EP. 239: Jeff Coleman - How One Messaging Change Lifted Conversion Rates by 7%
Release Date: 05/29/2026
EP. 243: Hunter Harris - The 30-Minute Fix Most Engineering Teams Overlook
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A 30-minute fix increased one company's revenue by $25M ARR. Hunter Harris has exited four companies and now helps Series A B2B SaaS startups fix the system problems slowing their engineering teams down. Hunter led product engineering at Silverpop, IBM, SalesLoft, Calendly, and Sendoso before founding Hunter Software Consulting. In this episode, he shares the through line of his entire career: most teams do not have a talent problem, they have a system problem and a strategy problem. He walks through the small changes that create disproportionate business impact, and how AI, done right, is...
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EP. 242: Itay Golan - The Next Era of Investment Banking Is Agentic
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Itay Golan is the CEO of Deals Agent and a former bank executive with 15 years of experience across the deal lifecycle at firms such as DealLogic, S&P Capital IQ, and Bloomberg. In his second appearance on Test. Optimize. Scale: Itay breaks down how agentic AI is leveling the playing field in capital markets, allowing small banks and funds to compete with the bulge bracket for deal origination. This is a deep look at how AI is moving from a novelty layer atop financial data to a mission-critical, revenue-generating tool that tells bankers where their next deal will come from. What We...
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EP. 241:Jeff Borschowa - Cloning Your Top Clients Creates a Powerful Referral Network
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Most founders chase cold leads while their strongest growth channel sits untouched, the clients they already love. Referral expert Jeff Borschowa shows how to turn your top clients into a referral network that brings you more of the same. On this episode of Test. Optimize. Scale., Jeff Borschowa joins host Jason Fishman, CEO of Digital Niche Agency (DNA), to break down how real referral partnerships get built. Jeff grew his professional services firm by doubling it three years in a row with no ad spend, all from a handful of strong referral relationships. He shares how to find the right...
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EP. 240: Hiten Sonpal - The Playbook Behind the #1 Reg CF Campaign of 2025
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Hiten Sonpal is the CEO of RISE Robotics and a robotics industry veteran with over 20 years of experience. He helped generate $2B in revenue and ship 9M units at iRobot, and now leads the company behind the Beltdraulic system, a patented fluid-free alternative to traditional hydraulics that operates at 75% efficiency versus hydraulics' 25%. In this episode, Hiten covers the technology, the commercialization strategy, the defense contracts, and the crowdfunding playbook that made RISE Robotics the #1 Regulation Crowdfunding campaign of 2025 according to KingsCrowd. What We Cover: - How robots...
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EP. 239: Jeff Coleman - How One Messaging Change Lifted Conversion Rates by 7%
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-Jeff Coleman has been running Google Ads campaigns since 2004, back when clicks cost 25 cents and keywords were king. In this episode, Jeff breaks down exactly how search advertising has changed, what most campaigns are getting wrong right now, and the proven approach his team uses to build consistent lead engines for service businesses. If you are spending money on Google Ads or thinking about it, this one will save you a lot of wasted budget. What We Cover: - Why persona research matters more than keyword research before you ever launch - How to use AI to pull out what your existing...
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EP. 238: Jack Hoss - How Real Estate Investors Are Using AI to Flip Houses
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Jack Hoss is the owner of RealDealCrew and host of the RealDealCast podcast, with over 850 episodes recorded. In this episode, Jack breaks down how he flips houses in the Fargo/Moorhead market, how he uses AI to underwrite multifamily deals, and the local SEO strategy that keeps his business visible and competitive online. If you're a real estate investor, operator, or entrepreneur looking to put AI to work in your business, this one is packed with practical takeaways you can use right now. What We Cover: - Jack's house flipping approach in Fargo/Moorhead targeting 250-300k ARV properties -...
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EP. 237: Kevin Cahill - Daily Actions to Grow Your Real Estate Business
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Most real estate agents are grinding for now buyers and now sellers. The agents who actually build wealth are doing something completely different every single day. Kevin Cahill has been a managing broker since 1999, recruited and trained thousands of agents across multiple states, co-founded REALean Real Estate (saving sellers over $4 million in commissions), merged into eXp Realty, and built Realty Funnels, a SaaS marketing and automation platform designed to help agents attract sellers and scale with intelligent systems. In this episode: The 6-12-18-6 daily action framework every agent (and...
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EP. 236: Tom Ruwitch - Why Your Marketing Repels Prospects Instead of Attracting Them
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Most marketing fails not because of the platform, the budget, or the targeting. It fails because the story is feeble. Tom Ruwitch is the founder of Story Power Marketing and Implementum. He co-founded Sports Huddle in the late 90s, growing it from 2 to 85 people in 18 months and raising $5.5M in venture capital before exiting. He then founded MarketVolt, an email marketing software and agency he ran for 19 years before selling in 2019. Today he helps businesses build story-powered content that attracts, engages, and converts. In this episode: Why most marketing repels prospects instead of...
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How to Earn the Exit You Want | Ep. #235 with Nick Avaria | Test. Optimize. Scale.
Test. Optimize. Scale.
90% of agencies never sell, and most owners who do sell hate the price they get. This episode breaks down the boring work that separates the rare agencies that actually exit well from the ones that underperform. Our guest Nick Avaria is the founder of Agency Acquisitions out of Vancouver, Canada. His goal is to help reward people in agencies for their hard work, whether they're agency owners or employees. He developed "The Agency Economics Thesis" that has scaled multitudes of successful companies. www.agencyacquisitions.io | LinkedIn: / nickavaria What you'll learn: →Why...
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EP #234- August Biniaz: Why the Inferior Product with Better Marketing Always Wins
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Most people think the best product wins. August Biniaz disagrees, and he's built a multi-million dollar real estate private equity firm to prove it. August is the Chief Investment Officer and co-founder of CPI Capital, a real estate private equity firm with two verticals: multifamily value add (Tampa Bay, San Antonio, Austin) and build-to-rent development. In this episode, he breaks down the returns (15–20% multifamily vs. 25–30% BTR), the investor psychology behind raising equity, and the exact marketing systems that helped CPI scale from zero to a cross-border investment platform serving...
info_outline-Jeff Coleman has been running Google Ads campaigns since 2004, back when clicks cost 25 cents and keywords were king. In this episode, Jeff breaks down exactly how search advertising has changed, what most campaigns are getting wrong right now, and the proven approach his team uses to build consistent lead engines for service businesses.
If you are spending money on Google Ads or thinking about it, this one will save you a lot of wasted budget.
What We Cover:
- Why persona research matters more than keyword research before you ever launch
- How to use AI to pull out what your existing customers actually value about your business
- The messaging shift that lifted one client's click-through rate by 2-3% and conversion rate by 6-7%
- Why Google's "exact match" is not what it used to be and how to protect your budget
Negative keywords: why top campaigns have 1,000+ and what happens when you skip this step
- The conversion tracking mistake that trains Google to send you the wrong leads
- A/B testing timelines, how many ad variants to run, and when you have enough data
- Landing page fundamentals that move conversion rates
- How to scale Google Ads spend without destroying your cost per lead
- Google vs. Microsoft Ads and when each makes sense
- Real benchmarks: click-through rates, cost per lead, and landing page conversion rates for 2026
Connect with Jeff Coleman:
Website: factorfour.com
LinkedIn: https://www.linkedin.com/in/jeffcoleman21/
Connect with Digital Niche Agency:
Website: www.digitalnicheagency.com
LinkedIn: https://www.linkedin.com/company/digital-niche-agency/
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