How to Stop Relying on Referrals and Take Control of Your Pipeline - Ep. 267
Wed Jan 21 2026
I had a realisation a few years ago that stopped me in my tracks.
I was spending my entire week growing my clients’ businesses.
And mine was staying exactly the same.
No leads.
No pipeline.
No sales that weren’t referrals.
I was delivering my best to my clients …
Pushing my own marketing block back to deliver client projects.
Saying yes to inconvenient, disruptive meeting times,
Pretzeling my calendar around everyone else’s priorities.
I called it being professional. Having integrity.
But truthfully, it was more than that.
It was people-pleasing.
And if I’m honest — enjoying feeling needed.
But it cost me.
I was exhausted.
Snappy.
Constantly stressed about money, despite being “busy.”
And then one day it hit me:
No one was coming, and nothing was going to change if I didn’t change it.
If my business was going to grow, I had to lead it.
Your clients will always need you.
Your team will always need you.
But your agency needs you too — not just as the doer, but as the CEO.
That realisation changed everything.
I started implementing boundaries around my systems. I restructured our offers.
Our team.
Our marketing.
If you’re honest, you probably know what you should be doing for your business.
But client work feels louder.
More urgent.
More justified.
So marketing gets postponed - not because it’s unimportant, but because it’s invisible… until it’s a problem.
That’s exactly what I talk about in the latest episode.
If this feels familiar, this one’s for you.
Want More?
DM "CEO" on Instagram: @anneliseworn
Download the 6-Figure Freelancer Guide: https://a.anneliseworn.com/6ff
Book a Free Strategy Call: anneliseworn.com/consult
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I had a realisation a few years ago that stopped me in my tracks. I was spending my entire week growing my clients’ businesses. And mine was staying exactly the same. No leads. No pipeline. No sales that weren’t referrals. I was delivering my best to my clients … Pushing my own marketing block back to deliver client projects. Saying yes to inconvenient, disruptive meeting times, Pretzeling my calendar around everyone else’s priorities. I called it being professional. Having integrity. But truthfully, it was more than that. It was people-pleasing. And if I’m honest — enjoying feeling needed. But it cost me. I was exhausted. Snappy. Constantly stressed about money, despite being “busy.” And then one day it hit me: No one was coming, and nothing was going to change if I didn’t change it. If my business was going to grow, I had to lead it. Your clients will always need you. Your team will always need you. But your agency needs you too — not just as the doer, but as the CEO. That realisation changed everything. I started implementing boundaries around my systems. I restructured our offers. Our team. Our marketing. If you’re honest, you probably know what you should be doing for your business. But client work feels louder. More urgent. More justified. So marketing gets postponed - not because it’s unimportant, but because it’s invisible… until it’s a problem. That’s exactly what I talk about in the latest episode. If this feels familiar, this one’s for you. Want More? DM "CEO" on Instagram: @anneliseworn Download the 6-Figure Freelancer Guide: https://a.anneliseworn.com/6ff Book a Free Strategy Call: anneliseworn.com/consult