In this conversation, Yousaf Yunes reflects on his journey of starting and growing his agency from its inception to its second year. He discusses the challenges faced with low-paying clients, known as 'ankle biters', and how these experiences shaped his approach to client management and pricing. Yousaf shares insights on the importance of building confidence in his services, the evolution of his agency, and the lessons learned along the way. He emphasizes the significance of nurturing client relationships and the value of being able to command higher rates as the agency matures. takeaways Starting an agency can be daunting and filled with uncertainties. Low-paying clients, or 'ankle biters', can hinder growth. It's essential to shed unproductive client relationships to thrive. Building a strong identity for your agency is crucial. Client loyalty is earned through consistent service and value. Raising rates is a sign of growth and confidence in your services. Learning from past experiences helps in making better business decisions. Effective communication with clients can lead to long-term partnerships. Investing in your agency's capabilities pays off in the long run. Reflecting on progress helps in setting future goals. titles From Fear to Confidence: My Agency Journey The Ankle Biters: Lessons from Low-Paying Clients Sound Bites "It was scary, it was really scary." "I call them the ankle biters." "They know we're part of their DNA." Chapters 00:00 Navigating the Early Days of Agency Life 03:11 The Challenge of 'Ankle Biter' Clients 06:05 Growth and Transformation in Year Two 08:58 Building Confidence and Client Relationships 11:55 Lessons Learned and Future Aspirations