Jordan White

We are different. Not because we say so. But because our clients believe it. When my co-founder Brandon and I launched Carbon Box Media. We didn’t want to be just another agency. We could tell you all the typical things: “We deliver results!” “We think outside the box!” “We care about our clients!” But let’s be real. Words are cheap. Every agency claims to be the best thing since sliced bread. So, instead of trying to convince you with buzzwords. We let our work and our clients speak for us. Here's what they say:

Here's how I went from 2 sales calls a month to 350. I didn't add new channels. Didn't launch a podcast. Didn't pivot my offer. I signed my first two clients through manual, hyper-personal cold email. It worked. So I 4x'd the volume. When I hit capacity, I hired a vendor to send on my behalf. When that vendor crushed it, I added more vendors. When I needed to handle the call volume, I hired a sales team. Now we send 10k to 20k emails a day. Book 350+ calls a month. Ads add another 100+ on top. Find what works. Increase what works. That equals more revenue. Most agency owners have something working right now that they could 4x tomorrow if they stopped chasing the next tactic and just multiplied the one that already produces.

Today the agency does $300k+/month. 70% margins. 3% churn. 40 people. My task list last week: film 3 ads. The goal was never to be the best at everything. The goal was to build something that runs without me. That's an asset. Everything else is a trap. How many of those 4 were true for you?

The shift: I stopped asking "how do I do this better" and started asking "who can own this so I never touch it again." Hired for ops. Hired for sales. Built SOPs. Let people do things differently than I would.

If 2 or more of those hit, you don't have a business. You have a high paying, high stress job with employees. And I'm not saying that to be clever. I'm saying it because I was that founder for years. I was the human duct tape. The best closer. The best strategist. The only person clients trusted. And all of that was the exact reason my agency couldn't grow past $140k/month.

Quick test for every agency founder reading this. Answer honestly. No one's watching. How many of these are true for you right now? Clients escalate to you when they're unhappy because your team can't handle it alone. Deals don't close without you on the sales call. You check Slack before you check anything else in the morning. You haven't taken a full week off in over a year. (Solution the thread)👇👇👇

I know agency founders doing $80k/month who are on every client call, reviewing every campaign, answering every Slack message. They think that makes them a great founder. It doesn't. It makes them the most expensive employee at their own company. The only metric that tells you if you're a good founder: can the company grow without me being involved? Not how many fires you put out. Not how many hours you worked. Not how "involved" you are. Growth. That's it. If 80% of your week is spent on tasks someone else could handle at 80% of your ability, you're trading your growth capacity for a quality bump nobody even notices. What percentage of last week was spent on activities that directly grow the business?

@mtaqi1536 Appreciate it brother!

@JordanWhite_X Solid advice!

I've fired clients paying us $15k a month. It felt stupid at the time but sometimes you gotta rip the bandaid off. The math most agency owners avoid: A difficult client doesn't just cost you their margin. They cost you the margin on every other client your team is distracted thinking about while managing them. They cost you the hire who quit because of the culture that client created. They cost you the new client you didn't close because your team was too burnt out to pitch well. The fastest way to grow isn't more clients, it's fewer of the wrong ones.

In 2023 I went from 40k a month down to 30k a month and ended the year at 60k a month. In 2024 I went from 80k a month to 55k a month and ended the year at 90k a month. In 2025 I went from 170k a month to 130k a month and ended the year at 200k a month. 2026 I was from 250K a month to 200K a month and now we're sitting well above 300K a month. This is the dip that every founder goes through and it's completely normal. Every founder who panics during a dip and pivots is giving their future growth to the founder who stays put. Are you building a business or are you reacting to bad months?

Four years ago an agency owner much bigger than me told to pivot and that ecom was the hardest niche to make work. Luckily, I ignored him What agencies don’t realize is when they pivot, they lose their their experience all their credibility! I've run the same niche, same service, same ICP for 3 years straight $400k/month, 70% margins with Sub 10% churn. Your niche isn't saturated. Your commitment is. If you're switching niches every 6 months and wondering why nothing compounds, this is why.

🤓 “Can I pick your brain” 🤓 “Let’s network bro” Networking gets a bad rep but genuinely I think it’s the most important part of growing a business. My best ideas come from calls with other agency owners, founders, and builders in the space. We all like to think our problems are unique but chances are someone already solved it… And you probably won't see the solution until you hear it from someone who's been through it. When you're heads down in your business, it's easy to get stuck in a bubble. But people on the outside are able to give you insight you didn’t know existed. Even people who don’t use your business model… some of my biggest breakthroughs came from calls with people in completely different industries who know nothing about my type of business. The other benefit is getting confirmation. The hardest part of business is knowing which ideas to prioritize and actually commit to. Talking through your ideas with someone who gets it gives you the confidence to pull the trigger instead of sitting on it for another month. I schedule 2 networking calls in my calendar per week and track it as a KPI. Start doing this. Your future self will thank you and you'll make some really cool friends in the process.

@ChelalaPierre1 You’re ruthless lol. I love it

take a losing ad. drop it to $1 daily spend. keep it there without killing it. a few months later.. competitors will check ur library. see it’s your longest running ad. copy the underperformer. make nothing lmao.

95% of brands try to lower CAC by tweaking ads. The winners tweak their offer first. That’s where the leverage is. Fix the offer → fix the CAC

You need to train your clients to be good clients. I know how that sounds. But if you don't set clear expectations from day one, You're going to spend the next 6 months chasing them across 5 different platforms. It's a nightmare. And it's 100% your fault. Our Rule: We communicate in Slack. And clients respond within 24 hours of joining. Because if I can get them to respond once, they're 10x more likely to actually use the platform. This matters because if clients don't respond: • Your team wastes hours tracking them down • Projects get delayed because you're waiting on approvals • They blame YOU when results are slow (even though they ghosted for 2 weeks) • You lose money because you're managing chaos instead of delivering results All of this is avoidable. Set the expectation on the sales call. Reinforce it on the onboarding call. Get them to respond in the first 24 hours. This doesn't mean being a dick. It means having standards. The best clients appreciate structure. The worst ones will complain no matter what you do. Choose accordingly.

Does the Andromeda update make interest targeting obsolete?

Want to reduce CAC without cutting spend? Here's the move: Build an offer so good that your ads almost don't matter. Or book an audit with us and we'll show you exactly how to do it. Your choice.

Ambitious DTC brands will hit a month where the numbers aren’t adding up. And when that happens, scrambling is the worst possible strategy. If you're chasing 7–8 figures and managing aggressive targets… You don’t just need a marketing calendar. You need a fallback system. • Under forecast by 5%, run a cart recovery play. • Under 10%, launch an SMS-only drop. • Under 20%, time to break out a sitewide flash. You can’t be inventing promos under pressure. You need pre-tested levers, ranked by severity. A fire escape plan but for revenue. Start mapping out the backup plans. That’s how you hit the numbers without losing your mind.

If your agency close rate is 60%, you're leaving money on the table. I know that sounds backwards, but here's what that actually tells me: You're charging way too little. Your close rate should be 20%. Here’s why- When you're closing 60% of qualified calls, you're basically saying yes to everyone with a pulse and a credit card. That's not selectivity. When you drop your close rate to 20%: → You can charge 2-3x more → You work with better clients who value your service → You attract higher-caliber prospects because premium pricing signals quality → Your team isn't drowning in low-ticket, high-maintenance accounts If you're closing more than 50% of qualified calls consistently, ask yourself: ❌ Are prospects pushing back on price? ❌ Are they asking "what makes you different?" ❌ Are they comparison shopping? If the answer is no to all three, you're underpriced. The best clients don't need convincing. They need vetting. To Test This, raise your prices by 30% next month. If your close rate stays above 40%, raise them again. Keep going until you hit that 20-25% range. Don't optimize for volume, optimize for margin and sanity. P.S. - This doesn't apply if you're under $50K/month. When you're starting out, close everything that breathes. But once you're past that threshold, stop playing small.

We launched a client's new business on Klaviyo in September. $62K in email revenue since. What's working: → Cart abandonment flows printing $10K+ → Welcome series dialed in → Scraped YouTube comments + AI = personalized funnels Email is still the highest ROI channel if you know what you're doing.

When I say "offer," I don't mean discount. An offer is a reason to buy NOW. → Tariff-driven urgency ("prices going up") → Seasonal plays ("Halloween special") → Volume bundles ("Buy 2, get 1 free") Find what makes them stop scrolling and start buying.