How Many Leads Do You Need to Go Full-Time as a Freelancer or One-Person Business?

If you're a freelancer, solopreneur or one person business, there’s a big question you need to answer before you can fully transition out of your 9-to-5:

"How many leads do I need every month to go full-time in my business?"

In the world of self-employment and one-person businesses, this question isn’t just important — it’s everything. Because if you want to generate consistent income, you need a consistent flow of leads. Leads turn into sales, and sales turn into income — the kind of income that keeps the lights on.

Not in the mood to read? Check out the video below instead!

Whether you’re just starting out or already trying to scale, this guide will help you understand exactly what you need to do to survive as a full-time freelancer. Here’s a simple 3-step strategy based on real experience to help you figure out how many leads you need to stay in business.

Step 1: Know Your Survival Number as a Freelancer

Before you can worry about how to get clients, you need to know what freelancer survival income looks like for you. That means calculating the minimum monthly income required to live — not thrive, but simply survive.

This is the baseline number that allows you to operate your business and pay your bills without panic. Think of it as your “freelancing monthly income survival goal.”

Start by listing only your essential expenses. For example, let’s take someone like Jermaine:

• Rent

• Car note

• Weekly groceries

• Phone bill

Now here’s where it gets real — you need to separate survival from comfort. A gym membership, for example, falls under comfort. During the pandemic, I didn’t have access to a gym, but I still got my workouts in by jogging around the neighborhood, doing Shaun T’s Insanity, and using push-up handles at home. In other words, survival doesn’t require luxury.

Let’s say Jermaine’s survival expenses total up to $3,000/month. Now add a 10% buffer to account for unexpected life events — car repairs, broken phones, surprise bills.

• 10% of $3,000 = $300

• Total monthly goal: $3,300/month

This is your full-time freelancer strategy baseline. It’s not savings — it’s a creative financing buffer that keeps you from spiraling when life happens. I talk about this in more detail in my book, The Anatomy Of Financial Success.

If you’re self-employed, this step is non-negotiable. It gives you the clarity you need to reverse-engineer your lead generation game.

Step 2: Track Which Lead Sources Are Converting into Clients

Once you’ve locked in your monthly income goal, the next move is tracking where your freelancer lead generation is actually coming from. Because not all leads are created equal.

A lot of people waste time spinning their wheels on content, places, events or platforms that don’t move the needle. What matters is which lead sources convert into paying clients.

Here’s a personal example:

“I regularly to a local event called MixerCloud. This is an event that helps people land jobs and clients for people in the tech field. Since i'm a video editor and a consultant, I find that I am able to get clients from this event very frequently.”

That’s a perfect example of a converting lead source — an in-person event that actually brought in business.  That single event produced more results than other regular events that I have attended.

So if you're wondering how to get clients as a freelancer, it starts with looking at what's already working. Identify what strategies or platforms are creating conversations, bookings, or closed deals.

Keep track of:

• Events like MixerCloud

• Referrals

• Specific platforms 

• Outreach efforts

This kind of lead tracking for freelancers is critical. It shows you where to focus your time and energy — and where to stop wasting it.

Step 3: Give Less Attention to Non-Converting Lead Sources

Now for the tough part: You need to stop spending time on lead sources that aren’t converting.

Let me give you another real example:

“I don’t like messaging people on Instagram, which is why I don’t focus on it. It takes too much time for little payoff. I prefer to meet people in person and network to get my clients. This scenario could be reversed for some people and that's fine. The key is too not focus on what isn't leading to revenue generation”

It’s that simple. If you're not using a platform to actively connect and close leads, it’s not going to do much for your solopreneur lead sources strategy.

A lot of people assume that doing everything from a lead generation perspective equals more sales. But as a one-person business, your time is limited. Don’t spread yourself thin on strategies that look good but don’t deliver.

So here’s the rule: Double down on what works, and reduce attention on what doesn’t.

Final Thoughts: Work Smarter, Not Harder

To thrive as a self-employed business owner, you need more than hustle. You need strategy. You need numbers. And you need focus.

Let’s recap your three-step action plan:

1. Calculate your survival income (essential monthly expenses + 10%)

2. Track what lead sources convert clients (events, platforms, outreach)

3. Reduce attention to what’s not converting (and go all-in on what is)

This is the exact method I’ve used — not theory. These are solopreneur tips that can keep your business stable, even as a one-person business with no team behind you.

If you would like to know more about thriving as a one person business owner, consider joining The Self Made Business Academy where we support people making the transition from side hustle to a full time one person business. Click here to learn more!