Brad Farris, founder of Anchor Advisors and a 20-year executive leadership coach, joins Sales POP! to unpack the wall most agency and consulting founders hit between $1M and $2M — and the specific moves that take a service firm into the profitable $3M to $5M range. Brad has worked side-by-side with hundreds of owners and has seen the same patterns repeat: the hustle that built the business eventually caps it, the founder becomes the bottleneck, and the path forward demands changes the owner often resists. In this conversation with John Golden, Brad lays out the mindset, hiring, pricing, and positioning shifts that separate firms that stall from firms that scale.
Topics covered:
- Why founders become the ceiling on their own businesses
- The “doing vs. being” shift every growing-firm CEO has to make
- Raising prices by 20–50% — and the marketing shift that follows
- Hiring specialists instead of cloning yourself
- Narrowing your service offerings to unlock real margin
- Setting culture deliberately as the team grows
Ready to scale past your own ceiling? Visit anchoradvisors.com to learn more about working with Brad.
Visit us on Apple Podcast. You can also find SalesPOP! on all major podcast stations.
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