I was very intrigued by "Oh, also avoid certifications." I'm planning to become a solo, freelance, contract worker in IT security. I have no certs. (I do have

I was very intrigued by "Oh, also avoid certifications." I'm planning to become a solo, freelance, contract worker in IT security. I have no certs. (I do have a PhD. in a computer related field, though.) So, how do I convince organizations to hire me in this cert obsessed world?