Self-employment is both a blessing and a curse.

It's a blessing because we get to chart our own course. We get to pursue projects and clients that are interesting to us. And we can adjust our workload and schedule however we want.

But that kind of freedom can also lead to lack of discipline and motivation if we're not careful.

How do we stay on track? How do we find the motivation to do the work we know we have to do, even when we don't feel like doing it...?

This week's episode is shorter than usual.

It's also different.

I take you on a random journey of what I'm doing, what I've been up to, what I'm currently enjoying ... and a few things I'm planning this year.

Follow along at your own risk...

This is part two of a two-part series on money and freelancing.

In part one Dianna Huff talked about how to manage cash flow more effectively when you have a variable income.

Today's episode is a bit different. We get into the mindset of earning more as a freelance professional.

My guest is Rhonda Page. Rhonda is an ideator, clarifier and forward thinker. She’s worked at top graphic design and branding firms for 25 years, and brought them hundreds of thousands of dollars in new business along the way.

You've heard the advice before...

Position yourself an authority in your field ... and business will start coming your way.

I think many of us understand this idea conceptually. But it can be hard to figure out exactly how to become that authority.

And the negative self talk and self-sabotage doesn't help ("Who do you think you are? You're no expert! You're no authority!").

Sound familiar?

This is a big topic, and it's one I'd like to cover in more detail over the next few months. But today, I wanted to at least kick-start that discussion.

My guest is Scott Aughtmon, a consultant and blogger who writes about content marketing, and the author of the book 51 Content Marketing Hacks: Extraordinary Lessons on Creating Content That Will Help You Sell More and Gain More Customers.

Our conversation may not answer all your questions. But I hope it gets you thinking in the right direction — and that it sets the stage for additional episodes on this important topic.

There's a growing interest among freelancers in the idea of "value pricing."

The concept of pricing your work based on the value it will generate for the client is interesting. But it still feels theoretical and pie-in-the-sky to most creative professionals.

In this podcast episode, we discuss how to make the idea practical — including three simple ways you can start transitioning to this lucrative model.

You'll find the full audio (and detailed show notes) here:

www.b2blauncher.com/episode90

Do you sometimes feel like a bit of a fraud? Are you sometimes surprised that clients pay you to do your work?

Do you feel unworthy compared to many of your colleagues? Like you will be found out soon enough ... and all your success so far is undeserved?

You're not alone. Gene Hackman, Dustin Hoffman, Jimmy Fallon and many other people many of us consider incredibly talented — they often feel the same way.

I talked about this back in episode 22: Seven Tips for Developing Stronger Self-Confidence

But what I'd like to do in this episode is give you a taste for how common this "impostor syndrome" is. Because part of overcoming it is awareness.

Awareness about how many talented professionals struggle with self confidence and self worth.

I feel so much better when I realize that I'm not alone. And if the best people in their field often feel this way, then that gives me hope. It helps me realize that it's perfectly natural.

In this episode I interview Cesar Abeid, author of the newly published Project Management for You: How to Turn Your Ideas Into Reality, Deliver on Your Promises, and Get Things Done.

Cesar and I focus our discussion not on client projects, but rather on all those internal projects we all keep meaning to do ... but never get around to doing.

He shares plenty of simple and practical tips for breaking down these projects into doable tasks. All in plain English!

I love to read.

In fact, I have more books I want to read than I have time to read them.

Sound familiar?

Yes, I've tried some speed-reading courses. They helped, but I've yet to reach a level where I can read 50+ books a year.

So when I came across Brandon Hakim's techniques on how to read and absorb dozens of books a year, I was intrigued.

Just by applying a few of his simple ideas, I've read two books in the past two weeks — something that would have normally taken me two months to accomplish.

In this interview, Brandon will explain how he reads over 300 books a year. He describes a key mindset shift you need to make in order to get to this level. Plus a handful of practical techniques to help you get through nonfiction books much faster.

If you're in the U.S., this is an important interview.

It's about your health insurance options as a self-employed professional:

• The ins and outs
• Where to shop
• What to look for
• How to make the best decisions for you and your family

With open enrollment coming up soon ... and fines going up significantly for those who don't enroll in a plan ... this is the time to get educated and to investigate your options.

It's all here, including detailed show notes:

www.b2blauncher.com/episode86

In today's episode, you'll hear from my friend and colleague Michael Katz. Michael is an authority on launching, publishing and leveraging a newsletter to grow your service-based business. 

"How do I successfully transition out of a day job and into full-time freelancing?"

That's one of the most common questions I get asked  by aspiring freelance writers
and copywriters.

And in today's episode, you'll get yet another perspective from someone who's made the leap successfully and coached many others on how to make this challenging transition — Michelle Ward, a.k.a. the When I Grow Up Coach.

Trying something a little different this week. I'm doing a  Q&A show with questions you submitted through a recent survey.  
I'd love to get your feedback on this format.

If you like it, I'll do more of these in the future.  

Over the past three years, I've worked with hundreds of new freelance writers and copywriters. 

I enjoy mentoring and coaching these new and ambitious freelance professionals, helping them build and grow their businesses. 

But through this process, I've uncovered a disturbing trend. 

This is not something I enjoy talking about. Mainly because it requires that I be blunt about some issues. 

But it's time to shine a light on this painful truth — and what you can do about it if you find yourself in one of these situations.

If you've been freelancing for a few years, chances are you've had trouble getting paid at some point. 

The client was slow to pay. Or they lost your invoice. Or they held your payment for some weird and unfair reason.

When that happens, you have a choice. You can rant about it. Foam at the mouth. Call Tony Soprano. Lose sleep. 

Or you can use that as a learning experience. And change what you do in order to prevent that from happening again (or at least to prevent it from happening as frequently). 

As passionate as I about my business and as much energy as I put into my clients' work, I've chosen to focus on the latter. 

Not only has it been more effective, but it has also enabled me to retain my sanity and peace of mind. And in this episode my guest, Katie Lane will share some very practical ideas for preventing these nightmares from happening. 

The process of picking a niche can be extremely stressful. But I've found that most of that stress and frustration is the result of bad advice. 

In fact, most of what I read and hear on the topic of picking a niche is misguided. It treats the issue as a simple, one-dimensional decision. But in reality, this is a complex, multi-faceted topic that requires you to think about your business at a deeper level. 

At the same time, it requires you to take action, even before you feel 100 percent comfortable with you decision. Because in most cases, your best niche ends up finding YOU. 

I've addressed this topic before. But in this episode, we're going deeper. My guest is Ilise Benun from marketing-mentor.com. Ilise is a frequent guest in my podcasts and classes. And in this interview, she'll share some practical ideas to help you solve your niche puzzle.

Do you use a creative brief when working with clients? 

Have you thought about using one but not sure what to include? 

Do you even need one? 

You'll get direct answers to these important questions in this week's show. 

My guest is Pam Foster from Content Clear Marketing and Petcopywriter.com. Pam is a seasoned marketer with extensive corporate communications experience. She's a big believer in using a creative brief when working on client projects. 

In this episode, she explains: 

• Why you need a creative brief
• What it should contain
• How to use one when working with a client
• How to customize it for different scenarios
• How to use them to deliver more value to your clients

Email is dying. 

Not really. But that's what some social media pundits are claiming. 

Fact is, it really doesn't matter how much texting, tweeting and "Facebooking" people are doing these days ... email is not going anywhere. 

Love it or hate it, email is a wonderful tool. It's convenient and dependable. It's ubiquitous. 

The trick, however, is knowing how to keep it under control. 

In this week's session, we'll address the issue head on. You'll hear from Twyla LaPointe, a productivity expert and an email management consultant. Twyla will share a mix of strategy, workflow and simple tools to help you tame the email beast  

Growing your income as a freelancer doesn't need to be that difficult. 

In fact, there's a very simple way to do that. I've used it for years to multiply my income. And I've taught it to many of my coaching clients who have used it successfully. 

But there's a problem. The idea is so simple, it's often dismissed and never put to use. 

So before I reveal too much, I'd like to give you some context. 

As a freelancer, there are few things more frustrating than a prospect who suddenly disappears for no apparent reason.

He reached out to get some information, indicated a high level of interest, was fine with your ballpark fee — maybe even gave you a verbal confirmation that he was going to move forward.

But then ... nothing! You can't get him to return calls or emails.

You have no idea why. And now you're wondering if you said or did the wrong thing.

Sound familiar?

In this week's episode, my friend and colleague Ilise Benun and I tackle this common issue head on. We look at the different flavors of this problem. We examine why this happens so frequently. And we offer some concrete advice for how to deal with these frustrating situations.

Many of us have been brought up to believe that talent and hard work are the keys to success in business. 

But as competition stiffens and clients find it harder to distinguish freelancers from each other, you need a different strategy. You need to capitalize on (and communicate) your unique perspective and knowledge. 

My guest for this episode is Dorie Clark, author of two business books, a consultant and speaker. Dorie worked as a journalist, so she knows our world very well. When she lost her job in a round of layoffs, she had to reinvent herself. Since then, she’s worked as a spokesperson for gubernatorial and presidential campaigns and executive director of a nonprofit. 

In this interview, she explains why hard work and talent are no longer enough. And how you can position yourself as a trusted expert to set yourself apart—even if you don't quite feel like an "expert" in your field.

There's plenty of advice about what you should do when starting and growing a freelance writing business.

But not too many people are openly talking about things you should avoid at this critical early stage.

My guest this week is Diana Scheidman, a freelance writer and researcher specializing in the insurance and asset management industries.

Diana has developed a reputation for helping people who want to land well-paid freelance and consulting work quickly. And she recently wrote a book on the subject titled Real Skills, Real Income: A Proven Marketing System to Land Well-Paid Freelance and Consulting Work in 30 Days or Less.

In this episode, Diana shares 10 things new freelance business writers must avoid if they want to get their freelance business off the ground faster.

One of the things that I've tried to be very mindful of is painting a very realistic picture of what it's like to launch and grow a freelance writing and copywriting business today.

In fact, I take great pride in being transparent about the hard work required. You'll hear that in most of my interviews, as well as in shows such as:

• The Rock Star Myth

• Am I a Credible Source of Freelancing Advice?
• Should You Quit, or Should You Stick?
• How I Took My Writing Biz to the Six-Figure Level (Pt. 1 of 2)
• How I Took My Writing Biz to the Six-Figure Level (Pt. 2 of 2)

Today is no exception. My guest is Mark Stone, a freelance writer from British Columbia, Canada. Mark is still in the early stages of growing his business, and he has an interesting story to tell about finding his way through this business.

You're not going to hear a talk about rainbows and sunshine. Instead, you'll get more of a status report from Mark. You'll hear how Mark is landing progressively better and higher-paying clients. And how he's pushing past fears and insecurities to improve his business and his income.

If you're just starting out or are in the first two or three years of your freelance venture, I think you'll get a lot out of this interview.  

Just last week I received a call from a friend who owns a small marketing agency.

She had recently lost three solid opportunities—deals she should have won. She couldn't figure out what went wrong. So she did what most of us do: assume it was her own fault.

Maybe she said the wrong thing. Or her pricing was way off. Or she didn't have the experience the prospect wanted.

But I've lost enough deals to know the truth. She was basing her conclusions on the wrong assumption. More specifically, she was assuming that every opportunity has the same chance of success.

More than likely, it wasn't something she did or didn't do. It was simply that these opportunities weren't really "winnable."

In this episode, I'll tell you what I shared with her ... and how that shift in thinking made an immediate impact on her business.

Over the past seven years, I've had hundreds of conversations with new and aspiring freelancers who are 55+.

Perhaps the most common concern I hear from this group is, "I'm afraid that my age will prevent me from getting clients."

I can understand this fear. Especially if you've experienced age discrimination in the workplace ... or been laid off or downsized because of your age (something an employer would never admit).

Here's the good news—you have more to offer your clients than you realize. In fact, you have a serious competitive edge over younger freelancers — experience, wisdom and perspective.  

And that's not just me saying that. I've heard this from several freelancers who launched their solo business later in life.

In fact, you'll hear from one of them in this week's episode. Her name is Katherine Andes, a California–based web content developer and SEO writer who went solo 12 years ago at the age of 54.

Today's show is about two topics that didn't warrant their own episodes:

• Why you must be careful when emulating the "rock stars" in our business

• Why you should NOT diversify too much in terms of the services you offer

I'm also going to introduce a somewhat "silent" co-host of this show (someone you might have heard a few times before). I'll tell you about two upcoming industry events you may want to check out. And I'll explain how you can be a part of a future episode of this podcast.

Yes, I really believe freelancing or contingency work is the way of the future. But if you're fresh out of school and have no contacts and no relevant experience, how can you possibly get started as a freelancer?

In this episode, I interview two young freelancers who faced the same dilemma just a few years ago.

Today we're talking about SEO copywriting. And to get the full scoop on what's happening with SEO these days, I've brought in one of the world's top authorities on the subject: Heather Lloyd Martin.

Heather has been writing, studying and teaching SEO copywriting for years. In fact, she got started way before SEO copywriting went mainstream.

In this interview, Heather is going to give us an overview of this opportunity, including:

• What SEO copywriting entails

• How it has changed over the past 10 years

• How Google's big changes have impacted our ability to optimize web page

• How you can manage clients' expectations in an environment of unscrupulous SEO practitioners?

• The best sources of information for SEO copywriters

• The best opportunities for SEO copywriters today

And much more!

Fully 90% of my income these days comes from teaching, training and coaching freelancers to earn more in less time, doing work they love for better clients.

But what does that say about me, when so little of my income comes from working directly with freelance writing clients?

It's a great question. And in this week's episode, I address the issue head on.

It's hard NOT to be somewhat spiritual when you're self-employed.

That's because so much of what we do as a freelancers is based on faith — faith that things will work out ... that another good client will come along ... that you're doing the right thing by raising your fees...

In fact, I've learned to understand that thoughts DO become things. (Of course, you also have to take steady and deliberate action. That's the part many people conveniently forget about. ;-)

But is this there science behind this idea? Can we really manifest a new client on command? Can we turn things around by "creating" them in our minds first and asking for them?

The answer is "Yes!"

And in this episode, international bestselling author Pam Grout explains why that's the case ... and how you can prove it to yourself, even if you're a skeptic.

This week we're going to talk about yet another little-known opportunity for writers and copywriters—scripting and producing what are typically called "explainer videos" for clients.

Explainer videos are nothing more than 1- to 2-minute simple and engaging explanations of what a product does and how it solves a key problem. They're not "demo" videos. Rather they're high-level presentations, usually involving some sort of computer animation or live action.

And they've become incredibly popular!

To discuss this opportunity in great detail, I've brought in Kathy Cabrera from Red Clip Video. As you'll hear, Kathy has a unique background that has enabled her to build a growing business around explainer videos.

She'll explain what this type of work is all about. What it involves. The different opportunities for writers. And what you can charge, depending on what you choose to offer your clients.

It's not every day that I come across an idea in the freelancing world that gets me super excited.

But when I recently sat down with freelance ghostwriter Derek Lewis, I found myself taking a ton of notes ... and thinking of ways I could shift my writing business to do what HE does!

Derek is a very successful business-book ghostwriter. He's also the author of the new book The Business Book Bible: Everything You Need to Know to Write a Good Business Book.

And in this interview, he gives us a detailed and very exciting look into the world of book ghostwriting.

What it is
What it involves
The best target markets for this work
What you can charge
How to find clients
And who's best suited for this type of writing

This is a realistic six-figure opportunity for strong writers who enjoy longer-format projects and working closely with a client for an extended period of time. And as you'll see, the rewards go way beyond the financial.

Michelle Hiskey doesn't have a traditional freelance writing business.

For one, she has a full-time job. So she works her freelance work on the side.

Also, her clients are NOT the traditional businesses and nonprofits many of us work with.

Instead, they're high school students who need help writing their college application essay.

In this interview, Michelle explains what this type of writing is all about. What's involved. What she charges. How she approaches the work. And what type of writer this specialty is well suited for.

She also talks about how she's giving back to her community in a creative and meaningful way.

This is an inspiring and fascinating discussion — perfect if you're exploring different ideas or business models.

One of the biggest reasons freelancers love being on their own is the flexibility it affords.

When you're your own boss, you set the schedule. You pick whom you work with and what projects you take on.

And, ideally, you pick where you work.

Unfortunately, most of us don't take full advantage of our business portability. Some people have young kids. Others have aging parents to take care of. Or a medical condition that limits travel.

Recently, after talking with my colleague Steve Roller from CopywriterCafe.com, I realized that (for me, at least), it's mostly an issue of both commitment AND fear.

I haven't made this a priority. And I'm a bit fearful of the unknown.

There's a third reason that stops many solos...

The belief that you have to go to an exotic location — and that you have to do it for an extended period of time.

If you're even remotely interested in travel, I urge you to listen to this episode. Steve talks about his motivation for getting out of his daily environment and seeing more of the world. He explains how he's able to make it work. And he offers many useful tips and tricks for successful "vagabonding."

If you enjoy learning new and clever strategies for landing more work from better clients, you definitely need to check out this episode.

Freelance writer Amy Dunn Moscoso has been using a unique and very effective strategy for landing work from trade shows.

Not just a project or two. In many cases, we're talking about a TON of work. Enough to keep her busy for months.

The best part? She doesn't even have to attend the show!

In this episode, Amy explains what this strategy is all about, why it works so well, and how she's implemented it so effectively.

Get ready to take some notes!

Think podcasting is for celebrities, authors and speakers?

Think again!

Podcasting is rapidly becoming one of the most effective and popular mediums for self-employed pros to attract high-quality leads, build trust and create rock-solid client loyalty.

I know that sounds like hype. I didn't believe it myself — until about 18 months ago, when I reluctantly started my own show and saw the immediate impact it had in my own business.

In this interview, you'll hear from my friend and colleague Cliff Ravenscraft, the "Podcast Answerman."

Cliff eats, breathes and lives podcasting. He's probably helped more people start and grow a podcast than anyone else. And he explains why every service professional—including freelancers in all disciplines—should start their own show.

If you're very selective about the shows you upload to your phone or mobile device, I can assure you that this one is a MUST-LISTEN!

I recently had the opportunity to interview legendary copywriter Bob Bly.

We talked for almost an hour. What a fascinating guy!

Among other things, I asked him:

What his typical day looks like
Where his income comes from
His thoughts on social media
How to get lead-gen copywriting work in B2B
How to get your income to the $200,000 level and beyond

I even threw him a surprising question towards the end. And he replied with an equally surprising answer.

Do you have a healthcare background or an active interest in the medical industry?

And do you have a knack for explaining complex topics in simple language?

If so, you'll love today's episode. My guest is medical device copywriting veteran Casey Demchack.

In this interview, Casey spills the beans about this fascinating field of commercial writing. He explains:

What's involved
What types of writing projects are in demand
Who the best clients are
What they look for in a writer

And how you can break into this market, even if you have limited (or zero) industry experience

Casey also shares his thoughts on having multiple specialties or target markets and how he juggles seemingly unrelated niches.

Successful freelance business writers often get to a point where they have to make a difficult decision: Should they keep operating as a one-person shop? Or should they scale and build something bigger?

If you know you're not cut out to be an entrepreneur, you're probably better off as a solo business. Nothing wrong with that!

But if you think you'd love the challenges and rewards of building a mini content-development agency, it might be worth exploring.

In this episode, I interview Paul McKeon, founder of The Content Factor. Paul is a B2B tech-marketing veteran who has built one of the most respected and successful marketing content agencies in the Southeastern U.S.

In our talk he shares how he built his agency, how he works with writers, what challenges he's faced over the years, and how to determine if this business model is for you.

Getting some of your articles published in an industry newsletter, blog or publication has a number of benefits.

For one, it helps position you as a thought leader—as an expert in your industry, niche or domain.

It also helps expose you to prospects who may not have heard about you otherwise.

Yet I find that most freelance business writer shy away from this strategy. Some don't understand the benefits of writing these pieces without direct compensation. Others think they're not qualified. And many of those who try give up way too early.

In this week's podcast I interview Julia Borgini, a freelance writer and web content specialist who writes for technology companies. Julia recently landed a huge publicity win which has given her great exposure.

And in this discussion, she explains how she went about it, what it took to get her article accepted, and what she's learned from the experience.

If you want to generate a high income as a freelance writer, you won't get there by doing lots of $500 projects for small clients.

Sure, you can work long hours and bring in some big numbers. But it won't be long before you burn out.

To earn a comfortable six-figure income AND have the freedom and flexibility to enjoy the fruits of your labor you HAVE to start working with bigger clients.

One big client can easily replace two, three or even four smaller clients. Plus, they're often easier to work with. They have more work. And they're not as price-sensitive as smaller clients.

So why do so many freelance writers avoid them?

One word: FEAR!

We might tell ourselves that it's other things. But at the core, the biggest reason we don't go after bigger fish is just plain, old-fashioned fear.

In this episode you'll hear from Mary Rose Maguire, an Ohio-based freelance writer who recently broke through these fears and insecurities to go after (and land!) her largest client ever.

She explains how she did it, how the overcame her fears and insecurities, and what she's learned about herself in the process.

The premise of this show is that earning more in less time should be one of your key drivers.

That kind of approach to your business (when done in a spirit of balance) enables you to have more time, more freedom and live a richer life ... without sacrificing your income.

Freelance writer Kathleen Fink recently contacted me with a different twist on this idea — one that's particularly suited for retiring boomers who don't need to make "income" their primary goal.

And in this episode she shares some great insights that may change the way you think about writing during retirement.

When it comes to prospecting and selling, most of us want the easy way out. The gimmick that will put our prospecting on autopilot.

But at the end of the day, if the trick, gimmick or technique is not based on strong fundamentals, it will have a VERY short shelf life.

One of the many things I love about my colleague Jill Konrath is that all her advice is based on strong fundamentals.

She understands human nature. She understands what decision makers want—what keeps them up at night.

And how to continue the conversation already going on in their heads.

In this episode, she explains:

• Why selling has changed drastically in the past 10 years

• Why you need to adopt a different approach to your own marketing and selling

• And how simple shifts in the way you approach prospects can have a dramatic impact on your income.

What are the biggest pros and cons of working with agencies?

What types of writers (and personalities) are best suited for working with agencies?

What do agencies look for when hiring a freelance writer?

What would you say are the best ways to attract and land agency clients?

How can you avoid payment nightmares and other typical agency/freelancer challenges?

You'll get the answers to all these questions in this week's podcast!

My guests are Caryn Starr-Gates and Shanna Kurpe — two seasoned freelance writers who built their businesses through agencies and marketing firms.

What makes some freelance business writers more successful than others?

And why are some of them continually successful while others struggle in the feast-or-famine cycle for years?

In this episode I share some of the most important things successful B2B/commercial writers have in common.

What else would you add to this list? Please let me know in the comments area below.

If you've ever been laid off or downsized, you already know what a crappy experience that can be.

Especially when it's unexpected and it catches you off guard.

But for Don Sadler, getting laid off from his job in 2009 was one of the best things that could have happened to him.

Don was able to turn this "misfortune" into a six-figure freelance business. And in this interview, he shares how he did this and what he's learned along the way.

Lots of great ideas and insights in this episode -- even for those of you who've been freelancing for a while

The notes that follow are a very basic, unedited summary of the show. There’s a lot more detail in the audio version. You can listen to the show using the audio player below. Or you can subscribe to this podcast series in iTunes. 


Creating a smart prospecting strategy is very much like assembling a solid, diversified investment portfolio.

And just like the world of investments has countless options, there are many prospecting and self-promotional tactics available to today's freelance writer.

Too many, in fact!

But one tactic that we don't talk about enough is public speaking. And more specifically, delivering talks to groups and organizations.

In this show, I interview someone who's landed a great deal of freelance work with this idea: my colleague Steve Slaunwhite.

Steve shares what he likes best about this particular type of self-promotion, whom this strategy is best-suited for, the steps to take to make this work, and how you can get started today.

In this week's show, I'll share 3 smart ways to boost your freelance income by outsourcing tasks that others can do better, faster and more cheaply.

It may not make sense to do them all at once. It depends on where you are in your business and what kind of work you're doing. But at some point, you should seriously consider delegating some of these functions.

I'll explain what these tasks are, how I outsource this work, what companies I use and what my experience has been.

Today's show covers a topic many of you have asked me about...

Contracts.

Should you use a contract when working with a client? What should it include? And should you write it up yourself, or is it best to hire an attorney?

I'm not an attorney. And I don't even play one on TV. So I decided to bring in a lawyer to the show — someone who works with freelancers and entrepreneurs.

In this interview, attorney Mark Mauriello explains:

• The benefits of using a contract
• What your contract should include
• When to use it
• When to hire an attorney

And much more.

I occasionally hear from writers who are on the verge of giving up their freelance dream.

They've tried for months (or even years!) to make a go of it. But they haven't been able to achieve the level of success they expected. So they come to me for advice.

In this episode, I share some of my thoughts on this issue. And, no—it's not all "rainbows and sunshine" advice. In fact, some of these ideas may surprise you.

Wouldn't it be great to have most of your business come to YOU?

Referrals and word of mouth sure beat having to chase every opportunity on your own. Unfortunately, they don't just happen­ — you have to make them happen.

In this episode I share some practical ideas to getting more referral business — and how to do it in a way that feels right and becomes habitual.

The notes that follow are a very basic, unedited summary of the show. There’s a lot more detail in the audio version. You can listen to the show using the audio player below. Or you can subscribe to this podcast series in iTunes.

To leave a voicemail with a question for Ed, go to:

www.speakpipe.com/edgandia.

Please keep your question to under a minute, and keep it focused and detailed.

What job titles should I look for when looking for content marketing projects in software companies?

Look for “marketing managers” and all the variations: “digital marketing,” “marketing communications manager,” “social media marketing manager,” etc. You can also look for “marketing director.”

This level of management has hiring authority. If you approach VPs of marketing, you’re counting on them to pass your name along.

Working for yourself often means that you're working BY yourself.

If you're tired of long commutes, office politics and cubicle hell, that may be a blessing.

At least at first.

But for many freelancers, this can often lead to a feeling of isolation — of being disconnected from the rest of the world.

Fortunately, there are many creative ways to combat isolation when you work at home. And in this podcast, you'll hear from Hannah Braime, a freelance writer and self-emplyed professional who has learned how to cope with this common challenge.

Hannah shares 10 very practical and effective ideas for dealing with isolation. And she explains why each idea can work so well, even if you consider yourself an introvert.

Freelancing is booming. And the competition has never been fiercer.

But while tens of thousands of independent professionals fight over $5 gigs, many others are thriving.

The reasons for their success vary. But most of these solos have one thing in common...

They're positioning themselves differently.

You see, what's really being commoditized in today's gig economy is the words, the design, the software code, the photography.

In other words, the work itself.

If all you do is talk about your writing — how great it is, how clear and compelling — you'll do what everyone else is doing: focusing on the features of your product.

But what if you talked about your unique perspective? Your experience writing in a certain field. Or your background in the accounting industry.

Or maybe it's your 12 years of bedside nursing. Your 15 years' experience as a high school teacher. The2 years you spent backpacking and working odd jobs in Spain and the South of France.

That's hard to duplicate. Because you've just added your DNA to the discussion.

You've added your unique story.

My guest for this week's show is Pam Slim, author of the new book, Body of Work: Finding the Thread That Ties Your Story Together and Escape from Cubicle Nation. And in this discussion, Pam expands on this important idea.

She explains the importance of searching deep within your background to find the golden nuggets that will help you attract better clients. And she'll give you some ideas on how you can look beyond just the work stuff and find and communicate your gifts, passions and purpose more effectively.

The notes that follow are a very basic, unedited summary of this podcast. There's a lot more detail in the audio version. You can listen to the show using the audio player below. Or you can subscribe to this podcast series in iTunes.

One of the many things I love about being an entrepreneur (yes, even if you're a solo business owner you ARE an entrepreneur!!) is the magic that often happens along the journey.

I love how challenges often turn into great opportunities. And how ideas that originally seemed insignificant (even silly) will often end up saving our business!

Great companies such as Apple, Starbucks Zappos are filled with this kind of folklore. Most of us have heard the stories.

But I recently came across one such story that is not as well known yet has a strong parallel to successful freelancing.

It's the story of Chipotle Mexican Grill. And in this episode I explain what we can all learn from the company's founder as we launch and grow our own solo businesses.

I'm NOT a fan of websites like Elance or oDesk.

But occasionally I'll meet a writer who has launched a successful freelance business using these services.

Nathan Collier is a perfect example. Nathan launched his freelance writing business on the side last summer. And in just a few months he's been able to land a handful of decent-paying clients using Elance.

Here's the really impressive part. He's done this by "Grouponizing" his services. In other words, rather than subscribing to the notion that every project must be at least somewhat profitable, Nathan is willing to work at a loss in order to prove himself to the client.

Once the client sees the quality of the work, he then proposes other projects at higher margins.

In this interview, Nathan details his strategy and how it works. He explains how to pick the right prospects to work with. And how he builds the value and makes it almost irresistible to hire him at higher rates.

The notes that follow are a very basic, unedited summary of the show. There’s a lot more detail in the audio version. You can listen to the show using the audio player below. Or you can subscribe to this podcast series in iTunes.

I come across a lot of writers who love the idea of developing passive income streams.

Problem is, they just don't know where to start!

It's not surprising. The world of Internet marketing is filled with hucksters promising overnight riches.

Then there's the multitude of technology and product options. The "you gotta do this" and "you HAVE to do that."

It's overwhelming!

That's why I recently reached out to one of the truly great guys in this business of internet marketing: Mark Mason of the Late Night Internet Marketing podcast.

And in this episode, Mark talks about the best opportunities to develop realistic and viable passive income streams ... how "passive" is passive ... where to look for opportunities ... how to better determine if there's a strong demand for your idea ... and much more!

If you're going after small businesses, entrepreneurs or solo business owners (such as consultants), there's a very lucrative opportunity many writers don't even know exists:

Writing "lead magnet" books or eBooks.

Lead magnet books are informational tools used for marketing purposes. They typically outline the methodology, approach or formula the business uses to produce results for their clients or customers.

Many businesses and entrepreneurs have found that sharing their insights and systems through a book is a great way to build credibility and turn many cold prospects into hot leads and customers.

Fortunately (for us!), most of these business owners aren't writers. They know what they want to say, but they're not skilled at putting these ideas down on paper.

That's where you come in.

In this episode, I interview Susan Anderson, president of Triumph Communications and the author of Working Writer, Happy Writer. Susan has created a thriving writing business that's focused on writing and producing lead magnet books.

She explains what these projects are all about, what types of clients to go after, how to approach the work, how much you can charge — and much more!

The notes that follow are a very basic, unedited summary of the show. There’s a lot more detail in the audio version. You can listen to the show using the audio player below. Or you can subscribe to this podcast series in iTunes.

Happy New Year!

In this episode I discuss seven simple and proven strategies to put more money in your pocket and to make your writing business more enjoyable in 2014.

Here's to having your best year ever!

The notes that follow are a very basic, unedited summary of this podcast. There's a lot more detail in the audio version. You can listen to the show using the audio player below. Or you can subscribe to this podcast series in iTunes.

NOTE: This is part 2 of a two-part episode on the spiritual aspects of freelance success. If you haven't yet listened to part 1, make sure to do that first.

The notes that follow are a very basic, unedited summary of this podcast. There's a lot more detail in the audio version. You can listen to the show using the audio player below. Or you can subscribe to this podcast series in iTunes.

To listen to part one of this conversation, please go to Episode #033.

Question #4: Am I letting my outer circumstances, and not my vision, influence my thoughts and feelings on the subject?

If you don’t have a strong vision of the outcome you want, you’ll always be in reaction mode. If you have a vision, it will guide you in your thoughts and actions.

Example: Joseph Murphy, The Power of Your Subconscious Mind.

See if this sounds familiar...

You try your hardest to launch your business. Or to get to a certain income level. Or to land that high-profile client you've been chasing for months.

But no matter how hard you try, you can't seem to get there. You've followed the formulas. You've toiled day and night. You've given it all you've got ... to no avail.

What's going on here? You've played by the rules. You've worked your tail off.

In part one of this two-part episode, my good friend Pete Savage (from ExpandYourself.com) and I explore this issue. And we talk about the missing link in this complex puzzle: the spiritual side of freelance success.

I'm not a fan of going after small local businesses for writing work. Most of them don't understand the value of great copy and content. Or if they do, they can't afford professional-level fees.

But I recently came across a writer who proved me wrong. Her name is Shawndra Russell, and she's earning a six-figure income writing for small clients in her hometown of Savannah, GA.

Oh, and get this -- she just started freelancing a couple of years ago!

In this episode she explains how she does it and how she keeps the work coming in.

The notes that follow are a very basic, unedited summary of this podcast. There’s a lot more detail in the audio version. You can listen to the show using the audio player below. Or you can subscribe to this podcast series in iTunes.

I wouldn't be where I am today if it weren't for the coaches and mentors I've worked with over the years.

These individuals have enabled me to accelerate my progress, avoid costly mistakes and grow both personally and professionally.

In today's episode, I share some of the most valuable lessons I've learned from these coaching relationships. And I'll tell you how you can get the most value from a business coach, if you ever explore that option.

I also share my thoughts on gratitude and how making thanksgiving a daily practice helps attract wonderful things, people and circumstances into your business and personal life.

SEO is one of those topics that I have a love/hate relationship with.

It can be fun to optimize a website for the search engines. But the constantly changing rules drive me nuts! What worked yesterday will get you in trouble with Google today.

It's a maddening cycle!

Yet I have to admit that there is great value in knowing how to optimize your OWN freelancer website. And fortunately, the time to do that has never been better, thanks to the big fundamental changes Google has made over the last couple of years.

To explain these changes and how you can use them to your advantage, I've brought in my good friend Dianna Huff to the show. Dianna is a seasoned SEO pro who works with small business owners and midsize companies drive more traffic to their websites, generate more leads and get more business.

If you're already an SEO expert, this may not be for you. But if you want to better understand what's going on with SEO and how it will impact you as a freelance business writer, then I think you'll find this interview interesting, practical and helpful.

Impatience has been a recurring theme in my life. Once I decide to pursue a big goal, I can't WAIT to make it a reality.

This goal-centered mindset has served me well. But it has also caused me to miss many of the little moments that make up that exciting journey.

Moments I can't ever get back. They're gone forever.

In this episode, Jeff Goins, author of The In-Between: Embracing the Tension Between Now and the Next Big Thing explains why moments of breakthrough are NOT where life's greatest transformations happen. Instead, they happen in the "in-between" moments.

Waiting in the checkout line, waiting for our first big client, waiting for that big trip to Europe...

This is an important discussion for all freelancers, regardless of where you are in your journey. I hope it's as helpful to you as it was for me.

Why do so many writers avoid networking as a marketing strategy?

Some will tell you that they just can't find the time. Others claim that there are no good networking opportunities where they live. And many will admit that they put it off because they're shy and introverted.

These might be true to a certain extent. But I've found that you can overcome any of these challenges when you follow a simple, proven framework.

Without a framework or roadmap, it's very difficult to navigate the networking waters — especially if networking is something you're afraid to do.

My guest this week is John Corcoran, a writer turned solo attorney who developed a simple framework for networking more effectively. His approached has worked so well that it landed him a staff writer position at the Clinton White House and a speechwriting gig in the California Governor’s office during the Davis Administration.

He attributes these achievements to his methodical yet authentic approach to networking. And in this episode, he details this approach and how you can use it to network with greater confidence.

The notes that follow are a very basic, unedited summary of this podcast. There's a lot more detail in the audio version. You can listen to the show using the audio player below. Or you can subscribe to this podcast series in iTunes.

It's easy to talk about achieving a healthy work/life balance. But it's much harder to put it into practice.

And that's true no matter where you are in your freelance journey.

In this week's episode, freelance writer Rachel Foster explains why she's decided to set clear boundaries in her business. She talks about her daily routine, her experience outsourcing some of her tasks, and the expectations she's learned to set with clients.

Rachel is a Toronto-based freelancer who helps B2B marketers improve their response rates, clearly communicate complex messages and generate high-quality leads. She shares her insights on B2B marketing in her articles for the Content Marketing Institute, Business 2 Community and her Fresh Marketing Blog.

The notes that follow are a very basic, unedited summary of this podcast. There's a lot more detail in the audio version. You can listen to the show using the audio player below. Or you can subscribe to this podcast series in iTunes.

Peter Bowerman -- the author of The Well-Fed Writer and other "Well-Fed" books -- is one of the most influential mentors in the world of commercial writing.

One of the many things Peter does very well is generating strategic partnerships with freelance designers.

Through these arrangements, Peter gets a well-paid writing gig, the designer lands work she may not have won otherwise, and the client benefits from a turnkey service solution.

In this episode, Peter reveals how this strategy has added tens of thousands of dollars to his income over the years. He explains how to contact designers ... how to find them ... how to structure these opportunities ... how to price your work ... and much more!

The notes that follow are a very basic, unedited summary of this podcast. There's a lot more detail in the audio version. You can listen to the show using the audio player below. Or you can subscribe to this podcast series in iTunes.

One of the biggest, untapped prospecting opportunities is our own personal and professional networks.

But many of us are reluctant to do it. Why? Most common reasons are because you:

1.      Have a fear of rejection

2.      Don’t want to sound stupid

3.      Don’t want to mix business and friendship

4.      Don’t want to feel awkward

5.      Believe there's no value in it

6.      Don’t know how to explain what you do to a lay person

None of these have to be true. They’re only true if you believe them — or if you’re not prepared to address them.

Let's analyze each of these reasons...

Do you have professional liability insurance? Do you even need it?

I mean ... do freelance writers really get sued?

In this episode of The High-Income Business Writing Podcast I interview Jared Kaplan, CFO at insureon, a national online insurance company for freelancers and other self-employed professionals.

Jared explains the types of insurance policies available, what they cover, when they're worth considering, and what they'll cost.

This may not be the most exciting topic in the world ... but it's a hugely important one. So try to carve out some time today to listen to this discussion.

The notes that follow are a very basic, unedited summary of this podcast. There's a lot more detail in the audio version. You can listen to the show using the audio player below. Or you can subscribe to this podcast series in iTunes.

I firmly believe that establishing yourself as a content writer is the surest way to freelance writing success. It's the most realistic opportunity in the world of writing. Especially if you go after the corporate market.

That's because the fundamentals of content writing are stronger than ever. Content marketing has gone mainstream — and is not showing any signs of slowing down anytime soon.

In this episode, I interview Joe Pulizzi, founder of The Content Marketing Institute, Content Marketing World and Chief Content Officer magazine. Joe is also the author of the newly released book Epic Content Marketing[EG1] : How to Tell a Different Story, Break through the Clutter, and Win More Customers by Marketing Less.

Joe explains why content marketing is hot and getting hotter ... why businesses need writers desperately ... and how to get hired at top rates.

The notes that follow are a very basic, unedited summary of this podcast. There's a lot more detail in the audio version. You can listen to the show using the audio player below. Or you can subscribe to this podcast series in iTunes.

Lack of self-confidence is one of the biggest silent killers of freelance writing careers. As an independent professional, you have to believe in what you’re doing and what you’re going after.

But when things go wrong, how can you take yourself from self-doubt to self-confidence? How can you manufacture that experience? How can you turn things around quickly?

Even with his success, Ed still struggles with self-doubt at times. And in this podcast, he shares his own tips and ideas for getting out of a funk and developing stronger self-confidence.

The notes that follow are a very basic, unedited summary of this podcast. There's a lot more detail in the audio version. You can listen to the show using the audio player below. Or you can subscribe to this podcast series in iTunes.

Most freelance writers I talk to never want to go back to a regular job.

But many of them do miss the steady paycheck. (Usually that's the only thing they miss!) Which begs the question: How can you add more predictability to your freelance income?

I'll be showing you several ways to do that over the next couple of months. Because, frankly, there's no single way to ensure predictability. It requires smart strategy and hard work.

But let's get started on that discussion by addressing one potential solution to the income variability dilemma: adding email newsletters to your list of services.

My colleague Michael Katz has made a great living over the last 13 years writing, producing and managing email newsletters for clients. He's also taught many freelance writers how to do the same. And in this lively interview he details the opportunity — including what it entails, what you can charge, how to lock yourself in with great clients who can pay you $700 to $2,000 every month.

The notes that follow are a very basic, unedited summary of our interview. You can listen to the show using the audio player below. And you can also subscribe to this podcast series in iTunes.

If you've followed me for a while, you already know that I'm NOT a fan of quoting hourly rates.

At least not when you're a freelance writer.

There are many disadvantages to the hourly rate model, and I still believe that in most cases it's much better to quote flat project fees.

However, there ARE some situations where it makes more sense to quote project work by the hour. And if you do it right, you can still earn a great living and keep your client happy.

I recently corresponded with web content writer and SEO specialist Katherine Andes. Katherine quotes most of her work by the hour. And one of the many things I admire about her is how successful she's been with this model.

In this episode, Katherine explains why she's chosen the hourly rate model. How she makes it work for both her and the client. And how she handles pricing objections and pushback.

Many freelance writers get to a point where they want to scale their business in some way. Or they want to diversify their income stream by launching a new side venture or project.

Mike Stelzner is a classic example. From 1996 until just a few years ago he was a freelance writer. Today he is the founder and CEO of Social Media Examiner (SME), an online magazine for business owners and marketers who are trying to figure out social media.

In less than 4 years, SME has attracted 222,000 email subscribers and 800,000 website hits per month. And Mike's podcast, The Social Media Marketing Podcast, has 21,000 listeners! As if that weren't enough, Mike recently launched a new website: My Kids Adventures.com -- a site for parents looking for fun things to do with their kids. We’ll come back to this one later.

It's great to have a formal prospecting system in place. But sometimes the best opportunities come to us through unconventional means.

In this episode of The High-Income Business Writing podcast you'll hear from Angus Stocking, a successful business writer who specializes in the infrastructure industry.

Angus has had great success landing good-paying writing clients using low-cost "guerilla-style" methods.

The notes that follow are a basic, unedited summary of our interview. You can listen to the show using the audio player below. And you can also subscribe to this podcast series in iTunes.

Over the past few years, LinkedIn has evolved into one of the most important social media platforms. The site boasts more than 225 million users as of this recording.

Even though much of the conversation about LinkedIn revolves around drumming up business leads or new jobs, there's an opportunity for business writers that's not often discussed: writing profiles for LinkedIn members.

Who in the world would pay a writer to write their profile? Turns out that many business professionals do! Not only do they pay handsome fees for this work, but it can also become a great way to build trust and land additional projects.

To learn more about this opportunity, I interviewed Victoria Ipri. Victoria started as a copywriter in 2006, and her business has evolved over the years into Ipri International, a Linkedin training consultancy providing telephone coaching and on-site group training.

What follows are some notes summarizing the information in this week's show. You can listen to the show using the audio player below. And you can also subscribe to this podcast series in iTunes.

One of the biggest factors that holds back new and aspiring freelance writers is the idea that they have to find their niche before they launch.

This "niche quest" tends to do more damage than good. It creates confusion, stalls progress and kills momentum.

Don't get me wrong. Having a niche or a specific target market is a good idea. But it's not a prerequisite for launching your commercial writing business.

In this episode I give you a simple framework and a series of questions to determine if you should define a niche ... how to find one that makes sense ... and what to do if you can't come up with anything viable.

Blog posts, articles, white papers, case studies, marketing collateral.

These are some of the most common pieces business writers come across. The bread-and-butter projects that pay the bills.

But occasionally you may come across a project that's so massive, it requires a different set of skills to execute. Your writing chops alone won't save you.

My friend and colleague Denise Kiernan knows this firsthand. Not only has she written dozens of books and large-format pieces, she recently finished the largest and most complex writing project of her career: The Girls of Atomic City: The Untold Story of the Women Who Helped Win World War II Touchstone/Simon & Shuster), now a New York Times bestseller.

(Side note: This week marks the 68th anniversary of the world's first atomic bomb attacks in Hiroshima and Nagasaki.)

To tell this true story of the women who helped build the first atomic bomb, Denise spent years conducing intense research all across the U.S., doing live interviews, writing and rewriting. It was the kind of assignment that required flawless project management, excellent organization skills ... and unshakable faith in a story that had to be told.

I recently sat down with Denise to learn more about how she approached this massive project. She shared some excellent tips, insights and advice that apply to ANY writer facing a large-scale project.

If you've ever bought a product online, at a store or through a catalog (OK … if you've ever bough anything!), chances are you read the product's descriptive copy before making your final buying decision.

 And guess what? That copy didn't just write itself. The manufacturer or distributor hired a copywriter to put it together.

 What's involved in this type of writing? How well does it pay? How do you land projects? And are there any opportunities in the B2B arena for this type of work?

Did you know that entrepreneurs are willing to pay writers $3,000 - $6,000 (and even more!) to write a business plan for them?

There are many reasons why. But one of the most important is that most banks and investors need to see a well-written business plan before they even consider investing in a business. 

My guest for this episode is Jessica Oman, founder of Write Ahead and an expert on writing business plans. In this interview, Jessica explains the opportunity in writing business plans for clients.

One of the fastest ways to propel your writing business to the six-figure level is to become a MUCH more efficient writer. And in this week's show, you'll learn 8 simple steps to boosting your writing speed by 30% or more.

My guest is Daphne Gray-Grant — an authority on writing faster. Daphne's strategies are a big reason why I earn $200++ per hour when I write for clients.

According to the comprehensive 2012 Freelance Industry Report, the biggest challenge facing freelancers is landing clients: 37% named that as their top challenge.

Other surveys we've conducted at International Freelancers Academy show similar results. One of them revealed that attracting more, better, and higher-paying clients was by far the top challenge for 53% of freelancers.

I wanted to address this pressing issue in this episode, because I believe that the common view and attitudes about attracting and landing quality clients are simply misguided. They're based on a limited view of reality, and they're destroying freelance businesses every day.

In this episode I will:

• Explain why the common view and attitudes about attracting and landing quality clients are completely warped.

• Discuss why a new view or paradigm about client attraction is desperately needed.

• Show you what this new view and model are all about and why you need to adopt the mindset that comes with it.

Today I'm continuing my story of how I went from corporate sales professional to freelance writer — and to a combination of freelance writer and coach/trainer.

This is a departure from the type shows that I've been publishing. But I'm constantly asked about my business, how I spend my time, where my income comes from and how I got to where I am today.

I've addressed these questions individually and in different training episodes I've published. But I've never told my full business-launch story in detail. And I thought this podcast format would be the ideal way to do that.

If you haven't listened to part one of this story, you probably want to check that out first.

Today, I'm taking a departure from the types of shows I've been doing since I launched this podcast. Instead of doing an interview, I'm going to share my story with you.

The story of how I stumbled into freelance writing and how I've turned it into a six-figure business.

I've shared parts of my journey in articles and video trainings. But I've never shared the whole thing in one place.

I'm going to do this over two episodes. I'll share both the successes AND the struggles. I'll show you why I truly believe that any writer with solid skills can do this. And I hope to satisfy much of the curiosity out there about what I do day to day, how I spend my time and where my income comes from.

Have you every written a short article for a magazine, newspaper or trade journal?

Not the most profitable work these days, is it?

If you're looking for a better way to leverage your storytelling skills, case studies are a great way to do that.

To learn more about the opportunity in case studies — and how to approach these projects — I interview Casey Hibbard for this episode of The High-Income Business Writing podcast.

About This Show

The High-Income Business Writing podcast is a production of B2B Biz Launcher. It's designed for business writer and copywriters who want to propel their writing business to the six-figure level (or the part-time equivalent).

In this week's episode I interview Casey Hibbard, a successful freelance writer who specializes in writing customer case studies (also known as "customer success stories"), and author of the excellent book, Stories That Sell: Turn Satisfied Customers into Your Most Powerful Sales and Marketing Asset.

Casey explains what case studies are and how they're used by clients. She gives us a primer on the basic components of case studies, including what elements you should include in order to make them more effective. And she explains why they continue to be so popular in the marketing communications arena.

Casey also talks at length about:

• How she manages these projects
• What key deliverables you should include
• Guidelines for pricing case studies
• Different types and formats of case studies
• What makes a great case study writer
• What to do if you have no samples but want to get started