How Brooke MacLean Built an 80-Person Agency with Zero Debt скачать в хорошем качестве

How Brooke MacLean Built an 80-Person Agency with Zero Debt

👉 Want to build referrals systematically instead of relying on luck? Grab my book 📘 Relationship Sales at Scale: https://salesschema.com/book -- Most agency owners dream of scaling — few do it without burning out or taking on investors. In this episode, Dan Englander sits down with Brooke MacLean, CEO of Marketwake, one of the Southeast’s fastest-growing digital agencies. Brooke shares how she built an 80-person agency organically — no funding, no debt, and no shortcuts — while keeping culture and creativity intact. They dive deep into how she runs business development, manages client risk, and turns relationships (not funnels) into consistent growth. Whether you’re an agency owner, operator, or biz-dev lead, this one’s a masterclass in building something sustainable. 🕒 TIMESTAMPS: 00:00 – Intro: Meet Brooke MacLean of Marketwake 00:43 – How Brooke went from tech CEO to agency founder 02:46 – Marketwake’s structure: creative vs. performance houses 06:18 – Bootstrapping lessons: growth without debt or investors 07:36 – The “15% Rule”: never let one client dominate your revenue 09:24 – Building trust through relationships, not cold outreach 11:01 – Why Brooke brings her entire team into sales 14:26 – Inside Marketwake’s biz-dev team (and how they divide roles) 16:24 – The hardest part to delegate: pricing and intuition 17:55 – How capacity planning makes your urgency real 19:55 – Teaching clients about time, not just deliverables 21:08 – Account-Based Marketing: how Marketwake runs ABM for itself 24:33 – How broad should your target titles be? 26:54 – What intent data reveals — and where it misleads 28:10 – Using client behavior and quarterly trends to drive outreach 29:47 – The one metric Brooke watches most: time on site 31:29 – How Marketwake turns referrals into a repeatable system 33:12 – Brooke’s favorite new question: “What events are you going to?” 35:43 – Why authenticity and chemistry matter more than scripts 37:37 – Helping introverts thrive in biz dev 39:46 – How to measure success when everyone sells differently 40:48 – Marketwake’s next chapter: software acquisitions and culture-first growth 42:11 – Where to connect with Brooke and Marketwake