This is a podcast episode titled, Shockingly honest lessons: contractors, W2s, and turning down six–seven million | Ep. 202. The summary for this episode is: <p>Scrappy ABM host <a href="https://www.linkedin.com/in/masoncosby/" rel="noopener noreferrer" target="_blank"><strong>Mason Cosby</strong></a> sits down with <a href="https://www.linkedin.com/in/nickbennett1/?utm_source=chatgpt.com" rel="noopener noreferrer" target="_blank"><strong>Nick Bennett</strong></a> on <em>1,000 Routes</em> and tells the story behind a “little teeny tiny side hustle” that became “sold a million bucks” and then “another million” within months. Starting with a <strong>$25,000</strong> win in March 2023 and a <strong>$150,000</strong> deal that “backed out,” Mason lays out “project revenue,” the <strong>activation playbook</strong>, an $80,000 annual contract, and why “less is more” with “two service lines.” It’s all <strong>inbound</strong> from <strong>LinkedIn</strong> and a <strong>podcast</strong>, plus “speaking engagements,” saying yes to interviews, and an “absurd number of webinars”—including <strong>60 podcast interviews and 18 webinars</strong> in ~60 days that created <strong>over $2 million in pipeline</strong>.</p><p><br></p><p>He gets “shockingly honest” about <strong>120 hour weeks</strong>, a postpartum spouse editing podcasts, firing <strong>seven</strong> contractors, moving to W2s, and then learning seasonality and sales cycles. Mason explains why a <strong>debt free</strong> approach matters, how he’s scaling out for a two-month paternity leave, and why he <strong>turned down six to seven million</strong> to stay focused on a mission: <strong>equip a million marketers with repeatable account-based playbooks by January 2035</strong>.</p><p><br></p><p><a href="https://www.linkedin.com/in/nickbennett1/?utm_source=chatgpt.com" rel="noopener noreferrer" target="_blank"><strong>Nick Bennett</strong> </a>— host of <strong>1,000 Routes</strong>. In this conversation, Nick steers the candid discussion on solopreneurship, scaling, contractors vs. W2, and the shift from “Mason the marketer” to “Mason the CEO.”</p><p><br></p><h1>📌 What We Cover</h1><ul><li>From “little teeny tiny side hustle” to “I think I have a business”: $25K in March ’23, a $150K deal that “backed out,” and stacking <strong>project revenue</strong> with one <strong>$80K</strong> annual contract.</li><li>Why “less is more”: from 16 service lines to <strong>two service lines</strong> that are “way easier to sell.”</li><li><strong>All inbound</strong>: LinkedIn, a podcast, “speaking engagements,” saying yes to podcasts, networking calls, and an “absurd number of webinars.”</li><li>Buying back time: hiring a contractor at $70/hr, “bought back 65 hours,” and discovering margin without doing the delivery.</li><li>Contractors vs. W2: “shockingly honest” lessons, firing <strong>seven</strong> people, then learning seasonality, fixed costs, and building a <strong>bench</strong> of professional contractors.</li><li>Scaling out of delivery and most selling: hiring an AE, a COO, and “four specialists” per client so the team “does it better than me.”</li><li>Pipeline swings and seasonality: <strong>60 podcast interviews + 18 webinars</strong> → <strong>over $2M in pipeline</strong> as H2 budgets open.</li><li>Mission over exit: turning down <strong>six–seven million</strong>, staying <strong>debt free</strong>, and the goal to <strong>equip a million marketers by January 2035</strong>.</li></ul><p><br></p><h1>🔗 Resources Mentioned</h1><ul><li><strong>1,000 Routes</strong></li><li><strong>Dave Ramsey / Ramsey Solutions</strong> (“baby steps,” “Ramsey guy”)</li><li><strong>System &amp; Soul</strong> (business operating framework)</li><li><strong>EOS</strong> (operating system reference)</li><li><strong>Acquisition.com workshop</strong></li><li><strong>C12</strong> (Christian business leaders group)</li><li><strong>Terminus</strong> (AE experience referenced)</li><li>Create your next digital offer: <a href="https://harnessandhone.com/?utm_source=chatgpt.com" rel="noopener noreferrer" target="_blank">https://harnessandhone.com/</a></li><li>Join How Solos Scale: <a href="https://www.howsolosscale.com/?utm_source=chatgpt.com" rel="noopener noreferrer" target="_blank">https://www.howsolosscale.com/</a></li><li>Download the free roadmap: <a href="https://fullstacksoloroadmap.com/?utm_source=chatgpt.com" rel="noopener noreferrer" target="_blank">https://fullstacksoloroadmap.com/</a></li><li><a href="https://scrappyabm.com/" rel="noopener noreferrer" target="_blank">Scrappy ABM: Visit for more ABM tips and strategies.</a></li><li><a href="https://www.linkedin.com/in/masoncosby/" rel="noopener noreferrer" target="_blank">Connect with Mason on LinkedIn for a conversation about ABM</a></li></ul><p><br></p><p>If you enjoyed today’s episode and found valuable insights for your business, be sure to subscribe to the Scrappy ABM podcast for more expert discussions. Don’t forget to leave a review and share this episode with your team or fellow marketers!</p>