I am super thrilled to welcome back today’s encore guest, Karl Sakas. If this is your first time meeting Karl, he was the brilliant guest expert back in Episode 79 of Sell With Authority, where we dug into his expertise on helping agencies work less and earn more.

In that episode, Karl and I broke down three key pieces of the biz dev process — niche, refining and delegating. In this encore interview, we take it further. We peel back even more layers of biz dev and then connect it directly to operations.

Wondering why you and your team should care about this conversation?

Recently, Hannah, Erik, and I were working with a client here at Predictive, helping them map out what we call the HERO Offer — and then shaping all the sales language they’d use to tee it up in a conversation with a right-fit prospect. Everything was rolling. Great momentum.

And then — we hit resistance.

So we tapped the brakes and asked, “Wait, what’s happening here?”

After some digging, we realized the HERO Offer wasn’t fully aligned with how their team actually operated and delivered work. That moment was a huge Ah-Ha! Had we not paused and had that candid discussion, selling more would’ve just meant more chaos.

So — this episode is about calming the chaos in your agency. Karl breaks down the root causes of chaos inside an agency as well as how to fix it — so you can make it easier to deliver the services your right-fit clients need — and easier to sell more of what you do.

• How to identify and define chaos in your agency
• The root causes of chaos
• Why the three A’s of communication are pivotal for organizational success
• The importance of syncing your biz dev processes with operations
• A framework for making delegation effective
• Strategies to handle leadership challenges and drive profitability
• Advanced retrospectives for vision-setting and strategic growth

Resources:

• Website: https://sakasandcompany.com/
• LinkedIn Personal: https://www.linkedin.com/in/karlsakas/
• LinkedIn Business: https://www.linkedin.com/company/sakas-&-company/
• Facebook: https://www.facebook.com/SakasAndCompany/
• Twitter: https://twitter.com/KarlSakas
• Instagram: https://www.instagram.com/SakasandCompanyTeam/
• Calm the Chaos: 10 Ways to Run a Better Agency: https://sakasandcompany.com/lp/calm-the-chaos-book/
• Steps in the Sales Process, with Karl Sakas

Here at Predictive, we’re all about sharing the strategies and frameworks that help agency owners sell more of what you do — with confidence and authority.

That’s why I’m thrilled to welcome our guest expert, Scott Ramey, to this episode of Sell With Authority. Scott is a sales expert with 30 years in the trenches, and former Fortune 500 C-suite executive with more than $100 billion of sales under his belt. Today, Scott is the Founder of The Ramey Group.

I’ve been especially looking forward to this conversation because we have a rule we live by when we teach — and that’s The Power of Three.

We design our frameworks in 3’s.

We organize our episodes in 3’s.

We run 3 Intensives each year — March, July, and November.

Scott also believes deeply in The Power of Three, and we break down his Power of Three into core questions that you can start using right away — the next time you and your team are prepping for a conversation with a right-fit prospect.

Scott’s model not only simplifies messages — but also fosters authentic connections and lasting impressions with right-fit prospects, setting you apart from the sea of sameness.

If you take these insights and apply them, your right-fit prospects will see and hear that you’re all about helping them win.

And when they see that — saying yes becomes a lot easier.

• How you can tap into the “Power of Three” to crush anxiety and build confidence in right-fit client conversations
• The secrets to making your pitch memorable
• Showing up 100% present for your audience — it’s time to double down on empathy and authenticity
• How to create a lasting impact by leaving your right-fit prospects with hope and vision
• Why owning your voice is the doorway to owning the room and securing the pitch

Resources:

• Website: https://thescottramey.com/
• LinkedIn: https://www.linkedin.com/in/scott-ramey-53977b14a/
• Facebook: https://www.facebook.com/scott.ramey.52/
• Instagram: https://www.instagram.com/the.scottramey/

I am thrilled to have today’s guest expert, Mandi Ellefson, joining this episode of Sell With Authority. Mandi is the creator of the Scale to Freedom Growth Model and helps agency owners refine their offers and attract premium clients willing to pay higher fees.

And she does it fast — within 90 days.

At Hands-Off CEO a large part of Mandi’s work is listening, gathering data, and filtering it through her deep experience to identify the trends that will reshape agency services in the coming years.

And that’s exactly what we’re diving into today.

We are peeling back the layers on trends Mandi and her team are tracking right now — and most importantly — how you can use these insights to position your agency as a must-have strategic partner in 2025.

This conversation explores the significant impact of AI on client expectations, the trend of companies in-housing their work, and the urgent need for agencies to become irreplaceable strategic partners.

2025 is the year for you to step up and own that strategic seat at the table — and sell more of what you do as a result.

• How to harness AI to boost your agency’s strategic expertise
• “Conditions for success” and how identifying them can lead to tenfold client results
• How you can position your agency as an irreplaceable strategic partner
• The impact of “the great in-housing wave” and how the smartest agencies are future-proofing their business models
• Understanding the “strategy execution flip”
• How your operations problems might actually stem from your sales processes and ways to fix that
• Why clients are so desperate for strategic direction now more than ever

Resources:

• Website: https://handsoffceo.com/
• LinkedIn Personal: https://www.linkedin.com/in/mandiellefson/
• LinkedIn Business: https://www.linkedin.com/company/hands-off-ceo/
• Hands Off CEO: https://book.handsoffceo.com/book-org