Episode 021 – The Power of Delegation and How it Can Make Your Digital Agency More Efficient

Tabitha Thomas  

Hey everybody and welcome again to the Digital Agency Insiders Podcast. The podcast that gives you a little inside look into how entrepreneurs built and grew their digital agency. I’m Tabitha Thomas. And if this is your first time listening to the podcast, I encourage you to go subscribe to us on iTunes, Spotify, Stitcher, wherever it is that you’re getting your podcasts from. And while you’re there, drop me a little review. I would love to hear what you think about the podcast. So let’s jump into today. Today, I have with me Chris Williams of Elite Agency. Chris has over 20 years of experience on entrepreneurship for profit leadership and socially responsible marketing engagement. He has helped creative agencies build wealth and agency owners develop innovative winning strategies. His experts include lead generation creative team building and allowing owners to focus on what they do best. Apart from leading his own agency, Chris hosts a private mastermind for creative agency owners looking to scale and optimize their business. Chris, welcome to the show.

 

Chris Williams  

Hello. Thanks for having me. This is super fun.

 

Tabitha Thomas  

Yes, I enjoy talking to all types of entrepreneurs. So that brings me to my very first question, I always ask the same question. Anytime I talk to anybody on this podcast because I absolutely love telling other people’s stories. And I’ve said this a billion times, but a lot of people have this notion that you have to be born with some kind of gene to become an entrepreneur, like it’s just something you have that it’s not something that everybody has and that couldn’t be further from the truth. So I love telling the stories about what it looked like for each person to become an entrepreneur because each story is so drastically different. So what is your story sound like? How did you get to where you are today?

 

Chris Williams  

If there is a common gene, I think it’s a little bit of a crazy one. Its probably the common connection, you got to kind of want to jump off a cliff every now and then.

 

Tabitha Thomas  

That’s kind of true.

 

Chris Williams  

You know, in my journey I’ve been an entrepreneur since, I guess since I was little. I started cutting grass when I was 11. I traded my neighbor for a lawn mower. So I could scale my lawn mowing business at age 11. I got the lawn mower, I cut the yard for free gave me the capital, so to speak, to have equipment, so I could go cut more yards. And on it when I sold that when I was 20 with three crews. And Jill, my wife and I got to travel a ton. And I mean, it was just fantastic. So I kind of had it in my blood, I guess. I kept doing that through college. And then I became a financial advisor to sell stocks, bonds, insurance, all that kind of stuff. Learned, kind of cut my teeth on sales. Yeah. And then I thought, I’m gonna go out and I’m going to take that knowledge. I’m gonna start my own financial advisory firm. So early in 2008, I took all of our clients and we built our own financial advisory wealth management firm with high end clients. And then the recession happened. Oh my gosh, like we put it all on the line and had to rebuild from scratch. I mean, we had all our clients, but oh my gosh, it’s so painful. So then rebuild that, ultimately sold that firm in a few years ago. But in the process, I started building out creative agencies. I love the creative model – I love. I think I love building. I think I’m a Lego builder. And I like building things that work and systems and tools, and like being creative in the process. So a creative agency fit for me. And so now, long story short, we’ve had four agencies on the fourth when we build them and sell them. I love doing that. And right now our agency that actually I work in, day in day out is an agency that builds and grows surgery groups in rural communities around The United States. That’s what my agency does. And your intro speaks more to how my group helps and teaches other agencies because we’ve gone through that cycle where we were working 12-18 hour days just killing it on Saturdays. Oh, I’ve got five kids. And Jill and I wanted more time with our family. So I realized back in 2000, I don’t know I’d say 2012 or so I started realizing, there’s got to be a better way to run a creative agency. And I was still kind of exiting the financial advisory role at that point. There had to be a way to do this and do it smarter with a lot less time and a lot higher profit margin. We’re making decent money, maybe 30% margins. It was 16 hour days. And it wasn’t sustainable. I was going to lose my family. So I started building the processes and understanding the people skills and the hiring and the VAs all things that go into it. And now to have it that I honestly I work less than 30 minutes a day. And, and we have a business that scales our agency, goes on its own. And so that’s where the mastermind in our private Facebook group, all of that spun out of people leaving and saying, “Wait a second, what are you doing? And how do you do that?” So, I love teaching how we do that. I’m glad to be here to talk about it ’cause it’s-

 

Tabitha Thomas  

I love it so the niche you talked about was really intriguing. So you help build surgery groups? Am I hearing that, right? Surgery groups in small rural communities? How did you come to that niche? How did that one happen? ‘Cause that’s, I honestly, one I’ve not heard of yet. I’m interested in that. 

 

Chris Williams  

You know, there’s a group of people that do everything, and there are thousands of them. So once you find it, you know, there’s niches everywhere. I’m a huge fan of niches. And one of the things that we’ve kind of perfected in our agency model and that we love teaching in the Facebook Group or in the mastermind is taking that niche and niching it over and over and over again. So every year, we go through a process where we take our clients in our agency, just staff and I, and we look through the client list and we think through who’s been the most profitable, who’s been the most fun, and who’s taken the least amount of time to work on. Those three things, profitability, fun, and time. And if you’ve been the most profitable, you’ve been fun to work with. And you’ve taken as little time as possible, not because we don’t want to work but because efficient. And we focus on that, those three things become the market, the target, who we asked for, for referrals, who we’re after the next year. So every year, our agency becomes more efficient, more profitable, and more fun to work in. Literally just that simple. We do it every year, religiously. We never failed to do it. And that’s who we pick to be clients the next year. Makes sense. 

 

Tabitha Thomas  

That makes total sense. 

 

Chris Williams  

So the niche finds itself like, we didn’t get into it to do this the niche font, we, we just love what we’re doing. And we keep doing it. And it keeps getting more and more focused.

 

Tabitha Thomas  

So I’m guessing and tell me if I’m wrong, but I’m guessing that you were a lot like a lot of people, you were kind of servicing everyone until you figured out the ones that actually – That’s how you got to the niche that you’re in now. So you started with everyone and then figure it out the ones that were the most fun, the most profitable and go after those.

 

Early on, if you could pay me and I could whip a straight face say, “Oh, yeah, I can do that.” You were my client.

 

I think every agency owner has to go through that at least once in their life, just to say they’ve done it. And they’ll never ever do it again.

 

You got it very inefficient, but it pays the bills early on. Right?

 

Isn’t that true? That’s very true. Well, you learn so much when you’re able to start there and then move from that. So tell me about your core services inside the agency right now.

 

So in our agency that helps surgery groups. We’re like a lot of other creative agencies. We do a lot of branding, messaging, copywriting, graphic work, web design funnels, you name it, paid ads, all that. But we’ve found in our model, again, we’re looking for least amount of time, most profitable and fun. We now outsource probably 90-95% of everything we do. So we now have created an ecosystem of a bunch of other creative agencies, and we send the work to them, we’re really, really good and have a lot of fun, highly profitable at finding and generating leads in niches. So that’s what we focus our time on. And then we run a very concierge white glove type service for the client experience, and handle all communication and services that we pass through to the other agency owners that we outsource to.

 

Love it. Well, that leads me to a question that I get literally every single day in our group and it’s How are you finding these people to outsource to and how do you know how much you’re paying them? And how do you determine who’s the best fit for your agency? I’m, literally every single day. That’s a question in our group.

 

That’s a great question. It’s a lovely, it’s a lot like dating. I don’t know how else to say that. I think that’s a really good comparison. You have to get to know people, no matter how good their funnel is, or their pitches or their pricing structure and how much profit you think you’re gonna make, ultimately, are they good at what they do? Do they deliver on time? And is the price reasonable? We work with some groups that we outsource to that are a little frustrating because they struggle with like the details and some of the delivery deadlines. We haven’t had to babysit a lot. But they might be at a cost that’s low enough to make it worth it for us. 

 

Gotcha. 

 

Sometimes there’s things we’re like, you know, we don’t need a hassle here. We need it done every time and we’ll pay a premium to make sure that happens. So you gotta try it out. We work with referrals a lot. I like being able to say, “Hey Tabitha, who do you use for X?” And if you say, “Oh, I’ve been using this person for three years, they’re amazing.” That just handled a lot of it for us.

 

Gotcha. So do you look outside of referrals? Do you look in any particular like Upwork or anything like that, normally for people? 

 

Chris Williams  

No, I used to, and we don’t anymore.

 

Tabitha Thomas  

Okay.

 

Chris Williams  

Early on, because it quite honestly didn’t know how to source and find someone who could do something. Our network is deep enough. And there’s plenty online communities, Facebook communities, whatever. It’s super easy to reach out and be okay. Anybody knows somebody who does this. Nothing wrong with Upwork. We’ve actually one of our staff members has been with us for years now. We actually found her via Upwork and hired her full time ultimately. We’ve used Upwork many times, but it’s been four or five years since we used Upwork last

 

Tabitha Thomas  

Well, I just know it’s a good starting point for someone who’s Okay, I’ve not ever outsourced at all. Where do I start? And what do I do? So outside I know you’re doing a lot of white label stuff and you’re sending it off. But is there any equipment or software that you use in-house that makes your agency work and flow smoothly.

 

Absolutely, got to have that stuff. I love systems and we love processes. So here’s what we do. We use three things over and over. -If you want to count Zoom, our staff is entirely virtual, only met one of our staff members ever. It’s really, really fun. So our staff is all virtual. They’re based in around the US and several countries overseas. So we have kind of a full 24-hour cycle for our client service. So, Zoom obviously, for communication is super easy. Everybody got a Zoom account, they’re free. If you don’t have one and you’re watching this, go get a Zoom account and play with it. It’s really fun.

 

That’s what we’re recording on. 

 

Chris Williams  

It’s working right here. Okay, so Zoom and then but from a project management task management standpoint, we use Wrike, W-R-I-K-E. There are lots of those things out there. Asana, Basecamp, Trello. There’s tons of them out there. Honestly, we don’t subscribe to any of them from an affiliate standpoint. There’s no money in this for me saying all this stuff for anything. The one you choose is the one that works for you, don’t get all caught up in the buzz of the newest, latest greatest one that you’re seeing your Facebook feed, or that the leader you follow just hammers and hammers and says you have to subscribe to it. Because quite frankly, there’s probably an affiliate link behind that conversation. Pick the one that works for you. So we use Wrike.

 

Tabitha Thomas  

So why do you use Wrike? What’s so great about it for your agency?

 

When we started using it six, seven years ago, it worked really well with Google Drive, which we use Google Drive for everything docs, spreadsheets, presentations, all the team integrated really well with that, and it had the structure we needed. So we could plan projects and tasks and get permission to different team members for different security levels. We could also allow clients to come in on certain tasks or projects, invite them sporadically as we needed. We love the communication. Everything we do internally is team is communicated through a Wrike. Unless it’s on a Zoom call.

 

Chris Williams  

All interoffice emails to a minimum. Everything goes through Wrike, that is all there. All the systems do almost the same thing. Is it more visual, or graphical, you know, whatever.

 

Tabitha Thomas  

Gotcha.

 

Preference.

 

Big rule here, don’t change systems unless you’re going to get like a five to 10x return in time or money. So people bounce systems a lot. And it messes with teams. Entrepreneurs are notorious for that. Teams need structure, stability, and consistency. And unless you’re going to get a five or 10 x return or more, just don’t change.

 

Okay, so what’s the other two? You said, Google Drive.

 

Right, Google Drive, Zoom. And then we’re really big on SRP, Standard Operating Procedures. So we’ll document steps one through 10 on a process in a Google Doc, and then we’ll jump on and we’ll do a screen recording. We use ScreenFlow eight I think ScreenFlow nine is the one that’s out now. And we just simply jump on record the desktop, record the video, and we walked through a process. And we explained literally how to do it that way our staff doesn’t have to go back and reteach and relearn over and over and over again.

 

That’s one thing that I’m seeing from all of these podcasts that every entrepreneur, every successful entrepreneur that I’ve talked to, every one of them has brought up SOP. Every one of them. 

 

Chris Williams  

You got to have SOPs. If you don’t want to work a million hours and you only want to train it once you got to have SOPs. And now we have an SOP that teaches our staff how to build their own SOPs. I don’t build SOPs anymore, which is great.

 

Tabitha Thomas  

I love it. So how long into your agency before you realize that was an issue and you had to put those in place? 

 

Chris Williams  

a year or two. It was when I finally took on so many clients and figured out the sales process and figured out how to sell high ticket clients. The workflow came in so rapidly and our income was going through the roof but I was just getting hammered. So I realized I got to do this. So I actually hired a coach and learned how to do SOPs had enough money at that point to hire somebody, got it over with fast, we implemented it and changed my life.

 

Tabitha Thomas  

Awesome. Awesome. So how are you right now getting in front of potential clients?

 

So two different directions here, okay. One is with the agency we run that sees surgeons, 100% referral 100%. I’ve been doing referral-based marketing for quite a while in the financial agency and in the four creative agencies, and the referral based-marketing structure. If you know how to run a referral-based system where it’s very intentional, you can actually calculate how many leads you’ll get how many closes, you’ll get, and you can predict it when it happens. You can turn on-off, just like you can ads. You run that system. We actually teach that system as well. It’s so helpful. If you you want to close high ticket sales. And you want a high-value, high-touch practice, where you’re actually making that real impact. Our profit margins are 76 to 78%, depending on the year. And we work with 10 clients at a time. And typically those are $120,000 to $180,000 per client, per year. So very high-ticket close. Very high profit margin. And we’re a very high-touch agency. Again, I only work about 30 minutes a day, but my staff does a fantastic job managing those people. 

 

I love it. 

 

Chris Williams  

That has to be done through referral, you can run ads, and there’s enormous profit margin. So you could just run ads like crazy, but the close and the sales process that goes around what we do to really embed ourselves in that organization, the level of trust, we have to have to make the impact in the communities we’re working with. We need a referral. So that’s what we chose in there, very intentionally. We tried everything. We keep coming back to referrals.

 

Tabitha Thomas  

I like it. So what would you say if somebody is starting their agency, they’ve got it built up a little bit, but they’ve never really asked for referrals, what would you say would be the first thing they need to do in order to even start down that road?

 

Chris Williams  

Absolutely. Here’s the referral process. In a nutshell, anybody can do this. It’s super simple. replay this section of the podcast over and over, write these scripts down here is almost exactly what I say. “So Tabitha, we’ve been working together for several years now, for several months now, for several weeks now,” whatever the lifecycle of the deal is. “It’s been amazing working with you. And I’ve noticed that our agency actually does the best work with people exactly like you. So I want to make sure that we keep this as key, your process and your work with our agency as pure as possible and as focused on you possible so we don’t want distractions. We will work with people like you, so we become better and better working with you and for you next year. We want to do even better work than we have this year. So can we just sit down for a few minutes and talk through who else you would know that’s just like you with your same problems and needs, your style agency? That’s who I would love to work with next. Do you have about five minutes for that?” Every time I ask that somebody says, “Yes.” They know like, and trust us we’re through all that.

 

Tabitha Thomas  

It’s not a cold thing. That’s very, very, very –

 

Chris Williams  

Not a cold thing. All referrals. Come on, do some good work. So we get to that point. Tabitha, you say “Yes.” And then we roll through our referral script. And it’s simply great, Tabitha. So in the way our agency works, we see you as an entrepreneur, a female, you’re working with this kind of clientele. You’ve been in business for this long, and you have this many staff people. That’s who we’re looking for. Again, I’m designing that sidestep, based on the profile that we identify on an annual basis. The clients who are most profitable, take the least amount of time and most fun to work with. So I roll through that exact profile that I’m looking for. If it’s slightly different than you are, Tabitha, as my client in this scenario, then I would say, “We are loving working with you. And we’re adding on one little section to our agency. Here’s who we’re focusing on for new clients. All right, that way you don’t feel left out Tabitha, and you get the idea. You clearly describe the profile of the person you’re looking for. This this this this this. “Hey Tabitha, Do you know anybody like that?” About half the time you would say, “I can’t think of any, right now.” And I would reply with, “I totally understand. How about, you said you do yoga? How about your yoga group. Anybody you got in your yoga group?” “Oh, yeah, that’s right. There’s a girl in my yoga group” is just like that. How about, “Oh, yeah, the school. Is there anybody in the school group that you’re hanging out with?” “Oh, yeah, there’s actually two other people.” “Good, good. Can you throw them?” Give them a place to put their brain geographically and they will give referrals. We typically get five to seven referrals every time we ask, then we pivot to “Hey, this is awesome. Would you mind connecting us to this person? We don’t want to surprise anybody we hate cold calls. Can we just shoot him a text real quick? Or if I get their email address in your email address, I’ll send you both a joint email saying hey, Tabitha mentioned us okay, if we connect.” Every time we do that five to seven, strong referrals come in on profile, pre-qualified, that know, like, and trust me already, because you told them they should. And we’re off the races and we close, I’d say we close more than half of those, the ones that we don’t close, simply already working with somebody else.

 

Tabitha Thomas  

So now a question. You mentioned that you work with about 10 clients or 10 people at a time. So are you always looking for referrals? Is that always a process that you put in place? Or do you kind of wait until a certain process or a certain point in your journey before you start asking for referrals.

 

Chris Williams  

I ask for referrals around the six month mark in our process. Okay, we’re generating really strong results for our clients around the six month mark, it takes a while to ramp up, as we know marketing programs and lead generation for anybody. So typically around the six month mark is when I start asking, you start asking when the process has generated tangible results. And your client saying, “Oh wow, this is working.” Referral time. “Thanks so much. Can we find a time like are five minutes to me to sit down and say, ‘can I roll you through how we’re growing our practice? And if you know anybody else who could use this, and at that moment.” They always say, “Oh, yeah, absolutely.”

 

Tabitha Thomas  

‘Cause they believe and they’re buying into what you do as well. So how are you onboarding new clients? Once you get them? We’ve got the referral. They listened to the sales pitch. They were like, “Yep, you’re the agency for me.” What does the onboarding process look like for you?

 

Chris Williams  

So the onboarding process for us by the way, we have way more referrals than we can handle. And that’s really, really good, because you want to be picky and that allows you to drive yourself profit margins up and up and up, because then you can really narrow down. Remember, we’re only working with a select group. And if somebody reaches out and says, “Hey, I’d like to work I was referred by so and so and they’re not exactly on the perfect profile.” We outsource them and just find another connection. We don’t take a finder’s fee. We don’t do that stuff. We just do our work. And we do it profitably. And we build a community that works for us. So the how we do our onboarding process, we have an SOP, Standard Operating Procedure. We had discovery call that we do with every client, once they have become a referral, we close the deal, we get the contract signed, and we get a down payment, a retainer fee. Typically, half of the first month’s work and then we get retainer fees, particularly the first six months, we charge a retainer fee for half of the projected next month so that we’re kind of even on how that goes. I want to get paid early on and get paid often don’t be left out to dry. And the same time, we need to continue to build that trust with the client. 

 

Tabitha Thomas  

I like it. 

 

Chris Williams  

Once we have all that settled, we do a discovery call. And then we have a long document that myself and Kimberly, my director of marketing, we sit down on the phone call with the client, a Zoom call. And we go through that document in detail, which asked all kinds of branding questions, website questions. What do you like, what do you dislike? We’ve seen those documents before pretty standard stuff, but just to get in their head and make sure we’re not about to deliver something they don’t like.

 

Tabitha Thomas  

So is it always you that’s doing that onboarding call?

 

Chris Williams  

Every time, again, 10 times a year. It doesn’t take that much time. If it was a daily occurrence, and we were working with clients who paid 2 to $5,000 for a service, and that was it. I would not be involved with that personally.

 

Tabitha Thomas  

I gotcha. So once you get the client on boarded, are you the person that’s taking care of that client? monthly or do you guys have account managers that help you do that part?

 

Chris Williams  

So, we have account managers, there’s several key staff members on our team. They’re each assigned different clients, and they’re working with those clients day in, day out week in, week out. Typically, I’m on a call once a month to once a quarter with each client, depending on the client’s need and how much they want to be involved. Typically, it’s 1-10 a month for 30 to 45 minutes or one time a quarter for the same. 

 

Tabitha Thomas  

I like it.

 

Chris Williams  

Just to build a relationship that’s so important.

 

Tabitha Thomas  

Yes, very much so. Everything in agency is all relationships. If you’re not good at building relationships, you’re gonna struggle. 

 

Chris Williams  

That’s true. That’s right.

 

Tabitha Thomas  

So what’s your favorite thing about what you’re doing right now?

 

Chris Williams  

Oh, my gosh. Tabitha, for five years now I can’t imagine anything being better in my business life than it is. Life is life. We all have our ups and down days. I came in this Monday was that yesterday. I came in yesterday. And like for an hour and a half, I could not get my brain in gear. It was so freakin on Monday. Finally, I got it up and moving. To solve that typically I place a staff call or a client call or prospecting call early on a Monday, because once you get one going, my brain is alive again. That’s just me.

 

Tabitha Thomas  

I like it.

 

Chris Williams  

What I love about this though is time. Solving the money problem, we can figure out. Some of the time problem was changing me as a person. Giving up things saying, “Someone else could do them better than I could do them.” Letting go, delegating, understanding that people problems and staff problems or actually manager problems and dealing with myself fixing me and it freed me up so now I have time. Now, I literally, my agency again. I work less than 30 minutes a day, which gives me time to hang out in the Elite Agency, Inner Circle Facebook group, which anybody watching this is welcome to join us free. We just love building agencies. There’s nothing for sale in there. We just create content that helps build other agencies and shows them how we do. The time there is fun. The time of my kids is fun. We get to hang on to get home. We travel the world once they get out of school every summer, past five years we’ve just gone on. Last year, we went from Northern UK down to the Greek isles and just roamed Europe for the summer. I can do that because of the model that anyone who owns a creative agency can replicate. You just got to do it. And you can make that turn happen probably in less than a year. Most people I mean, once you figure out what you do and you know your creative skill, then it’s just mechanics. It’s nuts and bolts to get the leads coming in, close high ticket deals, automate it and staff it. It’s just a progression. So love what I get to do.

 

Tabitha Thomas  

Good. So what is your team look like now? How many people do you have on staff?

 

Chris Williams  

We have seven people on staff at different levels meaning full time to part time. And I’d say – runs with five people. And then again, we outsource most of the work right? And those five people, that’s a couple of full timers and a couple of part timers. I’d have to look and see how their hours actually shape out Kimberly would know. And then, my space as a creative person and somebody who likes building communities and crazy entrepreneurs. Like we all have our too many good ideas everyday to implement. I have a full time staff member who gets to hang out with me, she’s virtual, but she just does the crazy things that we think of and she chases them down. Actually, this Elite Agency Inner Circle group, the Facebook group is helped an enormous amount by Lucy, who’s on my team. The mastermind that I get to teach is amazing. I love doing that, because I love investing just so in detail with this group, other creative agency owners, and Lucy manages and operates all of that. So as I chase ideas that I’m passionate about, and as anybody here watching, once you get again, once you get the, the process figured out for leads coming in closing high tickets, moving that to systems and giving it to people, then all these other great ideas you have, you can actually afford to have somebody hanging out and help you get this stuff done. And you can see it happening.

 

Tabitha Thomas  

Yes, I bet she has the best job ever because it’s never the same thing every day. It’s something changing constantly.

 

Chris Williams  

Because it goes either way. Again, most staff are not entrepreneurs. They love consistency, right. So even as creative entrepreneurs have amazing staff, I have to still dial back the crazy part of my I’m going to chase 10 ideas. So many entrepreneurs fail because they think of 10 ideas, and they keep running their staff to that gauntlet. And you have to identify who actually wants that kind of thing. And who wants the structure and let them be them. And you be you. And you have to – that was one thing I had to learn. I had to learn to insulate my staff from me. Otherwise, I was derailing them all the time. And I was frustrated. Why is my calendar messed up? When this project done? And they’re like, “Oh, my gosh, because you gave us three other priorities yesterday, you know?”

 

Tabitha Thomas  

Oh, yeah. That’s a very good point. That’s a very good point. Almost all entrepreneurs are like that. So the last question that I have for you that I love asking is what are you currently reading or listening to that’s helping you be a better leader?

 

Chris Williams  

I am a listener, not a reader. Okay. Kimberly reads all my – I never type emails or read emails. I have staff or my Mac that does that for me. I’m a horrible reader, just the way my brain ticks, a horrible speller. Thank you for not asking me to write out anything today because it would have been embarassing. So I listen to Audible. Constantly. This is not going to be the Brainiac answer you’re wanting.

 

Tabitha Thomas  

No, you can say some children’s book and I’d be like great. Tell me about.

 

Chris Williams  

I love sci-fi. All right. So, sci-fi is where I go to put my brain in neutral. It’s completely out there. Very creative. So disconnected from reality, which is pretty much the way my brain works anyway. Right? That’s right. That’s what I’m listening to when I go to bed at night. All right. Do not listen to anything while I’m running or walking in a park or out my dog, my kids family, whatever, turn it off, get your brain space back. I’m always into one sci-fi book and one biography, right. So biographies are typically historical figures and I try to just simply google. This is a great place to start. I google world classics, most read novel or classic novel from South America, or from Southern Africa. So I have the continent or from Europe or Asia, I pick geographic locations and read about their greatest leaders, no matter what their genre. I learn from that. I’ve read, as we all do, all the latest greatest business books, and quite frankly, I read about probably three or four of those a year, because I just can’t consume and implement doing one a week or whatever some people do, if that’s their thing, awesome. I read a book like that, and it gives me things that I can change, and then we change them. And we get it figured out. And then I’ll go pick up another book. I used to spend a lot of time reading those books and a lot less time actually doing the work. I knew so much. And I was not someone you want to work for or follow.

 

Tabitha Thomas  

Too much. Not enough action and too much idea. I love that you listen to other things outside of business books because I’m the exact same way. I’m like, I have got it. I call it defragging. Like my brain has to defrag when I leave work. But my guilty pleasure is awful. I listened to my favorite murder podcast. That’s great.

 

I’m glad we’re knowing each other virtually. And not like sitting across the table right now.

 

But it’s really weird because they talk about the way people’s minds work and what makes them do these crazy psychotic things. And anyway, it’s my defrag moment.

 

That’s great. Whatever it is, it works.

 

Yes. Well, Chris, thank you so much for being on the podcast. I’ve enjoyed every minute of it. And I hope to catch up with you again soon.

 

Chris Williams  

I hope to do the same. And Tabitha, let me say one thing, two actually. First off, if anybody wants any more help information, whatever, I do not have a sales funnel, there is no coupon code. There is no 10% off and Tabitha is not making a penny by having me on this podcast. Thank you Tabitha. Go to the Elite Agency Inner Circle Facebook group, or my handle on Facebook is Chris Williams HQ, or swing bench here, Elite Agency Inner Circle request to join the group or send me a message and say you heard this on tablet, this podcast, and we’ll let you in the group. If you’re an agency owner, we’ll let you in the group. If you’re not, it’s not gonna be relevant. There’s so much content we do Q and A’s we will help you there. Alright. Second thing. Tabitha, this is amazing, anybody watching listening to this? You got to plug into information like this. I look to other people on the podcast. They’re amazing. It’s really good content. And Tabitha, quite frankly, is the person you should be leaning into. Because she’s got the knowledge, the connections, the capacity, you’re seeing her do it. And you should be finding ways to spend time with. That’s where your best value is going to be here.

 

Tabitha Thomas  

I appreciate it. Thank you so much. And yes, join Chris’s group because I’m in there, as well. So we’ll see both of us in there. 

 

Chris Williams  

Sounds good. 

 

Tabitha Thomas  

All right. Well, we’ll see you guys next time.

 

Chris Williams  

Okay, bye bye.