In this episode of Retained Trust, Karl reunites in person with partner Manny to break down how they’ve scaled their agencies and the lessons they’re carrying forward. They discuss real growth numbers, sales call improvements, and smart client filtering to boost quality leads. Karl and Manny share hard-earned insights about strategic patience, SEO, referrals, and balancing family life with business goals. They also open up about leadership transitions, the impact of AI on services, and what it means to build systems that outlast any single founder.

Key Points From This Episode:

[00:00:00] Karl opens the episode and introduces Manny, highlighting their in-person workshop.

[00:01:29] Manny shares podcast consultant’s 11% growth and how the team drives it forward.

[00:02:47] Discussion on raising prices, improving contracts, and filtering ideal clients.

[00:04:34] Doubling sales calls, better lead quality, and SEO’s long-term value.

[00:05:11] How referrals and show notes discounts boost deal flow.

[00:06:09] Bringing in salespeople and upselling existing clients.

[00:07:48] New pricing for podcast launch programs to align incentives.

[00:08:15] Code of conduct and walking away from controversial shows.

[00:10:33] Moving upmarket at Draft.dev and signing larger clients.

[00:11:09] Building a work-life balance that allows Manny to spend time with family.

[00:13:02] Maintaining flexibility for employees and high client satisfaction.

[00:13:57] Emphasizing accountability alongside flexibility.

[00:14:36] Recent acquisition through long-term relationship building.

[00:16:04] The importance of consistent follow-up for deals and sales.

[00:18:24] Setback: SBA policy changes impact their acquisition strategy.

[00:20:32] Adapting to new realities and focusing on building internal playbooks.

[00:28:11] Standardizing sales, marketing, and operational systems.

[00:32:20] Leadership transition at Draft.dev and training the next CEO.

[00:35:01] Keeping opportunistic acquisitions on the radar.

[00:37:15] How AI impacts agency owners and why some are exiting.

[00:39:20] Adapting to AI-driven changes in SEO and service delivery.

[00:44:03] Staying up to date to guide clients through generative AI changes.

[00:49:13] Early results of content refresh efforts and AI citations.

[00:55:01] Why industry knowledge and trust still matter despite AI tools.

[00:56:07] Manny reflects on balancing fatherhood and business leadership.

Links:

• Manuel Weiss on LinkedIn: https://www.linkedin.com/in/manuelweiss1986/?originalSubdomain=at
• Karl Hughes on LinkedIn: https://www.linkedin.com/in/karllhughes
• Draft.dev: https://draft.dev/
• Production and editing by The Podcast Consultant: https://thepodcastconsultant.com