The Business of Authority (youtube feed)

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. Quotables “The difference between wri...

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...

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...

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...

How can you launch something new without messing with your existing positioning? How to identify your target market and create just enough of a description of the new offering to test it with them. Different ways to construct a “listening tour” for feedback and constructive criticism depending on your idea and your goal. Why you want to prepare a throughline—the compelling story that connects what...

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 deliver...

Why using perfect grammar in a sales pitch or conversation still won’t guarantee you the deal. How to use grammar and language to communicate and persuade vs. to impress (and the role of status games). Why simplicity makes it easier to get the result you want. The role of grammar in expressing your brand and setting client/audience expectations. Quotables “You could do a sales pitch or a sales int...

Getting 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...

Why book as business card is not the book that will still be relevant and valuable in 20-30 years. How to introduce your book content to ideal readers so they can help you use the right language, examples and stories. Using your book idea to build a tribe of support for your eventual launch. Positioning your book so it has a built-in base of readers—and is attractive to potential publishers. The b...

How 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 bei...