Agency Bytes

Ep 144 – Ali Mirza, Rose Garden Consulting – Intentional Selling: Build a Pipeline That Doesn’t Depend on the Founder

Featuring: Ali Mirza, Rose Garden Consulting

In episode 144, I’m joined by Ali Mirza, a sales expert who’s personally closed over $450 million in revenue and advised hundreds of high-growth companies, including multiple Inc. 500 winners and successful exits.

Ali and I dig into what’s really broken in agency sales today — from why “more leads” isn’t the answer, to how founders unintentionally sabotage deals, to the mindset shifts required to close larger, more confident engagements. This conversation is especially relevant for agency owners who are great at delivery but feel stuck, uncomfortable, or inconsistent when it comes to selling.

We talk candidly about sales systems vs. sales personalities, the danger of winging it, and how agencies can move from reactive selling to intentional, scalable growth without becoming someone they’re not.

Key Bytes

• Why “just getting more leads” rarely fixes agency sales problems
• The hidden mindset traps that keep agency owners underpricing
• How confidence (not pressure) actually drives better close rates
• The difference between selling expertise vs. selling outcomes
• Why inconsistent sales processes hurt valuation and scalability

Chapters

00:00 Why agency sales feels harder than it should
04:32 The biggest sales myths agency owners believe
09:15 Why confidence matters more than scripts
14:40 Selling outcomes vs. selling services
20:05 How founders accidentally sabotage deals
26:18 Pricing fear and the psychology behind it
32:10 Building a repeatable sales process
38:45 What great agency sales leadership really looks like
44:20 Final advice for agency owners who hate selling

Ali Mirza is a sales expert who has personally closed over $450 million in sales with multiple Inc. 500 companies and high-growth startups.

His work has been featured in Inc., Forbes, Huffington Post, Business Insider, and more. He has consulted for hundreds of companies, with 17 earning the Inc. 500 Fastest Growing Companies award and three successfully acquired. He is president of Atlanta-based consulting firm, Rose Garden.

Connect with Ali on his personal website, his consulting website, or on his Instagram.

Ep 143 – Sharon Toerek, Legal and Creative – The Legal Blind Spots Costing Agencies Millions

THIS EPISODE IS SPONSORED BY IGNITION. START YOUR FREE 14 DAY TRIAL ignitionapp.info/agencybytes-trial Use Code OUTSIGHT25 to save 50% off!

Featuring: Sharon Toerek, Legal and Creative

In episode 143, I dig into one of the most underestimated risks in agency ownership: the legal blind spots that quietly cost agencies millions over time.

From contracts and scope creep to client disputes, IP ownership, and liability exposure, we unpack where agencies unknowingly put themselves at risk — and why most don’t realize it until it’s too late.

This conversation is a must-listen for agency owners who want to protect what they’ve built, reduce unnecessary exposure, and stop treating legal as an afterthought instead of a growth safeguard.

Key Bytes
• Most agencies don’t realize their biggest legal risks until a problem hits
• Poor contracts quietly drain profit long before lawsuits happen
• Scope creep is as much a legal issue as it is a pricing issue
• IP ownership mistakes can create long-term client and valuation problems
• Proactive legal structure is a growth advantage, not a cost center

Chapters
00:00 Why legal blind spots are so common in agencies
04:15 The contracts agencies rely on (and why they fall short)
10:20 Scope creep as a legal and financial issue
18:05 IP ownership mistakes that come back years later
26:40 Client disputes: where agencies expose themselves
34:10 Risk vs. fear: what actually matters legally
42:00 Simple fixes agency owners can make now
50:10 How legal hygiene protects valuation and exit
56:30 Final thoughts & wrap-up

Sharon Toerek is Founder of Toerek Law (doing business in the agency world as Legal + Creative), where she focuses her national law practice on helping advertising, marketing, communications, and creative agencies protect their assets and turn their ideas into revenue.

Sharon provides proactive, strategic counsel to communications, marketing, advertising, digital, and creative agencies on legal and business issues they face continually in their work, including:
• agency-client relationships, including agency service contracts
• agency-freelancer and agency strategic alliance relationship management
• trademark and copyright protection, enforcement, and licensing
• influencer marketing negotiations and content marketing legal compliance• advertising regulatory compliance
• AI policy and risk management for agencies

Sharon is an approved participant on the 4A's Legal Consultants Panel and a member of the 4A’s Expert Network. She has also served as President of the American Ad Federation (AAF) Cleveland and has been elected to AAF Cleveland’s Hall of Fame.

In addition to her Firm’s work representing U.S. independent agencies, Sharon
• Created the Legal + Creative Agency Protection System, a comprehensive legal education and legal toolkit for marketing, ad and creative services agencies
• Created and hosted over 300 episodes of the agency-focused podcast The Innovative Agency, a podcast about innovation and trends in the marketing agency world
• Presents sessions on agency-critical legal topics to independent agency networks, to private agency audiences, and at industry conferences, including INBOUND, Content Marketing World, MAICON, the Build a Better Agency Summit, Own It Summit, Mirren New York, and PRSA Counselors Academy.

Contact Sharon on LinkedIn or on their website.

Ep 142 – Amy Maxwell, Maxwell Design – Scaling With Soul: How to Grow Your Agency Without Losing the Craft

THIS EPISODE IS SPONSORED BY IGNITION. START YOUR FREE 14 DAY TRIAL ignitionapp.info/agencybytes-trial Use Code OUTSIGHT25 to save 50% off!

 

Featuring: Amy Maxwell, Maxwell Design

In episode 142, I sit down with Amy Maxwell, founder and creative director of Maxwell Design, to talk about the real tension small creative shops face: how do you grow without sacrificing the craft that made you successful in the first place?

We dig into what it looks like to evolve from “hands-on designer” to “agency leader,” how to protect quality as you add capacity, and how to make smart choices about clients, process, and scope so growth doesn’t turn into chaos. If you want to scale with intention (and still love the work), this one’s for you.

Key Bytes
• Scaling doesn’t have to mean sacrificing creative quality
• Your process is what protects the craft as you grow
• “Better clients” often solves what “more clients” can’t
• You can stay hands-on without being the bottleneck
• The right constraints create consistency, not limitation
• Hiring should reduce friction, not add management drag
• Clear scope and boundaries prevent quiet burnout

Chapters
00:00 Intro: scaling without losing the craft
02:10 Amy’s origin story and building Maxwell Design
06:20 The “stay small” choice and what it protects
11:05 When growth starts to strain quality (warning signs)
16:10 Processes that keep creative standards high
22:30 Team structure: support roles vs creative roles
28:40 Client fit, boundaries, and saying “no” earlier
34:15 Staying fulfilled while the business grows
40:20 Rapid-fire questions and wrap-up

Amy—Creative Director + Founder of Maxwell Design—has spent the last two decades helping businesses look their best. She’s an award-winning designer with a knack for reading minds and creating delightful visual experiences. Her solution-focused approach makes her someone you’ll want in any room. And her small (but mighty) team comes with some major design chops.

Contact Amy on LinkedIn or on their website.

Ep 141 – Meredith Fennessy Witts + Melissa Lohrer, Agency Darlings – Community Over Competition: How Agency Darlings Are Rewriting the Rules

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Featuring: Meredith Fennessy Witts + Melissa Lohrer, Agency Darlings

In episode 141, I sit down with Melissa and Meredith, the hosts of the Agency Darlings podcast and longtime agency operators, to unpack why so many agency owners feel burned out, stuck, or disillusioned by the traditional agency growth advice that’s been circulating for decades.

We talk candidly about the “bro playbook” — hustle culture, ego-driven leadership, top-down decision making, and growth at all costs — and why it often leads to unhealthy teams, poor margins, and miserable owners. Melissa and Meredith share what they’ve learned from years inside agencies about what actually drives sustainable growth: emotional intelligence, clear communication, strong operations, and leadership that prioritizes people alongside profit.

This episode is a refreshing, grounded look at agency leadership through a more human lens — one that challenges outdated norms and offers agency owners permission to build businesses that align with who they actually are.

Key Bytes

• Why the traditional agency “bro playbook” is failing modern agencies
• The hidden cost of hustle culture on owners and teams
• How emotional intelligence impacts agency growth and retention
• What healthier leadership looks like inside agencies
• Redefining success beyond revenue and headcount

Chapters

00:00 Why the traditional agency playbook feels broken
05:12 The origins of hustle culture in agencies
11:04 Masculine-driven leadership norms and their impact
17:32 Emotional intelligence as a growth lever
23:58 Building healthier agency cultures
30:41 Operator-led leadership vs. ego-led leadership
37:10 Sustainable growth without burnout
43:26 Redefining success as an agency owner
49:12 Advice for owners ready to do things differently

Each with over 15 years of experience in the agency space and deep-rooted connections within the industry, Melissa and Meredith bring actionable insights, expert advice, and candid conversations that challenge the conventional, masculine-driven approaches to agency growth.

Contact Meredith & Melissa:

www.agencydarlings.com

https://bit.ly/MWDarlings

https://waverlyave.com

https://instagram.com/waverlyave.co

https://www.lecheile.co/contact

https://www.instagram.com/lecheile.co/

Ep 134 – Jen Moss, JAR - Podcasting That Connects: Story First, Metrics That Matter

Featuring: Jen Moss, JAR

In episode 134, I sit down with Jen Moss, Chief Creative Officer and co-founder of JAR, where she helps brands and agencies craft podcasts that move people—not just metrics.

Jen calls herself a podcasting doula, guiding clients through the messy middle of creative storytelling. In this conversation, we dive into how to create audio that actually connects, what makes a podcast worth listening to, and why “Job, Audience, Result” is the framework every agency should adopt before hitting record.

Jen and I explore why most branded podcasts fizzle, how to define success beyond downloads, and the difference between authenticity and algorithm-chasing. If you’ve ever thought about starting a podcast for your agency—or making your current one work harder—this episode’s for you.

Key Bytes

• The JAR method: Job, Audience, Result—a simple framework for podcast strategy.
• Why authenticity and storytelling beat reach every time.
• How agencies can use podcasts as pillar content that drives real relationships.
• Common landmines when launching an agency podcast.
• Why generosity and curiosity build audience trust.
• The most meaningful metrics: engagement, consumption rate, and return listeners.
• When to use internal vs. external hosts—and why it depends.
• The role of creative courage in a crowded podcast space.
• Why “connection” should always be your North Star.

Chapters

00:00 Intro – Meet Jen Moss, podcasting doula and CCO of JAR
02:00 From theater to radio: Jen’s storytelling roots
06:00 The JAR framework explained: Job, Audience, Result
09:30 The real “why” behind launching a podcast
12:30 How agencies can use podcasts as strategic marketing tools
16:30 Internal vs. external hosts: what actually works
19:45 Common landmines and why most podcasts fizzle
22:00 Authenticity, generosity, and giving value away
24:30 Is podcasting too saturated? Finding signal in the noise
27:45 Connection over clicks—how to stand out
31:00 The metrics that matter: consumption, return, and reach trends
33:50 Rapid Fire with Jen Moss: storytelling, creative courage, and dream guests

In her role as Chief Creative Officer of JAR, Co-Founder Jen Moss loves bringing stories to life. With her clients, Jen acts as a “podcasting Doula,” helping them harness their strengths in service of great storytelling. Deeply steeped in the creative process, Jen is unafraid of its ambiguities, and enjoys guiding others through its twists and turns. Drawing on her strong background in theatre, arts journalism, audio documentary, and new media storytelling, Jen helps clients tell the authentic stories that matter to them, and to their audience. She spent many years working as a producer and award-winning content creator for CBC Radio, and as an interactive story producer for The National Film Board of Canada’s Digital Studio, which taught her to think of stories as living things, full of potential for impact. It also taught her to take an “audience first” approach. Jen is never afraid of surfacing big ideas, but understands that sometimes, it’s the little things – the specific lens that “only you” can bring – that will gain the most traction with an audience. Jen loves to look for “fresh tracks” in the form of stories that haven’t been told before. She encourages her clients and her team at JAR to try out new ideas, learn from what the audience data reveals, and let that inform future creative strategy. Finally, Jen keeps her own professional learning curve alive as she lectures part-time at the University of British Columbia’s School of Creative Writing, interacting with the next generation of writers, podcasters, new media producers, and audiences.

Contact Jen on their website or on LinkedIn.

 

THIS EPISODE IS SPONSORED BY IGNITION. START YOUR FREE 14 DAY TRIAL ignitionapp.info/agencybytes-trial Use Code OUTSIGHT25 to save 50% off!

Ep 132 – Leah Leaves, Alderaan Operations Solutions – Break the Bottleneck: How Operators Reduce Burnout and Unlock Scale

Featuring: Leah Leaves, Alderaan Operations Solutions

In episode 132, I talk with Leah Leaves, founder of Alderaan Operations Solutions, where she helps remote digital agencies grow without the grind. Known for her no-fluff, systems-first approach, Leah and her team embed expert operations managers directly into agencies to break bottlenecks, reduce burnout, and build businesses that can scale without the founder in every decision.

We dig into what causes owners to become the bottleneck, the difference between goals, systems, and team accountability, and how every agency—no matter the size—can start building a foundation that prevents burnout and supports growth. Leah also shares how to identify when it’s time to bring in an operator, how to delegate effectively, and why even the best creative agencies need structure to thrive. We wrap by exploring how AI fits into internal operations and why every agency needs an AI Ops roadmap, even if it’s just six months ahead.

Key Bytes

• Burnout often begins with unclear goals and missing systems; clarity is the antidote.
• Leah outlines four agency owner archetypes—the Trusting Optimist, Firefighting Founder, Reluctant Gatekeeper, and Visionary Leader—and how operators help each evolve.
• Delegation isn’t dumping tasks; it’s empowering your team with context and ownership.
• Documenting the “why” behind your systems drives consistency and accountability.
• Operators create the scaffolding for scale—allowing founders to focus on vision, not firefighting.
• Every agency, regardless of size, benefits from an AI Ops roadmap to guide internal efficiency.
• Start with what you already have—processes, checklists, or recurring workflows—and build from there.
• Systems don’t kill creativity; they protect it by removing chaos and decision fatigue.

Chapters

00:00 Intro and welcome with guest Leah Leaves, founder of Alderaan Operations Solutions
02:00 The Star Wars origin of “Alderaan” and Leah’s path from journalism to operations
05:30 From creative to systems thinker: finding flow in operations
08:00 How unclear goals and missing systems cause bottlenecks
10:00 Guardrails vs. micromanagement: empowering the team without overengineering
13:00 The burnout cycle and why delegation is a creative act
15:00 The four types of agency owners and their operational challenges
20:00 Shifting from bottleneck to visionary: the operator’s role in scaling
23:30 Why every agency needs an AI ops roadmap
26:30 Putting “robots” in the org chart and making automation work
29:00 Low-hanging AI wins: onboarding, recruiting, and workflow automation
32:00 Rapid-fire Q&A: distilling systems, theme songs, and unexpected client wins
34:45 Closing thoughts and where to find Leah

Leah Leaves is the Founder of Alderaan Operations Solutions, where she helps remote digital marketing agencies grow without the grind. Known for her no-fluff, systems-first approach, she and her team embed expert Operations Managers directly into agencies to break bottlenecks, reduce burnout, and build businesses that can scale without the founder in every decision.

Contact Leah on LinkedIn, on the Alderaan website, or take their Agency Owner Quiz.

Ep 122 – Arielle Cohen, Business 411 – Building Scalable Systems for a Multi-Seven Figure Agency

Featuring: Arielle Cohen, Business 411

In episode 122, I sit down with Ariel Cohn, founder of Marketing 411 and CMO of Business 401, to talk about how she scaled a multi–seven figure agency by going all-in on the roofing niche. Ariel shares why niching transformed their operations, how they built scalable systems and sister companies to serve the industry, and why embracing AI and virtual teams has been key to their growth. We also dive into the mindset shifts required to build an agency that supports your lifestyle — instead of running you into the ground.

Key Bytes

• Niching down creates clarity, repeatable systems, and faster scaling opportunities
• A sister company approach can build trust and open new revenue streams
• Retainer-based models help stabilize cash flow and increase profitability
• Virtual teams and offshore talent can boost efficiency without sacrificing quality
• Embracing AI is no longer optional — it’s essential for agency survival and growth

Chapters

00:01 Intro and Ariel’s background in roofing marketing
01:12 From generalist to roofing specialist: why niching was key
04:44 Myths about niching and lessons from going all-in
07:32 Defining the ideal client profile and setting minimums
09:00 Early challenges and focusing on revenue first
12:34 Building two complementary companies for growth
16:22 Leveraging virtual teams, overseas talent, and AI for scale
19:07 Retainer models vs. one-off projects for stable growth
20:29 Staying hungry and setting bigger goals
23:18 Embracing AI and adapting to industry change
25:10 Rapid fire: worst advice, daily habits, and explaining her job to a 5-year-old

Arielle Cohen is the Co-Founder of Marketing 411 and CMO of Business 411. With over a decade of experience in marketing, she has mastered the art of growing a Multi 7 Figure Agency through building a scalable and efficient operation. As the company grows, her focus has shifted to optimizing her time and building a dream company that supports her vision and lifestyle—without letting the business take over.

Connect with Arielle at marketing411.com, business411.com, or @arielleCEO on social.

 

Ep 049 – Robert Patin, Creative Agency Success

Featuring: Robert Patin, Creative Agency Success

In this episode, I had the privilege of speaking with Robert Patin, an agency expert and coach from Creative Agency Success. Robert's expertise centers on benchmarks and the comprehensive analysis of agency performance, emphasizing measurable metrics. Together, we explore key metrics that every agency should be monitoring. We delve into the absence of essential systems that many "accidental" agency owners overlook at different stages of their business evolution.

Robert guides us through activities that can optimize agency operations, aiding in the focus on ideal clients and the reasons behind those choices. During our discussion on agency differentiation, Robert candidly points out that most agencies tend to sound alike, offering valuable insights on how to authentically stand out in a crowded market.

Robert Patin is the founder of Creative Agency Success, a consulting firm dedicated to helping creative agencies scale. Robert is known for being a deeply inquisitive and analytical leader with a distinct ability to devise solutions that elevate companies and lifestyles. He is a two-time international best-selling author and is passionate about sharing his next-level strategies so that creative agency leaders will find fulfillment and growth.

Contact Robert and download agency freebies here.