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The Leads You’re Missing | Finding Clients with Jennifer Frye
Michelle Terpstra sits down with Jennifer Frye, founder of Appreciated Assets, to break down one of the most misunderstood parts of building revenue: lead generation. If finding clients has started to feel exhausting, overwhelming, or harder than it should be, this conversation offers a much-needed reframe. Michelle and Jennifer show why most qualified leads aren’t missing—they’re simply being overlooked.
Together, they walk through practical, low-friction ways to uncover opportunities already sitting inside your warm network, events, lists, and social platforms. From mindset shifts around outreach to smarter use of AI and intent-based targeting, this episode gives listeners a clear, grounded approach to generating leads without cold spam, overthinking, or burnout. This conversation is especially valuable for service-based founders and consultants who want consistent pipeline growth without sacrificing integrity or relationships.
Chapters
[Start] Why Lead Gen Feels Harder Than It Should: Michelle and Jennifer unpack why most people overcomplicate lead generation and how procrastination hides behind “perfect strategy.”
07:02 The Warm Network Most People Ignore: Why people assume others know what they do, how that assumption costs revenue, and how to create natural referral conversations.
12:22 Old-School Leads That Still Work: Business cards, community connections, and “old-fashioned” methods that still outperform most modern tactics when used intentionally.
15:38 Events, Rooms, and Strategic Proximity: How being in the right rooms changes opportunity, performance, and long-term trajectory—and when it’s time to upgrade your environments.
20:50 Lists, AI, and Intent-Based Outreach: Why buying lists rarely works, how AI identifies buyers already searching, and how intent changes conversion without increasing volume.
Links & Resources
Download Jennifer’s Appreciated Assets Lead Finder to uncover qualified opportunities already in your network and ecosystem.
Appreciated Assets Lead Finder
Access All Revenue Rascals Resources for FREE at www.revenuerascals.com
One-time sign-up gives you everything you need.
Got a question for Michelle? Fill out this form for a chance to have your question answered during the coaching corner that drops inside each episode on Tuesdays.
Submit a Question to Michelle
Want my eyes on your revenue strategy? Grab a call with Michelle.
Revenue Rascals Discovery Call with Michelle Terpstra
Check out three ways Michelle and her team can support your path to predictable growth.
Uncover your Sales Leadership IQ and get your personalized plan for leading through change. quiz.revenuerascals.com
Connect with Michelle:
Today’s Sponsors:
INDEStove
Get a free workspace stack (a $120 value) with the purchase of a stove when you use promo code: REVENUERASCALS
Jason Markk
Get 25% off with promo code: REVENUERASCALS
Disclaimer: Some episodes of Revenue Rascals may include paid sponsorships or affiliate partnerships. We only feature brands, products, or services that align with our values and are relevant to helping founders, revenue leaders, and entrepreneurs grow. Sponsorships help support the show—opinions shared are always our own.
Michelle Terpstra's Privacy Policy
Together, they walk through practical, low-friction ways to uncover opportunities already sitting inside your warm network, events, lists, and social platforms. From mindset shifts around outreach to smarter use of AI and intent-based targeting, this episode gives listeners a clear, grounded approach to generating leads without cold spam, overthinking, or burnout. This conversation is especially valuable for service-based founders and consultants who want consistent pipeline growth without sacrificing integrity or relationships.
Chapters
[Start] Why Lead Gen Feels Harder Than It Should: Michelle and Jennifer unpack why most people overcomplicate lead generation and how procrastination hides behind “perfect strategy.”
07:02 The Warm Network Most People Ignore: Why people assume others know what they do, how that assumption costs revenue, and how to create natural referral conversations.
12:22 Old-School Leads That Still Work: Business cards, community connections, and “old-fashioned” methods that still outperform most modern tactics when used intentionally.
15:38 Events, Rooms, and Strategic Proximity: How being in the right rooms changes opportunity, performance, and long-term trajectory—and when it’s time to upgrade your environments.
20:50 Lists, AI, and Intent-Based Outreach: Why buying lists rarely works, how AI identifies buyers already searching, and how intent changes conversion without increasing volume.
Links & Resources
Download Jennifer’s Appreciated Assets Lead Finder to uncover qualified opportunities already in your network and ecosystem.
Appreciated Assets Lead Finder
Access All Revenue Rascals Resources for FREE at www.revenuerascals.com
One-time sign-up gives you everything you need.
Got a question for Michelle? Fill out this form for a chance to have your question answered during the coaching corner that drops inside each episode on Tuesdays.
Submit a Question to Michelle
Want my eyes on your revenue strategy? Grab a call with Michelle.
Revenue Rascals Discovery Call with Michelle Terpstra
Check out three ways Michelle and her team can support your path to predictable growth.
Uncover your Sales Leadership IQ and get your personalized plan for leading through change. quiz.revenuerascals.com
Connect with Michelle:
- MichelleTerpstra.com
Today’s Sponsors:
INDEStove
Get a free workspace stack (a $120 value) with the purchase of a stove when you use promo code: REVENUERASCALS
Jason Markk
Get 25% off with promo code: REVENUERASCALS
Disclaimer: Some episodes of Revenue Rascals may include paid sponsorships or affiliate partnerships. We only feature brands, products, or services that align with our values and are relevant to helping founders, revenue leaders, and entrepreneurs grow. Sponsorships help support the show—opinions shared are always our own.
Michelle Terpstra's Privacy Policy
View all episodes
By Michelle TerpstraMichelle Terpstra sits down with Jennifer Frye, founder of Appreciated Assets, to break down one of the most misunderstood parts of building revenue: lead generation. If finding clients has started to feel exhausting, overwhelming, or harder than it should be, this conversation offers a much-needed reframe. Michelle and Jennifer show why most qualified leads aren’t missing—they’re simply being overlooked.
Together, they walk through practical, low-friction ways to uncover opportunities already sitting inside your warm network, events, lists, and social platforms. From mindset shifts around outreach to smarter use of AI and intent-based targeting, this episode gives listeners a clear, grounded approach to generating leads without cold spam, overthinking, or burnout. This conversation is especially valuable for service-based founders and consultants who want consistent pipeline growth without sacrificing integrity or relationships.
Chapters
[Start] Why Lead Gen Feels Harder Than It Should: Michelle and Jennifer unpack why most people overcomplicate lead generation and how procrastination hides behind “perfect strategy.”
07:02 The Warm Network Most People Ignore: Why people assume others know what they do, how that assumption costs revenue, and how to create natural referral conversations.
12:22 Old-School Leads That Still Work: Business cards, community connections, and “old-fashioned” methods that still outperform most modern tactics when used intentionally.
15:38 Events, Rooms, and Strategic Proximity: How being in the right rooms changes opportunity, performance, and long-term trajectory—and when it’s time to upgrade your environments.
20:50 Lists, AI, and Intent-Based Outreach: Why buying lists rarely works, how AI identifies buyers already searching, and how intent changes conversion without increasing volume.
Links & Resources
Download Jennifer’s Appreciated Assets Lead Finder to uncover qualified opportunities already in your network and ecosystem.
Appreciated Assets Lead Finder
Access All Revenue Rascals Resources for FREE at www.revenuerascals.com
One-time sign-up gives you everything you need.
Got a question for Michelle? Fill out this form for a chance to have your question answered during the coaching corner that drops inside each episode on Tuesdays.
Submit a Question to Michelle
Want my eyes on your revenue strategy? Grab a call with Michelle.
Revenue Rascals Discovery Call with Michelle Terpstra
Check out three ways Michelle and her team can support your path to predictable growth.
Uncover your Sales Leadership IQ and get your personalized plan for leading through change. quiz.revenuerascals.com
Connect with Michelle:
Today’s Sponsors:
INDEStove
Get a free workspace stack (a $120 value) with the purchase of a stove when you use promo code: REVENUERASCALS
Jason Markk
Get 25% off with promo code: REVENUERASCALS
Disclaimer: Some episodes of Revenue Rascals may include paid sponsorships or affiliate partnerships. We only feature brands, products, or services that align with our values and are relevant to helping founders, revenue leaders, and entrepreneurs grow. Sponsorships help support the show—opinions shared are always our own.
Michelle Terpstra's Privacy Policy
Together, they walk through practical, low-friction ways to uncover opportunities already sitting inside your warm network, events, lists, and social platforms. From mindset shifts around outreach to smarter use of AI and intent-based targeting, this episode gives listeners a clear, grounded approach to generating leads without cold spam, overthinking, or burnout. This conversation is especially valuable for service-based founders and consultants who want consistent pipeline growth without sacrificing integrity or relationships.
Chapters
[Start] Why Lead Gen Feels Harder Than It Should: Michelle and Jennifer unpack why most people overcomplicate lead generation and how procrastination hides behind “perfect strategy.”
07:02 The Warm Network Most People Ignore: Why people assume others know what they do, how that assumption costs revenue, and how to create natural referral conversations.
12:22 Old-School Leads That Still Work: Business cards, community connections, and “old-fashioned” methods that still outperform most modern tactics when used intentionally.
15:38 Events, Rooms, and Strategic Proximity: How being in the right rooms changes opportunity, performance, and long-term trajectory—and when it’s time to upgrade your environments.
20:50 Lists, AI, and Intent-Based Outreach: Why buying lists rarely works, how AI identifies buyers already searching, and how intent changes conversion without increasing volume.
Links & Resources
Download Jennifer’s Appreciated Assets Lead Finder to uncover qualified opportunities already in your network and ecosystem.
Appreciated Assets Lead Finder
Access All Revenue Rascals Resources for FREE at www.revenuerascals.com
One-time sign-up gives you everything you need.
Got a question for Michelle? Fill out this form for a chance to have your question answered during the coaching corner that drops inside each episode on Tuesdays.
Submit a Question to Michelle
Want my eyes on your revenue strategy? Grab a call with Michelle.
Revenue Rascals Discovery Call with Michelle Terpstra
Check out three ways Michelle and her team can support your path to predictable growth.
Uncover your Sales Leadership IQ and get your personalized plan for leading through change. quiz.revenuerascals.com
Connect with Michelle:
- MichelleTerpstra.com
Today’s Sponsors:
INDEStove
Get a free workspace stack (a $120 value) with the purchase of a stove when you use promo code: REVENUERASCALS
Jason Markk
Get 25% off with promo code: REVENUERASCALS
Disclaimer: Some episodes of Revenue Rascals may include paid sponsorships or affiliate partnerships. We only feature brands, products, or services that align with our values and are relevant to helping founders, revenue leaders, and entrepreneurs grow. Sponsorships help support the show—opinions shared are always our own.
Michelle Terpstra's Privacy Policy