Shows
The Soloist LifeMaking More and Working Less with Jonathan StarkHow can you work less and make more than you are right now? There is a glide path if you’re willing to experiment insists Jonathan Stark, author of Hourly Billing Is Nuts. Yes, the dynamic Business of Authority duo is baaaaaaaaack for an episode:Two experiments to try if you’re currently billing by the hour and want to explore alternatives.How to start thinking about value vs. time, especially when you hit the maximum number of hours you are able—or want—to work.What options to consider to ratchet up your rev...2024-06-2748 min
The Business of AuthoritySeth Godin - The Generosity of AuthoritySeth Godin joins us to explain the generosity of authority.Talking PointsWhat “authority” means to SethThe first things that Seth thinks of when it comes to funding a missionTwo different gamesWriting every dayLevels of freelancingImposter syndromePodcastingAkimbo workshopsComfort zone vs. safety zonePublishingWord of mouthWriting a bookFinding your alignmentMaking a decisionQuotable Quotes“The more they charge, the more authority they actually get.” –SG“If you win the game to be the most generous, then you earn the privilege in the area where you seek to have authority, to exchange status.” –SG“If you’re...2024-02-2942 min
The Business of AuthorityThe 5 Things That Happen Right After You Specialize with David C. BakerNOTE: Rochelle and I (Jonathan) couldn't record last week. Rather than give you nothing (or a TBOA repeat) to listen to, I decided to dig through the Ditching Hourly archives and find an episode that long time fans of TBOA would be sure to enjoy. Here's the info from the Ditching Hourly site:The “Expertise Expert” himself, David C. Baker, joined me on Ditching Hourly to talk about the five things that happen right after you specialize.SummaryHere is an AI summary of the key points from the episode:...2024-02-1255 min
The Business of AuthorityKicking Off 2024Why you can’t let what’s going on in the world keep you from playing your game, serving your niche.How to decide your themes for the year (and a sneak peek into ours).The role of energy in deciding how you want to spend this moment/this day/this month/this year.Why how you feel about your to-do list is a leading indicator of what you’ll actually accomplish (spoiler alert: delete/offload the low energy stuff).How to identify small changes to remove draining tasks and add energi...2024-01-0147 min
The Business of AuthorityBook Publishing Listener Q&AThe two main reasons to write a book for your expertise or authority business.The pros and cons of self-publishing vs. seeking out a traditional publisher.Positioning and pricing your self-published book—and whether to sell it on your website and/or amazon.How to find and vet the right editor(s) for your situation.The role of e-books vs. physical books and why you probably want both.Quotables“The two main reasons to write a book for business: there's the 300 page business card and there's the reve...2023-12-241h 08
The Business of AuthorityIs Work Life Balance A Myth?Why we tend to think “balance” is a single point where we remain forever (even though that’s not how life usually works).The role boundaries play in how happy you feel with your choices.How your genius zone factors into structuring your work and your life.Choosing to keep your work and your life in an upward spiral—and why that sometimes means letting go of your past self.LINKSRochelle | Email List | Soloist Women | LinkedIn | Twitter | InstagramJonathan | Daily List | Website | Ditcherville | LinkedIn | Twitter
LINKSRochelle...2023-12-1145 min
The Business of AuthorityChanging Your Perception of RiskHow to know if your next move is all that risky—or just feels risky?Why it’s worth doing an analytical assessment of a specific risk before just saying no (or yes).How to reduce the uncertainty in any action(s) you’re considering.When your fear is more about the qualitative experience than about how you’ll look/how much money is at stake.LINKSRochelle | Email List | Soloist Women | LinkedIn | Twitter | InstagramJonathan | Daily List | Website | Ditcherville | LinkedIn | Twitter
LINKSRochelle | Email List...2023-11-2740 min
The Business of AuthorityInteresting Ways To Monetize Your ExpertiseLicensing your intellectual property into tools and assessments.Translating your reputation (and personality) into live events with tiered pricing.Leveraging books beyond the book sale into significant revenue streams.Designing creative pricing for memberships.Using contractors to deliver fixed-price services for value-priced projects.LINKSJonathan | Daily List | Website | Ditcherville | LinkedIn | TwitterRochelle | Email List | Soloist Women | LinkedIn | Twitter | Instagram
LINKSRochelle | Email List | LinkedIn | Twitter | InstagramJonathan | Daily List | Website | Ditcherville | LinkedIn | Twitter 2023-11-2050 min
The Business of AuthorityWhat To Do When The Rules ChangeHow you’ll know the rules of the game you’ve been playing have changed.Why creating a new service or product is a better solution than cutting prices on existing offerings.An alternative that will increase your insight (not to mention your revenue) into why demand is softening.How to test if you’re following “rules” that no longer apply.LINKSRochelle | Email List | Soloist Women | LinkedIn | Twitter | InstagramJonathan | Daily List | Website | Ditcherville | LinkedIn | Twitter
LINKSRochelle | Email List | LinkedIn | Twitter | InstagramJonath...2023-11-1333 min
The Business of AuthorityThe “Secret” Benefit of PodcastingInverting the podcasting pyramid to have a faster impact on your business (and waste less time promoting in social media).When how many listeners you have really doesn’t matter as a success metric.Why you might conduct some interviews in person (and how to leverage your attendance at industry conferences).When podcast hosting is a relationship builder between you and your ideal potential clients and buyers.How you’ll get the most benefit from podcasting (hint: clearly aligning your podcast with already proven positioning is an excellent start).LINK...2023-10-3032 min
The Business of AuthorityAsk Us Anything 6How to make the final decision to let challenging clients go.Making spending more time in your genius zone a reality.Substack vs. ConvertKit.What to say when clients ask about your costs.Is it time to give up on my business and go back to being an employee?What do you say to creative people in their 20’s who feel like their only viable career choice is building an on-line creative business?How do I create recurring revenue from support or advisory options without talking about ho...2023-10-2352 min
The Business of AuthorityHow Much Is Enough?What happens when we get unconsciously caught up in lifestyle inflation (and how to escape that trap).How to think about your two primary buckets of “enough”.The handful of markers to know you’re taking the right risks and protecting your downside (even though your “enough” number will be unique).How spending fits into your personal equation and when to consider flexing (stepping on the gas or the brake) your business.LINKSRochelle | Email List | Soloist Women | LinkedIn | Twitter | InstagramJonathan | Daily List | Website | Ditcherville | LinkedIn | Twitter
LINKS2023-10-1645 min
The Business of AuthorityAsk Us AnythingWhat kind of pricing model would you recommend to a consulting agency that has traditionally relied on a retainer model?How do you think international business and economics can and should impact pricing? I’ve seen agencies price certain fixed cost products lower in certain countries to make them more accessible.How should small businesses consider reorienting their offerings within the current economic situation? Is now the time to be moving toward industries that are profitable or focusing on industries with high value problems to solve?Do you have any specific tactics or st...2023-10-141h 00
The Business of AuthorityLuck vs. SkillWhy the stories we tell ourselves about our luck vs. skill aren’t always true.Why most of your business bets will be small-ish stakes (a series of pivots) vs. flinging yourself into the volcano.The early signs your bet is working—or not—and why we tend to ignore them.How to make your feedback loops shorter to increase your longer-term likelihood of success.Why it’s helpful to determine the roles luck vs. skill played in past big decisions (and the factors we consider).LINKSJonathan...2023-10-0951 min
The Business of AuthorityWhy ‘Those Who Can’t Do Teach’ is BSRising above the “holy war of craft” into focusing on business impact.How to raise the level of a craft conversation (and what can happen when you do).Growing your business once you decide to take your expertise on an upward spiral.Why there is room for soloists to be a top craftsperson OR a top advisor (and how those business models differ).LINKSRochelle | Email List | Soloist Women | LinkedIn | Twitter | InstagramJonathan | Daily List | Website | Ditcherville | LinkedIn | Twitter
LINKSRochelle | Email List | LinkedIn | Twitt...2023-09-2542 min
The Business of AuthorityDo You Need To Escape Your Business?Why the gurus’ advice to spend all of your genius zone time alone does not apply to our kinds of businesses.How the transformations you want to make with your people drive the way you structure your business.What can happen when you’re responsible for employees (and perhaps feel the need to escape 😎).Creating the ultimate non-escape plan by pivoting your business to a “go out with your boots on” model.LINKSJonathan | Daily List | Website | Ditcherville | LinkedInTwitterRochelle | Email List | Soloist Women | LinkedIn | Twitter | Instagram
LINKSRochell...2023-09-1834 min
The Business of AuthorityTime Management For SoloistsHow we think about using your time—so you can not only be productive, but genuinely enjoy your work.Blocking and tackling your calendar to align with your priorities.How to create to-do lists that incent you to act vs. pushing items around “for later”.Alternative ways to handle your email so that it supports how you do your best work.Addressing your “maybe someday” list to decide which ideas will make the cut to your business.LINKSRochelle | Email List | Soloist Women | LinkedIn | Twitter | InstagramJonathan | Daily...2023-09-1152 min
The Business of AuthorityThe Hidden Cost Of DelegationWhy you want to weigh how you want to work and your overall vision before making delegation decisions.Considering whether you’re buying a “box” that someone else has assembled or are designing your own unique process.The sneaky ways delegating small tasks can eat up your time and/or change how you work (aka when delegating has a waterfall effect on your other processes).How to recognize delegation creep: when outsiders add complexity you just don’t need for where you want to take your business. LINKSJonathan | Daily List...2023-09-0440 min
The Business of AuthorityThe 100-Day SprintThe magic email to send when you want to get a go/no go on a proposal that’s gone dark (and why triggering FOMO can be exactly the right move).Sending cold outreach that avoids the stench of desperation (and a sample template you can personalize).Why you want to lead with the pointiest point of your spear when you’re pitching.How to intrigue with your ask (hint: a compelling call to action), while still being exquisitely clear on WIIFM for your target.LINKShttps://www.winwithoutpitching.com...2023-08-2842 min
The Business of AuthorityCreativity Can Get MessyWhy you want to start with a sales page when designing for clients and buyers.What to do with “sparks”—those tiny bits of an idea that light you up.How to think about putting together your idea (aka does your buyer want the pineapple?)Overcoming avoidance (fear), imposter syndrome (fear), and worrying your audience won’t like you/your idea (fear).How to choose the right people to share your fledgling ideas with.LINKSJonathan | Daily List | Website | Ditcherville | LinkedIn | TwitterRochelle | Email List | Soloist Women | Li...2023-08-2150 min
The Business of AuthorityWhy Your Pitches Aren’t LandingHow to get clear on what your “target” wants most—and why it matters.Why you want to answer your reader’s WIIFM (what’s in it for me) question right up front.How to “punch above your weight” to connect with household-name-type people.The value of being genuine and coming from a helpful place.Crafting your pitch so that the reader can make a quick Yes/No call.LINKS:The Introduction GameRochelle | Email List | Soloist Women | LinkedIn | Twitter | InstagramJonathan | Daily List | Ditcherville | Li...2023-08-1447 min
The Business of AuthorityPerspective Meets MindsetWhy perspectives are easier to change than our mindset (and how to get help when you need it).The one question to ask yourself if you think your mindset is getting in your way.Six specific mindsets (and how to recognize them) that can prevent soloists from breaking through to high-end revenue combined with the free time to enjoy it.Crossing the line from being tentative to charging premium prices because you are confident in your transformations and your business.The links between your mindset and your confidence in making bets...2023-08-0751 min
The Business of AuthorityBuilding A Business Around Your GeniusTalking PointsThe four zones of work and how to continue morphing toward your personal genius zone.How to think about (and master) the upward spiral that is consistently spending more work time in your genius zone.The clues that tell you it’s time to exit the trap of doing work where you’re merely competent or excellent.Embracing the counterintuitive idea that you can do less—and do fewer things—to move ahead faster.Understanding those things that are a drag on your energy vs. a source of fuel...2023-07-3144 min
The Business of AuthorityWhy Wouldn’t You Hire Help?How it feels when clients have several choices, but don’t trust any of them to bring them reliably to their finish line.The perceived experience and control clients feel from a DIY solution (that they don’t completely trust they’ll get from you).How to make it easier for certain clients to either hire you or drop out earlier in the process.What goes through clients’ heads as they consider spending money for your services/outcomes.Quotables“Once you make that decision and you pick the horse, you're rid...2023-07-2448 min
The Business of AuthorityThe Mid-Year AssessmentWhy it’s about more than just your revenue/profit lines (even though they are pretty darned important).Another way to look at your revenue growth or lack thereof (hint: it involves what you enjoy doing most).How to decide how well (or not) your strategic and tactical moves are working.A host of tactics to grow your top line revenue and have more fun doing it.Stepping back and looking not just at your business but how well it’s integrating with the rest of your life and vice versa.2023-07-1752 min
The Business of AuthorityRiding The AI WaveThe power and potential of AI for authority businesses, even in use cases where pundits insist it will decimate business models.Some of the new tools (that you can use right now) that innovators are developing for experts, authorities and soloists.Why using AI for first drafts may be the immediate best use of AI for experts and authorities.New uses of AI in the authority space: automated transcription, voice replication and first-draft content generation from tweets and hashtags to turning podcasts into book drafts. The potential of AI to leverage y...2023-07-1034 min
The Business of AuthorityKnowing When To QuitHow to think about sunk costs—and the cultural and emotional messages around abandoning your “thing”.Evaluating opportunity costs—how to know when it’s time to quit to free up resources for other things.The value of asking for outside input before making large investments—and how to get it.Why setting kill criteria right at the start of your new investments (and not well into the project) may be your best move.The cultural and emotional aspects of quitting that no one talks about, but pretty much everyone experiences.RESOURC...2023-06-2653 min
The Business of AuthorityDeciding To Be The Best In The WorldWhy navigating the dip (the desert you have to cross to get to Mecca) is so much easier when you have decided to be the best in the world.What does “best in the world” mean for you—and what are you willing to commit to to achieve it?How that decision translates to revenue and picking the right next moves—even (especially) when they’re hard.Choosing where to place your bets when faced with turning point decisions.Why the “glorious quest” nature of some missions allows you to tap into energy yo...2023-06-1948 min
The Business of AuthorityJill Konrath - Getting Paid To Give (Almost) Everything AwayHow to give away expertise for free and make good money doing itTalking PointsSelling more in less time without pushingHow having a mission can help you strategicallyThe roles that writing a book can play in a businessHow to give away expertise for free and make good moneyThe importance of a good mailing listOne way to constantly be in creation modeQuotable Quotes"I didn't sit down one day and decide I wanted to be well-known."—JK"How can I help these people and not go broke?"—JK"People in the consulting business fund...2023-06-1347 min
The Business of AuthorityThe Song Of Significance with Seth GodinWhy right now is the best time ever to make a significant contribution to the change you want to see in your world.The importance of focusing on the smallest viable audience to accomplish significant work.How to transform your work into your art (hint: it includes the story you tell yourself about where you’re going).Why “soft skills” need to be considered as “real skills”—and why they are often far more valuable than skills that can be easily measured.What to tell yourself to push past imposter syndrome.Quotabl...2023-06-1235 min
The Business of AuthoritySales Pages 101Why capturing the pain your ideal buyer is experiencing is the perfect opening for a successful sales page.How to move away from focusing on your “fix” to the emotionally charged decision your buyers are making.The four essential parts of every successful sales page (and how to up the ante once you’ve got those covered).What to do if you don’t have social proof for your new offering just yet.How to think about what you’re selling and why your mindset impacts the success of your sales page.2023-05-2259 min
The Business of AuthorityBlair Enns - Pricing CreativityGuest Blair Enns gives us a look behind the scenes of creating his new book Pricing Creativity.Blair's BioBlair Enns is a 25-year veteran of the business side of the creative professions. In 2002, he launched Win Without Pitching, which has worked with thousands of creative professionals in numerous countries through direct engagements, seminars, workshops & webcasts. Blair is the author of "The Win Without Pitching Manifesto" and the forthcoming "Pricing Creativity: A Guide to Profit Beyond the Billable Hour"LinksPricing CreativityWin Without Pitching2Bobs PodcastBlair on TwitterBlair on LinkedInImplementing Value Pricing...2023-05-1844 min
The Business of AuthorityProductivity vs. Creativity For SoloistsWhy authority-based businesses require being unproductive at times—and how to give yourself permission to go there.The hidden costs of failing to innovate, especially for soloists.The wide spectrum from productivity to creativity—and deciding where you want to be in any given moment.Pushing through any residual guilt from not being highly productive, all the time.The difference between exploration and expedition—and why exploring (a proxy for creativity) may be challenging for experts.RESOURCESRochelle | Email List | Soloist Women | LinkedIn | Twitter | InstagramJonath...2023-05-0836 min
The Business of AuthorityNiching Into Specific vs. Small TargetsWhy it’s more important for your target market to be specific than small.What happens when you truly understand your group of target clients and buyers.How to think about the revenue model you might build to serve your targets (and one incredible real-life example).What changes in your business when you get specific about who you’re targeting.How a handful of experts niched successfully into specific—but not small—markets.RESOURCESRochelle | Email List | Soloist Women | LinkedIn | Twitter | InstagramJonathan | Daily List | Website...2023-04-2448 min
The Business of AuthorityChat GPT For AuthorityWhy Chat GPT can be like having a sort of infinite number of (free) interns.How to learn and deal with the limitations of the service so you can ensure you’re getting reliable information.Various use cases for your authority business, including blind spots to watch for.Understanding the application’s privacy and IP challenges and making decisions in line with your mission.RESOURCESRochelle | Email List | Soloist Women | LinkedIn | Twitter | InstagramJonathan | Daily List | Website | Ditcherville | LinkedIn | TwitterQuotables“I've heard it desc...2023-04-1044 min
The Business of AuthorityDo You REALLY Have Competition? If you’ve ever taken a business course, chances are that competition was presented as a zero-sum game: you battle it out and only one party wins.Jonathan and I explore why thinking about your competition differently can turbo-charge how you sell and market your expertise:How to identify your competition in similar spaces (and look for non-traditional competitors you might overlook).How the game changes when you view your competitors not as adversaries, but as fellow players in the same game.Why focusing on your ideal client is a m...2023-04-0337 min
The Business of AuthorityBook Series: Choosing Your Best EditorWhy you want a developmental editor—what they do and how to work with one.The role of a copyeditor and how to determine who has the skill sets for your particular book.The role of a copyeditor and how to determine who has the skill sets for your particular book.How to decide which editorial comments to accept and which to ignore.Determining schedules and timing with your editor (hint: more time does not guarantee a better book).Where to go to find potential editors for your project.RE...2023-03-2744 min
The Business of AuthorityHow To Think About Your TimeWhy time is a cost when you’re selling expertise, but doesn’t need to factor directly into your pricing strategy.When to track your time—and what to do with what you learn.Evaluating the quality of the time you’re spending on client work—your personal happiness factor.Negotiating with contractors for non-time based fees on joint projects (and one cautionary tale).RESOURCESRochelle | Email List | Soloist Women | LinkedIn | Twitter | InstagramJonathan | Daily List | Website | Ditcherville | LinkedIn | TwitterQuotables“It (time) is our cost...2023-03-1347 min
The Business of AuthorityPivoting After A LayoffWhy you want to learn how to business—the craft of building a profitable, sustainable business for yourself.The three most critical areas to master (delivery, sales and marketing) and how to start practicing each immediately.What to do now to avoid the “sophomore slump”—your second year when referrals tend to dry up.Why speaking and writing—even at the very beginning of your business—are worth committing to consistently.Teaching your contacts how to look out for the key trigger that says it’s time to call you in.RESOURCES...2023-02-2747 min
The Business of AuthorityPositioning: The NumbersThe ideal number of competitors and target clients in your niche to ensure it’s big enough to keep you profitably in business and small enough that you’re memorable.Why fishing in the right barrel vs. trying to cover the ocean is an ideal strategy for a soloist.The importance of finding your "unfair advantage”.How to find and analyze a potential market niche, including government statistics, trade associations, and social media.RESOURCESRochelle | Email List | Soloist Women | LinkedIn | Twitter | InstagramJonathan | Daily List | Website | Ditcherville | LinkedI...2023-02-1337 min
The Business of AuthorityChoosing Your Growth PathThe role of leverage in scaling your expertise business.Building a solo business model without leverage from products or employees.Growing as a solo but adding leverage to scale: products (books, memberships, workshops, licensing) and/or people (contractors).Building a firm with traditional W-2 employees—and the two key activities you’ve got to love to make this work.The challenges—and opportunities—to grow and scale in each business model and how to decide which is right for you.RESOURCESRochelle | Email List | Soloist Women | LinkedIn | Twitter...2023-01-3042 min
The Business of AuthorityChoosing Your Top PrioritiesIs it a good idea to have multiple themes or strategies in a single year?Why running your business—prospecting, closing deals, delivery—always has to be a top priority (hint: nothing good happens when you don’t have cash flow).The natural progression from starting a business to defining your value proposition to earning serious revenue—and how a single focus will move you faster.How to think about monetizing your expertise as you grow.RESOURCESRochelle | Email List | Soloist Women | LinkedIn | Twitter | InstagramJonathan | Daily List | W...2023-01-1632 min
The Business of AuthorityKick-off 2023When it’s time to develop a new strategy (or pivot from the old one).How to use your strategy as a filtering system to evaluate and choose the right tactics.Using themes to focus your activities for the year.Punching through an income plateau with new strategy and tactics.RESOURCESRochelle | Email List | Soloist Women | LinkedIn | Twitter | InstagramJonathan | Daily List | Website | Ditcherville | LinkedIn | TwitterQuotables“It was like I had a team of people that just did what they were supposed to do...2023-01-0237 min
The Business of AuthorityPredictions for 2023Planning around the amped up fear about uncertainty—recession, inflation, monetary policy, cryptocurrency, war, politics (just to name a few).The power of building even more discreet and creative niches—and making money from them in new ways while serving people who energize and inspire you.
The birth of a major social media platform that optimizes information exchange within communities—with tighter controls on access.Soloists will keep multiplying, especially those migrating from tech space layoffs and those disenchanted with corporate business-as-usual.We crave connection even more after a long shut-down—we are dra...2022-12-0548 min
The Business of AuthorityWhat (Not) To Talk AboutHow your target audience can guide how much you reveal about yourself and/or your politics.Deciding which boundaries and guardrails make sense for you, your work and how you want to roll. The advantage we have as soloists—but don’t always use—when deciding how much of ourselves to share.One technique to deal with clients who have disclosed something distasteful to your core values (but you can’t fire them yet).RESOURCESRochelle | Email List | Soloist Women | LinkedIn | Twitter | InstagramJonathan | Daily List | Website | Ditchervil...2022-11-2145 min
The Business of AuthorityPackaging Your Expertise DifferentlyFour primary ways to assemble and deliver your expertise—and the pros and cons of each.Shifting your mindset while shifting your service and product packaging, AKA how to move upstream confidently.How to conduct a listening tour of your ideal clients and buyers for focused direction on (re)packaging and price points.Integrating what your audience most wants from you with your genius zone.RESOURCESRochelle | Email List | Soloist Women | LinkedIn | Twitter | InstagramJonathan | Daily List | Website | Ditcherville | LinkedIn | TwitterQuotables“You have...2022-11-0755 min
The Business of AuthorityMaking Learning on The Client’s Dime EthicalHow do you/they disclose that there will be real-time training happening?Your role as the buyer when your seller isn’t coming to you with full disclosure and pricing options.Assessing the impact on your authority when you tell your client you’re not an expert (and the surprisingly positive view most buyers will take).How not to fall into the employee mindset trap—and what to do instead.Using new challenges as a way to move up the food chain with your clients.RESOURCESRochelle | Email...2022-10-2443 min
The Business of AuthorityDreams Of The SoloistThe four aspects of being a soloist that you’ll want to consciously examine now—and revisit over time.How to discover whether you’re a good candidate to hire employees for your business.Setting financial goals for your business and deciding where your “enough” lies.Incorporating time off into your work life (and the magic of boundary setting) in a way that fits your personal vision.Building the right amount of flexibility—for you—into how you work, where you work and when you work.RESOURCESRochelle | Ema...2022-10-1039 min
The Business of AuthorityFighting The Busy-ness MonsterHow years of conditioning have wired our brains to believe that more and/or harder work is always better than “sloth”.What happens when you move away from billable hours, where more work=more money.The importance of building some structure—for example a system for lead generation—so you’re always “gardening” whether your business is in a peak or valley.Why you want to hold a big picture vision beyond your business to keep you grounded and focused.RESOURCESRochelle | Email List | Soloist Women | LinkedIn | Twitter | InstagramJonathan...2022-09-2647 min
The Business of AuthorityMaking Email Work For YouHow to think about email as a tool to spread your ideas and share your expertise.Why simple is often best—and what to focus on to keep it that way.Basic automations that will allow you to help more people at scale (without overcomplicating your life).Creating the client and buyer experience that stays true to your brand and message (hint: you’ll want to test how it’s working).RESOURCESRochelle | Email List | Soloist Women | LinkedIn | Twitter | InstagramJonathan | Daily List | Website | Ditcherville | LinkedIn | TwitterQu...2022-09-1241 min
The Business of AuthorityLeveraging Your IP with Erin AustinHow to think about your intellectual property and the steps to take to protect it under U.S. law.When you might decide to give your content away to spread an idea vs. keep it close for revenue generation.The role of registering and monitoring various elements of your intellectual property.How to decide whether you’re ready to license your knowledge (hint: it’s not for beginners).Using licensing to scale your business and create a saleable asset.Quotables“We use intellectual property laws to provide a lega...2022-08-2946 min
The Business of AuthorityWhy Editing = ThinkingHow writing and speaking play different roles in crystalizing your thoughts.The role that consistently writing and editing plays in the evolution of your authority.Why (and how) editing allows you to deepen not only your market authority, but the impact of your work.What happens when you socialize your writing—and how to edit your way to the right audience.LINKSRochelle | Email List | Soloist Women | LinkedIn | Twitter | InstagramJonathan | Daily List | Ditcherville | LinkedIn | TwitterQuotables“The difference between writing and speaking is crystallizing...2022-08-1535 min
The Business of AuthorityWorking Out Your Business ModelWhat exactly is a business model (and how to think about yours)?The difference between your business model and how—and what—you charge.The four most common business models we see in the expertise space and how to make each one work for you.Considering hiring employees? How to think about growing with—and without—employees.Sidestepping the slippery slope that is hiring specialized help—from mini-me’s to social VAs—to grow your business.LINKSRochelle | Email List | Soloist Women | LinkedIn | Twitter | InstagramJonathan | Daily List ...2022-08-0145 min
The Business of AuthorityWhen Your Partner Is Not On The Same PageWhy having partners with different risk tolerances can actually be helpful.Engaging the status quo person—who is usually happy—in a change that will work for both parties.The role of identity in business conflicts and how to understand yours and your partner’s.Why resolving even minor conflict often means revisiting your joint objectives and strategy.How to be brave and address potential conflicts early so they don’t fester or run you off the rails.LINKSRochelle | Email List | Soloist Women | LinkedIn | Twitter | InstagramJonathan | D...2022-07-1839 min
The Business of AuthorityHow To ConferenceThe role of live speaking in building authority and how it fits into your business model.How to decide which conferences are worth your time, energy (and cash) to attend.An array of tactics to leverage your conference attendance.Using media intentionally to engage conference attendees and make your new relationships more sticky.Picking the right conferences as a new(ish) speaker and how to ensure your investment will pay off.LINKSRochelle | Email List | Soloist Women | LinkedIn | Twitter | InstagramJonathan | Daily List | Ditcherville | LinkedIn | Twitter2022-07-0456 min
The Business of AuthorityHow To Conduct A “Listening Tour”Why—and under what circumstances—you might want to consider a listening tour.How to choose who to interview and increase your chances for getting a yes.Uncovering specific belief systems and comments that you can incorporate into your sales copy.The one question that will get your interviewees to go deeper in sharing their experiences.Why avoiding any sort of persuasion is critical (and how to stay in listening mode).LINKSRochelle | Email List | Soloist Women | LinkedIn | Twitter | InstagramJonathan | Daily List | Ditcherville | LinkedIn | TwitterQuo...2022-06-201h 00
The Business of AuthorityHow We RollJust as we have each built our own systems to produce our desired outcomes, there is no one perfect model of working.Conscious experimenting—with your ultimate vision firmly in mind—will help you master how to best invest your business building time.Why when you find your sweet-spot, “work” doesn’t have to feel like work.How pivoting from serving clients day-to-day to high-level advisory or teaching (books, courses, speaking) shifts how you spend your time.LINKSRochelle | Email List | Soloist Women | LinkedIn | Twitter | InstagramJonathan | Daily List | Ditcher...2022-06-0655 min
The Business of AuthorityUsing Today’s Profits For Tomorrow’s Legacy with Erica GoodeThe big money decisions you’ll want to make early and how to decide between setting up a sole proprietorship, an LLC or a Sub S.When does it make sense to build processes to handle things like paying yourself and funding and paying taxes?What to ask your CPA and why you don’t want to wait till year-end to get advice.When to look for longer-term, perhaps tax-advantaged opportunities for savings.How to think of and use your business profits now to build your desired legacy later on.Qu...2022-05-2350 min
The Business of AuthorityFinancial Checkup TimeWhy May is the perfect time to schedule a strategic tax planning call with your CPA.How to pay yourself and fund your tax liability, even when you have spikes in your income.Who you need on your team to get the right advice—and why it’s worth hiring experts (hint: peace of mind is priceless).Setting up tax-advantaged plans now instead of waiting until year-end.LINKSRochelle | Email List | Soloist Women | LinkedIn | Twitter | InstagramJonathan | Daily List | Ditcherville | LinkedIn | TwitterQuotables“So I have these lik...2022-05-0939 min
The Business of AuthorityAre You Overdelivering?Our tendency (especially in proposal situations) to acquiesce to client requests—and how to re-direct that for the good of all.The power and status dynamics surrounding consultants serving clients and what happens if we start treating clients as higher status.How overdelivering can seep into your firm’s practices and where to nip it in the bud.Developing a healthy mindset around service delivery, providing value and decoupling your fees from effort.LINKSRochelle | Email List | Soloist Women | LinkedIn | Twitter | InstagramJonathan | Daily List | Ditcherville | LinkedIn | TwitterQuo...2022-04-2541 min
The Business of AuthorityWhen It’s Time To Un-Stick YourselfGetting yourself the endorphin rush from physically getting up and going outside or meeting a friend.How to keep pushing the envelope even as you’re doing the routine things that make your business run.Why that feeling of putting your “baby” out there can feel crazy-scary—and how to do it anyway.How to tell the difference between when you’re laying groundwork for your next thing or just burning daylight.LINKSRochelle | Email List | Soloist Women | LinkedIn | Twitter | InstagramJonathan | Daily List | Ditcherville | LinkedIn | TwitterQuotables“I...2022-04-1136 min
The Business of AuthorityGet Different with Mike MichalowiczHow books have been a pivotal source of his authority (and a substantial slice of his overall revenue).The role of his communities in concepting and testing book ideas—and why members who aren’t super fans are especially valuable.Why incremental and real-life experiments are so critical to testing new ideas.The value of going for small wins—even when complexity is the “better” solution.Why being better is not enough.LINKSRochelle | Email List | Soloist Women | LinkedIn | Twitter | InstagramJonathan | Daily List | Ditcherville | LinkedIn | Twitter2022-03-2826 min
The Business of AuthorityThe Dark Side Of ReferralsWhy relying on referrals is a passive strategy with few controls—and a dangerous hidden cost.The difference between referrals and word of mouth from your authority-building efforts.The one exception where a referral system can be exactly the right approach (and it applies to a VERY small slice of experts).Why investing in broader market moves (e.g. publishing and speaking) will bring you business faster and more reliably than courting referrals.LINKSRochelle | Email List | Soloist Women | LinkedIn | Twitter | InstagramJonathan | Daily List | Ditcherville | LinkedIn | TwitterQ...2022-03-1433 min
The Business of AuthorityTime ≠ MoneyGetting over any residual guilt from not charging based on your effort (“I can’t charge them that much—it wouldn’t be fair/right/honorable”).Why the best clients don’t really care about how much time you spend serving them—and what they do care about instead.How to begin shifting your sales conversations toward high value outcomes and away from time.The relationship between the altitude you’re operating at and the time it takes you to provide value.Quotables“Through conversation with the people for whom you are makin...2022-02-2834 min
The Business of AuthorityTrusting Your VoiceWhy a big chunk of trusting your voice is being brave enough to let your “weirdness” out so you can find your tribe.The value in being authentically consistent and how to course correct as you go.Learning to keep playing your game, in your style, no matter where you are and what you’re doing.Why trusting your voice is an iterative process—and how to ensure you’re consistently reinforcing who you are.LINKSRochelle | Email List | Soloist Women | LinkedIn | Twitter | InstagramJonathan | Daily List | Ditcherville | LinkedI...2022-02-1444 min
The Business of AuthorityProfit With PurposeWhy you need to answer this question: how much profit is enough for you?How to work your way up the difficulty scale to find clients with bigger, more expensive problems so that you can work less.The myth behind doing hard work—and how to work less without guilt.Making an impact with your ideal audience that leaves a memorable footprint (and builds a sustainable business).LINKSRochelle | Email List | Soloist Women | LinkedIn | Twitter | InstagramJonathan | Daily List | Ditcherville | LinkedIn | TwitterQuotables“Assuming you're c...2022-01-3139 min
The Business of AuthoritySystems Gravitational PullWhy the more you invest—time, money and processes—in any system the more it starts to limit your thinking.The value of choosing your apps/vendors wisely and then going all in for the future vs. frequent platform switching.Protecting yourself (and your business) if one of your systems goes bad.How to think about changing and communicating systems when you have clients and buyers using them regularly.LINKSRochelle | Email List | Soloist Women | LinkedIn | Twitter | InstagramJonathan | Daily List | Ditcherville | LinkedIn | TwitterQuotables“The more co...2022-01-1728 min
The Business of AuthoritySystems, Habits and Creating TimeWhat insights your current behaviors, systems and habits can give you into creating more time.The value of time boxing—limiting the period (and the amount of head space) you’ll devote to a particular thing.Using habit stacking to create efficient ways to complete “must do” tasks.How to use consistent habit tracking—aka streaks—to motivate you to stay on course.When to buy back time—and overcoming your mental blocks that keep you from doing it.Quotables“Checklists or SOPs lift a weight off of you. It's thi...2022-01-0348 min
The Business of AuthoritySelling ResultsWhy a focus on outcomes naturally changes your sales conversations and how you think about delivery.How becoming the client yourself helps crystallize the importance of outcomes vs. inputs.Changing your mental model away from valuing time spent to the outcomes your clients are seeking.Becoming the Mercedes option where your clients happily pay big premiums for your reliably transformative outcomes.How using an outcomes focus in the sales process also weeds out undesirable clients.LINKSRochelle | Email List | Soloist Women | LinkedIn | Twitter | InstagramJonathan | Daily List...2021-12-0646 min
The Business of AuthorityOvercoming Set Points and PlateausThe role of your mindset in breaking through set points and powering past income plateaus.Deciding when it’s time to change your revenue model to provide your business with greater leverage—and larger earnings potential.How to think about and reframe limiting beliefs that keep you from making big leaps in your business.When your past experiences are powering decisions today that don’t serve you or your business growth (and how to re-wire them).LINKSRochelle | Email List | Soloist Women | LinkedIn | Twitter | InstagramJonathan | Daily List | Ditchervi...2021-11-2242 min
The Business of AuthorityBook Publishing Listener Q&AThe two main reasons to write a book for your expertise or authority business.The pros and cons of self-publishing vs. seeking out a traditional publisher.Positioning and pricing your self-published book—and whether to sell it on your website and/or amazon.How to find and vet the right editor(s) for your situation.The role of e-books vs. physical books and why you probably want both.Quotables“The two main reasons to write a book for business: there's the 300 page business card and there's the reve...2021-11-151h 08
The Business of AuthorityThe Authority CodeHow “selling” your work completely changes once you’ve positioned yourself and monetized your expertise.Building your business in “white space” and a new way to think about your big idea (hint: we’re talking revolution).Why your genius zone is a pivotal element of your authority positioning.Rethinking your business and revenue model to more closely match your positioning (and your genius zone).Getting comfortable with publishing—testing your point of view—until you’re ready to start playing on other people’s platforms.Quotables“If you like this show, yo...2021-11-0846 min
The Business of AuthorityLeveling Up Your SystemsA new way to think about big projects based on how you work best—and the value of absolute clarity with your plan.What happens when you fall into flow on a big project that needs room to breathe.The unintended consequences of changing your environment.How to find the system(s) that will work for you—and why you don’t need to worry if they look entirely different than what works for someone else.Adopting the mindset of a creator—and aligning it with your daily habits.LINKS2021-10-2534 min
The Business of AuthoritySales Meeting = Sample EngagementHow to set expectations and boundaries in the initial sales meeting (and why that’s critical to the progression of your project).Why the client isn’t always right or always wrong—and how to adopt a mindset that allows you to keep the outcomes front and center.Finding socially acceptable ways to push back when the client(s) starts leading down a path that doesn’t serve the outcome.Getting to the point where you believe you don’t need this client, this project—and why having a safety net is crucial.Why sal...2021-10-1141 min
The Business of AuthorityAsk Us Anything 4The role of trust—in you, in the process and their ability to carry out your recommendations—in choosing their course of action.How differing perceptions of risk and the fear of change can drive organizational decisions.Getting behind surface reactions and digging more deeply into the “why” behind client decisions.The relationship between time, value and urgency as the client perceives them. How the perhaps invisible—but still deeply entrenched—internal politics of your client’s situation may play out.Quotables“Straight up fear of change—where there's a per...2021-06-2127 min
The Business of AuthorityAsk Us Anything 3What to do when the three “why” questions aren’t working—and what to do instead.How to get strategic insights into the niche of people you want to serve (we had a lot of fun using the craft beer industry as a jumping off point).The best way to build high value, low time commitment product and service options when your time is limited.How to think about commissions for referring work to decide whether they make sense for you.Quotables“There’s a hundred ways I can build this—I...2021-05-101h 08
The Business of AuthorityAsk Us Anything 2How to create memorable digital content and leads that build a pipeline of future clients/customers.What role does social capital play on the road to authority?Positioning yourself to value price engagements when your projects don’t have an end date—and you’re currently charging hourly or by retainer.How to apply positioning in the context of music and musicians—is this process different when dealing with an “esoteric” specialty?What do you see ahead for The Business of Authority as you hit 250 episodes in 2022?Quotables“Show up w...2020-11-0238 min
The Business of AuthorityAsk Us AnythingWhat kind of pricing model would you recommend to a consulting agency that has traditionally relied on a retainer model?How do you think international business and economics can and should impact pricing? I’ve seen agencies price certain fixed cost products lower in certain countries to make them more accessible.How should small businesses consider reorienting their offerings within the current economic situation? Is now the time to be moving toward industries that are profitable or focusing on industries with high value problems to solve?Do you have any specific tactics or st...2020-10-051h 00
The Business of AuthorityHeck Yeah HeadlinesThis week on TBOA, Rochelle and I talk about the importance of knowing how to get your clients to shout “Heck, yeah!”Talking PointsWhat your website is forWho your website is forWhat you want to happen in the first second a visitor lands on your pageThe importance of knowing the language of your ideal buyerWhat to do if niching down on an ideal buyer feels too riskyQuotable Quotes“If your site isn’t getting you leads, it’s broken. It might as well be down.”—JS“It’s really hard to decide wha...2020-09-2141 min
The Business of AuthorityLeading vs ExploringWe're planning a special episode for #150 and you can have a chance to participate! Just record your question and send it to either of us and if it's chosen, we will play your question and answer it on the show. Evaluating the continuum from leading (like say thought leadership) to exploring in your space.How to know when to explore vs. when to lead.When “busy” feels productive, but is instead keeping you in exactly the same position—neither exploring nor leading.Deciding where on the exploring vs. leading continuum you want to...2020-09-1442 min
The Business of AuthorityDefining ScopeWhat is scope and when do you talk about it with your client?How to make it clear that you’re a consultant, not an order taker.Scoping with (and without) value pricing.The relationship between mastery, value and scoping.Shifting from doing full implementation to strategy and project oversight (hint: it starts in the scoping meeting).Quotables“Push it back to: what is the desired business outcome here or the transformation you’re looking for?”—JS “You can feel good about your services at a lot of diff...2020-09-0739 min
The Business of AuthoritySigns Your Message Isn't WorkingNote: We're planning a special episode for #150 and you can have a chance to participate! Just record your question (QuickTime is great for this), send it to either of us and if it's chosen, we will play your question and answer it on the show.What to do when your audience growth stalls—or worse.How to shake things up when you’re out of content ideas—and discerning the difference between a dry spell and when you need to make real change.When someone keeps “beating” you—and you’re feeling like you’re in the...2020-08-3140 min
The Business of AuthoritySeeing Differently with Kristin SmedleyNote: We're planning a special episode for #150 and you can have a chance to participate! Just record your question (QuickTime is great for this), send it to us and if it's chosen, we will play your question and answer it on the show. What happens when you get so attached to a specific outcome that you become blind to other possibilities?How to get to those epiphany moments that will open you up to experience a break-through.Building resilience by looking to your past experiences and applying your existing learning.How t...2020-08-2442 min
The Business of AuthorityKnowing When To InnovateHow to think of innovation when we talk authority businesses.Warning signs it may be time for you to innovate.How to deal with and ride the wave of a sea change—in the world, technology, attitudes, your industry.Acting on the cues that it’s time to innovate.Incorporating innovation into your business model and routines.Quotables“Innovation is the opposite of resting on your laurels.”—JS“Part of innovation is you’re testing the premise you already have and you’re asking where could it be bett...2020-08-1737 min
The Business of AuthoritySetting Up Your EcosystemThis week, Jonathan and I tackled a listener question: What’s the best way to set-up a supportive technical ecosystem—website, email, podcast, billing, etc.—for the first time?We addressed this question strategically and then offered some tactical feedback on various platforms and systems to support your authority business:Why email is the centerpiece of your ecosystem (hint: it’s your relationship-building device).Looking for perfection in your systems is a waste of time—find the ones that give you the functionality you need with a small amount of room to grow into it.2020-06-291h 07
The Business of AuthoritySelling ServicesNOTE: Rochelle and I recorded this episode before the terrible news about George Floyd hit. We both support the #blacklivesmatter movement and hope everyone will take action to support much needed change. Here’s a good place to start if you’re not sure how to help: https://blacklivesmatters.carrd.co/How to make selling the invisible—your services—tangible in the mind of your ideal buyer.Why once you reach a certain level of technical mastery, your most impactful investment won’t be in more technical knowledge. What will drive sales far more than t...2020-06-0834 min
The Business of AuthorityTime To WriteAre you making time to write?Talking PointsJonathan’s plans for 2020Doing more work without being a workaholicWhy Jonathan created a Slack channelMaking the time to writeWriter’s blockDeveloping and sharing your point of viewHoning your ideas and your audienceFocusing on the transformation of your ideal audienceMaking a commitment to writeThinking of writing as givingThe importance of editingStriving for excellenceGetting into the habit of daily writingQuotable Quotes“I started to feel myself going back to letting my brain stop. Like, check out.” –JS“I know that in order to write ten...2020-02-1044 min
The Business of AuthoritySeth Godin - The Generosity of AuthoritySeth Godin joins us to explain the generosity of authority.Talking PointsWhat “authority” means to SethThe first things that Seth thinks of when it comes to funding a missionTwo different gamesWriting every dayLevels of freelancingImposter syndromePodcastingAkimbo workshopsComfort zone vs. safety zonePublishingWord of mouthWriting a bookFinding your alignmentMaking a decisionQuotable Quotes“The more they charge, the more authority they actually get.” –SG“If you win the game to be the most generous, then you earn the privilege in the area where you seek to have authority, to exchange status.” –SG“If you’re...2019-10-1442 min
The Business of AuthorityWhat You Think You're Selling Ain't What Your Clients Are BuyingThere's probably a difference between what YOU think you do and what YOUR CLIENTS think you do.
Talking Points
How to find meaningful metrics
Why your craft doesn't matter as much as you think
Quotable Quotes
“Are you taking your clients on the scenic route to nowhere?”—JS
“Measure what your client values.”—RM
“How can you hit a home run if you don’t know where the wall is?”—JS
“There’s always something to measure. Otherwise, your clients wouldn’t know anything was wrong.”—JS
“If you don’t think you can have a positive impact, you should...2018-08-0633 min
The Business of AuthorityGetting Paid To Market YourselfA strategy for getting paid well even if your audience has small pockets.
Talking Points
The power of starting with the problem
Big pockets vs small pockets
Examples of paid marketing opportunities
What to do before you have an audience
How to craft a great pitch
How to create interest in a cold email
What to do on a pitch call
Quotable Quotes
“To increase the monetary value of your speaking gigs, have product available.”—JS
-“It may look really simple—an e-book or a guide—but how that gets marketed, whose hands it goe...2018-07-1648 min
The Business of AuthorityJill Konrath - Getting Paid To Give (Almost) Everything AwayHow to give away expertise for free and make good money doing it
Talking Points
Selling more in less time without pushing
How having a mission can help you strategically
The roles that writing a book can play in a business
How to give away expertise for free and make good money
The importance of a good mailing list
One way to constantly be in creation mode
Quotable Quotes
"I didn't sit down one day and decide I wanted to be well-known."—JK
"How can I help these people and not go broke?"—JK
"Peop...2018-07-0947 min
The Business of AuthorityThe Quest For PerfectAre you being a perfectionist... or just procrastinating?
Talking Points
How do you know when something is done?
Are you being a perfectionist or just procrastinating?
What things bring out the perfectionist in you?
Quotable Quotes
"If you want things to get better, you have to change something."—JS
"People aren't really looking at your website that much."—RM
"Your current clients don't go to your website."—JS
"Social media has made things both better and worse for perfectionists."—RM
"You have to start."—RM
"Press publish."—JS
"If your thing will make your audience bet...2018-06-1140 min
The Business of AuthorityWorking Solo vs Starting a FirmThe pros and cons of working solo vs building a firm.
Are you thinking about building a firm? Rochelle and I explore the pros and cons from every angle on this week's show.
Talking Points
What's the difference between a building a firm and hiring support staff?
Can you grow a business without hiring junior employees?
How to decide which approach is right for you.
Are there ways to experiment with building a firm without betting the business on it?
What are the differences between hiring contractors and employees?
Don't let the market turn...2018-05-1428 min
The Business of AuthorityTrue FansSome thoughts on how to attract your true fans.
True Fans
On this week's TBOA, Rochelle and I share some tips on how to attract your true fans.
Talking Points
You have to share your expertise freely and often enough to keep the audience warm.
Sharing provocative ideas will attract good clients and drive away bad clients.
If you're not creating any haters, you're not doing it right.
Choose a medium that you're comfortable with and is popular with your audience.
Quotable Quotes
"A true fan is someone who will...2018-05-0724 min
The Business of AuthorityDaily Writing Practice: Brilliant or Insane?The pros, cons, ins, and outs of writing for your audience every day.
Daily Writing Practice - Brilliant or Insane?
Talking Points
The difference between daily and weekly habits
How an email list is different from a blog
Why it’s important to respect privacy concerns in a community
Why journaling doesn’t count
How to write about the same thing every day without boring everyone
How often should you reply to your list
When to keep a rigid schedule and when not to
Links
Jonathan’s article about writing daily
Jonathan’s daily...2018-04-3054 min
The Business of AuthorityUncovering Your Client AvatarThe more you know about your ideal clients, the easier it will be to attract them.
On this week's TBOA, Rochelle and I talk about client avatars: what is it, how to create one, and why you should care.
Talking Points
What exactly is a client avatar?
Questions to ask yourself to uncover your client avatar
Deciding how many client avatars you should have
How to make ideal clients more receptive to your message
The value of sharing stories of transformation
Links
The Brain Audit by Sean D'Souza
Book Yourself Solid by...2018-04-2330 min
The Business of AuthorityHow Easy Do You Make It To Work With You?Just how easy (or hard) do you make it for you customers to work with you?
On this week's TBOA, Rochelle and I talk about just how easy you should make it for clients to work with you.
Talking Points
Putting up hurdles for clients can be a good idea, but only if they're intentional
The types of product sales that should be frictionless, and the ones that shouldn't
When to require that clients jump through hoops
How to know when your marketing and sales processes are attracting the wrong kind of people
What...2018-04-1628 min
The Business of AuthorityBlair Enns - Pricing CreativityGuest Blair Enns gives us a look behind the scenes of creating his new book Pricing Creativity.
Blair's Bio
Blair Enns is a 25-year veteran of the business side of the creative professions. In 2002, he launched Win Without Pitching, which has worked with thousands of creative professionals in numerous countries through direct engagements, seminars, workshops & webcasts. Blair is the author of "The Win Without Pitching Manifesto" and the forthcoming "Pricing Creativity: A Guide to Profit Beyond the Billable Hour"
Links
Pricing Creativity
Win Without Pitching
2Bobs Podcast
Blair on Twitter
Blair on...2018-01-0844 min
The Business of AuthorityGetting Your Name OutStrategy and tactics to promote your personal brand.
Links
Jonathan's Starbucks Card Story
LINKSRochelle | Email List | LinkedIn | Twitter | InstagramJonathan | Daily List | Website | Ditcherville | LinkedIn | Twitter 2018-01-0838 min
The Business of AuthorityFinding Your Sweet SpotHow to find the overlap between your expertise and your what your client needs so you can operate in your genius zone.
Links
Rochelle's Customer Avatar Brandsheet
If You’re Not Turning Down Work You Don’t Have A Brand
LINKSRochelle | Email List | LinkedIn | Twitter | InstagramJonathan | Daily List | Website | Ditcherville | LinkedIn | Twitter 2018-01-0827 min