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 Holbert
00:50 Journey recap: corporate to consulting
02:47 10 months in business success metrics
04:17 Intentional life planning for 2026
05:16 Flexibility trap: when freedom isn't
06:37 Taking own employee engagement survey
07:22 Business development strategy overview
10:10 LinkedIn approach and ICP targeting
15:32 Saying no to misaligned opportunities
19:45 Creating capacity for better clients
24:18 Mindset work and limiting beliefs
28:56 Spiritual aspects of business growth
33:41 Upper limits of what you believe
38:08 Progress through surrender & alignment
39:27 Why behind taking business risks
40:02 Pipeline results: 96 opportunities
41:40 Macro environment isn't an excuse
42:41 Coaching independent consultants
43:14 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 introduction
01:23 What worked: consistency in marketing
01:50 Publishing 52 episodes and 300+ posts
02:42 Systems that enabled consistency
03:18 Using AI and automation strategically
04:22 Airtable automation example
05:38 Why motivation isn't enough
06:25 Long-term content nurturing customers
06:35 Major business pivot from lead gen
07:01 Challenges serving fractional executives
07:33 Narrowing to one customer and tool
08:22 What didn't work: accommodating everyone
08:55 Setting clear boundaries with customers
09:31 Serving B2B founders on LinkedIn
10:01 Leaving behind "pick your brain" calls
10:36 Protecting time for building
11:17 Why we create content instead
11:39 Internal and external distractions
12:10 Discipline for deep focused work
13:02 Morning deep work effectiveness
13:31 Going narrower and deeper in 2026
14:14 Check out the LinkedIn tool
14:45 Content strategy and voice learning
15:01 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 episode
00:32 - Gift #1: Vision for your business
02:10 - Gift #2: Letting go what doesn't serve
03:22 - Gift #3: Higher rates create alignment
04:35 - Gift #4: Nervous system regulation
05:48 - Gift #5: Confidence over imposter syndrome
07:15 - Gift #6: Honesty with yourself
08:52 - Gift #7: Systems create reliability
10:45 - Gift #8: Consistency over perfection
12:51 - Gift #9: Clear point of view
13:06 - Gift #10: Ownership and self-trust
14:20 - 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. Anne 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 Anne 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. Anne 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.co
Connect with Bradley Jacobs: https://www.linkedin.com/in/bradley-r-jacobs/
Connect with Anne Carden: https://annelcardin.com and https://expertinyou.com
Connect on LinkedIn: https://www.linkedin.com/in/annelcardin/
00:00 - Introduction to Anne Carden
01:07 - Simplify to scale: The million-dollar offer
02:18 - Getting focused on your true expertise
03:38 - Pricing strategies for fractionals
05:31 - Building value-based offers
07:34 - Revenue vs profit in pricing
10:22 - Structure options for scaling
12:47 - Retainer pricing mistakes
15:27 - Transitioning from retainers
17:47 - Moving to project-based work
20:03 - Overcoming price objections
22:24 - Creating urgency and scarcity
24:42 - Mental blocks holding you back
27:03 - Investing in mentorship and growth
29:23 - Systems and automation for freedom
30:49 - Creating SOPs for your business
32:31 - Strategic partnerships and collaboration
34:22 - Final advice: Think like a business owner
35:25 - How to work with Anne 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
Subscribe to The Wedge Newsletter
00:00 Introduction to Ran Harpaz
00:31 Origin story of Lettuce
02:03 What Lettuce does for solo professionals
03:12 The back-office burden for consultants
04:40 Maximizing profit as a solo consultant
05:36 LLC versus S Corp explained
06:59 Legal protection of an LLC
07:47 S Corp tax optimization strategy
08:27 IRS guidelines for reasonable comp
10:23 The 60/40 salary-to-distribution rule
12:15 Why proper S Corp management matters
14:30 Common tax mistakes solos make
16:45 Benefits administration for independents
19:12 Healthcare challenges for freelancers
21:38 Technology-driven back-office solutions
24:05 The future of independent work
26:42 Building an operating system for solos
29:15 Enabling sustainable independence
31:58 The vision for independent working life
32:20 IRS compliance concerns for solos
33:46 Health insurance for business of one
35:08 Who Not How book recommendation
36:18 Advice for aspiring solo professionals
37:59 Connecting with Lettuce
38:21 The Wedge newsletter and content
39:01 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.co
Connect with Bradley Jacobs: https://www.linkedin.com/in/bradley-r-jacobs/
00:00 Introduction to buyer journey
00:10 Who is your B2B buyer?
01:15 Stage 1: First random encounter
02:00 Stage 2: Building familiarity
02:45 Stage 3: Curiosity triggers
03:30 Stage 4: Value-driven engagement
04:15 Stage 5: Nurturing and legitimacy
05:07 Stage 6: The trigger moment
05:50 Stage 7: Ready for conversation
06:05 Stage 8: The validation call
06:45 Stage 9: Trust and decision-making
07:30 Company side: What you need in place
08:00 Presence: Show up consistently
09:00 Recognition through repetition
09:45 Profile: Pass the 10-second test
10:30 Lead magnet that adds real value
11:15 Stage 5: Nurture sequence essentials
12:00 Being there when triggers hit
12:45 Frictionless call booking system
13:15 Sales call: Questions over pitch
14:00 Clean follow-up and proposals
14:33 Building your complete system
15:00 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/SFS
Free downloads: 7 Ways to Find Money in Your Business Now & Ultimate Checklist for Financial 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 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.co
Connect 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.co
Connect with Bradley Jacobs: https://www.linkedin.com/in/bradley-r-jacobs/
00:00 Introduction to Mylance updates
00:25 Your founder story as untapped asset
00:43 Why trust is the new differentiator
01:22 How referrals transfer trust instantly
01:51 Using LinkedIn for consistent visibility
02:21 Understanding LinkedIn's algorithm
02:30 The 1% creator vs 99% scroller reality
02:47 Stories beat self-promotion every time
03:10 Building one-to-many relationships
03:37 The power of following someone's journey
04:06 Personal anecdotes create familiarity
04:40 Focus on problems you actually solve
05:06 Bradley's six-year LinkedIn strategy
05:31 Building audience through consistency
05:58 Bringing people into your ecosystem
06:17 Common pitfall: The preachy post
06:32 Share what you do, not what they should
06:55 Why vulnerability creates connection
07:39 The perfect image is unrelatable
08:00 Vulnerability builds trust and intimacy
08:20 Getting over the fear of posting
08:42 Fear of judgment and looking bad
08:53 Fear of contributing to LinkedIn noise
09:14 Your stories are inherently unique
09:36 Standing out through authenticity
09:47 Overcoming fear of rejection
10:06 The man in the arena mindset
10:32 Sideline critics vs arena players
10:58 Can your ego handle the haters?
11:21 The Joe Rogan polarization example
11:47 Value for millions vs one critic
12:04 Recap: Your founder story superpower
12:28 Avoiding preachy posts conclusion
12:48 Closing thoughts and call to action
13:00 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 Poulos
00:55 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
Running a fractional business means juggling countless tasks that drain your time and energy. In this episode, we walk through 20 practical automations that handle everything from client follow-ups to content creation, giving you hours back each week to focus on billable work and business development.
Discover how to automate your sales pipeline with AI-powered meeting summaries, build a simple CRM that tracks every prospect automatically, and transform one piece of content into blog posts, newsletters, and social media. Bradley shares his exact setup using tools like Fathom, Zapier, Airtable, and Notion to create systems that work 24/7. Whether you're managing client renewals, tracking financials, or staying on top of outreach, these automations eliminate busywork while keeping your business running smoothly. Stop trading time for money and start building systems that scale.
Learn More:Scale your fractional practice: https://mylance.coConnect with Bradley Jacobs: https://www.linkedin.com/in/bradley-r-jacobs/
00:00 Introduction to business automations
00:47 Mylance LinkedIn tool update
01:21 Client & sales automation overview
02:05 AI meeting notes to email follow-ups
02:33 Auto-create Notion pages from bookings
03:02 Daily calendar summary in Slack
03:23 Basic CRM with follow-up reminders
03:55 Weekly analytics dashboard automation
04:51 Text expander for common responses
06:05 Content & marketing automation bucket
06:24 Podcast to multi-format content system
07:28 Repurpose client calls into content
08:26 Client management automation bucket
09:09 Automated invoicing & payment reminders
09:47 Feedback collection automation
10:09 Case study tracking system
10:36 Contract renewal reminders
11:38 Monthly financial snapshot reports
11:50 Sunday planning session reminder
12:27 Quarterly business review check-ins
13:03 Celebration triggers for wins
13:59 Wrap-up and implementation tips
Mark Jackson, co-founder and CEO of Besolo, joins Bradley Jacobs to discuss the operational challenges facing fractional executives and independent consultants. Mark shares his journey from fractional CRO to building Besolo, a comprehensive back-office solution for solopreneurs. The conversation explores the critical infrastructure decisions every business-of-one must make, including entity structure (LLC vs S-Corp), tax compliance, healthcare access, and benefits planning. Mark reveals how his wife's kidney transplant exposed the healthcare gaps for independent professionals, inspiring him to create a solution that pools solopreneurs together for group benefits access. The discussion covers productizing services for sustainability, avoiding the common trap of churning back to W-2 employment, and the essential playbooks every fractional executive needs. Mark emphasizes that 90-95% of solopreneurs live in fear of compliance issues and explains how proper structure and support can eliminate these concerns while maintaining the freedom that draws people to fractional work.
Learn More:
Scale your fractional practice: https://mylance.co
Connect with Bradley Jacobs: https://www.linkedin.com/in/bradley-r-jacobs/
Connect with Mark Jackson: https://www.linkedin.com/in/jaxnmarx/
Check out Besolo: https://www.besolo.io
00:00 Welcome and guest introduction
00:43 Mark's journey from fractional CRO to Besolo
05:21 Understanding S-Corp tax benefits
07:30 The full-fledged business challenge
11:14 Bradley's solopreneur structure struggles
14:46 Why fractionals return to W-2 employment
19:41 Productizing services for sustainability
22:36 Essential business infrastructure stack
25:20 Recording restart after technical issues
26:15 LLC vs S-Corp decision framework
32:35 Legal risk vs taxation considerations
33:42 Complete solopreneur toolkit overview
39:19 Retirement planning for solo businesses
41:32 Besolo's comprehensive solution approach
43:43 Ideal customer profile and timing
46:39 Final advice for overwhelmed solopreneurs
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 overview
00:55 What playing small actually looks like
02:15 The consequences of playing small
03:23 Why we default to playing it safe
04:42 Consultant A vs Consultant B scenario
06:56 The power of playing big without fear
07:47 Three critical mindset shifts
08:20 Understanding your true value
10:19 Doing business development right
11:10 Being okay with rejection
12:50 Learning to say no to bad-fit clients
14:00 Weekly practice for moving the needle
15:09 Wrap up and Mylance product mention
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 background
01:05 Our deepest fear: powerful beyond measure
02:34 Fear of losing relationships through success
04:01 Uncovering subconscious limiting beliefs
05:40 The Friday meeting with self practice
07:13 Pushing boundaries vs. playing it safe
08:59 Learning from failure and giving permission
10:13 Perfectionism and self-worth from accomplishment
11:15 Fear of success: losing relationships
12:21 Parental expectations and success
14:32 Other fears beyond losing relationships
16:00 Giving up proven expertise for the unknown
17:21 Corporate support system vs. going solo
19:12 Own It-Win It-Crush It framework
20:22 Business development is mandatory, not optional
21:22 Reframing sales as conversations
23:05 Companies have problems to solve
24:52 Looking for problems vs. doing sales
25:23 Who are you not to be brilliant?
27:28 Playing small doesn't serve the world
28:36 Showing vulnerability with clients
30:23 Inviting clients into vulnerability
31:18 Letting your light shine liberates others
32:16 The ripple effect of showing up big
33:02 Actionable steps: the reset framework
36:27 Finding your mastermind group
37:07 How to connect with Ash
37:38 The importance of working with a coach
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.co
Connect with Bradley Jacobs: https://www.linkedin.com/in/bradley-r-jacobs/
00:00 - Welcome and intro to time challenges
01:14 - Time vs making time: language shift
02:19 - Why we avoid business development
03:30 - Client attraction is business lifeblood
04:58 - Referrals have limitations as strategy
05:48 - Finding your zone of genius
06:55 - Creating empowering narratives
07:24 - The 30-minute daily framework
08:25 - Compound effects of daily actions
09:25 - Alternative strategies beyond LinkedIn
10:23 - Discipline vs enjoyment balance
11:32 - Protecting your morning routine
12:47 - Tools and AI for automation
13:56 - Leveraging virtual assistants
15:16 - 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 background
00:35 - Jon's personal introduction
01:17 - Future of fractional workforce post-COVID
02:41 - Addressing stability vs instability
03:25 - Building sustainable fractional careers
05:24 - Finding your competitive advantage
06:06 - Importance of collaboration and networking
07:17 - Making effective referrals
07:39 - Understanding unclear client needs
09:07 - Shifting from time-based to value pricing
09:54 - Knowledge vs wisdom in consulting
12:54 - Million-dollar merger story begins
13:51 - Value delivery vs time investment
14:20 - 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 Overview
00:33 - Viral Content vs Targeted Engagement
01:18 - LinkedIn Content Strategy Goals
01:51 - Analyzing the Viral Post Hook
02:44 - Inside Look at Brand Recognition
03:58 - The Power of Storytelling
04:40 - Specific Details Drive Engagement
05:59 - Geographic Strategy Differences
07:04 - Post Structure and Readability
07:51 - Winner vs Loser Narrative Appeal
09:12 - Replicating Success Without Brand Names
10:14 - Understanding Customer Pain Points
11:18 - Creating Relevant Content Stories
12:28 - Building Authority Through Consistency
13:52 - Results from Viral Content Strategy
14:48 - Sustainable Client Acquisition
15:16 - 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 introduction
00:45 Brian's personal transformation story
03:17 What behaviors indicate internal waste
08:25 Making internal work tangible for skeptics
10:01 Client success stories and examples
15:54 Taking ownership vs feeling overwhelmed
19:16 Biggest challenges for businesses of one
23:01 Three essential questions framework
24:47 Common unnecessary business activities
28:16 Daily priority setting strategies
32:10 AI and automation for solopreneurs
39:48 Building complex workflow systems
43:17 Final advice on awareness and intentionality
45:23 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 you
Learn More:
Scale your fractional practice: https://mylance.co
Connect with Bradley Jacobs: https://www.linkedin.com/in/bradley-r-jacobs/