How independent professionals use a podcast to win better clients
Will a podcast bring you clients, and how soon? An honest answer from a real launch.
A podcast can bring you clients within weeks, when it's built to make you the obvious authority in your field. One Sydney strata lawyer billed a $10,000 client within six weeks of launching hers with me.
The two questions I hear most: How much of my time will a podcast take? and What does it cost to launch a podcast?
It works when the show is aimed at the people you want as clients and referral partners. Nobody can promise you a number of clients by a date, and I'd be wary of anyone who does.
I help independent professionals build authority so they attract high-quality clients who pay their full fees without haggling. This page shows how that worked for one of them, with links to the episodes that go deeper.
Case study: the strata lawyer who billed a $10,000 client within six weeks
“Ash used his marketing skills to position me as a key influencer in strata law, which has already resulted in strong alliances. He's gone above and beyond to help me achieve results I couldn't have on my own, in a very short space of time.”
Amanda Farmer, Lawyer and Founder, Your Strata Property
In 2016 Amanda Farmer was running her own practice in Sydney, Lawyers Chambers, specialising in strata and property law. The practice was going well, but she'd hit a ceiling. She wanted higher-profile projects, clients she genuinely enjoyed working with, and to be known as the leading voice in her part of the law.
Her field was small and close-knit, and she found it hard to get the face-to-face meetings, speaking spots and workshop invitations that build a name. There was no strata property podcast in Australia at the time.
What we did. We launched her podcast, Your Strata Property, in five steps:
- A detailed picture of her ideal listener: who they are, what worries them and what they want.
- A content plan that answers that listener's problems, episode by episode.
- Recording and editing her first three episodes.
- Everything around the show: show notes, artwork, an email sign-up, a guest invitation template and a link-up with her website.
- The launch on iTunes, where the show was featured in New & Noteworthy.
What happened in the first six weeks. Amanda billed a client to the value of $10,000 as a direct result of the podcast. In her first month the show had 660 downloads and 26 new leads, and one listener rang her to say they loved the podcast and asked for a quote on a job.
It also opened doors she couldn't open before. Several well-known people in her field asked to come on the show, she was approached to work on valuable projects, she was invited to speak, and she built relationships with people who refer work to her.
Eighteen months later. In a follow-up interview in December 2017, Amanda described getting about 10 new leads and 2 new clients a week from her podcast and website.
Today. Her podcast is still running. Episode 490 of Your Strata Property went out on 23 September 2026, ten years after we launched it. Her work has since been featured on Sky News, the Today Show, ABC Radio, 2GB, the Sydney Morning Herald and the Daily Telegraph.
That's one practice in one field, so treat it as an example rather than a promise.
Listen to her story: Episode 80: From $0 to $10K in six weeks and Episode 150: How a lawyer uses podcasting to get 10 new leads and 2 new clients each week.
Questions people ask
Is a podcast worth it for a lawyer, doctor or consultant?
It is when the show is aimed at your clients and the people who refer them, and when you keep it going. Amanda's story above is one example, and Prof Michael Chapman AM is another: we launched his podcast, The IVF Journey, in 2016, and it's now close to 250,000 downloads.
Here's Prof Chapman in his own words:
Is a podcast worth it for a consultant?
It can be, when the show is aimed at the people who hire you and the people who refer you. Each interview is a reason to have a real conversation with someone you'd like as a client or referral partner, and each episode shows how you think before they've met you.
It worked that way for me. I started my podcast in 2015 as an unknown CPA with no audience, and the conversations with guests like Seth Godin and Guy Kawasaki became the main way my business grew.
A simple test: if one new client would cover the cost, you need very little from the show. Work out what one client is worth to you, and read how much of your time a podcast takes.
What decides how fast it works?
- Knowing exactly who it's for. A show aimed at the people who hire you, and the problems they actually have, gets to them faster.
- Launching properly. Starting with several episodes, a clear name and a proper listing gives the show its best start.
- Keeping going. A few episodes give you a start. A show that runs for years keeps building your name.
- What one client is worth to you. If one new client covers the whole cost, you need far less from the show. Work out your own numbers in 5 minutes.
What do experienced podcasters say?
I've talked about podcasting on my own show with some of the people who built the medium.
- Episode 39: John Lee Dumas (Entrepreneurs on Fire) on podcasting for entrepreneurs
- Episode 73: Darren Rowse (ProBlogger) on content creation and podcasting
- Episode 64: 9 reasons podcasting is critical to your content marketing
- Episode 121: 5 ways to repurpose podcast episodes
Do I need an audience before I start?
No. I started the Productive Insights Podcast in 2015 with no audience, and went on to interview Seth Godin, Guy Kawasaki and James Clear.
How does a podcast turn into clients, not just listeners?
The guests are often the people who refer work to you, and every episode is a reason to talk to them. Listeners who hear you explain things clearly, week after week, come to you already trusting you.
- Episode 166: Referral-based marketing
- Episode 120: Tim Reid on using a podcast to attract high-value clients
How do I become the obvious choice in my field?
Be specific about who you help, and show your thinking in public often enough that people remember you. A podcast is one of the easiest ways to do the second part.
- Episode 167: Three ways to position yourself as the obvious choice
- Episode 131: How to use a podcast to grow your brand fast
- Episode 224: Bernadette Schwerdt on copywriting and authority building
Will it help me charge my full fee?
Clients who come to you because they already know your work tend to argue less about price. These episodes cover pricing and high-value work in more depth.
- Episode 235: Chris Do on raising prices without losing customers
- Episode 247: Chris Do on building your brand and increasing your prices
- Episode 48: John Logar on high-value consulting
How does a podcast fit with LinkedIn?
Each episode gives you material for LinkedIn posts, short clips and newsletters, so one recording feeds several channels. I use AI to turn every episode into those pieces.
How long does it take, and what does it cost?
How long a launch takes depends mostly on how soon you can do the strategy sessions and record your first episodes. Each launch is a customised offer, worked out on a call. There's more on how much of your time a podcast takes and what shapes the cost, and the full details are on the podcast launch page.
When is a podcast the wrong choice?
If you can't give it a few hours a month, even with the editing done for you, wait. If your current source of clients is working well and you don't need more, you may not need a podcast.
And if you'd rather not be heard by people in your field, it isn't for you.
Next step
If you run your own practice and want to know whether a podcast would work for you, book a 30-minute fit call.
Or start with your own numbers. This 5-minute worksheet shows what one client is worth to you, and what getting known would cost.