Key Points From This Episode:

[00:00:00] Introduction to the podcast and focus on building and scaling agencies.

[00:01:34] Kimley Cox’s background and founding of Drive Talent in precision manufacturing.

[00:02:29] Transition from psychology to recruiting and early career journey.

[00:04:44] Experience co-founding a recruiting firm and lessons from rapid growth.

[00:06:39] Early challenges at Drive Talent, including pandemic-related business loss.

[00:07:49] Importance of niching down and being known for a specific expertise.

[00:08:55] How understanding industry language builds trust and improves sales.

[00:10:31] Talent shortages in manufacturing and the impact of workforce retirement.

[00:11:57] Proactive recruiting and building relationships before hiring needs arise.

[00:13:00] Pitfalls of overly detailed job descriptions and the “perfect candidate” trap.

[00:15:02] Evaluating leadership candidates based on culture, values, and adaptability.

[00:16:07] Using a consultative approach to define the right role before hiring.

[00:18:00] Overcoming founder insecurity when hiring more experienced leaders.

[00:19:35] Using case studies and practical exercises to assess candidates objectively.

[00:22:07] Leveraging assessments like StrengthsFinder to evaluate team fit.

[00:23:30] “Journey” interview method to uncover candidate decision-making and character.

[00:25:15] Importance of adaptability and accountability in leadership roles.

[00:27:30] Attracting top talent to small businesses through vision and impact.

[00:30:24] Red flags in candidates, including inconsistency and lack of self-awareness.

[00:33:48] Balancing intuition with structured hiring processes.

[00:36:58] Effective hiring strategies, including proactive outreach and referrals.

[00:38:30] Keeping interview processes efficient to secure top candidates.

[00:40:25] Using exploratory conversations to refine job requirements and attract talent.

[00:44:55] Book recommendations and personal development influences.

[00:46:59] Where to connect with Kimley Cox and learn more about Drive Talent.

Links:

• Greg Heilers on LinkedIn: https://www.linkedin.com/in/kimley-cox-05baa61/
• Drive Talent: https://drivetalent.co/
• Karl Hughes on LinkedIn: https://www.linkedin.com/in/karllhughes
• Production and editing by The Podcast Consultant: https://thepodcastconsultant.com

Key Points From This Episode:

[00:00:00] Introduction

[00:01:14] Pipeline as the foundation of agency growth and the risks of neglecting business development

[00:01:30] How founders get stuck in delivery work and allow their pipeline to dry up

[00:02:18] The importance of consistent sales effort and maintaining momentum

[00:02:55] Relationship between close rates and required pipeline volume

[00:03:05] Why niching down leads to clearer positioning, easier sales, and faster growth

[00:03:56] Building authority by becoming highly specialized in a defined niche

[00:04:40] The trap of offering broad services and staying stuck in client delivery

[00:05:53] Clear positioning and messaging as a driver of referrals and recognition

[00:07:01] Founders transitioning into sales roles regardless of original skillset

[00:07:26] Why founders must learn sales before hiring dedicated salespeople

[00:08:42] Common mistake of pitching too early instead of listening to prospects

[00:09:48] The reality of inbound marketing requiring long-term consistency

[00:10:39] Content creation as both a marketing channel and a way to refine thinking

[00:10:56] The “momentum trap” of inconsistent content and marketing efforts

[00:11:16] Marketing timelines and the challenge of committing long enough to see results

[00:12:30] Outbound sales as a faster but often underutilized growth lever

[00:12:33] Starting small with outbound and building consistency over time

[00:12:57] Importance of understanding target customers and speaking their language

[00:13:52] Multi-threading outreach within organizations to improve conversion

[00:14:09] Managing long sales cycles by continuing conversations without pressure

[00:14:30] Benefits and risks of relying heavily on referrals for growth

[00:15:44] Why referral-only growth limits scalability and reduces business value

[00:16:36] Pricing as a lever for growth and the impact of raising rates

[00:17:59] Risks of over-customizing services and eroding margins

[00:18:21] Negative economies of scale in agencies and increasing complexity with growth

[00:18:43] Investing more in marketing to support long-term growth

[00:18:57] Standing out in a crowded agency market through insight and differentiation

[00:20:41] Leveraging authenticity and personality as a competitive advantage

[00:21:31] Core takeaway: never stop selling, focus your niche, and build a scalable business

Links:

• Karl Hughes on LinkedIn: https://www.linkedin.com/in/karllhughes
• Production and editing by The Podcast Consultant: https://thepodcastconsultant.com

Key Points From This Episode:

[00:00:00] Introduction to the Retained Trust podcast and guest Greg Heilers of Jolly SEO.

[00:00:49] Greg explains Jolly SEO’s focus on earned link building and shares why he lives in China.

[00:01:38] Greg’s entrepreneurial origin story, including volunteering abroad and starting his first agency.

[00:03:43] Lessons from failed ventures, including attempts at software and early agency struggles.

[00:05:56] Why productizing services helped Jolly SEO manage client expectations and avoid revision-heavy work.

[00:07:45] How Jolly SEO connects clients with journalists and media outlets through earned media placements.

[00:09:50] Overview of link building, ghostwriting debates, and the role of media mentions in SEO.

[00:11:59] The volatility of marketing agencies and how external trends shape their growth cycles.

[00:13:02] Greg shares tactical and emotional strategies for managing the ups and downs of entrepreneurship.

[00:17:13] The benefits and challenges of running a company with a long-term business partner.

[00:20:18] Greg’s side projects, including a HARO course and exploring acquisitions of traditional businesses.

[00:24:52] How generative AI has changed workflows, delivery timelines, and pricing in agency services.

[00:25:38] Internal experimentation with AI at Jolly SEO and the cost savings achieved through automation.

[00:29:16] The leadership challenges of introducing AI to teams and helping employees adapt to new tools.

[00:32:28] The emotional difficulty of workforce reductions and the human side of running a business.

[00:36:17] How AI-generated content and mass outreach are making high-quality media placements harder.

[00:38:26] The ongoing arms race between spam filters and automated outreach tools.

[00:39:25] Discussion on AI detection tools, false positives, and challenges faced by non-native English writers.

[00:41:45] Whether AI writing has reached a plateau or will soon match high-quality human content.

[00:43:11] The future of long-form content and the rise of AI-generated summaries.

[00:45:45] Reflections on technology’s impact on attention spans and digital media consumption.

[00:47:09] Book recommendations including Think and Grow Rich, Who Not How, and Atomic Habits.

[00:49:06] Karl shares a recommendation: The Top Five Regrets of the Dying and its impact on perspective.

[00:51:43] Where to connect with Greg Heilers and learn more about Jolly SEO.

Links:

1. Greg Heilers on LinkedIn: https://www.linkedin.com/in/gregheilers/
2. Jolly SEO: https://jollyseo.com/
3. Karl Hughes on LinkedIn: https://www.linkedin.com/in/karllhughes
4. Production and editing by The Podcast Consultant: https://thepodcastconsultant.com

Key Points From This Episode:

[00:00:00] Grant’s entrepreneurial journey and building Nonprofit Megaphone into a 60+ person niche agency.

[00:03:00] Why specialization and claiming “best in the world” positioning changed everything.

[00:03:34] Implementing EOS and shifting from working in the business to improving the machine.

[00:04:28] Hiring sales leadership early due to constraints and building process from the start.

[00:06:13] The simple survey that validated the Google Ad Grant market opportunity.

[00:09:51] Market size realities, customer lifetime value, and expanding services strategically.

[00:13:13] Founder strengths, hiring great people, and not getting in their way.

[00:17:43] Transitioning from agency operator to buyer and investor in small businesses.

[00:20:43] Traditional vs. self-funded search funds explained.

[00:23:40] Launching Entrepreneur Capital and forming a fund to invest in acquisitions.

[00:26:30] Why investing in operators beat acquiring everything personally.

[00:30:04] Types of businesses they invest in, from tombstone engraving to industrial distribution.

[00:33:31] Working capital mistakes and why cash at close is critical.

[00:34:34] Risk factors in acquisitions: family involvement, customer concentration, and capital expenditures.

[00:37:25] The realities of adjusted EBITDA and questionable add-backs.

[00:42:28] Entrepreneurship, work habits, and setting boundaries with a weekly Sabbath.

[00:44:45] Book recommendations: The Goal and other works on Theory of Constraints.

Links:

Grant Hensel on LinkedIn: https://www.linkedin.com/in/granthensel

Nonprofit Megaphone: https://nonprofitmegaphone.com/

Karl Hughes on LinkedIn: https://www.linkedin.com/in/karllhughes

Production and editing by The Podcast Consultant: https://thepodcastconsultant.com

Key Points From This Episode:

[00:00:00] Karl introduces Peter Kang

[00:00:45] Peter shares how Barrel began and evolved into a portfolio of agencies.

[00:03:54] How a niche "chose" them and why they pivoted toward e-commerce and Shopify.

[00:07:20] The importance of choosing scalable niches and avoiding red oceans.

[00:08:50] Lessons learned from W2-heavy hiring models and adopting a flexible team structure.

[00:13:40] How different acquisition strategies influence cultural and staffing decisions.

[00:15:27] Mistakes from the early Barrel years and how those lessons shaped BX Studio.

[00:18:04] Why agency founders underinvest in sales and marketing—and how to fix it.

[00:21:52] Peter’s transition out of Barrel and grooming internal leadership to succeed him.

[00:26:11] Why downturns can be healthy tests for new leadership.

[00:27:23] Experiences with hiring CEOs from outside the organization.

[00:31:07] How Peter and his co-founder formed Barrel Holdings and adapted their strategy.

[00:38:11] Platform risk, shifting tech trends, and how that shapes agency acquisition timelines.

[00:39:37] What makes a small agency attractive to a buyer like Barrel Holdings.

[00:43:33] Approaching seller expectations and early-stage valuation talks.

[00:47:04] Peter’s structured system for staying in touch and networking consistently.

[00:51:40] The book that helped Peter reshape his time horizon: 10x Is Easier Than 2x.

[00:53:05] Final thoughts on intentionality, long-term planning, and Peter’s latest content.

Links:

1. Peter Kang on LinkedIn: https://www.linkedin.com/in/peterkang34/
2. Barrel: https://www.barrelny.com/
3. Karl Hughes on LinkedIn: https://www.linkedin.com/in/karllhughes
4. Production and editing by The Podcast Consultant: https://thepodcastconsultant.com

Key Points From This Episode: 

[00:00:00] Introduction to guest Will Smith and overview of Acquiring Minds 

[00:02:08] Will reflects on turning podcasting into a full-time career 

[00:04:17] His origin story: discovering ETA while seeking an entrepreneurial path 

[00:07:41] What is ETA? Exposure, education, and the appeal of buying businesses 

[00:10:16] Similarities between Acquiring Minds and Indie Hackers podcasts 

[00:14:35] How the podcast opened doors and led to launching Minds Capital 

[00:19:01] Why ideas, timing, and product-market fit are harder than they seem 

[00:22:11] Hubris vs. humility: the mental balance needed when acquiring businesses 

[00:27:10] Rethinking risk in ETA—especially with personal guarantees and SBA loans 

[00:32:37] Why failures in ETA often hurt more than in zero-to-one entrepreneurship 

[00:35:56] Top failure reason: seller fraud, and how to protect against it 

[00:39:44] How ETA skips the gradual leveling-up process and hits harder, faster 

[00:42:11] Should you buy small or go big? Pros, cons, and real-world implications 

[00:46:16] The value of getting in the game—even with a small business 

[00:49:57] Real-world examples: how being an owner opens doors to new deals 

[00:52:56] Book recs: Buy Back Your Time by Dan Martell and American Nations 

[00:55:47] Closing thoughts and what’s next for Will 

Links: 

• Will Smith on LinkedIn: https://www.linkedin.com/in/willsmithsf/ 
• Acquiring Minds: https://acquiringminds.co/ 
• Karl Hughes on LinkedIn: https://www.linkedin.com/in/karllhughes 
• Production and editing by The Podcast Consultant: https://thepodcastconsultant.com

Key Points From This Episode: 

[00:00:00] Mushfiq’s background in digital acquisitions since 2008 

[00:03:06] Why he pursued a PhD despite already earning online 

[00:05:24] Problems with too much VC funding and startup waste 

[00:08:39] Importance of repetitions in small business acquisitions 

[00:10:50] Managing multiple businesses with 80% efficiency and operators 

[00:13:32] Building a portfolio around his strength: lead generation 

[00:15:01] How Mushfiq handles personnel risk and team redundancy 

[00:19:17] Slack-based escalation rules for client service issues 

[00:20:58] Why he avoids structured operating systems like EOS 

[00:22:01] Buying agencies: “core” vs. distressed “tack-on” models 

[00:23:53] Structuring rev share and fixed-payment deals for dead agencies 

[00:28:37] Buying high-revenue, low-margin agencies for profit optimization 

[00:31:39] How Mushfiq restructures teams and P&Ls quickly 

[00:34:21] What makes an agency attractive to a buyer like Mushfiq 

[00:38:49] Only acquiring retainer-based, not one-off, service agencies 

[00:40:14] Learning through early failures and SEO experience 

[00:43:02] Why first-time buyers should start small or build something first 

[00:45:32] Mushfiq’s media diet: podcasts, YouTube, and Twitter 

Links: 

• WebAcquisition: https://webacquisition.com 
• Mushfiq Sarker on LinkedIn: https://www.linkedin.com/in/mushfiqsarker/ 
• Karl Hughes on LinkedIn: https://www.linkedin.com/in/karllhughes 
• Production and editing by The Podcast Consultant: https://thepodcastconsultant.com

Key Points From This Episode: 

[00:00:00] Mark introduces SearchLab and its tight focus on local SEO and PPC. 

[00:02:00] From side hustle to full-time: the agency's unofficial start in 2017. 

[00:04:45] Leveraging legacy print media sales reps to scale early growth. 

[00:07:40] Breaking through business plateaus and embracing high-stakes risks. 

[00:13:24] How becoming a father reshaped Mark's drive and business focus. 

[00:19:15] Lessons from a failed business partnership and realignment. 

[00:23:02] From generalist to specialist: how focus led to faster growth. 

[00:28:15] Improving profitability by cutting loss-leader services. 

[00:32:48] Hiring industry-recognized leaders and building a strong leadership team. 

[00:35:56] Navigating team culture shifts and turnover during the “Great Resignation.” 

[00:38:24] Using assessments like Culture Index to scale hiring intentionally. 

[00:41:40] Why customer-centered innovation drives SearchLab’s strategy. 

[00:45:30] Understanding the “jobs to be done” theory in agency services. 

[00:49:18] Facing market changes like AI and GEO with curiosity and customer insight. 

[00:52:12] Mark's health wake-up call and transformation through endurance training. 

Links: 

• SearchLab: https://searchlabdigital.com/ 
• Mark Bealin on LinkedIn: https://www.linkedin.com/in/markbealin/ 
• Karl Hughes on LinkedIn: https://www.linkedin.com/in/karllhughes 
• Production and editing by The Podcast Consultant: https://thepodcastconsultant.com  

Key Points From This Episode:

[00:00:00] Dan Andrews introduces his podcast roots and the core idea behind Tropical MBA.

[00:01:32] Why corporate life felt more risky than entrepreneurship for Dan.

[00:03:27] The "corner office test" and how it sparked a change for Karl.

[00:04:18] Realizing the limits of a traditional job—even with raises.

[00:06:26] The four-hour life and time bankruptcy as motivation to build equity.

[00:07:47] Dan's perspective on passive income and why it's real—but not simple.

[00:09:36] Business defensibility, asset quality, and models for lasting income.

[00:11:52] Passive income vs. low-barrier, high-effort businesses.

[00:13:24] Why controlling your leverage points matters more than platform dependency.

[00:14:26] Origins of the Dynamite Circle and how community became essential.

[00:16:01] Why communities are rare and the power of in-person filters.

[00:17:57] Building community through podcasting and top-funnel relationships.

[00:21:37] Why most companies fail at podcasting—and the opportunity it leaves.

[00:23:42] The "influence equation": exposure, positioning, and time.

[00:24:12] Redefining podcast success through budget and business goals.

[00:26:30] How to justify podcast investment with brand influence.

[00:30:29] The opportunity of partnering with talent instead of DIY shows.

[00:31:24] Regret, reflection, and the truth about selling a business.

[00:34:40] Why most business exits underdeliver—and how to assess your number.

[00:37:31] De-risking wealth by partially exiting or landing the plane.

[00:39:25] Dan's current focus: simpler business, family, and better margins.

[00:44:25] Exploring alien disclosure and first-principles curiosity.

[00:46:46] The joy of intellectual curiosity in entrepreneurship.

[00:48:09] Why system-building is the ultimate founder superpower.

Links:

Dynamite Circle: https://dynamitecircle.com/

Tropical MBA: https://tropicalmba.com/

Dan Andrews on LinkedIn: https://www.linkedin.com/in/dan-andrews-8735b266

Karl Hughes on LinkedIn: https://www.linkedin.com/in/karllhughes

Production and editing by The Podcast Consultant: https://thepodcastconsultant.com

Key Points From This Episode: 

[00:00:00] The Podcast Consultant continues to run smoothly with minimal founder involvement. 

[00:03:20] A look at acquisition goals and the importance of freeing up time. 

[00:04:54] Outbound sales challenges and shifting focus back to events and inbound. 

[00:06:39] Event-based marketing yields stronger results compared to cold outreach. 

[00:07:31] Karl’s personal milestone: completing a half marathon after years off. 

[00:08:01] Transitioning into the lowlights: Draft.dev’s performance and early market signals. 

[00:09:02] Experimenting with repositioning Draft.dev around AI-driven changes in content. 

[00:11:55] The limitations of traditional salespeople in early-stage repositioning. 

[00:13:14] Shifting product strategy to match a more fear-driven market. 

[00:14:00] Combining fast content delivery with deep, strategic pieces. 

[00:16:08] Designing new offerings based on real client conversations and needs. 

[00:18:49] Split responsibilities between strategy and operations in repositioning. 

[00:20:23] Rediscovering the value of customer interviews and product-market fit. 

[00:22:23] Wrestling with opportunity cost: should time go to other ventures? 

[00:23:34] Draft.dev isn’t starting from zero—past brand equity still has value. 

[00:26:21] Emotional detachment: separating self-worth from business performance. 

[00:28:50] The internal struggle of tying personal value to business outcomes. 

[00:30:21] Finding clarity through mental distance and non-work activities. 

[00:32:48] The importance of outside perspectives, including coaches. 

[00:35:17] Control and trust dynamics when considering mergers or letting go. 

[00:37:33] Learning from a previous successful founder exit. 

[00:38:44] Decision-making under uncertainty vs. analysis paralysis. 

[00:40:01] What the co-founders are looking forward to in the next quarter. 

[00:41:59] Reading roundup: Charlie Munger, Warren Buffett, and more. 

[00:44:07] Reflections on AI speculation, WWI history, and long-term market shifts. 

[00:44:50] Final thoughts and gratitude to the listeners. 

Links: 

• The Podcast Consultant: https://thepodcastconsultant.com/ 
• Manuel Weiss on LinkedIn: https://www.linkedin.com/in/manuelweiss1986/?originalSubdomain=at 
• Karl Hughes on LinkedIn: https://www.linkedin.com/in/karllhughes 
• Production and editing by The Podcast Consultant: https://thepodcastconsultant.com  

Key Points From This Episode: 

[00:00:04] Karl welcomes Kurt Schnakenberg back to the show. 

[00:00:48] Kurt shares that adbm.agency is tracking toward 300% growth this year. 

[00:01:15] They discuss the mindset behind ambitious goal setting and growth. 

[00:02:13] adbm.agency's current placement numbers and where they stand against targets. 

[00:02:46] Why Kurt still supports audacious goal setting despite falling short. 

[00:04:24] Transitioning away from founder-led sales and the lessons learned. 

[00:05:33] Kurt explains the importance of consistency and momentum in sales. 

[00:08:26] How autonomy and team ownership are shaping adbm.agency’s sales structure. 

[00:09:15] The reality of building teams with varying strengths and ambitions. 

[00:09:58] Kurt discusses expanding beyond the building industry and offshore staff. 

[00:12:22] Piloting domestic recruiting as a potential service line. 

[00:13:38] Karl reflects on how new service lines complicate operations. 

[00:14:51] What worked: pausing growth to reduce churn and invest in quality. 

[00:16:03] Why businesses can’t fix everything at once—and shouldn’t try to. 

[00:16:55] Kurt explains shifting toward higher ROI expectations for investments. 

[00:19:00] How a simple income statement reframed internal decision-making. 

[00:19:38] Kurt recommends reading on the sales flywheel from Harvard Business Review. 

[00:51:13] Final thoughts on resilience, persistence, and taking action to grow your agency. 

Links: 

• adbm.agency: https://adbm.agency/ 
• Kurt Schnakenberg: https://www.linkedin.com/in/kurtschnakenberg/ 
• Karl Hughes on LinkedIn: https://www.linkedin.com/in/karllhughes 
• Production and editing by The Podcast Consultant: https://thepodcastconsultant.com  

Key Points From This Episode

[00:01:16] Chris reflects on key learnings from his first year in business.

[00:03:56] The power of using operational KPIs to drive more accurate forecasts.

[00:06:15] How conversations with prospects have shifted to focus on metrics and drivers.

[00:07:54] Refining service delivery based on better understanding client needs.

[00:08:52] Chris defines his updated target client profile.

[00:09:26] Early steps toward hiring and scaling Midwest CFO’s team structure.

[00:10:43] Common shortcomings in bookkeeping and chart of accounts setup.

[00:13:02] Why breaking out revenue and costs improves financial decision-making.

[00:16:46] Gross margin as a key metric for growth and acquisition readiness.

[00:17:29] Current acquisition channels and early marketing efforts.

[00:18:24] Chris’s roadmap for scaling, including hiring and sales engine development.

[00:19:57] The value of 90-day planning and long-term clarity.

[00:20:36] Chris shares a favorite recent book: Software as a Science.

[00:22:00] Karl recommends Ego is the Enemy and reflects on personal challenges with ego.

[00:23:18] Closing thoughts and gratitude for the conversation.

• Links:
• Chris Gwinn on LinkedIn: https://www.linkedin.com/in/chris-gwinn-cfa-96383b26/
• Midwest CFO: https://midwestcfo.com/
• Karl Hughes on LinkedIn: https://www.linkedin.com/in/karllhughes
• Production and editing by The Podcast Consultant: https://thepodcastconsultant.com

Key Points From This Episode

[00:00:42] Jon Schroeder introduces Joy Fluent and its first product, BrewJoy.

[00:02:33] Background on Jon’s prior startup Datum and challenges with data monetization.

[00:06:10] Tackling senior loneliness through transportation access solutions.

[00:10:25] Lessons from failed ventures and entrepreneurial timing.

[00:12:44] Jon’s decision to pursue an MBA and how it supported his entrepreneurship.

[00:16:38] The value of elite networks, especially for underrepresented founders.

[00:18:56] Differentiating leadership from management in corporate vs startup contexts.

[00:23:41] The importance of adaptability in entrepreneurial management.

[00:27:05] The concept of magnetism in entrepreneurial leadership.

[00:31:11] Jon reflects on building emotional intelligence and influence.

[00:34:22] Corporate vs startup hiring: micromanagement vs trust.

[00:38:04] Cultural control and hiring involvement in different business types.

[00:42:01] Mental and emotional stakes in entrepreneurship vs corporate roles.

[00:46:10] Reducing decision fatigue through systems and habits.

[00:48:59] Focus as a superpower: narrowing 2025 goals to two priorities.

[00:51:48] Long-term vision for Joy Fluent beyond oral care.

Links:

• Jon Schroeder on LinkedIn: https://www.linkedin.com/in/j-schroeder/
• Joy Fluent: https://drinkjoy.com/
• Karl Hughes on LinkedIn: https://www.linkedin.com/in/karllhughes
• Production and editing by The Podcast Consultant: https://thepodcastconsultant.com 

Key Points From This Episode

[00:00:00] Jake introduces himself and his dual role as CEO and utility player at Data Protocol.

[00:02:10] Jake’s early insights into developer support while running the Application Developers Alliance.

[00:05:57] Explanation of Data Protocol’s platform, design, and high engagement rates.

[00:08:00] The initial platform vision and disconnect between developer needs and company support.

[00:10:57] Transition to “experience operations” and reducing friction in user interactions.

[00:12:37] Why Data Protocol builds its own content and the weaknesses of other developer video platforms.

[00:15:06] Challenges with white-labeling and maintaining high-quality engagement.

[00:17:26] Enterprise teams misaligned under marketing vs. product and its impact on DevRel.

[00:19:00] Jake’s background and how past roles helped him close early big-name clients.

[00:23:35] Learning enterprise sales without a traditional sales background.

[00:28:14] Rethinking the offer to support a broader customer base and scale sales.

[00:32:08] Misalignment between platform fit and developer ecosystem maturity.

[00:34:19] How Jake builds long-term enterprise relationships through strategic conversations.

[00:38:23] Maturing as a founder and shifting from short-term wins to long-term partnerships.

[00:40:41] Jake’s leap into entrepreneurship and the emotional and mental toll of building a company.

[00:47:01] Caring deeply about everything as a founder—and why it never gets easier.

[00:50:13] Avoiding false accountability and democratizing decision-making inside the team.

[00:53:54] Books that shaped Jake's thinking, including The Messy Middle and Isaacson’s Steve Jobs.

[00:57:14] Why you shouldn’t start a company unless you feel compelled to make it real.

Links:

• Jake Ward on LinkedIn: https://www.linkedin.com/in/jacobmward/ 
• Data Protocol: https://dataprotocol.com/
• Karl Hughes on LinkedIn: https://www.linkedin.com/in/karllhughes
• Production and editing by The Podcast Consultant: https://thepodcastconsultant.com

Key Points From This Episode:

[00:00:50] Derek introduces DotYeti and its flat-rate graphic design model.

[00:02:02] Derek’s early career in digital marketing and creative collaboration.

[00:04:06] Burnout, tech transitions, and reevaluating life goals post-2020.

[00:05:07] How two books reshaped Derek’s view on entrepreneurship.

[00:07:53] Struggles with freelancing and why zero-to-one wasn’t appealing.

[00:10:14] The emotional cost of starting from scratch vs. buying a business.

[00:13:46] Why Derek originally didn’t want an agency—and what changed.

[00:15:18] Exploring “eternally profitable” service businesses.

[00:17:31] Why industry alignment and passion matter more than spreadsheets.

[00:19:24] Reframing the agency model as timeless, not obsolete.

[00:21:08] Building broker relationships that surfaced DotYeti early.

[00:23:03] LOIs, NDAs, and the initial deal structure.

[00:25:33] De-risking: financing, legal teams, and reputable intermediaries.

[00:28:06] The challenge of bank financing as a Canadian buyer.

[00:33:22] The importance of alignment with the selling founders.

[00:36:02] The risk of treating the transaction as purely transactional.

[00:37:39] “Burning the boats”: The emotional cliff of closing the deal.

[00:40:11] Breaking the news to a 40-person remote team.

[00:44:08] The CEO seat: urgency, decision fatigue, and communication.

[00:47:23] Navigating transparency and emotional weight in leadership.

[00:48:09] Strategic changes: moving away from “unlimited” design model.

[00:50:06] Restructuring the team to support higher-quality offerings.

[00:52:09] Finding DotYeti’s position in a saturated, AI-impacted market.

[00:54:10] Why service businesses can’t be truly passive income.

[00:55:06] AI isn’t a threat—it’s a tool in skilled hands.

[00:58:19] Book recommendation: How Brands Grow by Byron Sharp.

Links:

• Derek Delost on LinkedIn: https://www.linkedin.com/in/derekdelost
• DotYeti: https://www.dotyeti.com/book-demo
• Karl Hughes on LinkedIn: https://www.linkedin.com/in/karllhughes
• Production and editing by The Podcast Consultant: https://thepodcastconsultant.com 

Key Points From This Episode:

[00:00:0] Christian Banach shares how he started an events business in high school that grew into a celebrity-focused agency.

[00:03:31] A marketing agency engagement sparks Christian’s pivot into experiential and event marketing.

[00:04:47] Transition from concert promoter to business development expert in marketing agencies.

[00:06:21] Relationship-building as a growth lever — and how Christian got access to A-list celebrities.

[00:09:54] Why deal flow has slowed for many agencies and how to proactively address it.

[00:11:46] The danger of relying too heavily on referrals to drive new business.

[00:13:07] Importance of narrowing your agency’s focus to specific problems and audiences.

[00:15:29] Overcoming the fear of specialization while still leaving room for flexibility.

[00:17:39] Building a target account list and identifying ideal client profiles.

[00:20:18] Creating thought leadership content with original research to drive brand awareness.

[00:23:15] Tactical breakdown of how to conduct industry surveys and leverage them for outreach.

[00:25:02] Why long-term marketing is essential—and why short-term hacks don’t scale.

[00:28:16] The challenge of connecting with the right decision-makers in large organizations.

[00:30:17] Using multi-touch engagement and content to reach both influencers and buyers.

[00:31:08] How roundtables and virtual events can act as powerful lead-generation tools.

[00:33:05] Understanding what your prospects want beyond just your service offering.

[00:34:36] The reality of founder-led sales in early-stage agencies.

[00:36:04] Splitting the roles of lead generation and deal closing for better efficiency.

[00:37:53] Recommended budget for agency sales and marketing spend (8–12% of revenue).

[00:40:59] Risks and strategies around ownership of client relationships as you scale.

[00:43:22] How agencies can grow existing accounts through proactive ideation and internal marketing.

[00:47:12] The value of rediscovery calls and virtual face time with clients.

[00:48:32] Christian’s book recommendation: Winning Ugly by Brad Gilbert, and how it shaped his mindset.

[00:51:13] Final thoughts on resilience, persistence, and taking action to grow your agency.

Links:

• Christian Banach on LinkedIn: https://www.linkedin.com/in/christianbanach
• Christian Banach: https://christianbanach.com/
• Karl Hughes on LinkedIn: https://www.linkedin.com/in/karllhughes
• Production and editing by The Podcast Consultant: https://thepodcastconsultant.com

Key Points From This Episode:

[00:00:30] Introduction to Jesse Gilmore and his background as a half-marathon runner and entrepreneur.

[00:01:39] Jesse’s inspiration for writing The Agency Owner’s Guide to Freedom.

[00:02:52] The evolution of agency founders and the Leverage for Growth method.

[00:04:11] Challenges of working with small agency owners and how Niche in Control addresses them.

[00:06:29] Life events as pivotal motivators for agency transformation.

[00:07:57] Rethinking success as freedom, not revenue.

[00:10:22] Why personal freedom must come before financial freedom.

[00:11:24] Breakdown of Jesse’s program structure, including coaching, collaboration, and training.

[00:14:58] Typical bottlenecks for agency growth and where founders often get stuck.

[00:17:12] The personal transformation required to grow beyond hustle mode.

[00:19:17] Applying the 80/20 principle to reclaim time and scale smarter.

[00:21:05] Helping founders identify their unique ability and redesign how they use their time.

[00:24:16] Creating a life event and identity shift to anchor behavior change.

[00:27:13] Measuring business freedom by time away and founder independence.

[00:30:36] What founders should do with the freedom they gain.

[00:32:01] Expanding goals beyond the business into body, being, and balance.

[00:35:24] The CQ (Consistency → Quality → Confidence → Quantity) framework.

[00:38:47] Building mastery through sustained creative practice.

[00:39:59] Jesse’s evolving team and operations structure.

[00:44:16] The impact of personal loss on business clarity and mission.

[00:45:56] Book recommendations: 10x is Easier than 2x, Who Not How, Four Disciplines of Execution, The War of Art.

[00:47:33] Where to learn more about Jesse’s events, book, and program.

Links:

• Jesse Gilmore on LinkedIn: https://www.linkedin.com/in/jessepgilmore
• Niche in Control: https://www.nicheincontrol.com
• Monthly events: https://events.nicheincontrol.com
• Free Guide: https://www.nicheincontrol.com/free-guide
• Karl Hughes on LinkedIn: https://www.linkedin.com/in/karllhughes

Production and editing by The Podcast Consultant: https://thepodcastconsultant.com

Key Points From This Episode: 

[00:00:00] Introduction to Greg Henry and Push10’s focus on nonprofits and social good organizations. 

[00:01:26] Moving from small clients to enterprise-level work by focusing on quality and strategy.  

[00:02:36] Lessons from adapting to disruptive tools like Squarespace and AI. 

[00:06:37] Greg’s early career path from mass communications to founding an agency. 

[00:09:31] Decision to hire, specialize, and expand into mission-driven branding. 

[00:11:43] Launching two additional niche brands for food & beverage and AEC clients. 

[00:13:40] Advantages of diversification across industries during downturns. 

[00:15:45] Pre-qualifying nonprofit leads to ensure budget alignment. 

[00:18:22] Narrowing niches within the mission-driven space to find higher-budget clients. 

[00:21:29] Starting with targeted landing pages before launching full niche brands. 

[00:22:26] Marketing challenges of running three agencies with shared resources. 

[00:24:47] Leveraging the parent agency’s scale alongside niche expertise in sales. 

[00:26:26] Early client acquisition via direct mail to agencies and using “we” instead of  

“I.” 

[00:28:42] Using SEO to dominate search terms in specialized niches. 

[00:30:53] How to identify and choose a niche based on data from past projects. 

[00:33:57] Retaining branding/web clients with maintenance packages and strategic check-ins. 

[00:37:50] Using six-month strategy reviews to reduce churn and upsell projects.

[00:39:53] Splitting business development focus between new clients and upselling existing ones. 

[00:42:16] Encouraging the whole team to help with sales and brand promotion. 

[00:44:25] Greg’s long-term vision of a holding company with multiple specialized agencies. 

[00:47:41] Equity-based managing partners as a solution for scaling multiple brands. 

[00:48:28] Book recommendation: Profit First by Mike Michalowicz. 

Links: 

• Greg Henry on LinkedIn: https://www.linkedin.com/in/greg-henry-push10 
• Push10: https://www.push10.com/ 
• Karl Hughes on LinkedIn: https://www.linkedin.com/in/karllhughes 
• Production and editing by The Podcast Consultant: https://thepodcastconsultant.com  

Key Points From This Episode:



[00:01:06] Greg Hickman’s background and the early evolution of Alt Agency

[00:04:38] First leveraged offer and shift toward productized consulting

[00:06:28] The “service ladder” and different types of agency buyers

[00:10:04] A PPC agency example of tiered offerings across buyer types

[00:13:34] Delivering the same outcome via different vehicles

[00:18:46] What holds agencies back from productizing services

[00:20:33] Common resistance among creative agency owners

[00:23:48] Fears around limiting client work and missing opportunities

[00:24:40] The influence of “Built to Sell” and the spectrum of productization

[00:27:02] Scaling back from 13-person team to a leaner model

[00:29:12] Creating a business that supports your ideal lifestyle

[00:31:38] Avoiding blind emulation of others’ definitions of success

[00:34:28] The value of entrepreneurial community and shared experience

[00:36:37] Greg’s hot take on LinkedIn vs. YouTube for client acquisition

[00:39:29] Picking content platforms that play to your strengths

[00:43:54] Book recommendation: Die With Zero by Bill Perkins

[00:47:52] Rethinking the size and complexity of success

Links:

• Greg Hickman on LinkedIn: https://www.linkedin.com/in/gregoryjhickman
• Alt Agency: https://altagency.com
• Karl Hughes on LinkedIn: https://www.linkedin.com/in/karllhughes
• Production and editing by The Podcast Consultant: https://thepodcastconsultant.com

Key Points From This Episode:

[00:00:00] Ross's early experience growing an agency from 3 to 40 people.

[00:02:49] Foundational reasons behind rapid agency growth.

[00:04:48] Why staying in your lane gave them a competitive edge.

[00:05:14] What prevents agencies from niching down.

[00:06:14] Fear of missing out vs. long-term growth strategy.

[00:07:45] How founders often unknowingly stall their own growth.

[00:10:12] The courage it takes to ask for help as an agency owner.

[00:11:53] The emotional attachment that stops owners from letting go of problem clients

[00:14:35] Typical signs that it’s time to drop unfit clients.

[00:17:00] The dangers of inconsistent business development.

[00:18:26] Contradictions between stated goals and behavior.

[00:20:59] Why BD must happen even when your pipeline is full.

[00:22:56] Creating deal flow that enables long-term client filtering.

[00:23:40] Why closing key clients can take years.

[00:26:38] The long-term mindset required to build client relationships.

[00:27:29] Can an agency ever be truly passive?

[00:28:52] Why many owners don’t actually know what they want.

[00:31:09] How lack of direction shows up in daily operations.

[00:32:14] What Flex Ops looks like today and Ross’s motivation behind it.

[00:35:46] Why Ross intentionally stays lean and focused.

[00:38:46] Long-term ambition to eventually run another agency.

[00:40:59] The single biggest blocker to scaling past $1M.

[00:43:19] Owners who succeed tend to take full responsibility.

[00:43:34] Ross’s book recommendations:

[00:46:27] Where to learn more about Ross and Flex Ops.

Links:

• Ross Brown on LinkedIn: https://www.linkedin.com/in/rnabrown/?originalSubdomain=ie
• Flex Ops: http://flexops.co/
• Karl Hughes on LinkedIn: https://www.linkedin.com/in/karllhughes
• Production and editing by The Podcast Consultant: https://thepodcastconsultant.com 

Key Points From This Episode:

[00:00:00] Karl introduces the solo episode and why he’s tackling the topic of selling a digital agency.

[00:00:49] The emotional complexity of selling a business and how common seller regret is.

[00:02:07] Overview of how buyers value agencies and what comps are.

[00:03:02] Definitions of EBITDA and SDE, and why they matter.

[00:04:06] Why larger agencies command higher multiples—autonomy and management depth.

[00:06:18] Key drivers of higher valuations: owner independence and recurring revenue.

[00:08:07] Client concentration risk and how it can lower your offer.

[00:09:22] How margins and growth rate influence what buyers are willing to pay.

[00:10:56] Understanding the landscape of potential buyers—from competitors to private equity.

[00:12:39] Building relationships with competitors years in advance of selling.

[00:13:48] The role of private equity and individual buyers in different deal sizes.

[00:15:32] Deal structures explained: cash at close, earnouts, seller financing, equity rollovers.

[00:19:59] What happens during the LOI and due diligence phases of a sale.

[00:22:48] Asset purchase structures and why they’re common in agency sales.

[00:23:45] Why legal counsel is essential at multiple stages in the sale process.

[00:24:57] Common seller mistakes: misunderstanding valuation and not seeking multiple offers.

[00:26:29] Post-sale responsibilities, expectations, and the risk of regret.

[00:27:59] Planning your next chapter and the importance of knowing your “what’s next.”

Links:

Karl Hughes on LinkedIn: https://www.linkedin.com/in/karllhughes

Production and editing by The Podcast Consultant: https://thepodcastconsultant.com

Key Points From This Episode: 

[00:00:27] Lana's memorable dive into a WWII bomber wreck near Croatia. 

[00:02:18] Overview of Cherry Red Content and its specialized approach. 

[00:03:27] Ideal clients: Bootstrapped startups seeking targeted growth. 

[00:04:12] Benefits and challenges of working with hands-on founders. 

[00:06:40] Understanding product marketing and its role in SaaS. 

[00:09:27] The relationship between product marketing and content. 

[00:10:07] Lana’s insights from working at Contently and transitioning to entrepreneurship. 

[00:13:40] Acquiring clients through LinkedIn, referrals, and community engagement. 

[00:14:50] Challenges and shortcomings of using Google Ads for client acquisition. 

[00:16:45] Cherry Red’s sales approach: consultative and strategic. 

[00:18:22] Advice for early-stage founders hesitant about marketing. 

[00:19:53] Key lessons from the book "The Mom Test" about validating startup ideas. 

[00:21:58] Differences between generating and capturing market demand. 

[00:23:25] Coaching founders through marketing fears and mental roadblocks. 

[00:26:18] Lana’s involvement and her team's structure at Cherry Red. 

[00:28:00] How AI tools are used effectively within Cherry Red’s workflows. 

[00:31:08] Moving toward entertainment-driven, engaging B2B content. 

[00:32:26] Challenges in harnessing founders' insights and keeping up with trends. 

[00:34:12] Hiring strategy: prioritizing entrepreneurial experience over specific hard skills. 

[00:36:34] Lana’s satisfaction in solving client problems and creating positive impact. 

[00:37:47] Challenges of entrepreneurship: constant context switching and prioritizing tasks. 

[00:39:30] Book recommendation: "The McDonaldization of Society" and its implications for agency work. 

[00:41:32] Finding a balance between standardization and creative flexibility. 

Links: 

• Lana Rafaela on LinkedIn: https://www.linkedin.com/in/lana-rafaela-326b5b211/?originalSubdomain=hr 
• Karl Hughes on LinkedIn: https://www.linkedin.com/in/karllhughes 
• Cherry Red: https://cherryredcontent.com/ 
• Production and editing by The Podcast Consultant: https://thepodcastconsultant.com  

Key Points From This Episode: 

[00:00:00] Karl opens the episode and introduces Manny, highlighting their in-person workshop. 

[00:01:29] Manny shares podcast consultant’s 11% growth and how the team drives it forward. 

[00:02:47] Discussion on raising prices, improving contracts, and filtering ideal clients. 

[00:04:34] Doubling sales calls, better lead quality, and SEO’s long-term value. 

[00:05:11] How referrals and show notes discounts boost deal flow. 

[00:06:09] Bringing in salespeople and upselling existing clients. 

[00:07:48] New pricing for podcast launch programs to align incentives. 

[00:08:15] Code of conduct and walking away from controversial shows. 

[00:10:33] Moving upmarket at Draft.dev and signing larger clients. 

[00:11:09] Building a work-life balance that allows Manny to spend time with family. 

[00:13:02] Maintaining flexibility for employees and high client satisfaction. 

[00:13:57] Emphasizing accountability alongside flexibility. 

[00:14:36] Recent acquisition through long-term relationship building. 

[00:16:04] The importance of consistent follow-up for deals and sales. 

[00:18:24] Setback: SBA policy changes impact their acquisition strategy. 

[00:20:32] Adapting to new realities and focusing on building internal playbooks. 

[00:28:11] Standardizing sales, marketing, and operational systems. 

[00:32:20] Leadership transition at Draft.dev and training the next CEO. 

[00:35:01] Keeping opportunistic acquisitions on the radar. 

[00:37:15] How AI impacts agency owners and why some are exiting. 

[00:39:20] Adapting to AI-driven changes in SEO and service delivery. 

[00:44:03] Staying up to date to guide clients through generative AI changes. 

[00:49:13] Early results of content refresh efforts and AI citations. 

[00:55:01] Why industry knowledge and trust still matter despite AI tools. 

[00:56:07] Manny reflects on balancing fatherhood and business leadership. 

Links: 

• Manuel Weiss on LinkedIn: https://www.linkedin.com/in/manuelweiss1986/?originalSubdomain=at 
• Karl Hughes on LinkedIn: https://www.linkedin.com/in/karllhughes 
• Draft.dev: https://draft.dev/ 
• Production and editing by The Podcast Consultant: https://thepodcastconsultant.com  

Key Points From This Episode:

[00:00:00] Karl introduces JD and the Retained Trust podcast’s focus on agency owners.

[00:00:40] JD shares his woodshop hobby and working from his backyard “little slice of Farmerville.”

[00:05:06] JD’s start with Simple Focus and the shift from web design to usability and UX.

[00:08:43] Buying Pulse and how JD grew it by leveraging Simple Focus’s spare cycles.

[00:10:07] Acquiring Ballpark from MetaLab’s Andrew Wilkinson and how that shaped JD’s portfolio approach.

[00:12:48] Additional acquisitions: Sifter, Temper, Pop Survey, and operating a portfolio of small SaaS.

[00:13:53] How JD’s dev team structure keeps SaaS overhead lean and returns high.

[00:16:09] Why the small SaaS acquisition market has changed and what JD looks for now.

[00:21:56] JD’s current focus: sharpening Simple Focus’s brand and client relationships.

[00:25:19] The difference between running an agency vs. a SaaS portfolio — people vs. products.

[00:28:16] Lessons learned from merging agencies and why culture fit makes or breaks it.

[00:31:09] On not everyone wanting to be an entrepreneur — and why that’s okay.

[00:33:41] JD’s approach to delegating and staying in his zone of genius.

[00:38:44] Managing stressful clients by matching them to the right team member.

[00:39:37] Staying close to sales and work to keep the agency competitive and relevant.

[00:42:08] The balance between stepping back and staying connected as an owner.

[00:45:14] JD’s reading picks and closing thoughts on success and staying humble.

[00:46:05] Where to connect with JD online.

Links:

• JD Gaffam on LinkedIn: https://www.linkedin.com/in/jdgraffam
• Simple Focus: https://simplefocus.com/
• Karl Hughes on LinkedIn: https://www.linkedin.com/in/karllhughes
• Production and editing by The Podcast Consultant: https://thepodcastconsultant.com

Key Points From This Episode:

[00:00:00] Louis explains how his podcast-based YouTube channel grew to 13,000 subscribers.

[00:03:19] How viral clips of famous entrepreneurs drove thousands of new followers.

[00:04:34] Why Louis had to take those clips down—and what came next.

[00:05:15] What keeps Louis interested in podcasting after several years.

[00:06:51] How podcasting serves as a tool to learn directly from domain experts.

[00:09:56] Overview of Orbit’s three branches: Marketing, Metrics, and Flows.

[00:13:55] How their AI tool for newsletter automation came to life.

[00:15:07] Why newsletters were chosen as Orbit Marketing’s first major offer.

[00:16:58] The internal evolution from services to scalable software.

[00:17:43] Louis reflects on his personal motivations and the broader vision.

[00:20:50] How Orbit ties into co-founder Sean’s goal of self-funded space R&D.

[00:23:08] Why the path is “services → software → space.”

[00:24:56] The threshold for stepping back from services to focus on product.

[00:26:38] Value in following through instead of chasing shiny new projects.

[00:28:23] Louis shares why newsletters remain an ideal medium.

[00:31:41] Personal story of how Louis built newsletter habits in college.

[00:33:32] Using a newsletter as a long-term nurture tool for leads.

[00:35:35] Lessons learned from early mistakes in outsourcing sales.

[00:38:01] How Orbit used relationship-based outreach and pricing strategy to grow.

[00:42:41] Behind-the-scenes: how Orbit’s ops team delivers dozens of newsletters weekly.

[00:47:40] Tech stack and internal tools that make Orbit’s workflow scalable.

[00:49:35] The hidden tradeoffs of location freedom and flexible schedules.

[00:52:34] Managing psychology as a founder through highs and lows.

Links:

Louis Shulman on LinkedIn: https://www.linkedin.com/in/louisshulman/

Orbit: https://www.orbitmarketing.io/

Karl Hughes on LinkedIn: https://www.linkedin.com/in/karllhughes

Production and editing by The Podcast Consultant: https://thepodcastconsultant.com

Key Points From This Episode:

[00:01:07] Len's early exposure to business through his family's funeral home

[00:03:21] First client story that sparked Len’s focus on exit planning

[00:04:32] The high-impact, multi-year process of selling a business

[00:05:46] Why exit planning is just business planning with an end date

[00:06:36] Common mistakes business owners make before selling

[00:08:28] The underestimated timeline of getting a business ready to sell

[00:10:25] Why clean books and recurring revenue matter to buyers

[00:12:33] The risk of having most of your net worth tied to your business

[00:14:54] Three-legged stool of exit readiness: business, financial, and personal

[00:16:04] What buyers actually value beyond financials

[00:17:18] Breaking down intangible capital: structural, customer, social, human

[00:20:24] How risk lowers business valuation

[00:24:20] The challenge with revenue-based valuations

[00:27:00] Advice on intermingling personal expenses in business

[00:31:10] The different types of buyers and their motivations

[00:34:57] Importance of aligning exit terms with personal goals

[00:38:42] Understanding cash at close, seller notes, and earnouts

[00:43:32] The emotional toll and regret of unplanned exits

[00:46:07] Why entrepreneurs struggle with life post-exit

[00:49:48] Book recommendations: Built to Sell and The E-Myth

[00:50:56] Where to find Len and access his free business valuation tool

Links:

• Len Bruskiewitz on LinkedIn: https://www.linkedin.com/in/lbruski/
• Greater Heights Coaching: https://greaterheightscoaching.com/
• Karl Hughes on LinkedIn: https://www.linkedin.com/in/karllhughes
• Production and editing by The Podcast Consultant: https://thepodcastconsultant.com

Key Points From This Episode:

[00:00:00] Rebecca shares how Maximize Partners 10x’d revenue in four months.

[00:02:06] Her background at DigitalOcean and MongoDB and how it shaped her approach.

[00:05:21] Origin and evolution of Sponsored, a marketplace for developer content creators.

[00:08:27] Transitioning from a marketplace model to a full-service agency.

[00:11:58] Educating technical founders on the value of marketing.

[00:14:04] Marketing’s role in standing out in the crowded dev tools landscape.

[00:15:51] Why Maximize avoids long-term enterprise engagements.

[00:21:00] Leveraging VCs, networks, and reciprocity for client acquisition.

[00:24:23] Using non-spammy BDR outreach to grow pipeline via LinkedIn.

[00:27:56] Maintaining hands-on delivery and scaling via a vetted expert network.

[00:32:27] Long-term strategy for hiring and expanding the partner model.

[00:35:55] Rebecca on what keeps her motivated: great clients and a great team.

[00:39:44] The hardest parts: dealing with uncertainty and market timing.

[00:43:58] Books and media that shape Rebecca’s perspective (and what doesn’t).

[00:46:24] Goals for next year: hiring, scaling, and investing more in clients.

Links:

• Rebecca Mosner on LinkedIn: https://www.linkedin.com/in/rebecca-mosner/
• Maximize: https://maximize.partners/
• Karl Hughes on LinkedIn: https://www.linkedin.com/in/karllhughes
• Production and editing by The Podcast Consultant: https://thepodcastconsultant.com

Key Points From This Episode:

[00:00:00] Garrett's passion for the complexity and human challenges of agency work

[00:04:01] Why the idea of “elevating out” of your business is a myth

[00:06:08] Garrett’s executive structure and leadership style at Directive

[00:08:12] How he sets pace and alignment through strategic initiative planning

[00:12:14] The need for constant service reinvention in marketing agencies

[00:14:35] How Garrett tested and scaled paid channels with gift card demos

[00:17:46] Why proper contracting and LTV shape agency scalability

[00:20:56] The value of tightly focusing on one service for one persona

[00:23:17] Smart cross-selling: building services based on client delivery pain points

[00:24:14] Why Garrett launched Abe, a LinkedIn-only ads agency

[00:26:53] Directive vs. Abe: how focus improves clarity and execution

[00:28:23] The logic behind pre-hiring and betting big once a year

[00:29:11] Shifting from mid-market to extremes: startups and incumbents

[00:32:45] Garrett’s take on the myth of “passive income” from agency ownership

[00:34:22] Using acquisitions to gain capabilities and reduce CAC

[00:36:55] What makes an agency acquisition worthwhile (and what doesn’t)

[00:38:10] Lessons from failed expansions and why he'd buy instead of build

[00:41:20] Why coaching other agency founders is Garrett’s favorite work

[00:44:05] How most growth challenges tie back to leadership and structure

[00:47:47] Book recommendations on professional services, hiring, and strategy

Links:

• Garrett Mehrguth on LinkedIn: https://www.linkedin.com/in/garrettmehrguth/
• Directive: https://directiveconsulting.com/
• Karl Hughes on LinkedIn: https://www.linkedin.com/in/karllhughes
• Production and editing by The Podcast Consultant: https://thepodcastconsultant.com

Key Points From This Episode:

[00:00:00] Aman reflects on transitioning from number two to starting his own agency.

[00:02:31] Insights gained from leading inside someone else’s business.

[00:04:41] Why personal branding is the overlooked growth channel.

[00:07:28] LinkedIn as a golden opportunity for impressions and inbound leads.

[00:09:20] Why most agency owners don’t commit to personal branding.

[00:13:17] The changing landscape and difficulty of cold email.

[00:17:27] LinkedIn spam detection and outreach effectiveness.

[00:20:24] Balancing long-term strategy with chasing growth hacks.

[00:25:26] Aman’s lead magnet strategy for driving inbound leads on LinkedIn.

[00:29:40] Creating problem-aware audiences and converting them to clients.

[00:31:01] Why unclear ideal client profiles hold agencies back.

[00:36:58] Experimenting with niche messaging without changing your whole business.

[00:40:15] Incorporating AI in content production and agency workflows.

[00:43:23] Why larger companies outsource risk as much as output.

[00:47:33] Using AI to generate content faster without compromising quality.

[00:49:03] Revisiting “The E-Myth” and applying it to agency growth.

Links:

• Aman Ghataura on LinkedIn: https://www.linkedin.com/in/amangrowth/?originalSubdomain=uk
• The Media Engine: https://www.themediaengine.co/
• Karl Hughes on LinkedIn: https://www.linkedin.com/in/karllhughes
• Production and editing by The Podcast Consultant: https://thepodcastconsultant.com

Key Points From This Episode:

[00:00:00] John Doherty explains why he sold a marketplace business to focus on EditorNinja.

[00:01:48] The early days and first revenue from Credo’s lead generation model.

[00:04:57] Why marketplaces are hard to scale and how the pandemic disrupted a promising trajectory.

[00:07:12] Quality control and margin challenges in marketplace models.

[00:09:27] Building a managed service first as a strategic choice for long-term marketplace potential.

[00:11:25] The power of unfair advantages when launching a new business.

[00:13:02] How EditorNinja built an early talent pool of professional editors.

[00:15:27] The real value agencies add for both clients and freelancers.

[00:18:45] Why productization improves delivery and simplifies operations.

[00:21:38] Flexibility within a productized service—balancing standard offerings with custom needs.

[00:25:20] How productization makes sales more straightforward and scalable.

[00:29:06] Hiring and capacity planning when working with flexible, fractional talent.

[00:31:29] Incentivizing availability with minimum guaranteed payments.

[00:33:08] Why early-stage agencies shouldn’t start fully productized.

[00:36:34] Scaling requires expanding either services or target markets.

[00:38:08] Aligning opportunity vehicles with your skills and ambitions.

[00:41:32] Decoupling personal happiness from business outcomes.

[00:45:30] Reframing interruptions as privileges of entrepreneurship.

[00:47:05] Building an internal and external support network as a founder.

[00:48:59] John’s go-to book: The 4-Hour Workweek by Tim Ferriss.

Links:

• John Doherty on LinkedIn: https://www.linkedin.com/in/johnfdoherty/
• EditorNinja: https://editorninja.com/
• Karl Hughes on LinkedIn: https://www.linkedin.com/in/karllhughes
• Production and editing by The Podcast Consultant: https://thepodcastconsultant.com

Key Points From This Episode: 

[00:00:00] Susan’s approach to working with B2B small business owners. 

[00:03:42] Why trust is a core part of every marketing relationship. 

[00:04:35] The value of marketing basics over shiny trends. 

[00:05:15] Strategy as a necessary—not optional—foundation. 

[00:07:35] Susan’s path to fractional CMO work. 

[00:08:41] Origins of her book “Marketing Without the Nonsense.” 

[00:10:42] Helping business owners lock in their market focus. 

[00:13:24] Typical engagements and outcomes for a fractional CMO. 

[00:16:14] Using broad industry experience as a consulting strength. 

[00:20:29] Elevating junior marketers through mentorship and structure. 

[00:22:03] Common pitfalls found during marketing audits. 

[00:24:17] Why SEO is not optional—even for small companies. 

[00:26:56] Countering the myth that SEO is “too saturated.” 

[00:30:05] Leveraging a CMO’s network of specialized experts. 

[00:31:52] Why agencies often neglect their own marketing. 

[00:33:14] Maximizing LinkedIn as a B2B growth tool. 

[00:36:08] Choosing the right channels for agency and service marketing. 

[00:38:11] Learning from where your clients spend attention. 

[00:40:04] Susan’s favorite marketing reads and influences. 

[00:41:48] Where to find and follow Susan online. 

Links: 

• Susan Tyson on LinkedIn: https://www.linkedin.com/in/susantyson/ 
• SGTyson: https://sgtyson.com/ 
• Karl Hughes on LinkedIn: https://www.linkedin.com/in/karllhughes 
• Production and editing by The Podcast Consultant: https://thepodcastconsultant.com  

Key Points From This Episode:

[00:00:00] Patty's path from corporate banking to discovering professional coaching

[00:04:17] Key differences between leadership in big companies vs. startups

[00:07:40] How fear, ego, and lack of trust limit entrepreneurial growth

[00:12:15] Entrepreneurial leadership archetypes beyond the “visionary on stage”

[00:14:56] Why leadership must evolve as the business scales

[00:17:10] Recognizing and working within your strengths as a founder

[00:20:17] The hard decisions entrepreneurs avoid—and why that hurts

[00:22:30] Moving from “hero” to “coach” to build team ownership

[00:26:19] Creating psychological safety and building trust within your team

[00:28:56] The challenge of consistently communicating vision and values

[00:32:04] Why developing your team should come before doing the work yourself

[00:36:53] Designing your business around personal priorities and sustainability

[00:38:21] Tactics for becoming a better leader: tools, values, and coaching

[00:41:12] How frameworks like Bloom create clarity, accountability, and impact

[00:46:30] Why smaller businesses need scalable systems before it's too late

[00:48:27] Book recommendation: Resonant Leadership and leading with empathy

[00:49:52] Listening to understand—an essential but underused leadership skill

Links:

• Patty Campagna on LinkedIn: https://www.linkedin.com/in/pattycampagna/
• Leading Teams: https://leadingteamsinc.com/
• Karl Hughes on LinkedIn: https://www.linkedin.com/in/karllhughes
• Production and editing by The Podcast Consultant: https://thepodcastconsultant.com

Key Points From This Episode: 

[00:00:00] Michael's early life and entry into publishing. 

[00:03:15] Creating a New York Times bestseller campaign through radio partnerships. 

[00:06:30] The mindset shift that separates entrepreneurs from the rest. 

[00:10:12] The importance of mentorship and being chosen by the right people. 

[00:14:43] Building intellectual and relationship capital over financial capital. 

[00:17:15] Origins and purpose of Book Retreat. 

[00:21:27] Michael’s unique outlining system and writing philosophy. 

[00:26:01] Book Retreat's structure: writing, editing, and publishing support. 

[00:29:54] Balancing creativity with process: “one kernel at a time” writing. 

[00:32:19] Marketing vs. content: what drives book success? 

[00:36:05] The necessity of polarizing content and defining niche impact. 

[00:39:20] Scaling Book Retreat and minimizing founder dependency. 

[00:44:38] Legacy, teaching, and platform building. 

[00:46:35] Book recommendation: The Happiness Experiment by Carl Barney and the concept of “pre-questing.” 

Links: 

• Michael Drew on LinkedIn: https://www.linkedin.com/in/michaelrdrew/  
• Book Retreat: https://bookretreat.com/  
• Karl Hughes on LinkedIn: https://www.linkedin.com/in/karllhughes 
• Production and editing by The Podcast Consultant: https://thepodcastconsultant.com  

Key Points From This Episode: 

[00:00:14] Simon Severino’s introduction and passion for go-to-market strategies. 

[00:02:30] Evolution of Strategy Sprints and real-time business coaching. 

[00:04:54] Why cost-plus pricing fails and how to leverage pricing power. 

[00:08:24] Importance of dynamic pricing and avoiding fixed rates on websites. 

[00:11:04] Defining ideal clients and building a selective client base. 

[00:13:24] Transitioning from manual agency work to scalable models. 

[00:16:05] Building a product ladder: high-ticket services to low-ticket offers. 

[00:22:45] Creating predictable pipelines beyond referrals. 

[00:26:39] Simplifying lead generation and focusing on targeted outreach. 

[00:29:04] Balancing enterprise clients with smaller, fast-closing deals. 

[00:32:18] Making agency sales repeatable and ready for delegation. 

[00:34:15] The eight-step structure for a consistent sales process. 

[00:42:03] Building resilience as an entrepreneur through weekly cycles. 

[00:47:37] Gamifying business growth to boost energy and prevent burnout. 

[00:50:49] Book recommendations: Designing memorable client experiences and effective strategies. 

[00:52:43] Where to find Simon Severino and Strategy Sprints resources. 

Links: 

• Simon Severino on LinkedIn: https://www.linkedin.com/in/simonseverino/ 
• Sprint Strategy: https://www.strategysprints.com/ 
• Pricing power guide: The CEO Guide to Higher Margins (https://www.strategysprints.com/pricingpower) 
• SPRINT CLUB (Apple Store)
https://apps.apple.com/at/app/strategy-sprints/id6739592512?l=en-GB 
• Karl Hughes on LinkedIn: https://www.linkedin.com/in/karllhughes 
• Production and editing by The Podcast Consultant: https://thepodcastconsultant.com  

Key Points From This Episode:

[00:00:43] David Sliman’s entrepreneurial background and motivation for consulting

[00:02:04] The common gaps founders face when leading sales teams

[00:03:36] How to craft a compelling “power statement” for your business

[00:05:55] Tailoring messaging to different stakeholders in the sales process

[00:07:16] David’s first business: a franchise in direct mail marketing

[00:09:52] Lessons learned from launching a business with limited capital

[00:10:56] The importance of believing in your product and starting with customer experience

[00:16:37] David’s experience launching a local marketing startup from scratch

[00:19:45] Validating product-market fit through early testing and feedback

[00:23:26] The five-step framework for giving a great sales presentation

[00:26:27] When and how to expand services without sacrificing margins

[00:29:30] David’s company being acquired and what he learned from the process

[00:33:29] Navigating team and franchisee dynamics during a transition

[00:38:28] The importance of mentorship in scaling and evolving as an entrepreneur

[00:44:38] What consistency looks like in leadership and operations

[00:49:48] David’s recommended reads: The Law of Success, The Psychology of Money

[00:54:23] About David’s podcast, Unfinished Business

Links:

• David Sliman on LinkedIn: https://www.linkedin.com/in/davidslimansalespro/
• Sales Proformance: https://www.salesproformance.com/
• Karl Hughes on LinkedIn: https://www.linkedin.com/in/karllhughes
• Production and editing by The Podcast Consultant: https://thepodcastconsultant.com

Key Points From This Episode:

[00:00:00] Andy shares how coaching helped a leadership team grow revenue by 40%.

[00:03:17] The distinction between consulting and coaching—and where mindset fits.

[00:05:10] How childhood experiences shape adult fear responses.

[00:07:43] Why modern fear is rooted in outdated survival instincts.

[00:09:58] Reframing fear of failure and understanding the emotional triggers.

[00:12:06] Common fears entrepreneurs face and their origins in uncertainty.

[00:15:06] Why avoiding uncertainty limits growth—and how to move through it.

[00:16:57] The role of ego in fear and why public perception hits hard.

[00:18:39] Fear of growth masked as a desire to “stay small.”

[00:21:34] How past work trauma can cause self-sabotage in leadership decisions.

[00:23:22] Why entrepreneurs at all levels struggle with fear, just differently.

[00:25:06] Learning to focus on long-term data rather than short-term noise.

[00:27:05] Infinite game thinking and why zooming out matters.

[00:28:13] Andy’s framework for addressing fear: naming it, facing it, and pushing past it.

[00:31:36] Mental skills as muscles—growth through repetition and discomfort.

[00:34:49] The energy drain of fear and how to reclaim creative bandwidth.

[00:35:10] The importance of a support network—and how Andy uses one himself.

[00:38:04] The power of peer comparison and Jim Rohn’s “five people” rule.

[00:40:09] What makes running a coaching business hard: market confusion and noise.

[00:42:21] The difference between a tactical coach and a mindset coach.

[00:44:30] Why tactics are everywhere—but mindset is the true limiter.

[00:45:07] Book recommendation: The Happiest Man on Earth by Eddie Jaku.

[00:48:23] Final thoughts on fear as the biggest creative blocker.

[00:48:33] Where to find Andy online and learn more about Scaling Minds.

Links:

• Andy Hite on LinkedIn: https://www.linkedin.com/in/andy-hite/
• Scaling Minds: https://www.scalingminds.com/
• Karl Hughes on LinkedIn: https://www.linkedin.com/in/karllhughes
• Production and editing by The Podcast Consultant: https://thepodcastconsultant.com

Key Points From This Episode:

[00:00:42] Jim Huffman shares his path from spreadsheets to startups to launching a growth marketing agency.

[00:02:07] The shift from venture-backed startups to bootstrapped, sustainable businesses.

[00:04:19] Lessons from EO and why unsexy businesses can be the most successful.

[00:06:58] Do agency owners actually like running agencies? The answer depends on the day.

[00:08:36] Hiring strategies: How GrowthHit finds A-players outside of traditional pools.

[00:11:28] The evolution from working with startups to specializing in e-commerce.

[00:13:42] How recurring revenue and niche services lead to agency longevity.

[00:14:41] Why niching down early matters and what Jim wishes he’d done differently.

[00:16:24] The cobbler with no shoes: marketing your own agency.

[00:17:09] Embracing EOS and shifting from founder-led chaos to structured leadership.

[00:19:58] Building a lifestyle-aligned business and designing around energy.

[00:23:10] The long game: why slow and steady can win in entrepreneurship.

[00:26:33] Jim’s take on AI’s impact on marketing agencies and how GrowthHit is adapting.

[00:30:29] Using AI tools like ChatGPT as strategy partners and content accelerators.

[00:33:23] Inside the Neat acquisition: a sweat-proof apparel brand with IP and upside.

[00:38:06] E-commerce vs. agency cash flow: what Jim has learned.

[00:40:37] The importance of deal structure and having the right team post-acquisition.

[00:43:45] How Jim uses podcasting to test ideas and build in public.

[00:47:12] Fighting through the gap between taste and skill in creative work.

[00:49:43] Book recommendations: “10x Is Easier Than 2x” and building with leverage.

Links:

• Jim Huffman on LinkedIn: https://www.linkedin.com/in/jimwhuffman/
• GrowthHit: https://growthhit.com/
• Karl Hughes on LinkedIn: https://www.linkedin.com/in/karllhughes
• Production and editing by The Podcast Consultant: https://thepodcastconsultant.com

Key Points From This Episode:

[00:01:00] Tony Wilson explains Accquip’s mission and the common financial pitfalls agencies face.

[00:02:09] How poor pipeline visibility leads to bad hiring and spending decisions.

[00:04:30] Budgeting for sales and marketing: why time is just as valuable as dollars.

[00:07:28] What percentage of revenue healthy agencies should invest in growth.

[00:10:24] Why ongoing marketing is critical—even when business is booming.

[00:12:56] Investing in marketing during downturns: a counterintuitive survival move.

[00:14:32] Balancing inbound and outbound: the need for diverse acquisition channels.

[00:16:48] How high-ticket agencies can afford bespoke, high-touch marketing.

[00:17:55] The distinction between sales and marketing problems.

[00:20:46] How to allocate a marketing budget—and avoid the silver bullet hire trap.

[00:24:52] Testing and iterating marketing channels: a long-term view.

[00:26:30] What it takes to build a sellable agency—beyond financials.

[00:27:49] Risk factors buyers consider: customer concentration, team strength, proprietary tools.

[00:28:48] Understanding quality of revenue and its role in valuation.

[00:31:18] The importance of having a leadership team and management systems.

[00:32:23] Why clear positioning and ICPs are crucial to valuation.

[00:34:55] Building an agency that’s not dependent on the founder’s skills.

[00:36:25] The power of referral networks and staying focused on a core service.

[00:37:16] Tony’s journey from corporate finance to entrepreneurship.

[00:41:30] Using a podcast for connection, lead generation, and collaboration.

[00:45:31] Tony’s plans for in-person podcasting in Season 3.

[00:46:13] Preparing for international relocation and learning cross-cultural communication.

Links:

• Tony Wilson on LinkedIn: https://www.linkedin.com/in/tony-wilson-cpa/
• Accquip: https://www.accquip.com/
• Karl Hughes on LinkedIn: https://www.linkedin.com/in/karllhughes
• Production and editing by The Podcast Consultant: https://thepodcastconsultant.com 

Key Points From This Episode: 

[00:00:00] Introduction to Retained Trust and guest Karlie Bliss. 

[00:01:19] Karlie’s background in sales and transition to the agency world. 

[00:03:55] How lead generation became Karlie’s expertise and passion. 

[00:04:54] The difference between selling services versus products. 

[00:06:40] Breaking down the SDR and AE roles in an agency sales structure. 

[00:07:50] Why sales managers are critical for growing agencies. 

[00:10:12] Common challenges for agency owners stepping out of sales. 

[00:12:03] How sales processes differ between SaaS companies and agencies. 

[00:15:09] Implementing structured sales models in agencies—what works and what doesn’t. 

[00:18:41] The risks of scaling sales without aligning operations. 

[00:20:49] Why agencies need to standardize services for repeatable sales. 

[00:23:17] How to create a target account list to focus outreach efforts. 

[00:26:45] The importance of manually refining lead lists for accuracy. 

[00:30:04] Cold outreach vs. inbound marketing—finding the right mix. 

[00:34:14] How to transition from founder-led sales to a scalable model. 

[00:37:42] The role of pricing and packaging in making sales scalable. 

[00:41:04] Choosing the right marketing channels based on your audience. 

[00:44:09] Karlie’s recommended read: Traction by Gino Wickman. 

[00:46:38] Where to find Karlie online. 

Links: 

• Karlie Bliss on LinkedIn: https://www.linkedin.com/in/karliemorien/ 
• Level Agency: https://www.level.agency/ 
• Karl Hughes on LinkedIn: https://www.linkedin.com/in/karllhughes 
• Production and editing by The Podcast Consultant: https://thepodcastconsultant.com  

Key Points From This Episode:

[00:00:00] Karl introduces the show and today’s guest, James Hornick.

[00:00:44] James explains his sarcastic approach to LinkedIn and why most posts feel too serious.

[00:02:47] How LinkedIn played a key role in Hirewell’s internal hiring success.

[00:06:03] What makes Hirewell different in the recruiting industry.

[00:09:06] Why the best recruiters help companies adjust unrealistic hiring expectations.

[00:12:59] The biggest hiring trends today: flexibility, compensation, and job security.

[00:16:21] Why employer prestige is often misunderstood by business leaders.

[00:20:49] How global hiring and cultural shifts are changing the job market.

[00:26:12] The long-term value of content-driven marketing in recruiting.

[00:31:06] Surviving economic downturns: how Hirewell diversified to stay resilient.

[00:39:44] The impact of AI and offshoring on the hiring market.

[00:45:12] How different cultures approach sales and recruiting.

[00:50:53] James’ passion for writing fiction and how storytelling fits into his career.

Links:

• James Hornick on LinkedIn: https://www.linkedin.com/in/jameshornick/
• Hirewell: https://hirewell.com/
• Karl Hughes on LinkedIn: https://www.linkedin.com/in/karllhughes
• Production and editing by The Podcast Consultant: https://thepodcastconsultant.com 

Key Points From This Episode:

[00:00:00] Introduction to Karl Hughes and Manuel Weiss, and the focus on scaling agencies.

[00:01:08] Reflecting on key lessons learned over the past quarter.

[00:01:57] Importance of personal relationships in business partnerships.

[00:02:51] Maintaining trust and transparency between co-founders.

[00:04:02] Challenges of acquisitions and a recent deal that fell through.

[00:05:09] The slow and steady approach to acquiring businesses.

[00:06:40] Empowering teams by stepping back from day-to-day operations.

[00:08:20] The risks of micromanagement and the importance of autonomy.

[00:10:04] Implementing standardized frameworks across portfolio companies.

[00:11:25] Goals for 2025: Acquiring new companies and building leadership pipelines.

[00:14:21] Insights from acquisition entrepreneurship conferences.

[00:16:57] Building internal leadership through consultancy-based evaluations.

[00:18:15] Challenges of promoting internal leaders versus hiring externally.

[00:19:20] The role of advisory boards in supporting new leaders.

[00:23:22] Building a sustainable acquisition pipeline for long-term growth.

[00:27:07] Opportunities and risks of merging with similar-sized companies.

[00:30:13] Lessons from the downturn in venture capital funding on business stability.

[00:34:28] Growth strategies for The Podcast Consultant and Draft.dev.

[00:38:35] Moving Draft.dev upmarket and focusing on long-term contracts.

[00:41:02] Upcoming rebranding for Draft.dev to align with its new market position.

[00:44:13] Recommended books and lessons learned: The Will to Keep Winning by Daigo Umehara.

[00:49:19] Long-term focus and sustainability over short-term gains.

[00:52:42] Wrapping up: Future plans and staying connected with listeners.

Links:

• Manuel Weiss on LinkedIn: https://www.linkedin.com/in/manuelweiss1986/?originalSubdomain=at
• Karl Hughes on LinkedIn: https://www.linkedin.com/in/karllhughes
• Production and editing by The Podcast Consultant: https://thepodcastconsultant.com 

Key Points From This Episode:

[00:00:00] Introduction to Karl Hughes & Retained Trust

[00:00:43] Guest introduction: Sam Shepler’s background and agency experience

[00:01:51] Selling his first video agency and transitioning into productized services

[00:04:03] Why productized services appealed to Sam and how he built Testimonial Hero

[00:05:50] The myth of recurring revenue in service businesses

[00:07:09] The power of process-driven scaling and why it’s essential

[00:08:38] Saying no to custom client requests & keeping services streamlined

[00:10:37] The natural evolution from productized service to broader agency growth

[00:14:28] Expanding into new service areas without losing focus

[00:17:08] The limits of productized services and when to expand offerings

[00:20:21] The acquisition strategy: why Sam decided to buy instead of build

[00:23:46] Choosing the right services to add through acquisition

[00:27:02] The challenge of managing multiple agency brands

[00:30:15] Thinking in long-term horizons to unlock big opportunities

[00:34:37] The role of competitors in potential acquisition deals

[00:39:59] The difficulties of getting deals done & lessons from failed acquisitions

[00:45:45] Sam’s recommended books on business, strategy, and psychology

[00:47:00] Where to follow Sam & learn more

Links:

• Sam Shepler on LinkedIn: https://www.linkedin.com/in/samshepler/
• Testimonial Hero: https://www.testimonialhero.com/
• Karl Hughes on LinkedIn: https://www.linkedin.com/in/karllhughes
• Production and editing by The Podcast Consultant: https://thepodcastconsultant.com 

Key Points From This Episode:

[00:00:30] Introduction to Joey de Wit and AgenCFO

[00:01:03] The role of a fractional CFO in agency growth

[00:03:15] What size agencies benefit most from CFO services

[00:06:03] The common financial mistake agency owners make

[00:08:39] The importance of financial planning and budgeting

[00:10:47] How agencies can forecast revenue more accurately

[00:15:24] Growth is expensive—why underinvestment is common

[00:16:41] The challenge of scaling agencies and negative economies of scale

[00:20:00] Pricing strategies: Why raising prices can be the best growth lever

[00:23:04] Joey’s entrepreneurial journey from banking to agency finance

[00:31:58] Hiring for finance roles—analysts vs. CFOs

[00:38:51] Client acquisition: Twitter, referrals, and content marketing

[00:41:18] The challenge of balancing growth with service delivery

[00:45:03] The reality of entrepreneurship—why you’re never fully “off”

[00:50:06] Book recommendations for agency owners and entrepreneurs

[00:52:54] Where Joey sees Agent CFO in the next year

Links:

• Joey de Wit on LinkedIn: https://www.linkedin.com/in/joeydewit/
• Joey de Wit on X: https://x.com/joeydewit
• AgenCFO: https://www.agencfo.com/
• Karl Hughes on LinkedIn: https://www.linkedin.com/in/karllhughes

Production and editing by The Podcast Consultant: https://thepodcastconsultant.com

Key Points From This Episode: 

[00:00:22] Introduction to Corey Northcutt and his entrepreneurial journey. 

[00:01:27] Corey’s background in building internet companies and selling agencies. 

[00:02:04] The role of Chief Optimization Officer at Orbit Media Studios. 

[00:04:46] How Corey transitioned from running his own agency to joining Orbit. 

[00:06:05] The size, structure, and services of Orbit Media Studios. 

[00:07:05] AI’s impact on SEO, content marketing, and agency workflows. 

[00:08:33] The role of AI in finding deficiencies vs. creating efficiencies. 

[00:10:46] AI’s ability to process and analyze large datasets for decision-making. 

[00:13:52] Does AI pose a threat to agencies, or is it a tool for growth? 

[00:16:47] The evolving role of junior employees in the AI era. 

[00:19:00] Corey’s early experiences launching a hosting business. 

[00:22:10] Growth hacking strategies and how Corey found underserved markets. 

[00:26:45] The intersection of AI, automation, and consulting work. 

[00:30:15] Predictions for the future of digital agencies in an AI-driven world. 

Links: 

• Corey Northcutt on LinkedIn: https://www.linkedin.com/in/coreynorthcutt/ 
• Corey Northcutt on X: https://x.com/corey_northcutt 
• Orbit Media; https://www.orbitmedia.com/ 
• Google Ranking Factors: https://www.orbitmedia.com/google-ranking-factors/ 
• Karl Hughes on LinkedIn: https://www.linkedin.com/in/karllhughes 
• Production and editing by The Podcast Consultant: https://thepodcastconsultant.com  

Key Points From This Episode: 

[00:01:14] John-Henry’s early mindset: Why he originally resisted hiring. 

[00:02:38] How Growth Plays differentiates from traditional agencies. 

[00:03:52] The challenges of scaling a strategy-driven business. 

[00:04:54] How Growth Plays positions itself in the B2B SEO and content strategy space. 

[00:06:08] The hardest part of scaling strategy: Getting recommendations implemented. 

[00:07:42] Creating urgency in content strategy to drive execution. 

[00:09:50] Aligning strategy with business goals, public earnings reports, and KPIs. 

[00:12:11] The importance of one-on-one stakeholder conversations to extract real insights. 

[00:15:25] Key hiring attributes: Critical thinking, communication, and autonomy. 

[00:18:28] How John-Henry builds a team that counterbalances his own strengths and weaknesses. 

[00:20:54] The role of personal branding and word-of-mouth in agency growth. 

[00:22:22] Delivering great work as the best marketing strategy. 

Links: 

• John-Henry Scherck on LinkedIn: https://www.linkedin.com/in/jhtscherck/ 
• Growth Plays: https://growthplays.com/ 
• Karl Hughes on LinkedIn: https://www.linkedin.com/in/karllhughes 
• Production and editing by The Podcast Consultant: https://thepodcastconsultant.com

Key Points From This Episode: 

[00:00:00] Introduction to Paul Seaton and AgencyFi. 

[00:01:15] How Paul transitioned from Deloitte to launching his own firm. 

[00:03:00] Why Paul chose to specialize in digital and creative agencies. 

[00:04:25] Understanding the financial challenges agencies face. 

[00:06:10] The importance of trust in financial services. 

[00:07:45] Strategies for growing an agency-focused financial business. 

[00:09:50] Content marketing as a key driver for client acquisition. 

[00:12:15] The role of financial advisors in operational decisions. 

[00:14:30] The significance of gross margins in agency profitability. 

[00:17:00] Common financial misconceptions among agency owners. 

[00:19:40] Best practices for structuring an agency’s P&L statement. 

[00:22:10] The challenges of scaling and hiring delivery managers. 

[00:24:30] Balancing a lifestyle business vs. a scalable agency model. 

[00:27:15] Paul's perspective on pricing, churn, and long-term client relationships. 

[00:30:45] Final advice for agency owners looking to improve their finances. 

Links: 

• Paul Seaton on LinkedIn: https://www.linkedin.com/in/paul-seaton-78392880/ 
• AgencyFi: https://www.agencyfi.co/ 
• Karl Hughes on LinkedIn: https://www.linkedin.com/in/karllhughes 

Production and editing by The Podcast Consultant: https://thepodcastconsultant.com  

Key Points From This Episode:

[00:00:00] Karl Hughes introduces the episode and guest, Aidan Sowa, founder of VelvetVoice PR.

[00:01:00] Aidan explains VelvetVoice PR’s focus on building authority for entrepreneurs, influencers, and businesses.

[00:03:10] Importance of PR for influencers and how strategic press coverage drives credibility.

[00:05:14] Addressing challenges in PR attribution and maximizing ROI through social media and ads.

[00:07:22] The credibility impact of PR on startups and venture-backed companies.

[00:10:09] Advantages of “sales-enabled PR” over traditional approaches, focusing on measurable outcomes.

[00:13:41] Mistakes to avoid in PR campaigns, including overuse of press releases and poor messaging.

[00:16:03] Trends in PR for 2024, including the role of authenticity and the pitfalls of AI-generated content.

[00:19:10] Tools like HARO and local business coverage as cost-effective PR starting points for small teams.

[00:22:18] Aidan’s pivot from lead generation to PR during the COVID-19 pandemic.

[00:24:30] Lessons learned from early entrepreneurial challenges, including dealing with chargebacks.

[00:28:19] Scaling with cold email: Aidan shares practical strategies and tools for high-volume outreach.

[00:35:04] How authenticity and executive involvement enhance sales conversations with larger clients.

[00:43:22] Best practices for preventing chargebacks and ensuring payment security in digital services.

[00:47:18] Debunking myths around “quick success” and the value of persistence in scaling an agency.

[00:52:07] Aidan reflects on the importance of mindset, personal growth, and strategic goal-setting in entrepreneurship.

Links:

• Aidan Sowa on LinkedIn: https://www.linkedin.com/in/aidansowa/
• Aidan Sowa on X: https://x.com/AidanCSowa
• VelvetVoice PR: https://www.velvetvoicepr.com/
• Karl Hughes on LinkedIn: https://www.linkedin.com/in/karllhughes
• Retained Trust: https://retainedtrust.com/

Production and editing by The Podcast Consultant: https://thepodcastconsultant.com

Key Points From This Episode:

[00:00:00] Karl Hughes welcomes guest Tevia Hoalst, founder of TeKoda Accounting.

[00:01:00] TeKoda Accounting’s personalized approach: Humanizing the bookkeeping process with client-tailored services.

[00:02:02] Internal vs. tax accounting: Differences in how business and tax books are organized and why both matter.

[00:04:58] The challenge of generic categories in tax-focused bookkeeping and its limitations on operational insights.

[00:08:26] The importance of hiring the right accounting professionals for small businesses.

[00:10:53] Insights from diverse industries: How observing different financial structures helps TeKoda’s Accounting provide better advice.

[00:14:24] Common triggers for outsourcing bookkeeping: When and why entrepreneurs seek professional financial management.

[00:17:31] The pitfalls of ignoring historical data and the importance of proactive financial planning.

[00:20:13] Why entrepreneurs may resist data-driven decisions and how to balance vision with practical financial insights.

[00:25:10] Managing growth-related cash flow challenges, such as negative cash cycles and solutions like credit lines and upfront payments.

[00:28:26] Strategic financial planning: Knowing when to secure funding before a growth phase to avoid cash crunches.

[00:31:03] Marketing challenges for service-based businesses and the importance of trust in customer acquisition.

[00:36:17] The hiring process at TeKoda Accounting: Culture-first recruiting and the use of live skills assessments.

[00:41:10] Managing the emotional highs and lows of entrepreneurship with the support of peer networks.

[00:46:07] Book recommendations for entrepreneurs: "Simple Numbers" by Greg Crabtree and "Awesomely Simple" by John Spence.

[00:50:46] Tevia’s goals for the future: Exploring growth through acquisitions and expanding brand visibility.

Links:

• Tevia Hoalst on LinkedIn: https://www.linkedin.com/in/tevia-hoalst/
• TeKoda Accounting: https://www.tekodaaccounting.com/
• Karl Hughes on LinkedIn: https://www.linkedin.com/in/karllhughes
• Retained Trust: https://retainedtrust.com/

Production and editing by The Podcast Consultant: https://thepodcastconsultant.com

Key Points From This Episode: 

[00:00:00] Introduction to the solo episode and its purpose 

[00:01:14] The 4-Hour Work Week by Tim Ferriss – early inspiration for productivity and freedom 

[00:04:00] How to Win Friends and Influence People by Dale Carnegie – essential communication and rapport-building tips 

[00:06:05] The Mom Test by Rob Fitzpatrick – validating business ideas the right way 

[00:08:12] Big Magic by Elizabeth Gilbert & The War of Art by Steven Pressfield – overcoming creative resistance and fear 

[00:10:00] The E-Myth Revisited by Michael Gerber – building systems, not just products 

[00:12:17] The Obstacle is the Way by Ryan Holiday – reframing challenges as growth opportunities 

[00:13:25] How Will You Measure Your Life by Clayton Christensen – defining success beyond financial gains 

[00:14:15] Buy Then Build by Walker Deibel – strategies for acquisition entrepreneurship 

[00:16:03] Unlimited Power by Tony Robbins – the cycle of belief, action, and results 

[00:17:35] The Gap and The Gain by Dan Sullivan and Dr. Benjamin Hardy – rethinking success and progress 

[00:19:14] The Alchemist by Paulo Coelho – the importance of belief, purpose, and overcoming fear 

[00:21:00] Final reflections and invitation for audience book recommendations 

Links: 

• Karl Hughes on X: https://x.com/karllhughes 
• Karl Hughes on LinkedIn: https://www.linkedin.com/in/karllhughes 
• Retained Trust: https://retainedtrust.com/ 
• Production and editing by The Podcast Consultant: https://thepodcastconsultant.com  

Key Points From This Episode: 

[00:00:00] Introduction to Bob Tripathi and his journey in marketing and entrepreneurship. 

[00:01:16] Bob introduces Digital Sparx Marketing and its data-driven approach. 

[00:03:06] The challenge of understanding the marketing funnel and utilizing data effectively. 

[00:05:13] Bob’s career shift from corporate giants like Discover to startups. 

[00:08:26] Differences in skillsets required for startups versus big corporations. 

[00:11:23] Developing patience as a key skill for agency success. 

[00:14:15] Founding Online Marketing Training and identifying a market gap. 

[00:18:08] Transitioning into running an agency despite initial reluctance. 

[00:24:19] Bob’s pivot during the pandemic to launch a successful PPE business. 

[00:30:23] Lessons from the pandemic-driven business experience. 

[00:36:54] The importance of continuous learning and curiosity. 

[00:39:35] Building a support network and valuing diverse perspectives. 

[00:44:04] Bob’s reflections on reading the Bhagavad Gita and staying present in life and business. 

Links: 

• Bob Tripathi on LinkedIn: https://www.linkedin.com/in/bobtripathi/ 
• Digital Sparx: https://digitalsparxmarketing.com/ 
• Karl Hughes on LinkedIn: https://www.linkedin.com/in/karllhughes 
• Production and editing by The Podcast Consultant: https://thepodcastconsultant.com  

Key Points From This Episode:

[00:00:44] Introduction to Kyle Shevlin and Agathist: "Good software by good people."

[00:01:35] Kyle explains the origins of the Agathist name and its philosophical significance.

[00:04:33] Transitioning from freelancing and full-time roles to building an agency.

[00:06:44] The balance between passion-driven projects and profitability.

[00:08:01] Neurodivergence and its role in shaping Kyle’s approach to business.

[00:14:29] The importance of referrals in landing early clients.

[00:17:00] Agathist’s differentiation: deep React/React Native expertise and project agility.

[00:20:08] Balancing quality and speed while delivering software projects.

[00:25:43] Agathist’s vision: building a small, cohesive, and impactful team.

[00:33:13] Avoiding burnout and creating a sustainable work-life balance.

[00:41:27] The privilege of support systems in entrepreneurship.

[00:48:59] Kyle’s philosophical approach to growth and business sustainability.

Links:

• Kyle Shevlin on LinkedIn: https://www.linkedin.com/in/kyleshevlin/
• Agathist: https://agath.ist/
• Karl Hughes on LinkedIn: https://www.linkedin.com/in/karllhughes
• Production and editing by The Podcast Consultant: https://thepodcastconsultant.com

Key Points From This Episode:

[00:00:00] George’s career beginnings: from online dog boutique to SEO agency founder.

[00:02:02] The founding story of Digital Third Coast in Chicago.

[00:05:03] Early SEO tactics and how the industry has evolved.

[00:08:10] Hiring challenges and the impact of a great sales hire.

[00:13:25] Adapting to remote work and expanding client reach beyond Chicago.

[00:17:08] Delegating work and trusting team members for business growth.

[00:23:10] SEO’s future: The rise of AI and shifts in Google search results.

[00:29:17] Effective content marketing strategies in a changing SEO landscape.

[00:34:12] Using AI as a productivity tool in marketing and content creation.

[00:40:05] Educating the next generation about AI and technology.

[00:42:15] Recommended reads: Who Not How and Top Five Regrets of the Dying.

[00:46:20] George’s personal passion: rediscovering music through guitar lessons.

Links:

• George Zlatin on LinkedIn: https://www.linkedin.com/in/georgezlatin/
• Digital Third Coast: https://www.digitalthirdcoast.com/
• Karl Hughes on LinkedIn: https://www.linkedin.com/in/karllhughes
• Production and editing by The Podcast Consultant: https://thepodcastconsultant.com 

Key Points From This Episode: 

[00:00:00] Karl Hughes introduces the episode and David Flanagan's background. 

[00:01:00] David shares his early career in developer relations at InfluxDB and Equinix. 

[00:02:14] Launching The Rawkode Academy after leaving full-time employment. 

[00:04:03] Balancing career risks with family responsibilities while starting a business. 

[00:07:15] Signing the first client contract and turning leads into partnerships. 

[00:10:08] Experimenting with early business models and adjusting pricing strategies. 

[00:16:20] Establishing core business values: authenticity, organic content, and embracing failure. 

[00:22:45] Challenges of developer marketing and the importance of educational content. 

[00:28:07] Managing the complexities of a one-person business and scaling production. 

[00:34:12] Explaining The Rawkode Academy’s partnership model and its unique structure. 

[00:42:36] Comparing traditional marketing tactics like trade shows to a value-driven partnership approach. 

[00:48:27] Lessons learned about pricing and securing clients through tailored offers. 

[00:54:05] Reflecting on rebuilding after a major office fire and finding a renewed business focus. 

[00:57:25] Looking ahead: David’s future goals for scaling his platform and community. 

Links: 

• David Flanagan on LinkedIn: https://www.linkedin.com/in/rawkode/ 
• Rawkode Academy: https://rawkode.academy/ 
• Karl Hughes on LinkedIn: https://www.linkedin.com/in/karllhughes 
• Production and editing by The Podcast Consultant: https://thepodcastconsultant.com  

Key Points From This Episode: 

[00:00:00] Introduction to Chris Gwinn and Midwest CFO's mission. 

[00:02:04] Challenges entrepreneurs face in understanding their financials. 

[00:05:07] Common financial oversights in small businesses and their impact. 

[00:09:14] The importance of gross margins and proper financial breakout. 

[00:13:25] Balancing low-profit service lines with business strategy. 

[00:17:32] Transitioning from Great Lakes Advisory to Midwest CFO. 

[00:19:41] Identifying market needs for a scalable service offering. 

[00:25:14] Networking and referrals as key growth strategies. 

[00:33:05] Systematizing networking for sustained referrals. 

[00:37:22] Structuring financial strategies to align with business goals. 

[00:41:13] Plans for scaling Midwest CFO with fractional CFOs. 

[00:49:12] Reflections on the emotional journey of entrepreneurship. 

[00:52:10] Recommended reads for entrepreneurs and financial leaders. 

[00:56:13] Chris’s vision for Midwest CFO in the next year. 

Links: 

• Chris Gwinn on LinkedIn: https://www.linkedin.com/in/chris-gwinn-cfa-96383b26/ 
• Midwest CFO: https://midwestcfo.com/ 
• Karl Hughes on LinkedIn: https://www.linkedin.com/in/karllhughes 
• Production and editing by The Podcast Consultant: https://thepodcastconsultant.com  

Key Points From This Episode: 

[00:00:00] Introduction to Kon Kruglyak and Candidate IQ. 

[00:01:07] Overview of Candidate IQ’s staffing model and services. 

[00:02:14] Challenges in recruiting amid economic shifts. 

[00:03:04] The impact of economic conditions on recruitment strategies. 

[00:06:19] Strategies for business resilience during downturns. 

[00:07:12] Persistence and relationship-building in the recruiting industry. 

[00:09:43] Key skills learned from corporate recruiting experience. 

[00:15:12] Reflections on pursuing an MBA and its entrepreneurial impact. 

[00:18:45] Gaining new problem-solving skills and networks through an MBA. 

[00:19:27] Early strategies for generating business for Candidate IQ. 

[00:21:19] Long-term vision: hiring and scaling the business. 

[00:25:32] Balancing prospecting with service delivery. 

[00:28:47] Staying resilient through rejection and market challenges. 

[00:32:11] Lessons from starting a business in a downturn. 

[00:39:04] Work-life balance, transparency, and culture for retaining talent. 

[00:45:18] Reflections on productivity, flexibility, and the entrepreneurial journey. 

[00:47:33] Kon’s vision for Candidate IQ over the next year. 

Links: 

• Kon Kruglyak on LinkedIn: https://www.linkedin.com/in/konkruglyak/ 
• Candidate IQ: https://thecandidateiq.com/ 
• Karl Hughes on LinkedIn: https://www.linkedin.com/in/karllhughes 

Key Points From This Episode: 

[00:00:00] Karl introduces Kurt Schnakenberg and starts with a light-hearted conversation about hats and personal presentation. 

[00:02:45] Kurt discusses his role at Chicago Brass and how appearance has influenced his interactions in the industry. 

[00:05:12] Kurt describes the founding of Chicago Brass and its focus on high-end architectural hardware. 

[00:06:58] Challenges in the building materials industry spark the creation of ADBM to address inefficiencies. 

[00:08:42] Kurt explains the pivot to staffing and the importance of simplicity in the business model. 

[00:10:33] Indicators of product-market fit: strong early demand and straightforward sales conversations. 

[00:13:17] Ethical offshoring: maintaining fair wages, treating offshore staff with respect, and building long-term relationships. 

[00:17:05] Navigating challenges in onboarding remote staff and addressing resistance within client companies. 

[00:18:55] Tapping Kurt's network for initial growth and scaling the new business. 

[00:24:05] Balancing time and emotional energy between Chicago Brass and ADBM. 

[00:30:02] The advantages of niche focus and how it strengthens credibility and client trust. 

[00:36:15] Managing the emotional highs and lows of entrepreneurship through metrics and reflection. 

[00:40:15] Structured decision-making through assigning roles like optimist, pessimist, and pragmatist. 

[00:43:50] Book recommendations for entrepreneurs: Rework by Jason Fried and Boutique by Greg Alexander. 

[00:46:15] Kurt shares his one-year goals for ADBM: reaching 150 placements and delegating the sales role. 

Links: 

• Kurt Schnakenberg on LinkedIn: https://www.linkedin.com/in/kurtschnakenberg/ 
• ADBM: https://adbm.agency/ 
• Karl Hughes on LinkedIn: https://www.linkedin.com/in/karllhughes 
• Production and editing by The Podcast Consultant: https://thepodcastconsultant.com  

Key Points From This Episode:

[00:00:00] Manuel shares his entrepreneurial background and early career in Austria.

[00:02:14] Karl introduces his career trajectory and the foundation of Draft.dev.

[00:07:03] How Karl and Manuel reconnected and the origins of their partnership.

[00:10:50] Initial experiments, including an online course, and the shift to buying businesses.

[00:16:30] The decision to focus on podcast production as a scalable niche service.

[00:20:15] Challenges and insights from the acquisition of The Podcast Consultant.

[00:27:45] Manuel and Carl discuss the importance of building strong team culture.

[00:35:20] Raising prices and refining client portfolios to optimize revenue and margins.

[00:41:12] The value of documentation, systems, and async work in a remote partnership.

[00:45:48] Balancing entrepreneurial ambitions with the realities of family life.

[00:52:30] Their long-term vision for a portfolio of sustainable niche businesses.

Links:

• Manuel Weiss on LinkedIn: https://at.linkedin.com/in/manuelweiss
• Karl Hughes on LinkedIn: https://www.linkedin.com/in/karllhughes
• Production and editing by The Podcast Consultant: https://thepodcastconsultant.com 

Key Points From This Episode:

[00:01:03] Jared’s video strategy for LinkedIn: creating short-form, conversational content.

[00:06:10] Insights on LinkedIn’s algorithm and how engagement drives reach.

[00:07:11] The mission of Outworks: helping founders build networks and consistent content on LinkedIn.

[00:12:19] Jared’s journey from VP of Sales to marketing strategist and entrepreneur.

[00:16:17] The role of adaptability and learning in starting Outworks.

[00:19:26] How partners influence Jared’s approach to business and Outworks’ service expansion.

[00:22:11] The importance of maintaining a consistent pipeline for growth.

[00:24:27] Diversifying lead generation through referrals and partner networks.

[00:31:13] Outworks’ client strategy: creating LinkedIn content through interviews and ghostwriting.

[00:34:09] Building repeatable systems for LinkedIn optimization and content management.

[00:40:35] Reflections on the mental resilience needed for entrepreneurship.

[00:42:08] Benefits and challenges of having business partners in a startup.

[00:49:34] Book recommendations and resources for founders focused on growth and resilience.

Links:

• Jared Gibson on LinkedIn: https://www.linkedin.com/in/jaredoutworks/
• Outworks: https://outworks.io/
• Karl Hughes on LinkedIn: https://www.linkedin.com/in/karllhughes
• Production and editing by The Podcast Consultant: https://thepodcastconsultant.com 

Key Points From This Episode:

[00:02:01] Shannon explains the meaning behind “Acorn to Oak” and her company’s mission.

[00:03:45] Diving into local SEO and its importance for small businesses.

[00:04:55] Challenges and educational aspects of working with local clients.

[00:06:23] Balancing technical knowledge and client expectations in digital marketing.

[00:07:30] Shannon’s unexpected path from engineering to local SEO.

[00:08:55] Gaining experience in marketing through an early role at a global retailer.

[00:12:05] Shannon’s transition from corporate project management to starting her own business.

[00:15:22] Key strategies Shannon used to acquire her first clients, including networking.

[00:17:00] Testing cold-calling approaches and client-specific outreach techniques.

[00:20:01] The role of business networking groups like BNI in early client acquisition.

[00:22:07] Karl and Shannon discuss SEO as a long-term strategy for agency growth.

[00:23:00] Setting and checking quarterly goals for business progress.

[00:24:55] Managing time and prioritizing tasks to balance client work and business growth.

[00:27:10] Navigating challenges with partnerships and maintaining high standards.

[00:30:55] Client relationships and challenges of scaling service delivery.

[00:33:05] Hiring specialists and setting up a supportive team structure.

[00:35:40] Shannon's approach to finding talent and balancing cost and quality.

[00:38:47] Potential and challenges in hiring sales and delivery roles overseas.

[00:41:15] Reflections on entrepreneurship, family, and balancing roles.

[00:43:45] The mindset shift from employee to business owner.

[00:46:16] The importance of continuous learning and seeking mentors.

[00:47:54] Karl and Shannon discuss influential books and ongoing learning as entrepreneurs.

[00:51:15] Shannon’s one-year vision for Acorn to Oak, focusing on growth and client relationships.

Links:

• Shannon Beasley on LinkedIn: https://www.linkedin.com/in/shannonpbeasley/
• Acorn to Oak: https://www.acorntooakstrategies.com/
• Karl Hughes on LinkedIn: https://www.linkedin.com/in/karllhughes
• Production and editing by The Podcast Consultant: https://thepodcastconsultant.com 

Key Points From This Episode:

[00:00:57] Introduction of Sunny Shah and SunnyCreators

[00:02:04] Sunny’s early attraction to entrepreneurship and community building

[00:03:52] Journey into starting a digital marketing agency and building SunnyCreators

[00:04:58] Sunny’s approach to social media marketing, short-form videos, and personal branding

[00:08:00] Building community through Chicago Dinner Club and networking

[00:09:56] Transition from teaching entrepreneurship to starting an agency

[00:12:04] Lessons from landing clients and developing personal branding strategies

[00:22:58] Viral success on TikTok and Instagram and what it takes to replicate it

[00:36:01] Why personal branding on LinkedIn is key for business leaders

[00:42:00] Sunny’s leap into Full-time Entrepreneurship and handling uncertainty

Links:

• Sunny Shah on LinkenIn: https://www.linkedin.com/in/sunnyshahflow  
• Sunny Creators: https://sunnyteams.com/
• Karl Hughes on LinkedIn: https://www.linkedin.com/in/karllhughes
• Production and editing by The Podcast Consultant: https://thepodcastconsultant.com