Founder Unfiltered - What Founders Think But Never Say

Bradley Jacobs welcomes Ash Seddeek, founder of Mivante and fractional Organizational Change Management Advisor, who has worked with executives at Cisco, Uber, and Google. This conversation explores the psychological barriers that hold fractional consultants back from reaching their full potential, centered around the powerful Marianne Williamson quote: "Our deepest fear is not that we are inadequate. Our deepest fear is that we are powerful beyond measure."Ash reveals how limiting beliefs—often rooted in fear of success, losing relationships, or leaving behind proven expertise—prevent professionals from expanding their practices. The discussion covers practical strategies including the "meeting with self" framework, the Own It-Win It-Crush It model for fractional consultants, and how to reframe business development from "sales" to problem-solving conversations. Ash emphasizes the importance of vulnerability with clients, creating referenceability through exceptional work quality, and building a community of fellow professionals to combat isolation. Whether you're struggling with perfectionism, avoiding business development, or transitioning from corporate to fractional work, this episode provides actionable wisdom for pushing past fear and letting your light shine.Learn More:Scale your fractional practice: https://mylance.coConnect with Bradley Jacobs: https://www.linkedin.com/in/bradley-r-jacobs/00:00 Introduction and Ash's background01:05 Our deepest fear: powerful beyond measure02:34 Fear of losing relationships through success04:01 Uncovering subconscious limiting beliefs05:40 The Friday meeting with self practice07:13 Pushing boundaries vs. playing it safe08:59 Learning from failure and giving permission10:13 Perfectionism and self-worth from accomplishment11:15 Fear of success: losing relationships12:21 Parental expectations and success14:32 Other fears beyond losing relationships16:00 Giving up proven expertise for the unknown17:21 Corporate support system vs. going solo19:12 Own It-Win It-Crush It framework20:22 Business development is mandatory, not optional21:22 Reframing sales as conversations23:05 Companies have problems to solve24:52 Looking for problems vs. doing sales25:23 Who are you not to be brilliant?27:28 Playing small doesn't serve the world28:36 Showing vulnerability with clients30:23 Inviting clients into vulnerability31:18 Letting your light shine liberates others32:16 The ripple effect of showing up big33:02 Actionable steps: the reset framework36:27 Finding your mastermind group37:07 How to connect with Ash37:38 The importance of working with a coach

Bradley Jacobs welcomes Cole VanDeWoestyne, co-founder of Inboxing Engine, a leading email marketing and consulting firm that helps experts, coaches, and consultants scale past $3 million through direct response marketing. Cole shares powerful insights about the untapped potential of email marketing, revealing how one client transformed their business from $250K to $1.2M annually by implementing strategic email sequences.The conversation explores the counterintuitive approach of nurturing leads for three weeks before making any sales pitch, the "pressure cooker" email strategy that sends 5-6 emails daily during launch periods, and why most businesses leave money on the table by not properly monetizing their email lists. Cole emphasizes the importance of focusing on one specific niche rather than being a jack-of-all-trades, and shares practical advice for fractional executives on building and growing their email lists through lead magnets and consistent outreach.The discussion also covers overcoming the fear of rejection, the importance of planning your day the night before, and why taking action trumps perfectionism every time. Cole's philosophy of helping people genuinely means you can never truly bother someone with your offers.Learn More:Scale your fractional practice: https://mylance.coConnect with Bradley Jacobs: https://www.linkedin.com/in/bradley-r-jacobs/00:00 - Introduction and guest background00:32 - What is Inboxing Engine and why email marketing01:38 - The untapped goldmine of email marketing02:27 - Warm email lists vs. cold outbound clarification03:20 - The difference between successful and struggling email campaigns05:25 - The "secret sauce" of email strategy revealed08:28 - Why sharing knowledge doesn't hurt business10:06 - Reconciling high intent leads with nurture sequences11:38 - The "pressure cooker" email strategy explained15:18 - Buy or unsubscribe - no middle ground16:45 - Managing negative responses and rejection18:59 - Getting started with email lists and lead magnets20:16 - How Cole became a podcast guest through simple outreach21:40 - Simple outreach that actually works23:35 - Learning to embrace rejection from early experiences25:56 - Dating parallels and overcoming fear of approach27:36 - Why you can't bother people if you genuinely help them28:44 - Choosing your niche through consultative questioning32:02 - Avoiding the "business card email" approach33:16 - Planning your day the night before for maximum productivity36:38 - The danger of busy work vs. needle-moving activities39:10 - The Lovable landing page example - making it simple41:02 - Contact information and pricing structure43:36 - Closing thoughts and final words

In this engaging conversation, Bradley Jacobs interviews Georgi Fiedler, founder of HireTrainInspire, about her journey as a fractional Chief of Staff. Georgi explains how she helps CEOs break free from the daily grind by serving as a GPS for small to mid-sized businesses, guiding founders through people, processes, and systems that transform tribal knowledge into transferable value. Starting her business in 2016 to be present for her family, Georgi shares how she built her practice through relationships, integrity, and an abundance mindset. She discusses her business evolution, from saying yes to everything initially to developing a unit-based pricing model and building a seven-person team serving clients with retainers ranging from $500 to $11,000 per month. Georgi emphasizes the importance of doing great work as marketing while still following up with clients through quarterly reviews to highlight accomplishments.Learn More: Scale your fractional practice: https://mylance.co Connect with Bradley Jacobs: https://www.linkedin.com/in/bradley-r-jacobs/Connect with Georgi Fiedler: https://hiretraininspire.com00:00 Introduction to Georgi Fiedler and HireTrainInspire00:55 What a fractional Chief of Staff does02:11 The journey to clarity in business messaging03:26 How trial and error leads to business evolution04:04 Saying yes to opportunities in early business stages05:23 Finding excitement in solving problems for clients06:13 Current business structure and service delivery model10:21 Team size and client pricing model13:09 Building a business around family needs16:13 From accidental entrepreneur to choosing entrepreneurship19:58 Creating opportunities through relationships and partnerships23:18 The importance of integrity in business24:28 What abundance mindset means in practice28:00 Why great work is the best marketing but not enough30:19 Dealing with imposter thoughts in business34:07 Viewing challenges as opportunities for growth36:13 How to connect with Georgi Fiedler36:35 Final advice: say yes and evolve often

In this value-packed episode, Bradley Jacobs breaks down the five key actions fractional executives must take to leverage LinkedIn effectively for client acquisition. Bradley shares proven strategies based on his own successful practices that have helped him build a network of over 22,000 followers. He emphasizes the importance of a well-optimized profile that clearly communicates what you do and who you serve, developing a focused content strategy aligned with your target audience's pain points, and consistently showing up on the platform. Bradley explains why adding new connections weekly and engaging with people who interact with your content creates a snowball effect of thought leadership and client inquiries. He also addresses the mindset challenges that prevent many executives from seeing results, encouraging patience and persistence in building meaningful relationships through content, even when metrics don't immediately reflect success.Learn More:Scale your fractional practice: https://mylance.coConnect with Bradley Jacobs: https://www.linkedin.com/in/bradley-r-jacobs/00:00 Introduction to maximizing LinkedIn for fractional executives01:08 Action #1: Optimize your LinkedIn profile03:05 Action #2: Develop a customer-focused content strategy05:47 Action #3: Show up consistently on LinkedIn07:59 Action #4: Add new connections every week10:22 Action #5: Engage with people who interact with your content12:05 Bonus tip: Maintaining the right mindset for LinkedIn success14:00 Closing thoughts and call to action

I'm making a major shift in this podcast's direction, and I want to bring you along for the journey. After six years of supporting fractional executives and independent consultants, I'm broadening the focus to serve all founders—because the challenges we face are universal. Whether you're selling expertise, building a product, or launching an agency, the emotional journey is remarkably similar: self-doubt, distractions, procrastination, and the constant question of sustainability.This pivot stems from a simple realization—I'm most passionate about supporting people who are truly committed to the founder journey. The tactical advice will continue, but I'm placing heavier emphasis on emotional regulation, navigating self-doubt, and building structures that work for your life. Because here's the truth: incredibly smart, hardworking people still struggle to bring products to market and build sustainable businesses. The only real failure is giving up.Founders are the backbone of innovation, solving the next generation of problems. But this journey forces you to face your fears, habits, and identity. I'll be sharing my own struggles with distraction and avoidance, and we'll navigate this together. Founders supporting founders—that's what this is about.Learn More:Scale your fractional practice: https://mylance.coConnect with Bradley Jacobs: https://www.linkedin.com/in/bradley-r-jacobs/00:00 Welcome and podcast direction shift01:15 Why independent consulting became my passion03:20 The key distinction between consultants and founders05:45 Moving toward the emotional founder journey07:30 What holds founders back from success09:10 My personal struggle with distraction11:40 Business as self-development journey13:25 Why founders supporting founders matters15:50 My advisor mistake early at Mylance18:05 The rebrand and what's coming next19:30 Mylance Stratus updates and LinkedIn power20:45 Final thoughts and signing off

Most entrepreneurs fail because they separate systems from soul, treating purpose and profit as opposing forces instead of complementary partners. Scott Abbott, founder, CEO, best-selling author, and coach with 35 years of experience building and scaling companies worldwide, joins Bradley Jacobs to dismantle this myth.Scott shares hard-earned lessons from raising $15 million in venture capital during the dot-com era, admitting he once didn't know the difference between a P&L and a BLT. Through conducting over 10,000 coaching sessions, he's developed practical frameworks that transform leadership theory into actionable utilities. His books "Boss Up" and "Boss Up Moments" focus on the nine core competencies that create sustainable business operating systems.The conversation explores why fractional work offers superior flexibility over traditional employment, with Scott advocating for a 65-70% contractor to 30-25% W2 employee split for optimal business health. Bradley and Scott discuss embracing hard things, doing work you don't want to do, and building measurables into every role—even for solopreneurs. They tackle AI integration, avoiding premature hiring, and revenue diversification strategies, including Scott's example of a semi-retired coaching friend earning $150K annually while maintaining additional income streams.The core message: success isn't permanent and failure isn't fatal, but good systems, structure, alignment, and smart goal-setting dramatically improve your odds of building a business that serves both your purpose and profit margin.Learn More:Scale your fractional practice: https://mylance.coConnect with Bradley Jacobs: https://www.linkedin.com/in/bradley-r-jacobs/00:00 - Introduction to Scott Abbott00:46 - What makes Scott different as coach02:40 - Biggest entrepreneurial roadblocks04:15 - Marrying purpose with profit06:57 - Accountability for solopreneurs08:53 - Installing systems as discipline11:30 - Core competencies framework14:45 - AI integration for businesses18:20 - Avoiding premature hiring decisions21:35 - Fractional vs full-time employees24:50 - Multiple income stream strategies28:10 - Progress over perfection mindset31:45 - 65/70 contractor to W2 ratio33:13 - Fractional work flexibility benefits36:16 - How to work with Scott Abbott37:44 - Final words on systemization39:50 - Closing remarks

I'm marking the 100th episode by sharing a candid reflection on the emotional ups and downs of building Mylance over six years. I recently told my business coach something surprising: I wasn't feeling motivated to work on the business. Not burned out, just disconnected from the daily work. The breakthrough came from a simple question he asked: what business activities do you actually love?The answer revealed I genuinely enjoy talking to customers, building software, writing content, analyzing metrics, and designing products. The problem wasn't the work itself—it was my fixation on outcomes like revenue growth and retention metrics. When we chase numbers instead of connecting to our purpose, motivation evaporates. I share how refocusing on what I love (solving problems for fractional professionals and building meaningful tools) reignited my passion and paradoxically drives better business results.This episode challenges the "I'll be happy when" mindset that plagues founders. The bar for happiness is surprisingly low once basic needs are met, and external milestones never truly satisfy because there's always a next goal. True fulfillment comes from aligning daily activities with your zone of genius, serving customers you genuinely care about, and separating your identity from business outcomes. I encourage you to spend 1% of time setting goals and 99% identifying the activities you're amazing at that solve problems you care about—because that's when both joy and success follow.Learn More:Scale your fractional practice: https://mylance.coConnect with Bradley Jacobs: https://www.linkedin.com/in/bradley-r-jacobs/00:00 Introduction to Episode 10000:48 Business at core: solving problems01:36 Honest truth about founder journey02:17 When motivation disappears02:45 Activities Bradley actually loves03:23 Focusing on why vs outcomes04:21 The trap of milestone thinking05:06 Money doesn't equal happiness05:55 It's never going to be enough06:52 The cliche about enjoying journey07:46 The paradox of detachment08:25 Applying paradox to business08:56 Bradley's independent consulting win09:44 Why Mylance was started10:22 Building sustainable businesses10:38 Introduction to Stratus product11:26 Energy shift changes everything12:03 Separating identity from outcomes12:34 Aligning business with purpose13:15 You won't love every part14:23 Building business models all day14:39 Final thoughts on fulfillment15:08 Check out Mylance and connect

Building a sustainable solopreneur business requires more than just expertise – it demands intentional business development and strategic time management. Business coach Jenni Gritters, author of The Sustainable Solopreneur, joins Bradley Jacobs to discuss the frameworks that prevent the common "year three wobble" that derails many independent professionals.Jenni reveals why successful solopreneurs should cap client work at 25-30 hours weekly, dedicating significant time to relationship building and business development. She shares insights on moving beyond referral-dependent revenue models, developing sustainable marketing strategies, and the importance of optimizing for joy alongside financial goals. The conversation covers practical strategies for avoiding the "panic hustle" cycle and building business systems that support long-term growth and fulfillment.Learn More: Scale your fractional practice: https://mylance.co Connect with Bradley Jacobs: https://www.linkedin.com/in/bradley-r-jacobs/00:00 - Welcome and Jenni Gritters Introduction00:26 - Writing The Sustainable Solopreneur Book01:41 - Accountability and Book Creation Process02:13 - Defining Sustainable Business Practices02:56 - The Year Three Business Wobble03:43 - Intention vs Flexibility Framework04:36 - Transitioning from Expert to Business Owner05:26 - Sustainable Business Development Time06:21 - 25-Hour Work Week Structure07:31 - Avoiding the Panic Hustle Cycle08:24 - Relationship Building vs Marketing09:42 - Overcoming Marketing Resistance11:01 - Moving Beyond Referral Dependency12:35 - Pricing and Value Communication14:26 - Time Management and Energy Allocation16:35 - Building Sustainable Revenue Systems18:22 - Financial Planning for Solopreneurs20:15 - Mindset and Belief Work Importance22:48 - Managing Business Growth Phases25:31 - Client Boundary Setting Strategies27:49 - Revenue vs Joy Optimization30:12 - Chosen Storms Philosophy32:43 - Strategic Joy and Magnetic Selling34:04 - Entrepreneurship as Chosen Storms36:12 - Jenni's Services and Programs37:24 - The Worldbuilders Ecosystem38:16 - Closing and Contact Information

Every founder faces the same paradox: you need to project confidence to attract clients, while internally battling imposter syndrome and self-doubt. Bradley Jacobs gets real about the emotional challenges of building a business and how your limiting beliefs directly impact your growth.Discover how subtle self-sabotage—like settling for convenient guests instead of ideal ones, or using AI shortcuts instead of going the extra mile—keeps your business smaller than it could be. Bradley shares nervous system regulation techniques, practical frameworks for getting comfortable with scale, and how to balance vulnerability with the confidence your clients need to see. This is essential listening for any fractional executive or B2B founder navigating the messy middle of business growth.Learn More:Scale your fractional practice: https://mylance.coConnect with Bradley Jacobs: https://www.linkedin.com/in/bradley-r-jacobs/00:00 Introduction and episode overview01:42 Why founders get it differently01:57 We're all just figuring it out02:50 How founders hold businesses back03:50 The cost of showing up at 70%05:13 Bradley's corner-cutting patterns06:00 Nervous system work for scaling07:23 The body knows when it's unsafe07:32 Exercise: picture 10x growth09:40 Building systems for scale09:56 Making safety and possibility real10:50 Learning from delusional founders12:45 Marrying confidence with humanity13:57 What holds you back in life14:26 Owning your growth edges14:56 Authenticity in the AI age15:17 Closing thoughts

In this powerful follow-up conversation, Ellie Holbert returns to share her remarkable first year as an independent consultant. Just 10 months after launching MPAC Advisory Services, Ellie has not only exceeded her corporate salary by 30-50%, but built a pipeline worth 11X her former income—with 96 active opportunities.What makes Ellie's journey even more compelling is how she achieved these results. After taking her own employee engagement survey and "failing," she made a counterintuitive decision: instead of working harder, she started taking better care of herself. The result? Her business grew faster. She now takes every Friday off to spend with her daughter, has landed six active clients (five inbound), and does only work that's completely aligned with what she loves.Bradley and Ellie dive deep into the mindset shifts that fueled this growth—from creating capacity by letting go of misaligned work, to understanding that limiting beliefs set the upper boundary for what's possible. Ellie shares her framework for consistent business development, the spiritual and practical elements of building a fractional practice, and why "the universe cannot hand you the next chapter while your hands are gripping the last." This conversation goes beyond tactics to explore the deeper personal transformation required to build a thriving independent consulting business.Learn More:Scale your fractional practice: https://mylance.coConnect with Bradley Jacobs: https://www.linkedin.com/in/bradley-r-jacobs/00:00 Welcome back Ellie Holbert00:50 Journey recap: corporate to consulting02:47 10 months in business success metrics04:17 Intentional life planning for 202605:16 Flexibility trap: when freedom isn't06:37 Taking own employee engagement survey07:22 Business development strategy overview10:10 LinkedIn approach and ICP targeting15:32 Saying no to misaligned opportunities19:45 Creating capacity for better clients24:18 Mindset work and limiting beliefs28:56 Spiritual aspects of business growth33:41 Upper limits of what you believe38:08 Progress through surrender & alignment39:27 Why behind taking business risks40:02 Pipeline results: 96 opportunities41:40 Macro environment isn't an excuse42:41 Coaching independent consultants43:14 Final thoughts and gratitude

Closing out 2025 with complete transparency about what worked, what failed, and what I'm taking into the new year. As the founder of Mylance, I'm sharing the three strategies that drove real results—52 consecutive podcast episodes, powerful automation systems, and a game-changing business pivot—alongside the three patterns I'm leaving behind in 2025.This is about more than reflection. It's about going narrower and deeper in 2026: serving one customer (B2B founders and fractional executives), solving one problem (consistent LinkedIn presence), and delivering one solution (our LinkedIn thought leadership tool). If you've struggled with consistency, focus, or saying no to distractions, this episode offers a roadmap for building a more sustainable, profitable consulting practice.Learn More:Scale your fractional practice: https://mylance.coConnect with Bradley Jacobs: https://www.linkedin.com/in/bradley-r-jacobs/00:00 Welcome and episode introduction01:23 What worked: consistency in marketing01:50 Publishing 52 episodes and 300+ posts02:42 Systems that enabled consistency03:18 Using AI and automation strategically04:22 Airtable automation example05:38 Why motivation isn't enough06:25 Long-term content nurturing customers06:35 Major business pivot from lead gen07:01 Challenges serving fractional executives07:33 Narrowing to one customer and tool08:22 What didn't work: accommodating everyone08:55 Setting clear boundaries with customers09:31 Serving B2B founders on LinkedIn10:01 Leaving behind "pick your brain" calls10:36 Protecting time for building11:17 Why we create content instead11:39 Internal and external distractions12:10 Discipline for deep focused work13:02 Morning deep work effectiveness13:31 Going narrower and deeper in 202614:14 Check out the LinkedIn tool14:45 Content strategy and voice learning15:01 Invitation for an incredible 2026

This Christmas, forget the tactics and tools. Your fractional business needs 10 foundational gifts from you—and they're all within your control. In this episode, I break down the vision, honesty, systems, and self-trust required to build a six-figure fractional practice.Whether you're struggling with imposter syndrome, tolerating low-value clients, or lacking consistency in your marketing, this episode will help you identify where you're holding your business back and what you need to change in 2026. I'll share why raising rates creates client alignment, how nervous system regulation improves decision-making, and why systems beat motivation every single time. If you're ready to step into full ownership of your fractional business and trust yourself to figure it out, this episode is your roadmap.Learn More:Scale your fractional practice: https://mylance.coConnect with Bradley Jacobs: https://www.linkedin.com/in/bradley-r-jacobs/00:00 - Introduction to Christmas episode00:32 - Gift #1: Vision for your business02:10 - Gift #2: Letting go what doesn't serve03:22 - Gift #3: Higher rates create alignment04:35 - Gift #4: Nervous system regulation05:48 - Gift #5: Confidence over imposter syndrome07:15 - Gift #6: Honesty with yourself08:52 - Gift #7: Systems create reliability10:45 - Gift #8: Consistency over perfection12:51 - Gift #9: Clear point of view13:06 - Gift #10: Ownership and self-trust14:20 - Mylance evolution and closing thoughts

In this episode, we dive deep into the strategies fractional executives need to break through revenue plateaus and build truly scalable businesses. Ann Carden shares her framework for creating a "million-dollar offer" by getting laser-focused on what you do best and who you serve.I explore with Ann why so many fractionals undervalue and undersell themselves, often losing money even on six-figure engagements. She breaks down how to price based on the actual value you create—whether that's helping clients generate an extra million in revenue or significantly cutting costs. The key insight? High-level buyers purchase outcomes, not your time.We also tackle the mindset shifts required to scale, from letting go of control to investing in mentorship. Ann explains how systems and automation can buy back your time, and why building strategic partnerships requires strong positioning and credibility. This episode is essential for any fractional professional ready to stop trading time for money and start building real wealth.Learn More:Scale your fractional practice: https://mylance.coConnect with Bradley Jacobs: https://www.linkedin.com/in/bradley-r-jacobs/Connect with Ann Carden: https://annelcardin.com and https://expertinyou.comConnect on LinkedIn: https://www.linkedin.com/in/anncarden-business-consultant-coach/00:00 - Introduction to Ann Carden01:07 - Simplify to scale: The million-dollar offer02:18 - Getting focused on your true expertise03:38 - Pricing strategies for fractionals05:31 - Building value-based offers07:34 - Revenue vs profit in pricing10:22 - Structure options for scaling12:47 - Retainer pricing mistakes15:27 - Transitioning from retainers17:47 - Moving to project-based work20:03 - Overcoming price objections22:24 - Creating urgency and scarcity24:42 - Mental blocks holding you back27:03 - Investing in mentorship and growth29:23 - Systems and automation for freedom30:49 - Creating SOPs for your business32:31 - Strategic partnerships and collaboration34:22 - Final advice: Think like a business owner35:25 - How to work with Ann Carden

Maximize your take-home pay as a fractional executive with proven financial structures. Ran Harpaz, founder and CEO of Lettuce, reveals how LLCs and S Corps work together to protect your business legally while optimizing your tax treatment. Learn the critical salary-to-distribution ratios, why proper S Corp management matters, and how to avoid common compliance pitfalls that leave money on the table.In this conversation, you'll discover the exact framework for structuring your solo practice to keep more profit, understand reasonable compensation requirements, and learn why 42% of freelancers struggle with healthcare coverage. Ran shares his vision for the future of independent work and the technology-driven solutions making it easier than ever to focus on client delivery while automating back-office tasks like bookkeeping, taxes, and benefits administration. The discussion also covers the book "Who Not How" and the importance of building your support team.Learn More:Scale your fractional practice: https://mylance.coConnect with Bradley Jacobs: https://www.linkedin.com/in/bradley-r-jacobs/Connect with Ran Harpaz: https://www.linkedin.com/in/ranharpaz/Explore Lettuce: https://lettuce.co/tax-filings-for-solosSubscribe to The Wedge Newsletter00:00 Introduction to Ran Harpaz00:31 Origin story of Lettuce02:03 What Lettuce does for solo professionals03:12 The back-office burden for consultants04:40 Maximizing profit as a solo consultant05:36 LLC versus S Corp explained06:59 Legal protection of an LLC07:47 S Corp tax optimization strategy08:27 IRS guidelines for reasonable comp10:23 The 60/40 salary-to-distribution rule12:15 Why proper S Corp management matters14:30 Common tax mistakes solos make16:45 Benefits administration for independents19:12 Healthcare challenges for freelancers21:38 Technology-driven back-office solutions24:05 The future of independent work26:42 Building an operating system for solos29:15 Enabling sustainable independence31:58 The vision for independent working life32:20 IRS compliance concerns for solos33:46 Health insurance for business of one35:08 Who Not How book recommendation36:18 Advice for aspiring solo professionals37:59 Connecting with Lettuce38:21 The Wedge newsletter and content39:01 Acknowledging Lettuce's solo summit

Understanding how your ideal clients actually buy is the difference between hoping deals fall in your lap and building a predictable client acquisition system. Bradley Jacobs breaks down the complete B2B buyer journey—from the first random encounter where prospects barely notice you exist, through building familiarity and curiosity, to that critical trigger moment when pain becomes urgent enough to take action.This framework reveals exactly what your buyers are thinking, feeling, and experiencing at each stage, then maps it directly to what you need to have in place on your side. You'll learn why showing up consistently in the same places talking about the same problems is non-negotiable, how to structure your profile to pass the 10-second test, and why the best sales calls focus on asking questions rather than pitching. Whether you're frustrated by inconsistent lead flow or want to build a more intentional client attraction system, this episode gives you the complete roadmap from stranger to signed client.Learn More:Scale your fractional practice: https://mylance.coConnect with Bradley Jacobs: https://www.linkedin.com/in/bradley-r-jacobs/00:00 Introduction to buyer journey00:10 Who is your B2B buyer?01:15 Stage 1: First random encounter02:00 Stage 2: Building familiarity02:45 Stage 3: Curiosity triggers03:30 Stage 4: Value-driven engagement04:15 Stage 5: Nurturing and legitimacy05:07 Stage 6: The trigger moment05:50 Stage 7: Ready for conversation06:05 Stage 8: The validation call06:45 Stage 9: Trust and decision-making07:30 Company side: What you need in place08:00 Presence: Show up consistently09:00 Recognition through repetition09:45 Profile: Pass the 10-second test10:30 Lead magnet that adds real value11:15 Stage 5: Nurture sequence essentials12:00 Being there when triggers hit12:45 Frictionless call booking system13:15 Sales call: Questions over pitch14:00 Clean follow-up and proposals14:33 Building your complete system15:00 Mylance LinkedIn product announcement

Natalia Zacharin went from making $7/hour to building a $3M accounting firm in just five years. Here's exactly how she did it.In this episode, Natalia shares the specific lead generation channels that work (and which ones don't), why she invested $50K in a mastermind when she only made $108K, and how to differentiate your services in an oversaturated market. Whether you're a fractional CFO, bookkeeper, or any consulting professional struggling with business development, Natalia's practical framework for scaling from solo practitioner to 15-person team will give you actionable strategies you can implement immediately. She breaks down when to hire, how to price appropriately, and why founders must own sales until $1M in revenue. Plus, the role her fiancé played in reframing rejection and keeping her moving forward through the hardest moments.Resources mentioned:Zacharin Consulting: www.zacharinconsulting.com/SFSFree downloads: 7 Ways to Find Money in Your Business Now & Ultimate Checklist for Financial SuccessLearn More:Scale your fractional practice: https://mylance.coConnect with Bradley Jacobs: https://www.linkedin.com/in/bradley-r-jacobs/00:00 Introduction to Natalia Zacharin00:49 From solo to $3M: The growth journey02:38 Client acquisition in saturated markets04:47 Lead generation strategies that work06:59 LinkedIn content vs. outreach approach08:48 Pricing psychology and value perception11:30 The courage to raise prices14:01 When and how to hire your first employee16:18 Managing capacity and saying no to work18:45 Building systems before you need them21:12 The white-glove client experience23:34 Expanding services based on market needs25:47 Running webinars for lead generation27:55 When to invest in paid advertising29:16 Networking events: What works and doesn't31:26 Investing $50K in a mastermind at $108K33:32 The role of partnership in success35:34 Reframing rejection and setbacks36:23 Where to connect with Natalia36:59 Final thoughts and inspiration

Bradley Jacobs reveals the simplified marketing strategy that powers Mylance's growth in under one hour per week. After years of trial and error with various marketing channels, Bradley has narrowed his focus to two primary pillars: strategic podcasting and LinkedIn content creation.The key insight centers on creating one piece of high-quality content weekly through this podcast, then transforming that single recording into multiple content formats across platforms. From each episode, Bradley generates blog posts, newsletters, LinkedIn content, and short-form videos for distribution across LinkedIn, Instagram, X, and YouTube Shorts. This pyramid approach maximizes reach while minimizing time investment.The game-changing element involves strategic guest selection—choosing experts who add tremendous value, have established audiences, and offer complementary services. These guests naturally amplify reach by sharing content with their networks, creating partnership opportunities and often leading to reciprocal podcast appearances.Bradley emphasizes the importance of overcoming imposter syndrome when approaching high-profile guests, focusing on quality content that resonates with your ideal customer's pain points. He also shares practical tools like Podmatch.com for guest discovery and highlights the critical role of having production support for accountability and execution.Learn More:Scale your fractional practice: https://mylance.coConnect with Bradley Jacobs: https://www.linkedin.com/in/bradley-r-jacobs/

Fear of difficult conversations costs fractional executives money, peace of mind, and accountability with clients. Greg Stephens, certified professional behavior analyst and author of "Build New Bridges: The Art of Restoring Impossible Relationships," shares his framework for having conversations you've been avoiding—whether about unpaid invoices, scope creep, or boundary violations.Greg explains why fear always distorts reality and how it prevents you from seeing the complete picture needed for good decisions. You'll learn his signature principle: "Everything in my life I create, promote, or allow," which shifts power from external circumstances back to you. Bradley and Greg discuss the most important conversation—the one with yourself—and why taking responsibility unlocks authority to create what you want.The conversation reveals practical strategies for managing emotions when stakes are high, why failure is part of the entrepreneurial journey, and how Greg cleaned up 36 past relationships over two and a half years to practice what he teaches. This episode delivers actionable frameworks for addressing uncomfortable conversations that typically have money on the other side.Learn More: Scale your fractional practice: https://mylance.co Connect with Bradley Jacobs: https://www.linkedin.com/in/bradley-r-jacobs/00:00 Introduction to Greg Stephens 00:45 Greg's background and credentials 01:01 Origin story: Teaching relationships 02:56 Why fractionals need this skill 03:15 Conversations you've been avoiding 04:24 The conversation with yourself 04:36 Taking back your power 06:25 Responsibility vs. blame 07:05 Why we avoid ownership 09:16 Everything I create, promote, or allow 11:28 Managing emotions in business 13:45 Discipline and consistency 16:32 Fear distorts reality 19:18 Client boundary conversations 22:45 Scope creep and payment issues 25:30 Building accountability systems

Starting a business has never been easier—which means standing out has never been harder. Bradley Jacobs explains why your founder story is the most underutilized asset in your marketing toolkit and how to use it effectively on LinkedIn.Discover the framework for sharing authentic professional experiences that build trust without feeling cringy or self-promotional. Bradley shares insights from six years of daily LinkedIn posting, including how to overcome the fear of judgment, avoid preachy content, and create stories that only you can tell. Whether you're a fractional executive, consultant, or service provider, this episode provides actionable strategies for turning LinkedIn into a client attraction engine through genuine storytelling.Learn More:Scale your fractional practice: https://mylance.coConnect with Bradley Jacobs: https://www.linkedin.com/in/bradley-r-jacobs/00:00 Introduction to Mylance updates00:25 Your founder story as untapped asset00:43 Why trust is the new differentiator01:22 How referrals transfer trust instantly01:51 Using LinkedIn for consistent visibility02:21 Understanding LinkedIn's algorithm02:30 The 1% creator vs 99% scroller reality02:47 Stories beat self-promotion every time03:10 Building one-to-many relationships03:37 The power of following someone's journey04:06 Personal anecdotes create familiarity04:40 Focus on problems you actually solve05:06 Bradley's six-year LinkedIn strategy05:31 Building audience through consistency05:58 Bringing people into your ecosystem06:17 Common pitfall: The preachy post06:32 Share what you do, not what they should06:55 Why vulnerability creates connection07:39 The perfect image is unrelatable08:00 Vulnerability builds trust and intimacy08:20 Getting over the fear of posting08:42 Fear of judgment and looking bad08:53 Fear of contributing to LinkedIn noise09:14 Your stories are inherently unique09:36 Standing out through authenticity09:47 Overcoming fear of rejection10:06 The man in the arena mindset10:32 Sideline critics vs arena players10:58 Can your ego handle the haters?11:21 The Joe Rogan polarization example11:47 Value for millions vs one critic12:04 Recap: Your founder story superpower12:28 Avoiding preachy posts conclusion12:48 Closing thoughts and call to action13:00 Free resources and community offer

Glenn Poulos, veteran sales leader and author of "Never Sit in the Lobby," joins Bradley Jacobs to share battle-tested sales strategies for fractional professionals. Glenn co-founded GAP Wireless, scaled it into a leading tech distributor, and successfully exited twice. He breaks down his signature approach: the "punch, perfect pitch, and close" methodology that helps founders sharpen their sales and win back their time.The conversation explores how to adapt traditional sales wisdom for today's virtual environment, from making a strong first impression on Zoom to mastering active listening techniques. Glenn shares practical tactics like the "watch your weekend problem" framework for building genuine rapport and explains why in-person meetings still matter in high-stakes deals. He also discusses knowing when to walk away from the wrong opportunities and how to stay professional even when you don't win. This episode delivers actionable insights from decades of sales experience, packaged in Glenn's straightforward, no-nonsense style.Learn More:Scale your fractional practice: https://mylance.coConnect with Bradley Jacobs: https://www.linkedin.com/in/bradley-r-jacobs/00:00 Introduction to Glenn Poulos00:55 The meaning behind Never Sit in Lobby02:44 Adapting sales tactics for virtual work03:13 In-person vs virtual: Which wins deals?06:38 The punch, perfect pitch & close method10:28 Taking the mini tour & reading the room13:22 Knowing when to walk away from deals16:45 Protecting your time & energy in sales19:30 The power of being a pleasure to work with22:15 Sales as performance: Being on stage25:40 Building genuine customer relationships28:50 The watch your weekend problem framework31:20 Mastering active listening techniques34:21 Chris Voss & Never Split the Difference34:35 Where to connect with Glenn Poulos