Agency Blog

5 expert tips on executing an effective spend analysis

What's up AgencyGo fam!

I took a week off last week from writing a newsletter so I could spend time celebrating my two year anniversary with my girlfriend in Laguna Beach.

Here's a pic of the sunset there, it's beautiful!

No alt text provided for this image

But I'm back and ready to serve you.

In this weeks edition, I will be showing you how to run a multi-million dollar agency, what I spend most of my time doing, and what things I avoid.

Let's jump into it!


Every day starts off with a 4 to 5 mile walk with at minimum 10,000 steps.

I like to wake up early, around 4 to 5 AM in order to get these steps in.

Most days, though, I wake up at 6 AM since I am usually coding late or watching The Office / Euphoria.

But, I need to walk every morning or my body starts to feel lethargic.

I also have been diagnosed with ADD, so I pretty much need to constantly be doing something. It's very hard for me to stand still.

Which explains my next daily habit: instead of drinking coffee I usually replace it with walking or St. Johns Wort.

For those who don't know, St. Johns Wort is a supplement you can get without a prescription at pretty much any grocery story in the states.

I prefer it as an alternative to coffee, because it mellows me out and increases my focus.

Number 1 reason? It helps me sit still and not have to pace constantly. Which is very important for things like, well, writing this article.

After walking, I will usually spend about 12 to 16 hours in front of my computer either:

1) Coding

2) Making Content

3) Checking on Agency Data

And, yes, I do usually pace back and forth in my room whenever my eyes hurt from staring at the screen for too long!

In the afternoon, I will try and relax by going to the gym, the beach, catching up with friends, or watching TV.


As I've grown my agency and removed myself from it more and more, I have learned to specialize my activities on what matters most.

I'm definitely someone who you would define as a "reluctant leader."

If I had it my way, I would definitely prefer to be coding or inventing stuff in my virtual lab than leading people.

But, I've learned over the years that I (likely) care about the business and its success more than anyone else in the company.

This being the case, it is my responsibility to lead it.

People follow passion. If you're the most passionate person, then you need to lead.

I primarily lead my team by...

  1. Creating internal marketing and memos
  2. Centralizing communication among different divisions
  3. Hyping my team up before they "go into battle"

Another word to describe what I focus on every day is to "be a coach."

My favorite coach of all time is John Wooden, so I try to put myself in his shoes.

I'll text my team and reiterate our goals, KPIs, objectives for the day, month, or year.

I'm also pretty intense, so I get really excited and TALK IN ALL CAPS when I'm cheering on my team to victory.

Check out the image below to see an example of what I mean...

No alt text provided for this image

These days I also try to focus a lot on content production and building a brand around the businesses I own.

It is one of my biggest regrets that I did not spend more time creating content (especially social media content) four years ago when I first got started.

Imagine where I'd be now?

Instead of having a reach of about 50,000 people, I would have a reach of 50,000,000 people!

That's a TON of eyeballs.

So, I spend a lot of my time now making up for lost time. Trying to get as much high quality content produced as possible in order to maximize my returns.

I suggest you should too.

Don't sleep on social media like I did...



This is probably the one thing I've mainly removed from my daily schedule, and the thing I am (so far) most proud about my business.

To date, my business has been able to operate without me as a salesperson.

While I still do encourage and motivate the sales team, they do not need me in order to do their job.

In fact, my top salesperson (Ian Cathcart) was able to close over 90 accounts last year.

Most of which occurred without my involvement.

In fact, here are our stats from last year:

  • 1,850 Meetings Booked
  • 244 Accounts Closed
  • 22.70% Closing Rate
  • $1,720,000 Revenue Produced
  • $0 Debt

97.2% of these deals were closed by my reps and not by me (I only took 24 meetings)!

So removing myself from the sales prospecting and closing process has given me more of the world's most valuable resource:


It's given me the time to (a) learn software development, (b) operate more as an executive, and (c) create a thriving community of agency owners (click here to join).

That should be your main goal in life, and I hope you draw that message from this article.



AgencyGo fam, I hope by seeing this breakdown of my daily habits and rituals it has given you insight on what it's like once you've exceeded $185k MRR.

The best advice I can give you around time optimization is to find people who make more money than you and copy all of their daily habits and rituals.

My routine is a patchwork of different top entrepreneurs I follow.

You need to create your own from this entrepreneurial synthesis.

At the end of the day, the only difference between you and people who make more money than you is the way they use their time.

If you liked this article, stay tuned for next weeks on "How to Find and Get Your First 10 Customers".

Also, feel free to share it with a friend you think may enjoy it. And, subscribe in order to get more content like this delivered to you once per week.

Lastly, if you want me to send you hundreds of thousands of dollars in agency referrals for FREE, click here to signup for my software.

Oh I almost forgot! If you want to join our AgencyGo community and add $10k MRR to your agency in 30 days guaranteed, click here to signup.

Lucas out.

Get AgencyGo – in under 15 minutes

Lucas James
Co-Founder of AgencyGo
Lucas James launched AgencyGo to help agency owners scale to $185k per month in sales like he did.
Thank you! Your submission has been received!
Oops! Something went wrong while submitting the form.