This Mindset Shift Can 10x Your Income | Chris Do
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What mindset shift can help you charge what you're worth?
You are the master of your destiny, not the client. People forget about this all the time.
How does the 'with or without you' energy influence negotiations?
They see the high ground. They see all the negotiation power that they have and assume that the other person holds her life. You have more opportunities to make money or more sources of income than they have to solve this problem.
My guest is Chris Doe, the founder of The Future and the guy who's taught hundreds of thousands of creatives and builders how to actually know and charge what they're worth. We're getting into the beliefs you have to break to stop selling yourself short and the framework that will change how you negotiate every single deal.
Why is charging more considered more ethical than charging less?
So I learned really early on, it's just a game.
What is price bracketing and how can it benefit negotiations?
Money is a construct like time. Why do we feel like money is so concrete? It really is not. So we should play and we should try and we can do this.
How could somebody train themselves to have this rich with money mindset if they didn't come from it? I want to start with a move that I love from you, which is when you feel like a client or even a boss is not paying you what you're worth, you have an answer to that. What's the Chris Doe move?
Well, first I want to caution everybody. Everybody thinks they're being underpaid and it's not always true.
How does scarcity create value in luxury goods?
Good point.
Right. So I just want to put that out there. And what we do is we're contextual learners. So when you hear Sally's making more money than you, you don't consider Sally's more experienced, shows up on time, does extra things, is more experienced, went to a better school than you. And you're like, well, Sally's making X. I should make X. objectively speaking, we're creating more value and we want to make more money. There's lots of ways to have this conversation. So we'll do it two ways. One with a boss and one with a client.
What is the difference between brand and marketing?
Is that okay? Let's do it. Okay. So with a boss, you really do understand that they're kind of mastering your destiny and you are not. So it's very important for you to ask them, if I'd like to make more money, what would I need to do to prove to you that I'm contributing to the company? And the answer will sometimes surprise you. People think, oh, it's do more X or Y and it could be something totally different. Something I learned through therapy a long time ago is if you want to be helpful, make sure what you're doing is considered helpful. So I would just ask, what would it take? And what we want to do is make sure what is said back to us is said as a SMART goal, something that's specific, measurable, actionable, relatable, and also time bound.
So by this time, I will have completed these things and then therefore you'll consider paying me more and we should talk about that. So as you're getting closer and closer to that goal, you should do a check-in periodically, not to be annoying. Let's just make sure I'm on track. And if you are, and if they're really a smart boss, they should say like, damn, this person has initiative, they're a good communicator, and they're proving themselves before they ask for more. And usually they'll take the initiative and say, you know what?
How can you avoid the three monsters: perfectionism, advice, and people pleasing?
You're ahead of schedule, Mary, John, Bob, we're ready to go and we'll give it to you. And because they realize it's hard to get really good people who take initiative and show that kind of gumption to move forward.
What about if you don't think you're getting paid enough by a client or a client is pushing back on your price?
Okay, totally different scenario now because you are the master of your destiny, not the client. People forget about this all the time. They cede the high ground. They cede all the negotiation power that they have and assume that the other person holds her life.
What strategies can help you visualize success and achieve your goals?
And there's something that my friend Blair Ann says all the time is that you have to remember you are the gift. He doesn't say that exact word, but you are the prize. He'll say that... You have more opportunities to make money or more sources of income than they have to solve this problem. So you need to remember that. Yeah. So I usually walk into the room knowing that I've done the work.
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Chapters
8 chapters
1
What mindset shift can help you charge what you're worth?
0:00–0:04
2
How does the 'with or without you' energy influence negotiations?
0:04–0:30
3
Why is charging more considered more ethical than charging less?
0:30–0:33
4
What is price bracketing and how can it benefit negotiations?
0:33–1:09
5
How does scarcity create value in luxury goods?
1:09–1:32
6
What is the difference between brand and marketing?
1:32–2:36
7
How can you avoid the three monsters: perfectionism, advice, and people pleasing?
2:36–3:08
8
What strategies can help you visualize success and achieve your goals?
3:08–1:15:34
Speakers
2 identifiedMore from BigDeal
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