Video Episodes can be found at: https://www.youtube.com/@RussellPearson

Consultants, I want to share with you what I learned from firing a problem client for the first time in my business. It was one of the most freeing experiences I had up to that point, because it made me realize I had the power to choose the clients I work with, rather than feeling like an employee stuck with a difficult client. The key things I want you to consider are:

1. Understand your contractual obligations and exit clauses before firing a client. Don't be afraid of the legal side, but make sure you handle it professionally.

2. Don't make the decision to keep a bad client just for the money. That puts you back in an employment mindset rather than an ownership mindset.

3. Examine whether you are playing "above the line" by taking responsibility, or "below the line" by blaming, making excuses or being in denial. Approach it from a place of ownership.

4. Identify specifically what is not working in the client relationship, and what outcome you want, rather than making it personal.

5. Give fair notice, and consider if there is someone else who could be a better fit to take over the client relationship.

The freedom you'll feel after professionally ending a bad client relationship is incredible. It's the same feeling I had when I left my last employment role. I encourage you to take control of your consulting business and make the tough decisions when needed.

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Respect, not just being liked, is the true currency of a successful consulting business. In this episode, Russell Pearson dives deep into the importance of positioning yourself as a respected expert, rather than simply aiming to be a likable peer. He explains how the "friend zone" can trap consultants in doing extra unpaid work, and outlines eight key tactics to build genuine respect with clients and prospects. From demonstrating expertise through insightful questioning to setting clear boundaries and consistently delivering on promises, Russell provides a roadmap for consultants to transition from being liked to being seen as the respected leader whose advice clients will trust and act upon. Tune in to learn how shifting your focus can unlock the seats at the table and the outcomes you deserve.

Being liked is nice, but being respected is essential for a successful consulting business

The "friend zone" can trap consultants in doing a lot of extra work without getting paid what they're worth

To build respect, key tactics include:

  - Demonstrating expertise through insightful questions, not just telling

  - Setting clear boundaries and consistently delivering on promises

  - Focusing on long-term outcomes for clients, not just short-term approvals

  - Communicating clearly and concisely

  - Treating everyone with respect, as you don't know who you may need it from

  - Avoiding relying solely on referrals and instead inviting prospects into your world

  - Continuously improving your skills and expertise

The main message is that respect, not just being liked, is the currency that will earn consultants everything they want from a successful business. By implementing these tactics, consultants can position themselves as respected leaders whose advice clients will trust and act upon.

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Want to know more, visit the Consulting Guild: https://russellpearsonprograms.com/guild/

Want FREE consulting resources, visit: https://russellpearsonprograms.com/

Episode 109 of the Your Consulting Business Podcast The Critical Difference Between

Consultants and Contractors: Contractors VS Consultants, AVOID the TRAP!

This week, Russell Pearson discusses the difference between being a contractor and a consultant, emphasizing that the latter can significantly increase hourly rates from $200 to $2,000. He explains that consultants add strategic value by understanding client needs and goals, unlike contractors who merely execute tasks. Pearson outlines three levels of consulting: employee, service provider, and advisor, highlighting that advisors focus on outcomes and are paid higher fees. He advises consultants to stop selling time, start selling counsel, begin with strategy, position as advisors, and lead with questions. Russell also mentions the importance of leveraging expertise to provide high-value outcomes. Timecode: 0:00:00 The Contractor Trap 0:03:00 Levels of Engagement: Employee, Service Provider, Advisor 0:08:05 The Select Consulting Model 0:15:14 Practical Steps to Transition from Contractor to Consultant 0:21:00 Becoming a Great Consultant 0:21:53 Conclusion and Next Steps

🔹 Download the FREE RESOURCE GUIDE here: https://russellpearsonprograms.com/advisor

Ghost Client Syndrome: Why Your Best Consulting Prospects Vanish (And How to Stop It) In this podcast episode 108, Russell Pearson discusses the issue of "ghosting" in consulting, where prospects fail to respond after proposals are submitted. He identifies three key mistakes consultants make: explaining their expertise too much, sending overly detailed proposals, and following up too frequently. Russell introduces the Ghost-Proof Framework, emphasizing intentional calls and priority calls to ensure prospects are genuinely interested and ready to proceed. He advises against lengthy proposals and suggests confirming agreements before sending detailed documents. Pearson also highlights the importance of having decision-makers in design calls and using simple agreements like MOUs to streamline the process. Subscribe for more valuable content on Russell Pearson Programs, and stay tuned for upcoming discussions on effective improvement strategies. Your Consulting Business Podcast provides weekly thoughts, ideas, and insights for creating a Consulting Business that aligns with a Lifestyle you LOVE.

🔹 Book now for FREE WORKSHOP SESSION: How to get 2 High-Value Consulting Clients Paying Cash Before Christmas: https://businessofexpertise.com 🔹 Download the FREE RESOURCE GUIDE here: https://russellpearsonprograms.com 🔹 You can also apply to join THE CONSULTING GUILD here: https://theconsultingguild.com  CRUSHING It During Christmas: GETTING Clients When Others Struggle! In this podcast episode 107, Russell Pearson reflects on a key insight he gained about maintaining business momentum during the holiday season. Early in his career, he was warned about a slowdown in December and January and prepared for a cash flow gap. However, a consultant challenged him to rethink this “off-season” mindset, pointing out that clients still have business problems during the holidays. By making simple, interest-driven offers, he found that clients were eager to engage, even in late December and early January. This approach has allowed him to turn a traditionally slow period into some of his best revenue months, and now he’s sharing this strategy in an upcoming “Cash Before Christmas” event. Subscribe for more valuable content on Russell Pearson Programs, and stay tuned for upcoming discussions on effective improvement strategies. Your Consulting Business Podcast provides weekly thoughts, ideas, and insights for creating a Consulting Business that aligns with a Lifestyle you LOVE.

🔹 Download the FREE RESOURCE GUIDE here: https://russellpearsonprograms.com 🔹 Engage 2 High-End Retainers that you can close in the next 14 days: https://russellpearsonprograms.com/retainers/ 🔹 You can also join THE CONSULTING GUILD here: https://theconsultingguild.com/ Create Consulting Offers That Attract High Paying Clients! In this podcast episode 106, Russell Pearson shares a strategy for creating consulting offers that don’t require fully productizing the solution before taking it to the market. He explains how using "expressions of interest" can help gauge if the market is interested in an offer before putting in the time and effort to develop it in detail. The approach involves four simple steps: defining what you have (e.g., a process, guide, or program), explaining the result it provides, outlining the general steps to achieve that result, and giving a call to action. Russell emphasizes the importance of engaging directly with potential clients, using the language they express, and designing solutions collaboratively to increase buy-in and success rates. Subscribe for more valuable content on Russell Pearson Programs, and stay tuned for upcoming discussions on effective improvement strategies. Your Consulting Business Podcast provides weekly thoughts, ideas, and insights for creating a Consulting Business that aligns with a Lifestyle you LOVE.

What Makes a TOP CONSULTANT Stand Out

Download the FREE Guide to position yourself as the Authority in your sector here: https://russellpearsonprograms.com/authority-brand-playbook In this episode, Russell Pearson discusses what it takes to be a top consultant, emphasizing the importance of being in demand and having a strong client flow. A top consultant isn’t just someone who provides services but acts as a trusted advisor whom clients seek for counsel. Success in consulting means focusing on giving great advice and enabling clients to achieve valuable outcomes, rather than getting bogged down in implementation. To maintain demand and authority, Russell highlights the need to leverage social proof through case studies and continuously improve communication skills to influence and guide clients effectively. He also shares insights on building a selective consulting practice that allows for flexibility, high income, and the freedom to work from anywhere.

You can also join THE CONSULTING GUILD here: https://theconsultingguild.com/

Subscribe for more valuable content on Russell Pearson Programs, and stay tuned for upcoming discussions on effective improvement strategies. Your Consulting Business Podcast provides weekly thoughts, ideas, and insights for creating a Consulting Business that aligns with a Lifestyle you LOVE.

Building Brand Respect for Consultants - Grow Your Business Download the FREE Guide to position yourself as the Authority in your sector here: https://russellpearsonprograms.com/authority-brand-playbook In this episode, Russell Pearson discusses why traditional branding strategies are ineffective for consultants and outlines a more effective approach to building what he calls an "authority brand." Drawing on his 30 years of experience in brand strategy, he explains how consultants should move beyond the "know, like, and trust" model to focus on "know, respect, and trust." This shift helps prevent falling into the friend zone with potential clients and ensures consultants attract only qualified prospects. Russell also shares strategies for setting boundaries, managing time effectively, and establishing authority in one's field, while emphasizing the importance of selective client attraction.

You can also join THE CONSULTING GUILD here: https://theconsultingguild.com/ Subscribe for more valuable content on Russell Pearson Programs, and stay tuned for upcoming discussions on effective improvement strategies. Your Consulting Business Podcast provides weekly thoughts, ideas, and insights for creating a Consulting Business that aligns with a Lifestyle you LOVE.

Boost Your Consulting Income with 2 New Retainers Today Book your Retainer Brainstorm Call here: https://russellpearsonprograms.com/retainers If you want new clients in the next 14 days, this podcast episode 103 might be just for you. Russell Pearson, a consultant with over 30 years of experience working with consultants, shares how he helps clients secure at least two new retainer clients who provide recurring income every month, in less than 14 days. Russell discusses the difference between being retained for hours (which he believes is the wrong approach) and being retained for outcomes, where the focus is on helping clients achieve results through guidance rather than direct involvement. This approach not only empowers clients to get results themselves but also positions the consultant to charge more for their expertise without being tied to hours. He emphasizes the importance of quantifying the value of expertise and offers a framework for starting conversations with potential clients, which can lead to signing retainer contracts quickly.

You can also join THE CONSULTING GUILD here: https://theconsultingguild.com/ Subscribe for more valuable content on Russell Pearson Programs, and stay tuned for upcoming discussions on effective improvement strategies. Your Consulting Business Podcast provides weekly thoughts, ideas, and insights for creating a Consulting Business that aligns with a Lifestyle you LOVE.

The Best Free Social Media Apps to Save Your Time (and Sanity) Get for FREE the AI Scripts resource here: https://russellpearsonprograms.com/ai-prompts In this podcast episode 102, Russell shares five essential social media apps that can save you time in your business. Buffer is a scheduling app that uses AI to analyze when your audience is most active, helping optimize post timing and engagement. Canva, a design tool, utilizes AI to offer templates and design suggestions, making it easier to create professional visuals quickly, even if you lack design skills. Trello is a project management tool that helps streamline content creation, with AI helping organize tasks and track progress visually. Post Planner leverages AI to recommend trending content and boost engagement by suggesting popular posts in your niche, offering inspiration for new content ideas. Lastly, Hemingway uses AI to enhance writing by assessing readability and suggesting simpler, clearer language, ensuring the message connects with a broader audience. This is a great collection of tools that help Russell engage his audience effectively and efficiently while using AI to assist with content creation and scheduling.

Visit THE CONSULTING GUILD here: https://theconsultingguild.com/ Subscribe for more valuable content on Russell Pearson Programs, and stay tuned for upcoming discussions on effective improvement strategies. Your Consulting Business Podcast provides weekly thoughts, ideas, and insights for creating a Consulting Business that aligns with a Lifestyle you LOVE.