In markets of every kind there is the 20% and the 80%.
Let me explain.
The 20% represents professionals who control approximately 80% of the market. While the 80% of professionals share only 20% of the market.
When it comes to hiring the person who will represent us in court, or the coach who will help us improve, or the agent who will sell our home, who does the market often times choose? They choose who they know. They choose the professional who's already getting the job done. They choose the professional who represents the 20%.
For the professional freelancer, it's far more easier to be a part of the 80% that scrambling to serve the 20%. But it takes real commitment, drive, and savvy to be part of the 20% that's acquiring 80% of the business.