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Chapter 1: 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.
Chapter 2: 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.
Chapter 3: Why is charging more considered more ethical than charging less?
So I learned really early on, it's just a game.
Chapter 4: 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.
Chapter 5: 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.
Chapter 6: 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?
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Chapter 7: 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.
Chapter 8: 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.
I put in the 10,000 hours of deliberate intentional practice to be good at what I do. I know that I'm going to deliver more value than I charge. I know that I'm going to hold the client's goals above my goal to make money. So I come in with the with or without you energy. I'm good with you. I'm good without you. My life was fine before you called or sent me an email or reached out and be a DM.
So I'm good. And I'm good if we work and I'm good if we don't. So you have to come into it with that attitude. Now, okay, go ahead.
Well, I was going to say it's the difference between hungry and thirsty too. And I feel like people can smell you're too thirsty and you're out there kind of trying to get clients. I need clients. I need them. As opposed to you're actually lucky to work with me. And if you're good, that is true.
Yeah, there's a neediness energy that you have. And if you've ever been around really needy people, forget about people. How about pets? The pet that needs to be held, the constant yapping all the time, you kind of grow annoyed because now it's like, I find it repulsive that this is happening. So you got to get rid of that mindset.
Okay, so we're in a situation now where I know I'm doing good work. I'm going to deliver more value than I charge. Then I have to have a conversation with them. And I'm going to say my price. I'm going to say without a question mark at the end. I'm not going to use the rising intonation like I invite you to negotiate me down. I'm going to say it like I say my name.
There's not a question mark there. I'm going to say it like I know my height or my weight that day. And I'm going to say it. I'm going to pause. I'm going to be silent. This usually is in a pocket of discomfort, the silence that we start to betray ourselves. We start to say, well, what if we did this and that? You start to negotiate down and they sense it like that.
They know it, so they're going to ask for more and ask you to lower your price. They're going to look at other options because they're feeling something that maybe hasn't even been articulated, but we're really good at detecting vibe, aura, or energy. We know that you need it more than I need you.
You know what else is interesting is once you get a really big organization, you have salespeople, right? So right now we run a couple of companies. These companies are pretty big. We've got a ton of salespeople. You have to hold the line and let's call it vibe or aura so high that those underneath you still can catch some of that.
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