Today, I want to tackle a topic that makes people flinch—working for free. The common advice is know your worth, charge what you're worth, but when you're just starting out, it's not about lowering your value—it's about creating it. In the early days of building a business, working for free isn’t a sign of desperation; it’s a strategic move to gain experience, build a reputation, and develop confidence. But just like anything in business, there's a shelf life to working for free. Do it too long, and it starts working against you.
Working for free opens doors—just ask Mike Martz, who started as an unpaid assistant before becoming an NFL coach who led a team to the Super Bowl. When you don’t have proof of concept yet, those free projects serve as your portfolio, your case studies, your stepping stones. Your reputation is built on results, not price tags—the people you help early on will become walking testimonials, spreading the word about your work. And beyond that, working for free builds confidence. The more reps you put in, the more you believe in your own ability. But—and this is a big but—it’s not a forever strategy. At some point, you have to start charging or people will assume you’re desperate, undervalue your work, and take you for granted.
The key is knowing when to stop. Think of it like buying drinks at a bar—do it once, and it’s generous. Do it all night, and it looks desperate. People value what they pay for, and money creates accountability on both sides. If you’re shooting free weddings, do it with the goal of charging $10,000 a wedding. If you’re coaching for free, use that experience to build case studies that justify premium rates. Be strategic, set boundaries, and charge what you’re worth—at the right time. Working for free is an investment, but eventually, the free drinks need to stop.
(0:00) - Intro
(0:50) - The Benefits of Working for Free
(3:10) - Building Experience and Reputation
(4:30) - The Limitations of Working for Free
(6:00) - The Limitations of Working for Free
(7:36) - Final Thoughts
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