How to make a living while you’re making a difference. A weekly show for independent professionals who want to go from six-figures to seven while increasing their impact on the world.
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Ask Us Anything 2
How 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 with a posture of service and just help people. Turn strangers into friends and just genuinely care about helping—and do it as much as you can for free.”—JS“You build social capital with your audience, i.e. the people that you resonate with…it’s about figuring out who your people are and building social capital with those people.”—RM“The first thing you have to ask yourself is "am I going to be an artist or a business person?” because it will cause you to make different choices.”—JS“You’ve got the opportunity—because you really understand your audience and the struggles they go through—to render them a unique service.”—RMLinksHow To Make It In The New Music BusinessYour Music And PeopleKevin KellyGot a question for us?Do you have a question that you'd like us to answer on the show? We'd love to hear from you! Email a voice recording to Jonathan at asktboa@jonathanstark.com and we'll add it to the queue.
Making The Leap To Consulting
How to build a financial and emotional runway from your current job to freelancing.Using difficult or turbulent times to build a new business.Starting with a niche—and fine-tuning it after your first year of consulting.Getting clear on your best clients and the right conditions to deliver your best work.How to learn the two most important skill sets to run your consulting business (and neither one is your technical prowess). Quotables“The issue that people wrestle with here is risk mitigation…what can I do to decrease this perception of risk?”—JS “Everyone has a different risk tolerance for having money in the bank or not having money in the bank.”—RM “To get someone on a mailing list…there needs to be a value proposition.”—JS “Experimenting with a side hustle…gives you an opportunity to try out different audiences to see what space you play in best.”—RM LinksFlawless ConsultingThe Trusted Advisor E-Myth Revisited
Startup Parent with Sarah K Peck
The birth of Startup Pregnant (which led to Startup Parent) via a book proposal that led to a podcast that led to a business.Turning a podcast into a money-making endeavor on your terms (hint: pitching people you know with a compelling story).The power of connecting one-to-one vs. one-to-many—and how to build it into your routine without interrupting your flow.The deep need for community among parents as the nature of work changes, society and parenting norms evolve and the pandemic creates new pressure on mothers especially.Getting paid to do research as a way to fund your mission.Quotables“The lessons we learn from parenting are so powerful and presence-inducing. It’s very humbling to realize that maybe you don’t have control.”—SKP “Friday is my marketing day. I have a project called Friday marketing, and one of my tasks is texting 20 people—because we just want to catch up…it’s really fun and all it takes is a tiny bit of instigation.”—SKP “Underneath it all, connection is one on one. So it doesn’t matter what platform you’re using. If you’re on Facebook, if you’re sending a message to one person, if you’re doing a common thread that’s kind and generous with one person, that’s connection. Everything else is consumption.”—SKP “We don’t have to do things the way they’ve always been done. We can create the future we want to see.”—SKP “Everyone thinks that information or a strategy or a process or a template is the thing they’re selling, but the true value for almost every program they’re selling is the connection.”—SKP “If you can’t do a big project, do a small project. Do what you can with the time you have.”—SKP LinksStartup Parent Sarah K. Peck
Is It Time To Start Pitching Media?
The signs you’re ready to start pitching to media.Identifying the right media for you today—bloggers and podcasters, niche media and name brand digital and print outlets.How to think of and treat journalists to capture their attention and get your message heard.The role of media attention in building your authority and your business (hint: it is often NOT a straight line).Deciding which success criteria matter most and how to use them to guide your decisions and attention. Quotables“One sign that you know you’ve got something is where you have a hook to a really hot story. There are times—and 2020 is one of them—where there are only two or three really hot stories.”—RM“You need to be measuring something—even if it’s intangible…know WHY you’re doing it (pitching media) or you’ll feel like you’re shouting into the void.”—JS“When it comes to authority…we want our name associated with our ideas, and that means media.”—RM“The “trick” is to look at media as a potential long-term relationship and you just start helping—you develop a posture of service.”—JS“Sometimes you have a favorite publication and you realize they don’t cover your topic at all or they do it in a way you think is insufficient. Pitch them!” —RM“If my strategy is to get a monthly column in a big publication then I’ll pick different outlets to reach out to than if my success metric was to increase the number of my email subscribers.”—JS
Ask Us Anything
What 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 strategies to get customers on the phone and ask them questions that will help you get insight into the problems they’re experiencing so you can better position and market yourself?What are your thoughts on vertical vs. horizontal positioning and what sort of marketing would you do with either one of them?Quotables“For a recurring model, I like to go with an advisory retainer where you’re not doing execution, but making yourself available at the drop of a hat to answer questions.”—JS“You want to make sure that you’re not giving away so much that you can’t stay with the mission.”—RM“Help people you like get what they want. I’m not a fan of chasing opportunity. I like opportunity to come to me.”—JS“Who do you want to help succeed, who do you want to transform…and what’s that particular transformation that you make in a way no one else does. There’s your power.”—RMLinksEmail RochelleEmail JonathanThe Introduction GameCeleste Headlee TEDx 10 Ways To Have A Better ConversationGot a question for us?Do you have a question that you'd like us to answer on the show? We'd love to hear from you! Email a voice recording to Jonathan at asktboa@jonathanstark.com and we'll add it to the queue.
Writing Proposals
When it makes sense to write a proposal and when to take a pass.The role of the sales interview in writing your proposal.How to capture the essence of the outcomes you’ll deliver in non-jargon (and avoid weasel words).Enticing your clients to actually read your proposal and learning to anchor high with the value you’re delivering.Adopting the posture of an expert and carrying it through in your proposal.Quotables“If you do a good job in the sales interview the proposal writes itself.”—JS“Every human being wants to be heard. So when you read a proposal and you go “Oh my God, they get it”…it’s huge.”—RM“Imagine that your contact is going to take your proposal and show it to their spouse or their CFO or their Board…it needs to be thoroughly 100% clear to a 10 year old.”—JS“Clients will tell you a low (budget) number and a newbie tries to hit that number. That’s the mistake.”—RM“Budget doesn’t matter…it’s is a made-up number that they (the client) based on a self diagnosis.”—JS“Consulting: you’re not an employee, they (the client) are not directing you. You are leading them to the promised land.”—RM
Heck Yeah Headlines
This 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 what to say when you don’t know who you’re talking to.”—JS“It’s not about you. The client is the hero.”—RM“One attention grabbing headline can make all the difference.”—RM“Lots of people misuse Simon Sinek’s ‘Start With Why’ concept.”—JS“If you can articulate your client’s problem better than they can, they’ll assume you have the solution.”—JS“I know when people reach the right level of specificity because the words start flowing.”—JS“I’ve almost never encountered someone who was too niched down.”—JS“Before you give up on the niche, revisit your messaging.”—RM“There’s no way around it. You need to have conversations with your ideal buyers and REALLY listen to what they say.”—JS“To grow your business, listen to your ideal buyers and then speak their language.”—RMRelated linksSimon SinekAmy HoyPhilip MorganLaura ElizabethWe want you to be a part of our 150th episode!We’re planning a special episode for #150 and you can have a chance to participate! Just record your question and send it to me at jstark@jonathanstark.com and if it’s chosen, we will play your question and answer it on the show.Yours,—J
Leading vs Exploring
We'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 be (for now).Making choices to give you quick wins while still playing the long game.Quotables“Exploring is about welcoming synchronicity, coincidence, luck and connection.”—JS “You might have phases where you explore…maybe your business model isn’t working so you decide to pivot and you open yourself up to ‘what other things could I do?’” —RM “You don’t have to have the map—you can make the map as you’re going. ”—JS “We naturally gravitate to different points on the spectrum. Even if right now you’re in an explore phase, that doesn’t mean that’s where you’re going to stay.” —RM
Defining Scope
What 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 different price points.” —RM “It’s super important to scope last and not go into the sales meeting assuming that you need to find a way to convince the client to pay you to do your thing.”—JS “We can all find a way to strip off the things that we really love and focus on just selling those.”—RM
Signs Your Message Isn't Working
Note: 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 shadow of a competitor. Hint: perception isn’t always reality.Dealing with a true revenue plateau—including how to decide which signs and metrics to pay attention to.What to do if your ideal prospects just don’t get what you’re selling or when they’re comparing you to the wrong options.Quotables“If you’re going on other podcasts or you’re doing livestreams with someone else and it’s just not moving the needle, then you have to start asking yourself: maybe my message needs to be refreshed or changed.”—JS “When you’re out of content ideas, you’ve to fill the well. And that isn’t fingers poised over your keyboard…you have to go do something else.” —RM“We all have our idols—the people we look up to. But that doesn’t mean our businesses and how we take our messages to market should look the same.”—RM“The way out of (prospects not getting it) is all about conversations—optimizing for conversations. Having as many conversations—virtual or otherwise—to see if people’s eyebrows go up or down.” —JS
Seeing Differently with Kristin Smedley
Note: 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 to find the tools, resources and role models to create extraordinary outcomes, even when the deck is stacked against you.Using serendipity to push your agenda forward (and the plus side of a coffee addiction).The benefits of getting engaged in your various communities across geographies.Quotables“It’s never a full 180 (pivot)—there are always whispers, signs, intuition leading up to that. ”—KS “I’m fueled by being in service to the world. So that’s what I do when I’m in one of those pits.”—KS“I was going to take those boys by the hands and guide them to the greatness that I knew they were destined for.”—KS “I learned to develop relationships—not just asking for, but giving first.”—KS Related LinksWebsiteThe BookTwitterInstagramFacebook
Knowing When To Innovate
How 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 better—where could I improve this?”—RM“How does this create a new opportunity for my people that I could broadcast or share with them or some insight on what this makes possible for them?” —JS “It’s understanding what your value is and finding the market that will pay you for that.”—RM
Breaking Into A New Specialty
How to know when you’re ripe for starting a new specialty.Overcoming the challenges of changing your identity—how you see yourself in your business.Questions to ask yourself for clues to defining a new specialty direction.Recognizing when clients are actually pointing the way to a new specialty.How to tell a connected story to your buyers as you enter a new specialty.Quotables“The people that make the transition successfully are the ones that don’t get too attached to their role.”—RM “The first trick is being open to the identity shift.”—JS “The second hard thing is just recognizing the opportunity—even if you’re looking for it, it can be hard to identify.” —JS “The key is to connect the new thing that you’re doing to the old thing you did—in your mind and most importantly your buyer’s mind.”—RM
The 80/20 Rule
How to get clear right now on your 20%. Decreasing the friction (time, process, money) of any actions that don’t fall into your critical 20%.A handful of ideas to leverage your time on activities that will deliver 80% of your results.Identifying the actions that are not fun, not easy and don’t contribute to your 80%—so you can stop doing them (or hand them off).Why freeing up headspace to focus on your 20% can make you not only more productive, but happier.Quotables“It’s clear to me that writing is the thing.”—JS “When we’re talking about building authority, it’s pretty hard to do it without writing.”—RM “For me, webinars are the thing that has been super productive…it’s fun, it’s easy, people love ‘em and they end up on my mailing list”—JS “Social media is a distribution system for your content. It’s a way to get a broader distribution of your content and entice people to sign up for your list.”—RM
Engaging A Community
The value of starting small, including carefully curating the initial members you invite to your community.Growing your tribe organically by tapping into existing members and setting a consistent tone.How building an engaged community can build your authority quickly.How to position yourself (and your ideas) inside a community to increase your chances of being successful.How to think about the time you spend building community (hint: we’re talking business development).Where you’ll get your value as a member or community creator and why fostering more connections is good for everyone.Quotables“Growing a community…is not tons of work. It’s just a little bit of gardening-type work where you go out and weed the garden, water it a little bit and come back every day.”—JS “A community can be a warming plate—how you keep your people in motion or warming up until they’re ready to work with you.”—RM “If you’re looking for community and can’t find it, maybe you need to start it.”—JS “Part of building or engaging in a community is finding your people.”—RM