As these junior staff move their way through your checklists and up your leveling system, encourage and praise them. Build their personal brands and give credit where it’s due, publicly where possible.
The sum of the personal branding efforts of your teammates is your content marketing at the company level.
This way, it’s not about you, unless you mistakenly named the company after you -- change it if you’ve made that mistake.
At this point, you’ve gone through the steps to grow your business versus just being another employee working in your business. I think you’ll find that developing others is more rewarding than trying to micromanage every bit yourself.
You’ll have to be patient and tolerate some level of work that is worse than what you’d do personally, but if you have rapid iteration, mistakes are small and adjustments are quick.
If your training content is solid, you’ll have produced checklists for execution.
These checklists, repeated at scale, create opportunities for automation -- so you’d build or hire this out.
When you have a repeatable process, you effectively have a franchise with you being the first franchise.
You’re blazing the path for others to follow so they can learn in your footsteps, do according to your checklists, and teach others who are a couple levels below them. We call this LDT for Learn>Do>Teach.
Master Agency Management | page 60
Check out all NINE TRIANGLES and discover how they are together.
Have you implemented any of these processes in your business?
A friend of mine spends so much of her time talking to people and I consistently hear her answer the same question over and over. I encouraged her to make content that she can direct people to which would save her hundreds of time-wasting conversations.
Master Agency Management | page 61
Client Slots: How they work
Your time is limited, so the number of clients you can manage is limited, too.
Our “PROFESSIONAL” specialists, working 30+ hours a week doing digital marketing for a living, have 5 “slots” for enterprise clients they own.
3 non-enterprise clients can occupy one enterprise slot.
Examples: small businesses, partner projects, or anyone paying less than $2,000 per month for services.
Power hours don’t count for slots, since they’re one-offs.
We hope they convert to packages, and then on-going services.
These workloads are equivalent:
● A specialist managing 15 non-enterprise clients.
● A specialist managing 5 enterprise clients.
● A specialist managing 6 non-enterprise clients and 3 enterprise clients.
Have gray gridlines, each unfilled box has two faint gray dotted horizontal lines, so there could be 3 small projects in each slot.
Some people are PART-TIME and are unable to manage 5 client slots-- show them on the next page.
Other specialists may not be ready to own a client yet (A in RACI)-- perhaps they are junior.
They won’t show in the Project Tracker yet.
Let’s show client heath as the color of the box (green, yellow, red) instead of a colored dot.
Light colored, so we can read the client name clearly in each slot.
Master Agency Management | page 62
A specialist managing 5 clients that are paying $2,500 a month is generating $12,500 per month in income for the company.
Following the “revenue model“ training we can afford to pay 1/3rd of this to them in base earnings.
That’s $4,167 per month, which works out to $50K per year.
If that specialist can manage 5 clients paying $5,000 a month then they’re making $100,000 per year.
This is not counting Power Hours and assuming they are on revshare, not hourly.
Client workload per specialist fluctuates for many reasons, so temporarily a specialist may have to carry more than 5 slots.
The Project Tracker makes this clear to see-- the equivalent of “overtime”, though we just pay more, not a higher hourly rate.
When specialists have acquired the progressive skills up through Level 3 in our 9 level training system, they’re equipped to manage small clients.
At Level 4, they can be a Team Lead, and at Level 6, they can start or manage their own business.
We will keep the hourly model until we have tightened up this project management system.
Then we’ll gradually put Level 5+ folks on salary + bonus or pure revshare.
We even have physical building blocks (like cardboard puzzle pieces) so we can place the Project Grid on a wall.
All agencies should have this placed for everyone to see-- so we’ll include the puzzle pieces in our Agency Management Guide.
Master Agency Management | page 63
And we’ll make videos showing how we drive leads down the funnel, as well as match clients to people.
Of course, agencies can charge what they want and modify the system to their liking.
For example, they could have their entire business be Power Hours, which are basically selling tasks a la carte.
Fancy Hands and Fiverr are extreme examples of this model, where tasks are $5 each instead of between $75 and $750.
Master Agency Management | page 64
Partner
