Agencies grow faster when they become industry experts

The way you can make the pivot from chasing clients down to having clients come to you is by elevating your expert status in the industry. It's much more simple when you're in a very particular industry. Like for us, we work with plumbing and HVAC companies. To develop expert status, you can do things like you can publish a book, you can put out great content, you can publish case studies, you can get active in their industry events and associations and be in the places where they hang out, be speaking and educating. And when you are looked at as a thought leader and you've developed expert status, that's when clients coming to you and say, hey, you know what, I've been seeing your content. I saw that case study. I just want to hear what you do and how you can help me in my business. That is a massive shift in not only how you grow your agency, but how you retain clients and the level of profitability you can have within your organization.