Kurt von Ahnen and Toby Cryns kick off Season 1 by answering the questions every new agency owner asks: how to split time between learning, delivery, marketing, and actually running the business; how to find (and talk to) buyers; and how to price when you’re still building your portfolio. They unpack the difference between marketing and sales, why grassroots outreach beats tiny ad budgets, and how recurring revenue (hosting + maintenance) keeps you top-of-mind and solvent.
You’ll hear practical scripts for handling pushback, ways to build trust without a giant portfolio, and two contrasting—but equally successful—approaches to pricing: Toby’s “what does this look like—$18k?” instinct vs. Kurt’s hour-based estimates with a 30% buffer and a firm agency rate. They also cover scope control, when to say “yes” to harmless client preferences, and why generosity and community involvement pay surprising dividends over time.
Key takeaways
- Time blocking wins: protect daily blocks for sales/marketing (90–120 min/day), learning, and delivery.
- Marketing ≠ sales: if you must pick, sell—book coffees, ask for intros, join real-world meetups.
- Grassroots > tiny ad spends: a $500 ads budget won’t replace consistent outbound and community activity.
- Build trust without a big portfolio: create sample sites on your server and lead with outcomes, not tech.
- Don’t talk stacks in sales calls: promise outcomes, timelines, and service—save tech for discovery/paid work.
- Price for the team you’ll need: even solo, quote as if you’re paying implementers and managing the project.
- Try “looks like” pricing: anchor high, then listen; you can adjust scope before you adjust price.
- Recurring revenue is marketing: hosting/maintenance keeps you top-of-mind and smooths cash flow.
- Scope & sanity: if budget is the issue, remove features—don’t race to the bottom.
- Say “yes” (when harmless): accommodate style tweaks that won’t break objectives; save your “no” for what matters.
- Generosity compounds: responsive service, community leadership, and “pay it forward” behavior attract referrals.
- Choose depth and width: anchor with a few high-margin projects; fill the gaps with simpler builds.
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