You’ve taken the leap and opened up shop, but now you need more work. So what do you do? You go hunting. But hunting isn’t just chasing down your next meal. It’s strategic. It involves setting up traps, staking out the landscape, and striking when the time is right. If you’re running around an open field all day chasing a rabbit, you’re going to tire out quickly. And if you’re chasing two rabbits, they’re both going to get away. Good hunters put the right bait out there, wait for the right prize to come along, and then they act. Are you guys hungry?

It’s important to note that the theme of this chapter isn’t finding work—it’s finding clients. The shift in mindset isn’t accidental ...

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