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/
Former engineer Lasada Pippen reveals how he overcame crippling fear and self-doubt to build a successful keynote speaking and coaching business. This powerful conversation explores the emotional challenges of entrepreneurship that most people never talk about.
Discover Lasada's unique approach to business development, including his door-to-door strategy that landed him speaking engagements and coaching clients. Learn why he worked for free for nearly seven years and how that investment paid off exponentially. Bradley Jacobs and Lasada dive deep into the psychology of fear, the importance of finding your unique differentiator, and why purpose-driven businesses outperform money-driven ones every time.
Learn More: Scale your fractional practice: https://mylance.co Connect with Bradley Jacobs: https://www.linkedin.com/in/bradley-r-jacobs/00:00 - Introduction and guest background
01:56 - Leaving engineering for purpose-driven work
02:25 - Overcoming imposter syndrome early on
04:11 - Wife's role in pushing toward dreams
05:56 - Mirror moment: taking ownership
06:22 - Operating with fear vs eliminating fear
08:01 - Converting fear into excitement
08:38 - Courage means doing it anyway
10:32 - Finding your unique differentiator
12:16 - Energy as competitive advantage
13:30 - Tom Brady mindset example
14:55 - Underdog mentality in business
16:02 - Emotional side of entrepreneurship
17:25 - Einstein's persistence philosophy
18:04 - Rejection and the thousand no's
18:32 - Quitters Day phenomenon
21:04 - Fear patterns and business hurdles
24:37 - First months after leaving corporate
28:08 - Surviving the roller coaster period
28:56 - Most effective marketing strategies
30:43 - Performance-based client acquisition
31:16 - Door-to-door business development
34:22 - Daily action vs occasional effort
35:27 - Free assessment offering strategy
36:16 - Early days with minimal resources
37:17 - Seven years of free speaking
39:15 - Purpose over profit mindset
43:36 - How to connect with Lasada
After building a successful fractional consulting practice and working with thousands of fractionals, I'm sharing the essential roadmap I wish I had when starting out. Drawing from years of experience and insights from thousands of fractionals, I reveal what I did right and the critical lessons I learned along the way. I emphasize the importance of talking to everyone willing to listen, asking big money upfront, and never taking rejection personally. Key mistakes to avoid include billing hourly, delaying outreach, and getting distracted by logos and websites instead of focusing on client acquisition. I stress that successful fractionals master two core activities: exceptional client service and consistent outreach. I also discuss the evolution from general networking to developing a clear niche over time, the value of getting deeply involved in client businesses, and building systems before chaos hits. This episode provides actionable insights for both new and experienced fractional executives looking to accelerate their success.
Learn More: Scale your fractional practice: https://mylance.co Connect with Bradley Jacobs: https://www.linkedin.com/in/bradley-r-jacobs/00:00 Welcome & Mylance Product Announcement
01:18 What I Did Right: Talk to Everyone
02:28 Ask Questions & Stay Curious
03:09 Asked for Big Money from Day One
04:04 Never Took Rejection Personally
04:47 Lesson 1: Don't Bill Hourly
05:54 Lesson 2: Do More Outreach Early
07:27 Focus on Needle-Moving Activities
08:16 Skip the Logo, Website & Business Plan
09:15 Don't Worry About Your Niche Initially
10:18 Build Your Story Over Time
11:27 Keep Existing Clients vs Finding New
12:48 Build Systems Before Things Get Crazy
14:31 Wrap-up & Final Thoughts
Ellie Holbert made the leap from corporate management consultant to independent consulting just five months ago - and has already built a pipeline worth over $1 million. As founder of Impact Advisory Services, she specializes in organizational effectiveness and leadership coaching for midsize innovation companies. After her initial contract was unexpectedly canceled just two weeks into her journey, Ellie pivoted quickly and built an impressive 67-opportunity pipeline using systematic LinkedIn outreach, network activation, and strategic community engagement. She shares her specific tactics for generating 200-300 LinkedIn connections weekly, creating viral thought leadership content using AI tools like ChatGPT and Otter AI, and converting 75% of her calls to ideal client profiles. Beyond tactics, Ellie reveals how mindfulness practices and emotional regulation became her secret competitive advantage, allowing her to take consistent imperfect action while managing the natural fears of entrepreneurship. Her story demonstrates that with the right approach to business development and mindset work, rapid growth is possible even for new consultants.
Learn More:Scale your fractional practice: https://mylance.coConnect with Bradley Jacobs: https://www.linkedin.com/in/bradley-r-jacobs/
Connect with Ellie: https://www.linkedin.com/in/ellie-h-1b661147/
00:00 - Welcome and Ellie's introduction
00:40 - What organizational effectiveness means
01:22 - Four months into independent consulting
01:39 - Transition from corporate to consulting
02:38 - Taking the leap and early challenges
04:07 - Hitting the pavement after setback
05:28 - Figuring out service offerings
06:49 - Meeting clients where they are
08:04 - Productized vs custom services
09:11 - Pipeline success: $1M+ in opportunities
11:46 - Following systematic methods
12:14 - Three business development buckets
16:01 - Tracking CRM data and metrics
17:28 - Measuring success tangibly
18:48 - Using LinkedIn Sales Navigator
19:53 - Content creation with AI tools
21:51 - Essential business tools and GPTs
24:30 - Emotional regulation strategies
28:17 - Learning mindfulness from family
31:23 - Competitive advantage of self-care
34:04 - Processing feelings vs overthinking
36:59 - Lessons from motherhood
38:38 - Holding outcomes loosely
41:10 - Focusing on process over results
42:38 - Perfect business by year-end
44:23 - Time spent on business development
45:41 - Where to connect with Ellie
Feeling like a fraud as a fractional executive? You're not alone. Bradley Jacobs reveals the hidden psychology behind imposter syndrome and shares battle-tested strategies to overcome self-doubt.
Every successful fractional professional faces this challenge when transitioning from the safety of corporate life to running their own practice. Bradley breaks down why high achievers are particularly vulnerable to imposter syndrome and provides a roadmap for building unshakeable confidence in your abilities.
Learn More:Scale your fractional practice: https://mylance.co
Connect with Bradley Jacobs: https://www.linkedin.com/in/bradley-r-jacobs/
00:00 - Welcome and episode introduction
00:49 - Personal imposter syndrome experiences04:19 - Psychology origins from 1978 research06:32 - Identity tied to business performance09:45 - Perfectionism and unrealistic standards11:28 - Social media comparison trap13:15 - Acknowledging imposter syndrome truths14:42 - Process-focused vs outcome-focused mindset15:26 - Handling criticism and negative feedback16:06 - Closing thoughts and resources
Bradley Jacobs breaks down the systematic approach to building a sustainable fractional business generating $25-40K monthly. Most fractional experts dream of reaching $400K+ annually, but lack a clear roadmap to get there. This episode provides that roadmap through three essential components: structuring high-value retainer clients, implementing a proven LinkedIn lead generation strategy, and maintaining consistent business development for long-term sustainability.
Bradley emphasizes the importance of getting crystal clear on your goals first - knowing exactly how much you want to earn, how many clients you'll serve, and your ideal working hours. He explains how to price based on value rather than time, using partnerships as an example where a few hours of work can generate millions in client value. The episode covers boundary-setting, scope management, and the three-part LinkedIn strategy that includes content creation, daily networking, and strategic engagement. Most importantly, he stresses that business development never stops, even when your client roster is full, and provides practical advice on investing in support systems to maintain sustainability.
Learn More: Scale your fractional practice: https://mylance.co Connect with Bradley Jacobs: https://www.linkedin.com/in/bradley-r-jacobs/
00:00 - Welcome & Mylance LinkedIn tool intro
00:49 - The $25-40K monthly goal framework
01:36 - Client engagement models & pricing
02:52 - Getting clear on your success goals
03:25 - Calculating retainer requirements
04:21 - Building sustainable retainer clients
05:08 - Value-based vs. hourly pricing
06:19 - Client investment mindset shift
07:02 - Managing scope & client boundaries
08:24 - Disciplined client selection process
08:52 - Identifying your ideal customer
09:33 - Three-part LinkedIn lead strategy
10:45 - Referral system & client check-ins
11:59 - Sustaining business long-term
12:30 - Never stopping business development
13:22 - Investing in support systems
14:16 - Three-pillar framework recap
14:45 - Mylance product overview & outro
Rob Matzkin joins Bradley Jacobs to share his entrepreneurial journey from a $20K weekend parking business at 19 to building and exiting multiple companies. With over 20 years of experience in high-growth SaaS and AI startups, Rob now runs a successful fractional consulting business while maintaining his role in the VC world. The conversation dives deep into the emotional rollercoaster of entrepreneurship, revealing what it's really like when things get hard - the financial stress, the isolation, and the constant ups and downs that no one talks about. Rob shares practical strategies for managing stress and staying productive, including his productivity hacking techniques and the importance of deep work. He discusses why cash is king for fractional executives, how to build trust and rapport with clients, and the power of networking and referrals over traditional marketing. Rob also opens up about his dyslexia and how vulnerability and authenticity have become his superpowers in business. The episode concludes with insights on productizing services and the mindset needed to push through challenging times.
Books mentioned: The Hard Things About Hard Things by Ben Horowitz, Screw It, Just Do It by Richard Branson, Deep Work by Cal Newport
Learn More:Scale your fractional practice: https://mylance.coConnect with Bradley Jacobs: https://www.linkedin.com/in/bradley-r-jacobs/
00:00 - Introduction and Rob's background in SaaS/AI startups
01:45 - Defining purpose in business and entrepreneurship
03:26 - The $20K weekend parking business origin story
05:44 - Key lessons from early entrepreneurial experiences
07:26 - The "just do it" mentality and dealing with regulations
09:40 - The emotional rollercoaster of entrepreneurship
13:36 - Stress management and productivity strategies
16:13 - Planning ahead and creating structure for success
18:22 - What moves the needle for fractional executives
20:46 - Why sales and new business development are crucial
22:31 - Building trust, rapport, and getting referrals
24:07 - Networking strategies that actually work
26:15 - Being an introvert in a networking world
28:26 - The power of vulnerability and authenticity
30:23 - Overcoming fear and getting uncomfortable
32:58 - Productizing services for scalable revenue
34:32 - Final advice: structure, freedom, and persistence
35:43 - Where to connect with Rob Matzkin
This week Bradley Jacobs shares the comprehensive eight-step framework Mylance used to build their new LinkedIn content calendar SaaS tool over four months. The process began with writing initial hypotheses based on five years of business experience and over 1,000 conversations with fractional professionals. Through 30+ user interviews, they validated that fractionals struggle with knowing what to post on LinkedIn despite recognizing its value for client acquisition.
The team built a no-code MVP using Airtable, Zapier, OpenAI, and Notion, then secured six beta customers at $134.50/month (50% off retail). After two months of feedback and iteration, they partnered with a specialized agency to build the full software in 21 days for just a few thousand dollars. The final product not only provides content calendars but also drafts posts, learns writing styles, and analyzes performance over time.
Bradley emphasizes that this framework applies to any business - whether you're offering fractional services or building products. The key is rigorous validation before building, focusing on one major pain point, and prioritizing long-term retention over quick scaling. The new tool is currently in beta with plans for broader release once product-market fit is confirmed.
00:00 - Welcome and introduction to the eight-step framework
01:14 - Step 1: Writing hypotheses based on market experience
02:05 - Step 2: Conducting 30+ user interviews and validation
04:40 - Step 3: Brainstorming the minimum viable product
06:20 - Step 4: Building no-code MVP in one day
07:07 - Step 5: Getting six paying beta customers at $134.50/month
08:27 - Step 6: Working with customers for two months
10:10 - Step 7: Finding agency to build full software in 21 days
11:58 - Step 8: Onboarding first users to the new platform
13:21 - Next steps and scaling strategy
15:15 - Waitlist signup and closing thoughts
Bradley Jacobs sits down with Doug Brown, CEO of Sales Strategies and renowned revenue growth expert who has founded or built over 35 businesses generating $960 million in sales. Doug shares his proven framework for creating predictable revenue streams and escaping the dreaded feast-or-famine cycle that plagues most fractional professionals. He reveals why the master prospector always outsells the master closer and introduces his systematic approach to implementing six high-performing activities over 6-12 months. Doug emphasizes the critical importance of setting truthful goals versus aspirational ones, using real client examples to illustrate how proper goal-setting and mathematical planning can transform a fractional practice. The conversation covers essential metrics for tracking success, the difference between active and passive referral programs, and strategic prospecting activities that compound over time. Doug also discusses his SSSML framework (Short, Short, Short, Medium, Long) for implementing new business development activities and shares insights from his work with industry legends like Jay Conrad Levinson and Chet Holmes.Key Takeaways:
The master prospector always outsells the master closer - consistent prospecting is the foundation of predictable revenue
Set truthful goals, not aspirational ones - understand the math required to achieve your revenue targets
Remember you're in the business of client acquisition first, service delivery second
Implement active referral programs with structured processes rather than waiting for passive referrals
Track key metrics: reach outs, connections, responses, appointments, close rates, and follow-up sales
Test new prospecting activities for 30-90 days using an A-F grading system to identify what works
Focus on strategic outcomes that generate multiple benefits from each activity
Learn More: Scale your fractional practice: https://mylance.co Connect with Bradley Jacobs: https://www.linkedin.com/in/bradley-r-jacobs/Connect with Doug C. Brown: https://www.linkedin.com/in/dougbrown123/Website: ceosalesstrategies.comMasterclass: ceosalesstrategies.com/stop-the-leak00:00 - Introduction and guest welcome
01:25 - What predictable revenue means and why it matters
03:21 - The master prospector vs master closer concept
04:46 - Six high-performing activities framework
06:12 - Scheduling time for prospecting activities
09:24 - The truthful goals problem and Janet's story
11:36 - Understanding what business you're really in
14:08 - Active vs passive referral programs
16:56 - High-performing activities: speaking and networking
18:30 - The SSSML framework explained
19:19 - Essential metrics for fractional professionals
22:34 - Real-world metrics example from Chet Holmes
25:16 - Strategic vs tactical outcomes
26:43 - How long to test new activities
28:09 - Jay Conrad Levinson's patience principle|
31:47 - Where to find Doug and his services|
34:18 - Potential book on predictable revenue for independents
Discover the specific tasks that VAs excel at for fractional executives, from inbox management and calendar coordination to marketing outreach and customer delivery support. Bradley reveals his proven system for setting VAs up for success, including detailed task delegation, accountability tracking through Notion, and the importance of starting with small test projects before scaling up responsibilities. He also shares why geography matters when selecting a VA, his preference for South American talent, and how to work with agencies to find pre-vetted candidates who have the right attitude and learning mindset.
Learn More:Scale your fractional practice: https://mylance.coConnect with Bradley Jacobs: https://www.linkedin.com/in/bradley-r-jacobs/
Bradley Jacobs welcomes Cole VanDeWoestyne, co-founder of Inboxing Engine, a leading email marketing and consulting firm that helps experts, coaches, and consultants scale past $3 million through direct response marketing. Cole shares powerful insights about the untapped potential of email marketing, revealing how one client transformed their business from $250K to $1.2M annually by implementing strategic email sequences.
The conversation explores the counterintuitive approach of nurturing leads for three weeks before making any sales pitch, the "pressure cooker" email strategy that sends 5-6 emails daily during launch periods, and why most businesses leave money on the table by not properly monetizing their email lists. Cole emphasizes the importance of focusing on one specific niche rather than being a jack-of-all-trades, and shares practical advice for fractional executives on building and growing their email lists through lead magnets and consistent outreach.
The discussion also covers overcoming the fear of rejection, the importance of planning your day the night before, and why taking action trumps perfectionism every time. Cole's philosophy of helping people genuinely means you can never truly bother someone with your offers.
Learn More:Scale your fractional practice: https://mylance.coConnect with Bradley Jacobs: https://www.linkedin.com/in/bradley-r-jacobs/
00:00 - Introduction and guest background
00:32 - What is Inboxing Engine and why email marketing
01:38 - The untapped goldmine of email marketing
02:27 - Warm email lists vs. cold outbound clarification
03:20 - The difference between successful and struggling email campaigns
05:25 - The "secret sauce" of email strategy revealed
08:28 - Why sharing knowledge doesn't hurt business
10:06 - Reconciling high intent leads with nurture sequences
11:38 - The "pressure cooker" email strategy explained
15:18 - Buy or unsubscribe - no middle ground
16:45 - Managing negative responses and rejection
18:59 - Getting started with email lists and lead magnets
20:16 - How Cole became a podcast guest through simple outreach
21:40 - Simple outreach that actually works
23:35 - Learning to embrace rejection from early experiences
25:56 - Dating parallels and overcoming fear of approach
27:36 - Why you can't bother people if you genuinely help them
28:44 - Choosing your niche through consultative questioning
32:02 - Avoiding the "business card email" approach
33:16 - Planning your day the night before for maximum productivity
36:38 - The danger of busy work vs. needle-moving activities
39:10 - The Lovable landing page example - making it simple
41:02 - Contact information and pricing structure
43:36 - Closing thoughts and final words
