E105 How a PhD Scientist Built a Fully Booked Consulting Practice Without a Sales Strategy

E110 How Crystal Harrison Scaled Beyond Her Bookkeeping Business

Most self-employed consultants ignore their bookkeeping until April 1st hits, then panic. Crystal Harrison built SnapTax specifically to solve this problem and in the process, she's sharing what it takes to go from a referral-based bookkeeping business to launching a software product that consultants actually use. In This Episode AJ Riedel talks with Crystal Harrison, founder and CEO of SnapTax, a financial management and quarterly tax planning tool built for solo entrepreneurs, independent contractors, and consultants. After 20 years as a bookkeeper, Crystal saw the same problem repeatedly: her clients needed a tool that was simple, intuitive, and designed specifically for people with inconsistent income, not accounting software built for companies with payroll and inventory. Why You Should Listen to This Episode: If you're a self-employed consultant, you're juggling two competing challenges: building your business and managing your finances. This episode is packed with real strategies for both. You'll learn how to prioritize revenue-generating activities when you're building something new, how to separate "activities that feel productive" from activities that actually move the needle, and how to stay visible in an AI-driven marketplace while still nurturing leads into customers. Crystal also shares the exact mistakes she made launching SnapTax—and how understanding your real customer pain points is more valuable than any amount of engineering skill. This is a masterclass in building something people actually want. What You'll Learn in This Episode: ● Why Consistency Beats Perfection in Your Back Office: The difference between having a system and actually using it. Crystal explains why even the best tool fails if you're not committed to showing up regularly—and how 10 minutes a month can eliminate April tax panic. ● The Two-Pronged Marketing Strategy Every SaaS Founder (and Consultant) Needs: Customer acquisition on one side, AI visibility and authority building on the other. These require completely different strategies, and you can't ignore either one. ● How to Spot Real Customer Problems Versus Imaginary Ones: Crystal thought she needed to build extensive training videos. Her customers needed 30 minutes of personal attention. The lesson applies to your consulting practice. ● Why Google Ads Work (When Other Channels Don't): The specific setup mistakes that kill ad performance, and why AI optimization in Google Ads has changed the game for low-dollar products and services. ● Revenue-Generating Activities vs. Foundation-Building Work: Not everything that feels productive is revenue-generating. Crystal spends 30 minutes daily on Reddit answering questions with no mention of SnapTax—and it's foundational to her long-term success. ● What Independent Consultants' Finances Reveal About How They're Running Their Businesses: The patterns Crystal sees in her clients' financial chaos tell a bigger story about their overall business systems. Listen to These Key Moments. Connect with Crystal: https://www.linkedin.com/in/snaptax/ This assessment is right for you if you're making less than $100K, know you should be at $150K or more, and want to stop guessing about why you aren't getting new clients consistently. This isn't a sales call. You'll get a straight diagnosis of where your system stands and what needs to happen next.

E109 The 15% Rule: How to Stop Educating Strangers and Start Attracting Clients Who Are Ready to Buy

In this episode, host AJ Riedel talks to Sue Begent, Founder of Sue Begent LLC. Sue is a messaging and positioning specialist for solopreneurs who came out of 20 years in pharmaceutical marketing, where she was responsible for global launches of billion-dollar drugs, and now applies that same depth of strategy to consultants and coaches who are tired of sounding like everyone else online.   Why You Should Listen to This Episode: If you're a self-employed consultant making less than $100K and you're stuck wondering why your work doesn't translate into clients, this episode hands you the answer most coaches won't say out loud: you are marketing to the wrong people. Sue introduces the "diamond buyer" idea, the 15 to 20% subgroup of your ideal client who is already aware of their problem and actively looking to invest in a solution. Stop trying to convince strangers they have a problem. Start writing for the ones whose first question is "will this work for me?" instead of "how much does it cost?" You'll walk away with a clear way to look at your LinkedIn profile, your website, and your weekly content, and see exactly where it's leaking clients.   What You'll Learn in This Episode: •        The Diamond Buyer Concept — Sue defines the small subgroup of your ideal client who is ready to invest right now, and explains why marketing to anyone broader is a slow, expensive uphill climb. •        The 3-to-5-Second Rule — Why your LinkedIn profile reading like a corporate resume is repelling the exact buyers you want, and what to put in the first three lines instead. •        Positioning Through Contrast — Why narrowing in on "women solopreneurs" or "executives in transition" is no longer specific enough — and the contrast move that made one ADHD coach’s pipeline fill up. •        The Five Beliefs Framework — How to stop staring at a blank cursor every Monday by writing to the five core beliefs your ideal client must hold before they’ll hire you. •        Reaching Back to Where You Used to Be — Why the experience you walked away from is often the exact thing that makes you the right consultant for someone earlier in the same journey. •        The AI Sameness Problem — Why sounding like everyone else online is now a real revenue problem, and how to use AI without losing your voice. About Sue Begent: Sue Begent is the founder of Sue Begent LLC and a messaging and positioning specialist for solopreneurs, consultants, and coaches. She spent close to 20 years in global pharmaceutical marketing — including positioning and messaging at the global launch level for what are now billion-dollar drugs — before starting her own practice 10 years ago. Sue created the Diamond Buyer concept and the broader Diamond System (Diamond Buyer, Unique Ground, Powerful Position, Buyer's Beliefs) to help solopreneurs translate their expertise into messaging that actually attracts ready-to-buy clients in a noisy, AI-saturated marketplace.   Connect with Sue on LinkedIn: https://www.linkedin.com/in/sue-begent/ Most consultants don't have a client attraction system. Do you? You've got expertise. The question isn't whether you can do the work—it's whether you have a system that consistently brings clients to you. Book a free Client Attraction System Assessment with AJ. On the call, you'll get clarity on: ● Whether you have an actual system for attracting clients or if you're still relying on hope, referrals, and networking ● Which part of your process is broken: how you're finding prospects, how you're staying top-of-mind, or how you're converting them into clients ● The one change that would shift you from reacting to the market to leading it. This assessment is right for you if you're making less than $100K, know you should be at $150K or more, and want to stop guessing about why you aren't getting new clients consistently. This isn't a sales call. You'll get a straight diagnosis of where your system stands and what needs to happen next.

E108 Summits as a Lead Generation Machine | Bill Boone

Most self-employed consultants rely on the same tired lead generation tactics but the consultants who break through to six figures use a strategy that most of their peers have never considered. In this episode, host AJ Riedel talks to Bill Boone, Owner of B Squared Marketing LLC and Chief Curator of Best Online Businesses. Bill is a subject matter expert on designing and running virtual summits a powerful but underutilized lead generation and authority-building tool for self-employed consultants. Why You Should Listen to This Episode If you've hit a ceiling on your consulting income or you're tired of the unpredictability of feast-or-famine revenue cycles, this episode will show you why summits are one of the most effective ways to build authority, generate qualified leads, and create a predictable path to six-figure consulting fees. You'll learn how to run a summit without needing a massive existing audience, how to position yourself as an expert, and how to fill your pipeline with ideal clients, without relying on networking, cold outreach, or hope. What You'll Learn in This Episode • Why Summits Are a Lead Generation Game-Changer for Consultants. Most self-employed consultants overlook summits entirely, but they're one of the most effective ways to generate qualified leads, build your email list, and position yourself as an authority in your niche without starting from zero. • How to Run a Summit When You Don't Have a Huge Existing Audience. You don't need 10,000 subscribers to run a profitable summit. Bill shares the mechanics of how to structure a summit and what makes it work regardless of your current reach. • The Role of Your Ideal Client Avatar in Summit Success. Knowing exactly who you're trying to reach and why they need what you offer is the foundation of a summit that actually generates business. Learn how to get specific about your ideal client so your summit attracts the right people. • How Summits Build Authority and Credibility Faster Than Other Strategies. When you curate other experts and create a valuable experience for your audience, you position yourself as a leader in your space. This translates directly to higher fees and more selective client relationships. • The Direct Connection Between Summits and Revenue. Bill breaks down exactly how summits convert to paying clients and why they're one of the fastest ways to move from inconsistent income to predictable, multi- six-figure revenue. • How to Find Your "One Thing" as a Consultant. The real leverage in consulting comes from deep specialization. Discover why narrowing your focus actually multiplies your income and makes you happier in your work. About Bill Boone Bill Boone is the Owner of B Squared Marketing LLC and Chief Curator of Best Online Businesses. With over 20 years of experience in marketing, sales, and business development both in corporate roles at IBM and Oracle and as a self-employed consultant Bill has helped hundreds of entrepreneurs and consultants use virtual summits to generate leads, build authority, and create predictable revenue. Bill holds an MBA from UCLA and is passionate about helping self-employed consultants break through income plateaus by finding their unique expertise and marketing it effectively. Connect with Bill Boone on LinkedIn: https://www.linkedin.com/in/billboone/ Most consultants don't have a client attraction system. Do you? You've got expertise. The question isn't whether you can do the work—it's whether you have a system that consistently brings clients to you. Book a free Client Attraction System Assessment with AJ. On the call, you'll get clarity on: ● Whether you have an actual system for attracting clients or if you're still relying on hope, referrals, and networking ● Which part of your process is broken: how you're finding prospects, how you're staying top-of-mind, or how you're converting them into clients ● The one change that would shift you from reacting to the market to leading it. This assessment is right for you if you're making less than $100K, know you should be at $150K or more, and want to stop guessing about why you aren't getting new clients consistently. This isn't a sales call. You'll get a straight diagnosis of where your system stands and what needs to happen next.

E107 Lessons for Independent Consultants: Why Expertise Alone Won’t Grow Your Consulting Business

In this episode, host AJ Riedel talks to Jonathan Spector, Founder of Converge Strategic Partners. Jonathan brings decades of experience in consulting and business development across federal, state, local, and private-sector clients including time leading practices inside a large global firm before going independent. Why You Should Listen to This Episode If you've ever told yourself that your network will eventually deliver clients, this episode is the wake-up call. Jonathan is candid about something most self-employed consultants quietly believe but rarely say out loud, that being good at the work is supposed to be enough, and that a strong network should equal a full pipeline. He shares why those assumptions break down once you're independent, what he's learning about the difference between accepting work and building a practice, and how he's finding ways to get in front of senior leaders without doing the LinkedIn marketing dance. If you're under $100K and wondering why your relationships aren't translating into consistent revenue, you'll see yourself in this conversation — and you'll walk away with a clearer picture of what actually has to change. What You'll Learn in This Episode: • Why a Network Is Not a Pipeline: Jonathan explains the moment he realized a deep network of relationships does not automatically generate qualified conversations, and why this single distinction sits at the root of most consultants' inconsistent income. • The Trap of "If I'm Good, the Work Will Come": Why being strong at delivery is not the same skill as building a consulting business — and how blurring the two keeps consultants stuck for years. • Are You Building a Practice or Just Accepting Work? The question every self-employed consultant needs to answer honestly, and what changes when you stop being opportunistic and start being intentional. • Business Development From a Company vs. On Your Own: Why landing work as an executive at a firm is a completely different game than landing work as an independent, and the infrastructure most consultants underestimate. • Speaking, Webinars, and Workshops as a Pipeline Strategy: Jonathan shares how he uses conferences, executive breakfast clubs, and webinars to get in front of qualified leaders without cold outreach or daily LinkedIn posting. • Focus vs. Fear of Missing Out: "You can do anything, but you can't do everything." Why narrowing your focus feels like closing doors, and why it's actually how you open the right ones. Connect with Jonathan: https://www.linkedin.com/in/jospector/ Work with AJ: Is your revenue reflecting your expertise? Probably not, and here's how to find out why. Book a free Revenue Diagnosis Call with AJ. On the call, you'll find out: • Whether you have a lead generation problem, a nurturing problem, or a conversion problem, and which one is costing you the most revenue right now • Why your current approach keeps your income from reflecting your expertise no matter how hard you work • What has to change to reach multi-six figures with predictable monthly income and high-paying clients This call is right for you if you're making less than $100K and know you should be at $150K or more, and you want a straight answer, not more trial and error. This isn't a coaching session. It's a diagnosis. Book Your Call Listen if you want to: ✔ Start your own consulting business ✔ Transition from corporate to self-employment ✔ Improve your networking and outreach strategy ✔ Build confidence in your personal brand #ConsultingBusiness #Entrepreneurship #Freelancing #CareerGrowth #LinkedInTips #SelfEmployment #Podcast #ThrivingThrough

E106 Thriving Through Leadership, Personal Growth, Branding, and Purpose-Driven Business Building

In this episode of the Thriving Through podcast, Frank Clark shares his journey from corporate America to entrepreneurship, emphasizing the importance of thriving through growth and consistent improvement. He discusses his transition to self-employment, the marketing strategies he employs to build his business, and his vision for scaling Encore Leadership Advisors. Frank also highlights the significance of public speaking in branding, the challenges of managing multiple ventures, and offers valuable advice for candidates navigating today's job market. Takeaways Thriving is about consistent improvement and growth. Frank's corporate background laid a strong foundation for his business. The leap to entrepreneurship was driven by a desire for independence. Marketing and sales are crucial for business development. Building a strong team is essential for scaling a business. Public speaking enhances brand visibility and credibility. Time management is key when juggling multiple ventures. A daily routine of gratitude and exercise fuels success. Embracing technology is vital for career advancement. Encore Leadership Advisors focuses on providing talent solutions. Connect with Frank: https://www.linkedin.com/in/frank-m-1bbb092b/ Work with AJ: Is your revenue reflecting your expertise? Probably not, and here's how to find out why. Book a free Revenue Diagnosis Call with AJ. On the call, you'll find out: • Whether you have a lead generation problem, a nurturing problem, or a conversion problem, and which one is costing you the most revenue right now • Why your current approach keeps your income from reflecting your expertise no matter how hard you work • What has to change to reach multi-six figures with predictable monthly income and high-paying clients This call is right for you if you're making less than $100K and know you should be at $150K or more, and you want a straight answer, not more trial and error. This isn't a coaching session. It's a diagnosis. Book Your Call Listen if you want to: ✔ Start your own consulting business ✔ Transition from corporate to self-employment ✔ Improve your networking and outreach strategy ✔ Build confidence in your personal brand #ConsultingBusiness #Entrepreneurship #Freelancing #CareerGrowth #LinkedInTips #SelfEmployment #Podcast #ThrivingThrough