Alex Carter

And so I have to think about not that my way should always be right, but how can I negotiate in a way that's going to feel appropriate for that person and they're going to be able to hear me.

And so I have to think about not that my way should always be right, but how can I negotiate in a way that's going to feel appropriate for that person and they're going to be able to hear me.

Some of the problems I went through initially counting myself out because looking at the market out there and saying, well, maybe, honestly, I'm a woman in a male-dominated field and I'm a little younger. I'm not that young, Ilana. I cover my gray hair. But I'm still a little bit younger than perhaps your average negotiation keynote speaker out there.

Some of the problems I went through initially counting myself out because looking at the market out there and saying, well, maybe, honestly, I'm a woman in a male-dominated field and I'm a little younger. I'm not that young, Ilana. I cover my gray hair. But I'm still a little bit younger than perhaps your average negotiation keynote speaker out there.

And knowing that what makes you different is actually your market differentiator. It's your greatest advantage. And so one of the challenges I went through initially was looking out there and counting myself out when really people needed me. And it was just a matter of finding the people for whom I was a match. And it turns out there were a lot of those people.

And knowing that what makes you different is actually your market differentiator. It's your greatest advantage. And so one of the challenges I went through initially was looking out there and counting myself out when really people needed me. And it was just a matter of finding the people for whom I was a match. And it turns out there were a lot of those people.

So that was one of my psychological hurdles initially. Second challenge I would say, and let me be transparent on this, was pricing. Sometimes in certain industries, there's not a lot of transparency for entrepreneurs about what people charge. And here is where I found building relationships to be so important because I was coming from academia.

So that was one of my psychological hurdles initially. Second challenge I would say, and let me be transparent on this, was pricing. Sometimes in certain industries, there's not a lot of transparency for entrepreneurs about what people charge. And here is where I found building relationships to be so important because I was coming from academia.

Academia, the pay scale for speaking engagements is totally different than it is in the private sector. And through building relationships, I realized that I was underselling myself. So it took me having relationships where I could call people and say, I just need to ask you directly, what are you charging and what are you seeing out there?

Academia, the pay scale for speaking engagements is totally different than it is in the private sector. And through building relationships, I realized that I was underselling myself. So it took me having relationships where I could call people and say, I just need to ask you directly, what are you charging and what are you seeing out there?

And now I have a community of people where people reach out to me and say, I saw you worked for such and such a client. Do you mind telling me what you charged them? And I will share information because this way we can all help each other make it a little bit more transparent. Oh, I love that.

And now I have a community of people where people reach out to me and say, I saw you worked for such and such a client. Do you mind telling me what you charged them? And I will share information because this way we can all help each other make it a little bit more transparent. Oh, I love that.

The last challenge I had, Ilana, was one that I imagine many of your earlier stage entrepreneurs or founders have, where I was doing it all myself, right? And I thought to myself, I got here because I did it myself, and that's the way it has to be. And then I had a student in my class who unbelievably changed the whole way I thought about entrepreneurship.

The last challenge I had, Ilana, was one that I imagine many of your earlier stage entrepreneurs or founders have, where I was doing it all myself, right? And I thought to myself, I got here because I did it myself, and that's the way it has to be. And then I had a student in my class who unbelievably changed the whole way I thought about entrepreneurship.

This was a very wise student who'd been practicing already. And he said to me, Professor, I have a mantra. It's only do what only you can do. And I remember thinking, first of all, what a powerful statement about where you should go in your entrepreneurship. Where is it that only you can make an impact? What are the areas where other people could make an impact?

This was a very wise student who'd been practicing already. And he said to me, Professor, I have a mantra. It's only do what only you can do. And I remember thinking, first of all, what a powerful statement about where you should go in your entrepreneurship. Where is it that only you can make an impact? What are the areas where other people could make an impact?

What are the areas where you can make an impact? But it also helped me delegate because I started thinking about over the course of a week, what are the things that only I can do? And everything else is an opportunity for someone else, right? It's an opportunity for somebody else to grow in their career, for somebody else to operate in their zone of genius.

What are the areas where you can make an impact? But it also helped me delegate because I started thinking about over the course of a week, what are the things that only I can do? And everything else is an opportunity for someone else, right? It's an opportunity for somebody else to grow in their career, for somebody else to operate in their zone of genius.

And these days, now, I have a number of people who work with me, both who support me in Ask for More, but also a number of other trainers. because I was saying no to certain opportunities because I was booked or the pricing didn't work.

And these days, now, I have a number of people who work with me, both who support me in Ask for More, but also a number of other trainers. because I was saying no to certain opportunities because I was booked or the pricing didn't work.