Many fractional executives struggle with the same challenge: "I don't have time for business development." In this solo episode, Bradley Jacobs tackles this common excuse head-on, revealing the harsh truth that finding new clients is the most important part of your business, whether you like it or not.

Bradley breaks down the difference between "not having time" versus "not making time" and provides a practical framework for sustainable business development. He introduces a simple 30-minute daily routine: 15 minutes for content creation and 15 minutes for connections on LinkedIn. This approach has helped countless fractional experts, including guest Ellie who built a $1.4 million pipeline in just four months.

The episode covers reframing business development from "selling" to sharing your expertise, applying the 80-20 principle to maximize impact, and setting up systems for success. Bradley emphasizes doing the hard work first thing in the morning and leveraging tools, AI, and virtual assistants to streamline the process.

Learn More:Scale your fractional practice: https://mylance.co
Connect with Bradley Jacobs: https://www.linkedin.com/in/bradley-r-jacobs/

00:00 - Welcome and intro to time challenges

01:14 - Time vs making time: language shift

02:19 - Why we avoid business development

03:30 - Client attraction is business lifeblood

04:58 - Referrals have limitations as strategy

05:48 - Finding your zone of genius

06:55 - Creating empowering narratives

07:24 - The 30-minute daily framework

08:25 - Compound effects of daily actions

09:25 - Alternative strategies beyond LinkedIn

10:23 - Discipline vs enjoyment balance

11:32 - Protecting your morning routine

12:47 - Tools and AI for automation

13:56 - Leveraging virtual assistants

15:16 - Episode recap and key takeaways

Bradley Jacobs sits down with Jon Younger, a renowned expert on the future of work, freelancing, and independent consulting. Jon brings decades of experience as a best-selling author, multiple-time exited founder, and PhD from the University of Toronto, plus he's currently working with AI agents.

The conversation explores how the fractional and freelance workforce has exploded since COVID and where it's headed over the next decade. Jon discusses the shrinking half-life of capabilities and how this drives organizations toward more flexible talent models. He addresses the biggest challenge fractionals face: creating stability while project durations get shorter and expertise becomes more specialized.

Key insights include developing a clear personal competitive advantage while maintaining a wide portfolio, building strategic relationships for referral partnerships, and understanding that clients often have undefined but perfectly required needs. Jon emphasizes the critical shift from selling knowledge to selling wisdom and insight, sharing a powerful story about delivering millions in value through strategic guidance during a major corporate merger. The discussion covers value-based pricing strategies and how fractional experts can amplify their revenue beyond traditional time-for-money models.

Learn More:Scale your fractional practice: https://mylance.coConnect with Bradley Jacobs: https://www.linkedin.com/in/bradley-r-jacobs/

00:00 - Introduction and guest background
00:35 - Jon's personal introduction
01:17 - Future of fractional workforce post-COVID
02:41 - Addressing stability vs instability
03:25 - Building sustainable fractional careers
05:24 - Finding your competitive advantage
06:06 - Importance of collaboration and networking
07:17 - Making effective referrals
07:39 - Understanding unclear client needs
09:07 - Shifting from time-based to value pricing
09:54 - Knowledge vs wisdom in consulting
12:54 - Million-dollar merger story begins
13:51 - Value delivery vs time investment
14:20 - Sustaining value over project duration

Bradley Jacobs breaks down his most viral LinkedIn post that garnered 750,000 views and generated 22 sales calls. Using his insider experience at Uber's Raleigh launch, Bradley reveals the five key components that made this content resonate: a compelling hook, detailed storytelling, specific insights, clear structure, and an engaging winner-versus-loser narrative. He demonstrates how fractional experts can replicate this success without brand-name credentials by focusing on customer pain points, unique value propositions, and authentic experiences. Bradley emphasizes that viral content isn't just about engagement—it's about building trust and authority with your ideal clients. He shares practical strategies for creating LinkedIn content that attracts the right prospects, including his three-pillar content framework and the importance of consistent posting. The episode provides actionable insights for fractional professionals looking to leverage LinkedIn for client acquisition and business growth.

Learn More:Scale your fractional practice: https://mylance.coConnect with Bradley Jacobs: https://www.linkedin.com/in/bradley-r-jacobs/

00:00 - Introduction and Episode Overview

00:33 - Viral Content vs Targeted Engagement

01:18 - LinkedIn Content Strategy Goals

01:51 - Analyzing the Viral Post Hook

02:44 - Inside Look at Brand Recognition

03:58 - The Power of Storytelling

04:40 - Specific Details Drive Engagement

05:59 - Geographic Strategy Differences

07:04 - Post Structure and Readability

07:51 - Winner vs Loser Narrative Appeal

09:12 - Replicating Success Without Brand Names

10:14 - Understanding Customer Pain Points

11:18 - Creating Relevant Content Stories

12:28 - Building Authority Through Consistency

13:52 - Results from Viral Content Strategy

14:48 - Sustainable Client Acquisition

15:16 - Episode Wrap-up and Next Steps

Bradley Jacobs sits down with human behavior expert Brian Bogert to explore how internal "waste" sabotages business success. Bogert, who survived having his arm torn off in a childhood accident, shares how early trauma shaped his drive to prove himself through performance - a pattern many fractional executives will recognize.

The conversation dives deep into identifying destructive behaviors like defensive communication, pricing struggles, and the inability to delegate. Bogert explains how shame manifests as perfectionism, scarcity, and control, blocking entrepreneurs from scaling their businesses effectively. He shares compelling client stories, including a creator who jumped from $50K to seven figures after addressing childhood criticism around creativity.

For businesses of one, Bogert emphasizes that revenue generation failures often stem from self-worth issues rather than sales tactics. He introduces a powerful three-question framework for prioritizing activities: Is this something only I can do? Could someone else do it better? Does this actually need to be done? The discussion also covers practical AI automation strategies that can free up 90% of non-essential tasks, allowing fractional executives to focus on their zone of genius.

Learn More:Scale your fractional practice: https://mylance.coConnect with Bradley Jacobs: https://www.linkedin.com/in/bradley-r-jacobs/

Brian Bogert - Human Behavior and Performance CoachWebsite: brianbogert.comSocial Media: @BogertBrian (all platforms including YouTube)

00:00 Welcome and guest introduction

00:45 Brian's personal transformation story

03:17 What behaviors indicate internal waste

08:25 Making internal work tangible for skeptics

10:01 Client success stories and examples

15:54 Taking ownership vs feeling overwhelmed

19:16 Biggest challenges for businesses of one

23:01 Three essential questions framework

24:47 Common unnecessary business activities

28:16 Daily priority setting strategies

32:10 AI and automation for solopreneurs

39:48 Building complex workflow systems

43:17 Final advice on awareness and intentionality

45:23 Where to connect with Brian Bogert

This week we’re tackling one of the biggest challenges you face as a fractional executive: how to reach out on LinkedIn without sounding salesy or cringy. Bradley Jacobs breaks down why most outreach fails and share my value-first approach that builds genuine relationships instead of pushing for immediate sales.

We’ll walk you through four distinct outreach strategies, from contribution-based messaging to soft introductions, while showing you how content amplifies your credibility and trust-building efforts. Bradley also shares why you need to dedicate 8-10 hours weekly to business development and help you overcome the psychological barriers holding you back.

Key takeaways from our conversation:

• How to flip the script from "what do I want from you" to "how can I add value to you"

• Four proven outreach strategies you can implement immediately

• Why combining content with outreach creates a 1+1=3 multiplier effect

• The minimum time investment needed for consistent business development

• Practical techniques for overcoming fear of rejection and self-doubt

• How to choose the right outreach personality that feels authentic to you

Learn More:

Scale your fractional practice: https://mylance.co

Connect with Bradley Jacobs: https://www.linkedin.com/in/bradley-r-jacobs/

Former engineer Lasada Pippen reveals how he overcame crippling fear and self-doubt to build a successful keynote speaking and coaching business. This powerful conversation explores the emotional challenges of entrepreneurship that most people never talk about.

Discover Lasada's unique approach to business development, including his door-to-door strategy that landed him speaking engagements and coaching clients. Learn why he worked for free for nearly seven years and how that investment paid off exponentially. Bradley Jacobs and Lasada dive deep into the psychology of fear, the importance of finding your unique differentiator, and why purpose-driven businesses outperform money-driven ones every time.

Learn More: Scale your fractional practice: https://mylance.co Connect with Bradley Jacobs: https://www.linkedin.com/in/bradley-r-jacobs/00:00 - Introduction and guest background

01:56 - Leaving engineering for purpose-driven work

02:25 - Overcoming imposter syndrome early on

04:11 - Wife's role in pushing toward dreams

05:56 - Mirror moment: taking ownership

06:22 - Operating with fear vs eliminating fear

08:01 - Converting fear into excitement

08:38 - Courage means doing it anyway

10:32 - Finding your unique differentiator

12:16 - Energy as competitive advantage

13:30 - Tom Brady mindset example

14:55 - Underdog mentality in business

16:02 - Emotional side of entrepreneurship

17:25 - Einstein's persistence philosophy

18:04 - Rejection and the thousand no's

18:32 - Quitters Day phenomenon

21:04 - Fear patterns and business hurdles

24:37 - First months after leaving corporate

28:08 - Surviving the roller coaster period

28:56 - Most effective marketing strategies

30:43 - Performance-based client acquisition

31:16 - Door-to-door business development

34:22 - Daily action vs occasional effort

35:27 - Free assessment offering strategy

36:16 - Early days with minimal resources

37:17 - Seven years of free speaking

39:15 - Purpose over profit mindset

43:36 - How to connect with Lasada

After building a successful fractional consulting practice and working with thousands of fractionals, I'm sharing the essential roadmap I wish I had when starting out. Drawing from years of experience and insights from thousands of fractionals, I reveal what I did right and the critical lessons I learned along the way. I emphasize the importance of talking to everyone willing to listen, asking big money upfront, and never taking rejection personally. Key mistakes to avoid include billing hourly, delaying outreach, and getting distracted by logos and websites instead of focusing on client acquisition. I stress that successful fractionals master two core activities: exceptional client service and consistent outreach. I also discuss the evolution from general networking to developing a clear niche over time, the value of getting deeply involved in client businesses, and building systems before chaos hits. This episode provides actionable insights for both new and experienced fractional executives looking to accelerate their success.

Learn More: Scale your fractional practice: https://mylance.co Connect with Bradley Jacobs: https://www.linkedin.com/in/bradley-r-jacobs/00:00 Welcome & Mylance Product Announcement

01:18 What I Did Right: Talk to Everyone

02:28 Ask Questions & Stay Curious

03:09 Asked for Big Money from Day One

04:04 Never Took Rejection Personally

04:47 Lesson 1: Don't Bill Hourly

05:54 Lesson 2: Do More Outreach Early

07:27 Focus on Needle-Moving Activities

08:16 Skip the Logo, Website & Business Plan

09:15 Don't Worry About Your Niche Initially

10:18 Build Your Story Over Time

11:27 Keep Existing Clients vs Finding New

12:48 Build Systems Before Things Get Crazy

14:31 Wrap-up & Final Thoughts

Ellie Holbert made the leap from corporate management consultant to independent consulting just five months ago - and has already built a pipeline worth over $1 million. As founder of Impact Advisory Services, she specializes in organizational effectiveness and leadership coaching for midsize innovation companies. After her initial contract was unexpectedly canceled just two weeks into her journey, Ellie pivoted quickly and built an impressive 67-opportunity pipeline using systematic LinkedIn outreach, network activation, and strategic community engagement. She shares her specific tactics for generating 200-300 LinkedIn connections weekly, creating viral thought leadership content using AI tools like ChatGPT and Otter AI, and converting 75% of her calls to ideal client profiles. Beyond tactics, Ellie reveals how mindfulness practices and emotional regulation became her secret competitive advantage, allowing her to take consistent imperfect action while managing the natural fears of entrepreneurship. Her story demonstrates that with the right approach to business development and mindset work, rapid growth is possible even for new consultants.

Learn More:Scale your fractional practice: https://mylance.coConnect with Bradley Jacobs: https://www.linkedin.com/in/bradley-r-jacobs/

Connect with Ellie: https://www.linkedin.com/in/ellie-h-1b661147/

00:00 - Welcome and Ellie's introduction

00:40 - What organizational effectiveness means

01:22 - Four months into independent consulting

01:39 - Transition from corporate to consulting

02:38 - Taking the leap and early challenges

04:07 - Hitting the pavement after setback

05:28 - Figuring out service offerings

06:49 - Meeting clients where they are

08:04 - Productized vs custom services

09:11 - Pipeline success: $1M+ in opportunities

11:46 - Following systematic methods

12:14 - Three business development buckets

16:01 - Tracking CRM data and metrics

17:28 - Measuring success tangibly

18:48 - Using LinkedIn Sales Navigator

19:53 - Content creation with AI tools

21:51 - Essential business tools and GPTs

24:30 - Emotional regulation strategies

28:17 - Learning mindfulness from family

31:23 - Competitive advantage of self-care

34:04 - Processing feelings vs overthinking

36:59 - Lessons from motherhood

38:38 - Holding outcomes loosely

41:10 - Focusing on process over results

42:38 - Perfect business by year-end

44:23 - Time spent on business development

45:41 - Where to connect with Ellie

Feeling like a fraud as a fractional executive? You're not alone. Bradley Jacobs reveals the hidden psychology behind imposter syndrome and shares battle-tested strategies to overcome self-doubt.

Every successful fractional professional faces this challenge when transitioning from the safety of corporate life to running their own practice. Bradley breaks down why high achievers are particularly vulnerable to imposter syndrome and provides a roadmap for building unshakeable confidence in your abilities.

Learn More:Scale your fractional practice: https://mylance.co

Connect with Bradley Jacobs: https://www.linkedin.com/in/bradley-r-jacobs/

00:00 - Welcome and episode introduction
00:49 - Personal imposter syndrome experiences04:19 - Psychology origins from 1978 research06:32 - Identity tied to business performance09:45 - Perfectionism and unrealistic standards11:28 - Social media comparison trap13:15 - Acknowledging imposter syndrome truths14:42 - Process-focused vs outcome-focused mindset15:26 - Handling criticism and negative feedback16:06 - Closing thoughts and resources

Bradley Jacobs breaks down the systematic approach to building a sustainable fractional business generating $25-40K monthly. Most fractional experts dream of reaching $400K+ annually, but lack a clear roadmap to get there. This episode provides that roadmap through three essential components: structuring high-value retainer clients, implementing a proven LinkedIn lead generation strategy, and maintaining consistent business development for long-term sustainability.

Bradley emphasizes the importance of getting crystal clear on your goals first - knowing exactly how much you want to earn, how many clients you'll serve, and your ideal working hours. He explains how to price based on value rather than time, using partnerships as an example where a few hours of work can generate millions in client value. The episode covers boundary-setting, scope management, and the three-part LinkedIn strategy that includes content creation, daily networking, and strategic engagement. Most importantly, he stresses that business development never stops, even when your client roster is full, and provides practical advice on investing in support systems to maintain sustainability.

Learn More: Scale your fractional practice: https://mylance.co Connect with Bradley Jacobs: https://www.linkedin.com/in/bradley-r-jacobs/

00:00 - Welcome & Mylance LinkedIn tool intro

00:49 - The $25-40K monthly goal framework

01:36 - Client engagement models & pricing

02:52 - Getting clear on your success goals

03:25 - Calculating retainer requirements

04:21 - Building sustainable retainer clients

05:08 - Value-based vs. hourly pricing

06:19 - Client investment mindset shift

07:02 - Managing scope & client boundaries

08:24 - Disciplined client selection process

08:52 - Identifying your ideal customer

09:33 - Three-part LinkedIn lead strategy

10:45 - Referral system & client check-ins

11:59 - Sustaining business long-term

12:30 - Never stopping business development

13:22 - Investing in support systems

14:16 - Three-pillar framework recap

14:45 - Mylance product overview & outro