The Business of Authority

How the emotions they’re experiencing impact how they perceive you and the choices you’re offering. Why you can charge more (and sell faster) when you’re referred by someone your buyer trusts. Why your buyer compares your price to something totally different (a car, a trip, a fill-in-the-blank). How your buyer thinks about the increments between your price tags (and how to apply that to your prici...

The 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 th...

Shifting your mindset from “I must be a guru” to “I want to contribute to the conversation”. Battling imposter syndrome and perfectionism by thinking about expertise from your prospective clients’ point of view. Adopting the consulting mindset of “I’m here to help” vs. “I’m awesome at this”. How to speak up and contribute to your ideal audience long before you feel like an expert or an authority....

How 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...

Three ways to scale your business with employees (and when it makes sense for them to be contractors instead). How to think about and map your monetization strategy when you have employees—and why cash flow is queen. What to do instead when you think it’s time to hire your first salesperson.  The four steps to create personal leverage in your core business—with or without employees. Why your busin...

How 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). RESOURCES Rochell...

How the retainer execution model rewards a clients for life strategy, but can keep you on the gilded hamster wheel. The required mindset shift as you move away from strictly execution to higher value consulting. How to think about dandelion projects where you stay in touch with client team members as they scatter to new companies (and which business models can easily leverage this). The altitude s...

How 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 licensin...

Why this is the wrong question to decide whether to enter the authority space—and what to ask instead. How your risk tolerance—and financial runway—impact your likelihood of achieving success in the short-term. Why an emotional connection to the revolution you’re leading gives you an authority advantage. How skills, timing and preparation (such as building an email list and/or a side hustle) will...

How 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. LINKS Rochelle |  Email List  |  Solo...

Why the word is both insidious and judgmental—and how it can easily become manipulative.  What happens—especially to go-to, high visibility authorities—with those who consistently use ‘should’ in their client interactions (and what to say instead). How to use your point of view as an alternative to ‘should’ conversations or directives. Dealing with the most common ‘shoulds’ you’re likely to hear a...

What 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 min...

When doing more isn’t the right move—and how it can actually prove counter-productive. How to apply 20% thinking to your business growth moves. Using consistency in making outbound development calls (to prospects, media and your Authority Circle) to avoid the desperation zone. Becoming aware of where you’re getting your dopamine hits—and managing them. Why strategy trumps all (and what to do if yo...

Why 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 confl...

Rethinking any outmoded belief systems we carry over from our jobs—for example that the “boss” is always right. Where we owe our obligation and allegiance when it comes to dealing with client requests and direction changes. Why collaborative relationships reinforce the value of your expertise and contribute to outcomes that stick. How you can determine—as early as a sales conversation—whether your...

The 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 ens...

Why it’s always a good idea to keep evaluating your client base and your product/service ladder—and what to consider now. How to think about economy-fueled pivots to ensure you don’t make fear-based moves. Managing your mindset (and your nerves) through economic change—and why staying closely connected to clients helps all of you. One hidden opportunity to grow your authority (and potentially your...

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...

The difference between getting critiqued by your email list, social media types and your intimates. How to think about criticism from your circle and use it to benefit the revolution you’re leading. When to unplug or take steps to protect your mental health. Deciding whether your critics are coming for you (to be helpful) or at you (to tear you down a peg). When receiving criticism can be a form o...

Just 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 tea...

Why the intersection of idle time, an outlet and a deadline is exactly what you need to build content for your expertise business (and authority for you). The importance of mindset and how to keep yours working FOR you as you go about growing your business. Giving yourself some guardrails to develop great content efficiently—without putting a damper on your creativity. How to get out of your own w...

The 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....

When you’re working like a dog (earning maybe $100-$250K billing hourly on a site like Upwork or from an agency or two) without real positioning—and you’re ready for a more livable alternative. When you’ve just left corporate life and are first hanging out your shingle as a freelancer or consultant. When you’re so new at your craft that you’re actually not that good yet. And even where we could ma...

Why 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. LINKS Rochelle |  Email List  | ...

Addressing the chicken/egg nature of developing an idea for your course with targeting the ideal audience for it. Why building cohorts will improve the effectiveness of your course (and your future sales). How to build your course materials with reasonable deadlines that match your comfort level with teaching the topic. Why we hate launch hype and what to do instead. Quotables “The majority of the...