Most agency owners ask themselves “Who can we hire to solve the problem…” rather than “What process can I improve?” When you reach a certain size, it becomes necessary to implement new processes to scale. What most agency owners do is: They spend more money on ads, so they need more setters. The setters just fill the calendar with unqualified leads, so they need more closers. The sales team becomes too big, so they need more managers. As a result, ROAS is really poor… Every metric goes down, and the entire system becomes unstable. But why not hire more talent? When you first try to scale an agency model, talent is expensive, hard to find, and hard to retain. On top of that, the performance of the system is highly variable. The common problem for most agencies is that 20% of the team supports 80% of the revenue. They don’t have cash flow to scale and now have too many problems. To avoid this, they should make the transition to a TAAS culture. They charge more money upfront, leverage the offer, so they can hire, retain, and train talent, and continue to scale because they have cash flow. Comment “TAAS,” and I’ll send you the framework.