Thriving Through

Are you struggling to find your ideal target market while feeling pulled in too many directions by all the clients you could serve?
In this episode, host AJ Riedel talks to Laurie Cameron, a professional coach and trainer who has been self-employed since February 1998. What distinguishes Laurie is her evolution from traditional one-on-one coaching to a collaborative business model focused on creating "asynchronous revenue" through products and partnerships, all while maintaining her authentic approach to business development.

Why You Should Listen to (or Watch) This Episode
Self-employed consultants will gain valuable insights into how to navigate major business transitions without losing their core identity. Laurie's journey from marketing confusion to strategic focus, combined with her shift toward collaboration and product creation, offers a roadmap for seasoned professionals looking to reinvent their practice while staying true to their purpose.
What You'll Learn in This Episode:
How to overcome the common challenge of wanting to serve everyone while learning to focus on a specific target market for marketing purposes. 
The critical importance of getting clear on your ideal client and how this clarity makes marketing significantly easier and more effective. 
Why building genuine relationships and having authentic conversations with potential clients is more powerful than traditional sales tactics. 
How to transition from selling services to creating products and collaborative partnerships that generate revenue even when you're not actively working. 
The role of meditation and self-reflection as essential business practices for staying connected to your authentic approach. 
How to systematically approach collaboration opportunities without falling into the trap of chasing versus attracting clients. 
Why following your intuition and personal "why" can sustain you through decades of business ownership, even when facing the challenges of reinvention.

Listen to These Key Moments:
[06:25] The Single Most Important Marketing Advice Laurie reveals why getting clear on your target market is the foundation of all successful marketing, even when you feel capable of helping everyone.
[08:44] When You Market to Everyone, You Market to No One Discussion of the famous marketing principle and why focusing on one ideal client actually makes business development easier, not harder.
[13:15] From Chasing to Attracting: A New Collaboration Model Laurie explains her evolution toward a collaborative business approach and how she's systematically building partnerships rather than pursuing traditional client acquisition.
[19:44] How to Reinvent Yourself Without Losing Your Core Identity A deep dive into the process of business transformation, using the metaphor of a chrysalis to describe the messy but necessary process of change.
[21:08] Authenticity as a Business Strategy Why Laurie flipped the traditional question from "how to do business and stay authentic" to "how to stay authentic and do business."
[25:30] Creating Asynchronous Revenue Streams Laurie discusses her transition from time-for-money services to products and courses that generate income while she's hiking or spending time with family.
[32:45] What Keeps You Going After 27 Years The powerful "why" that sustains long-term business ownership and how purpose differs from profit as a driving force.

Connect with Laurie Cameron on LinkedIn: https://www.linkedin.com/in/lauriecameron/

Are you tired of the feast-or-famine cycle where your marketing stops every time you get busy with client work?

In this episode, host AJ Riedel talks to Daniel Sweet, a small business M&A consultant with 7 years of self-employment experience. What distinguishes Daniel is his recent transformation from purely manual, relationship-based marketing to building an automated system centered around his book "Unlocking Small Business Value" – allowing him to nurture prospects through long sales cycles without constant personal intervention.

Why You Should Listen to This Episode: Self-employed consultants will discover how to break free from the time-for-money trap in marketing by building systems that work even when you're focused on client delivery. Daniel shares practical strategies for automating long sales cycles and proves that you don't need a massive budget to create a marketing system that scales.

What You'll Learn in This Episode: How to address client emotional barriers upfront to prevent them from derailing your sales process. The specific steps to transform your expertise into multiple content formats that work together as an automated marketing system. Why starting with a simple monthly newsletter and basic CRM can lay the foundation for future marketing automation. How to create low-cost "branch" offers that help prospects self-select their readiness level while proving their buying intent. The psychology behind why people need to go through discomfort to achieve their next level of success and how to guide them through it. Strategies for maintaining marketing momentum during busy client periods through automation rather than manual effort. How to leverage AI tools for content creation and even app development while keeping costs minimal.

Listen to These Key Moments:

[03:46] The Painful Acquisition Lesson - Daniel shares how a challenging business acquisition taught him that most consulting time is spent on emotional counseling rather than technical work, fundamentally changing his approach to client relationships.

[07:00] The Electric Fence Analogy - Why clients know what they need to do but can't get themselves to take action, and how addressing discomfort upfront prevents clients from being blindsided by the difficulty of change.

[09:07] Breaking Through the Network Ceiling - The moment Daniel realized that referrals and networking alone couldn't scale his business to the next level, forcing him to learn systematic marketing.

[12:18] The Book as Marketing Hub - How Daniel transformed years of collected expertise into a book that serves as the central repository for all other marketing content including podcasts, newsletters, and videos.

[22:32] Managing Long Sales Cycles - Daniel explains how small business owners think about major decisions for 1-3 years before acting, and his strategy for staying top-of-mind during this extended process.

[24:32] The Automation Solution - How Daniel built a system where prospects automatically receive relevant content while they're making their decision, eliminating the manual follow-up that previously consumed his time.

[27:21] Creating Buying Signal Branches - The specific low-cost services Daniel offers that help prospects signal their readiness to move forward while proving their commitment through small financial investments.

[30:09] Solving the Feast-or-Famine Cycle - Daniel's honest assessment of how manual marketing creates revenue rollercoasters and his systematic approach to building marketing that runs 24/7.

[32:15] Seven Years of Marketing Wisdom - If Daniel could go back to day one, the three things he'd implement immediately: newsletter, CRM, and automated systems to capture and nurture every prospect.

[40:32] Modern Sales for Consultants - Why today's sales approach is less about scripts and psychology and more about proving value to people who don't know you yet, making it more suitable for relationship-focused consultants.

Connect with Daniel Sweet on LinkedIn: https://www.linkedin.com/in/danielrsweet/

Are you struggling to find your niche as a consultant while juggling time management challenges and building a sustainable client pipeline?

In this episode, host AJ Riedel talks to Laura Palacios, founder of Lia Inspiration and systems thinking consultant specializing in program and project management. Laura's key success factor is her unique expertise in program "descaling" - helping organizations sunset programs with honor and strategic intent, a service most consultants avoid but organizations desperately need.

Why You Should Listen to This Episode Self-employed consultants will gain valuable insights into how to transform from a generalist "utilitarian" approach to a focused, strategic practice. Laura shares her evolution from reactive consulting driven by emotion to building a mature business with clear positioning, effective networking strategies, and sustainable growth plans.

What You'll Learn in This Episode: • How to identify and develop your unique "superpowers" that differentiate you from other consultants • The difference between immature and mature approaches to building a consulting practice • Why program descaling is an untapped market opportunity for consultants • Effective networking strategies that generate consistent leads through authentic relationship building • How to balance delivery work, business development, and personal life as a solo consultant • The importance of financial planning and risk assessment before going full-time • Brand positioning strategies that make prospects say "tell me more"

Listen to These Key Moments:

[01:10] From Layoff to Launch: Laura explains how being laid off motivated her first attempt at consulting with an "I'll get them back" mentality, and how she quickly surpassed her corporate salary.

[03:34] The Mature Approach: Laura contrasts her initial scattered "utilitarian" consulting approach with her current strategic business plan focused on specific superpowers and ideal client problems.

[05:05] The Descaling Superpower: Laura reveals her unique specialty in helping organizations sunset programs honorably, explaining why this overlooked service is desperately needed and how her systems thinking background enables it.

[09:28] Word-of-Mouth Client Acquisition: Laura shares how her first client came through her husband's network and emphasizes the power of being genuine connectors in your community.

[10:32] Coffee as Lead Generation: Laura explains her philosophy that "every coffee can be a lead generator" and how authentic networking through LinkedIn and face-to-face meetings builds her pipeline.

[12:16] The Time Management Challenge: Laura discusses her biggest current challenge - balancing client delivery, business development, administrative tasks, and family life while planning for growth.

[14:30] Bringing Joy to Projects: Laura explains how she differentiates herself by bringing joy to every project, seeing opportunities instead of problems, and fostering collaboration beyond immediate stakeholders.

[16:11] Perfecting the Elevator Pitch: Laura shares her current pitch focusing on "program and project management for scale and descale" and how she's working toward clearer brand messaging.

[22:47] Advice for New Consultants: Laura emphasizes two critical steps before launching - creating a budget to understand financial tolerance and starting with 1-2 clients to learn the process while maintaining financial safety.

Connect with Laura Palacios on LinkedIn: https://www.linkedin.com/in/laurapalaciosmsol/

How do you generate leads and find clients when your ideal prospects refuse to publicly admit they need your help?

In this episode, host AJ Riedel talks to Don Oehlert, a self-employed career coach who specializes in helping senior executives overcome ageism in their job searches.

Key Success Factor: Don built his expertise through 15 years of volunteer work, helping over 875 people before launching his paid practice, giving him unmatched credibility and a proven methodology.

Why You Should Listen to This Episode:

Self-employed consultants will discover how to leverage volunteer experience into a profitable business, even in a niche market where clients are reluctant to seek help. Don shares practical strategies for networking, building referral systems, and confidently pricing premium services while maintaining integrity in client relationships.

What You'll Learn in This Episode:

How to transition from volunteer work to a paid consulting practice. 
Why having a clear, specific message is crucial for networking and referrals. 
How to overcome client resistance when they only want a "quick fix" instead of comprehensive help. 
Strategies for finding clients who don't publicly advertise their need for help. 
The difference between introductions and referrals, and why it matters for your business. 
How to handle pricing objections without compromising your value. 
Ways to build social proof when you're just starting out.
Listen to These Key Moments:

[00:02:56] The Challenge of Lead Generation When Clients Won't Raise Their Hands Don explains why his ideal clients (senior executives) are reluctant to admit they need help with job searches, and how this creates unique marketing challenges.

[00:05:30] Networking Advice for Introverts: Getting Past the Chit Chat AJ asks for networking advice as an introvert, and Don provides a framework for creating a clear message that makes networking easier and more effective.

[00:09:15] Why "Just Fix My Resume" Clients Aren't Worth Taking Don shares how he learned to turn away clients who only want resume help, using a powerful room-painting metaphor to explain why comprehensive service is necessary.

[00:14:10] The Biggest Obstacle: Lead Generation Reality Check Don delivers a sarcastic but honest truth: "Show me any entrepreneur who's happy with their lead flow, and I'll show you a liar."

[00:17:27] Building a Referral System: Introductions vs. Referrals Don explains his systematic approach to building referral partnerships and why he prefers "introductions" over "referrals" to reduce pressure on all parties.

[00:19:43] What You Don't Know About Running a Business Don lists all the business skills he had to learn beyond his core expertise: accounting, marketing, sales, operations, technology, and more.

[00:23:51] Defend Your Pricing: The Integrity of Your Rates Don's key advice for consultants: "If you're worth $3,000 an hour, you're worth $3,000 an hour. Don't apologize, don't discount without taking something off the table."

[00:25:44] Building Social Proof When You're Starting Out Don explains how to work with friends and business partners at reduced rates in exchange for testimonials, references, and case studies to build initial credibility.

Connect with Don Oehlert on LinkedIn: https://www.linkedin.com/in/donoehlert/

Ever wondered how some consultants seem to effortlessly attract clients through referrals while others struggle with business development? What if the secret isn't about becoming a master salesperson, but about building authentic relationships?
In this episode, host AJ Riedel talks to Leah Garber, founder of Operational Excellence Consulting. What distinguishes Leah is her remarkable transformation from a burned-out corporate HR professional working 60-80 hour weeks to building a thriving consulting practice that operates almost entirely on referrals—without traditional cold calling or aggressive sales tactics.
Why You Should Listen to This Episode: Self-employed consultants will discover how to build a sustainable practice that aligns with their values and work style, especially if they're introverts who struggle with traditional business development. Leah's story demonstrates how authenticity and relationship-building can create a more fulfilling and profitable consulting business than aggressive sales tactics.
What You'll Learn in This Episode: How to transition from corporate employment to consulting by leveraging your existing expertise and network. The power of sharing your knowledge on LinkedIn to attract ideal clients organically. Why being selective about clients based on cultural fit leads to better outcomes and referrals. How introverts can succeed at networking by focusing on listening and asking questions rather than self-promotion. The importance of building genuine relationships with complementary service providers for mutual referrals. How to create a sustainable work-life balance as a consultant by choosing projects that bring joy. Why passing on mismatched clients to trusted colleagues can strengthen your professional network.

Listen to These Key Moments:
[00:01:00] The LinkedIn Strategy That Changed Everything: Leah shares how posting content about her HR expertise on a practice LinkedIn page led to her first client reaching out directly, demonstrating the power of thought leadership content.
[00:05:33] Defining Your Ideal Client: Learn why Leah focuses specifically on small to medium businesses (under 250 employees) preparing for growth, and how this clear niche helps her deliver better results.
[00:10:40] When Values Don't Align: Discover how Leah handles discovery calls when trust and openness aren't present, including her strategy of referring clients to trusted colleagues who might be a better fit.
[00:13:21] Learning to Say No: Hear about Leah's evolution from taking any client out of financial pressure to confidently passing on projects that don't align with her values or bring her joy.
[00:20:04] Networking for Introverts: Leah reveals how she overcame her fear of business development using strategies from "Networking for Introverts," focusing on asking questions rather than self-promotion.
[00:22:11] The Referral Engine: Learn how Leah nurtures relationships with insurance brokers, employment attorneys, and payroll companies to create a steady stream of qualified referrals.
[00:27:13] Competing with Large Firms: Discover how Leah positions herself against larger HR consulting firms by becoming deeply integrated with client organizations and truly understanding their culture.
[00:30:19] Planning for Sustainable Growth: Hear Leah's vision for her practice's future, including why she prefers the "kiddy roller coaster" of moderate ups and downs over extreme feast-or-famine cycles.

Connect with Leah Garber  on LinkedIn: https://www.linkedin.com/in/leahmgarber/

How do you transform from taking any client you can get to becoming a trusted advisor with multi-year engagements worth millions in revenue growth?

In this episode, host AJ Riedel talks to Howard Fisher, a fractional sales leader with Hantarra. What distinguishes Howard is his unique journey from litigation attorney to corporate sales executive to successful fractional consultant, and his ability to build such deep client relationships that what should be 6-18 month engagements turn into multi-year partnerships.

Why You Should Listen to This Episode: Self-employed consultants will gain invaluable insights into building lasting client relationships that extend far beyond typical project timelines. Howard's strategic approach to positioning himself as a trusted advisor rather than just a tactical expert has resulted in clients staying with him for 2-3 years, creating predictable revenue and deeper business impact.

What You'll Learn in This Episode: 

• You'll discover Howard's "follow the money" strategy for identifying the right referral partners who can introduce you to decision-makers. 
• You'll learn how to qualify prospects by ensuring they have strategic problems, not just tactical needs, and why this distinction is crucial for landing meaningful engagements. 
• Howard shares his approach to becoming a trusted advisor by participating in executive leadership meetings and being transparent about observations across all business functions. 
• You'll understand the challenges of scaling a fractional consulting business and why Howard shifted from pursuing more clients to focusing on fewer, deeper relationships. 
• The episode reveals how to handle situations where a client's perceived problem isn't actually the real issue, and Howard's philosophy on why cold calling doesn't work in today's business environment. 
• Finally, you'll learn about the emotional transformation Howard delivers to clients, moving them from disappointed and exhausted to excited and engaged in their business.

Listen to These Key Moments:

[00:04:38] The Volume vs. Strategy Challenge - Howard explains how he quickly realized that building a referral network wasn't about volume but about strategically understanding who his decision makers were and who they complained to about sales problems.

[00:08:18] Becoming the Trusted Advisor - Howard reveals his approach to becoming more than just a sales consultant by participating in executive leadership meetings and having open, vulnerable conversations about all aspects of the business.

[00:10:48] Selling Yourself vs. Managing Teams - When asked if selling his own consulting services is harder than managing sales teams, Howard explains why it's actually easier because every client situation is unique and he enjoys the conversations.

[00:14:46] The Scaling Dilemma - Howard opens up about his current challenge of scaling beyond his personal capacity, including the difficulties of bringing on other consultants and maintaining quality control.

[00:18:30] The Strategic Problem Qualification - Howard shares his key qualification question about whether prospects have strategic problems they're committed to solving, not just tactical issues they'd like fixed.

[00:22:37] The "Follow the Money" Strategy Explained - A detailed breakdown of Howard's referral strategy, focusing on business coaches and financial professionals who hear complaints about sales performance from business owners.

[00:27:44] Delivering Emotional Transformation - Howard discusses how successful client exits aren't just about processes and systems, but about transforming business owners from disappointed and exhausted to excited and anticipating future growth.

Connect with Howard Fisher on LinkedIn: https://www.linkedin.com/in/howardfisherchicago/

How can you build a sustainable consulting practice when you don't have an existing client base or industry reputation to lean on?

In this episode, host AJ Riedel talks to Kim McGownd, an independent risk management and compliance consultant who calls herself a "strategic intermediary." What distinguishes Kim is her remarkable networking approach - she attended over 800 networking events and one-on-one meetings in her first year and a half of business, creating a systematic method for building relationships that generate consistent referrals.

Why You Should Listen to This Episode: Self-employed consultants will discover how to transform networking from a hit-or-miss lead generation tactic into a strategic business development system. Kim's approach shows how to build deep, reciprocal relationships that create a steady stream of qualified referrals, even in specialized fields where trust and credibility are paramount.

What You'll Learn in This Episode: You'll learn how to identify and attend the right networking events that attract your ideal clients and referral partners. You'll discover how to follow up effectively after networking conversations to build lasting professional relationships. You'll understand how to position yourself as a connector and resource rather than just another service provider competing for attention. You'll learn how to leverage other professionals' existing client relationships instead of trying to build your own from scratch. You'll discover how to create a systematic approach to tracking and nurturing your network without expensive CRM systems. You'll understand how to build credibility through your network rather than relying solely on your own expertise. You'll learn how to scale your networking efforts while maintaining the personal touch that makes relationships valuable.

Listen to These Key Moments:

[00:01:06] Defining the Strategic Intermediary Role - Kim explains how she positions herself as someone who connects businesses with the right experts to solve problems when they hit operational walls or compliance gaps.

[00:06:34] The 800+ Networking Strategy Revealed - Kim shares her systematic approach to attending networking events and one-on-one meetings, including how she tracks and manages hundreds of professional relationships.

[00:08:31] Finding the Right Rooms to Network In - Learn Kim's method for identifying which industry associations and events to attend based on where your ideal clients and referral partners gather.

[00:14:21] The Eyeball Test for Effective Messaging - Discover how to know if your networking conversations are working when people either say "I need you" or "I know someone who needs you."

[00:16:08] Building Confidence in Your Network - Kim explains how she feels confident that her business would survive even if she couldn't network for three months, thanks to the depth of her professional relationships.

[00:19:35] The Follow-Up System That Actually Works - Get Kim's practical approach to following up after networking events, including how to secure one-on-one meetings and vet potential partners.

[00:26:16] Leveraging Trusted Intermediaries - Learn why Kim focuses on building relationships with insurance brokers and attorneys who already have established client trust, rather than trying to reach prospects directly.

[00:37:48] Networking Advice for New Consultants - Kim's recommendations for consultants who haven't leaned into networking, including how to get comfortable being uncomfortable and finding different opportunities.

Connect with Kim McGownd on LinkedIn: https://www.linkedin.com/in/kmcgownd/

Are you worried that your consulting practice is heading toward burnout while you struggle to build scalable systems that don't require you to work 70-hour weeks?
In this episode, host AJ Riedel talks to Fred Renoth, a business consultant and leadership coach with 25 years of entrepreneurial experience. What distinguishes Fred is his unique journey from selling a successful company due to burnout to rebuilding a sustainable consulting practice using his systematic "mountain guide" approach and comprehensive SMILE framework.
Why You Should Listen to This Episode: Self-employed consultants will discover how to build anti-burnout systems while scaling their practice sustainably. Fred shares practical frameworks for overcoming perfectionism, reframing sales as service, and creating the structural foundation needed for long-term success without sacrificing health or relationships.
What You'll Learn in This Episode: 
You'll learn Fred's SMILE framework covering Systems, Mindset, Independence, Leadership, and Exercise for building a holistic consulting practice. 
You'll discover why perfectionism is the #1 mindset trap for consultants and how to overcome it using deadlines and the 80/20 rule. 
You'll understand how to reframe sales from "talking people into things" to sharing valuable experience with those who need it. 
You'll explore the mountain guide analogy for consulting that focuses on safely reaching the summit AND getting back down. 
You'll discover daily self-care routines that prevent burnout while maintaining peak performance. 
You'll understand how to build scalable systems that handle standard work so you can focus brainpower on challenging client problems.
Listen to These Key Moments:
[01:53] Two Essential Pieces of Burnout Prevention Advice - Fred shares the critical importance of building scalable structures from day one and developing daily self-care routines, even under financial pressure.
[13:15] Perfectionism: The #1 Consultant Trap - Why perfectionism paralyzes progress and Fred's practical strategies using deadlines and the 80/20 rule to overcome it.
[07:02] Reframing Sales as Service - How to shift from "talking people into things" to recognizing that withholding your expertise is actually doing clients a disservice.
[23:05] The Mountain Guide Leadership Analogy - Fred's powerful framework comparing business consulting to mountain guiding, emphasizing both reaching the peak and safely returning home.
[30:57] The Complete SMILE Framework - Detailed breakdown of Systems, Mindset, Independence, Leadership, and Exercise as the five pillars of sustainable consulting success.
Connect with Fred Renoth on LinkedIn: https://www.linkedin.com/in/fredrenoth/

Are you struggling to sell your consulting services because you feel like you're "bad at sales" or don't have formal sales training?

In this episode, host AJ Riedel talks to Howard Wolpoff, a sales coach who works with sales leaders and individual salespeople. What distinguishes Howard is his dramatic personal transformation from someone who openly admitted "I suck at sales" to becoming a successful sales coach who helps consultants and business owners master the art of selling.

Why You Should Listen to This Episode: Self-employed consultants will discover how to overcome their sales anxieties and develop the confidence needed to grow their practice. Howard shares practical strategies that any consultant can implement, regardless of their current sales experience or comfort level.

What You'll Learn in This Episode: 

You'll discover how to build sales confidence through early wins and systematic analysis of what works. 

Howard explains his unique podcasting strategy for lead generation that allows consultants to have natural conversations with prospects before making any sales pitch. 

You'll learn the critical importance of getting all decision-makers involved in sales conversations and specific techniques for making that happen. 

The episode covers how to handle objections by addressing them proactively throughout your sales process rather than waiting until the end. 

Howard shares his "confusion technique" for cold calling that immediately disarms prospects and creates rapport. 

You'll understand why personality assessment is the most transformative sales skill for consultants and how to adapt your approach to different personality types. 

Finally, you'll get practical advice on follow-up frequency and the mindset shifts necessary for sales success.

Listen to These Key Moments:

[1:02] The Psychological Shift That Changed Everything Howard explains how getting early wins and analyzing what made them successful built the confidence foundation for his sales transformation.

[7:43] Using Podcasting as an Unconventional Sales Strategy Learn Howard's systematic approach to using podcast interviews as a natural way to have sales conversations with ideal prospects.

[9:05] The Follow-Up Conversation That Closes Deals Howard reveals his exact script for transitioning from podcast guest to sales prospect in a second conversation.

[14:09] Getting Decision Makers in the Room Discover the process Howard uses to ensure all key decision makers are present before making any sales presentation.

[17:23] How Many Times to Follow Up Before Giving Up Howard shares why the answer has evolved from 5 times to 20+ times and how to think about follow-up like a television advertising campaign.

[22:58] The Confusion Technique for Cold Calling Get Howard's exact script for opening cold calls that immediately creates rapport and disarms defensive prospects.

[25:18] Three Essential Pieces of Sales Advice for Consultants Howard's practical guidance on having a plan, saving money before starting, and understanding that selling is fundamental to every business.

[26:55] The One Sales Skill That Transforms Everything Learn why understanding personality types is the most powerful sales skill and how it helps you adapt your approach to any prospect.

Connect with Howard Wolpoff on LinkedIn: https://www.linkedin.com/in/howardwolpoff/

What if you could see a market shift coming before it blindsided your competitors? What would you do if you realized your entire speaking niche was about to become legally restricted in multiple states?

In this episode, host AJ Riedel talks to Dr. Jen Fry, professional speaker, author, and tech company owner who successfully transitioned from college volleyball coach to high-paid keynote speaker specializing in conflict and culture.

Why You Should Listen to (or Watch) This Episode

Dr. Jen Fry's story demonstrates the power of strategic thinking and market awareness for consultants and speakers. Her ability to anticipate the DEI backlash and successfully pivot to conflict resolution before her competitors shows how paying attention to societal trends can protect and grow your business. Any consultant looking to scale their practice will benefit from her practical advice on pricing, positioning, and building systems that support growth.

What You'll Learn in This Episode:

How to identify when your industry is about to shift and pivot before you're forced to
The mindset difference between having "imposter syndrome" and simply needing to improve your skills
Why you should never charge less than $2,500 for speaking engagements (and how to justify those rates)
The critical importance of building your email list from day one as a consultant or speaker
How to research your competition and find gaps in the market for your expertise
Why hiring an online business manager who advocates for higher prices is essential for growth
The unconventional method for writing a book that doesn't require sitting at a desk for hours
Listen to These Key Moments:

[00:01:51] The Moment of Truth: Quitting Without a Plan Dr. Fry describes the exact moment she "word vomited" her resignation during a Monday meeting, shocking everyone including herself.

[00:05:27] Solving Problems vs. Motivational Speaking Why most people fail as motivational speakers and how to identify what problem you actually solve for your audience.

[00:09:03] The "Balls of Steel" Mindset Dr. Fry explains why she doesn't experience imposter syndrome and how confidence differs from competence in professional speaking.

[00:12:44] Getting Your First Paid Gig How a volleyball podcast led to her first $1,000 speaking engagement and the friend who told her to never charge less than $2,500.

[00:18:45] Spotting the DEI Backlash Early The strategic thinking that led her to pivot from race and sport topics to conflict resolution before states began banning DEI initiatives.

[00:23:10] Building Market Awareness with Google Alerts Her system for staying ahead of industry trends using 30+ Google alerts and why competitive nature drives success.

[00:28:55] The Email List Mistake That Cost Her Why building an email list should be priority 1 and how she now sends 2-3 emails per week to engaged subscribers.

[00:32:08] The Book That Opens Doors Why every serious speaker needs a book and her unconventional voice-to-text method for writing while driving.

Connect with Jen on LinkedIn: https://www.linkedin.com/in/jenfry13/

Check out her podcast Five With Fry on your favorite podcast platform.