Podcast appearances and mentions of Philip Morgan

As the world intensifies its efforts toward Net Zero, Asia stands at the forefront of the global energy transition, representing half of global energy demand and emissions. With heavy dependence on fossil fuels across most large Asian economies, the path to Net Zero will be both challenging and full of opportunities for forward-thinking companies. In this episode, Ninette Dodoo is discussing the emerging trends in Asia's energy transition journey with Asia M&A partners Philip Morgan and Gordon Palmquist, as well as Jake Reynolds, the firm's head of client sustainability and environment. Join us as we explore how corporate leaders can navigate risks and seize opportunities in Asia's evolving energy landscape.  Listen now

Joe Nantista, Assistant General Chairman of the Unified System Division of the Brotherhood of Maintenance of Way Employes (BMWED), a division of the International Brotherhood of Teamsters, and Paul Slocomb, an attorney and Partner with Blunt Slocomb, Ltd., joined the America's Work Force Union Podcast to discuss the tragic death by suicide of Philip Morgan, a BMWED member and Union Pacific employee, the upcoming Iowa Supreme Court hearing and a rally to support the case. Jeff Bonior, a researcher and writer for the Alliance for American Manufacturing, joined the America's Work Force Union Podcast to discuss Wilson Sporting Goods' footballs, the significance of union labor in their production and the factory's expansion in Ada, Ohio.

In this latest BCLA podcast, Karin Brown-Balvert and Fakhruddin Barodawala chat with Professor Philip Morgan, a Professor of Optometry, Head of Optometry, and Director of Eurolens Research at The University of Manchester. Phil discusses the contact lens prescribing trends survey, which is celebrating its 30 years this year. He shares with us the trends seen in the various markets that were served regarding lens designs, materials, and modalities. The recent updates of the trends observed from the year 2000 - 2023 are now available for your further reading in the BCLA Journal, Contact Lens and Anterior Eye (CLAE).

Send us a textClub South brings you its monthly mix series showcasing DJ's and Producers from Houston and the South. This month we bring you Philip Morgan.PHILIP MORGAN is a Sound Designer, DJ, and Producer born and raised in Houston, Texas. “Growing up in Houston, I've always appreciated how southern music was guided by melody, harmony, and bass. And then as a certified clubhead, I just appreciate a great bass line and the journey music can take you on. Tune in.”FOLLOW PHILIP MORGAN ON SOCIALShttps://soundcloud.com/philuk0https://www.instagram.com/philuk0/Support the showThe South Gots Something to Say!

It's another VIP pick and that means another horny film, apparently! Philip Morgan has chosen Cruel Intentions 2... No, wait, that's a prequel! It's actually Cruel Intentions 3! So, let's spell the alphabet with our tongues and sniff our crucifix necklaces as we fix an utterly awful sequel to a 90s cult classic. Free bonus content Jack's full pitch if you want to read along (FREE with links to actors' IMDb) Emma's reaction to Jack's pitch (20+ minutes of FREE bonus audio) Jack's soundtrack playlist on Spotify Follow us Check out our Patreon for early access and hours of bonus content Join our Discord Follow us on Instagram Follow us on TikTok Learn more about your ad choices. Visit megaphone.fm/adchoices

A barrister has doubts about increasing the threshold for the right to a jury trial.   Currently a defendant can choose between a jury or a judge-alone trial in cases where the maximum penalty is two or more years in jail.   The Government's seeking feedback on increasing this to three, five, or seven years, in a bid to address court delays.   Philip Morgan KC told Ryan Bridge he questions the number of jury trials that will drop because of the threshold change.  He says that's because he thinks the number of jury trials where the maximum penalty of the offence is two or three years in jail, is very small.  LISTEN ABOVE See omnystudio.com/listener for privacy information.

Today's Flash Back Friday episode is from #313 that originally aired on March 9, 2021. Philip Morgan is the CEO of the Morgan Group.  As Chief Executive Officer, Philip is responsible for leading MORGAN's strategic planning and growth across all business activities, including development, acquisitions, construction, and property management.   Since joining MORGAN, Philip has been involved in the development and acquisitions of over 7,000 units at a cost exceeding $1.8B in Texas, Arizona, California, Colorado, and Florida. Prior to joining MORGAN, Philip co-founded BlueRoot Partners to take advantage of opportunities to acquire distressed real estate assets in Texas.   Philip holds a Bachelor of Science in Economics from The Wharton School at The University of Pennsylvania.  Quotes:  “It's really tough to do what we do and it's only getting tougher. So, when you have something great, it can be tough to part with and you take a new risk every time you start over. “  “In hindsight, I see that a lot of people put pressure on themselves for their first job out of school or their first couple jobs out of school, what they want to do with their lives. And, I think there is nothing more important than finding great mentors and something that you have a passion for.”  Highlights:  3:34- Philip shares his background  8:49- Philip talks about the founding of the Morgan Group  17:53- Philip talks about the markets today that he is most excited about  19:27- Philip talks about collection trends in the industry  23:09- Philip shares if there will be any shifts in developmental models for the future  26:48- Philip talks about a challenging deal that he's dealt with  Guest Website:  https://www.morgangroup.com/   Learn About Investment and Partnership Opportunities with Kevin and His Team  ☑️ Recommended Resources: Check out our company and our investment opportunity by visiting www.SunriseCapitalInvestors.com Self DirectedIRA Investment Opportunity–Click Here: https://www.advantaira.com/partners/s... To Learn More About How You CanInvest With Us Through Your SDIRA Accredited Investors Click Here: https://sunrisecapitalinvestors.com/ to learn more about partnering with me and my team on Mobile Home Park deals! Grab a free copy of my latest book “The 21 Biggest Mistakes Investors Make When Purchasing their First Mobile Home Park...and how to avoid them MobileHomeParkAcademy.com Schedule your free 30 minute "no obligation" call directly with Kevin by clicking this link https://www.timetrade.com/book/KV2D2

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'm thrilled to share a conversation I had recently with returning guest, Philip Morgan.Philip Morgan's work on specialization, cultivating expertise, and monetizing IP helps independent consultants thrive. His Expertise Incubator program helps indie consultants cultivate expertise, a point of view, and IP. His book, The Positioning Manual for Indie Consultants has helped thousands transform their businesses.In this episode, we dove into what it means to be a category of one, the risks involved, and why service businesses struggle with this common advice.Tune into this episode to hear:The risks of creating a whole new category for yourselfThe unique challenges for service businesses versus product businessesThe difference between positioning and differentiation, and why you need bothWhy true expertise requires balancing confidence, uncertainty, and communicationLearn more about Philip Morgan:WebsiteTwitter: @Philip_MorganThe Positioning Manual for Indie Consultants80/20 Agency MarketingThe Point of View GuideResources:No BS Agencies MasteryThe Price to Freedom Calculator™No BS LaunchpadNo BS Agency Owners Free Facebook GroupStart reading the first chapter of my bookPiasilva.com

We Need to Talk Finances and Investing. In this episode, Toni Street talks with Philip Morgan Rees, head of private wealth at Milford Asset Management to chat through financial advice, whether we need it, and who's best to give it to us. See omnystudio.com/listener for privacy information.

“What's an idea you wish your market would buy into?” This week we welcome Philip Morgan to the show who is a positioning and specialisation coach. Phil is based in Montana US and specialises more in the tech entrepreneur and services space but the wisdom he has and shares is as applicable to Ag. He is deep, articulate and cerebral thinker. Phil and I talk about what effective positioning is and isn't, why most companies can't specialise, the importance of Point Of View and how it helps you differentiate, the role of trademark ideas and why bravery, discipline and generosity work best if you want to succeed and cut through in a commodity world. Show Notes: To buy or sample Philip's book: https://philipmorganconsulting.com/positioning-manual/ For Philip's example of fantastic specialisation case studies: https://philipmorganconsulting.com/specialization-examples/ To contact Phil directly: philip@philipmorganconsulting.com +++ Want to make more rural sales? Get your FREE copy of “How To Succeed In Rural Sales” Ebook here: www.ruralsalessuccess1.com/ebook Connect with or Follow me on LinkedIn: www.linkedin.com/in/stjohncraner Subscribe to my weekly rural sales email (which goes out to 3000+ rural sales professionals)here: bit.ly/3voaPS7 To join our private Facebook Group where we share a ton of free rural sales and lead generation tools almost daily join here: www.facebook.com/groups/285326399207141/ For details on our training programmes you can check out what we do for sales teams with our Rural Sales Success™ programme here (www.ruralsalessuccess1.com/programme-invitation) or for managers with our Rural Sales Manager Mastery™ programme here (www.ruralsalessuccess1.com/rural-sales…-invitation). For more on us, what we do and who we work with: www.agrarian.co.nz

Stacey is the founder and creative force behind Black and Beech. Through Black and Beech she champions feminism and supports a range of charities, including the Abortion Support Network (www.asn.org.uk) who we mention in the podcast. I am delighted to bring this conversation to you at the start of a new chapter for her. I'm totally in love with Stacey's knitwear, and she has gifted you all 15% off at the Black and Beech store (blackandbeech.com) (woohoo!) - simply fill up your basket and check out using QUIETTHEHIVE15 (I can personally recommend the 'Take No Harm, Do No Shit' cardie and the 'Sororité jumper, and I might have to treat myself to a necklace now..!). Sign up for the Black and Beech Newsletter - https://blackandbeech.com/pages/be-first-to-know The artists mentioned are: Philip Morgan @pmillustration, Layla Holzer @laylaholzerillustration, and Rebecca Strickson, @rebecca_strickson_illustration We also talk about our obsession with Elizabeth Day podcast 'How To Fail'. HEADS UP: We mention abortion and we also use the odd swear word, so you might want headphones if you're in a public space or there are Littles around!

Today on DWB, I'm joined by Specialization and Positioning expert, Philip Morgan. Phil is a master at his craft and helps entrepreneurs transform their businesses to expertise incubators for their Niche. We have a great discussion on the show about his methodologies and what it takes to develop and monetize expertise. Be sure to subscribe to the Dog Whistle Brand Newsletter on Substack here: www.dogwhistlebranding.com To learn more about Philip and The Expertise Incubator visit: https://philipmorganconsulting.com/ Purchase his book here: https://amzn.to/3CxrUxh

In this episode reposted from Philip Morgan's The Self-Made Expert Podcast, Alastair and Philip discuss what the journey to authority looks like, why you should cultivate expertise, and how publishing develops your thinking. They also discuss when authority matters, how you know if you have authority, and the importance of specialization in building authority. ➡️ Learn more about Authority Labs: https://therecognizedauthority.com/authority-labs/

My good friend Philip Morgan interviewed me on The Self-Made Expert Podcast about what's been going on behind the scenes in my business for the past couple years. We chatted about a bunch of things I don't usually get asked about, including:  My transition from surfing a once-in-a-generation tech wave to a very different kind of advisory business My inventory of nasty emails received from my mailing list How I run inexpensive experiments Links: My previous appearance on Philip's podcast Philip's main website

How much risk are you willing to take?For some, the idea of taking a giant leap of faith is exhilarating. For others, the idea instantly makes them queasy. Where you land on that continuum will change depending on the greater circumstances of your life, too.Your relationship to risk affects your business and the choices you'll make. When it comes to finding your niche, your comfort with uncertainty and risk will have a major impact in the direction you choose to go. Or the directions you can even imagine going.All businesses come with some level of risk and uncertainty. So how do you manage your relationship to risk in your business so that you don't get mired in indecision or leap headfirst into an unproven venture?To talk about risk, I'm catching up with Philip Morgan.Philip Morgan is an expert on experts. He works with independent consultants to help them hone their area of specialization, cultivate their expertise, and monetize their IP. His book, The Positioning Manual for Indie Consultants has helped thousands transform their businesses.We talk about building authority and expertise, how to find your niche and positioning, what it takes to build an expert business and some self-psychoanalysis in the process.Tune into this episode to hear:Shifting your mindset to what you're gaining instead of what you're losing when you're trying something newThe relationship between risk tolerance and how you choose to specializeImposter syndrome and finding or making space in your nicheTwo challenges Philip uses to help clients build comfort with their expertiseLearn more about Philip: Philip Morgan ConsultingTwitter: @Philip_MorganThe Self-Made Expert podcastThe Positioning Manual for Indie Consultants: Find the Strategic Beachhead that Will Amplify Your Visibility, Momentum, Impact and ProfitLearn more about Pia: No BS Agency Owners Free Facebook GroupThe Show Your Business Who's Boss Crash Course Start reading the first chapter of my bookPiasilva.comResources:The Prosperous Coach: Increase Income and Impact for You and Your Clients, Rich Litvin and Steve Chandler (Author)Write Useful Books: A modern approach to designing and refining recommendable nonfiction, Rob Fitzpatrick

Philip Morgan's work on specialization, cultivating expertise, and monetizing IP helps independent consultants thrive. Philip has helped thousands of indie consultants use specialization to find a beachhead that leads to greater visibility, profitability, expertise, and success. He's also fascinated by those who cultivate valuable self-made expertise outside the narrow confines of the licensed professions, and I construct group challenges and experiential learning experiences that help my clients cultivate this kind of expertise. Philip Morgan was born in the US Virgin Islands and has been searching his whole life, without satisfaction, for a commercial ginger beer that matches the fiery home-brewed ginger beer he tasted there. After living in 28 different houses in 5 states and the aforementioned US territory, Philip seems to be settling down in Taos, New Mexico with an incredibly understanding wife and two ragdoll cats. He enjoys hiking, snowshoeing, black and white photography, and building horn and open-baffle speaker systems. Links https://philipmorganconsulting.com/ linkedin.com/in/philipmorgan https://philipmorganconsulting.com/positioning-manual/ https://twitter.com/Philip_Morgan

Deciding how to specialize your business, and then actually implementing that decision are the two phases of specialization. In this episode, Philip Morgan and Alastair McDermott discuss the transition from generalist to specialized, and when specialization is less important. They also discuss when to use brand marketing rather than direct response marketing techniques. Explicit Language Warning: note there are two very brief instances of explicit language - actually the title of a book - at 6m25s and 8m43s. Show Notes Access all the links mentioned in this episode in the show notes here. Connect with Alastair and Marketing for Consultants On LinkedIn On Twitter On YouTube  Subscribe to the email list at MarketingForConsultants.com Like what you heard? Help share the podcast by leaving a rating & review on Apple Podcasts

This episode focuses on positioning and specialization. How daily publishing of content can help you to gain focus. When and how you need to specialize your business. What is the difference between specialization and finding a niche? What are the steps for a positioning process? To discuss, I invited positioning expert Philip Morgan who helps indie consultants to specialize & position their business.

Yield PRO TV presents NAHB Power Hitters. Host Linda Hoffman talks with Philip Morgan, CEO of Morgan Inc.

Philip Morgan is the CEO of the Morgan Group.  As Chief Executive Officer, Philip is responsible for leading MORGAN's strategic planning and growth across all business activities, including development, acquisitions, construction, and property management.   Since joining MORGAN, Philip has been involved in the development and acquisitions of over 7,000 units at a cost exceeding $1.8B in Texas, Arizona, California, Colorado, and Florida. Prior to joining MORGAN, Philip co-founded BlueRoot Partners to take advantage of opportunities to acquire distressed real estate assets in Texas.   Philip holds a Bachelor of Science in Economics from The Wharton School at The University of Pennsylvania.  Quotes:  “It’s really tough to do what we do and it’s only getting tougher. So, when you have something great, it can be tough to part with and you take a new risk every time you start over. “  “In hindsight, I see that a lot of people put pressure on themselves for their first job out of school or their first couple jobs out of school, what they want to do with their lives. And, I think there is nothing more important than finding great mentors and something that you have a passion for.”  Highlights:  3:34- Philip shares his background  8:49- Philip talks about the founding of the Morgan Group  17:53- Philip talks about the markets today that he is most excited about  19:27- Philip talks about collection trends in the industry  23:09- Philip shares if there will be any shifts in developmental models for the future  26:48- Philip talks about a challenging deal that he’s dealt with  Guest Website:  https://www.morgangroup.com/   Learn About Investment and Partnership Opportunities with Kevin and His Team 

Specialization guru Philip Morgan joins me to talk about when to niche down and what to do about the fear of doing so.

This is my conversation with Philip Morgan who helps independent consultants thrive.  Philip has become known as an expert when it comes to positioning your services as...

This is my conversation with Philip Morgan who helps independent consultants thrive.  Philip has become known as an expert when it comes to positioning your services as...

If we want assurance that Brenton Tarrant does his time, we need to suck up the cost.There are calls for the Christchurch mosque gunman to serve his life sentence back home in Australia.Deputy Prime Minister Winston Peters is calling for the "depraved" mosque gunman to be extradited back to Australia to avoid this country having to pay to keep him locked up for life.But barrister Philip Morgan QC disagrees, saying there's no guarantee Australia wouldn't release him from prison early.He told Mike Hosking it's a necessity to keep Tarrant here."The cost is ridiculous,  but now he's a serving prisoner, I doubt it will be anything like the millions being bandied about by Corrections."LISTEN ABOVE 

If you write and publish every day for four years, how would that change your business? How would it change you? Philip Morgan did just that, and we talk about the impact of his daily writing habit, and how he keeps it up.

Morgan Group is a vertically integrated, 3rd generation family business that invests in multifamily housing. In its history, Morgan Group has built or acquired over $3 billion of multifamily assets, consisting of over 20,000 units. As Executive Vice President, Philip Morgan is responsible for overseeing MORGAN's growth in development activities in Texas, Colorado and Arizona as well as spearheading the company’s growing acquisitions business. Prior to joining Morgan Group, Philip co-founded BlueRoot Partners to take advantage of opportunities acquiring distressed real estate assets in Texas. We discuss this experience in detail as well as how it relates to potential post-Covid opportunities that may arise in the coming months. We also touch on the specific markets that Morgan Group is in and dissect the details as to why this is the case. And we dive into one of their most recent and probably most complicated yet rewarding projects, Pearl Marketplace in Midtown Houston. You may find out more about Morgan Group by visiting their website morgangroup.com.

In this episode Josh and Tom discuss the concepts of positioning and specialization within marketing and business. Contact: Josh@tmillergroup.com Books by Philip Morgan: philipmorganconsulting.com/books Tom's Book: tmillergroup.com/book

Philip Morgan fra University of Manchester, er kanskje en av de i Europa, eller verden som vet mest om kontaktlinser og bruk av dette, derfor tok jeg en prat med han om multifokale linser, for å få noen tips under Specsavers clinical conference i høst. Han er President for the International Society for Contact Lens Research og Vice President for the International Association of Contact Lens Educators, blant annet. Listen er så lang at jeg tror jeg stopper der:), du kan lese mer om Philip Morgan her: Philip Morgan Research altomoyet.no instagram    

Are you a marketing consultant? Do you feel like you're too dependant on referrals to win new clients? If yes, this episode is for you. My guest today will teach you how to use brand marketing to build trust and get more clients. Joining us for the second time on the podcast, we have Philip Morgan, an expert marketing consultant who specializes in positioning for tech companies and the author of The Positioning Manual for Technical Firms. In this episode, you'll learn why being pushy can damage your brand, when to invest in brand marketing, and how sharing your expertise can help you build trust. We covered: What usually triggers marketing consultants to start marketing themselves more aggressively Why you should not outsource your "business development" to people in your network What is direct response marketing? When should you start doing brand marketing to gain trust? Why sharing your authentic opinion publicly is powerful The litmus test to figure out if you're ready to do brand marketing Why client feedback is vital to improving the tone of your brand tone Resources: The Positioning Manual for Technical Firms Direct Response Marketing Seth Godin’s blog post Richard Stallman Clickfunnel The Business of Expertise How to Start a Marketing Agency the Right Way with David Baker Seth Godin’s Akimbo podcast Offline Podcast with Philip Morgan and Liston Witherill Customer Research 101: Uncover What Your Audience Wants with Liston Witherill How Smart Positioning Can Make Your Marketing 10x Better with Philip Morgan

Philip Morgan is a good friend of mine and joins us this week for the second time on here because he’s got some great insights to share! For good reason, his LinkedIn description says, “I'm a pusherman. I get paid to push people beyond their comfort zone so they can become the self-made experts they aspire to be.”  Philip helps small business owners build a point of view and to take a stance for what they believe in, which helps set them apart from others and propels their business forward just by creating this. He challenges people to do things that take their current level of expertise and amplify it in order to monetize their expertise.  Find out here what Philip means when he says that you need to pick a group of people you “feel love” for. Philip goes into detail on how you can specialize and narrow your focus to be in better control with your marketing and how you can build your credibility after declaring your specialty on your website. Don’t miss out on Philip’s great advice and opinions that will have you chuckling!

Hej alla kära lyssnare och hjärtligt välkomna till ett nytt avsnitt OptikerPodden med mig Jonas Upphagen! Torsdagen den 10 oktober 2019 var det åter dags för Specsavers Clinical Conference. Temat för årets konferens var "Tillsammans för en bättre ögonhälsa" . På scen kunde vi bland annat se och höra Erik Ryderberg & Bo Andersen som gav ett uppskattat föredrag kring Shared care. På scen möte vi även den dynamiska duon optometristerna Robert Andersson & Gustav Brinkby som presenterade en LIVE demonstration av gonioskopi och undersökning med 90-lins. Den internationella talaren och professorn Philip Morgan ledde en paneldiskussion kring multifocala kontaktlinser och slutligen talade ögonläkaren Johan Semby kring synfält och glaukom. Givetvis fanns även OptikerPodden på plats och jag måste tacka Specsavers som gav mig möjlighet att intervjua så många av dagens talare som ni dessutom kommer få lyssna till i dagens avsnitt! Vi hörs

In this episode, I get to speak with Philip Morgan. Now I've been following Philip's story for over a year and I've been reading his PMC daily emails, and we had a chat last year. I was introduced to him by my good friend Fuad Kamal, who was also a guest on this podcast. On the PMC emails, I've been getting so much value. I like the way he thinks, and that's one of the reasons why I brought him on the podcast. Philip can be reached via his website here: https://philipmorganconsulting.com ——Sponsorship—— This podcast brought to you by our generous sponsors. It is hosted by Anchor and distributed to the many platforms available for you to listen on. If you’re interested in sponsoring this podcast please connect on the networks below. ——Connect Here!—— You can find Hacks & Hobbies on these popular social media networks: Facebook, LinkedIn, Instagram, Twitter, or our Website hacksandhobbies.com --- Send in a voice message: https://anchor.fm/hacksandhobbies/message Support this podcast: https://anchor.fm/hacksandhobbies/support

Seth Godin joins us to explain the generosity of authority.Talking PointsWhat “authority” means to SethThe first things that Seth thinks of when it comes to funding a missionTwo different gamesWriting every dayLevels of freelancingImposter syndromePodcastingAkimbo workshopsComfort zone vs. safety zonePublishingWord of mouthWriting a bookFinding your alignmentMaking a decisionQuotable Quotes“The more they charge, the more authority they actually get.” –SG“If you win the game to be the most generous, then you earn the privilege in the area where you seek to have authority, to exchange status.” –SG“If you’re not feeling like an imposter, I would argue, you’re not working hard enough.” –SG“If you think your secret is what people are paying for, you’re crazy.” –SGRelated LinksSeth GodinAkimbo WorkshopsTranscriptJonathan StarkHello and welcome to the Business of Authority. I'm Jonathan Stark.Rochelle MoultonAnd I'm Rochelle Moulton.Jonathan StarkAnd today we are joined by legendary marketer Seth Godin. Seth, welcome to the show.Seth GodinThank you for having me.Jonathan StarkThank you so much for joining us. I'm very excited about this conversation. I've been thinking about it for two years, so I'll try not to pummel you with random questions that are too weird but the first we want to start with, given the show title, it's the Business of Authority, what does the word authority mean to you in the context of a business?Seth GodinThat's a great place to start. I don't think it means what most people use the word authority to mean. Authority usually means what a manager has, which is power, which is the ability to get other people to do what want even if they don't want to do it. I would say that in your case what we're actually talking about is reputation. What we're talking about is a variation of trust, which is trust to the power of provability, meaning not only do I trust you but I can go to my partners, my bosses and my employees and insist that they trust you as well because you have earned that through your reputation.Jonathan StarkYes, I love the distinction. It's not the boss kind of authority. You will "respect my authorita", fabulous. Okay, so what are first things that come to mind when someone is starting to establish authority? I think it happens over time, has a lot to do with, like you said, trust and that trust has to exist in something and that something is the audience. So, you're on a mission and authority is on a mission. They're moving toward a vision that they see in the future. They're trying to lead people to that goal. What are the first things that come to mind when you think about funding that mission by building a business around it so that you can keep doing it?Seth GodinThere was a pre-question which I'll do first. Yes, as you pointed out it is in the eye of the beholder. There's a funny joke, being headed executive gets bumped off a flight on Delta and marches up to the counter and says, "Do you know who I am?", and the person behind the counter gets on the PA system and says, "Medical alert, we have someone with amnesia at the front desk. He doesn't know who he is." If she doesn't know who you are then it doesn't matter who you are and this is the McKinsey Trap. The McKinsey Trap is you're getting paid X number of dollars at McKinsey and you realize they're marking you up 4X, so you quit McKinsey and go out on your own and you can't even get paid a quarter of what you used to get paid. Well, it's the same consultant giving the same advice, so why is there a 16X difference in the comp. The reason is because when you hire McKinsey you are not buying advice. You are buying the privilege of telling the board what McKinsey said and that's what they sell. That is my current definition of useful authority in this case. It has nothing to do with proving you are right and everything to do with the mantel that you have earned in the eye of the consumer.Seth GodinNow, what that gets us is to is this whole riff about status roles because status roles are everything in our culture. Who's up? Who's down? Who gets to eat first? Why is someone dating a supermodel? Why did you buy that car? What neighborhood do you live in? All of these are status exchanges where we are trying to buy safety, or leverage or authority by acquisition of something that gives us a sense of status, so McKinsey maintains their status by acting like a diva, by not making sales calls, by charging extra. The more they charge the more authority they actually get and so while we may be tempted to hustle to get our authority, to somehow prove that we are right we are actually giving up authority when you do that because in our culture the signals that come with authority are not the same as the signals that come from the desperate chase of proving you're right.Jonathan StarkYeah and that's something we talk about all the time. I think the tricky part for people who are listening who probably agree with that, it's like, "But you can't start off by acting like a diva", right? I mean, that doesn't seem to track. There has to be this sort of progression where there's trust built and then later when you're IDEO and you've got every Fortune 500 logo on your homepage and they're all amazing brands, at a certain point it feels like you reach a critical mass and you can maintain that authority position with these status games that you just referred to. Is that the way you start though? You just go out on your own and you play hard to get with your clients. That doesn't seem like it would work.Seth GodinCorrect, another great insight. In fact, there's two games and I just described the second game. The first game is a completely different game. It is not a junior version of the other game. It is the game of who can be the most generous, that if you win the game to be the most generous then you earn the privilege in the area where you seek to have authority to exchange status.Seth GodinSo, I'll use my example. Not because I have an enormous amount of authority because I haven't sought to do that but you blog every day for a thousand days in a row. That's free. You make YouTube videos. That's free but then someone calls you up to give a speech. That's not free. That's expensive and what that means is you don't give speeches for a while because you're not willing to give a $500.00 speech because people who have something to say don't give $500.00 speeches. You will give a free speech at Ted. You will organize your own conference. Organizing a conference is generous but if you want me to get on a plane and come give a speech to your organization, that's expensive and I'm fine if you don't want to buy it because I got other things I can do that are generous instead.Jonathan StarkWell, that tracks with our normal story here, that's for sure. You may or may not know this but both Rochelle and I are daily emailers inspired by you and a friend of mine, Philip Morgan. It's transformative on your business. It's not just in the sense of you're "giving away the farm" so to speak in a particular format and being generous and sharing the ideas, honestly I think of it every day as "who can I help today," how am I going to help them, what can I write today that's going to help the kind of person who's on my list. That's great and it leads to all the things we're talking about, the expensive speeches for example, but the thing about it that it is not obvious from the outside is that it makes the writer better, not just communicating but just like a deeper thinking because you get... After the first three months of writing every day you've burned through all of the trite, obvious stuff and you need to start really digging deep looking for-Seth GodinExactly.Jonathan StarkYeah, it's amazing. It is absolutely amazing. It sounds terrifying to people when we suggest that they write every day about a particular, with a particular worldview let's say, not necessarily particular focus but like a worldview and around an idea but it terrifies people. They think like, "Oh no, I'll never be able to keep up with it. I'll run out of things to write." Is there anything you can say to inspire people to perhaps take that leap, take that... It feels risky to people that are scared of it.Seth GodinFor sure, I have a riff about the Boston Marathon, which is if you hire a running coach you will not say to her, "Teach me how to run the Boston Marathon without getting tired." In fact, everyone who runs the Boston Marathon is tired. The question is where do you put the tired. If you want to run a marathon you have to be prepared to put the tired somewhere. Well, if you want to be an independent voice with authority you're going to have to do things that feel risky. If you're not prepared to do things that feel risky you should go get a job.Rochelle MoultonPerfect.Jonathan StarkYes, correct. I want to shift gears a little bit and talk about something I heard you say. I think it was in the marketing seminar. I went through the marketing seminar. It's fabulous. I highly recommend it. I think it was in there that you described yourself as a freelancer at one point.Seth GodinAnd today as well. I'm back at it, yeah.Jonathan StarkOkay, so I want to talk about that because you're not really like any freelancer I know and I know a lot of freelancers. So, we have this mental framework here on the show about the progression from zero to authority if that's the path that you want to go down. Not everyone does but if it is the path you want to go down with the folks we work with it starts off as a technician who has this skill that they apply on a time basis for it's like a mercenary type of thing, like, "Hey, do you need some code? I'll write some code. It took me 10 hours. Give me a thousand bucks." Then it moves to an area where they're more advisory, consultative, where they're an expert at writing code, or copywriting or photography and they can teach it, or guide people or decrease risk for clients who have a big project that involves that thing. They're sort of moving up the food chain in terms of applying their expertise but they're not applying it directly. They're advising about their expertise.Jonathan StarkThen there's this level above that which we would call an authority where it's more of a thought leadership place where there's an audience that's following you to a destination and there are business models that seem to line up with those three levels. The first one is what I would normally call freelancer where you're a mercenary. You're a "free lance" who is available for hire and it's not really... They take any comer who's like, "Oh, someone wants to hire me to write code or write copy. Great, let's do it." Then this middle level, the expert, aligns up with consultant a lot of times or trainer and then the top tier authority a lot of times lines up with speaker, talking head on TV, author. Author's right in the word, so when I heard you say that you saw yourself as a freelancer rather than an entrepreneur, that didn't really track with me-Seth GodinWell, we have a semantic difference here, so I think your three levels are very smart but they are three levels of freelancing and let me make the distinction because of all the single sentences I have uttered on stage more people have told me this has changed their life than just about anything. Freelancers and entrepreneurs are different. Freelancers get paid when they work. Entrepreneurs build something bigger than themselves, so Larry Ellison is an entrepreneur. He does not write code. He does not make sales calls. In fact, Larry Ellison's only job at Oracle is to hire people to do jobs he invents. That's his only job and if he finds himself doing any work whatsoever he's doing something to harm the shareholders.Seth GodinNow, I have been an entrepreneur. I have built companies that changed parts of the world and I didn't like it. I was good at it but I didn't like it because I like doing things with my own two hands. If you read a blog post, I wrote it. If I was an entrepreneur that would be wrong. I should hire someone to write my blog post. If you take a workshop with Akimbo, I created it with my own two hands and then there are people who I think I work for, they don't work for me, who run Akimbo. That's not my job. That's their job and so I'm finding joy by doing the work. Entrepreneurs shouldn't do the work. Jack Dorsey should not be touching code, et cetera.Seth GodinAll right, so how do you move up as a freelancer? Well, the way I describe your three tiers is this. You cannot move up as a freelancer by working more hours. The only way to move up is to get better clients. What does it mean to have better clients? Clients who trust you more. Clients who challenge you. Clients who give you more leverage. Clients who pay you better. Better clients will get you better clients because your book will look better. Your work will look better and so the quest, if you are on the authority track, can be defined as what work do I need to do today to get better clients a month from now.Seth GodinIf you're just working for hire for anybody, JUUL, some cigarette company, it's not going to help you get better clients, so turn them down. Partly because it would be a moral failing to do the work but mostly because it's going to get in the way of you getting better clients and what I find, and we run a freelancers workshop so I've talked to hundreds and hundreds of freelancers about this, is the fear kicks in and this is the other riff which is imposter syndrome. People say, "What do I do with imposter syndrome?" The women who tell me this think only women have it. The men who tell me this think everyone has it but imposter syndrome is this idea that you feel like a fraud and what should I do with this. I don't deserve better clients. I feel like a fraud. Well, and a quick little aside, I used to have a record label and I did it as an experiment. I gave all the money to the artists and one of the artists, a married couple who lived in a van, and they would drive from town to town. They would play at the easily booked coffee shop. Then after they'd been there for two nights they'd drive to the next town.Seth GodinI took them aside and I said, "Guys, you got to stay in town. Stay in a town and work your way up because it's a better audience. They pay better. The mics work better. Everything is better" but I could see from the look in their eyes. They didn't think they deserved to play at Passim because they felt like imposters. My answer is, "Of course you feel like an imposter. If you are doing work that matters you are an imposter. You can't certify that you've done this exact thing before and it's guaranteed to work. You can't, so because you're a good person and an honest person inside you feel like a fraud because you're acting as if, because you're describing a future that isn't here yet and if you're not feeling like an imposter I would argue you are not working hard enough."Rochelle MoultonWow.Jonathan StarkYeah and by the way, nice shout out to Cambridge. I like that. So, there's a thing in the pricing world, my focus is pricing, and there's a thing in the pricing world called "selling to your own wallet" which this reminds me of, where it's not the same thing but it's similar where someone who can't imagine that they would pay X dollars for a watch or whatever. They imagine that no one would. I think that's fairly common. I don't think that's a shocking revelation, like "Wow, I can't believe somebody would pay a million dollars for Paul Newman's Rolex, that's just insanity" but someone paid it. Is it insane? Is it not insane? It doesn't really matter. The problem is when you start to apply that to your own business and you think, "I can't imagine anybody paying me $10,000.00 a month to maybe pick up the phone once in a while." Well, you better start imagining it if that's where you want to go and you can't just expect people to start writing you $10,000.00 checks every month if you're not delivering value, so you do have to figure out that puzzle. How can I deliver more than $10,000.00 of value every month to someone by just picking up the phone when they call?Jonathan StarkThe paralysis comes from not believing that they're worthy of that, that their expertise is not actually that valuable to anyone because they don't value it as much as they should themselves.Seth GodinYeah, that's a great point and you know the thing is most of the people you and I, the three of us talk to, don't make their own clothes. If someone came to you and said, "You must make your own clothes." It is not allowed anymore. It's immoral to make your own clothes. We would be annoyed and offended. How dare you? If you stood out front of the fancy watch store, and this is probably a worthwhile exercise and told people on their way in they're not allowed to go in to buy a watch. They're not allowed to buy a wedding ring. Go to a wedding that costs $50,000.00 and start heckling the bride and groom. You're not allowed. No, have some empathy, right? Have some empathy to realize that different people will make different choices about how they're going to spend their money. Your job is once they've made that choice how can you satisfy that need and so when I go out for my anniversary dinner I am not hoping the restaurant will charge me less. I'm hoping that we will have a better time, so that's the restaurateur's job is not to lower the price but to increase what I came for.Seth GodinSo, I think it's a little bit of a trap to say, "I hope I'll get paid a lot of money just to answer the phone." I think the right question is how can I create an environment where the people who hire me on retainer see their career's turbocharged because their bosses are so impressed that they're able to call me whenever they want. What would I have to do to make those conditions possible?Jonathan StarkI want to shift gears yet again and talk about podcasting for a second. We mentioned earlier sharing your expertise freely in particular ways and then charging a premium in other formats, say podcasting versus speaking in person. Geez, it's been like five seasons now of the Akimbo podcast I think and I think you've been on a million, maybe a thousand, thousands of podcasts but the only one I was aware of that you publishing was like a recording of a course of some kind or a workshop that you did years ago. Why that change? What made you... Is it something about podcasting? To me, it feels like it might be competing with books as a primary source of authority and then there's this question of self-publish versus traditionally published books. How do you see podcasts fitting into the authority landscape?Seth GodinIt's important to note that in addition to being a hypocrite I'm not a very good role model. The reason is because this is my hobby, that this work that I am doing every day... I'm 59 years old. I was born on the right day to the right parents. I won the internet lottery. This is my hobby and so people who try to do what I'm doing because they think I've thought through it, how to maximize something, are going to make a big mistake. Do as I say, not as I do because when I say it I'm describing what I wish I had heard when I was 30. But, I could do all sorts of things to make more money than I make now. Podcasting was an interesting problem five years ago. I'm a new media scholar. That's what I focus on. This is a form of new media. It's disruptive. It's interesting. It's personal so I came up with a podcast but I didn't want to do it because it's too much work and because there are all sorts of other personal things I had about it. Then some podcasting people called me up and called my bluff. They said, "We have a hunch you've figured out how to do a podcast but we'll pay you" and I could do a lot of good with that money, so I'm thinking...Seth GodinWell, now I'm stealing money from poor children if I don't do this podcast. I can't keep whining about it. I either got to do it or never speak of it again and so I like these people and I said, "Sure, this sounds like something to add to my hobby list." I will say though, as the person who founded the podcasting fellowship, that in fact, surprise, surprise, it gets you more speaking gigs and I make more from speaking gigs than I make from writing books, that in fact the 100,000 plus people who listen to the podcast prefer my voice to my blog posts and that means that they're likely to want to engage with other changes I'm trying to make in the world but that's not why I made it. I made it because I'm a little bit of an egomaniac. I thought I had something to say and I like the sound of my own voice.Jonathan StarkWell, I love it. I highly recommend people listen to Akimbo and it's not overly produced, maybe like an NPR is super, super heavily produced but you definitely have a lot of sound editing. There's a lot going on there. I applaud you because that is a lot of work. We try and keep things simple here over at the Business of Authority. No music, we've got a no music rule.Jonathan StarkYou mentioned the podcast fellowship and then there's the marketing seminar. I think you're up to the eighth one. Tell us a bit about how the Akimbo workshops fit into your master plan. I know you seem like an educator. To me, you've got that great talk about what are schools for. As someone who homeschools their kids I completely resonate with that. For you, is the workshop approach the way to have the biggest impact or is just a hobby and it's just something you like to do?Seth GodinNo, this is not a hobby. This is too much work to be a hobby. I do the workshops because I'm a teacher and this is the single, most effective form of teaching I have ever done by a lot. A book can sell a quarter of a million or a million copies and I will change X number of lives where X is a number less than a hundred, maybe it's a thousand. Whereas, when a thousand people take one of our workshops we will change the lives of 500 of them and not all completely but really deeply because doing the work, doing the work together, doing the work in public, is so different than listening to a podcast or an audio book, so I'm still doing the other stuff drip by drip, day by day but when I saw what the altMBA was able to do for people I knew that it would be malpractice to not try to push it forward and then I encourage lots of other people to copy what we're doing because if enough people copy it then I don't have to do it anymore.Jonathan StarkYeah, me included. I don't know if you even remember but I emailed you after I went through TMS and I was like, "This format that you've come up with is genius. The combination of the cohort with the lessons dripped out over time and sort of people working through it together, more like study groups and online", yeah, it's great. You're welcome. That's where the pricing seminar came from because my focus is pricing.Jonathan StarkSo, your riff on education is like what's education for. Are we trying to make kids into factory workers? It seems like that's kind of how it's set up, at least how it was setup and there's still a lot of hangover from that. That ties into a concept in the Icarus Deception which absolutely blew my mind about the comfort zone versus the safety zone. I don't need to tell it. Could you riff on the comfort zone versus safety zone and how that fits with education?Seth GodinAnytime you riff on a book that I wrote eight years ago you do need to remind me but in this case I remember.Jonathan StarkGood.Seth GodinSo, why are there so many victims of massive change in our world? Why is it that when the world changes people who are supposed to be alert, whether it's Western Union, or the old version of Microsoft... I mean, Steven Ballmer is supposed to know what's going to happen next. That's his job and the same thing's true when we think about people going through school or graduating in enormous amounts of debt. Didn't they see it? Why is there so much pain? Well, the answer is because we have a narrative about where we would be safe. Let's call that our comfort zone. The comfortable thing is to go to a famous college and go into debt to get a piece of paper that will guarantee us a safe job going forward but that is not actually a safe place. It just feels safe. It is simply comfortable and this idea that safe is risky and vice versa is only present when the world changes. When the world is the way the world is then those two are aligned. Safety and comfort among rational people is the same but when the world is changing that's when we make mistakes.Seth GodinSo, how will we use our discomfort as a compass to point us to where we will ultimately be safe? I believe that every good person in the book publishing world is going to be out of a job in 20 years and that's because they are doing things that are comfortable right now, not things that are safe. What would be safe is for them to connect directly with readers. What would be safe is for them to explore. They should be in my business, right? They should be running live events. They should be running these interactions, on, and on and on, because that's the safe thing to do. It's just not comfortable and as a result good, hardworking people are going to slam into a wall because one day the backlist isn't going to pay all the bills. The end.Seth GodinTo come back to the listeners of this august podcast. There are all sorts of things you conventional do as a freelancer, as a consultant, that are comfortable but I got to tell you in a world where everyone is a click away and where Zoom is a click away they're not safe anymore.Jonathan StarkRight, I get it all the time from students where I'll make some suggestion that, "Here's a tactic that you could try. It fits with our strategy. We've defined an objective for you. We see where you want to go." Tactics, they come and go. You change them. You experiment with them. You see what's going to work different for different people and you can get so much pushback, like change the headline on your site a little bit. Oh, that seems too risky. It's like, "Well, it's not like it's a lion." What's going to happen? Lightening bolts are going to shoot out of the keyword? Risky, how? It's 100% the comfort versus risk thing, so when I read that my head exploded. I was like, "Oh, right, that's exactly what it is."Jonathan StarkIn my consulting business I saw the same thing. When I was doing mobile consulting 2010, '11, '12, these big corporations... I wrote a book and corporations were like, "Yeah, we need this guy. Come in and tell us what to do." I would come in and say, "Well, here's the situation. This is the way it's going to be in five years for sure. Mobile phones are going to be the computing platform. That's it. So, get there. It's going to take a while. You're a huge organization. You need to do these things to get there" and they wouldn't. It was one of the big reasons I left consulting was because it was like one time where I felt like I was like, "Wow, I really know what to do here, like this" and their competitors did it and now they're suffering, the whole thing. They were so, like for a big organization they were so fearful of doing anything that wasn't the norm in a context where everything was changing and you end up with Blockbuster, and Tower Records and all of these companies just disappearing overnight. Things like Airbnb, and Uber and Netflix seemingly out of nowhere but they were enabled by this mobile platform. It's unbelievable.Seth GodinI agree with everything you just said except for the last sentence.Jonathan StarkOkay.Seth GodinIt's totally believable! It would be stunning if it wasn't true.Jonathan StarkSure.Rochelle MoultonActually I'd like to get Seth's view on this. Comfortable versus safe, if you're an authority or you're on the authority track, you're consulting, you're freelancing and you've got a big idea and you think it's a book. What's the comfortable versus safe approach for publishing or producing a book now?Seth GodinOkay, so we're going to go as quick as we can through this book thing. First thing, a book is a Proustian souvenir that for many people of many ages but all of us over 30 means something. To some people it means school and it is to be avoided. To some people it means status. To some people it means wisdom, a level of achievement. Just the presence of the thing is different than saying, "I took all of these ideas and tweeted them", that the object itself has a value.Seth GodinNow, publishing is not the same as printing. Anyone can print. It is cheap. Publishing is about taking financial risk to get people who are unaware of an idea to become aware of it and pay money for it. That's what publishers do. The number of actual publishers in the US is very small and the imprimatur that they provide certainly has value but less than it used to because if you can print a document that looks just like what they would do to the uninitiated it is the same thing. Now, this leads to one of many pitfalls.Seth GodinPitfall number one is you do the comfortable thing, which is you cut little, tiny corners that you don't think anyone will notice and your self-published book is obviously self-published and then not only haven't you succeeded, you've failed because you're so desperate you're self-publishing your book in a pretend effort at authority. So, it would have been better if you had done nothing.Seth GodinWe did a book for charity last year and it took my creative director and I, between us, 400 hours to make it look like a real book. It's not something you just upload to CreateSpace and you're done.Seth GodinNow, when you get a book then you've come to the conclusion that now you need to make it a bestseller because that's where the status really lies. Well, what's obvious to anyone in the industry is you can buy your slot on the New York Times Bestseller list now, so it's now worth nothing. Don't even bother because everyone's doing it. They're all buying their way. It doesn't mean nearly as much as you think and so it's just this huge distraction where we believe we are about to be judged so we spend an unreasonable amount of time and money for this signifier that's not actually much of a signifier at all.Seth GodinThe real signifier is did someone other than you tell me about your book. That is the signifier because now the book is serving its true function which is it is a permanent container for the ideas of a single person. If someone tells me about your book, your book has just increased your authority. What we have to begin with is you have to write a book that other people will choose to talk about in a way that gives you authority. That is really hard to do. Do that first. Don't worry about the tactics of how can I get Adrian Zackheim to publish my book at Penguin in a thinly veiled attempt to become seen as some sort of authority.Seth GodinSo, when I published Purple Cow I was on the outs. My previous publisher, Simon and Schuster, had fired me because my book before that they didn't understand and it did very poorly and so I self-published Purple Cow years before self-publishing was easy and I put it in a milk carton-Jonathan StarkJust to make it easier on yourself.Seth GodinI could tell you an hour's worth of stories about that but the punchline was if you bought the 10 pack or the 12 pack of the milk carton you gave it away and the act of you giving it away is where I got my authority from and it became the bestselling marketing book of the decade because people talked about it, not because my publisher which I ended up acquiring, did a good job of publishing it. That's silly. They don't do a good job of publishing anything.Seth GodinI guess what my rant is about is you're already in one business. Don't try to get yourself into another business of being a publisher. You're probably going to be terrible at it. If you're going to make a printed artifact open your wallet, blow out the dust and spend the money to make it magnificent and the way you do that is by going to the bookstore, finding a book that already has authority, handing it to your printer/designer and saying, "It has to look exactly like this", same paperweight, same paper stock, same typeface, same trim size, same embossing. Copy this. All your ideas, all your words, no one cares about that. It's got to look and feel right.Seth GodinOkay, so then you say, not how do I get everyone in America to read this. Everyone in America isn't going to read it. You say, "Who are the 250 people who if they read this and told someone else I would be on my way and then you, or even better a more prestigious colleague of yours, send the book free to those 250 people. If those 250 people after getting the book don't talk about you didn't right a good enough book. The end.Rochelle MoultonWow.Jonathan StarkYes, thank you for that.Rochelle MoultonLove it.Jonathan StarkMy takeaway from that is what's important is word of mouth, not a book. Is that fair?Seth GodinYeah, the book is simply a way to create an artifact that works harder for you every day than you could do without it.Jonathan StarkOkay, so where my brain is going is, is the word of mouth of, "Hey, you should listen to Akimbo" or "Hey, you should listen to the Business of Authority", is that kind of word of mouth... Do you think that carries the same kind of weight because I'm starting to think it does?Seth GodinIt might carry even more. It depends on whether your book can enjoy word of mouth without people reading it.Jonathan StarkWow.Rochelle MoultonThat's the challenge.Seth GodinThomas Piketty has benefited from this. His book, Capital, is the most unread book published that year. We know this for a fact. If we multiply the number of people who purchased it times the percentage in the Kindle that was indicated that they read, it had more unread pages than any other book of the year but-Jonathan StarkThat's brutal.Seth GodinYeah but it's true and after reading 10 pages you knew everything you needed to know to talk about the book and so the book served its purpose. The book was not a ripoff. You got your $30.00's worth which is after reading 10 pages you knew enough to be able to talk with some confidence about the inequity in our society and recommend that people who disagreed with you read the whole book.Jonathan StarkYeah, it's painful actually but it makes sense. I feel like it gets back to the status a little bit, like you want to say you read it or you want to be on your bookshelf. You want to be the kind of person who you think agrees with it. You're more buying it as an artifact or a conversation piece than an educational type of thing.Seth GodinRight, so one thing you could do if you were in the pricing business and you wanted to be the most expensive pricing consultant is you could take everything you know, put it into a loose leaf binder, only make 400 of them, hand number each one and give them to your best clients with extracting a promise that they will not make copies and share with other people. Then they will and once people start getting this priceless notebook which is handed from person to person they will realize it's too much work for them to go through all of it. They'll call you and hire you.Jonathan StarkI 100% agree with that. That would totally work. That is so funny. I don't know. I feel like we're bashing books a little bit here.Seth GodinNot at all, books have been very, very good to me. Just use them for the right reason. That's all I'm saying.Jonathan StarkYeah and we talked about that in the past where it's like if you're going to write a book, both of us, our general advice is first decide who it's for. Not just like, "I want to write a book with this title." It's like who's this for. Who's going to be transformed by this? Then start working out, okay, now that I know who it's for here's the way I need to deliver this information. It seems obvious to me because I've got the curse of knowledge. How am I going to deliver it to this particular person in the most effective way that is going to turn that light bulb on for them?Jonathan StarkOkay, so that's how I would approach writing any book. It needs to be good for the reader but then we also categorize into where do you see this book fitting into your business. Is this going to be a 300 page business card that you use to get consulting clients or is this going to be like a revenue stream that you want to actually be bringing in money every month from selling this directly?Seth GodinI think it's the third one.Jonathan StarkOkay.Seth GodinYou only said two. The third one is I would like to change my pocket of the culture to create an environment that helps the people I seek to serve and that also allows me to be a participant in how it moves forward.Jonathan StarkOkay, that's fair. I wouldn't use a book for that though.Seth GodinWell, it depends. If you're Bruce Schneier and you're the leading computer security expert then your book on that, or if you're Don Norman and you're the leading expert on user-centric design, or you're the guys at... I can go down the list of the people you've heard of who have actually changed a culture by earning the privilege to change the culture by having the chops to put it in writing and say this. They gave away everything they knew because you have to give away everything you know because if you think your secret is what people are paying for you're crazy.Rochelle MoultonI was just thinking. It made me think of something I heard you say, Seth, that writing a book is a generous act.Seth GodinYeah.Rochelle MoultonDo you feel it was generous in some of those examples? Can you talk more about that generosity?Seth GodinThe generous act to write a good book and what that means is that the reader cannot tell what your incentive is other than you're trying to make things better. In the business world we can sniff it out immediately, when you are... I'm not going to mention this super agent because that's why they write the book, so I would mention them but if it's just one, self-aggrandizing anecdote after another, well yeah, now we know why you wrote the book but we got nothing out of it. But, the magic of a book is... I wrote the Icarus Deception however many years ago and it's still doing things for people with no incremental effort on my part. Another reader costs me nothing. The fact that I make it huller, maybe the advanced learn or not. I have no idea. I don't keep track but that's not why a good author talks about her book. A good author talks about her book because she knows she's probably never going to get another royalty check but if another person would read the book things would be better.Rochelle MoultonYeah, it's that transformation that you're trying to make with the idea inside your book.Seth GodinLet's get back to I have no idea how many people are listening to this but my guess is that 92% of them act in selfish, short-term ways because they're afraid, because they're afraid they don't have anything really important to say because they're afraid if they blow up their industry by giving away the secrets they will be ostracized because they don't want to be on the spot because they don't actually want be the leader.Seth GodinAnd so what they do is they think small. They play small ball. They try to transact and that's why they're still frustrated. It's interesting. My son gets Dental Town magazine and Dental Town magazine, if you have any fear of the dentist you should not read Dental Town magazine because there are articles about basically how to under serve your patients so they'll pay you more.Jonathan StarkOh man.Rochelle MoultonOuch.Seth GodinAnd, you don't want dentists doing that. You want a dentist who decides that the best way to be a successful dentist is to get better dental patients and to make it so that they don't have to come very often because if you do those two things they will talk about you, there'll be a waiting list, and on, and on and on. On the other hand if you're trying to churn the file, get people to get a cleaning every four weeks instead of every 50 weeks and you're justifying it because there's one little footnote that says more cleanings equals better healthcare, yeah. Well, would you do it for free because if you wouldn't do it for free don't tell me you're doing it out of kindness. Whereas, I feel very confident in saying I would write books for free and I do because I am not writing them to get clients. I don't have any clients. I am doing it because I want to change the culture.Jonathan StarkYeah and that's a core premise of this podcast. We've done a bunch of episodes on what's your big idea, why do you get out of bed in the morning, what is your purpose here, why bother. If it's just this self-promotional act then that's not interesting and it probably won't work anyway. But the book thing, it's more like, "Okay, I've got this mission that I'm on. I need to fund it somehow and maybe a book is the way to do it. Maybe it's not. Maybe the book is going to get me consulting gigs and I'll do the book for free or I'll give it away."Jonathan StarkI get this pushback a lot of times where people are exactly like you're saying, where they're like, "Yeah, I'd love to change the world but the people who I want to help can't afford me" or "My spouse won't let me do this because he or she's afraid that we will lose our standard of living because I've got this great job with Google, or Facebook or something and I like this idea of going out and helping people do whatever the thing is that they're passionate about." It could be spouse. It could be parents. It could be friends. Everybody's kind of like, "Well, that won't work" or "How are you going to keep making $300,000.00 a year? How are you going to keep making even $50,000.00 a year by doing X, Y and Z" and maybe it's imagined or maybe it's real but I get tons of people who have that fear. I don't think that's completely a comfort thing. Being willing to throw away your standard of living seems a little... That's a pretty tall order.Seth GodinI'm going to interrupt on the last point. I have worked with and know people who's standard of living is $3.00 a day and those people were making three, or five or $10.00 a day. I will not change places with them but on a good day they are happier than you or me and everyone on a good day is happier than someone else. The question is always going to be compared to what. If you're willing to turn off cable TV, eat rice and beans, move to a small little rental on the outskirts of town and ride a bicycle because it will give you the freedom to change your part of the world for the better then go do it. But if you're not, then stop pretending you want to change your corner of the world for the better and just go back to work.Seth GodinThe problem is when we're out of alignment between the two, where we want to leave McKinsey, get paid what we got paid at McKinsey, only work with non-profits, only work with clients we're proud of and have the privilege of walking out anytime someone disagrees with us, that's out of alignment, can't happen.Jonathan StarkPerfect, yes, absolutely and you're talking to a guy who did used to be a musician and live in his van, so I totally, totally get it.Rochelle MoultonWhat if we gave Seth an opportunity to talk about what he'd like to talk about at the very end. You know who our audience is, Seth, people on this road to authority, most have independent businesses. They're trying to make a difference in the world. They want to get paid at the same time. What else would you have to say to them?Seth GodinThis is what I came to say. You don't need more time. You just need to decide. You need to decide whether you actually want to change your corner of the culture and if you do you have to find the bravery and the boldness to do it in a way that others will choose to talk about. If you want to just have a job with no boss, you already have that and then you can go find slightly better clients and that's your progression. There's nothing wrong with it but if you're taking the time to listen to two leaders as we have here my guess is you have an itch and what we know is the culture needs you to go scratch it by doing this work. That's my mission and it might be yours.Jonathan StarkWhere's the best place for people to go to find out all things Seth?Seth GodinThe workshops are all at Akimbo.com, A-K-I-M-B-O, and if you type my name into Google I'm sure you'll find more than you need.Jonathan StarkYeah, absolutely, folks, definitely check out the blog/daily mailing list. It's fabulous. Seth is the Confucius of marketing.Rochelle MoultonAnd the books, the books live forever. 10 years old, 20 years old, they're still relevant, highly readable.Seth GodinWell, thank you. That means a lot. I'm going to sign off. Go make a ruckus and thank you both for your time. I appreciate it.Jonathan StarkThanks so much, Seth.Rochelle MoultonThank you, Seth.

On Wednesday the 29th May, join Desmond Ryan for an informal conversation with Prof Phillip Morgan from the University of York in association with the School of Law. Professor Morgan's research project will look at Tort Law, Artificial Intelligence, Autonomous Systems, and Machine Learning. His research asks whether the law of tort will need to adapt to meet the demands which new technologies will place on it. This work has the opportunity to help shape legislation and legal developments in Ireland, and England. Mr Morgan's work has already assisted courts (including the Supreme Court of Ireland) and government bodies around the world to develop the law of vicarious liability, and tort, to challenging modern conditions.

We're working on some interesting new things! Philip's begun to charge for his daily emails, and Liston's selling to the enterprise.

Do you ever wish you could move away from just taking orders from others about what they want from a WordPress site? Or maybe become known as a thought leader instead of just another developer? This week’s guest has a plan for building authority and finding your voice as a consultant. In this episode, I talk with Philip Morgan about his Coder to Consultant program and the importance of business development in finding clients that allow you to do more than fill WordPress development requests. Making the move from developer to consultant may seem daunting, but Philip lays out how you can do it, and why it’s important for the longevity of your career. The ‘Oh Crap’ Moment Philip began to notice a pattern over the course of his career. Every 5-7 years, the demand for certain development skills would decline as new skill sets entered the market and became in-demand from clients. He saw developers have what he describes as an “oh crap” moment when they realized that their skills were becoming obsolete and they would need to learn something new to remain competitive. But what if you don’t want to learn new technical skills every few years? That was the dilemma Philip saw developers face. They typically did this a few times before they began to grow tired of the pattern and couldn’t face the prospect of doing it again. With those experiences in mind, Philip decided to use what he knew to help create a path for developers away from technical work and into strategic consulting roles. No matter whether you are developing an ERP system or a website, your end product should help your clients meet the needs they stated and the ones they didn’t know they had. Making this next-level transformation requires more than just taking an order and plugging in the resulting code, but the change is easier than many developers might assume. Building a Track Record Philip says many people he works with are already doing consulting work for free when they give a client advice about their website based on past experience. This comes as second nature, both from years of working in the field and from the natural human instinct to help others. “Do it often enough”, Philip says, “and you’ll begin to develop a track record that you can turn into a point of view to help clients work through big-picture issues, rather than just doing what they tell you.” Becoming a consultant also requires a sense of empathy toward the person you are trying to help — and knowing when to walk away from clients who are not willing to be flexible or see things your way. It’s a tough decision to make, especially when you need the work, but learning how to say “No” is essential to developing the confidence needed to take on higher-level projects. Philip also acknowledges that the journey from developer to consultant is scary because we all have an inherent fear of criticism. However, this sense of fear can also be a great motivator because it pushes us to be our best and brings clarity to our thoughts and actions. This sense of expertise forms the foundation for transitioning from developer to consultant. But, the skills are no good unless you have someone who is willing to pay you for them. Philip says that this is where networking and client development come in. 3 Steps for Developing Expertise Around minute 21, Philip lays out a three-step plan for developing a point of view that can take you from developer to consultant: Start talking about yourself as someone who creates value for clients, drawing on past experiences as examples. Look for things that are upsetting to you because those are places where you can develop an opinion. If that opinion is meaningful to the outcome of the project, it can become a point of view. Get the point of view in front of people. It’s what he’s doing by coming on WP Elevation! In today’s media landscape, there is no shortage of outlets where you can make your voice heard as a thought leader. Focus on Business Development Once you are confident in your point of view, it’s time to find clients who will let you take on a strategic role in their projects. This means putting more time and energy into business development than you probably ever have at any other point in your career. “But wait,” you might be thinking to yourself, “didn’t I get into development work because I don’t like talking to people?” Many developers are more comfortable behind a computer screen than out in the public eye. Philip says that even the most introverted developers need to invest in finding and cultivating their own clients, rather than relying on referrals from agencies or other professionals, which he describes as “the crumbs of client work”. Simply put, if you are not finding your own clients, you are outsourcing your business development. However, this does not mean you need to jump up and attend every networking event you can find or start making the rounds on podcasts. Pick the business development activity that you are most comfortable with to start and see where it leads. It could be as simple as spending a few hours on LinkedIn or setting up a few one-on-one meetings. Like a lot of things in life, the more you do it, the easier and more comfortable it will become. Another important part of business development is asking clients for honest feedback about the work you did for them. What impact did you have? How can you improve for next time? You probably have one set of answers to these questions, but understanding your client’s perspective will help you become even better as you move forward on your consulting journey. Wrap-Up Philip runs his own consulting business and created an email course to help developers get paid for more than just their WordPress expertise. He emails updates and new insights to his list every week and takes pride in creating value for his clients. Follow his plan and you’ll be on the way toward a whole new career path, rather than waiting around for the next “oh crap” moment in the technical world to render your skills obsolete. Tune in to hear more about Philip’s approach and how you can make it work for you. Links The Coder to Consultant Email Course Philip Morgan Consulting The Consulting Pipeline Podcast

Sponsors Sentry use the code “devchat” for 2 months free on Sentry small plan CacheFly Panelists: Erik Dietrich Jeremy Green Kai Davis Episode Summary: In this episode of the Freelancers' Show, the panel talks about good practices and habits to build in freelance business in the year 2019. The panel gives examples of what they focused on while building their own freelance business and share how they approached areas such as self-care, financial planning and client acquisition goals in their business. They discuss what strategies to follow during “feasting” cycle and “famine” cycle of business and share tips on how to save for retirement during each cycle. Listen to the show to find out more on which tools to use for bookkeeping and how to communicate with former clients for repeat business and much more! Links: Company of One by Paul Jarvis Free CRM for Small Businesses - HubSpot The Positioning Manual for Technical Firms by Philip Morgan https://devchat.tv Picks: Erik Dietrich: Free CRM for Small Businesses - HubSpot It Doesn't Have to Be Crazy at Work by Jason Fried and David Heinemeier Hansson Jeremy Green: Bench Splice The Positioning Manual for Technical Firms by Philip Morgan Company of One by Paul Jarvis Kai Davis: Calm - Meditation Techniques for Sleep and Stress Reduction  

Sponsors Sentry use the code “devchat” for 2 months free on Sentry small plan CacheFly Panelists: Erik Dietrich Jeremy Green Kai Davis Episode Summary: In this episode of the Freelancers' Show, the panel talks about good practices and habits to build in freelance business in the year 2019. The panel gives examples of what they focused on while building their own freelance business and share how they approached areas such as self-care, financial planning and client acquisition goals in their business. They discuss what strategies to follow during “feasting” cycle and “famine” cycle of business and share tips on how to save for retirement during each cycle. Listen to the show to find out more on which tools to use for bookkeeping and how to communicate with former clients for repeat business and much more! Links: Company of One by Paul Jarvis Free CRM for Small Businesses - HubSpot The Positioning Manual for Technical Firms by Philip Morgan https://devchat.tv Picks: Erik Dietrich: Free CRM for Small Businesses - HubSpot It Doesn't Have to Be Crazy at Work by Jason Fried and David Heinemeier Hansson Jeremy Green: Bench Splice The Positioning Manual for Technical Firms by Philip Morgan Company of One by Paul Jarvis Kai Davis: Calm - Meditation Techniques for Sleep and Stress Reduction  

How do you decide which clients to go after? Author of the Positioning Manual stops by for a deep dive.

Just before hosting a dinner party, Philip Morgan and Brandon Shaw murder a mutual friend, purely as a Nietzsche-inspired philosophical exercise. Hiding the body in a chest upon which they then arrange a buffet dinner, the pair welcome their guests - including the victim's family, friends and the college professor whose lectures inadvertently inspired the killing.

Panel: Reuven Lerner Jonathan Stark In this episode of the Freelancer’s Show, the panelist, Reuven and Jonathan discuss “The Essential Consultant Library,” or the books you should read for consulting, marketing and business. Jonathan and Reuven share the exact books that helped them in the current area of business. Rather it is consulting, marketing, or entrepreneurship, the Freelancers share their favorites and much more. In particular, we dive pretty deep on: You should continue learning Books that help in various ways for business Value-Based Fees by Alan Weiss The Positioning Manual by Philip Morgan Selling to Big Companies by Jill Konrath The Secret of Selling Anything by Harry Browne How to Measure Anything by Douglas  Hubbard Just F  Ship by Amy Hoy Double Your Freelancing Rates by Brennan Dunn Hourly Billing is Nuts by Jonathan Stark The Brain Audit by Sean D’Souza Patrick McKenzie website Getting Things Done by David Allen And much more!      Sponsors/Affilates FreshBooks Digital Ocean Picks Jonathan Little Nightmares Jonathan's Reading List The Pricing Seminar Reuven Lerner We Chat MEET

Panel: Reuven Lerner Jonathan Stark In this episode of the Freelancer’s Show, the panelist, Reuven and Jonathan discuss “The Essential Consultant Library,” or the books you should read for consulting, marketing and business. Jonathan and Reuven share the exact books that helped them in the current area of business. Rather it is consulting, marketing, or entrepreneurship, the Freelancers share their favorites and much more. In particular, we dive pretty deep on: You should continue learning Books that help in various ways for business Value-Based Fees by Alan Weiss The Positioning Manual by Philip Morgan Selling to Big Companies by Jill Konrath The Secret of Selling Anything by Harry Browne How to Measure Anything by Douglas  Hubbard Just F  Ship by Amy Hoy Double Your Freelancing Rates by Brennan Dunn Hourly Billing is Nuts by Jonathan Stark The Brain Audit by Sean D’Souza Patrick McKenzie website Getting Things Done by David Allen And much more!      Sponsors/Affilates FreshBooks Digital Ocean Picks Jonathan Little Nightmares Jonathan's Reading List The Pricing Seminar Reuven Lerner We Chat MEET

For many professional service providers the decision to “specialize” brings fear of shutting out potential clients. It's actually the opposite, says author and positioning expert Philip Morgan. When you narrow your focus previously hidden profitable opportunities seem to come out nowhere. Of course, how you go about specializing and the niche you pick have a lot to do with it. Philip highlights some proven strategies to make sure you do it the right way. We also talk about… The Whale Client problem and how to avoid it The “X Factor” that accelerates your success The 5 ways to specialize – and how to pick the right method for you The power of constant communication with potential clients And more…

Panel: Jeremy Green Jonathan Stark Reuven Lerner Special Guest: Sherry Walling, Ph.D. In this episode of the Freelancer’s Show, the panel discusses: “Beyond Burnout - How to Work Hard and Enjoy Life.” Dr. Sherry Walling is a licensed clinical psychologist with extensive experience treating stress-related problems in high achieving people. She is an academic and professional powerhouse with master’s degrees in psychology and theology, formal training as a yoga teaching, and a Ph.D. in clinical psychology. For more biographical information, please checkout: https://zenfounder.com/about/. In particular, we dive pretty deep on: How to Prioritize Your Life Great start – you found something that you love to do as far as work! Have a variety of things going on in your life. Have backup strategies in play. “Make it big plan” is a low frequency event. Are there areas where freelancers chronically under invest in? Sleep Diet Exercise It’s easy to neglect your body. Time with friends Connecting you with human beings. Connections with online friends are great, but real-life friendships are better for mental health because we connect better with three-dimensional people. If you make the investments into yourself (sleeping, eating well, exercising) this will better your business. This notion of should or shouldn’t do X, Y, Z. Paul Jarris’ newsletter: Defining What Enough Is For You? Budgeting together as a family. Gives you a clear sense of what “enough” is for you and your family. Examples: Elon Musk Works 24/7 and is CEO of many companies. Admired by many, but lifestyle seems toxic to some. Wisdom is knowing your own personal limits. Silicon Valley, CA Patrick Collison Humble person Dr. Walling was very impressed on how aware he is as a person. He recognizes that the right events were in-place and he put in the work, too. Burnout – different stages and things we can do to address burnout Burnout is a syndrome where people feel detached from their work. They feel like their input does not equal their output. It’s subjective. It’s caused by too much work, feeling out-of-control in your work, a mismatch of daily tasks versus what needs to be done, not enough support, and working with clients who are emotionally draining, etc. Scientifically we can view a brain that is burned-out. Other health problems can arise due to stress. We know how to prevent it and how people can recover. It could take a few weeks in order to regain a healthy lifestyle to recover from burnout. Road to recovery 30% of adults experience burnout in some point in their life. Dr. Christina Maslach Her research is focused on burnout. Time is finite and life is finite. You will choose things that are more gratifying for you and your life. Sometimes we forget the “love” piece. I choose to do the activities that really bring me joy. This will help with the longevity of your business. Not things that you feel like you “should.” Listen to the emotional quality to your work to help prevent potential burnout. Hobbies If you have some hobbies like yoga, fishing, painting, baking, knitting etc. it can definitely help prevent burnout. Hobbies are good for a sense of accomplishment. Mastery and it feeds your soul. Protecting Personal Relationships Rhythms and structures in our relationships. Regularity of date night once a week (for example) helps establishing this routine. The same is true for friendships. Find a good mentor. Grow together and it’s great for psychological support. Fitness goals If you don’t use it, you will loose it. This gets more important the older you get. Links: Dr. Sherry Waling KEEPING YOUR S**T TOGETHER Sponsors: FreshBooks Linode Cachefly Picks: Jonathan Stark valuepricingbootcamp.com Your Productized Consulting Guide howtobulilduourfirstproductizedservice.com James Clear: Building Habits – mailing list Jeremy Green Philip Morgan – Positioning Manual Rueven Lerner The New Yorker – Japan’s Rent A Family Industry Dr. Sherry Walling Book: KEEPING YOUR S**T TOGETHER

Panel: Jeremy Green Jonathan Stark Reuven Lerner Special Guest: Sherry Walling, Ph.D. In this episode of the Freelancer’s Show, the panel discusses: “Beyond Burnout - How to Work Hard and Enjoy Life.” Dr. Sherry Walling is a licensed clinical psychologist with extensive experience treating stress-related problems in high achieving people. She is an academic and professional powerhouse with master’s degrees in psychology and theology, formal training as a yoga teaching, and a Ph.D. in clinical psychology. For more biographical information, please checkout: https://zenfounder.com/about/. In particular, we dive pretty deep on: How to Prioritize Your Life Great start – you found something that you love to do as far as work! Have a variety of things going on in your life. Have backup strategies in play. “Make it big plan” is a low frequency event. Are there areas where freelancers chronically under invest in? Sleep Diet Exercise It’s easy to neglect your body. Time with friends Connecting you with human beings. Connections with online friends are great, but real-life friendships are better for mental health because we connect better with three-dimensional people. If you make the investments into yourself (sleeping, eating well, exercising) this will better your business. This notion of should or shouldn’t do X, Y, Z. Paul Jarris’ newsletter: Defining What Enough Is For You? Budgeting together as a family. Gives you a clear sense of what “enough” is for you and your family. Examples: Elon Musk Works 24/7 and is CEO of many companies. Admired by many, but lifestyle seems toxic to some. Wisdom is knowing your own personal limits. Silicon Valley, CA Patrick Collison Humble person Dr. Walling was very impressed on how aware he is as a person. He recognizes that the right events were in-place and he put in the work, too. Burnout – different stages and things we can do to address burnout Burnout is a syndrome where people feel detached from their work. They feel like their input does not equal their output. It’s subjective. It’s caused by too much work, feeling out-of-control in your work, a mismatch of daily tasks versus what needs to be done, not enough support, and working with clients who are emotionally draining, etc. Scientifically we can view a brain that is burned-out. Other health problems can arise due to stress. We know how to prevent it and how people can recover. It could take a few weeks in order to regain a healthy lifestyle to recover from burnout. Road to recovery 30% of adults experience burnout in some point in their life. Dr. Christina Maslach Her research is focused on burnout. Time is finite and life is finite. You will choose things that are more gratifying for you and your life. Sometimes we forget the “love” piece. I choose to do the activities that really bring me joy. This will help with the longevity of your business. Not things that you feel like you “should.” Listen to the emotional quality to your work to help prevent potential burnout. Hobbies If you have some hobbies like yoga, fishing, painting, baking, knitting etc. it can definitely help prevent burnout. Hobbies are good for a sense of accomplishment. Mastery and it feeds your soul. Protecting Personal Relationships Rhythms and structures in our relationships. Regularity of date night once a week (for example) helps establishing this routine. The same is true for friendships. Find a good mentor. Grow together and it’s great for psychological support. Fitness goals If you don’t use it, you will loose it. This gets more important the older you get. Links: Dr. Sherry Waling KEEPING YOUR S**T TOGETHER Sponsors: FreshBooks Linode Cachefly Picks: Jonathan Stark valuepricingbootcamp.com Your Productized Consulting Guide howtobulilduourfirstproductizedservice.com James Clear: Building Habits – mailing list Jeremy Green Philip Morgan – Positioning Manual Rueven Lerner The New Yorker – Japan’s Rent A Family Industry Dr. Sherry Walling Book: KEEPING YOUR S**T TOGETHER

Panel: Kai Davis Reuven Lerner Philip Morgan In this episode of the Freelancers’ Show, the panelists discuss overcoming objections that your clients might have regarding your experience. They have found that if you have good rapport with your clients, they are more likely to ask you to work on other concepts, even if it’s a little different than what you normally focus on. It’s important not to lean away from your normal too much so that you don’t overextend yourself and fail on what you promise to your clients. This episode is great for freelancer’s who want to hear about the thought process behind pushing the envelope when it comes to your experience with your clients. In particular, we dive pretty deep on:  Client objections Proposing on new projects Positioning in your business More libraries Maturing markets Knowledge advantage Clients are willing to give you the benefit of the doubt if you have good rapport Helps to stick with what you know Leaning out analogy Balancing act Taking risks Feeling stuck and moving slowly The worst-case scenarios to taking risk (they aren’t that bad) The power of objections and critiques Dream Big Out-Bound and In-Bound channels Use the right career development or growth model for you and your business And much, much more! Picks: Philip Specializing With Little or No Relevant Proof 2Bobs Podcast Reuven Star Trek: Discovery The Mandarin Companion Kai The Antidote: Happiness for People Who Can't Stand Positive Thinking by Oliver Burkeman MARKUS Chair from IKEA

Panel: Kai Davis Reuven Lerner Philip Morgan In this episode of the Freelancers’ Show, the panelists discuss overcoming objections that your clients might have regarding your experience. They have found that if you have good rapport with your clients, they are more likely to ask you to work on other concepts, even if it’s a little different than what you normally focus on. It’s important not to lean away from your normal too much so that you don’t overextend yourself and fail on what you promise to your clients. This episode is great for freelancer’s who want to hear about the thought process behind pushing the envelope when it comes to your experience with your clients. In particular, we dive pretty deep on:  Client objections Proposing on new projects Positioning in your business More libraries Maturing markets Knowledge advantage Clients are willing to give you the benefit of the doubt if you have good rapport Helps to stick with what you know Leaning out analogy Balancing act Taking risks Feeling stuck and moving slowly The worst-case scenarios to taking risk (they aren’t that bad) The power of objections and critiques Dream Big Out-Bound and In-Bound channels Use the right career development or growth model for you and your business And much, much more! Picks: Philip Specializing With Little or No Relevant Proof 2Bobs Podcast Reuven Star Trek: Discovery The Mandarin Companion Kai The Antidote: Happiness for People Who Can't Stand Positive Thinking by Oliver Burkeman MARKUS Chair from IKEA

Panel: Jonathan Stark Philip Morgan In this episode of the Freelancers’ Show, Jonathan and Philip discuss the introduction game. When you have people ask you to refer them to your clients or a colleague, Jonathan has come up with an idea for a referral game, which he calls the introduction game. He has these people who ask for his help send him a draft of what they want and then you can tweak it so it sounds like something that you would actually say. This way you are putting out what your friend or colleague wants and you aren’t having to come up with referrals from scratch.  They also discuss how specializing your business could lead to you getting more leads, even if it doesn’t seem like it should. In particular, we dive pretty deep on:  The Referral Game Specializing your business Rolodex moment Shelf-life runs out on the story The introduction game Must have proof to create credibility How to play the introduction game “Help me help you” How long does it take for this “game” to play out? 2 questions in the referral game You want to be able to tell a relevant interesting story when referring Value proposition What do others think is special about my services? Valuing life experience Ah-ha moments And much, much more! Links: Linode FreshBooks Picks: Philip Discord  Jonathan The Business of Authority The Prosperous Coach

This is the first in a series of podcasts that New Books in History is offering in conjunction with the National History Center. The NHC and Oxford University Press have initiated a book series called “Reinterpreting History.”The volumes in the series aim to convey to readers how and why historians revise and reinterpret their understanding of the past, and they do so by focusing on a particular historical topic, event, or idea that has long gained the attention of historians. The first contribution to the “Reinterpreting History” series is Atlantic History: A Critical Appraisal (Oxford University Press, 2008). Today we'll be talking to the editors of the volume, Jack P. Greene and Philip D. Morgan. You may think that historians normally study states or nations, like France and China. But they also study areas of international or imperial interaction. The most famous example of this sort of “international” history is Fernand Braudel's The Mediterranean and the Mediterranean World in the Age of Philip II (1949), but there are many others. Among them one finds contributions to “Atlantic History,” itself a relatively new field. Its object is the “Atlantic World,” roughly, the history of the interaction of four continents (Africa, Europe, North America, and South America) from the fifteenth to the eighteenth century. In this podcast, Greene and Morgan talk about the origin of the field, its work to date, and its prospects. For an introduction to Atlantic history, see Bernard Bailyn, Atlantic History. Concepts and Contours (Harvard University Press, 2005) andJ. H. Elliot, Empires of the Atlantic World. Britain and Spain in America, 1492-1830 (Yale University Press, 2006).There is also a lively Atlantic history discussion list. See H-Atlantic. Please become a fan of “New Books in History” on Facebook if you haven't already. Learn more about your ad choices. Visit megaphone.fm/adchoices