When I was building Lead Cookie, my LinkedIn Lead Generation business, I did a lot of research on thought leaders in this arena and many of the tactics i learned came through John Nemo's courses. I brought John on the podcast so he can share actionable tips and advice on how to get more out of LinkedIn and better manage your profile.

John started off in the lead generation game after her took a leap of faith and left his 'soul sucking day job'. With only 1 client and 1 month's worth of wages he opened his own marketing agency, worked out of home and generated 6 figures in revenue within 90 days. He did all this by using LinkedIn, which became his 'aha! moment'. He'd come across a platform that gave him the ability to connect and talk with leads one-on-one instantaneously with no gate keepers.

Tune in to hear more about how he gained opportunities and refined how to talk to people and sell on LinkedIn. Nowadays John is a public speaker and has two very successful online courses: LinkedIn Riches and Online Webinars That Work.

Richard Littauer is the creator of The User is Drunk website. Richard's story is an interesting one involving a unique marketing tactic he used to grow his business. Tune in to hear about this form of viral marketing that had tremendous success and generated tons of opportunities.

Essentially, Richard gets drunk and reviews the user experience (UX) of websites. This was one of Richard's many think-outside-of-the-box ideas and just happened to be the one that took off. In this episode we hear all about how this clever way of providing UX feedback to web developers and designers started off as a silly idea and ended up producing great learning experiences and new ventures.

Wayne has been in this game since the early days of LinkedIn. His interest started off as a hobby but when he realized people were really attentive when engaging in public speaking on the topic, he teamed up with his wife to write a book about it. The Power Formula for LinkedIn is now on its 4th Edition and has sold over 100,000 copies.

When Wayne first meets with clients (organizations, individuals, colleges and universities, and especially sales teams) all he has to do is show them how to do a basic advanced search and already they are impressed - that's how little people know about the platform! In Wayne's words: "LinkedIn is interesting and can go so many ways because it all comes down to the database it provides access to."

In this episode we dive into some unique tactics and business growth methods that you wouldn't normally think about. For instance, have you considered looking into alumni from your school to start seeking leads? Tune in to hear
actionable tips and insights on ways to generate more leads and business opportunities through LinkedIn.

In this podcast I sit down with Joe Kashurba of Kashurba Web Design. Joe shares valuable insights of how to build a virtual agency and gain clients through Google Adwords.

Building a virtual team is no easy feat. In this episode you'll hear great advice on how to hand projects off strategically, piece by piece. We discuss how important it is to narrow down slowly and keep project managers focused on one part of the puzzle at a time.

Would you believe Joe gained the majority of his work and his clients through Google Adwords? Naysayers think Google Adwords is too competitive but Joe knows what mistakes are often made in the process. Tune in to hear his tips on how to make a business profitable through Adwords.

In this episode, I interview David C. Baker, an author, speaker and advisor helping entrepreneurial experts make better business decisions. His new book, The Business of Expertise is available now.

If you are looking to build yourself up as a thought leader, David is the guy to go to. His words of wisdom revolve around one thing: helping people make better business decisions. He tackles the big questions like: how to position your firm, how to find new business with lead generation, how to structure roles and how to manage performance.

In this episode, we chat about how you can frame your expertise around solving problems that people are losing sleep over.

David's insight comes from years of experience running an agency, which inevitably lead to learning what types of mistakes are made and what mistakes can be avoided when it comes to making big business decisions.

In this episode, we interview Jonathan Stark who is a business coach for independent software consultants.

In this interview, we dive into Jonathan's background and how he found his super defined niche which enabled him to charge premium rates for his services.

We also dive into this concept on why you should talk prospects out of working with you. It's a contrarian concept at first but by the end of this interview, I am confident you will agree.

Today I am honored to have Jonathan Dison of Benchwatch and Lightrock Consulting.

In Jonathan's previous consulting experience he has clients as Chevron, Tyson, Microsoft and quite a few other large clients.

In this interview, we dive in with Jonathan on how he got his consulting firm built up and advice he has for other consultants to get into those large enterprise clients.

This interview is jam-packed with 2-3 big ideas that will show you how to get in with enterprise clients.

In this episode, we talk all about how to generate recurring revenue for your agency with Brent Weaver of uGurus.

Brent has some incredible and actionable insights that any agency or consulting firm can begin using immediately to start generating more recurring revenue for your business.

In this episode of working without pants we talk Tactics and Strategy with Ahmad Munawar of Boutique Growth.

Ahmad used to work at Ernst & Young before leaving to go out on his own to run business development for a smaller boutique consulting firm.

Today his business focuses helping consulting firms ramp up their marketing and acquire new clients.

In this episode, we interview Karl Sakas all about how you can become a better manager and leader at your agency.

This is the second time we have had Russ on the show although in between he grew Design Pickle from $100k MRR to $500k+ MRR.

Needless to say, Russ is crushing it.

In this episode we talk more about how Russ has grown as an individual in order to get his company to this level.

We talk about Russ's new book The Sober Entrepreneur which I highly recommend.

And we riff on many of the other lessons Russ has learned through building up his Design Pickle empire.

In this episode I am honored to bring you AJ Wilcox of B2Linked.com.

AJ shares all of his secrets and best practices when it comes to LinkedIn ads and how he has built up one of the top LinkedIn advertising agencies in the world in a relatively short period of time.

As crazy as it sounds, I am a geek when it comes to taxes. I leverage every possible thing I can when it comes to deductions and have event spent two years of my life abroad to reduce my taxes.

That is why I am excited to bring you this interview with Craig Cody where we talk about all of the opportunities that small business owners have for tax deductions.

This episode is full of tax specific advice for U.S. residents so hopefully you find it useful.

In this episode of the Working Without Pants podcast I am honored to bring you this amazing interview with David Turner of Turner Duckworth.

You may have seen the work that David's firm has created before...

They are only responsible for Coca Cola's iconic branding and the Amazon logo...

Yes, that's right. They did the freaking Amazon logo.

This interview is incredible as we dive into David's journey, how he has built up such an incredible company and company culture.

I hope you enjoy!

One of the biggest challenges with running a done-for-you B2B lead generation service is seeing a lot of leads NOT turn into sales calls and never have the chance to become closed deals.

It doesn’t matter how many leads we send a business if they can’t create new business from those leads.

This article is based on the interview posted below which is a conversation between Liston Witherill and myself all about closing outbound leads.

More leads can even be bad for your business if you don’t know how to turn them into sales calls and close more deals.

The goal of this post is to make sure you don’t end up in the position where more leads are hurting your business. I want you to be able to handle more leads, have more sales calls, and close more deals with confidence.

For a full article on this episode go to https://jake-jorgovan.com/podcast/098

This episode is the third and final part of our LinkedIn lead generation series.

We’re going to dive deeper into what you do when you start generating those leads and people actually start conversing with you.

The inspiration for this series was my new company, LeadCookie.com, where we manage and handle the entire LinkedIn lead generation process. If you’re a well-niched business, reach out and see how we can help.

For full show notes go to jake-jorgovan.com/podcast/097 ...
This episode is sponsored by Outbound Creative

Outbound Creative helps agencies and consultancies win their dream clients through eye-catching outreach campaigns. Learn more at OutboundCreative.com

This is part 2 in our 3-part series on LinkedIn lead generation.

In this episode, we’re going to dive in on how to use outbound connection requests to generate leads and conversations on LinkedIn.

With my new service, Lead Cookie, we generate leads for our customers on LinkedIn. We’ve had some people who literally told us they need us to stop, because we were generating more leads than they could handle.

If you don’t have time to optimize your LinkedIn profile and use all its capabilities to generate leads, find us at LeadCookie.com.

For full show notes go to jake-jorgovan.com/podcast/096 ...
This episode is sponsored by Outbound Creative

Outbound Creative helps agencies and consultancies win their dream clients through eye-catching outreach campaigns. Learn more at OutboundCreative.com

Welcome to the first of a 3-part solo series on Linkedin prospecting.

As you know, one of the main areas I focus on is helping agencies and consultants get new clients. While I used LinkedIn a lot for research, I didn’t really know much about using it for lead generation.

I decided to change that, and after implementing tactics and strategies to do this, I had 40 strong leads and closed at least $30,000 in business in just a few months.

In this episode, I’m going to talk about profile optimization and how to ramp up traffic to your LinkedIn profile.

For full show notes go to jake-jorgovan.com/podcast/095 ...
This episode is sponsored by Outbound Creative

Outbound Creative helps agencies and consultancies win their dream clients through eye-catching outreach campaigns. Learn more at OutboundCreative.com

I am super excited to have Justin Ahrens of Rule 29 on the show today.

On the side of his firm, Justin launched an initiative called Wheels 4 Water, where he’s raised over $200,000 for a non-profit focused on providing clean drinking water in Africa.

What’s cool about our conversation today is that Justin shares why it’s easier to set up a non-profit by not actually setting one up. We also talk about why Justin started this initiative and how it’s opened up big doors for his primary agency.

If you are in a spot where you want to do more good in your business and see it grow as you do that, this is the episode for you.

For full show notes go to jake-jorgovan.com/podcast/094 ...
This episode is sponsored by Outbound Creative

Outbound Creative helps agencies and consultancies win their dream clients through eye-catching outreach campaigns. Learn more at OutboundCreative.com

I have an awesome interview for you today with Richard Shear from Invōk Brands.

Richard’s company is pretty incredible. They are a package design agency that has been around for many, many years in different names and iterations. Invōk Brands has an impressive resume of clients, starting off with Johnson & Johnson.

I sat down with Richard at the HOW Design Live Conference and we discussed his story of kicking off his agency with Johnson & Johnson and how he’s been able to maintain his business through challenging times like the recession.

If you’re in the early stages of your creative agency, you are going to get a ton of value out of this episode.

For full show notes go to jake-jorgovan.com/podcast/093 ...
This episode is sponsored by Outbound Creative

Outbound Creative helps agencies and consultancies win their dream clients through eye-catching outreach campaigns. Learn more at OutboundCreative.com

On this week’s episode of the Working Without Pants Podcast, I sit down with the Jeremy Loyd, Creative Director at Sparkbox. Sparkbox is an Ohio based web design and development agency with about 30 team members on board.

In this interview, I got to talk to Jeremy about how Sparkbox got started out, the unique approach they took to niching down, and the ways they get new clients.

I had a great time talking with Jeremy, and I hope you get a ton of value out of this episode.

For full show notes go to jake-jorgovan.com/podcast/092 ...
This episode is sponsored by Outbound Creative

Outbound Creative helps agencies and consultancies win their dream clients through eye-catching outreach campaigns. Learn more at OutboundCreative.com

I got the pleasure of catching up with Ryan Robinson at the HOW Design Live conference.

Ryan runs a content marketing consultancy and has some big clients like LinkedIn and Zendesk. In addition to that, Ryan is a contributor at Inc., Forbes, and Entrepreneur Magazine.

Not only does he have a ton of experience in writing great content, Ryan really stands apart because of his ability to get that content in front of as many people as possible.

In this episode, Ryan talks about how he landed some of these huge clients and contributorships. He lays out some great strategies to help others get their content noticed, pitch guest posts, and become contributors.

For full show notes go to jake-jorgovan.com/podcast/091 ...
This episode is sponsored by Outbound Creative

Outbound Creative helps agencies and consultancies win their dream clients through eye-catching outreach campaigns. Learn more at OutboundCreative.com

Ilise has been on the show before, and I had the opportunity to catch up with her at the HOW Design Live conference to see what she is up to these days.

Ilise runs Marketing Mentor, a company focused on helping creative clients get better clients with bigger budgets.

In this episode with Ilise, we dive into her story, how she got started, some of the biggest mistakes she’s seen creatives make, and some of the best growth tactics she’s seen as well.

Ilise shares a ton of great insights in this episode, and I absolutely love having her on.

For full show notes go to jake-jorgovan.com/podcast/090 ...
This episode is sponsored by Outbound Creative

Outbound Creative helps agencies and consultancies win their dream clients through eye-catching outreach campaigns. Learn more at OutboundCreative.com

I recently attended the HOW Design Live Conference and had the opportunity to meet up with Lea and Emily from Bright Umbrella. Bright Umbrella is a 2-person design and development agency that focuses on the education sector.
 
In our interview, I got to talk to Lea and Emily about how they started out, what they have learned, and some of the things they are doing to grow their business today.

For full show notes go to jake-jorgovan.com/podcast/089 ...
This episode is sponsored by Outbound Creative

Outbound Creative helps agencies and consultancies win their dream clients through eye-catching outreach campaigns. Learn more at OutboundCreative.com

My guest on this week’s podcast, Gene Hammett, is an expert at growing business through speaking. He is also host of the Leaders in the Trenches podcast, which is focused on building authority through speaking engagements.
 
I had a great time talking with Gene. He has tons of knowledge and ideas to help you avoid the typical marketing “funnel frenzy” as he calls it. I learned a lot from this episode, and I hope you get a lot out of it as well.

For full show notes go to jake-jorgovan.com/podcast/088 ...
This episode is sponsored by Outbound Creative

Outbound Creative helps agencies and consultancies win their dream clients through eye-catching outreach campaigns. Learn more at OutboundCreative.com

Over the past few years, I’ve found that about 60% of new business I get comes from my podcast in one way or another. This inspired me to write a blog post on growing your agency through podcast networking.

In addition, it also inspired me to reach out to Craig Hewitt of Podcast Motor to talk on the show about the service he offers and about how to be a successful podcaster.

Podcast Motor currently runs 30 different podcasts, so Craig has a ton of insight on creating an amazing podcast.

I hope you enjoy this episode and take some of Craig’s advice back to your own podcast. Or, I hope this episode helps you in starting a new podcast for your business.

For full show notes go to jake-jorgovan.com/podcast/087 ...
This episode is sponsored by Outbound Creative

Outbound Creative helps agencies and consultancies win their dream clients through eye-catching outreach campaigns. Learn more at OutboundCreative.com

On the show this week, I had the pleasure of talking with Olivier Lambert of TactikMedia. Olivier is one of a rare breed who actually enjoys cold calling.

In this interview with him, he talks about how he approaches cold calling and how beneficial it has been for winning new clients for TactikMedia.

I had a great time talking to Olivier. He is an awesome guy with a great story. I hope you get a ton of value out of this interview and find ways to utilize cold calling in your agency.

For full show notes go to jake-jorgovan.com/podcast/085 ...
This episode is sponsored by Outbound Creative

Outbound Creative helps agencies and consultancies win their dream clients through eye-catching outreach campaigns. Learn more at OutboundCreative.com.

On the podcast this week, I had Drew McLellan of the Agency Management Institute.

If you are an agency, and you haven’t heard of the Agency Management Institute, you should definitely check them out. They come alongside small to mid-sized agencies to help them run their businesses better.

Drew has been an agency owner for over 20 years now, and has a lot of experience with what makes agencies work well. In this episode, we talk about getting new clients and keeping current clients happy.

I hope you enjoy this interview as much as I do and that you can walk away with some ideas of how to keep your sales pipeline steady.

For full show notes go to jake-jorgovan.com/podcast/084 ...
This episode is sponsored by Outbound Creative

Outbound Creative helps agencies and consultancies win their dream clients through eye-catching outreach campaigns. Learn more at OutboundCreative.com.

WinYourDreamClients.com

On this episode of the Working Without Pants Podcast, I had the pleasure of talking with Michael Gass. Michael runs the Fuel Lines Business Development blog, which is one of the top 100 marketing blogs according to Ad Age.

In this episode, Michael goes in depth on a lot of the tactics he uses when helping companies with their inbound marketing strategies.

A ton of companies have a hard time seeing the results of inbound, or the results take forever. Michael shows us some ways that inbound can be creating impact in about 30 days.

For full show notes go to jake-jorgovan.com/podcast/083 ...
This episode is sponsored by Outbound Creative

Outbound Creative helps agencies and consultancies win their dream clients through eye-catching outreach campaigns. Learn more at OutboundCreative.com.

WinYourDreamClients.com

On this episode of the Working Without Podcast, I had the great pleasure of talking with Matt Inglot. Matt is the founder of Tilted Pixel, and he also runs the Freelance Transformation podcast.

I loved sitting down to talk with Matt about his story of how he ended up where he is today. It is a story much like my own, and it is great to hear about all he has learned from the mistakes made along the journey.

There is a lot you can take away from this week’s episode on things to do and not do when starting an agency.

For full show notes go to jake-jorgovan.com/podcast/082 ...

This episode is sponsored by Outbound Creative

Outbound Creative helps agencies and consultancies win their dream clients through eye-catching outreach campaigns. Learn more at OutboundCreative.com. 

WinYourDreamClients.com

On this episode of Working Without Pants, I had the pleasure of interviewing the former President of Crew, Michael Sacca. When Michael came to Crew, he was the head of partnerships, and we get to talk a lot about how he worked on creating valuable partnerships in that role.

We also get an in-depth look at some of his outbound campaigns and how he crafted these to best reach his audience.

This was a fun interview with a ton of insight, and I hope you enjoy it as much as I did.

For full show notes go to jake-jorgovan.com/podcast/081 ...

This episode is sponsored by Outbound Creative

Outbound Creative helps agencies and consultancies win their dream clients through eye-catching outreach campaigns. Learn more at OutboundCreative.com. 

WinYourDreamClients.com

Pia Silva and her partner are the owners of Worstofall Design, an agency that builds badass brands without the bullshit.

Pia's model is extremely unique. Instead of being a traditional branding agency, her and her partner work in a unique way. They do 1-2 day intensive branding sessions with their clients called "BrandUps" where they build the client’s entire brand and strategy right there in person.

They charge $10k per Brandup and regularly schedule 3 of these per month. That means in roughly 6 working days per month, Pia and her partner generate $30k in revenue!

In this interview, we dive into how Pia created this model, and how others can use elements of this in their own business.

For full show notes go to jake-jorgovan.com/podcast/080 ...

This episode is sponsored by Outbound Creative

Outbound Creative helps agencies and consultancies win their dream clients through eye-catching outreach campaigns. Learn more at OutboundCreative.com. 

WinYourDreamClients.com

I’m a huge proponent of using podcasts to grow your business, but I know a lot of people find the idea of creating and maintaining a podcast to be daunting.

This week, I got to talk to Jonathan Green from Sweet Fish Media, and their whole company is built around the idea of using podcasts as a means to interview your potential clients and win them over as clients for your business. They produce niche podcasts for B2B companies and take all of the pain and hassle out of managing your own.

In this episode, we talk about how podcasts can be used to reach beyond just content creation and into creating meaningful connections with your target audience.

For full show notes go to jake-jorgovan.com/podcast/079 ...

This episode is sponsored by Outbound Creative

Outbound Creative helps agencies and consultancies win their dream clients through eye-catching outreach campaigns. Learn more at OutboundCreative.com. 

WinYourDreamClients.com

On this episode of the Working Without Pants Podcast, I talk to John Ruhlin about how he wins new clients and nurtures existing clients through gift giving.

John talks about how gift giving is something that is often overlooked by companies, but if it is done right, it can have a huge effect on your business relationships and bottom line.

For full show notes go to jake-jorgovan.com/podcast/078 ...

This episode is sponsored by Outbound Creative

Outbound Creative helps agencies and consultancies win their dream clients through eye-catching outreach campaigns. Learn more at OutboundCreative.com. 

WinYourDreamClients.com

On this episode of the Working Without Pants Podcast, I talk to Arnie Malham about the success he has had in building multiple companies with rock solid cultures.

One of the things that I love about Arnie is that he is a big reader, and he attributes much of his success to what he calls R&D, ripping off and duplicating from the authors that he follows. And with a team of around 30 members and annual revenue around $10 million, I’d say he’s doing a great job of R&D.

For full show notes go to jake-jorgovan.com/podcast/077 ...

This episode is sponsored by Outbound Creative

Outbound Creative helps agencies and consultancies win their dream clients through eye-catching outreach campaigns. Learn more at OutboundCreative.com. 

WinYourDreamClients.com

In this episode of Working Without Pants, we talk to Ryan Meo of scalesquad.com about winning new clients, outsourcing and how being focused on operations has brought them the success they have today.

For full show notes go to jake-jorgovan.com/podcast/075 ...

This episode is sponsored by Outbound Creative

Outbound Creative helps agencies and consultancies win their dream clients through eye-catching outreach campaigns. Learn more at OutboundCreative.com. 

WinYourDreamClients.com

Tom Schwab is the force behind InterviewValet.com, a productized service focused on getting people on podcasts to let the world know what it is they do.

I've done tons of podcasts but had never thought deeply about the outreach strategy and sales process to the extent that Tom does. 

In this episode, we discuss how to turn podcasts into leads for your business. 

For full show notes go to jake-jorgovan.com/podcast/075 ...

This episode is sponsored by Outbound Creative

Outbound Creative helps agencies and consultancies win their dream clients through eye-catching outreach campaigns. Learn more at OutboundCreative.com. 

WinYourDreamClients.com

Be kind and share with others

Tim Conley is a business coach, was the host of the Foolish Adventure podcast, and is a high-level consultant, helping B2B entrepreneurs, agencies and consultants (from $0.5 - 5M) scale their businesses. 

In the first half of this episode, we discuss the businesses Tim works with, which range from $500K - 5M, and what it takes for them to grow and level up. 

In the second part, we discuss Tim's business model, which is quite similar to my own business, Outbound Creative, doing high-level consulting and selling group training programs. Find out how to scale your own solo consulting practice, making upwards of $200-500K a year, while only working 9 months a year and having a whole bunch of freedom during those 9 months. 

For the full show notes of this episode go to jake-jorgovan.com/podcast/074 

This episode is sponsored by Outbound Creative

Outbound Creative helps agencies and consultancies win their dream clients through eye-catching outreach campaigns. Learn more at OutboundCreative.com. 

Be kind and share with others

Jake has done extensive research into how agency owners win clients. After all, his business Outbound Creative is focused on winning clients for agencies and consultancies. One strategy comes up over and over again: strategic partnerships. Many agencies get 20-70% of their revenue from strategic partnerships. In this episode Jake details:

• 3 types of strategic partnership (including anecdotes of each type)
• Elements of a strong partnership
• 5 steps to creating your own partnership

The information in this podcast can be found in blog post form here.