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/

What if you could see a market shift coming before it blindsided your competitors? What would you do if you realized your entire speaking niche was about to become legally restricted in multiple states?

In this episode, host AJ Riedel talks to Dr. Jen Fry, professional speaker, author, and tech company owner who successfully transitioned from college volleyball coach to high-paid keynote speaker specializing in conflict and culture.

Why You Should Listen to (or Watch) This Episode

Dr. Jen Fry's story demonstrates the power of strategic thinking and market awareness for consultants and speakers. Her ability to anticipate the DEI backlash and successfully pivot to conflict resolution before her competitors shows how paying attention to societal trends can protect and grow your business. Any consultant looking to scale their practice will benefit from her practical advice on pricing, positioning, and building systems that support growth.

What You'll Learn in This Episode:

How to identify when your industry is about to shift and pivot before you're forced to
The mindset difference between having "imposter syndrome" and simply needing to improve your skills
Why you should never charge less than $2,500 for speaking engagements (and how to justify those rates)
The critical importance of building your email list from day one as a consultant or speaker
How to research your competition and find gaps in the market for your expertise
Why hiring an online business manager who advocates for higher prices is essential for growth
The unconventional method for writing a book that doesn't require sitting at a desk for hours
Listen to These Key Moments:

[00:01:51] The Moment of Truth: Quitting Without a Plan Dr. Fry describes the exact moment she "word vomited" her resignation during a Monday meeting, shocking everyone including herself.

[00:05:27] Solving Problems vs. Motivational Speaking Why most people fail as motivational speakers and how to identify what problem you actually solve for your audience.

[00:09:03] The "Balls of Steel" Mindset Dr. Fry explains why she doesn't experience imposter syndrome and how confidence differs from competence in professional speaking.

[00:12:44] Getting Your First Paid Gig How a volleyball podcast led to her first $1,000 speaking engagement and the friend who told her to never charge less than $2,500.

[00:18:45] Spotting the DEI Backlash Early The strategic thinking that led her to pivot from race and sport topics to conflict resolution before states began banning DEI initiatives.

[00:23:10] Building Market Awareness with Google Alerts Her system for staying ahead of industry trends using 30+ Google alerts and why competitive nature drives success.

[00:28:55] The Email List Mistake That Cost Her Why building an email list should be priority 1 and how she now sends 2-3 emails per week to engaged subscribers.

[00:32:08] The Book That Opens Doors Why every serious speaker needs a book and her unconventional voice-to-text method for writing while driving.

Connect with Jen on LinkedIn: https://www.linkedin.com/in/jenfry13/

Check out her podcast Five With Fry on your favorite podcast platform.

Are you struggling to differentiate yourself in a crowded market and wondering how to build a practice where clients seek you out instead of you chasing them?

In this episode, host AJ Riedel talks to Stefan Avivson, serial entrepreneur turned business advisor. Stefan has built a thriving advisory practice by positioning himself as "Mr. Raw" - someone who challenges clients' thinking and gets them out of their comfort zone, rather than following traditional coaching frameworks.

Why You Should Listen to This Episode

Self-employed consultants will discover how to build a practice where you can say no to clients because you have a full pipeline. Stefan shares his contrarian approach to client acquisition - filling your calendar first (even with free clients) to change your entire mindset and positioning in the market.

What You'll Learn in This Episode:

• How to position yourself to say "no" to clients and why this transforms your entire business

• The difference between living out of fear versus living out of intent as an entrepreneur

• Why 96% of founders don't understand why their customers actually buy from them

• How to use "reality checks" to uncover the real reasons customers choose your services

• The psychology behind getting clients outside their comfort zone to drive results

• Why filling your calendar with work (even unpaid) changes how prospects perceive you

• How to ask questions that make clients say "that's a great question" every time

About Stefan's Book

Stefan wrote a book on "How to Speak to Customers" - a comprehensive guide covering everything from physical presentation to communication techniques across different platforms including LinkedIn. The book addresses the biggest struggle Stefan sees among hundreds of founders and CEOs: they don't know how to effectively communicate with their customers. It includes tips, tricks, and strategies for presenting yourself and your ideas in ways that actually resonate with your audience.

Listen to These Key Moments:

[00:01:15] - The 4-Month Employee Experience

Stefan shares why he quit his only corporate job after 4 months when he told his CEO "I have 15 years more experience than you have in this niche of operation."

[00:02:33] - Success is a Mindset

Stefan explains his philosophy that there are only two types of people: those who live out of fear and those who live out of intent.

[00:06:09] - The Depression That Changed Everything

How losing a billion-dollar company and his mother's death led Stefan to discover that helping others without asking for anything in return brings the greatest happiness.

[00:08:17] - Why "I Suck at Coaching"

Stefan explains why he calls himself an advisor rather than a coach and how being "raw" and direct differentiates him from traditional coaching approaches.

[00:13:57] - The Consultant's Revenue Rollercoaster

Stefan describes why most consultants live in a "sinus curve" of up and down revenues and how to break this cycle.

[00:14:55] - The Key to Consultant Success

"You become successful when you start saying no to clients, because that's when you can start picking your clients."

[00:24:08] - The Big Leap Book Recommendation

Stefan recommends "The Big Leap" by Gay Hendrix as essential reading for understanding and overcoming fear.

[00:26:34] - Unconventional CEO Advice

Stefan shares the surprising advice he gave a stressed CEO that completely changed his life: "Go home and have sex with your woman."

[00:32:15] - The 4% Reality Check Discovery

Stefan reveals his shocking research finding that only 4% of founders correctly understand why their customers actually buy from them.

[00:35:21] - The One Piece of Advice

Stefan's single most important advice for new consultants: "Get yourself fully employed with clients" - even if they're not paying.

[00:38:33] - The Million Dollar Question

Stefan demonstrates his signature question that clients always say is brilliant: "Why do your customers buy from you?"

Connect with Stefan Avivson on LinkedIn: https://www.linkedin.com/in/avivson/

Ever wondered how to do a discovery call?
In this episode, host AJ Riedel talks to Dr. Casey Jensen, founder of Future Point Innovations, in a live discovery call demonstration following the proven 4-Step Sales Process she uses.

Why You Should Listen to (or Watch) This Episode:
This episode demonstrates a proven discovery call framework in real-time. You'll see exactly how to identify priority gaps, and conduct discovery questioning that reveals the true scope of a prospect's challenges while building trust and positioning yourself as the expert solution.

What You'll Learn in This Episode:
• The types of questions to ask to uncover problems and pain points
• How to validate real problems
• Techniques for amplifying pain points to create urgency while remaining consultative and helpful
• How to transition from gap identification to solution presentation naturally

Listen to These Key Moments:
[00:01:11] Scorecard Feedback - AJ begins the consultation by reviewing Casey's marketing scorecard results, showing an overall score of 47 with "significant gaps" in lead generation.
[00:01:30] Identifying Top Gaps - AJ highlights Casey's strength in converting prospects but major weakness in lead generation, establishing the priority focus area for the consultation.
[00:02:48] Deep Dive on Lead Generation Gap - Casey admits to generating only 2-4 qualified leads monthly with "feast or famine" unpredictability, validating the core problem.
[00:03:28] Current Marketing Reality Check - Casey reveals his current approach relies heavily on professional network and pro bono work, with little success in systematic lead generation.
[00:07:00] Pain Point Amplification - Casey vulnerably shares how his military background and humility create barriers to self-promotion, illustrating the deeper psychological challenges.
[00:08:44] Revenue Discovery - AJ transitions to revenue questions, uncovering Casey's current $2,000/month inconsistent income versus his $10,000/month goal.
[00:09:45] Impact Exploration - Casey explains how the revenue gap prevents him from building something bigger and creates daily stress about sustainability.
[00:10:22] Urgency Assessment - Casey reveals he has a 90-day timeline to show traction before considering alternative employment, establishing critical urgency.
[00:25:27] Investment Capacity Testing - AJ tests Casey's investment readiness with a $5,000 hypothetical scenario, confirming he would consider such an investment for proven results.
[00:32:21] Marketing Time Investment - Casey admits to spending 5-6 hours weekly on marketing activities that aren't producing results, highlighting the need for better systems.

Connect with Dr. Casey Jensen on LinkedIn: https://www.linkedin.com/in/caseywjensen/

How do you turn every satisfied client into a revenue-generating machine? And what's the one question that can build your entire consulting practice?

In this episode, host AJ Riedel talks to Thomas Bennett, founder of The Money Connector and self-employed tax savings consultant.

Why You Should Listen to (or Watch) This Episode

Self-employed consultants will discover the exact referral strategy that generates 95% of Thomas's business success. His approach to asking "who else do you know?" demonstrates how to systematically turn satisfied clients into ongoing revenue streams without relying on complex marketing funnels or expensive lead generation tactics.

What You'll Learn in This Episode:

• How to pivot your business model when cash flow challenges threaten your survival

• The exact strategy for turning gatekeepers (like CPAs) into profitable partnership channels

• Why asking "who else do you know?" is the fastest way to scale your consulting practice

• How to overcome the fear of sales by reframing your mindset around client value

• Why Thomas paused his podcast after measuring ROI vs. time investment

• How to qualify clients properly to avoid disasters down the road

Listen to These Key Moments:

[00:00:37] The $350K Wake-Up Call Thomas explains how helping a client recover $350,000 while earning only a few hundred in commission sparked his decision to go independent.

[00:02:18] Surviving the IRS Payment Delays Learn how Thomas managed cash flow when clients faced 2+ year delays in receiving their tax credits, and the pivots that saved his business.

[00:05:42] The Art of Asking for Referrals Thomas reveals why 95% of his success comes from picking up the phone and shares his exact approach to requesting client referrals.

[00:10:06] Overcoming Sales Fear Through Value Discover how to shift from "bothering" prospects to feeling obligated to help them, including Thomas's mindset transformation.

[00:22:40] Turning CPAs from Blockers to Partners The detailed strategy Thomas used to convert CPAs who were blocking his deals into his primary revenue source.

[00:34:28] Building a Vision for Industry Leadership Thomas shares his 5-year vision and why focusing on consistent client conversations trumps complex marketing strategies.

[00:41:34] Feast or Famine Mindset Shifts Final advice on managing the entrepreneurial roller coaster and staying true to your authentic self while building your practice.

Connect with Tom Bennett on LinkedIn: https://www.linkedin.com/in/themoneyconnector/

What if the warning signs of the feast-or-famine cycle were flashing right in front of you for months, but you were too buried in client work to see them? And what would you do when you finally hit that wall and realized your pipeline had completely dried up?
In this episode, host AJ Riedel talks to Matt Molloy, former school principal turned EdTech consultant who transformed his struggling practice into a thriving business by becoming a "translator" between education technology companies and school districts.

Why You Should Listen to (or Watch) This Episode
Matt's journey from a burned-out principal to a successful EdTech consultant offers a masterclass in business transformation that every self-employed consultant can learn from. His honest account of hitting rock bottom, missing obvious warning signs, and ultimately finding his unique niche provides both practical strategies and emotional validation for consultants struggling to grow their practices.

What You'll Learn in This Episode:
• How to identify and overcome the critical mindset shift from employee to business owner
• The warning signs of the dreaded "feast or famine" cycle that most consultants miss
• Why replicating what you already know can be a dangerous trap for new consultants
• How to locate your unique value proposition by exploring adjacent opportunities
• The power of collaborative networking vs. competitive thinking in business development
• Strategies for pivoting when your initial business model hits a wall
• How to transform from being a service provider to becoming an industry expert

Listen to These Key Moments:
[00:04:30] The First Challenge: Deciding to Leave - Matt reveals the internal struggle of determining whether he was running away from something or toward something when leaving his 25-year education career.
[00:19:49] Hitting the Wall: When Warm Circles Dry Up - The moment Matt realized his business was in trouble and how the warning signs were "crystal clear" but completely ignored.
[00:23:41] The Pivot Strategy - How Matt immersed himself in every business opportunity conversation to find his way out of the hamster wheel cycle.
[00:26:32] The Marketing Wake-Up Call - Matt's honest confession about not understanding marketing and how other consultants became his unexpected teachers.
[00:32:30] Finding His Niche as an EdTech Translator - The breakthrough moment when Matt discovered his unique value as a bridge between technology companies and educators.
[00:38:00] The Advice He Wishes He'd Known Earlier - Matt shares the career advice he used to give others but failed to apply to his own business journey.

Connect with Matt Molloy on LinkedIn: https://www.linkedin.com/in/mattmolloy3/