The Real Cost of Saying Yes, with Dr. Mark Young Part 2

Episode 181

For this episode of Sell With Authority I am thrilled to bring you Part 2 of my interview with Dr. Mark Young, Founder and CEO of Jekyll+Hyde Labs.

During Part 1, Mark dropped a rock-solid challenge: “What are you teaching — and not doing yourself?”

He reminded us that fear-based choices dilute our value. But when we decide from opportunity and cut what anyone else can do — that’s where real progress starts.

Mark reframes selling with a simple but powerful mindset: always be the buyer. Make prospects prove the fit. Make it a privilege to work with your agency. Saying no isn’t weakness — it builds respect.

And value? It’s not a transaction. The more you give, the more reciprocity flows back.

Those lessons set the perfect stage for Part 2 — where we dig into how to raise the floor inside your agency and commit to “impossible” goals that drive real scale.

Mark shares examples, frameworks, and behind-the-scenes details you don’t want to miss.

We keep the momentum going so you can make yourself an easy yes for right-fit clients who value your expertise — and want what you do best.

What you will learn in this episode: 

• Why setting an “impossible goal” — and compressing your timeline — forces clarity
• How to use time as a tool instead of an obstacle
• How Mark decided what to cut and ditched commodity services
• The powerful “Always Be the Buyer” mindset
• What it means to “raise the floor” inside your agency
• How Mark’s team confidently says “no” to wrong-fit business, and still earns respect and long-term pipeline abundance
• Strategies for building an agency that other agencies want to work with

Resources:

• Website: https://jandhlabs.com/
• LinkedIn Personal: https://www.linkedin.com/in/markyoungwci/
• LinkedIn Business: https://www.linkedin.com/company/jekyll-and-hyde-labs/
• HYPNO-TISING: The Secrets and Science of Ads That Sell More…: https://www.amazon.com/HYPNO-TISING-Secrets-Science-That-Sell/dp/1544526091