The Innovative Agency

So many agency owners struggle with the tension between wanting to be visible and waiting until their message feels "perfect." On this episode of The Innovative Agency Podcast, Sharon Toerek sits down with Carrolee Moore, CEO and founder of Podcast Pitching Society, to challenge that mindset and unpack why visibility, not perfection, is the true foundation of agency growth. Drawing from her journey running a multi-six-figure agency to building a business around strategic storytelling, Carrolee explains why so many agency leaders struggle to get noticed by the right clients. She reveals how perfectionism, introversion, and confidence gaps often keep experts on the sidelines. Carrolee details how podcast guesting can be far more than a marketing tactic. When done right, it becomes a powerful trust-building tool, one that accelerates business development, strengthens personal brand, and turns expertise into sustainable agency revenue. What you will learn in this episode:  Visibility is the hidden engine behind agency growth and why most leaders overlook it The real reasons perfectionism and lack of confidence keep agency owners from pursuing visibility Why podcast guesting offers a low-lift, high-impact channel for connecting with the right clients, even if you're introverted or pressed for time The strategic benefit of leveraging borrowed platforms to build trust before launching your own podcast or show Tips for building the Founder's personal brand to supercharge opportunities for the entire agency Shifts agency leaders can make today to turn their expertise into a visibility and business development machine Bio Carrolee Moore is a Jamaican-born entrepreneur, speaker, and founder of The Podcast Pitching Society. She helps overlooked experts get paid for what they know, not just what they do, through high-impact podcast placements and long-form visibility strategies. After being laid off in 2020 and moving cross country, she launched her first business from an air mattress in an empty apartment. She transformed that rock-bottom moment into a multi–six-figure agency in under two years – built without ads, SEO, or social media marketing. She is the creator of the Currency of Visibility™ movement and the visionary behind the C.A.K.E. Podcast Guesting Method, helping founders turn podcast interviews into content and contracts. Her work has been featured in the Dallas Morning News and on popular platforms like the Speak Your Way to Cash® podcast. In 2025, she was inducted into Who's Who of America for her contributions to marketing and communications. Resources: Website: https://www.carroleemoore.com/  LinkedIn Personal: https://www.linkedin.com/in/carroleemoore/  LinkedIn Business: https://www.linkedin.com/company/podcastpitchingsociety/ Free PODCAST GUESTING COURSE: https://carroleemoore.net/email-course  

This episode of The Innovative Agency Podcast welcomes Harv Nagra, host of The Handbook podcast and Head of Brand Communications at Scoro, to unpack a hard truth many agency owners overlook: growth stalls when operational maturity can't keep up with success. Harv draws from his own agency experience to explain why chaos, burnout, and shrinking margins are often symptoms of broken systems, not broken strategy. He breaks down the five pillars of operational excellence, the stages agencies move through as they grow, and the exact moments when "winging it" stops working. If your agency feels busy but brittle or profitable but fragile, this conversation will help you spot the blind spots, install structure without killing creativity, and build an agency that can scale sustainably. What you will learn in this episode:  Why most agencies struggle to scale due to immature operations, not sales or pipeline issues The five essential pillars of agency operational maturity  How to assess your strengths and gaps Why chaos behind the scenes can lead to lost talent and hinder healthy growth The key stages of operational maturity, from "Chaotic Era" to "Innovation Era" Real-life examples of how documenting processes and building a central handbook can transform your agency When and why even small agencies should invest in operations expertise How forward-looking data can help agencies make proactive, profitable decisions Bio Harv Nagra is an operations consultant, former in-house Ops Director at a pan-European design and marketing consultancy, and currently Head of Brand Communications at Scoro – the work management platform for professional services businesses. With a background that spans marketing, technology, and operations, Harv helps service-based businesses mature by optimising how they work – across people, process, and technology and data. He's led large-scale change programmes, implemented end-to-end tech ecosystems, and supported leadership teams in building more scalable, profitable operations. Harv is especially passionate about helping businesses understand what operational maturity looks like at every stage of growth – and how to get there without burning teams out. His approach is grounded in experience, shaped by both success stories and the real-world challenges that come with transformation. He's also the host of The Handbook: The Agency Operations Podcast, where he interviews operators and subject matter experts to unpack the systems, tools, and behaviours that drive performance behind the scenes. Originally from Vancouver and now based in London, Harv brings a practical, no-nonsense lens to operations – and a strong belief that ops should be a strategic advantage, not just a support function. Resources: Website: https://www.harvnagra.com/  LinkedIn Personal: https://www.linkedin.com/in/harvnagra/ LinkedIn Business: https://www.linkedin.com/company/scoro-software/ The Operations Podcast: https://www.scoro.com/podcast/

This episode of The Innovative Agency Podcast features a guest that has truly seen our industry from every angle. Armando Turco, President of Mojo Supermarket, has built a career that spans major creative agencies, brand consultancies, media companies and crucially, leadership roles on the client side. That journey gives him a rare, unfiltered perspective on what's really happening inside client organizations right now. Armando discusses what agency leaders often don't see: the internal pressures brands face, where agencies unintentionally create friction, and why smaller, independent agencies are uniquely positioned to win in this moment of disruption. He shares why nimbleness and entrepreneurial thinking matter more than scale, how smart use of AI can strengthen (not replace) relationships, and what agency leaders need to rethink if they want to stay relevant and profitable. What you will learn in this episode:  How working on both agency and brand sides provides a fuller view that reveals hidden opportunities and risks The real reasons clients choose (and stay with) their agencies What agency leaders often overlook about their client's world Why now is a uniquely good time for small, nimble independent agencies How AI is changing agency operations—not just as a threat, but as a tool for faster, more affordable, and bolder thinking The value in candid conversations and setting clear success criteria for agency-client partnerships Bio Armando Turco is the President of Mojo Supermarket, a certified minority owned agency headquartered in Chinatown, NYC. Mojo Supermarket helps make brands more interesting, and is the Social Content AOR for brands like TikTok, Lululemon and The Truth Initiative. Armando Turco was previously the SVP of Global Brand & Creative at Oatly, the world's original and largest oat milk company. In his role leading the Oatly Department of Mind Control, Armando was responsible for all global brand strategy and creative development, earning him a spot on the Adweek Creative 100. Prior to joining Oatly, Armando spent 20 years managing brand partnerships at Vox Media and agencies including BBH and McCann. He has developed strategies and content with leading brands like Sephora, PlayStation, Johnnie Walker, Axe and Verizon. He lives in New York City with his rescue mutt Andre Johnson. Resources: Website: https://mojosuper.market/ LinkedIn Personal: https://www.linkedin.com/in/armandoturco/ LinkedIn Business: https://www.linkedin.com/company/mojo-supermarket/ Facebook: https://www.facebook.com/p/Mojo-Supermarket-100084526740433/ X: https://x.com/mojosupermarket

On this episode of The Innovative Agency Podcast Sharon Toerek welcomes CEO and co-owner of Mason Interactive, Brook Shepard, for a conversation about one of the most pressing realities every agency leader is feeling right now: uncertainty. Brook offers a candid look at navigating volatility, understanding what today's clients truly expect, and why deep industry expertise has become one of the most powerful differentiators an agency can cultivate. He also shares smart, practical ways to uncover pockets of optimism, from demographic changes reshaping higher education to the relentless efficiency pressures inside direct-to-consumer. He brings a rare dual-vertical perspective from both higher education and emerging D2C brands, two sectors experiencing dramatic shifts that mirror the broader agency landscape. If you're searching for grounded wisdom and actionable strategies to help your agency weather instability, sharpen your positioning, and find opportunity in the turbulence, this episode delivers exactly that. What you will learn in this episode:  The demographic and economic trends affecting both higher education and direct-to-consumer brands How agency leaders can spot opportunities in turbulent markets by understanding industry-specific data and shifts The risk of chasing "vanity metrics" like ROAS, and the real metrics that drive long-term client growth Strategies for building trust and credibility with clients when uncomfortable truths and tough conversations are required Why agency-client churn is often about missed expectations How agencies can package and market "slices" of value for their clients, keeping both engines running in uncertain markets Bio Brook Shepard is the Founder of Mason Interactive, a premier digital marketing agency where data, design, and strategy converge to deliver impactful results. With over a decade of experience, Brook has built Mason into a trusted partner for businesses across industries—helping them scale through intelligent, ROI-focused campaigns.  He's a thought leader in AI advertising, omnichannel growth, and customer acquisition, and a sought-after speaker on balancing analytics and creativity. Brook's passion for innovation and education drives his mission to empower brands to thrive in a rapidly evolving digital world. Resources: Website: http://masoninteractive.com/ LinkedIn: https://www.linkedin.com/in/brshepard/ Facebook: https://www.facebook.com/masoninteractiv X: https://twitter.com/MasonInteractiv

On this episode of The Innovative Agency Podcast Sharon Toerek is joined by someone who understands the real pressures agency owners face in today's results-driven digital world. Sam Piliero, Founder of The Moonlighters, went from running entrepreneurial lemonade stands as a kid to leading a high-performing agency serving nearly 100 clients across Facebook, Google, and the ever-shifting digital advertising landscape. Sam digs into the challenges that keep agency leaders up at night: proving tangible ROI when the metrics get murky, navigating client churn, recruiting and retaining top-tier talent, and staying ahead of AI and platform changes that seem to shift by the week. He doesn't sugarcoat the realities of scaling an agency, and he's generous with the systems, positioning strategies, and client experience principles that have helped The Moonlighters grow while keeping results and relationships front and center. If you're looking for practical insight from someone who's in the trenches and building sustainably, this conversation will serve you well. What you will learn in this episode:  Why agencies struggle with the "ROI conversation" and how tackling it head-on can reduce churn and build trust with clients The challenges and benefits of building an agency model focused on performance, transparency, and client retention How specialization and saying "no" to services is the key to growth and nearly eliminating funnel problems How to create additional revenue streams What the coming changes in AI and digital advertising mean for agencies and their clients right now Bio At 17, Sam Piliero was cold-pitching Facebook ads to local pizzerias. By his early 20s, he was working at VaynerMedia alongside Nik Sharma and leading growth strategy for brands like Supergoop and Liquid I.V. Then came the breakout moment: he joined BarkBox just as they were gearing up for aggressive growth and helped lead their advertising through a multi-year blitz that ended in a $2.5B IPO on the NYSE. Now he's doing it on his own terms. After BarkBox, Sam launched The Moonlighters, a fully independent media buying agency purpose-built for the $1–10 million DTC brands most agencies overlook. With zero outside funding, a lean US/Canada-based team, and a YouTube channel that's become the fastest-growing Facebook Ads resource in the country, The Moonlighters has scaled to nearly 100 active clients—from wellness and beauty to CPG and creator-led brands. Resources: Website: https://themoonlighters.com/ LinkedIn Personal: https://www.linkedin.com/in/sampiliero/ LinkedIn Business: https://www.linkedin.com/company/themoonlighters/ YouTube: https://www.youtube.com/@SamPiliero

This episode of The Innovative Agency Podcast features one of the world's foremost authorities on trust-building in the sales process, Ari Galper. If you've been feeling the squeeze of longer sales cycles, increasing commoditization, or the growing "trust recession" impacting today's marketplace, this conversation will hit home. Founder of AriAI, Ari joins Sharon Toerek to unpack the very real challenges agency owners face as AI accelerates competition and prospects become more skeptical than ever. He digs into the shift from outdated, high-pressure selling to a trust-centric approach that elevates your value, shortens the path to yes, and helps you stand out without giving away free consulting or constantly chasing the next opportunity. Ari's frameworks are practical, transformative, and rooted in decades of experience helping service firms convert conversations into clients with greater confidence, efficiency, and authenticity. What you will learn in this episode:  Why traditional approaches to relationship and trust-building in agency sales might be holding you back How to implement a doctor-patient metaphor to reclaim control of your sales process The difference between trust-building and relationship-building, and why getting this wrong leaves you stuck in long sales cycles Practical language shifts and process tweaks that lead to faster, higher-value client conversions How to use authority-building assets before your first client conversation to stand apart from every other agency in the room Strategies for setting expectations, qualifying leads, and confidently charging for your discovery process Bio Ari Galper is the world's number one authority on trust-based selling and the founder of AriAI, the world's only trust-based proprietary ai sales growth advisor. He is also the author of seven best-selling books and the founder and CEO of Unlock The Sales Game. He has been featured in CEO Magazine, Forbes, Inc, and Financial Advisor magazine, among many others. For over two decades, Ari has led the field of Trust-Based Selling and Trust-Based Communication -- untangling the most complex relationship challenges, from complex sales funnels, personal relationships and influencing large business and personal decisions -- through his breakthrough Mindset Shift framework and Trust-Based Languaging. Resources: Website: https://www.arigalper.com/ LinkedIn Personal: https://www.linkedin.com/in/arigalper/ LinkedIn Business: https://www.linkedin.com/company/ariai/ Unlock the Sales Game: https://unlockthegame.com/

On this episode of The Innovative Agency Podcast Sharon Toerek welcomes Aya Kikimova, Founder and CEO of LeapEngine, for a conversation that hits directly at one of the biggest questions agency leaders are wrestling with today: How do you build a profitable, innovative marketing practice while serving small and midsize businesses for clients who need high-quality work but often operate with leaner resources?  Aya shares her intentional journey from working with major enterprise brands, both at top agencies and inside Microsoft, to crafting a service model purpose-built for entrepreneurial companies. She describes the real-world challenges of pricing for smaller clients, preserving healthy margins, and structuring teams in a way that's both scalable and sustainable. And we go deeper into how AI is reshaping expectations on both sides of the table, what it makes possible, where the pitfalls are, and how it can help agencies deliver more value without compromising quality. What you will learn in this episode:  How agencies can profitably serve small and mid-sized businesses without sacrificing margins or quality The structural shifts required to make affordable, high-impact marketing accessible to smaller clients Ways to package and price services for SMBs, and the pitfalls of over-customization Why client acquisition looks different for entrepreneurial companies compared to big brands, and how to adjust your sales process What small business clients really ask for (and misunderstand) when it comes to marketing services How AI is changing agency delivery models and pricing, and what that means for the future of marketing services Strategies agencies can use to avoid the "race to the bottom" in pricing while building trust and lasting relationships Bio Aya Kikimova is the Founder and CEO of LeapEngine, a digital marketing agency that brings Fortune 500-level strategy to startups and small businesses at a fraction of the cost. Born in Kazakhstan and immigrating to the U.S. at 16 as a first-generation immigrant, Aya's journey is one of resilience and determination, she arrived not even knowing how to type on a computer but pushed forward to earn her MBA in Marketing and Finance and build a distinguished career spanning global advertising agencies, brand-side leadership, and Big Tech. Before founding LeapEngine in 2021, Aya spent six years at Microsoft managing over $50M annually in ad spend for Fortune 500 companies including P&G, Macy's, Estée Lauder, Nestle, Comcast, and AT&T. Her data-driven approach and exceptional performance earned her Microsoft's prestigious Platinum Club award, recognition given to the top 0.01% of the company. Today, she combines her Big Tech expertise with entrepreneurial grit, having built LeapEngine from scratch during the pandemic as a new mom, without outside funding, into a thriving agency that has generated over $100M in revenue for clients across 100+ businesses. Resources: Website: https://leapengine.co/  Linkedin Personal: https://www.linkedin.com/in/akikimova/ LinkedIn Business: https://www.linkedin.com/company/leapengine/ Instagram: https://www.instagram.com/leapengine.co/  

Today on The Innovative Agency Podcast Sharon Toerek sits down with Aaron Burnett, Founder and CEO of Wheelhouse DMG, for a deep dive into one of the most pressing, and misunderstood, issues in our industry: data privacy. Aaron shares hard-earned lessons from leading an agency that serves highly regulated sectors like healthcare and medical devices, revealing how boundaries around data can actually spark innovation. Aaron explores the intersection of compliance, trust, and long-term growth showing how agencies can turn regulatory challenges into strategic advantages. If you've ever wondered how to navigate privacy laws and profit from your agency's intellectual property, this conversation will show you how to build both credibility and competitive edge in a world where data is power. What you will learn in this episode:  Why data privacy regulations are rapidly reshaping how agencies serve their clients and what the future holds How developing proprietary IP can set your agency apart and open new pathways for growth and revenue The legal and ethical nuances of client-agency trust when building and licensing solutions before you sign that next contract What every agency should consider before "dabbling" in privacy-first sectors, and the real consequences of getting compliance wrong Which strategies help agencies stay up-to-date in a fast-moving regulatory landscape How the rise of AI and platform-driven restrictions will converge with data privacy regulation Bio Aaron Burnett is a seasoned marketing executive and leader, and Founder and CEO of Wheelhouse DMG, a highly sought-after performance marketing agency with over a decade of expertise in the healthcare, medical device, and insurance markets. His impressive career spans leadership roles at AT&T Wireless Services, where he served as VP of Sales and Marketing, and multiple VP-level Marketing positions at B2C and B2B technology companies.  Aaron also brings entrepreneurial experience as the former owner and President of a User Experience design firm. With his diverse background and keen insights, Aaron has positioned Wheelhouse DMG as a trusted partner for privacy-first brands seeking to thrive in the digital landscape. Resources: Website: https://www.wheelhousedmg.com/  LinkedIn Personal: https://www.linkedin.com/in/aaronburnett/  LinkedIn Business: https://www.linkedin.com/company/wheelhousedmg/ Podcast: https://www.wheelhousedmg.com/insights/podcast/  

Today on The Innovative Agency Podcast Sharon Toerek welcomes Emeric Ernoult, CEO of Agorapulse, to explore what's really working in social media right now — and what's just noise. As both a former lawyer and agency owner, Emeric brings a rare mix of legal acumen and hands-on marketing experience to the conversation. Together, he and Sharon unpack how agencies can stay ahead as technology, algorithms, and AI continue to evolve without losing sight of what truly drives connection and results. From chasing trends to protecting your IP, this episode is a masterclass in cutting through the chaos, focusing on what matters most, and building a social media strategy that's both sustainable and scalable. If you want a front-row seat to where social media marketing is headed and how your agency can lead the charge, this is an episode you won't want to miss. What you will learn in this episode:  How social media tactics have shifted over the past few years and why repeating "successful" formulas often leads to diminishing returns The pitfalls of chasing short-term "shiny objects" instead of building sustainable, brand-driven content The impact of AI on content creation and why it raises the bar for originality What agencies can do to measure success effectively when clients demand traditional performance metrics The massive shift toward short-form, vertical video and how brands can win without expensive production What's true (and what's tricky) about beating platform algorithms How agencies can harness advocacy and collaboration to break through social media noise and build measurable impact Bio Emeric is the co-founder and CEO of Agorapulse, the only major social media management platform to reach $20M in annual revenue without raising a cent of venture capital. Ranked #1 on G2, Capterra, GetApp, and OMR, Agorapulse has become a global leader by innovating where others followed—from creating the first-ever social media inbox in 2014, to pioneering ROI tracking and analytics for social media (with a patent filed). Emeric's mission is simple: to help marketers prove the real business impact of social media—and finally show the ROI of their work. Resources: Website: https://www.agorapulse.com/ LinkedIn Personal: https://www.linkedin.com/in/ernoult/ LinkedIn Business: https://www.linkedin.com/company/agorapulse/

This episode of  The Innovative Agency Podcast tackles one of the most pivotal conversations for marketing agency owners: how do you build a business that's not only successful today but also strategically designed for the future? Joining Sharon Toerek is Nick Avaria, Founder of Agency Acquisitions and a seasoned agency owner who's built, scaled, and sold multiple agencies. Nick shares hard-earned lessons on navigating growth, making smart exit decisions, and even why keeping your agency "unsellable" can sometimes be the most profitable path. Get practical advice, proven systems, and step-by-step guidance on finding the right path for your agency, whether it's rapid scaling or refining for profit. What you will learn in this episode:  The hidden costs and strategic trade-offs of scaling a marketing agency vs. staying intentionally small How owner mindset and personal priorities shape agency evolution and success Why agencies with "non-scalable" models can be more profitable, and what that means for your exit strategy The real reason so many agency owners find themselves working 60+ hours a week, and how to break free The critical first step every owner should take whether scaling up or streamlining Why dashboards, management methodology, and client experience systems are the backbone of sustainable agency growth Bio Nick Avaria, based in Vancouver, BC, CA, is Founder of Agency Acquisitions. Nick brings experience from previous roles at Fiber Tribe, AvariaX, CREW Marketing Partners and Industrial Quality Management. With a robust skill set that includes Leadership, Business Development, Strategic Planning, Sales Management, Market Research and more. Resources: Website: agencyacquisitions.io LinkedIn Personal: https://www.linkedin.com/in/nickavaria/ LinkedIn Business: https://www.linkedin.com/company/agency-acquisitions/  

Today on The Innovative Agency Podcast Sharon Toerek sits down with Pete Sena, multi-hyphenate founder, brand experience visionary, and creative provocateur, to tackle one of the most urgent questions facing agencies today: How do you keep innovating when AI is rewriting the rules of marketing in real time? If you've ever wondered how AI is reshaping not just how your agency works, but how your clients' customers feel, connect, and build trust with brands, this episode is a must-listen. Pete introduces his groundbreaking "VIBE Marketing" framework, a call to arms for agency leaders ready to blend technology with humanity. He'll challenge how you think about creativity, empathy, and ethics in the age of AI, and share practical strategies to help your team build resonance instead of resistance. What you will learn in this episode:  Why traditional consumer research methods are becoming obsolete What agencies must do to truly connect with buyers in the age of AI Pete's "VIBE Marketing" framework, and how it helps agencies create faster, more emotional, boundaryless connections between brands and consumers Why the real risk isn't AI replacing jobs, but agencies that refuse to adapt getting left behind The ethical considerations agencies must navigate when AI amplifies their capacity to influence buyers' emotions How agencies can shift from commodity providers to strategic partners by institutionalizing and packaging their expertise Practical strategies for using AI to accelerate agency workflow, improve client retention, and optimize creative output without burning out your team Bio Pete Sena is a creative entrepreneur and forward-obsessed business builder. He partners with founders and business leaders to 10x their growth through marketing innovation, branding, and digital-experience design. As Founder of Digital Surgeons, a forward-obsessed brand experience consultancy, Pete designs results-driving strategies that unlock new possibilities and growth for ambitious brands and businesses. For nearly 20 years, he has built and led cross-functional teams that have delivered innovative, bottom-line boosting activations and multi-channel programs, ranging in scale from venture-backed startups to Fortune 500 organizations. As a human-centered problem solver, Pete focuses on the behaviors and systems that drive people, products, and experiences. Resources: Website: https://www.theresonance.studio/ Website: https://www.digitalsurgeons.com/ LinkedIn: https://www.linkedin.com/in/petersena/  Sena Vibe Marketing Playbook:  AI Battlefield: 2025 Trends and Predictions from Pete Sena Sena Newsletter: Subscribe  

On this episode of The Innovative Agency Podcast Sharon Toerek welcomes back Logan Lyles, Founder of DemandShift and a seasoned B2B marketing strategist, for a deep dive into how agencies can reclaim webinars as a high-impact growth engine. Logan reveals how his Webinar Fast Track Framework turns webinars from passive brand awareness plays into measurable lead generation machines helping agencies attract right-fit prospects and drive real results. Sharon and Logan discuss why webinars remain one of the most underutilized tools in the agency toolkit, what most teams get wrong about engagement and conversion, as well as how to design content that actually moves the sales needle. This episode offers a fresh, practical perspective on how agencies can leverage webinars to drive real business results and deepen audience relationships. What you will learn in this episode:  Why webinars are experiencing a resurgence How agencies can harness their power for both brand building and lead generation The critical mistakes most agencies make when designing webinar offers and follow-up strategies, and actionable fixes for better results How the "webinar fast track framework" increases conversion rates from sign-up to booked sales calls, and what elements set it apart from traditional approaches Strategies for bridging the gap between educational content and client acquisition The unique advantages of live video in building authentic connections (and credibility) in a world saturated with AI-generated content Bio Logan Lyles has spent 17 years in B2B sales & marketing, drawing on his journalism background to help B2B brands use the power of storytelling & ongoing video series to educate the 95% of their target market that isn't ready to buy and capture more in-market leads at the same time. Logan is the founder of DemandShift, a webinar-as-a-service agency helping brands & agencies generate more revenue from their content efforts. Logan has been the host of several top-ranking podcasts on Apple (including B2B Growth & Agency Life) & was added to LinkedIn's invite only Top Voice Program. Resources: Website: https://demandshift.co/ LinkedIn Personal: https://www.linkedin.com/in/loganlyles/ LinkedIn Business: https://www.linkedin.com/company/demandshift/   

On this episode of The Innovative Agency Podcast Sharon Toerek chats with Jesse P. Gilmore, Founder of Niche In Control. Jesse opens up about his journey from entrepreneurial burnout to building agencies that scale sustainably, without sacrificing sanity or freedom. He shares powerful lessons on the mindset shifts that turn overwhelm into momentum and breaks down why adding more people isn't always the answer to growth. Jesse reveals how systemizing your agency can help you reclaim your time, empower your team, and finally build the freedom-filled business you set out to create. What you will learn in this episode:  Why adding more people won't fix owner exhaustion and where agency leaders should look instead How to identify and eliminate "single points of failure" in your agency workflow A proven framework for deciding whether your agency needs more team members or just better processes What to do before you make that next hire The principles behind designing a minimally viable offer to maximize value and margin Why specializing and moving away from a generalist model is critical for agency scalability How to leverage automation and AI tools wisely, without losing control or compromising quality Bio Jesse P. Gilmore is the Founder and CEO of Niche in Control. He helps digital marketing agency owners escape the chaos of daily operations and build a business that scales without them, so they can finally step into the CEO role that they were meant for. Before starting Niche in Control, he dissolved three of his own businesses. He was working 60- to 80-hour weeks, completely burned out and stuck in the same trap that he now helps his clients escape. It wasn't until he spent five years in corporate America—leading over a hundred projects and building systems that supported a $180 million acquisition—that he realized the missing piece: systems, leverage, and self-leadership. Since launching Niche in Control, he has helped over 90 agency owners double their revenue, build self-sufficient teams, and create predictable growth without sacrificing their time, their family, or their freedom. His framework, the Leverage for Growth Method, combines scalable systems, team empowerment, and consistent lead generation to help agency owners stop being the bottleneck and start leading a thriving business. He's also the author of The Agency Owner's Guide to Freedom and host of the Leverage for Growth podcast, where he reverse-engineers agency success stories to help others grow with intention. His mission is simple: help agency owners reclaim their time, increase their impact, and finally build a business that works without them. Resources: Website: https://www.nicheincontrol.com Live Events: https://events.nicheincontrol.com LinkedIn Personal: https://www.linkedin.com/in/jessepgilmore/ LinkedIn Business: https://www.linkedin.com/company/niche-in-control/  

Today on The Innovative Agency Podcast Sharon Toerek and guest Carl Holden tackle one of the biggest shifts reshaping our industry — how AI is rewriting the rules of SEO and digital marketing. Carl, agency owner and Founder of RankBot, has been at the forefront of this transformation. He's seen firsthand how AI is changing client expectations, lowering barriers to entry, and forcing agencies to redefine what "value" really means. Carl digs into what it takes to stay relevant and profitable in this new landscape, from redefining your agency's value proposition to applying AI strategically (not reactively). If you've been wondering how to lead through this next evolution of search and strategy, this is an episode you'll want to take notes on. What you will learn in this episode:  Why AI is rapidly disrupting the traditional SEO landscape  How agency owners can adapt before the competition The real impact of generative AI tools like ChatGPT on content creation, link-building, and external SEO strategies Key opportunities and threats AI poses for agencies focused on search, local, and digital marketing How to identify and automate repetitive agency tasks to boost efficiency and diversify your services Strategies for educating clients about AI's impact on findability and how to set realistic expectations for SEO outcomes Best practices for upskilling your team, fostering a culture of innovation, and protecting your agency's intellectual capital The impending shift toward immersive, AI-powered marketing experiences and what agencies should do now to prepare Bio Carl Holden is the CEO and co-founder of RankBot, an AI-powered SaaS specializing in off-page SEO, backlinks, keyword tracking, and website optimization, making SEO easy, accessible, for his clients, giving them a competitive edge in their industry. With more than 200 hours of AI training from Wharton, IBM, Microsoft, and Google, Carl brings deep expertise in generative AI to the world of digital marketing. He's also the co-owner of Zellus Marketing, an Amazon Top Author in Marketing and Web Analytics, and a contributor to Forbes and the Huntsville Business Journal. A former Toastmasters world semifinalist, Carl speaks on AI and marketing at events nationwide. Resources: Website: https://rankbot.ai/ LinkedIn Personal: https://www.linkedin.com/in/carlholdenmarketing/ Facebook Business: https://www.facebook.com/rankbotai  

Today on The Innovative Agency Podcast, Sharon Toerek is joined by Leslie Carruthers, Founder of The Search Guru, for a conversation that every agency leader needs to hear right now. Generative AI isn't just a shiny new tool, it's rewriting the rules of search, visibility, and how clients find their next partner. If you've seen your organic traffic slide or you're struggling with how to guide clients through this AI-driven shift, this episode is for you. Leslie brings decades of search expertise and lays out exactly what's at stake for agencies today, along with the bold moves that can turn disruption into opportunity. From navigating traffic declines to rethinking your agency's value proposition, Leslie shares practical steps to help you stay relevant, profitable, and positioned to thrive in a rapidly changing landscape. What you will learn in this episode:  Why AI is causing dramatic drops in organic and paid traffic, and what agencies can do to respond How "findability" and SEO are evolving in the era of LLMs, generative engines, and answer-based search What agency leaders should be teaching clients about getting cited and discovered by AI-driven platforms The critical importance of brand originality, multimodal content, and strategic thought leadership How agencies should rethink pricing, value, and positioning in light of AI-powered content creation Where human expertise and insight remain indispensable Smart ways to experiment with AI tools, agents, and workflow automation Bio Leslie Carruthers is the Founder and President of The Search Guru, a digital marketing agency helping B2B enterprises drive measurable growth. With over 25 years of experience, she is a recognized expert in AI-driven marketing, SEO, and conversion optimization. A graduate of Ohio University's E.W. Scripps School of Journalism, Leslie has trained, consulted for, and executed strategies for startups to Fortune 500 companies. A sought-after speaker, she has presented at Content Marketing World, MAICON, SMX, eTail, and the Direct Marketing Association, delivering actionable insights on AI in marketing, search evolution, and data-driven decision-making. Named a Top 50 Content Marketing Influencer (2018) and one of the Top Women in SEO (2012), Leslie blends technical expertise with strategic vision. Her agency specializes in navigating complex sales cycles, leveraging AI to drive leads and revenue while maximizing ROI in an evolving digital landscape. Resources: Website: https://thesearchguru.com/ LinkedIn Personal: https://www.linkedin.com/in/lesliecarruthers/ LinkedIn Business: https://www.linkedin.com/company/thesearchguru/ X: https://twitter.com/TheSearchGuru

On this episode of The Innovative Agency Podcast Sharon Toerek chats with Justin Rashidi, co-founder of SeedX, for a no-fluff conversation about one of the toughest challenges every agency faces: client churn. Justin brings a candid, inside look at why expectations so often fall apart between agencies and clients and what to do about it before the relationship unravels. From spotting red flags early, to setting crystal-clear metrics, to redefining what true partnership really looks like, Justin shares practical lessons agencies can put to work right now. This conversation also digs into why the gap between marketing and sales alignment quietly sabotages long-term growth. If you've ever wondered how to spot and avoid the pitfalls that derail agency success, this episode delivers unfiltered insights. What you will learn in this episode:  How to identify and avoid red flags in new client relationships before they put your agency's stability at risk How elite agencies foster true partnership roles instead of remaining just a vendor Practical ways to set (and reset) client expectations around metrics, performance, and evolving goals Why aligning your agency's work with clients' revenue targets creates longevity, and where agencies most often get tripped up Why agencies should invest in strategic thinking as execution becomes increasingly automated through AI What recurring revenue and contract expansion reveal about agency health and stability Bio Justin Rashidi is the Co-Founder and Chief Strategy Officer at SeedX, a data-driven marketing and business consultancy. With a scientific and engineering background, Justin brings a unique analytical perspective to marketing strategy that differentiates him from traditional marketers who often begin with copywriting or creative skills. Under his strategic leadership, SeedX has served over 153 companies from medium to enterprise scale and helped generate over a billion dollars in revenue for clients. Resources: Website: https://seedx.us/ LinkedIn Personal: https://www.linkedin.com/in/justin-rashidi/ LinkedIn Business: https://www.linkedin.com/company/seedx-inc/

On this episode of The Innovative Agency Podcast Sharon Toerek welcomes Dan Englander, CEO and Founder of Sales Schema, to dig into what's really ahead for agency business development in 2025 and beyond. Dan has spent years in the trenches with independent agencies, and he's here to share why specialization and perspective are no longer "nice to haves" but are survival skills. This conversation delves into how the current "trust recession" is reshaping the sales landscape and what it means for the way agencies show up with prospects.  If you're ready to rethink how your agency approaches sales, business development, and thought leadership, and you want to hear it from someone who's been guiding agencies through the same challenges you're facing today, this is an episode you don't want to miss. What you will learn in this episode:  Why "specialization" is no longer just a differentiator, but a requirement for sustainable agency growth The impact of the "trust recession" on agency sales, and how to overcome credibility hurdles The hidden risks of resisting specialization How to define and demonstrate a unique agency perspective to attract your ideal clients Ways to turn your specialization and unique POV into effective, lead-generating thought leadership How to build repeatable, reliable new business systems that blend inbound and outbound approaches Bio Dan Englander is the CEO and Founder of Sales Schema, a training firm that helps agencies and B2B service companies implement repeatable new business systems through tasteful outreach and referrals. Since 2014, Sales Schema has supported nearly 200 agencies to drive thousands of opportunities and millions in lifetime revenue. Dan hosts The Digital Agency Growth Podcast and he's the author of Relationship Sales At Scale. He lives in New York City with his wife Sarah, son Adrian, and a dog Crackle. Resources: Website: https://www.salesschema.com/ LinkedIn Business: https://www.linkedin.com/company/sales-schema/ LinkedIn Personal: https://www.linkedin.com/in/danenglander/ Facebook Business: https://www.facebook.com/salesschema

On this episode of The Innovative Agency Podcast Sharon Toerek sits down with Elise Mitchell, Founder of the award-winning Mitchell Communications and trusted leadership coach to agency owners. Elise knows firsthand what it takes to build, scale, and sell an agency. She's bringing that hard-earned wisdom into her work guiding leaders through today's turbulence. Elise tackles the challenges agencies are facing right now: relentless market uncertainty, leading remote and hybrid teams through cultural shifts, and preparing for the next chapter of leadership and succession. She shares not only the strategies that worked for her, but also the pitfalls to avoid when you're building resilient, high-performing teams in a world that never stops changing. If you're looking for strategies to strengthen your leadership, future-proof your culture, or set a clear course for succession in 2025's unpredictable environment, this conversation is one you'll want to hear. What you will learn in this episode:  Why macroeconomic uncertainty continues to impact agency business development and how leaders can respond to slow client decision cycles Practical steps for building and maintaining culture in both virtual and blended agency workplaces Frameworks for giving feedback that actually leads to growth How generational differences from remote work and the pandemic are impacting agency talent and tactics for bridging the gap What you need to know if you're considering succession, an agency exit, or M&A Bio Elise Mitchell is a seasoned CEO and entrepreneur with more than 25 years of experience steering leaders and their companies through complex business and leadership challenges. She is a long-time public relations practitioner and agency veteran. She founded Mitchell Communications Group, which was named a top 10 fastest-growing PR firm globally and a two-time Inc. 500/5000 fastest growing company. Under her leadership, her agency grew more than 500% in five years working with global brands such as Walmart, Tyson Foods, Hilton and P&G. In 2013, Elise led a sale of the agency to Dentsu Inc., taking on a global role to lead M&A for the network's PR investments. In 2019 she launched her own executive coaching and business consultancy, Velocity Collective. Recognition of her accomplishments include: Agency Professional of the Year (PRWeek), a Top 50 Power Player in Public Relations (PRWeek), Entrepreneur of the Year (NAFE), and induction into the International Communications Consultancy Organization (ICCO) Hall of Fame. Her firm was twice named Agency of the Year (PRovoke and PRWeek). Elise is the author of "Leading Through the Turn" (McGraw Hill), endorsed by John Maxwell. She is a keynote speaker, chair of a TIGER 21 cohort for ultra-high-net-worth individuals, and serves as an independent board director. When she's not working with clients, you can find Elise motorcycling with her husband, running the trails near their home or planning their next journey off the beaten path. Resources: Website: https://elisemitchell.com/  LinkedIn: https://www.linkedin.com/in/elisemitch/  

This episode of The Innovative Agency Podcast welcomes back Mandi Ellefson, Founder of Hands Off CEO, for a candid and timely conversation about profits, client value, and the hidden levers that drive sustainable growth. Too often, agency leaders obsess over monthly revenue or the size of the next contract while missing the real game-changer: long-term, high-profit "sweet spot" clients who fuel exponential growth. Mandi reveals how to uncover your agency's unique invisible advantage, reshape your business model for lasting profitability, and develop the kind of bold mindset that allows you to step out of the grind while scaling bigger impact. If you've ever questioned whether you're squeezing the most value, not just revenue, from your best client relationships, this episode will give you the clarity, courage, and strategies you need to transform how your agency grows. What you will learn in this episode:  Why most agency leaders use the wrong metrics to evaluate client profitability and what you should focus on instead The definition of a "profit sweet spot" client and how to identify them within your existing book of business How uncovering your agency's invisible advantage can 10x your client results How to uncover your agency's invisible advantage and reposition your offers around true transformation instead of merely deliverables The steps necessary to boldly reposition your agency for new, more profitable client relationships How to approach existing client relationships when you need to "upgrade" your standards and pricing Strategies for weathering tough business moments while making the transition to higher-value clients Bio Mandi Ellefson went from $175K in debt and working around the clock to building a multimillion-dollar consulting business that runs without her — and now she helps other agency owners do the same. As Founder of Hands-Off CEO, she's helped hundreds of firms 2X–6X fees, shorten delivery time, and free up the CEO by scaling smarter, not harder. A former business exit advisor, Mandi is known for helping agencies win premium clients and build companies they can grow — or sell — on their terms. Resources: Website: https://www.handsoffceo.com/ LinkedIn Personal: https://www.linkedin.com/in/mandiellefson/ LinkedIn Business: https://www.linkedin.com/company/hands-off-ceo handsoffceo.com/map handsoffceo.com/book  

Today on the Innovative Agency Podcast, Sharon Torek is joined by Paula Bruno, CEO and Founder of Intuition Media Group, and influencer marketing pioneer who's been navigating the creator economy for more than 15 years. Paula gets candid about the real challenges marketing agencies are facing, including how to separate creators with genuine communities from those chasing vanity metrics, the contractual and compliance landmines that can derail a campaign, and why smaller, deeply engaged audiences are rewriting the rules of influence. She shares hard-won lessons on spotting red flags before it's too late, and the systems every agency needs to protect clients, safeguard budgets, and build partnerships that actually move the needle. If your agency is serious about leading instead of following in the influencer space, this is a conversation you won't want to miss. What you will learn in this episode:  Why agencies must rethink their influencer vetting strategies in an era of content overload and shifting audience expectations How micro-communities are reshaping the influencer space  Why brands can find more ROI in depth over breadth Key red flags agencies should avoid when negotiating influencer partnerships The must-have processes and legal guardrails you need in place before, during, and after deploying influencer campaigns Why shoppable content, live selling, and platform curation are the next big things in influencer marketing Insights on handling tricky influencer/brand relationships and avoiding potential legal pitfalls Bio Paula Bruno is a seasoned marketer and brand builder with nearly 25 years of experience, including 15 years as the CEO of Intuition Media Group. Intuition Media Group is an independent women-owned agency established in 2008. Intuition specializes in influencer marketing, brand strategy and consulting, experiential events, live streaming, digital media, talent sourcing, negotiation, social media, and more. Resources: Website: https://www.intuitionmediagroup.com/ LinkedIn Personal: https://www.linkedin.com/in/paulabruno/ LinkedIn Business: https://www.linkedin.com/company/intuitionmediagroup/