The Wisdom Wall

“One of my rules is never justify your price. So when they say, why does it cost so much, Chris? Because it costs that much for me to do it. I'm not saying you can't get it done for less, because I'm sure you can, but not for me. You have a right, and I encourage you to explore those options, and if you feel like…”

“Because for them to, for me to be proud, it means there's times when I'm not proud. I'm always proud. I'm proud when you exist. That's all that needs to happen. You, you get You get, um, love, appreciation, and joy just because you exist in this world. I bet you're proud of what you did. Okay, so I'm not really into…”

“And I, I want to always be slightly uncomfortable, and I want the client to be uncomfortable with accepting the price. I don't want them to say yes easily. I want them to be a little bit concerned, consternated about it a little bit, and just like, ooh, it's a lot, but you know what? You're worth it.”

“Everybody thinks you're being underpaid, and it's not always true. 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…”

“When you charge more, you could deliver a better client experience. You can go the extra mile. You don't have to nickel and dime them because they are like, oh, make it a little bit bigger, or can we try another option? You could be thrilled to do that.”

“I, I want to always be slightly uncomfortable, and I want the client to be uncomfortable with accepting the price. I don't want them to say yes easily. I want them to be a little bit concerned, consternate about it a little bit, and just like, ooh, it's a lot, but you know what? You're worth it.”

“First of all, when somebody says to you, I don't know what my budget is, you tell me, you are the professional, they might say it in a more condescending way, it's a lie. It's a very easy way to figure this thing out. Because though they might not know the number, they know how much is too much.”

“Most of us will lie to ourselves and say, well, I buy Nikes or Adidas because they're a better shoe. That's a bunch of BS. You buy it because your story is involved with theirs.”

“being eco-conscious is a luxury of the people who have means.”

“This is why I think people make it hard to buy their products, hard to take care of, because Like, we need some challenges in our life, and we feel like we have to work for it, it's worth more.”

“I think a troll is someone who actually wants to like your content, But for some reason, their self story is challenged because you're saying something that would wreck their world.”

“The problem that we have is we try to find prices that are low and then lower itself to meet those lower prices. We very rarely say, what are the best people in my space? Similarly size charging. We always look for the low one, never the high one.”

“This usually is in a pocket of discomfort, the, the silence that we start to betray ourselves. We start to say, well, um, 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.”

“the person who's out there on the front line between the client or the prospect prospect in your company, they make this mistake all the time. They sell based on themselves and not based on you.”

“The problem that we have is we try to find prices that are low, and then lower ourselves to meet those lower prices. We very rarely say, what are the best people in my space, similarly sized charging? We always look for the low one, never the high one.”

“there's a lot more elasticity to price than you think, ok? It does help if you're in a hot market, in an industry where there are more buyers than sellers, so you have all the right side of arbitrage on that, ok?”

“So the kind of watch you wear, the earrings, the car you drive, the zip code you live in, uh, all that stuff signals to other people how you see yourself. And you can say it's superficial, and it's vain, and it's all those things, and I would agree with you because we are superficial, vain human beings. So what we…”

“everybody who's ever been great in, in this lifetime of theirs has once thought of themselves higher, better, stronger, faster, More intelligent than they were at that moment in time.”

“the clearer they get on the person that they're serving, And what they stand for, the more likely it is they're going to find customers. It's counterintuitive.”

“if we just focus on doing boring work that no one wants to do, we develop discipline, which is the delaying gratification, giving up the things that you want to get ultimately what you need in life.”

“When you're good at doing things, the tendency is for you to do everything. So I tell people I practice some form of intentional incompetence. I could do it, but I'm not gonna do it. Somebody else do this. And what's really cool is, when, when you work with people, whether they work for you, whatever, they're around…”

“So in this world when it's the sea of same or the sea of flame, you have to figure out a way to say something that people are not going to be a hundred percent agreement with. Not to do to provoke them, but because you finally found something to say that's worth listening to.”

“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.”