From $1B Unicorn to Agency Builder: Patrick Cleary's 10 Best Tips

Patrick Cleary shares how he helped build a $1B+ unicorn and then launched Paul Street into a top growth agency with no sales team, just smart moves. Don’t miss these 10 tips for building and scaling your business.

Author

Ben Sharf
February 21, 2025

In this week’s episode, Ben Sharf and Adrian Alfieri caught up with Patrick Cleary, one of the brains behind Wayflyer (yup, the $1B+ e-commerce financing giant) and the co-founder of Paul Street, a growth agency helping top brands crush it with affiliate and partner marketing. 

Patrick shares how he went from being an early seed investor in Wayflyer to building Paul Street without a sales team. He dives into the nitty-gritty of balancing growth and profits, hiring smart, and staying focused when things get messy. If you're an entrepreneur figuring it all out, this one's packed with relatable lessons and no-BS advice.

Listen to the full episode on Apple, Spotify, and YouTube.

10 Lessons from Patrick Cleary's Entrepreneurial Journey:

  1.  Calculated risks pay off: Patrick invested heavily in Wayflyer early on, proving that conviction in an idea can lead to massive success.

  1. Data is a game-changer: Wayflyer's use of data analytics gave them an edge over competitors, keeping default rates under 1% while financing $1B+.

  1. Side hustles can become main hustles: Paul Street started as a side project but grew so quickly that Patrick made the full-time jump.

  1. No sales team? No problem: Paul Street scaled through networks and referrals, highlighting the power of strong relationships.

  1. Retention > rapid growth: Patrick emphasizes that holding onto clients by delivering results is more important than chasing constant new business.

  1. Networks compound over time: Years in e-commerce allowed Patrick to confidently launch and grow Paul Street.

  1. Hiring right from the start matters: Bringing in top talent early ensured Paul Street's high standards and long-term success.

  1. Creative marketing wins: Patrick's admiration for brands like Jolie and Telfar shows the value of innovative, non-traditional marketing strategies.

  1. Sustainable > flash-in-the-pan: Patrick and Aaron are building Paul Street for the long haul, focusing on cash flow and culture.

  1. Be selective with clients: Not every client is the right fit. Working with the right brands ensures better results and longevity.

Patrick Cleary showed us that taking calculated risks pays off, strong networks fuel growth, and retaining clients beats chasing new ones. His tips on smart hiring, data-driven decisions, and building for the long haul offer a real blueprint for entrepreneurs.

Never miss an episode. Subscribe to Turning Pro for weekly conversations with the most exciting founders in the game.