In this episode, Corey speaks with Todd Taskey, an investment banker with over 20 years of experience specializing in agency M&A transactions. Todd shares invaluable insights about how modern agency transactions work and why vertical specialization can lead to better valuations and opportunities.

Episode Highlights:

• Why traditional "exit and earn-out" deals are being replaced
• How vertical specialists often command more attention from buyers than generalist agencies
• The critical metrics buyers evaluate: retention rates and recurring revenue
• Why having a sales function is crucial for agency growth and valuation
• Common financial mistakes that can derail transactions
• The importance of proper financial reporting and accrual accounting
• How to prepare your agency for a future transaction

Key Insights:

• Most successful agency transactions today involve getting both cash at close and equity upside in the acquiring company
• Buyers are increasingly focused on creating an "arc of services" rather than just rolling up similar agencies
• Agencies with $1M+ EBITDA and strong vertical focus often have more strategic options
• The "fill in the blank" problem each agency needs to solve beyond just money
• Why running a "good enough" business may be holding you back

Looking to sell your agency and maximize its value but not sure where to start? This episode is a must-listen.

The resources mentioned in this episode are:

- Connect with Todd on LinkedIn: https://www.linkedin.com/in/toddtaskey

- Check out Potomac Business Capital: https://potomacbusinesscapital.com

- Listen to SecondBitePodcast: https://potomacbusinesscapital.com/podcast

- Email Todd at Todd@PotomacBusinessCapital.com

👍If you liked this episode, please rate and review us on Apple Podcasts, and be sure to hit the subscribe button! 🔔
😡Frustrated with a lack of results from outbound? I'd like to give you my free 6-day email course that will transform your outbound program from broken to consistently driving new sales opportunities. Sign up here: GetOutboundROI.com.
This episode is sponsored by E2M, the #1 white-label partner for digital agencies. Visit https://www.e2msolutions.com/the-deep-specialization-podcast to get 20% off your first month.

Struggling to scale your vertically positioned digital marketing agency? Finding it hard to stand out in a crowded market and attract premium clients? There’s a better way to grow your business - and it starts with building a strong foundation of leadership, culture, and strategy.

Join Corey Quinn as he sits down with Jason Hennessey, renowned SEO expert and Founder/CEO of Hennessey Digital, to uncover the secrets to building a thriving agency that stands the test of time. With years of experience in scaling and selling agencies and a proven track record in the legal vertical, Jason offers actionable advice tailored to agency owners looking to level up.

You’ll discover:

• How to create a clear vision and roadmap for your agency's growth
• The art of differentiation: standing out in a competitive market
• Leadership techniques for building and motivating a high-performing virtual team
• Strategies for client acquisition and sales, specifically in niche markets like legal
• Lessons from Jason’s journey, including how to embrace your "zone of genius" and learn from mistakes
• Advice for hiring excellent salespeople for your agency (and why Jason failed at this in the beginning)

If you’re ready to transform your vertically-focused agency into a legacy business and take your team to the next level, this episode is a must-listen.

“When we sell, we don’t really hard sell. We educate… and we’re so willing to say no if we’re not a right fit.” - Jason Hennessey

Here are some actionable key takeaways for agency founders:

- Understanding your zone of genius helps in effective delegation. By focusing on what you do best and delegating the rest to capable team members, you can unlock significant growth and efficiency for your agency.

- Strong leadership is crucial for scaling your agency and ensuring operational excellence. Hiring the right leaders enables you to focus on strategy and big-picture goals.

- Maintaining a strong culture in a virtual environment is essential. A thriving culture transcends physical offices. Creating a cohesive and engaging virtual workplace fosters collaboration and loyalty, even in distributed teams.

- Sales strategies should focus on education rather than hard selling. Educating your clients and building trust positions your agency as a knowledgeable and client-first partner, leading to long-term relationships and better outcomes.

- A vivid vision provides clarity and direction for your company. Clearly articulating your agency’s long-term vision inspires your team, aligns efforts, and attracts clients who resonate with your mission and values.

The resources mentioned in this episode are:

- Check out Hennessey Digital & Book a FREE 1-hour consultation: https://hennessey.com

- Connect with Hennessey Digital on LinkedIn: https://www.linkedin.com/company/hennesseydigital

- Check out Jason’s website: https://www.jasonhennessey.com

- Connect with Jason on LinkedIn: https://www.linkedin.com/in/jhennessey

- Listen to The Jason Hennessey Podcast: https://www.jasonhennessey.com/podcast

- Buy his books, “Law Firm SEO” & “Honest SEO”: https://www.jasonhennessey.com/books

👍If you liked this episode, please rate and review us on Apple Podcasts, and be sure to hit the subscribe button! 🔔

😡Frustrated with a lack of results from outbound? I'd like to give you my free 6-day email course that will transform your outbound program from broken to consistently driving new sales opportunities. Sign up here: GetOutboundROI.com.

This episode is sponsored by E2M, the #1 white-label partner for digital agencies. Visit https://www.e2msolutions.com/the-deep-specialization-podcast to get 20% off your first month.

Feeling invisible in your agency’s market? Settling for revenue that’s merely “good enough”? Sadly, too many agencies are operating at the lowest level of revenue certainty, but not for long…

In this episode, Corey reveals the Deep Specialization™ Maturity Model - a diagnostic tool and roadmap helping agency owners like you understand where they are, where they could be, and what it takes to become the go-to expert in your niche.

Just like Apple didn’t stop with the iPod, “good enough” is never enough in today’s competitive environment. Your agency's future depends on pushing beyond your comfort zone.

Don’t spend another day unseen and ignored by potential buyers! Learn the Deep Specialization™ Maturity Model today and start leveling up your revenue, reputation, and results.

Here’s what we cover in this episode:

• The 4 zones of vertical maturity - Which zone are you in?
• How to avoid getting stuck on the “good enough line”
• What happens when you understand the power of developing deep specialized knowledge in a vertical market
•  How to become the trusted source of reliable results and guidance in your market
• Traits of an agency that has mastered their vertical market
• The #1 problem keeping agency founders stuck in the sales role

Here are some actionable key takeaways for agency founders:

• Level 1: Generalist Agency | Level 2: Vertical Vendor | Level 3: Vertical Specialist | Level 4: Vertical Maven
• What is one step you could take this week to move your agency to the next level? Remember,  your agency's future depends on pushing beyond the comfortable and familiar.

👍If you liked this episode, please rate and review us on Apple Podcasts, and be sure to hit the subscribe button! 🔔

😡Frustrated with a lack of results from outbound? I'd like to give you my free 6-day email course that will transform your outbound program from broken to consistently driving new sales opportunities. Sign up here: GetOutboundROI.com.

This episode is sponsored by E2M, the #1 white-label partner for digital agencies. Visit https://www.e2msolutions.com/the-deep-specialization-podcast to get 20% off your first month.