The clients who already trust you are the shortest path to your next client, yet asking them for an introduction feels awkward enough that many agencies never do it. In this episode, we sit down with Dan Englander, founder of SalesSchema, to talk about turning that goodwill into warm introductions.

Dan has helped agencies grow through referrals and partnerships since 2014, and he wrote a book on account management early in his career. We cover where sales fits into the account manager role, how to ask at the right moment, and where the role goes as AI changes the work.

You will learn:

-How to spot the moment a client is happiest and ask for an introduction

-Why asking for help feels harder than it is, and how to make it easy for clients to say yes

-How to give account managers a sales lens without turning them into salespeople

-Why clients still pay agencies for trust and shared risk, not just labor

-Where the account manager role is heading as AI takes over coordination work