Presentation to NY Study Group on May 3rd 2021

1. Jonathan Stark • April 2021
Make More Money
Without Working More Hours

2. What if you had to double
your income next year?

3. But how?!

4. Work twice as much?

5. Double your rate?

6. Become a manager?

7. You can’t double your
income billing hourly.

8. The better you get,
the less you make!

9. 7 reasons why hourly
billing is nuts…

10. Hourly billing punishes
expertise.

11. Hourly billing punishes
productivity.

12. Hourly billing misaligns
financial incentives.

13. Hourly billing creates
trust fractures.

14. Hourly billing encourages
scope creep.

15. Hourly billing encourages
micromanagement.

16. Hourly billing positions
you as a commodity.

17. Bottom line?

18. To significantly increase
your income…

19. You have to stop trading
time for money.

20. But how?!

21. You need to package
your expertise.

22. Stop thinking
“I do X”

23. Start thinking
“I know how to do X”

24. You can sell “know how”
separately from “doing stuff”

25. “Sell your brains, not your hands.”
—Jonathan Stark

26. Okay but… what does
that actually look like?

27. 3 ways to package your
expertise…

28. Digital Products

29. “Info products that sell while
you sleep.”
No-touch sales, no-touch delivery

30. Productized Services

31. “A fixed scope service that you
sell at a published price.”
No-touch sales, high-touch delivery

32. Project Pricing

33. “A collaborative endeavor designed
to achieve a specific objective.”
High-touch sales, high-touch delivery

34. Q&A

35. More Info
jonathanstark.com/free