Expert to Know: Shai Luft

August 22, 2025

What’s your backstory — how did you end up starting (or joining) an agency?

We started the agency out of my living room, driven by frustration with the service we were getting from agencies when we were on the client side. As marketers, we felt there was a gap between what brands actually needed and what agencies were delivering. So we set out to build something better - a tech-driven agency grounded in strategy, data, and genuine personal service. We think like marketers, with their goals front and centre, but bring the specialist knowledge and global perspective of a savvy digital agency.

What was your first entrepreneurial moment as a kid or teen?

I grew up overseas, and when I was about 10, I bought a bunch of sparklers and sold them on Independence Day. It was a simple but effective hustle, buying them cheap in advance and selling them at a premium when the shops were out of stock. Looking back, it was my first taste of spotting an opportunity and acting on it.

What’s a belief you’ve changed your mind about in the last 3 years?

During and after the COVID lockdowns, I came to realise that great work can absolutely be done remotely. In fact, I discovered I’m often at my best with fewer distractions. That said, I still believe human interaction is essential for sparking the best ideas - there’s something powerful about being in a room together, building off each other’s energy.

When do you feel most energized at work?

When the office is buzzing - people bouncing ideas off each other, collaborating, problem-solving. Winning a client, nailing a pitch, or hearing from a client that we’ve turned things around for them - those are the moments that really fire me up. It’s a great reminder of why we do what we do.

What’s a day in your life really look like (no filters)?

I wake up and take the dog for a walk, usually through a nearby bush trail to get some fresh air and clear my head. Then it’s straight to making a strong coffee to kickstart my brain, and into emails and tackling the to-do list. I tend to skip breakfast and power through until lunchtime, and from there it’s whatever the day throws at me - meetings, strategy, problem-solving. I try to wrap things up at a reasonable hour so I can spend time with the kids. We always sit down for dinner together, then wind down with a bit of family streaming time in the evening.

What’s a personal ritual or habit you credit for your success?

I’m naturally competitive and a little obsessed with chasing effectiveness. I’m always thinking about how things can be done better, faster, or more impactfully. It’s not about overworking - it’s about constantly refining the process, finding smarter solutions, and never settling for “good enough.”.

What’s one mistake you made early on that taught you something lasting?

When I was about five, I went to the corner shop and came back with a bag of lollies. My grandmother wasn’t impressed - she told me I’d wasted my money and had probably been ripped off. That moment stuck with me. It taught me to always look for value in everything I do or spend on, and to make sure I’m getting the most out of every opportunity.

What’s something people get wrong about you?

People often tell me I come across as a bit intense or intimidating at first. I think it’s because I tend to be quite serious when I meet new people, especially in a business context. But once we’ve had a proper chat, they usually realise I’m actually pretty approachable and collaborative.

What do you do to recharge outside of work?

pending time with my family and our dog, Millie, is my go-to way to unwind. I love being outdoors, whether it’s pottering around the backyard or heading out for a bushwalk. Nature really gives me energy, especially when I can combine it with a bit of movement. A good walk or an hour in the garden does wonders for clearing my head.

What’s your definition of “success” right now?

Right now, success means seeing the agency grow and win new clients, that’s always exciting. But true success is when our people get recognised for the work they’re doing, whether it’s by our clients or the wider industry. That’s when I know we’re really making an impact.

What makes your agency different from others in your space?

As a full-service media agency, we’re far more advanced on the technology front. No other agency our size has the proprietary tech we’ve developed. We’ve built a campaign management platform that most agencies could only dream of - it streamlines workflows, improves transparency, and drives better outcomes for clients. On top of that, our team is more senior than average, with deep experience that brings a different level of thinking to our client work and that shows in the results we deliver. We're also incredibly responsive and love pushing the boundaries of what’s possible. We're not just about incremental gains, we’re always looking for what a true client breakthrough looks like.

What type of clients or projects are a 'no' for you?

Cultural fit is really important to us. We want to work with clients we genuinely like and respect, people who are challengers within their business and are looking for a long-term partner to accelerate their growth. Occasionally, we meet clients who expect instant results from doing the same things they’ve always done. If they’re not open to investing in growth or can’t see how brand building drives long-term performance, it’s probably not the right fit for us.

What’s a principle or value your agency lives by?

“Keep it real” is a core motto for us. It might sound a bit cliché, but it’s something we live by. There are no smoke and mirrors -we’re honest, transparent, and always speak our minds, even when the message might be uncomfortable. Clients value us for that. We’re not here to say what people want to hear, we’re here to do what’s right for the brand.

How do you hire? What do you look for in people?

We look for smart, curious, and adaptable people. Those qualities matter more to us than years of experience. Someone with the right mindset and hunger to learn will quickly surpass someone who’s more experienced but less engaged. We want people who question, explore and aren’t afraid to grow.

How do you foster creative thinking on your team?

We’re a close-knit team and genuinely enjoy working together - many of us are friends outside of work. We deliberately build teams with diverse ways of thinking and approaching challenges, but who share common values. That balance sparks creativity. When people feel safe, supported, and challenged by different perspectives, the best ideas surface naturally.

What trend in marketing/advertising do you think is overhyped?

Google and paid search. Too many marketers overestimate how well it actually performs. It’s a long-running issue - because of how attribution is structured, it often appears to be the strongest-performing channel, when in reality it's often just capturing demand that other channels helped create. As a result, many businesses over-invest in Google or Meta, and their overall performance flatlines. Meanwhile, they miss out on the broader media opportunities that could actually drive growth and breakthrough results.

What’s a trend you’re betting on long-term?

AI - and I know that’s not a surprising answer, but the real-world impact we’re already seeing is huge. From optimisation to reporting to creative production, AI is helping us improve results for clients, move faster, and think more strategically. And we’re still only scratching the surface.

What’s one small decision that led to a big result for your agency?

Investing in our own marketing and being hands-on with it. We’ve made a conscious effort to consistently speak up, whether it’s through content, commentary, or calling out things we think aren’t working in the industry. Being vocal has helped us stand out and build credibility. It shows people that we’re not afraid to challenge the status quo.

What advice would you give to someone starting an agency today?

Perseverance. That’s the one word that matters most. Keep pushing. Knock on doors. Accept that many will close in your face. But if you keep going, you will get that break. The key is not giving up before it happens.

What’s something you’d do differently if you were starting from scratch?

I’d be more deliberate and discerning in hiring. Over the years, I’ve made a few missteps when it comes to hiring, but I’ve learned a lot from that. The right people - the ones who are hungry, capable, and genuinely care - make a massive difference to both clients and the team. I’d focus on finding those people earlier.

How do you approach pricing — any rules you live by?

Always be fair. We price based on the value we bring, not just time or deliverables. Transparency and fairness build trust and that’s the foundation of long-term client relationships.

How do you prioritize growth vs. sustainability?

It’s a delicate balance. We’re ambitious about growth, but not for growth’s sake. For us, growth is about increasing our impact,  but it has to be sustainable. We want to build long-term client partnerships, not short-term wins. That means ensuring our team, systems, and client experience scale in a way that holds up over time.

Who’s one founder or operator you really admire — and why?

This might be a bit contentious, but Elon Musk. He’s polarising, but you can’t deny his vision and determination. He commits to bold ideas, even when they seem crazy, and somehow makes them real. That kind of conviction and persistence is something I admire, even if I don’t always agree with the way he operates.

What software or tool do you swear by?

Right now, it’s all things AI. OpenAI and Gemini are both incredibly powerful, and we use them regularly to speed up ideation, content generation, and strategic planning. Within our media buying ecosystem, we also tap into tools like Meta’s Llama and The Trade Desk’s Koa (formerly Kockai) to help streamline campaign execution, automate repetitive tasks, and free up our team to focus on what really matters - strategy, creativity, and driving client outcomes. These tools are changing the game, helping us move faster and deliver more value.

What’s one resource (book, podcast, etc.) that changed how you work?

Atomic Habits by James Clear. It completely reframed how I think about progress - that small, consistent changes compound into big results. It’s helped me personally and professionally to build better routines and lead more effectively.

Remote, hybrid, or in-office — what’s your ideal setup and why?

We’ve been running a hybrid model for a while now - two days in the office, three days at home - and it works really well. Everyone comes in on the same days, so there’s a real buzz in the office. Those are our collaboration, ideation, and social days. The rest of the week is more focused and productive for individual work. Honestly, answering questions like these from home is way more efficient than doing it in a busy office. Right now, it feels like the ideal mix.

What is your most controversial or unpopular belief?

That everyone means well, but not everyone does well. Good intentions are common - but execution, follow-through, and real impact are what actually matter.

What’s one thing you wish clients understood better about agency work?

How much thought, care, and strategy goes into everything we do. From the outside, it can sometimes look like we’re just pushing buttons or running automated campaigns - but there’s a huge amount of insight, creativity, and ongoing optimisation behind the scenes.

What’s your favorite thing about being in this industry?

The pace of change. Technology is constantly evolving, and media buying is becoming more precise and powerful. New tools keep pushing the boundaries of what’s possible and that makes the work exciting and never repetitive.

What is one (1) fact or statistic about your industry that most people don't know?

The average agency-client relationship lasts just over 3 years - and yet we've been working with some clients for close to a decade. In an industry known for high turnover and constant change, our 13+ years in business and long-standing client partnerships are a real point of pride. It speaks to the trust we build and the results we consistently deliver.

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