Six-Figure Secrets of Fractional Experts

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

This week, I'm breaking down why playing small in your fractional business is the fastest path to burnout and underearning. I contrast two consultant profiles: Consultant A, who accepts any client, charges low rates, and relies solely on referrals, versus Consultant B, who sets premium rates, actively develops business, and fearlessly pursues high-value clients. The difference? Consultant A might juggle three $5K clients for $15K monthly while drowning in work, whereas Consultant B lands one $15K client with room to scale to $45K with three clients.I emphasize three critical mindset shifts: deeply understanding the value you bring to clients, accepting rejection as part of growth, and learning to say no to opportunities that don't align with your goals. I challenge you to recognize that you've already proven your worth in corporate roles, where employees always generate more value than their salaries. As a consultant, you can finally capture a fair share of that value. I conclude with a powerful practice: weekly intention-setting to identify needle-moving activities and embody the identity of a bold entrepreneur.Learn More:Scale your fractional practice: https://mylance.coConnect with Bradley Jacobs: https://www.linkedin.com/in/bradley-r-jacobs/00:00 Introduction and playing big overview00:55 What playing small actually looks like02:15 The consequences of playing small03:23 Why we default to playing it safe04:42 Consultant A vs Consultant B scenario06:56 The power of playing big without fear07:47 Three critical mindset shifts08:20 Understanding your true value10:19 Doing business development right11:10 Being okay with rejection12:50 Learning to say no to bad-fit clients14:00 Weekly practice for moving the needle15:09 Wrap up and Mylance product mention

Many fractional executives struggle with the same challenge: "I don't have time for business development." In this solo episode, Bradley Jacobs tackles this common excuse head-on, revealing the harsh truth that finding new clients is the most important part of your business, whether you like it or not.Bradley breaks down the difference between "not having time" versus "not making time" and provides a practical framework for sustainable business development. He introduces a simple 30-minute daily routine: 15 minutes for content creation and 15 minutes for connections on LinkedIn. This approach has helped countless fractional experts, including guest Ellie who built a $1.4 million pipeline in just four months.The episode covers reframing business development from "selling" to sharing your expertise, applying the 80-20 principle to maximize impact, and setting up systems for success. Bradley emphasizes doing the hard work first thing in the morning and leveraging tools, AI, and virtual assistants to streamline the process.Learn More:Scale your fractional practice: https://mylance.coConnect with Bradley Jacobs: https://www.linkedin.com/in/bradley-r-jacobs/00:00 - Welcome and intro to time challenges01:14 - Time vs making time: language shift02:19 - Why we avoid business development03:30 - Client attraction is business lifeblood04:58 - Referrals have limitations as strategy05:48 - Finding your zone of genius06:55 - Creating empowering narratives07:24 - The 30-minute daily framework08:25 - Compound effects of daily actions09:25 - Alternative strategies beyond LinkedIn10:23 - Discipline vs enjoyment balance11:32 - Protecting your morning routine12:47 - Tools and AI for automation13:56 - Leveraging virtual assistants15:16 - Episode recap and key takeaways

Bradley Jacobs sits down with Jon Younger, a renowned expert on the future of work, freelancing, and independent consulting. Jon brings decades of experience as a best-selling author, multiple-time exited founder, and PhD from the University of Toronto, plus he's currently working with AI agents.The conversation explores how the fractional and freelance workforce has exploded since COVID and where it's headed over the next decade. Jon discusses the shrinking half-life of capabilities and how this drives organizations toward more flexible talent models. He addresses the biggest challenge fractionals face: creating stability while project durations get shorter and expertise becomes more specialized.Key insights include developing a clear personal competitive advantage while maintaining a wide portfolio, building strategic relationships for referral partnerships, and understanding that clients often have undefined but perfectly required needs. Jon emphasizes the critical shift from selling knowledge to selling wisdom and insight, sharing a powerful story about delivering millions in value through strategic guidance during a major corporate merger. The discussion covers value-based pricing strategies and how fractional experts can amplify their revenue beyond traditional time-for-money models.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 background00:35 - Jon's personal introduction01:17 - Future of fractional workforce post-COVID02:41 - Addressing stability vs instability03:25 - Building sustainable fractional careers05:24 - Finding your competitive advantage06:06 - Importance of collaboration and networking07:17 - Making effective referrals07:39 - Understanding unclear client needs09:07 - Shifting from time-based to value pricing09:54 - Knowledge vs wisdom in consulting12:54 - Million-dollar merger story begins13:51 - Value delivery vs time investment14:20 - Sustaining value over project duration

Bradley Jacobs breaks down his most viral LinkedIn post that garnered 750,000 views and generated 22 sales calls. Using his insider experience at Uber's Raleigh launch, Bradley reveals the five key components that made this content resonate: a compelling hook, detailed storytelling, specific insights, clear structure, and an engaging winner-versus-loser narrative. He demonstrates how fractional experts can replicate this success without brand-name credentials by focusing on customer pain points, unique value propositions, and authentic experiences. Bradley emphasizes that viral content isn't just about engagement—it's about building trust and authority with your ideal clients. He shares practical strategies for creating LinkedIn content that attracts the right prospects, including his three-pillar content framework and the importance of consistent posting. The episode provides actionable insights for fractional professionals looking to leverage LinkedIn for client acquisition and 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 Overview00:33 - Viral Content vs Targeted Engagement01:18 - LinkedIn Content Strategy Goals01:51 - Analyzing the Viral Post Hook02:44 - Inside Look at Brand Recognition03:58 - The Power of Storytelling04:40 - Specific Details Drive Engagement05:59 - Geographic Strategy Differences07:04 - Post Structure and Readability07:51 - Winner vs Loser Narrative Appeal09:12 - Replicating Success Without Brand Names10:14 - Understanding Customer Pain Points11:18 - Creating Relevant Content Stories12:28 - Building Authority Through Consistency13:52 - Results from Viral Content Strategy14:48 - Sustainable Client Acquisition15:16 - Episode Wrap-up and Next Steps

Bradley Jacobs sits down with human behavior expert Brian Bogert to explore how internal "waste" sabotages business success. Bogert, who survived having his arm torn off in a childhood accident, shares how early trauma shaped his drive to prove himself through performance - a pattern many fractional executives will recognize.The conversation dives deep into identifying destructive behaviors like defensive communication, pricing struggles, and the inability to delegate. Bogert explains how shame manifests as perfectionism, scarcity, and control, blocking entrepreneurs from scaling their businesses effectively. He shares compelling client stories, including a creator who jumped from $50K to seven figures after addressing childhood criticism around creativity.For businesses of one, Bogert emphasizes that revenue generation failures often stem from self-worth issues rather than sales tactics. He introduces a powerful three-question framework for prioritizing activities: Is this something only I can do? Could someone else do it better? Does this actually need to be done? The discussion also covers practical AI automation strategies that can free up 90% of non-essential tasks, allowing fractional executives to focus on their zone of genius.Learn More:Scale your fractional practice: https://mylance.coConnect with Bradley Jacobs: https://www.linkedin.com/in/bradley-r-jacobs/Brian Bogert - Human Behavior and Performance CoachWebsite: brianbogert.comSocial Media: @BogertBrian (all platforms including YouTube)00:00 Welcome and guest introduction00:45 Brian's personal transformation story03:17 What behaviors indicate internal waste08:25 Making internal work tangible for skeptics10:01 Client success stories and examples15:54 Taking ownership vs feeling overwhelmed19:16 Biggest challenges for businesses of one23:01 Three essential questions framework24:47 Common unnecessary business activities28:16 Daily priority setting strategies32:10 AI and automation for solopreneurs39:48 Building complex workflow systems43:17 Final advice on awareness and intentionality45:23 Where to connect with Brian Bogert

This week we’re tackling one of the biggest challenges you face as a fractional executive: how to reach out on LinkedIn without sounding salesy or cringy. Bradley Jacobs breaks down why most outreach fails and share my value-first approach that builds genuine relationships instead of pushing for immediate sales.We’ll walk you through four distinct outreach strategies, from contribution-based messaging to soft introductions, while showing you how content amplifies your credibility and trust-building efforts. Bradley also shares why you need to dedicate 8-10 hours weekly to business development and help you overcome the psychological barriers holding you back.Key takeaways from our conversation:• How to flip the script from "what do I want from you" to "how can I add value to you" • Four proven outreach strategies you can implement immediately • Why combining content with outreach creates a 1+1=3 multiplier effect • The minimum time investment needed for consistent business development • Practical techniques for overcoming fear of rejection and self-doubt • How to choose the right outreach personality that feels authentic to youLearn More: Scale your fractional practice: https://mylance.co Connect with Bradley Jacobs: https://www.linkedin.com/in/bradley-r-jacobs/

Former engineer Lasada Pippen reveals how he overcame crippling fear and self-doubt to build a successful keynote speaking and coaching business. This powerful conversation explores the emotional challenges of entrepreneurship that most people never talk about.Discover Lasada's unique approach to business development, including his door-to-door strategy that landed him speaking engagements and coaching clients. Learn why he worked for free for nearly seven years and how that investment paid off exponentially. Bradley Jacobs and Lasada dive deep into the psychology of fear, the importance of finding your unique differentiator, and why purpose-driven businesses outperform money-driven ones every time.Learn More: Scale your fractional practice: https://mylance.co Connect with Bradley Jacobs: https://www.linkedin.com/in/bradley-r-jacobs/00:00 - Introduction and guest background 01:56 - Leaving engineering for purpose-driven work 02:25 - Overcoming imposter syndrome early on 04:11 - Wife's role in pushing toward dreams 05:56 - Mirror moment: taking ownership 06:22 - Operating with fear vs eliminating fear 08:01 - Converting fear into excitement 08:38 - Courage means doing it anyway 10:32 - Finding your unique differentiator 12:16 - Energy as competitive advantage 13:30 - Tom Brady mindset example 14:55 - Underdog mentality in business 16:02 - Emotional side of entrepreneurship 17:25 - Einstein's persistence philosophy 18:04 - Rejection and the thousand no's 18:32 - Quitters Day phenomenon 21:04 - Fear patterns and business hurdles 24:37 - First months after leaving corporate 28:08 - Surviving the roller coaster period 28:56 - Most effective marketing strategies 30:43 - Performance-based client acquisition 31:16 - Door-to-door business development 34:22 - Daily action vs occasional effort 35:27 - Free assessment offering strategy 36:16 - Early days with minimal resources 37:17 - Seven years of free speaking 39:15 - Purpose over profit mindset 43:36 - How to connect with Lasada

After building a successful fractional consulting practice and working with thousands of fractionals, I'm sharing the essential roadmap I wish I had when starting out. Drawing from years of experience and insights from thousands of fractionals, I reveal what I did right and the critical lessons I learned along the way. I emphasize the importance of talking to everyone willing to listen, asking big money upfront, and never taking rejection personally. Key mistakes to avoid include billing hourly, delaying outreach, and getting distracted by logos and websites instead of focusing on client acquisition. I stress that successful fractionals master two core activities: exceptional client service and consistent outreach. I also discuss the evolution from general networking to developing a clear niche over time, the value of getting deeply involved in client businesses, and building systems before chaos hits. This episode provides actionable insights for both new and experienced fractional executives looking to accelerate their success.Learn More: Scale your fractional practice: https://mylance.co Connect with Bradley Jacobs: https://www.linkedin.com/in/bradley-r-jacobs/00:00 Welcome & Mylance Product Announcement 01:18 What I Did Right: Talk to Everyone 02:28 Ask Questions & Stay Curious 03:09 Asked for Big Money from Day One 04:04 Never Took Rejection Personally 04:47 Lesson 1: Don't Bill Hourly 05:54 Lesson 2: Do More Outreach Early 07:27 Focus on Needle-Moving Activities 08:16 Skip the Logo, Website & Business Plan 09:15 Don't Worry About Your Niche Initially 10:18 Build Your Story Over Time 11:27 Keep Existing Clients vs Finding New 12:48 Build Systems Before Things Get Crazy 14:31 Wrap-up & Final Thoughts

Ellie Holbert made the leap from corporate management consultant to independent consulting just five months ago - and has already built a pipeline worth over $1 million. As founder of Impact Advisory Services, she specializes in organizational effectiveness and leadership coaching for midsize innovation companies. After her initial contract was unexpectedly canceled just two weeks into her journey, Ellie pivoted quickly and built an impressive 67-opportunity pipeline using systematic LinkedIn outreach, network activation, and strategic community engagement. She shares her specific tactics for generating 200-300 LinkedIn connections weekly, creating viral thought leadership content using AI tools like ChatGPT and Otter AI, and converting 75% of her calls to ideal client profiles. Beyond tactics, Ellie reveals how mindfulness practices and emotional regulation became her secret competitive advantage, allowing her to take consistent imperfect action while managing the natural fears of entrepreneurship. Her story demonstrates that with the right approach to business development and mindset work, rapid growth is possible even for new consultants.Learn More:Scale your fractional practice: https://mylance.coConnect with Bradley Jacobs: https://www.linkedin.com/in/bradley-r-jacobs/Connect with Ellie: https://www.linkedin.com/in/ellie-h-1b661147/00:00 - Welcome and Ellie's introduction00:40 - What organizational effectiveness means01:22 - Four months into independent consulting01:39 - Transition from corporate to consulting02:38 - Taking the leap and early challenges04:07 - Hitting the pavement after setback05:28 - Figuring out service offerings06:49 - Meeting clients where they are08:04 - Productized vs custom services09:11 - Pipeline success: $1M+ in opportunities11:46 - Following systematic methods12:14 - Three business development buckets16:01 - Tracking CRM data and metrics17:28 - Measuring success tangibly18:48 - Using LinkedIn Sales Navigator19:53 - Content creation with AI tools21:51 - Essential business tools and GPTs24:30 - Emotional regulation strategies28:17 - Learning mindfulness from family31:23 - Competitive advantage of self-care34:04 - Processing feelings vs overthinking36:59 - Lessons from motherhood38:38 - Holding outcomes loosely41:10 - Focusing on process over results42:38 - Perfect business by year-end44:23 - Time spent on business development45:41 - Where to connect with Ellie

Feeling like a fraud as a fractional executive? You're not alone. Bradley Jacobs reveals the hidden psychology behind imposter syndrome and shares battle-tested strategies to overcome self-doubt.Every successful fractional professional faces this challenge when transitioning from the safety of corporate life to running their own practice. Bradley breaks down why high achievers are particularly vulnerable to imposter syndrome and provides a roadmap for building unshakeable confidence in your abilities.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 introduction00:49 - Personal imposter syndrome experiences04:19 - Psychology origins from 1978 research06:32 - Identity tied to business performance09:45 - Perfectionism and unrealistic standards11:28 - Social media comparison trap13:15 - Acknowledging imposter syndrome truths14:42 - Process-focused vs outcome-focused mindset15:26 - Handling criticism and negative feedback16:06 - Closing thoughts and resources

Bradley Jacobs breaks down the systematic approach to building a sustainable fractional business generating $25-40K monthly. Most fractional experts dream of reaching $400K+ annually, but lack a clear roadmap to get there. This episode provides that roadmap through three essential components: structuring high-value retainer clients, implementing a proven LinkedIn lead generation strategy, and maintaining consistent business development for long-term sustainability.Bradley emphasizes the importance of getting crystal clear on your goals first - knowing exactly how much you want to earn, how many clients you'll serve, and your ideal working hours. He explains how to price based on value rather than time, using partnerships as an example where a few hours of work can generate millions in client value. The episode covers boundary-setting, scope management, and the three-part LinkedIn strategy that includes content creation, daily networking, and strategic engagement. Most importantly, he stresses that business development never stops, even when your client roster is full, and provides practical advice on investing in support systems to maintain sustainability.Learn More: Scale your fractional practice: https://mylance.co Connect with Bradley Jacobs: https://www.linkedin.com/in/bradley-r-jacobs/00:00 - Welcome & Mylance LinkedIn tool intro 00:49 - The $25-40K monthly goal framework 01:36 - Client engagement models & pricing 02:52 - Getting clear on your success goals 03:25 - Calculating retainer requirements 04:21 - Building sustainable retainer clients 05:08 - Value-based vs. hourly pricing 06:19 - Client investment mindset shift 07:02 - Managing scope & client boundaries 08:24 - Disciplined client selection process 08:52 - Identifying your ideal customer 09:33 - Three-part LinkedIn lead strategy 10:45 - Referral system & client check-ins 11:59 - Sustaining business long-term 12:30 - Never stopping business development 13:22 - Investing in support systems 14:16 - Three-pillar framework recap 14:45 - Mylance product overview & outro

Rob Matzkin joins Bradley Jacobs to share his entrepreneurial journey from a $20K weekend parking business at 19 to building and exiting multiple companies. With over 20 years of experience in high-growth SaaS and AI startups, Rob now runs a successful fractional consulting business while maintaining his role in the VC world. The conversation dives deep into the emotional rollercoaster of entrepreneurship, revealing what it's really like when things get hard - the financial stress, the isolation, and the constant ups and downs that no one talks about. Rob shares practical strategies for managing stress and staying productive, including his productivity hacking techniques and the importance of deep work. He discusses why cash is king for fractional executives, how to build trust and rapport with clients, and the power of networking and referrals over traditional marketing. Rob also opens up about his dyslexia and how vulnerability and authenticity have become his superpowers in business. The episode concludes with insights on productizing services and the mindset needed to push through challenging times.Books mentioned: The Hard Things About Hard Things by Ben Horowitz, Screw It, Just Do It by Richard Branson, Deep Work by Cal NewportLearn More:Scale your fractional practice: https://mylance.coConnect with Bradley Jacobs: https://www.linkedin.com/in/bradley-r-jacobs/00:00 - Introduction and Rob's background in SaaS/AI startups01:45 - Defining purpose in business and entrepreneurship03:26 - The $20K weekend parking business origin story05:44 - Key lessons from early entrepreneurial experiences07:26 - The "just do it" mentality and dealing with regulations09:40 - The emotional rollercoaster of entrepreneurship13:36 - Stress management and productivity strategies16:13 - Planning ahead and creating structure for success18:22 - What moves the needle for fractional executives20:46 - Why sales and new business development are crucial22:31 - Building trust, rapport, and getting referrals24:07 - Networking strategies that actually work26:15 - Being an introvert in a networking world28:26 - The power of vulnerability and authenticity30:23 - Overcoming fear and getting uncomfortable32:58 - Productizing services for scalable revenue34:32 - Final advice: structure, freedom, and persistence35:43 - Where to connect with Rob Matzkin

This week Bradley Jacobs shares the comprehensive eight-step framework Mylance used to build their new LinkedIn content calendar SaaS tool over four months. The process began with writing initial hypotheses based on five years of business experience and over 1,000 conversations with fractional professionals. Through 30+ user interviews, they validated that fractionals struggle with knowing what to post on LinkedIn despite recognizing its value for client acquisition.The team built a no-code MVP using Airtable, Zapier, OpenAI, and Notion, then secured six beta customers at $134.50/month (50% off retail). After two months of feedback and iteration, they partnered with a specialized agency to build the full software in 21 days for just a few thousand dollars. The final product not only provides content calendars but also drafts posts, learns writing styles, and analyzes performance over time.Bradley emphasizes that this framework applies to any business - whether you're offering fractional services or building products. The key is rigorous validation before building, focusing on one major pain point, and prioritizing long-term retention over quick scaling. The new tool is currently in beta with plans for broader release once product-market fit is confirmed.00:00 - Welcome and introduction to the eight-step framework01:14 - Step 1: Writing hypotheses based on market experience02:05 - Step 2: Conducting 30+ user interviews and validation04:40 - Step 3: Brainstorming the minimum viable product06:20 - Step 4: Building no-code MVP in one day07:07 - Step 5: Getting six paying beta customers at $134.50/month08:27 - Step 6: Working with customers for two months10:10 - Step 7: Finding agency to build full software in 21 days11:58 - Step 8: Onboarding first users to the new platform13:21 - Next steps and scaling strategy15:15 - Waitlist signup and closing thoughts

Bradley Jacobs sits down with Doug Brown, CEO of Sales Strategies and renowned revenue growth expert who has founded or built over 35 businesses generating $960 million in sales. Doug shares his proven framework for creating predictable revenue streams and escaping the dreaded feast-or-famine cycle that plagues most fractional professionals. He reveals why the master prospector always outsells the master closer and introduces his systematic approach to implementing six high-performing activities over 6-12 months. Doug emphasizes the critical importance of setting truthful goals versus aspirational ones, using real client examples to illustrate how proper goal-setting and mathematical planning can transform a fractional practice. The conversation covers essential metrics for tracking success, the difference between active and passive referral programs, and strategic prospecting activities that compound over time. Doug also discusses his SSSML framework (Short, Short, Short, Medium, Long) for implementing new business development activities and shares insights from his work with industry legends like Jay Conrad Levinson and Chet Holmes.Key Takeaways:The master prospector always outsells the master closer - consistent prospecting is the foundation of predictable revenueSet truthful goals, not aspirational ones - understand the math required to achieve your revenue targetsRemember you're in the business of client acquisition first, service delivery secondImplement active referral programs with structured processes rather than waiting for passive referralsTrack key metrics: reach outs, connections, responses, appointments, close rates, and follow-up salesTest new prospecting activities for 30-90 days using an A-F grading system to identify what worksFocus on strategic outcomes that generate multiple benefits from each activityLearn More: Scale your fractional practice: https://mylance.co Connect with Bradley Jacobs: https://www.linkedin.com/in/bradley-r-jacobs/Connect with Doug C. Brown: https://www.linkedin.com/in/dougbrown123/Website: ceosalesstrategies.comMasterclass: ceosalesstrategies.com/stop-the-leak00:00 - Introduction and guest welcome01:25 - What predictable revenue means and why it matters03:21 - The master prospector vs master closer concept04:46 - Six high-performing activities framework06:12 - Scheduling time for prospecting activities09:24 - The truthful goals problem and Janet's story11:36 - Understanding what business you're really in14:08 - Active vs passive referral programs16:56 - High-performing activities: speaking and networking18:30 - The SSSML framework explained19:19 - Essential metrics for fractional professionals22:34 - Real-world metrics example from Chet Holmes25:16 - Strategic vs tactical outcomes26:43 - How long to test new activities28:09 - Jay Conrad Levinson's patience principle|31:47 - Where to find Doug and his services|34:18 - Potential book on predictable revenue for independents

Discover the specific tasks that VAs excel at for fractional executives, from inbox management and calendar coordination to marketing outreach and customer delivery support. Bradley reveals his proven system for setting VAs up for success, including detailed task delegation, accountability tracking through Notion, and the importance of starting with small test projects before scaling up responsibilities. He also shares why geography matters when selecting a VA, his preference for South American talent, and how to work with agencies to find pre-vetted candidates who have the right attitude and learning mindset.Learn More:Scale your fractional practice: https://mylance.coConnect with Bradley Jacobs: https://www.linkedin.com/in/bradley-r-jacobs/

Bradley Jacobs breaks down the game-changing strategy of productizing your service to transform client acquisition and sales. Moving away from being a "jack of all trades," Bradley explains how standardizing your offerings creates clarity for both you and your clients. Drawing insights from the book "Built to Sell," he shares the story of Alex, an agency owner who transformed his struggling custom marketing business into a scalable, profitable logo design service.The episode covers the three essential steps: taking inventory of your strengths, defining your package with clear deliverables and pricing, and building targeted marketing materials. Bradley addresses the mindset shifts required, including saying no to work outside your productized offer and embracing your role as a business owner rather than just a service deliverer. He emphasizes how this approach enables you to hire others, scale effectively, and potentially build a business you could sell while creating predictable revenue streams.Learn More: Scale your fractional practice: https://mylance.co Connect with Bradley Jacobs: https://www.linkedin.com/in/bradley-r-jacobs/00:00 - Introduction and episode overview00:16 - What productizing your service means and doesn't mean00:49 - The problem with being adaptable to every client01:26 - Definition of productizing a service - standardization02:09 - Three key benefits: scaling, easy sales, and stepping out02:39 - Built to Sell book example introduction - Alex's story03:14 - Alex's transformation from full marketing agency to logo specialization04:03 - The power of targeting companies with new product lines05:17 - How clear offers transform client conversations06:51 - Marketing analytics dashboard example vs vague positioning07:05 - The challenge of dropping existing work and finding your sweet spot08:15 - How to start: taking inventory of your skills and passions10:32 - Step two: defining the complete package with deliverables and pricing10:56 - Step three: building marketing and sales materials11:37 - Mindset shift one: stepping back from delivery to business owner12:50 - Mindset shift two: saying no to work outside your offer12:58 - Mindset shift three: embracing imperfection and giving yourself grace13:45 - Alex's successful exit story and business results14:09 - Building a sellable, scalable business that doesn't rely on you14:59 - Mylance beta program announcement and LinkedIn thought leadership15:14 - Closing thoughts, community engagement, and call-to-action