[WAMA] Scaling Your Agency to 7 Figures with Jason Swenk

by WarriorForum.com Administrator
12 replies
What's up Warrior Forum!


I'm Jason Swenk, an advisor to some of the best digital agencies around the World. I've been featured on publications such as Entrepreneur, Wall Street Journal, Hubspot and Microsoft.

I owned a successful digital agency for 12 years with 100+ employees that I sold a couple years ago and we worked with clients like Legal Zoom, Hitachi, and Lotus Cars.

I have two weekly shows I do each week:
The Smart Agency Master Class Podcast, the #1 Digital Marketing Agency Owner podcast for sharing the strategies and stories from real agency owners of what is working today in the agency world, and how they got to where they are now; and

SwenkToday is a Tuesday show that documents how you can grow your digital agency and business, where Jason share the latest growth strategies, mindset, and answers the most burning questions digital agency owners & entrepreneurs have. Occasionally featuring industry guests such as Seth Godin.

Ask me anything about:
  • Scaling your agency
  • Landing clients
  • Closing more deals
  • Winning proposals
  • Selling the agency
  • Getting bigger accounts & retainers
  • Creating agency systems
  • Hiring & firing
Drop your questions down below and I'll be answering them all on April 14th.
I look foward to connecting with you all.

Jason Swenk
https://jasonswenk.com
#agency #clients #jason #proposals #retainers #sales #scaling #swenk #wama
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  • Profile picture of the author Ruwen
    Hi Jason,

    I just wanted to know, in your opinion, whats the best strategy to use to land clients?

    Does cold emailing work for you?
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    • Profile picture of the author jswenk007
      It comes down to knowing specifically who you want and can help.

      1. You have to drill down far enough where you understand what they want and their biggest challenge. 2. Then you have to position yourself to solve their problem.
      3. Figure out the right offering which is a small commitment and less risky for the prospect to try you out.
      4. Then come up with a clever way to get their attention. I have found inviting them on your podcast or interviewing them for an article will get you two chatting.
      5. Build a relationship with them and if you can help them, let them know in a nice way.
      6. Be consisent and patient.
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  • Hi Jason,

    A lot of people that visit this forum have been exposed to crappy get rich quick offline by selling marketing services products.

    The problem is that even after taking the "training" they still don't know what to do. We see that with people here all the time. Someone will post that they are so excited they just signed their first contract to provide social media, PPC, or whatever services. Then the next question is "what's the best way to do ____"!!

    If you are legit how do you overcome the effects of people like that: promising the world and not delivering?

    It seems business owners, especially small business owners, would develop a "fool me once shame on you, fool me twice shame on me" approach after being burned.

    And a related question, how does someone get legit who wants to start an agency but doesn't have a lot of experience in marketing?

    Looking forward to your answers.

    Thanks.
    Mark
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    • Profile picture of the author jswenk007
      Originally Posted by Mark Singletary View Post

      Hi Jason,

      A lot of people that visit this forum have been exposed to crappy get rich quick offline by selling marketing services products.

      The problem is that even after taking the "training" they still don't know what to do. We see that with people here all the time. Someone will post that they are so excited they just signed their first contract to provide social media, PPC, or whatever services. Then the next question is "what's the best way to do ____"!!

      If you are legit how do you overcome the effects of people like that: promising the world and not delivering?

      It seems business owners, especially small business owners, would develop a "fool me once shame on you, fool me twice shame on me" approach after being burned.

      And a related question, how does someone get legit who wants to start an agency but doesn't have a lot of experience in marketing?

      Looking forward to your answers.

      Thanks.
      Mark
      I do not think someone should start an agency without knowing how to do a service for a client really well. The most successful agencies already knew how to do service well before starting an agency. They were messing around with something as their hobby or marketing already.

      I too hate those people out there that says the agency business is blowing up and I will teach you how to start an agency and get clients, and then they are left to figure it out for themselves. The problem is there is no silver bullet and most of those people have run an agency for a very short time if at all and started selling their course.

      I would do more research before you invest into someone's program. See if you like their free content if they put any out at all. We have been creating content for over 5 years every week from our podcast, and videos for free. Most people that invest with me are after a year or 3 years.

      But if you already know how to do a service well and want to start an agency,
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    • Profile picture of the author 479
      Great question. I've taken many guru courses and even spoken with Jason. He seems like a nice-enough guy, but if you live in a small town like I do, where most businesses are very cheap or poor and most work is low paying and seasonal there just isn't alot of opportunity to meet real business owners with a need for digital marketing. You have to go outside the area somehow to try to connect and most freelance work sites are very low paying.



      I get how to screen clients, how to structure workflow, how to write out contracts, even talk about cost versus value, but finding real clients with real businesses they are engaged in and want and need to grow is very very tough. I've tried talking to local lawyers but they don't care whether they're online or not since most people locally don't use Google and don't post reviews.
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  • Profile picture of the author Jugal Desai
    Hey Jason,
    I am from the software company handling some marketing stuff.

    We are the top custom web and mobile app development company.

    We have one application like Netflix. Now we want to land the clients who can buy our ready to market application, but the problem is how to find the client who can buy this application? #client #mobileapplication

    Other question we are providing a custom solution to every industry but how to find the high pay B2B clients?

    Thank you
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  • Profile picture of the author V8200T5
    1. What type/size of clients would you recommend to target?
    2. Did you find it easier to work with small businesses or large corporations?
    3. What's your SOP for client acquisition? Inviting them on your podcast or interviewing them for an article does not sound very scalable to me.
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  • Profile picture of the author Talkbrands
    What would be your best marketing advice for an agency looking to attract b2c brands?
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  • Profile picture of the author art72
    Hey Jason,

    I have been extensively researching several agency, consultancy, and local lead generation business models, and to date, I have NEVER paid for ANY training or courses concerning Social Media Agency (*Tai Lopez methods) or FB Ad Agency models (*Keith Krance, Billy Gene, Dan Henry, etc)

    What I've collectively assembled is what I believe to be; a solid approach (???), but there are a few grey areas, whereas, I would sincerely like to get some professional feedback on... before 'diving into' the agency business model(s) head-on...

    For starters, I watched a few webinars selling "High Ticket Coaching" - and there seems to be a few trending approaches, as follows:

    1.) The "Rank & Rent" method... Register "Dummy Business Listings/Websites" in the GMB (Google Maps Box) Top 3 listings... and then, selling those leads to actual local business owners

    *Note: I find this method to be flawed, as it is operating in direct violation of Google's TOS - whereas, ANY business submitted to the GMB is strictly defined as being; the actual business owner, address, and phone number providing the services in accordance within Fed, state, and local laws as a business owner!!!

    *Yet, there's a ton of people teaching this method of "gaming Google and using the GMB" as a primary source of traffic, lead generation, and 'posing' as a local business!

    2.) The "SMA" Social Media Agency Model (*Tai Lopez" - whereas, you offer services to build your clients social media profiles, SEO, websites, etc. and drive targeted- traffic (leads) directly to their goods and/or service offerings, for a monthly recurring fee.

    *Note: this method suggests, building your business on someone else's properties (i.e. websites, social media profiles, etc.) - which to me seems "FLAWED" in the sense; Once you've provided the client with a steady flow of targeted-prospective buyers and generate sales revenue... You "DO NOT" own or control ANY of the assets... which is "Risky Business" to say the least!

    3.) Build Targeted Funnels, Campaigns, and Local Lead Generation websites using "Free or Paid" platforms, such as Weebly, WordPress, CF's, BuilderAll, etc... to which, you retain some, if not, full control over the ASSETS!!!

    I'm leaning toward the latter... whereas, I purchase the domains, hosting, automated software, and tracking tools... and then primarily use "Paid Advertising" to collect leads, forward those leads to local business owners, service providers, and qualified locally licensed contractors w/100% transparency!

    *Hence, I control the ASSETS!!!

    Being I have nearly 3 decades of experience (offline in the trenches) in multiple fields of new construction, renovation, and repair, and have operated as an independent (sub-contractor) for over 20 years - in multiple mid-high ticket service-based industries and trade skilled venues... my focus is to target local business owners, service providers, and licensed contractors that I have knowledge of their operations, costs, and average sales contracts/invoicing. (*I WAS the installer for decades!!! - getting burned-out on laboring man!)

    What I do not understand regarding client acquisition and retention, is how to regulate the amount of leads needed to fulfill a clients ideal growth, scale, and sales revenue???

    How do you keep them HONEST as to the # of sales they close???

    My sole intentions are to "control the assets" - own the domains, hosting, automated scripts, and software to "sell pre-qualified" leads to local business owners (exclusively) to their service area, without pooling, over-lapping their competitors, and be 100% transparent in guaranteeing they will profit in "direct-response" from the leads we generate... even after our monthly fees are applied.

    However, they will be fully responsible for "CLOSING SALES" and "Getting Contracts Signed!"

    I would LOVE to offer a month-to-month billing cycle, whereas, they pay on a 30-day cycle...AFTER receiving the previous moths services!

    Granted, the 1st month, I will have to pay the ad costs, generate ample leads, and broker the payment details as to what the client will pay on a monthly flat fee, PPL, or based upon overall % of sales!

    *I don't like the idea of billing strictly on % of sale (*as that would require client transparency on their part.. which implies being risque').

    I am aiming to charge approximately 2.5% - 10% of the "projected sales revenue" I/we generate each month as a flat monthly rate, ranging from $2500 - $10,000+ per month.

    Example:

    If I/we (as an agency) generate 100 laser targeted-leads, with a client's 'projected' closing rate of 10%... and the average sales contract... fetches say $10,000+ per job/service...

    I would be generating $100,000 in sales revenue to my client - in direct-response to our leads, and charge between $2500 - $10,000 per month (2.5% -10%)...no contract, on a 30-day billing cycle AFTER the 1st 30-days of leads are transferred and tracked to their chosen sales team, email or phone line.

    I've yet to find a better business model, as this is a complex front-end build and a some on-going costs to maintain (url's, hosting, software, paid traffic, campaigns, etc...) - but, once established... each successful lead gen campaign could easily be cloned, scaled, and duplicated to serve multiple clients - in different service areas, exclusively.. which seems to possess a higher perceived-value for the services I'd be rendering.

    FYI, I hate the Home Advisor "pooled leads" models... as 20+ people are paying for access to leads and still having to bid for the win... or fight for the contract, and I personally, think that model SUCKS ASS!!! -yet, they make MILLIONS of annual membership fees.

    Thus, is it a safe bet to pursue the business model outlined above(???), and if so... what complications might I expect if I assume all the risk upfront and invest in the tools, software, and assets... and give the client 30 days free, before sealing a month-to-month deal???

    I truly want to EARN the clients TRUST/RESPECT...and PROVE these services will "Pay for Themselves!"

    Again, being the intention is to serve (1) client per region with exclusive leads... if they don't pay, I will eat the monthly costs, and be forced to sell those leads to their local competitor... of which; I will be sure to let them know beforehand!!!

    Does this model seem viable???

    Again, I have no formal training, have not mastered FB ads, and to date... have NEVER paid for ANY of the 'popular courses' being sold?

    I've gathered this information FREELY and hard to know when I am proficient enough to deploy it!!!

    I do know "most" of the building process, EMD's, keywords, targeting, lead capture,lead transfer & tracking process, WP, hosting, etc... (*That took a minute to learn, lol)

    So, Jason... Do you recommend ANY courses such as The Gene Pool, Get Clients, Kevin David, or maybe older masters like Keith Krance, Nicolas Kushmich's FB ad agency trainings, or maybe even Mike Kabani?

    I'm researching all the key players... and don't know if I should buy their courses first...

    ...or just use those dollars for split-testing paid ads and run with it???

    Thanks... I know there's a lot to process in the few questions above (I get a bit long-winded, sorry about that! - can't contain my excitement and HUGE VISION, lol)

    ...I'm .just trying to figure out the best course of action on a limited budget and not feel like a fraud... and all-the-while time's ticking away!

    Thanks in advance for any advice!!!
    Art


    PS:
    oh, and I bought the domain IdealLeads(.net) with the intention of creating an LLC... but haven't committed to all the software needed, as I am researching the projected "costs of start-up and operations".
    Signature
    Coming Soon... *Laser Targeted Lead Generation Services
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    • Profile picture of the author jswenk007
      I would make sure you pick your niche and create a podcast. Then I would break the podcast into micro content that I would use differently on the different platforms.

      I would tell you to not buy any courses from people that have never run a successful agency and sold it for a profit. There are a lot of people out there that say they have run an agency, and that is very easy to do, but to make it profitable is a challenge. Also have you ever wondered why all their content is behind a paywall or email wall. I believe if you have something to offer, put it out there on a consistent basis. Now that is over with, lets get onto the model I would do in your position.

      I would not do a performance model on them closing the business, rather a model on what they are willing to pay for a lead. I would also come up with a strong criteria of what the perfect client would be which I would know I would crush it.

      I would also license them the work you are doing, so if they like the results they can not steal it from you. Hope that helps.
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  • Profile picture of the author White Pearl
    Cold emailing is hard method to do. really COLD these says. do you think SEO can help in those niches as competition is high?
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  • Profile picture of the author rum kum
    this is really nice and informative
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