Joe Koufman. He’s responsible for introducing at least 3 married couples in countless contacts to establish business relationships. In early 2014, he parlayed his passion for connecting people and founded a company called AgencySparks, which is essentially a dating service for brands and marketing agencies. Famous Five: Favorite Book? – The Challenger Sale What CEO do you follow? – Jeff Hilimire Favorite online tool? — Lucky Orange How many hours of sleep do you get?— “I try to get 7” If you could let your 20-year old self, know one thing, what would it be? – “I would have invested even more in relationships. They will absolutely pay off down the road”   Time Stamped Show Notes: 01:36 – Nathan introduces Joe to the show 02:29 – AgencySparks focuses on making connections for brands and agencies 02:34 – AgencySparks is paid by the agencies to help them with their business development and outreach to potential clients 02:50 – In many cases, AgencySparks can help subvert the RFP and the client will hire the agency directly 03:15 – One of AgencySparks’ clients tells them about Coca-cola’s water sustainability efforts and that they need the story to be everywhere 03:46 – AgencySparks was able to make a connection with one of their agencies that focuses on public relations and they made a deal 04:13 – AgencySparks is shifting their model now 04:20 – AgencySparks is traditionally paid by agencies to get them through a thorough, upfront, vetting process 04:27 – AgencySparks is getting paid through monthly retainers and a percentage of the deal 04:34 – The monthly retainer is $5K per agency, which is 12-month deal 04:50 – AgencySparks was launched in early 2014 04:58 – Joe spent years with KnowledgeStorm which was acquired by TechTarget 05:05 – TechTarget went public and bought KnowledgeStorm for $58M 05:26 – Joe spent 6 years building marketing and business development in Engauge 05:31 – Engauge was then acquired by Publicis 05:56 – When Joe left Engauge, he had job offers from 6 different agencies and that’s when he had the idea of AgencySparks 06:21 – Joe’s highest offer from one of the agencies was $400K and he said “no” 06:55 – AgencySparks is Joe’s first entrepreneurship stint 07:11 – Joe didn’t have any equity in KnowledgeStorm 07:45 – Joe made a big transition while he was at KnowledgeStorm 07:47 – Joe started as an account manager in 2000 08:05 – Joe moved to sales and realized that he was just going to have the same exact salary 08:23 – Joe did well in sales and had grown big accounts 08:50 – Joe’s last salary was $210K, in 2007 09:20 – By the time Joe left, he was making around $300K in 2013 09:43 – When Joe started AgencySparks, he knew that we wouldn't have much revenue, at first 09:52 – First year revenue was $270K 10:03 – Year 2 was $370K and Year 3: $430K 10:13 – 2017’s goal is to double 10:25 – To achieve their goal, they have to change their model a bit 10:45 – The client is asking AgencySparks for different options 10:59 – They want to have multiple agencies in one category 11:27 – AgencySparks currently has 11 clients 11:40 – AgencySparks has other revenue streams 11:48 – The commission percentage is 10% 12:10 – AgencySparks offers other services like info-product 12:40 – March 2017 revenue 13:00 – Team size is 4 and all are in Atlanta 13:18 – Greg Crabtree’s labor efficiency ratio is the idea of hovering between 2 and to 3.5, so for every dollar spent on payroll, you should be bringing in $2.50 - $3.50, in terms of revenue 13:47 – As a CEO of a company, if you’re not pulling out the salary that you would be making as a hired CEO, then your business isn’t profitable 14:00 – Nathan’s computation within The Top’s 600 interviews done with SaaS companies 15:04 – AgencySparks’ net margin 15:27 – Joe is the guy who would re-invest his money into the business 15:33 – Joe isn’t a family business guy 15:44 – Joe is looking into 5 years, then selling his business 15:52 – AgencySparks already has int