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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Selling Results
Why a focus on outcomes naturally changes your sales conversations and how you think about delivery.How becoming the client yourself helps crystallize the importance of outcomes vs. inputs.Changing your mental model away from valuing time spent to the outcomes your clients are seeking.Becoming the Mercedes option where your clients happily pay big premiums for your reliably transformative outcomes.How using an outcomes focus in the sales process also weeds out undesirable clients.Quotables“You change the way that you talk to the client, so that you're finding out more about what is the transformation they want instead of how much work is this going to be for me to execute.”—JS“They (the billers of time) just have to invert their thinking. And it's funny because once you really see it from the other side, it's hard to unsee it.”—RM“I fundamentally believe deep down that the majority of software projects go 2x over the initial estimate because nobody talks at the beginning about what the success metric is.”—JS“It's just all in what you want, what you value and what the person is going to deliver (when you’re hiring a consultant).”—RM“You found someone who you considered to be a Mercedes option—like a premium luxury purchase—and you just believed that it would work and it did work and it didn't need to take a lot of time. In fact, the less time it takes the better.”—JS“There are some clients who really don't want to be challenged. They don't want to have those tough questions asked and those are not good clients.”—RM“It's like finding the mission for the project and then it's all about everybody's on the same mission—you've got something to align everybody around.”—JS“Going from time spent to outcomes is messing with somebody's mental model—it's really hard to imagine that someone will value the outcome only and not care about the inputs.”—RM
Productized Services
Using this as a path out of hourly billing and/or simplifying your sales and marketing while juicing your revenue.Why offering productized services forces you to get really tight on your delivery, messaging and outcomes.How you can use a productized service offering to test drive a more laser-focused positioning for your entire business.We share a host of real life examples you can check out to see how it’s done.Quotables“Productized services are like a path out of hourly billing for people who are used to delivering services by the hour.”—JS“We need to not underestimate the power of making your marketing and selling simpler.”—RM“If you're scared of positioning your overall business in a laser-focused way, you could just have the one (productized service) offering.”—JS“Do not underestimate the power of using emotion to identify that final outcome to the client from your productized service.”—RM“II you're embarrassed by your website, how do you think that might be trickling into your behavior and your actions?”—JS“When you start experimenting with productized services, you might find that it gets you into a higher level problem than you'd been solving.”—RMLinkshttps://jonathanstark.com/examples-of-productized-serviceshttps://www.weekofthewebsite.com/https://worstofalldesign.com/how-it-workshttps://www.eleanormayrhofer.com/ https://sarahmoon.net/ https://www.emilyomier.com/ https://www.aprildunford.com/ LINKSRochelle | Email List | LinkedIn | Twitter | InstagramJonathan | Daily List | Website | Ditcherville | LinkedIn | Twitter
Productized Services
Using this as a path out of hourly billing and/or simplifying your sales and marketing while juicing your revenue.Why offering productized services forces you to get really tight on your delivery, messaging and outcomes.How you can use a productized service offering to test drive a more laser-focused positioning for your entire business.We share a host of real life examples you can check out to see how it’s done.Quotables“Productized services are like a path out of hourly billing for people who are used to delivering services by the hour.”—JS“We need to not underestimate the power of making your marketing and selling simpler.”—RM“If you're scared of positioning your overall business in a laser-focused way, you could just have the one (productized service) offering.”—JS“Do not underestimate the power of using emotion to identify that final outcome to the client from your productized service.”—RM“II you're embarrassed by your website, how do you think that might be trickling into your behavior and your actions?”—JS“When you start experimenting with productized services, you might find that it gets you into a higher level problem than you'd been solving.”—RMLinkshttps://jonathanstark.com/examples-of-productized-serviceshttps://www.weekofthewebsite.com/https://worstofalldesign.com/how-it-workshttps://www.eleanormayrhofer.com/ https://sarahmoon.net/ https://www.emilyomier.com/ https://www.aprildunford.com/
Overcoming Set Points and Plateaus
The role of your mindset in breaking through set points and powering past income plateaus.Deciding when it’s time to change your revenue model to provide your business with greater leverage—and larger earnings potential.How to think about and reframe limiting beliefs that keep you from making big leaps in your business.When your past experiences are powering decisions today that don’t serve you or your business growth (and how to re-wire them).LINKSRochelle | Email List | Soloist Women | LinkedIn | Twitter | InstagramJonathan | Daily List | Ditcherville | LinkedIn | TwitterQuotables“There's a certain point where you've found all the leverage you're going to find with this model and you need to find a bigger lever.”—JS“I'd like to be a best-selling author. But guess what? If I don't write a book, it's not going to happen.”—RM“One of the things that can be the moment of a huge breakthrough for people is the first time they say no to a client.”—JS“Maybe there's a voice in your head that says you don't deserve any better than this. That this is the best you get.”—RM“Lightning round of three limiting beliefs: I can never call myself an expert if I’m not the world’s greatest; Oh, these are all great ideas, but they won't work; I can't stop coding because then I wouldn't be able to consult.”—JS“There are all these different experiences that impact how we think about money and therefore what we allow ourselves to achieve in our business.”—RM“You can go back and find out what your particular contribution was worth to the client and then try and extrapolate into the future. So when you talk to someone who's similar, you can get better at guesstimating what your contribution might be worth to this kind of a client.”— JS“Once you're past the bootstrap stage and your business is truly launched, then there are certain things that are going to move you faster. You have to believe your business is worth investing in them.”—RM LINKSRochelle | Email List | LinkedIn | Twitter | InstagramJonathan | Daily List | Website | Ditcherville | LinkedIn | Twitter
Overcoming Set Points and Plateaus
The role of your mindset in breaking through set points and powering past income plateaus.Deciding when it’s time to change your revenue model to provide your business with greater leverage—and larger earnings potential.How to think about and reframe limiting beliefs that keep you from making big leaps in your business.When your past experiences are powering decisions today that don’t serve you or your business growth (and how to re-wire them).Quotables“There's a certain point where you've found all the leverage you're going to find with this model and you need to find a bigger lever.”—JS“I'd like to be a best-selling author. But guess what? If I don't write a book, it's not going to happen.”—RM“One of the things that can be the moment of a huge breakthrough for people is the first time they say no to a client.”—JS“Maybe there's a voice in your head that says you don't deserve any better than this. That this is the best you get.”—RM“Lightning round of three limiting beliefs: I can never call myself an expert if I’m not the world’s greatest; Oh, these are all great ideas, but they won't work; I can't stop coding because then I wouldn't be able to consult.”—JS“There are all these different experiences that impact how we think about money and therefore what we allow ourselves to achieve in our business.”—RM“You can go back and find out what your particular contribution was worth to the client and then try and extrapolate into the future. So when you talk to someone who's similar, you can get better at guesstimating what your contribution might be worth to this kind of a client.”— JS“Once you're past the bootstrap stage and your business is truly launched, then there are certain things that are going to move you faster. You have to believe your business is worth investing in them.”—RM
Book Publishing Listener Q&A
The two main reasons to write a book for your expertise or authority business.The pros and cons of self-publishing vs. seeking out a traditional publisher.Positioning and pricing your self-published book—and whether to sell it on your website and/or amazon.How to find and vet the right editor(s) for your situation.The role of e-books vs. physical books and why you probably want both.Quotables“The two main reasons to write a book for business: there's the 300 page business card and there's the revenue stream… it really helps going into it to know which one you're writing.”—JS“You might make different strategic and tactical decisions depending on whether you want direct or indirect revenue from your book .”—RM“If you want to reach a broader audience, then it does make sense to go through a more traditional publishing channel or at least something closer to that.”—JS“The irony (with traditional publishers) is when you want them, when you need them, they usually don't want you—because they want you to have enough name recognition that you're helping to drive the sales of the book.”—RM“When I published Hourly Billing Is Nuts, since it was so much about pricing, I was like, I want to price this right. And I don't want it to be next to a whole bunch of direct competitors that are cheaper. It'd be like putting myself on Upwork.”—JS “I wanted really good editors because all of my (client) book experiences up to now have been with really top-notch people at big publishing houses and I wanted somebody as good as that for my book.”—RM“I think everybody should write a book—the experience is fabulous. It's so good to have to think that hard about something and have a project that's that big.”—JS“How hard is it to create a physical book on Amazon? It is so freaking easy if you're already doing the e-book on amazon.”—RMRELATED LINKSTim Grahl's interview with Dan PinkThe Authority Code by Rochelle MoultonBlurbReedsy LINKSRochelle | Email List | LinkedIn | Twitter | InstagramJonathan | Daily List | Website | Ditcherville | LinkedIn | Twitter
Book Publishing Listener Q&A
The two main reasons to write a book for your expertise or authority business.The pros and cons of self-publishing vs. seeking out a traditional publisher.Positioning and pricing your self-published book—and whether to sell it on your website and/or amazon.How to find and vet the right editor(s) for your situation.The role of e-books vs. physical books and why you probably want both.Quotables“The two main reasons to write a book for business: there's the 300 page business card and there's the revenue stream… it really helps going into it to know which one you're writing.”—JS“You might make different strategic and tactical decisions depending on whether you want direct or indirect revenue from your book .”—RM“If you want to reach a broader audience, then it does make sense to go through a more traditional publishing channel or at least something closer to that.”—JS“The irony (with traditional publishers) is when you want them, when you need them, they usually don't want you—because they want you to have enough name recognition that you're helping to drive the sales of the book.”—RM“When I published Hourly Billing Is Nuts, since it was so much about pricing, I was like, I want to price this right. And I don't want it to be next to a whole bunch of direct competitors that are cheaper. It'd be like putting myself on Upwork.”—JS “I wanted really good editors because all of my (client) book experiences up to now have been with really top-notch people at big publishing houses and I wanted somebody as good as that for my book.”—RM“I think everybody should write a book—the experience is fabulous. It's so good to have to think that hard about something and have a project that's that big.”—JS“How hard is it to create a physical book on Amazon? It is so freaking easy if you're already doing the e-book on amazon.”—RMRELATED LINKSTim Grahl's interview with Dan PinkThe Authority Code by Rochelle MoultonBlurbReedsy
The Authority Code
How “selling” your work completely changes once you’ve positioned yourself and monetized your expertise.Building your business in “white space” and a new way to think about your big idea (hint: we’re talking revolution).Why your genius zone is a pivotal element of your authority positioning.Rethinking your business and revenue model to more closely match your positioning (and your genius zone).Getting comfortable with publishing—testing your point of view—until you’re ready to start playing on other people’s platforms.Quotables“If you like this show, you're going to love the book.”—JS“What thinking about your big idea as a revolution does for you is it allows you to think bigger than you would otherwise—as in who am I to think this big?”—RM“I just see it as we're fellow travelers, we're on the same mission. We're in the same revolution and I don't care who leads it, as long as someone's doing it.”—JS“It's so important that you discover your genius zone. We started our own businesses—we took a lot of risk. Why shouldn't we be doing what we really love to do?”—RM“Once you flip your mindset from I do rails or I do price consulting to I know how to build rails apps—then you can start disconnecting your expertise from your labor.”—JS“You're going to start with an email list, but then the question becomes, what should you do first in terms of publishing? I like writing and podcasting because they feed each other and they've got long tails.”—RM“Sales conversations are always fun, ‘cause they’re very consultative—it’s like I’m getting to know them.”—JS“Selling authority is three things: it's publishing, it’s developing your authority circle and it's having sales conversations. It's selling without selling.” –RMLinks: The Authority Code 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
The Authority Code
How “selling” your work completely changes once you’ve positioned yourself and monetized your expertise.Building your business in “white space” and a new way to think about your big idea (hint: we’re talking revolution).Why your genius zone is a pivotal element of your authority positioning.Rethinking your business and revenue model to more closely match your positioning (and your genius zone).Getting comfortable with publishing—testing your point of view—until you’re ready to start playing on other people’s platforms.Quotables“If you like this show, you're going to love the book.”—JS“What thinking about your big idea as a revolution does for you is it allows you to think bigger than you would otherwise—as in who am I to think this big?”—RM“I just see it as we're fellow travelers, we're on the same mission. We're in the same revolution and I don't care who leads it, as long as someone's doing it.”—JS“It's so important that you discover your genius zone. We started our own businesses—we took a lot of risk. Why shouldn't we be doing what we really love to do?”—RM“Once you flip your mindset from I do rails or I do price consulting to I know how to build rails apps—then you can start disconnecting your expertise from your labor.”—JS“You're going to start with an email list, but then the question becomes, what should you do first in terms of publishing? I like writing and podcasting because they feed each other and they've got long tails.”—RM“Sales conversations are always fun, ‘cause they’re very consultative—it’s like I’m getting to know them.”—JS“Selling authority is three things: it's publishing, it’s developing your authority circle and it's having sales conversations. It's selling without selling.” –RMLink: The Authority Code
Profit Matters
Why profit is the most important measure of how your business is doing—even when profits are not your purpose.The difference between relying on vanity metrics and your bottom line to show you how you’re doing.Measuring impact vs. measuring revenue and what you need to build so they grow in tandem.How to avoid short-term thinking while still keeping your eye on your profit line.The value of reliability in your profit generation—and what that buys you in your business and your ability to make an impact.Quotables“You can’t buy Cheerios with likes on Twitter.”—JS“My concern sometimes with these giant lists is that they don't have this commonality in the audience that is going to help you grow your business.”—RM“You can measure impact. And that's a great thing to measure, but you can't eat it for dinner.”—JS“Once you run the long-term profit numbers, then you can make a wise-for-you investment decision. This is a good idea, a bad idea, or I'm not sure. Maybe I need to test it more.”—RM“I always notice when businesses basically tank because some cost cutter becomes the CEO—like the COO or the CFO becomes the CEO—and they stop investing in innovation.”—JS“You can't cut your way to innovation. You can't cut your way to being the industry leader. It just doesn't work that way.”—RM“If you're going to call yourself a business, then you need to have profits. Even though profits aren't your purpose, they still need to be there.”—JS“Until there's some kind of reliability built into your revenue model, your business is really hard to sustain.”—RM LINKSRochelle | Email List | LinkedIn | Twitter | InstagramJonathan | Daily List | Website | Ditcherville | LinkedIn | Twitter
Profit Matters
Why profit is the most important measure of how your business is doing—even when profits are not your purpose.The difference between relying on vanity metrics and your bottom line to show you how you’re doing.Measuring impact vs. measuring revenue and what you need to build so they grow in tandem.How to avoid short-term thinking while still keeping your eye on your profit line.The value of reliability in your profit generation—and what that buys you in your business and your ability to make an impact.Quotables“You can’t buy Cheerios with likes on Twitter.”—JS“My concern sometimes with these giant lists is that they don't have this commonality in the audience that is going to help you grow your business.”—RM“You can measure impact. And that's a great thing to measure, but you can't eat it for dinner.”—JS“Once you run the long-term profit numbers, then you can make a wise-for-you investment decision. This is a good idea, a bad idea, or I'm not sure. Maybe I need to test it more.”—RM“I always notice when businesses basically tank because some cost cutter becomes the CEO—like the COO or the CFO becomes the CEO—and they stop investing in innovation.”—JS“You can't cut your way to innovation. You can't cut your way to being the industry leader. It just doesn't work that way.”—RM“If you're going to call yourself a business, then you need to have profits. Even though profits aren't your purpose, they still need to be there.”—JS“Until there's some kind of reliability built into your revenue model, your business is really hard to sustain.”—RM
Leveling Up Your Systems
A new way to think about big projects based on how you work best—and the value of absolute clarity with your plan.What happens when you fall into flow on a big project that needs room to breathe.The unintended consequences of changing your environment.How to find the system(s) that will work for you—and why you don’t need to worry if they look entirely different than what works for someone else.Adopting the mindset of a creator—and aligning it with your daily habits.LINKSRochelle | Email List | Soloist Women | LinkedIn | Twitter | InstagramJonathan | Daily List | Ditcherville | LinkedIn | TwitterQuotables“It's as if you're going into battle, but you're going to battle against yourself.”—RM“I felt like I was on this path that I had wanted to be on for so long and I was finally doing it. So it was its own energy source.”—RM“I left this environment where I had lots of uninterrupted time. Switched to an environment where I'm interrupted all the time and didn't recognize or take into consideration the effect that would have on things that I already had in motion.”—JS“I don't want to stop. I want to just keep it, once you get into the zone and get over that resistance, fear, and you're in the zone, it's like a drug.”—JS“Once you have the boundary, you can all work with and around the boundary. But if it's not set, we're not going to work around it.”—RM“The thing that does motivate me is streaks and being able to tick off a check box next to the thing I was supposed to do today.”—JS “We all deserve to be able to carve out a space to produce this kind of work. It goes with the authority space.”—RM“It's a big undertaking and it's not something that you can just imagine is going to work itself out.”—JS LINKSRochelle | Email List | LinkedIn | Twitter | InstagramJonathan | Daily List | Website | Ditcherville | LinkedIn | Twitter
Leveling Up Your Systems
A new way to think about big projects based on how you work best—and the value of absolute clarity with your plan.What happens when you fall into flow on a big project that needs room to breathe.The unintended consequences of changing your environment.How to find the system(s) that will work for you—and why you don’t need to worry if they look entirely different than what works for someone else.Adopting the mindset of a creator—and aligning it with your daily habits.Quotables“It's as if you're going into battle, but you're going to battle against yourself.”—RM“I felt like I was on this path that I had wanted to be on for so long and I was finally doing it. So it was its own energy source.”—RM“I left this environment where I had lots of uninterrupted time. Switched to an environment where I'm interrupted all the time and didn't recognize or take into consideration the effect that would have on things that I already had in motion.”—JS“I don't want to stop. I want to just keep it, once you get into the zone and get over that resistance, fear, and you're in the zone, it's like a drug.”—JS“Once you have the boundary, you can all work with and around the boundary. But if it's not set, we're not going to work around it.”—RM“The thing that does motivate me is streaks and being able to tick off a check box next to the thing I was supposed to do today.”—JS “We all deserve to be able to carve out a space to produce this kind of work. It goes with the authority space.”—RM“It's a big undertaking and it's not something that you can just imagine is going to work itself out.”—JS
Designing Your Authority Circle
What’s an Authority Circle and why you need one.The role of your rat pack, apostles and tribal leaders and how to enlist them in your cause.Earning apostles for your work and connecting with influential tribal leaders.How selling your authority becomes more focused and simple once you clearly identify your circle. How to think about your Authority Circle and enlist them in spreading your vision, even if you’ve always thought of them as competitors.Quotables“It's a wild process, writing a book. It's a marathon for sure.”—JS“The big problem that an authority circle solves is you have somebody else working on your behalf all the time.”—RM“A good friend will bail you out of jail. A great friend will be in jail with you.”—JS“Apostles are the people who are spreading the word on your vision, the revolution you're seeing for the world, because they believe.”—RM“The thing with the apostles that is different than super fans is apostles will occasionally challenge you in a good, polite, constructive way.”—JS“You're looking for a way to take what you know, and apply it to the tribal leader’s specific audience.”—RM“If you're really thinking about making a big cultural change, you better have these apostles and tribal leaders who - at least partially - agree with the mission.”—JS“When you have your authority circle, what you're doing in a very small but important way is that you're connecting; you’re building connective tissue with all these different people and they're going to help you.”—RM LINKSRochelle | Email List | LinkedIn | Twitter | InstagramJonathan | Daily List | Website | Ditcherville | LinkedIn | Twitter
Designing Your Authority Circle
What’s an Authority Circle and why you need one.The role of your rat pack, apostles and tribal leaders and how to enlist them in your cause.Earning apostles for your work and connecting with influential tribal leaders.How selling your authority becomes more focused and simple once you clearly identify your circle. How to think about your Authority Circle and enlist them in spreading your vision, even if you’ve always thought of them as competitors.Quotables“It's a wild process, writing a book. It's a marathon for sure.”—JS“The big problem that an authority circle solves is you have somebody else working on your behalf all the time.”—RM“A good friend will bail you out of jail. A great friend will be in jail with you.”—JS“Apostles are the people who are spreading the word on your vision, the revolution you're seeing for the world, because they believe.”—RM“The thing with the apostles that is different than super fans is apostles will occasionally challenge you in a good, polite, constructive way.”—JS“You're looking for a way to take what you know, and apply it to the tribal leader’s specific audience.”—RM“If you're really thinking about making a big cultural change, you better have these apostles and tribal leaders who - at least partially - agree with the mission.”—JS“When you have your authority circle, what you're doing in a very small but important way is that you're connecting; you’re building connective tissue with all these different people and they're going to help you.”—RM