiences of grief and loss to highlight the significance of being compassionate towards oneself and others. The episode encourages listeners to recognize the human side of business growth and to practice gratitude and understanding towards their teams and clients.

00:00 Welcome to Agency Darlings

00:22 Starting the Conversation: Vulnerability and Challenges

03:29 The Impact of Personal Struggles on Professional Life

06:04 Navigating Grief and Work

10:30 Finding Balance and Avoiding Burnout

24:07 The Importance of Gratitude and Reflection

26:00 Closing Thoughts and Community Impact

037. What Sustainable Growth Really Looks Like — with Amy Jackson from TaleSplash

Tue, 18 Nov 2025 04:00:00 -0400

The agency world doesn’t reward those who cling to “how it’s always been done.” It rewards the ones brave enough to redesign their business around what actually works — and what actually matters. In this powerful conversation, we sit down with Amy Jackson, founder and CEO of TaleSplash, to talk about what it really looks like to evolve your agency in real time.

Over the past year, Amy has made bold shifts in her business, from niching into health, family, and safety brands to restructuring her team, rethinking her client criteria, and raising her rates with confidence. But what makes her story resonate so deeply isn’t just the transformation itself; it’s the honest, intentional way she approached every step.

If you’ve ever wondered…

• How do I identify a niche that actually energizes me?

• What would happen if I stopped chasing volume and focused on building relationships?

• Am I defining success based on what I want, or on vanity metrics?

…this one’s for you.

This episode is brought to you by:

Metricool | Get 30 days free on any Premium plan with code DARLINGS at https://metricool.com/darlings

Chapters:

(00:00:00) Niching Down Without Closing Doors

(00:10:03) Learning Before Locking In

(00:14:48) Defining the Right Fit

(00:21:34) Redefining Success on Your Own Terms

(00:30:35) Pricing with Conviction

(00:38:16) Standing Your Ground with Premium Clients

(00:46:48) Boundaries Build Better Businesses

(00:53:32) Evolving the Team, Reclaiming the Role

Connect with Amy:

• @TaleSplash on Instagram: https://www.instagram.com/talesplash

• Amy on LinkedIn: https://www.linkedin.com/in/amyfjackson/

• TaleSplash on LinkedIn: https://www.linkedin.com/company/talesplash/

• Website: https://www.talesplash.com/

Want To Dive Deeper On These Topics?

• Apply to join our exclusive Agency Darlings Slack Community: agencydarlings.com/community

• Join our agency advice column: agencydarlings.myflodesk.com/signup

Connect with Melissa & Meredith:

• Waverly Ave: waverlyave.com

• Instagram: instagram.com/waverlyave.co

• Le Chéile: lecheile.co/contact

• Instagram: instagram.com/lecheile.co

036. Full-Service is a Trap: How to Specialize to Scale

Tue, 11 Nov 2025 05:00:00 -0400

There’s a sneaky trap that almost every small agency falls into at some point: trying to be everything to everyone. And honestly? We’ve been there too. When you’re in the early stages, saying yes to every service, every client, every shiny opportunity can feel like the smart, safe thing to do. But the truth is, trying to do it all is the fastest way to burn out your team, confuse your clients, and hold your growth hostage.

We’re diving deep into why doing less actually helps you win more. This isn’t about limiting your potential. It’s about focusing your energy where it matters most, building authority, increasing profitability, and protecting your time, team, and sanity.

If you’ve ever wondered…

• Is my agency doing too much?

• What would it look like to confidently say “no”?

• How can we narrow our focus?

…this one’s for you.

Chapters:

(00:00:00) Why Doing Less Helps You Win More

(00:07:33) The Power of Saying No

(00:14:37) Generalists Compete on Price, Specialists Compete on Value

(00:20:43) The Hidden Costs of Doing It All

(00:26:03) Niche by Problem, Not Industry

(00:31:10) Protecting Your Positioning with Partner Coalitions

Want To Dive Deeper On These Topics?

• Apply to join our exclusive Agency Darlings Slack Community: agencydarlings.com/community

• Join our agency advice column: agencydarlings.myflodesk.com/signup

Connect with Melissa & Meredith:

• Waverly Ave: waverlyave.com

• Instagram: instagram.com/waverlyave.co

• Le Chéile: lecheile.co/contact

• Instagram: instagram.com/lecheile.co

035. Become the CEO of Your Life with Amanda Goetz

Tue, 04 Nov 2025 05:00:00 -0400

The agency world was never meant to be a one-character show. In a culture that glorifies doing it all at once — CEO, visionary, mom, partner, friend, athlete — we’re often left feeling like we’re failing at all of it. But what if the key to thriving wasn’t about finding “perfect balance”… but about owning intentional imbalance?

This week, we sit down with Amanda Goetz, 2x founder, 4x CMO, mom of three, newsletter creator to over 150,000 readers, and author of the book Toxic Grit: How To Have It All And (Actually) Love What You Have. Amanda unpacks what it really looks like to live and work at full capacity without losing yourself along the way.

If you’ve ever wondered…

• Why do I always feel like I’m doing everything at once?

• How can I stop reacting to everything immediately?

• How can I show up fully in each season of my agency’s growth?

…this one’s for you.

This episode is brought to you by:

Metricool | Get 30 days free on any Premium plan with code DARLINGS at https://metricool.com/darlings

Chapters:

(00:00:00) Focus and Finish: Master One Thing Before the Next

(00:09:27) Delegation Without Guilt: Building the Support You Deserve

(00:23:58) Character Theory: Choosing Who Leads Your Life

(00:36:55) The Urgency Trap, the Parking Lot, and Two Post-Its

(00:49:59) You’re the Director — No One’s Giving You Permission

Connect with Amanda:

• Order Toxic Grit: https://www.toxicgrit.com

• Girlboss Podcast (soon to be Ambition 2.0): https://girlboss.com

• Website: https://amandagoetz.com

• Instagram: https://instagram.com/theamandagoetz

• LinkedIn: https://linkedin.com/in/amandagoetz

Want To Dive Deeper On These Topics?

• Apply to join our exclusive Agency Darlings Slack Community: agencydarlings.com/community

• Join our agency advice column: agencydarlings.myflodesk.com/signup

Connect with Melissa & Meredith:

• Waverly Ave: waverlyave.com

• Instagram: instagram.com/waverlyave.co

• Le Chéile: lecheile.co/contact

• Instagram: instagram.com/lecheile.co

034. Ghosting Happens. Here’s How to Bring the Right Leads Back.

Tue, 28 Oct 2025 05:00:00 -0400

We’ve all been there: you have a great discovery call, you’re vibing with the lead, and then… silence. No follow-up, no next steps, not even a polite “we’ve gone in a different direction.” They’ve vanished into the business void.

Ghosting isn’t just for bad Tinder dates. In the agency world, it happens more often than anyone wants to admit. But here’s the thing: not every ghost is gone forever — and not every ghost is worth reviving. In this conversation, we’re breaking down exactly how to bring the right prospects back from the dead (and how to let the zombie leads stay buried).

If you’ve ever wondered…

• How to tell if a lead is truly dead

• How to revive the right leads

• How to show up as a trusted advisor instead of a desperate vendor

…this one’s for you.

This episode is brought to you by:

Metricool | Get 30 days free on any Premium plan with code DARLINGS at metricool.com/darlings

Chapters:

(00:00:00) When Ghosting Isn’t the End of the Story

(00:05:28) Zombies vs. Caspers: Who’s Worth Reviving?

(00:11:37) The Three Tests Every Ghost Must Pass

(00:16:01) How to Reach Out Without the “Just Checking In” Energy

(00:23:13) Turning a Catch-Up Call Into a Catalyst

Want To Dive Deeper On These Topics?

• Apply to join our exclusive Agency Darlings Slack Community: agencydarlings.com/community

• Join our agency advice column: agencydarlings.myflodesk.com/signup

Connect with Melissa & Meredith:

• Waverly Ave: waverlyave.com

• Instagram: instagram.com/waverlyave.co

• Le Chéile: lecheile.co/contact

• Instagram: instagram.com/lecheile.co

033: Decommoditizing Your Agency: How To Shift From Vendor to Strategic Partner

Tue, 21 Oct 2025 05:00:00 -0400

Are you tired of feeling like just another option on a client’s spreadsheet? Same. In this episode, we’re calling out the biggest trap agencies keep falling into: commoditization. That’s the fancy word for “clients treating you like you’re interchangeable,” which basically translates to constant price haggling, razor-thin margins, and burnout city. No thanks.

Here’s the truth: you’re probably playing into it without even realizing it. Saying yes to the wrong clients. Offering too many “we can do everything” services. Giving generic answers like “we’re collaborative” when asked what makes you different (newsflash: everyone says that).

We break down the shifts that pull you out of the price war and into the premium lane: niche with confidence, lead with outcomes (not deliverables), create frameworks that scream authority, and show up as a partner—not a vendor. Oh, and stop hiding your voice. Thought leadership isn’t optional if you want dream clients lining up.

This isn’t about playing harder in a broken game. It’s about rewriting the rules so you’re seen as one-of-one, not one-of-many. Buckle up, darling—it’s time to stop discounting your brilliance.

If you’ve ever wondered…

• Am I competing on price instead of leading with value?

• What makes my agency truly one-of-one?

• Am I a strategic partner or just cranking out deliverables?

…this one’s for you.

This episode is brought to you by:

Copper | Get 15% off any annual plan with code DARLINGS at https://copper.com/agency

Chapters:

(00:00:00) The Race to the Bottom and How to Escape It

(00:11:56) Commoditization Is a Choice

(00:17:20) Niching, Outcomes, and the Power of Process

(00:26:29) From Vendor to Partner: The Thought Leadership Shift

(00:31:29) Choosing Differentiation as Your Growth Strategy

Want To Dive Deeper On These Topics?

• Apply to join our exclusive Agency Darlings Slack Community: agencydarlings.com/community

• Join our agency advice column: agencydarlings.myflodesk.com/signup

Connect with Melissa & Meredith:

• Waverly Ave: waverlyave.com

• Instagram: instagram.com/waverlyave.co

• Le Chéile: lecheile.co/contact

• Instagram: instagram.com/lecheile.co

032: The Discount Hangover: Feels Good Now, Hurts Later

Tue, 14 Oct 2025 05:00:00 -0400

Too many agencies think discounting is good customer service. They're missing the bigger picture. Every time you slash your prices to "make a deal work," you're not just losing money, you're systematically undermining your own value proposition and teaching clients that your original pricing was negotiable all along. This isn't about being difficult; it's about running a business that respects its own expertise.

Melissa and Meredith break down the brutal math behind discounting and why that "harmless" 20% discount means you need to double your volume just to hit the same profit levels. But the real impact isn't financial—it's psychological. When you discount, you're essentially signaling that your work isn't worth what you initially charged, and clients pick up on that uncertainty faster than you think.

The agency world has normalized this race to the bottom, but smart agencies are doing something different. Instead of cutting prices, they're adding value, restructuring payment plans, and positioning themselves as premium partners who stand behind their pricing. While everyone else fights for scraps with discount strategies, the agencies who refuse to play that game are attracting clients who actually want to invest in results.

If you've ever wondered why clients keep pushing for lower prices, question your expertise, or treat your proposals like starting points for negotiation, this episode will show you exactly how discounting culture created those problems, and what to do instead.

If you've ever wondered...

• How much profit am I losing due to “small” discounts?

• What message am I sending clients when I lower my rates?

• What would change if I stopped slashing prices and started adding value?

...this one's for you.

This episode is brought to you by:

Metricool | Get 30 days free on any Premium plan at https://metricool.com/darlings with code DARLINGS

Chapters:

(00:00:00) The Real Cost of Being "Flexible" With Pricing

(00:07:08) Why Discounting Trains Clients to Delay and Negotiate

(00:13:56) The Math That'll Make You Stop Discounting Forever

(00:18:47) Profit Margin Erosion and Brand Perception Damage

(00:22:21) Smart Alternatives to Slashing Your Prices

(00:27:04) Payment Plans vs Price Cuts

(00:34:00) Standing Your Ground Without Losing Good Clients

Want To Dive Deeper On These Topics?

• Apply to join our exclusive Agency Darlings Slack Community: agencydarlings.com/community

• Join our agency advice column: agencydarlings.myflodesk.com/signup

Connect with Melissa & Meredith:

• Waverly Ave: waverlyave.com

• Instagram: instagram.com/waverlyave.co

• Le Chéile: lecheile.co/contact

• Instagram: instagram.com/lecheile.co

031. Stop Waiting for Things to Get Easier: Building Agency Resilience

Tue, 07 Oct 2025 05:00:00 -0400

The business guidance over the last few years has felt like someone telling you to sit quietly and wait for rescue. That's not the energy we're bringing, darling. While others are dwelling on how challenging things have been, the agencies absolutely flourishing right now have discovered something powerful: they're not building their empire for someday - they're building it for today. In this empowering conversation, Melissa and Meredith share what it really takes to create a resilient agency that thrives. They're celebrating the end of the "waiting for perfect conditions" era and inviting agency owners to step into a bold new approach that honors exactly where you are right now.

Welcome back to Season 4! After a summer hiatus filled with major life changes - moves, surgery, and business milestones - Melissa and Meredith return with a bold declaration: resilience isn't just a buzzword, it's the foundation of every agency that will survive the next decade. This season opener sets the tone for what's ahead with an honest conversation about building anti-fragile agencies that thrive in uncertainty.

If you've ever wondered...

• How your agency can flourish instead of just surviving

• How certain agencies seem to dance through economic challenges while others struggle

• Whether you're meant to embrace the ever-evolving nature of agency life

...this one's for you.

What to expect in this episode:

• Why waiting for "normal" business conditions is the riskiest strategy of all

• The mindset shift that separates thriving agencies from struggling ones

• How to reframe business ups and downs as intelligence, not failure

• The uncomfortable truth about whether you're suited for agency life

• Practical strategies for building businesses that get stronger during uncertainty

• Why the last five years might be the new normal (and why that's good news)

• How to use resistance and pushback as innovation opportunities

• The difference between surviving change and designing for it

Chapters:

(00:00:00) Why Resilience Matters in Agency Life

(00:06:32) Shifting from Hustle to Sustainability

(00:14:08) Lessons from Setbacks and Failures

(00:22:47) Practical Tools to Reframe Challenges

(00:31:55) Building a Community of Support

(00:40:10) Final Takeaways and Daily Practices

Want To Dive Deeper On These Topics?

• Apply to join our exclusive Agency Darlings Slack Community: agencydarlings.com/community

• Join our agency advice column: agencydarlings.myflodesk.com/signup

Connect with Melissa & Meredith:

• Waverly Ave: waverlyave.com

• Instagram: instagram.com/waverlyave.co

• Le Chéile: lecheile.co/contact

• Instagram: instagram.com/lecheile.co

030: Don't Play Small. Price With Confidence

Tue, 08 Jul 2025 05:00:00 -0400

This episode is sponsored by Metricool. Get 30 days free of any Premium plan with code: Darlings and at Metricool.com/Darlings.

In this season finale of Agency Darlings, Melissa and Meredith sit down to talk about one of the most critical topics for agency founders: pricing with confidence.

They share mindset shifts and practical strategies to help you own your value, set better rates, and navigate tough pricing conversations. Whether you’re raising rates, launching a new offer, or dealing with price-sensitive prospects, this episode will give you the tools to approach pricing without second-guessing yourself.

💡 In this episode, we cover:

Why underpricing hurts both your agency and the creative industry as a whole.
The mindset shifts that unlock pricing confidence.
3 strategies to set and hold higher rates without flinching.
How to handle objections like “Another agency charges half your rate.”
The importance of rest and reflection for sustainable agency growth.

We’re also reflecting on what we’ve learned over three seasons of Agency Darlings and sharing why we’re taking a summer pause to recharge before coming back for Season 4.

✨ Quote of the Week:

“Don’t sit down and wait for opportunities to come. Get up and make them.” – Madam C.J. Walker

📚 Resources & Links Mentioned:

Try Metricool free for 30 days at metricool.com/darlings with code DARLINGS
Follow us on Instagram: @agencydarlings

👋 Let’s stay connected:

We’d love to hear what pricing strategies or mindset shifts you’re bringing into your agency this year. DM us or leave a review to let us know what you loved about this season.

029: Inside the C-Suite: Strategy, Risk & Retention with CBO of Armra Rebecca Sollinger

Tue, 24 Jun 2025 05:00:00 -0400

This episode is sponsored by Metricool. Get 30 days free of any Premium plan with code: Darlings and at Metricool.com/Darlings.

In today’s episode, Melissa and Meredith are joined by Rebecca Sollinger, Chief Brand Officer at ARMRA and longtime brand leader with experience across powerhouse agencies like Droga5 and RoAndCo, as well as lifestyle brands like Sakara Life and Quiksilver. With a rare perspective from both sides of the agency-client table, Rebecca offers candid insight into what CMOs really want—and how the best agencies rise to meet the moment.

From brand building in a fast-moving world to taking smart creative risks, this episode is packed with honest reflections, strategic advice, and real-world guidance for boutique agencies trying to win (and retain) the right clients.

If you’ve ever wondered:

“Are my pitches actually working?”

“What do brand leaders really want from their agency partners?”

“How bold is too bold in a client relationship?”

This one’s for you.

What to expect in this episode:

💡 Rebecca’s journey from investment banking to building brands in both agency and in-house roles

💡 The two things every founder and marketer must align: vision and the P&L

💡 What today’s CMO role really demands—and how it’s evolved in the last decade

💡 Why agency founders often make the best partners

💡 The do’s and don’ts of pitching (seriously—stop screen sharing that whole deck)

💡 When to go bold, when to play it safe, and how to present both without losing your client’s trust

Actionable takeaways:

✔️ Clarify your agency’s vision—and stay grounded in what you do best

✔️ Ditch the ego: bring bold ideas, but be open to no’s

✔️ When pitching, share a pre-read and focus live calls on collaboration

✔️ Give clients two options: a solid foundation and a bold extension

✔️ If you're using AI, be transparent—smart CMOs expect it and welcome the efficiency

Real talk moments:

🗣️ “If you’re not watching your P&L, you’re not leading a brand—you’re just playing business.”

🗣️ “The best agencies act like true partners. They’re in the weeds with you.”

🗣️ “Don’t pitch me—talk to me. I want to solve a problem together.”

🗣️ “Bold ideas are great, but I also need to know what we’re risking.”

🗣️ “Brand building hasn’t changed—it’s still about emotional connection. But executing that clearly? That’s the challenge.”

Connect with Rebecca Sollinger:

🌐 Website: https://www.tryarmra.com

🔗 LinkedIn: Rebecca Sollinger

028: Building A Dream Team Without The Payroll Nightmare with Shaina Anderson

Tue, 10 Jun 2025 05:00:00 -0400

In today’s episode, Melissa and Meredith are joined by Shaina Anderson, founder of Hello Generalist, for a real talk on building effective teams through fractional support. With a deep background scaling startups like Yelp and Choose, Shaina offers a front-row view into the shifting workforce and how creative agency founders can build smarter, leaner teams—without compromising on talent. From understanding the rise of fractional roles to knowing when it’s time to hire full-time, this episode is packed with practical insights for founders navigating uncertain markets, limited budgets, and the ever-evolving talent landscape.

If you’ve ever wondered:

“Should I hire full-time or fractional?”
“What even is fractional, really?”
“How do I build a high-performing team without burning cash?”
This one’s for you.

What to expect in this episode:

How Shaina went from food trucks to running ops at venture-backed startups to founding Hello Generalist
The difference between fractional, freelance, advisory, and full-time roles—and how to know what you actually need
Why more businesses are turning to fractional support in today’s economic climate
How to scope roles correctly (and avoid costly hiring mistakes)
When it’s time to make the leap to full-time hires—and when it’s smarter not to
Why the future of work is flexible, and what that means for growing agencies

Actionable takeaways:

Don’t get stuck in “word soup.” Focus first on the problem you’re solving, then define the role.
Use fractional roles to test and learn before committing to a full-time hire.
Hiring methodically—whether part-time or full-time—is a learnable, repeatable process.
Prioritize both values and skills when hiring. Culture and capability go hand in hand.
Start small: use well-scoped projects to vet fractional partners before expanding the relationship.

Real talk moments:

“Hiring is a skill—not a vibe.” Build a process and improve it over time.
“Fractional doesn’t mean flaky.” These are embedded leaders—often with stronger resumes than you’d find on the full-time market.
“Your business evolves—so should your team structure.” Don’t force full-time hires if you don’t have to.
“Superstars with bad values tank your culture.” And no, it’s not worth it.
“Don’t chase titles—chase solutions.” A generalist with the right attitude can be more powerful than a specialist in the wrong seat.

Connect with Shaina Anderson:

Email: shaina@hellogeneralist.com
Website: hellogeneralist.com
Substack: At Work by Shaina
LinkedIn: Shaina Anderson
Upcoming: Manual Override – a summer accelerator for independent professionals

Mini Episode | Sales Pep Talk: You're Better At Sales Than You Think

Fri, 30 May 2025 05:00:00 -0400

Episode description:

In today’s episode, Melissa goes solo for a quick pep talk on the myth of "I'm bad at sales." She dives into how sales is a skill anyone can learn and how women, in particular, have natural strengths that make them amazing at sales. Melissa shares her own journey from hesitating to lead in business development to building a career in sales, while offering practical advice on how to approach sales calls in a way that focuses on listening, diagnosing problems, and building meaningful client relationships. This episode is full of actionable tips and stats to help you rethink sales and embrace your own potential to succeed in it.

What to expect in this episode:

The myth of being "bad at sales" and why it’s just not true.
How women’s natural problem-solving skills give them a competitive edge in sales.
Melissa’s personal story of moving from hesitant to confident in business development.
The importance of focusing on relationships, not selling, when connecting with potential clients.
Why leading a sales call means listening more than pitching.
How to create clarity in sales calls by focusing on the next step, not jumping straight to proposals.

Actionable takeaways:

Shift your mindset from “I’m bad at sales” to “I’m getting better at solving problems.”
Focus on building relationships by asking insightful questions and listening to understand client needs.
Don’t rush into proposals—clarify the next step with the client first to avoid wasting time.
Make your sales calls about diagnosing issues and providing solutions, not pushing a pitch.
Remember that sales isn’t about convincing someone to buy; it’s about helping them make an informed decision.

Real talk moments:

Stop thinking of yourself as "bad at sales." You’re already great at building relationships—you just need to shift your focus.
Sales doesn’t have to be pushy or uncomfortable. It’s about listening, understanding, and providing value.
Take the pressure off by reframing the sales process as a conversation where both sides are figuring out if it’s a good fit.
Sales is about clarity: Ask the right questions to gauge interest, and don’t waste time on proposals if they’re not ready.

027: AI Curious: Your Creative Expertise Is Your AI Advantage

Tue, 27 May 2025 05:00:00 -0400

Episode Description:

In today’s episode, Melissa and Meredith sit down with Patrice Poltzer, founder and creator of My Story Pro, to explore how AI can help humanize storytelling and streamline the sales process for high-ticket clients. They dive into Patrice’s unique approach to AI, discussing how it’s not about automation for the sake of efficiency but about using AI to uncover deeper insights and better connect with your audience. From building meaningful relationships with clients to implementing AI-driven tools that enhance your sales strategy, Patrice shares actionable insights on how to embrace change, harness AI, and pivot in your business.

What to Expect in This Episode:

How to use AI in creative ways to better understand your audience and tell impactful stories.
Why Patrice’s transition from agency owner to AI tool creator was fueled by necessity, and how it aligns with her mission to humanize AI.
The importance of understanding both human and AI capabilities to build deeper connections with clients.
How to pivot your business when faced with unexpected challenges and use AI as a tool to streamline your processes.
The rise of AI in creative fields, and why it’s crucial for agency owners to embrace it while staying authentic.

Actionable Takeaways:

Using AI to enhance your storytelling by using it to gather insights, analyze data, and help craft narratives that resonate with your audience.
Use AI as a tool to amplify human creativity, not replace it. By integrating it into your workflow, you can spend more time on high-value tasks like relationship-building and strategy.
When pivoting your business, don’t be afraid to experiment with AI-driven solutions, like building custom chatbots or integrating new tools to streamline processes.
In business transitions, vulnerability can be a powerful catalyst for change. Patrice shares how her move to Portugal and the challenges that followed pushed her to evolve her business.
Understand your clients' true needs by using AI to analyze psychographics, emotions, and patterns in customer behavior, ultimately creating a more personalized experience.

Real Talk Moments:

Lean into change: Sometimes, hitting a tough point in business is exactly what you need to spark the next phase of growth. Patrice talks about how moving to Portugal with her family forced her to reinvent her business and embrace AI.
AI is not the enemy: While many fear AI replacing jobs, Patrice argues that AI is a tool to empower creativity and elevate human input. It's all about using it to do the heavy lifting and leaving the nuanced, human aspects to the experts.
Real business struggles: When things aren’t working, it’s time to pivot. Patrice’s honest story about experimenting with a failed digital product teaches us how to move on from what’s not serving us and try something new, without fear.
Use AI to connect: Personal connection in business is crucial. Patrice emphasizes how engaging with AI allows you to go deeper into your client’s needs and desires, providing better, more meaningful solutions.
Don't be afraid to test: Whether it's testing your sales pitch, your marketing messages, or your commitment level with clients, trying new things and testing them is essential for business evolution.

026: A Step-by-Step Sales Process for Agencies

Tue, 13 May 2025 05:00:00 -0400

In today’s episode, Melissa and Meredith dive deep into the sales process for agencies, with a focus on attracting and closing high-ticket clients. They explore the key stages of building a structured, efficient sales process that helps you close deals faster and with more confidence. The episode covers everything from initial client engagement to sending proposals, avoiding ghosting, and nurturing long-term relationships that drive sustainable growth for your agency. Tune in to learn how to build a sales process that not only closes high-ticket clients but keeps them coming back for more.

What to expect in this episode:

The importance of building a thoughtful sales process for high-ticket clients.
How to engage potential leads before they even reach out and qualify them effectively.
Best practices for personal connection and how to move potential leads through your sales pipeline.
Why understanding timing is crucial to qualifying leads and ensuring you don’t waste time.
Actionable strategies for handling sales calls, proposals, and follow-ups to close deals quicker.
How to nurture long-term relationships with high-ticket clients for sustainable agency growth.

Actionable takeaways:

Create a lead qualification form to gather important information upfront, saving time during calls and ensuring you only engage with the right leads.
Set clear expectations for sales calls by controlling the agenda and focusing on understanding the client's needs.
Use a structured follow-up process, such as a three-step email sequence, to keep the conversation moving and avoid chasing uninterested clients.
Implement a discovery call process where the client does most of the talking, helping you position your offer as the solution to their challenges.
Prioritize understanding your client's timeline and needs before sending a proposal to ensure it aligns with their goals and expectations.

Real talk moments:

Qualify before you buy: You don’t need to chase leads who aren’t a good fit. Use forms and initial contact points to ensure that you’re investing time in high-value prospects, not wasting energy on low-budget clients.
The power of personal connection: Building relationships before a sales call through content engagement and DMs sets you up for a smoother, more effective sales conversation.
No proposal without timing: Don’t waste time crafting a proposal unless you understand the client’s timeline and commitment level. A proposal isn’t a guarantee—it’s just a tool to move the process forward.
Don’t be afraid to test: Testing for commitment with small asks during the sales process (like setting another call or asking for a proposal) helps weed out clients who are “just not that into you.”
Follow-up with purpose: Use follow-up sequences to gauge a prospect’s interest, but don't overdo it. If they’re not responding, move on to more promising leads.

Connect with Us:

Follow us for more insights on agency growth strategies. You can find us on Instagram and LinkedIn. Join our Agency Advice Column here.

For all inquiries, contact us at hello@agencydarlings.com

About Your Hosts:

Melissa Lohrer is the Founder of Waverly Ave Consulting, a Growth Consultancy for indie agencies. She partners with agency owners to create seven-figure growth through strategic repositioning, modern revenue models, and relationship-based sales. Connect with her on LinkedIn and Instagram.

Meredith Fennessy Witts is the Founder of Le Chéile, the go-to finance and strategy consultancy for creative agencies scaling beyond seven figures. She helps creative founders clarify their cash flow, restructure niche offers and pricing, and ensure they’re running a profitable business...in a mindful way. Connect with her on LinkedIn and Instagram.

025: The Retention Strategy: More Revenue, Less Cold Pitching

Tue, 06 May 2025 05:00:00 -0400

In today’s episode, Meredith and Melissa dive deep into the power of organic growth for agencies, emphasizing the importance of nurturing long-term client relationships over constantly chasing new business. They share their strategies for turning one-time projects into long-term partnerships and how retention can drive more stable revenue and higher profit margins. The episode covers offboarding strategies, communication templates, and how to identify expansion opportunities that clients actually want. Tune in to learn how organic growth can be the game-changer for your agency!

Thanks to Our Sponsor, Metricool:

Metricool is the tool we use for social media management and reporting. It helps you manage your social media, track performance, and create engaging content all in one place.

Try Metricool free!

What to Expect in This Episode:

How to turn initial client projects into bigger, long-term brand partnerships.
The importance of client retention for driving stability and higher profit margins.
An offboarding strategy that ensures clients stay engaged beyond the initial project.
Specific communication touchpoints to maintain client relevance between engagements.
A systematic approach to identifying and presenting expansion opportunities that clients actually value.

Actionable Takeaways:

Invest in client retention to reduce pressure on new business development, creating a more sustainable and profitable agency.
When offboarding, don’t just hand off deliverables—make time for a meaningful handoff call to ensure clients feel supported.
Implement a 90-day check-in post-launch to address any concerns and deepen the relationship.
Use strategic data to stay involved in clients’ business, making sure your services are still aligned with their needs.
Regularly assess how much revenue is coming from existing clients and adjust your focus to prioritize retention over acquisition.

Real Talk Moments:

Client Retention is Key: Acquiring new clients is much more expensive than retaining existing ones. According to research, it’s 5-25 times more costly to acquire new customers than to keep the ones you have.
The Power of Relationship-Based Sales: Rather than just focusing on the sale, focus on building a relationship that continues to evolve. When clients feel valued, they’re more likely to stay and refer others.
Strategic Offboarding: Offboarding should be a strategic process that sets the stage for future collaboration. It’s the last impression you leave with clients, so make it count.

Connect with Us:

Follow us for more insights on agency growth strategies. You can find us on Instagram and LinkedIn. Join our Agency Advice Column here.

For all inquiries, contact us at hello@agencydarlings.com

About Your Hosts:

024: Painkiller Positioning: How to Create Offers Clients Actually Need

Tue, 29 Apr 2025 05:00:00 -0400

In this episode, Meredith and Melissa dig into the difference between “nice to have” offers and services your clients can’t live without. They break down what it really means to create painkiller positioning—offers that speak directly to urgent problems and drive faster, higher-converting sales. They also unpack why most agencies need to ditch custom scoping and start using tiered pricing to streamline sales, delivery, and growth.

If you’ve ever felt like you’re constantly reinventing the wheel or struggling to sell work that should land—this one’s for you.

What to Expect in This Episode:

How to move away from “maybe later” offers and sell with urgency
What painkiller vs. vitamin positioning actually looks like (with real client examples)
Why tiered pricing works—and how it improves conversions, retention, and client growth
The psychology of value perception and how price anchoring boosts your average sale
A 5-step roadmap for building or refining your offer tiers

Actionable Takeaways:

Use tiered offers to let clients grow with you (and to protect your time)
Anchor pricing with a high-ticket tier—even if few buy it, it adds value perception
Align offers to urgent client problems, not abstract outcomes
Stop custom-scoping every project—standardized tiers increase efficiency and clarity
Build price gaps that feel meaningful (1.5x or more) between each tier

Real Talk Moments:

Clients aren’t buying for vibes. They’re buying because they’re in pain—and they need help now.
You can’t be firing on all cylinders every season. You need structure, or you’ll burn out.
Founders stay stuck because they’re constantly reinventing scopes. Tiering solves that.
If someone’s always negotiating you down, it’s a positioning issue—not a pricing one.

Big thanks to Copper for making this podcast possible. We’ve partnered up with Copper to help creative agencies like yours take the stress out of lead generation and nurturing. If you’ve been feeling stuck in the cycle of trying to grow, our free Lead Nurturing Playbook is your solution. It’s about making connections feel natural and turning them into lasting relationships.

Connect with Us:

Follow us for more insights on agency growth strategies. You can find us on Instagram and LinkedIn. Join our Agency Advice Column here.

For all inquiries, contact us at hello@agencydarlings.com

About Your Hosts:

Mini Episode | Why You Need to Take Time Off

Fri, 25 Apr 2025 12:00:00 -0400

In this quick pep talk, Melissa shares insights on why taking time off is essential for both your mental health and business performance. She discusses her own experience with burnout, why women in leadership positions face more challenges with time off, and offers a simple formula for integrating regular breaks into your schedule. Whether you're a founder or anyone balancing work and personal life, this episode encourages you to prioritize rest, as it ultimately fuels high performance and creativity.

Key Takeaways:

Burnout is real: Nearly half of women in leadership positions experience burnout.
Taking time off isn’t indulgent: Research shows that vacation breaks can increase performance by 80%.
Rest is strategic: Think of rest like an athlete’s training routine—integrate high performance and rest into your schedule.
Create a vacation schedule: Book two weeks off per quarter—one for a staycation and one for a getaway.
Let go of guilt: Taking time off makes you more valuable, not less.

Remember, you are your business's most valuable asset. Prioritize your rest, recharge, and come back stronger.

023: Navigating the Client Breakup: When to Let Go and How to Move On

Tue, 22 Apr 2025 05:00:00 -0400

Thanks to Our Sponsor, Metricool:

Metricool is the tool we use for social media management and reporting. It helps you manage your social media, track performance, and create engaging content all in one place.

For our listeners only, use code DARLINGS to get FREE access to 30 days of any Metricool Premium plan.

In this episode, Meredith and Melissa dive into the challenging yet necessary conversation every agency owner faces—the client breakup. They share how to recognize when it’s time to part ways with a client, the steps to prepare for the conversation, and what to do after it’s done. The discussion includes actionable tips for handling these situations professionally and with confidence, ensuring that business growth isn’t hindered by clients who no longer align with your agency. If you’ve ever struggled with letting go of a client, this episode is packed with the insights you need to move forward and make space for the clients that will help you thrive.

What to Expect in This Episode:

The signs that it’s time to break up with a client and how to evaluate your current relationships
How to prepare for the breakup conversation and set yourself up for success
The importance of keeping it professional and focusing on business fit, not personal feelings
Actionable steps to structure the conversation and ensure a smooth transition
What to do after the breakup: Reflecting on lessons learned and making room for growth

Actionable Takeaways:

Regularly evaluate your client relationships using energy, finance, and growth as metrics.
Create a transition plan to set your clients up for success while protecting your business.
Be honest, but kind, during the breakup conversation—focus on business fit, not personal shortcomings.
Don’t feel guilty for breaking up with clients—it’s an essential step for business growth and alignment.
Use client breakups as learning experiences to refine your vetting process and improve your future partnerships.

Real Talk Moments:

Letting go of clients can feel emotional, but it's necessary for business growth. It’s about creating space for the clients who align with your goals.
Breakups are never easy, but they can be empowering when handled with clear communication and professionalism.
Transparency during the breakup conversation helps to reassure your client and avoids leaving them in limbo.
Remember, it’s not personal—sometimes business partnerships just outgrow each other, and that's a positive thing.

Connect with Us:

Follow us for more insights on agency growth strategies. You can find us on Instagram and LinkedIn. Join our Agency Advice Column here.

For all inquiries, contact us at hello@agencydarlings.com

About Your Hosts:

022: The Secret to a Strong Co-Founder Relationship: Trust, Communication, and Growth

Tue, 15 Apr 2025 10:30:00 -0400

In this episode, Meredith and Melissa dive deep into the core elements that make their co-founder relationship work. From how they balance each other’s strengths, keep everything transparent, and support each other in both good and tough times, they share what’s worked—and what hasn’t—on their journey. Building a business with a partner isn’t just about shared goals; it’s about building trust, clear communication, and knowing when to lean on each other. Whether you're thinking about starting a business with a partner or are already in one, this episode is packed with real-world advice and lessons learned that can help you scale your business successfully.

What to Expect in This Episode:

Why trust and communication are the foundation of any successful co-founder relationship
How transparency in finances and decisions creates a strong partnership
The importance of complementary skills and how they fuel business growth
What to look for (and avoid) when choosing a co-founder
The lessons they’ve learned from their own partnership and how it’s shaped the success of Agency Darlings

Actionable Takeaways:

Take time to build trust and make sure you and your co-founder are aligned on vision and values.
Be transparent about finances, responsibilities, and business decisions—clear communication is key.
Focus on complementary skills: make sure both partners bring something valuable to the table.
Know your strengths, but be ready to lean on each other when needed—there’s no room for ego in a successful partnership.
Before jumping into a co-founder relationship, ensure your goals and work ethics align for long-term success.

Real Talk Moments:

Trust isn’t something that happens overnight—it’s built through consistent, open communication and shared values.
Don’t rush into partnerships—take time to make sure you’re both aligned and committed.
Transparency isn’t optional: being open about finances and decisions builds a stronger foundation and avoids costly mistakes down the road.
Complementary skills are a game-changer. It’s not about being opposites; it’s about finding balance and filling in each other's gaps.

Show Quotes We Love:

“The journey we are on, it's making us better. Overall, it's making us more like we have more authority in our space because we do this too, and because we're associated with each other.”
“One plus one equals three—because it’s not just this thing that’s benefiting us, it’s benefiting the whole ecosystem of both of us as founders.”
“What makes our relationship special is that we have very similar values, but we also push each other to new levels.”

Thanks to Our Sponsor, Metricool:

Metricool is the tool we use for social media management and reporting. It helps you manage your social media, track performance, and create engaging content all in one place.

Try Metricool free!

Connect with Us:

Follow us for more insights on agency growth strategies. You can find us on Instagram and LinkedIn. Join our Agency Advice Column here.

For all inquiries, contact us at hello@agencydarlings.com

About Your Hosts:

Melissa Lohrer is the Founder of Waverly Ave Consulting, a Growth Consultancy for indie agencies. She partners with agency owners to create seven-figure growth through strategic repositioning, modern revenue models, and relationship-based sales. Connect with her on LinkedIn and Instagram.

Meredith Fennessy Witts is the Founder of Le Chéile, the go-to finance and strategy consultancy for creative agencies scaling beyond seven figures. She helps creative founders clarify their cash flow, restructure niche offers and pricing, and ensure they’re running a profitable business...in a mindful way. Connect with her on LinkedIn and Instagram.

Welcome to Agency Darlings

Tue, 15 Apr 2025 10:00:00 -0400

We’re Back for Season 3! 🎉

Welcome to Season 3 of Agency Darlings! This season, we’re diving deep into the growth phase of scaling your agency—without losing your sanity. We're covering everything from co-founder relationships to client breakups, and we’re here to bring you actionable strategies and real conversations that will help you lead with confidence, overcome challenges, and grow your agency with purpose.

Whether you're navigating team dynamics, refining your service offerings, or working through tough client situations, Season 3 is designed to help you face these challenges head-on while building the agency you’ve always dreamed of.

What to Expect this Season:

Here’s a sneak peek at some of the episodes you won’t want to miss:

Creating a Healthy Co-Founder Relationship (and How to Find the Right Co-Founder)
Client Breakups: What to Say and How to Get Over It
Painkiller Positioning: How to Create Offers Clients Actually Need
Why You Need to Take Vacation (and How to Actually Do It!)
The Sticker Shock Problem: Why Your Prices May Be Scaring Clients Away
Using AI the Human Way (Interview with Patrice Poltzer)
How Much Visibility to Give Your Team Without Overpowering Them
And much more, including interviews with industry experts and strategies to tackle the toughest parts of agency life.

When Does Season 3 Drop?

Mark your calendars! The first episode drops on April 15th, 2025, where we’ll be talking about creating healthy co-founder relationships and how to find the right co-founder. New episodes will be released every Tuesday, so hit subscribe now to make sure you don’t miss any of these game-changing episodes.

Connect with Us:

Follow us on Instagram and LinkedIn for more behind-the-scenes insights and tips for scaling your agency. Don’t forget to join our Agency Advice Column for additional exclusive content!

For all inquiries, contact us at hello@agencydarlings.com.

021: The Agency Owner's Compass: Vision, Leads, Profit

Tue, 18 Mar 2025 05:00:00 -0400

It's the Season 2 Finale of Agency Darlings! 🎉 We’re wrapping up this chapter with reflections on the season’s biggest themes and insights.

We give you insight into our ‘Agency Owner’s Compass’ the three key pillars every agency founder needs to scale successfully: Vision, Lead Generation, and Profitability. Plus, our favorite moments from the season, listener-favorite episodes, and a sneak peek at what’s coming in Season 3!

What to Expect in This Episode:

Why having a clear vision is the foundation of a thriving agency
How to build a lead gen system that goes beyond referrals
The importance of profitability and how to ensure long-term sustainability
A discussion on confidence in selling and making sure your offers reflect your value
The tools & systems that help streamline agency operations

Actionable Takeaways:

If you don’t have a clear vision for where your agency is heading, pause and reflect. Revisit your goals and ensure they align with what you actually want.
Move beyond referrals by implementing proactive lead gen strategies - like content marketing, networking, and cold outreach.
Keep your labor costs below 60% of your revenue to ensure profitability. Aim for a 15-25% profit margin to keep your business financially healthy.
Build confidence in your sales calls by leading with questions, listening, and framing your services as the solution your clients need.

Real Talk Moments:

Referrals are a reflection of your past, not your future. If you’re only relying on referrals, you’re letting your past dictate your business growth instead of shaping it yourself.
You can’t scale successfully without profitability. Understanding labor costs, cash flow, and profit margins helps founders make better, data-driven business decisions.
Selling doesn’t have to feel salesy. The key is to shift your mindset - see yourself as a valuable solution instead of feeling like you're pitching yourself.

Want to hear a specific topic? Let us know what you’d love for us to cover in Season 3!

Special Offer from Our Sponsor: Thanks to our sponsor Copper, for making this podcast possible. Copper is a CRM that helps agencies attract more clients, streamline communication and deliver projects effortlessly. Exclusive to the listeners of this podcast, Copper is offering 15% off annual plans with promo code AGENCYDARLINGS, all one word.

Check out Copper’s Lead Nurturing Playbook, designed to help agencies nurture leads and grow sustainably.

Connect With Us:

About Your Hosts:

Don't forget to rate, review, and subscribe!

020: Your Terms, Your Rules: A Better Agency-Client Partnership

Tue, 11 Mar 2025 05:00:00 -0400

In this episode, we’re diving into the topic of setting clear expectations and boundaries with clients right from the start. No more guessing games - this is about laying the foundation for long-term, successful partnerships by setting the terms upfront, shutting down scope creep before it starts, negotiating payment terms like a pro, and knowing exactly how to handle cancellations.

With real-life stories and industry insights, we’re sharing the must-have strategies for building a client-agency relationship that actually works - one that empowers both sides, aligns goals, and keeps things running smoothly with respect AND clarity.

What to Expect:

A discussion on the importance of setting clear expectations from the start of a client relationship.
Practical tips on preventing scope creep by defining the project scope and deliverables.
Insight into structuring your payment terms, including deposits and invoicing, to protect your cash flow.
How to approach cancellations with a “kill fee” and termination clauses to safeguard your business.
Strategies for renewal and retainer terms, helping you foster long-term partnerships with clients.

Key Takeaways:

Reflect on where you’re compromising your agency’s health to accommodate client demands and start addressing these issues one by one.
Create a working document with your team’s working terms and expectations to share upfront with clients.
Be transparent and direct when discussing working hours, payment terms, and project timelines to avoid miscommunications down the road.
Start practicing your boundaries with new clients and refine your communication over time to make these expectations feel natural.

Real Talk Moments:

How we learned to stop people-pleasing and say no to clients' unreasonable demands - if you’re always saying yes to everything, you’re going to end up frustrated.

Check out Copper’s Lead Nurturing Playbook, designed to help agencies nurture leads and grow sustainably.

Connect With Us:

About Your Hosts:

Don't forget to rate, review, and subscribe! New episodes drop every Tuesday.

019: Beyond Referrals: Creative Ways To Find Quality Clients

Tue, 04 Mar 2025 05:00:00 -0400

Lead generation doesn’t have to feel like a never-ending hustle. If you’ve ever felt stuck waiting for referrals, unsure where to find quality leads, or overwhelmed by outdated, ineffective strategies, this episode is for you.

We’re getting down to the real reasons agencies struggle with lead gen and sharing practical, creative ways to fill your pipeline - without feeling spammy or burning out. From hidden lead sources to smart outreach strategies, we’re giving you everything you need to take control of your pipeline and attract better clients.

What to Expect From This Episode

The Biggest Lead Gen Mistakes Agencies Make – Why relying only on referrals limits growth and how to focus on strategies that actually work.
Creative Ways to Source Quality Leads – Where to find clients outside the usual places, from niche communities to strategic partnerships.
Turning Cold Leads Into Warm Conversations – How to approach outreach in a way that feels natural and builds real relationships.
Lead Gen Strategies That Attract Clients to You – How thought leadership, content, and curated events position you as the go-to expert.

Key Takeaways

Lead gen is about quality, not quantity - fewer, better leads will always win.
Referrals are great, but relying on them limits your future growth.
Cold outreach works when it’s personal, thoughtful, and relationship-driven.
Your next client is probably already in your network - you just need to know where to look.
Consistency beats panic - treat lead gen like a long-term habit, not a quick fix.

Real Talk Moments

Why lead gen agencies that “spam” prospects are a waste of time and money.
The red flags that tell you a potential client isn’t worth the effort.
How a small mindset shift can make sales feel way less stressful.
The real reason agencies struggle to raise prices - and how better lead gen solves it.
The secret to building relationships instead of just selling.

Check out Copper’s Lead Nurturing Playbook, designed to help agencies nurture leads and grow sustainably.

Connect With Us:

About Your Hosts:

Don't forget to rate, review, and subscribe! New episodes drop every Tuesday.

018: Hell Yes or Hard No: The Art of Saying No to Scale Your Agency

Tue, 25 Feb 2025 05:00:00 -0400

Saying yes feels good - until it doesn’t. Whether it’s taking on misaligned clients, projects that drag on, or saying yes out of fear, the wrong yes can cost your agency more than you think. In this episode, we’re breaking down why learning to say no is one of the most powerful growth moves you can make - and how it can actually lead to more revenue, happier clients, and less burnout.

We’re diving into the hidden costs of saying yes to the wrong things, how to spot red flags early, and how setting boundaries can open up space for better opportunities. Plus, we share practical ways to frame “no” as a confident, empowering choice that strengthens your business.

What to Expect From This Episode:

The Cost of Saying Yes to the Wrong Things: How misaligned clients and underpriced projects hurt your bottom line
Spotting Red Flags Early: The warning signs that a client or project isn’t the right fit
Why Saying No Can Make You More Money: How holding firm on pricing attracts better clients
Mindset Shifts That Matter: Moving from scarcity to abundance to scale your agency confidently

Key Takeaways:

If it’s not a hell yes, it’s a hell no
Red flags often show up early - trust your gut and set boundaries
Saying no frees up time and energy for the right clients and projects
Holding firm on pricing creates respect and long-term profitability
An abundance mindset is key - clients can tell when you’re confident in your value

Real Talk Moments:

Why taking on the wrong client is never worth it, no matter the paycheck
The invisible costs of bad-fit clients - lost sleep, stressed teams, and lower morale
How to confidently push back when clients ask for discounts or extra work
Why setting a minimum engagement threshold protects your profitability
The empowering feeling of turning down work that doesn’t align with your goals

Agency Darlings is partnered with Flodesk - Create stunning, high-converting emails with ease. Get a 2-week FREE trial when you sign up using our exclusive link.

Connect With Us:

About Your Hosts:

Don't forget to rate, review, and subscribe! New episodes drop every Tuesday.

017: 5 Decisions That Will Propel Your Agency's Growth

Tue, 18 Feb 2025 05:00:00 -0400

We’re breaking down five key decisions that will move the needle in your business - from niching down to hiring your #2. Because let’s be real: staying stuck in client work, pricing based on hours, and taking on low-value projects isn’t going to get you there. These shifts will.

Scaling your agency isn’t about doing more - it’s about doing the right things. If you’re hovering around the multi-six-figure mark and wondering what it actually takes to break past the next revenue milestone, this episode is for you.

Stop spinning your wheels and start scaling intentionally, grab a notebook and tune in.

What to Expect From This Episode:

The Five $500K Decisions That Will Scale Your Agency:

Moving from generalist to specialist – Why getting specific attracts better clients and bigger budgets
Creating scalable, productized offers – How to grow without constantly reinventing the wheel
Shifting from hourly to value-based pricing – Because you shouldn’t be punished for working efficiently
Hiring your #2 – The role that actually frees you up to grow
Setting a minimum engagement threshold – So you stop wasting time on low-value projects

Key Takeaways:

Why niching down doesn’t mean limiting yourself - it means attracting the right clients
How to transition away from custom scoping everything and build more profitable offers
The real reason hourly pricing is holding you back (and how to shift your pricing model)
How to bring on the right support so you can finally stop being the bottleneck
The confidence shift that happens when you set a minimum engagement threshold

Real Talk Moments:

We get candid about scaling struggles, including:

Why staying a generalist keeps you stuck in a cycle of chasing new business
The pricing mindset shift that most agency owners resist
How hiring a project manager or sales lead can be the game-changer you need
The mistake of taking on every client who knocks on your door
Why setting a minimum engagement is one of the most freeing things you can do

Agency Darlings is partnered with Flodesk - Create stunning, high-converting emails with ease. Get a 2-week FREE trial when you sign up using our exclusive link -http://partners.flodesk.com/darlings

Feeling stuck in your agency? Melissa helps agency founders break free from undercharging, overdelivering, and cycles that don’t serve them. No pitch, no pressure - just a real conversation about what’s possible for your business. DM Melissa on LinkedIn or Instagram to connect.

Interested in a 1:1 Strategic Brainstorming Session with Meredith? This session is a focused 50-minute consultation for entrepreneurs seeking targeted guidance and business insights. Dive deep into your most critical challenges, uncover opportunities, and develop actionable strategies. Book your strategy session here.

Connect With Us:

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Don't forget to rate, review, and subscribe! New episodes drop every Tuesday.

016: Designing A Life You Really Want: The Life Brief Method with Bonnie Wan

Tue, 11 Feb 2025 05:00:00 -0400

As an agency owner, you’re constantly making decisions - about clients, growth, strategy, and leadership. But what happens when your success starts feeling misaligned? In this episode, we’re diving deep into how to create a business and life that reflect your true ambitions, featuring special guest Bonnie Wan, Chief Strategy Officer of the Year (2022 and 2023) and author of The Life Brief.

Melissa and Meredith sit down with Bonnie to explore why agency leaders struggle with misalignment, burnout, and a lack of clarity - and how using The Life Brief can help you reset, refocus, and move forward with confidence.

What to Expect From This Episode...

The Four Biggest Misalignment Traps:

Constantly chasing revenue instead of intentional growth
Ignoring personal values and aspirations in business decisions
Losing creativity due to industry pressure and client demands
Failing to create space for deep thinking and self-reflection

Key Takeaways:

Why scaling your agency shouldn’t mean sacrificing your values
How to create alignment between your business and your personal goals
The power of pausing - why white space is essential for leadership and creativity
How to break free from external expectations and define success on your own terms
Why agency leaders need to embrace bold thinking and innovation

Real Talk Moments

We get candid about:

The pressure to grow vs. the reality of sustainable success
Why agency owners avoid asking themselves big, uncomfortable questions
How the loss of creative space is impacting leadership and team culture
Bonnie’s personal journey - how The Life Brief helped her navigate major life changes
How independent agencies can redefine their business models for long-term success

Connect with Bonnie Wan on Instagram, LinkedIn or email at bonnie@thelifebrief.com Learn more and get your copy of The Life Brief through her website.

Agency Darlings is partnered with Flodesk - Create stunning, high-converting emails with ease. Get a 2 week FREE trial when you sign up using our exclusive link

Interested in the 1:1 Strategic Brainstorming Session with Meredith? This session is a focused 50-minute consultation for entrepreneurs seeking targeted guidance and business insights. Dive deep into your most critical challenges, uncover opportunities, and develop actionable strategies. Book your strategy session here.

Connect With Us:

About Your Hosts:

Don't forget to rate, review, and subscribe! New episodes drop every Tuesday.

015: The Profit Problem: Why 67% of Agencies Are Struggling (And How to Fix It)

Tue, 04 Feb 2025 05:00:00 -0400

What if scaling your agency didn’t mean working more, but working smarter?

Profitability is the foundation of a sustainable, thriving agency - but so many agency owners struggle to maintain healthy profit margins. In this episode, we're diving deep into the biggest profitability mistakes agencies make, why revenue alone isn’t a measure of success, and the strategies you need to build a financially sustainable business.

Melissa and Meredith break down the common pitfalls agency owners face, why pricing and scoping are crucial to profitability, and how optimizing your operations can make your business more efficient, scalable, and stress-free.

What to Expect From This Episode..

The Four Biggest Profitability Pitfalls:

Caving to lower prices to win business
Underestimating project scope and failing to price accordingly
Internal inefficiencies that drain time and resources
A lack of niche and client diversification

Key Takeaways:

Why revenue isn’t the real metric you should focus on
How to scope for reality (not best-case scenarios)
The power of standardizing processes for efficiency and profitability
How to confidently say “no” to low-value work
Why niching down leads to higher profit margins and more aligned clients

Real Talk Moments

We get candid about:

The fear of raising prices and how to push past it
The emotional weight of making big financial decisions
Why agencies struggle with scope creep (and how to stop it)
How to create pricing that protects your margins

Interested in the Q1 Biz Dev Challenge with Melissa? A month-long program designed to help you fill your pipeline with quality opportunities. Limited to 20 participants, get support, creative assignments, and access to a private Slack community. DM Melissa on LinkedIn or Instagram for more information.

Connect With Us:

About Your Hosts:

Don't forget to rate, review, and subscribe! New episodes drop every Tuesday!

014: Manifest Like a CEO: Amanda Baudier on Aligning Vision and Action

Tue, 28 Jan 2025 05:00:00 -0400

What if success isn’t just about working harder, but aligning with what truly lights you up? In this episode, we're diving deep into manifestation, alignment, and embodiment - and how these principles can help you build a business (and life) that feels purposeful and fulfilling. Whether you're skeptical about manifestation or all-in on the woo, this conversation will show you how to take intentional steps towards your goals with clarity and confidence.

We’re also breaking down the three-step framework to help you shift from feeling stuck to fully aligned and empowered. Plus, Amanda shares her personal journey, the neuroscience behind manifestation, and how to embrace the hard choices that lead to an easier, more aligned life.

What to Expect From This Episode:

Amanda's Three-Step Manifestation Framework:

Clarity: Identifying what truly excites you (beyond just money or titles)
Alignment: Making choices that support your highest potential
Embodiment: Fully stepping into your potential with confidence and belief

Key Takeaways:

How to know if you're truly in alignment with your goals
Why manifestation isn't just about wishing - it's about action
The power of reprogramming limiting beliefs and building trust in yourself
Practical ways to tap into visualization for business success
How to overcome fear and scarcity when making big decisions

Real Talk Moments:

We get candid about:

How past trauma and limiting beliefs block manifestation
The power of surrender and trusting the timing of your journey
Why saying “no” to misaligned opportunities creates space for the right ones
The importance of surrounding yourself with people who support your vision
How to embrace the messy middle of change without giving up

Join the Q1 Biz Dev Challenge! A month-long program designed to help you fill your pipeline with quality opportunities. Limited to 20 participants, get support, creative assignments, and access to a private Slack community. DM Melissa on LinkedIn or Instagram for more information.

Check out Copper’s Lead Nurturing Playbook, designed to help agencies nurture leads and grow sustainably.

Connect With Us:

About Your Hosts:

Don't forget to rate, review, and subscribe! New episodes drop every Tuesday.

013: Ghosts, Maybes, and Wins: Your Pipeline Playbook

Tue, 21 Jan 2025 05:00:00 -0400

We're diving into the real talk about pipeline building. Whether you're riding the revenue rollercoaster of a slow season or building momentum from scratch - we’ve got you. No more sitting around waiting for the next referral to land in your inbox – we're sharing our tried-and-true strategies for filling your pipeline with dream clients and creating sustainable growth that feels authentic (and dare we say, fun?). We’re also dropping our own ready-to-go scripts that you can use to navigate those ‘ghost’ and ‘maybe’ leads, so you can take back control of your pipeline, and your revenue.

What to Expect From This Episode:

Our Three-Tier Approach to Pipeline Building;

Past clients: Your fastest path to new business
Past leads: Your next best opportunity
New leads: Strategic approaches for fresh connections

Key Takeaways:

How to professionally handle "ghosters" and "maybes" in your pipeline
Specific scripts for following up with unresponsive leads
The three essential sources for a sustainable pipeline (retention, content, and initiation)
Why quality outreach beats quantity every time
How to pace your business development efforts for long-term success

Real Talk Moments:

We get candid about pipeline building, including:

Why having a "graveyard" of dead leads gives false hope
The truth about why most agencies stay stuck waiting for referrals
How to make business development feel less "icky"
Why treating business development like a sprint leads to burnout
The importance of reframing pipeline building as growing your business rather than paying bills

Check out Copper’s Lead Nurturing Playbook, designed to help agencies nurture leads and grow sustainably.

Connect With Us:

About Your Hosts:

Don't forget to rate, review, and subscribe! New episodes drop every Tuesday.

012: Non-negotiable Boundaries That Accelerate Growth

Tue, 14 Jan 2025 05:00:00 -0400

In our season premiere, we're tackling a game-changing topic: Boundaries. Whether you're running an agency or scaling your creative business, this episode is your playbook for setting and maintaining professional boundaries that protect both your energy and your bottom line.

What to Expect From This Episode:

The 7 Essential Agency Boundaries You Need

Onboarding expectations
Working hours
Communication protocols
Deliverable timelines
Scope management
Payment terms
Offboarding processes

Key Takeaways:

How to set boundaries without damaging client relationships
Tools for managing scope creep and last-minute requests
Strategies for confidently pricing your services
Ways to turn "urgent" weekend emails into Monday priorities
Tips for handling out-of-scope requests professionally

Real Talk Moments:

We get candid about our own boundary-setting journey, including:

When we compromised on pricing (and regretted it)
How we learned to stop apologizing for our boundaries
The exact language we use to maintain professional boundaries
Why confidence is crucial for boundary enforcement

Special Offer from Our Sponsor: Copper is a CRM that helps agencies attract more clients, streamline communication and deliver projects effortlessly. Exclusive to the listeners of this podcast, Copper is offering 15% off annual plans with promo code AGENCYDARLINGS, all one word.

Check out Copper’s Lead Nurturing Playbook, designed to help agencies nurture leads and grow sustainably.

Connect With Us:

About Your Hosts:

Don't forget to rate, review, and subscribe! New episodes drop every Tuesday.

We’re Back for Season 2!

Thu, 09 Jan 2025 06:00:00 -0400

We’re Back for Season 2! 🎉

Welcome to a brand-new season of Agency Darlings! We’re thrilled to bring you more actionable strategies, inspiring conversations, and expert insights tailored for agency founders and creative business leaders scaling to seven and eight figures.

This season, we’re tackling some of the biggest challenges agency owners face—while also celebrating your wins. With fresh perspectives, expert guests, and some seriously hot tea, Season 2 is here to empower your growth journey like never before.

What to Expect this Season:

Here’s a sneak peek at some of the episodes you won’t want to miss:

Why Boundaries are the New Black
Manifesting Growth: Aligning Vision with Action
Pipeline Management: Our Hot Tips
Scope Creep: Managing Clients with Ease
Working Mom Productivity Hacks
When to Hire Your #2
Building a Network That SELLS
Knowing Your Value as a Thought Leader

And so much more, including guest interviews and insightful discussions designed to help you take your agency to the next level.

Whether you’re navigating challenges like scope creep or looking for ways to scale your business sustainably, Season 2 will give you the tools, insights, and confidence to grow.

When Does Season 2 Drop?

Mark your calendars! The first episode, where we cover EVERYTHING boundaries, drops 14th January 2025. New episodes will release weekly, so hit subscribe and follow us now to make sure you don’t miss an episode.

Connect with Us:

Follow us for more insights on agency growth strategies. You can find us on Instagram and LinkedIn. Join our Agency Advice Column here.

For all inquiries, contact us at hello@agencydarlings.com

011: Building Your Agency as an Asset: Carrie Kerpen's 8-Figure Exit

Tue, 17 Dec 2024 05:00:00 -0400

As we wrap up this season of Agency Darlings, we’re closing with an inspiring conversation with Carrie Kerpen, the founder of a thriving social media agency. She takes us through her journey of building and scaling her business from the ground up, sharing the challenges, victories, and lessons learned along the way.

Carrie dives deep into the importance of having a long-term vision, balancing the emotional side of selling, and developing the resilience and confidence needed to succeed as an agency founder - especially for women navigating this industry.

Some of the topics we cover include, the evolving agency landscape, emphasizing the importance of client relationships, retention, and managing the cyclical demands of agency life. This episode is packed with actionable advice to inspire you at every stage of your journey.

Key Takeaways:

Client Relationships Matter: Building strong relationships and focusing on client retention is more cost-effective than constantly acquiring new clients.
Confidence is Key: Belief in yourself and the ability to say no to clients is essential for long-term agency success.
Success is a Roller Coaster: Success rarely follows a straight path—expect ups and downs, but stay focused on your goals.
Work-Life Balance is Possible: Achieving business growth and maintaining personal life balance is possible with the right mindset.
Personal Branding: Strong personal branding can boost your agency's appeal to potential clients and buyers.

Show Quotes We Love:

“The truth behind every success story is there's a lot of lessons, failures, and moments of doubts”

You can find Carrie on Instagram and LinkedIn

Thanks to our sponsor Copper, for making this podcast possible. Copper is a CRM that helps agencies attract more clients, streamline communication and deliver projects effortlessly. Exclusive to the listeners of this podcast, Copper is offering 15% off annual plans with promo code AGENCYDARLINGS, all one word.

Check out Copper’s Lead Nurturing Playbook, designed to help agencies nurture leads and grow sustainably.

Connect with Us:

Follow us for more insights on agency growth strategies. You can find us on Instagram and LinkedIn. Join our Agency Advice Column here.

For all inquiries, contact us at hello@agencydarlings.com

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010: Sales Strategies For The Anti-Salesy

Tue, 10 Dec 2024 05:00:00 -0400

Selling doesn’t have to feel salesy - it just needs to feel like you.

In this episode of Agency Darlings, we’re breaking down how to create a winning sales process that’s structured, authentic, and effective. From qualifying leads to confidently handling follow-ups, we’re sharing tips to help you close more deals while building trust and relationships.

Whether you’re refining your pitch or trying to stay organized, this episode is packed with actionable advice to help you sell smarter, not harder.

Key Takeaways:

Structure is Key: A standardized sales process boosts revenue and ensures efficiency.
Qualify Your Leads: Use tools and pre-call research to focus on the right prospects.
Confidence Builds Trust: Guide the conversation and position yourself as an expert.
Follow-Up with Clarity: Confidently handle ghosting by setting boundaries and next steps.
Make It Personal: Treat leads like humans, building authentic relationships for long-term success.

Show Quotes We Love:

“We may encounter many defeats, but we must not be defeated.”

Check out Copper’s Lead Nurturing Playbook, designed to help agencies nurture leads and grow sustainably.

Connect with Us:

Follow us for more insights on agency growth strategies. You can find us on Instagram and LinkedIn. Join our Agency Advice Column here.

For all inquiries, contact us at hello@agencydarlings.com

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009: Reframing Imposter Syndrome: It’s a Milestone, Not a Problem

Tue, 03 Dec 2024 09:15:00 -0400

Let’s talk about something every entrepreneur faces but doesn’t always admit: imposter syndrome. In this episode of Agency Darlings, we’re pulling back the curtain on those moments of self-doubt that make us question if we’re truly qualified for the opportunities in front of us.

We’re diving into how imposter syndrome shows up for agency owners—especially women and those in underrepresented groups—and how it ties into perfectionism, pricing challenges, and the emotional rollercoaster of running a business.

This conversation is packed with real-life examples (including our own), actionable strategies to manage self-doubt, and some much-needed encouragement to help you reframe those uncomfortable feelings as proof that you’re growing and leveling up.

Key Takeaways:

Why imposter syndrome often affects high-achieving women and marginalized groups.
The role of self-doubt in agency growth and how to reframe it as a sign of progress.
Real-life strategies to manage and overcome imposter syndrome.
The impact of perfectionism on entrepreneurship and pricing decisions.
How comparison to competitors can fuel feelings of inadequacy—and how to combat it.
The Dunning-Kruger effect and why more expertise can sometimes lead to more self-doubt.

Show Quotes We Love:

"When you doubt yourself, remind yourself: this opportunity is proof that you’re ready for what’s next."

Check out Copper’s Lead Nurturing Playbook, designed to help agencies nurture leads and grow sustainably.

This episode is sponsored by our partners at Sked Social. Sked's Social Media Management tools are designed to streamline your workflow, enhance team collaboration, and deliver exceptional results for your clients. Sked is offering a free trial and custom demo to the listeners of this podcast, visit this link to learn more and use code DARLINGS at checkout for 10% off annual plans.

Connect with Us:

Follow us for more insights on agency growth strategies. You can find us on Instagram and LinkedIn. Join our Agency Advice Column here.

For all inquiries, contact us at hello@agencydarlings.com

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008: Know Your Numbers: Simple Ratios To Run Your Agency By

Fri, 29 Nov 2024 05:00:00 -0400

In this episode of Agency Darlings, we’re diving into one of the biggest challenges creative agency owners face: managing finances.

We’re talking all things cash flow, setting realistic revenue goals, and, most importantly, making sure you’re paying yourself what you deserve. This Q&A-style episode dives deep into the numbers game that fuels your business success.

Whether you're struggling to pay yourself consistently, wondering how much of your revenue should go toward payroll, or debating between reinvesting in your business and rewarding yourself, tune in to hear our thoughts and strategies for managing your agency's finances with confidence and data-driven decisions.

Key Takeaways:

Founder Pay 101: Start small with consistent payouts and scale gradually using percentage-based goals to avoid financial strain.
The 60% Rule: Keep payroll (including contractors, employees, and your own pay) under 60% of your revenue to maintain a healthy business.
Profit Goals: Aim for a net profit margin of 15–25% to balance growth with sustainability and avoid tax penalties.
Revenue Planning: Reverse-engineer your financial targets by accounting for expenses and desired margins.
Savings Strategy: Even in lean months, allocate a small percentage of your revenue to a high-yield savings account for future investments.

Did this episode inspire you to rethink your financial goals? Let us know! DM us with your questions or share your biggest financial win this year. Don’t forget to rate us on Spotify, it helps our podcast reach more listeners like you!

Show Quotes We Love:

"Everyone says they want to double their revenue in a year, but my question is always, ‘Why?’ If you don’t know the reason behind the goal, it’s just another arbitrary benchmark." – Meredith

Check out Copper’s Lead Nurturing Playbook, designed to help agencies nurture leads and grow sustainably.

Connect with Us:

Follow us for more insights on agency growth strategies. You can find us on Instagram and LinkedIn. Join our Agency Advice Column here.

For all inquiries, contact us at hello@agencydarlings.com

About Your Hosts:

007: BTS: Our Journey to Agency Darlings

Tue, 26 Nov 2024 07:00:00 -0400

In this special episode, we’re sharing what’s been happening behind the scenes and how we’ve navigated some very unexpected mid season changes. We’d also love to take this opportunity to say thank you SO MUCH to every single one of you, whether you tune in every week or you’re just stopping by for one episode, we so deeply appreciate all of your support.

With that being said, welcome to Agency Darlings!

Check out Copper’s Lead Nurturing Playbook, designed to help agencies nurture leads and grow sustainably.

Connect with Us:

Follow us for more insights on agency growth strategies. You can find us on Instagram and LinkedIn. Join our Agency Advice Column here.

For all inquiries, contact us at hello@agencydarlings.com

About Your Hosts:

006: Your Offer Suite Strategy: Tiers, Packages, Diversification

Tue, 12 Nov 2024 05:00:00 -0400

In this episode, we dive deep into a crucial topic for agency owners: strengthening and diversifying your offer suite to maximize revenue and thrive through economic ups and downs.

We share insights into why building offers around outcomes, not just outputs, is key and explore how to structure your offer tiers effectively. From creating profitable entry-point offers to designing complementary services, we break down actionable strategies that help you stand out, increase revenue potential, and better serve your clients.

Whether you're an established agency or just starting out, these strategies will elevate your growth game.

Key Takeaways Include:

Building Offers Around Outcomes vs. Outputs - why focusing on client outcomes, instead of just deliverables and time, is key to avoiding the commodity trap and elevating your value-based pricing strategies.
Creating a Tiered Offer Structure - how to design a good-better-best tiered structure to increase conversions and maximize revenue opportunities, leveraging the power of premium offers.
Entry-Point Offers that Convert - understand how to create high-value, low-risk entry-point offers that build trust and convert leads into long-term clients without cannibalizing your core services.
Balancing Project-Based and Recurring Revenue - the benefits of diversifying your services through project-based work or monthly recurring revenue, depending on your agency's unique needs and market demand.
Client-Centric Proposals - tips on crafting customized proposals based on your offer suite that align with clients' goals and build long-term partnerships.

Show Quotes We Love:

“She remembered who she was and the game changed.”

Check out Copper’s Lead Nurturing Playbook, designed to help agencies nurture leads and grow sustainably.

Connect with Us:

Follow us for more insights on agency growth strategies. You can find us on Instagram and LinkedIn. Join our Agency Advice Column here.

For all inquiries, contact us at hello@agencydarlings.com

About Your Hosts:

005: Lead Gen: Breaking the Agency Feast or Famine Cycle

Tue, 29 Oct 2024 05:00:00 -0400

In this episode, we dive deep into lead generation for creative agencies. We’re exploring common misconceptions about lead gen, and discussing the importance of playing the long game for SUSTAINABLE GROWTH.

From our take on cold outreach (spoiler: it’s a hard no from us) to focusing on quality over quantity in business development, we share practical tips for creative agency owners aiming to scale their businesses.

Since we’re halfway through the season, we reflect on our progress, share insights on balancing work and personal life, and discuss the challenges and successes we’ve experienced in our own businesses and in while building something new (like this podcast!)

Whether you're an agency owner, freelancer, or creative entrepreneur, this episode is packed with valuable insights and tips to help you generate leads and build a sustainable business.

Key takeaways include:

Lead generation is ongoing: Continuously build your pipeline, even as your agency grows.
Play the long game: Lead gen takes 6-18 months; focus on relationships over quick wins.
Quality over quantity: Attract the right leads, not just more leads.
High close rate for proposals: Aim for 60-70% conversion, and consider raising prices if closing is too easy.
Get creative in slow seasons: Host roundtables, start a podcast, or offer entry-level services.
Build relationships: Warm outreach and trust are key; cold outreach without a connection is less effective.
Mindset challenges are normal: Growth takes time—stay patient and persistent.

Show Quotes We Love:

"The trees that are slow to grow bear the best fruit."

Check out Copper’s Lead Nurturing Playbook, designed to help agencies nurture leads and grow sustainably.

Connect with Us:

Follow us for more insights on agency growth strategies. You can find us on Instagram and LinkedIn. Join our Agency Advice Column here.

For all inquiries, contact us at hello@agencydarlings.com

About Your Hosts:

004: Attract and Close Better Clients With These Tactics

Tue, 22 Oct 2024 05:00:00 -0400

In this episode of Agency Darlings, co-hosts Melissa Lohrer and Meredith Fennessy Witts dive into one of the most challenging topics for agency owners: money. Join them as they share strategies on how to confidently discuss rates with clients, set clear pricing, and remove the emotional barriers that often come with financial conversations.

Melissa and Meredith explore why pricing transparency is crucial for building trust with potential clients and how to structure your sales process to avoid losing opportunities. They also talk about setting financial goals that align with your agency’s growth, and how to confidently stand by your rates, even during tough times.

Key takeaways include:

The psychology of money and how to reframe your perspective
Why pricing transparency can increase conversion rates by 20-30%
How to create a tiered pricing structure that scales with your clients
Tips for qualifying leads to save time and avoid unproductive sales calls
Real-world examples of how to avoid scope creep and stay profitable

Show Quotes We Love:

“A dream is just a dream. A goal is a dream with a plan and a deadline.”

Check out Copper’s Lead Nurturing Playbook, designed to help agencies nurture leads and grow sustainably.

Connect with Us:

Follow us for more insights on agency growth strategies. You can find us on Instagram and LinkedIn. Join our Agency Advice Column here.

For all inquiries, contact us at hello@agencydarlings.com

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003: Growth Strategies for Your Agency’s Off-Season

Tue, 15 Oct 2024 05:00:00 -0400

In this episode, hosts Melissa and Meredith dive into a topic every agency owner experiences: navigating a slow season of business. We know from personal experience, slow seasons can feel discouraging, but they don’t have to be. This episode shares actionable strategies to reframe these downtimes as opportunities for growth and transformation.

Key Takeaways:

Recognizing the Signals: Learn how to identify early signs of a slow season, such as extended sales cycles, reduced engagement, and increased budget negotiations.
Reframing Slow Seasons: Discover how to use slow periods for strategic planning, operational optimization, and client retention.
Growth Strategies: Get practical tips to turn your slow season into a growth season, from changing routines and masterminding with peers to creating new offerings and putting yourself out there.
Financial Planning: Understand the importance of cash flow management during slow times, and why diversifying revenue streams is key to long-term stability.
Avoiding Pitfalls: The importance of not lowering your rates during slow seasons and the impact that can have on future business.

Show Quotes We Love:

“When you've exhausted all possibilities, remember this: you haven’t.”

Thanks to our sponsor Copper, for making this podcast possible. Copper is a CRM that helps agencies attract more clients, streamline communication and deliver projects effortlessly. Exclusive to the listeners of this podcast, Copper is offering 15% off annual plans with promo code AGENCYDARLINGS, all one word.

Check out Copper’s Lead Nurturing Playbook, designed to help agencies nurture leads and grow sustainably.

Connect with Us:

Follow us for more insights on agency growth strategies. You can find us on Instagram and LinkedIn. Join our Agency Advice Column here.

For all inquiries, contact us at hello@agencydarlings.com

About Your Hosts:

002: The Niching Advantage: Boost Your Agency's Growth and Profits

Tue, 08 Oct 2024 10:00:00 -0400

This episode is perfect for agency owners who are ready to break through their growth plateau, streamline their operations, and build a more profitable, referral-based business by embracing the power of niching.

Are you ready to scale your agency through the power of niching? Listen to the full episode to discover the strategies that can take your agency to the next level.

Episode Summary:

In this episode, Melissa and Meredith dive deep into the importance of niching for agency owners. We address the fears many agency owners face around turning down potential clients, but how ultimately, niching CORRECTLY leads to greater revenue, higher client retention, and streamlined operations.

We’re also sharing the compelling statistics you need to hear about how niche agencies grow faster, charge more, and build stronger client relationships. Together, we break down why niching is the key to scaling your agency and why it’s okay to evolve your niche over time.

Key Takeaways:

Overcoming the Fear of Niching: Many agency owners fear that niching down will limit their revenue and client base. However, we explain that the opposite is true and that niching actually accelerates growth and profitability.
Statistics That Prove Niching Works: Niche agencies experience 2-3x faster revenue growth and charge 20-30% higher rates compared to generalist agencies. Client retention in niche agencies is as high as 85%, and 60% of their new business comes from referrals.
Streamlining Processes: By focusing on a specific niche, agencies can streamline both sales and internal processes, leading to more efficient operations and better client experiences.
Referrals and Market Recognition: A well-defined niche makes your agency more memorable and referable. When your services are clear, you're the first choice for specific needs.
Flexibility in Niching: Niching doesn’t have to be permanent, start with a niche that aligns with your values and passion as an agency owner but remember that it's okay to pivot as your business evolves!

Show Quotes We Love:

“Niche agencies experience revenue growth 2-3x faster than generalist agencies.”
“By narrowing your focus, you can actually charge 20-30% more because clients perceive your expertise as more valuable.”
“Just because you choose a niche doesn’t mean you’ll never work with anyone outside of it. It simply means you’re targeting your marketing toward a specific audience.”

Check out Copper’s Lead Nurturing Playbook, designed to help agencies nurture leads and grow sustainably.

Connect with Us:

Follow us for more insights on agency growth strategies. You can find us on Instagram and LinkedIn. Join our Agency Advice Column here.

For all inquiries, contact us at hello@agencydarlings.com

About Your Hosts:

001: Strategic Relationships as a Growth Strategy

Tue, 01 Oct 2024 05:00:00 -0400

In our first episode, hosts Melissa and Meredith kick off the podcast with an in depth discussion about how strategic relationships play a crucial role in scaling a business.

We’ll be providing you with a framework for key relationships - the 3 types of strategic relationships you need, where to find them, and how to actually drive QUALITY leads through them so you can scale your business efficiently.

Listen now for effective actionable tips for agency owners, entrepreneurs, and business leaders who want to leverage relationships for growth.

Check out Copper’s Lead Nurturing Playbook, designed to help agencies nurture leads and grow sustainably.

Key Takeaways From This Episode:

Building Relationships: Melissa and Meredith explain why fostering deep, complementary relationships with peers, clients, and influencers is essential for business success.
Agency Collaboration: They highlight the benefits of collaborating with other service providers rather than viewing them as competition.
Overcoming Business Challenges: Learn how to navigate slow business periods and maintain your mindset during difficult times.
The Role of Women in Business: Melissa and Meredith discuss how a feminine approach to entrepreneurship can foster collaboration over competition.

Topics Covered In This Episode:

The 3 types of strategic relationships you need as a business owner
Where to find strategic relationships that drive growth
Successfully structuring referral partnerships and nurturing strategic relationships.

Show Quotes We Love:

"If you don't have relationships, you don’t have anything." — Meredith
"You can't hide behind an agency brand and expect people to hire you. People hire people." — Melissa

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Agency Darlings

050. Leads That Convert 2x Less — and Cost the MOST Time

049. Why Agencies Lose Deals They Should Have Won

048. How I Doubled My Agency by Doing Less with Lauryn Warnick

047: The Delegation Mistakes That Keep Founders in the Weeds

046. The Confident Pivot: Reinventing Without Burning It Down

045. What clients actually want (and won't tell you)

044. How Big Clients Think (And How Agencies Win Them)

043. The Pricing Sweet Spot: Is Your Pricing Too Safe?

042. You Didn’t Start an Agency to Be the Lowest-Paid Employee

041. This Is Your Expansion Era: Strategies for Thinking Bigger

040. The Anti-Pitch Strategy: How to Close Deals Before the Pitch

039. The High-Performance Hiring Method Every Agency Owner Needs with Natasha Golinsky

038. Your Pipeline’s Quiet — Now What?

The Unfiltered Reality Behind Growth

037. What Sustainable Growth Really Looks Like — with Amy Jackson from TaleSplash

036. Full-Service is a Trap: How to Specialize to Scale

035. Become the CEO of Your Life with Amanda Goetz

034. Ghosting Happens. Here’s How to Bring the Right Leads Back.

033: Decommoditizing Your Agency: How To Shift From Vendor to Strategic Partner

032: The Discount Hangover: Feels Good Now, Hurts Later

031. Stop Waiting for Things to Get Easier: Building Agency Resilience

030: Don't Play Small. Price With Confidence

029: Inside the C-Suite: Strategy, Risk & Retention with CBO of Armra Rebecca Sollinger

028: Building A Dream Team Without The Payroll Nightmare with Shaina Anderson

Mini Episode | Sales Pep Talk: You're Better At Sales Than You Think

027: AI Curious: Your Creative Expertise Is Your AI Advantage

026: A Step-by-Step Sales Process for Agencies

025: The Retention Strategy: More Revenue, Less Cold Pitching

Thanks to Our Sponsor, Metricool:

024: Painkiller Positioning: How to Create Offers Clients Actually Need

Mini Episode | Why You Need to Take Time Off

023: Navigating the Client Breakup: When to Let Go and How to Move On

Thanks to Our Sponsor, Metricool:

022: The Secret to a Strong Co-Founder Relationship: Trust, Communication, and Growth

Show Quotes We Love:

Thanks to Our Sponsor, Metricool:

Welcome to Agency Darlings

021: The Agency Owner's Compass: Vision, Leads, Profit

020: Your Terms, Your Rules: A Better Agency-Client Partnership

What to Expect:

Key Takeaways:

Real Talk Moments:

019: Beyond Referrals: Creative Ways To Find Quality Clients

018: Hell Yes or Hard No: The Art of Saying No to Scale Your Agency

017: 5 Decisions That Will Propel Your Agency's Growth

016: Designing A Life You Really Want: The Life Brief Method with Bonnie Wan

015: The Profit Problem: Why 67% of Agencies Are Struggling (And How to Fix It)

014: Manifest Like a CEO: Amanda Baudier on Aligning Vision and Action

013: Ghosts, Maybes, and Wins: Your Pipeline Playbook

012: Non-negotiable Boundaries That Accelerate Growth

We’re Back for Season 2!

011: Building Your Agency as an Asset: Carrie Kerpen's 8-Figure Exit

010: Sales Strategies For The Anti-Salesy

009: Reframing Imposter Syndrome: It’s a Milestone, Not a Problem

008: Know Your Numbers: Simple Ratios To Run Your Agency By

007: BTS: Our Journey to Agency Darlings

006: Your Offer Suite Strategy: Tiers, Packages, Diversification

Key Takeaways Include:

Show Quotes We Love:

005: Lead Gen: Breaking the Agency Feast or Famine Cycle

004: Attract and Close Better Clients With These Tactics

003: Growth Strategies for Your Agency’s Off-Season

002: The Niching Advantage: Boost Your Agency's Growth and Profits

﻿This episode is perfect for agency owners who are ready to break through their growth plateau, streamline their operations, and build a more profitable, referral-based business by embracing the power of niching.

Show Quotes We Love:

001: Strategic Relationships as a Growth Strategy

Key Takeaways From This Episode:

Topics Covered In This Episode:

Show Quotes We Love:

This episode is perfect for agency owners who are ready to break through their growth plateau, streamline their operations, and build a more profitable, referral-based business by embracing the power of niching.