Agency Forward

Unknown Speaker 0:00
Hey everyone, today I'm joined by Katie Turner. Katie is a buyer enablement strategist, helping agencies create messaging and assets that convert. She is the founder of Kate Turner marketing, where she helps agencies build trust and transparency into their sales process through better content and positioning. Her work empowers buyers to say yes faster without traditional sales pressure. I wanted to have Katie on because too many agencies lose deals from unclear messaging, hidden pricing and just content that doesn't support the buyer's journey. So in this episode, we discuss building buyer trust through transparent content. Why unclear pricing kills your sales velocity, turning not now leads into future clients and more. No one was asking for another community, but I've made one anyway. So what's different? The dynamic agency community is designed around access, rather than content, access to peers who've done it before, access to experts who've designed solutions, access to resources that have been battle tested, and right now, the price for founding members is only $97 a year. Join today, so your agency has immediate access to everything you need to grow. You can join a dynamic agency dot community and now Katie Turner,

Unknown Speaker 1:18
it's easier than ever to start an agency, but it's only getting harder to stand out and keep it alive. Join me as we explore the strategies agencies are using today to secure a better tomorrow. This is agency forward.

Unknown Speaker 1:36
What does buyer enablement mean for modern agencies.

Unknown Speaker 1:41
That's a great question, and I think a lot of us don't really understand what buyer enablement means.

Unknown Speaker 1:49
You know, to me, I think that it is about understanding that we are not in control of the sale. The buyer is in control of the relationship the sale, the pace, everything that happens is in the hands of the buyer, and buying behavior has changed. You know, like, people don't want to talk to sales people. I think we all know that. Like, it's like, when was the last time you bought something and you were excited to get onto a phone call with a salesperson, probably not recently, right?

Unknown Speaker 2:29
So you know, people are doing their research before they ever even talk to you. They're looking at Google, they're reading blogs, they're following people on LinkedIn, they're asking chatgpt, and they're looking for these answers. They want these answers out there, and that, I think, is becoming the sales conversation in a way, so the better that we can do as agencies to put the information out there that they want to find and make it easy and transparent and convenient for them to access it and understand it, the farther along they're going to get in that sales conversation before they ever even talk to you. So that's, that's what I call buyer enablement. It's really, it's, it's, it's rooted in content, but it's content that specifically speaks to the needs of the buyer, right? So what are those critical components that every agency should be thinking of? Yeah, well, I mean, there's the foundations. It's like, you know what you do, who you do it for, how you do it, how it works, what your process looks like, how much it costs when you're a good fit, when you're not good fit, you know, comparing you yourself to competitors and being honest about when another option might be better for the buyer. I mean, all of that kind of, you know, just helping them make decisions, anything that's going to help them make a decision. You know, it's not about like, what awards you've won or, you know, the history of your brand. It's about them and what they need.

Unknown Speaker 4:05
Yeah, that's a great point on the awards, because I literally just went through this with a client, but they had tons of awards on their website. But it's like, what did those actually mean for the buyer? Because I guarantee it's not the proof point that you think it is right, and I see it all the time, like, you know, I've worked with like, fantastic agencies, and you go to their homepage and it says, like, it's our 25th anniversary. Who cares?

Unknown Speaker 4:30
Cares? You know, that doesn't help your buyer choose you. Yeah. Well, in the the argument I often hear is that, like, well, like, in this instance, right? We're more experienced. We have more more reps of seeing all these things. But like that only really matters if, if it's in an industry where that really matters, because there's a lot of newer players with better technology now, with better ideas, who knock out your experience. They're coming into this with the beginner's mindset, and they're able.

Unknown Speaker 5:00
To kind of dethrone you. They're usurping the king. Right, right? Exactly. I mean, I think that ideas don't really have, like, a timeline on them. You know, if you're good at what you do, you could be. You could have done it for a year. You could have done it for 40 years. Yeah, it doesn't matter,

Unknown Speaker 5:19
yeah. And so what's more important is showing examples of proof results, right? All the other things. How do you recommend case studies as, like, a primary means for buyer enablement? Yeah. I mean, they're good, you know, they're definitely a good start. Like, obviously, your buyers want to see themselves in the story that you're telling. They want to see that like companies like them, or, you know, people like them have succeeded with whatever process it is that you're proposing. But I think there's more to it than that. I mean, I think it's really getting into the details of, how is this actually going to work, you know, like, what does this look like? How long is this going to take? How much time do I as the buyer have to invest in this process. You know, I'm already stretched thin. I don't have seven hours a week to dedicate to this. What's it going to look like? What is the transition process going to be? I mean, a lot of times, people might be moving from one vendor or agency to another, and like, you know, there's a handoff there that needs to happen, you know. And

Unknown Speaker 6:24
I see that sometimes too, it's like people are asking questions like, well, we're already got, like, we're already with this other group, and how do we move from you to them and or whatever? And people want to feel confident that they're going to have, you know, guidance through that process. So I think it's different for every agency, but really it's about understanding what it is that your specific buyers and your specific clients stumble over or struggle with, and how you can answer those questions without them even having to ask Yeah. So I'm curious. So one of the terms, I can't remember who I was talking to, we kind of, we got into the topic of, like, champion enablement. So it's not necessarily the buyer that we're trying to equip with everything, but rather someone we're feeding them ammo so they can go fight on our behalf. How does the content that you're creating for buyer enablement. How can you set that up also, so the champion can just quickly use this, right, like, I don't know, just consume it,

Unknown Speaker 7:30
process it, and then be able to just turn it into, I mean, that is a critical piece, especially if you're dealing with sales processes that involve, like, big buying committees. And of course, like the CFO is going to have questions that user doesn't and whatever,

Unknown Speaker 7:47
I think the key there is to just make it simple, you know, like, when nobody wants to get, like, a 40 page sales deck and then share it with somebody and say, Hey, read this deck, you know. Like, give them the quick talking points that they need to know, you know, like, Hey, your CFO might ask you about X, Y and Z. Here's what we can tell you, boom, boom, boom. Make it really simple. Record a video, send it to them, you know, like, do the mate? Just make it easy. I think, you know, ultimately, it's like, I feel like I all marketing comes down to just acting like a human being. You know, you're not selling to some robot or some huge like enterprise, like as as a this entity. You're selling to a person, right? So just talk to them like they're a real person.

Unknown Speaker 8:36
Yeah, it makes sense. So I guess, what would you say is, like the most kind of overlooked barrier to like within the buyer enablement sphere for getting deals across the finish line, like, what? How can you

Unknown Speaker 8:48
how are agencies stopping in this process and being blocked? Yeah, I mean, I think that

Unknown Speaker 8:57
at the highest level, it's that a lot of times they're just not as transparent as they could be on the front end. You know, the goal here is to really have people come to the table already, sort of pre sold, and already interested in what you're offering.

Unknown Speaker 9:13
And you know, when you're like, pricing is a great example. You know, I talked to a lot of agencies who are hesitant to put their pricing on their webpage. They're hesitant to be upfront about that, and that is absolutely the number one, probably one of the top three factors that any business is going to, you know, ask when they choose to work with you is, are you in my budget? So why would you block that behind a wall, you know, like, if they're if you, if they can't afford you, then why would you want to waste time even having the conversation with them? You know, like, use the pricing as a way to filter out the people who are not qualified

Unknown Speaker 9:55
and be honest about it, you know, then at least, you know, like, Yeah, I'm having this conversation.

Unknown Speaker 10:00
Conversation with somebody, and they're already, like in my price, you know, they already acknowledging, just by having this conversation, that they have the right budget. So I think that's one of the biggest things, is the transparency with pricing. Yeah, pricing is always amazed me, because if you ask most, most agencies, what their competitors are charging, they're gonna have a good idea. And so it's, so who are you hiding pricing from, if not just to buy, right? Because your competitors probably understand what your pricing looks like as well. And so like, if that's the reason you're not putting it on the site, like, right? Everybody already knows. The only person who doesn't know is your buyer. Yeah, it's interesting that competitor that like fear of competitors, like finding out. Like, I've had these conversations too, where it's like, well, we don't want to put too much detail out there about what we do, because, like, we don't want our competitors to do the same thing. And I'm like, well, your buyers need to know what you do and how you do it, to feel comfortable and to trust working with you, and you know, your competitors are going to figure that out. Like, but that doesn't mean that they can copy it. They doesn't mean they're going to take your process, like, and there's enough work out there for all of us. So let's just be, you know, straightforward about that too. Like, I do the same thing as you know, 65 other marketing consulting agencies and you know, but we all do it a little differently. And maybe you want to work with me, maybe you want to work with somebody else, like, just be honest about what your process is. We're not hiding anything.

Unknown Speaker 11:33
Yeah, that's why I like getting really clear on the problem that we're solving for because if we can name and frame that problem, it's really hard for a competitor to take that from us, because everything else points back. So even if they have the same services, which really, again, I recommend people don't just lead with services on their website, because that's what invites comparison. But if you lead with a solution, we have this framework that solves this problem, and you just said as a as a buyer, right? That this is the problem you're having within your company. So here's your solution. Well, it's also your point of view, right? Like everybody comes to these things with a little bit of a different perspective. You know, my experience and you know my my career path have led me to think about things a certain way, and you have a totally different path and a totally different perspective, and it's about finding the people that align with how you think about it, you know, right?

Unknown Speaker 12:30
Yeah,

Unknown Speaker 12:32
definitely the again, how does so as you're creating some of this buyer enablement content, are you also kind of changing it or just tweaking it for the different like, levels of warmth that someone's coming in. So, like, cold traffic versus, like, a referral that's already hot coming in. Are you giving them the same assets to help them make decisions, or are you changing those a bit based on where they're at within their buying process? Yeah. I mean, that's getting really into, like, some of the more granular, like pieces of it. I mean, you know,

Unknown Speaker 13:03
the first step, I think, really, is like, let's create the content that's going to appeal to the broadest range of audience, right? And once you have that kind of toolkit and that arsenal, then, yes, you should be tweaking it to the specific conversation that you're having, you know, like, you know, okay, this buyer is really price sensitive, or this buyer is really, you know, interested in time investment or whatever. And you're going to kind of tweak how you respond.

Unknown Speaker 13:34
I like to start with, like, just all of the fundamental stuff that you know that I mentioned earlier, like the who, what, when, why, how, how much it costs, what it looks like. Let's get make sure that you're even clear on that, because a lot of agencies, I think, are not totally clear on how to articulate exactly what it is that

Unknown Speaker 13:53
they do. Then as that starts to bring in, and you start to have these conversations, then it's about really like listening and extracting information, like, what are you learning from those conversations, you know? And then how can we apply that to, like,

Unknown Speaker 14:11
the more externally facing stuff that we're creating, right? So,

Unknown Speaker 14:18
yeah, with kind of going back, but still following the same thread, like, around your point of view and even all this content that you're creating to enable the buyer. How are you testing the messaging with that and, like, kind of validating that you're on the right track? Yeah, well, I mean, you're, you're constantly testing messaging. I mean, that's all you know. Like, it never is a static thing. Like, you never, like, well, we've nailed it and we're done. You know,

Unknown Speaker 14:44
it's all the dream, right?

Unknown Speaker 14:47
If that were the case, then you and I would not have jobs, right, right? But, yeah, I mean, you do test it. I think that what I like to do personally is like, I like to first off, see how.

Unknown Speaker 15:00
People are responding like, is this engaging? I mean, it's simple as stuff like, does this LinkedIn post resonate? Is it starting conversations with people who are qualified to buy from you? Are, you know, people engaging with this, like, sub stack post, or whatever it is that you're putting out there? Like, what is the actual engagement look like? But you know, then it's also about listening to the conversations that happen. You know, I like to listen to call recordings or,

Unknown Speaker 15:29
you know, get direct feedback even from customers, like customer surveys I think are important. And it's a little bit more of like a much, you know, once you've got some of the fundamentals working, and they're in place for a while, then you can start to do like, surveys, or, you know, other kinds of research, like customer interviews and stuff. And I always like to ask questions, like, you know, how would you describe us to somebody else? Like, what do you think that it we do? What problem did you come to us for? And like, how did it meet your expectations? There's a lot you can uncover from just that that will give you a really good sense of whether or not your message is, you know, translating correctly, whether it's hitting the points you want to hit. But it's a constant evolution. I mean, it's never It's a never changing thing.

Unknown Speaker 16:21
Yeah, we actually had

Unknown Speaker 16:25
so testing your messaging with your audience is obviously great, but we had someone in the dynamic agency community, test language amongst essentially competitors, right? I'm using air quotes for anyone listening just around like, hey, what do you think we do? And then what do you think we're priced at? And everyone kind of nailed down the what we like, what they do, but everyone thought they were priced way higher than they actually are, and that led to them actually putting their pricing on their website. And I was talking with the founder of that company recently, and they had like, a more than 10% increase in bookings just by putting their pricing on that page. It was like, I think a lot of people miss that even your friendly competition can also be a good

Unknown Speaker 17:09
tool. I mean, I have, you know, I have conversations all the time with other like marketing people and other agency people about what it is that I do and what it is that they do. And like, you know, in fact, I had a conversation yesterday with somebody who was in in the dynamic agency community about this exact thing, and I'm like, what you know, what is the biggest problem that you face? Like you're my target audience. I'm not trying to sell you my services right now, but like you are my target audience. What is the biggest problem that you're facing? Because I want to be able to talk about the solution that I offer framed in a way that resonates with the problem that you have, you know, and that is extremely valuable. I mean, it led to a lot of like insight for me, just having those kinds of conversations periodically, I think is hugely helpful. Yeah,

Unknown Speaker 18:03
let's shift gears. Like, so let's say a customer does come to you and right, they need the help with buyer enablement and everything, nailing down their messaging on this front what? What process are you taking them through? Yeah, to get that result? Yeah. So the first step is always about like, let's uncover what your differentiation is. Let's articulate your message clearly. Let's make sure that you are,

Unknown Speaker 18:28
you know you're, that we understand how you want to be positioned in the market, and that all of the things that you're doing around that are supporting that positioning. So we got to nail a messaging. I mean, that's, that's the first step, right? And then from there, we go into really looking at what their buyer journey looks like. You know, what are they doing right now? How are you kind of attracting

Unknown Speaker 18:52
prospects from the top of the funnel all the way through, you know, each kind of touch point, and what are you saying? And like, where do people tend to drop off? Like, do you have two calls with them and then they ghost and you never hear from them again? Like, or is it something else? Like, they, you know, they work with you for two months and then they, like, they're not getting what they need out of it, like, what's wrong, like, what's happening. That's kind of the problem. And from there, I'm usually able to sort of identify some different types of, like, touch points or content assets that we can use to support the movement through that process. You know, I know we you mentioned books a little bit earlier, but like, I'm going to bring up this one, this book nudge, because I think that this inspired a lot of, like, the way that I think about this stuff, and this is rooted in it was like behavioral health, like people were talking about, like quitting, I forget the exact example, because it's been a few years since I read it. But like they were talking about, like campaigns where people have, like quitting smoking, or like talking to a doctor about something like that. And like you want to.

Unknown Speaker 20:00
Always give people. You never want to give a person a binary choice, right? You never want them to be able to say like, yes or no, like, it's like, you can do this or this or this, and all of these are good options that are going to move you slightly forward in our process. One of them might be a little step, one of them might be a big step, and one of them might be a huge step, right? So it could be something like, you know, you're ready to, like, move forward and sign a contract right now. Great. You know, maybe you're not quite there yet. Why don't you like, follow our newsletter and get our content. Oh, not quite there yet. Okay, why don't you like, just follow us on LinkedIn and maybe, you know, subscribe to our sub stack or something like that. Like, always give them a choice that is positive forward movement,

Unknown Speaker 20:48
that doesn't really give them the option to, like, walk away, right? They still walk away. Obviously, we all know that. But like, you're not going to give them that as a choice. It's never going to be a yes, no. And I think a lot of times we just make that mistake, like, you know, it's like, hey, like,

Unknown Speaker 21:05
we talked about working together, I'm going to give you a proposal, and then it's either yes or no, okay? And then if it's no, then they just sort of fall off the wagon, right? You're done.

Unknown Speaker 21:19
You know, no is not always, no, no is sometimes just not yet or not now or not the right problem. Yeah,

Unknown Speaker 21:28
in the in the army, we have a so the military decision making process. It's a very lengthy

Unknown Speaker 21:36
course, if you like, to learn about this stuff. But one of the phases of this is called coaddevs, of course of action development, and you're trying to present three, usually it's at least three options to whoever the commander is that are all feasible. Like, well, there's multiple criteria, feasible, suitable, like, all these things.

Unknown Speaker 21:58
But it's like, we want we come in with, like, our preconceived like, we want you to choose this option, because we know, like, if the commander chooses this, it lets us go and do all these things, but we still got to present three that all make sense, and depending on where the commander at now, they get to choose for these. And it's like, the perfect

Unknown Speaker 22:16
kind of setup for what you're saying with the buyer. Like that buyer may have some other idea in their head right now for what's going on. There's some variable that we're not aware of, and so even though we're presenting three things, they might not choose the one we're expecting, but by giving them something else, at least they're still choosing something that we've put down as a good like a suitable option for moving forward with us. Yeah, yeah, you know, or even just to them to choose to continue to stay engaged with you in some way, like they might not be ready for, you know, working together, or for getting a proposal, or for even really continuing on to, like a deeper conversation, but they still want to follow you, they still want your emails, they still want your communications, and all of Those things are eventually going to nurture them towards, okay, I do have this problem, and now the stars have aligned, and it's time to fix this, right, you know, and you're the first choice. And I think the other thing too, like, kind of just going back to what, um, what we said earlier, about, like, comp, you know, being afraid of competition and barriers and stuff like that.

Unknown Speaker 23:24
I think the role of the agency really needs to be as a trusted advisor, right like and in embracing that idea, and also in embracing the idea that, like you are here to serve the needs of your buyer, not yourself, you have to accept that they are going to potentially choose somebody else right, like they might come to the conclusion that you're not the right solution for them, and that's okay. Like you have to be okay with that, because you still established yourself as like a sounding board, an advisor and and when that person who walks away and says, You know what, it's not a right fit for me, but I feel really good about this. And like, three months later, I'm going to come across somebody who has the problem that you solve, and I'm going to refer them back to you and say something like, you know, I didn't work with this person, but I had a really awesome conversation, and she really knows what she's talking about, yeah, and then that's your client, you know, like, it's, I think it's about getting away from this kind of, like,

Unknown Speaker 24:36
mindset that, like, we have to capture, we have to capture these buyers, even the language we use around marketing and selling sometimes is so adversarial. It's like, we're gonna, like, capture these leads. You know, we're gonna,

Unknown Speaker 24:51
I don't know, no,

Unknown Speaker 24:55
right?

Unknown Speaker 24:57
Yeah,

Unknown Speaker 24:58
I thought of something else.

Unknown Speaker 25:00
Around the book nudge like one of the one of the examples in the book that I really enjoyed. Maybe it's because I had two kids who were just starting at the time I read it to go to school and have lunch.

Unknown Speaker 25:10
Were just like shifting the lunch options from the way they were presented. Change the children's behavior for what they were actually choosing to put on their plates. Yes, and I think that's another great concept. Even within buyer enablement, it's like, what if I just present the right facts at the right time in front of you in order to kind of guide your decision? It's like, so if we just think, what do I need to put in front of someone in order for them to realize they have this problem? Or, like, maybe these symptoms are more prevalent for them? So let me put these assets, and it'll actually shift them into the right form of thinking, yeah, yeah. I mean, it is about framing, framing the problem and framing the solution in the language that they use. You know, like, like, I always say like, you know,

Unknown Speaker 25:55
at its core, like, buyer enablement is not about attracting more leads, right? Like, it's not a lead generation strategy, but almost every agency that I talk to, and I'm sure you hear it too, the first thing they will say is, we just need more leads, you know. So

Unknown Speaker 26:14
it's like you have to frame the solution through the lens of the problem that they're experiencing, you know, like, and, yeah, you know, buyer enablement itself is not a lead generation strategy, but when you take the time to get a deeper understanding of how your buyers think and what they need and what they want, then you're going to get more of the right buyers to listen and perk up their ears, and then they're gonna, like, raise their hand and make themselves known to you. You know, they're the leads are out there. You know, I get

Unknown Speaker 26:52
65 emails a week of people offering to send me 1000

Unknown Speaker 26:58
leads a day, or whatever. I don't think that leads are the problem. The problem is that you're not getting enough like qualified conversations. You're not getting these people who are sorry, sort of already in your orbit to move towards wanting to have a conversation. You're not getting them ready for that conversation, right? So you know, yes, will you get more leads,

Unknown Speaker 27:22
yes, but you're gonna get more of more people who are like, yeah, hey, I'm over here, and I have that

Unknown Speaker 27:29
right when, when you look at so sometimes it's just changing the conversation, right where I think 100% agree, almost every agency I talk to leads is the issue, but most of them are still getting Some leads. And so it's like, what if you just had a higher close rate? And we look at, like, the sales velocity formula, yeah. It's like, if I can just double your close rate to have the same effect as doubling your number of leads. So like, there's other ways we can tackle this problem and in order to get you the same result. And like, buyer enablement is one of those ways that we can do more with the leads that you currently have, yeah.

Unknown Speaker 28:02
So let's do a 8020 exercise. What are the few actions that you think an agency should take, like, right now to have the most impact on on their kind of buying process? Yeah? Well, I mean, I think that getting your message crystal clear, like, that's that, you know, and really understanding, like, how to very succinctly and clearly articulate, this is who we're for. This is what we do. This is what our process looks like, and this is how much it costs. You know, that's like getting that squared away. But then I think the other piece of it is, you know, like, talk to your buyers. You know, talk to your buyers. Ask them, like, what are the problems that you're experiencing? Like, do more listening than talking, and echo the language that they use back to them. That's probably the big the easiest way to build trust to, you know, move people through your process like is to just hear what they say and say it back to them, and reframe that conversation around what they need, and stop thinking about what you need and really think about it from what they need.

Unknown Speaker 29:14
Awesome. So I got two more questions for you as we wrap up. Yeah, first one being, what book do you recommend everyone should read that would be this book, you know, I read it a few years ago. I was actually working in healthcare at the time, and it made a lot of sense then. But like, you know, it's the idea that

Unknown Speaker 29:35
it's a nudge Right. Like, every part of your engage, every part of your process where you're engaging with a prospect or a potential buyer or even a customer should be nudging them towards the next best choice for them. Okay, what is the next best choice for them? And every choice that you give them should be a good choice for them to make, like something that's going to.

Unknown Speaker 30:00
To continue to move them forward towards solving their problem. Of course, aligned with the way that you want to solve their problem for them. But like they make a choice right? Like they can choose to engage with you. They can choose to follow your content. They can choose to learn more from whatever. Like all of these choices need to be positive choices that they can make to continue to move forward. And it's not, it's not like a battle card or a, you know, capture system or a funnel that you're like shoving them through. It's, you know, it's a nudge. It's just a little push in the right direction. And that's what I think buyer enablement really is.

Unknown Speaker 30:40
Yeah, I love the idea, just because it's, it's like, you can, I can go tell someone exactly what they need, but they're immediately like, because I'm incentivized to sell my solution, right? They're, they're on edge immediately, until we built up enough trust where they but if I could just nudge them towards that solution and just give them little things, like through, like, giving them what they need. It's like, we kind of skip through some of that.

Unknown Speaker 31:07
I even know the right word is right, like, just them not trusting us initially. Yeah, we're just showing them that we're helpful. Nobody wants to be sold. Everybody wants to buy. Nobody wants to be sold. And they, they want them to think that it's their idea, you know, and when you're just like,

Unknown Speaker 31:25
giving them the right kind of information and empowering them to make the decision on their own, which involves you being incredibly transparent about what you do and don't do, who you do it for, and who you do, who you do and don't do it for, and what it costs and what, like, All of the things that they need to know. You're giving them that information, they have, all the tools that they need to make a decision, and they feel like it's their choice, and that is going to be such a better relationship that you're going to have with that client. You know, they're going to come in, they're going to come to the conversation already, sort of pre convinced the trust is built, they're ready to buy and you know, the relationship is just going to go so much more smoothly that you're going to retain them for longer, like there are all these wonderful things that are going to come out of that, but it is about empowering them to make their own decisions.

Unknown Speaker 32:19
Cheers.

Unknown Speaker 32:21
Last question, Where can people find you? So you can find me on LinkedIn, um.

Unknown Speaker 32:26
Katie Turner, Kate Turner marketing. My website is Kate Turner marketing.com

Unknown Speaker 32:31
um, my email is Katie at Kate Turner marketing.com it's pretty simple. Kate Turner marketing, just Google that you'll probably find me Awesome. All right. Well, Katie, thanks for joining. Yeah, thank you.

Unknown Speaker 32:48
That's the show everyone. You can leave a rating and review, or you can do something that benefits. You click the link in the show notes to subscribe to agency forward on sub stack, you'll get weekly content resources and links from around the internet to help you drive your agency forward. You.

Transcribed by https://otter.ai