Cameron shares how he's helped hundreds of CEOs and their second-in-commands close the leadership gap, develop their people, and build companies that don't depend on the founder to function.

In This Episode, You'll Learn:

✅ Why your second-in-command is the most underutilized growth asset in your business

✅ How the COO's real job is to make the CEO iconic by removing tough decisions from their plate

✅ Why most people's problems trace back to untrained managers and what to do about it

✅ How keeping underperformers is actually hurting your A and B players

✅ Why training your team weekly like a pro athlete is the real growth lever

✅ How to balance timeless business fundamentals with new tools like AI without losing focus

✅ Why working less and delegating more might be your company's biggest breakthrough

The best businesses don't scale by doing more. They scale by developing stronger operators, systematizing leadership, and building teams that grow even when the founder steps back. With the right second-in-command, the right training culture, and a return to the basics that have always worked, your business can grow predictably without burning you out in the process.

1. Want to cut your workload in half and 2–3x your fees?

Get my book, The Hands Off CEO, and learn how to scale your firm without founder dependence — while working fewer hours and increasing profits.

https://book.handsoffceo.com/newbook-org?utm_source=youtube&utm_medium=organic&utm_campaign=Why-your-second-in-command-is-your-most-valuable-hire-with-Cameron-Herold

2. Want to close your next big deal in the next 30 days?

Get The Sales Reactivation Blueprint and use proven scripts to reopen past deals and warm leads, so you can add 5–6 figures in pipeline without feeling pushy.

https://book.handsoffceo.com/map?utm_source=youtube&utm_medium=organic&utm_campaign=Why-your-second-in-command-is-your-most-valuable-hire-with-Cameron-Herold

3. Drowning in client delivery right now?

Get The 5 CEO Exits roadmap and see which exit you need next and the exact sequence to free yourself from daily delivery and firefighting.

https://scale.handsoffceo.com/5-ceo-exits?utm_source=youtube&utm_medium=organic&utm_campaign=Why-your-second-in-command-is-your-most-valuable-hire-with-Cameron-Herold Not sure where to start? Email the Hands Off CEO team at hello@handsoffceo.com and share where you're stuck.

🔗 Connect with Cameron Herold:

Website: https://cameronherold.com/

Podcast: https://www.youtube.com/@secondincommandpodcast

Dan shares how he's helped agencies and B2B service firms shift away from mass outbound tactics toward a more intentional, relationship-first approach that leverages the network they already have. Instead of hiring salespeople before the system exists, Dan reveals how to build the foundation first, turning warm contacts into consistent referral sources and partnerships into a scalable growth engine.

When your business is built on trust and specialization, referrals aren't a passive hope. They're a system you can activate, nurture, and grow.

🔍 In This Episode, You'll Learn:

✅ Why reactive referrals aren't enough and how to make them proactive and predictable

✅ How to identify the low-hanging fruit already sitting in your network (that you've forgotten about)

✅ The exact process for reducing friction so contacts actually follow through on introductions

✅ How to bake referral asks into your client process at the moment they're most likely to say yes

✅ Why hiring a salesperson before building the system almost always fails

✅ How your EA can handle the legwork so referrals don't require more of your time

✅ The mindset shift from chasing new leads to activating what you already have

The best businesses don't grow by doing more cold outreach. They grow by systematizing the trust they've already built. With the right process, your relationships become your most reliable and enjoyable pipeline.

📌 Connect with Dan Englander:

Website: https://salesschema.com/

Podcast: The Digital Agency Growth Podcast

🎯 Want to Scale? Here Are 4 Ways to Work With Us:

1️⃣ FREE – Stop undercharging and start landing $100K+ clients. Join our next Executive Briefing → https://handsoffceo.com/briefing/?utm_source=podcast

2️⃣ FREE – Grab our $500K Pipeline Map: Unlock $10K–$50K Hidden in Your Business Right Now → https://scale.handsoffceo.com/map?utm_source=podcast

3️⃣ Read The Hands-Off CEO Book (4.7★ on Amazon)

Triple Your Fees and Scale Without Burning Out. Grab your copy → https://scale.handsoffceo.com/map?utm_source=podcast

4️⃣ Apply for The Invisible Advantage™ Growth Program

We’ll help you uncover your Invisible Advantage, package it into a premium offer, and scale profitably without adding to your workload. Learn more → https://handsoffceo.com/book?utm_source=podcast

Amanda shares how her firm helps companies selling into electric utilities and other complex organizations navigate 18–24+ month sales cycles, build scalable commercial infrastructure, and shorten time to revenue without cutting corners. With deep expertise in the energy sector, she explains why utilities are intentionally hard to sell to, how road signs like MSAs and pilots signal real progress, and why chasing “silver bullets” can destroy long-term growth.

But this conversation goes far beyond sales mechanics. Amanda opens up about imposter syndrome, burnout, pricing fear, and the internal work required to step into leadership at a higher level. She shares how shifting from hourly work to value-based retainers, narrowing her offer, and fully owning the impact of her work transformed not just her business, but her confidence, team, and energy.

🔍 In This Episode, You’ll Learn:

✅ Why selling into utilities and complex organizations requires patience, capital, and deep industry fluency

✅ How to shorten long enterprise sales cycles without compromising trust or compliance

✅ Why MSAs, pilots, and internal “road signs” matter more than early revenue

✅ The dangers of hourly consulting and why delivering outcomes changes everything

✅ How narrowing your offer increases confidence, pricing power, and scalability

✅ Why founders often block their own growth through fear, control, and over-optimization

✅ The connection between burnout, cortisol, and leadership decision-making

✅ How mindset shifts translate directly into stronger teams, better clients, and faster growth

✅ Why building the vision first prevents you from building a business that becomes a prison

The most successful founders don’t just refine their strategy. They redefine how they see themselves, their value, and their role in their clients’ businesses. This episode is a powerful reminder that sustainable growth comes from clarity, courage, and the willingness to step fully into your expertise.

🔗 Connect with Amanda Freick:

LinkedIn: https://www.linkedin.com/in/amandafreick

Website: https://www.creativeintelligencegroup.net

🎯 Want to Scale? Here Are 4 Ways to Work With Us:

1️⃣ FREE – Stop undercharging and start landing $100K+ clients. Join our next Executive Briefing → https://handsoffceo.com/briefing/?utm_source=podcast

2️⃣ FREE – Grab our $500K Pipeline Map: Unlock $10K–$50K Hidden in Your Business Right Now → https://scale.handsoffceo.com/map?utm_source=podcast

3️⃣ Read The Hands-Off CEO Book (4.7★ on Amazon)

Triple Your Fees and Scale Without Burning Out. Grab your copy → https://scale.handsoffceo.com/map?utm_source=podcast

4️⃣ Apply for The Invisible Advantage™ Growth Program

We’ll help you uncover your Invisible Advantage, package it into a premium offer, and scale profitably without adding to your workload. Learn more → https://handsoffceo.com/book?utm_source=podcast

Jeff shares nearly two decades of experience building and exiting one of the first multi-touch attribution platforms, explaining how privacy changes, click-based analytics, and platform-reported metrics have misled marketers into making costly decisions. Instead of optimizing for what truly changes behavior, many teams are trapped optimizing for clicks, often at the expense of long-term growth.

This conversation explores how predictive marketing models, finance-grade validation, and a shift from activity-based reporting to outcome-based measurement allow marketing leaders to earn trust with CFOs, unlock larger budgets, and position marketing as a true revenue driver. When marketing is measured in the same way as financial models, business teams gain clarity, confidence, and the ability to navigate uncertainty without guesswork.

🔍 In This Episode, You’ll Learn:

✅ Why click-based attribution (including GA4) distorts decision-making and undervalues brand and upper-funnel investment

✅ How to connect marketing activity to real revenue outcomes, online and in brick-and-mortar sales

✅ What CFOs actually look for in marketing data and how to earn credibility with finance teams

✅ Why impressions, attention, and awareness drive behavior long before conversions happen

✅ How predictive marketing models outperform dashboards and platform reports

✅ The difference between selling marketing activity vs. delivering measurable business outcomes

✅ Why agencies that act as growth partners rather than vendors win bigger, longer-term engagements

✅ How specialization, proof, and modeling help marketers navigate uncertainty, privacy changes, and fragmented media channels

The most effective marketers and agencies don’t rely on vanity metrics or flashy dashboards. They build trust through proof, model the future instead of reporting the past, and focus relentlessly on what actually changes customer behavior. This episode offers a clear blueprint for turning marketing into a predictable, defensible growth engine.

🔗 Connect with Jeff Greenfield:

Website: https://getprova.com

LinkedIn: https://www.linkedin.com/in/jeffgreenfield

🎯 Want to Scale? Here Are 4 Ways to Work With Us:

1️⃣ FREE – Stop undercharging and start landing $100K+ clients. Join our next Executive Briefing → https://handsoffceo.com/briefing/?utm_source=podcast

2️⃣ FREE – Grab our $500K Pipeline Map: Unlock $10K–$50K Hidden in Your Business Right Now → https://scale.handsoffceo.com/map?utm_source=podcast

3️⃣ Read The Hands-Off CEO Book (4.7★ on Amazon)

Triple Your Fees and Scale Without Burning Out. Grab your copy → https://scale.handsoffceo.com/map?utm_source=podcast

4️⃣ Apply for The Invisible Advantage™ Growth Program

We’ll help you uncover your Invisible Advantage, package it into a premium offer, and scale profitably without adding to your workload. Learn more → https://handsoffceo.com/book?utm_source=podcast

Cam shares how he has helped experts turn speaking into a strategic growth engine, utilizing stages, breakout rooms, and recorded talks to generate leads, build credibility, and create repeatable business opportunities. Instead of relying on one-off events or massive audiences, Cam shows how intentional speaking can compound over time and position you as the expert event planners want to book.

When your speaking strategy is structured around influence, relationship-building, and repeatable systems, your authority grows, your audience converts into clients more predictably, and your business scales without unnecessary stress or wasted effort.

🔍 In This Episode, You’ll Learn:

✅ Why the stage should never be the goal and how to use speaking as a vehicle for influence, trust, and revenue

✅ How founders and consultants can leverage small, intimate audiences to close higher-value opportunities

✅ The difference between being an implementer vs. being seen as a true expert and why it determines who gets booked

✅ Why event planners are risk-averse and exactly what they look for when booking speakers

✅ How to use YouTube and recorded stage content to build authority and get more speaking opportunities

✅ How to turn talks into content, lead generation, follow-up conversations, and backend sales

✅ Why mastering the spoken word is one of the highest-leverage skills a founder can develop long-term

The best founders and consultants don’t grow their business by chasing large audiences or trying to become celebrity speakers. They scale by building a speaking strategy that creates influence, builds trust, and converts audiences into high-value opportunities.

🔗 Connect with Cam Beaudoin:

Website: www.thefrequentspeaker.com

🎯 Want to Scale? Here Are 4 Ways to Work With Us:

1️⃣ FREE – Stop undercharging and start landing $100K+ clients. Join our next Executive Briefing → https://handsoffceo.com/briefing/?utm_source=podcast

2️⃣ FREE – Grab our $500K Pipeline Map: Unlock $10K–$50K Hidden in Your Business Right Now → https://scale.handsoffceo.com/map?utm_source=podcast

3️⃣ Read The Hands-Off CEO Book (4.7★ on Amazon)

Triple Your Fees and Scale Without Burning Out. Grab your copy → https://scale.handsoffceo.com/map?utm_source=podcast

4️⃣ Apply for The Invisible Advantage™ Growth Program

We’ll help you uncover your Invisible Advantage, package it into a premium offer, and scale profitably without adding to your workload. Learn more → https://handsoffceo.com/book?utm_source=podcast

Shaun shares how he’s helped mid-market companies overcome the “complexity ceiling,” turn client relationships into growth engines, and create structured sales processes that drive predictable revenue. Instead of growing through reactive efforts or overextending teams, Shaun shows how top-performing companies scale by combining strategy, systems, and relational selling.

When your sales operations are structured around process, metrics, and human connection, your business scales more predictably, your team performs better, and your client relationships strengthen, all while freeing leaders to focus on growth instead of putting out fires.

🔍 In This Episode, You’ll Learn:

✅ Why the human side of sales is just as critical as process and data for long-term growth

✅ How mid-market companies can scale from $5M to $100M+ without losing control

✅ Turning mistakes into stronger relationships with clients, employees, and investors

✅ Leveraging fractional teams, proven processes, and metrics to add CRO-level impact without a $500k price tag

✅ Using tangible results and case studies to build trust, accelerate referrals, and attract high-value clients

✅ Steps to future-proof your business in a rapidly changing market with AI and technology

✅ How to combine structure, strategy, and relationships to create a repeatable growth engine

The best mid-market companies don’t scale by relying on hero salespeople or reactive firefighting. They scale by building the right systems, focusing on relational value, and empowering their teams to deliver consistent results. With clear processes, measurable outcomes, and strategic relationships, your business grows predictably while leaders stay in control.

🔗 Connect with Shaun Alger:

Website: https://volohaus.com/

🎯 Want to Scale? Here Are 4 Ways to Work With Us:

1️⃣ FREE – Stop undercharging and start landing $100K+ clients. Join our next Executive Briefing → https://handsoffceo.com/briefing/?utm_source=podcast

2️⃣ FREE – Grab our $500K Pipeline Map: Unlock $10K–$50K Hidden in Your Business Right Now → https://scale.handsoffceo.com/map?utm_source=podcast

3️⃣ Read The Hands-Off CEO Book (4.7★ on Amazon)

Triple Your Fees and Scale Without Burning Out. Grab your copy → https://scale.handsoffceo.com/map?utm_source=podcast

4️⃣ Apply for The Invisible Advantage™ Growth Program

We’ll help you uncover your Invisible Advantage, package it into a premium offer, and scale profitably without adding to your workload. Learn more → https://handsoffceo.com/book?utm_source=podcast

Steve shares how he’s helped founders use books as powerful business development tools, position themselves as a “category of one,” and leverage their expertise along with AI to grow revenue predictably. Instead of relying on endless sales calls or overstaffed teams, Steve reveals how top-performing businesses grow by capturing their unique intellectual property, systematizing processes, and using books strategically to drive high-value opportunities.

When your business is structured around your unique IP, leveraged through a book, and supported by repeatable systems, you attract the right clients, close high-ticket opportunities more efficiently, and free up your time as a founder.

🔍 In This Episode, You’ll Learn:

✅ How to position yourself as a “category of one” so AI and competitors can’t replace you

✅ Using a book as a business development engine to generate leads, referrals, and high-value opportunities

✅ How to turn your expertise into a repeatable, scalable sales process

✅ Leveraging AI with your book to create content, newsletters, and social proof faster

✅ Building systems that free the founder from constant sales dependence

✅ How to structure outreach and nurturing to convert prospects without high-pressure calls

✅ The mindset shift from chasing clients to designing a business that sells itself

The best businesses don’t grow by doing more—they grow by building strategic leverage, packaging their knowledge, and systematizing outreach and client acquisition. With the right positioning, content, and process, your business can scale predictably while reducing founder dependency.

🔗 Connect with Steve Gordon:

Website: https://milliondollarauthor.io

Get your free copy of The Million Dollar Book: https://get.themilliondollarbook.org

🎯 Want to Scale? Here Are 4 Ways to Work With Us:

1️⃣ FREE – Stop undercharging and start landing $100K+ clients. Join our next Executive Briefing → https://handsoffceo.com/briefing/?utm_source=podcast

2️⃣ FREE – Grab our $500K Pipeline Map: Unlock $10K–$50K Hidden in Your Business Right Now → https://scale.handsoffceo.com/map?utm_source=podcast

3️⃣ Read The Hands-Off CEO Book (4.7★ on Amazon)

Triple Your Fees and Scale Without Burning Out. Grab your copy → https://scale.handsoffceo.com/map?utm_source=podcast

4️⃣ Apply for The Invisible Advantage™ Growth Program

We’ll help you uncover your Invisible Advantage, package it into a premium offer, and scale profitably without adding to your workload. Learn more → https://handsoffceo.com/book?utm_source=podcast

Eli shares how he’s helped agencies increase net profit, position themselves as the “chosen path” for premium clients, and build lean, profit-first operations that run smoothly without the founder at the center. Instead of growing through brute force or overstaffing, Eli reveals how top-performing agencies grow by focusing on pricing, positioning, and structured systems that work predictably.

When your agency is structured around profit and outcomes, your business scales more easily, your team performs better, and your revenue grows, all while freeing up the founder’s time.

🔍 In This Episode, You’ll Learn:

✅ How to use pricing as a lever to drive outsized profit

✅ How to position your agency as results-driven to command higher fees

✅ Building a profit-first model to anticipate growth, team needs, and investments

✅ Structuring teams in profit-driven pods for scalable operations

✅ Avoiding the 7–15 employee growth plateau that stalls many agencies

✅ How to simplify operations while increasing revenue and client outcomes

✅ The mindset shift from doing everything yourself to architecting a business that runs itself

The best agencies don’t grow by doing more, they grow by building the right systems, focusing on profitable outcomes, and empowering their teams to deliver results. With clarity, structure, and profit-first planning, your agency stops depending on you and starts scaling predictably.

🔗 Connect with Eli Rubel:

Website: https://profit-labs.co

🎯 Want to Scale? Here Are 4 Ways to Work With Us:

1️⃣ FREE – Stop undercharging and start landing $100K+ clients. Join our next Executive Briefing → https://handsoffceo.com/briefing/?utm_source=podcast

2️⃣ FREE – Grab our $500K Pipeline Map: Unlock $10K–$50K Hidden in Your Business Right Now → https://scale.handsoffceo.com/map?utm_source=podcast

3️⃣ Read The Hands-Off CEO Book (4.7★ on Amazon)

Triple Your Fees and Scale Without Burning Out. Grab your copy → https://scale.handsoffceo.com/map?utm_source=podcast

4️⃣ Apply for The Invisible Advantage™ Growth Program 

We’ll help you uncover your Invisible Advantage, package it into a premium offer, and scale profitably without adding to your workload. Learn more → https://handsoffceo.com/book?utm_source=podcast

Gray shares how he’s helped hundreds of agencies streamline their systems, eliminate operational bottlenecks, and build clarity into every level of their business. Instead of growing through brute force and burnout, Gray reveals how top-performing agencies grow through structure, simplicity, and systems that work without the founder at the center.

When your operations run like clockwork, your business becomes easier to scale, your team performs better, and your profit margins rise, all while you get your time back.

🔍 In This Episode, You’ll Learn:

✅ How to design scalable systems that eliminate chaos and confusion

✅ The 3 pillars of operational clarity that drive predictable results

✅ Why “doing less” often leads to faster and more profitable growth

✅ How to use ClickUp to streamline delivery and increase accountability

✅ The most common scaling mistakes agencies make and how to avoid them

✅ How to empower your team to own results and make decisions

✅ The mindset shift from managing everything to leading through systems

The best agencies don’t grow by doing more, they grow by doing what matters, better. When you build clarity into your operations, your agency stops depending on you and starts scaling on its own.

🔗 Connect with Gray MacKenzie:

Website: https://www.zenpilot.com

🎯 Want to Scale? Here Are 4 Ways to Work With Us:

1️⃣ FREE – Stop undercharging and start landing $100K+ clients. Join our next Executive Briefing → https://handsoffceo.com/briefing/?utm_source=podcast

2️⃣ FREE – Grab our $500K Pipeline Map: Unlock $10K–$50K Hidden in Your Business Right Now → https://scale.handsoffceo.com/map?utm_source=podcast

3️⃣ Read The Hands-Off CEO Book (4.7★ on Amazon)

Triple Your Fees and Scale Without Burning Out. Grab your copy → https://scale.handsoffceo.com/map?utm_source=podcast

4️⃣ Apply for The Invisible Advantage™ Growth Program 

We’ll help you uncover your Invisible Advantage, package it into a premium offer, and scale profitably without adding to your workload. Learn more → https://handsoffceo.com/book?utm_source=podcast

Jeremy shares how he’s helped hundreds of agencies and consultants create “relationship engines” through podcasting systems that generate partnerships, referrals, and long-term opportunities that most firms completely overlook.

Instead of chasing leads, Jeremy reveals how to build genuine authority by leading meaningful conversations and why your network, not your audience size, determines your growth.

🔍 In This Episode, You’ll Learn:

• How to turn a podcast into a lead-generation and authority-building system
• The Rise25 framework for turning guest conversations into client opportunities
• Why the best podcasts focus on relationships, not downloads
• How to position your show so dream clients are excited to join
• The mindset shift from “creating content” to creating connection
• How to stay consistent without adding more to your workload
• Why generosity and curiosity are your biggest growth levers

The best agencies don’t chase clients, they attract them by becoming the trusted authority in their space. When you use podcasting to connect, elevate, and lead with insight, your business grows on the strength of relationships that last.

🔗 Connect with Jeremy Weisz:

Website: https://rise25.com

🎯 Want to Scale? Here Are 4 Ways to Work With Us:

1️⃣ FREE – Want to stop undercharging and start landing $100K+ clients? Join our next Executive Briefing → https://handsoffceo.com/briefing/?utm_source=podcast

2️⃣ FREE – Grab our $500K Pipeline Map: Unlock $10K–$50K Hidden in Your Business → https://scale.handsoffceo.com/map?utm_source=podcast

3️⃣ BOOK – The Hands-OFF CEO: Triple Your Fees and Scale Without Burning Out → https://handsoffceo.com/book?utm_source=podcast

4️⃣ 1-on-1 Coaching – Find your next growth breakthrough → https://handsoffceo.com/scale?utm_source=podcast

By reframing their offer around measurable client outcomes, they didn’t just raise prices, they multiplied their value. Within months, they replaced low-margin clients with top-tier ones willing to pay six and seven figures for results that truly mattered.

🔍 In This Episode, You’ll Learn:

• How to reposition your services around transformational outcomes,  not deliverables
• The strategy that helped one firm 5x its fees and land million-dollar contracts
• Why solving C-suite problems creates instant demand and loyalty
• The difference between tactical selling and strategic category ownership
• How to attract higher-value clients who see your work as indispensable
• Why clarity of value is the foundation for premium pricing

The top 5% of firms aren’t competing on rates,  they’re competing on results. When you position your business around outcomes your clients can’t ignore, you stop chasing opportunities… and start commanding them.

🎯 Want to Scale? Here Are 4 Ways to Work With Us:

1/ FREE - Want to stop undercharging and start landing $100K+ clients? Join our next Executive Briefing: https://handsoffceo.com/briefing/?utm_source=podcast

2/ FREE – Grab our $500K Pipeline Map: How to Unlock $10K-$50K Hidden in Your Business Right Now → https://scale.handsoffceo.com/map?utm_source=podcast

3/ Get My Book: The Hands-OFF CEO – Triple Your Fees and Scale Without Burning Out. Yours for just $4.99 → https://handsoffceo.com/book?utm_source=podcast

4/ Work With Us 1-on-1: Let’s find the breakthrough that takes your agency to the next level → https://handsoffceo.com/scale?utm_source=podcast

While most agencies are busy optimizing operations, chasing leads, or cutting costs, the best firms are doing something entirely different: they’re optimizing for client profit and proof of results. Mandi shares real client examples, case studies, and frameworks that show how to reposition your firm from being a vendor to becoming a strategic advisor your clients can’t live without.

🔍 In This Episode, You’ll Learn:

• Why the top 5% of firms are widening the gap and how to catch up fast
• How to package your client results into case studies that land $100K+ deals
• The biggest mistake most agencies make (and what to focus on instead)
• Why optimizing for client profit leads to far higher margins, even with clunky ops
• How to use the “Bridge Framework” to lead clients to bigger outcomes
• The mindset shift from “people-pleasing” to powerful leadership
• What success conditions you must require for clients to achieve transformational results
• How to double your prices and profits by focusing on outcomes, not deliverables
• Why proof is the most powerful growth engine in uncertain markets

The top 5% of firms aren’t waiting for the market to stabilize,  they’re creating stability through proof, outcomes, and bold leadership. You can do the same. Build the systems that make your results undeniable, and watch the right clients start chasing you.

🎯 Want to Scale? Here Are 4 Ways to Work With Us:

1/ FREE - Want to stop undercharging and start landing $100K+ clients? Join our next Executive Briefing: https://handsoffceo.com/briefing/?utm_source=podcast

2/ FREE – Grab our $500K Pipeline Map: How to Unlock $10K-$50K Hidden in Your Business Right Now → https://scale.handsoffceo.com/map?utm_source=podcast

3/ Get My Book: The Hands-OFF CEO – Triple Your Fees and Scale Without Burning Out. Yours for just $4.99 → https://handsoffceo.com/book?utm_source=podcast

4/ Work With Us 1-on-1: Let’s find the breakthrough that takes your agency to the next level → https://handsoffceo.com/scale?utm_source=podcast

Together, they unpack how Logan went from launching his agency to booking dozens of sales calls in just weeks, all without complicated funnels or big ad budgets. He shares exactly how he used LinkedIn, a short survey, and value-first webinars to build relationships and win clients fast.

You’ll learn why most agencies overcomplicate their marketing, and how a back-to-basics approach can help you grow faster, reach better-fit clients, and stop wasting time on tactics that don’t move the needle.

🔍 What You’ll Learn in This Episode:

• How Logan built a full client pipeline in his first month using LinkedIn
• Why a simple 4-minute survey can generate dozens of quality leads
• How to avoid “dead ends” in your marketing funnel and move prospects forward
• The 3T’s of high-converting webinars: Topic, Title, and Thumbnail
• How to promote webinars effectively, even with a small audience
• Why the best webinars educate instead of pitch and how that builds trust
• What to focus on first if you want marketing that’s simple and scalable

If you’ve been stuck in overcomplicated marketing systems that don’t deliver, this episode will show you how to simplify your strategy, attract better clients, and turn conversations into real growth.

Connect with Logan Lyles: https://demandshift.co/webinar-fast-track

You’ll discover why most firms trigger pushback the moment they justify price hikes with “rising costs” or extra deliverables, and how to avoid falling into that trap. Instead, Mandi shows you how to reframe your offers around the bigger outcomes. Clients truly want growth, profit, and transformation so that higher fees land as a declaration of leadership, not bad news.

She also shares a simple four-part script you can use to confidently present new fees in a way that builds trust, authority, and excitement with your best clients. And you’ll see why the top firms in every industry are charging 2x–3x more without working harder by anchoring their services to results that matter most.

🔍 What You’ll Learn in This Episode:

• Why raising your prices isn’t the real risk and what is
• The mistake that makes price increases feel like bad news to clients
• A four-step script to present higher fees with confidence and clarity
• How to shift from “vendor” to “growth partner” by leading clients to bigger outcomes
• Why the most profitable firms don’t add more work and make results more certain

🕒 Chapters

00:00 – Why raising your prices feels risky

00:35 – The real danger isn’t the price increase

01:10 – The wrong way firms explain higher fees

01:55 – What clients actually care about (outcomes)

02:40 – Reframing your value around revenue impact

03:25 – Thinking like a growth partner, not a vendor

04:15 – How to anchor fees to client results

05:05 – The 4-part script for raising your prices

06:10 – Avoiding the “more deliverables” trap

06:50 – Spot, quantify, and prove the value gaps

07:40 – Turning price increases into trust and authority

08:25 – Your challenge: lead with outcomes, not tasks

09:10 – Case studies: firms doubling and tripling profits

09:55 – Why premium fees unlock scalable growth

If you’ve been holding back on raising your rates out of fear of pushback, this episode will give you the tools and mindset shift to increase profits, strengthen client trust, and position yourself as the leader clients can’t afford to lose.

👉 Want to stop undercharging and start landing $100K+ clients? Join our next Executive Briefing: https://handsoffceo.com/briefing

Together, they dig into why so many agencies struggle with marketing that feels scattered and how to build a simple, repeatable system that brings in the right leads without burning you out. From choosing the right channels to creating content that speaks directly to your ideal clients, Kristie shares practical steps you can start using right away.

You’ll discover why trying to be everywhere online leaves you exhausted, and how focusing on the basics can grow your authority and your pipeline.

🔍 What You’ll Learn in This Episode:

• Why most agencies overcomplicate their marketing (and how to fix it)
• How to choose the right marketing channel for your business
• The difference between creating content just to put something out there versus creating content that’s tied to real business outcomes
• Why consistency beats chasing the latest trend every time
• How to make marketing simple enough to stick with long term
• What agencies should focus on first if they want predictable inbound leads

If you’ve ever felt like your marketing is all over the place or you’re creating content that doesn’t get results, this episode will show you how to simplify, focus, and finally make marketing work for your agency.

Connect with Kristie: https://www.therapieseo.com/

EOS is a powerful framework, but it’s not designed to fix weak positioning, underpriced offers, or a sales process that drags. And until those pieces are solved, no amount of L10s or accountability charts will create real scale.

In this episode, you’ll see why firms plateau when they “systematize struggle” and the smarter path to building a scalable, premium offer first.

Once your offer is dialed in, EOS becomes rocket fuel. But without it, you’re just making inefficiency more efficient.

🔍 You’ll Learn:

• Why EOS doesn’t solve demand, pricing, or positioning gaps
• The “illusion of progress” most agencies get stuck in
• How to reposition around your invisible advantage
• The key to premium pricing that clients happily pay
• Why EOS works best after you’ve nailed a high-fee scalable offer

🚀 Want Help Repackaging Your Offer to Scale Without a Bigger Team?

1/ Book a Free Strategy Call

If you’re ready to reposition your firm and start closing premium deals, let’s talk. 

👉 handsoffceo.com/scale

2/ Read the Book – *The Hands-Off CEO

Learn the framework behind scaling premium consulting engagements — without doing it all yourself. 

📘 handsoffceo.com/book

3/ Download the Free Revenue Recovery Map

Unlock hidden revenue in your firm and learn how to command premium fees without more complexity. 

📄 handsoffceo.com/map

Watch the episode on YouTube here:

YOUTUBE PODCAST

Together, they dig into why most agencies overcomplicate growth and how to make business development simple, repeatable, and effective. From positioning that actually attracts the right clients to turning your sales process into a system, Jody shares practical steps to help agency owners escape the feast-or-famine cycle.

You’ll hear why trying to be everything to everyone keeps agencies stuck, and how a clear niche and client-focused messaging can unlock real growth.

🔍 What You’ll Learn in This Episode:

• Why AI is changing how agencies need to position themselves
• The difference between “we’re awesome” messaging and client-focused messaging that wins deals
• How to niche without closing doors (and why it helps you grow faster)
• Why many agencies fail to measure results and what to track instead
• How shifting from vendor to growth partner gives you access to client KPIs
• How to turn your sales process into a repeatable system that doesn’t depend on you

If you’ve ever felt stuck chasing proposals, competing on price, or struggling to win the right clients, this episode will show you how to simplify your growth strategy and finally build a business development system that works.

👉 Connect with Jody: https://www.thesuttercompany.com/

Together, they dive into the hidden risks that hold agencies back and the simple legal moves that can unlock more profit, protection, and long-term value. From contracts that actually get you paid to new rules around using AI in client work, Sharon shares practical steps every agency owner needs to hear.

You’ll discover why treating your ideas and systems like real assets is a game-changer, and how the right protections can increase what your business is worth if you ever want to sell it.

🔍 What You’ll Learn in This Episode:

• Why your intellectual property is your agency’s most valuable asset (after your people)
• How to turn your ideas and systems into new revenue streams beyond client work
• The contract mistakes that cost agencies thousands and how to fix them
• A simple clause that protects you when clients stall or refuse to pay
• Why every agency needs clear rules for AI use before it backfires
• What’s really happening with agency sales and acquisitions right now

If you’ve ever worried about not getting paid, losing ownership of your ideas, or building something that’s not secure, this episode will give you the tools and clarity you need to grow a stronger, more valuable agency.

👉 Connect with Sharon: legalandcreative.com

Together, they dive into the radical shifts happening in the consulting space. From AI disruption to global uncertainty and how these changes are creating a clear divide between firms that adapt and those that fall behind.

You’ll discover why consultants who only sell “deliverables” risk being commoditized, and why the real winners are repositioning around must-have offers that solve urgent, strategic problems. Michael also shares how consultants can use AI, not as a threat, but as a multiplier, both in their own operations and in creating value for clients.

🔍 What You’ll Learn in This Episode:

• Why AI is both the biggest disruptor and biggest opportunity for consultants today
• How uncertainty in the market is changing buyer behavior (and slowing sales cycles)
• The difference between “nice-to-have” services and “must-have” solutions clients pay for
• How to reposition your offers around ROI and business-critical outcomes
• Why defining your personal vision of success matters more than following someone else’s

If you’ve been feeling stuck selling deliverables or competing on price, this episode will show you how to adapt, differentiate, and thrive in a changing market.

👉 Michael’s Consulting Website: consultingsuccess.com 

👉 Take Michael’s Consulting Superpower Quiz: consultingsuccess.com/superpower

In this episode, Mandi Ellefson shares how two consulting firms 2X’d their prices and 6X’d their profits without hiring or hustling harder.

They didn’t need a bigger team — they needed a better offer.

This strategy helped them reposition around outcomes, simplify delivery, and close premium deals with confidence.

If you’re delivering great results but not getting paid what you’re worth — you’ll want to see how they did it.

🔍 You’ll Learn:

• How one shift helped a firm raise pricing from $5K to $10K/month — without resistance
• The framework that drove a 600% profit increase (with the same team)
• Why simplifying delivery actually boosted results and freed up capacity
• How to lead sales conversations with confidence — even at higher fees
• What makes clients say “yes” faster when your value is clear

🚀 Want Help Repackaging Your Offer to Scale Without a Bigger Team?

1/ Book a Free Strategy Call

If you’re ready to reposition your firm and start closing premium deals, let’s talk.

👉 handsoffceo.com/scale

2/ Read the Book – *The Hands-Off CEO

Learn the framework behind scaling premium consulting engagements — without doing it all yourself.

📘 handsoffceo.com/book

3/ Download the Free Revenue Recovery Map

Unlock hidden revenue in your firm and learn how to command premium fees without more complexity.

📄 handsoffceo.com/map

Watch the episode on YouTube here:

YOUTUBE PODCAST

If you’ve hired a team, built some systems, and delegated tasks… but you still can’t step away without things stalling — you're not scaling, you're surviving.

In this video, Mandi Ellefson breaks down why founders become the bottleneck in their agency’s growth — even when it looks like they’re doing everything right — and how to fix it.

You’ll learn:

✅ The real reason your team still leans on you for everything

✅ Why systems alone don’t create scale

✅ How to shift from managing work to leading a high-performance team

✅ A case study of a founder who stepped away during a launch — and came back to everything running better without her

✅ What has to change if you want to scale profitably without sacrificing quality or growth

Whether you're stuck in meetings, reviewing work, or constantly catching problems before they hit the client, this is your invitation to finally step out — and level up.

🎯 Ready to stop being the bottleneck and start scaling forward?

1/ Book a Free Strategy Call

If you’re ready to reposition your firm and start closing premium deals, let’s talk.

👉 handsoffceo.com/scale

2/ Read the Book – *The Hands-Off CEO

Learn the framework behind scaling premium consulting engagements — without doing it all yourself.

📘 handsoffceo.com/book

3/ Download the Free Revenue Recovery Map

Unlock hidden revenue in your firm and learn how to command premium fees without more complexity.

📄 handsoffceo.com/map

⏱️ CHAPTERS

00:00 – You’ve Hired and Delegated — But It’s Still on You

00:27 – What Being the Bottleneck Really Looks Like

01:20 – Real Story: Sharon’s Team Handles It Without Her

01:55 – Why Most Agencies Stay Stuck

02:18 – The Shift: From Delegating Tasks to Owning Outcomes

02:45 – How to Rebuild a Business That Runs Without You

03:10 – Next Steps to Scale Without Sacrificing Growth

Watch the episode on YouTube here:

YOUTUBE PODCAST

In this video, Mandi Ellefson shares the agency positioning strategy that helped one firm move from stalled $30K deals to consistently closing $100K+ engagements — with the same clients.

🎯 You’ll learn:

1. Why smaller offers feel riskier than premium ones

2. The #1 reason your “reasonable” price is still getting rejected

3. How to reframe your services into strategic growth outcomes

4. A client-tested approach to selling $100K+ projects with confidence

5. What premium buyers actually look for before they say yes

🚀 Want to Work With Hands-Off CEO?

1/ Book a Free Strategy Call

If you’re ready to reposition your firm and start closing premium deals, let’s talk.

👉 handsoffceo.com/scale

2/ Read the Book – *The Hands-Off CEO

Learn the framework behind scaling premium consulting engagements — without doing it all yourself.

📘 handsoffceo.com/book

3/ Download the Free Revenue Recovery Map

Unlock hidden revenue in your firm and learn how to command premium fees without more complexity.

📄 handsoffceo.com/map

📍 Chapters:

00:00 - Intro: From $20K Grind to $100K+ Deals

00:38 - Shift #1: Own the Sales Process (Without Overexplaining)

01:27 - Shift #2: Reposition Around Results — Not Scope

02:18 - Shift #3: Speak to Bigger Problems

03:14 - Shift #4: Make Your Offer Obvious (and Premium)

04:30 - What Happens When You Shift All 4

05:02 - Want Help? Here’s Where to Start

In this video, Mandi Ellefson breaks down the 4 strategic shifts consulting agency CEOs are using to close premium, high-trust engagements — without chasing leads, discounting your fees, or getting stuck in the weeds of delivery.

If you’re delivering great results but getting ghosted, undercut, or passed over for bigger firms… this will change how you sell forever.

⏱️ What You’ll Learn:

• The mindset shift that flips you from vendor to strategic advisor
• Why your current offer may be sabotaging sales
• How to reposition without changing your entire business
• What buyers actually need to hear to say yes to $100K+

🚀 Want to Work With Hands-Off CEO?

1/ Book a Free Strategy Call

If you’re ready to reposition your firm and start closing premium deals, let’s talk.

👉 handsoffceo.com/scale

2/ Read the Book – *The Hands-Off CEO

Learn the framework behind scaling premium consulting engagements — without doing it all yourself.

📘 handsoffceo.com/book

3/ Download the Free Revenue Recovery Map

Unlock hidden revenue in your firm and learn how to command premium fees without more complexity.

📄 handsoffceo.com/map

📍 Chapters:

00:00 - Intro: From $20K Grind to $100K+ Deals

00:38 - Shift #1: Own the Sales Process (Without Overexplaining)

01:27 - Shift #2: Reposition Around Results — Not Scope

02:18 - Shift #3: Speak to Bigger Problems

03:14 - Shift #4: Make Your Offer Obvious (and Premium)

04:30 - What Happens When You Shift All 4

05:02 - Want Help? Here’s Where to Start

Youtube Podcast Episode:

👉 youtube.com/watch

This video breaks down 4 powerful shifts that will help you close $100K+ consulting deals with confidence — without chasing leads, discounting your fees, or working more hours.

Mandi Ellefson (founder of Hands-Off CEO) shares the exact mindset, offer, and positioning strategies top consulting and agency owners are using to consistently close high-ticket clients — even in a tight market.

💥 If you’ve been stuck in $10K–$30K projects that drain your time and don’t reflect your value — this is your wake-up call.

⏱️ What You’ll Learn:

• Why high-ticket is easier to sell in a down market
• How to get paid for your sales process and shift the power dynamic
• The #1 mindset mistake keeping your fees low
• How to package and name a “sexy” offer that sells itself
• A trust-based sales process that closes faster and more profitably

🚀 Want to Work With Hands-Off CEO?

1/ Book a Free Strategy Call

If you’re ready to reposition your firm and start closing premium deals, let’s talk.

👉 handsoffceo.com/scale

2/ Read the Book – *The Hands-Off CEO

Learn the framework behind scaling premium consulting engagements — without doing it all yourself.

📘 handsoffceo.com/book

3/ Download the Free Revenue Recovery Map

Unlock hidden revenue in your firm and learn how to command premium fees without more complexity.

📄 handsoffceo.com/map

📍 Chapters:

00:00 - Intro: Why Bigger Deals Aren’t About Doing More

00:32 - Who This Is For: From $10K Projects to Premium Pricing

01:00 - Meet Mandi Ellefson & Hands-Off CEO

01:23 - Why High-Ticket Is Easier in a Tough Market

01:58 - Get Paid to Sell: The Power of Discovery

02:45 - Make Your Offer Sexy (Without Adding More Stuff)

03:42 - Sell Outcomes, Not Deliverables

04:09 - Engineer a Sales Process for Trust and Control

04:50 - Want Help? Build Your High-Ticket Sales Process

Are your prospects not seeing your worth? This video highlights the importance of value perception and how it impacts your business growth. Learn how to communicate value effectively and understand consumer behavior to make sure you're not being overlooked.

Youtube Podcast Episode:

👉 youtube.com/watch

Mandi shows exactly how to transform your business from charging $5K per month on 3-month engagements to commanding $90K for a 90-day ROI builder offer. This is how our clients are building breathtaking case studies that naturally justify premium pricing.

0:00 - Why clients resist higher fees (and what to do about it)

1:29 - The myth of "finding clients with bigger budgets"

3:08 - How to unlock hidden client budgets

4:14 - The ROI Builder Offer explained

6:54 - From $60K/year to $90K/90 days: A real client story

9:10 - The key to selling premium services with confidence

10:27 - What you’ll learn in the Quantum Leap Workshop

Drawing from real-world examples and case studies, Mandi breaks down how successful consultancies are adapting to market changes and positioning themselves for sustainable growth. She emphasizes that 2024 has been a challenging year for many companies, making these strategies even more crucial for success in 2025.

The episode deep dives into four fundamental areas:

1. Niching down to solve million-dollar problems
2. Becoming truly results-driven with clients
3. Building and maintaining a results-driven team culture
4. Developing proactive "hunters and farmers" approach to business development

Mandi shares several compelling case studies, including how one agency increased their fees by 367% by shifting their focus to long-term client transformations. She explains how Jamie Birch's company positioned themselves to add $10 million in new sales for DTC brands over three years, demonstrating the power of clear, focused value propositions.

A particularly valuable section discusses the common profit delusion in consulting agencies, where owners often underestimate their true profitability by not accounting for market-rate compensation for their own roles. Mandi provides practical guidance on how to evaluate and improve real profit margins.

The episode also tackles the critical distinction between growth and scale, explaining why simply working harder or hiring more people often leads to diminishing returns. Instead, Mandi advocates for creating "unfair advantages" that compound over time, allowing firms to command premium fees while delivering superior results.

Throughout the discussion, Mandi emphasizes that scaling doesn't have to mean sacrificing quality or becoming "mediocre." She presents a compelling vision for how consulting firms can maintain their excellence while becoming more profitable and less dependent on the owner's direct involvement.

Want to implement these strategies in your consulting firm? Book a complementary Scalable Growth Session at handsoffceo.com/scale to have Mandi's team analyze your business and identify your biggest opportunities for sustainable growth.

Ready to transform your consulting agency into a valuable asset that grows without you? Get your copy of "The Hands-Off CEO" at handsoffceo.com/book and access the proven framework that's helped countless agency owners triple their fees while working less. Don't miss out on the audiobook, PDF version, and valuable bonus materials – all for just $4.99.

Liz discusses how she transformed her company by implementing innovative strategies to empower employees to think and act like owners. She emphasizes the importance of building world-class sales and production teams early, with compensation structures that align employee incentives with company goals. Rather than traditional fixed salaries, she advocates for arrangements that offer lower base pay but significant upside potential tied to performance.

A key insight from the conversation is Liz’s approach to fostering innovation within her organization.
She regularly asked employees: “What would you do differently if you owned the company?” and, importantly, gave them the authority to implement their ideas. This created a culture of ownership and continuous improvement.

The discussion also tackles the challenges of stepping back as a CEO. Liz candidly shares her early mistakes, including working through maternity leave due to lack of proper delegation systems. She stresses the importance of establishing succession plans early, noting that it becomes more difficult to step away as the company grows larger.

Throughout the interview, both Liz and Mandi emphasize that scaling actually makes business easier when done right, challenging the common assumption that bigger means more complicated. Liz’s parting advice: “Don’t think small – it can be easy to run a small or big company. It actually got easier over time because we had more options.”

The episode provides practical insights for business owners looking to scale while maintaining quality and creating a sustainable organization that doesn’t depend solely on the founder’s involvement.

Listeners can find Liz’s book “Dream Big and Win” on Amazon and major retailers, and connect with her on various social media platforms including LinkedIn, Instagram, and X (Twitter).

Want to transform your agency from a resource-heavy operation to a streamlined, profitable machine? This episode provides the blueprint for making that transition while actually increasing client satisfaction and results.

Ready to become a true Hands-Off CEO?

Grab your copy of “The Hands-Off CEO” at handsoffceo.com/book and unlock the proven framework that’s helped countless agency owners triple their fees while working less. Get the audiobook, PDF version, and valuable bonus materials – all for just $4.99.

Don’t wait to start your journey to freedom and scalable growth!

Resources: 

Mandi Ellefson on LinkedIn | Twitter | Facebook

Hands-Off CEO – Instagram | Executive Briefing

Liz Elting on LinkedIn | Instagram | Website

Elizabeth Elting Foundation – Website | LinkedIn

TransPerfect – Website

Key Topics Discussed:

[00:00-03:45] Introduction

• Overview of Tier 11's business model
• Introduction to Ralph Burns (CEO) and Ryan Hodges (COO)
• Discussion of their podcast "Perpetual Traffic" with 12M+ downloads

[03:46-09:30] Growth Stages & Breaking Points

• Every time you 2-3x your size, everything breaks
• First milestone: $100K/month revenue
• Second milestone: $300K/month revenue
• The importance of finding complementary talent

[09:31-15:45] Acquisition Strategy

• Using acquisitions to gain talent
• Converting contractors to full-time employees
• Building strategic partnerships within the industry
• Importance of relationships with competitors

[15:46-24:15] Operational Transformation

• Reducing headcount from 70 to 40 while maintaining output
• Implementing standardized systems and processes
• Focus on the 80% fundamentals of business operations
• Discussion of operational efficiency improvements

[24:16-32:30] Client-Centric Model

• Transition from accepting any client to selective partnerships
• Doubling revenue per customer
• Improving client retention dramatically
• Creating strategic partnerships for referrals

[32:31-39:45] Profitability & Team Optimization

• Increase in gross margins from 50-55% to 65%
• 15-20% productivity increase through aligned purpose
• Discussion of team motivation and culture
• Implementation of standardized processes

[39:46-44:15] Vision & Leadership

• Importance of clear vision communication
• How to handle team members who don't align
• Creating a legendary brand in the agency space
• Building operational excellence

[44:16-50:02] Key Insights & Closing

• Finding complementary leadership
• The importance of saying no to wrong-fit revenue
• Focus on metrics that matter to clients
• Discussion of ideal client profile

Notable Achievements:

• Doubled revenue per customer
• Increased gross margins by ~10%
• Improved team productivity by 15-20%
• Successfully transitioned from 70 to 40 team members while increasing efficiency

Key Business Insights:

1. Focus on running the business properly (80%) versus just delivering services (20%)
2. Importance of clear vision and purpose alignment
3. Value of complementary leadership skills
4. Need for operational excellence and standardization

Actionable Takeaways:

1. Systematize vision communication
2. Focus on operational excellence
3. Create strategic partnerships
4. Implement proper management systems
5. Align team with company vision

Resources Mentioned:

• The "Hodge Wheel" - Vision, Journey, Culture, Results framework
• Rocket Fuel by Gino Wickman
• Client Experience Engine methodology

Perfect For: Agency owners generating $1M-$5M+ in revenue who want to transition from chaos to operational excellence while increasing profitability and reducing personal involvement.

Want to transform your agency from a resource-heavy operation to a streamlined, profitable machine? This episode provides the blueprint for making that transition while actually increasing client satisfaction and results.

Ready to become a true Hands-Off CEO?

Grab your copy of "The Hands-Off CEO" at handsoffceo.com/book and unlock the proven framework that's helped countless agency owners triple their fees while working less. Get the audiobook, PDF version, and valuable bonus materials - all for just $4.99.

Don't wait to start your journey to freedom and scalable growth!

• Fear of Business Transformation [00:00:00] Learn why many successful agency owners resist making changes that could unlock massive growth, fearing they'll "blow up" what's already working.
• Market Pressures and Competition [00:01:48] Understand the current challenges facing agencies, including AI disruption, increasing competition, inflation, and changing buying patterns.
• Case Study: Ralph Burns' Success [00:02:42] Discover how one agency doubled their revenue per client and achieved a $50 million valuation by making bold strategic changes.
• The Growth Journey Reality [00:04:39] Why getting from $1M to $3M is one of the hardest transitions, and why aiming for $5M or $10M might actually be easier.
• Playing to Win vs. Not to Lose [00:06:28] Explore the mindset shift needed to achieve exponential growth, illustrated by a client who increased minimum rates from $30,000 to $100,000.
• Creating a Self-Running Agency [00:08:43] Learn about the upcoming "90 Days to a Self-Running Agency" program and what it takes to build a functional, profitable, and enjoyable business.

Don't miss this opportunity to understand why playing it safe might be holding your agency back from its true potential. If you're ready to transform your agency, this episode provides the inspiration and strategic insight you need.

This episode is essential listening for agency owners who want to break free from the "safe" path and create transformational growth in 2024-2025.

Mandi invites you to reach out for more information on scaling your business, and mentions her new book 'The Hands-Off CEO'. With insights to help you rethink your approach to growth in 2024-2025, this episode is essential for ambitious owners, founders and CEOs of 8-figure agencies.

Resources: 

• The Hands-Off CEO Book [00:07:52] Available HERE
• Scale Your Agency Assessment [00:09:31] Book a Scalable Growth Session HERE
• NEW 90 Days to a Self-Running Agency Program Podcast [00:08:43]

Mandi Ellefson on LinkedIn | Twitter | Facebook

Hands-Off CEO – Executive Briefing

• Setting Ambitious Growth Goals [00:01:46]
  Discover why basing future success on past performance limits potential, and how to set more expansive targets.
• Investing Ahead of Growth [00:04:23]
  Learn why investing in your company's growth before you have the cash flow is crucial for rapid scaling.
• Repositioning Your Offer for Higher Fees [00:06:58]
  Uncover strategies for creating irresistible offers that allow you to dramatically increase your fees, illustrated by Mark's success story of increasing fees by 600%.
• Breaking the Cycle of Unprofitable Growth [00:09:39]
  Explore why simply bringing on more clients with your current model won't solve underlying profitability issues.
• Making Strategic Investments [00:11:33]
  Understand the importance of making calculated investments in your business, even when it feels uncomfortable.
• Learning from Mistakes [00:13:24]
  Hear Mandi's personal anecdote about the costly mistake of trying to solve the wrong problems instead of seeking support.

Don't miss this opportunity to learn how you can transform your agency into a scalable, profitable powerhouse. If you're ready to see exponential growth, this episode is your roadmap to success.

Mandi invites you to reach out for more information on scaling your business [00:15:31], and mentions her new book 'The Hands-Off CEO' [00:15:54]. With insights to help you rethink your approach to growth in 2024-2025, this episode is essential for ambitious agency owners.

Resources: 

Mandi Ellefson on LinkedIn | Twitter | Facebook

Hands-Off CEO – Executive Briefing

Drawing from her extensive experience consulting with over 1000 agency CEOs, Mandi breaks down the critical stages of scaling and the mindset shifts necessary for exponential growth. This episode is packed with actionable insights, including:

• The Three Stages of Scaling from $1M to $10M [00:55]

Discover the unique challenges at each growth stage, from the chaotic $1M-$3M phase to the "rinse and repeat" $5M-$10M level.

• Developing Leaders Who Drive Growth [05:28]

Learn why investing in your team's growth is crucial for sustainable scaling and how to avoid the pitfalls of outgrowing your leadership.

• Creating the Right Offers for Scale [09:40]

Uncover strategies for designing premium offerings that attract ideal clients willing to pay significantly more for your expertise.

• Building Systems for Consistent Delivery [11:11]

Explore how to create scalable processes that deliver bold outcomes without your constant involvement, allowing your business to grow beyond you.

• Real-World Success Stories [14:41]

Hear inspiring examples of CEOs who have implemented these strategies, including one who tripled their pricing and company size after attending a Hands-Off CEO retreat.

Don't miss this opportunity to learn how you can transform your agency into a scalable, profitable powerhouse that runs and grows without you. If you're ready to join the top 1% of consulting agencies seeing exponential growth, this episode is your roadmap to success.

Mandi also shares details about the upcoming Hands-Off CEO Retreat [16:14], where you can experience these transformational strategies firsthand. With limited spots available, act fast to secure your place among elite agency owners who are scaling to 8-figures and beyond.

Resources: 

Mandi Ellefson on LinkedIn | Twitter | Facebook

Hands-Off CEO – Executive Briefing

You become the bottleneck of your own growth. 

This is exactly what Ricardo Perez, CEO of OneRhythm, encountered while running his agency. But he didn't let this setback defeat him. Instead, he took charge of the situation and found a way to scale his consulting agency in a better way. 

And now, he's sharing his insights to overcome the same obstacle and achieve the success you know is possible. 

The conversation touched on insightful topics like: 

• Importance of having an Irresistible Offer [03:11]

Learn why having an irresistible offer is critical to success in today's highly competitive business environment to attract world-class clients and top talent. How Ricardo’s team is able to deliver exceptional million dollar services that are 90% repeatable and process driven. Proof that it’s possible!

• Refining the companies you work with to command higher fees [08:02]

Discover how refining the companies you work with impacts the overall size of engagement and the fees you can command for your services.

• Talk about results [11:49]

Understand the difference it makes when you focus on talking about results and projections with new clients to generate more engagement instead of talking about what they will spend on your services.

• Essential factors for scaling a consulting agency [24:27]

Explore the critical factors for scaling your consulting agency with maximum profitability.

• Don’t be a bottleneck, delegate [32:30]

Hear out Ricardo Perez's spot-on advice, that all consulting agency CEOs should learn from and take into consideration for scaling their business as a true Hands-Off CEO. 

Key Quotes:

• Focus on Results: “We focus on what they're going to get, not what they're going to spend. And I think that's a huge part of how when you look at it that way, and you focus on those results; then it's less about nickel and diming on what your professional fees are.” [12:08]

• Letting Go: “To the extent that you are the bottleneck and to the extent that that is something that you feel can't change, then you need to rethink that. You really think that that thing is that there's no way that anyone else can do what I do. You can't; you have to let go of that.” [32:42]

Resources: 

Ricardo Perez on LinkedIn

OneRhythm

Mandi Ellefson on LinkedIn | Twitter | Facebook

Hands-Off CEO – Executive Briefing

But there's a better way to scale your company while avoiding those stagnant periods and growth plateaus.

Don't fall into the trap of getting ready to get ready. In this solo episode, I'm here to guide you through the steps of preventing and overcoming any obstacles preventing your growth. Let's break free from the cycle of stagnant growth and take back control of your business growth.

Some key ideas in this episode are:

• What is holding you back as a CEO? [01:04]

Learn what is the number 1 thing that's actually keeping you, the CEO, stuck in the day-to-day, even when you have hired a trusted team to support you.

• What are the 2 reasons for a Growth Plateau? [03:54]

Understand the two main reasons for growth plateaus and how they can lead to stress, lower profits, and an unhealthy work-life balance.

• Maximize your growth to make 2024 your best year ever [11:08]

Discover what you need to focus on next to make 2024 your best year ever and how having an inspiring vision is critical to scaling your company and encouraging you and others to take massive action. 

Key Quotes:

• The Right Mindset: “Whenever you're trying to create a new change, you must have the right mindset, system, and approach. If you focus on the mindset, you could get further because your mindset will. When you are fully stepping into your vision, you're saying: ‘I'm willing to do whatever it takes. This is my vision. I'm standing in my future right now.’ Then what happens is that you are open to a whole new set of actions that you were not able to see and have access to before.” [06:07]

• Getting Ready to Get Ready: “One of the things that I see a lot of times, and our teams see this with our clients, is there's a lot of getting ready to get ready. And this is definitely something that once our clients are in our community and ecosystem, they are transforming just simply by really taking a stand for the growth that they're creating and taking actions aligned with that.” [04:52]

Resources: 

Mandi Ellefson on LinkedIn | Twitter | Facebook

Hands-Off CEO – Executive Briefing

Marcel Petitpas, CEO and Co-Founder of Parakeeto, experienced this very issue while running his own agency. Luckily, he didn't just sit back and accept the status quo. Instead, he set out to find a better way. 

Get ready to discover what he did to streamline their operations and reporting systems to improve profitability. He found a better way to help agencies double their profits and simplify their operations by providing the financial insights that Ops leaders need to make informed decisions. 

The conversation touched on insightful topics like: 

• Power of tracking operations data [09:15]

Learn why tracking data from your operations is much simpler and more valuable to make decisions on for capacity, hiring, and profitability than the financial data you get from your accountant.

• What metrics do you need? [16:54]

Discover which metrics you need to track to get a clear picture of your performance if you use value-based pricing or T&M.

• A deeper understanding of your P&L and operational metrics [21:02]

Exploring the 3 pieces of operational metrics to track gives you many more insights than just your P&L. 

• Automated utilization and capacity management [24:56]

Find out the issues agencies and consultancies encounter when tracking capacity and utilization. And you can implement a much simpler way to track utilization immediately.
Streamline your business with a tool for tracking the operational metrics [30:48]

Learn how to maximize the efficiency of your business by implementing a powerful tool for tracking your operational metrics. Streamline your processes and easily make data-driven decisions, leaving no room for guesswork or wasted effort. 

Key Quotes:

• Revenue and Profits: “You want to keep at least 50% of every dollar that you are responsible for earning from a client. If you get to keep less than 50%, it's going to be really hard to be profitable because usually you're going to spend another 30 on overhead.” [35:45]

• Average Cost Per Hour: “The way to lower your average cost per hour is to standardize what you do, create better documentation, create better processes so that you can lower the level of judgment that's required, which generally lowers the level of experience that's required, which generally allows you to access lower cost labor to do more of the work on a client engagement. ” [37:03]

Resources: 

Marcel Petitpas on LinkedIn | Instagram | Facebook

Parakeeto - Agency Profitability Toolkit

Mandi Ellefson on LinkedIn | Twitter | Facebook

Hands-Off CEO – Executive Briefing

The conversation touched insightful topics like: 

• Power of productizing services [04:56]

Understanding the concept of "productizing" services, which involves packaging a repeatable service with fixed problem-solving, turnaround time, and price. Discover the benefits of standardizing packages and systemizing processes to scale a business effectively.

• Importance of specializing and finding a niche [06:50]

Find out the challenges and benefits of specializing in a specific area, what realization can working nights and weekends bring you and ultimately understanding how to divorce your time from your income.

• Role of webinar funnels in scaling a business [08:26]

How focusing on webinar funnels and becoming experts in that area changed the game for Greg’s agency and what are some common plateaus experienced by many service providers.

• Evolving agency model and additional revenue streams [15:58]

Exploring the term of “Alt Agency” and discussing the changing landscape of agency models, such as tech-enabled, strategy-focused, or platform discipline-focused agencies. 

Key Quotes:

• Unique Skills: “If you can position yourself as the engine builder, you can charge a premium. You're more valued because you know how to do this unique thing. And that is kind of how I see how we were able to make the shift to only working on the stuff that we enjoyed. And that was, I think, the true value to the client.” [12:53]

• Understanding Nuances:: ”Nobody understands that a person who's at 3K a month and a million a year could actually be experiencing the exact same thing and need almost the exact same solution. But there's still these little nuanced differences. It's fascinating to me. We're a unique breed.”  [34:15]

Greg Hickman on LinkedIn | Facebook | Twitter | YouTube 

Alt Agency - Free Training

Mandi Ellefson on LinkedIn | Twitter | Facebook

Hands-Off CEO – Executive Briefing

Here are the essential insights from our riveting conversation with Taylor- feel free to have a powerful read through these most impactful lessons.

• Important Correlation between Sales and Account Management [07:22]

Find out why sales and handovers are essential to successful account management, and when to introduce your account manager to the client during the sales process. The imperative of changing the narrative from “I” to “my team”.

• Powerful Communication [12:35]

Establishing a clear communication cadence and a thorough onboarding process for successful account management. Know who on the team is responsible for what. Different things which you can learn from each new client or a sales call.

• Using Questions in Training [17:33]

How far you can go in allowing your team to ask you questions, until they start thinking like you. Being in control of the training process and what needs to happen without your involvement. 

• Key Characteristics of an Account Manager [26:34]

Know if someone is generally a good fit for this role. The list of red flags and the required skills to make sure someone grows in this position and becomes amazing in it.

Key Quotes:

• The Power of Questions: “I think the best thing that we can do as CEOs is prepare our team as much as possible, but give them the space to ask questions, not letting them get scared to ask questions.” [16:02]

• Constant Optimization: “People forget that business is a game of optimization. We need to continuously be optimizing something that works, just because we did a great job. Well, can we optimize this so that next time it's easier and better and more efficient? Training your team to think like that, I think, is super important.” [22:14]

Taylor McMaster on LinkedIn | Facebook | Instagram | YouTube 

Dot & Co. - Onboarding Checklist

Mandi Ellefson on LinkedIn | Twitter | Facebook

Hands-Off CEO – Executive Briefing

In today's fast-paced world, time is everything, and we understand that. That's why we've condensed the best highlights from our conversation with John, ensuring you get the most valuable information without wasting a second. Let's dive right into it!

• The Duct Tape Marketing Methodology and Licensing Program [02:15]:

Say goodbye to random tactics and hello to strategic genius! John unveils the game-changing Duct Tape Marketing methodology, putting strategy front and center. 

• The Fractional CMO System [07:38]:

Ready to conquer the challenge of scaling your business without sacrificing profitability? Say hello to working with multiple clients while maintaining a stellar profit margin of 60-70%. By offering a well-defined package, pricing structure, and system, you can achieve scalability, delegate tasks, and drive vertical growth.

• The Changing Landscape of Marketing and the Importance of the Customer Journey [14:26]:

The marketing world is in a constant state of flux, and you need to stay one step ahead. John and I dig deep into the changing landscape of marketing and emphasize the importance of the customer journey.

Key Quotes:

• The Evolution of Marketing: "The thing that's changed the most that I don't think people pay enough attention to is the way people buy. That's why I spend so much time talking about the customer journey."

• Scaling Your Agency: "By having this repeatable system that you can actually train and delegate and quite frankly, get work done that doesn't have to be done by you anymore. Is how you actually effectively scale vertically, which is what people are trying to do, but struggle with so much."

John Jantsch on LinkedIn | Twitter | Facebook | Instagram

Duct Tape Marketing

Mandi Ellefson on LinkedIn | Twitter | Facebook

Hands-Off CEO – Executive Briefing

Wally Waldron is the founder and CEO of Exitology, a company that helps blue-collar and industrial businesses to optimize their resources and achieve up to 33% annual growth without any extra cost. After observing many business owners locked in their own firms Wally founded Exitology to aid in the liberation of entrepreneurs and provide them the ability to explore other interests. Waldron has generated dramatic growth in several enterprises across a number of industries with his passion and knowledge.

You’ll hear Wally and me discuss these key ideas:

[03:54] Client's Business Soars with Eight-Figure Blueprint

With the aid of a growth strategy program, a client was able to meet their revenue target of $20 million in 9 months while preserving and increasing their profit margins. With the assistance of its growth strategist, the company hopes to hit $30 million in revenue.

[08:23] How to Find the Right Partner for Business Growth

The company provides wealth management, tax optimization, and reinvestment choices. Before engaging in discussion, they extend invitations to their presentations and provide readers with a copy of the book "Exitology" to learn more about their offerings. For a long-term growth journey, selecting the correct partner is crucial.

[12:00] Overcoming Impostor Syndrome: Blueprinting Success Together

A discussion of imposter syndrome and the development of a strategy for working with industrial, manufacturing, and construction enterprises. In the process, trust and language are crucial.

[15:11] Transformative Business Offers Legacy-Building Potential

Helping blue collar business owners unlock potential & pass on legacy while creating value & impact through improved communication.

[17:56] CEO discusses scaling a successful business culture

CEO discusses benefits of team and culture, and how they contribute to successful business scaling efforts.

[24:55] Maximizing Team Building with Kolbe Index

Team building strategy of using Kolbe scores to align with accountability charts, creating breathing room for CEOs to focus on long-term vision and mentor team members towards proper time frames emphasized.

[28:32] Working Smarter, Not Harder: Lessons for Entrepreneurs

To be successful in business, one must trust the process, work smarter not harder, stay focused, and get out of places where one is not successful. The importance of delegating tasks and not getting pulled into the wrong areas of the business is emphasized. 

[37:57] Unlocking Business Success Through Mindset Shifts

Identifying a potential mindset issue and seeking appropriate help can benefit those feeling stuck in their business or personal lives.

[43:55] The Importance of Developing Strong Leaders

Leadership is essential but often lacking in blue collar industries, as shown by stories of conflicts and lack of trust leading to serious consequences.

[46:29] Navigating Company Acquisitions: Lessons in Leadership

Consultancy helps grow businesses, assists in transition bridges and works according to the client’s asks. Good and bad leadership affects the business post-acquisition.

Key Quote:

"If you're feeling stuck or things are not moving in the direction that you thought they needed to in your business and stuff like that, it's worth going through...am I stuck in a mindset trap or have I painted myself into some sort of mindset corner or something like that? And even further, if you find that the answer is yes, then seek the help that is appropriate for you at that time."

Resources:

Wally Waldron on LinkedIn

Exitology

Mandi Ellefson on LinkedIn | Twitter | Facebook
Hands-Off CEO – Executive Briefing

Jeff Ennis is the CEO of a specialized construction surveying company based in Canada. He has over 25 years of experience in civil engineering and land surveying, and he has managed to turn his company around in just one year, doubling its workforce and winning a million-dollar project.

You’ll hear Jeff and me discuss these key ideas:

• Jeff's company provides heavy civil sector surveying services that are a hybrid between civil engineering and land surveying. The unique nature of these services makes it difficult to scale the business. [01:40]
• Jeff's company has added value by offering other services such as drone surveying. “That's just come from us thinking bigger and showing up differently,” Jeff tells me. [03:07]
• “We charge a higher dollar value and we usually get the work because we're more economical than somebody else,” Jeff remarks, “but we're way more profitable because of how productive we are and how efficient we are on site. So that's what it's all about. We're providing really good value.” They also try to stay away from hourly work and focus on providing more value for their clients. [07:05]
• Your client’s success ultimately makes you more successful. This is why Jeff focuses on nurturing a long-term relationship with his clients by helping them to be more efficient and profitable. “We're making them more efficient and profitable. …That's another big mindset: nurture your clients. Don't just look at the one transaction, look at them as being lifetime clients. In our case, we can do that, which is great because as they scale, we're going to help them get successful. They're going to get more successful and they're going to keep making us more successful. So, it's a whole loop.” [07:21]
• The CEO's job is to create the vision for the company and manage the team while delegating other tasks to others. [10:46]
• Hiring Lisa, a skilled operations manager, helped standardize the sales process and elevated the company’s communication systems. Lisa helped with capacity issues and created systems and standard operating procedures. She also helped Jeff's wife to see herself as the CFO of the company, and they are working on creating SOPs to delegate her tasks. “You get that person in here to bring order to that chaos, and that changes everything,” Jeff tells me. [12:05]
• The Kolbe score was used to find an operations manager that complemented Jeff's strengths and weaknesses. In addition, their project management system allows the company to hire staff from anywhere in Canada and operate from anywhere. [18:47]
• Jeff’s company has expanded from being a surveying company to being a growth partner that adds millions of dollars of profit to its client companies by providing a turnkey solution for automating construction sites and a construction survey technician program. They have also partnered with a distributor of equipment and developed an apprenticeship program that can rapidly train surveyors. They’re moving through the Hands-Off CEO exits, the last exit being finding additional profit streams. [26:30]
• The company is looking to reduce the number of projects it takes on per year while focusing on more significant and more meaningful projects. Jeff reduced the number of jobs in his business from 250 to 25, with the goal of working with only 10% of the clients they currently have. This has already led to a doubling of profits and made scaling easier. By simplifying their business model and focusing on high lifetime client value, they have fewer moving parts and less liability. [33:26]
• Jeff's biggest mindset shift was realizing that he couldn't do everything himself and that there were many things he could delegate or automate. [36:52]
• Being around like-minded people, coaches, and mentors can help reset your mindset and pick you up when things go wrong. [38:13]

KEY QUOTE:

“We're showing up in these meetings differently, going after the big long-term projects with the big clients and not being afraid to do that. So, we did that successfully. We beat out every other company in our area to get this work with one of the biggest clients from one of the biggest developers. So that's very exciting. That's just come from us thinking bigger and showing up differently.” - Jeff Ennis

Resources

Jeff Ennis on LinkedIn
Okanagan Survey & Design

Mandi Ellefson on LinkedIn | Twitter | Facebook
Hands-Off CEO

Key ideas discussed include:

• Many people start a business with the goal of making a decent salary and having a stress-free life. However, the concept of a lifestyle business can be problematic, as being a business owner can be stressful and demanding. You can become so consumed with running the day-to-day operations of your business that you miss out on opportunities and experiences, and even miss vacations. [1:58]
• To enjoy greater freedom and a better lifestyle, CEOs must commit to expanding and developing their team. [4:29]
• The missing component for CEOs of lifestyle businesses who want more freedom is implementing accountability structures. [07:29]
• Mobilizing a team based on their goals and aspirations is key to freeing up the CEO from hands-on management and allowing for growth at higher levels. [09:12]
• Build an inspiring vision that people can be a part of. People will only do something if they want to do it, so simply paying them more money will not motivate them in the long run. [12:50]
• “I think that if you don't have someone that's bought into your vision, don't even consider them,” Mandi advises listeners. “It doesn't matter how good of an applicant they are.Tthey're not bought into what you're doing. They're never going to fight for your vision. They're never going to be part of it. Just keep looking.” [14:39]
• To attract and retain top talent you need to build a world-class culture that inspires people to work for your company for reasons beyond just money. To do this, you must prioritize employee well-being and satisfaction. [20:33]
• How John, Barry, and Finn were able to enjoy a happier lifestyle by embracing the hands-off approach. [21:23]
• “We need to be able to have that ability to be able to step back and have this business to continue, generate income for ourselves, income for everyone on our team, and not have to just completely pause it or shut it down or any of those things when life does happen,” Mandi remarks. [34:30]

KEY QUOTE:

"The reason why you can generate more growth in the business is because it's not directly tied to your time. That's how you remove yourself as the bottleneck to growth, and it allows you to create that next-level lifestyle that you really want and the reason why you started the business in the first place." - Mandi Ellefson 

Resources:

Mandi Ellefson on LinkedIn | Email | Twitter

Ross Mayfield

Episode 65 - How Shifting From Freelance To CEO Added $1M Of Growth To This Startup Consultancy with Josh LaMar and Marcelo Chinellato

Hands-Off CEO

Key ideas you’ll hear:

• Mandi is writing a book called "Hands Off CEO" which shares the transformation processes her clients go through. [3:22]
• The book shares a story of Tanya Corby McLeod, a CEO who was able to get her weekends back, find more profit, and delegate her business to her team with the help of Scale to Freedom. Despite facing personal tragedy, Tanya's business continued to run effectively, and she was able to take time off without worrying about the company. Tanya was able to sell her company to her team and apply the same principles and systems to her husband's ten inherited companies. [4:05]
• The aim of Scale to Freedom is to support clients in creating a sustainable business that acts as a wealth-building asset and provides opportunities for their team. [12:11]
• CEO's #1 job is to work on the vision and inspire the team. [21:22]
• The biggest challenge holding back growth is often the CEO themselves, who need to become better leaders, oversee management structures, and uplift the culture to create accountability. [27:35]
• Culture change can happen quickly in a matter of weeks and is often a mindset issue and opportunity to shift. [28:58]
• The CEO's focus has to shift from doing things themselves to getting the same or better performance from others. Shift from managing people to managing agreements and build a team of people who can define success. [30:05]
• Hire people with a sense of urgency to build a culture of urgency towards executing the company vision. [31:05]

KEY QUOTE:

“There's this expectation that we need to manage people, and the reality is we can't manage people. You cannot manage a person. All you can do is manage an agreement between people.” - Mandi Ellefson

“What we're about doing is helping them bring their very best gifts to the world in a bigger way, to really unlock their ability to impact the lives of others by generating more growth, sustainability and profits in their company.” - Mandi Ellefson

Resources:

Mandi Ellefson on LinkedIn | Email | Twitter

Ross Mayfield

Hands-Off CEO

Sharon Toerek is a marketing law and IP lawyer serving agencies through her company Legal + Creative | Toerek Law. She is also the host of the Innovative Agency Podcast. She is a former President of AAF Cleveland and serves on the American Association of Advertising Agencies (4A) Legal Consultant panel. With expertise in IP protection, marketing agency relationships, and social media laws, Sharon writes and lectures on these topics in the advertising industry. 

Key Ideas:

1. “We spend a lot of time helping agencies understand and plan for the fact that the intellectual property they create is not only a bargaining chip in the agency-client contract negotiation, but you're also creating assets for yourself,” Sharon tells Mandi. Agencies need to protect their intellectual property as assets for future monetization and efficiency. [4:50]
2. The biggest mistake in contract negotiation is not treating it as part of the client experience and not planning for it. Focusing on the "3 Ds" (dollars, deliverables, deadlines) is easy, but you can miss important details in the Master Service Agreement. Contracting with clients requires thoughtfulness; it can be streamlined with good upfront processes and systems. [5:42]
3. Essential elements to be included in Master Service Agreement:
4. Term and termination
5. Intellectual property language, IP ownership and transfer, ensuring work rights are assigned only after payment
6. Reserving IP right for agency, carve out of IP language and proprietary information
7. Liability and indemnification, capping party's liability based on revenue
8. Exclusivity and restrictive covenants, non-solicitation of each other's talent [10:25]
9. Mandi remarks that agencies struggle to use case studies as they are not allowed to share the results of their work with clients. This creates a lack of feedback loop which is crucial in improving their work. As such, she believes that you should not even consider working with clients who won't allow your agency to use their case studies as reference. [14:21]
10. As agencies grow, they will need to rely on freelancers, contractors, and partners to service their clients. This requires having well-drafted agreements in place to solidify these relationships and protect all parties. Agencies should be systematic about training their team on their legal infrastructure and Master Service Agreement to avoid conflicts with clients. [17:45]

KEY QUOTE:

“It's inevitable that your business is going to expand more quickly than your internal team does. So, inevitably, you're going to need freelancers, contractors, strategic partners to help you service particular projects or clients. You need to be thinking about the documents and agreements that will solidify those relationships and protect all the parties, not only because you want to protect the agency, but because if you've made a promise to the client in your contract with them, it really needs to be reflected in your agreement with these other parties.” - Sharon Toerek

Resources

Sharon Toerek on LinkedIn | Twitter | Email

Legal + Creative

Megan Huber is a scalability expert for coaches and expert-based businesses, specifically those that are teaching based on a curriculum-based learning model. Her organization, Structured Freedom, transforms hustling entrepreneurs into successful leaders and CEOs. Megan is a great resource for coaches looking to scale their business.

You’ll hear Mandi and Megan talk about:

1. When clients first work with a business, they assess the quality of service and the experience during the first 90 days. Megan stresses the importance of building trust and a new relationship with them. [2:41]
2. Client success is not only about achieving great results but also about client satisfaction and loyalty, Megan explains. The pillars of client success include onboarding, retention (meaning clients are engaged and participating), expansion (meaning they're buying other products or services), and advocacy (meaning they're spreading positive word-of-mouth about the company). [7:00]
3. The idea that a higher-paying client will have a higher commitment level is not always true. Clients are already filling up their time with something, whether it is useful or not. As a service provider, it is important to provide clients with the environment, tools, skills, and knowledge to fulfill the promise made to them, but also to understand that resistance will come up in the minds and emotions of the new clients. [14:54]
4. “Never Lose Another Customer" aligns with Megan’s observations that the majority of drop-offs happen in the first 90 days. In her previous role as Director of Client Success for a large-scale coaching company, she observed a significant drop-off in participation and engagement around 2.5 to 3 months into the program. She and her team investigated this phenomenon and found that it was related to a specific concept, the “ideal client,” that caused confusion and embarrassment for some clients. [20:17]
5. There are seven forms of communication that are important in the onboarding process. These include trust, introducing clients to the team, setting expectations, providing a clear roadmap, providing tools and resources, creating accountability, and fostering a sense of community. By incorporating these forms of communication, companies can help prevent drop-offs. [29:21]

KEY QUOTE

“It's really empowering for your clients to take the ownership and think for themselves so that they are not so reliant. Because if they're reliant on you, at some point, they're going to get really resentful because something is not going to go the way they wanted it to.” - Megan Huber

Resources

Megan Huber on the Web | YouTube

Never Lose a Customer Again: Turn Any Sale into Lifelong Loyalty in 100 Days

Key Ideas:

1. One of the barriers to building a multiple million dollar company that can run without you is the freelancer mindset that many CEOs have. Many of them often fall into the trap of thinking everyone is there to help them, rather than to serve the vision. Not only does this hinder effective collaboration, but it’s also dangerous; if your team hasn’t bought into the vision, they’ll be more likely to leave if someone else comes along and offers them a bigger paycheck. [0:52]
2. You need to know what level of staff you need. Hiring at too high of a level is more likely to result in failure. [2:42]
3. It’s more effective to hire leaders, not doers. Leaders are self-sufficient and prefer to take initiative rather than wait to be told what to do, which generates growth for you because it frees up your time. [5:11]
4. “The less I do, the more I make.” Let that be your new mantra; as you do less in the business and more on the business, your clients get better results and stay longer with you, which in turn makes it easier to sell to new clients as you become more confident. [6:54]
5. You can’t manage people, but you can manage agreements. It should be clear to everyone what they’re accountable for, what the quarter goals are, what’s expected of them to accomplish those goals, etc. [7:58]
6. A good profit margin for a consulting agency can go as high as 60%. [10:05]
7. “If you're not willing to invest ahead to be able to get to where you want, you're going to stay stuck in the same patterns.” [11:16]

KEY QUOTE

“At the core, [building a powerful team] comes down to knowing what you want, sharing your vision, and having written agreements that you can manage, as opposed to just trying to manage the person.”

Resources

Mandi Ellefson on LinkedIn | Twitter | Facebook

Hands-Off CEO - Executive Briefing

Key Ideas:

1. It is common for CEOs of consultancy firms to rake in loads of money without retaining much profit, which ultimately diminishes over time. Their accounting may even be wrong. Mandi discusses why this happens. “If you don’t know [how much profit you’re actually bringing into your business]... you don’t have an accurate benchmark to start [growing your company from],” she adds. [1:01]
2. When calculating your profit, start with your gross sales. [2:08]
3. The market rate of a CEO who is able to generate millions of dollars of growth in their company is much more than $100,000 a year. [2:55]
4. Having low profits as a CEO does not mean that you’re not making good money or that your company isn’t good - it just means that there is a wide gap, and therefore an opportunity, to create a sustainable business that you’ll be able to run hands-off. [4:56]
5. Before cutting down costs and generating more sales to increase profit, consider this: with your current offer, are you generating enough income from your existing clients and the news ones you’re onboarding to reach your goals? [5:44]
6. Gross profit margin refers to how much each individual client project costs to deliver before your overhead. [7:56]
7. The Hands-Off CEO team helps clients build an irresistible offer in four weeks. They have helped beauty and skincare brands generate $10 million of profitable growth using this process. [9:37]

KEY QUOTE

“[You double] gross profit margins by getting really clear and focused on what direction you want to grow your business in.”

Resources

Mandi Ellefson on LinkedIn | Twitter | Facebook

Hands-Off CEO - Executive Briefing

Key Ideas:

1. If you haven’t established clarity in your vision, it’s easy for your business to end up taking detours. You may eventually reach the right path, but not without wasted time, energy, and resources. Creating a clear vision is the first step to selecting the right scalability plan.
2. Adding a couple hundred thousand dollars to your business doesn’t require the robust plan that adding $5 million does. 
3. You need to look for a roadmap that considers your business model, what you want your life to look like, the profit you want to take home, and how many hours a week you want to work.
4. You can draw inspiration from successful business leaders who have scaled businesses similar to yours.
5. How can you increase your fees up to 600%? Hands-Off CEO has the answer. Mandi invites listeners to the annual growth planning workshop hosted by Hands-Off CEO to help clients take their businesses to the next level. 

Resources

Mandi Ellefson on LinkedIn | Twitter | Facebook

Hands-Off CEO - Executive Briefing

Key Ideas:

1. Most approaches to scaling a consulting agency are actually more applicable to scaling a general company - they don’t account for the nuances of a consulting agency. 
2. Many operational challenges in a consulting agency are actually sales challenges. The root problem is the abundance of variability in the services you offer due to how you generate clients. If you’re only relying on referrals, it can keep you in an entrapment growth model where you keep delivering whatever you get asked to do. You can’t build repeatable processes around that much variability.
3. To avoid getting stuck in the entrapment growth model, you need to curate a compelling offer with an equally compelling outcome. One of the first steps to doing this is identifying who your ideal client is.
4. When you help a client see a bigger vision for their company and services, they’re willing to pay more and invest sooner. 
5. After creating your client map that clearly articulates your compelling offer, you should pass it on to your operations leader, who can now use it to operationalize your services so you can be more hands-off.

Resources

Mandi Ellefson on LinkedIn | Twitter | Facebook

Hands-Off CEO - Executive Briefing

Key Ideas:

1. The challenge with delegating ownership is that if you don't scale the right way, you'll find that your client results start to decline, Mandi shares. Oftentimes, you can find yourself in a position where you need to be hands-on with the project in order to fulfill promises you make to clients. This is the entrapment cycle. [2:38]
2. “One of the things that we've noticed is that a company can have a really great operations leader, but if they don't have years of experience operationalizing a custom high ticket service, then they're going to really struggle to be able to make that work in the company,” Mandi explains. [5:11]
3. Hands-Off CEO helped one of their clients, Jack, reposition their business to a subset of the part of the business that they were already doing, and create a compelling offer. This enabled them to bring in multiple six figure types of clients. [9:06]
4. You don’t hire strategists - you train them. [11:07]
5. Many CEOs mistakenly believe that they manage people. 
6. In fact, they manage agreements between people. This mindset makes it easier to define and communicate what success looks like and what expectations leaders have for their teams. [12:42]

Resources

Mandi Ellefson on LinkedIn | Twitter | Facebook

Hands-Off CEO - Executive Briefing

Key Ideas:

1. Very few business women ever reach 7 figures in their company. 
2. “Whenever there's a certain goal that we are shooting for, the gap [between it and us] personifies itself as something external, but the biggest reason we don’t have it is because we are not being the person who can actually have that yet.” Mandi talks about how she used to allow the limiting belief that she couldn’t be successful professionally and have a happy marriage affect her personal life, and how she overcame it.
3. The build-up and breakthrough cycle in business shows up as recurring patterns of frustration or challenges you can’t seem to beat, but they’re actually lessons in disguise. As soon as you find the lesson and learn it, you shift into a different leader and gain access to doors that were previously closed to you.
4. How does the leader who works 30 to 40 hours a week show up? Mandi encourages listeners to reflect on their breakthroughs and figure out the patterns that will elevate them to becoming a hands-off CEO.

Resources

Mandi Ellefson on LinkedIn | Twitter | Facebook

Hands-Off CEO - Executive Briefing

Key Ideas:

1. Taking deep breaths to center yourself grounds you in the present and helps you see past your fear. Mandi describes how she was able to shift from fight-or-flight to a place of calm. “I went from suffering to surrender,” she explains. This shift changed her perception of the experience, not the experience itself. [5:09]
2. As you scale, the challenges don’t become easier; they become larger. What changes is our ability to cope. We become so adept at managing them that they seem small as we continue to grow. [6:23]
3. People tend to react to fear in three ways: resistance, avoidance, or owning it. [7:35]
4. The word ‘responsible’ actually refers to the ability to respond. Being responsible allows us to create anything that we want and do it on our own terms, proactively. [10:19]

Resources

Mandi Ellefson on LinkedIn | Twitter | Facebook

Hands-Off CEO - Executive Briefing

Mandi Ellefson is discussing why popular scaling advice is terrible for consulting agencies. She shares insights about marketing, systems, and what you should actually do to scale.

You’ll hear Mandi talk about:

1. “Do you really want to systematize and accelerate a process that's just getting okay and mediocre results?” Mandi shares a story about a company that grew from referrals, but was challenged when they attempted proactive marketing. [1:25]
2. “Your marketing could be telling stories to support the promises you make to clients,” Mandi says. “With a clear and compelling message, you can then build a solid go-to marketing strategy that can work even with the coldest of traffic.” [6:14]
3. “If you don’t have the cash flow and profit to pay people to replace yourself, that's what keeps you, as a CEO, stuck in your business.” In order to be sustainable, you have to have enough of the right systems. [8:57]
4. “Do you really want to go out and sell something if you're not sure it's going to work?” Mandi discusses the integrity of scaling when you’re not sure of your product. [11:30]

Resources

Mandi Ellefson on LinkedIn | Twitter | Facebook

Hands-Off CEO - Executive Briefing

You’ll hear Mandi talk about:

• Convincing someone to do something: they have to want to do it, and money isn’t the most reliable incentive. [1:32]
• The food chain of passion. “If you don’t have a lot of passion, then neither will your team.” [3:43]
• The secret to growing your company beyond you. “What is the bigger reason for why you're scaling? What is the impact that you could potentially be making in the world?” [5:27]
• How an inspired team affects performance and engagement. “I am here because I love [the company], I'm inspired by it, I'm excited, and I don't feel like I'm working.” [7:29]

Resources

Mandi Ellefson on LinkedIn | Twitter | Facebook

Hands-Off CEO - Executive Briefing

Key Ideas:

1. Quarter 4 is when your clients and prospects are pulling out their budgets, Mandi says, and thinking about what they can do differently in the upcoming year. “Most consulting agencies are too busy to take full advantage of this buying season,” she claims. “They’re very reactive during this time… meanwhile your proactive competitors are reaching out to all [your] prospects.” [1:07]
2. Your job as the CEO is to proactively look ahead for ways to grow the business. If you’re too busy running it, you won’t have time to grow it. [2:39]
3. Hands-Off CEO helped a client create an irresistible offer for the most profitable clients in their business within 90 days. Their sales conversions went through the roof, allowing them to tap into their existing network and even some of their existing clients. Now, they’re able to bring in clients at $20,000 a month. All this came from the CEO having the time and focus to go after business, knowing and trusting that his team could follow through. [3:23]
4. According to Mandi, getting out of account and project management frees up about 20 hours per week, depending on the size of the company and how involved the CEO already is in the day-to-day of them. [6:29]
5. You need to ensure that you actually have the financial foundation in your company so that your profitability increases as you scale. [8:26]

Resources

Mandi Ellefson on LinkedIn | Twitter | Facebook

Hands-Off CEO - Executive Briefing

Key Ideas:

1. Mandi’s own experience can attest to the benefits of an executive assistant, as hers was able to free up no less than 20 hours per week by doing a lot of the soul-sucking tasks that Mandi hated doing. CEOs should keep in mind, however, that it should be a long term position. An EA isn’t there to only get the little things off their plate [2:18]
2. One of the roles of a CEO is sourcing good talent. This doesn’t mean you have to be hypervigilant; it means your team can run a hiring process completely without you, and you can just show up in the last stages. [5:00]
3. A good EA should be able to protect you, your schedule, and your energy from all the outside influences trying to get at you, Mandi shares. [10:39]
4. If hiring a remote EA, consider hiring someone in the same timezone as you. Think about the longevity of the position; this is someone you’re going to want staying for 3+ years in the company. Would they stick around if your waking and working hours are bedtime in their timezone? [21:31]
5. Mandi recommends having candidates perform a Kolbe A assessment, which measures the instinctive ways you take action when you strive. Look for someone with a high Fact Finder score, especially one whose score is six or above. Ideally, you want someone whose score is at least a couple points higher than the CEO’s. [27:55]

Resources

Mandi Ellefson on LinkedIn | Twitter | Facebook

Hands-Off CEO - Executive Briefing

Kolbe A Index

Key Ideas:

1. Trends are changing in the staffing industry, Mandi claims. Recently, it hasn’t been as competitive as it has in the past. Through paid advertising, you’re likely to find some really good candidates on LinkedIn. [4:06]
2. If you could spend ten extra hours a week generating more sales, how much business could you bring in? Hint: it might be in the millions. Hiring an executive assistant to take care of the busy work frees up your energy and mental bandwidth so you can focus on tasks that are going to grow your company. [5:50]
3. As a CEO, you should have an experienced EA. This doesn’t necessarily mean someone with 2 decades under their belt, as they may not be up to speed with a lot of software or not excited to learn new things. You also need someone who fits your culture and values. [9:39]
4. Avoid hiring people who are fractional resources. “I encourage you to have this role be 30-40 hours per week, [more of a] full-time job,” Mandi advises. It’s not that they can’t have other side hustles, but as EA is a role that requires you to have 100% access to them when you need to, your hours should match. [14:45]
5. When screening EA candidates, you should ask specific questions and pay attention to the responses. Those that go into detail are usually more suitable; those that give vague answers are typically bluffing. [21:28]

Resources

Mandi Ellefson on LinkedIn | Twitter | Facebook

Hands-Off CEO - Executive Briefing

Hiring for Attitude by Mark Murphy

Topgrading by Bradford Smart

Key Ideas:

1. Use direct outreach to make money quickly if you’re in a bind and need to bring in more clients. It’s a good strategy to use as you build up your company, when you need to test new offers, or when you’re pivoting your company. [3:04]
2. “We want to move away from reliance on referrals.” Mandi says. Referrals are great, but they bring challenges that make it very difficult for your company to be sustainable if they are the only lead source that you have. “I would look at referrals as being a way to… target the right prospects and get them further up the funnel.” [4:40]
3. The five variables you need to make cold outreach work are targeting, an attention grabbing hook, a compelling, nurturing process to educate and build desire, an irresistible offer, and a qualification process that paints an expansive vision. [6:45]
4. Managing cold traffic goes through three phases: attracting, nurturing, and closing. [9:37]
5. Mandi describes the ideal executive briefing. “[It’s] an opportunity for you to help your prospects understand their problem at a deeper level than they could on their own and show them an alternative way to… generate much better results.” [14:26]

Resources

Mandi Ellefson on LinkedIn | Twitter | Facebook

Hands-Off CEO - Executive Briefing

Key Ideas:

1. A CEO is responsible for providing vision, accountability, and support. Vision encompasses growth strategy, mission, and culture; accountability involves setting and managing agreements, and support refers to the training and material support that employees need to be successful. [4:17]
2. Most CEOs struggle when it comes to accountability and what it means to hold their people and themselves accountable. “People are not really manageable, but agreements are,” Mandi shares. “You can have agreements between two parties and manage those agreements - that's how you drive accountability.” [11:27]
3. CEO productivity is not defined by what the CEO can do with their time but by getting work done to other people. [12:47]
4. The entrepreneurial operating system (EOS) is the foundation for operating your business based on agreements, as described by the book Traction. Though it’s a useful and practical guide, companies below $3-5M shouldn’t put all of their time and energy into implementing all the tools in EOS. At that stage, they should expand their vision and install accountability pieces. [13:15]
5. The integrator role in the EOS assigns too much responsibility to one person in a growth stage company. Instead, having an operations manager who works with a CFO is much more suitable. [15:18]

Resources

Mandi Ellefson on LinkedIn | Twitter | Facebook

Hands-Off CEO - Executive Briefing

You’ll hear Mandi, Jaco and Jon talk about:

1. BroadVision Marketing positions themselves as their clients’ concierge, but they’re not sitting across the table from you - they’re walking by your side towards your goals. It’s apparent to them early on whether a business owner is truly engaged in their business or whether they just started it to have a job. [4:56]
2. Whenever you put a guarantee behind something, it differentiates you from the competition. [8:38]
3. Jon and Jaco discuss the importance of teamwork in their operations. “What we’re finding is that if you enter an entire account around one person, they’re only getting one exaggerated talent,” Jon shares, “whereas if we approach the client as a team, the clients benefit from multiple different talents.” [18:34]
4. Humans and companies tend to take for granted what's special about themselves. Because they’re so used to their talents, they don’t realize they’re bringing something other people recognize as valuable. [29:36]
5. Jaco talks about advice from the Hands-Off CEO program that changed his way of thinking. “[Mandi] made the statement, ‘just be aware it may be your third or fourth candidate before you’re successful.’ … “It’s a totally different mindset.” [37:31]
6. Having peers to bounce ideas off of is invaluable. [41:22]

Resources

Jaco Grobbelaar on LinkedIn | Twitter

Jon Sooy on the Web | LinkedIn | Twitter 

BroadVision Marketing

Mandi Ellefson on LinkedIn | Twitter | Facebook

Hands-Off CEO - Executive Briefing

Key Ideas:

1. Mandi shares how she first started seeing business as a vehicle for building wealth. [2:12]
2. “We had seen all the advice about buying into the stock market in your 20’s… and we made a conscious decision to wait and invest in our earning potential,” Mandi says. She and her husband were able to uniquely build their wealth even before her business went big. [5:47]
3. Only 1% of businesses are actually sellable, Mandi claims. Even when business owners do sell, they often don’t get the value they want when exiting their companies. Hands-Off CEO has helped their clients sell their businesses for more than they could’ve ever imagined by growing profits. It’s not just about generating more sales - you need to first expand your gross profit margins and use that to generate the cash to scale. [8:08]
4. Changing your client’s perception of you from a cost center to a profit center is the key to quadrupling your fees, eliminating price resistance, and attracting the highest-paying clients in any market climate. [10:03]

Resources

Mandi Ellefson on LinkedIn | Twitter | Facebook

Hands-Off CEO - Executive Briefing

You’ll hear Mandi and Karen talk about:

1. Karen had a big vision of supporting people in her home country and generating over 1000 jobs through her agency. This is one reason why her company has been so successful. “We focus everything back to what our infinite purpose is… [generating] these little islands of happiness, and [creating] the best possible job to have and a culture that empowers people.” [1:42]
2. You will always have an obstacle to face, and if you don’t know what you’re doing, anything can throw you off. Having a clear vision paves the path forward for your business. [5:44]
3. The pandemic brought lots of companies to their knees, forcing them to cut salaries and layoff employees. Hite Digital’s exceptional foundation allowed them to escape this fate. It was a hectic time, but they all stayed sane because they understood and trusted in the commitment of the leaders. [10:08]
4. Your legacy isn’t found in your wealth, but in the impact you make. What you do with the opportunities you are given will outlast you and leave your footprint behind. [18:25]
5. Learn from other people’s failures and share yours; this is one of the best ways to grow. Take lessons from the proven processes that other people have developed over decades of trial and error. [23:40]

Resources

Karen Hite on LinkedIn

Master Hackers

Mandi Ellefson on LinkedIn | Twitter | Facebook

Hands-Off CEO - Executive Briefing

Key Ideas:

1. “The next level of growth [doesn’t] come from the amount of work you’re individually doing, but from the influence that you have over others and their ability to get work done through you,” Mandi shares. The essence of leadership is generating unlimited productivity through other people. [1:54]
2. Top leaders are decisive. They don’t procrastinate making decisions and are able to objectively assess and evaluate all the necessary factors before making those decisions. They may grapple with fear and uncertainty, but feel the fear and do it anyway.. [6:16]
3. If you want to mobilize people, you need to rally them around your vision. A Top CEO’s expansive vision is what sets the trailblazers that are creating the products and services that change ives apart from businesses that will stay small. [10:32]
4. No one likes to be taken for granted. Be grateful for and celebrate those who help you grow from your colleagues to your team members. Giving praise where and when  it is due motivates your employees, and they become more committed to doing their best. [14:40]
5. We’re moving into a recession, and that is scary, but we can take our companies and teams to amazing places if we’re working from a place of abundance. [19:10]

Resources

Mandi Ellefson on LinkedIn | Twitter | Facebook

Hands-Off CEO - Executive Briefing

Key Ideas:

1. Entrepreneurs are always the people who get left for better, easier or more lucrative opportunities - they never get to leave and that can be disheartening. Don’t get discouraged when key people leave your agency: you were part of their journey, and they were part of yours. For as long as they are a great fit and they stay with you, get as much value from them as you can. [9:20]
2. If you want to attract the best clients, and make the highest profits, you need to minimize risk and increase quality as much as possible as you scale. Gray talks about the 5 key elements you need to understand and be using them in all areas of your business. A trap to avoid is too much customization - custom doesn’t scale. [16:38]
3. If you take anything away from this episode, it's this: To continuously make your service better and more profitable, you need to look at it like a scientist would. Solve the same problem again and again by constantly imagining: what would make this better? How do we turn our standard service into all-star service, and then how do we level up from that?. [23:31]
4. When you know it’s time to make a change, it’s time to make a change, and the smartest move is often to hire experts to implement a new system, like ClickUp. It’s often not worth eating up your team's bandwidth when there are experts who can get you exactly where you need to be. That’s the foundation Graw has built his business on: breaking through “it’s how we’ve always done it” and into systems that are truly gold standard. [30:15]
5. When you’re starting a new initiative, you need to think about the costs of implementation - and also the cost of NOT implementing. You need to know your vision, and how different projects are going to impact it. When you take on projects internally that you aren’t equipped for, the opportunity costs can be extraordinary. Take the long view when considering your investments in your company. [34:30]

Resources

Gray MacKenzie on LinkedIn | Twitter

ZenPilot

Mandi Ellefson on LinkedIn | Twitter | Facebook

Hands-Off CEO - Executive Briefing

Clickup

You’ll hear Mandi talk about:

1. Mandi shares an example of selling the wrong package at the wrong time. [1:16]
2. Hands-Off CEO takes their clients through an intensive and thorough process to generate growth. “It used to take us 6 to 9 months to actually help our clients implement this in their business, now we can do it in about 3 or 4 weeks.” [3:03]
3. “What you should be doing is looking at what you can sell that will maximize the commitment from your clients,” Mandi advises. She describes why going for the easiest sale may not do you any favors. [5:17]
4. You need clients who are willing to stick around for the long haul - if you don't have that commitment level, you're going to be selling them every month, over and over. [6:35]

Resources

Mandi Ellefson on LinkedIn | Twitter | Facebook

Hands-Off CEO - Executive Briefing

You’ll hear Mandi, Nikole and Ashley talk about:

1. Typically, businesses reach a point where their CEO is asking questions like: How much money can I take out of the business? How much can I pay myself? When can I hire the next employee? When can I offer benefits? Nikole shares how Momentum Accounting helps leaders answer these questions. [2:55]
2. Pricing is the easiest low-hanging fruit you can change, Nikole says. Raising your prices and providing more value to your clients is going to significantly impact your business. “If you’re [not] continually trying to add more value and more services, you’re not going to grow.” [11:39]
3. Ashley explores what to look for when bringing in a financial professional. “You definitely want [to work with] someone you’re comfortable with,” she suggests. There are a lot of complex emotions around money that may cause some insecurity, and the right fit will make you feel comfortable to share what's actually going on in your business. [21:18]
4. Mandi and Ashley discuss what CEOs need to consider before exiting the financial side of the business and the importance of invoicing. [33:47]
5. You should be spending 2-4% of your revenue on your accounting and finance function, according to Nikole. Additionally, there’s a diverse array of service providers in the accounting space, and everyone does things differently, so you should shop around when hiring a financial professional. “Don’t just go with the first person that raises their hand or [the first person] you get referred to.” [43:20]

Resources

Momentum Accounting

Ashley Carroll on LinkedIn

Nikole Mackenzie on LinkedIn

Mandi Ellefson on LinkedIn | Twitter | Facebook

Hands-Off CEO - Executive Briefing

You’ll hear Mandi talk about:

1. What is happening in the global marketplace that is impacting how services are sold, and what people are willing to pay for them. [01:50]
2. How you can increase market share and your prices by leading with quantifiable results. [04:05]
3. Thinking through your business failure points and what might prevent you from hitting it out of the park with a client. These are your screening points for who you work with. Turn away work that you can’t guarantee success for. [7:55]
4. The questions you need to ask yourself to make sure you’re working with the right people, and able to provide the right results. [9:05]
5. The value of certainty. We’re all willing to pay more for what we’re sure is going to work. [11:30]

Resources

Mandi Ellefson on LinkedIn | Twitter | Facebook

Hands-Off CEO - Executive Briefing

7 Biggest Mistakes in Scaling your Service Buisness

You’ll hear Mandi and Kristen talk about:

• One of the top reasons for team dysfunction is that context isn’t being shared properly, Kristen says. In their desire to be transparent, a lot of business owners and executives are sharing a lot of information, but not everybody in the organization has the context they need to properly interpret it. This ends up causing more conflict in the team than you might expect. [3:27]
• Kristen shares what a new hire’s experience should be like on their first day. [13:29]
• “The high failure rate for hiring could be prevented if people took the time to outline their expectations,” Kristen advises. In the onboarding process, you should have a checklist of what you require a new hire to do and what success looks like. [23:06]
• Kristen gives insights into an effective hiring process. “Hiring for a small business is going to look different than for a large business.” Employees going into large businesses with prolific track records have had large support systems at other large businesses, and there is no guarantee that they can achieve the same results doing it all by themselves. [27:39]
• Mandi and Kristen discuss the importance of a cool-off period. When circumstances occur that trigger your emotions, you shouldn’t react immediately. Take time to get out of the emotional high and reflect on the situation - you don’t want to burn your bridges. [37:54]

Resources

Kristen Gallagher on LinkedIn | Twitter

Edify 

Mandi Ellefson on LinkedIn | Twitter | Facebook

Hands-Off CEO - Executive Briefing

You’ll hear Mandi talk about:

1. The challenges that arose in the spring of 2020, and how she helped her clients navigate it using the Power of One formula. “We went right back to the foundations - one client, one painful problem, one outcome.” [2:24]
2. Maintaining your footing within a shifting market. Mandi shares an example of how changing your client type can lead to better outcomes. [3:11]
3. How she helped a client raise their fees and retain the interest of investors. [5:53]
4. Creating your ‘abundance bubble’ and scaling to freedom. It’s now more important than ever to be very intentional about where you’re putting your energy, Mandi says. You should surround yourself with other successful CEOs who are focused on constant growth and improvement. [8:07]

Resources

Mandi Ellefson on LinkedIn | Twitter | Facebook

Hands-Off CEO - Executive Briefing

You’ll hear Mandi and Micheal talk about:

1. Every consultant could use some advice on keeping the pipeline full in a consulting agency, Mandi claims. Michael gives insights about how your mindset affects your outcomes. [2:05]
2. Being dependent on referrals may not always be wise. “You can get referrals, but they’re not always the kind of referrals you want, and you can’t really predict when they’re going to come in,” Mandi says. She and Michael explore the dangers of over-reliance on referrals. [5:48]
3. Most of the common marketing practices seen online are geared towards individuals and very small companies, not organizations. The tactics and strategies used to reach buyers of consulting and advisory services are markedly different, Michael points out. [15:03]
4. Michael discusses how communicating effectively and providing value to your clients drastically affects your relationships with them. “When you start off the relationship delivering a lot of value by sharing [your] unique perspectives with your ideal client, they start to see you as different. And when you do that through the frame of ‘everything you're delivering is specifically for them,’ that’s the game-changer.” [19:53]
5. Consultants tend to be more conservative and risk-averse, according to Michael. “They come from backgrounds in the corporate world or in organizations where they weren't always rewarded for taking big risks,” he comments. [25:09]

Resources

Michael Zipursky on LinkedIn | Twitter

Consulting Success - Podcast

Mandi Ellefson on LinkedIn | Twitter | Facebook

Hands-Off CEO - Executive Briefing

You’ll hear Mandi talk about:

1. Before you even hire an operations manager, your company has to be ready for it, Mandi says. “Your company has to be at a place where you know what you're selling, who you're selling it to, and the foundations of the business.” [2:15]
2. Mandi shares the importance of attracting a top performer. [3:43]
3. “One of the best ways you can attract better talent is by becoming a better leader.” If you’re a level six CEO, you’re only going to be able to attract a level five operations manager - no one beyond that will want to come into your company. [5:33]
4. If you’re not clear on the what and the why that drive your company, you’ll face difficulty getting the who you want. When you gain clarity on those things, including how you service your clients, you can use it as a screening process in finding the perfect candidate. [8:11]
5. The challenge with having an experienced operations manager is that they will be used to working in larger companies with more resources, which may actually make them useless in your company. [10:49]

Resources

Mandi Ellefson on LinkedIn | Twitter | Facebook

Hands-Off CEO - Executive Briefing

You’ll hear Mandi and Zac talk about:

1. “If you aren’t doing the right things in the right order, it can screw things up… The thing that makes businesses work is working together toward a common end.” Zac and Mandi underline the importance of building a business in sequential order. [3:54]
2. In delegating to an operations manager, you are giving them ownership and ability to run your company and oversee all of the service delivery. [5:30]
3. The mantra at Hands-Off CEO is bring solutions, not problems. “[We bring solutions to] the problems surrounding the implementation of the vision,” Zac clarifies, “so they’re not actively out there looking for every potential problem that you could have, because that's an exhausting job that will demoralize anyone.” [11:03]
4. Effective operations managers are the ones championing the creation and innovation that frees up the CEO. Zac shares the biggest difference between operation managers with the ability to run the business and ones who never move upward. [15:49]
5. High performing teams readily share tasks and responsibilities among themselves, Zac says. “If [someone] gets a task outside [their] strength but [inside their teammate’s], they can go to [them] and say ‘Hey, what do you recommend?’” [26:07]

Resources

Zac Stucki on LinkedIn 

Mandi Ellefson on LinkedIn | Twitter | Facebook

Hands-Off CEO - Executive Briefing

You’ll hear Mandi and Zac talk about:

1. “A lot of times, businesses misunderstand what operations is all about,” Zac claims. He describes the connection between sales and operations. [3:14]
2. One challenge in the hiring process is aptly determining if you’re going to get the quality of employees you need to bring your company to the standard and performance you envision. “Oftentimes, what you’re going to [do] is bring in someone you can elevate to that level,” Zac shares. [5:13]
3. Being more assertive and articulate about your vision helps your team gain clarity on how to execute it. [10:26]
4. The biggest resistance is not showing up, Mandi finds. She and Zac explore how this affects the company. “When you have an ops manager or any leader on your team resisting development, you should be concerned,” she advises. “If they’re not eating it up with a big spoon… it’s a sign of their inability to look at themselves.” [16:37]
5. The Great Resignation is inspired by people who are tired of showing up to work every day just to make someone richer. Mandi explains why it’s important to ensure your workplace is one that is driven by a higher purpose than just money. [23:25]

Resources

Zac Stucki on LinkedIn 

Mandi Ellefson on LinkedIn | Twitter | Facebook

Hands-Off CEO - Executive Briefing

You’ll hear Mandi talk about:

1. Mandi shares the idea behind exiting. “The whole point of removing yourself… is so you can be working on the business and not in it. That’s where you can be generating these million-dollar ideas, rather than being the one mired down in the minutiae.” [1:45]
2. “Consultancy agencies are very difficult to scale because it’s very much dependent on you,” Mandi claims. She explains why. “You created the company, so everybody sees the company as you.” [4:52]
3. Mandi describes one of the programs that her Scale to Freedom clients go through. “We work with the CEOs… on how to build an offer that will scale more profitably and generate the cash to hire the people to actually move through these exits.” [13:20]
4. Exit 3 allows you to accelerate lead flow and sales, Mandi says. “That doesn’t necessarily mean you as the CEO will completely let go of sales - I wouldn’t recommend it until your process is really tight,” she adds. “I've seen consulting agency companies do that - I've seen a lot of them try to jump right to exit three without getting the foundations in place, and it’s a disaster.” [18:57]
5. When you can remove yourself from client strategy, your company becomes infinitely more valuable. “At this point, your company becomes more of an asset that’s a whole lot less driven by you.” [24:43]

Resources

Mandi Ellefson on LinkedIn | Twitter | Facebook

Hands-Off CEO - Executive Briefing

You’ll hear Mandi talk about:

1. A lot of consulting agency CEOs find themselves stuck in a cycle of company productivity that’s driven by their productivity, Mandi shares. This makes it difficult for them to successfully exit. “We start the company because we are the company.” [2:17]
2. To safely let go of your company, you must have the right foundations. “You have to have the right things in place; particularly in this market, where we have significant profit erosion from all of this rapid inflation.” Mandi explains why your operations team should be able to deliver bigger promises without you getting into the minutiae. [5:40]
3. “Is what you're selling actually the results that your clients desire or is it just deliverables that everybody else in the market actually sells?” Do you have a clear marketing message founded on the core results your ideal clients desire that you leverage across all of your marketing vehicles? [10:51]
4. Mandi shares a story of a client who was able to drastically increase their profitability and fees by focusing on providing packages that delivered outcomes and not deliverables. “It’s much easier to scale when you know you have contracts in place that will consistently bring in cash flow.” [15:43]
5. “It’s really important to have clarity on what you're selling, what you're delivering,” Mandi says. This is what will allow your operations team to pull out all the stops and put very clear systems in place to actually manage those outcomes. They'll be able to do it way better than you as a CEO can do it. [21:08]

Resources

Mandi Ellefson on LinkedIn | Twitter | Facebook

Hands-Off CEO - Executive Briefing

You’ll hear Mandi talk about:

1. “[When] we hear staff say ‘I’m not getting paid enough,’ what they’re really saying is ‘I’m unhappy here; I’m not getting paid enough for the crap that I'm dealing with right now.’” A lack of employee engagement is a common problem for some businesses. Many leaders think that an increased wage would motivate their staff, but Mandi shares why this doesn’t work. [1:20]
2. There are three drivers behind people’s actions that have nothing to do with money. “One of them is mastery, one is autonomy, and the other is significance.” Mandi briefly describes each. [4:13]
3. “What you need to be doing is constantly looking at your vision and expanding.” You cannot grow if you don’t first have the vision for it, Mandi says. Furthermore, failing to expand your vision will cause your business to get sluggish. [7:37]
4. “When you can provide [mastery, autonomy and significance, as well as a big vision] to your team… you will be able to attract levels of talent way before you might have otherwise had the budget to,” Mandi advises. People will see what you’re doing and want to be a part of it. [8:29]

Resources

Mandi Ellefson on LinkedIn | Twitter | Facebook

Hands-Off CEO - Executive Briefing

You’ll hear Mandi, Josh, and Marcelo talk about:

1. “The whole pandemic situation was scary; we didn’t have clients for a month because they were figuring out what to do.” Marcelo shares some of the challenges Amplinate went through due to the COVID-19 pandemic. [3:46]
2. “Commit to the good people that you find, and the rest will work itself out,” Josh says. He explains how Amplinate earns its employees’ trust and loyalty by committing to them wholeheartedly and fast-tracking their career growth. [12:04]
3. Josh discloses how he and Marcelo were able to combat fear. “A big part of [that] was learning how to be there to support each other in the ways [each of us needed], because working together, on top of being confined together, on top of being partners, is a lot to put on any one person.” [22:47]
4. One of the best testimonials Amplinate got from a client was that they were that client’s favorite agency to work with because it felt like Amplinate genuinely cared, Marcelo remarks. “It’s really worth it investing in people who are passionate like we are, [and] who care.” [36:16]
5. Mandi praises Marcelo and Josh’s level of trust, division of labor, and cooperation. “Because you’re very clear on where one job ends and the other one's begins, you have this multiplier effect.” [46:22]

Resources

Amplinate.com

Josh LaMar on LinkedIn | Twitter

About Me

Marcelo Chinellato on LinkedIn | Twitter

Email: mchinelato@gmail.com 

Mandi Ellefson on LinkedIn | Twitter | Facebook

Hands-Off CEO - Executive Briefing

You’ll hear Mandi talk about:

1. The entrapment cycle seizes many CEOs. “There's this dynamic where you need to hire more experts to help you deliver the growth, but then you need more cash flow to be able to hire them. So you need more sales to generate more cash, but then you need more capacity to make sales without fear of quality slipping.” [2:41]
2. “This cycle is just so challenging, and the impact of this is that it turns your business into a time-for-money model.” Mandi shares the effects of the entrapment cycle on a CEO and their business. [4:48]
3. “You need to have the cash to scale; that’s going to get you from push starting your car.” Mandi describes the four things you need to get out of the entrapment cycle and successfully scale. [6:05]
4. Bringing in a manager to take over the minutiae lets you focus on working on the business instead of in it. “That team led by your manager is going to streamline increased profits and help you meet those staff demands as you're continuing to increase quality.” [7:11]

Resources

Mandi Ellefson on LinkedIn | Twitter | Facebook

Hands-Off CEO - Executive Briefing

You’ll hear Mandi talk about: 

1. Two things rapid growth businesses have in common. “[Rapid growth businesses] usually have an offer that’s really valuable in the market, and are willing to position themselves in such a way that it’s a lot easier to sell.” [1:19]
2. “Our top-level clients who are able to add $1-2 million+ in their first year with us have this certainty that allows them to show up 100% committed, and because they're committed, it drives decisive action.” Many CEOs approach their business as a seed that needs to grow before they water it. Mandi shares why this fails. [3:52]
3. “What you need is a delusional level of certainty,” Mandi explains how to create that certainty. [5:57]
4. By creating a bigger vision for your own company, you can then help clients create a bigger vision for themselves. “When you [do this], they’re willing to pay you more. When you create much bigger outcomes,  your team is more excited to be a part of what you’re building.” [8:44]

Resources

Mandi Ellefson on LinkedIn | Twitter | Facebook

Hands-Off CEO - Executive Briefing

You’ll hear Mandi and Jamie talk about:

1. “Stepping back and allowing my team to solve the problems was one of the biggest steps in my leadership evolution.” Jamie sometimes takes weeks off of the business, which allows his executive team to step up and strengthen their skills as they take over whole parts of the business. [4:26]
2. Mandi and Jamie discuss staying true to vision. [10:35]
3. “You have this problem; there’s going to be seven more tomorrow and there are two more waiting for you right now. Work this problem, then work the next, and remove the emotions of ‘This shouldn’t be happening.’” Jamie shares the three client reactions to the pandemic that he observed. [20:50]
4. “Young people are getting their first and second jobs using Spotify as a search engine.” Jamie explains how. [35:02]
5. Mandi shares why Jamie is the perfect embodiment of a Hands-Off CEO. “You get your business sustainable, and you look at how to scale, how to keep that consistent cash flow, how to create these amazing careers where people want to be, how to build this culture so that you have people that are fighting for your vision.” [44:37]

Resources

Jamie Birch on LinkedIn | Twitter

JEBCommerce.com | JamieBirch.com

Mandi Ellefson on LinkedIn | Twitter | Facebook

Hands-Off CEO - Executive Briefing

You’ll hear Mandi and Tim talk about:

1. “It’s a really specific program we’ve designed,” Aaron says.  “We come in, and we rehaul everything.” He briefly lists the four major levels of SaaS growth that his company ensures, which are market positioning, automating the sales process, increasing customer value, and filling the funnel. [2:12]
2. “I originally positioned myself as an onboarding expert… when I went in to do these onboarding projects with clients, what I found was that we would do the onboarding and it would look amazing, but it wouldn't have an impact on their growth.” Aaron discovered it was due to internal problems he hadn’t solved. He shares how he changed his approach, and the results that followed. [5:30]
3. “When I changed my beliefs around [me doing] everything and [hiring] people who deliver a better result than I could deliver, [I realized] that means I could charge more.” Aaron talks about delegating tasks. “The director of a movie only has one role, and that’s to direct.” [14:59]
4. “And now, because of the mindset shifts and the experiences that I've had in the program and other things, I realized that I'm probably not charging enough.” Aaron’s self-confidence suffered from working with the wrong clients, which influenced his views towards the value of his service. “Now, I feel like it's not only worth it, but it's a bargain for these guys.” He talks about increasing the price of his “world-class services.” [18:56]
5. “There are certain processes I went through that broke a lot of the false beliefs I had.” Writing and visualizing his future helped Aaron expand his mind and change his life. He explains how. [25:13]

Resources

Aaron Krall on LinkedIn

AaronKrall.io

Mandi Ellefson on LinkedIn | Twitter | Facebook

Hands-Off CEO - Executive Briefing

You’ll hear Mandi and Tim talk about:

1. Tim shares three strategies for more effective delegation. “Do not use email when it comes to delegating to anybody in your internal team, including your assistant; email’s a wasteland of distraction. Use Loom, a free tool you can use in your browser, to screen record and narrate what you want done. And finally, hire an assistant that fits you properly. ” [1:16]
2. Tim and Mandi explore how teams can work effectively in different time zones. [9:29]
3. “There’s such a thing as being too early, the timing being wrong, and a lack of a path to profitability. Once those three things are in place, you should be going forward with getting an assistant.” Tim explains why you can’t afford to not have an assistant, and when the right time is to hire one. [21:52]
4. “It creates this open space for me to create, and that’s when these amazing ideas come; you can’t do that if you’re so busy in the minutia.” Hiring an assistant not only saves you time, but it also saves you energy. Tim describes how. [32:17]
5. “We’re helping coach you and prepare your work, while finding assistance candidates and bringing you three finalists.” Tim talks about the services Great Assistance provides for its clients. [47:23]

Resources

Tim Francis on LinkedIn | Twitter

Mandi Ellefson on LinkedIn | Twitter | Facebook

Hands-Off CEO - Executive Briefing

You’ll hear Mandi and Wally Waldron talk about:

1. “If you’re looking to move onto the next phase of your business life, create a legacy in the world, or even sell over the next five years, you [can] come to us; we’ll get your business ready, and you get a hell of a payday.” Wally talks about Exitology’s target market and how they serve their clients. [4:58]
2. “The really cool thing is that [we helped nurture] a business owner who lives what he teaches.” Wally talks about one of his proudest case studies, an inherited business from father to son, and how they helped him. [9:42]
3. “The mark of a winning, momentum-filled business leader is that they’re always looking to expand their boundaries and find the next level up, so they can do a better job for their tribe.” Mandi and Wally discuss Wally’s variety of clients. [13:54]
4. Wally explores the ‘someday I will’ mentality and why it never works. “If you choose the best version of your potential future and introduce it into your being right now, [you will be] planting a seed of growth.” [21:25]
5. Mandi asks Wally to describe how his internal work has impacted his personal and organizational growth. “It feels like I’m playing in my zone of genius more than I ever have.” [29:20]

Resources

Jason “Wally” Waldron on LinkedIn | Twitter

MasterKeyProfits.com

Mandi Ellefson on LinkedIn | Twitter | Facebook

Hands-Off CEO - Executive Briefing

You’ll hear Mandi and Tom talk about:

1. "What we're seeing is that a lot of businesses are struggling with lead generation and struggling to increase the number of leads that they're generating," Tom explains. Businesses cannot hold on to the approaches and best practices of the past in the new sophisticated market. They have to adapt. Tom explains how. [4:30]
2. Refine your focus as you teach. "The more that you focus...the easier it becomes to help your clients be successful," Tom says. He and Mandi explore this, as well as a few more requirements for success. [9:40]
3. Work with companies that are profitable. "You don't want to work with companies with low profit - especially agencies - because they're doing the exact opposite of what you're doing in your company," Tom remarks. Replacing clients because they aren't profitable is costly, and it's better to remove that risk altogether by not working with them at all. [13:22]
4. Driving traffic is not all marketing is about. "It's an actual human being who's coming to your site, and they are making judgments on your business from every interaction, from every touchpoint, from every experience," Tom states. [21:11]
5. Rethinking your lead generation involves many different facets of your business but your audience has to be top priority. Make sure you are completely customer and audience-obsessed. [26:17]
6. Treat your clients like your friends. "If you're gonna be working really closely with these people and they're really good people, you know it just makes sense to care that much about them," Tom adds. Connecting with the human aspect equals success for your business. [34:45]
7. To generate more leads, ask yourself what would blow your clients' minds. [40:30]
8. Stratabeat has the perfect tools to capture more clients. "We use behavioral analysis software, so we can marry that up with exactly what they were doing on the page, how far down they were scrolling, what they were clicking on… and then we know exactly what they're interested in," Tom says. [46:00]

Resources

Tom Shapiro on LinkedIn | Twitter

Stratabeat

Mandi Ellefson on LinkedIn | Twitter | Facebook

Hands-Off CEO - Executive Briefing

You’ll hear Mandi and James talk about:

1. How soon to start building a team and becoming a Hands Off CEO. “Please don’t build a solopreneur business if you can avoid it!” James cautions listeners. Melissa comments, “It gets to a point where you're able to really take advantage of all the years that you have been building up your company, and it's this point where this quantum leap that happens in your growth, when you're able to let go…” [2:23]
2. Much of the popular advice on scaling a business does not apply for service companies. They are usually based on creating systems and hiring people. “Here's the problem,” Melissa tells James, “if you just go in and build systems, first of all it's gonna take an enormous amount of your time… And then you hope that people you hire are then going to follow those systems and take on ownership for them, which is not really the way it works.” [7:30]
3. Melissa’s tool rules: 
4. “If we're going to have a tool we should absolutely have to have it.”
5. “It should be the best tool for what we need… And that's certainly the team's decision to research and discover that tool.”
6. “We have to know how to use the tools.”
7. The tools are constantly revised and updated. [8:40]
8. Scaling a service business means making a bigger promise and getting more expansive outcomes for clients, Melissa says. This means you can charge higher prices and have the margin and profit to create the systems to scale your company. [11:28]
9. The Power of One framework: one prospect, one painful problem, one promise. Get this framework right and you will attract high quality clients. [13:25]
10. “What are those factors you need to have in place to be able to deliver your very best results and then eliminate every other prospect that doesn't have those,” Melissa advises business leaders looking to scale. She and James discuss vision-based selling to clients. [19:23]
11. James says, “The greatest goldmine is probably an existing database, and I even created a whole campaign around winning back old clients because your systems will change over time, there's a good chance that your promise will change over time, and your serviceability will change over time, and the clients you work with will change over time..” [26:55]
12. “One thing I do with anyone who's got an agency is I discourage them from doing proposals; and we renamed that one to an action plan or strategy guide,” James tells Melissa. “It’s small semantics with big outcomes.” Melissa’s growth plan is a similar concept. It’s about focusing on the promise and what the customer really wants. [32:48]
13. Melissa talks about the 5 exits a business owner must make in order to scale. These include exiting client management, marketing and sales, client strategy and high ticket sales. The final exit is when you can hire a CEO. [41:43]

Resources

James Schramko on LinkedIn | Twitter | Facebook

SuperfastBusiness

Mandi Ellefson on LinkedIn | Twitter | Facebook

Hands-Off CEO - Executive Briefing

You’ll hear Mandi talk about:

1. “It’s not that something is wrong with your business; it’s that you’re working way too hard.” Mandi shares why CEOs sometimes struggle with growth. [0:23]
2. Mandi shares an example of a client who struggled to find a reason to scale. “It can’t just be about money, it has to be something bigger than that.” [1:08]
3. Sometimes working with half the number of clients but at an increased (or doubled) price is the best way to go. “[You] can make more money working half the time.” [4:36]
4. “You have to stop scaling activities, because activities don’t necessarily generate results.” Mandi advises listeners on how to scale without diminishing the results. [7:11]

Resources

Mandi Ellefson on LinkedIn | Twitter | Facebook

Hands-Off CEO - Executive Briefing

You’ll hear Mandi and Ron Friedman talk about:

1. “Throughout our lives, we’ve only been taught two major stories of how people achieve greatness,” Ron claims. “Greatness comes from talent, or greatness comes from hard work.” He talks about the less famous third path to greatness: reverse engineering. [3:16]
2. Successful entrepreneurs aren’t harder workers, more creative, or more intelligent; what they excel at is pattern recognition. They observe the market, see what’s working, and identify where it’s going to go next. Mandi and Ron explore this. [5:10]
3. Many of the stories we love are simply the same story with different characters. Similarly, people who have achieved greatness share commonalities that we can adapt to our own lives and use to our benefit if we take the time to observe them and find the patterns. Ron shares how. [13:07]
4. “The key is to take a few samples to reverse engineer and templatize, and combine the different elements that you find powerful; now you’re not just copying someone else’s formula, you’re making your own creative approach,” Ron explains. [20:42]
5. “Sell first, build later.” Ron shares the story of Zappos, founded by Nick Swinmurn, who took the ‘sell first, build later’ approach when he created the company. He started off just posting pictures of shoes from his local shoe store online, buying them when someone placed an order and reselling them to the customer. Zappos scaled significantly before being bought by Amazon for $1.2 billion. [26:40]

Resources

Ron Friedman on LinkedIn | Twitter

FriedmanStrategy.com

Mandi Ellefson on LinkedIn | Twitter | Facebook

Hands-Off CEO - Executive Briefing

You’ll hear Mandi and Mark Arnold talk about:

1. “When I started, I couldn’t see everything that others could see,” Mark admits. “When the vision expands, the business expands, and sometimes there are self limiting beliefs that hold you back. It really helps to gain that outsider perspective to see a vision you may not be able to.” [2:29]
2. Mark shares how he continues to make profits with less public input. “While companies are still looking for you, they’re hiring results. They want the results you deliver, so if you can make it more about the process than the person, that’s what helps.” He talks about the importance of having the right team. [5:39]
3. “Are you a Superman leader or are you a Yoda leader?” The ideal is to be a Yoda leader; you should be a guide, not a superhero, Mark says. He explains why. [11:07]
4. Mandi and Mark discuss profit margins. “People don’t understand that they’re stuck in the business because they [don’t have] the profit margins to hire it out without losing more and more money,” Mandi claims. [18:38]
5. “You should have a few different ways that you can exit as part of your exit strategy,” Mark advises. “I still want to be involved in the company as much as possible [when I exit]... I want to put my energy into everything but less on the delivery so the delivery can be done without me. That’s where you want to go.” [23:07] 

Resources

Mark Arnold on LinkedIn | Twitter

MarkArnold.com

Mandi Ellefson on LinkedIn | Twitter | Facebook

Hands-Off CEO - Executive Briefing

You’ll hear Mandi and Nathan Kievman talk about:

1. “I’ve always had a passion for interacting with the leaders of leaders,” Nathan says. He talks about how he started his company. [2:16]
2. “Executives are decision makers. They’re comfortable with making fast decisions, or they wouldn’t be in their role.” Nathan shares how an understanding of philosophy and psychology helps you have better conversations with executives. [6:31]
3. Mandi and Nathan discuss when the right time is to outsource your lead generation. “I don’t think it makes sense to have it in-house, ever…It’s way more expensive to build it internally. To build a really powerful lead generation engine for your company, you need a great copywriter, great data scientists, a great project manager, data entry people, etc.” [16:12]
4. “You need a partner whose expertise you believe in,” Nathan remarks. “You believe in their content capability and their ability to test and pivot, because marketing is a game of testing and pivoting.” He shares insights on what to avoid when looking for lead gen experts for your company. [23:21]
5. The difficult thing about marketing is that you’re planting and watering a seed that you’re unsure will spread out, Mandi claims. However, it will if you continue to nurture your message, look at the feedback, and keep on refining that with a solid strategy. [29:29]
6. According to Nathan, being conscious is good for business. “When you're conscious and when you're clearly aligned to doing good, people want to do good with you,” he explains. “They want to feel that and be a part of that.” [33:15]

Resources

Nathan Kievman on LinkedIn | Twitter

Mandi Ellefson on LinkedIn | Twitter | Facebook

Hands-Off CEO - Executive Briefing

You’ll hear Mandi and Laura Cook talk about:

1. “My monthly rates have tripled since the beginning of the year, and my average length of contract has increased from around 3 months up to at least a year,” Laura shares. She talks about the big shifts that she’s been able to make with less resources than you would typically expect. [4:00]
2. “Taking action has been the main differentiator of how far you can get and how much progress you’re going to make,” Laura claims. She shares insights about the few pieces that she needs to take action. [6:48]
3. Laura explores her next steps as a leader. “It's about expanding the team and bringing on support to create more systems in the business and more structure around the offer I’m building, and how that’s going to be delivered to clients.” [15:20]
4. “One of the first things we're able to do is identify about £65,000 worth of profit that we could instantly add to the business.” Mandi asks Laura to discuss the results that Teal Vision has achieved for clients over the years. [19:26]
5. “There's something about getting someone out of a crisis.” Laura explains why, despite the fact that companies in crisis mode don’t typically have much money to pay her, she spends time doing it anyway. [23:34] 

Resources

Laura Cook on LinkedIn

Teal-Vision.com

Mandi Ellefson on LinkedIn | Twitter | Facebook

Hands-Off CEO - Executive Briefing

You’ll hear Mandi talk about:

1. Convincing someone to do something: they have to want to do it, and money isn’t the most reliable incentive. [1:32]
2. The food chain of passion. “If you don’t have a lot of passion, then neither will your team.” [3:43]
3. The secret to growing your company beyond you. “What is the bigger reason for why you're scaling? What is the impact that you could potentially be making in the world?” [5:27]
4. How an inspired team affects performance and engagement. “I am here because I love [the company], I'm inspired by it, I'm excited, and I don't feel like I'm working.” [7:29]

Resources

Mandi Ellefson on LinkedIn | Twitter | Facebook

Hands-Off CEO - Executive Briefing

You’ll hear Mandi and John Jantsch talk about:

1. “Every author loves to hear [that their book] meant something to people and had an impact.” John shares insights about his most recent book, The Ultimate Marketing Engine: 5 Steps to Ridiculously Consistent Growth. [2:27]
2. “People don’t recognize that you should be selling all the way through your process.” You don’t just promote your product: you also promote your team. Mandi discusses why. [9:26]
3. “Secret number one to raising your prices to where they should be is having confidence.” When that confidence is translated to your performance, it shows in your results, and attracts customers to you. [16:16]
4. “What if we began to think of our customers more like members?” John talks about developing deeper, more personalized relationships with customers. [18:57]
5. “I think there’s never been a better time for businesses to innovate and try new things,” John remarks. He and Mandi briefly explore the global shift in the approach to marketing caused by the remote world. [22:13]

Resources

John Jantsch on LinkedIn | Twitter

DuctTapeMarketing.com

Mandi Ellefson on LinkedIn | Twitter | Facebook

Hands-Off CEO - Executive Briefing

You’ll hear Mandi talk about:

1. “Do you really want to systematize and accelerate a process that's just getting okay and mediocre results?” Mandi shares a story about a company that grew from referrals, but was challenged when they attempted proactive marketing. [1:25]
2. “Your marketing could be telling stories to support the promises you make to clients,” Mandi says. “With a clear and compelling message, you can then build a solid go-to marketing strategy that can work even with the coldest of traffic.” [6:14]
3. “If you don’t have the cash flow and profit to pay people to replace yourself, that's what keeps you, as a CEO, stuck in your business.” In order to be sustainable, you have to have enough of the right systems. [8:57]
4. “Do you really want to go out and sell something if you're not sure it's going to work?” Mandi discusses the integrity of scaling when you’re not sure of your product. [11:30]

Resources

Mandi Ellefson on LinkedIn | Twitter | Facebook

Hands-Off CEO - Executive Briefing