How to make a living while you’re making a difference. A weekly show for independent professionals who want to go from six-figures to seven while increasing their impact on the world.
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How We Roll
Just as we have each built our own systems to produce our desired outcomes, there is no one perfect model of working.Conscious experimenting—with your ultimate vision firmly in mind—will help you master how to best invest your business building time.Why when you find your sweet-spot, “work” doesn’t have to feel like work.How pivoting from serving clients day-to-day to high-level advisory or teaching (books, courses, speaking) shifts how you spend your time.Quotables“I don't think about it consciously on a weekly basis. It's something I think about at the beginning of the year..what's going to be my strategy for the coming year?”—JS“What happens for a lot of people is we get caught in the weeds. Like how am I going to get through this week with client deliverable X?”—RM“Did you hear what my schedule looks like? I don't need a vacation.”—JS“I want work to be fun.”—RM“Slack is my social media…I know that it's not going to be a cesspool of doom scrolling.”—JS“When you're doing what you love, you can do it for as long as you want to.”—RM“Podcasting became much more important because it serves a similar purpose to speaking at conferences. They're not exactly the same of course, but bang for the buck wise, podcasting is a lot more my speed these days.”—JS“Who do you want to give pride of place in your head to…what is it that you want to write about and talk about and teach them?”—RM
Why You Want To Create First
Why the intersection of idle time, an outlet and a deadline is exactly what you need to build content for your expertise business (and authority for you).The importance of mindset and how to keep yours working FOR you as you go about growing your business.Giving yourself some guardrails to develop great content efficiently—without putting a damper on your creativity.How to get out of your own way so you can release your personal genius for other people to benefit from.Quotables“It's pretty common for non-business things to creep in to business coaching and become obstacles. And a lot of them have to do with internal monologue stories.”—JS“We all have our own internal hurdles to leap over. And you have to understand what those are.”—RM“I feel a lot worse after I've been exposed to a TV for 90 minutes.”—JS“When you have a deadline and some idle time or some free space in your brain, things happen.”—RM“If you want to be recognized as the go-to person, as the expert for your area of expertise, then you need to be producing content. It’s probably a great rule of thumb to be producing content regularly.”—JS“You're not just writing to write or have a podcast to hear yourself talk. It's about figuring out what you want to share. How are you going to get your audience to the transformations that you promise?”—RM“The best thing about daily writing is it makes you better. It makes you smarter. It makes your insights deeper. It differentiates you because you have new ideas or old ideas framed in radically new ways.“— JS“The important thing is that we get out of our own way as much as we can and put that genius that each of us have out in the world for other people to benefit from.”—RM LINKSRochelle | Email List | LinkedIn | Twitter | InstagramJonathan | Daily List | Website | Ditcherville | LinkedIn | Twitter
Why You Want To Create First
Why the intersection of idle time, an outlet and a deadline is exactly what you need to build content for your expertise business (and authority for you).The importance of mindset and how to keep yours working FOR you as you go about growing your business.Giving yourself some guardrails to develop great content efficiently—without putting a damper on your creativity.How to get out of your own way so you can release your personal genius for other people to benefit from.Quotables“It's pretty common for non-business things to creep in to business coaching and become obstacles. And a lot of them have to do with internal monologue stories.”—JS“We all have our own internal hurdles to leap over. And you have to understand what those are.”—RM“I feel a lot worse after I've been exposed to a TV for 90 minutes.”—JS“When you have a deadline and some idle time or some free space in your brain, things happen.”—RM“If you want to be recognized as the go-to person, as the expert for your area of expertise, then you need to be producing content. It’s probably a great rule of thumb to be producing content regularly.”—JS“You're not just writing to write or have a podcast to hear yourself talk. It's about figuring out what you want to share. How are you going to get your audience to the transformations that you promise?”—RM“The best thing about daily writing is it makes you better. It makes you smarter. It makes your insights deeper. It differentiates you because you have new ideas or old ideas framed in radically new ways.“— JS“The important thing is that we get out of our own way as much as we can and put that genius that each of us have out in the world for other people to benefit from.”—RM
Using Today’s Profits For Tomorrow’s Legacy with Erica Goode
The big money decisions you’ll want to make early and how to decide between setting up a sole proprietorship, an LLC or a Sub S.When does it make sense to build processes to handle things like paying yourself and funding and paying taxes?What to ask your CPA and why you don’t want to wait till year-end to get advice.When to look for longer-term, perhaps tax-advantaged opportunities for savings.How to think of and use your business profits now to build your desired legacy later on.Quotables“Usually the starting point is a sole proprietorship and you don't want to hang out there too long.”—EG“If you can't pay yourself what the IRS calls “reasonable compensation”…it's not time for you to be an S-corp yet.”—EG“I'm really big on paying yourself a consistent salary—not necessarily varying with your revenue stream—because with consultants, expertise businesses, coaching businesses, you get these roller coaster spikes of revenue.”—EG“Get a small refund or maybe owe a little bit…but we try to always avoid these four or five figure surprises that you're writing a check for in April.”—EG“There's a lot of relationships with CPAs where you're just sending them a packet of documents in February, and they're sending you back something in April, and you're either happy about it or sad about it.”—EG“My preference, especially for somebody in an expertise business where they're a soloist, would be to look at a solo 401k. You can only have a solo 401k if you and or your spouse are the only employees or owners of the business.”—EG“You say: ‘I can use this to change my trajectory or my lifestyle or my retirement plan. I could use this money I'm making in this business. And the more profit I make means that I could pay off my mortgage sooner.’”—EG“It's always good to have an out of tax season conversation with a CPA… And have somebody respond with ideas that you would have never thought of (or would have taken a lot of hours of research for you to get).”—EG“If you've noticed that you've acquired two more cars, a four Wheeler, three campers and a boat, it's probably time to start thinking about some tax advantageous ways that you can spend your money.”—EGLINKSErica Goode, CPA Erica’s Newsletter sign-up Rochelle | Email List | Soloist Women | LinkedIn | Twitter | InstagramJonathan | Daily List | Ditcherville | LinkedIn | Twitter LINKSRochelle | Email List | LinkedIn | Twitter | InstagramJonathan | Daily List | Website | Ditcherville | LinkedIn | Twitter
Using Today’s Profits For Tomorrow’s Legacy with Erica Goode
The big money decisions you’ll want to make early and how to decide between setting up a sole proprietorship, an LLC or a Sub S.When does it make sense to build processes to handle things like paying yourself and funding and paying taxes?What to ask your CPA and why you don’t want to wait till year-end to get advice.When to look for longer-term, perhaps tax-advantaged opportunities for savings.How to think of and use your business profits now to build your desired legacy later on.Quotables“Usually the starting point is a sole proprietorship and you don't want to hang out there too long.”—EG“If you can't pay yourself what the IRS calls “reasonable compensation”…it's not time for you to be an S-corp yet.”—EG“I'm really big on paying yourself a consistent salary—not necessarily varying with your revenue stream—because with consultants, expertise businesses, coaching businesses, you get these roller coaster spikes of revenue.”—EG“Get a small refund or maybe owe a little bit…but we try to always avoid these four or five figure surprises that you're writing a check for in April.”—EG“There's a lot of relationships with CPAs where you're just sending them a packet of documents in February, and they're sending you back something in April, and you're either happy about it or sad about it.”—EG“My preference, especially for somebody in an expertise business where they're a soloist, would be to look at a solo 401k. You can only have a solo 401k if you and or your spouse are the only employees or owners of the business.”—EG“You say: ‘I can use this to change my trajectory or my lifestyle or my retirement plan. I could use this money I'm making in this business. And the more profit I make means that I could pay off my mortgage sooner.’”—EG“It's always good to have an out of tax season conversation with a CPA… And have somebody respond with ideas that you would have never thought of (or would have taken a lot of hours of research for you to get).”—EG“If you've noticed that you've acquired two more cars, a four Wheeler, three campers and a boat, it's probably time to start thinking about some tax advantageous ways that you can spend your money.”—EGLINKSErica Goode, CPA Erica’s Newsletter sign-up
Is Hourly Billing Really Nuts?
When you’re working like a dog (earning maybe $100-$250K billing hourly on a site like Upwork or from an agency or two) without real positioning—and you’re ready for a more livable alternative.When you’ve just left corporate life and are first hanging out your shingle as a freelancer or consultant.When you’re so new at your craft that you’re actually not that good yet.And even where we could make an edge case for hourly billing, we get hyper-specific on when/how to gracefully transition out.Quotables“They like the promise of not feeling like they're losing $200 an hour when they're on vacation.”—JS“Just go back to your source of leads…and significantly increase your hourly rate.”—RM “Why would anyone feel obligated to pay you some amount of money per hour because you decided to have a really expensive lifestyle?”—JS“It's a very rare person who comes right out of corporate and says ‘I'm going to do productized services. Here's what they are. Boom. Let's go’.”—RM“I don't think it never makes sense to think about how many hours something's going to take you to do, just don't base your prices on it.”—JS“Hourly rates just exacerbate that inner discussion about whether or not you're worth it.”—RM“Productized services make it easier for you to hit a home run, to deliver positive ROI, to get a great testimonial.”—JS“Offering productized services gets rid of a lot of extraneous BS because you are hyper-focused on delivering only the things that you are really good at delivering.”—RM LINKSRochelle | Email List | LinkedIn | Twitter | InstagramJonathan | Daily List | Website | Ditcherville | LinkedIn | Twitter
Is Hourly Billing Really Nuts?
When you’re working like a dog (earning maybe $100-$250K billing hourly on a site like Upwork or from an agency or two) without real positioning—and you’re ready for a more livable alternative.When you’ve just left corporate life and are first hanging out your shingle as a freelancer or consultant.When you’re so new at your craft that you’re actually not that good yet.And even where we could make an edge case for hourly billing, we get hyper-specific on when/how to gracefully transition out.Quotables“They like the promise of not feeling like they're losing $200 an hour when they're on vacation.”—JS“Just go back to your source of leads…and significantly increase your hourly rate.”—RM “Why would anyone feel obligated to pay you some amount of money per hour because you decided to have a really expensive lifestyle?”—JS“It's a very rare person who comes right out of corporate and says ‘I'm going to do productized services. Here's what they are. Boom. Let's go’.”—RM“I don't think it never makes sense to think about how many hours something's going to take you to do, just don't base your prices on it.”—JS“Hourly rates just exacerbate that inner discussion about whether or not you're worth it.”—RM“Productized services make it easier for you to hit a home run, to deliver positive ROI, to get a great testimonial.”—JS“Offering productized services gets rid of a lot of extraneous BS because you are hyper-focused on delivering only the things that you are really good at delivering.”—RM
Financial Checkup Time
Why May is the perfect time to schedule a strategic tax planning call with your CPA.How to pay yourself and fund your tax liability, even when you have spikes in your income.Who you need on your team to get the right advice—and why it’s worth hiring experts (hint: peace of mind is priceless).Setting up tax-advantaged plans now instead of waiting until year-end.Quotables“So I have these like quarterly spikes…that make it hard to have a set it and forget it payroll.”—JS“As long as you give your accountant a couple of weeks to breathe (after tax day), they're usually anxious…to think strategically vs. just plowing out a bunch of tax returns.”—RM“I'd rather have the IRS hold it (my tax withholding)…I just don't want to know about it. I don't want to ever see it.”—JS“I'm pretty sure my tax accruals are more than I'm going to need. And so after I pay the IRS next year, I'll pay myself a bonus with whatever's left.”—RM“When I started my solo consulting business, I got a financial planner, a bookkeeper and a lawyer.”—JS“People who have left consulting (to go solo), the first thing they do is incorporate because they're worried about liability. You're like, ‘ah, the first thing I'm going to do is protect myself and my assets’.”—RM“It still makes sense to check in with someone who has got a bigger picture, knows more detail about what's going on—we're fans of expertise over here.”—JS“You have a lot of options depending on your business structure to tuck some money away pre-tax…it's worth having that chat with your accountant.”—RM
Building Your Best Course
Addressing the chicken/egg nature of developing an idea for your course with targeting the ideal audience for it.Why building cohorts will improve the effectiveness of your course (and your future sales).How to build your course materials with reasonable deadlines that match your comfort level with teaching the topic.Why we hate launch hype and what to do instead.Quotables“The majority of the time you probably are thinking of teaching something bigger than you need.”—JS“When we're trying to teach something that involves significant behavior change, that's when I really love building a cohort.”—RM “I found it (the cohort experience) drawing me back almost like a social media network might because I wanted to find out what happened with Jason's thing that he was working on.”—JS“When you have a cohort, you are actively engaging with them. And for people who are sort of natural teachers, that feels amazing.”—RM“You do want to figure out what you think is going to make the most sense for you—not drain you, keep you energized, keep you engaged teaching the thing that you want to teach.”—JS“I want to have a really clear direction (when prepping material). I want to know how many sections and what's going to go in each one so that it makes sense.”—RM“If we sound cynical (about launches), it's because we are.”—JS“If it's right for you, I want you to have it. That is the (launch) message.”—RM LINKSRochelle | Email List | LinkedIn | Twitter | InstagramJonathan | Daily List | Website | Ditcherville | LinkedIn | Twitter
Building Your Best Course
Addressing the chicken/egg nature of developing an idea for your course with targeting the ideal audience for it.Why building cohorts will improve the effectiveness of your course (and your future sales).How to build your course materials with reasonable deadlines that match your comfort level with teaching the topic.Why we hate launch hype and what to do instead.Quotables“The majority of the time you probably are thinking of teaching something bigger than you need.”—JS“When we're trying to teach something that involves significant behavior change, that's when I really love building a cohort.”—RM “I found it (the cohort experience) drawing me back almost like a social media network might because I wanted to find out what happened with Jason's thing that he was working on.”—JS“When you have a cohort, you are actively engaging with them. And for people who are sort of natural teachers, that feels amazing.”—RM“You do want to figure out what you think is going to make the most sense for you—not drain you, keep you energized, keep you engaged teaching the thing that you want to teach.”—JS“I want to have a really clear direction (when prepping material). I want to know how many sections and what's going to go in each one so that it makes sense.”—RM“If we sound cynical (about launches), it's because we are.”—JS“If it's right for you, I want you to have it. That is the (launch) message.”—RM
Are You Overdelivering?
Our tendency (especially in proposal situations) to acquiesce to client requests—and how to re-direct that for the good of all.The power and status dynamics surrounding consultants serving clients and what happens if we start treating clients as higher status.How overdelivering can seep into your firm’s practices and where to nip it in the bud.Developing a healthy mindset around service delivery, providing value and decoupling your fees from effort.LINKSRochelle | Email List | Soloist Women | LinkedIn | Twitter | InstagramJonathan | Daily List | Ditcherville | LinkedIn | TwitterQuotables“Your clients are a choice, just like your boss is a choice, but people often forget that walking away is one of the options.”—JS“You could say: ‘Listen, if we take out this step, I can't guarantee the transformation, and therefore I can't do that for you.’”—RM“The way to provide value to your clients is not to be obedient—it's to deliver results.”—JS“The proposal is the dress rehearsal for the engagement.”—RM“If you let prospective clients push you around in the sales process, it should come as no surprise when they push you around during the project.”—JS“The more that you consider yourself low status relative to clients, the worse you're going to feel about it.”—RM “There's so much ‘the customer's always right’ psychology. "Wouldn't it be better to give them more than less?" No, it really wouldn't.”—JS“This is about leveraging what you have—not playing status games that have you overdelivering and creating relationships that don't work for you.”—RMLinksTara McMullin's Instagram piece on over-delivering RESOURCESRochelle | Email List | Soloist Women | LinkedIn | Twitter | InstagramJonathan | Daily List | Website | Ditcherville | LinkedIn | Twitter LINKSRochelle | Email List | LinkedIn | Twitter | InstagramJonathan | Daily List | Website | Ditcherville | LinkedIn | Twitter
Are You Overdelivering?
Our tendency (especially in proposal situations) to acquiesce to client requests—and how to re-direct that for the good of all.The power and status dynamics surrounding consultants serving clients and what happens if we start treating clients as higher status.How overdelivering can seep into your firm’s practices and where to nip it in the bud.Developing a healthy mindset around service delivery, providing value and decoupling your fees from effort.Quotables“Your clients are a choice, just like your boss is a choice, but people often forget that walking away is one of the options.”—JS“You could say: ‘Listen, if we take out this step, I can't guarantee the transformation, and therefore I can't do that for you.’”—RM“The way to provide value to your clients is not to be obedient—it's to deliver results.”—JS“The proposal is the dress rehearsal for the engagement.”—RM“If you let prospective clients push you around in the sales process, it should come as no surprise when they push you around during the project.”—JS“The more that you consider yourself low status relative to clients, the worse you're going to feel about it.”—RM “There's so much ‘the customer's always right’ psychology. "Wouldn't it be better to give them more than less?" No, it really wouldn't.”—JS“This is about leveraging what you have—not playing status games that have you overdelivering and creating relationships that don't work for you.”—RMLinksTara McMullin's Instagram piece on over-delivering
Bad Grammar—Should You Bend The Rules?
Why using perfect grammar in a sales pitch or conversation still won’t guarantee you the deal.How to use grammar and language to communicate and persuade vs. to impress (and the role of status games).Why simplicity makes it easier to get the result you want.The role of grammar in expressing your brand and setting client/audience expectations.Quotables“You could do a sales pitch or a sales interview and use perfect grammar throughout and still not land the deal.”—JS“You adjust your language to meet them where they are.”—RM“You're not looking for an A+ on a book report. You're trying to get someone to change.”—JS“This is really more about simplicity and getting the result that you want.”—RM“It's all about communicating it to them in a way that is going to be digestible and not activate status roles.”—JS“Who's your audience? How do they communicate? What kinds of words are too big and too much?”—RM“If what you want is for the listener or the reader or the viewer to do something, then the most important thing is producing that action.”—JS“Language is part of the toolkit of a consultant or anyone who's trying to make transformational change in an audience.”—RM LINKSRochelle | Email List | LinkedIn | Twitter | InstagramJonathan | Daily List | Website | Ditcherville | LinkedIn | Twitter
Bad Grammar—Should You Bend The Rules?
Why using perfect grammar in a sales pitch or conversation still won’t guarantee you the deal.How to use grammar and language to communicate and persuade vs. to impress (and the role of status games).Why simplicity makes it easier to get the result you want.The role of grammar in expressing your brand and setting client/audience expectations.Quotables“You could do a sales pitch or a sales interview and use perfect grammar throughout and still not land the deal.”—JS“You adjust your language to meet them where they are.”—RM“You're not looking for an A+ on a book report. You're trying to get someone to change.”—JS“This is really more about simplicity and getting the result that you want.”—RM“It's all about communicating it to them in a way that is going to be digestible and not activate status roles.”—JS“Who's your audience? How do they communicate? What kinds of words are too big and too much?”—RM“If what you want is for the listener or the reader or the viewer to do something, then the most important thing is producing that action.”—JS“Language is part of the toolkit of a consultant or anyone who's trying to make transformational change in an audience.”—RM
When It’s Time To Un-Stick Yourself
Getting yourself the endorphin rush from physically getting up and going outside or meeting a friend.How to keep pushing the envelope even as you’re doing the routine things that make your business run.Why that feeling of putting your “baby” out there can feel crazy-scary—and how to do it anyway.How to tell the difference between when you’re laying groundwork for your next thing or just burning daylight.LINKSRochelle | Email List | Soloist Women | LinkedIn | Twitter | InstagramJonathan | Daily List | Ditcherville | LinkedIn | TwitterQuotables“It was so much fun…I noticed that I felt like this total endorphin rush, I was in the best mood.”—JS“I've so trained myself into this virtual be efficient work from zoom/have phone conversations mode that it was almost like upsetting the apple cart to go to an in-person meeting.”—RM“It's not too bad to have an idea and then, like roughly a quarter later, launch it.”—JS“It doesn't mean that we don't double down on the things we're good at, but we just keep pushing that envelope on some level.”—RM“Talk to people like: ‘Hey, I've got three ideas for my next workshop I'm going to launch. Which one seems the most exciting to you?’”—JS“I'm waiting for somebody to write and go ‘Yeah, this is a stupid idea. And I don't ever want to hear from you again.’”—RM“If you can introduce really smart, fun people into the process (of getting outside), that sounds like a really good routine to get into.”—JS“There's always going to be those periods (of laying groundwork), but the ideal is that they're moving you towards something else, even if you're pulling your hair out while you're going through them.”—RM LINKSRochelle | Email List | LinkedIn | Twitter | InstagramJonathan | Daily List | Website | Ditcherville | LinkedIn | Twitter