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Freelancing 101 PDF
Freelancing 101 PDF
Have you had that client who seems to be always in your case?
The kind that no matter what you do, they never seem to be satisfied?
Or how about headache clients who seem to count every second you’re working?
Or worse…
Do you have a client who seems to only remember to pay you when they need another
job done?
I’m asking because I saw a post inside a freelancing group, asking advice on a
nightmare client who would always go and threaten her partner with termination.
Why?
NOT a business.
Good thing my man, Glenn Mark, restored my faith in local freelancing when he
commented…
We should all rather think of ourselves as a business, as contractors who work dahil sa
value na maibibigay natin sa client.
What I mean is during the interview period, ibahin natin ang climate. Imbes na tayo ang
tinatanong, dapat tayo ay may maraming tanong sa business ng client.
Sila ang lumapit kasi sila yung may problema, pain points, gaps or call them sa kung
anong pangalan.
"Look, I am here to know about your business, your struggles, and everything in
between. I need to know these things to see if we are a good fit. If you are not okay with
that, I have to say goodbye at this point. Bye."
We are here na parang doktor, abogado or dentista who diagnose, provide sound ideas,
and act on their problems.
That will give all of us an opportunity to have a command sa kung magkano ang
earnings na gusto natin every month.
If contractor ka, you can propose strategies na ikaw ang maglalagay ng plan of action
na mahirap para sa kanila na e-execute (pero madali lang sayo)…
A timeline na maari mong hahabaan to a few days kahit matatapos mo lang in a day,
ano yung mga inclusion ng service mo…
And an investment para sa client na naayon sa value ng work and effort na ilalaan mo.
Kaya napaka importanteng tool para sa ating mga freelancers ang proposal kasi using
that tayo ang may command sa scope ng work, sa timeline at sa kung ano ang
icha-charge natin.
We don’t need to work too many hours during the month to earn 100k pesos and we
don’t need many clients sa month na yan para abutin ang figure nayan.
Dapat may plan lang tayo kung paano ieexecute, paano mag on board and kung paano
mag fire ng client."
In short…
There’s this popular proverb about a certain university professor who want to learn Zen
from a wise Zen master.
"I have come to ask you to teach me about Zen," the scholar said.
And as the old man quietly served tea, the professor kept talking about his own opinions
and knowledge about zen.
And pouring…
The cup was filled, yet he kept pouring until the cup overflowed onto the table, and onto
the floor.
The professor watched the overflowing cup until he could no longer restrain himself.
"Stop! The cup is full already. Can’t you see?" the professor blurted.
"You are like this cup, so full of ideas that nothing more will fit in. Come back to me with
an empty cup."
Now, I’m sharing with you this story to be reminded of an important life lesson.
We don’t have the patience and humility to empty our cup and instead, we create haste
conclusions based solely on what we think.
For example…
There are freelancers who ‘think’ Upwork is the only way to get clients…
Freelancers who ‘think' working more hours is the only way to earn more…
Freelancers who ‘think’ helping other freelancers means helping out a competition —
totally oblivious to the fact that there are hundreds of millions of clients out there…
Freelancers who ‘think’ freelancing is a job and one should strictly ‘apply’ to get hired…
And freelancers who ‘think’ having more skills ensures their success…
Just like the professor, they’ve got no more room to grow because they ‘think’ that
what’s true for them, should also be true for everyone else out there.
Not knowing they still have the opportunity to grow if only they’d empty their cup and let
go of their old beliefs for a bit so it can be replaced with better ones.
During my session with my students, I always ask them in the beginning of our
discussion: What's your goal why you want to work as a freelancer?
And I always tell them, good, nothing wrong with that but… read that goal again.
Nothing is wrong with having a goal that's good for you but a goal that serves you, and
you alone will not help you reach it.
And if clients will ask you during the interview, why have you decided to become a
freelancer, and you honestly gave them that answer without a second thought…
They would probably think that you are just here for easy money and that you are lazy!
What if you change your goal to “I'll help my client reach three million revenue per
month.” and let's say you are having 100k income per month.
Do you think that client will give you only 100k per month?
Of course not! you can even get up to 300k if that's the case.
Now, question:
How do I do that? how do I help them reach three million revenue in a month?
You have to understand their business and figure out how they can increase their
revenue using the skills that you already have,
You might say: “It's a lot of work. (Aaralin mo business nila? Sino namang gagawa nun?
Edi sana nagtayo ka nalang ng ganung business diba?)”
It doesn't matter if it's web development, email marketing, seo, writing, fb ads, etc.
If you can help your clients reach their goals, you'll definitely reach yours.
For quite some time I’ve been beating the dead horse about how as freelancers — we
should be focusing on sound marketing principles…
“Sabi ni ganito, eto daw lagay ko sa profile ko sa UpWork para makakuha ng client…”
“Sabi ni ganyan, dapat daw skill ko web dev para malaki kita.”
“Sabi ni ganire, eto daw na site gamitin ko para daw mas madaming clients.”
Gumagana ba siya?
Hmmm… Puwede.
However, when you only focus on something at a tactical level, mas mabilis pang
malaos ang freelance business mo kesa sa latest meme na nag-viral.
The problem is, constantly chasing after the next trick, magic bullet, or "surface level"
shortcuts just to get ahead.
Imagine this…
What if after all the hustle to become top-rated, your account suddenly got suspended?
What if someone hacked UpWork (or any freelancing site you’re in) and caused the
website crashing down?
Or what if the company changed the algorithm and clients can no longer find your
profile?
There was a time when everyone and their grandma who knows blackhat tactics can
rank on the first page of Google.
Then one day, Google decided to have a little fun and — POOF!
Businesses who have all their marketing budget into search engine optimization (SEO)
found themselves with no other source of income overnight.
And those who offered page ranking as a service found their biggest clients leaving
them without a word.
Being on UpWork is just one of the many strategies to get freelance clients.
And in business, the last thing you want to do is rely on just one.
In fact, there’s a popular saying in the business world and it goes like this…
Because relying on just one tactic or strategy is like building a house on a sandy beach
— when the tide rises, there’s a good chance it’s gonna collapse.
If Facebook posts, blog, instagram or any form of medium allows you to do that, then
great.
Point is, tactics and medium (fb, linkedin, insta, upwork, etc...) can change...
But the principles of selling clients to work with you will always stay the same.
Sure, you can take advantage of short-term strategies every now and then…
No algorithm, no website crashes, and no client no matter how huge can ever leave you
broke.
All he wanted was to provide great food, great service, and build up his restaurant client
base.
(If you have no idea what Yelp is, it’s a business directory service and a forum where
people can find and review a business that is listed)
Suddenly, his 5-star reviews on Yelp were nowhere to be found and was replaced by
1-star reviews which he didn’t have before.
Turns out, Yelp was manipulating the reviews hoping he’d give in to their demands.
And after tons of back and forth with the platform which went nowhere, he made a very
slick marketing move.
"Give us a one star review on Yelp and get 25% off any pizza! Hate us on Yelp..."
People had so much fun posting weird, outrageous, 1-star reviews on Yelp that the old
1-star reviews didn’t matter no more.
In fact, there was so much business that people were willing to join David’s cooking
events for $3,000 and above.
Well, there are many, like zigging when others zag and not giving up in the face of
adversity.
But while it was a happy ending, the real lesson here is…
David did that, built his business on Yelp and he nearly paid for it dearly.
Same thing if you’re freelancing business is reliant on a single platform like Upwork,
Onlinejobs, Facebook, Linkedin or any platform to get clients for that matter…
What if you wake up tomorrow and it’s gone? Would you still have a way to get clients?
And that’s the thing about owning a freelancing business or any business for that
matter…
Learning By Doing
Heck, our whole life we were conditioned to study first before getting a job.
Now, while people might think I'm crazy for even suggesting this concept of doing the
work as you learn…
Every second, someone gets hired for a position they barely know anything about until
they get there.
You hardly know what your duties are yet you go in there, first day at work, trying
forcing yourself to learn everything on the fly.
Got promoted?
You don't have a 100% grasp of your new responsibilities yet you try and look the part
anyway as if you really know what you're doing (lol!)
Yet for some reason, it seems like a foreign concept when applied to freelancing.
People (especially the ones starting out) think they have to be 100% ready and
prepared before they even make a single move.
You can.
The only thing stopping you really is that little voice inside your head that says you can’t.
And only when you learn how to recognize and remove them from your system that
you’ll begin to start having breakthroughs.
It’s funny how a simple shift in mindset can change your life completely.
Let me play the part of Manang Bola este ’Manong’ Bola in your life.
(For those who don't know, she’s the resident manghuhula sa Batibot — a 90’s
children's program)
I’m gonna predict the reason why you’ll fail freelancing this year.
Di ka masyadong magaling?
Quiet…
Concentrate…
There’s only one reason why you may fail this year…
Teka, bago pa magkunot ang noo mo, let me tell you why.
"Rich people are evil. And the only reason they are rich is because they stepped on
other people along the way"
For years, it stopped me from charging high because deep within my subconscious, I
thought doing so would make me evil.
These kinds of beliefs run deep and it sabotages your results from behind the scenes.
And it's terrifying to think that people go through life not knowing what's really causing
them to fail.
In fact, it's only when I learned how to recognize and remove them from my system that
I began having one breakthrough month after another.
It’s funny how a simple shift in mindset can change your life completely.
Let us start this topic with a question from my inbox. I will try to give my full
unadulterated answer and share it here so that everyone will benefit from it.
Ang letter sender natin for today ay itago na lang natin sa pangalang…
...Criselda
Dear Kuya,
"I am a newbie, I do not have a concrete or precise knowledge of how and what it takes
to become a freelancer.
Although, I've managed to put up an Upwork profile 2 years ago. It's still there, hanging
around, nothing to do but frown (okay I'm singing) because... I got rejected over and
over again haha…
Maybe because I can not put up a strong overview of me, a strong cover letter, and a
"superstar" portfolio.
How can I put up all these things when I do not even have a single experience [eng
herep besh]."
Well, Criselda…
One, a superstar portfolio has nothing to do with you getting hired. That's your own
limiting belief talking.
In fact, whenever I talk to clients and dive deep into their problems, you'll seldom hear
me talk about my portfolio — heck, I don't even mention the word 'email' even if it's the
service I'm offering.
THEMSELVES.
If you can demonstrate that you understand their business better than their own, and
show that you care enough to make your service fit their business model so they can
gain back their money, time, or peace of mind...
I know this because if a kick-ass portfolio is what you need to be a great freelancer,
then I shouldn't be where I am today since I don't even have a website — I don't even
know what a cover letter is.
How can a guy who just write emails, get a client when he barely has a sample website
or blog to showcase his skills?
What you need is a strong overview who your ideal client is.
What's their frustration so big that they're willing to give you money for it?
When I first started out, that's what I thought too… that I should be the most kick-ass
transcriber ever first so clients will line up banging on my door.
And tailor fit my services based on the problems they've told me.
Because when your client feels you care more about helping them than just making a
quick buck…
Listen...
Let's not make freelancing harder than it should be as it all boils down to 3 things…
Whew!
Back when I was working as a service crew, we used to play this game where we bet on
who's gonna get the most names and phone number of the girls or 'chicks' (lol!) in under
an hour.
The first time we did it, most of my colleagues (including girls), placed their bet on
Michael.
Who wouldn't?
Michael, for lack of a better term, we just call him 'Adonis' na may makalaglag panty na
smile.
Tall.
Well-built.
Chinito.
Maputi.
He stands 5 foot 6.
Dad-bod.
But Willy was a classmate in college and I've seen him grab the attention of girls who
are, in his own words — way out of his league.
Willy was off to the races… approaching every girl he sees asking their name and
phone number.
Michael on the other hand, picked a corner, carefully selecting his targets, using his
charm and good looks to make them look his way.
But he also got seven names and phone numbers compared to Michael's two names
and a phone number.
And it's the same mindset one should have when getting freelance clients.
How will you land them as clients if you're not proactively getting them as leads?
Most freelancers rely on their portfolios, testimonials, and their skills to bag a client.
Just like Michael, they rely too much on their "good looks".
They go to where their target customers are and just approach them without a care
whether they get rejected or not.
I remember this conversation a while back with your fellow aspiring freelancer.
Him: Ok… so I think I found my target audience online. What's the next step?
Me: Talk to them and ask them what's their single biggest challenge is when it comes to
the problem you're solving with your service.
Him: Gotcha!
Him: Not yet. I was trying to look for other platforms they might be using.
Him: Sir, sorry for the bother… what do you think of these samples (he's talking about
his portfolio)?
Listen…
No one is.
The portfolios, the website, the certificates, the testimonials, all the training... all these
things can wait.
In fact, rarely have I gotten a premium client because of any of the things above.
But knowing your market's concerns, challenges, and frustrations so you can better
serve them...
Meet Helen.
Problema niya?
She can’t seem to get high value cosmetic cases for her dental practice.
Some days are better than others. But most days are terrible.
In her mind, her life and her daughter’s future depends on it.
The first thing she did was to go to job boards and freelancing sites like Upwork for
someone who can help her with her problem.
And an hour into posting, she already got pitches pretty much saying the exact same
thing…
"I have 4 years experience doing this for clients. I can help you do that"
Surprisingly to Helen…
Not one soul attempted to UNDERSTAND her problem.
There was not even an attempt to find out exactly what she was struggling with.
Instead, they all led with their solutions varying from FB ads to chatbots, to funnels to
website design.
But since she was desperate, she tried a couple of them only to be asked by the
freelancer she hired this question…
Barely knowing anything about marketing this caused her more distress than relief.
*sigh*
And he happened to meet Helen inside a LinkedIn group they’re both in.
When the two got connected, Rudy got her to open up about her business.
Helen: Well, one of my struggles is how to actually generate high value cosmetic cases
for my dental office.
Helen: Honestly, I just don’t have the time to do dental work and create a website or do
marketing for that matter.
Rudy: I see.
Well, I’ve been helping dentists generate more high value cosmetic cases even if they
don’t have a website and they’re totally clueless about marketing.
If this interests you, we could hop on a call and talk about how you could do the same.
Long story short, he got her on a call, dug deeper into her problem, and Helen was
more than glad to pay him premium for his service.
Listen…
She's one of the many types of clients most freelancers encounter on a daily basis.
No while I’m sure the previous freelancers meant well, and probably meant no harm
(yung iba di lang talaga nila alam)…
Sure, they got her as a client, but not at a premium fee and definitely not on a retainer
basis...
Which could have easily happened had they spared even just a couple of minutes to
listen to what she had to say.
Instead, they were motivated by the idea of getting a client as quickly as possible that
they no longer cared whether or not they were the right fit for the project.
Back then, I also used to believe that if I don’t bring up my credentials, portfolio,
experience, and vast array of skills into the negotiating table, I have little to no chance to
close the client.
This very same scenario is playing out every single day for most Filipino freelancers.
So as you read this, I want you to think about the last few prospective clients you’ve
talked to and honestly ask yourself…
Did you care about their problems enough to ask them about it?
No judgement.
(If you're not a fan of basketball, just stick with the story and it'll make sense later) ;-)
During his eight year tenure, his teams won conference titles in 1961, 1964, and 1965.
He was ranked fifth in all-time victories at NCAA Division III colleges with 343.
And has accumulated over 359 career victories.
Before each game starts, Coach Gelston would remind his players of his ONLY RULE.
"You're all from different high schools, and you all had different high school coaches.
Your high school coaches all had different rules for you.
Be at the right place at the right time and do the right thing."
Because being at the right place at the right time relies on a bit of luck.
Learn A Skill
Ano bang skills yung magandang aralin? Yung skills na malaki yung fees?"
Well, for one, I have no idea of what things you’ve done before and what you are
capable of so I’d be guessing at best if I did answer that question.
Just pick a skill. Doesn’t matter HOW you do it. Just pick one.
Enroll dito...
Courses doon...
Hoarding all resources related to a skills they fancy until they see someone with a
different skill making bank tapos yun naman ang aaralin nila.
Only to realize they’ve wasted months (sometimes years) trying to figure out which skill
will be the most profitable.
If you’re getting stuck before you even started, then how are you going to move
forward?
I’m going to share a harsh truth about growing a 6-figure freelance business.
Once you understand this, you could easily double or triple your income if you wanted
to.
Most freelancers don’t know what their clients really care about.
To illustrate my point, let me tell you the tale of two freelancers…
Client likes what he sees and sends a message out to both asking for their rate.
Freelancer #1 replies and offers to get the logo done fast at a cheaper price and sent
his portfolio.
Instead, he invited them on a call to understand exactly what kind of logo was needed to
be done and if it’s something he could help them with.
In his mind, they may not even need a logo so paying him to make one would just be an
expense.
On the call, he asked them things like what the logo is for, what assets (calling card,
boxes, signage, etc) will it be used for, and if they already have a messaging behind the
logo once it’s created.
And after the call, he sent a proposal outlining the marketing strategy, messaging, the
design, how long will it take, the investment required…
And a projection of how much the client would save if the project was done right.
Just from the process alone, you can already sense who’s a professional and who isn’t
And freelancer number 2 was Ben, who was able to close this logo project for $30k.
"Wait, $30k for a freaking logo!?"
They were more worried about how much money and time they’ll lose if they ended up
putting a crappy logo on all their assets and had to take it all back…
Now, if you’re the client and you could potentially save yourself from millions of dollars
worth of wasted assets, headache, and embarrassment…
They tend not to care about what their clients actually want and then cry about it when
prospects try to lowball their prices.
They always whine about being underpaid when in reality, all they’re thinking about is
how to get the work done fast, get paid, and get it over with.
In fact, if they’re reading this, they’d probably go, "Who in their right mind would pay for
a $30k logo!?"
Well… a lot.
Research how much Apple paid the designer for their simple apple "logo" as well as
Mcdonals and Microsoft and other giant companies.
See how businesses and even non-profit organizations would pay top money for a
logo?
Then again, most would say…
"Pucha! Gaano Kaya kagandang logo ung ginawa nun para makapaningil ng ganun?"
*facepalm*
Successful freelancers, however, those who understand that the true worth of their
service is determined by how much they give in value, would ask a different question…
Now, THAT mindset is what separates a mere order taker to a highly-paid freelancer.
"While others search for what they can take, a true king searches for what he can
give…" - Mufasa
I’d like to tell you of this story of an old professor who wanted to make a point about
setting priorities.
He then pulled out a bag of rocks from under the table, each the size of a tennis ball,
and placed them one by one in the jar.
Once again, he reached under the table and pulled out a bag full of pebbles.
Carefully, the professor poured the pebbles in and slightly rattled the jar, allowing the
pebbles to slip through the larger rocks, until they settled at the bottom.
The students, seeing the jar filled with rocks and pebbles replied, "Yes"
Cautiously, the professor poured the sand into the jar and it filled up the spaces
between the rocks and the pebbles.
To their surprise, the professor again reached under the table and pulled out a pitcher of
water.
Now, we don’t need to finish the story to see the underlying the idea behind the
experiment.
Point is...
If we don’t put all the larger stones in the jar first, we will never be able to fit all of them
later.
In any given month, most of them would be busy filling their jar with water, sand, and
pebbles — learning another skill or doing client work for the entire day.
They become too busy to even realize that their client can pretty much leave them
anytime.
And when their clients leave them, they feel cheated for giving it their all.
They spent zero hours putting in the big rocks — connecting, building an audience,
creating systems, marketing their service, and giving value.
Tasks that every freelancer should be doing first thing in the morning to ensure they
have a stable freelance business for years to come.
*sigh*
I should know…
I squandered almost all of my income several years back (I think it was around March of
2015) simply because I forgot to prioritize the big rocks.
I was netting more than half a mil a month and I got all the clients I can handle.
So I’m passing this lesson to you — in hopes that you won’t wait for an unfortunate
event to happen before you start focusing on the ‘right’ things.
If we don’t put all the larger stones in the jar first, we will never be able to fit all of them
later.
What changed?
I know I’m a good and careful driver and I don’t need to tell myself that kasi that’s
natural and innate to me.
But the moment I realized na I was driving without a license, my beliefs changed.
But the beliefs I was holding on to at the time kept pushing self talk like:
"Mahuhuli ka!"
Kasi I want to talk about limiting beliefs and how they are keeping us from our goals.
And if these beliefs are causing you stress, it may be because they are contradictory to
something you already know to be true about who you are deep inside.
Do you find yourself stressed out and telling yourself na "Hindi ako magaling..."?
Maybe it’s because deep down, you know that you are capable of so much more.
Do you find yourself stressed and saying "pang ganitong rate lang ako..."?
Maybe it’s because you know that you are so worthy of so much more.
These contradicting beliefs could be what’s causing stress and sadness for some.
These beliefs, or rather the thoughts and ideas about ourselves that we are choosing to
believe, tend to dictate our actions and the results we get.
And it’s not just whether you believe yourself to be an awesome copywriter or amazing
social media manager or a 7-figure freelancer.
Do you believe you are a committed person that can face any setbacks you may
encounter?
Do you believe you are a trusting person that when coaches give advice, you believe
that they are out for your best interest and that they believe in you as well?
My belief is that when we are true to who we are deep down and choose to believe
those beliefs and take the recommended actions, we’ll start to see the results you’ve
been wanting
In their minds…
And by the time he was 18, he had already played with the most prestigious orchestras
in the world.
He has received the Mercury, the Gramophone, an Echo Klassik, a Grammy, an Oscar
(almost), and his score on a movie even won an Academy Award.
So it’s safe to say that this guy does NOT lack the talent, brilliance, or skill.
Instead of playing in a music hall, he was asked to play down the steps of the L’enfant
Plaza Station in Washington D.C in front of the general public.
While playing a musical piece written by one of the most dedicated, gifted and prolific
composers that ever lived…
Doesn’t seem too bad but when you stop to consider that $20 of the $32 actually came
from a fan who recognized him…
That’s a measly $12/hr for all that talent, work, and equipment.
And this coming from a guy who commands ticket prices starting at a $100.
You can be the best in the world just like Joshua Bell and no one will even bother to pay
what you think you’re worth.
It’s almost impossible for people, or in our case... prospective clients, to properly assess
how intelligent, skilled, or competent you are in doing a certain task.
Why?
Now, this may seem like a bad thing but it’s actually good news.
Because now you know that skill or talent has less (or almost nothing) to do with you
getting a client to say YES to acquiring your services…
And it’s not the lack of strategies and tactics either - there are a dime dozen of those on
the web.
"When you’re interested, you do it only when it’s convenient. When you’re committed,
you accept no excuses — only RESULTS."
People asking…
Subscriber: I really want to learn freelancing. I’ve been reading your emails and you
really got me hooked. I just don’t know how to start things right.
Me: Well, thanks. Have you watched the videos you opted in for?
Subscriber: Yes.
Me: Here’s your next step — Choose a market you want to pursue. And let me know the
day after tomorrow what you decided on.
Subscriber: Sir, I haven’t yet found a market but I’m trying to learn a different skill which
is social media to gather some experience.
Subscriber: Di pa kasi ako sure sir kung anong market pipiliin ko.
*facepalm*
Masyadong sigurista.
(Had she done what I said, she would’ve gotten free coaching from me until she gets a
client.)
People are so afraid to commit to just one path they’d cling on other stuff even it it
doesn’t do anything to move their cause forward — para lang ‘sure’.
It’s the same reason why people have the shiny object syndrome.
Course dito… course doon… coaching dito… coaching doon… isa pa ngang skill
kulang pa… di naman gumagana dito sa Upwork lipat ako sa OnlineJobs… gawin ko
kaya skill niya mas mataas bayad dun… ABC and D markets might not work. Let me try
market E…
Ang ending?
Because they don’t want to commit to just ONE… hanggang ngayon wala pa ring
napapala.
How do I know?
For years, I’ve looked for that magic freelancing bullet only to find out that…
It wasn’t my skill.
It was me.
Which is why, I could say with absolute certainty — things are not gonna change until
they start being committed.
Which brings me to the second thing that’s keeping freelancers stuck — BELIEF.
You see, if you don’t believe that you have what it takes…
Just one.
ONE.
"The name of the game is to stay in the game until you win the game."
So if you’re reading this and you’ve yet to find that ‘belief’ in yourself causing you to
have commitment issues…
I wouldn’t be doing this if I don’t have 100% belief that Filipino freelancers can do it.
If it was anything BUT a hundred, you won’t see me wasting my time writing these long
ass topics.
But I do.
All that’s left is for you to see it too.
Let me let you in on a little ‘selling’ secret which if you get wholeheartedly will make your
freelancing life a whole lot easier…
You see, most freelancers think this is how you build a freelancing business…
1. Learn a skill.
2. Sell it to clients.
That’s cool and all -- and a few did get ‘lucky’ starting that way.
Yet most freelancers approach starting a business this way — with the skills (solution)
first.
Sounds familiar?
The real way to build a freelance business, or any business for that matter, one that
grows by leaps and bounds is totally different.
Take Richard Branson, net worth of $4 billion, founder of the Virgin group, for example.
In 1978, he and his wife were trying to catch a flight to Puerto Rico, but the local Puerto
Rican flight was cancelled.
With the terminal full of stranded passengers, next thing he did was to divide the price
by the number of seats, borrowed a blackboard, and wrote…
He then walked around the terminal and soon filled every seat on the plane simply by
telling them about it — he didn’t even have to sell.
Now, did you notice that the service (the charter plane) didn’t exist prior?
The result?
No hard selling.
Yet the seats pretty much sold itself simply because it’s solves a pressing problem.
And if you think it’s only Virgin Airways started this way, think again…
Uber was born one winter night during the conference when the two co-founders was
unable to get a cab...
Alienware founder was building PCs for a lot of friends and family but mostly what he
was getting were requests to have their PCs built around gaming...
Dropbox was conceived by University student after he kept forgetting his USB memory
stick...
Whole Foods was started by a college drop-out to cater to people that needed natural
foods store in Texas...
Shopify’s founders were searching for a shopping cart solution when they were setting
up an e-commerce site for snowboarders but were unable to find one...
Lynda.com began when Lynda Weinman was told by her students that the technical
books she assigned to them teaching web design were boring...
Shutterstock was introduced into the market when the founder (then photographer)
started receiving payments to license his photos because it was affordable...
Mailchimp was jumpstarted when CEO Ben Chestnut had a stream requests from
clients who wanted email newsletters created...
Spot a trend?
By now it's glaringly obvious that solving problems is how successful businesses grow
and prosper.
Same process goes even if you're selling a course, a software, or a physical product.
I know this quite well since I'm the one business owners hire to sell their products
through email.
And the first couple of questions I ask before I take them on as clients is, who their
market is and what problem are they trying to solve.
No amount of copywriting goodness can sell a product that doesn't solve a need or
fulfils a deep-seated want.
However, unless you figure out the kind of problem you’re solving for clients, it’ll always
be a struggle to sell your services.
Instead, focus on finding out whether or not they have a problem you can solve before
you even prescribe a solution.
Just like what Bea did to figure out what to offer her first premium client…
When I reached out to Tristan, "funnels and automation" were the skills I have in mind
to offer, but then when I dove deep into her needs (problem), what she needs was just a
simple web redesign.
So I created a proposal out of it(based on need not on her skill) and I’ve closed the deal.
I didn’t push "funnels and automation" simply because she didn’t need it.
See what I mean?
And when the time comes that the client would need "funnels and automation", guess
who the client would be calling first?
So before you go gung-ho on learning that super-awesome skill, you may want to ask
yourself…
Anyone who has hailed a taxi before Uber came along knows what a pain it usually is.
PLUS the fare varies depending on how good you are at haggling.
They go way beyond than just taking their clients from Point A to Point B like normal
freelancers would.
Let's take one of my friends, Christopher who charges $500 per article as an example.
"Huwaaaaat!?"
But remember, he's not being paid for writing the article.
What pain?
Lack of authority.
Lack of subscribers.
Lack of sales.
He doesn't write just for the sake of writing and submitting an article.
The articles he writes solves those problems for the client and more.
Solve it.
Last week I was in BGC with my wife to meet Facu -- short for Facundo Emanuel --
CEO of a digital marketing agency, to have a quick chat and a coffee.
Now I don't usually take my wife with me on meetings but she said she's gonna check a
place out. Since it's near the area anyway, I tagged her along.
Facu arrived.
We had a blast.
Meeting over.
After the meeting, I texted my wife where she was so I could pick her up and she told
me to wait at Yellow Cab on the 32nd street near a home depot.
Now don't get me wrong, I love that my wife gets to buy things she likes. In fact, she's
not even remotely compensated enough if I take into consideration all the things she
does around the house --- not to mention she has to put up with me every single day.
But there are just some things men don't quite get about women...
So when I saw her not holding anything that closely resembles a shopping bag, I felt a
sigh of relief…
Expensive, right?
Yet when she told me WHY it was worth it, I couldn't help but shake my head and smile
because it's the exact same thing I teach freelancers, so they too are paid what they are
worth and more...
PERCEIVED VALUE.
The nail salon she went to knows how to increase the perceived value of something I
could get for only P50 with our friendly neighborhood manicurista, ate Edna.
You see…
They made sure that she was aware they were using a special brand of nail polish from
Japan which can only be applied using imported brushes.
They call their staff paint-technicians and were told to treat each nail on her finger like a
blank canvass waiting to be made a masterpiece.
She was even told that every paint technician has gone through a rigorous three-month
training regimen before they are even allowed to touch a client's hand.
She showed me pictures of the place and it was indeed fit for a queen.
For example…
Most of us don't know how to properly acquire and onboard a client which usually gives
the impression that we're NOT an expert at what we do and that we are NOT worth our
asking price.
We let them take charge of the whole process when they are actually waiting to be led
by us.
I don't ask them when or what time… I just send them a scheduling link and they
choose a schedule according to the times I prefer by putting in their name, email, and
phone number.
3 hours before the call I send them an email to let them know I'm looking forward to the
call.
15 minutes before the call, I send them a quick message to remind them about it.
Once on the call, I take charge of the conversation from beginning to end asking them
questions about their business, instead of them asking me about my qualifications.
At the end of the call, I tell them what I'll send after, what they need to do with what I'm
going to send them, and what are their next steps.
No guessing.
No "what's gonna happen next?"
The only focus on the call is to find out how I can help them better.
I then send a proposal on the date and time I promised, with the customized solution to
the problems they told me inside the call, a bird's eye view of the full strategy, what it
looks like implemented, and an instruction on what needs to happen first before we start
working together.
If they accept…
Then we hop on a 30-minute initial campaign call to walk them through the whole
process I outlined in the proposal so they know what the hell they just got into.
In a nutshell, I'm literally holding their hand every step of the way giving them the
EXPERIENCE that a $3/hr freelancer won't give them.
Do you think they'd even consider paying you $3 an hour after going through all that?
You're a professional.
You're an expert.
Heck, you don't even have to claim that you're all that since it's the way they'll feel about
you because of the process you have in place.
So before I go and experience that 2,500 pedicure for myself (It's for marketing research
purposes. Promise. lol!) I'd like you to examine your freelance business and ask
yourself…
Are you giving your would-be clients the experience they are looking for?
People are surprised (and confused at the same time) whenever I tell them that you
don't need experience and portfolio to land a high paying client.
In fact, most 'experienced' freelancers who didn't know any other way tend to raise their
eyebrows as if saying…
Weeeehhhh!?
So before you go on your weekend, let me show you how to answer the dreaded
newbie question…
"Would love to show you a sample. But before that, let's hop on a quick call so I'd know
exactly how I can help you and also show you a sample tailored fit to your specific
problem"
Once they do get on a call with me, I ask them questions, drill down on the problem,
and find out exactly what they need.
Before the call ends, I say something along the lines of…
Here's what's gonna happen next…
On [insert day that's at least 3 days away] I'm going to send you the blah blah blah…
Together with a sample that I think fits quite perfectly what you just told me earlier.
Why 3 days?
Because it gives me time to create THE PERFECT SAMPLE that fits the exact
specifications they have based on the call!
Compare that to sending a 'generic' example from your past gigs -- not even knowing
what exactly your client really needs.
"This is awesome! It's just the way we want it. Can you do the same email you showed
earlier for our brand?"
Lol! Why wouldn't it, when I already asked them how they want their emails to be
written. ;-)
Someone sent me a message saying they want emails written for them in order to sell
their info product.
"Okay…", I said.
So I invited them on a call and tried to learn about their business to find out exactly what
I can help them with and if I’m the right guy for the job.
And lastly... this would’ve been a horrible investment for them to make.
So halfway through the call I told them that as much as I’d like to take their money, it
wouldn’t make sense to spend thousands of dollars on my service.
Instead, I gave them an assignment to get more subscribers first before they hire me or
I could refer ‘other’ email copywriters who doesn’t charge as much as I do.
And no matter how good of a job I do on this project, working on it together would have
been a negative return on investment for this prospect.
I doubt they were happy to hear me turn them down but they were definitely thankful.
Why not?
I had just saved them from a bad investment and pointed them to alternatives that could
solve the problem they were trying to solve, without breaking the bank.
I also saved myself from trying to make something work from what seems to be a poor
'client-freelancer' fit right from the get-go.
But say for example I simply did what they asked me to without finding out exactly what
they need help with...
They’re excited.
Then weeks pass and the client doesn't seem as thrilled anymore.
Their business hasn't magically grown as they expected and they start to seriously
question what the heck they spent all that dollars for.
Now you’re left with a disgruntled client who’s out to tell everyone he knows how much
of a scammer you are even though they’re the ones who forced you to work with them.
And I’m telling you this because it would have been very easy to simply accept projects
especially when the prospect is literally throwing their money at you.
Listen...
Unlike working as employee where your boss is the one ultimately responsible for
deciding what needs to be done…
We troubleshoot and advise and steer the client in the right direction.
It means taking time to understand the problem your client is trying to solve…
It means making the right recommendations… even if the client already thinks they
know what they want.
It's not only the most ethical thing to do but it’s also the easiest and fastest path to
premium fees.
And when prospects like these encounters someone like you who armed with a different
kind of mindset and working beliefs…
They are taken aback and most of the time impressed with your honesty and integrity
you practice in your freelance business.
In return, these prospects tend to share their unusual experiences with you with their
colleagues — boosting your reputation.
And more often than not, they end up being your best clients once they become a
good-fit.
I remember this one time… while I was on boarding a flight from Chicago to Austin,
Texas…
Belts, bags, and ‘stuff’ from your pocket are a no-no so I removed them instantly.
And I piled all my stuff into 2 bins and put them on the conveyor belt.
All of a sudden, a TSA agent approached our line (around 7 people) and asked us to
take off our shoes.
The other line heard it and started taking off their shoes as well.
"Why are you taking off your shoes for? You can put them back on"
And they did.
But the folks on my line heard it so they also started putting their shoes back on.
But since malamig talaga yung airport, a seemingly insignificant question becomes an
important one.
Mahirap na, baka mapagkamalan pa kong terrorista — dami pa naman akong tattoo. lol!
Yet as I'm standing there waiting for my bins to pop out, I watched person after person
confused by the instructions.
Some were like me na napatunganga na lang and di na alam kung ano susundin.
(Turns out, bago lang pala yung sang TSA agent and di niya alam na kelangan pale
tanggalin ang sapatos — sa state daw nila okay lang meron)
Seriously though, why not just have a sign on the area that says…
*sigh*
We tend to confuse clients by squeezing in as many skills as we can in hopes that more
skills means more chances of winning.
Now, there’s nothing wrong with having A LOT of skills - in fact it’s an asset.
Case in point…
PHOTO
Simply by being targeted and specific at what I do, I make it easier for both clients,
network, and friends to refer my services.
Had I been your "I Can Do Everything So Long As You Pay Me" guy, there’s NO WAY,
I would have been referred even if I excel in doing email.
And if I’m honest, the best freelancers around ARE focused on one specific skill.
Now it doesn’t mean that it’s the only thing they know how to do -- some of them are
awesome all-around digital marketers.
But they know that by not having a 'calling card' of a skill is like NOT having a sign that
says, "Take your shoes off for checking", leaving would-be clients confused on what is it
exactly you do.
In this instance, it’s like throwing away $4,500 in found money.
And I don't care how rich you think I am but I'm sure as hell won't be happy knowing I'm
wasting that much money.
How much money and referrals are you’re losing simply by being a jack of all trades?
Position Yourself
When they ask you what you do, what do you tell them?
Good positioning should AND will … make them go, 'How do you do that?"
Para ma solve ito, I want you to identify, clearly identify your target market.
Read this:
"If I'm gonna compare freelancing to a hotdog sandwich, all those things that most
freelancers are concerned about are just the ketchup on top.
The 'hotdog' would be how you POSITION yourself within the 'Revenue Line' and the
'bun' is how you MARKET your services -- both of which wouldn't be as effective if you
don't even know who you're talking to.
Because it doesn't even matter if you're the best at what you do if no one will be willing
to find out.
Now, maybe you already know about the importance of knowing who your ideal
prospect is.
And because I sincerely want you to be part of the few who'll have success in
freelancing."
EXAMPLES:
"All I could call myself is a Fast, Accurate Transcriptionist because I could most likely do
all audios that fall under the General Transcription category. And if clients would ask if I
could do a podcast, interview, sermon, etc, I would still say, "Yes, I do."
If you have already identified your client, like me, who are podcasters, compare the
saying above to this:
"I help Podcasters increase their brand awareness, engagement, leads and traffic
through carefully planned transcribed content."
Which one do you think would get a favorable attention from podcasters?
Say I'm an SEO expert and I'm targeting Chiropractors who're struggling to get
patients…
When asked about what I do, I can easily say, "I help chiropractors get more patients
without spending a cent on advertising using my 2 step SEO process…"
So, the first thing we need to do is to position yourself and refine our descriptions to
warrant a concern.
You Don't Need To Become An Expert
You have no idea how many times I get this objection everytime I send out an email.
Like Sam Harris, owner of Waking Up app (which Tim Ferris has been singing praises
for) said…
You do not have to be the best at anything to be uniquely qualified for something.
I agree.
Unless you want to play in the NBA or be the fastest human in the world, you don’t need
to be really exceptional.
In fact, I remember last June in Austin (Texas), when I gave a 3-day talk in front of
hundreds of entrepreneurs from all over the world…
One business owner was having problems because his only skill is meditation.
"How can I position my meditation course to be unique when there are tons of course
owners who knows what I know?"
"That’s impossible!"
You can see the shock in his face as I said those words. So I asked further…
So I continued…
"Your unique mix of experiences is what will make a simple skill like meditation stand
out.
Think about it, you can literally say that coming from a legal background, you have a NO
B.S. approach and you don’t have the patience for long-ass meditation techniques
because for you, time is always of the essence…
And being a teacher means that while ‘others’ only know how to DO meditation, you
actually know how to TEACH it because you’ve been a teacher and you know what to
do so they can learn meditation faster and better.
Now, tell me, how many meditation course or app owners can claim those?"
He then let up a sigh as if a giant boulder was removed off his shoulders.
Now, while I did ask you to choose and focus on one skill — it doesn’t mean you can’t
layer existing skills and experiences on top of it.
For example, we have someone who’s skill is creating chatbots but 2 years back was a
website designer.
Now he combines these two skills to make sure that every lead generated by the bot is
also sent to a perfectly optimized website.
He could literally say that while other chatbot experts are wasting leads, he’s the only
one that ensures that no money is left on the table.
Then there’s another example of a copywriter who also does vlogs about make-up.
She leveraged what’s she’s already good at and focused on writing copy for the beauty
market.
Out of all other copywriters they may hire, only she has the ‘actual’ know-how and
experience of creating unique ‘make-up’ tips and content.
If you’re the company owner, wouldn’t it make sense to hire her than other copywriters
who don’t know a lick about beauty products?
But what I don’t usually advertise is my uncanny knack for creating offers that sell.
It’s something I’ve learned during my days as a product and market researcher when I
was starting out as a freelancer.
And I use that experience now by helping clients make better OFFERS to make sure
that my emails convert regardless of how good I am at writing it.
NOTE: The market and the offer makes up about 90% of the sale and copy is only 10%.
One of which is layering an existing skill or experience on top of what you have now to
create a unique position in the market.
And speaking of "positioning", let me leave you with this recent win from one of the
Tribe members, Karl.
Last July 1st here’s what he posted:
Hi guys!
Good afternoon. :)
I need help. I have a prospect that I had a chance to talk to and got to dig deep into his
troubles. I believe that he needs a different skill than what I have and need assistance
on crafting a strategy.
The plan now is to create an e-commerce website for his brand and create and nurture
an email list so that he has more control.
So nung third meeting namin, nag stick ako in offering my services and positioned it as
helping in conversion and retention.
What I proposed is to create a survey on his existing leads and other similar audiences
from competitor brands para makapag come up with a product design that will be loved
by his audience.
I made sure na ma-close ko siya on that meeting dahil wala akong recording ng
"Discovery Call" (meeting).
Naalala ko yung Stage 2 call ata yun na ang best way to craft your proposal is to have
the perfect DC. In the end, I closed this for Gross $7,150.50 USD.
Tips in closing during meetings: Confidence, Concise Plan and Proposal, Be a helping
hand and not just a money grabber, and don't be afraid to get rejected.
See how he still offered the same skill only positioned differently?
While there are hundreds of folks who can also create an e-commerce website…
You won't see a lot of freelancers doing that -- therefore making Karl's service stand
out.
What unique mix of experiences can you add to your service to make it stand out?
We all know that in any business, especially those of our prospects and clients...
They will always need an increase in the following or a combination of the following:
1. LEADS
2. CONVERSION
3. RETENTION
When we are able to position ourselves as the solution to increase one or even a
combination of those three..
1. KNOW THYSELF.
This means understanding who you are, the kind of service you are offering, and who
your target market is.
It is imperative that you be as specific as possible. It might take some time, but knowing
this can exponentially increase your chances of getting the client of your dreams.
That is why we have to make sure that it is something that we have to practice.
To do this, there should be clarity in the way our services improves these three things.
Does it help get more leads, conversions, or retentions? Frankly, I think it can do all
three. But for our purposes, choose one.
I know that this is really basic, but this is something that we tend to forget when we go
about our way.
We are hired by the VALUE that we produce and not the hours we worked for. This
much is clear.
Now...
An email copywriter helps real estate development companies get more qualified leads.
These qualified leads are then easily convinced to buy expensive property.
The challenge is how to quantify and make a projection of the total profit that the real
estate company can get.
The service and niche are clear enough. Also, it is clear that the leads are there as well.
-This is the revenue divided by the number of current customers in the previous year
b. Closing Rate
-This means the number of leads divided by the number of closed deals
-This is overall spending to acquire a customer divided by the number of closed deals
As per Vernard's advice, we have to focus on the Value of Each Lead and Cost per
Lead.
In any case, our goal as partners in their business is to lower the COSTS (this may be
to acquire leads, get conversions, and retain customers)and to give more MONETARY
VALUE at a lower expense for the client.
An FB ads expert who works with life coaches by getting conversions in course
launches can gather this info in a discovery call (DC):
$2000 gross profit from the previous launch for a course worth $100
20 people
The prospect has spent $1500 in using FB ads to get the previous gross profit.
Now I know this is hypothetical but given that information the FB ads expert can
conclude the following things:
-> It cost the life coach $75 to get a sale of $100 dollars
Now if this FB ad expert can increase the closing rate from 1% to 10% at the same ad
spend...
That means the number of people who bought the course can increase from 20 people
to 200 people out of 2000 who have seen the ad.
With this in mind, it becomes easier to pitch his or her services for at the very least
$2000. Heck, maybe even more.
But that is not the final thing to consider. Which leads us to ...
It is this quiet self-assurance that enables us to face what to the prospect seems an
insurmountable obstacle.
We do this so we can give them the best service and to understand who they are.
Suffice to say, you are not the star of the discovery call or the proposal. It's the prospect
or client.
I hope at this point this will give us an edge or an idea on how to reach out or close
deals.
1. Whenever I get a message inquiring about my services, I thank them for inquiring and
suggest the client hop on a discovery call with me. Once they agree, I do a little
research on google about the client ie their website, social media pages.
2. Once on a call na, I try to set the tone of the call on the onset, so I try to tell the client
this is how the call will go: I'll tell something about myself and what I do briefly, and then
I'll ask you questions about your biz and then afterwards you can ask your questions.
So that early pa lang, they know I mean business.
3. The questions I ask, are genuine ones that I'm curious about (from my research) and
that I know will help me better understand their business and how I can position my
services... things like what the biz is about (for starters), who the target market is, where
the source of income mainly comes from, the plans for the business and where he/she
sees it going towards to in the future, what current issues or difficulties are they having
at the moment, etc.
4. Then I give the clients a chance to answer questions, but I try to maintain control kasi
it may go off into so many different paths once they start talking.
5. I thank them for their time and say I will look into it further and send them a proposal.
I only say I will give a proposal to those clients I want to work with, kasi if on the call pa
lang, I feel na the client would be a pain to work with, I end it there na and politely
decline.
6. When it comes to creating the proposal, what I do is I go to the client's website, social
media accounts and see areas where I can be of help and areas that can be improved.
It was 7pm.
We’ve been walking for hours and dead tired from hopping on one subway to the next.
I for one can almost hear my legs screaming, "umupo naman tayo!"
And while trying to find a place to rest and have dinner, we spotted an empty ramen
shop.
Instead, we ended up on another ramen joint where there was a full line of customers
waiting to be served.
(If you do go to Asakusa, Tokyo, make sure to drop by Ichiran to sample their ramen —
the best I’ve had so far.)
While we wait for out turn, I’ve found myself smiling because I just witnessed another
freelancing principle in action.
It’s hard to get and keep clients when you’re too available.
The more available I was for a prospect, the less ‘want’ they seem to have for the
service I have to offer.
So I started a waitlist.
As soon as prospects found out that there’s no way they could work with me unless a
spot opens, the more clients got interested with what I have to offer.
Sure, there was my growing reputation and the constant number of referrals I receive on
a monthly basis…
But starting a waitlist was one of the best things I ever did for my freelance business.
For example…
A prospect would send me a message saying they want to work with me.
I tell them to get on the waitlist and wait for me to announce an open spot.
I tell them that’s fine and I can refer them to someone else if they like.
They’ll refuse.
I tell them there’s no other way.
They tell me, ‘no’, and that all this talk about giving the work away to other freelancers
made them want me even more.
Sometimes they’d even haggle to increase the price just so they can get on the
schedule quicker.
And this happens more often than you think — way more so in everyday life.
Kung lalake ka, malamang di mo pa rin makalimutan yung babaeng nagpahirap sayo na
ligawan siya. ;-)
"Bro, meron na ko 10 people sa waiting list. Money later. Mag-oopen ako ng slots next
week..."
I bet that if he does open up that one spot, prospective clients would be elbowing their
way to work with him.
The same way we elbowed our way to a crowded ramen store when there was a
perfectly empty one nearby.
He said, the more money he makes, the more stressed he gets and less time he has to
spend with his family.
My answer?
If you’re using bad strategies followed by inefficient, and inconsistent execution, then of
course not.
Freelancers working harder than they should be and eventually sacrificing their families,
health, and happiness.
On the other hand, when your freelance business is efficient, systematized, strategic,
and automated...
You spend less time ‘working’ and are able to rest, recharge, and enjoy the fruits of your
labor.
This reminds me of a reply I got from one of your fellow newsletter subscribers.
Who’s the boss? For you, the bills are the boss. Let’s say it like the mantra it is:
In a sense, she wanted me to confirm that freelancing IS hard — that it’s what’s missing
from the lessons you’re getting because I paint freelancing as easy.
Fair enough.
(In her defense, she’s right. Freelancing IS hard, at least when you’re starting out.)
So let me share with you what my response was because I think it’ll greatly shift your
perspective when it comes to freelancing…
[the bills are the boss] -- I don't know. That looks like a sad way to live life.
Only to realize that what I actually needed were a system for getting clients...
Processes to make the delivery streamlined regardless if I'm the one doing the service
or not…
Sure, it requires effort to get your freelance business running at the beginning...
Image_-------
That's 8 qualified prospects wanting to get on the phone with her to talk about her
service.
Oh, wait…
image---------
Make that 9.
image---------
(NOTE: You do know they have to position 'hustle' and 'work' since it's bootcamp,
right?)
I do it.
Others have done it.
Should I lie just to subscribe to what most people believe to be true about freelancing?
Now don’t get me wrong, it took April two years to get where she is now.
In fact, it wasn’t until she found clarity about who to serve and the right offer did her
freelancing business soar to new heights.
I don’t know…
Does having a bunch of interested prospects on call while on a mini 4-day holiday and
getting paid $4k while taking a 20-day vacation sound like making bills your boss?
Hmmm…
Like a rocket trying to break free from the gravitational field of the earth.
It has to reach insane speeds until you escape gravity and suddenly it’s smooth and
nearly effortless.
So which is it?
Or your bitch?
Yup, five.
He is Kodi Lee. A 22-year old blind and autistic man who recently auditioned for
America’s Got Talent in front of none other than Simon Cowell, a judge who loves
tight-fitting shirts and spewing ego-shattering criticism without remorse.
As a viewer, I'm rooting for him but I just wasn't sure how his audition will pan out,
especially since he can barely even put his thoughts into words.
So, he sat down to play the piano and after a quick pep talk from mom, he was ready.
… to thoughtful.
The man had all the excuses in the world to wallow up in a ball of sorrow because he
was dealt a bad card in life.
But he didn’t.
He may not be physically and intellectually fully-abled by society’s standards but damn
does that dude have mental strength.
More than a great musical act, the reason that everyone exploded to their feet to give
him a standing ovation, was because he symbolizes a gigantic “SHUT UP!” to all the
doubters and haters telling us we’re not good enough.
Most of the time, the doubt is not the outside but from within.
“Kaya ko kayang gawin na makatulong kay client using my skills? parang di pa ako
handa...”
… is less about the market but more about your own self-doubt.
Granted, you have to do your due diligence like checking if people are buying
competing products, skills, etc. to make sure there’s a market for it but beyond that,
there’s a need for a shift in focus and with it, the question we ask ourselves to…
So shift the spotlight from something you can’t control to something you can.
Go ahead.
I was talking to a Jeremy (not his real name) who also does freelancing for a living.
Into…
His question caught me by surprise because the guy is already doing around 150k a
month and he’s single.
I don’t know about you but for a single guy, 150k is a LOT of money — especially if
you’re not the breadwinner of the family.
I looked at him with a sheepish grin because he reminded me of myself when I was
starting out.
And the only motivation I had back then was "wag maghirap ulit."
Sure, in a lot of ways, using ‘fear’ as motivation did help me get from doing only 30k to
over 200k each month.
Once I hit 200k, I aimed for 300… then 400… then 500…
After each milestone, my mind goes back to the, "I need to make money or else" mode.
Using fear to motivate myself may have taken me far but it certainly didn’t take me to
where I am now.
Say you did scale your freelance business to 7-figures each month and the fear of going
back to poverty is no longer there…
(Trust me, when you know you can make money anytime you want, the fear comes
along with it.)
How are you gonna motivate yourself now that the ‘fear’ is no longer there?
I told him, I’ll help him out if he’ll give this one simple question the time and attention it
deserves…
What is the one goal that if you achieve it, everything else will be easier or
unnecessary?
One cold day, all the most motivated penguins on the South Pole had a convention.
How come every other bird that has wings can fly and they can’t?
And one penguin on the committee suggested that they get this speaker she saw on
Facebook who can teach animals how to fly.
So they flew the flying animal expert down to the Antarctic where he was greeted with
over a hundred of penguins who were open-minded enough to learn how to fly.
All day the expert went over the physics of flying and the psychology of belief and
said…
The only reason you can’t fly is, number one, you don’t believe you can…
And number two, you don’t flap your wings hard enough.
So the expert went over the physics, the physiology, the belief system and all that stuff.
Four hours later… the penguins broke for lunch with their eyes all glazed over.
Okay… last part of the seminar — we’re going to put theory into practice.
When they got to rung 5 or 6, now the penguins were twisting their beaks.
Now it’s 20 to 5.
The flying animal expert only has 20 minutes left and they were on rung number 8.
After the penguins saw Ralph, they got on rung 10 and jumped.
Yet every single one of the remaining penguins that learned how to fly…
Walked home.
Read that last sentence above and let it sink in because that story is the same story for
most of my subscribers.
I used to have about 14,000+ subscribers who are open minded enough to learn how to
do freelancing differently…
But just like the penguins, as soon as I talked about the psychology, the principles, and
the work required to achieve such a lifestyle…
Heck, most of them find that what I teach is too simple to even work.
Just like the penguins, they never came back after lunch.
But as soon as they got a premium client using the methods found in these emails…
They grew complacent and stopped doing what got them there in the first place.
They thought they’re already skilled enough and decided to stop improving their
client-getting skills.
They went back to their old ways because they think it’s easier to remain where they are
than work their way up.
In short…
Now as much a I hate painting penguins in a bad light (mahirap gawing kontrabida ang
cute)…