How $100k/Yr Solo Consultants And Business Coaches Boost Their Income By 50%-500% In Less Than 15 Months


Stop Brokesplaining

When you’re broke – and you’re giving me all the crazy reasons you’re broke and why being broke is noble and why you have to stay broke… 

Listen to your self-talk: I’m not worthy, I’m not good enough, I can’t find the good clients…


Here are 7 strategies to help you change that attitude and start owning your worth (and your potential!)

1. Keep track of your gratitude

This keeps you anchored in your awesomeness, keep your head high, and keeps you focused on going after the business you deserve.

A lot of times we go after the business we don’t deserve. We underestimate the kinds of clients that would be attracted to us. We underplay our fees. We lowball.

2. Your checkbook = reality

You can look through your checkbook/bank account and see where it is. If it’s not where you need it to be – this is your reality check. If you’re not happy with where your checkbook is, you’re not happy with where your business is and you’re not happy with your fee setting/getting strategies.

I’ve never seen someone open their checkbook and say “wow! I’m rolling in dough! I guess I’d better go change everything!” 

When there’s something wrong with how much you’re making; how much you’re contributing to your family… that’s your reality. If you’re not happy with what’s in your checkbook, you’ve got to change what you’re doing, saying, thinking… your messaging, marketing, pricing, outreach… it’s all got to change.

Your checkbook is your early warning system.

If your checkbook and bank account are not giving you the financial peace of mind that you’re on track to reach your goals, this might be the perfect time to work with us and get your marketing, messaging, positioning, packaging, and prospecting back on track:

3. Feed your mind

You are not going to get where you need to get on your own. You need books. You need mentors. You need new ideas applied to your business. 

The first book I would read is The Obstacle is The Way by Ryan Holliday if your business isn’t where it needs to be and your mindset isn’t where it needs to be and all you’re saying is “Wow this is hard. I don’t know why it’s so hard. I don’t know why I can’t make any money. I don’t know why I can’t reach the next level of success.” 

Even if you’re making $10k or $20k a month – if you’re not sure how to get to $30k or $40k… you need a path and a plan and a mentor and a guide and new ideas and “hive mind” collaborative mentorship.

You absolutely will not get there on your own. 

Figure out what you need to read, what you need to listen to, how you need to reinforce your mindset and your skill set to generate the outcomes that you want in your speaking-driven business.  

I guarantee you that nobody does anything great alone.

4. Don’t buy the bullshit

When they say:

  • We don’t have the budget for speakers
  • We can’t afford your fees
  • We’re not sure our audience would resonate with that topic
  • Or any other negative message you’re getting from the marketplace…

Is your BS meter set on high?

Are you so firm and so clear on your value prop that any price, fee, need, want, don’t pay for that, couldn’t possibly, can’t afford… are you tuned that it’s all BS?

If your mindset is 100% firm and clear and connected to the value prop you bring to every client and every audience, you will start to dial this in. you will dial in your BS meter so that price objections & downward price pressure is something you’ll be able to deflect and turn around.

The market will feed you BS when you feed it to yourself; and it will stop feeding you BS when you stop feeding it to yourself.

#5 – Attitude Adjustment

When it comes to solving your client problems… YOU are the doctor. YOU have the medicine. YOU have the cure.

YOU have the solution for whatever problem your clients and audiences and prospects have. 

They’re sick and you’re bringing the medicine.

When the STUFF hits the fan… when it’s the worst possible time in your industry… when it’s the worst economy or when any specific industry/market/sector is saying “holy crap, this is terrible. We have no money.”

That’s when they say “oh, we couldn’t possibly afford you.” 

Remember: YOU are the doctor, you’ve got the antidote, you’ve got the vaccine, you’ve got the cure for whatever your prospects and clients and audiences have a problem. A need, a pain, um, uh, a situation, right? They are sick and you’re bringing medicine.

You say, “I know. That’s why we’re talking.” 

Mic drop :o) 

Then you confidently continue: 

“Because frankly, when times are good, when money’s flowing freely, when everything is peachy and wonderful and terrific… my program’s a good program. My program is a nice to have. 

When things are going the way you’re describing… My program moves from a nice to have, to a have to have. 

This is the exact kind of program that your members are looking to you to provide. 

So in order for you to help your members pull the nose up on the plane before it crashes into the side of the mountain, this is the time that you absolutely need to bring in a program like mine because this is exactly what your people need and want right now to help them.” 

#6 – Know your buyers better than they know themselves

You need to become a student of the game.

You need to know what makes your buyers tick. 

This is about developing your marketing language bank and the buyer persona profile for exactly what they’re going through. 

Focus on how they talk about their problems and symptoms…  and if you want to get way more successful in speaking, coaching, consulting, or training, you will master one and only one skill. 

That skill is learning to speak prospect language about prospect problems. 

If you can speak prospect language about prospect problems and articulate in painstaking detail exactly what’s missing, funky, broken and sad in their world, they will automatically assume that you can fix it.

In fact, if this article has been speaking to YOU in that way, you may want to watch our free training sooner rather than later. Because we DO in fact know what you’re going through. And we CAN fix it :o) 

#7 Stop playing small

Stop going after the local gigs. 

Stop going after the $300 ladies auxiliary or the Rotary or Kiwanis Club… stop that “local yokel” backwater nonsense. 

If you are a national level expert, you need to be doing national level marketing and charging national level fees. 

There is absolutely no reason to stay small, play small or  give in to small potatoes thinking.

You know the thinking I’m talking about:

“I’m not good enough. I’m not smart enough. No one likes me. I don’t know what’s going on. Who am I to call myself an expert? Who am I to charge $5,000, $7,000, $9,000 for a program. Other people know this. Other people are better than me. Other people are further ahead than me.”

No, no, no, no, no. 

Nobody brings your combination of expertise, experience, practices and principles to the table. 

Nobody has that unique combination like you. 

So the question is, how do you package it? How do you position it? How do you articulate it?

That’s what sets you apart. 

There you have it – 7 ways to cut out the brokesplaining and start finding success.

About the Author


David Newman

David Newman, best-selling author of “Do It! Selling” and creator of the Do It! MBA; host of the iTunes Top 50 business podcast “The Selling Show”; connect with David on Facebook and watch our current free on-demand masterclass.

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