Weekly discussion by freelancers and professionals about running a business, finding clients, marketing, and lifestyle related to being a freelancer.
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Episode 312: FS 300: Listener Appreciation Q&A
Panel: Jonathan Stark Jeremy Green Eric Dietrich Charles Maxwood Rueven Lerner Curtis In this episode, the Freelancer show celebrates its 300th episode. The Freelancer show answers Q&A with past and new members to the panel. Topics cover best practices as a freelancer, making the jump into entrepreneurship, value-based pricing versus fixed pricing, and much more! In particular, we dive pretty deep on: How do you get potential clients to talk to you and see if it’s a good fit? Person 1’s Answer: You want to have some sort of process in place. A precursor for working with client. Free 30-minute call for both of us. Person 2’s Answer: Go out to business conferences and business world to meet people. Be willing to make the phone calls, and connect on LinkedIn. You will meet a whole lot of people, and not everyone will be a good fit for you. Then you can start weeding out those that won’t be a good fit. Person 3’s Answer: Phone call, proposal phase, and then contract. Person 4’s Answer: Inbound and the Q&A. Person’s 5 Answer: Most of the leads are inbound (from conferences or blogs or Stack Overflow). Asking a lot of questions. Start the conversation over e-mail. For folks who have successfully disconnected time for money, what was that experience like for you, why did you do it, what were the challenges? Talk about the things you do and you’re not getting paid for your time. Person 1’s Answer: Training budgets. I made the disconnect the minute I stopped doing developmental work. How much do you really charge? Person 2’s Answer: Sponsorship episodes. Selling advertising it’s usually per unit. If you don’t think you’re getting a good value then it might not be a good match. Podcast sponsorships. Person 3’s Answer: In the beginning – it’s more an art than a science. Links: FreshBooks LinkedIn Stack Overflow Trello Crowdcast Schedule Once Pipedrive Slack Calendly Sponsors: Linode
Episode 311: FS 299: Beyond Burnout - How to Work Hard and Enjoy Life with Dr. Sherry Walling
Panel: Jeremy Green Jonathan Stark Reuven Lerner Special Guest: Sherry Walling, Ph.D. In this episode of the Freelancer’s Show, the panel discusses: “Beyond Burnout - How to Work Hard and Enjoy Life.” Dr. Sherry Walling is a licensed clinical psychologist with extensive experience treating stress-related problems in high achieving people. She is an academic and professional powerhouse with master’s degrees in psychology and theology, formal training as a yoga teaching, and a Ph.D. in clinical psychology. For more biographical information, please checkout: https://zenfounder.com/about/. In particular, we dive pretty deep on: How to Prioritize Your Life Great start – you found something that you love to do as far as work! Have a variety of things going on in your life. Have backup strategies in play. “Make it big plan” is a low frequency event. Are there areas where freelancers chronically under invest in? Sleep Diet Exercise It’s easy to neglect your body. Time with friends Connecting you with human beings. Connections with online friends are great, but real-life friendships are better for mental health because we connect better with three-dimensional people. If you make the investments into yourself (sleeping, eating well, exercising) this will better your business. This notion of should or shouldn’t do X, Y, Z. Paul Jarris’ newsletter: Defining What Enough Is For You? Budgeting together as a family. Gives you a clear sense of what “enough” is for you and your family. Examples: Elon Musk Works 24/7 and is CEO of many companies. Admired by many, but lifestyle seems toxic to some. Wisdom is knowing your own personal limits. Silicon Valley, CA Patrick Collison Humble person Dr. Walling was very impressed on how aware he is as a person. He recognizes that the right events were in-place and he put in the work, too. Burnout – different stages and things we can do to address burnout Burnout is a syndrome where people feel detached from their work. They feel like their input does not equal their output. It’s subjective. It’s caused by too much work, feeling out-of-control in your work, a mismatch of daily tasks versus what needs to be done, not enough support, and working with clients who are emotionally draining, etc. Scientifically we can view a brain that is burned-out. Other health problems can arise due to stress. We know how to prevent it and how people can recover. It could take a few weeks in order to regain a healthy lifestyle to recover from burnout. Road to recovery 30% of adults experience burnout in some point in their life. Dr. Christina Maslach Her research is focused on burnout. Time is finite and life is finite. You will choose things that are more gratifying for you and your life. Sometimes we forget the “love” piece. I choose to do the activities that really bring me joy. This will help with the longevity of your business. Not things that you feel like you “should.” Listen to the emotional quality to your work to help prevent potential burnout. Hobbies If you have some hobbies like yoga, fishing, painting, baking, knitting etc. it can definitely help prevent burnout. Hobbies are good for a sense of accomplishment. Mastery and it feeds your soul. Protecting Personal Relationships Rhythms and structures in our relationships. Regularity of date night once a week (for example) helps establishing this routine. The same is true for friendships. Find a good mentor. Grow together and it’s great for psychological support. Fitness goals If you don’t use it, you will loose it. This gets more important the older you get. Links: Dr. Sherry Waling KEEPING YOUR S**T TOGETHER Sponsors: FreshBooks Linode Cachefly Picks: Jonathan Stark valuepricingbootcamp.com Your Productized Consulting Guide howtobulilduourfirstproductizedservice.com James Clear: Building Habits – mailing list Jeremy Green Philip Morgan – Positioning Manual Rueven Lerner The New Yorker – Japan’s Rent A Family Industry Dr. Sherry Walling Book: KEEPING YOUR S**T TOGETHER
Episode 310: FS 298: Charging Differently
Panel: Jonathan Stark Jeremy Green In this episode of the Freelancer’s Show, the panelist discuss “Charging Differently.” Jonathan describes this as charging different clients differently for different reasons. Jeremy explains the separate reasons you would charge individual clients different rates, because of interacts, implications of the jobs, and the project requirements. The discussion covers why you would consider different hourly rates, weekly rates, monthly rates, and value-based pricing. This is a great episode to learn about the strategy behind optimizing revenue while charging different rates in your freelancing business. In particular, we dive pretty deep on: Hourly Fee, Weekly rates, Monthly rates, and Value-based pricing Implications of the job Interacting differently from client to client Expertise Shifting your mindset Delivering outcome for their business Increasing leads Relationships and considering outcomes Strategically positioning yourself within your niche The “Generalist” Trying to value price large projects and small projects Weekly project discussion Updating the client ASAP Perceived effort Tips for moving from hourly to value base - offers How to find that type of prospect Productized consulting And much more! Picks Jonathan Stark valuepricingbootcamp.com Your Productized Consulting Guide howtobulilduourfirstproductizedservice.com Jeremy Green American Utopia Tour
Episode 309: FS 297: Responding to RFPs
Panel: Reuven Lerner Erik Dietrich Jeremy Green In this episode of the Freelancer’s Show, the panelist discuss “Responding to RFPs( Request for Proposal).” Each panelist describes their experience with consulting clients and companies and working out RFPs. Eric Dietrich of episode 296 gives great insight on ways to communicate clearly with companies when approached for bidding on a job. This is a great episode to understand appropriate precautions and understanding the “others side” of RFPs. In particular, we dive pretty deep on: Eric talks about his experience with RFPs Jeremy describes his past encounters with RFPs. Jonathan’s experience with RFPs. Price droppers Learning about the budget Qualifications points of the job Individual to RFPs Risk competing with companies Last resort Issues of RFPs - Not individual but by companies Quoting a price Involving a phone call Resumes Changing the conversation Value-based pricing And much more! Picks Jonathan Stark Chris Do of Blind Gorilla Clients valuepricingbootcamp.com Erik Dietrich Cortana Top Loader for Jeep Jeremy Green Increase Your Consulting Fees Rock’n Roll with EmberJS
Episode 308: FS 296: Negotiating with Clients
Panel: Reuven Lerner Jonathan Stark Jeremy Green In this episode of the Freelancer’s Show, the panelist discuss “Negotiating with Clients.” The panelist, Reuven, Jonathan, and Jeremy give strategies on how to accomplish a “win-win situation” when clients who are trying to bargain on price. Each panelist provides their paths and actions to stand firmly on the price of their services. This is a great episode to get some insight on what at the professionals do to get appropriate pay on their services and many other facets of negotiations that are available. In particular, we dive pretty deep on: Do you negotiate on price? Discounts? Steering away from the prices Comparing your services to others Politely decline “Your prices are higher than the other companies” Losing clients Finding a good fit and getting referrals Problems with giving one discount Hourly rates vs. Fixed Caving on prices once! Removing Scope New Proposals and re-quoting Other things besides money to negotiate on Payment options on service Pricing to guarantee there are not bugs 100% payment upfront 60-day net pay Working around policies to get paid More on payment terms Negotiating and deadlines Getting Leads And much more! Picks Reuven Lerner tranistor.fm Jonathan Stark Learn Your Lines Jeremy Green Increase Your Consulting Fees
Episode 307: FS 295: Erik Dietrich on the Future of Labor
Panel: Reuven Lerner Jonathan Stark Jeremy Green Special Guest: Erik Dietrich In this episode of the Freelancer’s Show, the panelist and guest Eric Dietrich discuss “Future of Labor.” Erik is a software developer, was an executive a software company, but turn to consulting for a number of years. Currently, Erik runs a digital content marketing agency and still does consulting. Erik is the author of a number of developer-related books, including Developer Hegemony: The Future of Labor, which is the basis of today’s episode topic. In particular, we dive pretty deep on: Demands for software Labor vs. Knowledge work Software architects to Developer Law firm agency, apprenticeship Leaving big companies Giving up on staffing IT, etc. Outsourcing History of corporation Just sitting in your basement and code… Business skills - Being an entrepreneur, not an employee What should a developer do to take advantage of this? Start to understand the fundamentals of a business Maintenance work vs. designing the future UpWork - and commodity labor Transferable skills Trends for Freelancers Becoming business savvy, entrepreneurial And much more! Links https://github.com/erikdietrich https://www.linkedin.com/in/erik-dietrich-109a888/ https://www.amazon.com/Erik-Dietrich/e/B00J6314XY= @daedtech Picks Reuven Lerner Slow Burn Podcast Jonathan Stark Dyson V8 Value Pricing BootCamp Jeremy Green Increase Your Consulting Fees Increase Your Consulting Fees Erik Dietrich Developer Hegemony Post Scan Mail
Episode 306: FS 294: Flipping the Switch
Panel: Jonathan Stark In this episode of the Freelancer’s Show, Jonathan discusses “Flipping the Switch,” on a solo podcast episode. Jonathan answers questions about shut down his old mobile site jonathanstark.com and replaced the content with ExpensiveProblem.com. Jonathan continues with important insights, in his journey, when you are considering closing doors on one business and starting the next. In particular, we dive pretty deep on: t Combining business at jonathanstark.com Closed doors on the mobile business Working with Credit Unions Horizontal expertise Picking a vertical market Mobile strategy Adaption The announcement of the iPhone and mobile focus Smartphone craze Joining open source projects Jqtouch PhoneGap Mobile platform Jonathan book launch on JQT and PhoneGap Being part of a tribe or a new culture of developers Change in 2012 Leads? Budgets for mobile were drying up 2017 - Mobile become the dominant computing platform Main Stream Blockchain, AI, etc. Side interest - Hourly Billing Coaching service Where your name is associated And much more!
Episode 305: FS 293: Keeping Your Skills Sharp
Panel: Reuven Jonathan Stark Jeremy Green In this episode of the Freelancer’s Show, Reuven and Jonathan discuss “Keeping Your Skill Shape,” with Jeremey Green. The panelist discuss ways to improve their game to keep ahead of the curb in freelancing. This is a great episode to learn the different avenues of sharpening your skill with technologies, applications, courses, project, and literature to stay consistent with an ever-changing industry. In particular, we dive pretty deep on: Keeping your skill sharp Doing a mix of things to stay ahead Students and questions Teaching, Education, and Training Strategy to learn new things Doing Side Project to keep ahead Blog, Teach a Course, Write a book If you know more about it then everyone else, you are the expert Learning other technologies Becoming specialized in a specific technology Knowing how to finding information when you need it Crafting the right Google query Social Learning Theory And much more! Picks: Jonathan Revenue Lerner’s Git Course Understanding and Mastering Git ValuePricingBootcamp.com Reuven Podcasts - Pod Save The World Podcasts - Chompers Jeremy Green Ableton Live
Episode 304: FS 292: Pros and Cons of Building a SaaS
Panel: Reuven Jonathan Stark Jeremy Green In this episode of the Freelancer’s Show, Reuven and Jonathan discuss “Pros and Cons of Building a SaaS,” with Jeremey Green. Jeremy is going to be a part panelist and guest on this edition of the Freelancer’s Show. Jeremy is a past guest of the podcast, and is a software developer, independent operator, works with clients and companies, and lastly, has worked with SaaS (Software as a Service) projects for many years. Jeremy and the panelist talk about the pro and cons of working in the SaaS industry. This is a great episode to learn about freelancing in the SaaS industry, and the business perspective of working with SaaS. In particular, we dive pretty deep on: Jeremy talks about his background as a developer and SAAS developer. Reuven asks Why SaaS, and Why not SaaS. (Software as a Service) Shopify Woking in SaaS ReMark Working with other technologies to build software Launching to customers Software Freelancers Building a SaaS is seductive, but? Having a conversation with actual clients before jumping in How is Shopify a SaaS? Crowd Funder Do you categorize apps differently? Upside of the Shopify platform Standalone SaaS How much time do you spend on these project per week? How many hour to each project per week? Customer support Bug reports Do you talk people more now or before you did SaaS products? And much more! Picks: Jonathan The Seven Basic Plots: Why We Tell Stories Value Pricing Bootcamp Reuven Understanding and Mastering Git Jeremy Green Boarding House Reach by Jack White
Episode 303: FS 291: Free Advice
Panel: Reuven Lerner Jonathan Stark In this episode of the Freelancer’s Show, Reuven and Jonathan discuss “Free Advice.” Reuven mentions the importance of how to handle free advice. Jonathan and Reuven talk about their experience with providing consultation to business owners or developers who need direction. When do you provide advice? How do you get compensated for your wisdom and expertise? How do you do this professionally and make a profit from your insight? This is a great episode to learn when and how to provide your expertise with a price tag. In particular, we dive pretty deep on: Jonathan and Reuven do some housekeeping on the upcoming Episode 300! Email jstark@johnathenstark.com about topics of Episode 300 Reuven tells his story on advice. Being a mercenary or profiter Giving rules of thumb and web base advice, or best practice Profit building advice It depends? It is advice quick or will it take long to explain Providing advice on low risk verses high risk Being asked in person, email, or over the web Sending people to a blog or a resource to help them Free options, communities forums, websites, etc Privatise Consulting Blair Enns - The Win Without Pitching Manifesto Pitch Deck Opposite of sounding desperate Dealing with discount prices Payment plans options And much more! Picks: Jonathan The Win Without Pitching Manifesto I Want You to Give Me One for Free - Mad Men Learn Your Lines Reuven Life360
Episode 302: FS 290: Sunsetting Products and Services
Panel: Reuven Lerner Jonathan Stark In this episode of the Freelancers’ Show, the panelists discuss sunsetting products and services and when to pull the trigger when they aren’t working. They talk about not putting too much time into a product or service that isn’t taking off, having a positive or negative ROI, opportunity cost, and many other topics. This is a great episode for freelancers who are struggling with the question of whether or not to retire certain products or services in their own business. In particular, we dive pretty deep on: When to pull the plug Why a product or service wouldn’t be working Killed off Daily Tech Video The importance of not waiting too long to pull the plug Hard to make a public commitment and then give it up If you’re doing something and you’re not making money, it’s a hobby not a business Is your ROI positive or negative? Opportunity cost Have clear goals and objectives for products and services Sunset if they aren’t selling well Getting rid of Road Mapping Finding a better way to produce these products and services Experimentation is key Will it make money that is fast enough for your business? Is it worth your time and effort? Mandarin Weekly And much, much more! Links: Daily Tech Video Mandarin Weekly Picks: Jonathan Value Pricing Bootcamp The Dip by Seth Godin Reuven Counterpart
Episode 301: FS 289: Freelancing Foibles
Panel: Reuven Lerner Kai Davis In this episode of the Freelancers’ Show, the panelists discuss common mistakes that they have made in their freelancing and consulting history to help you learn from their mistakes. They talk about mistakes when it comes to raising rates, hiring employees, having a home office or not, and much more and how you can avoid them in the future. They also stress the fact that communication is key when it comes to keeping a health client relationship. In particular, we dive pretty deep on: Common foibles When raising rates, make sure to give your clients some advanced notice Want to make sure you don’t ruin your relationship with your client Put yourself in the client’s shoes How to properly raise your rates Communication is key Don’t get caught up in the illusion that you must hire other people to succeed Don’t discount your ability to sell yourself Only hire on an hourly basis not a full-time basis Don’t be afraid to fire people if you have to in order to survive as a business Hire people as sub-contractors Having an office outside of the house pros and cons Importance of having a separation of spaces in a home office The importance of following up with past clients to see if they have new needs Value-based follow-up Always start with a contract! You will be scammed by people in your career And much, much more! Picks: Reuven The Daily podcast Kai Apple Home Pod
Episode 300: FS 288: Scope Last
Panel: Reuven Lerner Jonathan Stark In this episode of the Freelancers’ Show, the panelists discuss pricing. They really emphasize the fact that you need to think about the scope last when making a sale. You should be focused on the desired future outcome and the intensity of the problem at hand before you think about the scope. They discuss this concept and give many other tips on things you should be thinking about and saying when pitching a project proposal to clients. In particular, we dive pretty deep on: What is scope? Coming at a project from a value basis Don’t think about the scope in a sales meeting Focus on the business goals at first What is going to make their business better? Why do they need your services? Get a picture of their long-term goals Asking these questions differentiates you Humanizing the conversation The importance of having the “why” conversation Always give three options in a project proposal Set prices and then define your scope Show them that what you are planning on doing will help them reach their goals If they succeed, you succeed How do you convince clients to work with you and pay you to help them? You have to be good at what you do Be comfortable speaking business language Let them know that you have their best interest at heart And much, much more! Picks: Reuven “How China Is Changing Your Internet” NY Times Video How To Set Up Alipay As a Foreigner by Sijia Chen Jonathan: Google Wifi Value Pricing Bootcamp
Episode 299: FS 287: The "Can You Train Us?" Call
Panel: Reuven Lerner In this episode of the Freelancers’ Show, the Reuven discusses what to do when people call you and ask you if you can train them. He talks about the steps you need to take when someone calls you as well as gives tips on how to be successful in it. This is a great episode for people looking to understand the process behind a successful training career. In particular, we dive pretty deep on: Consulting since 1995 Training for Python He loves teaching people How to get training clients Easy to become known as an authority for training Once your known, people will remember you They want to find out about you and you want to find out about them Find out what they’re interested in learning first What are their background and experience level? You want to have a menu of options for people Less content and more exercises What versions of software are they using? Semi-negotiation over content Show them you care and you are listening to them Half days for training or horrible Scheduling problems How to schedule And much, much more! Picks: Reuven Trainer Weekly The Tic
Episode 298: FS 286: Overcoming Experience Objections
Panel: Kai Davis Reuven Lerner Philip Morgan In this episode of the Freelancers’ Show, the panelists discuss overcoming objections that your clients might have regarding your experience. They have found that if you have good rapport with your clients, they are more likely to ask you to work on other concepts, even if it’s a little different than what you normally focus on. It’s important not to lean away from your normal too much so that you don’t overextend yourself and fail on what you promise to your clients. This episode is great for freelancer’s who want to hear about the thought process behind pushing the envelope when it comes to your experience with your clients. In particular, we dive pretty deep on: Client objections Proposing on new projects Positioning in your business More libraries Maturing markets Knowledge advantage Clients are willing to give you the benefit of the doubt if you have good rapport Helps to stick with what you know Leaning out analogy Balancing act Taking risks Feeling stuck and moving slowly The worst-case scenarios to taking risk (they aren’t that bad) The power of objections and critiques Dream Big Out-Bound and In-Bound channels Use the right career development or growth model for you and your business And much, much more! Picks: Philip Specializing With Little or No Relevant Proof 2Bobs Podcast Reuven Star Trek: Discovery The Mandarin Companion Kai The Antidote: Happiness for People Who Can't Stand Positive Thinking by Oliver Burkeman MARKUS Chair from IKEA