The Progressive Agency Podcast
The Progressive Agency podcast is a resource to help agency owners keep more of what they make. As a CPA, I work with many different business types to put tools in place that build wealth outside of their businesses. Agency owners in particular tend to struggle with this. My goal with The Progressive Agency platform is to provide clarity around tax reduction strategies that agency owners can use to achieve financial success in the long-term. Join The Progressive Agency community to learn new ways you can make your agency scaleable or sellable down the line.
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Digital Tools & Outsourcing Tips with Sara Snyder
09/18/2024
Digital Tools & Outsourcing Tips with Sara Snyder
Sara Snyder is a Certified Public Accountant with a background in accounting since 2017. Currently, she serves as an Account Manager and Outsourced CFO at , specializing in advanced tax reduction with the designation of Certified Tax Coach. In this episode of the Progressive Agency Podcast, I sat down with Sara Snyder, our lead CFO, to discuss how technology has revolutionized our accounting services for agencies. We explored the use of tools like for streamlining accounts payable and receivable processes. Sara explained the benefits of outsourcing financial tasks to professionals, including cost-effectiveness, consistency, and freeing up internal resources for higher-value work. We also touched on additional services that accounting firms can offer agencies beyond basic bookkeeping, such as cash flow projections, budgeting, and helping maintain profitability through industry benchmarking. What you will learn in this episode: How Bill.com helps keep invoices streamlined and organized Streamlining approval processes for invoices for companies with remote workers Scheduling invoice payouts ahead of time Managing accounts receivable The benefits of outsourcing financial services Other services provided by finance professionals The importance of accrual-based accounting for agencies How proper financial reporting supports tax planning Resources: Website: LinkedIn Personal: LinkedIn Business:
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Revisiting the Corporate Transparency Act and its Requirements with Craig Cody
09/11/2024
Revisiting the Corporate Transparency Act and its Requirements with Craig Cody
In this episode of The Progressive Agency Podcast, we revisit the and its implications for business owners. We explore the critical details of the (BOI) reporting requirements, which affect small- to mid-sized business entities in the United States. Business owners need to be vigilant about ongoing compliance with the new BOI reporting requirements. Due to the potential for daily penalties, it’s crucial for businesses to have a system in place to track and report updates to their beneficial ownership information promptly and accurately. To help business owners get ahead of these changes, we outline who qualifies as a beneficial owner, the four ways an individual can be considered to exercise substantial control, and the specific information that must be reported to FinCEN. We also address the ongoing compliance requirements to report any changes in BOI information in a timely manner and exemptions for certain larger businesses. What you will learn in this episode: When reporting must be completed by What is beneficial ownership information (BOI)? Four ways an individual can be considered a beneficial owner How to report beneficial owner information Penalties incurred for missing reporting deadlines Being aware of potential scams Who’s exempt from reporting? Rules for rental properties, LLCs, and other side hustles Resources: Website: Twitter: LinkedIn:
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How to Leverage Public Speaking Opportunities to Find Right-Fit Clients with Katy Boos
08/21/2024
How to Leverage Public Speaking Opportunities to Find Right-Fit Clients with Katy Boos
founded because she’s passionate about creating impactful thought leadership programs for her clients. Brainstorming compelling topics and narratives, Katy helps bring ideas to life on stage at top industry events for clients such as Adobe, Meta, Stitch Fix and several successful start-ups. Before Remix, Katy co-founded a successful Silicon Valley marketing/PR firm which she exited in 2016. Earlier she managed PR programs at Apple for Media & Entertainment and mobile products. In this episode, Katy shares her expertise on how agency owners can use speaking engagements and thought leadership to generate new clients and grow their businesses. She discusses the three-stage approach to maximizing speaking opportunities — pre-event promotion, making the most of your time at the event, and post-event activities. She emphasizes the importance of choosing compelling, niche topics that resonate with the target audience, and covers strategies for landing speaking engagements. Don’t let imposter syndrome hold you back – everyone has expertise to share. has the skills and knowledge to teach agency owners how they can turn their shared knowledge into right-fit opportunities. What you will learn in this episode: How agencies and agency owners can use public speaking to generate new clients Promoting your speaking opportunity before, during, and after Finding the right topic that fits your expertise Niching down your topic to be industry-specific Understanding your audience and what they want to hear Finding the events that are a good fit for you Partnering and collaboration to boost credibility Paid vs. unpaid speaking How much should you give away? Resources: Website: LinkedIn Personal: LinkedIn Business: Twitter: Facebook Business: Instagram:
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Essential Metrics For Agency Owners to Track Profitability with Marcel Petitpas
08/14/2024
Essential Metrics For Agency Owners to Track Profitability with Marcel Petitpas
is the CEO & Co-Founder of , a company dedicated to helping agencies measure and improve their profitability by streamlining their operations and reporting systems. He is also the head strategic coach at SaaS Academy by Dan Martell, the #1 coaching program for B2B SaaS businesses in the world. In this week’s episode of The Progressive Agency Podcast, I’m joined by to share the importance of understanding your agency’s financial metrics, particularly focusing on delivery margin. We discussed the challenges many agencies face in accurately calculating their profitability and how to overcome them. Marcel provided practical advice on how agency owners can start implementing frameworks and processes around certain key data points in their businesses to get a more accurate look at how the agency is operating. He emphasized the power of small improvements in utilization and average billable rate to significantly impact bottom-line profitability. By focusing on a few simple operational levers, agency owners can dramatically improve their profitability without necessarily increasing their revenue or changing their cost structure. Join us to learn how. What you will learn in this episode: Understanding the crucial difference between net income and delivery margin The three operational levers driving agency profitability Calculating and interpreting average cost per hour The power of improving average billable rate The importance of proper data structuring for accurate financial insights Balancing precision and accuracy in financial metrics Strategies for improving profitability by finding efficiencies in the agency Resources: Website: Toolkit: Podcast: Linkedin: Course:
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The Surefire Method™ for Brand Strategy Implementation with Karley Cunningham
08/07/2024
The Surefire Method™ for Brand Strategy Implementation with Karley Cunningham
Creative Strategist and Growth Accelerator develops brand leaders by taking businesses from overcrowded, competitive spaces into blue ocean territory, where they can confidently stand out and thrive. Companies that want to be distinct in their marketplace retain Karley to sharpen their positioning and differentiation strategies to cut through the noise. Karley’s international client base benefits from accelerated growth, increased profit and stability as her innovative ™ provides them with an infallible business strategy and brand toolkit to stand out in the sea of sameness, attract the people their business needs to thrive, and become a brand leader in their industry. In this episode of The Progressive Agency Podcast, Karley shares her journey from graphic designer to agency owner, and discusses the importance of brand strategy for businesses of all sizes. According to Karley, only about 28% of business owners are satisfied with their brands. This leaves a huge opportunity open for strategists like her to help find the gaps and implement new brand strategies that business owners love. Karley emphasizes the critical role of brand and business strategy alignment. She explains how businesses often struggle with implementing their brand strategy, leading her to incorporate coaching sessions into her own model to help clients implement their newly-developed brand tools. What you will learn in this episode: The importance of brand strategy for businesses of all sizes Karley’s Surefire Method™ for giving businesses a comprehensive brand strategy Challenges in implementing a new brand strategy The importance of values alignment in hiring decisions Measuring brand strategy ROI The “long tail equation” for quantifying brand value Why only 28% of business owners are satisfied with their branding Branding vs. marketing for small businesses — which is better? Resources: Website: Surefire Audit & Guide: LinkedIn Personal:
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Pricing Agency Products and Services Without Fear with Casey Brown
07/31/2024
Pricing Agency Products and Services Without Fear with Casey Brown
is a pricing geek, professional speaker, and President of , a firm that helps companies sell at higher prices. Her passion is for organizations to be paid well for their excellence. With degrees in Chemical Engineering, Spanish, and Business, and career experience in engineering, Six Sigma, and pricing strategy for multiple Fortune 500 companies, Casey brings unmatched expertise to help audiences discover their true pricing power—and watch their profits rise as a result. Her 2015 TED talk has over 5 million views to date. In this episode of The Progressive Agency Podcast, we welcome Casey Brown to teach us how to price our products and services boldly and confidently. For nearly 15 years, Casey has seen it all when it comes to agency pricing and wants to help agencies know their worth and charge for it appropriately She shares how companies can stop undervaluing their products and services to clients (new and legacy), why overcommunication is unnecessary when increasing prices, setting boundaries around pricing and the services you provide, and more. If you’re an agency owner, you probably already know that you deserve to be paid more for your work. Now’s the time to figure out your true value proposition and execute on it to start getting paid what you’re really worth. What you will learn in this episode: Getting a realistic understanding of your value proposition How to raise your prices responsibly Is it worth increasing prices on legacy clients, or is it time to let them go? Having self-awareness about how you work for pricing structure Building trust and proving value to new clients The price-quality effect Resources: Website: YouTube: LinkedIn: Boost Blog:
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The Future of Digital Marketing and SEO with Corey Morris
07/24/2024
The Future of Digital Marketing and SEO with Corey Morris
is the owner and President/CEO of . He has spent nearly 20 years working in strategic and leadership roles focused on growing national and local client brands with award-winning, ROI-generating digital strategies. His industry leadership, client success, and community-focused work made him recipient of the KCDMA 2019 Marketer of the Year award. Corey’s first book titled is available now on Amazon. In this episode of The Progressive Agency Podcast, we welcome Corey Morris to share his thoughts on the rapidly changing world of digital marketing and SEO from the perspective of someone with nearly 20 years in the industry. He emphasizes the critical importance of strategic planning in digital marketing to ensure ROI and avoid common pitfalls, such as misalignment between marketing efforts and business outcomes. He also shares the START framework that he developed, which proves a structured approach to digital marketing planning and execution. We also touch on the impact of AI on digital marketing, the need for adaptability in marketing strategies, and ways to address trust issues some businesses may have with past digital marketing or agency experiences. What you will learn in this episode: The massive disruption of SEO in recent years Why agency owners shouldn’t DIY their own digital marketing The inspiration behind Corey’s book, The Digital Marketing Success Plan Why having a digital marketing plan is so important for ROI Getting over agency and digital marketing distrust The START Framework How AI impacts SEO and digital marketing What to do after you put your digital marketing plan into place Resources: Website: Facebook Business: LinkedIn Personal: LinkedIn Business: Twitter Personal: Twitter Business: Instagram Business: Book:
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How Agency Owners Can Maximize Their Exit Strategies, with David Tobin
07/17/2024
How Agency Owners Can Maximize Their Exit Strategies, with David Tobin
is the Founder and Managing Partner of , an M&A advisory and exit planning consulting firm with a mission to help business owners maximize and monetize their life’s work. David and the team at TobinLeff have worked with well over 200 companies to develop exit plans, sell to strategic and financial buyers, and build value via strategic acquisitions. He has been a Board member with multiple nonprofit organizations including the Juvenile Diabetes Research Foundation and the Homeless Children’s Education Fund. In this episode of The Progressive Agency Podcast, we welcome David Tobin, Founder and Managing Partner of Tobin & Company M&A Advisory. David shares his expertise on exit planning and selling businesses, particularly for agency owners. David discusses the importance of selling from a position of strength, emphasizing the benefits of advance planning and preparation. He explains the differences between selling to strategic buyers, financial buyers, and internal management teams, outlining typical deal structures and valuations for each. He provides practical advice on managing a business to ensure a lucrative exit. He highlights key value drivers such as strong profit margins, demonstrable growth plans, and a unique value proposition. What you will learn in this episode: How an agency owner can prepare to sell their business from a position of strength The most common questions from buyers The difference between financial, strategic, and internal buyers Internal vs. external sales and what to expect in each scenario How an ESOP works Managing your business today to ensure a lucrative exit Discovering your unique value proposition Adjusting EBITDA to benefit the buyer Resources: Website: LinkedIn Personal: Linkedin Business: 7 Best Practices for Managing for a Rewarding Exit: Questions Buyers Typically Ask:
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An Agency Owner’s Guide for Getting Out of Founder-led Sales, with Corey Quinn
07/10/2024
An Agency Owner’s Guide for Getting Out of Founder-led Sales, with Corey Quinn
Corey Quinn has over 17 years in the agency space, including as Scorpion’s CMO, where he helped grow revenue from $20M to $150M in 6 years. He just published his bestselling book: which has been endorsed by Aaron Ross, April Dunford, Dr. Benjamin Hardy, and many others. Today, he helps digital agency founders simplify, specialize, and escape founder-led sales with Deep Specialization. In this episode of The Progressive Agency Podcast, we’re talking with veteran agency growth expert about the main barriers to stepping out of the agency’s day-to-day operations, particularly founder-led sales. explains three main obstacles preventing agency founders from stepping away from sales: lack of focus, weak positioning, and inability to generate a consistent pipeline. He emphasizes the power of specialization, urging agencies to choose a vertical market focus and develop strong, industry-specific positioning. He also shares the marketing strategies that gave him the most success during his tenure at Scorpion and how agency owners can apply those to their businesses. What you will learn in this episode: How to get out of the founder-led sales role 3 things that prevent an agency owner from leaving the sales role The importance of finding a niche Deploying vertical-specific marketing campaigns How to say no to money that’s not coming from a client in your niche The 3 different types of marketing that bring specialized clients to you Resources: Website: LinkedIn Personal: YouTube: Book:
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Shred Your Debt, with Adam Carroll
06/12/2024
Shred Your Debt, with Adam Carroll
has spent the past decade studying human behavior, particularly as it relates to personal leadership and personal finance. He is an internationally recognized financial literacy expert and leadership workshop facilitator. Adam is the Author of four Amazon best-sellers, a two time TED talk speaker with nearly 6 million views on YouTube, and the creator of Broke, Busted & Disgusted, a documentary that aired on CNBC. He is the Founder of , a cash flow management tool that is creating freedom for families everywhere. In this episode of The Progressive Agency Podcast, Adam Carroll is helping us shred our debt while keeping more of our hard-earned money. Adam shares his method for how business owners can pay down debt and retain wealth outside their business by using the Shred Method. He explains how this strategy can save you tens or even hundreds of thousands of dollars in interest, regardless of your current mortgage rate. To sweeten the deal, this method isn’t just for mortgages. Business owners can use this method for any type of debt they want to pay down faster. If you’re a business owner looking to minimize your debt, save on interest, and build wealth outside your business, this episode is a must-listen. What you will learn in this episode: Saving up to hundreds of thousands of dollars with Adam’s debt-saving strategies How this helps business owners be in a better position to sell their business Why your money should always be in motion How The Shred Method works Who should use this debt payoff method How business owners can get started today Resources: Website: LinkedIn: Twitter: Instagram: Sign up for the free The Shred Method Masterclass: Book a discovery call to learn more: Savings Calculator:
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Testing the Waters with Strategic Partnerships. with Brian Gerstner
06/05/2024
Testing the Waters with Strategic Partnerships. with Brian Gerstner
is an agency leader who excels in providing white-label services to agencies around the globe. He has over 2 decades of experience in the industry and having partnered up with more than 50 agencies he knows what aligns with the requirements of clients. Brian ensures that he provides a commitment with an exceptional partnership that results in a win-win situation for all. In this episode of The Progressive Agency Podcast, we’re chatting with Brian Gerstner, President of , to discuss how agencies can benefit from strategic partnerships. Brian emphasizes the importance of finding a partner that communicates well, understands your agency’s needs, and can be trusted. He explains how partnerships allow agencies to scale and offer new services without the major upfront costs and risks of hiring in-house. Strategic partnerships provide agencies with more flexibility, talent access, and the ability to focus on their core strengths. He also notes how the globalized workforce today means agencies can access top talent anywhere, rather than being limited to their local area when hiring employees. Join us to hear Brian’s insights into leveraging strategic partnerships to efficiently grow your agency. What you will learn in this episode: What agency owners should look for in strategic partnerships Why communication is key in this type of relationship How to leverage referrals to find strategic partnerships How a strategic partnership can help in scaling your business Why great talent is a must in order for agencies to stay competitive Resources: Website: LinkedIn: Facebook:
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Smoothing Out Accrual-basis Accounting for Agencies, with Sara Snyder
05/29/2024
Smoothing Out Accrual-basis Accounting for Agencies, with Sara Snyder
is a Certified Public Accountant with a background in accounting since 2017. Currently, she serves as an Account Manager and Outsourced CFO at , specializing in advanced tax reduction with the designation of Certified Tax Coach. In this episode, we discussed an issue that impacts the accuracy of your financial statements — recognizing revenue in the correct period using accrual-basis accounting. Many agency owners think they’re using accrual-basis accounting, but in reality, they’re often doing it incorrectly. To teach us the correct way to use this accounting method, I invited Sara Snyder to give us some tips and tricks. She explains why it’s sometimes better to record revenue as deferred or unearned rather than recording it right away. We go over a few different scenarios where this approach makes more sense than traditional revenue reporting. While it requires some upfront effort, proper accrual-based revenue recognition provides a much clearer view of actual monthly profitability. This enables better forecasting and staffing assessments and ultimately increases the perceived value if you decide to sell your agency down the road. Don’t continue distorting your metrics. Take the steps now to implement proper accrual accounting and revenue recognition. Your financial statements, and your business, will be much better off. What you will learn in this episode: What circumstances can throw off accrual-based accounting What’s a magic spreadsheet? Making sure your revenue is matching expenses How to properly set up payments so they don’t mess with your revenue numbers The benefits of doing accrual-basis accounting the right way How long does it take to fix your numbers if they’re off base? Resources: Website: LinkedIn Personal: LinkedIn Business:
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Key KPIs and Strategies for Agencies Looking to Grow and Scale, with Kevin Hourigan
05/22/2024
Key KPIs and Strategies for Agencies Looking to Grow and Scale, with Kevin Hourigan
is the President and Co-Founder of , an award-winning digital marketing agency with 160+ team members across the U.S. In that capacity, Kevin and his partners lead their team of digital experts to focus on growing his clients’ businesses. With an entrepreneurial technology background, Kevin is an accomplished communicator, strategist, and leader. He has spoken alongside brands including Google, Facebook, Carnival Cruise Lines, and General Motors, and presented the keynote at the U.S. Chamber of Commerce Small Business Summit. He has been recognized as Leader of the Year by The Tampa Chamber of Commerce; Technology Leader of the Year by the Tampa Bay Technology Forum; Marketer of the Year by Tampa Bay American Advertising Federation; and as “Ultimate CEO” by the Tampa Bay Business Journal. In this episode of the Progressive Agency Podcast, I spoke with Kevin Hourigan, President and Co-Founder of Spinutech. Kevin shared his journey, starting from offering simple 3-page websites for $500 in 1996 to building a company with over 160 employees today. Kevin takes us through some of the key lessons he’s learned throughout his career about scaling and growing a business. He emphasized the importance of having the right financial foundation and understanding the true health of your business. Kevin also highlighted the importance of tracking key performance indicators (KPIs) across various aspects of the business, from marketing and sales to delivery and collections. Throughout our conversation, Kevin’s insights underscored the significance of finding the right balance between delighting clients, retaining top talent, and ensuring profitability. His experience serves as a valuable guide for agency owners seeking sustainable growth while maintaining a strong company culture. What you will learn in this episode: The financial lessons Kevin learned from the dot-com bubble Knowing how to balance your budget in different stages of growth Strategies for agencies looking to grow and scale their business The key KPIs Spinutech tracks to ensure efficiency The importance of trusting others — both clients and employees Proactive tax planning as you grow your business Resources: Website: LinkedIn Personal: Facebook Personal: Twitter:
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Tech Best Practices to Run Your Business Safely and Efficiently Part 2, with Brett Harrison
05/15/2024
Tech Best Practices to Run Your Business Safely and Efficiently Part 2, with Brett Harrison
started in 2011 with the goal of helping small businesses utilize technology to run their businesses efficiently and effectively. Right Click is a cybersecurity-first IT provider that works with businesses to make sure that their networks and data are secured and protected 24/7. Encountering a cyber attack is extremely costly and the last place any business ever wants to find itself in. Additionally, clients get access to technicians that assist with any technical related issues as they arise. Right Click takes pride in helping its clients achieve their goals and believes that implementing the right technology is an integral part of a successful business. In this episode of the Progressive Agency Podcast, we continue our conversation with Brett Harrison, who discusses important cybersecurity measures that business owners should implement. This time, we’re getting into the do’s and don’ts of multifactor authentication, an inexpensive and crucial step to securing your sensitive business data. Without it, you’re leaving your agency vulnerable to cyber attacks that can compromise your data and security. Don’t leave your agency vulnerable to cybercriminals. Tune in to this episode to learn the best practices behind cybersecurity and multifactor authentication to secure your agency’s sensitive information. What you will learn in this episode: What is multifactor authentication? Different types of multifactor authentication What happens if a cyber attacker gets into your systems How business owners should be protecting themselves and their agency Securing your company email accounts What does this cost? How an IT professional can help you make your agency’s data more secure Resources: Website: Linkedin:
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Tech Best Practices to Run Your Business Safely and Efficiently Part 1, with Brett Harrison
05/08/2024
Tech Best Practices to Run Your Business Safely and Efficiently Part 1, with Brett Harrison
started in 2011 with the goal of helping small businesses utilize technology to run their businesses efficiently and effectively. Right Click is a cybersecurity-first IT provider that works with businesses to make sure that their networks and data are secured and protected 24/7. Encountering a cyber attack is extremely costly and the last place any business ever wants to find itself in. Additionally, clients get access to technicians that assist with any technical related issues as they arise. Right Click takes pride in helping its clients achieve their goals and believes that implementing the right technology is an integral part of a successful business. If your agency is using a Google Doc to keep track of shared passwords, it’s time for a security checkup. This week on The Progressive Agency Podcast, we’re talking with Brett Harrison about how agencies can improve their password protection best practices, safely perform backups on their systems, and teach employees how to identify security threats before they become an issue. Brett shares practical advice for businesses to become more secure with tactics like multi-factor authentication, cyber awareness, and the best practices for performing regular system backups. What you will learn in this episode: How technology has changed for agencies post-pandemic The best backup system to have in place How often should you run backups? Testing and monitoring backups to ensure functionality How to store and share passwords securely across your company Why employees should always work on company-owned equipment Training and testing employees on cyber awareness to prevent cyber attacks Resources: Website: Linkedin:
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Communication is Key With Your CPA, with Craig Cody
05/01/2024
Communication is Key With Your CPA, with Craig Cody
is a Certified Public Accountant, Certified Tax Coach™, business owner, and the host of The Progressive Dentist Podcast and The Progressive Agency Podcast. Prior to his current work, spent seventeen years with the NYPD, where he retired as a Lieutenant in September 2000. Craig is an expert in helping his clients legally reduce their tax liabilities and keep more of their money. This week, we’re revisiting a research study conducted about a year ago where participants asked some intriguing questions. We’ll pick out a few of those questions and discuss them more in-depth. The most common questions we had all boiled down to one answer: communication. Regular communication, at least monthly, between a business owner and their CPA allows the CPA to truly understand the owner’s personal financial goals, growth goals, and exit/transition plans. Don’t treat your CPA relationship as just a once-a-year tax filing — make it an ongoing advisory partnership to receive the best advice and money-saving results that you expect. What you will learn in this episode: What clients want from a CPA relationship Knowing your growth and transition goals How to have a CPA who will ask you questions about your goals Communication goes both ways Giving your CPA 60-90 days to fully understand your business Resources: Website: Twitter: LinkedIn:
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The #1 Marketing Tool to Attract Right-fit Clients, with Henry DeVries
04/24/2024
The #1 Marketing Tool to Attract Right-fit Clients, with Henry DeVries
is CEO and co-owner of , an Oceanside, CA company he co-founded in 2014, publishing over 150 titles. He works with agency owners, business leaders, and strategic consultants who want to attract more high-paying clients by marketing with a book and a speech by publishing a book they are proud of. In the last ten years, he has helped ghostwrite, edit, and co-author more than 300 business books, including his McGraw-Hill bestseller How to Close a Deal Like Warren Buffett now in five languages, including Chinese. He was formerly the careers columnist for the San Diego Union-Tribune. In 2024, he launched the news website AgencyOwnerNews.com. He is personally the author or co-author of 20 marketing books, including Trusted Advisor Confidential, Bringing In the Business, Marketing With A Book For Agency Owners, Rainmaker Confidential, Self-Marketing Secrets, Marketing With a Book, Persuade With a Story, Defining You, Build Your Consulting Practice, and Client Attraction Chain Reaction. Having a book is the #1 marketing tool, but it’s the starting line, not the finish line. In this week’s episode, Henry DeVries shares his tried-and-true method for attracting high-paying, right-fit clients without having to do all the heavy lifting of traditional prospecting. His key to success is writing a book and giving it away for free — yes, for free. Henry shares that when you position yourself as relentlessly helpful by openly sharing your expertise, it automatically sticks in a person’s mind that you’re the go-to person for that particular topic. Next time they need someone to help them with a problem, you already are in the back of their head, and they have tangible evidence to show you’re the right person for the job. Join us in this episode of the Progressive Agency Podcast to learn more about positioning yourself as a subject matter expert to attract right-fit clients by building trust upfront by sharing your knowledge openly with prospects and clients alike. What you will learn in this episode: What is authority marketing and how can it generate more income? Writing a book is the starting line, not the finish line The Magnificent 7 of promoting your book Building trust by being relentlessly helpful Getting your face out there to promote your book The ROI of digital vs print books Getting people to experience you as the author Resources: Indie Books International: Agency Owner News: LinkedIn Personal: Facebook:
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How Agency Owners Can Benefit From Hiring Remote Workers, with Noel Andrews
04/17/2024
How Agency Owners Can Benefit From Hiring Remote Workers, with Noel Andrews
Noel loves connecting people. Professionally, he runs , where he helps businesses hire remote team members from Eastern Europe and South Africa. Personally, he loves doing weird and wonderful things to provoke great conversations. The hiring market right now is rough. Finding and retaining top talent is more difficult than it has been in years, which leaves agency owners in a tough position. Rather than toughing it out and hoping to find a diamond in the rough, there are other ways we can adapt to still find great workers within our hiring budget. This week’s guest, , is giving us a quick overview of how agency owners can benefit from hiring remote workers from around the world. His company specializes in helping businesses transition from using only W2 employees to finding talented contractors who are just as effective as salaried employees, if not more so. We’ll cover topics from knowing the right time to hire (especially when scaling your business) to navigating the etiquette behind hiring independent contractors in other countries. What you will learn in this episode: The main benefit of hiring global remote workers Hitting the hiring sweet spot in terms of utilization Navigating language and confidence barriers with clients How to handle time differences — how much overlap is required? Adapting PTO to cover varying customs and holidays on your team How hiring remote workers can transform your business Looking to others for help getting started Resources: Website: LinkedIn:
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Why Agencies Need a TPA to Help Set Up Retirement Plans, with Serena Morse
04/10/2024
Why Agencies Need a TPA to Help Set Up Retirement Plans, with Serena Morse
Serena Morse, CPC, QPA, QKC, QKA, is Co-Owner and CEO of Carpenter Morse Group, a non producing third-party administrator that has provided administrative compliance services for qualified retirement plans nationally for over 45 years. Serena has been a leading consultant and educator in this area of study for over 20 years. She has earned several respected credentials from the American Society of Pension Professionals & Actuaries (ASPPA), including the Qualified Pension Administrator designation (QPA), Qualified 401(k) Consultant (QKC), Qualified 401 k Administrator designation (QKA), and the highest awarded designation from ASPPA, the Certified Pension Consultant or CPC designation. She is a proud Alumni of the University of Florida Warrington College of Business. In this week’s episode, Serena breaks down tax-qualified retirement plans, the new benefits available to business owners under certain plans, and why agency owners should work with a TPA (third-party administrator) to set them up. Under the new tax code, business owners are entitled to a breadth of tax credits for contributing to their employees’ retirement plans, but the regulations are complicated. To fully understand who is eligible, the exemptions, credits, limits, etc., finding a TPA like Serena who is qualified to advise you on these new retirement plan benefits is essential. What you will learn in this episode: What is a TPA, and how does it differ from a CPA? What are tax-qualified plans, and how do they work? What every business owner should know when setting up a new plan Tax credits available under new plans Who is eligible for the new tax credits The compliance pitfalls business owners face when setting up tax-qualified plans Using your TPA to help stay on top of deadlines Resources: Website (business): Email (Serena):
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How HubSpot Makes Agency Owners’ Lives Easier, with George B. Thomas
04/03/2024
How HubSpot Makes Agency Owners’ Lives Easier, with George B. Thomas
is the “Chief HubSpot Helper” owner at . George helps companies streamline and grow by using the right HubSpot CRM, marketing, sales, service, operations, and CMS tools. George has more than 30 years of sales & marketing experience and has been using HubSpot since 2012. George is a vault of valuable information, tactics, and strategies with a record-breaking thirty-five plus HubSpot Academy certifications, including Inbound Marketing, Inbound Sales, Contextual Marketing, CMS Implementation, Email Marketing, and Content Marketing. In this week’s episode, George shares how agency owners can begin integrating and implementing HubSpot tools into their systems and processes to streamline sales and marketing to make their jobs simpler. From starting out at a small design agency, he fell in love with HubSpot and all it can do to make businesses run smoother at a reasonable price. Now, he teaches business owners how they can easily fill their sales funnels and keep up with clients with just a few clicks. If you’re curious about HubSpot tools and integrations but feel overwhelmed about where to begin, this episode will give you a good beginner crash course on HubSpot’s capabilities. What you will learn in this episode: 3 major ways HubSpot helps someone run a business more effectively Getting started on HubSpot for free and scaling up How HubSpot can grow with your business HubSpot tools that help free up your time The power of learning new tools and skills as a business owner Getting 1% better each day with a growth mindset Resources: Website: Website (business): LinkedIn (personal): Schedule a call with George: HubHeroes Podcast:
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Tax Credits That Double as Profit Retention Tools, with Bill Black
03/27/2024
Tax Credits That Double as Profit Retention Tools, with Bill Black
has been in the pension administration business for over 40 years and helps clients work toward their retirement objectives. He works with both individual and small business owners in the areas of benefits, retirement planning, and business planning. Bill and his team have the ability to offer a wide range of financial products (tax-sheltered plans, mutual funds) to help his clients meet their retirement needs. Helping employees save for retirement is getting a little easier this year. In this episode, Bill shares some updates to tax codes that give business owners more tax credits for employee savings plans. With these updates, business owners will either create qualified plans of their own or participate in a state-sponsored plan. But it’s important to note that state plans come with some baggage that might be burdensome for employers who don’t already have their employees enrolled in a plan. We’ll go over what the new tax credits are, the difference between state plans and employer plans, and the rules and penalties associated with them. Bill later explains the differences between SIMPLE plans and 401k plans and the benefits of enrolling in these types of savings plans for both employees and employers. Join us to get up to date on these new tax credits so your business can unlock new tax savings this year. What you will learn in this episode: The new credits available to business owners in 2024 Taking advantage of the retroactive rule for plans started in 2024 States that already have qualified plans and the rules around them Penalties associated with not participating in, or creating your own savings plans for employees Converting to a different plan if you already have one Deductions with SIMPLE plans vs. 401(k) plans Is automatic enrollment actually automatic? How to create your own plan and grandfather in current employees Who these plans work best for Resources: Website (personal): Website (business): LinkedIn (Personal): Toll-free number: 888-412-4120 Email:
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Why Thought Leadership and Client Loyalty Matter, with Susan Baier
03/20/2024
Why Thought Leadership and Client Loyalty Matter, with Susan Baier
Susan Baier is the Founder of Audience Audit Inc., which helps marketing agencies and thought leaders build ROI and reputation with research. She has been a marketing strategist for nearly 40 years. In her spare time (ha ha) she goes camping, knits, and enjoys a good bourbon. In this episode, Susan discussed findings from two recent research studies her firm conducted. The first, called the Agency Edge study, surveyed agency clients to understand their attitudes and preferences when working with agencies. The second, the Agency Audit study, surveyed agency leaders themselves to identify the key challenges and success factors they are experiencing. From the Agency Audit study, Susan shared that they identified five distinct mindsets or segments among agencies. The two most successful segments were the “Thought Leaders” who prioritize building an authentic thought leadership reputation and focus on a differentiated niche, and the “Loyalty Builders” who have implemented specific programs to drive exceptional client loyalty and retention. Susan shares advice for agencies aiming to become thought leaders, emphasizing the need for new, genuinely helpful content delivered consistently, focusing that content on a specific audience niche, and utilizing tactics like proprietary research studies to establish expertise. She highlighted the significant business benefits thought leadership can unlock. Tune in to this week’s episode to learn more about how authenticity and thought leadership for agency owners can be a key component to driving client loyalty and attracting new business with ease. What you will learn in this episode: More about agency owners and agency clients from the Agency Edge and Agency Audit research studies What the Agency Audit research showed makes successful agencies unbeatable The 5 types of agency mindsets Why thought leaders are thriving in their niches How having a reputation for client loyalty can supersede a niche Thought leadership and niching go hand in hand Thought leadership sells itself to clients Where to start to become a thought leadership focused agency Resources: Website: LinkedIn Personal:
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How Financial Literacy Saves Thousands for Agency Owners, with Stephen Woessner
03/13/2024
How Financial Literacy Saves Thousands for Agency Owners, with Stephen Woessner
For over 25 years, Stephen Woessner has been in the trenches of agency new business strategy working alongside agencies and consultants — teaching them how to build their authority within the markets they serve, grow their audience, and fill their sales pipeline with a steady stream of right-fit clients so they can win new business. Stephen founded Predictive ROI in 2009 and remains its CEO and co-owner, along with his business partner, Erik Jensen. Stephen hosts the “Onward Nation” and “Sell with Authority” podcasts with listeners in over 140 countries and over 1,000 episodes. His agency new business and marketing insights have been featured in major media, and he’s the bestselling author of five books, including his latest entitled, “Sell With Authority.” In this episode of the Progressive Agency Podcast, I interview Stephen about the importance of proactive tax planning for agency owners to maximize deductions and savings. Stephen emphasizes how proper tax planning and financial literacy force agency owners to think differently about money and the business. We discuss some confusing aspects of running an agency, especially around financial operations like cash flow, overhead costs, AP, and AR. Stephen shares how it took his agency years to implement an effective system for managing invoices and finances. Now they utilize solutions like Bill.com and consistently check in with their systems and processes. Stephen later shares his "Big 3" framework for saving time — identifying the 3 priority activities that drive both personal joy and business growth. Everything else gets deprioritized or delegated elsewhere. What you will learn in this episode: Reframing thinking around money and taxes Assumptions about tax deductions that cost agency owners tens of thousands of dollars Growing operations is a huge part of growing a business Financial education is critical for agency owners Time-saving tactics for agency owners Finding experts who care about the work they do for the benefit of others Resources: Website: Visit our newly expanded Join us in our free Facebook Group Stephen’s LinkedIn: Order your free paperback or Kindle copy of our Book:
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Growing Your Existing Clients for Sustained Growth, with Drew McLellan
03/06/2024
Growing Your Existing Clients for Sustained Growth, with Drew McLellan
For 30+ years, Drew McLellan has been in the advertising industry. He started his career at Y&R, worked in boutique-sized agencies, and then started his own (which he still owns and runs) agency in 1995. Additionally, Drew owns and leads the Agency Management Institute, which advises hundreds of small to mid-sized agencies on how to grow their agency and its profitability through agency owner peer groups, consulting, coaching, workshops, and more. In this week’s episode, Drew gets right down to business with me to discuss the hardships agencies faced in 2023 and how the ones that still came out on top overcame such a challenging year. During our conversation, he shared some interesting findings from his agency’s 2023 Agency Edge Research study, including the #1 reason a client fires an agency and why agencies that focus on growing their existing book of business consistently outperform agencies that don’t. We’ll also get into the weeds about training AEs to grow existing clients as part of their jobs, knowing when it’s time to reduce staff, and how to let clients know you’re open to connecting with them. Those who know Drew know he’s a fountain of helpful information for agency owners, so don’t miss out on this illuminating conversation. What you will learn in this episode: The key difference in agencies that won last year vs. those that lost Why agencies must be pitching new ideas to clients in order to grow The #1 reason a client fires an agency Retraining AEs to focus on growing the agency’s existing book of business Helping clients solve their problems before someone else does Setting up client growth and retention programs in 2024 Making staffing decisions by the numbers, not by your gut Resources: Website: LinkedIn Personal: Email:
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Breaking Down the Corporate Transparency Act, with Craig Cody
02/28/2024
Breaking Down the Corporate Transparency Act, with Craig Cody
Craig S. Cody is a Certified Public Accountant, Certified Tax Coach, bestselling author, and business owner with over 22 years of experience helping agencies keep more of what they make. Craig is also the host of The Progressive Agency Podcast. Prior to his current work, Craig spent seventeen years with the NYPD, where he retired as a Lieutenant in September 2000. Craig Cody & Company focuses on proactive tax planning, small agency accounting, and tax preparation, but what really excites the team is helping agencies spot mistakes and uncover missed opportunities that cost them thousands in taxes. In this solocast episode, Craig welcomes everyone back to the official relaunch of the Progressive Agency Podcast. He breaks down the new Corporate Transparency Act and what that means for agency owners. He explains what it is, how it will be enforced, deadlines, penalties, and who needs to file under this new act. If you’re a small to medium-sized agency owner, this episode will highlight some important upcoming changes for your business that you don’t want to miss. What you will learn in this episode: What is the Corporate Transparency Act? How this new act will affect small- to medium-sized agencies 3 things for agency owners to know under this new act Who is exempt from filing? How agency owners can file correctly and what needs to be reported Upcoming deadlines and notifying FinCEN of any changes to your agency Resources: Website: Twitter: LinkedIn:
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Top 5 Actions to Keep More Money in Your Pocket, with Craig Cody
09/21/2022
Top 5 Actions to Keep More Money in Your Pocket, with Craig Cody
Craig S. Cody is a Certified Public Accountant, Certified Tax Coach, bestselling author, and business owner with over 22 years of experience helping agencies keep more of what they make. Craig is also the host of The Progressive Agency Podcast. Prior to his current work, Craig spent seventeen years with the NYPD, where he retired as a Lieutenant in September 2000. Craig Cody & Company focuses on proactive tax planning, small agency accounting, and tax preparation, but what really excites the team is helping agencies spot mistakes and uncover missed opportunities that cost them thousands in taxes. In this special episode of The Progressive Agency Podcast, host Craig Cody invites listeners to request a free copy of his book featuring great tips and information on how to save thousands of dollars on taxes. Craig shares the top 5 things you should be doing to keep more money in your pocket. Ways to reach out to Craig with any questions or to set up a strategy session. Additional Resources: Website: Twitter: LinkedIn:
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Turning Intellectual Capital into Revenue, with Sharon Toerek
07/27/2022
Turning Intellectual Capital into Revenue, with Sharon Toerek
Sharon Toerek, Principal of Toerek Law, focuses her law practice on helping professionals in the advertising, marketing, and creative industries monetize their intellectual capital and manage the legal risks of their work. She joins me on the Progressive Agency podcast to describe how she helps agencies protect their intellectual property. Hear insights about: Why it’s vital agencies negotiate good, solid, strong contracts with their clients How Toerek Law counsels agencies on IP protection issues The ever-evolving landscape of data privacy regulations, why they continue to change, and how they impact social media marketing When growing agencies need to take advice on protecting their IP Why intellectual property is the underpinning of everything that an agency does – and the importance of investing in good advice Why Sharon advises that agencies put restrictive covenants in place in their handbooks The difference between non-solicitation and non-compete covenants and their practical applications Hot buttons that agency owners should be aware of, including the double-edged sword of being a specialist agency Intellectual Property Protection A huge pain point for agencies who do new business by pitching for contracts is how to protect their work, concepts, or ideas during a relationship’s new business development phase. Sharon Toerek explains how Toerek Law helps agencies understand the legal consequences of the campaigns that they’re working on for their clients, including counseling on marketing regulations or highlighting data privacy issues in social media influencer campaigns. The Triangle Approach Sharon explains the importance of protecting your intellectual property (IP) as a triangle. At one point in the triangle, agencies have their content, which is subject to copyright protection; at the next point sits brand, which is a source identifier protectable by trademarks, and at the third point are transactions, or how agencies convey the rights to the work they do for clients. On the show, Sharon shares how her firm helps clients navigate these three issues. Investing in IP Protection Intellectual property is the underpinning of everything that an agency does. It’s where they make their revenue, and it’s their most critical asset. Sharon shares why it’s well worth investing in good advice on how to protect your IP and why you will end up farther along financially if you invest the time and energy and protecting and understanding the principles of IP protection and embedding them in your agency’s culture. How to Connect with Sharon Toerek: Website: LinkedIn: Twitter: About Sharon Toerek: Sharon Toerek is the Principal of Toerek Law, where she focuses her law practice on helping professionals in the advertising, marketing, and creative industries monetize their intellectual capital and manage the legal risks of their work. Sharon provides proactive, strategic counsel to marketing agencies on legal issues they continually face in their work, including agency-brand contracts, social media, content marketing legal compliance, and trademark and copyright protection. Sharon also created the Legal + Creative Agency Protection System, a legal toolkit for marketing agencies. In 2018, she launched The Innovative Agency, a podcast on innovation for marketing agency leaders.
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Reframing the Narrative Around Making New Hires, with Dan Englander
07/20/2022
Reframing the Narrative Around Making New Hires, with Dan Englander
I’m honored to have Dan Englander with me this week on the Progressive Agency podcast. Dan is the CEO and Founder of Sales Schema and host of The Digital Agency Growth Podcast. He joins me to share the details of growing an agency and how to ensure you hire the right people into your organization. During our conversation, Dan also discusses how to balance personalizing critical touchpoints and scaling to ensure consistent and reliable growth. Hear insights about: How Dan got out from under the sales-client-service shuffle Why you should reframe your thinking around new hires The most important financial lesson Dan has learned over the last few years Why you have to integrate hiring new people into all of your processes The two different skill sets you need to make successful hires The most common financial mistakes that agency owners make and how to avoid them Two key strategies that agencies can leverage to build and grow their business Learning to Hire Effectively Bad hires are very costly. My guest this week on the Progressive Agency Podcast, Dan Englander, highlights the importance of learning to hire staff effectively, and shares why the ‘hire fast, fire fast’ philosophy just doesn’t work. He offers advice on how to reframe your thinking when it comes to hiring new talent, and how that will ultimately save your agency money in the long run. Personalizing Critical Touchpoints Dan describes his early experiences in the agency space, how he got caught in the sales-client-service shuffle, the lessons he learned, and why he started Sales Schema. He highlights his agency’s evolution from cold outreach to personalizing their service where it really matters. We also discuss the specifics of why there’s more power in the squad and how fractional teams allow businesses to leverage a vast range of expertise, particularly in a tight labor market. The Profit First Model Dan shares with us how he made sense of cash flow in his business by doing a version of the profit first model and why he has found it helpful. If you put tax and profit away first, it makes it much simpler to judge cash flow. Listen to the episode to learn why Dan believes you have to be aware of the impact of the economy on your cash flow. How to Connect with Dan Englander: LinkedIn: Relationship Sales at Scale: How to Find Your Virtual Tribe and Reliably Grow Your Professional Service Business: About Dan Englander: Dan Englander is the CEO and Founder of Sales Schema, a fractional new business team for marketing agencies and B2B service companies, and he hosts The Digital Agency Growth Podcast. He’s also the author of Relationship Sales At Scale and Mastering Account Management. Previously Dan was the first employee Head of New Business at the animation studio IdeaRocket. He lives in New York, and in his spare time, he enjoys hurting himself via Brazilian Jiu-Jitsu.
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How to Avoid Common Financial Mistakes, with Jane Pfeiffer
07/13/2022
How to Avoid Common Financial Mistakes, with Jane Pfeiffer
This week on the Progressive Agency podcast, I welcome Jane Pfeiffer to the show. She helps amplify nonprofit organizations and the impact that they make through meaningful marketing solutions. During our conversation, Jane shares how to avoid common financial downfalls that agency owners make. Hear insights about: How the things that companies don’t know cost them financially Why the concept of “ignorance is not bliss” is a crucial financial lesson to learn What are three ways that new agency owners can avoid major financial mistakes The three metrics Jane finds most beneficial in her business Why it’s important to run worst-case scenarios for your agency financials How creating separate accounts for client expenses and business revenue helps manage cashflow The Cost of Not Knowing The things you don’t know in your agency are likely costing you the most money. My guest this week on the Progressive Agency Podcast, Jane Pfeiffer explains how the concept of “ignorance is not bliss” has been the most crucial financial lesson she’s had to learn. Jane is the founder of Fieldtrip, where she helps amplify nonprofit organizations and the impact that they make through meaningful marketing solutions. Putting Your Numbers on the Table As an agency owner, it is always on you if something goes wrong. It’s important to not leave all of the financial responsibility in an employee’s hands. You must have the willingness to sit down vulnerably with other business owners and put the numbers on the table. During our conversation, Jane explains the three things that new agency owners can do to avoid common agency pitfalls. Mistaken Cash Flow It’s easy for an agency to believe that they have a large amount of cash flow when they constantly see money in their bank account. Unfortunately, if you’re not paying close attention you could mistake your client’s expense payments for your cash flow. Listen to the episode to learn why Jane recommends separating bank accounts for client expenses and agency profits. How to Connect with Jane Pfeiffer: Website: LinkedIn: Instagram: About Jane Pfeiffer: Jane challenges and subverts expectations. Every single day. Leading by example, Jane guides the Fieldtrip team to develop sound, strategic work imbued with curiosity and significance. A previous research marketing specialist working in television, Jane started her agency with one client, Ashley HomeStore. As she built marketing strategies for Ashley HomeStore she grew new accounts and staff along the way. In her agency’s second decade, she has rebranded the agency, ready to take on the next chapter with the same vigor and tenacity that has helped Fieldtrip grow to this point. She is ferociously dedicated to ensuring everyone in and around the agency knows exactly where they’re headed and how they’ll get there. Jane says her biggest accomplishment is trusting her team to build an agency bigger than anything she could have dreamed of. But her employees know the truth of it, as she quotes Yoda — ”Do or do not. There is no try.” Jane does.
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Understanding the Pass-Through Entity Tax, with Craig Cody
06/29/2022
Understanding the Pass-Through Entity Tax, with Craig Cody
If you’re searching for ways to lower your taxable income, learn how the pass-through entity tax could help. Listen to this episode to hear insights about: How the 2018 tax cuts impacted personal tax deductions What the pass-through entity tax is Why would business owners want to take advantage of the pass-through entity tax Which states have already enacted the pass-through entity tax Which states have proposed the pass-through entity tax, and will likely pass it How does the pass-through entity tax lower your taxable income Resources: The 12 Biggest Tax Mistakes That Cost Agency Owners Thousands: Additional Resources: Website: Twitter: LinkedIn: About Craig Cody: Craig Cody is a Certified Public Accountant, Certified Tax Coach™, business owner, and the host of The Progressive Dentist Podcast and The Progressive Agency Owner Podcast. Prior to his current work, Craig spent seventeen years with the NYPD, where he retired as a Lieutenant in September 2000. Craig is an expert in helping his clients legally reduce their tax liabilities and keep more of their money. Through his podcast, Craig helps dentists grow their practices through smart financial decisions and through financial education of the kind that isn’t offered in dental school.
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