6 Habits of $100K Freelancers

Before anyone gets all huffy, thinking this is yet another “How to make $100,000 freelance writing post” just simmer down. I don’t care if you make $100K or $100 at freelancing. What I care about is your improvement over time. That’s what this post is about.

If you’ve been around this blog at all, you know how much I hate people who declare they’ve reached the $100K freelancing Valhalla and damn, they’re just good enough blokes to teach you how. For a fee, of course.

Screw the fee. Let’s just talk about how others have improved their freelance lot by making simple shifts in their thinking or routine. Screw the $100K target, too. Unless you want that. Then bully for you.

Again, I don’t care if $100K is or isn’t your goal. Steady improvement — that’s a better goal anyway. Let’s work on that.

Like I said, there are some things that separate the highly paid freelancer from the rest of the pack. We’re going to assume you have the mad skills required to to make a living freelance writing. If not, that’s on you to recognize and rectify. (I’d suggest memorizing a Harbrace College Handbook or three.)

For the rest of you, let’s look at ways in which you can boost that freelance business of yours.

1.  Become a business owner.

Yes, technically you’re a freelancer. But you’re a business owner, too. You knew that, right? This switch is pretty simple to make, but very necessary. A business owner is going to make unemotional business decisions. A business owner is going to protect their investment and protect the bottom line. A business owner will approach every interaction with a potential client in a much different way than as a freelancer. It’s about perception, too — both yours and the client’s.

Let’s test your own perceptions:

What do you do? I’m a freelancer.
Oh, so what do you write? 

Let me stop you right there. I had this question posed to me recently, only the person asking said, “Do you write creatively?” To which I answered, “It’s all creative.” Because dammit, it is.

But the minute you say freelancer, the minute someone tells you they’re a freelancer, you get this notion that someone is out there dabbling. I still get this question: “Are you still freelancing?” As in, “Have you had enough yet?” or “Are you still hungry for work?”

So let’s reframe:

What do you do? I own a writing consulting business.
Oh, who are your clients?

What’s missing is the perception that we’re out there writing the next great novel or dabbling at working from home. You sound more professional. You are. You’re a business owner. You’re still a freelancer, but you’re more than that.

2. Drop employee-based habits.

If you’re applying for jobs, cruising job boards, sending resumes in response to job postings, or accepting fees verbatim, congratulations. You’re no different than a 9-to-5 employee. Well, with the exception of latching on to a client who could well be underpaying you — and possibly paying less than minimum wage. Why do that? Why set up shop, get that website up only to become a pseudo-employee?

Why not actively seek out your next client? It’s not hard. Plenty of successful freelancers have done it and do so every day. Here are one, two, three, four links to get your started. Stop thinking that you have to be immediately available for clients, that you owe them any explanation for why you didn’t answer the same hour/day, for taking time off, for not accepting their terms. Refer to point #1: You own a business. When your plumber checks in with you before setting their rates, then you can start doing the same. Until then, act like you own a business.

3. Interview clients.

How many times have you gotten on the phone with a potential client only to fall over yourself trying to give them the exact answer they’re looking for? That many? Same here. Until I realized that they need to please me, too. So when you’re in those initial conversations, have your own questions ready.

“Tell me about your project and budget.”
“What is your timeframe?”
“What is your vision for how my services will help you?”

Those questions will tell you plenty about the client. What they want, what they’re willing to pay, what they think they’re paying for, if they’re being realistic in their deadlines …. You can add your own questions or amend these to fit you, but the idea is to ask questions that give you insight into who this is and if you’re a match.

4. Say no much more often.

At the height of my pandemic-fueled work blitz, I had nine clients and no time. When new clients came calling, I had no issue saying no to them. It’s easy when you’re already overworked.

When you’re not, it’s tougher. But it’s even more necessary. Look at every potential client relationship with the same goal in mind — to accept clients who fit and whose projects are paying at or close to your rate.

5. Become a keen bullshit detector.

Even the most sought-after freelancers get bullshit offers. I’ve had my share. One last year was laughable if it weren’t for the time I wasted. On the initial client call, I stated my rate for the ebook projects: $4800. The client seemed amenable. A month later, the client’s underling started the “onboarding” process, introduced me to the project lead, told me I’d be working on a set number of projects a month, blah blah … totally avoided my question of pay. I halted the nonsense with this email: “I charge $4800 for this. Please confirm that this is the rate we’ve agreed to.” And no shocker, the response was, “We’re happy to bring you on board. We pay $1,800 for this project.” Screw that. Then you write it yourself.

Warning signs:

• Terms that change
• Reluctance to confirm anything in writing (email even)
• Shying away from contracts
• Avoiding talking about payment
• Rushing you to start the project without signatures or agreements.

You know when you’re hearing something that doesn’t add up. Don’t be polite — be insistent. Get it in writing and get the facts before you lift a finger.

6. Maintain relationships.

You’re only as good as your last project result. Keep those clients on your radar, check in, learn about their lives, and back off being needy. Don’t expect clients to find every bit of research or every source for you. Also, don’t make more work for your client — It’s one thing to suggest a project to a client. It’s wholly another to pester them about minute details rather than just note it in the initial draft. Unless it’s a glaring issue, of course. Mention in writing, then let it be their decision.

Not just with clients, but with other writers. We refer to each other. We recommend. There are a handful of writers out there who will never get a recommendation from me because they don’t interact, they hold themselves out as some type of guru or other, or they simply aren’t nice.

Writers, what habits have you adopted that have made all the difference in your writing business?