The Best Agency Niche To Scale To 100k/m+

Core idea: how to choose an agency niche to scale

Find an “outlier,” not a copied niche

• If everyone is targeting the same niche using the same tactic (e.g., cold calling med spas), it becomes saturated and stops working.
• Instead, look for a niche or channel where traction is happening in a less-obvious way.

Pick niches using 3 operational/market traits

Choose niches based on how easy they are to sell, deliver, and retain clients:

1. Market size (contactability)

   • Target niches with many businesses so you don’t run out of prospects.

2. Deal size / ROI clarity

   • Target niches where your offer is easy to justify with ROI—ideally with messaging like “make my service essentially free.”

3. Operational fit (fulfillment + churn)

   • Avoid niches where clients churn quickly because you’re only needed briefly.

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Frameworks / playbooks mentioned (as concepts)

Outlier discovery (content + market messaging)

• Look for rare examples where a niche/channel gained traction without being the obvious choice.
• Use social proof signals like:
  • “A post got clients” from an unexpected industry
  • Not just proof from the widely-copied niches

S-tier vs A-tier niche filter

• S-tier: the niche is “worth your time” based on:
  • Ideal market size
  • Deal economics
  • Repeatable acquisition + fulfillment dynamics
• A-tier: still viable, but slightly weaker due to factors like:
  • Smaller market size
  • Harder owner access
  • Lower ticket
  • Seasonal demand
  • Other constraints

ROI reframing (“make it free”)

• Structure your messaging so the buyer only has to win one job for your offer to pay for itself.

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Key KPI / metric targets and thresholds

Thresholds / selection rules

• S-tier cutoff: niches with > 15,000 companies in the United States
• A-tier: niches below that threshold (acceptable, but not “S-tier”)

Sale size / pricing guidance

• Target niches where average sale size is > $1,000 to make ROI easy to justify.
• Example ROI math:
  • Prospect charges $20,000
  • Your offer costs $5,000
  • After 1 job, the buyer can justify the spend

Examples of typical business financial ranges (used for niche scoring)

Note: many numbers are presented as ranges and include references that the talk attributes to estimates.

• Gutter cleaning (A-tier)

  • Lower ticket: ~$175–$500 per year value estimate
  • Annual revenue cited: ~$150k–$600k (with ~$100k lean estimate mentioned)

• Siding

  • Order size: ~$8k–$25k
  • Annual revenue: $100k–$2.5M

• Painting

  • Market: ~180k companies
  • Typical charge: $2k–$8k (often $3k–$4k)
  • Annual revenue: $350k–$1.2M

• Concrete

  • Companies: 70k–100k
  • Typical charge: $3k–$15k

• Epoxy flooring

  • Market size disputed; described as having high margins and easy lead-gen fulfillment

• Auto body

  • Annual revenue: $900k–$3M
  • Job value: $1,500–$7,500

• Marketing agencies

  • Monthly range: $300–$2,000 (often cited ~$1,500/mo)
  • Annual revenue: $400k–$2M
  • Churn described as faster than CPA

• Staffing agencies

  • Per placement client value: $5k–$30k (up to $50k)
  • Annual revenue: $2M–$10M

• Martial arts schools

  • Lifetime value (LTV): $1,200–$3,000 annual LTV
  • Recurring revenue: $200k–$700k (lower ticket)

• Wedding venues

  • Seasonal demand and limited slots (capacity constraint makes scaling harder)

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Operational tactics embedded in niche selection

Don’t sell into “sudden need” niches only

The talk distinguishes between ongoing demand vs “on-demand” demand:

• On-demand examples: moving, junk removal, appliance repair
  • Harder to create predictable pipeline
  • Sometimes worse fulfillment expectations

Prefer niches where you can get “booked up for months/years”

This improves customer lifetime and reduces marketing dependency.

• “Pirate industries” (always looking for the next job) include examples like:
  • Roofing/roofers (noted as saturated)
  • Gutter cleaning
  • Siding/window companies
  • Asphalt (some segments)
  • Concrete
  • Deck builders (depends on segment)

Avoid/discount “copycat saturation”

• If too many agencies target the same obvious niche using the same tactic, leads get more expensive and conversion drops.

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Concrete niche recommendations (with tiering and why)

S-tier / top fit (best overall, per the logic)

Core “sweet spot” industries highlighted

• Concrete
• Painting
• Siding / window replacement
• Auto body shops
• Staffing agencies (B2B)
• CPA firms
• Business brokers (noted as S-tier early, but later treated closer to A-tier due to size)
• Epoxy flooring (described as more A-tier-ish but with favorable fulfillment)

(Roofing is referenced as “pirate-like,” but explicitly treated as too saturated to target.)

Why these work (stated reasons)

• Large reachable market or repeat demand
• Higher average job value → easier ROI messaging
• Fulfillment is relatively straightforward (e.g., website/CRM/lead-gen/phone answering/ads), not long custom delivery

A-tier / workable but with constraints

• Gutter cleaning
  • Many firms, but lower ticket → harder ROI
• Business brokers
  • Good, but fewer (~6k) → harder to scale
• Martial arts
  • Recurring, but lower ticket and retention depends on recurring demand patterns
• Vinyl wrap / PPF
  • Good margins, but positioned as more “luxury”
  • Recession risk is mentioned (protecting value may help the sales argument)
• Concrete/asphalt/deck/window (some segments)
  • Often bundle exterior services → cross-selling expectations can complicate selling your specific offer

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Problems / risks he flags (actionable “avoid” list)

• Low-ticket niches make it harder to justify agency fees

  • Example: gutter cleaning (A-tier) due to low annual value estimates (~$175–$500)

• Capacity/full niches can stall sales

  • Example: CPA firms sometimes already have enough demand (“at capacity”)

• Extended sales cycles

  • Example: remodeling (higher ticket $10k–$75k) but can take months to close

• Churn risk from “marketing experiment” behavior

  • Example: marketing agency clients churn faster because they “test for 3 months,” want more money, and switch providers

• Seasonality + capacity constraints

  • Example: wedding venues (seasonal summer demand; limited booking slots)

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Example of an “ROI messaging” play (template)

Casino prepay analogy → “make our offer free”

• The buyer uses your service fee as a “prepay,” and quickly recoups value after winning one job.
• Agency translation:
  • “If you get one extra job from our website/lead gen in the first couple months, then the service cost is effectively free; you keep using it for years.”

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GTM / offer packaging implications (implied)

• Choose niches where you can sell:
  • Lead generation
  • Websites
  • GoHighLevel/SaaS
  • Database reactivation
  • AI phone answering
• Owner phone accessibility matters:
  • He prefers industries where owners are easier to reach
  • Chiropractic is referenced as harder due to front desk/indirection

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Presenter / sources

• Presenter: Channel owner/agency expert (name not provided in the subtitles)
• External source referenced: ChatGPT (used to estimate some industry metrics)
• Additional person referenced: Keaton Walker (buddy with an agency targeting orthodontists)