What You’ll Learn From This Episode:* Avoid feeling overwork and still not making enough money* Knowing who you are actually serving * Identifying your ideal clientsRelated Links and Resources:If you go to www.freelancetransformation.com/fbs it will take you to a little guide that you can use to help you identify those ideal clients and problems that you solve for them in a bit of a more structured way. So, when you are planning to take that day off and planning to do this, grab that and use that as a starting point to help you work through that.Summary:Matt Inglot is the owner of Tilted Pixel, a digital marketing agency that helps membership site owners to grow their websites. Matt has run Tilted Pixel for over 15 years and transformed the business several times to build something that allowed him to live the life he loves and to find the clients that he loves working for. He is also the founder of FreelanceTransformation.com where you can get lots of advice on building a better client-based business including over 170 interviews with successfully agency owners and freelancers.Here are the highlights of this episode:1:38 Matt’s ideal Client: As my agency, we focus on membership site owners; specifically, membership site owners that are making at least half a million dollars a year from their business already and they're trying to grow it. And that's the kind of laser-focused that we have after a lot of ___ ( I cannot decrypt what he said). And through having that agency for 15 years, I found that as a second business, I now also help coach other consultants, agencies, and so on on finding ideal clients and growing their sales.2:24 Problem Matt helps solve: They're trying to find more clients and they're trying to find better clients. And often times, they just get stuck in this terrible position where they simultaneously feel overwork and yet somehow, they're not making enough money. And if run a client-based business and either you can relate to this or you can relate to this at some point in your business journey. And that's because frankly, they're finding the wrong clients, they're not finding the high-valued clients that are actually going to help them grow their business. Meaning, they're going to be able to pay them enough, and they're going to be able to work with them long enough that they're not stuck in a position where they're just trying to get like a hundred clients a year in order to make this thing work.3:39 Typical symptoms that clients do before reaching out to Matt: If you're a solopreneur looking for your own clients, then you're overworked and trying to simultaneously do sales and do client work, and the next thing you know it's 9pm and you're still working. And you mentioned something 'average client value', that's probably a really big symptom. If you're looking at the average size of your client and it's just too small. And then you start doing the math; "if I have a 5,000-dollar client, and I need to make a 100K a year" well then, you need quite a bit of clients, I think 20 clients in order to get that 100K. Not assuming that 100K is profit and everything's perfect. So, imagine all the work you have to do to attract 20 clients. And of course, if it's a 2,000-dollar client, then it's even worse. I say those are the key symptoms. And with membership owners, that's a whole other conversation.5:06 What are some of the common mistakes that folks make before finding Matt and his solution: They try to serve everybody; that will be a big one. And they get it into their head that the way to success is to work harder, spend more time doing sales calls or whatever sales calls really is because if you're a solopreneur, you're probably not picking up the phone and dialing numbers and things like that, there's better ways to get clients. But they think that they have to work harder. And they never kind of stop,