In this revealing conversation, sales consultant and coach Christopher Filipiak joins Bradley Jacobs to discuss his journey from engineer to sales expert. Christopher shares how he helps CEOs succeed at their own sales work by combining strategy, execution, and mindset transformation. With his background in engineering and data analytics, Christopher brings a unique perspective to sales operations, explaining why many businesses struggle with sales and why CEOs should often drive revenue themselves. He outlines effective outbound strategies for fractionals with limited time, emphasizing consistency in cold outreach, relationship nurturing, and content creation. Christopher also addresses the mindset shifts necessary to overcome sales-related fears, reframing selling as "an expression of love" rather than a transaction. He concludes with five powerful daily habits for entrepreneurs: making sales, gaining clarity on desired outcomes, feeling your feelings, using your calendar effectively, and thinking through cause and effect.

Learn More:

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

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

Connect with Christopher Filipiak: https://www.linkedin.com/in/christopherfilipiak/

ChristopherFilippiak.com

00:00 Introduction to Christopher Filipiak

00:53 Christopher's journey from engineering to sales

06:28 Effective nurturing strategies for lead lists

09:22 Making the most of limited business development time

12:10 Consistency trumps perfect strategy

13:24 Why website work doesn't move the needle

13:54 Selecting strategies based on cause-effect, not comfort

15:52 Creating genuine LinkedIn connection messages

19:16 Handling rejection in outreach

20:30 Reframing sales as an expression of love

24:32 Applying the service mindset to product consulting

26:29 How engineering background shapes sales approach

29:04 Effective and ineffective ways to use AI in sales

31:54 Five daily habits for CEO success

34:15 Where to find Christopher Filipiak

Discover the exact content marketing system that allows Bradley Jacobs to create professional content across every major platform for under $1,000 per month with minimal time investment. In this tactical episode, Bradley breaks down his content pyramid strategy where a single weekly podcast transforms into blogs, newsletters, and social media content without additional original creation.

Bradley shares his specific workflow including sourcing podcast guests, leveraging AI for content repurposing, and implementing strategic automation that creates an efficient system anyone can replicate. He reveals how this approach not only builds visibility but serves as a direct business development channel, turning podcast interviews into client relationships and sales opportunities.

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

00:00 Introduction to content marketing strategy00:42 Overview of content platforms used01:05 The content pyramid approach with podcast as foundation01:38 How to choose podcast topics and guests03:15 Using podmatch.com to find guests ($6/month)04:12 Working with a podcast editor/producer05:17 Transforming podcast into blog and newsletter using Claude06:38 Team structure and responsibility breakdown07:53 Creating LinkedIn posts and Twitter content08:41 Producing video shorts for YouTube, Instagram, and X09:22 Total monthly cost breakdown (under $1,000)10:39 Using Airtable and Zapier for workflow automation12:18 Benefits of podcasting for relationship building13:45 Turning podcast guests into clients and partners14:27 Final thoughts and upcoming Mylance offering

In this thought-provoking episode, Bradley Jacobs welcomes Anna Shilina, author of "Habit Freedom" and founder of RelatingAcademy.com. With over a decade of experience coaching thousands of entrepreneurs, Anna shares powerful insights on breaking free from limiting habits and developing fulfilling relationships. She explains how our relationship with ourselves forms the foundation for all other relationships and success. Anna discusses the importance of keeping promises to ourselves, practicing self-compassion, and creating a pause between stimulus and response to rewire our reactions. The conversation explores tangible strategies for entrepreneurs to overcome perfectionism in sales, combat phone addiction, and embrace discomfort as a path to growth. Anna emphasizes her mantra "do the hard thing now" and shares her personal journey of breaking free from alcohol dependency to demonstrate the power of persistence in habit change.

Learn More:  

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

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

Follow Anna Shilina: https://www.instagram.com/annashilina/

Bradley Jacobs shares the strategic mindset shift that allowed him to transform a $5,000 budget into a $21,300 project during his consulting days. From his experience launching Uber Freight and running automation teams, Bradley reveals the exact approach he used to confidently negotiate rates that reflect true value. He breaks down the proposal strategy that made it impossible for clients to say no, even when quadrupling their initial budget.

Discover practical techniques for aligning your fractional services with revenue or profit metrics—critical for success in today's challenging market. Bradley provides actionable advice for overcoming imposter syndrome and building the confidence necessary to command premium rates. Whether you're struggling with underpriced clients or looking to scale your practice, this episode delivers the mindset transformation required to reach six-figure consulting success.

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 episode overview

00:30 Bradley's background at Uber and Uber Freight

01:30 The importance of setting high standards early on

02:15 Finding the $5k budget project on Catalant

03:00 Saying no to the initial $5k offer

03:40 The client asking for a new proposal

04:30 Creating a value-focused proposal worth $21.3k

05:15 Managing scope creep and timeline issues

06:30 Converting the project into a retainer

07:45 Key mindset lessons about knowing your worth

09:00 The breakup analogy for leaving undervalued clients

10:30 Aligning your work with revenue or profit

11:45 Example: Quantifying HR value in financial terms

13:15 The importance of confidence in pitching higher rates

14:30 Dealing with imposter syndrome

15:45 Resources for improving your mindset

17:00 Closing thoughts and invitation to connect

Bradley Jacobs welcomes Scott Ritzheimer, founder of Scale Architects who has helped start nearly 20,000 new businesses and nonprofits. Scott shares his expertise on helping founders identify the essential strategy they need to succeed in their current stage of business. He breaks down the seven stages every entrepreneur goes through and reveals the three primary places where even successful founders get stuck: not prioritizing sales, becoming a reluctant manager, and experiencing disillusionment as a leader. Scott emphasizes the importance of having a structured process, understanding your vision, and knowing whether to scale up or down based on your goals. For fractional executives struggling with client acquisition, Scott advises never stopping sales activities, developing a structured process for delivery, and focusing on relationship-building through consistent outreach.

Featured in this Episode:

Scott Ritzheimer, Founder of Scale Architects

Book: "The Founder's Evolution" by Scott Ritzheimer

Book: "Built to Sell" by John WarrillowLearn More:

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

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

Connect with Scott:

Website: scalearchitects.com/founders (free digital copy of his book)

LinkedIn: https://www.linkedin.com/in/scottritzheimer/

00:00 Introduction to Scott Ritzheimer and Scale Architects

00:58 How Scott has helped start nearly 20,000 businesses

01:25 The seven stages every founder goes through

02:19 Finding the essential strategy for your current stage

02:46 Addressing the biggest challenge for fractional executives: finding clients

03:39 The "artisan trap" and why it's harder for fractional professionals

05:06 Why you can never stop selling, even when busy

06:05 Creating time for sales when you're swamped with client work

07:29 The key difference between high-demand and average professionals

08:45 The importance of having a structured process

09:42 Discussion of the book "Built to Sell" and clear offers

10:41 Three places successful founders get stuck: not prioritizing sales

11:38 The second challenge: becoming a reluctant manager

13:02 The third challenge: being a disillusioned leader

16:38 What to do when you become a disillusioned leader

18:11 The importance of reconnecting with your vision

19:07 When scaling back might be the right decision

20:55 How to decide whether to move up or down the ladder

23:10 Aligning your business stage with your vision

24:32 From broad vision to narrow focus in building a business

28:51 Marketing strategies for fractional executives

30:16 Finding sustainable marketing methods you enjoy

31:36 Why local networking can be more effective than online presence

33:03 The efficiency of podcasting as a content channel

34:22 How to repurpose podcast content across multiple platforms

35:19 Why perfectionism holds people back from starting

36:16 Website advice: no website vs. bad website

38:35 Why new businesses should focus on outreach over branding

40:25 The one thing every founder must do: understand their stage

42:19 Where to find Scott's book "The Founder's Evolution"

43:08 Closing and contact information

In this value-packed episode, Bradley Jacobs breaks down the five key actions fractional executives must take to leverage LinkedIn effectively for client acquisition. Bradley shares proven strategies based on his own successful practices that have helped him build a network of over 22,000 followers. He emphasizes the importance of a well-optimized profile that clearly communicates what you do and who you serve, developing a focused content strategy aligned with your target audience's pain points, and consistently showing up on the platform. Bradley explains why adding new connections weekly and engaging with people who interact with your content creates a snowball effect of thought leadership and client inquiries. He also addresses the mindset challenges that prevent many executives from seeing results, encouraging patience and persistence in building meaningful relationships through content, even when metrics don't immediately reflect success.

Learn More:Scale your fractional practice: https://mylance.coConnect with Bradley Jacobs: https://www.linkedin.com/in/bradley-r-jacobs/00:00 Introduction to maximizing LinkedIn for fractional executives01:08 Action #1: Optimize your LinkedIn profile03:05 Action #2: Develop a customer-focused content strategy05:47 Action #3: Show up consistently on LinkedIn07:59 Action #4: Add new connections every week10:22 Action #5: Engage with people who interact with your content12:05 Bonus tip: Maintaining the right mindset for LinkedIn success14:00 Closing thoughts and call to action

Bradley Jacobs welcomes Robin Waite, founder of Fearless Business and bestselling author, to discuss how fractional experts can increase their income without working more hours. Robin shares insights from his 12 years running a marketing agency and his current work as a business coach. He explains why most business owners dramatically undercharge for their services and introduces his "goal-focused pricing" approach that starts with the desired annual income and works backward. Robin walks through the process of productizing services to create predictable outcomes for clients while making delivery more efficient. The conversation explores how to overcome pricing mindset blocks through exercises that tap into our subconscious understanding of our true value. Robin also reveals his unconventional approach to marketing through strategic partnerships rather than relying on social media, which has generated significant business opportunities. The episode provides actionable strategies for fractional experts to increase their rates, improve cash flow, and build valuable business relationships.

🔗 Learn More:

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

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

https://www.fearless.biz/tys

00:00 Introduction to Robin Waite

01:20 Robin's background and journey to business coaching

03:30 The keys to financial freedom for fractional experts

04:40 Three ways to grow a business

06:30 The "sales cycle of doom" vs. the virtuous cycle

09:10 Why most business owners undercharge for their services

10:45 Goal-focused pricing methodology explained

13:20 The concept of productizing a service

15:35 Three principles of productizing a service

18:50 The SEO package pricing example

22:10 Finding your true pricing comfort zone exercise

25:30 Improving cash flow with upfront payments

27:15 The impact of "Built to Sell" on Robin's business

30:20 Robin's story of 10x pricing transformation

34:45 Building confidence to raise your prices

38:10 Shifting from social media to strategic partnerships

40:40 How one podcast interview generated $300,000 in business

43:30 The approach to building valuable partnerships

45:50 Final thoughts on playing the infinite game

47:40 How to connect with Robin and get his book

Bradley Jacobs shares the effective content strategy that helped him build a successful consulting business averaging $25k-30k per month. He emphasizes that LinkedIn was his most valuable platform for client acquisition, explaining how consistent posting helped keep him top-of-mind with his network and attracted decision-makers who needed his expertise. Bradley reveals his three content pillars: sharing his Uber go-to-market experiences, discussing Uber Freight automation strategies, and documenting his consulting journey. He advises consultants to post 3-4 times weekly (ideally at 6am CT), engage with commenters, and develop content that demonstrates how they can help companies "see around corners." Bradley stresses that business development should be a top priority for consultants, whether they handle it themselves or outsource it. The episode provides practical guidance for consultants looking to fill their pipeline with 8-10 quality conversations monthly.

Learn More:

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

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

00:00 - Introduction to Bradley's consulting content strategy

01:32 - The importance of optimizing for client conversations

02:30 - How Bradley maintained 2-3 clients at $15-25k per month

04:15 - Multiple channels for business development

05:47 - Why LinkedIn was Bradley's most effective strategy

07:20 - Real example: $20k project from a past connection

09:30 - How posting attracts decision makers in your ICP

11:05 - Why LinkedIn beats other platforms for consultants

12:18 - Bradley's first content pillar: Uber go-to-market strategies

14:05 - Second content pillar: Uber Freight automation

15:30 - Third content pillar: Consulting business insights

16:45 - How to develop your own content pillars

18:20 - Optimal posting times and frequency

19:30 - Engaging with people who interact with your content

20:55 - Introduction to Mylance's content services

21:30 - Closing remarks and call to action

Discover how to avoid burnout and build authentic client relationships with Kay Phillips, a former fractional HR and bookkeeping expert turned business coach. In this value-packed conversation with Bradley Jacobs, Kay reveals her strategies for focused productivity, explaining how to identify "pre-crastination" - tasks that feel productive but don't actually grow your business. She shares practical frameworks like the Eisenhower Matrix to prioritize effectively and explains why embracing boredom can unleash your creativity.

As AI increasingly dominates business development, Kay and Bradley discuss the critical importance of authentic human connections in sales. Learn how to approach selling as serving and why consistent execution of simple systems is the true secret to long-term business success. Whether you're struggling with focus, sales conversations, or systematic growth, this episode delivers actionable advice for fractional experts.

00:00 Introduction to Kay Phillips

01:40 Kay's business background and coaching approach

03:10 Deep work and avoiding burnout

04:27 Pre-crastination: the distraction masquerading as work

06:15 Identifying busy work vs. productive work

07:30 The Eisenhower Matrix explained

10:50 The power of boredom and deep work

14:20 Building willpower for productive focus

17:40 Planning ahead for deep work

20:10 Creating winning systems vs. setting goals

24:15 Building authentic business relationships

27:45 Human-to-human connections in an AI world

31:20 Keeping up with technological change

33:00 Selling without feeling slimy

36:45 Using AI tools for business feedback

39:30 The recipe for business success

42:05 Final thoughts and how to connect with Kay

Bradley Jacobs challenges the conventional wisdom that fractional experts need a website to appear professional. He breaks down the significant investment of time, money, and energy required to create and maintain a website, only to face the additional challenge of driving traffic to it. Bradley argues that the ultimate goal is securing client calls, and there are far more efficient paths to achieve this. He identifies the three primary ways consultants win clients: through network referrals, outbound efforts combined with content that establishes credibility, and occasionally through SEO, YouTube, podcasts, roundtables, or paid ads. Bradley emphasizes that LinkedIn optimization should be your priority since it already receives organic views daily. As an alternative to a personal website, he mentions that Mylance provides users with a free, professionally designed landing page. Bradley encourages fractional experts to focus on content creation that builds trust rather than maintaining a website that won't move the needle in business development.

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

00:00 Introduction to the episode00:27 The hidden costs of building a website01:22 The marketing snowball effect of having a website02:21 Why websites often do more harm than good03:14 The main methods consultants use to win clients04:38 Success through various marketing channels05:07 LinkedIn as your primary online presence05:36 Mylance's free landing page alternative06:32 Bradley's experience winning clients without a website07:00 Better use of your limited business development time07:55 Launching a podcast as an effective strategy08:49 The roundtable strategy for building relationships09:17 Why LinkedIn content is the lowest hanging fruit10:10 Building trust is everything in consulting11:37 Embracing your identity as an individual consultant13:05 Being authentic rather than perfect14:29 Closing remarks and call to action