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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Pivoting After A Layoff
Why you want to learn how to business—the craft of building a profitable, sustainable business for yourself.The three most critical areas to master (delivery, sales and marketing) and how to start practicing each immediately.What to do now to avoid the “sophomore slump”—your second year when referrals tend to dry up.Why speaking and writing—even at the very beginning of your business—are worth committing to consistently.Teaching your contacts how to look out for the key trigger that says it’s time to call you in.RESOURCESRochelle | Email List | Soloist Women | LinkedIn | Twitter | InstagramJonathan | Daily List | Website | Ditcherville | LinkedIn | TwitterQuotables“Use that time (your first year of business) to learn how to business, learn the craft of business, building a profitable business that you want to show up and work at every day.”—JS“(Your pre-layoff work) came to a screeching halt because somebody else made a decision that was outside of your control.”—RM “You probably think that doing a great job is how you're gonna magically get new clients.”—JS“Selling is the art of taking someone who's interested and showing them how you can help them, how you can transform their situation into something better.”—RM“Instead of pitching, you try to talk them out of working with you, confidently, perhaps with some humor.”—JS“If you're just getting started, focus on actively listening (in a sales meeting) because your instinct is gonna be to do the opposite.”—RM “You're not gonna know who your ideal buyer is. You might not even know who your target market is, but you do want to show up in places where people who might have problems you can solve are hanging out.”—JS“Think in terms of a trigger: what does that other person have to hear to know that they should call you in?”—RM LINKSRochelle | Email List | LinkedIn | Twitter | InstagramJonathan | Daily List | Website | Ditcherville | LinkedIn | Twitter
Pivoting After A Layoff
Why you want to learn how to business—the craft of building a profitable, sustainable business for yourself.The three most critical areas to master (delivery, sales and marketing) and how to start practicing each immediately.What to do now to avoid the “sophomore slump”—your second year when referrals tend to dry up.Why speaking and writing—even at the very beginning of your business—are worth committing to consistently.Teaching your contacts how to look out for the key trigger that says it’s time to call you in.Quotables“Use that time (your first year of business) to learn how to business, learn the craft of business, building a profitable business that you want to show up and work at every day.”—JS“(Your pre-layoff work) came to a screeching halt because somebody else made a decision that was outside of your control.”—RM “You probably think that doing a great job is how you're gonna magically get new clients.”—JS“Selling is the art of taking someone who's interested and showing them how you can help them, how you can transform their situation into something better.”—RM“Instead of pitching, you try to talk them out of working with you, confidently, perhaps with some humor.”—JS“If you're just getting started, focus on actively listening (in a sales meeting) because your instinct is gonna be to do the opposite.”—RM “You're not gonna know who your ideal buyer is. You might not even know who your target market is, but you do want to show up in places where people who might have problems you can solve are hanging out.”—JS“Think in terms of a trigger: what does that other person have to hear to know that they should call you in?”—RM
Reaching Soloist Nirvana: Exploring The Five Mindsets for Success
The value of having an externally focused mission—and why it may take some time and exploration to find yours. Thinking like an investor—how to make bets with high upside potential while minimizing your risk.The role of experimentation in building your business—even when it feels risky or vulnerable.Why you want to discover your genius zone—and become brave enough to align every aspect of your business around it.Overcoming guilt to hire the home support you need to work at your best.Quotables“The thing with self-oriented goals, the me goals..they don't give you much direction. There's like a hundred ways you could reach these goals.”—JS“There's no shame if this is not the life for you. But it does get measurably easier if you've got a north star that you're shooting for.”—RM “I feel like I'm totally unemployable at this point.”—JS“People who are at the very pinnacle of this soloist life, they look at every decision as…is this going to bring me closer to where I want to be?”—RM“Look, it's a bet—you're making a bet. And if you're not a gambler...you want to de-risk the decision as much as possible.”—JS“Every human being has these fears, like the zebra that lifts itself up out of the herd will get slayed by a lion.”—RM “I think creating products is a great way to invest in your business.”—JS“We deserve to have a great life and to enjoy ourselves. This is not about doing things that we hate for people we don't like.”—RM
Reaching Soloist Nirvana: Exploring The Five Mindsets for Success
The value of having an externally focused mission—and why it may take some time and exploration to find yours. Thinking like an investor—how to make bets with high upside potential while minimizing your risk.The role of experimentation in building your business—even when it feels risky or vulnerable.Why you want to discover your genius zone—and become brave enough to align every aspect of your business around it.Overcoming guilt to hire the home support you need to work at your best.Quotables“The thing with self-oriented goals, the me goals..they don't give you much direction. There's like a hundred ways you could reach these goals.”—JS“There's no shame if this is not the life for you. But it does get measurably easier if you've got a north star that you're shooting for.”—RM “I feel like I'm totally unemployable at this point.”—JS“People who are at the very pinnacle of this soloist life, they look at every decision as…is this going to bring me closer to where I want to be?”—RM“Look, it's a bet—you're making a bet. And if you're not a gambler...you want to de-risk the decision as much as possible.”—JS“Every human being has these fears, like the zebra that lifts itself up out of the herd will get slayed by a lion.”—RM “I think creating products is a great way to invest in your business.”—JS“We deserve to have a great life and to enjoy ourselves. This is not about doing things that we hate for people we don't like.”—RM LINKSRochelle | Email List | LinkedIn | Twitter | InstagramJonathan | Daily List | Website | Ditcherville | LinkedIn | Twitter
Positioning: The Numbers
The ideal number of competitors and target clients in your niche to ensure it’s big enough to keep you profitably in business and small enough that you’re memorable.Why fishing in the right barrel vs. trying to cover the ocean is an ideal strategy for a soloist.The importance of finding your "unfair advantage”.How to find and analyze a potential market niche, including government statistics, trade associations, and social media.Quotables“There's this sort of tacit assumption that more prospects is better. So why would you narrow your focus on a subset of the whole universe?”—JS“Maybe you don't need to have a hundred thousand people on an email list to have a viable business.”—RM“Would you rather be in the ocean with that hook, or would you rather be standing next to a barrel of trout?”—JS“I don't have to write about 20 different things. I don't have to have 10 different products and services—I can just focus on whatever this particular group is most interested in.”—RM“Where do you have an unfair advantage? Like where are you already connected with a bunch of people? That could be your target market.”—JS“You have to be excited by the depths you're going to go to when you decide to niche.”—RM “I’ve just heard this story so many times when people finally niche down to an appropriate level…they start feeling traction right away.”—JS“’I like all my clients the same.’ Nobody has ever said that to me. They’ll say ‘Oh let me tell you about Joe or Sarah. If I could fill my pipeline with people just like that, I would be thrilled.’”—RM
Positioning: The Numbers
The ideal number of competitors and target clients in your niche to ensure it’s big enough to keep you profitably in business and small enough that you’re memorable.Why fishing in the right barrel vs. trying to cover the ocean is an ideal strategy for a soloist.The importance of finding your "unfair advantage”.How to find and analyze a potential market niche, including government statistics, trade associations, and social media.RESOURCESRochelle | Email List | Soloist Women | LinkedIn | Twitter | InstagramJonathan | Daily List | Website | Ditcherville | LinkedIn | TwitterQuotables“There's this sort of tacit assumption that more prospects is better. So why would you narrow your focus on a subset of the whole universe?”—JS“Maybe you don't need to have a hundred thousand people on an email list to have a viable business.”—RM“Would you rather be in the ocean with that hook, or would you rather be standing next to a barrel of trout?”—JS“I don't have to write about 20 different things. I don't have to have 10 different products and services—I can just focus on whatever this particular group is most interested in.”—RM“Where do you have an unfair advantage? Like where are you already connected with a bunch of people? That could be your target market.”—JS“You have to be excited by the depths you're going to go to when you decide to niche.”—RM “I’ve just heard this story so many times when people finally niche down to an appropriate level…they start feeling traction right away.”—JS“’I like all my clients the same.’ Nobody has ever said that to me. They’ll say ‘Oh let me tell you about Joe or Sarah. If I could fill my pipeline with people just like that, I would be thrilled.’”—RM LINKSRochelle | Email List | LinkedIn | Twitter | InstagramJonathan | Daily List | Website | Ditcherville | LinkedIn | Twitter
Why Your Stuff Isn’t Selling
You’re not on the radar of your ideal clients, so you’re not making their short list.Your ideal buyers are aware of you, but don’t recognize your offerings as a solution to their problem.Your buyers recognize that you offer a potential solution to their problem, but they don’t find your claims credible—they don’t trust you (yet).Your ideal people trust your solution to their potential problem, but your solution costs more than it’s worth to them to solve it.Quotables“A market is a place—virtual or otherwise—where buyers and sellers regularly show up to transact, to trade goods and services.”—JS“If there is commerce, there's the opportunity to make a profit.”—RM“It's very common that the buyers will not recognize that the inputs that you are selling are solutions to the pains they're experiencing.”—JS“If nobody knows you exist, there is no surprise that your stuff isn't selling.”—RM“You put a big label on the front of your bottle that says fast migraine relief…and you've still got the small print on the back with all the ingredients.”—JS“A feature is not a solution.”—RM“Find people who have a bigger version of the same problem, which probably looks like a larger buyer.”—JS“Wanting to work in your genius zone…might cause you to change your niche market vs. changing your offerings.”—RM LINKSRochelle | Email List | LinkedIn | Twitter | InstagramJonathan | Daily List | Website | Ditcherville | LinkedIn | Twitter
Why Your Stuff Isn’t Selling
You’re not on the radar of your ideal clients, so you’re not making their short list.Your ideal buyers are aware of you, but don’t recognize your offerings as a solution to their problem.Your buyers recognize that you offer a potential solution to their problem, but they don’t find your claims credible—they don’t trust you (yet).Your ideal people trust your solution to their potential problem, but your solution costs more than it’s worth to them to solve it.Quotables“A market is a place—virtual or otherwise—where buyers and sellers regularly show up to transact, to trade goods and services.”—JS“If there is commerce, there's the opportunity to make a profit.”—RM“It's very common that the buyers will not recognize that the inputs that you are selling are solutions to the pains they're experiencing.”—JS“If nobody knows you exist, there is no surprise that your stuff isn't selling.”—RM“You put a big label on the front of your bottle that says fast migraine relief…and you've still got the small print on the back with all the ingredients.”—JS“A feature is not a solution.”—RM“Find people who have a bigger version of the same problem, which probably looks like a larger buyer.”—JS“Wanting to work in your genius zone…might cause you to change your niche market vs. changing your offerings.”—RM
Choosing Your Growth Path
The role of leverage in scaling your expertise business.Building a solo business model without leverage from products or employees.Growing as a solo but adding leverage to scale: products (books, memberships, workshops, licensing) and/or people (contractors).Building a firm with traditional W-2 employees—and the two key activities you’ve got to love to make this work.The challenges—and opportunities—to grow and scale in each business model and how to decide which is right for you.RESOURCESRochelle | Email List | Soloist Women | LinkedIn | Twitter | InstagramJonathan | Daily List | Website | Ditcherville | LinkedIn | TwitterQuotables“There are certain kinds of industries and certain kinds of expertise where when you combine them in the right ways, you can actually build a million dollar plus solo business with no leverage.”—RM“Anything that allows you to do more with less is leverage, whether that's your pricing model or anything.”—JS“Contractors are usually contractors because they don't want to be employees.”—RM“You're using a team of people to help you produce new income streams, new lines of business that are more highly leveraged .”—JS“Having contractors first is a really good training ground for having employees.”—RM“It's (having employees) like being married to 10 people and you're worried about 10 mortgages now.”—JS“If you're gonna have employees, it's the equivalent of baby birds saying “give me a worm”. You've got to keep them busy.”—RM“As soon as you get into product, then you can have a real hit—like you can really have a hit.”—JS LINKSRochelle | Email List | LinkedIn | Twitter | InstagramJonathan | Daily List | Website | Ditcherville | LinkedIn | Twitter
Choosing Your Growth Path
The role of leverage in scaling your expertise business.Building a solo business model without leverage from products or employees.Growing as a solo but adding leverage to scale: products (books, memberships, workshops, licensing) and/or people (contractors).Building a firm with traditional W-2 employees—and the two key activities you’ve got to love to make this work.The challenges—and opportunities—to grow and scale in each business model and how to decide which is right for you.Quotables“There are certain kinds of industries and certain kinds of expertise where when you combine them in the right ways, you can actually build a million dollar plus solo business with no leverage.”—RM“Anything that allows you to do more with less is leverage, whether that's your pricing model or anything.”—JS“Contractors are usually contractors because they don't want to be employees.”—RM“You're using a team of people to help you produce new income streams, new lines of business that are more highly leveraged .”—JS“Having contractors first is a really good training ground for having employees.”—RM“It's (having employees) like being married to 10 people and you're worried about 10 mortgages now.”—JS“If you're gonna have employees, it's the equivalent of baby birds saying “give me a worm”. You've got to keep them busy.”—RM“As soon as you get into product, then you can have a real hit—like you can really have a hit.”—JS
Growing Your Authority Circle
The leap of faith required to act generously right from the start of any promising relationship.Moving transactional interactions—like say guesting on a podcast—into relational ones.How to find the right watering holes for other leaders in your niche—without limiting yourself to social media.The one invitation you can offer new contacts that is often a hard yes.The sometimes hidden value from buying cohort-based courses and programs.Quotables“There needs to be a leap of faith in your mind that reaching out to broaden your authority circle (to maybe someday amplify your message), is gonna start off by you showing up in a generous way to help other people.”—JS“You’re in the green room and you have this interaction and then afterwards you've developed a rapport and you've got the opportunity to build a relationship—I love podcasting for that.”—RM“There's this group of people that are all climbing the same mountain, but we're at different points or different places so we don't know they're there.”—JS“You can move something that's a transaction into something more relational.”—RM“A good watering hole: some kind of class that has a cohort where people are birds of a feather flocking around this particular idea.”—JS“I wanna find other people like me, because guess what? The Chamber of Commerce in my town doesn't have anybody like me.”—RM “If you cannot find a watering hole—like you're pretty clear about who you're looking for, but you just cannot find a place where they gather online—you can start one.”—JS“You will help them (new contacts) because you think what they're doing is interesting or there's something about their story that resonates with you.”—RM LINKSRochelle | Email List | LinkedIn | Twitter | InstagramJonathan | Daily List | Website | Ditcherville | LinkedIn | Twitter
Growing Your Authority Circle
The leap of faith required to act generously right from the start of any promising relationship.Moving transactional interactions—like say guesting on a podcast—into relational ones.How to find the right watering holes for other leaders in your niche—without limiting yourself to social media.The one invitation you can offer new contacts that is often a hard yes.The sometimes hidden value from buying cohort-based courses and programs.Quotables“There needs to be a leap of faith in your mind that reaching out to broaden your authority circle (to maybe someday amplify your message), is gonna start off by you showing up in a generous way to help other people.”—JS“You’re in the green room and you have this interaction and then afterwards you've developed a rapport and you've got the opportunity to build a relationship—I love podcasting for that.”—RM“There's this group of people that are all climbing the same mountain, but we're at different points or different places so we don't know they're there.”—JS“You can move something that's a transaction into something more relational.”—RM“A good watering hole: some kind of class that has a cohort where people are birds of a feather flocking around this particular idea.”—JS“I wanna find other people like me, because guess what? The Chamber of Commerce in my town doesn't have anybody like me.”—RM “If you cannot find a watering hole—like you're pretty clear about who you're looking for, but you just cannot find a place where they gather online—you can start one.”—JS“You will help them (new contacts) because you think what they're doing is interesting or there's something about their story that resonates with you.”—RM
Choosing Your Top Priorities
Is it a good idea to have multiple themes or strategies in a single year?Why running your business—prospecting, closing deals, delivery—always has to be a top priority (hint: nothing good happens when you don’t have cash flow).The natural progression from starting a business to defining your value proposition to earning serious revenue—and how a single focus will move you faster.How to think about monetizing your expertise as you grow.RESOURCESRochelle | Email List | Soloist Women | LinkedIn | Twitter | InstagramJonathan | Daily List | Website | Ditcherville | LinkedIn | TwitterQuotables“You still have to do all of the care and feeding of your business. You have to have money coming in. You have to be closing deals… you have to be doing delivery.”—JS“Prospecting never stops. Ideally on the road to authority, you do a lot of prospecting in the beginning and then it tapers off.”—RM“I get nervous when people are splitting their time between two themes.”—JS“I focus a lot better if I've got one lodestar that I'm shooting for.”—RM“Of all of the things that people have been paying me for, what is the thing I really want to show up and do?”—JS“How are you going to make money out of this?”—RM“Clients are happy to pay your exorbitant fees and your growth looks like getting bigger and bigger clients for whom you'll deliver more and more value and therefore can charge higher and higher.”—JSYou really have to marshal all of your energy into one thing to push to that next level.”—RM LINKSRochelle | Email List | LinkedIn | Twitter | InstagramJonathan | Daily List | Website | Ditcherville | LinkedIn | Twitter
Choosing Your Top Priorities
Is it a good idea to have multiple themes or strategies in a single year?Why running your business—prospecting, closing deals, delivery—always has to be a top priority (hint: nothing good happens when you don’t have cash flow).The natural progression from starting a business to defining your value proposition to earning serious revenue—and how a single focus will move you faster.How to think about monetizing your expertise as you grow.Quotables“You still have to do all of the care and feeding of your business. You have to have money coming in. You have to be closing deals… you have to be doing delivery.”—JS“Prospecting never stops. Ideally on the road to authority, you do a lot of prospecting in the beginning and then it tapers off.”—RM“I get nervous when people are splitting their time between two themes.”—JS“I focus a lot better if I've got one lodestar that I'm shooting for.”—RM“Of all of the things that people have been paying me for, what is the thing I really want to show up and do?”—JS“How are you going to make money out of this?”—RM“Clients are happy to pay your exorbitant fees and your growth looks like getting bigger and bigger clients for whom you'll deliver more and more value and therefore can charge higher and higher.”—JSYou really have to marshal all of your energy into one thing to push to that next level.”—RM