In his post on this blog, John Thomas asks, “What counter-intuitive ‘secrets’ would you say there are to becoming a successful direct response copywriter, since that would be a particular business you are familiar with?”

I assume he means “freelance” direct response copywriters, since most of the top DM copywriters are in fact self-employed.

The answer, John, is the same for freelance copywriters as it is for dentists, optometrists, financial planners, attorneys, CPAs, and anyone else offering professional services on a freelance or independent basis:

Assuming you are reasonably skilled in the service you provide, the differentiating factor between those practitioners with the highest incomes and the others in the same field is the ability to marketing and sell their professional services to clients.

In other words, success at self-promotion is the biggest (but not the only) factor separating the $50,000 a year copywriter from the $500,000 a year copywriter … or the financial planner writing $1 million in premium (and earning $65,000 a year) from the one writing $10 million in premium (and earning $650,000 a year).

Do you agree? Are those who make the most money in any profession the best salespeople and marketers – or the best craftspeople and technicians?

My colleague CM, one of the world’s most successful DM copywriters, shocked me when I asked him about his success.

“Forget all that advice about ‘do what you’re passionate about,’” CM told me. “Work is about making money — as much money as you can.

“For instance, if you love horses, don’t study to be a veterinarian. Instead, go into a business where you make a lot of money. That way, you can own as many horses as you want.”

I’ve always taken a different tact: follow your passion. Do what you love to do, then find a market or application where you can make good money doing it.

Most successful people I know worked hard to get where they are. And you won’t put in long hours unless you truly love what you do.

Whose approach do you like: CM’s or mine? And why?