It's out in the field, actually talking with prospects and clients that we ghostwriters learn the most about what work is profitable and how to present ourselves to get it. To gain access to those kinds of conversations, it's a smart move to pitch for assignments we don't really want. The information and insight we pick up can be worth a king's ransom.
During the process of pitching myself I found out what kinds of samples prospects need to review. Those included covering lending information, short sales, points, flood insurance, remodeling and the regional economy.
Before I found that out, I was attaching high-end samples about macro issues, not what Everyman and Everywoman needs to know before making choices in the process of purchasing real estate.
Perhaps it's time we stopped trying to take short-cuts in marketing by only reading what the experts tell us about putting ourselves out there. Instead we have to get on the phone or in prospects' faces, listen and then connect the dots.