What if you feel stuck not because you lack skill but because you’ve snapped on a pair of golden handcuffs? What if you want to go a new direction but can’t afford to lose the retainers you finally stacked up?

This new Freelance Cake episode with Josh Monen is the first one to drop in over 18 months, and I can’t wait for you to check it out.

In it, Josh Monen opens up about his transition from senior copywriter who was booked out but working way too much to fractional CMO with productized offers, more time off, and a business closely aligned to the life he wants.

Josh didn’t need more clients. He needed different ones. He didn’t need more ideas. He needed a clear roadmap with action steps he could put in his calendar. During our one-on-one coaching engagement, Josh put in the work.

Listen to the full conversation.

Key Points

• Booked out, but stuck: Josh was making good money and fully booked, but felt directionless and burnt out. He didn’t need more clients — he needed clarity.
• Desire for leverage: He wanted to evolve from copywriting into productized services, consulting, and fractional CMO work to create more time freedom.
• Indecision as the real bottleneck: His core problem wasn’t lack of opportunity — it was overthinking and analysis paralysis. Coaching helped him move from ideas to decisions.
• Created two scalable offers: Through coaching, Josh developed Funnel Insights and Funnel Blueprint — strategy-first services that led to $30K+ client engagements.
• From executor to advisor: By leading with strategy and positioning himself as a fractional CMO, Josh changed how clients viewed and engaged him.
• Lifestyle improvements: He now protects weekends, takes unplugged vacations, and feels more aligned with the freedom-focused business he originally wanted.
• Real ROI from discomfort: Investing in coaching created “point-of-no-return” momentum and helped him stretch into higher-leverage work.

Notable Quotes

“I was booked solid with copywriting and making good, consistent income — but more of my thing was like, ‘Where am I going with this?’ I felt like I kind of plateaued and was in maintenance mode.”

“If you’re making good money but don’t have time to enjoy it — what’s the point?”

“From that very first call, I was blown away. I even told my wife — ‘This guy really listens.’ And that’s rare. That’s one reason I hired you.”

Resources Mentioned

• Book a strategy call with Austin: https://bit.ly/1-on-1-coaching-pod
• Austin Church on How and Why to Sell Strategy Engagements to Your Clients [Ed Gandia podcast]: https://b2blauncher.com/episode267/

Josh Links

• Josh’s podcast, The Way Of Kings: https://podcasts.apple.com/us/podcast/the-way-of-kings/id1743034411
• Website: www.JoshuaMonen.com
• X: @JoshMonen

Listen, rate, and subscribe!

For specific beliefs, principles, and practices you can use right away to make the freelance game more profitable and satisfying, subscribe to Freelance Cake podcast on Apple Podcasts or wherever you listen to podcasts!

In this episode, Austin L. Church talks to journalist, freelance writer, and coach Wudan Yan about the art of negotiation. The driving force behind The Writers' Co-op, Wudan tells the story of her transition from journalism to freelance narrative writing and sheds light on the two different cultures with their sets of norms.

Wudan goes on to share how her upbringing and academic background provided very little preparation for the freelance world where negotiation is often necessary.

When teaching freelancers and consultants how to negotiate, Wudan frames back-and-forth as a dialogue or conversation, not a confrontation.

Her personal journey and insights prove that negotiation can be a fulfilling and rewarding aspect of the freelance journey, even if it doesn’t come naturally to you.

If you’ve ever felt uncomfortable during a negotiation or felt like your skills are lacking, you’ll be glad you found this episode.

Key points

• Wudan’s Journey from Science to Narrative Writing (01:53)
• Negotiating a raise for the first time (17:44)
• Wudan's negotiation journey montage (25:37)
• Negotiating rush projects and rush fees (25:51)
• The importance of a conversational approach in negotiations (28:43)
• One simple yet profound tactic to become a master negotiator (36:58)

Notable Quotes

• “You're never going to get what you don't ask for, and you can never get more than the maximum of what you're asking for."
• "Negotiating is a conversation. If both you and I are setting really hard boundaries around things, there's no meeting in between."
• "Ask questions that invite a response.”

Resources & Links

• Business Redesign Group Coaching Program
• $300K Flywheel for Freelancers & Consultants
• The Writers' Co-op
• Jim Dethmer: Leading Above the Line
• Connect with Wudan Yan on Instagram and LinkedIn

This episode of Freelance Cake is brought to you by CrowdHealth

Healthcare in the US is complicated, confusing, and highly personal. Insurance premiums, deductibles, and copays can get really expensive, especially for freelancers and consultants who don’t have an employer paying for anything. Over the last 7 years, my family has saved $60,000+ in premiums, deductibles, and other out-of-pocket medical expenses that we would have paid with our previous insurance policy. Healthcare crowdfunding has been a game changer for us. If you live in the U.S. and you haven’t already explored what CrowdHealth has to offer, take the time to educate yourself. And if you decide you want to give them a try, go to www.joincrowdhealth.com. You can use promo code FREELANCECAKE during sign-up to save $99 per month for 3 months.

Listen, rate, and subscribe!

For specific beliefs, principles, and practices you can use right away to make the freelance game more profitable and satisfying, subscribe to Freelance Cake podcast on Apple Podcasts or wherever you listen to podcasts!

In this continuation of “The 4 Stages of Freelancing,” Austin L. Church explores the last two stages: Lifestyler and Diversifier. After they’ve navigated through the Moonlighter and Hustler phases, freelancers reach a level of maturity where challenges become more complex. Meanwhile, opportunities for growth and personal fulfillment expand.

Austin highlights the motivations, challenges, mistakes, and questions at each stage, as well as the key breakthroughs and financial goals.

Are you a Lifestyler eager to earn the same or more while working less? Or are you a Diversifier interested in creating new revenue streams?

Regardless, this episode will help you figure out where you currently are in your journey and what to focus on next.

Key points

• Lifestylers overview (01:53)
• The motivations for Lifestylers (04:35)
• The mistakes for Lifestylers (05:27)
• The questions for Lifestylers (07:23)
• The main breakthrough for Lifestylers (7:56)
• The main financial goal for Lifestylers (08:16)
• Diversifiers overview (10:35)
• The motivations for Diversifiers (12:35)
• The challenges for Diversifiers (13:49)
• The questions for Diversifiers (17:07)
• The main breakthrough for Diversifiers (17:46)
• The main financial goal for Diversifiers (18:08)

Notable Quotes

• "We freelancers and consultants can get so fixated on winning the next project, staying ahead of bills, and achieving financial stability that we inadvertently become creative workaholics."
• "The last thing any freelancer should do, any consultant should do is blindly copy someone else."

Resources

• Listen to The 4 Stages of Freelancing Explained | Part 1
• Read the full post here
• Business Redesign Group Coaching Program
• $300K Flywheel for Freelancers & Consultants
• The Ladders of Wealth Creation: A Step-by-Step Roadmap to Building Wealth

This episode of Freelance Cake is brought to you by CrowdHealth

Healthcare in the US is complicated, confusing, and highly personal. Insurance premiums, deductibles, and copays can get really expensive, especially for freelancers and consultants who don’t have an employer paying for anything. Over the last 7 years, my family has saved $60,000+ in premiums, deductibles, and other out-of-pocket medical expenses that we would have paid with our previous insurance policy. Healthcare crowdfunding has been a game changer for us. If you live in the U.S. and you haven’t already explored what CrowdHealth has to offer, take the time to educate yourself. And if you decide you want to give them a try, go to www.joincrowdhealth.com. You can use promo code FREELANCECAKE during sign-up to save $99 per month for 3 months.

Listen, rate, and subscribe!

For specific beliefs, principles, and practices you can use right away to make the freelance game more profitable and satisfying, subscribe to Freelance Cake podcast on Apple Podcasts or wherever you listen to podcasts!

You’ve surely heard of the corporate ladder, but what are the career progressions for freelancers? Those of us who sell creativity in some form usually freelance part-time at the start, and those who stick with it eventually think, “Hey, why shouldn’t I be one of those people who make money while they sleep?”

In this episode of Freelance Cake, Austin L. Church discusses the moonlighter and hustler phases of freelancing, shining a light on the motivations, challenges, mistakes, and questions at each stage, as well as the main breakthrough and financial goal for each.

Whether you're reflecting on your current stage or aspiring to reach new heights in your freelancing career, this episode offers practical insights and guidance tailored to your unique stage.

This episode is part of a two-part series, and in the next installment, we'll explore the lifestyler and diversifier stages of freelancing. Don't forget to tune in for that one as we continue peeling back the layers of the freelancing journey.

Key points

• Stages of freelancing (01:53)
• Moonlighters overview (02:49)
• The motivations for moonlighters (03:44)
• The challenges for moonlighters (04:39)
• The questions for moonlighters (05:50)
• The main breakthrough for moonlighters (06:13)
• Hustlers overview (08:29)
• The motivations for hustlers (10:34)
• The challenges for hustlers (11:10)
• The questions and breakthrough for hustlers (12:39)
• The main financial goal for hustlers (13:39)

Notable Quotes

• "The main breakthrough for moonlighters is growing confidence in their ability to win projects and deliver outcomes while managing other responsibilities."
• "The main breakthrough for hustlers is setting smart strategic prices that reward your skill, efficiency, and expertise."

Resources

• Read the full post here
• Business Redesign Group Coaching Program

This episode of Freelance Cake is brought to you by CrowdHealth

Healthcare in the US is complicated, confusing, and highly personal. Insurance premiums, deductibles, and copays can get really expensive, especially for freelancers and consultants who don’t have an employer paying for anything. Over the last 7 years, my family has saved $60,000+ in premiums, deductibles, and other out-of-pocket medical expenses that we would have paid with our previous insurance policy. Healthcare crowdfunding has been a game changer for us. If you live in the U.S. and you haven’t already explored what CrowdHealth has to offer, take the time to educate yourself. And if you decide you want to give them a try, go to www.joincrowdhealth.com. You can use promo code FREELANCECAKE during sign-up to save $99 per month for 3 months.

Listen, rate, and subscribe!

For specific beliefs, principles, and practices you can use right away to make the freelance game more profitable and satisfying, subscribe to Freelance Cake podcast on Apple Podcasts or wherever you listen to podcasts!

In this episode, Austin explores the root problem freelancers face and the constant battle to ignore distractions in the midst of an overwhelming number of to-dos: marketing, client projects, website updates… No wonder many freelancers are burned out!

The truth is, we don’t really want to get more done. No, we want to focus on the right things at the right time, and push the unimportant stuff to the periphery.

So how can freelancers and consultants get clarity, reduce complexity, and build momentum faster?

You create an actionable plan you believe in.

If you want to do that and make minimum viable to transform your freelance business, be sure to grab the free 30/60/90 day plan template Austin mentions at the end.

Key points

• What is the root problem for freelancers and consultants? (03:34)
• What is the solution to the freelance focus problem? (08:25)
• How can freelancers get more done without burning out? (11:42)
• What is the next step? (14:57)

Notable Quotes

• "You get more done by doing less but better."
• "When you have a plan you believe in and make minimum viable progress each day, you will transform your freelance business."

Resources mentioned in this episode:

1. 30/60/90 Action Plan: https://docs.google.com/spreadsheets/d/1T_FyjAEPRqO-W1s0VqmSsDkLewm4v2wYReLgWrgqU5E/edit?usp=sharing
2. Business Redesign Group Coaching Program: https://www.freelancecake.com/coaching

This episode of Freelance Cake is brought to you by CrowdHealth

Healthcare in the US is complicated, confusing, and highly personal. Insurance premiums, deductibles, and copays can get really expensive, especially for freelancers and consultants who don’t have an employer paying for anything. Over the last 7 years, my family has saved $60,000+ in premiums, deductibles, and other out-of-pocket medical expenses that we would have paid with our previous insurance policy. Healthcare crowdfunding has been a game changer for us. If you live in the U.S. and you haven’t already explored what CrowdHealth has to offer, take the time to educate yourself. And if you decide you want to give them a try, go to www.joincrowdhealth.com. You can use promo code FREELANCECAKE during sign-up to save $99 per month for 3 months.

Listen, rate, and subscribe!

For specific beliefs, principles, and practices you can use right away to make the freelance game more profitable and satisfying, subscribe to Freelance Cake podcast on Apple Podcasts or wherever you listen to podcasts!

What if you could charge four times what you do now by making small changes to your freelance packaging?

The freelancers who win consistently aren't always the most skilled or the hardest working. They’re the ones who focus on finding the right advantages, or “levers.”

Packaging is one of those levers.

If you've been in the freelance game for a while, you already have insight into your clients’ pains and wants. You’re already fixing their problems.

But do you have juicy offers that set you apart from other freelancers?

When you package up your services and outcomes and communicate the value as a juicy offer, you make it easy for your target audience to get excited.

In this episode, Austin shares an early coaching case study. Robert is a business consultant who signed up for Business (re)Launch, Austin’s freelance coaching program. With Austin’s help, he developed a new offer.

The offer enabled Robert to charge four times what he had previously.

If you’re curious how they were able to do that, be sure to grab the 10 quick steps Austin shares at the end to help you rethink your packaging.

Key points

• Intro (00:00)
• The Path(s) to Freelance Success (00:36)
• It’s All About Pulling the Right Levers (02:23)
• Doing Less (Not More) Helps You Grow Freelance Income Faster (04:19)
• Better Packaging Communicates Higher Value (07:27)
• When Is the Last Time You Really Considered the Packaging of Your Freelance Services? (09:21)

Notable Quotes

"The freelancers who win the game consistently aren't necessarily the most skilled or the hardest working."

"Better packaging communicates higher value."

"If you are already creating significant value for your clients, small changes to your packaging can have a huge impact on your earning."

Resources mentioned in this episode:

1. Million Dollar Consulting by Alan Weiss: https://www.amazon.com/Million-Dollar-Consulting-Alan-Weiss/dp/0071622101
2. Business Bootcamp for Freelancers: https://freelancecake.com/coaching

Listen, rate, and subscribe!

For specific beliefs, principles, and practices you can use right away to make the freelance game more profitable and satisfying, subscribe to Freelance Cake podcast on Apple Podcasts or wherever you listen to podcasts!

Hourly is by far the most popular freelance pricing model, and freelancers often get asked, "What do you charge?” Or, “What’s your hourly rate?”

But when you think about it, time is never what clients want to buy.

Read that again. Time isn’t really what clients want to buy.

A patient getting heart surgery doesn’t want the surgeon’s time. She wants the surgeon to save her life. Surgeons, pilots, architects, engineers, and accountants—all of their customers buy the same thing: outcomes, not hours.

It's the same with our freelance clients.

They have problems they want to disappear. Our job is to deliver the desired business outcome, not give them our time.

Though clients still ask to pay for time, a lot more is required to truly serve them: our creative skills, our soft skills, expertise, accumulated experience, taste, judgment, personality, and thoughtful decision-making.

If you want to win at this freelancing game, reframe the conversation. Start selling outcomes, not hours.

In this episode, Austin will share real-life situations of why outcome-based selling makes perfect sense for freelancers.

He also shares the perfect 9-word response to use with time-focused clients. Make sure to save it!

Key points

• Intro (00:00)
• What Do Freelance Clients Really Buy From You? (00:37)
• Why NOT Selling Hours Just Makes Sense (01:31)
• What Sets Freelancers Apart From Other Types of Workers (03:37)
• A Coaching Client’s Journey to Selling Outcomes (06:00)
• You Can and Should Sell Outcomes Instead of Hours Too (09:34)

Notable Quotes

“To win at this freelancing game, you need to rethink what it is that you sell, and what it is that clients are really buying from you.”

Resources mentioned in this episode:

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Listen, rate, and subscribe!

For specific beliefs, principles, and practices you can use right away to make the freelance game more profitable and satisfying, subscribe to Freelance Cake podcast on Apple Podcasts or wherever you listen to podcasts!

One month, you're swamped with freelance work. The next, your project pipeline is dry.

You try all the tactics you can think of. You cast your marketing net far and wide. You come up empty-handed.

Meanwhile, those bills keep coming. It's no surprise that a lot of freelancers develop money anxieties!

Irregular income and anxiety makes it difficult for freelancers to do their best work and harness their creativity to score freelance projects.

In this episode, Austin shares his 7-step freakout protocol. It will come in handy when you’re staring down the end of the month and freaking out a little about your lack of freelance clients.

Austin also gives away free email templates that you can use to follow up with past clients and silent prospects without getting on their nerves.

Key points

• Intro (00:00)
• The Perennial Needs of Freelancers? (00:36)
• The 7-Step Freakout Protocol (02:00)

Notable Quotes

“Anxiety about money can cause our creativity to contract like water when the temperature drops. We really have to fight harder to open up that creativity, to expand it, and think, “Maybe this is an opportunity to go after a dream client."

"Share what you’re building online. Give the play-by-play. Invite people into the mess. Show the work while the sawdust is still on it.”

Resources mentioned in this episode:

1. Lead Tracker Template

Listen, rate, and subscribe!

For specific beliefs, principles, and practices you can use right away to make the freelance game more profitable and satisfying, subscribe to Freelance Cake podcast on Apple Podcasts or wherever you listen to podcasts!