If you’re stuck in execution mode—constantly delivering but not getting paid for the strategic value you bring —it might be time to rethink how your agency is positioned.

In this episode of Small But Mighty Agency, I’m joined by Sara Nay, CEO of Duct Tape Marketing, to talk about how agencies can shift from being seen as vendors to being valued as strategic partners who lead the marketing—not just execute it.

We dig into what it really looks like to lead with strategy, how to price and package that value, and how to start getting paid for the thinking you’re already doing.

Here’s what you’ll take away from the conversation:

• Why strategy is your agency’s biggest growth lever
• How to position strategic services so clients understand (and pay for) the value
• The signs it’s time to add Fractional CMO services to your model
• What to do if you're worried about falling into another time-for-money trap
• How to structure your team to scale strategy without burning out

This conversation will help you build a business model rooted in long-term relationships, recurring revenue, and sustainable growth—all while keeping your execution services in play.

Resources & Links:

Explore Duct Tape Marketing: ducttapemarketing.com
Connect with Sara Nay: Sara Nay on LinkedIn

Get the full show notes and more information here: https://audreyjoykwan.com/podcast/ep126

Podcast Edits by Lindsay Curtis

Let’s talk about referrals—not as a bonus, but as a strategy.

If you’ve been growing your agency through great work and word of mouth, but you’re starting to realize that waiting for referrals isn’t the same as designing for them… this episode is for you.

Because the most successful Small But Mighty agencies don’t leave referrals to chance. They build referral-ready relationships and strategic partnerships—on purpose.

Today, I’m breaking down what trust really looks like in action—and how certain behaviors, often overlooked, are what turn casual connections into consistent opportunities.

In this episode, you’ll learn:

• Why referrals are a strategy—not something to leave to luck
• The 8 real-world habits of referral-ready agency owners
• How clarity in your niche makes you more referable
• What real trust looks like in referral-ready relationships
• How strategic partnerships can grow your agency without cold outreach

It’s not just a mindset—it’s a method. These habits make you easy to refer, easy to collaborate with, and easy to trust.

And I’ll share real examples from inside Agency Together where agency owners are doing exactly this—building a system for generosity, connection, and strategic growth.

Resources & Links:

Agency Together – The referral-ready membership community for Small But Mighty agency owners, learn more here.

Strategic Partnership Mixer – Join us at the next free Agency Together Strategic Partnership Mixer, RSVP here.

Hey thank for hanging out with me at the Small But Mighty Podcast. If you enjoyed this episode it would mean the world to me if you hit the follow or subscribe button in your podcast app and share it with a friend. ANd I’ll See you on the next one.

Get the full show notes and more information here: https://audreyjoykwan.com/podcast/ep125

Podcast Edits by Lindsay Curtis

When I helped sell and exit a niche agency in the orthodontic space, one thing became crystal clear: we didn’t grow by chasing everything.

We grew by staying focused, building trust, and saying no to the wrong opportunities — even when it felt risky.

It wasn’t loud, but it was strategic, and it worked.

And that approach?

It’s not just relevant — it’s exactly what works in today’s skeptical market.

Clients are more cautious. Referral partners are more selective. And hustle-heavy growth tactics? They’re falling flat.

What I’m seeing across the agencies I work with — and inside Agency Together — is a shift:

🚫 Less “do more.”
✅ More “do what matters”

In this episode of the Small But Mighty Agency Podcast, I’m breaking down five growth habits that help small agencies scale without the grind while still building serious momentum.

Here’s what I cover:

• How saying no creates space for stronger positioning
• The most underused (and most profitable) part of your growth strategy
• Why your so-called “competitors” might be your best growth partners
• Content alone isn’t cutting it — here’s what to build instead
• The power of staying small, agile, and wildly efficient

If staying relevant without selling your soul is your priority, this episode is for you

Resources & Links:

Get the Trust Equity Scorecard – My free tool to help you measure how well your agency is building trust at scale — and where to focus next to grow through retainment, referrals, partnerships, and positioning.

Connect with me on LinkedIn

Don’t forget the free Agency Together Newsletter and access our free mini-course on building Trust Equity to help you be a thought leader agency.

Hey thank for hanging out with me at the Small But Mighty Podcast. If you enjoyed this episode it would mean the world to me if you hit the follow or subscribe button in your podcast app and share it with a friend. ANd I’ll See you on the next one.

Get the full show notes and more information here: https://audreyjoykwan.com/podcast/ep124

Podcast Edits by Lindsay Curtis

Presenting with confidence and clarity isn’t just about public speaking—it’s about winning more business.

Whether you’re pitching to a potential client or leading a workshop, your ability to deliver a compelling presentation can make or break the deal.

In this episode, Laurie-Ann Murabito, an award-winning professional speaker, shares how agencies can craft client presentations that captivate, establish authority, and drive results.

She breaks down a simple yet powerful presentation framework, highlights common pitfalls to avoid, and reveals how storytelling can transform your sales approach.

Tune in to discover how to:

✔ Structure your presentations for maximum impact
✔ Avoid common mistakes that undermine your message
✔ Establish authority early so clients listen and trust you
✔ Keep your audience engaged (and not overwhelmed)
✔ Use storytelling to handle objections and convert prospects
✔ Build confidence in public speaking—even if you’re shy

This episode is packed with actionable insights—perfect for agency owners looking to refine their presentation skills and close more deals with confidence!

• Get Laurie-Ann’s Free Guide: speakandstandout.com/guide
• Listen to Laurie-Ann’s Podcast: Be In Demand Podcast

Resources & Links:

Find me on LinkedIn

Don’t forget the free Agency Together Newsletter and free mini-course today to grow your agency.

Join hundreds of agency owners receiving insights about growing and leading a small but mighty agency. As a bonus, get our free mini-course on building a Trust Equity Ecosystem, so you're not chasing clients and commanding premium rates.

Get the free newsletter and bonus free mini-course today.

Hey thank for hanging out with me at the Small But Mighty Podcast. If you enjoyed this episode it would mean the world to me if you hit the follow or subscribe button in your podcast app and share it with a friend. And I’ll see you on the next one.

Get the full show notes and more information here: https://audreyjoykwan.com/podcast/ep123

Podcast Edits by Lindsay Curtis

If you've ever caught yourself thinking, “My team should just know what to do” or “Why can’t my team read my mind?”—this episode is for you.

The truth is, unspoken expectations lead to missed deadlines, miscommunication, and frustration on all sides. But there’s a better way to make your expectations so crystal clear that your team knows exactly what needs to be done—without the guesswork?

Today, I’m joined by Kendra Johnson, leadership development specialist and founder of The Venned Group to noodle on one of my favourite topics, communication and leadership.

We’re going to break down why unclear expectations hold teams back—and how to fix it.

In this episode, we’re diving into:

• The biggest mistakes leaders make when setting expectations (and how to avoid them)
• How to create alignment so your team understands exactly what success looks like
• The difference between expectations and benchmarks—and why both matter
• Practical strategies to communicate expectations clearly and get your team fully bought in

If you want to spend less time micromanaging and more time seeing your team thrive, you won’t want to miss this conversation. Let’s get into it!

Connect with Kendra

LinkedIn: linkedin.com/in/kendrajeanjohnson

Website: vennedgroup.com

Resources & Links:

Find me on LinkedIn

Don’t forget our free build your Trust Equity Ecosystem mini-course today to grow your agency.

Join hundreds of agency owners receiving insights about growing and leading a small but mighty agency. As a bonus, get our free mini-course on building a Trust Equity Ecosystem, so you're not chasing clients and commanding premium rates.

Get the free newsletter and bonus free mini-course today.

Hey thank for hanging out with me at the Small But Mighty Podcast. If you enjoyed this episode it would mean the world to me if you hit the follow or subscribe button in your podcast app and share it with a friend. And I’ll see you on the next one.

Get the full show notes and more information here: https://audreyjoykwan.com/podcast/ep122

Podcast Edits by Lindsay Curtis

Transitioning from a creative doer to an agency owner is exciting—but it can also be overwhelming.

Many creatives struggle with letting go of control, building a team, and shifting from doing the work to leading the business. If you feel stretched thin trying to manage everything, this episode is for you.

Today, I’m joined by Kait Day, Founder of Nowadays Studio, who shares her journey from being a burned-out freelancer to leading a thriving five-person agency.

She opens up about the challenges of hiring, delegating, and trusting her team—and how doing so has allowed her agency to grow without overworking herself.

What you’ll learn in this episode:

• The real first step to transitioning from creative doer to agency leader
• The best way to decide what to delegate first and how to set up processes that make it easier.
• How perfectionism holds agency owners back—and how to shift your mindset to trust your team.
• Letting go of misaligned clients, improving team morale and making space to take on better-fit projects.
• The support system (and who’s in it) that’s helped her to lead better

If you want to scale your agency without micromanaging, burnout, or bottlenecking your own growth, you won’t want to miss this conversation.

Connect with Kait Day:

Instagram: @nowadaystudios

Linkedin: https://www.linkedin.com/in/kait-day/

Resources & Links:

Find me on LinkedIn

Don’t forget the free Agency Together Newsletter and free mini-course today to grow your agency.

Join hundreds of agency owners receiving insights about growing and leading a small but mighty agency. As a bonus, get our free mini-course on building a Trust Equity Ecosystem, so you're not chasing clients and commanding premium rates.

Get the free newsletter and bonus free mini-course today.

Hey thank for hanging out with me at the Small But Mighty Podcast. If you enjoyed this episode it would mean the world to me if you hit the follow or subscribe button in your podcast app and share it with a friend. And I’ll see you on the next one.

Get the full show notes and more information here: https://audreyjoykwan.com/podcast/ep121

Podcast Edits by Lindsay Curtis

If you’ve ever had a prospect say, “I want to work with you, but I’m not ready for a full retainer,” you might be leaving money on the table.

VIP days offer a high-impact way to deliver results quickly—without the commitment of a long-term engagement. But are they the right fit for your agency?

In this episode, I sit down with Melissa Mitchell, founder of Wandermint Creative, a YouTube marketing and video coaching agency.

Melissa has mastered the VIP day model and shares how she integrated it into her agency to attract premium clients and increase revenue—without overcomplicating her business. She also reveals why she evolved her VIP days into VIP weeks and how it’s benefiting both her agency and her clients.

Tune in to learn:

• What VIP days are and how they work in an agency setting
• The biggest benefits of adding VIP days to your service suite
• How VIP days fit into the client journey and support long-term revenue
• The unexpected challenges of offering VIP days—and how to overcome them
• Why Melissa transitioned from VIP days to VIP weeks for even greater results
• Key tips for pricing, structuring, and selling your VIP offer effectively

If you’re looking for new ways to package your expertise, attract the right clients, and scale your agency without overcomplicating your operations, this episode is for you!

Connect with Melissa Mitchell:
Website: Wandermint Creative
Instagram: @themelissamitchell
YouTube: Wandermint Creative

YouTube channel checklist freebie: https://wandermintcreative.com/youtubechecklist

My new VIP Week offer: https://videogrowthplan.com/90-day-roadmap

Resources & Links:
Say hello on LinkedIn

Don’t forget the free Agency Together Newsletter.

Join hundreds of agency owners receiving insights about growing and leading a small – less than 50 people – mighty agency. Try the free newsletter.

Hey thank for hanging out with me at the Small But Mighty Podcast. If you enjoyed this episode it would mean the world to me if you hit the follow or subscribe button in your podcast app and share it with a friend. And I’ll see you on the next one.

Get the full show notes and more information here: hhttps://audreyjoykwan.com/podcast/ep120

Podcast Edits by Lindsay Curtis

Trust-equity over track record? It's happening. Here's why...

Did you know that 70% of the decision about your agency is made before you even showcase your results?

Last week, I spoke with an agency owner who lost a pitch to a competitor charging 20% more - despite having less experience and a smaller track record.

His response? "They somehow seemed like the safer choice."

In this episode of the Small But Mighty Agency Podcast, we unpack why great work alone isn't winning business anymore and what's really driving agency selection in today's market.

Whether you've lost opportunities to less experienced agencies charging premium rates or you're the newer agency looking to command premium rates, you'll discover why trust equity matters more than your track record and years in business.

This is a must-listen for any agency navigating today's shifted landscape.

Key takeaways:

• What's really driving agency selection in 2025 and beyond
• How trust equity is becoming the great equalizer between established and newer agencies
• Why the traditional "prove your worth" approach is failing

If you're tired of hearing, "Your work is fantastic, but…," this conversation is for you.

Resources Mentioned:

• LinkedIn Guide: Build Your Go-To Agency: 4 High-Trust Systems for Market Leadership

Connect:

• Say hello on LinkedIn

Don’t forget the free Agency Together Newsletter.

Join hundreds of agency owners receiving insights about growing and leading a small – less than 50 people – mighty agency. Try the free newsletter.

Hey thank for hanging out with me at the Small But Mighty Podcast. If you enjoyed this episode it would mean the world to me if you hit the follow or subscribe button in your podcast app and share it with a friend. And I’ll see you on the next one.

Get the full show notes and more information here: https://audreyjoykwan.com/podcast/ep119

Podcast Edits by Lindsay Curtis