Built & sold $5M/year agency, now helping agencies #ChargeMore | Habukkuk 2:2 | Helped 400+ Agencies Close 15K-100K "Enterprise Clients"
Next Workshop 9/21 👉🏼
Joined November 2019
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Workshop number 9 in the books âś…
By far the most difficult - caught Covid day 1 then had 13 hours of speaking
Thank you to GOD for giving the strength to do it & thank you for everyone who came
Next one in November
I’ve only ever accepted one payment option from clients
No net 7, net 30, net 60, whatever
It’s net due on receipt & we ain’t working til it’s paid
NEVER EVER EVER do a single bit of work before your first invoice is paid
THE SECOND you work before a client pays you
You've set the tone that the dates on your invoices are suggestions
Moral of the story
If you want to hit this number
You gotta charge more
What the typical agency I see looks like at $1M/mo:
We have a couple agency clients that are around this level. Studied many above it.
Biggest difference is that majority have much bigger deals here.
Usually larger enterprise or performance deals hitting $40K+/mo.
Or seen a few at lower ticket but insanely productized.
Cost side does usually look similar:
• $350-$400K+ to delivery (head of delivery, delivery manager, full pods, some contractors for backup)
• $150K to sales & marketing (head of sales, closers, setters, referrals, 3+ channels)
• $50K to COO + ops team
• $70K in software, fees & other
• $10K in VAs or AI credits
• $10K for finance (fCFO, books, taxes)
Plus easily $50K/mo in one-offs, services and investments.
Founder is now the CEO. $200K+/mo in profit can still be done.
Do you believe in the vague idea of God as a higher power or do you actually worship Jesus Christ
These are not the same
I do this crazy thing when I make content where I just think and type stuff instead of asking Claude what I should say
If you choose your service provider solely based on the cheapest price
Do not be surprised when you have to get it done twice
There is no 1-call or 2-call close
You always ask for the sale on the first call
And you always prepare to set up a second call with a purpose
Credit both sides and call it a gift card
Like 2k for you, 2k for you to gift to a friend
In my experience most agency referral programs suck bc agencies just don’t ask every client for referrals
It is almost impossible to profitably sell BFCM agency offers to ecom brands on paid ads
We tried this year after year
Most brands do not think about it until 2 weeks before, then it's too late for you to deliver
Much better to:
a) run your evergreen ads, mention BFCM planning on the call and sell them if they want it
or
b) sell BFCM services to your clients who already trust you and are much more likely to take your advice to forward plan