How can you build a sustainable consulting practice when you don't have an existing client base or industry reputation to lean on?

In this episode, host AJ Riedel talks to Kim McGownd, an independent risk management and compliance consultant who calls herself a "strategic intermediary." What distinguishes Kim is her remarkable networking approach - she attended over 800 networking events and one-on-one meetings in her first year and a half of business, creating a systematic method for building relationships that generate consistent referrals.

Why You Should Listen to This Episode: Self-employed consultants will discover how to transform networking from a hit-or-miss lead generation tactic into a strategic business development system. Kim's approach shows how to build deep, reciprocal relationships that create a steady stream of qualified referrals, even in specialized fields where trust and credibility are paramount.

What You'll Learn in This Episode: You'll learn how to identify and attend the right networking events that attract your ideal clients and referral partners. You'll discover how to follow up effectively after networking conversations to build lasting professional relationships. You'll understand how to position yourself as a connector and resource rather than just another service provider competing for attention. You'll learn how to leverage other professionals' existing client relationships instead of trying to build your own from scratch. You'll discover how to create a systematic approach to tracking and nurturing your network without expensive CRM systems. You'll understand how to build credibility through your network rather than relying solely on your own expertise. You'll learn how to scale your networking efforts while maintaining the personal touch that makes relationships valuable.

Listen to These Key Moments:

[00:01:06] Defining the Strategic Intermediary Role - Kim explains how she positions herself as someone who connects businesses with the right experts to solve problems when they hit operational walls or compliance gaps.

[00:06:34] The 800+ Networking Strategy Revealed - Kim shares her systematic approach to attending networking events and one-on-one meetings, including how she tracks and manages hundreds of professional relationships.

[00:08:31] Finding the Right Rooms to Network In - Learn Kim's method for identifying which industry associations and events to attend based on where your ideal clients and referral partners gather.

[00:14:21] The Eyeball Test for Effective Messaging - Discover how to know if your networking conversations are working when people either say "I need you" or "I know someone who needs you."

[00:16:08] Building Confidence in Your Network - Kim explains how she feels confident that her business would survive even if she couldn't network for three months, thanks to the depth of her professional relationships.

[00:19:35] The Follow-Up System That Actually Works - Get Kim's practical approach to following up after networking events, including how to secure one-on-one meetings and vet potential partners.

[00:26:16] Leveraging Trusted Intermediaries - Learn why Kim focuses on building relationships with insurance brokers and attorneys who already have established client trust, rather than trying to reach prospects directly.

[00:37:48] Networking Advice for New Consultants - Kim's recommendations for consultants who haven't leaned into networking, including how to get comfortable being uncomfortable and finding different opportunities.

Connect with Kim McGownd on LinkedIn: https://www.linkedin.com/in/kmcgownd/

Are you worried that your consulting practice is heading toward burnout while you struggle to build scalable systems that don't require you to work 70-hour weeks?
In this episode, host AJ Riedel talks to Fred Renoth, a business consultant and leadership coach with 25 years of entrepreneurial experience. What distinguishes Fred is his unique journey from selling a successful company due to burnout to rebuilding a sustainable consulting practice using his systematic "mountain guide" approach and comprehensive SMILE framework.
Why You Should Listen to This Episode: Self-employed consultants will discover how to build anti-burnout systems while scaling their practice sustainably. Fred shares practical frameworks for overcoming perfectionism, reframing sales as service, and creating the structural foundation needed for long-term success without sacrificing health or relationships.
What You'll Learn in This Episode:
You'll learn Fred's SMILE framework covering Systems, Mindset, Independence, Leadership, and Exercise for building a holistic consulting practice.
You'll discover why perfectionism is the #1 mindset trap for consultants and how to overcome it using deadlines and the 80/20 rule.
You'll understand how to reframe sales from "talking people into things" to sharing valuable experience with those who need it.
You'll explore the mountain guide analogy for consulting that focuses on safely reaching the summit AND getting back down.
You'll discover daily self-care routines that prevent burnout while maintaining peak performance.
You'll understand how to build scalable systems that handle standard work so you can focus brainpower on challenging client problems.
Listen to These Key Moments:
[01:53] Two Essential Pieces of Burnout Prevention Advice - Fred shares the critical importance of building scalable structures from day one and developing daily self-care routines, even under financial pressure.
[13:15] Perfectionism: The #1 Consultant Trap - Why perfectionism paralyzes progress and Fred's practical strategies using deadlines and the 80/20 rule to overcome it.
[07:02] Reframing Sales as Service - How to shift from "talking people into things" to recognizing that withholding your expertise is actually doing clients a disservice.
[23:05] The Mountain Guide Leadership Analogy - Fred's powerful framework comparing business consulting to mountain guiding, emphasizing both reaching the peak and safely returning home.
[30:57] The Complete SMILE Framework - Detailed breakdown of Systems, Mindset, Independence, Leadership, and Exercise as the five pillars of sustainable consulting success.
Connect with Fred Renoth on LinkedIn: https://www.linkedin.com/in/fredrenoth/

Are you struggling to sell your consulting services because you feel like you're "bad at sales" or don't have formal sales training?

In this episode, host AJ Riedel talks to Howard Wolpoff, a sales coach who works with sales leaders and individual salespeople. What distinguishes Howard is his dramatic personal transformation from someone who openly admitted "I suck at sales" to becoming a successful sales coach who helps consultants and business owners master the art of selling.

Why You Should Listen to This Episode: Self-employed consultants will discover how to overcome their sales anxieties and develop the confidence needed to grow their practice. Howard shares practical strategies that any consultant can implement, regardless of their current sales experience or comfort level.

What You'll Learn in This Episode:

You'll discover how to build sales confidence through early wins and systematic analysis of what works.

Howard explains his unique podcasting strategy for lead generation that allows consultants to have natural conversations with prospects before making any sales pitch.

You'll learn the critical importance of getting all decision-makers involved in sales conversations and specific techniques for making that happen.

The episode covers how to handle objections by addressing them proactively throughout your sales process rather than waiting until the end.

Howard shares his "confusion technique" for cold calling that immediately disarms prospects and creates rapport.

You'll understand why personality assessment is the most transformative sales skill for consultants and how to adapt your approach to different personality types.

Finally, you'll get practical advice on follow-up frequency and the mindset shifts necessary for sales success.

Listen to These Key Moments:

[1:02] The Psychological Shift That Changed Everything Howard explains how getting early wins and analyzing what made them successful built the confidence foundation for his sales transformation.

[7:43] Using Podcasting as an Unconventional Sales Strategy Learn Howard's systematic approach to using podcast interviews as a natural way to have sales conversations with ideal prospects.

[9:05] The Follow-Up Conversation That Closes Deals Howard reveals his exact script for transitioning from podcast guest to sales prospect in a second conversation.

[14:09] Getting Decision Makers in the Room Discover the process Howard uses to ensure all key decision makers are present before making any sales presentation.

[17:23] How Many Times to Follow Up Before Giving Up Howard shares why the answer has evolved from 5 times to 20+ times and how to think about follow-up like a television advertising campaign.

[22:58] The Confusion Technique for Cold Calling Get Howard's exact script for opening cold calls that immediately creates rapport and disarms defensive prospects.

[25:18] Three Essential Pieces of Sales Advice for Consultants Howard's practical guidance on having a plan, saving money before starting, and understanding that selling is fundamental to every business.

[26:55] The One Sales Skill That Transforms Everything Learn why understanding personality types is the most powerful sales skill and how it helps you adapt your approach to any prospect.

Connect with Howard Wolpoff on LinkedIn: https://www.linkedin.com/in/howardwolpoff/