Speaker 1: It's time for the b a q a A, the
Speaker 1: b a q A what you saying? The b a
Speaker 1: q eight with Manda, the b a q A with
Speaker 1: Tiffan A, the b a q a A bright ambition
Speaker 1: question and answers.
Speaker 2: You have questions, we have some answers.
Speaker 1: Although we are not your attorney, we are not your
Speaker 1: financial advisor, but we are two really smart brown girls
Speaker 1: that know a thing or two about business, career and
Speaker 1: personal finance.
Speaker 2: So let your questions come on in.
Speaker 1: But we're excited, right Mandy, this time we're having a
Speaker 1: little different twist what we gonna do this week.
Speaker 3: You're putting me in the hot seat excited slash nervous.
Speaker 3: So we decided because Tiff and I are, well, you're
Speaker 3: at a point where you are raising your rates as
Speaker 3: you should be and on this whole new like level,
Speaker 3: playing like this whole new playing field as a as
Speaker 3: a as a badass business owner, as an ex expert,
Speaker 3: as a source all those things, as a speaker, and
Speaker 3: have lots of questions about, like, okay, how to go
Speaker 3: about negotiating rate increases and having those awkward conversations. And
Speaker 3: your girl is a negotiating queen, and I love it,
Speaker 3: so I can't wait to hear your questions. So today's
Speaker 3: show is going to be Tiffany grilling me with her
Speaker 3: all of her negotiating questions from the budgetista. And then
Speaker 3: next week I'm excited because as I am building my
Speaker 3: business Bandy Money and I'm about to relaunch Mandy money
Speaker 3: Makers and all these exciting things, I am going to
Speaker 3: take my questions to Tiffany about how to approach this
Speaker 3: online business empire that I hope to build, and y'all
Speaker 3: get to sit and hopefully you'll learn from us answering
Speaker 3: each other. Yeah, so this is going to be a
Speaker 3: little bit different, a little bit juicy.
Speaker 2: Yeah, before we.
Speaker 3: Get started, should we mention our exciting news for them
Speaker 3: as well?
Speaker 1: Yes, because we're not. It's not just gonna be me
Speaker 1: and Mandy hot seating each other. You guys are going
Speaker 1: to get a chance to enter into the studios and
Speaker 1: hot seat up. So that's just gonna look like literally,
Speaker 1: like you know, one of you'll multiple BA Family listeners.
Speaker 1: You're coming into the studio now at the same time,
Speaker 1: but coming into the virtual studio and then peppering us
Speaker 1: with career, business and personal finance questions as well, so
Speaker 1: you know, we're gonna still we're gonna mix that in
Speaker 1: with our normal ba QA you know the way we're
Speaker 1: a template that we normally do, but we just wanted
Speaker 1: to change it up and get a chance to like
Speaker 1: hear from you guys. And if you're wanting, man, it's
Speaker 1: gonna share. Like if you want to be on podcast
Speaker 1: with us, you you know, this is what you can do.
Speaker 1: Like I said, you don't have to physically be here,
Speaker 1: You're just gonna join us digitally online. Here's what you
Speaker 1: do if you if you like to be in the
Speaker 1: studio and ask your questions.
Speaker 3: Yeah. So instructions are as follows. To be considered to
Speaker 3: be a guest for the ba Q b a Q
Speaker 3: and a episode of brod Ambition, go to Instagram, make
Speaker 3: sure you're following us so that your message will end
Speaker 3: up in our inbox that we actually see and set
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Speaker 3: little bit about yourself, why you want to be on
Speaker 3: the b a Q and A, and what types of
Speaker 3: questions you may have. We're not looking for just one question.
Speaker 3: You may have multiple questions like we actually want to
Speaker 3: hang out with you on the ba Q and A
Speaker 3: and see all the different questions. Maybe it's a little
Speaker 3: bit career, maybe a little bit fine, it's a little
Speaker 3: bit of investing. We're so excited. So head to brown
Speaker 3: Ambision podcast on IG slide into our dms. What they
Speaker 3: voice Note this is important, not just a written answer,
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Speaker 3: we're excited.
Speaker 1: Yes, So this came about like this, like me, this
Speaker 1: kind of like Q and A of them doing Mandy
Speaker 1: CAMDBAT Because so you guys know already that Mandy is
Speaker 1: like this master negotiator. She's been helping women, you know,
Speaker 1: make more and ask for more, and most recently she
Speaker 1: came out with this scripts product, which I was like,
Speaker 1: wait a minute, I need it because I struggle with negotiating.
Speaker 1: And so it's nineteen scripts right to help you. What
Speaker 1: is the nineteenth script to help.
Speaker 3: You nineteen word for word scripts to help you negotiate
Speaker 3: without leaving money on the table. So what to say
Speaker 3: when you are submitting a counter offer? I have a
Speaker 3: literal template counteroffer letter, but I also have many scripts
Speaker 3: for what to say if you're on the phone and
Speaker 3: your recruiter is like, oh, but you said that this
Speaker 3: you know, salary was fine when we first talked, or
Speaker 3: you know, I don't know about salaries being negotiable? What
Speaker 3: about equity? Like those types of conversations that happen. And this,
Speaker 3: this guide came about after over a year of talking
Speaker 3: to hundreds of women across the country doing the One
Speaker 3: I Want coaching, doing my full coaching program Mandy money
Speaker 3: Makers and get an understanding that one of the biggest
Speaker 3: reasons women's women are not negotiating women of color especially
Speaker 3: is that we just don't know what to say and
Speaker 3: it's awkward enough, like even if you do know what's
Speaker 3: important to negotiate, you get stuck. I'm like, so, now,
Speaker 3: who's going to tell me what to say? So I
Speaker 3: have solved that issue for you guys, and already and
Speaker 3: hearing that one of the people who've down one of
Speaker 3: the women who downloaded the guides earned an additional three
Speaker 3: thousand dollars. That's on a recent job offer.
Speaker 1: It's so if you want to get to my office,
Speaker 1: but if you want to get it, it's mandyscripts dot
Speaker 1: com right.
Speaker 3: Oh, thank you, Mandy Moneyscripts dot com, Mandy Money, Mandy Money.
Speaker 3: Tiffany's always like, sell the girl. What's the link at
Speaker 3: mandymoneyscripts dot com to pick up your copy. You can
Speaker 3: also go to Mandy money dot com slash shop. It's
Speaker 3: out there.
Speaker 1: But so I wanted to, like, just I want to
Speaker 1: kind of give you that like preface, because that's I
Speaker 1: want you to understand how this came about. Because when
Speaker 1: Mandy with sharing that during our last episode, I was like,
Speaker 1: hold up, wait a minute, let me get some time
Speaker 1: in it, because so now now than so normally typically
Speaker 1: what I do, Mandy, So now like you know, y'all
Speaker 1: just gonna have to listening because I got some real questions. Right, So,
Speaker 1: typically if you do what every year, what I do,
Speaker 1: Mandy is that I raise my race just off GP.
Speaker 1: I call it just the GP race, you know, general principle.
Speaker 1: Because I'm like, it's a new year, child inflation is
Speaker 1: out here inflating, you got to pay more yesterday's price
Speaker 1: in today's price. But then there are moments when something
Speaker 1: happens that you know, it feels like it makes sense
Speaker 1: to raise the raids because I'm quote unquote more visibly valuable,
Speaker 1: you know. And so with my new Netflix documentary Get
Speaker 1: Smart with Money, it has just really transformed the way,
Speaker 1: you know, I think people. It really just elevated the
Speaker 1: brand to another level, the budgetnista, and so I'm just
Speaker 1: so I'm struggling with because I'm already not inexpensive, you know,
Speaker 1: and I'm just like, well.
Speaker 2: One, how do why? Because I'm not gonna lie.
Speaker 1: Usually when I raise my raids, Mandy, there's no rhym
Speaker 1: or reason. I just be like that sounds cute. Yeah, right,
Speaker 1: So one first question I have is how do I
Speaker 1: really figure out what makes sense? You know, like how
Speaker 1: much more I should be charging based upon? Like what
Speaker 1: are my metrics I should be looking at that you suggest?
Speaker 3: Yeah, well, I think first and foremost. And this goes
Speaker 3: for anyone who's negotiating and trying to increase your your
Speaker 3: perception of your value, because sometimes it doesn't feel like
Speaker 3: you yourself have changed so much. You've always been doing this, right, Like,
Speaker 3: your your skill set have grows, probably incrementally all the time.
Speaker 3: But you know, you know what you know, and you
Speaker 3: do what you do, and you've been doing it for
Speaker 3: a long time. You're very good at it. So what
Speaker 3: helps is when I flip it and I'm like, so,
Speaker 3: how much more valuable is your time today than it was,
Speaker 3: you know, a year ago. That's really what it comes
Speaker 3: comes to when, like when right now, with this documentary
Speaker 3: coming out, and of course with the book so well
Speaker 3: and everything else that you have going on, you have
Speaker 3: more and more opportunities coming your way, and your time
Speaker 3: is still limited. So I mean that's just simple economics.
Speaker 3: Limited supply of time, more demand for that time means
Speaker 3: that your time is valued much much more as far
Speaker 3: as what to aim for. So I think that one
Speaker 3: of the things we talked about. I don't know how
Speaker 3: specific you're going to get with numbers when we have
Speaker 3: all of our bea fan listening.
Speaker 1: None only here do you know me? So, if I'm
Speaker 1: main candidate right now, my keynote is fifty thousand dollars
Speaker 1: and that does not include travel, It does not include
Speaker 1: accommodations or anything like that. And if you're wanting me
Speaker 1: to like, because sometimes the keynote also involves me like
Speaker 1: staying for because there's also like a travel day where
Speaker 1: if I'm staying there for like you know, like the
Speaker 1: twenty four hours of you know, forty eight hours, it's
Speaker 1: fourteen thousand dollars per travel day. So honestly, to do
Speaker 1: a whole event, it could be upwards of like seventy
Speaker 1: one thousand, but just a raw, raw.
Speaker 2: Keynote is fifty.
Speaker 1: And my financial advisor, Angelie I was just sharing with her, like, oh,
Speaker 1: I'm at fifteen and I think I'm gonna push it
Speaker 1: to sixty five, maybe seventy.
Speaker 2: And she was like, or one hundred.
Speaker 1: And I'm like, well, that seems like a lot. She said,
Speaker 1: because Ajulie works with high net worth individuals. And she
Speaker 1: said a handful of them also like you know, speak
Speaker 1: or whatever. They don't do what I do particularly, but
Speaker 1: like do their own speaking or whatever. And she said,
Speaker 1: and almost all of them are at one hundred thousand
Speaker 1: or more. And you know the difference between them and you, Tiffany,
Speaker 1: And I was like no. She was like, they're white,
Speaker 1: and they're mail was a favorite, and they accomplished less
Speaker 1: than you have. And I was like, say what now,
Speaker 1: she said, Tiffany, not one of them is a New
Speaker 1: York Times bestseller, not one of them has a thing
Speaker 1: on Netflix, not that one of them has gotten a
Speaker 1: law pass, not one of them has been on the
Speaker 1: cover of Money magazine. Not what she was like listing
Speaker 1: all of the things that I've accomplished, and she was
Speaker 1: just like, and yet you're charging half, you know, She's like,
Speaker 1: do I think that they're overcharging? No?
Speaker 2: Do I think that you're under absolutely? And so I
Speaker 2: was like, it just seemed like so much, you know,
Speaker 2: like I'm trying to break out. I know this sounds
Speaker 2: crazy cause you might be listening.
Speaker 1: Like what tivity the hell you been fifteen years in
Speaker 1: the game, But I just it just seems like, so
Speaker 1: what if someone because this has happened, I will say,
Speaker 1: I know that fifty is too low, because this year alone,
Speaker 1: about six or so companies have paid fifty as if
Speaker 1: it was like pocket change. They want to Yeah, sure,
Speaker 1: And I was like, ah, you know, but there was
Speaker 1: one company particularly that gave me a little bit of
Speaker 1: pushback about the pricing being a little high, and so
Speaker 1: I guess I'm afraid if I push it to that
Speaker 1: one hundred. What do I do because I'm always fumbling
Speaker 1: when people push back, So what what do you say
Speaker 1: when someone's like that seems high? You know, like what
Speaker 1: is that script?
Speaker 3: Well, that's when the fun began. That's when the fun begins.
Speaker 3: So the first thing that you said, well, there's a
Speaker 3: couple of things. One you did. The best thing possible
Speaker 3: when it comes to understanding your value is talking to
Speaker 3: other people at that level or a source of information
Speaker 3: that will give you a sense of what other people
Speaker 3: in your field. Because it's kind of like trying to
Speaker 3: price a house right right now, you're in a hot neighborhood,
Speaker 3: like to the budget needs to mansion, Like a Starbucks
Speaker 3: just opened up, there's a Trader Joe's down the down
Speaker 3: the street. It seems like like you're you're on the
Speaker 3: up and up, you know what I mean. They just
Speaker 3: built a nice lush park in the backyard. Like maybe
Speaker 3: you just add in an addition to the house. I
Speaker 3: don't know, like your house, your your value has gone
Speaker 3: up because of the upgrades, right, So think of it
Speaker 3: that way as well. But at the same time, it's
Speaker 3: very subjective. It's like what will other people pay for
Speaker 3: this and you look at the comps, right, So you
Speaker 3: talking to Angelie and finding out what those other people
Speaker 3: in her network are earning. That's you looking at comparable
Speaker 3: homes in the neighborhood and seeing what they're selling for.
Speaker 3: That's just savvy, right, that's just smart. That's the first
Speaker 3: smart tactic and the first thing I'll all point out.
Speaker 3: The second thing is like when it comes to the
Speaker 3: fact that those six those six companies were like fifty
Speaker 3: k yeah, sure, here's the information, here's a contract sign it.
Speaker 3: That's when you are, you know, sharing your numbers in
Speaker 3: a negotiation and there's no counter it's just mm okay.
Speaker 3: That should tell you that you're coming in too low.
Speaker 3: And I know that this seems counterintuitive because we want
Speaker 3: Our tendency is to want to avoid friction, right. We
Speaker 3: want to like say what we want and have them
Speaker 3: be like sure and then hey, no awkwardness, just all fine.
Speaker 3: But when you get to the point where they're pushing back,
Speaker 3: that to me is a good indication. It feels uncomfortable
Speaker 3: because you're like, oh shit, now I have to say
Speaker 3: something back. But this is a great indication that you're
Speaker 3: getting close, Like you're getting in that ballpark that you're
Speaker 3: coming in at a level where maybe it's not so
Speaker 3: easy for them to just say, oh, yeah, that's within
Speaker 3: my budget. They may need to take a couple of
Speaker 3: additional steps to get approval for the rate that you're
Speaker 3: offering them. And that's fine. So at this point, if
Speaker 3: they say it depends on if they're saying absolutely not,
Speaker 3: our budget is firm, et cetera. But if all they
Speaker 3: say is, you know, that's a bit higher than we
Speaker 3: were anticipating, And then what's the question after that is like,
Speaker 3: that's a bit higher than we anticipate. It isn't negotiable?
Speaker 2: Yeah, you know, yes, that is the question after that.
Speaker 2: Mm hmm. Yeah.
Speaker 3: So then at that point, I think it's important to
Speaker 3: be firm. And here's why. In your case, you have
Speaker 3: a lot of opportunities coming to you. You can afford
Speaker 3: for one of those opportunities to be out of your
Speaker 3: to be out, for you to be out of their budget,
Speaker 3: and for them to say no. And this is what
Speaker 3: I have said to many clients, which is that when
Speaker 3: you say no and you create a boundary there and
Speaker 3: you're willing to walk away, you have the most leverage
Speaker 3: in a negotiation and it's important that the person hears
Speaker 3: no because the person you're talking to you're someone who's
Speaker 3: probably speaking to people on the marketing side of a company.
Speaker 3: So they have a certain amount of a marketing budget
Speaker 3: that they can spend on an annual basis, and commonly
Speaker 3: those budgets are decided, you know, Q four for the
Speaker 3: following year. So they may be coming to you like
Speaker 3: in June or July, but their budget's already been approved
Speaker 3: for the whole of twenty twenty two. And yeah, and
Speaker 3: maybe if they said yes to your one hundred k,
Speaker 3: that's fifty k less that they have to do the
Speaker 3: other things that they were planning to do, you know
Speaker 3: what I mean. But it's about like, it's about planting
Speaker 3: that seed in their mind that Tiffany's price is much
Speaker 3: higher than we can afford. Because I promise you, when
Speaker 3: they go into their Q four planning for the following year,
Speaker 3: they're going to have to put together their proposal for
Speaker 3: their budget and they're gonna up it because they're like,
Speaker 3: if we really want Tiffany to come back for this
Speaker 3: event next year, or to come for this event next year,
Speaker 3: you know, her price is not fifty k anymore. It's
Speaker 3: one hundred K. So if they really want you, that's well,
Speaker 3: they'll put in that request for more. And I know
Speaker 3: that that means walking away from fifty K. That's not nothing.
Speaker 3: It's still a lot of money. Right, But if you
Speaker 3: can afford to do that because your time is more
Speaker 3: valuable and you were getting paid, commenceate with that value.
Speaker 1: Right, You're right, you know it, And that that actually,
Speaker 1: like is super super helpful because here's what I would notice,
Speaker 1: and it explains what I call the gap. Right, So
Speaker 1: what I notice is every time I would raise my rates,
Speaker 1: there would be a gap in earnings because there were
Speaker 1: companies scrambling to one. It was like the people who
Speaker 1: couldn't afford me for real, for real had to fall off,
Speaker 1: and the people that might be able to afford me
Speaker 1: had to almost like readjust their budget to your point.
Speaker 1: You know, maybe it's six months or a year from
Speaker 1: now and then so they'd be like a gap and
Speaker 1: then all of a sudden, I'm making my money, you
Speaker 1: know what I've asked for. And so that makes sense
Speaker 1: that they're right, because sometimes I think we forget that,
Speaker 1: you know, companies, because I know we do. We set
Speaker 1: apart our we do our budget the year before. So
Speaker 1: if something is way out of budget, unless you're like
Speaker 1: this huge corporation where fifty thousand is nothing, you know,
Speaker 1: if something is way out of budget, then you might
Speaker 1: be like, I have to see you in the next
Speaker 1: go round. But if I don't set my number in
Speaker 1: a way that respects my time, then they won't respect
Speaker 1: my time. You know, it'll be like, well, what's wrong
Speaker 1: with Tiffany? You know, like because everybody else out here
Speaker 1: charge dot dot dot. You know, that was really that
Speaker 1: was really helpful because that is something you wouldn't think
Speaker 1: that I would struggle with that.
Speaker 2: But the truth is, I don't have this is not
Speaker 2: me two to my own horn.
Speaker 1: There're not too many people in the in the in
Speaker 1: the space that I'm in making that I know, you
Speaker 1: know what I mean. Like unfortunately, you know, even with
Speaker 1: some of my mentors, they haven't reached this level of
Speaker 1: earning as far as like he knows some things that
Speaker 1: you know, So it's not a ton of people to
Speaker 1: reach out to it. And honestly, everyone's not you know,
Speaker 1: and rightfully, so everybody can have their own business.
Speaker 2: You know, I just like to be talking about my money.
Speaker 1: But you know, everyone doesn't also want to share necessarily,
Speaker 1: you know, And so it's just like to ask the
Speaker 1: questions like, well.
Speaker 2: How much are you making? I don't even know what's normal.
Speaker 2: I don't know what a lot is.
Speaker 3: We got to find those rooms. That's the thing. You
Speaker 3: need to be in a different room in the house, now,
Speaker 3: you know what I mean. And I think it's really
Speaker 3: important to also understand, like, of course there's period to
Speaker 3: peer networking, but we all should have people who are
Speaker 3: like levels above where we are now to help us understand.
Speaker 3: So I'm thinking like, and of course, I don't think
Speaker 3: in your case, it has to be someone who's talking
Speaker 3: about personal finance, you know, or or business or whatever
Speaker 3: it is that you're getting tapped to do keynotes for.
Speaker 3: But who are the most you know, the the most
Speaker 3: common keynotes who are being tapped by you know, major
Speaker 3: corporations and maybe even asking your clients, Hey, so could
Speaker 3: you just share with me who are the more recent
Speaker 3: people that you guys have hired or anyone that you
Speaker 3: know who's who tends to get hired by companies and
Speaker 3: connecting with them, you know, even like they should be
Speaker 3: honored to be reached out to you, you know, reached
Speaker 3: out by you.
Speaker 1: But you know, I just think it's like, you know,
Speaker 1: my girl lovely, she speaks at a lot of corporations.
Speaker 1: I'm like, you know what, I want to reach out and.
Speaker 2: Be like, yeah, you know, I don't know. You know,
Speaker 2: we talked about it maybe some years back, but I not.
Speaker 1: I mean, we talk, you know, like regularly, but I haven't.
Speaker 1: Actually I didn't think about that because she, you know,
Speaker 1: does amazing work with corporations, and You're right, I could
Speaker 1: just feel like, hey, you know, what do you make it?
Speaker 1: And she's in those rooms where she knows. Was like,
Speaker 1: that's hot paid to be like, well, girl making this.
Speaker 1: But honestly, from what I say, you need to be
Speaker 1: making this, I am. You know, I'm gona put that.
Speaker 1: Let me put a little have a notebook, if you're
Speaker 1: not taking notes, rewinding, start again, and so I'm gonna
Speaker 1: put on.
Speaker 3: I know that these are like levels that that are
Speaker 3: not super relatable to everyone, but the core messages who
Speaker 3: can you reach to? Who is in rooms that maybe
Speaker 3: you don't have access to or is aware and maybe
Speaker 3: it's lovey and maybe it's a colleague that you used
Speaker 3: to work with. I had a great mentor you guys,
Speaker 3: you guys know we both know Nick from Magnified Money. Yeah,
Speaker 3: my favorite, my favorite white ally Nick who had a
Speaker 3: who had a who had a serious impact on me
Speaker 3: in my negotiating style because he had come from the
Speaker 3: big bank industry. He worked for like bark places like
Speaker 3: Barclays and these big credit card companies before he and
Speaker 3: I met, and he used to make it seem so casual, like, oh,
Speaker 3: that's a lot, that's not that much, you know, when
Speaker 3: I when I'd be handling negotiations with people that I
Speaker 3: was hiring, Well, let's just give her a couple extra thousand,
Speaker 3: let's just give her. Why are we why are we
Speaker 3: fighting over ten thousand dollars? Like it's a lot of money.
Speaker 3: Like he would say those types of things, and I'd
Speaker 3: be like, oh okay, And that helped me normalize. And
Speaker 3: so the more you can sort of invite voices in
Speaker 3: that will help you think a little bit bigger then.
Speaker 3: And it's not meant to always be comfortable, like it'll
Speaker 3: take some time before it to get you know, before
Speaker 3: it gets comfortable. That's why Angelie is like, yeah, this
Speaker 3: guy makes that because she's seeing it time and time.
Speaker 2: Again, time and time again. She was like, girlrmalized.
Speaker 1: You know.
Speaker 2: I was over here, like, you know, I'm just make
Speaker 2: a little fifty. She was like, I know you think
Speaker 2: that's a big deal. It's not.
Speaker 1: I was like, whit what She helpoed me brorack like,
Speaker 1: oh that's cute. Yeah, you're under by like a half.
Speaker 3: All right, let's take a quick breaking break and we'll
Speaker 3: be right back with more B a Q and A.
Speaker 1: I feel like the biggest takeaways for me, I'm saying
Speaker 1: for myself, but also y'all listening, are one consider how
Speaker 1: much more valuable my time is. That was That was
Speaker 1: a huge takeaway for me. Two understand, like to really
Speaker 1: understand like my monetary value as far as my time,
Speaker 1: you know, reach out to a reputable source if I
Speaker 1: don't have direct access like somebody like an angelie who's
Speaker 1: seeing ton a ton of these people, or directly to
Speaker 1: my friend Lovey who does this all the time. Three
Speaker 1: look at comps, you know, like who else is in
Speaker 1: this industry that are that's comparable in reaching out to
Speaker 1: them modesty and being honest and being like, I do
Speaker 1: you mind sharing what you're making? So something else I
Speaker 1: took away that if you get no counter. This is
Speaker 1: just across the board, you get no counter them. As
Speaker 1: you're coming into law, there should be some resistance. You know.
Speaker 1: Something else that I took away too was that pushback
Speaker 1: means my numbers are close, so it's okay to get
Speaker 1: pushed back. Sometimes there's pushback is honestly, that's totally out
Speaker 1: of our budget. You know, it's like a little small.
Speaker 2: School and that we don't have it. Boom okay.
Speaker 1: But then if it's like is there any you know,
Speaker 1: is there any wiggle room here? It means yes, that
Speaker 1: wiggle room or is it negotiable? Means that there's some
Speaker 1: money there and they're just trying to tap into it.
Speaker 1: What else I took away is to be firm and yeah, no,
Speaker 1: this was honestly, this was so helpful. I know that typically,
Speaker 1: you know, y'all know Mandy as like the career coach
Speaker 1: when it comes to negotiating. But what I've learned is
Speaker 1: that negotiating is negotiating is negotiating, and it's a skill
Speaker 1: set that I am still practicing, you know, despite all
Speaker 1: that I've done thus far. It's not something that comes
Speaker 1: supernatural to me. And I hope you take away that
Speaker 1: like you can learn so much. So one of the
Speaker 1: things I was just listening to our podcast interview with
Speaker 1: Ray of informally of Insecure and now she's got rap shit,
Speaker 1: that's her new HBO. So so she said something years ago.
Speaker 1: You know, we all know she's hilarious. She was like, man,
Speaker 1: everybody want a network vertically upward. She was like, Beyonce
Speaker 1: is busy, bitch. She was like, how about you network horizontally?
Speaker 1: She said, you know some dope people that you went
Speaker 1: to school with, that you connect with, that you like,
Speaker 1: they know things too, And thought, I hope that a
Speaker 1: major takeaway is that this is horizontal networking, you know,
Speaker 1: like and like it's obviously it's definitely.
Speaker 3: Great for saying that I am horizontal to you.
Speaker 1: Yeah, I know, but it is because we're friends and
Speaker 1: you out like the city Trump off. Because here's the
Speaker 1: thing that I call it situationally important. Right, So, like,
Speaker 1: if I'm on a plane and I'm having a heart
Speaker 1: attack and former President of Barack Obama's on the plane
Speaker 1: and a doctor from Irvington, New Jersey's on the plane.
Speaker 1: As much as I love the former president, I don't
Speaker 1: give a what bring me that doctor from Irvington. I
Speaker 1: don't care if if he was a veterinarian, bring me that,
Speaker 1: Bring me the veterinarian, because he's he's closer to the
Speaker 1: type of help I need in that moment in time,
Speaker 1: and that nobody is important over all things at all times.
Speaker 1: Like when you came home, I know, Rio was like
Speaker 1: mommy litterally you could be standing next to Michelle Obama.
Speaker 1: He's like, who that lady moms here? Because in that situation,
Speaker 1: you are most important. And so it's the same thing
Speaker 1: with like knowledge and access to it that like, yes,
Speaker 1: certainly I have been in business for a long time,
Speaker 1: but there.
Speaker 2: I don't know all the things. This is literally like
Speaker 2: one of your your your like the thing.
Speaker 1: That you specialize in, and so I don't specialize in this,
Speaker 1: and so you are the doctor on the plane. You know,
Speaker 1: when it comes to this conversation, you know, you know
Speaker 1: what I mean, preschool teacher. I'll be coming up with
Speaker 1: the analogies.
Speaker 2: No, but this was I don't say this is really
Speaker 2: hard to teach or something.
Speaker 1: But honestly, my biggest thing. I'm actually going to put
Speaker 1: this on a sticky. How much more valuable is my time?
Speaker 1: When I tell you maybe that hit me in the gut, like,
Speaker 1: you know what, Tiffy, your time is even more valuable
Speaker 1: because I'm getting pitched all the time, Bigger and bigger
Speaker 1: things are coming. I'm like, Tiffy, your time is more valuable.
Speaker 1: You can charge the hunter k because your time is
Speaker 1: more valuable. It's you know, sometimes it's hard to make
Speaker 1: the connection of like, well why should I be charging more?
Speaker 1: This is why I'm gonna put it on the sticky
Speaker 1: and put it in my you know, in a place
Speaker 1: where I can see it. Like, Tiffany, this is why
Speaker 1: you charge more because your time is way more valuable
Speaker 1: because you've you've expanded the value.
Speaker 2: That you bring to the table. And so like this
Speaker 2: was so good, Mandrid It's like a do this, like
Speaker 2: it's just for a living or something.
Speaker 3: And yes, I do. And you also had some responses
Speaker 3: that I hear all the time, Like I can count
Speaker 3: like just dozens of times I have been talking to
Speaker 3: someone during a coaching call and they're like, oh, I
Speaker 3: do know this one person. They write their name down
Speaker 3: and I'm like yes, it's like we do have we
Speaker 3: do have people in our network. We feel powerless, but
Speaker 3: once you talk it through with someone you can start
Speaker 3: to see. It's about who can you connect with and
Speaker 3: those connections bay Baye, like that is the powerful stuff.
Speaker 3: At Finncom last week, I had a three minute conversation
Speaker 3: in the hallway with someone who was blown away it
Speaker 3: has way more followers than me, like like a million
Speaker 3: times more on TikTok and was blown away by what
Speaker 3: I had negotiated for a speaking engagement. And I was like,
Speaker 3: but you know what, that felt good because I had
Speaker 3: nothing to compare myself too. I'm just out here, like
Speaker 3: and we need to be talking about these things, you know,
Speaker 3: and understanding. And it's about getting over that little hump
Speaker 3: of the awkwardness and the discomfort. And what I like
Speaker 3: to say is like it's always going to be a
Speaker 3: little bit awkward. You just got to like push through.
Speaker 3: And that's why I love the scripts. Right, So I
Speaker 3: talk to you about like having your assistant rose and
Speaker 3: you just like write down, like here's some boilerplate responses
Speaker 3: we're going to send so that there's never like that
Speaker 3: hemming and hawing over what to say, and then you
Speaker 3: you know, you have something to start from. But thanks
Speaker 3: for the question.
Speaker 1: Now that's got So I'm gonna give myself some homework.
Speaker 1: My homework is I'm going to update my rate sheet.
Speaker 1: That is my homework. Any other homework you want to
Speaker 1: give me?
Speaker 3: Yes, So, oh, this is one thing I didn't get
Speaker 3: to say. Go ahead and let your past clients know,
Speaker 3: because even if they haven't reached out to you right now,
Speaker 3: we talked about them planning their budgets for the next year, right,
Speaker 3: so go ahead and let them know, girl, go ahead
Speaker 3: and let them know. It's like sending a little like, hey,
Speaker 3: like a little Christmas card in September. Here's what we've
Speaker 3: been up to.
Speaker 2: Here are the raids.
Speaker 3: Hope everyone's well.
Speaker 2: That wishes I was like, that is so old, manie.
Speaker 1: This is honestly, I'm like giggling because you're right because
Speaker 1: the year's not up yet. And if they're gonna get
Speaker 1: their money together and get it together now, oh okay,
Speaker 1: so I'm gonna.
Speaker 3: The big ideas for next year are happening now, especially
Speaker 3: for the types of talks that you're that you're getting.
Speaker 3: You know, there's and maybe even like now, but the
Speaker 3: year after that now, so definitely the ones that you
Speaker 3: really enjoy doing that you want to do again, reach
Speaker 3: out to them the other thing is you know, understanding,
Speaker 3: like if you have to just say no period to something,
Speaker 3: that that's okay and that you may hear from them again.
Speaker 3: I got offered a panel. I got a LinkedIn request
Speaker 3: from someone wanting me to speak on a panel. It's
Speaker 3: not that far from me. They wanted to pay me
Speaker 3: fifty dollars. It's just down it's not that far and
Speaker 3: the honorarium was fifty dollars and it's one of those nonprofits.
Speaker 3: And I thought about it. I thought about it, and
Speaker 3: even I had to be like, no, just say no, Mandy,
Speaker 3: why are you struggling? And so I sent the message
Speaker 3: and I was like, you know, honestly, no, here's my minimum.
Speaker 3: And the response back was thank you for letting me know.
Speaker 3: I'm currently pushing for a bigger budget and I will
Speaker 3: pass this along. That's why it's powerful. I could have
Speaker 3: done it for fifty dollars because at the end of
Speaker 3: the day, yeah, sure, I'll do it whatever. But I
Speaker 3: think it's so much more powerful for the next people
Speaker 3: behind me too, to let them know that this ain't
Speaker 3: it like my time is.
Speaker 1: So I feel like if I'm gonna do it either,
Speaker 1: if I'm going to work for damn near for free.
Speaker 2: I'll do it for free.
Speaker 3: Meaning if I'm just voluncing myself, I'm like nothing, yeah,
Speaker 3: the whole thing, because it's not true.
Speaker 2: I tell myself that all the time.
Speaker 1: I'm like, Tiffany, if you gonna do it for free,
Speaker 1: do it for free for real, just because you're like,
Speaker 1: you know, like the Girls Scout Troops. I've helped my
Speaker 1: friends Girls Scout Troops get their their financial literacy badges.
Speaker 2: Obviously I'm not looking for her to pay me, but
Speaker 2: it's free.
Speaker 1: This like uh kind of so it's like, no, it's
Speaker 1: either free or it's not, which you know, I know
Speaker 1: a lot of people who don't do anything for free,
Speaker 1: which that's your business, as Auntie Tap would say. But
Speaker 1: you know, I don't mind that I'm volunteering time for
Speaker 1: like homeless shelters, especially women's shelters, or Girls Scout Troops.
Speaker 1: Those things are fine. But yeah, like this kind of like, well,
Speaker 1: I know you said fifty, but we have a thousand.
Speaker 2: It's like, in other words, you don't have it's free,
Speaker 2: you know.
Speaker 3: In other words, so I homework and yes, so just
Speaker 3: don't have to work more nugget well more nugget. One
Speaker 3: more nugget. Here's another way you can sort of reverse
Speaker 3: engineer your rate because I know you don't work every
Speaker 3: day like and you're a big reason why I love
Speaker 3: a calendar block and not working on Fridays and random days.
Speaker 3: So the number of days you can actually work in
Speaker 3: a year is very limited because you have other things
Speaker 3: that you value. You value your family and traveling and
Speaker 3: doing things for free, right, So getting to give back
Speaker 3: to your community, I know is really important to you.
Speaker 3: So if you reverse engineer, you know your goal income
Speaker 3: for your business for the budgetiesta for the year, and
Speaker 3: then how many days hours you actually have to get there,
Speaker 3: then that can kind of give you a sense of
Speaker 3: per event. Or if I'm going to do ten keynotes
Speaker 3: to get me to this goal that I have for
Speaker 3: my keynote revenue, man, how much should I be charging
Speaker 3: for each one? So if your goal is a million
Speaker 3: dollars of keynotes, and timing wise, you know with the
Speaker 3: amount of time it takes to put into presenting a keynote,
Speaker 3: with the travel days and the recovery time, because if
Speaker 3: you're like me, you need to you need a long
Speaker 3: recovery after a big presentation like how many of those
Speaker 3: can you really do in a year, and then maybe
Speaker 3: it's you know, ten fifteen keynotes and then kind of
Speaker 3: go backward from there to figure out how much one
Speaker 3: of those could be worth to you, as well as
Speaker 3: sort of going out there. It's a combination of all
Speaker 3: these things that as well as going out and getting
Speaker 3: the comps to kind of get to a number that
Speaker 3: feels right. It's valuing your time, and it's valuing you
Speaker 3: compared to your peers.
Speaker 1: Okay, let that I just write it down. So I'm
Speaker 1: just writing down my jock. My homework is update my
Speaker 1: rade sheet, let past clients know, and then reverse engineer.
Speaker 1: I like that to be like, if I want to
Speaker 1: get to a million dollars of speaking based upon like
Speaker 1: you know, I'm going on vacation four times, I'm gonna
Speaker 1: I don't work Fridays, I don't work Wednesdays, and I
Speaker 1: really don't work weekends unless I'm like I'm traveling or whatever.
Speaker 1: So like it leads me, leads me with a limited
Speaker 1: number of time. So it's like, if that's the number,
Speaker 1: what do I have to make par speaking? I like
Speaker 1: that that's this is good or whatever. If you guys
Speaker 1: like this format, Like I said, we said earlier that
Speaker 1: so next week many will be asking me questions.
Speaker 2: She had no idea what question? I mean, I told
Speaker 2: her in generals negotiating.
Speaker 3: Questions, But I really had no idea. I was nervous.
Speaker 1: I mean, we, like I said, you know, this is honestly,
Speaker 1: what's so great is that this is how like Manny
Speaker 1: and I chat anyway, like we'll just be like and
Speaker 1: then so what's going to do about that one? And
Speaker 1: so I hope that the takeaway from here is one
Speaker 1: how to negotiate across the board, whether it's business, whether
Speaker 1: it's at your job whatever. That looks like like there's
Speaker 1: just some basic tips here. Two, I hope a big
Speaker 1: takeaway is that networking horizontally is so helpful, you know,
Speaker 1: because like you don't there are people in your life
Speaker 1: that's the doctor on the plane for that particular subject matter.
Speaker 1: And you know, so you know, no one is a
Speaker 1: doctor the most important person in every single room.
Speaker 2: That just doesn't happen.
Speaker 1: But certainly when there's somebody who knows some way more
Speaker 1: than you about particular topics and lean into them and
Speaker 1: then be a resource to the places that you no more.
Speaker 1: And then three, you know, Like, here's the thing. Nothing
Speaker 1: works unless you work, you know, so literally, I'm going
Speaker 1: to do my homework, like the number one thing. I'm
Speaker 1: gonna do the first two right away. I'm gonna update
Speaker 1: my rate sheet today and I'm gonna let class. I'm
Speaker 1: gonna let my agent know, Hey, let these clients know
Speaker 1: these are the new numbers. And then I'm gonna work
Speaker 1: on this week, you know, reverse engineering, but taking action quickly.
Speaker 2: I like simple and souon.
Speaker 1: So those two things I can do instantly soon as
Speaker 1: we jump off, I'm gonna do that. And then I'm
Speaker 1: my scripts because I tried to buy it last week
Speaker 1: but Mandy was not ready, but she's ready now I'm
Speaker 1: gonna buy.
Speaker 3: My Moneyscripts dot com mm hm and so because I
Speaker 3: bought your book and Molly Moore again the other night.
Speaker 2: We no, this is great. So if you are, you know,
Speaker 2: first of all, we'd love to hear.
Speaker 1: Like, did you you know tweet us We're Branda the
Speaker 1: BA podcast, Mandy on my I'm the Budjanisa, Mandy is
Speaker 1: Amanda you Mandy money on Twitter too?
Speaker 3: No, because they won't let me change it on Mandy
Speaker 3: Woodruff on Twitter Okay.
Speaker 1: So tweet us if you like b a q A.
Speaker 1: Mandy's gonna be asking me questions next week. I won't
Speaker 1: know what they are. I'll just be popping on. And
Speaker 1: then if you want to come on and you want
Speaker 1: to put us in the hot seat and you want
Speaker 1: to be live on on camera and studio with us,
Speaker 1: like you know from where you live.
Speaker 2: We would love that.
Speaker 1: Go to our ig we are brand Ambition podcast on Instagram.
Speaker 1: Send us a voice note with your question with the
Speaker 1: types of questions you want to ask and a little
Speaker 1: bit more about yourself than why you want to come
Speaker 1: on and Emani our producer is going to go through
Speaker 1: them and and we'd love to have you on, you know. So,
Speaker 1: like I said, we'll do a mix of these. We'll
Speaker 1: do a mix of you guys coming on. We'll also
Speaker 1: do a mix of our normal BAQ. I will will
Speaker 1: take your written questions, you know, so we can keep
Speaker 1: it spicy over here.
Speaker 3: Okay, seven years, we need to spice it up, keeping
Speaker 3: f you know. But this is a many Thanks so
Speaker 3: much for listening. Thank you so much, Manny, this was
Speaker 3: so how Oh you're welcome. I can't wait to hear
Speaker 3: I want well First of all, I feel like hundre
Speaker 3: k is gonna be easy. I'm just saying. I'm just saying, when.
Speaker 1: I get my first one, I'm gonna tell you. I'll
Speaker 1: come on and be I won't say who, because you
Speaker 1: know the people be bad when you be tell dabs.
Speaker 1: But I'll be like I did, I'll tell you when
Speaker 1: I get my first hundred k. Like I'm speaking, I mean,
Speaker 1: I've made obviously well over that, but like other contracts,
Speaker 1: but like specifically for a keynote, when I get that,
Speaker 1: I'm gonna let you know awesome.
Speaker 3: And don't forget to check out Get Smart with Money, y'all,
Speaker 3: Tiffany's new Netflix documentary, which is available at Netflix dot com.
Speaker 3: Don't forget to tweet her use the hashtag get Smart
Speaker 3: with Money to let everyone know that you are loving
Speaker 3: it and.
Speaker 2: It give me two thumbs up? All right?
Speaker 3: Oh yeah, two thumbs up?
Speaker 2: What else?
Speaker 3: Watch the whole thing? Yes, tell a friend, tell a friend, Yes,
Speaker 3: tweet all that. Yes, Hey, ba fam we could not
Speaker 3: this show without your support or the support of our
Speaker 3: team behind the scenes. The Brown Emission podcast is produced
Speaker 3: by Cumulus Podcast Network. It's edited by the wonderful Imani
Speaker 3: Crosby and produced by Tanya Bustos. Dennis Stimplinsky is our
Speaker 3: in house tech guru, and I am Bandy Woodard Santos,
Speaker 3: your co host, and I will see y'all next week