For this episode of Sell With Authority, we’re doing something a little different — and I’m excited to share it with you.

In a recent conversation I had with Jason Swenk on his podcast Smart Agency Masterclass we got laser-focused on some things that are critical if you want to sell more of what you do — at a premium price — to right-fit clients.

We dig into why being ridiculously specific about who you serve is the not-so-secret weapon behind a scalable agency.

Also, we unpack the power of developing a true methodology — something that doesn’t just sound good on a pitch deck, but actually showcases your smarts, removes friction in the sales process, and positions your team in the blue ocean, not the red.

We talk through how to sell without selling — how a softer approach to biz dev can actually lead to big wins, without the yucky “hard close” tactics.

We get real about what’s actually working for agencies right now. It’s not AI shortcuts, or shouting into the void.

It’s clarity.

It’s generosity.

It’s building a system that reflects your smarts — and delivers client value on Day One.

• Why you should be ridiculously specific
• How to finally niche with clarity
• How agencies can teach generously and still win more right-fit clients
• Why developing and documenting your own methodology is non-negotiable for scaling — or selling — your agency
• What “eating your own dog food” really means in today’s credibility-driven market
• How to create content that whispers instead of shouts — and actually converts

• Website: www.predictiveroi.com
• Visit our newly expanded Resource Library
• Join us in our free How to Fill Your Sales Pipeline Facebook Group
• Stephen’s LinkedIn: www.linkedin.com/in/stephenwoessner/
• Order your free paperback or Kindle copy of our Book: Sell with Authority

For this episode of Sell With Authority we’re zeroing in on something every agency needs — trust at scale.

Not vanity metrics. Not louder messaging in an already crowded feed.

Real credibility — earned in public — where your right-fit clients are watching, judging, and deciding whether you’re the expert worth hiring.

The noise isn’t going away. And if you’ve been putting in the work — creating content, showing up on the right channels, following all the authority-building advice — but your pipeline still feels sluggish or unpredictable, you might be stuck in what we call “yelling in a crowded arena.”

And that’s exactly why today’s conversation matters.

According to Edelman’s 2025 Trust Barometer, nearly 70% of buyers say they’ve made a purchasing decision based on what they saw in public forums — reviews, comments, even how companies respond.

Your agency’s reputation, and your clients’ reputations, are being shaped long before any discovery call gets booked. Your authority position isn’t just your content — it’s how you show up in conversations that are already happening online.

What if you could help your agency — and your right-fit clients — show up more consistently, more authentically, and with more trust, without burning out your team?

That’s why I’m excited to introduce today’s guest George Swetlitz, co-founder of RightResponse AI.

George isn’t just another SaaS founder chasing trends. He knows how to lead teams, implement systems, and grow by solving real problems — repeatably.

His mission now is giving agencies a way to scale review response, build trust across platforms, and mine authentic insight — all without sacrificing the human touch.

If you’re looking for a smarter way to earn authority…

If you want to build trust before that first meeting is even on the calendar…

And if you’re curious how AI can actually help you do more with less — this conversation with George is one you don’t want to miss.

• Why your authority position is decided before you ever get a meeting
• The moment when reviews and responses become the “make or break” for customer conversion
• A behind-the-scenes look at big AI vs. little AI
• How reviews, competitor analysis, and the “recency effect” can future-proof your authority in pitches and client retention
• Quantitative strategies to use reviews as data
• Why your website isn’t the center of your reputation universe
• How to step into a sales pitch armed with hard data about a prospective client’s competitive landscape

• Website: https://www.rightresponseai.com/
• LinkedIn Personal: https://www.linkedin.com/in/george-swetlitz-7b43812/
• LinkedIn Business: https://www.linkedin.com/company/rightresponse-inc/

Have you and your team started putting in the work to go narrow — made the commitment to niche down because that’s where the gold is?

You’ve updated your positioning. Your message is feeling more dialed in than ever. And maybe you’ve even started saying “no” to wrong-fit clients. Awesome!

But — your sales pipeline still feels a little unpredictable. Or, you’re doing all the right things but your content isn’t converting — and your ICP, or Ideal Client Profile, feels just out of reach.

If that hits too close to home — this episode of Sell With Authority is going to be super helpful.

My guest expert is Ana Laskey, data-driven Founder and President of Ground Control Research. Ana’s mission is to help agencies build better, more accurate ICPs by grounding them in real buyer intelligence.

When your ICP is off — even just a little — everything downstream in your biz dev process suffers.

That’s what Ana and I slice apart — her smarts on how to fix your ICP so you can raise the bar of excellence.

Whether you’re just starting to niche down or you’ve been in your lane for years — this episode challenges and inspires you to revisit your ICP — and walk away with fresh ideas for how to make it sharper, more grounded — and sell more of what you.

• Why most agencies’ ICPs are built on hope instead of data
• The “defined and validated” ICP approach
• The real math to prove why niching down is never too narrow
• A simple framework to validate your agency’s ICP through client conversations
• How to use AI tools to analyze client calls, extract real language, and sharpen your targeting
• Why ongoing customer listening can become your most reliable biz dev engine

• Website: www.groundcontrolresearch.com
• LinkedIn Personal: https://www.linkedin.com/in/anastassialaskey/
• LinkedIn Business: https://www.linkedin.com/company/groundcontrolresearch/
• Ana’s Bio Page: https://ana.bio/