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"Niche your agency or your advertising won't work." - every agency coach

The problem is, suddenly narrowing focus can niche you out of business.
No more referrals. No more upsells. No more flexibility.

So instead of cutting most of your services, we get you known for the one your biggest clients value most.

That way, 8-figure clients come for your authority, then stay for everything else.
All the benefits of niching, none of the revenue risk.

So don’t niche your agency, niche your advertising.

I do this by creating and boosting thought leadership content that spotlights your highest-value service.
Here's the system: www.insightleaf.co

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“120 interested leads. 5 quality enquiries. 3 new clients. All in 1 month after launch.”
- Alex James, Founder @ Minimalist Marketing

We're told "marketing is a numbers game".
But it isn't for agencies.
 
Because winning clients has little to do with how many people you talk to.
And everything to do with what you say.
 
Quality prospects aren't looking for another service provider.
They're looking for new ways to solve old problems.
 
So don't advertise everything you can do.
Advertise the single service you do best.
 
This way, quality prospects will choose you for your highest-value service, then stay for everything else.

Jason Brown

Founder at InsightLeaf - Thought leadership ads for agencies

If it feels like acquiring clients is harder than it used to be, you're not imagining things.
There has never been a more competitive time in agency history.
 
The bad news is competition isn't slowing.
The good news is fast growth is still possible.
Last year, the top 25% of Australian agencies found a way to grow by an average of 49%.
Turns out, they didn't work harder. They just made different decisions.
 
If you're an agency leader, it's now more crucial than ever that low-value work doesn't keep you from high-leverage decisions.
But don't commit to working harder. You've tried that. It doesn't work.
It's time to do the opposite.
Commit to making the high-leverage work easier.
 
Instead of doing more, get ruthless about what's worth doing in the first place.
 
We're told:
"Post more on LinkedIn"
"Attend more networking events"
"Build more referral relationships"
 
Good advice, but not all of it should be done.
Because when everything can be on the to-do list, you don't decide what really should be.
 
So stop being comprehensive: "We need to get an omni-channel marketing strategy out the door."
And be precise: "We need to run thought leadership ads on LinkedIn by posting once a week and boosting posts with $2k/mo."
 
Identify your biggest bottleneck, then work out the exact activities that'll unblock it.
Commit to them, and growth won't just feel easier, it'll happen faster.
 
 
The quoted data comes from our 2026 Australian Agency Growth Report. There's a link in my profile if you'd like a copy. It's free.

Growth isn't always reflected in revenue.
This became clear after speaking to 74 agency leaders last year.

Many chose to invest in their agency instead of taking on more clients.
They spent time on their positioning, their people, their processes.
They chose to earn less today so they could earn more tomorrow.

So as we head into 2026, just remember:
It's not just about how fast you're growing, but how long you keep going.


Data source: InsightLeaf 2026 Australian Agency Growth Report

If you've had a perfect-fit prospect choose a competitor, it’s not because you lacked the expertise.

It’s because they didn’t think your expertise was exceptional.

But showcasing exceptional expertise is a delicate dance.

Prospects want you to have it, but will be put off if you tell them you do.

Because expertise is like power or fame - it only exists if people believe it does.

So if you want them to believe: Don’t state it. Demonstrate it.

Not with more case studies or proof points, but with tactical reframes.

Because exceptional experts aren’t just competent in their field - they’re the ones advancing it.

And they do this by challenging the typical approach, and offering up a new one.

To adopt this stance, think of yourself as selling corrections, not solutions.

Note the difference:

Solution: "We build high-converting websites.”
Correction: "You don't need a website. You need a landing page and Google Ads."

Solution: "We drive qualified pipeline with LinkedIn ads.”
Correction: “Don't start with LinkedIn ads. Post organically and boost what performs.”

This way, you’re not telling them what they get, you’re showing them how you think.

And this is what inspires true confidence.

Because expertise is recognised, not advertised.

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