Well, I guess it's back to crappy jobs

A few months ago, I started my own consulting business. I did so because I spoke with a number of people who indicated that there was a need for my services outside the company that I was working for. We’ve been hitting the phones for and have definitely had some good meetings with potential clients.

And then today, we had a bad one. “I can see how you can provide a great service,” says one these two guys who are very experienced and big players in the local industry. “However, we sure don’t need it, and I think you’re going to have some resistence in selling it to anyone else.” Not encouraging words.

We’ve had some positive response, but very little of it has so far translated to money coming in. And I’m almost out of dough…so I guess it’s back to work. I’ll apply for evening/weekend or overnight jobs. Maybe warehousing. Maybe in a call center (market research only…no telemarketing for me!!).

You know, I thought I was done with entry-level and menial labor jobs. I never thought I’d be asking people to pay me in the single-digit dollars per hour again. But I guess that’s how it goes when you step out on your own. Then again, there are plenty of people who live their lives at minimum wage. I don’t know how they do it.

Not looking for consolation or encouragement. Just figured I would verbalize and see if I feel any better. hmm…not so far, but maybe after I push that “Submit New Thread” button down there…

If you can say, what is the service you are trying to sell?

I can say. I evaluate and negotiate commercial real estate leases for tenants. For those who might be familiar with the industry…I take care of the work that the tenant’s lawyer would normally do. Those lawyers look to us because, unless you’re seeing these things every day, and many of them only get in a half-dozen a year, they’re often not really qualified or experienced enough to do a proper job.

I am thinking you may need to broaden your scope, and perhaps travel some.

But I know you weren’t looking for advice, so I’ll shut up now.

When I started out freelancing, I sent out prospecting letters and followed up with phone calls. Quite a few of those prospective clients were very surprised that I was attempting to go freelance with no in-house experience, in a field where working in-house before freelancing is quite customary, nay expected.

But one of those prospects gave me a chance.

It took me more than a year to build up my client base and workload enough to go full-time. I quit my full-time job after six months and worked two more-pleasant part-time retail jobs to fill in the gaps for the next eight. I’ve now been freelancing full-time for 7-1/2 years, and have been the main breadwinner since my husband was downsized in 2001. I regularly turn down work because I am too busy and can’t remember the last time I had nothing on my desk.

Another example: A woman named Barbara Zimmerman sought to become a freelance permissions editor. At first no one would hire her, because they all handled their permissions in-house. But eventually someone found use for her services, and another, and another, and (at the time I was reading about her) she had a booming business. I believe that others have followed in her footsteps.

Don’t let one turkey get you down. Be patient. Work hard. And have faith in yourself!

If you really want this, don’t give up! Starting a business is difficult and takes time to catch on. Take a crappy job to support yourself in the meantime and to help cushion for the business. Has anything changed in the market from when you first decided to do this? Do you still believe the service is valuable? If so, keep plugging away. Get out there and meet with people, call people, put out ads, contact former clients (unless there’s some kind of legal reason not to), go to potential clients and leave spiffy literature. Emphasize why someone should hire you instead of a lawyer. Show your experience, your success, your enthusiasm and your desire to do what’s right for the client. You just need a few people to hop on board to get started, and as others have said, do a great job for them and they can be your best advertisers. Keep in mind why you wanted to do this to begin with. Now get out there and take charge! [sub]dusting off pompoms[/sub] Go Standup, GO! Do your Best! Ignore the stupid peopleand Kiss Up to the Rest! [sub]preparing for the big jump[/sub] Gooooooooooooooooo, **Standup![sub]I think I hurt myself[/sub]

Well, as a commercial real estate agent and a ,CCIM, that’s also part of what I do for new tenants and some existing big box tenants that want to re-negotiate their leases, but there’s no way I could make a living off doing just that in a medium sized town like the one I do most of my business in. Also, most lawyers in my experience, are not that willing to let go of good pay, billable busy work even if you could do a better job of analyzing the lease market specifics. In addition few substantial clients would be willing to engage me to do this unless I was a CCIM with a track record and lots of deals behind me, which gives them a warm and fuzzy.

If that is what you like doing why don’t you get a real estate license and pursue a CCIM designation and sell and lease commercial real estate. Income potential is potentially much better than in the relatively narrow niche you are trying to carve out and even if being a tenant rep/professional lease negotiator is your final goal you’ll have a lot more doors opened to do this as a commercial agent with a track record than someone just knocking on their door. Really big box users have staffs that handle this stuff, and these personnel will often contract with me to provide local/ regional assistance for a hefty fee.

As someone who also helps people find space I’m in the mix a lot earlier than you are with most of these potential clients, and from their perspective I work for “free” (ie the Landlord pays). On the other side if the they need lease negotiation assistance once in place, their lawyer typically is going to have a much closer relationship with them, and the lawyer will often call me for lease negotiation help if there is tricky valuation stuff or market lease comp info he needs. I often provide this help gratis for clients he will send my way. Unless you are going to get a law degree, if you want to squeeze in between us and make your case for getting paid for your negotiation expertise, you’ll have a lot easier time doing this as a commercial agent than as a lawyer.

Good Luck!