WEBVTT - BA Q&A: Mandi Is In The Hot Seat 0:00:06.040 --> 0:00:09.960 It's time for the b a q a A, the 0:00:10.039 --> 0:00:12.559 b a q A what you saying? The b a 0:00:13.000 --> 0:00:15.600 q eight with Manda, the b a q A with 0:00:15.680 --> 0:00:19.880 Tiffan A, the b a q a A bright ambition 0:00:20.640 --> 0:00:21.599 question and answers. 0:00:21.680 --> 0:00:23.240 You have questions, we have some answers. 0:00:23.239 --> 0:00:25.760 Although we are not your attorney, we are not your 0:00:25.760 --> 0:00:29.400 financial advisor, but we are two really smart brown girls 0:00:29.560 --> 0:00:32.720 that know a thing or two about business, career and 0:00:32.800 --> 0:00:33.640 personal finance. 0:00:33.720 --> 0:00:35.440 So let your questions come on in. 0:00:36.080 --> 0:00:38.120 But we're excited, right Mandy, this time we're having a 0:00:38.120 --> 0:00:40.640 little different twist what we gonna do this week. 0:00:41.159 --> 0:00:44.760 You're putting me in the hot seat excited slash nervous. 0:00:44.920 --> 0:00:48.159 So we decided because Tiff and I are, well, you're 0:00:48.200 --> 0:00:50.839 at a point where you are raising your rates as 0:00:50.840 --> 0:00:54.280 you should be and on this whole new like level, 0:00:54.440 --> 0:00:57.680 playing like this whole new playing field as a as 0:00:57.720 --> 0:01:00.440 a as a badass business owner, as an ex expert, 0:01:00.520 --> 0:01:03.520 as a source all those things, as a speaker, and 0:01:04.640 --> 0:01:06.480 have lots of questions about, like, okay, how to go 0:01:06.520 --> 0:01:10.920 about negotiating rate increases and having those awkward conversations. And 0:01:10.959 --> 0:01:13.880 your girl is a negotiating queen, and I love it, 0:01:13.920 --> 0:01:16.480 so I can't wait to hear your questions. So today's 0:01:16.480 --> 0:01:18.759 show is going to be Tiffany grilling me with her 0:01:19.200 --> 0:01:22.280 all of her negotiating questions from the budgetista. And then 0:01:22.400 --> 0:01:25.440 next week I'm excited because as I am building my 0:01:25.520 --> 0:01:28.800 business Bandy Money and I'm about to relaunch Mandy money 0:01:28.800 --> 0:01:31.720 Makers and all these exciting things, I am going to 0:01:31.800 --> 0:01:35.600 take my questions to Tiffany about how to approach this 0:01:35.720 --> 0:01:39.959 online business empire that I hope to build, and y'all 0:01:39.959 --> 0:01:43.240 get to sit and hopefully you'll learn from us answering 0:01:43.280 --> 0:01:45.600 each other. Yeah, so this is going to be a 0:01:45.640 --> 0:01:47.200 little bit different, a little bit juicy. 0:01:47.600 --> 0:01:48.360 Yeah, before we. 0:01:48.360 --> 0:01:51.600 Get started, should we mention our exciting news for them 0:01:51.640 --> 0:01:52.120 as well? 0:01:52.680 --> 0:01:54.520 Yes, because we're not. It's not just gonna be me 0:01:54.560 --> 0:01:56.520 and Mandy hot seating each other. You guys are going 0:01:56.560 --> 0:01:58.840 to get a chance to enter into the studios and 0:01:58.960 --> 0:02:03.120 hot seat up. So that's just gonna look like literally, 0:02:03.200 --> 0:02:08.960 like you know, one of you'll multiple BA Family listeners. 0:02:09.280 --> 0:02:11.120 You're coming into the studio now at the same time, 0:02:11.160 --> 0:02:14.280 but coming into the virtual studio and then peppering us 0:02:14.320 --> 0:02:18.440 with career, business and personal finance questions as well, so 0:02:18.880 --> 0:02:20.840 you know, we're gonna still we're gonna mix that in 0:02:20.840 --> 0:02:24.280 with our normal ba QA you know the way we're 0:02:24.280 --> 0:02:26.359 a template that we normally do, but we just wanted 0:02:26.360 --> 0:02:28.000 to change it up and get a chance to like 0:02:28.400 --> 0:02:31.280 hear from you guys. And if you're wanting, man, it's 0:02:31.280 --> 0:02:34.120 gonna share. Like if you want to be on podcast 0:02:34.200 --> 0:02:37.560 with us, you you know, this is what you can do. 0:02:37.600 --> 0:02:39.000 Like I said, you don't have to physically be here, 0:02:39.000 --> 0:02:41.200 You're just gonna join us digitally online. Here's what you 0:02:41.200 --> 0:02:42.560 do if you if you like to be in the 0:02:42.600 --> 0:02:44.160 studio and ask your questions. 0:02:44.480 --> 0:02:48.760 Yeah. So instructions are as follows. To be considered to 0:02:48.800 --> 0:02:51.320 be a guest for the ba Q b a Q 0:02:51.440 --> 0:02:54.280 and a episode of brod Ambition, go to Instagram, make 0:02:54.320 --> 0:02:56.920 sure you're following us so that your message will end 0:02:57.040 --> 0:02:59.919 up in our inbox that we actually see and set 0:03:00.040 --> 0:03:03.520 end us a voice message with your question. We want 0:03:03.520 --> 0:03:06.079 to hear your voice, hear your question. Tell us a 0:03:06.080 --> 0:03:08.120 little bit about yourself, why you want to be on 0:03:08.160 --> 0:03:10.160 the b a Q and A, and what types of 0:03:10.240 --> 0:03:13.040 questions you may have. We're not looking for just one question. 0:03:13.080 --> 0:03:15.480 You may have multiple questions like we actually want to 0:03:15.480 --> 0:03:16.919 hang out with you on the ba Q and A 0:03:17.040 --> 0:03:19.200 and see all the different questions. Maybe it's a little 0:03:19.200 --> 0:03:20.799 bit career, maybe a little bit fine, it's a little 0:03:20.800 --> 0:03:23.880 bit of investing. We're so excited. So head to brown 0:03:23.919 --> 0:03:27.840 Ambision podcast on IG slide into our dms. What they 0:03:27.919 --> 0:03:30.919 voice Note this is important, not just a written answer, 0:03:30.960 --> 0:03:33.640 but the voice message is important. If you don't know 0:03:33.639 --> 0:03:36.840 how Google is, your friends, you'll figure it out. If 0:03:36.880 --> 0:03:40.640 you love us, okay, and then our producer will be 0:03:40.760 --> 0:03:43.720 in touch if you get an opportunity to be on 0:03:43.760 --> 0:03:47.440 the show. So you know, don't don't be don't don't 0:03:47.440 --> 0:03:52.160 be crazy, okay, just be normal, be yourself. And yeah, 0:03:52.240 --> 0:03:52.880 we're excited. 0:03:53.240 --> 0:03:56.960 Yes, So this came about like this, like me, this 0:03:57.080 --> 0:03:58.760 kind of like Q and A of them doing Mandy 0:03:58.760 --> 0:04:02.080 CAMDBAT Because so you guys know already that Mandy is 0:04:02.120 --> 0:04:06.040 like this master negotiator. She's been helping women, you know, 0:04:06.440 --> 0:04:09.040 make more and ask for more, and most recently she 0:04:09.080 --> 0:04:14.440 came out with this scripts product, which I was like, 0:04:14.480 --> 0:04:18.320 wait a minute, I need it because I struggle with negotiating. 0:04:19.200 --> 0:04:21.960 And so it's nineteen scripts right to help you. What 0:04:22.000 --> 0:04:23.279 is the nineteenth script to help. 0:04:23.120 --> 0:04:26.960 You nineteen word for word scripts to help you negotiate 0:04:27.040 --> 0:04:29.880 without leaving money on the table. So what to say 0:04:30.040 --> 0:04:32.200 when you are submitting a counter offer? I have a 0:04:32.240 --> 0:04:36.360 literal template counteroffer letter, but I also have many scripts 0:04:36.360 --> 0:04:38.640 for what to say if you're on the phone and 0:04:38.680 --> 0:04:40.920 your recruiter is like, oh, but you said that this 0:04:41.080 --> 0:04:43.960 you know, salary was fine when we first talked, or 0:04:44.279 --> 0:04:47.080 you know, I don't know about salaries being negotiable? What 0:04:47.120 --> 0:04:51.360 about equity? Like those types of conversations that happen. And this, 0:04:51.640 --> 0:04:55.440 this guide came about after over a year of talking 0:04:55.480 --> 0:04:58.360 to hundreds of women across the country doing the One 0:04:58.400 --> 0:05:01.400 I Want coaching, doing my full coaching program Mandy money 0:05:01.400 --> 0:05:04.440 Makers and get an understanding that one of the biggest 0:05:04.440 --> 0:05:07.320 reasons women's women are not negotiating women of color especially 0:05:07.680 --> 0:05:09.800 is that we just don't know what to say and 0:05:09.839 --> 0:05:12.360 it's awkward enough, like even if you do know what's 0:05:12.400 --> 0:05:15.880 important to negotiate, you get stuck. I'm like, so, now, 0:05:16.320 --> 0:05:18.800 who's going to tell me what to say? So I 0:05:18.880 --> 0:05:22.160 have solved that issue for you guys, and already and 0:05:22.279 --> 0:05:24.520 hearing that one of the people who've down one of 0:05:24.520 --> 0:05:27.400 the women who downloaded the guides earned an additional three 0:05:27.400 --> 0:05:29.960 thousand dollars. That's on a recent job offer. 0:05:31.120 --> 0:05:33.520 It's so if you want to get to my office, 0:05:33.880 --> 0:05:35.760 but if you want to get it, it's mandyscripts dot 0:05:35.800 --> 0:05:36.360 com right. 0:05:36.880 --> 0:05:42.960 Oh, thank you, Mandy Moneyscripts dot com, Mandy Money, Mandy Money. 0:05:43.200 --> 0:05:45.600 Tiffany's always like, sell the girl. What's the link at 0:05:46.040 --> 0:05:50.040 mandymoneyscripts dot com to pick up your copy. You can 0:05:50.080 --> 0:05:53.240 also go to Mandy money dot com slash shop. It's 0:05:53.279 --> 0:05:53.880 out there. 0:05:54.040 --> 0:05:55.760 But so I wanted to, like, just I want to 0:05:55.880 --> 0:05:57.919 kind of give you that like preface, because that's I 0:05:57.920 --> 0:05:59.720 want you to understand how this came about. Because when 0:05:59.720 --> 0:06:02.360 Mandy with sharing that during our last episode, I was like, 0:06:02.400 --> 0:06:04.760 hold up, wait a minute, let me get some time 0:06:04.800 --> 0:06:10.120 in it, because so now now than so normally typically 0:06:10.120 --> 0:06:12.120 what I do, Mandy, So now like you know, y'all 0:06:12.120 --> 0:06:14.520 just gonna have to listening because I got some real questions. Right, So, 0:06:15.960 --> 0:06:17.640 typically if you do what every year, what I do, 0:06:17.680 --> 0:06:19.640 Mandy is that I raise my race just off GP. 0:06:19.760 --> 0:06:22.279 I call it just the GP race, you know, general principle. 0:06:22.279 --> 0:06:24.560 Because I'm like, it's a new year, child inflation is 0:06:24.600 --> 0:06:27.440 out here inflating, you got to pay more yesterday's price 0:06:27.440 --> 0:06:30.719 in today's price. But then there are moments when something 0:06:30.880 --> 0:06:34.400 happens that you know, it feels like it makes sense 0:06:34.440 --> 0:06:38.840 to raise the raids because I'm quote unquote more visibly valuable, 0:06:39.400 --> 0:06:43.120 you know. And so with my new Netflix documentary Get 0:06:43.200 --> 0:06:47.880 Smart with Money, it has just really transformed the way, 0:06:48.240 --> 0:06:50.960 you know, I think people. It really just elevated the 0:06:50.960 --> 0:06:53.680 brand to another level, the budgetnista, and so I'm just 0:06:54.880 --> 0:06:59.560 so I'm struggling with because I'm already not inexpensive, you know, 0:07:01.160 --> 0:07:02.799 and I'm just like, well. 0:07:02.600 --> 0:07:05.440 One, how do why? Because I'm not gonna lie. 0:07:05.520 --> 0:07:07.120 Usually when I raise my raids, Mandy, there's no rhym 0:07:07.200 --> 0:07:10.680 or reason. I just be like that sounds cute. Yeah, right, 0:07:10.760 --> 0:07:14.280 So one first question I have is how do I 0:07:14.360 --> 0:07:17.280 really figure out what makes sense? You know, like how 0:07:17.360 --> 0:07:19.600 much more I should be charging based upon? Like what 0:07:19.640 --> 0:07:22.080 are my metrics I should be looking at that you suggest? 0:07:22.480 --> 0:07:24.520 Yeah, well, I think first and foremost. And this goes 0:07:24.520 --> 0:07:27.840 for anyone who's negotiating and trying to increase your your 0:07:27.960 --> 0:07:30.760 perception of your value, because sometimes it doesn't feel like 0:07:30.800 --> 0:07:33.960 you yourself have changed so much. You've always been doing this, right, Like, 0:07:34.040 --> 0:07:38.360 your your skill set have grows, probably incrementally all the time. 0:07:38.400 --> 0:07:40.160 But you know, you know what you know, and you 0:07:40.200 --> 0:07:41.600 do what you do, and you've been doing it for 0:07:41.600 --> 0:07:43.760 a long time. You're very good at it. So what 0:07:43.960 --> 0:07:45.760 helps is when I flip it and I'm like, so, 0:07:46.080 --> 0:07:49.680 how much more valuable is your time today than it was, 0:07:50.040 --> 0:07:52.720 you know, a year ago. That's really what it comes 0:07:53.120 --> 0:07:57.640 comes to when, like when right now, with this documentary 0:07:57.680 --> 0:08:00.840 coming out, and of course with the book so well 0:08:00.880 --> 0:08:03.240 and everything else that you have going on, you have 0:08:03.320 --> 0:08:06.120 more and more opportunities coming your way, and your time 0:08:06.400 --> 0:08:09.720 is still limited. So I mean that's just simple economics. 0:08:09.760 --> 0:08:13.280 Limited supply of time, more demand for that time means 0:08:13.320 --> 0:08:18.600 that your time is valued much much more as far 0:08:18.640 --> 0:08:20.520 as what to aim for. So I think that one 0:08:20.560 --> 0:08:21.840 of the things we talked about. I don't know how 0:08:21.880 --> 0:08:24.280 specific you're going to get with numbers when we have 0:08:24.360 --> 0:08:26.200 all of our bea fan listening. 0:08:26.320 --> 0:08:28.200 None only here do you know me? So, if I'm 0:08:28.200 --> 0:08:33.960 main candidate right now, my keynote is fifty thousand dollars 0:08:34.640 --> 0:08:36.920 and that does not include travel, It does not include 0:08:37.040 --> 0:08:40.560 accommodations or anything like that. And if you're wanting me 0:08:40.720 --> 0:08:43.320 to like, because sometimes the keynote also involves me like 0:08:43.679 --> 0:08:47.160 staying for because there's also like a travel day where 0:08:47.160 --> 0:08:48.760 if I'm staying there for like you know, like the 0:08:49.520 --> 0:08:51.880 twenty four hours of you know, forty eight hours, it's 0:08:51.920 --> 0:08:54.600 fourteen thousand dollars per travel day. So honestly, to do 0:08:54.640 --> 0:08:56.600 a whole event, it could be upwards of like seventy 0:08:56.640 --> 0:08:59.040 one thousand, but just a raw, raw. 0:08:58.960 --> 0:09:00.559 Keynote is fifty. 0:09:01.320 --> 0:09:06.800 And my financial advisor, Angelie I was just sharing with her, like, oh, 0:09:06.800 --> 0:09:08.120 I'm at fifteen and I think I'm gonna push it 0:09:08.160 --> 0:09:09.920 to sixty five, maybe seventy. 0:09:10.200 --> 0:09:11.319 And she was like, or one hundred. 0:09:11.400 --> 0:09:14.720 And I'm like, well, that seems like a lot. She said, 0:09:15.000 --> 0:09:17.360 because Ajulie works with high net worth individuals. And she 0:09:17.360 --> 0:09:20.360 said a handful of them also like you know, speak 0:09:20.440 --> 0:09:22.679 or whatever. They don't do what I do particularly, but 0:09:22.720 --> 0:09:24.839 like do their own speaking or whatever. And she said, 0:09:26.240 --> 0:09:28.440 and almost all of them are at one hundred thousand 0:09:28.559 --> 0:09:31.040 or more. And you know the difference between them and you, Tiffany, 0:09:31.040 --> 0:09:34.640 And I was like no. She was like, they're white, 0:09:34.920 --> 0:09:38.440 and they're mail was a favorite, and they accomplished less 0:09:38.440 --> 0:09:41.280 than you have. And I was like, say what now, 0:09:41.520 --> 0:09:43.200 she said, Tiffany, not one of them is a New 0:09:43.280 --> 0:09:45.880 York Times bestseller, not one of them has a thing 0:09:45.880 --> 0:09:47.520 on Netflix, not that one of them has gotten a 0:09:47.679 --> 0:09:49.599 law pass, not one of them has been on the 0:09:49.640 --> 0:09:51.880 cover of Money magazine. Not what she was like listing 0:09:51.920 --> 0:09:55.040 all of the things that I've accomplished, and she was 0:09:55.160 --> 0:09:58.480 just like, and yet you're charging half, you know, She's like, 0:09:58.559 --> 0:09:59.920 do I think that they're overcharging? No? 0:10:00.280 --> 0:10:02.760 Do I think that you're under absolutely? And so I 0:10:02.880 --> 0:10:05.280 was like, it just seemed like so much, you know, 0:10:05.559 --> 0:10:07.600 like I'm trying to break out. I know this sounds 0:10:07.600 --> 0:10:09.040 crazy cause you might be listening. 0:10:08.720 --> 0:10:11.200 Like what tivity the hell you been fifteen years in 0:10:11.200 --> 0:10:14.880 the game, But I just it just seems like, so 0:10:14.920 --> 0:10:16.920 what if someone because this has happened, I will say, 0:10:16.960 --> 0:10:20.679 I know that fifty is too low, because this year alone, 0:10:20.960 --> 0:10:24.600 about six or so companies have paid fifty as if 0:10:24.600 --> 0:10:26.920 it was like pocket change. They want to Yeah, sure, 0:10:27.400 --> 0:10:31.400 And I was like, ah, you know, but there was 0:10:31.440 --> 0:10:33.160 one company particularly that gave me a little bit of 0:10:33.160 --> 0:10:36.560 pushback about the pricing being a little high, and so 0:10:37.160 --> 0:10:39.200 I guess I'm afraid if I push it to that 0:10:39.280 --> 0:10:42.480 one hundred. What do I do because I'm always fumbling 0:10:42.520 --> 0:10:45.880 when people push back, So what what do you say 0:10:45.960 --> 0:10:49.360 when someone's like that seems high? You know, like what 0:10:49.840 --> 0:10:50.520 is that script? 0:10:51.200 --> 0:10:53.559 Well, that's when the fun began. That's when the fun begins. 0:10:54.360 --> 0:10:55.719 So the first thing that you said, well, there's a 0:10:55.720 --> 0:10:57.959 couple of things. One you did. The best thing possible 0:10:57.960 --> 0:11:00.240 when it comes to understanding your value is talking to 0:11:00.280 --> 0:11:03.000 other people at that level or a source of information 0:11:03.520 --> 0:11:05.600 that will give you a sense of what other people 0:11:05.600 --> 0:11:07.520 in your field. Because it's kind of like trying to 0:11:07.520 --> 0:11:10.920 price a house right right now, you're in a hot neighborhood, 0:11:11.040 --> 0:11:14.479 like to the budget needs to mansion, Like a Starbucks 0:11:14.520 --> 0:11:16.520 just opened up, there's a Trader Joe's down the down 0:11:16.559 --> 0:11:19.040 the street. It seems like like you're you're on the 0:11:19.120 --> 0:11:20.880 up and up, you know what I mean. They just 0:11:20.920 --> 0:11:24.520 built a nice lush park in the backyard. Like maybe 0:11:24.559 --> 0:11:26.400 you just add in an addition to the house. I 0:11:26.440 --> 0:11:29.520 don't know, like your house, your your value has gone 0:11:29.559 --> 0:11:31.920 up because of the upgrades, right, So think of it 0:11:31.960 --> 0:11:34.439 that way as well. But at the same time, it's 0:11:34.520 --> 0:11:37.000 very subjective. It's like what will other people pay for 0:11:37.040 --> 0:11:39.440 this and you look at the comps, right, So you 0:11:39.600 --> 0:11:43.280 talking to Angelie and finding out what those other people 0:11:43.360 --> 0:11:45.800 in her network are earning. That's you looking at comparable 0:11:45.800 --> 0:11:48.040 homes in the neighborhood and seeing what they're selling for. 0:11:48.480 --> 0:11:51.760 That's just savvy, right, that's just smart. That's the first 0:11:51.760 --> 0:11:54.320 smart tactic and the first thing I'll all point out. 0:11:54.679 --> 0:11:57.360 The second thing is like when it comes to the 0:11:57.400 --> 0:12:00.520 fact that those six those six companies were like fifty 0:12:00.600 --> 0:12:02.960 k yeah, sure, here's the information, here's a contract sign it. 0:12:03.520 --> 0:12:06.360 That's when you are, you know, sharing your numbers in 0:12:06.400 --> 0:12:11.120 a negotiation and there's no counter it's just mm okay. 0:12:11.840 --> 0:12:13.680 That should tell you that you're coming in too low. 0:12:14.480 --> 0:12:17.280 And I know that this seems counterintuitive because we want 0:12:17.520 --> 0:12:20.400 Our tendency is to want to avoid friction, right. We 0:12:20.440 --> 0:12:22.400 want to like say what we want and have them 0:12:22.440 --> 0:12:26.160 be like sure and then hey, no awkwardness, just all fine. 0:12:26.679 --> 0:12:29.000 But when you get to the point where they're pushing back, 0:12:29.480 --> 0:12:32.720 that to me is a good indication. It feels uncomfortable 0:12:32.760 --> 0:12:34.600 because you're like, oh shit, now I have to say 0:12:34.600 --> 0:12:37.199 something back. But this is a great indication that you're 0:12:37.200 --> 0:12:40.760 getting close, Like you're getting in that ballpark that you're 0:12:40.800 --> 0:12:42.560 coming in at a level where maybe it's not so 0:12:42.679 --> 0:12:44.800 easy for them to just say, oh, yeah, that's within 0:12:44.840 --> 0:12:46.920 my budget. They may need to take a couple of 0:12:46.920 --> 0:12:49.160 additional steps to get approval for the rate that you're 0:12:49.160 --> 0:12:52.600 offering them. And that's fine. So at this point, if 0:12:52.640 --> 0:12:55.760 they say it depends on if they're saying absolutely not, 0:12:56.200 --> 0:12:58.880 our budget is firm, et cetera. But if all they 0:12:58.920 --> 0:13:01.560 say is, you know, that's a bit higher than we 0:13:01.559 --> 0:13:06.360 were anticipating, And then what's the question after that is like, 0:13:06.400 --> 0:13:08.720 that's a bit higher than we anticipate. It isn't negotiable? 0:13:09.320 --> 0:13:11.559 Yeah, you know, yes, that is the question after that. 0:13:11.640 --> 0:13:13.080 Mm hmm. Yeah. 0:13:13.120 --> 0:13:15.480 So then at that point, I think it's important to 0:13:15.640 --> 0:13:19.320 be firm. And here's why. In your case, you have 0:13:19.400 --> 0:13:22.400 a lot of opportunities coming to you. You can afford 0:13:22.440 --> 0:13:24.600 for one of those opportunities to be out of your 0:13:25.120 --> 0:13:27.439 to be out, for you to be out of their budget, 0:13:27.880 --> 0:13:30.040 and for them to say no. And this is what 0:13:30.200 --> 0:13:32.360 I have said to many clients, which is that when 0:13:32.400 --> 0:13:35.840 you say no and you create a boundary there and 0:13:35.880 --> 0:13:38.440 you're willing to walk away, you have the most leverage 0:13:38.440 --> 0:13:41.480 in a negotiation and it's important that the person hears 0:13:41.640 --> 0:13:44.280 no because the person you're talking to you're someone who's 0:13:44.320 --> 0:13:47.960 probably speaking to people on the marketing side of a company. 0:13:48.480 --> 0:13:51.200 So they have a certain amount of a marketing budget 0:13:51.240 --> 0:13:54.439 that they can spend on an annual basis, and commonly 0:13:54.480 --> 0:13:57.920 those budgets are decided, you know, Q four for the 0:13:57.960 --> 0:14:00.960 following year. So they may be coming to you like 0:14:01.000 --> 0:14:03.960 in June or July, but their budget's already been approved 0:14:03.960 --> 0:14:07.400 for the whole of twenty twenty two. And yeah, and 0:14:07.440 --> 0:14:09.480 maybe if they said yes to your one hundred k, 0:14:09.840 --> 0:14:11.640 that's fifty k less that they have to do the 0:14:11.679 --> 0:14:14.080 other things that they were planning to do, you know 0:14:14.120 --> 0:14:17.600 what I mean. But it's about like, it's about planting 0:14:17.640 --> 0:14:20.040 that seed in their mind that Tiffany's price is much 0:14:20.120 --> 0:14:22.640 higher than we can afford. Because I promise you, when 0:14:22.640 --> 0:14:25.560 they go into their Q four planning for the following year, 0:14:25.920 --> 0:14:28.080 they're going to have to put together their proposal for 0:14:28.160 --> 0:14:31.200 their budget and they're gonna up it because they're like, 0:14:31.200 --> 0:14:32.960 if we really want Tiffany to come back for this 0:14:33.000 --> 0:14:35.480 event next year, or to come for this event next year, 0:14:35.480 --> 0:14:37.400 you know, her price is not fifty k anymore. It's 0:14:37.400 --> 0:14:40.520 one hundred K. So if they really want you, that's well, 0:14:40.560 --> 0:14:44.040 they'll put in that request for more. And I know 0:14:44.080 --> 0:14:47.560 that that means walking away from fifty K. That's not nothing. 0:14:47.640 --> 0:14:50.360 It's still a lot of money. Right, But if you 0:14:50.360 --> 0:14:52.560 can afford to do that because your time is more 0:14:52.640 --> 0:14:56.200 valuable and you were getting paid, commenceate with that value. 0:14:56.280 --> 0:14:58.720 Right, You're right, you know it, And that that actually, 0:14:58.760 --> 0:15:02.280 like is super super helpful because here's what I would notice, 0:15:02.840 --> 0:15:05.360 and it explains what I call the gap. Right, So 0:15:05.640 --> 0:15:07.920 what I notice is every time I would raise my rates, 0:15:08.080 --> 0:15:11.440 there would be a gap in earnings because there were 0:15:11.520 --> 0:15:14.400 companies scrambling to one. It was like the people who 0:15:14.400 --> 0:15:16.520 couldn't afford me for real, for real had to fall off, 0:15:16.920 --> 0:15:18.960 and the people that might be able to afford me 0:15:19.400 --> 0:15:22.200 had to almost like readjust their budget to your point. 0:15:22.280 --> 0:15:23.760 You know, maybe it's six months or a year from 0:15:23.760 --> 0:15:26.240 now and then so they'd be like a gap and 0:15:26.280 --> 0:15:28.600 then all of a sudden, I'm making my money, you 0:15:28.640 --> 0:15:30.600 know what I've asked for. And so that makes sense 0:15:30.640 --> 0:15:32.560 that they're right, because sometimes I think we forget that, 0:15:33.040 --> 0:15:35.280 you know, companies, because I know we do. We set 0:15:35.280 --> 0:15:38.800 apart our we do our budget the year before. So 0:15:38.920 --> 0:15:41.200 if something is way out of budget, unless you're like 0:15:41.200 --> 0:15:44.120 this huge corporation where fifty thousand is nothing, you know, 0:15:44.360 --> 0:15:46.360 if something is way out of budget, then you might 0:15:46.360 --> 0:15:47.480 be like, I have to see you in the next 0:15:47.480 --> 0:15:51.240 go round. But if I don't set my number in 0:15:51.280 --> 0:15:54.240 a way that respects my time, then they won't respect 0:15:54.240 --> 0:15:56.640 my time. You know, it'll be like, well, what's wrong 0:15:56.680 --> 0:15:59.720 with Tiffany? You know, like because everybody else out here 0:15:59.800 --> 0:16:04.320 charge dot dot dot. You know, that was really that 0:16:04.400 --> 0:16:07.160 was really helpful because that is something you wouldn't think 0:16:07.160 --> 0:16:08.240 that I would struggle with that. 0:16:08.440 --> 0:16:12.640 But the truth is, I don't have this is not 0:16:12.680 --> 0:16:13.640 me two to my own horn. 0:16:13.720 --> 0:16:16.920 There're not too many people in the in the in 0:16:16.960 --> 0:16:20.520 the space that I'm in making that I know, you 0:16:20.640 --> 0:16:23.520 know what I mean. Like unfortunately, you know, even with 0:16:23.600 --> 0:16:25.680 some of my mentors, they haven't reached this level of 0:16:25.680 --> 0:16:27.400 earning as far as like he knows some things that 0:16:27.480 --> 0:16:29.680 you know, So it's not a ton of people to 0:16:29.760 --> 0:16:31.480 reach out to it. And honestly, everyone's not you know, 0:16:31.520 --> 0:16:33.320 and rightfully, so everybody can have their own business. 0:16:33.760 --> 0:16:35.320 You know, I just like to be talking about my money. 0:16:35.320 --> 0:16:38.800 But you know, everyone doesn't also want to share necessarily, 0:16:38.840 --> 0:16:41.360 you know, And so it's just like to ask the 0:16:41.480 --> 0:16:42.240 questions like, well. 0:16:42.120 --> 0:16:44.240 How much are you making? I don't even know what's normal. 0:16:44.560 --> 0:16:45.520 I don't know what a lot is. 0:16:46.560 --> 0:16:48.640 We got to find those rooms. That's the thing. You 0:16:48.760 --> 0:16:50.760 need to be in a different room in the house, now, 0:16:51.320 --> 0:16:53.680 you know what I mean. And I think it's really 0:16:53.720 --> 0:16:57.040 important to also understand, like, of course there's period to 0:16:57.080 --> 0:17:00.000 peer networking, but we all should have people who are 0:17:00.160 --> 0:17:03.960 like levels above where we are now to help us understand. 0:17:04.000 --> 0:17:06.560 So I'm thinking like, and of course, I don't think 0:17:06.640 --> 0:17:08.480 in your case, it has to be someone who's talking 0:17:08.480 --> 0:17:11.440 about personal finance, you know, or or business or whatever 0:17:11.440 --> 0:17:13.280 it is that you're getting tapped to do keynotes for. 0:17:14.040 --> 0:17:16.480 But who are the most you know, the the most 0:17:16.560 --> 0:17:19.520 common keynotes who are being tapped by you know, major 0:17:19.560 --> 0:17:23.880 corporations and maybe even asking your clients, Hey, so could 0:17:23.920 --> 0:17:26.200 you just share with me who are the more recent 0:17:26.520 --> 0:17:29.000 people that you guys have hired or anyone that you 0:17:29.040 --> 0:17:31.680 know who's who tends to get hired by companies and 0:17:31.960 --> 0:17:34.320 connecting with them, you know, even like they should be 0:17:34.359 --> 0:17:36.600 honored to be reached out to you, you know, reached 0:17:36.640 --> 0:17:37.119 out by you. 0:17:37.200 --> 0:17:38.280 But you know, I just think it's like, you know, 0:17:38.320 --> 0:17:40.160 my girl lovely, she speaks at a lot of corporations. 0:17:40.160 --> 0:17:41.840 I'm like, you know what, I want to reach out and. 0:17:41.800 --> 0:17:45.119 Be like, yeah, you know, I don't know. You know, 0:17:45.320 --> 0:17:47.480 we talked about it maybe some years back, but I not. 0:17:47.840 --> 0:17:50.280 I mean, we talk, you know, like regularly, but I haven't. 0:17:50.320 --> 0:17:52.879 Actually I didn't think about that because she, you know, 0:17:53.440 --> 0:17:55.680 does amazing work with corporations, and You're right, I could 0:17:55.720 --> 0:17:57.760 just feel like, hey, you know, what do you make it? 0:17:57.920 --> 0:18:00.320 And she's in those rooms where she knows. Was like, 0:18:00.359 --> 0:18:02.879 that's hot paid to be like, well, girl making this. 0:18:02.960 --> 0:18:04.720 But honestly, from what I say, you need to be 0:18:04.720 --> 0:18:06.000 making this, I am. You know, I'm gona put that. 0:18:06.160 --> 0:18:07.679 Let me put a little have a notebook, if you're 0:18:07.720 --> 0:18:10.840 not taking notes, rewinding, start again, and so I'm gonna 0:18:10.840 --> 0:18:11.040 put on. 0:18:11.119 --> 0:18:13.360 I know that these are like levels that that are 0:18:13.359 --> 0:18:16.640 not super relatable to everyone, but the core messages who 0:18:16.680 --> 0:18:19.520 can you reach to? Who is in rooms that maybe 0:18:19.520 --> 0:18:22.160 you don't have access to or is aware and maybe 0:18:22.160 --> 0:18:24.240 it's lovey and maybe it's a colleague that you used 0:18:24.280 --> 0:18:26.800 to work with. I had a great mentor you guys, 0:18:26.840 --> 0:18:31.160 you guys know we both know Nick from Magnified Money. Yeah, 0:18:31.160 --> 0:18:34.040 my favorite, my favorite white ally Nick who had a 0:18:34.160 --> 0:18:36.359 who had a who had a serious impact on me 0:18:36.400 --> 0:18:39.359 in my negotiating style because he had come from the 0:18:39.359 --> 0:18:42.359 big bank industry. He worked for like bark places like 0:18:42.359 --> 0:18:44.959 Barclays and these big credit card companies before he and 0:18:44.960 --> 0:18:48.520 I met, and he used to make it seem so casual, like, oh, 0:18:48.560 --> 0:18:50.439