Are you trying to grow your SMMA but can’t get past the referrals stage? What’s holding you back when it comes to continuing your growth and reaching eight figures? Today’s guest may not have written the book on how to start a SMMA, but he sure read it from cover to cover and then threw all the rules out the window. He is a young agency owner who started out with dreams of outgrowing his post-college job and gaining the sort of independence and success he knew could come from entrepreneurship. He endured long months of looking for his first client and the hardships of trying to stand out before finding the right niche. Tune in to hear about the challenges and advantages of being a young agency owner and his experience and insights in growing a SMMA. Stevie Johnston is the young entrepreneur behind Digital Ox Zero, a specialized marketing agency that offers turnkey digital marketing solutions, expert appointment-setting services, and business coaching for Chiropractic, Dental, and Integrated Medical Clinics. Stevie niched the niche and doubled down on a bold strategy, allowing him to scale his modest digital agency from operating out of his apartment to a $500K/month recurring industry-leading powerhouse with over 20 employees. In this episode, we’ll discuss: Finding the right formula for SMMA growth. Going beyond referrals to build a scalable agency. Focusing on creating a steady recruitment pipeline. Subscribe Apple | Spotify | iHeart Radio Sponsors and Resources E2M Solutions: Today's episode of the Smart Agency Masterclass is sponsored by E2M Solutions, a web design, and development agency that has provided white-label services for the past 10 years to agencies all over the world. Check out e2msolutions.com/smartagency and get 10% off for the first three months of service.  Unlocking His Marketing Potential & Finding His Drive Stevie describes himself as a Tai Lopez case study, as it was one of his ads that inspired him to build his own agency. He figured if he managed to get at least ten clients to each pay him $1,000 per month he’d be able to have freedom, travel, and enjoy life as an agency owner. Having recently graduated, Stevie found himself working his same college job at 23 and feeling stuck. He knew something needed to change and entrepreneurship offered a straightforward solution to his desire for a better life. Tai Lopez’s ads promised exactly the type of opportunity he needed to do something different. It seemed simple, but of course he soon realized it was actually very hard. However, it was a proven business model so he trusted that getting through the learning curve would land him on the right path. He held strong for seven months waiting for that first and ended his first year with 20K in revenue. But how did he stay motivated? Even though he had a hard time finding that first client, Stevie felt this was his chance. Going back to working at the juice bar was not an option. He felt he had a lot to offer as a great communicator with good work ethic; he just needed that first client to make it work. Once he had his first clients, prospecting, learning sales, and working 10-14 hours from his small apartment was nowhere near the pain of going back to a job that only offered financial constraints and lack of freedom. Initial Turning Points & Finding the Right Formula for SMMA Growth The big turning point for Stevie was finding the right niche. Although he started out working with chiropractors, which seemed focused enough, it was still hard to stand out in a market with so much competition. When a client asked him to help them advertise their spinal decompression machine, he found a specialty within a specialty that actually needed attention and had lots of demand. Focusing on this niche he not only saw more consistent results, he became a niche leader. A more specialized focus also helped justify a higher price point, which helped him get to 20K. As the agency continued to grow, however, Stevie realized