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Dan Golden, a veteran digital marketing executive and speaker who still spends time diving into analytics and making strategic recommendations for his clients. He has spent a lot of time on the client side with large agencies. Dan co-founded the digital agency \\u201cBe Found Online (BFO)\\u201d and has led the BFO team from his roots as a paid search agency to a full service performance digital marketing agency. Listen as Dan talks about how he turned his side project, BFO, to a now, successful agency, making a 6-figure revenue.

Famous Five:

• Favorite Book? \\u2013 The Great Game of Business
• What CEO do you follow? \\u2013\\xa0 N/A

• Favorite online tool? \\u2014 Nudge
• Do you get 8 hours of sleep?\\u2014 No
• If you could let your 20-year old self, know one thing, what would it be? \\u2013 \\u201cEnjoy the journey\\u201d

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Time Stamped Show Notes:

• 01:28 \\u2013 Nathan introduces Dan to the show
• 02:30 \\u2013 Be Found Online is a digital marketing agency
• • 02:36 \\u2013 BFO\\u2019s focus is to drive traffic and help their clients make money through that traffic
  • 02:45 \\u2013 BFO\\u2019s processes have evolved over time
• 03:15 \\u2013 BFO was a side project for Dan and was called Be Found Local
• 03:26 \\u2013 Dan and his co-founder merged their businesses and started in January 2009
• 03:40 \\u2013 First year revenue for BFO was $200,000
• 03:51 \\u2013 2015 revenue: $7 million
• 04:15 \\u2013 Dan shifted their goal from profitability to finding the right clients that fit BFO
• 04:50 \\u2013 Dan aims for 12% net revenue
• 05:35 \\u2013 Team size:
• • 05:37 \\u2013 50 full-timers in the USA
  • 05:43 \\u2013 Total of 70 employees
  • 06:02 \\u2013 The BFO army has grown considerably
• 06:40 \\u2013 BFO spends $50,000 a month on their software
• 07:10 \\u2013 \\u201cA lot of technology we do is client-specific\\u201d
• 07:45 \\u2013 \\u201cMany of the largest SaaS companies came from an agency model because an agency sees all the client-specific tools being used in the agency\\u201d \\u2013 Nathan
• 08:43 \\u2013 \\u201cI don\\u2019t want to build something that is slightly a better version of something out there\\u201d \\u2013 Dan
• 09:50 \\u2013 BFO has 60-80 active clients
• 10:00 \\u2013 BFO has served over 100 clients since they started
• 10:14 \\u2013 BFO has a big project yearly called \\u201cPerfect Client\\u201d
• • 10:20 \\u2013 BFO is doing research and client analysis for every client they\\u2019ve worked on to figure out where they can do their best work, which client is the best to work with, and where to add value
  • 10:29 \\u2013 BFO has turned down a lot of clients
  • 10:45 \\u2013 \\u201cI don\\u2019t want to double our client base, I want to find the right types of clients.\\u201d
  • 11:02 \\u2013 BFO wants to focus on enterprise clients
• 11:10 \\u2013 Average that the customer is paying BFO
• • 11:15 - $10,000 \\u2013 $15,000 a month in fees
• 11:50 \\u2013 How do you calculate lifetime value?
• • 12:13 \\u2013 Clients stay with BFO for a minimum of 12 months
• 12:48 \\u2013 BFO is making a minimum of $600,000 a month
• 13:11 \\u2013 Get in touch with Dan through Twitter, LinkedIn and BFO blog
• 15:50 \\u2013 The Famous Five

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3 Key Points:

• GREAT things can turn out unexpectedly.
• Business goals can change from time to time\\u2014be OPEN and FLEXIBLE for these changes.
• Make sure to ENJOY the journey.

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Resources Mentioned:

• Toptal\\xa0\\u2013 Nathan found his development team using Toptal\\xa0 for his new business Send Later. He was able to keep 100% equity and didn\\u2019t have to hire a co-founder due to the quality of Toptal\\xa0 developers.
• Host Gator\\xa0\\u2013 The site Nathan uses to buy his domain names and hosting for the cheapest price possible.
• Freshbooks\\xa0\\u2013 The site Nathan uses to manage his invoices and accounts.
• Leadpages\\xa0 \\u2013 The drag and drop tool Nathan uses to quickly create his webinar landing pages which convert at 35%+
• Audible\\xa0\\u2013 Nathan uses Audible when he\\u2019s driving from Austin to San Antonio (1.5-hour drive) to listen to audio books.
• Assistant.to \\u2013 The site Nathan uses to book meetings with one email.
• Acuity Scheduling \\u2013 Nathan uses Acuity to schedule his podcast interviews and appointments
• Drip \\u2013 Nathan uses Drip\\u2019s email automation platform and visual campaign builder to build his sales funnel.
• @TheGoldenDan \\u2013 Dan\\u2019s Twitter handle
• LinkedIn \\u2013 Dan\\u2019s LinkedIn account
• BFO blog \\u2013 Dan\\u2019s business blog
• Show Notes provided by Mallard Creatives