Are you letting fear stand in the way of success? Have you ever lost a big opportunity because you wanted it too badly? Are you guilty of skipping your own processes only to have it bite you in the ass down the road? Often time entrepreneurs get overly focused on a specific outcome and ignore the bigger picture. Today’s guest has started many businesses with more than half being lessons on what not to do. He shares several of those lessons and the most important, million-dollar lesson that helped him get over his fear, trust the process, and double the agency's MRR. Derrick Kuhn is the Founder and Managing Director of Brillity Digital, a full-service digital marketing agency. He’s had a total of eleven businesses over the years and considers Brillity to be the culmination of everything he has learned. Now he leverages that experience into an agency that combines business consulting with a true digital marketing strategy. In this interview, we’ll discuss: The $1 million lesson of not niching down early enough. Losing a big opportunity and respecting the process. Listen more and talk less to increase agency sales tenfold. Subscribe Apple | Spotify | iHeart Radio | Stitcher | Radio FM Sponsors and Resources Dot & Co: Today's episode of the Smart Agency Masterclass is sponsored by Dot & Co, client management specialists that will help digital marketing agencies keep their clients happy. With the help of their knowledgeable account managers, agency owners can step away from the day-to-day and focus on driving results. Check out dotandcompany.co/smartagency and get 20% off your first month working with them.   Growing Up with a Passion for Business Derrick always wanted to be an entrepreneur, taking after his dad, who was a mega-success in the corporate world. Growing up seeing his dad’s business success infused a passion for becoming an entrepreneur. His first opportunity came right before graduating from college. Some of his friends were programming geniuses but had no idea how to run a business. They had around $100,000 in uncollected Accounts Receivables and needed his help. He collected most of it in about a week just by taking action. It didn’t take massive business skill but he knew he had what it took to make it as an entrepreneur. The Million Dollar Lesson of Not Niching Down Early Enough Derrick warns us to be careful of getting overly focused on a specific outcome versus the larger picture. Some agency owners put on horse blinders and will step over a $1 Million opportunity while looking for the $100,000 one. Opportunities in the digital space are infinite. There’s no use in saying only one tool or path will get you to success when that is constantly changing. People who focus on only one way to do things and don’t adapt will not find the success they want. However, on the opposite side are the agency owners chasing 1,000 things at once. This was one of Derrick’s mistakes. In his last agency, he found great success in the healthcare space. They grew tremendously within that niche accumulating a lot of expertise and a good reputation. However, he didn’t recognize the golden opportunity to stay in a high-demand niche market. On the contrary, after separating from his agency partners and starting his current agency, he decided to cast a wide net to land clients in a variety of industries. Looking back, walking away from the equity he built in an established niche was a wasted opportunity. Derrick says he abandoned his niche because it was the first time he was a solo agency owner without partners and felt fearless. Being responsible for his team he knew immediate cash flow was super important, but in his haste to grow the new agency, he overlooked the value he'd already built in the healthcare niche. In his mind, once he figured out the new business he’d go back to the idea of specializing. Nonetheless, he did end up losing valuable time establishing his new agency's expertise.