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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Email Challenge 2021
Getting started with an email list—how to write, what to write, where to write (and how to know when you’re ready to begin).Growing your list and deciding what moves to make if your list growth stagnates.The power of collaborating—appearing on other podcasts for example—to grow your audience.How to use launches—both free and paid—to grow your list.Top strategies and tactics to reliably grow your list—from using lead magnets to live digital events (and how to avoid the social media trap).Quotables“Email has got the best combination of features for someone who’s trying to grow an audience and be perceived as an authority.”—JS“People for the most part are thoughtful and kind and sometimes they’ll give you an atta boy or atta girl just when you need it. And other times they’ll give you a perspective you just hadn’t thought of.”—RM“There are two factors (about sharing other platforms): the size of their audience and their compatibility—how open they are to your particular message.”—JS“When you have a good editor (of a media site) they’re protecting the voice of the outlet. But make no mistake—you’re working for them for free.”—RM“The structure of a webinar—and the expectation when you sign up for a webinar—is that you’re gonna be giving your email address.”—JS “When you do these kinds of free challenges—whether they’re audio, video, writing, with or without a slack channel—they will increase your email subscribers.”—RM
Distraction vs. Opportunity
The role of your strategy in deciding whether something is a distraction or an opportunity.Why it’s worth your time to determine the motivation and mindset behind the people approaching you with ideas.Aligning your goals with the ongoing decisions you need to make to keep delivering and funding your mission.When saying yes to distractions becomes a form of procrastination (and how to kick the habit).Knowing what’s a good use of your time and convincing yourself to stick to your own rules.Quotables“At the end of the day, strategy is the litmus test that would separate…distraction and opportunity.”—JS“If you feel like someone is sweet-talking you..look to their materials—their website, social media handles—and get a sense of whether they’re me-focused or other-focused.”—RM“If it can’t fail, it’s not a strategy.”—JS“You have to decide what you’re going to get out of this so you’ll know if it’s a distraction or an opportunity.”—RM“You have a goal, you decide how you’re gonna get there—and if you change how you’re gonna get there, then you’re making a strategic change and that should be a big deal.”—JS “You have to allow yourself the ability to stick to your path.”—RM
Distraction vs. Opportunity
The role of your strategy in deciding whether something is a distraction or an opportunity.Why it’s worth your time to determine the motivation and mindset behind the people approaching you with ideas.Aligning your goals with the ongoing decisions you need to make to keep delivering and funding your mission.When saying yes to distractions becomes a form of procrastination (and how to kick the habit).Knowing what’s a good use of your time and convincing yourself to stick to your own rules.Quotables“At the end of the day, strategy is the litmus test that would separate…distraction and opportunity.”—JS“If you feel like someone is sweet-talking you..look to their materials—their website, social media handles—and get a sense of whether they’re me-focused or other-focused.”—RM“If it can’t fail, it’s not a strategy.”—JS“You have to decide what you’re going to get out of this so you’ll know if it’s a distraction or an opportunity.”—RM“You have a goal, you decide how you’re gonna get there—and if you change how you’re gonna get there, then you’re making a strategic change and that should be a big deal.”—JS “You have to allow yourself the ability to stick to your path.”—RM LINKSRochelle | Email List | LinkedIn | Twitter | InstagramJonathan | Daily List | Website | Ditcherville | LinkedIn | Twitter
Passion Is A Story
Pursue intimacy at scale.Only create value that can’t be easily copied.The price you charge should match the value you provide.Fewer passionate customers are better than a lot of indifferent ones.Passion is a story.Never be in the commodity business, even if you sell what other people consider a commodity.Quotables“In our world…authority and expertise businesses, when I hear intimacy at scale I immediately think podcasting.”—JS“Let’s agree that price has to be about value—value is external and our job is to find out what clients value so we know how to price what we’re offering.”—RM“If you find people you like and you find out what they want and you help them get it, there is value there. So then all you have to do is figure out how much they’ll pay.”—JS“The important thing is that there are enough people in that niche that you can make a living doing what you love.”—RM“Dry data is not what people need...data is not effective at generating action.”—JS“You have a set of beliefs (your point of view) and you’re imparting them to people in as many different ways as you can think of so they get what you’re trying to say and they stick with you.”—RMLinks:*The Passion Economy Podcast **The Passion Economy Book * LINKSRochelle | Email List | LinkedIn | Twitter | InstagramJonathan | Daily List | Website | Ditcherville | LinkedIn | Twitter
Passion Is A Story
Pursue intimacy at scale.Only create value that can’t be easily copied.The price you charge should match the value you provide.Fewer passionate customers are better than a lot of indifferent ones.Passion is a story.Never be in the commodity business, even if you sell what other people consider a commodity.Quotables“In our world…authority and expertise businesses, when I hear intimacy at scale I immediately think podcasting.”—JS“Let’s agree that price has to be about value—value is external and our job is to find out what clients value so we know how to price what we’re offering.”—RM“If you find people you like and you find out what they want and you help them get it, there is value there. So then all you have to do is figure out how much they’ll pay.”—JS“The important thing is that there are enough people in that niche that you can make a living doing what you love.”—RM“Dry data is not what people need...data is not effective at generating action.”—JS“You have a set of beliefs (your point of view) and you’re imparting them to people in as many different ways as you can think of so they get what you’re trying to say and they stick with you.”—RMLinks:*The Passion Economy Podcast **The Passion Economy Book *
The Passion Economy with Adam Davidson
Why passion alone isn’t enough—we also need rigor and hard work to build a successful Passion Economy business.Rethinking your client base as a very tight, intimate group, because fewer passionate clients beat a lot of indifferent ones.How to get clear on the unique value you bring to your clients—and weave that into your business model (and marketing).When letting go of non-ideal clients is essential and how it changes the dynamics of your work.Why pricing should be a dialogue between you and your client vs. a static thing (and why a “shocking” price may be exactly what you need).Quotables“What do you want to be worried about at 3 in the morning—cause you’re gonna be worried at 3 in the morning if you’re an entrepreneur.”—AD“The passion word should convey: I’m going to put me and the wholeness of me into how I make a living. It’s a strong choice. It’s not a trivial choice.”—AD“The rest of us have to use the tools of scale, use the tools of digital communication…to find our intimate group, to find our tiny village even if they’re thinly spread all over the world.”—AD“You don’t want to be the same. You want to say I do this one thing and I do it really well and 99% of people have zero use for it, but there are people who will love it.”—AD“You want to become THE brand for your micro niche.”—AD“1/3 of your customers…are costing you money...if you actually add up the time and how much you’re making, you’d be way better off doing new customer development—or just sleeping.”—AD“It’s the stuff you’re thinking about when you’re doing the pitch that is often the most valuable. You’re looking at this company, you’re sizing them up, you’re taking in what they’re asking and then you’re really coming up with a big strategic vision…the value you’re adding is often front-loaded in that pitch.”—AD“Price really should reflect a dialogue between you and your customer. That customer is getting unique value from you. What is THAT value?”—AD“What if I doubled my prices tomorrow—what would happen? That probably for most people will provoke a crisis.”—ADLinks:The Passion EconomyTwitter LINKSRochelle | Email List | LinkedIn | Twitter | InstagramJonathan | Daily List | Website | Ditcherville | LinkedIn | Twitter
The Passion Economy with Adam Davidson
Why passion alone isn’t enough—we also need rigor and hard work to build a successful Passion Economy business.Rethinking your client base as a very tight, intimate group, because fewer passionate clients beat a lot of indifferent ones.How to get clear on the unique value you bring to your clients—and weave that into your business model (and marketing).When letting go of non-ideal clients is essential and how it changes the dynamics of your work.Why pricing should be a dialogue between you and your client vs. a static thing (and why a “shocking” price may be exactly what you need).Quotables“What do you want to be worried about at 3 in the morning—cause you’re gonna be worried at 3 in the morning if you’re an entrepreneur.”—AD“The passion word should convey: I’m going to put me and the wholeness of me into how I make a living. It’s a strong choice. It’s not a trivial choice.”—AD“The rest of us have to use the tools of scale, use the tools of digital communication…to find our intimate group, to find our tiny village even if they’re thinly spread all over the world.”—AD“You don’t want to be the same. You want to say I do this one thing and I do it really well and 99% of people have zero use for it, but there are people who will love it.”—AD“You want to become THE brand for your micro niche.”—AD“1/3 of your customers…are costing you money...if you actually add up the time and how much you’re making, you’d be way better off doing new customer development—or just sleeping.”—AD“It’s the stuff you’re thinking about when you’re doing the pitch that is often the most valuable. You’re looking at this company, you’re sizing them up, you’re taking in what they’re asking and then you’re really coming up with a big strategic vision…the value you’re adding is often front-loaded in that pitch.”—AD“Price really should reflect a dialogue between you and your customer. That customer is getting unique value from you. What is THAT value?”—AD“What if I doubled my prices tomorrow—what would happen? That probably for most people will provoke a crisis.”—ADLinks:The Passion EconomyTwitter
The Art of Gathering by Priya Parker
How “pop-up rules” can replace traditional etiquette and avoid social awkwardness.Hosting as a “generous authority” to protect, equalize and connect your guests (and the power of exclusion).The value of a cold open.How creating “good controversy” can lead to powerful experiences and decisions.The importance of preparing people vs. preparing things.Quotables“The pop-up rules are so important because they tell us how to behave—what’s acceptable behavior just for that gathering.”—RM“Having the rules of the road and being the host who calls party foul—that’s what allows people to get into the experience.”—JS“We have the power to design these gatherings…to make them really meaningful.”—RM“Exclusion is key to creating a good event…if the guest list isn’t really curated it creates a different dynamic.”—JS“As the host of a gathering, your job is to be a generous authority.”—RM“You give them something to stick around for, so that the end is a community experience.”—JSLinks + ResourcesThe Art of Gathering Priya’s Newsletter: Text GATHER to 66866Instagram Twitter
Wrestling With Procrastination
Why there is no such thing as being “too busy” to give your attention to the most important things in your life.Discovering the energy that comes from completing essential work (and the thrill of eliminating the unnecessary).Defeat resistance before it starts.How to keep investing in yourself and your business, even with a heavy client load.Quotables“When I finish a bunch of my stuff—I have like 15 things on my daily list—all in the morning, the day feels very different…it feels like I have a free day.”—JS“When we leave an employer, we tend to take our habits with us…we work that many hours whether we need to or not.”—RM“I have my to-do list open everywhere.”—JS“Part of dealing with procrastination is re-wiring our brains.”—RM“It’s so much easier to create a habit that’s daily.”—JS“Once you make something a habit…you don’t have to think about it.”—RMLinksThe 4 Hour Workweek Atomic Habits Getting Things Done The War of Art Indistractable Outer Order, Inner Calm The Power of Habit
Wrestling With Procrastination
Why there is no such thing as being “too busy” to give your attention to the most important things in your life.Discovering the energy that comes from completing essential work (and the thrill of eliminating the unnecessary).Defeat resistance before it starts.How to keep investing in yourself and your business, even with a heavy client load.Quotables“When I finish a bunch of my stuff—I have like 15 things on my daily list—all in the morning, the day feels very different…it feels like I have a free day.”—JS“When we leave an employer, we tend to take our habits with us…we work that many hours whether we need to or not.”—RM“I have my to-do list open everywhere.”—JS“Part of dealing with procrastination is re-wiring our brains.”—RM“It’s so much easier to create a habit that’s daily.”—JS“Once you make something a habit…you don’t have to think about it.”—RMLinksThe 4 Hour Workweek Atomic Habits Getting Things Done The War of Art Indistractable Outer Order, Inner Calm The Power of Habit LINKSRochelle | Email List | LinkedIn | Twitter | InstagramJonathan | Daily List | Website | Ditcherville | LinkedIn | Twitter
Consulting Success with Michael Zipursky
The mindset—and preparation—you need to leave a corporate job and build a successful consulting business. Why consultants willing to develop an entrepreneurial skillset are more likely to create a sustainable business.The role of leverage in growing your revenue, while decoupling it with your time.How to build and run a highly successful business while traveling the world (or raising your family, practicing your art or any other personal ambition).Why deciding to ignore limiting beliefs is the first step to creating a sustainable business.Quotables“Develop content and get those ideas out there. Don’t wait, even if you are employed right now.”—MZ“Look at all the different people around you—colleagues, your boss, vendors, suppliers…and try to invest in those relationships now. ”—MZ“Productizing parts of your offer allows your clients to get great benefit and value without your direct involvement.”—MZ“Get very clear about the lifestyle you want…then figure out the right business model and the right strategy and the right approach to create the lifestyle you want.”—MZ“People making the transition from corporate to consulting have a limiting belief: that they have to do what they’ve seen others do.”—MZ“Complexity doesn’t scale.”—MZLinksConsulting Success Consulting Blueprint
Dreaming Big with Carrie Locklyn
The role of early goal setting in propelling Carrie from mastering triple pirouettes to a world tour with Mariah Carey.Working through transitions to break into your next business level—and the signs when a transition is hovering.Taking the pressure off making money on your dream by keeping up other income streams.Carving out a niche for your business while also building a personal brand.Making Instagram work to grow your business without letting it take over your life (and how to use it to provide bona fides for your referral sources).The value of giving yourself grace while you’re chasing your big dreams.Quotables“I always kept my side hustle…if I could take the energy and the power away from having to make money off my dream…then it left this creative space and it kept my mind clear.”—CL“Finding your niche is paying attention to what’s getting you hired. How is your brand being pushed out there—what is the thing that people hang onto?”—CL“If we’re showing our faces (on Instagram)…we’re showing that little clip of what we did this weekend, it makes us trustworthy, like someone can actually reach out and have a conversation with us.”—CL“It’s accepting that lane that you’re in (your niche) and then focusing on that lane and becoming the authority within that lane.”—CL“Early on, I was taught a few things and one of them was to always say yes when an opportunity comes your way in the area of what you want to do.”—CL“It’s keeping the faith in those middle moments (between transitions) where you feel like the floor is coming out from underneath of you—remembering back to why you started it.”—CL “Communication and building relationships within the areas of your expertise…is just as important as being an authority.”—CL LinksWebsiteInstagramTwitter
Using Power To Build Your Authority
Why the power of your expertise—arguably the key skill of a consultant—pales in comparison to the “softer” powers you’ll need to make sure your advice sticks.How to think about the types of power you hold as a consultant.Using your power to move client projects forward while building your business.When the power-forward, speed-based mode of consulting is more efficient—but less effective.Figuring out which person(s) on your project is the skeptic—and engaging them in the process so you win them over.The role of generosity and charisma in building relationship power.Quotables“The power of expertise doesn’t work if you don’t get your expertise used. Consulting skills are a form of power that you wield when you use them well.”—RM“People in the hierarchy have their own personal goals that may or may not align with the overall project goal.”—JS “Sometimes that person who’s really quiet is actually undermining every thing you’re doing.”—RM“If you don’t have buy-in, when you’re gone they’re just going to switch back to the old way.”—JS“When we start working collaboratively, our ego tends to get tamped down…we sublimate our ego in service to the project.”—RM “If the way the team wants to do it is going to get them to the goal and they’ll feel ownership over it, that’s probably more important than you jamming your beautiful design down their throat.”—JS LinksBuy In Impro
Using Power To Build Your Authority
Why the power of your expertise—arguably the key skill of a consultant—pales in comparison to the “softer” powers you’ll need to make sure your advice sticks.How to think about the types of power you hold as a consultant.Using your power to move client projects forward while building your business.When the power-forward, speed-based mode of consulting is more efficient—but less effective.Figuring out which person(s) on your project is the skeptic—and engaging them in the process so you win them over.The role of generosity and charisma in building relationship power.Quotables“The power of expertise doesn’t work if you don’t get your expertise used. Consulting skills are a form of power that you wield when you use them well.”—RM“People in the hierarchy have their own personal goals that may or may not align with the overall project goal.”—JS “Sometimes that person who’s really quiet is actually undermining every thing you’re doing.”—RM“If you don’t have buy-in, when you’re gone they’re just going to switch back to the old way.”—JS“When we start working collaboratively, our ego tends to get tamped down…we sublimate our ego in service to the project.”—RM “If the way the team wants to do it is going to get them to the goal and they’ll feel ownership over it, that’s probably more important than you jamming your beautiful design down their throat.”—JS LinksBuy In Impro LINKSRochelle | Email List | LinkedIn | Twitter | InstagramJonathan | Daily List | Website | Ditcherville | LinkedIn | Twitter
Ask Us Anything 2
How to create memorable digital content and leads that build a pipeline of future clients/customers.What role does social capital play on the road to authority?Positioning yourself to value price engagements when your projects don’t have an end date—and you’re currently charging hourly or by retainer.How to apply positioning in the context of music and musicians—is this process different when dealing with an “esoteric” specialty?What do you see ahead for The Business of Authority as you hit 250 episodes in 2022?Quotables“Show up with a posture of service and just help people. Turn strangers into friends and just genuinely care about helping—and do it as much as you can for free.”—JS“You build social capital with your audience, i.e. the people that you resonate with…it’s about figuring out who your people are and building social capital with those people.”—RM“The first thing you have to ask yourself is "am I going to be an artist or a business person?” because it will cause you to make different choices.”—JS“You’ve got the opportunity—because you really understand your audience and the struggles they go through—to render them a unique service.”—RMLinksHow To Make It In The New Music BusinessYour Music And PeopleKevin KellyGot a question for us?Do you have a question that you'd like us to answer on the show? We'd love to hear from you! Email a voice recording to Jonathan at asktboa@jonathanstark.com and we'll add it to the queue. LINKSRochelle | Email List | LinkedIn | Twitter | InstagramJonathan | Daily List | Website | Ditcherville | LinkedIn | Twitter