Podcast appearances and mentions of Jonathan Stark

Craig Hewitt, founder of Castos, joined me on Ditching Hourly to discuss the current state and potential future of podcasting as a medium for building trust with your audience.AI SummaryIn this episode of Ditching Hourly, Jonathan Stark speaks with Craig Hewitt, founder of Castos, about the evolving landscape of podcasting. They discuss the shifting definitions and formats of podcasts, the importance of different content strategies, including private and hybrid podcasting, and the impact of new technologies like AI. Craig also shares insights on leveraging platforms such as YouTube and podcasting for trust-building and discovery, what makes podcasts unique in the AI era, and tips for solo business owners looking to optimize their content. The conversation is packed with actionable advice on how to effectively use podcasting to build authority and nurture audiences.Chapters(00:00) - Introduction and Guest Welcome (01:14) - The Evolution of Podcasting (02:24) - Private and Hybrid Podcasting Explained (03:27) - The Role of Video in Podcasting (05:21) - Discovery and Monetization Strategies (06:44) - Business Models for Podcasters (09:34) - Content Strategy and Audience Engagement (16:14) - The Future of Podcasting and Platforms (29:09) - Content Strategy and Funnel Optimization (30:36) - The Power of Long-Form Audio (31:46) - Podcasting for Authority Building (34:24) - YouTube as a Discovery Platform (34:48) - Shorts, Segments, and Long-Form Content (51:18) - The Role of AI in Content Creation (55:44) - Private and Hybrid Podcasting (59:12) - Conclusion and Future of Podcasting Craig's LinksCastos » https://castos.com/Craig's Website » https://craighewitt.com/Craig's YouTube » https://www.youtube.com/@thecraighewittCraig's LinkedIn » https://www.linkedin.com/in/craig-hewitt-78386a66/ The next time someone asks you for your hourly rate, I want you to stop what you're doing and head on over to valuepricingbootcamp.com to sign up for my free value pricing email course.Hope to see you there!

Jason Lengstorf, founder of Code TV, joined me on Ditching Hourly to share how he is successfully navigating the transformation of the video production business. Jason's Links: https://jason.energy/https://codetv.dev/AI Summary:In this episode of Ditching Hourly, Jonathan Stark is joined by Jason Lengstorf, founder of Code TV, to explore the current landscape of the video production industry, especially within the tech sector. Jason shares insights into his career journey from being a web engineer to running a successful video production business for tech companies. The discussion delves into industry transitions, the significance of genuine community engagement, the crucial role of video in marketing campaigns, and strategies for delivering measurable ROI. Jason also offers practical advice for video production professionals on pricing their services, specializing in niches, and maintaining consistency to build a strong client base.Chapters:(00:00) - Introduction and Guest Welcome (00:50) - Jason Langsdorf's Background (01:29) - The State of the Video Production Industry (03:34) - Strategic Video Production (10:20) - Top of Funnel Growth Strategies (17:08) - Jason's Approach to Video Production (24:29) - Specialization and Niche Market (29:26) - Measuring Campaign Effectiveness (30:19) - The Importance of Patience and Follow-Through (30:55) - Qualitative Metrics and Social Listening (31:18) - The Value of Organic Mentions (31:56) - Case Study: Microsoft's Image Transformation (34:36) - Challenges in Sales Processes (40:16) - The Power of Consistency in Content Creation (43:41) - Outsourcing Video Production (45:31) - Finding Your Niche and Adding Value (53:57) - The Journey to Success (56:22) - Conclusion and Resources ----Have you ever thought about starting a podcast but gave up because it seemed too hard?I've got good news for you:If you can run a Zoom call, you can host a podcast.In my 5-Day Podcast Challenge, you will learn exactly what to do (and, more importantly, NOT do) to get your podcast off the ground in as little as five days.Stop thinking and start doing. You could be inviting guests to your new show in less than two weeks.ENROLL IN 5DPC NOW »I hope to see (and hear) you there!

Joe Devere created a world so malleable it has rarely seen an equal in fantasy. Today discover three brand new stories exploring genres that have never been explored before in the world of Lone Wolf and yet which feel right at home among its other epic tales. Newcomer to Lone Wolf, author Harley Truslove (they/them), shares The Forge of Shadows, set in the realm of Steam Punk and told from the perspective of a character many will know. Jonathan Stark (he/him) explores the realm of Psychological Horror with his gamebook, The Weeping Place, which adds a layer of fear to the world beyond anything you've yet experienced. And August Hahn (he/him) ventures into the vast reaches of space in Twilight's Edge, expanding our view of just how large this universe is. These are the Chronicles of Magnamund, a brand new project available this month from Holmgard Press!

Author/creator of Sales for Nice People, Martin Stellar, joined me on Ditching Hourly to talk about sticking to your guns in a sales meeting and how to build the confidence to do so. Martin's Links:https://martinstellar.com/https://www.linkedin.com/in/martinstellar/https://salesfornicepeople.com/academy ----Do you have questions about how to improve your business? Things like:Value pricing your work instead of billing for your time?Positioning yourself as the go-to person in your space?Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.To book your one-on-one coaching call, go to: https://jonathanstark.com/callI hope to see you there!

Yuval Yeret, founder of Yeret Agility and OG Agile expert, joined me on Ditching Hourly to discuss the current state of Agile as a platform, how it has evolved over the years, and what practitioners should consider when pivoting their careers as the platform matures.About YuvalYuval Yeret is a Product/Scaling/Agility Coach focused on helping product/tech leaders scale their organizations without slowing down, improving outcomes by leveraging flow, agility, and product orientation. (while avoiding the dogma and process BS of Agile Theater). Yuval is a globally recognized expert on scaling w/ agility, a SAFe Fellow, a Professional Scrum Trainer, and a co-author of the Kanban Guide for Scrum Teams. These days Yuval is focused on helping organizations evolve from Feature Factories to Empowered Product Organizations, as well as helping deeper tech organizations develop a pragmatic agility strategy. Yuval shares his insights on scaling w/ agility at https://yuvalyeret.com/scaling-with-agility-newsletter/Chapters(00:00) - Introduction and Guest Welcome (00:17) - Yuval's Background and Journey into Agile (01:35) - Early Days of Agile (03:56) - Transition to Consulting and Coaching (07:21) - Agile's Evolution and Current State (09:46) - Challenges and Criticisms of Agile (17:30) - Future of Agile and Role Adaptation (22:18) - Advice for Agile Practitioners (30:22) - Reflecting on Agile Leadership (31:24) - Anecdote: Transition from FileMaker to Web Development (34:57) - The Future of Agile and Product Operating Models (39:20) - Adapting Skills for New Opportunities (41:48) - Navigating Organizational Change (44:47) - Strategies for Career Pivoting (48:01) - The Role of Scrum Masters in Modern Organizations (52:00) - Consulting and Value Proposition (57:55) - Closing Thoughts and Resources Notable Quotes"What happened over the years is... agile has become mainstream for most of corporate America, technology organizations and product companies. And this created the reality where the people that are, the organizations that are currently adopting agile are the late adopters.""[Late adopters] are slapping names like Scrum Master and Sprint and User Story and Daily Scrum... on the way that they've been doing things already. And it's like lipstick on a pig. It's not really creating any impact other than a bad name for Agile and a bad name for people in these roles.""The biggest issue with Agile... is the over-reliance on specific roles in organizations.""We will have a significantly smaller number of people that dedicate their career to something like agile, whatever it's called. You will need to specialize. You will need to start to think like consultants need to start to think and build your content solar system."Yuval's Links and Other ResourcesYuval's article on "The Future of Agile Roles and Agility"Yuval's private podcast on navigating the landscape of Agile theater, feature factories, and product operating models"Crossing the Chasm" by Geoffrey Moore (book on technology adoption)Netflix culture book (featuring the "Netflix question")The career mini-course that Jonathan mentioned: Unblock Your Career by Shachar Meir ----Do you have questions about how to improve your business? Things like:Value pricing your work instead of billing for your time?Positioning yourself as the go-to person in your space?Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.To book your one-on-one coaching call, go to: https://jonathanstark.com/callI hope to see you there!

Ever feel like you're stuck on the hourly billing hamster wheel, working harder but not making more money? I've been there. That's why I invited pricing expert Jonathan Stark to the podcast – a man on a mission to rid the world of hourly billing (and for good reason). Jonathan breaks down why trading time for dollars is a losing game that not only caps your earning potential but actually damages client relationships. If you're ready to stop being a slave to the clock and start getting paid for the actual value you deliver, this episode is packed with practical strategies to make that shift. Trust me, your future self (and bank account) will thank you. https://www.theagentsofchange.com/575 Check out Izzy's Meta Ads webinar here: https://www.takeflyte.com/flyte-school/on-demand-training/cooking-up-successful-meta-ads-with-limited-ingredients.

Are you tired of the billable hour grind? Do you feel like it's creating a constant conflict of interest between you and your clients? I'm thrilled to have Jonathan Stark back on the show to dive deep into alternatives to hourly billing.Jonathan is a former software developer turned consultant who has been on a mission to rid the world of hourly billing since 2006. He's the author of Hourly Billing Is Nuts and has helped countless professionals in various industries break free from the time-based pricing model. In this episode, we explore alternative pricing strategies, from fixed fees and productized services to value-based pricing and fractional engagements. If you're ready to stop billing and start pricing, this is the episode for you.Get full show notes, transcript, and more information here: https://www.agileattorney.com/59

Ex-java developer and CoffeeSprout founder Barry van Someren joined me on Ditching Hourly to talk about the surprising alignment between “Ditcherville ethos” and the government of the Netherlands.LINKS MENTIONEDBarry's websiteBarry's LinkedInCalifornia Law AB 5AI SUMMARYIn this episode of Ditching Hourly, Jonathan Stark speaks with Barry Van Someren about his transition from hourly work to value-based services, the implications of new tax laws in the Netherlands for independent contractors, and the importance of having multiple clients. They discuss how these changes affect client relationships and the necessity of shifting to results-based contracts. Barry shares insights on navigating the complexities of government regulations and the benefits of diversifying client portfolios to ensure business resilience.SOUND BITES“I wanted to transition into something that was more predictable.”“It's just refreshing to see that kind of advice from the IRS.”“I kind of wanted to make myself less vulnerable to this law.”“The IRS and various countries are giving you that encouragement.”“If you stay at one place too long, you become stagnant.”“Hourly billing is bad.”TAKEAWAYSTransitioning from hourly work to value-based services can lead to more predictable income.New tax laws classify independent contractors more strictly, impacting their work.It's essential to define clear results in contracts rather than relying on hourly billing.Having multiple clients reduces vulnerability to market changes and legal issues.Government regulations can align with good business practices, encouraging consultants to diversify their client base.Freelancers should be aware of the risks associated with being classified as employees under new laws.Building a strong network is crucial for finding clients and maintaining a steady workflow.Consultants should focus on delivering results rather than just completing tasks.The importance of compliance with tax laws cannot be overstated for independent contractors.Hourly billing is often seen as a less favorable model for sustainable business growth. ----Do you have questions about how to improve your business? Things like:Value pricing your work instead of billing for your time?Positioning yourself as the go-to person in your space?Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.To book your one-on-one coaching call, go to: https://jonathanstark.com/callI hope to see you there!

The handsome and talented Louis Grenier joined me on Ditching Hourly to talk about the strategy behind writing, publishing, and launching his new book, Stand The F*ck Out. Links:Stand The F*ck OutBonuses for Ditching Hourly ListenersAI Summary:In this conversation, Jonathan Stark interviews Louis Grenier about his journey in marketing, the insights from his new book, and the strategies behind its launch. Louis discusses the importance of standing out in a crowded market, the principles of effective marketing, and the challenges he faced while writing and publishing his book. He shares his unique approach to launching the book, including innovative marketing strategies and the significance of personal branding. In this conversation, Louis Grenier discusses his unique approach to branding and product design, particularly in the context of his book launch. He shares insights on working with Lulu, the importance of prioritizing tasks during the launch, and the lessons learned from mistakes made along the way. The value of beta readers and the iterative feedback process in writing are emphasized, along with strategies for promoting and selling his book effectively. ----Do you have questions about how to improve your business? Things like:Value pricing your work instead of billing for your time?Positioning yourself as the go-to person in your space?Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.To book your one-on-one coaching call, go to: https://jonathanstark.com/callI hope to see you there!

The author of “Going 1099: How To Become Solo Federal Sub-Contractor”, Dale Davidson, joined me on Ditching Hourly to discuss the journey of becoming a solo federal subcontractor.(00:00) - Introduction and Guest Welcome (00:17) - Dale Davidson's Background (00:49) - Navigating Hourly Billing in Government Contracts (01:39) - Transitioning to 1099 Subcontracting (04:01) - Importance of Security Clearance (05:51) - Client Relationships and Consulting (07:06) - Understanding Government Contracting (16:01) - Becoming a Prime Contractor (33:52) - Hiring Employees and Scaling Up (35:41) - Recruiting and Retaining Talent (36:24) - Scaling Up: Employees and Income (37:17) - The Soloist's Dilemma (38:53) - Challenges of Growing a Business (41:17) - The Admin Burden (48:02) - The Hourly Trap (49:39) - Government Contracting Insights (53:12) - Personal Stories and Advice (58:32) - Finding Your Niche and Passion (01:09:15) - Promoting the Book and Final Thoughts DALE'S LINKSDale's BookDale's LinkedInAI SUMMARYIn this conversation, Jonathan Stark and Dale Davidson discuss the journey of becoming a solo federal subcontractor, focusing on the challenges and opportunities within government contracting. They explore the nuances of hourly billing, the importance of security clearance, and the significance of client relationships. Dale shares insights on transitioning from employee to 1099 contractor, the role of subcontracting, and the complexities of government contracts. The discussion also touches on the mental shift required when moving from a corporate environment to self-employment, the importance of setting boundaries, and the value of understanding market demand.TAKEAWAYSHourly billing is the norm in government subcontracting.Security clearance can significantly increase your value in government contracting.Building strong client relationships is crucial for success as a contractor.Transitioning from employee to 1099 contractor offers more freedom and control.Subcontracting is a common practice in government work and can provide opportunities.Understanding the different types of government contracts is essential for contractors.Fixed price contracts are rare but can be negotiated successfully.Finding opportunities in government contracts requires diligence and networking. ----Do you have questions about how to improve your business? Things like:Value pricing your work instead of billing for your time?Positioning yourself as the go-to person in your space?Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.To book your one-on-one coaching call, go to: https://jonathanstark.com/callI hope to see you there!

Andrew Croasdale, a former police officer turned consultant, joined me on Ditching Hourly to discuss his transition from policing to consulting.(00:00) - Introduction and Guest Welcome (00:18) - Andrew's Background in Policing (01:05) - Transition to Consulting (05:11) - First Steps in Business (06:06) - First Client Experience (09:37) - Challenges of Small Business Owners (17:38) - Defining Governance and Leadership (26:25) - Diagnostic Approach in Consulting (29:10) - Cross-Referencing in Police Work (29:32) - Challenges in Communicating Strategic Objectives (29:48) - Overcoming Ego for Improvement (30:09) - Psychological Differences in Large vs. Small Organizations (31:27) - Resistance to Change in Large Companies (35:11) - The Importance of Psychological Safety (36:15) - Choosing the Right Company Size to Work With (37:11) - Balancing Impact and Satisfaction (41:04) - Implementing Values in Solopreneurship (43:58) - Defining Mission and Values (51:22) - Final Thoughts and Contact Information Andrew's Links:- LinkedIn » https://www.linkedin.com/in/andrew-croasdale/- Website » https://octopusleadership.com/AI SUMMARYIn this conversation, Jonathan Stark interviews Andrew Croasdale, a former police officer turned consultant, about his transition from policing to the business world. Andrew shares insights on how his background in counter-terrorism policing informs his consulting work, particularly in enhancing governance and operational excellence for businesses. He discusses the importance of creating high-performing environments, the role of governance versus leadership, and the need for clear communication and structure within organizations. Andrew emphasizes that good governance can lead to improved team performance and customer service, ultimately benefiting the business as a whole. Andrew discusses the critical role of transparency in leadership and the importance of clear communication of strategic goals within organizations. He emphasizes the need to overcome ego and fear in order to foster a culture of improvement and psychological safety. The discussion also touches on the challenges faced when working with larger organizations compared to smaller businesses, highlighting the impact of organizational structure on decision-making. Additionally, Andrew shares insights on how solopreneurs can define their values and create alignment with their clients to drive business success.TAKEAWAYS- Andrew transitioned from policing to consulting to seek a change- His experience in policing helps him develop high-performing teams- Customer service quality significantly impacts people's lives- Starting a business involves aligning passion, skills, and market value- His first client came from a casual conversation in a showroom- Small business owners often lack leadership training and support- Good governance is crucial for effective team performance- Clear communication and structure are essential for business success- High-performing environments require a holistic approach to governance- Leadership and governance are interconnected but distinct concepts- Transparency is essential for effective leadership- Assessing strategic goals requires open communication- Ego can hinder organizational change and improvement- Working with large organizations often involves navigating politics- Smaller businesses may allow for quicker decision-making and implementation- Creating governance structures is important for solopreneurs- Defining clear values helps align business practices with client expectations- Continuous improvement should be a focus for all businesses- Psychological safety encourages team members to admit mistakes- Finding the right client size can enhance the impact of consulting work ----Do you have questions about how to improve your business? Things like:Value pricing your work instead of billing for your time?Positioning yourself as the go-to person in your space?Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.To book your one-on-one coaching call, go to: https://jonathanstark.com/callI hope to see you there!

Advisory CFO, daily emailer, and podcast host Lauren Pearl joined me on Ditching Hourly to unpack the nuances of the pricing framework she uses with her start-up and small business clients. CHAPTERS(00:00) - DH358 Lauren Pearl - The Daily CFO Pricing Framework (00:09) - Lauren Pearl's Background and Role (02:08) - Client Types and Fit (04:18) - The Origin of the Pricing Framework (07:23) - Step-by-Step Pricing Framework (08:01) - Setting the Floor Price (20:47) - Setting the Ceiling Price (38:50) - Understanding Customer Decision-Making (40:15) - The Power of Post-Purchase Feedback (41:27) - Exploring Customer Value Perception (43:51) - Competitive Analysis and Market Expectations (47:40) - Pricing Strategies and Customer Commitment (01:09:55) - Experimentation and Continuous Improvement (01:14:18) - Where to Find Lauren Online LAUREN'S LINKSLauren's LinkedInThe Daily CFO NewsletterThe Growth-Minded CFO Podcast ----Do you have questions about how to improve your business? Things like:Value pricing your work instead of billing for your time?Positioning yourself as the go-to person in your space?Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.To book your one-on-one coaching call, go to: https://jonathanstark.com/callI hope to see you there!

Jonathan Stark is based in Providence, Rhode Island. He attended the Berkeley College or Music, with a dual major in song writing. He ended up going back to computers to make ends meet while he was gigging - and he figured out he really enjoyed watching people use the software he built. Outside of tech and professional life, he's married with 2 kids and 2 dogs. He is an avid martial artist, as are his kids, and got his 2nd degree black belt at age 53.At his prior company, Jonathan was leading teams to build software. He wanted to hire senior engineers, but was told junior engineers would better fit the budget. He couldn't figure out why, but then it dawned on him - hourly billing a junior created more margin. He wanted to pivot away from hourly billing as a company and went solo to figure out how to do this. Once he did, he never looked back.This is the creation story of Jonathan Stark and Ditching Hourly.SponsorsSpeakeasyQA WolfSnapTradeLinkshttps://jonathanstark.com/https://www.linkedin.com/in/jonathanstark/Our Sponsors:* Check out Vanta and use my code CODESTORY for a great deal: https://www.vanta.comSupport this podcast at — https://redcircle.com/code-story/donationsAdvertising Inquiries: https://redcircle.com/brandsPrivacy & Opt-Out: https://redcircle.com/privacy

As a lawyer, it's easy to fall into the trap of equating more hours with more revenue. But as Jonathan Stark points out, this mindset often leads to a vicious cycle of overwork and burnout, without necessarily translating into increased profitability or client satisfaction. The key to breaking free from this cycle lies in streamlining your processes and focusing on delivering value, rather than simply billing time. In this episode, I share an episode I recorded with Jonathan Stark on his podcast Ditching Hourly exploring how improving your delivery workflows can make the switch to value pricing a no-brainer. From implementing systems and checklists to leveraging technology and outsourcing, we explore the many ways you can optimize your workflows to deliver better results in less time.Get full show notes, transcript, and more information here: https://www.agileattorney.com/48

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This is Part 2 of my interview with Jonathan Stark.If you're pricing hourly, you're potentially leaving a lot of money on the table in your freelance fashion design biz.In this episode, business coach Jonathan Stark talks about value-based pricing. He shares his journey from charging by the hour to adopting a pricing strategy focusing on what clients truly value. From aligning services with client revenue goals, to three-tier value pricing strategies, to becoming meaningfully different, get ready to uncover some key insights that could totally change the way you think about pricing and your relationships with clients.If you're ready to shift your perspective on pricing and client engagement from transactional to transformational, get inspired by real-life examples, practical tips, and the psychological underpinnings that make value-based pricing a winning strategy, click play now and significantly increase your profits.Resources:Value Pricing Bootcamp, a free six-day email course to teach you how to make more money without working more hours.Book: Value Based Fees by Alan Weiss About Jonathan:Jonathan Stark is a former software developer who is on a mission to rid the world of hourly billing. He is the author of Hourly Billing Is Nuts, the host of Ditching Hourly, and writes a daily newsletter on pricing for independent professionals.Connect with Jonathan:Visit his websiteEmail him at: jstark@jonathanstark.comConnect on LinkedIn ✍️ Fill out the Survey: http://sewheidi.com/survey

Hourly billing is incredibly common throughout the agency space. We've all seen it, paid for it, and probably have priced our work that way at one point as well. But hourly billing is not great for anyone involved in the transaction: those providing the service find themselves hitting a ceiling and unable to scale, while clients worry about how many hours a project will take and whether or not the quoted price is actually what they'll pay. Jonathan Stark is here today to present the full case against hourly billing and guide us in what our pricing models should be instead. This week, episode 235 of The Digital Agency Growth Podcast is about ditching hourly billing and embracing value-based pricing! Watch our latest video training, How to Take Charge of Your Agency's Future Revenue. During this training, you'll learn how we get qualified appointments every week using tasteful and highly targeted email outreach.In this episode of The Digital Agency Growth Podcast, Jonathan Stark shares the importance of understanding the value clients get from your contributions and how to package that value for sale. and actionable steps you can take right now to start targeting specific industries to get more leads. Jonathan Stark is a former software developer who is on a mission to rid the world of hourly billing. He is the author of Hourly Billing Is Nuts, the host of Ditching Hourly, and writes a daily newsletter on pricing for independent professionals.In this episode, Dan and Jonathan discuss the following: How hourly pricing can lead to a ceiling on income and limits the ability to scale.The benefits of specialization and how it can lead to more productization.The importance of positioning yourself as the one and only expert in your niche.Ways to start shifting to project or performance-based pricing.Thank you for listening! If you enjoyed this episode, please take a moment to follow, rate and review the podcast and tell me your key takeaways!Learn more about The Digitial Agency Growth Podcast at https://www.salesschema.com/podcast/ and our Video training at http://salesschema.com/takecharge CONNECT WITH JONATHAN STARK:Value Pricing BootcampCONNECT WITH DAN ENGLANDER:LinkedInSales Schema

If you're pricing hourly, you're potentially leaving a lot of money on the table in your freelance fashion design biz.In this episode, business coach Jonathan Stark talks about value-based pricing. He shares his journey from charging by the hour to adopting a pricing strategy focusing on what clients truly value. From aligning services with client revenue goals, to three-tier value pricing strategies, to becoming meaningfully different, get ready to uncover some key insights that could totally change the way you think about pricing and your relationships with clients.If you're ready to shift your perspective on pricing and client engagement from transactional to transformational, get inspired by real-life examples, practical tips, and the psychological underpinnings that make value-based pricing a winning strategy, click play now and significantly increase your profits.Resources:Value Pricing Bootcamp, a free six-day email course to teach you how to make more money without working more hours.Book: Value Based Fees by Alan Weiss About Jonathan:Jonathan Stark is a former software developer who is on a mission to rid the world of hourly billing. He is the author of Hourly Billing Is Nuts, the host of Ditching Hourly, and writes a daily newsletter on pricing for independent professionals.Connect with Jonathan:Visit his websiteEmail him at: jstark@jonathanstark.comConnect on LinkedIn ✍️ Fill out the Survey: http://sewheidi.com/survey

Michael stretches the definitions of both "Western" and "Horror" when he makes Pax and guest Shawn Robare watch House II: The Second Story. Though it does have undead cowboys. The movie is the sequel to 1985's House and stars Arye Gross, Jonathan Stark, Royal Dano, John Ratzenberger, Bill Maher, and Lar Park-Lincoln.

Author, founder, and CEO Barry LaBov joined me on Ditching Hourly to geek out about niching down - while walking me through the five-step process he describes in his book The Power of Differentiation. Barry's Bio:Barry LaBov is the founder and CEO of LABOV Marketing Communications and Training. He is a two-time Ernst & Young Entrepreneur of the Year recipient and an inductee into the Entrepreneur of the Year Hall of Fame. He is also a Better Business Bureau Torch Awards for Ethics recipient. Under his leadership, LABOV Marketing Communications and Training has received the Indiana Growth 100 Award six times, was named Small Business of the Year and recognized as one of the Best Places to Work in Indiana. Additionally, LABOV's client work has been honored with nearly 100 national and regional awards.Barry's links:The Power of DifferentiationBarry's biz websiteBarry's personal siteBarry's LinkedIn The next time someone asks you for your hourly rate, I want you to stop what you're doing and head on over to valuepricingbootcamp.com to sign up for my free value pricing email course.Hope to see you there!

Guest Russ Waddell joined me on Ditching Hourly to explain how he successfully went out on his own for the first time after more than a decade as a full-time employee. Guest Links:https://www.russwaddell.com/https://www.linkedin.com/in/russell-waddell/ ----Have you ever thought about starting a podcast but gave up because it seemed too hard?I've got good news for you:If you can run a Zoom call, you can host a podcast.In my 5-Day Podcast Challenge, you will learn exactly what to do (and, more importantly, NOT do) to get your podcast off the ground in as little as five days.Stop thinking and start doing. You could be inviting guests to your new show in less than two weeks.ENROLL IN 5DPC NOW »I hope to see (and hear) you there!

Zach Stevens, co-founder of Conversion Factory, came back on Ditching Hourly to give an update about how things are going with his “all-you-can-eat” subscription-based service business after two years in business.Zach's LinksConversion FactoryZach's LinkedInZach's TwitterOther LinksMicroConfTiny SeedFreePikVisual ElectricSomewhere ----Do you have questions about how to improve your business? Things like:Value pricing your work instead of billing for your time?Positioning yourself as the go-to person in your space?Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.To book your one-on-one coaching call, go to: https://jonathanstark.com/callI hope to see you there!

Author of Ditch The Billable Hour!, Shaun Jardine, joined me on Ditching Hourly to explain how he transitioned his 240-person law firm off the billable hour.  Shaun's LinksShaun's BookShaun's WebsiteShaun's LinkedInShaun's TwitterThe book Shaun mentioned: Our Iceberg Is Melting by John Kotter ----Do you have questions about how to improve your business? Things like:Value pricing your work instead of billing for your time?Positioning yourself as the go-to person in your space?Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.To book your one-on-one coaching call, go to: https://jonathanstark.com/callI hope to see you there!

The author of No Bullsh*t Strategy and founder of Basic Arts, Alex M H Smith, joined me on Ditching Hourly to discuss what business strategy is, why it matters, and how to get started.Chapters00:00 Introduction and Background03:00 Defining Strategy and the Importance of Unique Value07:53 Trade-Offs: Creating Space for Unique Value13:36 Strategy vs. Being Better than the Competition19:26 Applying Strategy at Different Levels33:32 Creating Unique Value: Double Down on Your Strengths36:22 The Role of Strategy in Motivating Action49:22 Using LinkedIn as a Marketing Tool for Service-Based Businesses56:18 Sharing Your Unique Point of View through Writing and Speaking01:00:26 The Importance of Marketing and Innovation in BusinessAlex's Links:Alex on LinkedInBasic Arts WebsiteNo Bullsh*t Strategy BookAI-Generated Notes: In this conversation, Jonathan and Alex discuss the concept of strategy and how it applies to businesses. They explore the importance of delivering unique value and finding a white space in the market. Alex emphasizes that strategy is not about being better than the competition but about offering something different and making trade-offs. They also touch on the relationship between strategy and positioning and how strategy can be applied at different levels, from businesses to individual employees. In this conversation, Jonathan and Alex discuss the importance of creating unique value in business. They explore how companies like Southwest Airlines and Domino's Pizza have successfully differentiated themselves by removing certain aspects of their industry and focusing on their strengths. They emphasize the need to identify what sets you apart and double down on those strengths. They also discuss the role of strategy, marketing, and innovation in creating unique value. Alex shares his insights on strategy and how it is half about deciding what to do and half about motivating people to do it. They also touch on the importance of LinkedIn as a marketing tool for solopreneurs and service-based businesses.TakeawaysStrategy is about delivering unique value and finding a white space in the market.Being better than the competition is not a strategy; it's important to offer something different.Trade-offs are necessary to create space for unique value.Strategy can be applied at different levels, from businesses to individual employees. To create unique value, identify what sets you apart and double down on your strengths.Strategy is half about deciding what to do and half about motivating people to do it.Sound Bites"Strategy is the unique value that your business puts out there into the world.""Better equals the same. Better simply means we do the same as everyone else, but a little bit more.""Strategy is when you draw a circle around everything and you have a set blueprint that tells you what to do with the product, what to do with the distribution, what to do with the marketing.""They pulled away every single thing that is necessary to serve business customers adequately, which no one would ever do because business customers are the most lucrative type of customer.""Look around at your competitors and pick the things that you're not that good at anyway and just stop doing them. Double down on the things that are already your superpower.""Strategy is half about deciding what you're going to do and half about motivating people to do it." ----Do you have questions about how to improve your business? Things like:Value pricing your work instead of billing for your time?Positioning yourself as the go-to person in your space?Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.To book your one-on-one coaching call, go to: https://jonathanstark.com/callI hope to see you there!

LinkedIn Ghostwriter Pranav Kale joined me on Ditching Hourly to do a reverse interview about what I've learned during my recent experiment of posting daily on LinkedIn. Pranav's Links: Website: https://www.pranavkale.com/LinkedIn: https://www.linkedin.com/in/pranavkale120/ ----Do you have questions about how to improve your business? Things like:Value pricing your work instead of billing for your time?Positioning yourself as the go-to person in your space?Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.To book your one-on-one coaching call, go to: https://jonathanstark.com/callI hope to see you there!

Matt Kerbis, also known as the Subscription Attorney, joined me on Ditching Hourly to share his novel approach to ditching hourly billing in the legal space with a subscription model.Matt's bio from his website: ”My name is Mathew Kerbis, I'm The Subscription Attorney, and I believe subscriptions can help bridge the access to justice gap and incentivize attorneys to modernize and scale their practice like never before.”Matt's links:Website: https://www.lawsubscribed.com/aboutLinkedIn: https://www.linkedin.com/in/kerbisverse/Substack: https://substack.com/@lawsubscribedThe Law For Kids Podcast:https://www.lawforkidspodcast.com/AI-Generated Info:SummaryIn this conversation, Jonathan Stark interviews Matt Kerbis, also known as the Subscription Attorney, about his novel approach to ditching hourly billing in the legal space with a subscription model. Matt explains how he offers affordable and accessible legal services through different subscription tiers based on the client's needs. He discusses the pricing structure, the scope of services provided, and the use of automation tools to streamline his practice. Matt also addresses the challenges and benefits of implementing a subscription model in the legal industry. Mathew Kerbis discusses his unique subscription-based law firm model and the client experience. He explains that while his model is one of a kind, there are other attorneys using the subscription model in different ways. Mathew highlights the importance of educating clients about the subscription model and the client portal. He also discusses the challenges of marketing a new business model and the slow process of building traction. Mathew emphasizes the value of problem avoidance and the benefits of being a generalist in the legal space. He advises those interested in experimenting with subscription models to start narrow and go broad.TakeawaysMatt Kerbis offers affordable and accessible legal services through a subscription model.The pricing structure includes different tiers based on the client's needs, with options for individuals, freelancers, and business owners.Matt uses automation tools and no-code solutions to streamline his practice and deliver services efficiently.Churn is a key consideration in the subscription model, and Matt focuses on delighting his clients to reduce churn and increase client satisfaction.While a pure subscription model may not work for all legal services, a hybrid approach combining subscriptions and alternative fee-based pricing can be effective. Mathew Kerbis has a unique subscription-based law firm model that is one of a kind.Educating clients about the subscription model and the client portal is crucial for their understanding and comfort.Marketing a new business model can be challenging, especially in the legal space.Building traction and gaining clients takes time and persistence.Problem avoidance is a valuable selling point, and being a generalist can be advantageous in the legal industry.For those interested in experimenting with subscription models, starting narrow and going broad is a recommended approach.Sound Bites"I'm the subscription attorney because I was sick and tired of billing time as an attorney."—MK"My whole goal was accessibility while also still trying to be profitable."—MK"People don't like talking to their lawyer. They have better things to do in their life."—MK"There are probably hundreds of attorneys using the subscription model in some way."—MK"I make it really easy to schedule a ‘no legal advice', 15-minute introductory call with me."—MK ----Do you have questions about how to improve your business? Things like:Value pricing your work instead of billing for your time?Positioning yourself as the go-to person in your space?Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.To book your one-on-one coaching call, go to: https://jonathanstark.com/callI hope to see you there!

Grab the two books discussed this week:Implementing Value Pricing https://www.amazon.com/Implementing-Value-Pricing-Business-Professional/dp/0470584610Time's Up! https://www.amazon.com/Times-Up-Subscription-Business-Professional/dp/1119893526And check out Jonathan Stark's work https://jonathanstark.com/

Grab the two books discussed this week:Implementing Value Pricing https://www.amazon.com/Implementing-Value-Pricing-Business-Professional/dp/0470584610Time's Up! https://www.amazon.com/Times-Up-Subscription-Business-Professional/dp/1119893526And check out Jonathan Stark's work https://jonathanstark.com/

Here's that risk & sensitivity guide I mentioned at the top of the show https://docs.google.com/spreadsheets/d/1Ofw37gWY6evmE8mvfpVCBz2k_5l6FJ_aMqdFh8j43Yo/edit?usp=sharingGrab the two books discussed this week:Implementing Value Pricing https://www.amazon.com/Implementing-Value-Pricing-Business-Professional/dp/0470584610Time's Up! https://www.amazon.com/Times-Up-Subscription-Business-Professional/dp/1119893526And check out Jonathan Stark's work https://jonathanstark.com/

Here's a worksheet I built out with a bunch of ideas for how to overcome the customer risks & pricing sensitivities discussed today

Ben Zettler, owner and founder of Zettler Digital, joined me on Ditching Hourly to discuss pricing tactics for agencies.Ben's Links:Zettler DigitalBen's LinkedInAI-Generated Stuff:SUMMARYBen Zettler, owner and founder of Zettler Digital, joins Jonathan Stark to discuss value pricing for agencies. Ben shares his background in sports and how he transitioned into building his agency. They discuss the initial conversations with potential clients, the importance of understanding their needs and goals, and how to convert those conversations into proposals. Ben also talks about the value of offering free work, conducting audits, and providing strategy sessions to build trust with clients. They explore the use of data to quantify the potential impact of their services and the challenges of pricing for smaller businesses. Ben Zettler discusses the ideal clients for his agency and the different options he offers them. He emphasizes the importance of working with decision-makers and the challenges of communicating value in proposals. Ben also talks about the shift in his business from project-oriented work to retained services. He shares his experience with client churn and the need to constantly find new opportunities. Ben provides insights into pricing and the difficulties of structuring fees for ongoing services. He concludes by highlighting the value of LinkedIn for marketing and networking.TAKEAWAYSUnderstanding the client's needs and goals is crucial in creating a proposal for value pricing.Offering free work, such as audits and strategy sessions, can help build trust with potential clients.Quantifying the potential impact of services using data can help justify pricing.Smaller businesses may be more hesitant to share revenue information, but it is important to understand the potential impact of services.The market has shifted towards longer decision timelines and more evaluation of service providers. Working with decision-makers is ideal in most situations, regardless of the size of the business.Communicating value in proposals can be challenging, especially when clients compare prices to other services.Shifting from project-oriented work to retained services can provide stability and consistent revenue.Client churn is inevitable, so it's important to constantly find new opportunities and maintain a marketing engine.Pricing ongoing services can be difficult, and it's important to consider the value provided and the client's budget.LinkedIn is a valuable platform for marketing and networking in the services industry.CHAPTERS00:00 Introduction and Background08:14 Offering Free Work to Build Trust17:17 Converting Conversations into Proposals23:03 Quantifying the Potential Impact of Services27:26 Challenges of Pricing for Smaller Businesses31:07 The Shifting Market for Service Providers35:44 Shifting to Retained Services41:15 Dealing with Client Churn46:19 Pricing Ongoing Services53:11 Leveraging LinkedIn ----Do you have questions about how to improve your business? Things like:Value pricing your work instead of billing for your time?Positioning yourself as the go-to person in your space?Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.To book your one-on-one coaching call, go to: https://jonathanstark.com/callI hope to see you there!

Grab the two books discussed today:Implementing Value Pricing https://www.amazon.com/Implementing-Value-Pricing-Business-Professional/dp/0470584610Time's Up! https://www.amazon.com/Times-Up-Subscription-Business-Professional/dp/1119893526And check out Jonathan Stark's work https://jonathanstark.com/

Z & D are thrilled to welcome back director Tom Holland, alongside actor Jonathan Stark ("Billy Cole") to discuss 1985's epic vampire cult classic, Fright Night. Besides Fright Night, the dudes also talk about the incredible Table Read Podcast (out now!) that reunites the original Fright Night cast (with the additions of Mark Hamill and Rosario Dawson) for an absolutely unique and energizing retelling experience of the film. Also, a decades old question about “Billy Cole” is FINALLY answered! Check out Table Read's Fright Night here! If you're in the New Hampshire area at the time of this launch, you can meet the Fright Night Cast at Monstah Expo. More info can be found here! Visit Tom Holland's website & shop here for all your Fright Night merch! Check out the fan tribute to “Billy Cole” on Facebook here! Dig our show? Please consider supporting us on Patreon for tons of bonus content and appreciation: www.patreon.com/twodollarlatefee Please follow/subscribe and rate us on Spotify and Apple Podcasts! Apple Podcasts: podcasts.apple.com/us/podcast/two-dollar-late-fee Spotify: open.spotify.com/show/ Instagram: @twodollarlatefee Subscribe to our YouTube Check out Jim Walker's intro/outro music on Bandcamp: jvamusic1.bandcamp.com Facebook: facebook.com/Two-Dollar-Late-Fee-Podcast Merch: https://www.teepublic.com/user/two-dollar-late-fee IMDB: https://www.imdb.com Two Dollar Late Fee is a part of the nutritious Geekscape Network Every episode is produced, edited, and coddled by Zak Shaffer (@zakshaffer) & Dustin Rubin (@dustinrubinvo) Learn more about your ad choices. Visit megaphone.fm/adchoices

Strategic lawyer and IP expert Erin Austin joined me on Ditching Hourly to talk about the intersection of plagiarism, copyright infringement, and generative AI.  Erin's BioA graduate of Harvard Law School, Erin Austin is a strategic lawyer and consultant who uses her 25+ years of practicing law, including roles as COO and general counsel at large and small IP-driven companies, including Warner Brothers, Lionsgate (formerly known as Artisan), MGM, Teaching Strategies, and M3 USA Corp, to help female founders of expertise-based firms build and protect saleable assets so that the business is ready to sell when the founder is ready to exit.Erin's Linkshttps://www.thinkbeyondip.com/https://www.linkedin.com/in/erinaustin/AI-Generated StuffSummaryIn this conversation, Jonathan Stark and Erin Austin discuss the legal and ethical issues surrounding AI. They explore the difference between plagiarism and copyright infringement, the ethical obligations of giving credit, and the copyright protection of AI-generated content. They also touch on the parallel between AI and ghostwriters, the copyright situation with reference materials like encyclopedias, and the challenge of tracing ideas back to their original source. The conversation explores the impact of digital technology on copyright and intellectual property. They discuss the ease of copying and plagiarism in the digital age, the potential for copyright infringement with AI-generated content, and the importance of copyright registration. They also touch on the challenges of compensating creators in the age of AI and the potential for job disruption. Overall, they express optimism about the benefits of AI while acknowledging the need for responsible use.TakeawaysPlagiarism is the ethical breach of stealing someone else's ideas, while copyright infringement is the legal issue of using someone's protected work without permission.AI-generated content is not eligible for copyright protection because it is not created by a human, but there are gradations of AI involvement that can still receive protection.There is little ethical breach in not crediting AI for its output, as AI is not the creator of ideas, and the output is often not considered thought leadership.When using AI-generated content, it is important to ensure that it does not infringe on someone else's copyright and to add a layer of creativity if you want to be eligible for copyright protection.The copyright situation with AI is complex and depends on factors such as the level of AI involvement, the nature of the work, and the agreements in place.Tracing ideas back to their original source can be challenging, and the expression of ideas is what is protected by copyright law, not the ideas themselves. The digital nature of content makes it easier to copy and plagiarize, leading to copyright infringement.Copyright registration is important to protect intellectual property rights and provide evidence of ownership.AI-generated content raises questions about compensating creators and the need for new licensing models.Job disruption is a concern with the rise of AI, but a slow transition may allow for adaptation and new opportunities.Responsible use of AI is crucial to avoid ethical and legal issues.Sound Bites"We do not have ethical obligations to AI. It is not the creator of any ideas.""Are we getting something that would be considered thought leadership? And my experience is that we aren't.""AI-generated content is not eligible for copyright protection because US copyright law requires that the original content be created by a human.""I assume there's some sort of AI, something that can change it for them.""You can kind of be copyrighted out of your own stuff.""When there are billions of data points out there, how are you going to compensate all the people who may have rights in the data sets?"Chapters00:00 Introduction and Background05:01 Ethical Obligations of Giving Credit to AI09:46 Copyright Protection of AI-Generated Content20:50 Copyright Situation with Reference Materials27:50 Challenge of Tracing Ideas Back to Their Source30:50 Introduction and Digital Nature of Content36:10 Copyright Infringement and Remixing in Music39:26 Compensating Creators and Copyright Ownership41:12 Ownership of User-Generated Content on Platforms44:41 AI's Collection of Data and Privacy Concerns48:23 Optimism about AI and Responsible Use51:10 Job Disruption and Transition with AI53:45 Conclusion and Where to Find More Information ----Do you have questions about how to improve your business? Things like:Value pricing your work instead of billing for your time?Positioning yourself as the go-to person in your space?Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.To book your one-on-one coaching call, go to: https://jonathanstark.com/callI hope to see you there!

Co-founder and Head of Design at Under, Eden Vidal, joined me on Ditching Hourly to talk about productizing design sprints, optimizing your business to suit your personality, and convincing contractors to ditch hourly billing. Eden's Links:https://edenvidal.com/https://weareunder.design/https://www.linkedin.com/in/edenvidal/AI Summary:Eden Vidal, a designer and developer, shares his success with value-based concepts for his design studio. He specializes in brand sprints, a niche methodology for running branding processes for young technology companies. The brand sprint focuses on creating a brand story and developing a visual language, primarily for the homepage of a website. Eden emphasizes the importance of speed and delivering quick and fancy results for startups. The ideal clients for brand sprints are funded startups that already have some branding but feel a mismatch and a need for a quick and premium solution. Eden discusses his approach to managing his time between brand sprints and his own creative projects. He explains that while his wife focuses on optimizing brand sprints, he wants to pursue more and work on his own entrepreneurial ventures. They also discuss the challenges of transitioning from hourly contracts to fixed-price projects and the importance of clear communication and expectations. Eden shares his experience of hiring contractors and the benefits of focusing on delivering results rather than selling time. They also explore the idea of creating a platform that simplifies the process of defining project requirements and finding the right freelancers.Chapters00:00 Introduction and Background06:22 The 10-Day Brand Sprint Process08:38 Ideal Clients for Brand Sprints29:16 Balancing Brand Sprints and Personal Creative Projects37:36 Transitioning from Hourly Contracts to Fixed-Price Projects42:18 The Benefits of Delivering Results Instead of Selling Time53:01 Simplifying the Freelancer Hiring Process with a Platform ----Do you have questions about how to improve your business? Things like:Value pricing your work instead of billing for your time?Positioning yourself as the go-to person in your space?Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.To book your one-on-one coaching call, go to: https://jonathanstark.com/callI hope to see you there!

How can you work less and make more than you are right now? There is a glide path if you're willing to experiment insists Jonathan Stark, author of Hourly Billing Is Nuts. Yes, the dynamic Business of Authority duo is baaaaaaaaack for an episode:Two experiments to try if you're currently billing by the hour and want to explore alternatives.How to start thinking about value vs. time, especially when you hit the maximum number of hours you are able—or want—to work.What options to consider to ratchet up your revenue past the low 6 figures—and how to think about the audience or transformations you'll need to deliver to get there.Why being a “ruthless” minimalist can keep your business easy to run and avoid time sucks.Exploring—and testing—ways to use AI right now in your expertise business.LINKSJonathan Stark Website | LinkedInRochelle Moulton Email List | LinkedIn | Twitter | InstagramBIOJonathan Stark is a former software developer who is on a mission to rid the world of hourly billing. He is the author of Hourly Billing Is Nuts, the host of Ditching Hourly, and writes a daily newsletter on pricing for independent professionals.BOOK A STRATEGY CALL WITH ROCHELLERESOURCES FOR SOLOISTS10 Ways To Grow Revenue As A Soloist (Without Working More Hours): most of us have been conditioned to work more when we want to grow revenue—but what if we just worked differently?Master Soloist Events: in-person events for Soloists to gather and learn.The Soloist Women community: a place to connect with like-minded women (and join a channel dedicated to your revenue level).The Authority Code: How to Position, Monetize and Sell Your Expertise: equal parts bible, blueprint and bushido. How to think like, become—and remain—an authority.TRANSCRIPT00:00 - 00:29Jonathan Stark: As you're growing your audience and you've got just more people aware of what you're doing, you can deliver smaller bits of value at a lower price, but a way lower cost. If you've got enough of an audience, then that completely support you. The classic example is like if you have a bestselling book. So if somebody goes to Amazon, they buy the book, they read the book, you're not involved. The author doesn't even know about you. And if you sell enough of them, if the audience is big enough, you can live like a king off of that.00:29 - 00:37Jonathan Stark: It's a great example of the kind of thing where you're delivering a little bit of value...

Sam Browne, lifestyle entrepreneur and LinkedIn expert with more than 100k followers joined me on Ditching Hourly to share his insights on growing your audience on LinkedIn.Sam's Links:LinkedIn: https://www.linkedin.com/in/sam-browne/Gumroad: https://sambrowne.gumroad.com/TakeawaysKnow what you want to be known for on LinkedIn and focus on educational content to build authority.Map out a series of questions to answer in your content and use case studies and testimonials to showcase the value of your work.Engage with comments on your own posts and on other people's posts to build relationships and expand your network.Frequency of posting is flexible, but consistency is key. Replying to comments on LinkedIn posts is important, especially for thoughtful and insightful comments.Engaging with other creators' posts can help expand your reach and build relationships.Using carousels and images in posts can increase visibility and engagement.Avoid including links in posts to maximize reach, but consider using them in comments to drive traffic and build relationships.Engaging with comments can lead to valuable insights and growth opportunities.Sound Bites“Pick the thing that is going to be the most effective for you to monetize.”“Case studies are a great way to show the value of working with you.”“Post with whatever frequency is comfortable for you, ideally no less than once a week.”“I always try and repay people who take the time to comment on my posts.”“You don't need that many people who are showing up and enjoying your posts every time you post to create real momentum on LinkedIn.”“A post can take on a new life like six hours later, eight, eight, 10 hours later.”Chapters00:00 Introduction and Background07:29 Setting Up Your Profile for Success24:00 Showcasing the Value of Your Work28:13 Engaging with Comments and Frequency of Posting30:34 Engaging with Other Creators' Posts for Reach and Relationships36:28 Using Carousels and Images to Increase Visibility45:29 Maximizing Reach by Avoiding Links in Posts48:34 Driving Engagement and Building Relationships through Comments ----Do you have questions about how to improve your business? Things like:Value pricing your work instead of billing for your time?Positioning yourself as the go-to person in your space?Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.To book your one-on-one coaching call, go to: https://jonathanstark.com/callI hope to see you there!

Blair thinks too many design firms and other service providers are trying too hard to raise prices by presenting themselves as more “strategic.” Both he and David see these agencies losing more and more work to competitors moving to off-shore teams and AI centered services.   Links Blair's “What Is Strategy?” episode of the Ditching Hourly podcast with Jonathan Stark

Long-time friend-of-the-show Kevin Freidberg joined me on Ditching Hourly to share how he helps freelancers and consultants create effective websites by starting with email conversations. Kevin's Links:https://marketyourselffirst.com/AI-Generated Info:SummaryKevin Friedberg shares his approach to helping freelancers and consultants create effective websites by starting with email conversations. He suggests that instead of focusing on building a website, which can be overwhelming and time-consuming, freelancers should start by writing emails that address the problems their clients are facing. These emails can serve as the foundation for a content solar system and can eventually be repurposed for a website. Kevin also shares his strategy for growing an email list using LinkedIn, where he sends personalized messages to potential subscribers. Overall, his approach emphasizes the importance of one-on-one conversations and providing value to potential clients.Takeaways- Instead of starting with a website, freelancers and consultants can begin by writing emails that address the problems their clients are facing.- These emails can serve as the foundation for a content solar system and can eventually be repurposed for a website.- LinkedIn can be a valuable platform for growing an email list by sending personalized messages to potential subscribers.- The key to success is providing value and engaging in one-on-one conversations with potential clients.Sound Bites"A website, it's not a one-on-one conversation. An email is.""You'll have this conversation with someone, and they go off... they like brain dump about the problems that they solve for their clients. And it's gold. It's great.""I'm obsessed with the very idea of a one-on-one conversation. I just don't understand how else to do it."Chapters00:00 Introduction and Pain Points03:05 Starting with Email Conversations13:10 Using LinkedIn to Grow Your Email List25:31 Transitioning from Emails to Websites28:31 Conclusion and Next Steps ----Have you ever thought about starting a podcast but gave up because it seemed too hard?I've got good news for you:If you can run a Zoom call, you can host a podcast.In my 5-Day Podcast Challenge, you will learn exactly what to do (and, more importantly, NOT do) to get your podcast off the ground in as little as five days.Stop thinking and start doing. You could be inviting guests to your new show in less than two weeks.ENROLL IN 5DPC NOW »I hope to see (and hear) you there!

Residential architect Jason Comer joined me on Ditching Hourly to brainstorm how he might migrate from commodity labor to productized leverage with his expertise in home design. Even if you're not an architect, I think you'll find the discussion useful. Jason's Website:https://www.jasoncomerarchitect.com/ ----Do you have questions about how to improve your business? Things like:Value pricing your work instead of billing for your time?Positioning yourself as the go-to person in your space?Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.To book your one-on-one coaching call, go to: https://jonathanstark.com/callI hope to see you there!

WP Engine founder Jason Cohen joined me on Ditching Hourly to talk about why AI is different from other big tech advancements. We also discussed why niching down in a single ideal customer profile will bring you 10x more customers than you expect and how a regular writing practice makes the world a better place (and maybe even builds a legacy). Jason's Links: A Smart BearAI is DifferentSelling to CarolWP EngineTwitter ----Do you have questions about how to improve your business? Things like:Value pricing your work instead of billing for your time?Positioning yourself as the go-to person in your space?Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.To book your one-on-one coaching call, go to: https://jonathanstark.com/callI hope to see you there!

When Joe Dever died in 2016, he hadn't written the last several books in his Lone Wolf series. The Lone Wolf books take place in a deeply rich fantasy universe, and they're written as a combination of choose-your-own-adventure stories and role playing games like D&D. Joe's final wish was that his son Ben would finish the series for him. However, Ben was unfamiliar with his father's books, and the legions of Lone Wolf fans he would have to please. I talked with Ben Devere (who spells his last name differently) about the creative, practical, and personal struggles he went through as a writer, and how he was able to get to know his late father by immersing himself in his father's fantasy world. Jonathan Stark, co-host of the official Lone Wolf podcast Journeys Through Magnamund, explains why Lone Wolf means so much to fans like him, and how he ended up fulfilling his own dreams of writing a Lone Wolf book. Today's episode is sponsored by Henson Shaving, Magic Spoon and Miracle Made. Visit www.hensonshaving.com/imaginary and use the code IMAGINARY to get two years' worth of blades free with your razor – just make sure to add them to your cart. Get your next delicious bowl of high-protein cereal at www.magicspoon.com/imaginary and use the code IMAGINARY to save five dollars off. Go to www.trymiracle.com/imaginary and use the code IMAGINARY to claim your free 3 piece towel set and save over 40% off. Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Recognised Authority podcast, Alastair examines the impact of artificial intelligence (AI) on the world of thought leadership. Alastair shares insights from his conversations with renowned thought leaders, including Mark Schaefer, Jonathan Stark, Debbie Jenkins, and Erin Austin. The episode explores the complex balance between leveraging AI tools to enhance productivity and efficiency, while preserving the authenticity and credibility that are the hallmarks of true thought leadership. Alastair highlights the potential risks of AI-generated content, including issues of bias, discrimination, and the spread of misinformation, and provides practical strategies for navigating these challenges. Key topics discussed include: Defining thought leadership in the age of AINavigating the ethical considerations of using AI toolsMaintaining authenticity and personal branding in an AI-driven landscapeLeveraging AI for content creation, ideation, and repurposingUnderstanding the evolving legal and intellectual property implications Whether you're an established thought leader or aspiring to become one, this episode offers invaluable insights to help you thrive in the rapidly evolving world of AI and thought leadership. Tune in to learn how you can embrace the opportunities presented by AI while safeguarding the integrity of your personal brand and thought leadership. Key Insights: Thought leaders must grapple with the tension between using AI tools to enhance productivity and maintaining authentic, credible contentDefining clear guidelines and policies for the use of AI is crucial to preserve personal brand and thought leadership integrityAI can be leveraged for content ideation, generation, and repurposing, but care must be taken to avoid generic, inauthentic outputEthical considerations around privacy, bias, and misinformation must be addressed when incorporating AI into thought leadership strategiesDeveloping AI literacy and staying up-to-date on the rapidly evolving technology is essential for thought leaders Strategies: Establish a clear AI usage policy and be transparent with your audience about how you are leveraging AI toolsUtilize AI for tasks like research, data analysis, and content formatting, but maintain human oversight and approval for final outputsExperiment with AI-powered tools for ideation, brainstorming, and repurposing content, but avoid over-reliance on AI for core thought leadership contentContinuously educate yourself on the capabilities and limitations of AI to make informed decisions about its integration into your workflows Topic: thought leadership, artificial intelligence, AI, authenticity, credibility, content creation, intellectual property, ethics, personal branding

Corey Quinn joined me on Ditching Hourly to discuss his excellent new book, “Anyone, Not Everyone.” In it, Corey shares insights on deep specialization, selecting a target vertical market, and using gifts like cookies to transform outbound marketing. Corey's Links:Anyone, Not Everyone by Corey QuinnDeep Specialization podcast by Corey QuinnCorey's Website0:00 - Episode intro0:17 - About Corey Quinn and his background 1:30 - Corey's ideal client: agency founders doing $1-5M and looking to specialize3:07 - Benefits of specializing in a vertical market vs. skillset5:17 - How to define a vertical market7:19 - Detecting traction in a potential vertical to specialize in11:33 - Identifying a vertical market that's the right size (2,000-10,000 businesses)15:25 - How specializing enables you to speak your target market's language 17:35 - Creating a "point of view" to differentiate beyond just positioning22:33 - Shifting from founder-led sales through deep specialization 25:09 - Using gifting (like cookies) to transform outbound marketing30:42 - Creating an ongoing gifting campaign, not just a one-time gift32:21 - Reaching your target market in multiple channels beyond just gifting37:46 - The multi-million dollar cookie budget that drove Scorpion's growth41:17 - Adapting this approach for smaller shops through focus and consistency45:01 - Advice for soloists: specialize, do thought leadership, focus on dream clients48:54 - Consistently engaging with a target industry year after year to build trust50:34 - Where to find Corey's book and other free resources

Three fresh ideas that have captured my attention this week that I think you'll also find helpful. ------- Sign up for my daily emails : allegrastein.com/daily Jonathan Stark's Doing Daily podcast: https://doingdaily.transistor.fm/ Michelle Warner: https://www.themichellewarner.com/ Tad Hargrave's confidence vs composure video: https://www.youtube.com/watch?v=12D_04-d9X0  Looking for 1:1 support? Learn more and set up a time to chat here .Connect with Allegra on LinkedIn or send a direct note here.Podcast Cover Art: Catherine FergusonSound Mixing support: Cameron SteinTheme Song - I Am a Tiger by Buttercup

I was asked for the"secrets" I have for marketing. The biggest secret is this: *drum roll* Vertical specialization *Jedi Wave* "this is the secret you've been looking for" Really? Yes, really. Based on metric fscktonnes of research (that's the technical term) I conducted, and reading the research of others, I believe that positioning your business as specializing in a single vertical is the "magic bullet" that will result in more leads & sales than any other marketing strategy. Why is it a secret? Because niching down to a single vertical scares the crap out of people. There are loads of reasons to fear it: it's turning down opportunity (somewhat valid but doesn't really happen) or "I'll get bored just working in one industry" (highly unlikely, as you specialize you find deeper, more interesting problems.) And it's also difficult, and time consuming, and lots of other problems. But it's worthwhile. What's my call to action? Simple: don't just take my word for it: Listen to Wolfram Moritz and Brad Farris and Jonathan Stark and Sara Dunn and Louis Grenier on the Marketing for Consultants podcast. Go read Philip Morgan's "The Positioning Manual for Indie Consultants" where he walks you through how and why to specilize.  Read the Business of Expertise from David C. Baker where he lists the pros and cons of vertical vs horizontal specialization.  Read Spiraling Up from Lee Frederiksen & Aaron E. Taylor.  In fact, check out everything from Hinge, including Kelly J. Waffle's interview with Yitzi Weiner in the Thrive Global Community. Thank you for attending my TED rant.

I talk with Jonathan Stark about the fear of niche boredom and the benefits of niching down in business. We explore the idea that niching down does not lead to boredom, but rather opens up new opportunities for variety and growth. By focusing on a specific target market or problem, businesses can automate repetitive tasks, systematize processes, and delegate work, allowing for more free time and the ability to pursue other interests. Niching down also leads to increased expertise, client satisfaction, better referrals, and higher profits. Our conversation highlights the importance of creating value for clients and the fulfillment that comes from making a meaningful impact in their lives. We discuss the importance of knowing your audience and how it can impact your choice of words and communication style. We explore the power of niche expertise and how it can attract higher-quality leads and larger clients. We also highlight the rewards of niching down, including increased revenue and a sense of stability and freedom. The conversation delves into the craft of business ownership and the need for continuous learning and improvement. Finally, we emphasize the possibility of having a sense of purpose and making a meaningful difference in your clients' lives.…Hey CPA firm owner, glad you found the podcast. If you feel like you've become trapped by your own accounting firm, you're fed up PiTB clients who get you their stuff late, don't appreciate the value you provide, and complain to you when you don't turn it around on a dime, I can help you stop the chaos and end the long hours, without losing revenue. If you like the podcast, join 4200+ other CPAs who get Vitamin G, my daily dose of single-tip business strategy delivered straight to their inbox: Subscribe here: geraldinecarter.com/subscribeReaders say they love it because they're short and on point.…17 MORE EPISODES ON NICHING (!!)287 How CPAs Can Decide Their Niche When They Can't Decide285 The Niche River of Fear270 How long does it take for a CPA to niche?269 Four Niche Sirens for CPAs to Avoid268 How to Start Niching When Your Clients are All Over the Map263 Navigating Pricing and Niche Challenges with Jackie Meyer, CPA260 The Value of Niching245 Niching into Female-Owned Law Firms with Julie Powell, CPA239 Finding Your Niche with Matt Chiappetta, CPA221 12 Reasons to Niche Your Accounting Practice212 Hold My Beer and Watch Me Niche, with Josh Lance, CPA208 Minting New Niches for CPAs: Inside the CHIPS and IRA Bills203 Killer Niche: Farm + Ag CPA with Catherine Ozment198 Killer Intel for CPAs on the Real Estate Investor Niche with Tom Wheelwright195 How to Position Your CPA Firm to Stop Getting Overlooked in the Marketplace178 Killer Niches for CPAs with Tom Wheelwright174 More Confidence, Time, & Wealth When You Niche with SaraEllen Hutchison…OTHER EPISODES WITH JONATHAN STARK106 Better Pricing Strategies for Accountants: Stop Billing by the Hour, with Jonathan Stark111 Better Pricing Methodologies For CPA Firms, with Jonathan Stark157 Altitudes of Involvement for CPAs with Jonathan StarkWant to get your life back while protecting your revenue?Here are a few ways I help overworked CPAs:STOP WORKING WEEKENDSA free five-day email course to teach you how to get your hours down without giving up revenue. https://geraldinecarter.com/stop-working-weekendsGET LOTS OF ANSWERS FASTFor the solo CPA with a bunch of rapid-fire questions they want answers to, like:How high can I go on prices without sending my clients running?What do you think of my niche?How do I upsell my legacy clients?What's the script for talking to prospects about higher-level and Advisory services?What do I put in my tiered packages?Book a single strategy call with me, to get answers to questions like these and more. It's covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word and I‘ll refund your purchase in full. geraldinecarter.com/call$495DOWN TO 40 HOURS CPA MASTERMINDFor the overworked CPA at six figures of revenue who wants to stop working weekends and wants to implement overdue changes, but has trouble doing it alone:Get guidance on prices, packages, and becoming more specializedDisengage problem clients without blowing a hole in your firmHave a community of like-minded CPAs on a similar journey to share what you're working on, bounce ideas off, and get accountabilityMake more progress faster and with more ease. Guaranteed to get you down to 40 hours. geraldinecarter.com/$9500

Geraldine Carter and I swapped interviews about why niching down doesn't lead to boredom.  Geraldine's Links:https://geraldinecarter.comhttps://geraldinecarter.com/newsletterhttps://www.businessstrategyforcpas.com

Tim Dietrich and Eric Grubaugh invited me to join them on SuiteScript Stories to talk about the pros and cons of a platform specialization, the paradox of positioning, and, of course, the horrors of hourly billing. Tim and Eric were kind enough to let me post the interview here on Ditching Hourly, but if you're a NetSuite developer, you should check out their podcast at https://suitescriptstories.com/ We discuss:Jonathan's and Tim's shared history in the FileMaker Pro spaceJonathan's AHA moment when he realized hourly billing was killing his businessThe misaligned financial incentives created by hourly billingHow specializing in a narrower target market amplifies your opportunitiesThe various forms of specialization: Vertical, Horizontal, PlatformThe obstacles an agency faces when trying to specialize

NOTE: Rochelle and I (Jonathan) couldn't record last week. Rather than give you nothing (or a TBOA repeat) to listen to, I decided to dig through the Ditching Hourly archives and find an episode that long time fans of TBOA would be sure to enjoy. Here's the info from the Ditching Hourly site: The “Expertise Expert” himself, David C. Baker, joined me on Ditching Hourly to talk about the five things that happen right after you specialize.SummaryHere is an AI summary of the key points from the episode:The episode is a discussion between Jonathan Stark and David C. Baker about positioning and specialization for consultants and professional services firms.They discuss the importance of niche positioning to stand out, attract ideal clients, see client patterns more clearly, accelerate learning, and always have things to write and talk about.They outline 5 things that happen after narrowing your business focus:You don't instantly become smarter, but your rate of learning accelerates because you start seeing more examples of your niche.Impostor syndrome kicks in because you're making expertise-based claims you didn't make before, but this fear is often unfounded because you were willing to work with those clients previously.You don't have to turn down unrelated work right away during the transition period, though over time, you'll likely feel unsatisfied with off-target projects.You immediately start narrowing your focus even further, fine-tuning your positioning through real-world conversations and testing.Counterintuitively, you'll have way more to write and talk about when focused on a niche than as a generalist.Jonathan and David emphasize that niche positioning is critical before you can effectively differentiate, charge value-based pricing, market yourself, or even decide what content to produce. It brings focus to everything that follows.About David C. Baker“The Leading Authority on Positioning, Reinventing, and Selling Firms in the Creative and Digital Space.”David C. Baker is the author of five books, three of which focus on the central elements of the business of expertise: positioning, financial management, and leadership. David speaks regularly on more than 70 topics relevant to entrepreneurial expertise, from 20 executives to 5,000 live on TV worldwide, and has worked with 900+ firms through his Total Business Review process.David's LinksDavid's WebsiteDavid's book: The Business of ExpertiseDavid's podcast (with Blair Enns)  LINKSRochelle | Email List | Soloist Women | LinkedIn | Twitter | InstagramJonathan | Daily List | Website | Ditcherville | LinkedIn | Twitter