Erik J. Olson

Systems let you scale without chaos.

Branding is the only differentiator these days.

One great hire can fix what three mediocre ones break.

Aim for quality, not headcount.

Agency owners: never, ever link your income to a client’s profit margin.

Their costs, refunds, and bookkeeping are literally none of your business.

Stay out of it.

Do great work and get paid upfront.

Like a rogue employee, the wrong consultant or coach doesn’t just waste money.

They infect your culture.

They confuse your team.

They drain your energy.

It’s a cancer.

If you see the red flags, cut them out before it spreads.

Want predictable revenue?
Start with predictable lead flow.

Stop chasing the silver bullet. The "secret" to business.

I've chased. I've spent literally hundreds of thousands of dollars on glitzy management consultants.

And guess what?

They don't have the secret.

They have a process. They have a list of shit to do, but not a secret.

Unpopular opinion: The phrase “AI Employee” is stupid AF.

AI isn’t an employee. Not even close. AI today can only augment and take menial tasks off employees’ plates. If your strategy is to “hire AI employees,” you’re already lost. Maybe one day, years from now. But not now.

Ask the hard questions in interviews. Tell candidates you will be calling their old boss. Watch how they react.

Referrals are amazing.

Everyone loves them. I love them.

Problems relying only on referrals…
• No control
• No predictability
• No scale

How to reduce the risk…
• Add referral requests to your process
• Assign roles that ask
• Reward staff who bring them in

Polluted waters affect every fish in the tank.

Source: unknown

The real play is to stay deep in the business until there are almost no problems left to solve.

That’s how you earn the right to step back.

Step back any sooner and you’ll start your agency’s inevitable downward spiral.

I have a vision…

When we hit $100M, I’m hosting a dinner party in the dessert outside of Vegas.

It’s a vivid vision.

If I know there won’t be a seat for you at the dinner, then you won’t get to shape my business today.

That’s how I choose who’s in my inner circle.

Tactics to getting clients to pay and pay faster.

1. Set payment expectations early, before an invoice is sent.

2. Offer payment by ACH for free.

3. Charge a fee to pay by check.

4. Charge a late fee when invoice is overdue.

5. Charge an annual percentage thereafter.

Leadership is a burden you chose.

The gift and the curse.

Carry it well.

Of what site(s)?

Seems like you're all about the hate.

Waiting on referrals?

As the Stones said, "You can't always get what you want....You get what you need."

Stop waiting.

Implement an active strategy to originate the referrals you need to grow your agency.

What is that a chart of?

Every client lost is a lesson.

Lessons exist if you’re humble enough to be introspective.

To recognize what you did wrong.

Pay attention and your loss becomes your biggest gain.

Learn, institutionalize, then replace.

If you’re looking for the next hack, you’ve already lost.

Running an agency isn’t about tricks.

It’s about consistent, focused effort that compounds over time.

No one wants to commit big early.

Make it easy for clients to say yes.

You can't be friends and boss. Choose wisely.

A messy checklist beats a perfect memory every time.

If you’re not making money, you’re not in business.

You're not in the marketing business.

You're in the cash flow business.

Most stalled agencies are stalled because the owner is afraid to ask.

Ask what?

For more money.
For the sale.
For help.
For change.
For accountability.

You don’t need a booth at a conference. You need to be in the room, shaking hands and having real conversations. Presence > branding.

Real growth comes from systems, not hope.

Tell everyone what niche you’re in.

Not some of the time.

Every time.

If they don’t know who to refer you to, that’s your fault.

Me:
Law firms at Array Digital
HVAC contractors at Rival Digital
Medical practices at Crush Digital

What about you?