Working Without Pants - For Agency Owners & Consultants


On the Working Without Pants podcast I bring you the inspiring stories of agency owners and consultants. I dive deep to uncover the secrets of their success. We talk about how they got started, what led to their success, and how they maintained a life / work balance along the way. I often also talk about business development strategies for these agencies and what is working for them.Many of your listeners include individuals who run software development agencies, digital marketing agencies, design firms, consulting companies, video production agencies, freelancers, consultants and many more. Topics we cover are b2b sales, winning new clients, lead generation, sales process, growth tactics, million dollar consulting, outreach, outbound sales, thought leadership, positioning and much more. And as always, I keep the show fun and record episodes without pants!


  • 166: Scaling to 140+ remote team members with Kean Graham

    166: Scaling to 140+ remote team members with Kean Graham

    13/05/2020 Duração: 43min

    This week I had a chat with Kean Grahamof MonitizeMore, a large ad tech company with over 140 remote workers living all over the world.   MonitizeMore serves a really unique niche in the publishing industry. They help publishers with ad monetization through the use of tech and proprietary manual optimization techniques. Tune in to hear the story of how the company grew and how they successfully niched-down. I think you'll find a ton of value in this episode.

  • 165: Scaling a content agency to 100+ team members with Alyssa Patzius

    165: Scaling a content agency to 100+ team members with Alyssa Patzius

    06/05/2020 Duração: 44min

    On today's episode I chat with Alyssa Patzius, COO of Influencer & Co., a content marketing agency based in Columbia, Missouri (near where I grew up!) Influencer & Co. connects the dots between earned media PR and your on-site content so you can build an entire cohesive inbound funnel with tangible ROI.   This is a great episode for anyone interested in learning more about scaling from a small local business to a large global agency with team members all over the world. Tune in to hear how Influencer and Co. structures their content and sales procedures. I got tons of value from our conversation and I'm sure you will too!

  • 164: Evolutions, working with your spouse, and psychology with Jason Bay

    164: Evolutions, working with your spouse, and psychology with Jason Bay

    29/04/2020 Duração: 50min

    On this episode, I sit down with Jason Bay of Blissful Prospecting. Jason and I are in the same Outbound industry, but we took different paths. His business helps sales teams to bring in more leads through cold outreach. Sales reps are great at taking demos and doing sales calls, but the struggle is often that the marketing team isn't filling their pipeline with leads - Blissful Prospecting provides training for sales teams so they can fill their pipeline with more organic leads (and depend less on the marketing team).   If you're interested in the outbound industry, you'll enjoy being a fly on the wall as we discuss the different paths you can take within 'outbound'. We also dive into topics like the dynamics of being a business partner with your wife and the psychological and mental challenges of being an entrepreneur.   We're all navigating our businesses through tough times right now, there's tons of food for thought on that topic this conversation.

  • 163: Building a recurring video content agency with Tristan Pelligrino

    163: Building a recurring video content agency with Tristan Pelligrino

    22/04/2020 Duração: 44min

    Today I sit down with Tristan Pelligrino of Motion, a content marketing agency that helps B2B tech companies generate demand with genuine conversations. They do this through the creation of thought leadership programs that revolve around podcasts, video series and other shareable formats.   Tristan has 15 years of experience working with agencies, which means he has tons of great advice to share when it comes to building and running agencies. We both run our companies off of the EOS model, if you're not familiar with this framework for developing your business' vision, learning about this alone will be a game changer for you!

  • 162: Make more sales today with John Logar

    162: Make more sales today with John Logar

    15/04/2020 Duração: 58min

    On this week's episode I sit down with John Logar, founder of John isn't just a coach, he has tons of experience building and scaling a variety of different businesses, and also runs a huge successful agency. He is a great example of someone who practices what he preaches, while he's learning at the same time.   Through Consulting Unleashed, John is known for building companies quickly using a consistent methodology (Attract, Convert, Leverage) that teaches people to scale successfully. He helps to get his clients their first 6 figures and has a wealth of ideas on both scaling and developing your offer.   John believes 'If you offer often, people are going to buy'. Don't miss out on this episode, John gives away a lot of his expert ideas for free, including advice on things you can do today to go out and start making new sales.

  • 161: Patents for entrepreneurs with Dvorah Graeser

    161: Patents for entrepreneurs with Dvorah Graeser

    09/04/2020 Duração: 46min

    In this episode, I sit down with Dvorah Graeser, founder of KISSpatent, a productized patent service. Dvorah took what used to be an expensive, oft lengthy legal service mostly used by corporations and turned the model on its head by offering it as a fixed-price product that puts the power of patents in the hands of innovators.   This is a great episode for anyone wondering how they might able to apply a patent to their business. Tune in to us discuss a number of different forms of idea protection for innovators and startups. Access to idea protection is on the rise, thanks to great endeavors like this one.  

  • 160: Transitioning from corporate to entrepreneur with Geoff Atkinson

    160: Transitioning from corporate to entrepreneur with Geoff Atkinson

    02/04/2020 Duração: 27min

    This week I speak with Geoff Atkinson of Huckabuy. Geoff was previously employed in the corporate world at as the Senior VP of Marketing and successfully transitioned to running his own business at Huckabuy, which is now generating over 1M MRR.   Geoff's first entrepreneurial endeavor started as a B2C affiliate website and eventually pivoted to a performance-based SEO software company. It took at least 2-3 years to find their footing, but they eventually found a way to respond to market needs.   Don't miss out on this episode, Geoff has great advice for first-time entrepreneurs trying to build a strong revenue-driven business. Whatever your brilliant idea is, be open to the fact that it might not be what the market wants and you may need to take the time to create change so you can pivot and respond to what the market wants.

  • 159: Mental health for entrepreneurs with Sherry Walling

    159: Mental health for entrepreneurs with Sherry Walling

    19/03/2020 Duração: 39min

    Listen to this week’s episode if you’re feeling stressed, overworked, or battling with finding a balance between your entrepreneurial life and your personal life. Sherry Walling has a PhD in clinical psychology and specializes in entrepreneurial health. Sherry also owns ZenFounder along with her podcast and is the author of “The Entrepreneur’s Guide to Keeping Your Sh*t Together: How to Run Your Business Without Letting it Run You”.   Now, while this particular interview actually took place before the current health events happening around the world, this couldn’t be better timing for someone that needs to hear this message. Some of us are forced to either step back and break from business or ride the waves and put added effort into our companies. Sherry dives into lots of practical tips regarding burnout, family life, depression, and the loneliness that entrepreneurship can entail.   Learn here why it’s important to our brain health, the livelihood of our businesses, and our personal lives to ‘unplug’ someti

  • 158: Selling a productized service business with Tyler Gillespie

    158: Selling a productized service business with Tyler Gillespie

    11/03/2020 Duração: 39min

    This week, I speak with Tyler Gillespie, the “Thinking Time Chief” of Applause Lab, a company that creates great customer video testimonials and other social proof. Before Applause Lab, Tyler sold his content writing service company, and here we discuss details on what his journey of building Applause Lab was like after selling. This is super informative and a great place to be to learn about the process of starting your own company.   Tyler describes his experience with the content writing business, which remains nameless during our interview, and how he was able to continually help clients get value from his service. Sometimes, it takes a simple prompt idea or two to be proactive when preventing client churn. That was all before Tyler went through the process of acquisition. Then, as we shift into a conversation about Applause Lab, his current business venture, we’ll walk you through his experience with how the launching and execution went rather quickly.    This episode is so worth checking out! Get some a

  • 157: Book Yourself Solid with Matthew Kimberley

    157: Book Yourself Solid with Matthew Kimberley

    04/03/2020 Duração: 40min

    Matthew Kimberley pours out some amazing insights in this week’s episode that you won’t want to miss! With a background in sales and as an author himself, Matthew has also taken over the entire program called Book Yourself Solid, which was originally created and written by Michael Port.   With Book Yourself Solid, Matthew helps business owners figure out what path is right for them. The book offers frameworks for you to think through this and what fundamental principles and mindset you can apply to reach your business goals. If you need to convert or generate leads, Michael can help you, so long as you are actively doing these things somehow.  It’s about strategies verse the tactics- this is truly an interesting outlook on how you should question your motives.    If people pay you for your time and your expertise, this book and this episode are for you! There are so many great pieces of advice that Matthew dives into here that are both exciting and thoughtful. I realized there are different ways to think abou

  • 156: Handing over the sales role with Isaac Marsh of Lead Cookie

    156: Handing over the sales role with Isaac Marsh of Lead Cookie

    26/02/2020 Duração: 44min

    For those that have been reading my blog posts, you know by now that I’ve successfully handed off my sales role to a friend-turned-team member. That team member is Isaac Marsh. Isaac is not only head of sales with Lead Cookie, but he helps test new offer strategies we put on the table as well. With a passion for writing, his natural ability to talk with others, and starting his own agency with his business partner, it was a no-brainer to reach out for him to take on this position.    The stars aligned when I approached Isaac and his business partner and asked if they could come on board with Lead Cookie a while back. That was the beginning of handing off my sales role successfully. I made mistakes trying to hand this off before, which did not work out, so I took Isaac through a different and more specific process when he came on board.    Give this episode a listen if you’re looking to get the sales role off your plate. We share what worked and what mistakes were made as well. Isaac has some great insights in

  • 155: Building a Valuable Company with John Warrillow

    155: Building a Valuable Company with John Warrillow

    20/02/2020 Duração: 36min

    Why is it so important to start thinking about what acquisition looks like for your business? You’ll want to find out here in this episode with John Warrillow. John is the Founder and President of The Value Builder System and author of the books "The Automatic Customer: Creating a Subscription Business In Any Industry" and "Built to Sell: Creating a Business That Can Thrive Without You.”    Knowing what your intentions are for your business is of the utmost importance. If you want your company to be valuable, or transferable, it has to be able to run without you. Even if you are not planning to sell, this may trigger some lightbulbs for your business and help steer you on the right path for long-term mentality.   I’ve received a ton of value from reading John’s books that caused a huge mindset shift for me, and so I was honored to have the chance of interviewing him. This episode is recommended for anyone going down a productized service path and, I promise, this will change your perspective on your business.

  • 154: 10x sales with David Ledgerwood

    154: 10x sales with David Ledgerwood

    13/02/2020 Duração: 54min

    Wherever “Ledge” goes, sales go up! Join this week’s episode to hear what I mean by this and get some great insight into taking leads and rocking a sales execution to help grow your revenue. David Ledgerwood, Managing Partner at Add1Zero, is someone I’ve known for years and I refer to as “Ledge” here. He and his team use a proven process for a 6 to 7-digit annual growth by providing sales strategy, execution, and ops to their clients.    Learn about the “secret sauce” Ledge speaks of here! It’s great. In fact, I just took a lot of notes while interviewing him and have action items I am excited to try.  I have already quadrupled my own sales by working with Ledge before. This is truly insightful and I think you will get tons from this episode, so hurry now and give it a listen. 

  • 153: Storytelling with Kyle Gray

    153: Storytelling with Kyle Gray

    06/02/2020 Duração: 46min

    Listen in on this week’s episode to hear about a softer, yet super powerful skill to learn for your business: Storytelling. Kyle Gray joins us from and walks us through how he went from working for WP Curve to becoming a bestselling author who helps startups and small businesses grow with content marketing.    Kyle specializes in helping clients of all different levels tell better stories to not only earn their audience’s trust but for the audience to trust themselves with investing in his clients’ businesses. There are specific tactics you can use to get better at storytelling and that is where Kyle came up with 3 simple steps for combining information into an outline for a great story or speech.    If you’re an expert in your field but have difficulty in expressing your value and how you’re different, this episode is for you. You can learn the simple framework here that will help you get your message across without sounding too “salesy.” Or if you want to jump right in and read Kyle’s book

  • 152: Ghostwriting Best Selling Books at Scale with Kevin Anderson

    152: Ghostwriting Best Selling Books at Scale with Kevin Anderson

    22/01/2020 Duração: 39min

    In this “best selling” episode, Kevin Anderson joins us from Kevin Anderson & Associates. With offices in New York City, Nashville, and Los Angeles, Kevin’s firm is made up of a team of New York Times bestselling writers, editors, and publishing consultants- offering all three of these top-notch services and producing high-quality content for their clients.    Kevin Anderson & Associates buckle down with dedication to each client to help formulate the content to ghostwrite their books-- whether it is starting from scratch from a few ideas or helping someone edit and rewrite a book they’ve already written. Kevin’s firm is also well connected to some of the industry’s best literary agents, marketers, publicists, and more to help make a book successful once it’s written. Many clients come to Kevin’s team specifically because of connections Kevin has to a variety of people in the industry and the marketing strategies they use.    If you are thinking about writing your own book but not sure where to start,

  • 151: The Business of Authority with Jonathan Stark

    151: The Business of Authority with Jonathan Stark

    17/01/2020 Duração: 46min

    If you are charging hourly and have a hit ceiling, this episode is definitely for you! This week, Jonathan Stark joins me once again as we dive into his “mission to rid the world of hourly billing.” He’s a former software developer and is now the author of Hourly Billing Is Nuts, the host of a podcast called Ditching Hourly, cohost of Business of Authority, and writes a daily newsletter about pricing for independent professionals.    Join us here to learn some awesome techniques and avenues to become an authority figure, broaden your network, connect more intimately with your audience, and command higher rates. This includes something as simple, yet huge, with daily emailing. Jonathan is determined to help consultants become authorities in their field so they can break out of that rut of trading time for money.    This interview was truly relevant to me and has sparked some ideas for my own business. I know you’ll want to take notes on this one. Dive in here and then go check out Jonathan’s website at ValuePr

  • 150: Establishing your point of view with Philip Morgan

    150: Establishing your point of view with Philip Morgan

    19/12/2019 Duração: 48min

    Philip Morgan is a good friend of mine and joins us this week for the second time on here because he’s got some great insights to share! For good reason, his LinkedIn description says, “I'm a pusherman. I get paid to push people beyond their comfort zone so they can become the self-made experts they aspire to be.”  Philip helps small business owners build a point of view and to take a stance for what they believe in, which helps set them apart from others and propels their business forward just by creating this. He challenges people to do things that take their current level of expertise and amplify it in order to monetize their expertise.  Find out here what Philip means when he says that you need to pick a group of people you “feel love” for. Philip goes into detail on how you can specialize and narrow your focus to be in better control with your marketing and how you can build your credibility after declaring your specialty on your website. Don’t miss out on Philip’s great advice and opinions that will hav

  • 149: Sales for Nerds with Reuben Swartz

    149: Sales for Nerds with Reuben Swartz

    12/12/2019 Duração: 45min

    In this week’s episode, learn how to release the vicious cycle of selling that only leaves you feeling frustrated and fake. Join us as Reuben Swartz, head of the Sales for Nerds podcast and Founder of Mimiran- a CRM for people who hate “selling,” talks through all of the failed approaches he’s attempted at sales and what has finally brought him to his success with customers. Reuben is not a “natural-born” salesperson, but he thought he was prepared for what would make him successful at sales. He quickly learned this was not the case and, for a long time, felt like he was insecure and pretending with his clients. In fact, it took him years to figure out that proposals to his clients were not about him… it was about the client. Fast forward to today, he has created Mimiran and now on a mission to help others avoid what he went through when approaching sales. Join us here to get some value you will appreciate and take the pressure off yourself by being authentic and honest with your customers. Reuben created a m

  • 148: Selling your agency with Peter Levitan

    148: Selling your agency with Peter Levitan

    05/12/2019 Duração: 45min

    Peter Levitan joins us in this week’s episode to discuss how he went about selling his agency and some words of advice for those who are thinking about selling theirs. Currently living in Mexico, Peter is a Business Development Consultant for advertising agencies around the world. Before that, he bought, and then eventually sold, his advertising agency in Oregon by managing the process himself.    Ask yourself the critical question, “Would you buy your agency?” If it’s not a solid “yes,” you may want to rethink selling. Also, very few agencies have a solid business plan, and this is key.   If you don’t have a business plan in place, you need one. How else will you stand out? We use the term “un-ignorable” many times in this episode while focusing on what that means for your business.    Listen in to Peter’s story and what you should be thinking about if selling your agency is crossing your mind. Find out why some businesses are not ready to be sold, what others look for when seeking to buy an agency, and dive

  • 147: Networking through podcasts with Steve Gordon

    147: Networking through podcasts with Steve Gordon

    21/11/2019 Duração: 46min

    In this week’s episode, Steve Gordan joins us who also happens to host podcasts of his own. In fact, we dive specifically into how podcasts can be a great tool to use to help grow your business. Steve is the Founder of Unstoppable CEO and specializes in helping agencies get great clients who are ready to hire you.   With all the noise out there between marketing strategies, business funnels, and complex sales training programs, you need a unique way to develop trust with people. You need to strategically build relationships with other people and approach them in a different way. In fact, one of the things we touch on in this episode is how you can simplify your business just simply by aligning with human behavior.    This episode should have you asking yourself how you think of using podcasts for your business. An audience is great, but the relationships that you build from the podcast interviews are the ones that you can nurture and expand on to grow your business.    Listen in and get some great tips on why

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