The $35k/Month Formula: What It Really Takes to Build a $400k Fractional Business

Want to know the most common goal I hear from fractional executives? Building a business that generates between $25k-$40k per month. And honestly, when you think about it, that makes perfect sense. Hit $35k monthly and you're cruising past $400k annually – that's serious money that can sustain a high-quality lifestyle while giving you the freedom you left corporate to find.

But here's the thing: most fractionals have absolutely no clue how to get there systematically. They're throwing spaghetti at the wall, hoping something sticks, instead of following a proven formula. Today, I'm breaking down exactly what it takes – the real numbers, the actual strategy, and the sustainability plan that separates the dreamers from the doers.

Stop Dreaming, Start Planning: Get Crystal Clear on Your Goals

You can't build what you can't define. Period.

The number of fractional executives who have zero clarity on what success actually looks like is staggering. They want "more money" and "more freedom" but can't tell you exactly how much money or what freedom means in concrete terms.

Let's fix that right now. Here's how this works:

Say you want to hit $40k monthly working with no more than three clients, capping yourself at 35 hours per week, with 4-6 weeks of vacation annually. Beautiful – now we have a framework. If you're making $35k monthly across three clients, your retainers need to be between $10k-$15k each.

This means you literally cannot accept that $5k monthly retainer. It doesn't fit your model. When you get crystal clear on your goals, decision-making becomes effortless. You say no to the small fish to make room for the whales.

The Retainer Revolution: Why Monthly Recurring Revenue Rules Everything

Here's where most fractionals screw up: they chase projects instead of building retainer relationships. Projects are exhausting – you're constantly reselling, rescoping, and renegotiating. Retainers are beautiful because they renew month after month.

But I always get pushback: "How is this different from just converting hourly work to monthly billing?"

It's completely different because you're not selling time – you're selling outcomes and value.

Let me give you a real example: If I facilitate a partnership that brings millions to your business, I might have only spent a few hours making that connection. But you're not paying for those hours – you're paying for my network, my expertise, my reputation, and decades of relationship-building that made that partnership possible.

When clients ask about time investment, here's your response: "I don't care how long it takes me, and neither should you. I'm going to knock this out of the park and add serious value to your business. You invest $12k monthly, and I return hundreds of thousands or millions in value."

Notice I said "invest," not "cost." Language matters.

Boundaries Are Your Best Friend (And Every Client Will Test Them)

Every single client will ask you to do something outside your agreed scope. Guaranteed.

When it's slightly outside scope, show some flexibility – relationships require give and take. But when they push too far (and they will), you speak up: "That's outside our current scope. I'm happy to expand our engagement, but we need to either increase the retainer or swap this for something else we agreed to."

No one else will enforce your boundaries. If you're willing to work for free, clients will absolutely take advantage. Set clear expectations upfront about what you'll deliver monthly or quarterly, charge based on that value, and stick to your guns.

The LinkedIn Triple Threat: Content, Connections, and Engagement

Once you know what you're building and who you're serving, you need a systematic way to fill your pipeline. There's a three-part LinkedIn strategy that works every single time – and it's simpler than you think.

Part 1: Content Creation - Post at least three times weekly, addressing your ideal clients' pain points and showcasing your unique value through real experiences and insights.

Part 2: Connection Building - Add 20 new connections daily. Not random people – decision-makers who fit your ideal client profile.

Part 3: Strategic Engagement - Reach out to connections after about a month. Introduce yourself, reference your content, ask about their challenges. Monitor who's engaging with your posts and start conversations with qualified prospects.

This isn't complicated, and it doesn't take massive time investment. But you must be consistent and disciplined. If it's not working after 2-3 months, pivot something – your content, your ideal client profile, or your messaging. The framework works; sometimes the execution needs tweaking.

And yes, this assumes you're also working your network for referrals and asking current clients for introductions. That should be happening constantly.

The Sustainability Secret: Never Stop Prospecting

Here's where most fractionals completely lose the plot: they get busy with client work and stop doing business development. It's like a restaurant owner saying, "We have enough customers, let's stop marketing for three months."

Insane, right? Yet fractionals do this constantly.

When you hit your target – three clients, $35k monthly – you don't get to coast. You keep that business development engine running because clients can drop you anytime. Your dream scenario is having a warm prospect list you can tap immediately when a spot opens up.

But here's the reality: when you're working 35-40 hours weekly for clients, adding 10 hours of business development feels brutal. That's why you need to invest in support.

Once you're generating $20k-$30k monthly, you have money to reinvest. Get a VA. Build automations. Use tools that give you time back. Your business doesn't need 100% margins – spending 20% to buy back time and ensure sustainability is smart business.

The Bottom Line: Systems Trump Hustle

Building a $400k fractional business isn't about working harder – it's about working systematically. Get clear on your goals and build retainer relationships priced on value. Master the LinkedIn triple threat to fill your pipeline consistently. And never, ever stop prospecting, even when you're at capacity.

The math is simple. The execution requires discipline. But the framework works every single time for those willing to follow it.

Ready to stop leaving money on the table and start building the fractional business you actually want? The formula is right here – now you just need to execute it.

Mylance

‍This value-added article was written by Mylance. Mylance takes your marketing completely off your hands. We build the marketing machine that your Fractional Business needs, but you don't have time to run. So it operates daily, growing your brand, completely done for you.Instead of dangling numbers in front of you, our approach focuses on precise and thoughtful input: targeted outreach to the right decision makers, compelling messaging that resonates, and content creation that establishes trust and legitimacy.To apply for access, submit an application and we'll evaluate your fit for the service. If you’re not ready for lead generation, we also have a free, vetted community for top fractional talent that includes workshops, a rates database, networking, and a lot of free resources to support your fractional business.