In sales, which is what we as freelancers do to win business, even though the word seems harsh, “pay time” is any activity that gets us through the 97 “No’s” to get 3 “Yes’s.” The business of life is doing activities others won’t work such as prospecting, networking, finding a need, and meeting the need for a fair exchange of value. Even if I have to front through 97 “No’s,” being a freelancer always beats a day job for me.