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For more, browse my full archive of articles that cover sales, marketing, pricing, work/life balance, and more — written just for freelancers.

The Ultimate System For Automatically Qualifying, Scheduling, and Preparing New Project Leads

by Brennan Dunn on Feb 3, 2016 — Get free updates of new posts here

Long before I got into consulting I used to sell leads to mortgage brokers.

(If you want to talk about shady, look into generating and selling leads for mortgage brokers. Sheeesh.)

We sold leads for about $100 a pop, which was about 20x more than most other lead providers were charging.

Companies like LendingTree would generate a single lead and sell it a bunch of companies. We generated exclusive leads and sent it to one company. We had more demand than we could possibly handle.


Mortgage brokers realized that the first person to get a lead on the phone was statistically going to come out on top and win the client.

If it meant paying a premium on an untouched lead that was significantly more likely to close, it was a no-brainer.

So when I started to grow my agency and we started generating leads of our own, I made sure that we followed up on new leads as soon as possible. It didn’t matter if it was midnight — if my phone dinged and it was a new lead, I’d respond right away and try to setup a meeting.

Our leads raved about our responsiveness. You wouldn’t believe how many times I was told, “I haven’t heard back from half of your competitors!” It worked, and it was one of the things that I credit to winning so many blind inbound leads that reached out to us (after Googling us or being told by a peer to check us out.)

But we don’t want to be glued to our inboxes.

We don’t want to be stuck responding to emails in the wee hours of the night.

Student Success Story with Dorian Ferrari

by Gina Horkey on Jan 29, 2016 — Get free updates of new posts here

In 2016, we’re continuing to share a different story every couple of weeks of how a past student has been able to significantly grow their freelance business by applying the concepts they learned from Double Your Freelancing (check out our last one with Tom Morkes). 

If you feel your story would be a good fit, share why.

Screenshot 2016-01-27 at 1.51.24 PM

Dorian Ferrari, a self-proclaimed technical savant joins us today to share his journey from employee to self-employed over the last year. He’s the founder of Catz Design Farm, a design firm that helps startups and inventors bring their product ideas to tool-ready models for production and prototype.

Tell us about yourself – Who are you and what do you for fun?

I am a major Gamer. World of Warcraft being one of the few online games, I have been into computer RPG games since they existed.

I got my first computer (Atari 400) with a dot matrix printer and cassette drive when I was in the 8th grade. My life map runs like that. I do like the outdoors to a degree, mall-walking with my wife, but I’m most comfortable behind a screen.

What got you into freelancing? Was it what you expected?

Freelancing for me was something I had thought about for a while. In 2010 I was promoted to director, and while the experience was great, it took me away from my passion.

Come 2015 and a little politics mixed with a lot of bad corporate news saw major layoffs in my company. Being a very highly paid person, I was tagged for an exit interview – and thankfully – a very nice severance, which would keep me and my wife afloat for at least a year.

Ironically, the night before I was laid off, my wife and I were discussing if I really wanted to stay there as the place was sapping my energy and was a 1.5 hr commute each way. So, here I am.

Using Drip’s New Workflow Editor To Create A “At Your Own Pace” Email Course

by Brennan Dunn on Jan 28, 2016 — Get free updates of new posts here

My email course, Charge What You’re Worth, is responsible for thousands of dollars of revenue each and every week for Double Your Freelancing. Over the last few days, I’ve been migrating the course from Drip’s traditional campaign sequences + flat automation rules to their new Workflow editor, which has allowed me to turn the email course into a typical drip email course AND/OR a course that lets students advance at their own pace using some pretty awesome integrations with Gravity Forms.

The Business of Freelancing, Episode 46: Keith Perhac and Building a Global Business

by craig on Jan 28, 2016 — Get free updates of new podcast episodes here

Today I’m talking with a good friend of mine, Keith Perhac. Keith is the founder of the digital marketing consulting agency DelfiNet and the online course software Summit Evergreen. He has managed to build a thriving consultancy agency while working remotely in Japan. Working remotely, can be an issue for many freelancers, but Keith says he is there when his clients wake up and there again when they go to bed. He says it’s like magic when they tell him what they want, and it is done for them when they wake up.

Keith credits being able to build a thriving consultancy agency through meeting and talking to people. Most of his clients are referral based, and he got started through contacts he had made doing earlier work. He feels that just talking to people and finding out what their problems are and telling them what he does is a great way to connect. He doesn’t have expectations he just talks with people. Down the road, these conversations can lead to potential business connections.

The Business of Freelancing, Episode 45: Mandi Ellefson on Scaling Businesses

by craig on Jan 25, 2016 — Get free updates of new podcast episodes here

Today’s show features service scalability strategist, Mandi Ellefson. Mandi helps entrepreneurs develop a system to free up time and remove themselves from their business. In today’s interview we discuss scaling your business and things to consider before going down that route. Mandi has discovered that scaling is a common issue for freelancers, and she is passionate about helping them.

While researching methodologies to scale her own business, Mandi discovered that this was a common problem for other entrepreneurs, and her business was born. She developed a five step system for business scalability, so that the owner is not stuck selling time for money. In the process, the business owner will have time to focus on what matters and create a real business and saleable asset.

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