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Ditching Hourly: Daily Summaries Delivered
by Jonathan Stark
For solo professionals who want to make more and work less without hiring.
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- 4 days ago44 min
Bob Rogers - Designing Experiences That Change Behavior
Experience designer and BRC Imagination Arts founder Bob Rogers joined me on Ditching Hourly to explain how to create experiences that change behavior instead of merely entertaining. His new book, Deep Story, is a practical guide to doing exactly that.We talked about defining the change before choosing tools, looking past requested deliverables, finding the emotional connection between a brand and its audience, starting with the heart, and turning information into action.00:00 - Meet Bob Rogers and Deep Story01:57 - Lessons from Disneyland's Magic Shop03:57 - It's All About Them07:36 - The Audience Is the Instrument10:27 - Failing Into the Right Career12:24 - Define the Change Before the Tools16:51 - Look Past the Requested Deliverable20:11 - Hire the Team, Not the Idea22:41 - Use Phases and Set Enduring Goals24:53 - Find the Shared Emotional Trigger27:55 - A Brand Is What the Audience Says It Is32:09 - SCAD's Kitchen Table Story35:35 - Start with the Heart, Then Focus38:32 - Information Is Not Transformation42:35 - Books and Where to Find BobBob Rogers is the founder of BRC Imagination Arts, where he has spent decades creating visitor experiences for corporations and museums. He began his career demonstrating magic at Disneyland and later developed concepts for films at Walt Disney Imagineering. His new book, Deep Story, presents a practical approach to building experiences that make an emotional connection and prompt action. Learn more at BRC Imagination Arts. ----Before you go!The next time someone asks you for your hourly rate, I want you to stop what you're doing and head on over to valuepricingbootcamp.com to sign up for my free value pricing email course.Hope to see you there!
- 6 days ago49 min
Paul Giese - The Power of Triple Specialization
NetSuite data migration consultant Paul Giese joined me on Ditching Hourly to share how triple specialization helped him build a highly referable, fixed-price consulting business.Paul explains how his accounting background, NetSuite expertise, and data-migration focus combine into a defensible niche, plus how specialization supports referrals, delegation, and value-based fixed fees.00:00 - Introduction00:20 - Paul's Background and Business01:01 - From Accounting to Entrepreneurship03:21 - Finding the NetSuite Migration Niche06:02 - The Benefits of Specialization12:07 - Becoming Easy to Refer16:00 - The Three-Part Expertise Moat20:48 - The Opportunity for Specialized Firms24:10 - Moving from Hourly to Fixed Fees29:08 - The Freedom of Fixed Pricing31:08 - Building Trust and Reducing Risk36:08 - Contractors, Delegation, and Quality40:13 - Pricing by Value Instead of Volume42:56 - Testing the Ceiling on Price47:36 - Lessons and Closing ThoughtsGuest BioPaul Giese is the founder of Optimal Data Consulting, a firm specializing in data migration services for companies implementing NetSuite. With an accounting background from Baylor University and experience in Big Four public accounting, Paul has helped more than 100 clients migrate their data. Connect with Paul on LinkedIn or on his website. ----Before you go!The next time someone asks you for your hourly rate, I want you to stop what you're doing and head on over to valuepricingbootcamp.com to sign up for my free value pricing email course.Hope to see you there!
- 3 weeks ago52 min
Nick Richtsmeier - The Damn Rules
Growth consultant and author of The Damn Rules, Nick Richtsmeier joined me on Ditching Hourly to talk about why internet-based inbound marketing systems have stopped working, aren't coming back, and what might work instead.00:27 Nick's Background and Work01:10 Why the Internet Is Toast03:09 What Distribution Means Now04:36 Inbound as Attention Arbitrage07:56 The Attention Economy Is a Casino13:37 Five Major Disruptions22:36 Trust and Attachment as Scarcity25:34 Friction as a Load-Bearing System30:10 Restoring Trust Through Human Contact35:01 Selling When People Are Scrolling39:19 Notice Meetings and Relationship Networks41:47 Why Friction Polishes Ideas50:37 The Damn Rules and Closing ThoughtsNick's bio:Nick Richtsmeier is the creator of Trust-Made Growth® and the author of The Damn Rules: How Vulnerability, Inefficiency, and Love Liberate Leaders from the Trustbroken Economy, a strategist and cultural navigator helping founder-led, relationship-driven firms build durable businesses in the age of AI extraction and from the wreckage of the trustbroken economy. Nick's links:Personal » https://nickrichtsmeier.comBook » https://nickrichtsmeier.comNewsletter » https://damnrulesbook.comLinkedIn » https://linkedin.com/in/nickrichtsmeierPodcast » “Damns Given with Nick Richtsmeier” available on all major platforms ----Do you know you need to niche down, but keep hesitating because you're afraid of picking the wrong niche, cutting off good opportunities, or boxing yourself in?You DON'T need more convincing that vague positioning is a problem.You DO need a way to make positioning feel less risky so you can finally choose a direction, test it in the market, and adjust without blowing up your business.On Tuesday, September 8th, 2026, at noon Eastern Time, I'm running a live workshop called Positioning For Soloists Having A Hard Time Niching Down.That's what we'll tackle in this workshop.It's the second session of my Fall 2026 Soloist Growth Workshop series for expertise-based business owners just like you.Live attendance is limited to 20, so don't wait.Learn more at: https://jonathanstark.com/sgsEnroll in Positioning For Soloists now »Hope to see you live in Zoom on Tuesday.
- Aug 21, 20261h 10m
Jason Cohen - Hidden Multipliers
Double-unicorn founder (WP Engine and A Smart Bear), Jason Cohen, joined me on Ditching Hourly to talk about the ideas behind his new book, Hidden Multipliers.We talked about using AI as a facilitator rather than an answer machine, choosing ideal customers, differentiating a consulting business, how AI is changing SaaS and software work, and why writing can help you think in public.Chapters00:00 - Introduction01:56 - AI Skills as Facilitators04:16 - Choosing Your Best Customers09:42 - Building Strategy Around Yourself13:40 - Defining a Market22:29 - Problems, Alternatives, and Categories27:00 - Differentiating Consulting Services33:58 - The Fear of Closing Doors38:02 - Who Hidden Multipliers Is For41:14 - AI and the Future of SaaS49:33 - Why Expertise Still Matters53:24 - Distribution and Fast Followers59:13 - Worldview as Differentiation61:03 - Writing to Think68:28 - Where to Find JasonJason’s LinksThe Book » https://shop.hiddenmultipliers.com/The Skills » https://skills.asmartbear.com/Jason’s Blog » https://longform.asmartbear.com/Jason’s Podcast » https://smartbearlive.transistor.fm/Jason’s LinkedIn » https://www.linkedin.com/in/jasoncohen/
- Aug 11, 202644 min
Bill Sherman - Scaling Thought Leadership
Thought leadership expert Bill Sherman joined me on Ditching Hourly to discuss how experts can scale their ideas to create impactful thought leadership. Bill shares insights from his extensive experience in helping individuals and organizations codify and amplify their ideas.In this episode, we delve into the nuances of thought leadership, from defining it to exploring business models and the importance of a focused target audience. Bill also discusses the impact equation and how to effectively communicate ideas to create lasting influence.00:00 - Introduction to Bill Sherman00:19 - Journey into Thought Leadership01:51 - Defining Thought Leadership05:41 - Emerging Thought Leaders08:44 - The Thought Leadership Handbook13:09 - Business Models of Thought Leadership16:49 - Target Audience Importance21:49 - Licensing and Certification25:09 - Alternatives to Writing a Book33:39 - Impact Equation43:47 - Final ThoughtsGuest bioBill Sherman is the COO of Thought Leadership Leverage and lead author of The Thought Leadership Handbook. For more than twenty years he's helped executives, authors, and experts take their ideas to scale — and he co-hosts the Leveraging Thought Leadership podcast, now past 700 episodes.Website » https://aha-moments.com/Book » https://thoughtleadershiphandbook.com/LinkedIn » https://www.linkedin.com/in/bill-sherman-aha-moments/Podcast » https://thoughtleadershipleverage.com/thought-leadership-podcasts/ ----Are your prices secretly based on hours, effort, or market rates? If so, buyers will treat you like labor, devalue your assistance, and try to negotiate lower rates.On Wednesday, August 12th, 2026, at noon Eastern Time, I'm running a live workshop called Stop Pricing Like a Freelancer. In this workshop, we'll move toward prices based on the buyer's desired outcome instead. It's the first session of my Fall 2026 Soloist Growth Workshop series for expertise-based business owners just like you. Live attendance is limited to 20, so don't wait. Learn more at: https://jonathanstark.com/sgsEnroll in “Stop Pricing Like a Freelancer” now »Hope to see you live in Zoom on Wednesday.
- Aug 7, 202652 min
Shannon Mattern - Strategic Pricing for Service Providers
Pricing strategist Shannon Mattern joined me on Ditching Hourly to discuss how to present pricing options in a project proposal based on the mindset of the buyer: investment-minded, expense-minded, and hustle-minded. In this episode, we dive into Shannon's Package Matrix method, a framework she developed to offer clients different levels of service and pricing options. We explore how to implement this strategy, manage client expectations, and ensure timely payments.00:00 Introduction00:25 Shannon's Background01:24 Overcoming Pricing Challenges02:24 Package Matrix Method06:23 Implementing Package Matrix10:58 Sales Process and Payment Terms17:21 Handling Client Delays20:58 Sales Cycle and Proposal Strategy28:03 Presenting Proposals39:51 Follow-up and Decision Deadlines47:19 Final Thoughts and ResourcesShannon Mattern is a pricing strategist and the creator of the Package Matrix™ Method. She's also the host of the Profitable Web Designer and Anchor High podcasts, and founder of Web Designer Academy, where she helps women web designers move from undercharging to premium pricing. You can connect with Shannon at https://shannonmattern.com or on LinkedIn at https://linkedin.com/in/shannonmattern ----Are your prices secretly based on hours, effort, or market rates? If so, buyers will treat you like labor, devalue your assistance, and try to negotiate lower rates.On Wednesday, August 12th, 2026, at noon Eastern Time, I'm running a live workshop called Stop Pricing Like a Freelancer. In this workshop, we'll move toward prices based on the buyer's desired outcome instead. It's the first session of my Fall 2026 Soloist Growth Workshop series for expertise-based business owners just like you. Live attendance is limited to 20, so don't wait. Learn more at: https://jonathanstark.com/sgsEnroll in “Stop Pricing Like a Freelancer” now »Hope to see you live in Zoom on Wednesday.
- Jul 29, 202656 min
Wes Wheless - The Expert's Privilege
”Expertise whisperer” Wes Wheless joined me on Ditching Hourly to talk about turning corporate expertise into a solo consulting business. We talked about his new book, The Expert's Privilege, how corporate professionals can recognize transferable expertise, why visual IP helps consultants explain their work, and what to do before making the leap from employee to independent consultant.Chapters01:35 - From Corporate to Consulting03:48 - Pivoting Toward Solo Consultants06:16 - Daily Email, Authority, and Visual IP11:46 - The Expert's Privilege18:36 - Why Corporate Experts Undervalue Their Skills23:23 - Excavating Your Expertise27:18 - Finding Your Zone of Genius32:44 - From Self-Examination to Market Validation35:30 - What to Do Before You Leave Corporate40:22 - A Book Is FOR Someone44:23 - Writing the Book With Support52:06 - Launch Strategy and Early ResultsAbout WesWes Wheless is an "expertise whisperer," founder of Develop My IP, and creator of The Lightbulb, a daily email for corporates-turned-consultants.After two consecutive tech layoffs, Wes traded a 20-year corporate career spanning consulting, enterprise, and startups for a solo practice helping experts turn their knowledge into IP, frameworks, and "intellectual headshots."Wes holds business degrees from The Wharton School and Kellogg School of Management and lives in Seattle, Washington. The Expert's Privilege is his first book.LinksResources & Services: weswheless.comThe Expert's Privilege: wesbook.comBuy on Amazon: buywesbook.comThe Lightbulb email: lightbulbemail.comFen Druadin, Book Midwife: fendruadin.com - Introduction - From Corporate to Consulting - Pivoting Toward Solo Consultants - Daily Email, Authority, and Visual IP - The Expert's Privilege - Why Corporate Experts Undervalue Their Skills - Excavating Your Expertise - Finding Your Zone of Genius - From Self-Examination to Market Validation - What to Do Before You Leave Corporate - A Book Is for Someone - Writing the Book With Support - Launch Strategy and Early Results - Where to Find Wes ----Do you have questions about how to improve your business? Things like:Value pricing your work instead of billing for your time?Positioning yourself as the go-to person in your space?Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.To book your one-on-one coaching call, go to: https://jonathanstark.com/callI hope to see you there!
- Jul 24, 202655 min
Brian Herriot - Time Freedom
Author, financial advisor, and former management consultant Brian Herriot joined me on Ditching Hourly to talk about pursuing time freedom before financial freedom.Brian and I talk about his new book Time Freedom, the difference between time freedom and financial freedom, how flexible work can bridge the gap, and what he learned from using early readers, workshops, and hybrid publishing to turn his ideas into a book.Chapters00:00 - Brian's Time Freedom Story02:58 - Why Brian Wrote the Book05:30 - Choosing Hybrid Publishing09:53 - Building the Business Behind the Book12:16 - Time Freedom vs Financial Freedom16:46 - Making Nine Months Cover Twelve19:47 - Remote Work and Flexible Work23:18 - Who Can Actually Do This?27:17 - Early Readers and Draft Feedback31:51 - Tools for Testing a Book33:32 - Testing Ideas Before Writing36:00 - Writing the First Draft40:26 - The Time Freedom Framework46:52 - Writing a Better Ending50:44 - Counterintuitive Money AdviceResources We MentionedTime Freedom preorder pageTime Freedom CalculatorTime Freedom PodcastBrian Herriot on LinkedInWrite a Must-Read by AJ HarperAJ HarperPage Two SimplifiedMike MichalowiczMike Michalowicz on The Business of AuthorityWrite Useful Books / Rob FitzpatrickHelp This BookHeroic Public SpeakingCharlie Hoehn on The Knowledge Project with Shane ParrishGuest BioBrian Herriot is the founder of Time Freedom and the author of Time Freedom: Rethink Your Work and Money to Create a Life You Love Now. He is an author, speaker, registered investment advisor, financial advisor, business consultant, and co-host of The Time Freedom Podcast. His professional background includes management consulting roles at Accenture and Point B, as well as a director position at UCSF Health. Learn more at https://timefreedom.life/. - Brian's Time Freedom Story - Why Brian Wrote the Book - Choosing Hybrid Publishing - Building the Business Behind the Book - Time Freedom vs Financial Freedom - Making Nine Months Cover Twelve - Remote Work and Flexible Work - Who Can Actually Do This? - Early Readers and Draft Feedback - Tools for Testing a Book - Testing Ideas Before Writing - Writing the First Draft - The Time Freedom Framework - Writing a Better Ending - Counterintuitive Money Advice ----Do you have questions about how to improve your business? Things like:Value pricing your work instead of billing for your time?Positioning yourself as the go-to person in your space?Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.To book your one-on-one coaching call, go to: https://jonathanstark.com/callI hope to see you there!
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