Every agency owner dreams of a steady flow of high-quality clients. But for many, the reality looks very different—weeks go by with no new inquiries, sales calls are scarce, and the pressure to land new business keeps building. It’s a frustrating cycle that leaves agency owners questioning what they’re doing wrong.
Often, they started their agency with referrals and word-of-mouth, which worked well in the beginning. But as they’ve grown, those organic sources have dried up, leaving them scrambling for new business. They invest in marketing tactics here and there, but nothing seems to create a predictable stream of leads. As a result, they’re stuck in a reactive mode, chasing revenue instead of building a scalable system for client acquisition.
This inconsistency doesn’t just cause stress; it also makes financial forecasting nearly impossible. Without a steady pipeline of incoming leads, revenue becomes unpredictable, making it difficult to confidently hire, invest in growth, or plan for the future.
When Is The Best Time to Prioritize Lead Generation?
If your agency is experiencing any of these warning signs, it’s time to take lead generation seriously:
- Unpredictable revenue: If your monthly revenue fluctuates wildly and you struggle to predict cash flow 90 days or more in advance, it’s a sign that you don’t have a steady pipeline feeding your business.
- Slow or stalled growth: If you haven’t onboarded a new client in over three months or you’re constantly relying on the same few clients for revenue, you’re in danger of stagnation.
- Over-reliance on referrals: While referrals are great, they shouldn’t be your only source of new business. If 80% or more of your clients come from referrals, your agency is vulnerable to slow periods when those connections dry up.
- Pricing pressure: When leads are scarce, agency owners often lower prices just to land a client—hurting profitability in the long run. If you’ve found yourself discounting services just to close a deal, it’s a red flag that your pipeline isn’t strong enough.
Recognizing these signs is the first step toward fixing the problem. Luckily, you don’t need to spend thousands on ads or complicated funnels to start generating leads quickly. Here’s how.
The Two Fastest Ways to Generate New Leads
If your agency is struggling to book calls or bring in new clients, start with these two highly effective (and completely free) strategies:
1. Revive Past Client Relationships
Your past clients already know you, trust you, and have paid for your services before—yet most agency owners completely overlook this goldmine of potential business. Instead of spending time convincing brand-new prospects to work with you, reach out to people who already understand your value.
Here’s a simple approach:
- Send a quick, personalized email or message checking in. Something as simple as, "Hey [Client’s Name], I was thinking about the work we did together last year and wondering how things are going. I’ve been noticing [industry trend] lately, and I wanted to reach out because I think there might be a great opportunity for you. Let’s catch up!"
- This kind of message opens the door to conversations about new projects, additional services, or referrals.
Many agencies find that just one or two of these check-ins result in immediate work—without the need for complicated marketing strategies.
2. Leverage Your Network (Instead of Staying the Best-Kept Secret)
If your agency is great at what it does, but you’re still struggling to get clients, chances are you’re simply not visible enough. The solution? Leverage the people in your network who are already well-connected.
Think about the extroverts in your circle—the people who always seem to know everyone. These “connectors” can introduce you to potential clients, vouch for your work, and help you expand your reach far beyond your immediate audience.
A simple way to start:
- Identify 3-5 well-connected people in your network.
- Reach out with a personalized message like, "Hey [Name], I was thinking about how well you’re connected in [industry], and I’d love to get your perspective on something. I’m looking to meet more business owners who need [your service], and I’d love to hear your thoughts on who might be a great fit. Let’s catch up!"
- These conversations often lead to introductions, referrals, or even direct opportunities that wouldn’t have happened otherwise.
More Leads = More Growth (And More Freedom)
Most agency owners put off lead generation because they assume it requires massive ad budgets or an overwhelming content strategy. But in reality, the fastest way to get new business is through relationships—both with past clients and within your existing network.
Instead of scrambling for new leads every month, these strategies help create a reliable pipeline that supports long-term growth. More leads mean more revenue, more stability, and ultimately, the ability to grow with confidence.
Ready to take action? In my latest training video, I break down exactly how to implement these strategies and start booking calls immediately.
Want to learn more? Watch our video below about How To Get 500+ Agency Leads. Check out our Youtube Channel for more industry insights.
