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Stop Selling Hours: The Real Way Agencies Scale

Stop Selling Hours: The Real Way Agencies Scale

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In this episode, I break down a real conversation I had with a fellow agency owner who’s early in his journey and already doing well — but making a critical mistake: selling consultations instead of retainers.

We talk about why hourly consulting undervalues your expertise, attracts the wrong clients, and prevents real business growth. I explain how true scaling requires ownership, ongoing optimization, testing, and accountability — not one-off calls or “teaching moments.”

I also dive into why audits are fine (when properly priced), why showing your entire process for free is a mistake, and how consultations often become a way for clients to extract value without committing. The big takeaway: if you’re serious about scaling businesses and delivering real results, you should be operating on retainers, not hourly calls.

Your knowledge has value. Don’t cheapen it.

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