Brent Weaver is the CEO and founder of uGurus. He leads the vision for the company and creates educational programs that help agency owners work on their business to drive additional revenues, increase profits, and create freedom in their life. Brent is here to share his insight on referrals and the importance of choosing a niche for your agency. 3 Golden Nuggets Niching helps you fish in the right pond. Figuring out a niche where you can be profitable and deliver the best results is "fishing in the right pond" according to Brent. The key is testing out different ponds in order to find the best fit for your agency. Pareto Principle: 80% of outcomes are from 20% of input. Is worthwhile and valuable to determine if you're spinning your wheels on small clients that aren't helping contribute to your revenue. Going through this exercise is key to being more profitable. There are 3 marketing engines agencies need. These are:  content, partnerships, and paid ads. Relying on referrals is not scalable. It's like sitting on a one-legged stool. You must add these 3 marketing engines into the mix.   Sponsors and Resources Wix: Today's episode is sponsored by the Wix Partner Program. Being a Wix Partner is ideal for freelancers and digital agencies that design and develop websites for their clients. Check out Wix.com/Partners to learn more and become a member of the community for free. Subscribe Apple | Spotify | iHeart Radio | Stitcher | Radio FM Is Your Digital Agency Fishing in the Right Pond? Jason: [00:00:00] On this episode, I talk with Brent Weaver about why referrals just aren't scalable and why it's so important to pick a niche. I hope you enjoy this episode. Hey, Brent, welcome to the show. Brent: [00:00:13] Good to be here. Yeah, I'm excited to have you on, so tell us who you are and, uh, a little bit about the agency that you're in and what you do now. Yeah. So, uh, my name is Brent Weaver, CEO, and founder of uGurus. We are a business school for digital agency owners. We primarily work with agencies that are kind of 1 to 10 person range, really helping them to track more leads, win more deals, delivering delight for their clients. They can profitably scale their agency and achieve some freedom in their business in life. Before, uh, we're coming on into the ninth year doing this business. But before that I ran HotPress Web, which is a digital agency based in Denver, Colorado for about, I guess, about 13 years. And, uh, grew that from, uh, my business partner and I from, uh, us in our bedrooms and high school to a 14 person thriving agency in downtown Denver, uh, serving over 300 clients. And, uh, we had clients like Dish Network and Anheuser Busch Inbev and all sorts of, uh, smaller and medium-sized businesses across the board. Jason: [00:01:17] Awesome!. Did you sell the agency? Did you were like, Oh, we don't want to do this anymore? What's the what'd you do? Brent: [00:01:23] Yeah. So we did the business did get acquired by another shop in Denver. We had probably about two years before we sold the business. I started to blog and build some training programs for agency owners, and we had done some deals with Adobe. And so we, um, Kind of started kind of riding two horses at the same time we had the agency business, which was growing really well. And then we had this thing that, uh, myself and my business partner would do, you know, a day or two a week. We'd go and, you know, create videos, we'd go do our own thing. And, uh, and so we kind of felt like we were starting to run two businesses at the same time, but also I think just as I'm sure, you know, right. The impact that we had on. Other agency owners that were like following our processes and our methods, like we were getting all of these, thank you letters in all the time for people that we'd really helped them transform their life and their income an