Here is the complete transcript of the podcast
Yesterday on the podcast, we talked about value creation. And towards the end, I said this value creation has to be somehow tied to income generation. So you created all this value. And if you can’t make, you can’t sell that value, you can’t make money, then you’re kind of missing out on one big element. So I said, I’m gonna talk about that tomorrow. So here we are today. Let’s talk about it. So has it ever happened to you that you went into a job interview, and they asked you how much money you want, and you said something, and they ended up giving you the money? And you will later realize that you undersold yourself. This happened to me many, many years ago. And this happens today. Then when I work with people, I hear people telling me, I undersold myself, I should have asked this and this and this, and that all, so happened to me, this is my first experience. This was back in the late 90s. I was making about $42,000 a year, and it was bad. And I wanted to make more money. So I go to a job interview, and I clear the interview. And the manager asks me, you know, how much money do you want a nice summary of $1,000? And he says, yes, come back tomorrow, your offer letter will be ready. I was surprised that, you know, they didn’t say anything else.
So naive, ask somebody tells them, they just give somebody 1000. And I came home very happy. And I was with a bunch of roommates back then I told them, all of them said, you know, I got the jobs $100,000 all that. And three, or four months into the job. Three or four months, six months into the job. My boss came by one day and said, listen, thank you for your service, you have been incredible. And you know, I was struggling to hire someone, and you came in. And if you would have said $140,000, I would have given you that money. Because I was desperate to hire someone. And now that you have stayed in this job for six months, you’re proven to be one of the best highest in my lifetime. I feel guilty every day that I under hired you. So immediately, I’m increasing your pay to 90,000. I can’t go beyond that. I’m sorry, you did not ask me for more. Back then if you would have said 140 Back then I would have just given you that money. And maybe more. I was shocked. And I was shocked. Because for the first time in my life, somebody told me that I undersold myself. It happens, but people don’t tell us. But this gentleman, this boss was so nice. He was and I said Wow. Okay, I went back into my thinking, why is that? years later? You know, years later, I look, I went back into my thinking and I said, Why did I say 70,000? What was the data point? What was I thinking?
Somebody 1000 from nowhere? Well, turns out that my roommate, or a gentleman in another apartment, the same group, got a job. And he asked for 70,000 He got it. And he was celebrating 70,000 with all of us. And I picked up from that celebration. If he made somebody 1000 He’s having the celebration, I should ask for 70,000 Next time when I go for a job interview. And I did. Because I don’t have any other data point to explain this. Okay, you get the idea. We undersell ourselves the question is how do we truly, first of all, we need to assess our own values. And our own value, specifically values, of course, but value. And the majority of the time we value who we are by looking at titles, by looking at the markets by looking at other people how much they’re making, and all that. So of course, as I said yesterday on the podcast qualification experience, skills, all that play a role. We want to keep acquiring skills and experience and all that and we amplify that in our resumes and in our profiles and all that. But then sometimes it’s difficult to change the perception of people with whom we work. So if you’re working the same job for eight or nine years, and you have along the way, you have accumulated a lot of experience a lot of certifications qualifications, but you go back and you say, you know, I have all this now, can I get some more money and the chances are, you will be denied. And the reason why you are denied is not that they are at fault or you are at fault. It’s just that it’s very difficult to change the frame through which you see a picture very hard.
I’ll give you an example. You can get all the qualifications, all the certifications, all that fitness certifications. You might have won Mr. Olympia for 2030 times impossible. But you get the idea, you get all the certifications within the weight loss space, fitness space, and all that. But when you are compared between you, and somebody who is a fitness expert to the stores or to the celebrities, if a fitness expert to the celebrities comes in, and does a Bootcamp or a program or sells you something, you will end up buying that, or people will end up buying that, despite of you being a certified instructor, with all the qualifications all the experience, you will be paid by the hour, but they will be paid by their statute. Interesting how the world operates, though, if you think about it. So if you’re using qualifications, experience knowledge, you probably went to the best universities and got the best degrees, and you use that to sell yourself, the chances are there is a limit to it. And beyond the limit. It’s hard. So now the question becomes how do you shift the perception? How do you shift the frame through which people are seeing and most of the time what people do is they change their jobs, they go to a different job? But then it is the same, it repeats itself. And again, they fall into the same pattern, 234 years into the job, they’re struggling now to change the perception of the management, and now the money doesn’t go up, and all that. So one way they want to change the perception is by changing the position, which works temporarily, but doesn’t work perpetually. What can you do to perpetually change this? Well, the first and foremost thing is that you need to know what you’re doing. You need to like what you’re doing. So knowing to like and do. So you really do. So you like what you do you know what you do? And you really do. I think that was Bill Rogers, who said that, when you talk about your topic, your subject, it should sound like it’s coming from a place where it matters to you more than the other individual.
So if I’m presenting here, I’m speaking here, I’m doing this podcast, everything I say here matters to me more than it should matter to you. If not, you will tune out you will, I can’t create this connection. And at that point, once that connection is intact, or is in place, it doesn’t matter whether I sound odd, or I mess up my words, and I don’t present properly. I don’t speak properly, it doesn’t matter. But that connection has to be in place. So it has to matter to me before it matters to you. So how can you create value? differently? Now let’s, that’s the first part is to like and know. And that’s the most important part. But beyond that, what can you do? Well, in my opinion, in my experience, in my observation, there are three reasons why people get paid top dollars. I get paid not because I’m a good coach. There are incredible coaches, there are incredible people who do incredible things. And I get paid whenever I get paid. Because I do one thing that is different that’s unique from others. And this is where I spend most of my time, I don’t go and spend time acquiring qualifications, certifications, and writing up saying I got certified from 40 different organizations, none. The differences? Here is why I know I get paid. The first reason is, that I get paid for creating certainty. I give you certainty. People are confused. People are cluttered people are lost. They are coming not because I have the greatest solution on Earth solutions are available everywhere. They come to me because I’m capable of providing a certain beauty to them. That which others are not so I’m always certainly focused. Okay. Then I also do one more thing. I remove indecision from people. And coaches and mentors do that all the time. Even salespeople do that all the time. I have a friend of mine who says I don’t want to sell I hate selling, but he’s a sales professional who hates selling.
I said you know why you get paid? Yeah, because they think that I’m a commission guy. That’s why you know, they don’t want to work with me and I don’t want to work with them because they don’t really value who I am. I keep telling him Listen, you’re not getting paid because you’re selling them you’re getting paid because you are helping them break through their decisions. So you’re solving a problem for them. That is why you’re getting paid. So in my mind think that I get paid because I remove in decisions. I crave certainty. Okay, and then I also think that I get paid because I affirm people to opportunities. So try these three things. Okay. Try to remove its decision to instill certainty and affirm people to opportunities. When I say affirming people to opportunity, what I mean is, that I give them hope. I instill optimism. I tell them that I see what it takes in, I see what it takes. And I see you have what it takes. And I recognize that and all I want you to do is now start believing in yourself. Like any other coach does. But it’s simple.
Try these three things, and start looking at your resume from these three angles. Stop looking at your resume your profile from, oh, I have the qualification or the skill or the experience. Yeah, everybody has what’s unique about you. This is how, if you start looking, and there are many such things, by the way, I just highlighted three things. When you do this, you are now in a way, expanding your value and your qualification experience. All that it matters. You still have to present all that. But then all that now becomes unique, and it takes in the top of the stack. Not at the bottom. Hopefully, I can bet it. This is how you get paid more. Okay. That’s all for now. Wherever you are, be safe, and hopefully Today’s concept. I’m hoping that you opened some possibilities in your mind. I’ll talk to you tomorrow. Stay tuned. Bye now.