Agency Tips

Consistency wins

The way you are going to win 2026 is by believing the math. Not the "you have to talk to a million people BS" that you read. Here’s the real sales math truth. Small, consistent actions beat big, sporadic efforts every time. The data on habits, compounding, and goal achievement all tell the same story—if you do a few simple things every week, reliably, you will absolutely out-sell and out-grow the agencies that “go big” once in a while. • If you own an agency, you don’t actually have a “sales problem.” • You have a “consistency problem.” • You already know what to do: reach out, follow up, add value, ask for the meeting. • The issue is not knowledge, it’s cadence. Momentum isn’t an emotion; it’s the byproduct of doing small, specific sales activities on a schedule, whether you feel like it or not. So what should you do? Watch »

Thinking Partner

We are all starting to use AI and some really interesting ways, but one of the ways I think we are not using AI as well, is that we are not asking it enough questions, and we are not asking it, even more importantly, to ask us questions. We're asking for data. We're asking it to crunch numbers. But one of the things that I think makes being an agency owner so challenging is that sometimes you don't really have a great thinking partner. In the moment when you're trying to make a big decision, there's really no one else to bounce some of these things off of. Well, guess what? AI can be that thinking partner for you. One of the things I want you to experiment with over the course of the rest of the year is I want you to go to your favorite AI tool. I want you to create a thinking partner. And so you're going to tell it what expertise it has, what knowledge base it has, what knowledge base you want it to tap into. And I want you to start asking it questions. And ask it to start asking you questions. Give it a try. Watch »

Let your mind wander

I find for me, and I'm betting for you, that my brain is going a hundred miles a minute all of the time, and I don't really give it time to wander very often. Recently, I was "forced" to give my brain a break, and when I did, I had a great new idea for the company, which I'm not sure would have surfaced in the crazy brain space I live in all the time. I want to remind you to look for an opportunity to give your brain a break, let it wander, and let it just kind of mosey where it wants to go, see what kind of ideas crop up as you're thinking about what's coming down the road for 2026, how you want to evolve the agency. Let your mind play with that a little bit. But in a really unstructured, unpressured way, so that maybe some of those ideas that are fighting to get your attention can rise to the top. Watch »

One two punch

I've been thinking a lot about accountability lately as I've been building out our new Sales Momentum Learning Lab, which is all based on this idea of baking in accountability, where the participants have to respond to me and give me an update every week on what they're doing and the power of knowing that you have to sort of be held accountable by someone. I've been thinking about that, and about what I'm watching, what I'm observing, and what I know from my own experience, and I know that accountability is a one-two punch. The first part of that punch is the plan that you've got to have a system, a plan, a commitment. Like, I have to state what I'm going to do, when I'm going to do it, and how I'm going to get it done. So part one is you have to have a plan. You have to know what I need to deliver. When do I need to deliver it by? And most importantly, how am I going to get that done? And when I say it's not just an intellectual exercise, I mean baking it into your calendar. It tells people you're carving out time for it. Whatever it is, in many cases, we need a wingman who will help us set and accomplish that goal. So this week, I want to focus on the first half, which is what's the plan? What is that thing on your to-do list? That is really pretty mission critical to your business, but it's probably mission critical in a bigger way, in a more substantial direction-changing way. It is writing the book. It is launching a podcast. It is getting the documents ready to apply to speak at a big conference. It's something big that, if you don't do it, nobody but you will notice. But the business will see. So what is it? When does it have to be done by, and give yourself some grace? What's my plan? What do I need to deliver and when? And who's my wingman? Who's already done it before or can coach or encourage or nag me along the way to make sure that I actually honor how I'm going to get it done? And then how do I bake it into my day, my week, my month, and make sure that nothing gets in the way of me getting that done? That's part one! Watch »

Hang tough at the plate

2025 has been a challenging year for many of you. And I think that you are looking down the barrel of 26 and wondering, how do you show up? How do you bring AI into your business? How do you stay relevant to your clients? How do you level up your presence for them? And I want to remind you that this year's World Series is a perfect example of what we need to do, which is you keep going up to the plate. You just keep taking those swings. You keep playing the game. And you experiment. You experiment with different pitchers. You experiment with different batters. You experiment with how the other team is playing, or in our case, how clients in the marketplace are reacting. But you, you absolutely stay tenacious. One of the traits that is true about almost every agency owner I meet is that they're stubborn. You won't give up. You are not going to walk away. You are not going to throw the game. You are – you're going to hang in there, and you are going to figure out a way to win the game. And that's what I want to say to you this week: you will figure out a way to win the game. Surround yourself with other agency owners. Join our Facebook group and participate in the activities we have going on. But lean in. Connect with different owners. Learn what other people are doing. And stay tenacious. Just keep swinging the bat. Sooner or later, you, just like Freddie Freeman, will hit that ball out of the park, and you will win the game. Watch »

A different take on strategic planning

It feels a little disruptive out there right now. Between AI and some economic challenges, we're in a moment where we have to reinvent a bit. That the status quo —the same thing—is not going to hold well in 2026. And so, as we come into this fourth quarter of 2025, many of you are holding your year-end retreats and strategic planning sessions, and we believe you need to ask some questions that will get you thinking a little differently about the business and how you want to show up in 2026. It's not just about thinking differently. We want you to think more boldly. Please ask more complex questions this year. It feels like this is a year when the status quo won't be enough, and I want to make sure you're ready for 2026. Watch »

Biggest Bang for Your Buck

We are in the fourth quarter, the final days, the last stretch, 90 days left to make 2025 a significant year for our agencies and to tee us up for a great 2026. So what do we do that will have the most impact in these last 90 days? Many of you are familiar with the 80/20 rule or the Pareto principle, which says that 80% of our results will come from focusing on 20% of what matters most. So, that might be the 20% of your clients that generate 80% of the revenue. That might be the 20% of your team that you get the most bang for your buck, and that are delivering exceptional results. That might be the 20% of your new business effort that seems to be catching on and bringing you new opportunities. But this video reminds you that it is time to narrow your focus. You need to invest more energy in a finite group of people, activities, focus areas, content creation, whatever it is for you that you know you're going to get the biggest bang for your buck. Watch »

Creating Scarcity

Some agencies are doing some very interesting things with the scarcity principle—this idea of FOMO. We hate to miss out on something. And if something is a limited release or only available for a certain amount of time, we've seen in our own consumer lives that that can motivate a purchase. So some agencies are combining their desire to experiment with AI or other technologies with the idea of scarcity. They're reaching out to clients and offering a limited number of seats in a “beta test” or an experiment that only runs for a certain period of time. Only so many clients are allowed to take advantage of this. And what they're doing is they're actually able to sell some new projects to clients by packaging them as something new, a beta or an experiment. But number two, they add the scarcity model by saying that we're only going to do this through October, or we only have room for 3 or 4 clients to do this beta test. How might you use the scarcity model and the fear of missing out to get some of your clients or prospects to move quickly to a buying decision? Watch »

Slow and Steady

It's fascinating to think about how powerful water is. It consistently and steadily does the same thing over and over. And over time, that consistency allows it to reshape landmasses, change the way our weather behaves, and have a global impact simply by doing the same thing over and over and over again in small, minute ways. So you watch the tide come in, you watch the tide go out. I think sometimes we think, with AI and everything else going on in our world, that we have to make these massive, dramatic changes in our business to make our company better or stronger or bigger or more profitable. And the reality is the agencies that are sort of slow and steady, that do the right things consistently over and over and over again, are the agencies that historically perform better and grow consistently year over year. And, you know, we see the financials of hundreds of agencies. And I can tell you, it is not the agencies that make these dramatic sorts of swings. Still, the agency owners and the agency leadership team get better and better by doing the same thing and just making it incrementally better each time they do it nice and steady, knowing it's the right thing to do. So, as we go into the fourth quarter of 2025, what I want to ask you is, what could you do with more consistency? What could you do in a more steady, repeatable fashion that you know would, over time, build the strength and profitability of your agency? Watch »