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Episode 340

Getting Through Early Agency Years and on to Mastering Sales

Jonathan Hinshaw

Jonathan Hinshaw is an integral part of the UGURUS business. He’s mentored over 500 members, he owned a 7-figure agency called EBWAY, he’s produced courses with us, and has also had a very successful sales career outside the agency space, selling over $750 million in products in the car and motorsports space. 

We’re now happy to have him as part of the UGURUS team!

Highlights from Jonathan Hinshaw’s episode –

  • How Jonathan came back to UGURUS
  • How (and why!) Jonathan started his agency–a time filled with “both fond memories and painful days”
  • What happened with that early project that launched Jonathan’s business
  • When you have a job and your agency is just on the side vs going all-in
  • When Denver Broncos website inspiration hit
  • What Jonathan did to spark 200% growth in 8 months
  • On cold calling: should you do it?
  • What has changed in the agency space since Jonathan was gone

Lightening Round with Jonathan Hinshaw

  • Best advice: Sales is not about objections and tricking people–sales is helping the right person make the right decision for the right reasons. It’s a lifestyle.
  • Habit that contributes to success: Getting up early and planning his day the night before, GTD method
  • Tool or resource recommendation: Jeffrey Gitomer’s work and The Sales Bible 
  • Book recommendation: The Art of War by Sun Tzu

Resources, Plus Connect with Jonathan Hinshaw

  • Episode 9 – Jonathan’s other episode on the show
  • [email protected]
  • In the UGURUS Facebook group? Reach out to Jonathan there too

Quotes from Jonathan Hinshaw’s Episode

  • “I could use a superpower like Jonathan!”
  • “You have this vision in your head.”
  • “What are you doing?! I dunno…making videos.”
  • “Whatever I do, I want to be the best at.”
  • “There’s something to be said about the power of necessity.”
  • “Sales is not an inherited skill – it’s something you have to learn.”
  • “You teach me, I’ll teach you.”
  • “Businesses need sunlight.”

Takeaways from Jonathan Hinshaw’s Episode

  • You don’t need to complete a major list of to-dos to get your first client! It’s part of the entrepreneurial spirit to build the plane in the air
  • It’s really hard to serve two masters
  • The bigger companies don’t focus on one customer at a time, but rather on reaching a group

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Jonathan Hinshaw



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