Long work is low value, commoditised work that is easily replaceable. An example of long work is competing on interest rates or trying to get a client to refinance for minimual gains.

Hard work is high value. Builds trust. Positions you as someone of value. It is impossible to commoditised. Examples of hard work are writing blogs, building relationships, looking for opportunities to add value. It is hard work because its not obvious work. Its not urgent work - so its difficult to have the discipline to do it anyway.

Free work involves things like writing blogs, doing podcasts, webinars, meeting with a prospective client.

Paid work is writing a loan or charging a fee for advice.

You must do a certain amount of free work. But be clear when the paid work kicks in. If you give all your advice away for free, no one will value it!

Here's a link to the podcast with Seth Godin - https://tim.blog/2018/11/01/seth-godin-this-is-marketing/