There’s a dangerous trap agency owners fall into once they start making decent money.

They stop focusing on the thing that actually built the business.

And according to David Price, that thing is recruiting.

Not branding.
Not perfect scripts.
Not “one more system tweak.”

Recruiting.

Because the size of your agency is capped by one thing:

👉 how many quality people you bring into the organization—and how consistently you do it.

The “Busy” Trap

Most agency owners spend their days:

• fixing small problems
• answering support questions
• tweaking systems
• obsessing over minor details

They feel productive.

But they’re not necessarily growing.

David makes it clear:

👉 the 95% activity is getting more people on your calendar.

Everything else is secondary.

Because if your calendar isn’t filled with recruiting conversations, the agency doesn’t expand.

And if the agency doesn’t expand, your income eventually plateaus—even if you’re personally producing.

Why Small Optimizations Don’t Build Big Agencies

One of the most important parts of the conversation is when David talks about agency owners obsessing over tiny details:

• best time to call
• perfect scripts
• AI prompts
• little sales hacks

Do those things matter?

A little.

But not enough to change your business dramatically.

David believes too many people focus on the 5% activities instead of the 95% activity:

👉 talking to more people.

That’s what actually changes outcomes.

If you’re doing 2 interviews a week, no script in the world will build a massive agency.

If you’re doing 40 interviews a week, the agency grows even if your process isn’t perfect yet.

Activity Solves Most Problems

A lot of agency owners think they have:

• a sales problem
• a systems problem
• a marketing problem

But many actually have an activity problem.

Not enough interviews.
Not enough conversations.
Not enough recruiting momentum.

Volume creates opportunities.

And opportunities create growth.

When your funnel is wide enough, you don’t need to “hope” you find one great person.

You meet enough people that great people become inevitable.

The Real Competitive Advantage

The biggest agencies aren’t always the smartest.

Often, they’re simply:

• more consistent
• more disciplined
• more willing to outwork everyone else

David literally structured his calendar around nonstop interviews for growth.

That level of commitment compounds.

Because when recruiting is daily, your team grows monthly.

And when your team grows monthly, production becomes predictable.

Final Takeaway

If you feel stuck as an agency owner, ask yourself:

👉 Am I spending my time on activities that feel productive… or activities that actually grow the business?

Because scaling usually comes down to:

• more conversations
• more recruiting
• more consistency

Not more overthinking.

✅  Build a Recruiting Pipeline That Runs Weekly (Not Randomly)

👉 Start a free trial of Agent CRM
📅 Book a consult with our team
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