Do you ever feel like you’re constantly dealing with the same frustrating challenges in your business?

 

Maybe you get stuck managing messy revisions from unexpected sources, or a client keeps hitting you with last-minute rush work.

 

In this episode, I discuss how we often react to these situations rather than respond thoughtfully—and why that difference matters.

 

We explore two key steps to improve your responses:

 

1. Taking a pause before making decisions.
2. Asking yourself better, more open-ended questions that lead to more productive solutions.

 

This episode is all about how the quality of your internal questions can shift your perspective and help you navigate difficult situations with clarity.

 

Listen below or subscribe to the podcast on your favorite platform.

As freelancers, many of us crave the freedom to explore new places without the financial burden that travel can bring.

But what if you could fly in luxury without spending a fortune? That's where points travel comes in, and today's guest is a true expert in this game.

Spencer Howard, the mastermind behind Straight to the Points, has helped countless people book premium travel with points instead of cash—making dreams of business and first-class travel a reality.

In this episode, Spencer shares his journey from a political career to building a freelance writing business to becoming a full-time freelancer in the world of points and miles. He dives deep into the strategies freelancers can use to leverage credit card rewards and optimize points for travel, breaking down complex topics like transferable points and airline-specific credit cards.

And he explains how to do this without getting into debt or paying credit card fees that don’t make sense.

I learned a lot from this conversation. I realized that many of my hang ups about points travel were unfounded. And I discovered that I’m actually making some pretty big mistakes with a strategy I assumed was getting me huge travel perks (but it’s really not a great value!).

If you love to travel, you’re going to find several actionable tips on how to maximize your points, avoid common pitfalls and plan your next dream trip—all without breaking the bank or getting into debt.

Enjoy!

Have you ever had a client, prospect—or even an acquaintance—ask to "pick your brain"?

 

At first, it might feel flattering. But after the fourth or fifth time, it starts to feel like a burden.

 

You feel taken advantage of.

 

In this short episode, I talk about how I changed my approach to these requests. Instead of making excuses or feeling resentment, I started charging for “brain picking” sessions—and it completely transformed how I handle these situations.

 

I walk you through how I reframed these requests into a structured offer, how I set the price, and how you can do the same to ensure that clients and prospects value your time and expertise.

 

It doesn’t matter what type of work you do as a solo professional. If you get these requests regularly, this episode will give you practical tips on how to handle them with confidence.

Most freelancers and solo marketers focus their marketing efforts on prospecting, networking, or LinkedIn.

 

But guesting on podcasts that your target audience listens to? Not so much.

 

And that’s too bad, because appearing on podcasts can be a powerful way to build your brand, meet and network with great people, generate leads, and establish yourself as a thought leader in your market.

 

In this episode, I sit down with Angie Trueblood, a seasoned podcast publicist, to explore how freelance writers and solo marketers can harness the power of podcast guesting.

 

Angie shares her unique journey into the world of podcast publicity and breaks down why being a guest on the right shows can make a huge positive difference in your business. We dive deep into actionable strategies, including:

 

• Why podcast guesting is an underused but highly effective strategy for freelancers
• How to identify the podcasts that will bring real value to your business
• Insider tips on crafting a genuine, irresistible pitch
• Practical advice on preparing for your podcast debut to maximize impact
• How to track and measure the success of your podcast guesting efforts

 

Whether you’re looking to expand your client base, increase your visibility, or simply explore new avenues for growth, Angie’s insights will open your eyes to the untapped potential of this marketing strategy.

A growing number of writers are incorporating AI tools into their workflow.

 

Those who’ve kept an open mind and experimented with different approaches and ways to increase their productivity and scale their creativity have seen remarkable improvements in both the quality and quantity of their work, allowing them to stay ahead in an ever-evolving industry.

 

The current models are powerful out of the box. But what if there was a way to take things a step further and create personalized AI tools tailored to your unique needs?

 

In this episode, I sit down with Erynn LaFlamme, founder and CEO of Ethic Agency, a marketing agency based in Metro Atlanta. Erynn and I discuss how writers can harness the power of custom GPTs to handle nuanced parts of their client workflow.

 

Erynn has become an expert in using AI for content creation, and she walks us through the process of building Custom GPTs and shares real-world examples of how her team is leveraging this technology to produce better work.

 

We dive deep into:

 

• The difference between Custom GPTs and using standard ChatGPT
• Key steps involved in creating GPTs for specific clients
• Challenges and ethical considerations in AI-powered workflows
• How to refine and improve Custom GPTs over time
• Deciding when to use a Custom GPT versus a general AI tool

 

We also explore what this means for the future of freelance writers and content professionals—will AI replace us, or will it become an essential tool in our toolkit?

 

Whether you’re curious about integrating AI into your business or looking for ways to refine your processes, this episode offers some very practical ideas, insights and tips.

I was doing an exercise the other day where I looked back over the past 3 decades of my career to think through every major breakthrough I had and every big move I made.

 

Not only was this a fun trip down memory lane, it also made me realize a few very important things.  

 

One of them is that nearly every breakthrough happened during a very challenging moment in my career. And in a few cases, they happened when I was desperate—when I was in a very tight spot and desperately needed things to turn around.

 

And that got me thinking, “You know ... desperation can lead to some very powerful breakthroughs!”

 

That’s the topic of this week’s short podcast episode below.

In this episode, we’re tackling one of the biggest challenges freelancers face: the dreaded feast-or-famine cycle. Whether you're a seasoned freelancer or just starting out, the strategies we’ll discuss can help you create a steady stream of work and avoid the panic that comes with dry spells.

The Growing Urgency of Client Prospecting

The freelance world is facing increased pressure. With a challenging economy causing many businesses to put projects on hold, freelancers who’ve enjoyed steady work over the past few years are now finding themselves in a tough spot. The solution? A strategic and consistent approach to prospecting that can keep your pipeline full, regardless of external conditions.

Recognizing Marketing as a Core Role

As a solo business owner, marketing isn't just something you do when you need work—it’s a critical role that you must prioritize. Freelancers often come from environments where work is handed to them, but when you’re running your own business, you’re responsible for every function, including marketing and sales. If you’re serious about building a sustainable business, you need to accept this responsibility and make marketing a consistent part of your routine.

The 10% Rule: A Simple Strategy for Consistent Marketing

To ensure marketing becomes a habit, I recommend the 10% Rule—dedicating 10% of your weekly work time to marketing activities. This approach is flexible, achievable, and essential for maintaining a healthy pipeline of opportunities. Whether you're booked solid or facing a slow period, this rule helps you stay proactive in your marketing efforts.

Building Marketing into Your Routine

Consistency is key. Just like brushing your teeth or going for a walk, marketing should become a habitual part of your weekly routine. When you make marketing a non-negotiable habit, you’ll find that opportunities start to flow more regularly. This doesn’t mean you have to cold prospect constantly—staying in touch with your network, engaging with past clients, and maintaining visibility on platforms like LinkedIn can all contribute to keeping your pipeline active.

The Priority Pyramid: Focus on High-Probability Opportunities First

When your pipeline is dry, it’s important to focus your efforts on the highest-probability opportunities first. That’s where the Priority Pyramid comes into play:

1. Current Clients & Open Proposals: Start by following up with current clients and open opportunities. This is the highest-probability area where you can secure quick wins.
2. Past & Dormant Clients: Reconnect with past clients or those who have gone dormant. They already know, like, and trust you, making it easier to reignite the relationship.
3. Dead Leads: Reach out to prospects who showed interest in the past but didn’t convert. Often, circumstances change, and they may now be ready to move forward.
4. Cold Prospects: Finally, if you’ve exhausted the previous three categories, turn to cold prospecting. This can be time-consuming, but it’s a necessary part of maintaining a full pipeline.

The Importance of Reps and At-Bats

Cold prospecting can feel daunting, especially when you face rejection or silence. But remember, like a slot machine in Vegas, the more you play (or in this case, prospect), the higher your chances of hitting a jackpot. The key is to keep going, even when it feels tough. The more reps you do, the better your chances of landing a big win.

Unwavering Commitment: The Foundation of Success

Freelancing comes with its challenges, and it’s during these tough times that your resolve will be tested. It’s crucial to have a strong sense of purpose—your “Big Why”—that keeps you motivated. Like the American colonists fighting for their freedom, your commitment to your business and your goals will carry you through the toughest challenges.

Upcoming Workshop: Build a Powerful Prospecting Habit in 21 Days

If you’re ready to take your prospecting efforts to the next level, I’m excited to announce a new prospecting workshop starting next week. Over 21 days, you’ll receive daily lessons and assignments designed to help you build effective prospecting habits that stick. This workshop is all about action, accountability, and results—perfect for freelancers who are ready to transform their business.

This is the last time I’m running this workshop in 2025.

To join us, send an email to [ed at b2blauncher dot com], and we’ll get you all the details. The workshop begins on Monday, September 16, so don’t wait!

Final Thoughts

Breaking free from the feast-or-famine cycle requires a strategic and consistent approach to marketing and prospecting. By embracing your role as a marketer, following the 10% Rule, and focusing on high-probability opportunities, you can create a steady flow of work and build a sustainable freelance business.

Thanks for tuning in to this episode of the High-Income Business Writing podcast. I hope you found these strategies useful. Until next time, keep pushing forward and stay committed to your success.

As freelancers and solo professionals, we often (unknowingly) sabotage our own success from the very first interaction with a prospect.

 

We present ourselves and our services in a way that works against us. It erodes trust and diminishes our perceived value before we even begin working with a potential client.

 

It often starts the moment we ask our clients, "What can I do for you?"

 

This simple question can unknowingly shift us from being experts in our field to mere order-takers, losing control of our own business direction.

 

From there, it shows up in what we say to clients and prospects. What we offer. How we price our work. How we position ourselves in the market. And how we talk about what we do and the value we deliver.

 

In this episode, we're diving deep into this critical issue. My guest is Amy Posner, an experienced freelance professional and entrepreneur who has mastered the art of positioning herself as an expert rather than an order-taker.

 

Amy shares invaluable insights on how to regain control of your freelance business, build authority with clients, and establish yourself as the go-to expert in your field.

 

We explore a number of important topics, including:

 

• Recognizing when you've fallen into the order-taker role and how to break free

• Practical steps to shift from order-taker to expert (and yes, you ARE more of an expert than you realize!)

• Building and demonstrating authority—even if you’re shy or introverted

• Setting boundaries and managing client expectations

• Developing the communication skills and confidence needed to position yourself as an expert

 

Whether you're a seasoned freelancer looking to level up your business or still in the early stages of growing your practice, this episode offers valuable insights to help you take back the power in your business and truly thrive as a freelance professional.

 

I hope you find our conversation enlightening and actionable!

Freelancing can be a lonely journey. But it doesn't have to be.

 

Many freelancers struggle to find consistent work, navigate client relationships, and stay up-to-date with industry trends. They often feel isolated, and unsure where to turn for support or guidance.

 

Not Rachel Smith, my guest in this week's episode. Rachel is the founder of Rachel's List, a thriving jobs board and community for Australian freelance writers that has been going strong for over a decade.

 

But here's the kicker: Rachel's List started almost by accident.

 

Early in her freelance career, Rachel found herself frequently recommending other freelancers when she couldn't take on projects. This informal network of referrals gradually evolved into a highly successful business that has transformed the freelance landscape for countless writers.

 

These days, Rachel's List isn't just a job board. It's a vibrant community where freelancers share information, find overflow work, and access practical skill-building masterclasses. The success has even spawned a popular podcast (The Content Byte) and an annual conference — The Content Byte Summit.

 

I was thrilled to bring Rachel on the show to share her insights on how freelance opportunities have grown and changed over the years. We go deep into this idea of building a small community of your own. And we discuss the skills freelancers need to thrive in today's market.

 

Whether you're a seasoned freelancer looking to expand your network or a newcomer trying to find your footing, you’ll find a number of valuable insights on building a supportive freelance community and turning connections into business opportunities.

When you’re starting to offer advisory engagements to clients and prospects, it’s very common to get nervous.

 

Say you’re talking with a prospect and you can tell that they need help beyond writing. In fact, you can see that it doesn’t yet make sense to go right into a writing project — mainly because they need to make some other decisions first.

 

But you’re nervous ... because you’re not sure how to think about what they’re telling you.

 

Or you’re not sure how to explain that they need to do something else first before creating that marketing asset.

 

Here’s what I do to help me get better clarity quickly and calm my nerves. It’s a bit of a decision tree or decision flow chart. A powerful heuristic, if you will.

 

I ask myself the following questions:

 

1. Does it sound like they need help coming up with the right solution or intervention? In other words, the right solution is not well defined yet. And you can’t really move forward with anything until they figure that out (hopefully with your help).
2. Do they have the right intervention BUT need help improving how they’ll produce that intervention? For example, they have the right idea for how to solve the problem. But as you listen to them talk about it, you realize the topic, theme, or approach they want to take is flawed.
3. Do they have the right intervention AND the right approach ... but they need help bringing that intervention to life? For example, they want to interview 15 subject matter experts, which is way too many. Or they want to do too much too quickly.

 

Why are these internal questions valuable? They’re valuable because they can help you categorize the exact type of need the prospect has AND how you’ll steer the conversation and how you’ll offer to help them.

 

And if you can determine this quickly and efficiently during that prospect conversation, you’ll have more mental and creative bandwidth to listen more attentively to what they’re saying AND end the conversation by stating your case confidently.

 

So give this heuristic tool a try next time you go into a prospect or client conversation where you notice that they may need help beyond just writing.

Life can often feel like a never-ending hustle — especially when you feel like you’re working harder than ever but getting poorer results.

 

Deadlines loom. Responsibilities pile up. And the bills keep coming.

 

It’s so easy to get swept up in the daily grind and feel like you’re constantly in the middle of a storm that just won’t let up.

 

Before you know it, the love you once had for your work starts to dim. And frustration and burnout take hold ... leaving you with a persistent feeling that you're merely going through the motions.

 

Sound familiar?

 

If so, I think you’ll really appreciate this episode. My guest today is my mentor, teacher, and good friend Peleg Top.

 

I’ve known Peleg for 14 years. He’s had a huge influence on my life and my business. And he’s the person who encouraged me many years ago to become a coach. I’ve learned a ton from him over the years, and much of that inevitably seeps into the work I do with my own clients.

 

I wanted to bring Peleg on because what I’ve been seeing in our business over the past year troubles me.

 

I’m seeing a level of frustration, burnout, doubt, fear, and uncertainty among creative professionals that I haven’t seen in a very long time. So many solo creative professionals are feeling rudderless and uninspired.

 

They’re tired and deeply in burnout territory. They want to change. And they’re trying their best to improve their situation, reinvent themselves, and create something new. But they feel plagued with a lack of clarity, fear, and self-doubt. 

 

Peleg believes that these symptoms are a clear sign that your inner muse is inaccessible. It’s locked up in a prison cell made of routine, stress, and self-doubt. And in order to break through and create the change we want, we must unleash this inner muse so we can tap into our core creative potential.

 

I couldn’t agree more.

 

In this conversation, we get right into this. We explain what this inner muse is all about. And how we can start embracing it to open up pathways to new ideas, emotional healing, and a profound sense of fulfillment—both in our professional and personal lives.

 

An Invitation

 

One more thing. A few months ago, Peleg and I felt called to do something about the challenges we’re seeing among creative professionals. We wanted to do something more profound and life-changing than a podcast episode.

 

Don’t get me wrong. You’ll get a lot out of listening to this conversation. But we’ve also decided to co-lead a retreat this September in Santa Fe, New Mexico. And it’s something I’m super-excited about.

 

We’re calling it the Unleash Your Inner Muse retreat.

 

This is a 5-day event where we'll work together to help you rediscover and nurture your creative spirit, unlock your full creative potential and craft a compelling vision for your personal and professional life.

 

You'll reconnect with a profound joy and exhilarating freedom that will make you wonder how you ever lost touch with this divine spark within.

 

And by the end of our journey together, you'll walk away with:

 

• Practical tools to reignite your creativity

• A renewed sense of motivation and direction

• A process that nourishes your authentic self and reconnects you to a creative energy you haven't felt in years

 

If what we share in this episode resonates with you, I invite you to listen to the end, where we talk a bit about that event. I’m also including a link with all the details on the show notes page for this episode. Or you can go straight there by visiting www.unleashyourinnermuse.com.

In this transformative episode, I discuss the importance of setting boundaries and being selective with opportunities through practical tools and methodologies. Borrowing from Greg McKeown's book, *Essentialism*, I introduce two powerful concepts: the 90% Rule and the Extreme Criteria Exercise. These tools are designed to help you master the art of saying no, enabling you to focus on what truly matters in both your personal and professional life.

In today’s episode, we’re diving into a topic that’s especially relevant given the current global climate: finding stability in your business amidst chaos. Are you feeling more stressed, burnt out, or anxious? Are you questioning your path as a solo professional more frequently?

 

If so, you’re not alone.

 

The Ever-Present Chaos

 

Life is full of uncertainties. Whether it’s the economy, AI advancements, elections, or geopolitical tensions, there’s always something that can induce fear and anxiety. However, history shows that this is a recurring pattern, and often, things are better than they seem when viewed through a historical lens.

 

Reasons for Optimism

 

Despite the chaos, there are many reasons to be optimistic:

 

-          Technological Advancements: We live in an era of unprecedented technological growth, from healthcare advancements increasing life expectancy to technologies that connect us globally in an instant.

 

-          Improved Standards of Living: Global poverty rates have significantly declined, and more people have access to education and essential services than ever before.

 

-          Greater Awareness and Action on Social Issues: There’s increased awareness and robust discussions around social, environmental, and political issues, driving actions towards equality and sustainability.

 

-          Resilience and Adaptability: Humans have consistently overcome challenges, often emerging stronger and more united.

 

-          Access to Information: The vast availability of information today allows us to make more informed decisions and educate ourselves better.

 

-          Scientific Understanding and Rationality: Our improved understanding of the world through science helps us address problems more effectively.

 

The Hedonic Treadmill

 

We’re all subject to "hedonic adaptation," where we quickly normalize our experiences. This can make it easy to lose perspective during setbacks. Recognizing this can help us maintain a more balanced outlook.

 

Personal Reflections

 

I’ve been self-employed for 18 years, experiencing many difficult periods that made me question my career path. Recently, my business revenue has trended down, partly by design and partly due to uncontrollable factors. These challenges led to a period of grumpiness, fear, and anxiety.

 

However, through coaching, self-reflection, and a shift in perspective over the past 18 months, I’ve managed to address and manage these feelings much more effectively. My journey included soul searching, which has intensified and brought about positive changes this year.

 

Questions to Guide Your Reflection

 

If you’re in a funk or questioning your path, revisiting your core principles can help. Here are key questions to ponder:

 

·       Why do I do this work?

 

·       What do I do better than most people?

 

·       As I look back at my career, what activities or parts of my work tend to put me into a state of flow? What have clients and colleagues commented very positively about before (i.e., When have they said, “Wow, you’re really good at this!”)

 

·       Why does my business exist beyond making money?

 

·       What are my top-3 core values? How well is my freelance business enabling me to live those values? And if I’m not happy with the answer, what do I need to change about my business so it’s better aligned with those values? 

 

·       What are my biggest financial fears as a freelancer?

 

·       Reflect on a time in your business when you were really fearful? Did that fear materialize? And if it did, how did you deal with the situation? What did you learn about yourself in the process?

 

·       What am I fearful about right now? How is fear and anxiety guiding my actions?

 

·       If you find yourself in a really bad situation right now, ask yourself... How much worse could this be? What would be the worst possible thing that could happen here? And what would I do if that happened—how would I address it?

 

·       Reflect on a time or two when adapting to change led to unexpected opportunities. How can I apply those lessons to my current situation in freelance writing?

 

·       How can I leverage AI and new technologies to enhance my value proposition to clients rather than replace my services?

 

·       What is the vision for my business, and how does the current situation match that vision?

 

·       What would a perfect workday look like for me? Make it up! Design it however you want and describe it in detail, hour by hour. Use your imagination. No rules, restrictions, or constraints!

 

·       If I’m seriously looking for full-time work, what am I trying to run away from? And what do I honestly feel a full-time job would give me that my current business can’t?

 

·       Who do I need to become to have a business that brings me joy again?

 

Find a quiet space, open a journal, and think through these questions. Let the words flow, then take a walk to clear your mind. Answers might not come immediately, but they will. This process of thinking and connecting with your Higher Self is an act of self-love.

 

A Request

 

If you found this episode helpful, please forward it to a friend or colleague. I suspect that many solo professionals out there could benefit from these reflections.

Think back to when you first went out on your own.

 

Remember those first few projects? Getting paid for your writing felt like magic, didn’t it?

 

You put in, say, 10 hours of work, and the client paid you $750.

 

Wow!

 

What made it magical was that the $750 was all for me. And I loved the idea that a few units of effort in would translate to a few units of compensation on the other end.

 

Eventually, we all get used to this kind of reward ratio. And we (rightfully) start expecting more. We may even get to a point where one hour of our time is often worth $300, $400, or more. Especially when a project goes real smoothly.

 

And for some solo professionals, this can start feeling odd. We feel a bit guilty that we’re earning that much on some or all of our client work.

 

Impostor syndrome kicks in. And that inner critic starts taking over our internal chatter.

 

In this week’s (short) podcast episode I get into these feelings of guilt and how to address them.

 

This is important stuff. Because if left ignored, these feelings will create a cascading effect of guilt and negativity that inevitably leads to self-sabotage.

 

I hope you find it useful.

Freelancing is amazing. Until it isn’t.

 

You wake up one morning and you realize that you’ve created a very demanding job for yourself.

 

And chances are, you take LESS time off than you ever did in any previous job you held.

 

Sometimes it even feels like you’re working for a tyrannical boss who makes you feel terrible any time you ask for a small break.

 

That boss, by the way, is YOU.

 

Sound familiar?

 

Not to Wendy Helfenbaum, my guest in this week’s episode. Wendy is an established freelance writer out of Montreal. And for the past 18+ years, she has taken 4 months off every year.

 

And when I say “time off,” I mean real, non-working time off. No client work. No working on the business. No marketing. No nothing.

 

Just time to be with her family. To decompress. To enjoy life. And to savor the freedom freelancing is supposed to afford us.

 

Just as impressive, Wendy has consistently maintained a 6-figure income for years—even while taking a full third of the year off.

 

I was super-excited to bring Wendy on the show to tell us how she does this. It was a very lively and insightful conversation. I learned so much, and I can’t wait for you to hear it.

 

This is a great follow-up to the wonderful conversation I had last month with Satta Sarma Hightower, where she discussed how she was able to take a 4-month maternity leave recently. If you haven’t listened to that episode, I urge you to give it a listen, because it complements this week’s episode really well.

I’ve heard this argument hundreds of times:

 

“I don’t have a specific target market, Ed. I’m a generalist who works with all kinds of businesses. So I’m having a really hard time narrowing things down, and I’m not convinced I should.”

 

When I ask them about their motivation for continuing to do things this way, I typically get a response along the lines of, “I want variety in my work. I don’t want to be writing for just one industry.”

 

And that right there is the crux of the problem. Most people who view themselves as generalists use the “work and client variety” justification.

 

I don’t blame them. I want variety too! But that’s a logical fallacy.

 

There’s a way to have your cake and eat it, too. But you have to look at this challenge differently.

 

In this week’s (short) podcast episode, I explain how to do that. And how to arrive at a well-defined target market that works for you AND keeps things open and flexible for unexpected opportunities.

For most freelancers, the concept of taking an extended break—be it for maternity leave, personal health, or a sabbatical—has been shrouded in trepidation.

 

We love the idea of a long break, especially if we’re experiencing burnout. But we immediately dismiss it as unrealistic because we don’t think we can afford to lose the income. Or we fear losing momentum, falling behind, and not being able to seamlessly re-enter the business on the other end of our break.

 

This week, we're challenging that narrative head-on, with a deep dive into how you can navigate maternity leave (or any extended break) without missing a beat. Not only is this possible, it's an opportunity to strengthen your business and come back stronger.

 

My guest is a very successful freelance writer and content marketing strategist, Satta Sarmah Hightower. Satta is a previous coaching client of mine. And while we were working together, we put together a plan for a successful maternity leave.

 

Of course, not every plan works seamlessly. So I wanted to bring Satta into the show to tell us what she did, how it all went, what she learned from the experience — and what advice she has for other freelancers who are thinking about taking an extended break like this but aren’t sure how to make it work.

 

Satta didn't just manage her maternity leave; she mastered it. From planning and preparation to execution and the transition back into the business world, her journey is a blueprint for any solo professional contemplating a similar break. I’ve been particularly impressed with how she’s managed the work/life balance upon her return—especially with two little ones.

 

We also spent quite a bit of time discussing her secrets to success. Satta has built a very impressive, high-six-figure business where she’s almost always fully booked. So I asked her to share the biggest factors that have made that possible.

 

Even if you’re not contemplating a maternity leave or an extended break, I urge you to give this one a listen. You’ll get a glimpse into how a seasoned solo professional runs a very successful business that enabled her to truly exercise the freedom freelancing is supposed to give us.

What do you do when a client or prospect has a piece of long-form content they’ve written internally and they want your help finishing it?

 

What do you quote? What’s the right way to frame your fee for the client? And how do you approach this kind of project?

 

Check out my thoughts and advice in this week’s short podcast episode below.

As I record this episode in March of 2024, we’ve yet to feel the effects of generative AI in our solo businesses.

 

So why are so many writers, copywriters, and solo marketers losing business?

 

Everything that I’m hearing and seeing points to other factors for the challenges many creative professionals are experiencing. And the main factor seems to be the softening economy.

 

You wouldn’t know it by the state of stock market, unemployment rates, and economic growth. All those factors seem to be pointing to a strong economy. But the marketing profession is seeing something very different.

 

It’s no secret that marketing is one of the first things to get cut during challenging times. It makes no sense, but it is what it is. And that seems to be the biggest reason behind cancelled content marketing initiatives, marketing team layoffs, and clients that can’t seem to make a decision on pending projects.

 

AI is certainly starting to have an impact on our work. But where that’s been happening is not where we want to be. You’re seeing it in the lower tiers of the market—SEO content mills, small companies, and lower-budget organizations that wouldn’t be viable clients even before ChatGPT entered the picture.

 

However, that’s going to be changing. And the changes will be palpable.

 

Joining me today to explain why—and to dive deep into the issue—is Kevin Surace. Kevin is the CTO of Appvance.ai and is a renowned futurist, disruptive innovation keynote speaker, and pioneer in the AI space since the 1990s.

 

This guy is the real deal. He’s the recipient of INC Magazine's Entrepreneur of the Year (2009), he’s built multiple startups from ground zero to $1B+ valuations and has been awarded 94 worldwide patents, including the groundbreaking technology behind Siri and other virtual assistants.

 

I wanted to bring Kevin on the show because I’ve had multiple discussions in this show about AI and its impact since early 2023. But most of these discussions have been with fellow writers and marketers.

 

And as fascinating and practical as those conversations have been, I wanted to bring in someone who could bring in an outsider’s perspective. Someone who could explain what’s really happening outside our marketing ecosystem and share his perspectives on what’s coming and what we can do to prepare.

 

Or better yet, what we can do to profit from the tsunami that’s coming our way.

 

Kevin did not disappoint. We dive deep into the issue in this conversation. Some of what he shares might feel uncomfortable to some. It may feel disheartening. And I’m sure it will ruffle some feathers.

 

That’s OK. I’m a big believer in hearing all voices. I hate echo chambers, especially when it comes to big, important issues. And Kevin is an important voice with a perspective you’re going to want to hear.

 

I hope you enjoy our conversation.

For many years there has been a myth among journalists that journalism and content marketing can’t coexist.

 

You either have to focus on journalism work or on content marketing, but not on both.

 

But this belief is based on false assumptions and outdated beliefs. And in this week’s episode, you’ll hear why you can do both very successfully as a freelance writer.

 

And, in fact, why you may actually WANT to focus on both.

 

My guest is Lindy Alexander, an award-winning freelance food, travel, and lifestyle writer and content creator living in the vibrant goldfields town of Castlemaine in central Victoria, Australia.

 

Her work has been published in numerous digital and print publications including Sunday Life, The Age/The Sydney Morning Herald, The Guardian, Travel + Indulgence, Travel + Leisure Southeast Asia, delicious, Good Food, The Saturday Paper, SBS Life, Dumbo Feather, Peppermint, Essential Kids, Essential Baby, Modern Farmer, Jetstar magazine and Homes+.

 

I had Lindy on the show a few years ago, where we discussed how to grow your income by going deeper with clients and leveraging key relationships. This time, we're directly tackling the age-old myth that content marketing and journalism are incompatible.

 

You’ll hear exactly how Lindy has navigated these waters like a champ. How’s she maintained solid journalistic standards and ethics throughout. And how you can combine both to create real synergies in your business.

This episode is very different from what I typically do on this show.

 

It’s a candid conversation between Sarah Greesonbach and me on a number of random topics.

 

Sarah is not only a very talented B2B writer, she’s also the founder of the B2B Writing Institute, an excellent coach to other B2B writers, a coaching client of mine, and a friend.

 

We get into a number of topics, including where and how we face resistance ... where we fall short ... life experiences that shaped who we are today ... how we make big decisions ... fear ... being kind to yourself ... our pet peeves about the freelance industry ...

 

And even the songs we have on our playlists that we’re embarrassed to admit to. What we love. And what we feel is overrated.

 

After our interview, I then share a raw and open account of my business struggles last year—what happened, why, and what I’ve done to navigate these challenges.

 

If you’re only looking for straight up advice for your business, this is not really that kind of episode. So feel free to skip it.

 

But if you’re curious about how Sarah and I have struggled. What we’ve learned. And what makes us who we are, give this one a listen.

 

It’s a long episode. The longest, in fact, of any episode I’ve created in my 11 years doing this show.

 

But I didn’t want to hold back. I wanted this to be exactly the kind of conversation Sarah and I might have at a Starbucks. And I wanted you to have an opportunity to listen to us talk with no filter. 

 

Hope you enjoy it!

2023 has not been a great year for many writers and solo marketing professionals.

 

And when business is not great, one of the first things we ask ourselves is, Should I change or modify my offerings? Will that make a difference?

 

It’s a great question to ask yourself. But it’s important that you go about your decision in a more methodical way. So rather than just go with your gut, you’ll make better decisions if you take a more analytical approach to this challenge.

 

In this episode, we’re addressing this question head on. My guest is Nikki Rausch. Nikki is a selling coach and the CEO of Sales Maven. She has over 25 years of selling experience. And her specialty is helping entrepreneurs, small business owners and solo professionals sell successfully and authentically.

 

This is Nikki’s third appearance in the podcast. She and I are very well aligned in our marketing and sales philosophies, and I love having these important conversations with her. I always walk away with a bit more wisdom and lots of new ideas to think about and implement.

 

We not only address the issue of service offerings in this conversation, we also get into the importance of lifetime client value, tracking and doubling down on your best marketing strategies, and the biggest mistakes solo professionals make in their sales process when they’re facing a difficult economy.

 

I hope you enjoy our conversation!

Freelancing is both a blessing and a curse.

 

It’s a blessing because you’re in charge. You call the shots — not some overpaid and incompetent boss who has no business managing people.

 

But freelancing is also a curse ... because you’re on your own. Which means that you have to wear all the hats. And when you’re pulled in so many directions, your income can suffer.

 

Fortunately, there are things you can do to help offset this. And one of the most important is to lower your cost of project acquisition.

 

When you lower the cost and effort required to land that next project, you can spend more time on billable activities and less time wearing all those other hats I mentioned earlier.

 

Or less time doing client work and more with your family or working on interesting personal projects—without negatively impacting your income.

 

How can you do that? That’s the topic of this week’s short podcast episode, where I walk you through 4 specific and practical ideas for earning more in less time.

 

Enjoy!

We truly don’t talk enough about money and prosperity in the freelancing community. And that’s too bad, because the more we talk about this issue in positive and productive ways, the greater the chances our businesses will succeed.

 

I mean... imagine companies like Microsoft, Apple, Walmart or Ford Motor Company ignoring money discussions and decisions. It would spell disaster!

 

Many solo professionals avoid the topic because they were raised to believe that money is a taboo topic. Or because of other long-held beliefs about money that no longer serve them (and perhaps never have).

 

Or because they’re overwhelmed and not sure where or how to even start to address the issue of earning more (and more consistently), keeping more of what they earn, and giving more to causes they care about.

 

In this week’s episode, I’m joined by my good friend Austin L. Church, founder of FreelanceCake.com, a freelance marketing strategist and copywriter, and author of the brand new book, Free Money: 9 Counterintuitive Moves for Life-changing Freelance Income

 

We dive deep into the topic of financial prosperity and how to achieve it. Among other things, we discuss:

 

• Where our beliefs about money come from
• Why most of them don’t serve us
• How we can achieve real and lasting financial success as self-employed professionals
• Why our pricing is a key lever to getting there
• Why reaching financial prosperity is about much more than just making more money
• Austin’s thoughts about the future of freelancing

 

The episode is packed with useful ideas and powerful reframing. I think you’ll really enjoy it.

How do you feel about outsourcing some of your work?

 

Most writers I talk with are either completely against this idea. Or they tell me that they’ve tried it and it didn’t work out. Or that they like the concept, but it just wouldn’t work for them.

 

I get it. I used to feel the same way.

 

But there’s a big problem with that kind of thinking: it’s one-dimensional. It’s a “yes or no” thing. Purely binary.

 

I’ve seen enough successful outsourcing examples in the world of freelancing to know that there are many different ways of solving the problem.

 

And in this week’s short podcast episode, I walk through a four-phase framework for making it work.

 

Enjoy!

One of the most important capabilities you can develop as a self-employed professional is the ability to pivot and adapt as your business grows and your life situation evolves.

 

Not only is life full of surprises, but what worked for you 5 years ago may not be as palatable today. Whether it's the types of clients you work with, the type of work you pursue, or the side projects you take on.

 

Marjorie Turner Hollman is an excellent example of this. A long-time writer, Marjorie has faced a number of challenges in her life—including some physical disabilities—that have forced her to reinvent herself and what she offers.

 

Her work has evolved from freelance writer to personal historian to book coach for struggling authors to the author of a nonfiction book series.

 

There are many things I love about Marjorie’s story, but I find her resilience, resourcefulness, and adaptability inspiring. And I think you will too.

 

The topic of accessibility and how we all use adaptive aids in everyday life is a concept Marjorie learned from Kam Redlawsk. She is a remarkable, articulate advocate for those with disabilities.

 

I hope you enjoy this conversation.

 

Marjorie’s website.

 

Marjorie’s Amazon author page.

When your business gets really challenging, it’s very common to feel like you need to make a drastic move.

 

Like pivoting to a different target market. Or offering a totally different set of services. Or moving out of freelancing and into a traditional job.

 

These are very common feelings. And let me tell you ... I feel this way at least two or three times a year.

 

Yes, I really do.

 

In today’s short episode, I share my thoughts and reflections on this dilemma. Whether you’re happy where you are or you feel like a big change is in order, I think you’ll find it useful.

Earning more in less time is not just about getting higher fees for your work. It’s also about being more productive and approaching client projects more efficiently.

 

And a key part of writing productivity is effective editing.

 

Editing is one of the key phases of any writing assignment. Yet I find that most of us don’t have a step-by-step process for the editing phase. We tend to approach editing in a somewhat haphazard manner. And don’t always know when we’re truly done making the piece as good as it can be.

 

My guest today is writing coach Daphne Gray-Grant, author of Your Happy First Draft: A Practical and Painless Guide to Obliterating Writer’s Block. Daphne is no stranger to this podcast. She was one of my first guests on the show over 10 years ago, and she came on again in 2019 to discuss strategies for banishing writer’s block.

 

In this episode, Daphne shares the 5 biggest editing mistakes she sees writers make—and why avoiding them is so important. She shares some really practical strategies and tips for avoiding those mistakes and making your editing much stronger and effective.

When we’re in a challenging economy, most of us operate from a place of fear.

And fear causes us to either keep our fees the same or to lower them.

But I have a different recommendation for you today. I’m going to challenge you to RAISE your fees—starting today!

Now, before you start thinking I’m crazy and out of touch, hear me out. Because there are many ways to do this wrong ... and only a few ways to do it right.

The way most writers attempt to raise their fees is by going to existing clients and telling them that their fees are about to go up across the board.

And yes, if you do it that way, you probably won’t get very far. I’m not suggesting you completely avoid this approach. But I’m suggesting that this method has the most risk and the most limited upside.

You may get a few clients to agree to the increase. But it’s a very stressful process to go through. And frankly, there are much better ways.

What do I recommend instead? I’ll share my specific recommendations in today’s short episode below.

The real test of the strength of your own positioning, messaging and marketing is when the economy is challenging.

Not when clients are flush with cash and enjoying overinflated marketing budgets — as they were over the past three years.

That’s why it’s so important to continually improve your own marketing skills and habits. And that’s why the topic of marketing your business will be a recurring theme in this podcast and in my newsletter for the next few months.

Because, frankly, the past few years have made us soft. It was too easy to land work.

My guest in this week’s episode is Amy Suto, a freelance memoir ghostwriter and Amazon KDP publishing expert. What I find impressive about Amy’s business is that over the course of a few short years she’s been able to go from earning $30 an hour as a freelance writer to earning a whopping $750 an hour.

Not only that, but she’s continually booked solid at that rate. And she does this while spending a big part of the year traveling and working from beautiful locations all around the world.

It almot sounds too good to be true, doesn’t it?

In this episode Amy explains where she started, how she got to her current level of success, what she does to continually attract her ideal clients, and how she can command these ultra-high-end rates.

(Hint: narrowing down your focus is a big part of her secret!)

We talk a lot of strategy, but we also get tactical. It’s a great conversation for any writer, regardless of where you are in your journey.

Last month I had the pleasure and honor to keynote The Content Byte Summit in Sydney,
Australia, along with my friend and colleague Jennifer Goforth Gregory.

The conference was top-notch. And by the end of the first day of the two day event, Jennifer
and I knew we had to record a joint episode of this podcast to share our biggest takeaways
from all the information-packed sessions.

How do you know if (or when) you’re pricing yourself beyond what the overall market can
bear?
That’s the question I address in today’s short podcast episode. I talk about this idea of “what the market can bear,” ... and why that shouldn’t be your main factor in pricing decisions.
Instead, I offer 3 other factors to help you arrive at your best fee.

In this episode, I explore this idea further and offer advice for how to be a more effective coach to yourself. And I include examples of what I do in between engagements with my own coach.

In this week’s short podcast episode, I detail 3 ways to raise your fees effectively ... even in a difficult economy.
It’s all about thinking of the challenge differently and in a more creative way.

In this week’s short podcast episode I share some powerful insights from a world-renowned music producer on how to have more breakthroughs in your business and personal life.

In this conversation, Shane details how he and his wife have built and grown a very reliable income stream in the span of a couple of years. He talks openly about all the mistakes they made and how they learned from them. And he details the best model freelancers can use to build a reliable income stream.

In this week’s episode, I discuss this all-too-common scenario. And I share some ideas for how to turn things around... starting with your mindset.

This week’s episode is the next installment in this series on AI. We focus on the impact of this technology is having (and will have) on the business of content marketing and copywriting.

Have you given thought to what weekly and daily rhythm works best for YOU?

That’s what we’re discussing in this week’s podcast episode. I’ll share how I structure my week and how you cand find your own natural flow.

In this week’s podcast episode, I discuss the four different scenarios you might be in right now, and what each of them asks of you. I then lay out three high-level strategies for shoring up your business and becoming stronger, better and more resilient.

 

The episode is titled “The Resilient Mindset—What It Takes to Thrive in the Face of AI and Economic Uncertainty.”

Working on the business is about anything related to improving the business. It includes everything from thinking about the vision and direction of your business to brainstorming, strategizing, professional development, implementing new strategies, working on new initiatives that will improve the business (e.g., an info product, a new productized service or a new offer), and even marketing yourself.

In this week’s podcast episode, we’re going to get tactical. My guest is my good friend and colleague Jennifer Gregory. Many of you know her as a very successful and accomplished freelance writer and the author of the excellent book The Freelance Content Marketing Writer: Find Your Perfect Clients, Make Tons of Money and Build a Business You Love.

 

In our conversation, Jennifer lays out five specific areas where writers and copywriters can use AI to become more productive, get unstuck, generate better ideas and produce better writing.

A coaching client recently asked me what she needed to do to start going after and landing well-known clients.

In today's podcast episode, I’ll share the advice and guidance I gave her.

In today’s episode, I talk with someone who’s doing this right now. Her name is Jaclyn Schiff, and she’s the founder of PodReacher — a content agency that’s exclusively focused on helping B2B tech companies repurpose recorded content into articles, blog posts, white papers, ebooks, case studies, lead magnets, and other powerful content formats.

Joining me in today’s podcast episode is my colleague Jonathan Stark, a sought-after coach, and consultant in the software development space.

In this conversation, we dive right into the ChatGPT controversy. Sarah brings in analysis and opinions from a wide range of industry experts on the issue.

In this short podcast episode, I share what the club owner told Steven. Why it was a pivotal moment for him. And how you and I can use this bit of wisdom to reframe our own “failures.”

Here’s a much healthier and authentic way to approach the selling process as a writer or copywriter. You’ll discover how to approach prospect conversations much more effectively and with greater confidence.

My family and I have been buying from White Oak Pastures for a number of years. We’ve been very impressed with how they run their farm and their business. They’re true innovators who are making a hugely positive impact on the way food is produced.

In this latest episode of the podcast, you’ll hear from my friend and colleague Patti DeNucci, an expert in the field of making stronger connections and leading more enjoyable conversations ... and the author of the upcoming book, More Than Just Talk: The Essential Guide for Anyone Who Wants to Enjoy Better Conversations.

What the Appalachian Trail can teach us about overthinking our businesses.

In this latest episode of the podcast, you’ll learn a painless way of (finally!) developing that marketing habit ... and how you can finally put an end to the damaging feast-or-famine cycle.

We’re talking practical stuff you can apply starting today.

How to overcome your resistance to implementing new business strategies.

In this latest episode of the podcast, we discuss the opportunity of growing and selling a writing business or a content website ... what that looks like ... and what it could mean for you.

Why finding the right weekly workflow is essential to your productivity—and happiness.

In today’s podcast, I’m going to be talking about the importance of pushing yourself in your business.

Not because of some desire for greater income or some other external reward.

But because of the person, it makes you when to push yourself to be better ... to take chances ... to try new ideas and approaches ... and to enjoy every last bit of the process—including falling down and scraping your knees.

Why copywriters and content marketers stay stuck in their routines—and what they lose when they don’t question them.

Eight areas of your business that you should evaluate once you’re consistently booked solid.

Three sets of questions that can help you consistently get through your to-do list.

How copywriters can grow and thrive in this competitive and uncertain market, with Kira Hug and Rob Marsh.

Use this criteria to make an objective, strategic decision about which clients to keep and which to let go.

Two clues to help you decide whether an opportunity is worth pursuing—or not.

The dangers of blindly following what others are doing—using investing as an illustrative example. 

Dave Snyder of CopyPress explains how he succeeded in a market filled with content agencies.

Watch out for these two cognitive biases. They can trick us into doing the wrong thing in our business. 

Why we undervalue our client work, and how we can better support each other as we pursue higher fees.

Five different ways to create recurring revenue—and what you need to do today to make more of it.

The problems with perfectionism—and what we should aim for instead.

Adam Kimmel describes how he build his six-figure content writing business on the side while working full-time as an engineer.

In today’s podcast episode, business journalist Elaine Pofeldt returns to the show to offer her ideas and advice for successfully creating a microbusiness—that is, a business with no more than 20 employees (including yourself) and a handful of independent contractors.

Discover the two-part question I ask during every discovery call to qualify prospects—and land those that are a good fit.

Chrissie Zavicar describes how you can use LinkedIn newsletters and other new features to gain exposure and generate targeted leads.

Discover the value of not-yet-ready prospects, and why they’re an important—yet often overlooked—part of any successful business.

Learn why Stoneyfield decided to partner with Walmart—and what it can teach us about our own business decisions.

My thoughts on courage, fear, risk and perfectionism—and why everyone needs to get comfortable being uncomfortable.

Learn why you need to stop lowering your fees to get in the door with clients—and how you should approach them instead.

What you should (and shouldn’t) do when your business hits bottom.

Our businesses are as susceptible to single points of failure as any engineering project—unless we take steps to find and mitigate them.

Michele Linn talks about how she got into original research, what the work entails, how she finds clients, and how much these projects command in fees.

Respond thoughtfully—instead of reacting emotionally—to negative client feedback by following these five steps.

What a passage from media mogul Peter Barton’s book can teach us about how we perceive our unobtained goals.

Three pieces of advice that will help you finally solve your most complex and stubborn business problems.

Teresa Huff, a grant-writing coach, and nonprofit strategist, explains how you can add grant writing to your list of services.

Enjoy a free-flowing conversation about you can live a life of abundance with a teacher, coach, and wonderful human being, Peleg Top.

A powerful quote from habit expert James Clear reminds us why saying yes can be a problem—and why saying no can have a big upside.

Freelance writer and mom to six children, Linsey Knerl, describes how she’s hiring her kids in her freelance business.

In today’s podcast episode, I explain why your hesitation to go after bigger clients probably isn’t about a lack of qualifications—and has to do with giving yourself permission.

Discover what the movie Moneyball can teach you about how to succeed as a freelance writer, copywriter, or marketing consultant.

In today’s short podcast episode, I’ll explain why you can’t escape the fundamentals—and where you should put your efforts instead.

In today’s podcast episode, you’ll hear how and why Austin transformed his business to make it more profitable by going deeper with his clients.

In today’s podcast episode, I walk you through my process for brainstorming solutions to big, complex problems. 

In this podcast episode, I’ll describe when it does—and doesn’t—make sense to post your fees on your website.

In today’s podcast episode, my guest Will Henshall, CEO, and founder of Focus@Will, explains what we can do to get and stay focused.

In today’s podcast episode, I share how you can open yourself up to transformative ideas, practice detachment, and take inspired action.

In today’s podcast episode, I detail three important ways to set expectations and boundaries with your new clients.

Stefan Georgi, one of the top direct response copywriters in the world, shares his story of landing better clients, raising his fees, and multiplying his options.

In today’s podcast episode, I talk about why—and how— to dig deeper before responding to common requests and questions from clients and prospects.