Jan. 10, 2026
Ep 171: Five Lead Sources That Filled My Consulting Pipeline
Send us a text We map the five lead sources that drove the most revenue last year and share the simple systems that make growth feel calm: niche communities, guest podcasting, lead waterfalls, LinkedIn nurture, and referrals done right. The aim is clarity, not hustle, so you can double down on what works for you. • auditing closed-won deals to find true lead sources • how to find and show up in niche communities • a simple cadence for events and workshops as a lead waterfall • why guest podc...
We map the five lead sources that drove the most revenue last year and share the simple systems that make growth feel calm: niche communities, guest podcasting, lead waterfalls, LinkedIn nurture, and referrals done right. The aim is clarity, not hustle, so you can double down on what works for you.
• auditing closed-won deals to find true lead sources
• how to find and show up in niche communities
• a simple cadence for events and workshops as a lead waterfall
• why guest podcasting converts and how to pitch smarter
• using LinkedIn as a nurture engine, not a spray channel
• building a referral system with clear ICP and language
• using a super signature to train your market
• a repeatable, low-pressure path to being booked out
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01:23 - Welcome And Episode Setup
02:37 - CRM Review And Five Lead Sources
04:22 - Niche Communities Strategy
10:30 - Guest Podcasting That Converts
15:48 - Lead Waterfall And Events
WEBVTT
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I'm Serena Block.
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This show is made for solo consultants who want to get booked out without burning out.
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If you've ever thought, I just want this to feel easier, you're not alone.
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Around here, we focus on simple, sustainable growth that actually fits into your life so growth feels doable instead of overwhelming.
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Hello, hello.
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Welcome to my first solo episode of 2026.
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Almost forgot what year it is.
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I'm starting off strong.
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Today I wanted to talk about what I'm doubling down on this year based off of what worked really, really well for me in 2025.
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So let's travel back in time, two weeks.
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I posted a LinkedIn post about the things that I'm doubling down on.
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So if you're watching this on video and you're seeing my eyes shift, it's because I have that post pulled up right now.
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So I don't forget any of the things that I realized really made an impact on my revenue.
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So shifty eyes, just ignore it, okay?
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Gotcha.
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Okay.
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So here's what happened.
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I went through my CRM and I personally use Streak because it integrates directly in my Gmail, which I love.
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I don't like extra tools where I have to log into something else if I don't have to.
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And it also integrates with LinkedIn.
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So if you have Streak, you can also get this little button on people's profiles, and you could just click it and it adds them into Streak.
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So it's really simple and it cuts down on a lot of that manual labor.
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Yeah, it's only probably like two minutes of manual labor, but that can really add up if you're doing a lot of biz dev at any time.
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So I love Streak.
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Anywho, I went through Streak and I was going through my closed one clients from 2025, and I realized that there were five main sources for those leads, where they came from.
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So I'm gonna get into it, and then I'll give you some tips on how you can use that too.
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Now, just because so little asterisk here, a caveat.
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Um, just because these are the things that worked for me does not mean that these are the things that are gonna work for you.
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This is the reason that booked out in six is super custom.
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We start with a custom blueprint for you, a booked-out blueprint.
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Um, we do that because we're all different.
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Our businesses are different, we as humans are different.
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So everybody's business is different.
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And just because these five things worked for me does not mean that these five things are gonna work for you.
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So keep that in mind.
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But these are the things that worked for me.
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Okay, one niche communities.
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I know you're shocked.
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I talk about these all the time, but they are the easiest way to find clients for me.
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Almost every client I have had has been connected to a niche community I'm part of in some way or another.
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Either the referral came from there, I met them through there, I met them through an event that that niche community was putting on, something like that.
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So it's my top one.
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I generally use niche communities as like a warm watering hole.
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This is where I meet them because all of my ideal clients are gathering in the same place.
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Why wouldn't I?
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So I usually start with that niche community and then I connect with them all over on LinkedIn, which I'm gonna get into because that's number four on my list.
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And that's where I nurture them.
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Okay, so number one is niche communities.
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And if you want to start leveraging niche communities, one, scroll through my podcast because there are a ton of episodes about that.
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And two, start asking your clients, your referral partners, your business friends what niche communities they are part of.
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Because that is how I found all of my best ones.
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I always ask that question.
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You can't there's not a directory out there to just find the perfect niche community.
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I wish there was, and I am working on building one, but it doesn't exist yet.
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Uh, so start asking.
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And um that's number one.
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And number two, just take some time every single day to go in there, answer questions, and build relationships with people.
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My like the easiest way to do it without spending a lot of time is to just attend like one event a month that they are hosting, connect with all of the attendees who are at that event over on LinkedIn and start nurturing them.
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See if they want to hop on a connection call so you can get to know them better.
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Okay, so that's my little spiel on how I leverage niche communities.
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It goes much more in depth than that.
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I have an entire mission inside of Booked Out in Six on this particular topic.
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It's called Niche Networker.
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It's mission number three.
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So if you were interested in that, the first step is to book a booked out blueprint with me so we can figure out which missions make sense for you.
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But we dig all into that in mission three.
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Okay.
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The second thing that gave me the best leads was guest podcasting, which I didn't even realize.
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So I slowed down on guest podcasting a lot in 2025.
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Like in 2024, I think I did over 400 guest episodes.
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And I did a handful in 2025.
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But I learned that about half of my clients that came to me where I thought they were cold, they actually discovered me on someone else's podcast.
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I had no idea.
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So I'm gonna double down on that and go back.
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I'm not gonna do 400 a year again.
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That was crazy.
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But I am gonna go back to that well and start guest podcasting more.
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I was originally doing it because I wanted to grow my own podcast, and typically podcast listeners are easier to transfer.
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I don't know, that's not the right way to say it, but if they listen to one podcast, they'll listen to another.
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So my goal for guest podcasting was just to increase my listenership for this show.
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But it turned out that I was getting a ton of clients from those guest podcasting spots.
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So doubling down on that.
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Now, previously I was using a VA who specialized in pitching me to other podcasts.
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And that's why I did so many of them because she would send me a ton that had agreed to have me.
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Um, now I'm gonna try PodMatch.
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So I have my clients use PodMatch because it's it's big for them too.
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So if you're a solo consultant, start guest podcasting, please.
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I interview hundreds of solo consultants every single year.
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And over 50% of them get clients from this specific strategy.
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So I'm using PodMatch because um I can also find guests on there too.
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So I can find guests, I can become a guest, and I'm really interested to see how it works.
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I have my clients use it if they don't have a VA to take care of their pitching, and they have loved it.
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I got the recommendation from another podcaster, and she loved it.
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So I'm excited to try that one.
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Okay.
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Oh, also before I move on to number three, so guest podcasting is something that we do in many hat marketer, which is mission number five.
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So that is something that we would get into that, along with figuring out what is your one thing that you're gonna do for your marketing.
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Okay.
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Number three, a huge, huge, huge way.
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I increased my email list, I increased my audience, and I got new clients was from the lead waterfall, which is mission number four.
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Um, so lead waterfall is like a source generally, usually it's some sort of event.
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It doesn't have to be an event.
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We figure out what makes sense for you, but it can be an event that brings in a lot of leads at one time.
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So lead waterfall is for me was um events.
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I use my meetup group, which has been a great source of leads and building relationships.
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And probably once a quarter I do a workshop um with Meetup.
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And then I'll do guest workshops in other people's communities, and then every single month I have a free consultant mastermind.
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And all of these combined to bring me really warm and good fit leads, and also just surround myself with brilliant freaking people that I wouldn't have met otherwise.
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So I'm getting that lead waterfall, which is the goal of lead waterfall, but I'm also just like meeting some really cool people.
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So that's number three.
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Um, four is LinkedIn.
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So LinkedIn has always been probably 90% nurture mechanism for me rather than discover.
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I do have some leads that come in cold from LinkedIn, but I generally leverage LinkedIn as a place to build my relationships.
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So I discover them through either the lead waterfall or niche community or a guest podcast.
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And then I'll connect with them over on LinkedIn, and that's where we start becoming friends.
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I comment on their content, they comment on mine, we talk in the DMs, we build relationships.
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So that's what I use in LinkedIn.
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And LinkedIn is also something that we learn in the uh mission three, which is niche networker.
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Why can't I remember which thing is which?
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Okay.
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Um, and then five, let's talk about number five.
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It is referrals.
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So you might be laughing because my LinkedIn profile says referrals are great, but a steady pipeline is better.
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Now, the thing is, referrals are always going to be great, but they dry up.
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Usually after one, one and a half years, referrals aren't coming in as steadily.
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It's not something you can rely on.
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So building a referral system is what's really important.
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Um, so that's something that we do in mission two, fast cash, along with four other sales systems.
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But referrals are still a freaking awesome thing.
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And they almost always convert because they're coming from the lead is coming from a trusted source for the other person.
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Um, they might not always be a good fit on your end, but they are the easiest to close.
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They're like probably a 90% conversion rate on referrals, but you need a good system around it.
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And you need to have the right people on your referral team to be able to leverage them and get the right fit people.
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So those are my five.
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And um, I'm just gonna reiterate them real quick for you.
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So, number one is niche communities.
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So remember to ask around when you're on those networking calls, ask what niche communities people are part of.
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These are usually invite only, and there's no way to get that invite without asking.
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Number two is guest podcasting.
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This year I'm gonna try Podmatch and see how that works for me instead of a VA.
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So I'm excited to try that.
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Number three is the lead waterfall.
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So you need to find the right lead waterfall for you.
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I have done a ton of booked-out blueprints lately, and the lead waterfall I suggest is not always the same for people.
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So it's not always an event.
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Sometimes it is a specific strategy around guest podcasting.
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Sometimes it is speaking on a stage.
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So not always the same, but for me, it is virtual events, and it's a combination of things.
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So I do paid workshops, I do monthly free masterminds, and then I do guest speaking engagements in niche communities, all virtual.
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I have two kids.
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You might have just heard the vacuum turn on.
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That's one of them in the other room right now.
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Um, I need virtual.
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I don't have time to go someplace.
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Four is LinkedIn.
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So, I mean, a ton of people do get just their inboxes flooded with leads.
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And good for you.
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That's not me.
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I use LinkedIn as a nurturing mechanism.
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So I find my leads or they discover me through those niche communities, guest podcasting, lead waterfall, those three things that I mentioned earlier.
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But I build those relationships, I nurture them, I become closer with them on LinkedIn.
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And then five is referrals.
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So you can't rely on referrals to just remember that you exist.
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You need to build a system around them so they remember you, they know exactly how to talk about you, and they know who your ICP is, ideal customer profile.
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So you're not getting wrong fit leads.
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That tends to be the case with referrals, is either they dry up after one to one and a half years.
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And two, when you do get them, they're usually thinking of you for something that's not really a great fit, like an old offer, the wrong ICP.
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So you just need to be super clear about communicating who you work with and how you work with them.
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And I'll just give you a little tip here since I'm talking anyway.
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But one like super subtle way to do that is to create a super signature where you're explaining exactly who you work with, what you do with them.
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So like people literally repeat my uh my super signature to me and to referrals because it's so ingrained in their head because they're seeing it all the time.
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So I use a super signature at the end of all of my LinkedIn posts, and I have it in my email signature.
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So people are getting it all over the place, but it's also just like in their brain.
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So that's one way you can systematize in order to get the right fit.
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Leads.
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Okay, that's a wrap.
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Thank you so much for joining me on this solo episode.
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Let me know what you think in the comments.
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Um, we have comments on Apple now, Spotify.
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This is also on YouTube.
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And let me know if you have any questions.
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And if you are interested in joining Booked Out in Sex, don't be shy.
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The link to book your booked out blueprint.
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My husband calls it a bob, um, is in the show notes.
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So you can book that there, or you could just email me hello at Sarah Noelblock.com and find out if it's a good fit for you.
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Because maybe you're like on the on the edge, you're not sure.
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All right.
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Thank you for joining me, and I will see you next week.
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If this episode made things feel a little more doable, I'd love to help you take the next step with the booked out blueprint.
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It's a practical, low pressure session to clarify your offers, your marketing, and what actually moves the needle.
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You can book yours through the link in the show notes.
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You don't have to figure it out alone.
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