How to ACTUALLY Freelance and get a paying client

In this episode, Danny Thompson (Director of Technology at ThisDot Labs) and Leon Noel (Managing Director of Engineering at Resilient Coders) dive deep into the realities of freelancing as a web developer. They discuss how to land your first clients, effectively communicate your value, set prices (and get paid!), use contracts to protect yourself, and grow your network so that freelancing becomes a reliable source of income. Whether you’re just starting out or looking to take your freelance hustle to the next level, this conversation is packed with actionable advice and real-world experiences.

What You’ll Learn:

- Why the hardest part of freelancing isn’t coding—it’s finding clients.

- Proven strategies to identify potential clients in your existing network and local community.

- How to confidently discuss budgets and pricing (including when and how to ask for deposits).

- Why clear communication and regular updates with clients are crucial.

- How to scale your freelance business from small gigs to larger, high-paying projects.

- Tips on contracts, scope, and protecting yourself legally.

- Balancing building new features vs. maintaining projects—and deciding which is best for you.

- If you’ve been unsure about how to start freelancing or how to level up your current freelance work, this video is for you.

Shout out to our Sponsor Level Up Planning, Lucas Casarez https://www.levelupfinancialplanning.com/

Stay in Touch:

📧 Have ideas or questions for the show? Or are you a business that wants to talk business?

Email us at dannyandleonspodcast@gmail.com!

Danny Thompson

https://x.com/DThompsonDev

https://www.linkedin.com/in/DThompsonDev

www.DThompsonDev.com

Leon Noel

https://x.com/leonnoel

https://www.linkedin.com/in/leonnoel/

https://100devs.org/

📧 Have ideas or questions for the show? Or are you a business that wants to talk business?

Email us at dannyandleonspodcast@gmail.com!

Chapters & Timestamps

0:00 – Intro & The Hardest Part of Freelancing

Danny and Leon share their thoughts on why actually getting clients is tougher than the coding or deployment work itself.

2:01 – Why Freelancing is a Crucial Skill

Leon explains why freelancing can be life-changing and why every developer should consider it.

3:05 – Cold Calling & First Client Strategies

They discuss the reality of cold calling, the grit required, and how to improve your pitch to win your first projects.

4:00 – Start with Your Existing Network

Learn why your friends, family, and local connections are often the best way to find your initial freelancing gigs.

8:01 – Figuring Out Budgets & Pricing

How to talk about money without scaring away clients—and why you should ask the client for their ballpark budget.

9:00 – Danny’s First Paid Gig Story

Hear how Danny sold his very first website to a local restaurant and what he learned in the process.

11:55 Sponsor Lucas Casarez

18:25 – Transitioning from Small to Large Projects

Danny shares how his freelancing evolved from smaller projects to more complex (and better-paying) contracts.

23:30 – Setting Payment Terms & Deposits

Why you should always ask for a deposit and how it filters out difficult clients.

28:00 – Contracts & Legal Protection

Key contract clauses to include, such as ownership of work until final payment and liability protection.

33:10 – Maintaining vs. Delivering & Walking Away

Deciding whether you want to offer ongoing maintenance plans or simply provide a project handoff.

40:00 – Turning One-Off Clients into Evergreen Clients

Practical tips on establishing long-term relationships and retaining clients for continuous work.

47:00 – Q&A: Being the Solo Dev in a Company

Advice for someone struggling with skill growth when they’re the only developer at their workplace.

52:02 – Final Tips: Tackle the Hard Stuff First

Danny shares his strategy for handling the most challenging tasks early in the day to boost productivity and confidence.