#7 Common Patterns at the Start of the Freelance-to-Agency Journey
What I Learned From My First 10 Discovery Calls
Over the past two weeks, I’ve had about ten discovery calls with freelance translators and small language business owners interested in one-on-one mentorship.
First of all, a big thank you to each of you who took the time to connect. It’s been a joy to hear your stories, your goals, and your challenges.
These calls weren’t just about exploring mentorship, they gave me a clear window into the mindset, pain points, and ambitions of freelancers on the edge of growth.
Here are some of the key insights I took away:
1. No One Really Knows What to Focus on (And That’s Totally Normal)
Nearly everyone I spoke with said the same thing in different words: “I’m not sure what I should be working on right now.”
There’s a lot of noise out there, about positioning, marketing, pricing, niching down, hiring, you name it. When you’re running the business and doing the work, it’s hard to know where to focus.
This confusion isn’t a sign of failure. It’s a very natural part of the entrepreneurial journey. Clarity comes with time, and often with outside perspective.
2. Most Don’t Know Their Numbers (Yet)
This came up in almost every conversation: not really knowing the numbers.
What’s your profit margin?
What are your average project costs?
Are you tracking your profitability?
It’s incredibly common, and incredibly important to address.
If you want to grow, you have to start thinking like a business owner. And that means knowing your numbers.
3. Pricing and Margins Are Universal Pain Points
Everyone I spoke with is either a freelancer or solopreneur, and pricing is a huge sticking point.
Most people start with a "freelancer mindset" around pricing. But when you're building something scalable, your rates have to carry more than just your own time. They have to support systems, tools, operations, and eventually, a team.
That shift in thinking takes time. But it’s one of the most powerful things you can do.
4. Juggling Multiple Services Early On
Offering a range of services can feel like a smart way to get more work, and in some cases, it is. Diversification has its place.
That said, I noticed some people I talked to were juggling several different offerings at once and starting to feel a bit scattered.
It’s not wrong, and it’s certainly not unusual. But it can make it harder to build solid systems, streamline operations, and create a clear identity in the market early on.
If you’re in this phase, know that it’s okay to explore. Just remember that early focus often brings clarity and momentum. You can always expand later.
5. The Will to Succeed Is Strong Across the Board
Despite the uncertainty, one thing was crystal clear: everyone I spoke to really wants to make this work.
There’s a hunger, a drive, a commitment to build something. And honestly? That’s half the battle.
You don’t need to have all the answers yet. You just need the willingness to figure them out.
❤️Listening to people at the start of their entrepreneurial journey fills me with energy. There’s something deeply exciting about seeing people take ownership of their careers and start building something of their own.
If you're on that path, know this: you're not alone, your questions are normal, and the potential is enormous.
I’m Tim Renders. I started as a freelance translator and built Entre les lignes, a boutique agency with millions in revenue throughout the years. These days, I share what I’ve learned and mentor other small language business owners grow their own boutique agency up to €1M in yearly revenue.
All the discovery calls for my one-on-one mentorship are currently fully booked (thank you for your trust!).
If you’d like to be on the waiting list to apply for one-on-one business consulting sessions with me, leave your details 👉 here.
Thank you!
— Tim Renders