From $7/Hour to $3M in 5 Years: The Brutally Honest Blueprint for Building a Fractional Empire

Ever feel like the deck is stacked against you? Try being 50 years old, making $7.10 an hour as an invoice clerk, facing a demotion that would put you back into poverty - as a single mom with zero accounting expertise.

That was Natalia Zacharin's reality in 2019. Five years later, she runs a $3 million accounting firm with 15 employees that made the Inc 5000 list.

This blog post details my conversation with Natalia on the Six Figure Secrets podcast, where she pulled back the curtain on exactly how she built Zacharin Consulting from scratch - with no technical expertise, no safety net, and every reason to fail. If you're looking for a sanitized success story, this isn't it. This is the raw, unfiltered playbook for building a fractional business when everything is working against you.

The "Oversaturated Market" Myth (And Why Your Competitors Are Actually Terrible)

Here's what Natalia heard constantly: "Accounting is oversaturated. Everyone's a bookkeeper. How can you possibly compete?"

Sound familiar? Whether you're in operations, marketing, data science, or CFO work, everyone thinks their industry is too crowded.

Natalia's response? "There's no excuse there. Literally anybody with a computer anywhere in the world can say they're a bookkeeper."

Her secret wasn't finding a blue ocean - it was being actually good in a sea of mediocrity. The accounting industry is "rife with bad communication, not getting back to people, not charging appropriately," she explains. When you can't hire the right people because you're undercharging and overworked, you can't deliver a quality client experience.

Zacharin Consulting differentiated through white-glove service, modern tech-forward processes, and fractional CFO services that help clients actually understand their numbers - not just receive them. The lesson? Your competition probably sucks. Be the person who doesn't.

Lead Generation: Leave No Stone Unturned (Literally)

"It's really up to the founder in the beginning to set the pace of sales and lead generation," Natalia told me. "You should really be doing a lot of your own sales up to about a million dollars in gross revenue."

Her approach to finding clients? Everything. Simultaneously. Here's what actually worked:

• LinkedIn outreach (but not the spray-and-pray kind - more on this below)
• Networking events (women's groups worked best for her, avoided structured groups like BNI)
• Webinars (people like attending them, even if they don't like hosting them)
• Meta ads (only after hitting $750K-$1M in revenue)
• Coffee meetings (met people at events, then followed up for coffee)
• Literally everyone (the plumber fixing her sink got asked if they needed a bookkeeper)

The key insight: "Some things don't work because they're a waste of time. Some things don't work because my approach was incorrect. You need to understand the difference and reiterate."

The LinkedIn Strategy That Actually Builds Trust

Forget the four-part DM sequence. Natalia's LinkedIn approach evolved into something far more effective:

Connect with potential clients. Send a genuinely friendly message - "How's business going so far this year?" Most won't respond. That's fine. Your profile headline shows what you do. Now they'll see your content. This is the slow burn.

"If you're looking for a fast sale, that's not it," she admits. "This is more of a slower sale. But you need to do all of those eventually."

The content itself? Human. Real. "They want to see that you're human," Natalia emphasizes. "Talk about a hobby. Your thoughts on the economy. Your thoughts on business. As long as you keep politics out - that polarizes who comes to you."

In the age of AI saturation, we're craving human connection again. People want to do business with people, not perfectly polished corporate robots.

The Sales Script That Closed Deals (Even When She Wanted to Wing It)

Here's where Natalia got brutally honest about sales psychology.

She had a script. Every time she veered from it - trying to be more intuitive, more kind, more compassionate - she didn't close. When she stuck to the script like a robot (literally taped to her screen during Zoom calls), she closed "almost every single time."

"Sales is counterintuitive. It's psychological, but it's not intuitive."

The script asked questions to understand the prospect's situation, establish expertise, create FOMO, and drill into pain points so they felt urgency. It wasn't manipulative - it was structured to help prospects realize they had a problem worth solving.

There's a time for authenticity and a time for proven frameworks. Don't confuse the two.

The $50K Bet That Changed Everything

In 2021, Natalia made $108,000. She joined a mastermind for $50,000 - nearly half her annual revenue.

Let that sink in.

"I knew it was going to be a good one. And I knew if I paid that much money, I would follow through and do what they said."

She started as the second-smallest business in the group. Now she's one of the largest.

The lesson isn't "spend recklessly on education." It's about strategic investment when you know it will force you to level up. She could have joined the $20K tier. She chose the $50K executive level for more hands-on help. "How much faster will I get to where I want to be?"

(Her fiancé was already in the mastermind and vouched for it - that helped. Find your own validators before making massive bets.)

The Mindset That Carried Her Through Hell

Natalia's path wasn't linear. She had weeks or months with no new clients. She wanted to quit constantly. She had legitimate imposter syndrome - "my imposter syndrome was truly, I was an imposter for real."

What kept her going? Three things:

1. Compartmentalization. "I only worried about step number one every time. When it was time to reach out and say 'do you need help with bookkeeping,' I wasn't worried about the next step if they said yes." Fear of steps 10, 12, 15 can't paralyze you if you only look at step one.

2. No better options. "I just didn't feel like I had any other options, not options that I liked." She could go back to corporate and repeat the same painful cycle. Or move forward. The pain of staying still exceeded the fear of moving forward.

3. Reframing everything. When someone told her to "F off" after an email campaign, her fiancé reframed it: "That's fantastic. You hit a nerve. If someone had an emotional response, someone else had a positive one too." Having someone help you reframe setbacks is invaluable.

The Three Non-Negotiables for Success

I asked Natalia what advice she'd give her earlier self. Her answer:

Consistency. "It's the boring stuff, not the sexy things. Focus on what's most impactful and don't delay those things." Your brain wants you to do easier, less impactful work. Resist.

Read constantly. "If you read five books on a subject, you'll start understanding the patterns." Her must-reads: Endless Customers by Marcus Sheridan, Built to Sell by John Warrillow, Never Split the Difference, Mindset by Carol Dweck, and The E-Myth. Surround yourself with the right voices - they don't have to be physical people.

Invest in help. Join a mastermind. Work with fractional experts. Hire a sales management team. "There are amazing people out there that can help you grow exponentially and avoid those pitfalls."

The Bottom Line

Natalia went from poverty to the Inc 5000 in five years - starting a business in a skill she didn't have, learning from YouTube, facing rejection constantly, and betting big on herself when it terrified her.

Her final words: "It doesn't matter how old you are, doesn't matter your experience level, doesn't matter where you are in life. Everything else is just an excuse really. You can pretty much do anything if you put your mind to it."

If you're a fractional executive struggling to fill your pipeline, land higher-value clients, or scale past your current plateau, Natalia's story proves the path exists. You just have to be willing to take it one uncomfortable step at a time.

Ready to level up your financial operations? Natalia is offering Six Figure Secrets listeners two free resources: Seven Ways to Find Money in Your Business Now and The Ultimate Checklist for Financial Success, plus a free financial consultation. Visit zachrinconsulting.com/SFS to grab them.

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.