Negotiate Like a BOSS
Use these steps to Negotiate with your prospects and customers and increase their happiness AND your bottom line!
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Transcript:
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If you want to be a part of the movement, get yourself over there and get some tabs into your box: blackplaguepdr.com or deadrattabs.com. Guys, the game has changed; don’t get left behind. Stay on the cutting edge.
Keith: I’m Keith Cosentino. He’s Shane Jacks. And this is the PDR College Podcast. Your number one source on the inter webs for excellence in the paintless dent removal industry. We are gonna talk tools. We are gonna talk techniques, but we are mostly gonna be talking business, business, business. We’re gonna teach you how to level up your business game, your sales game, and increase the number of dollars coming through the front door because that is the point of starting a company, my man. Shane, why the heck do you need so much cash?
Shane: What did you say Keith?
Keith: Why do we need so much cash, Mr. Jacks?
Shane: Oh, sorry man. Because I’m so freaking poor I can’t even pay attention, dude.
Male Speaker: Ridiculous.
Keith: You’re rich.
Male Speaker: I’m rich.
Keith: You know what though, some of the richest dudes, within reason, continue to get rich with that mentality, like they are two seconds away from being broke, and hang on to every dollar.
Shane: You said those richest guys within reason.
Keith: Within reason because of super rich guys.
Shane: I immediately from $100 billion down to like a million, because a million is not in reason to me.
Keith: No. I am the disclaimer king. I haven’t actually vetted that.
Shane: The prettiest girls that really aren’t that pretty.
Keith: It’s like my 100 percent success rate in asking out top level models, never been turned down.
Shane: I’m at zero percent.
Keith: Also true.
Shane: I’m 0 for 1.
Keith: Are you talking about that time Janeane Garofalo came to Greenville?
Shane: Oh, you’re so funny. You’re hilarious.
Keith: Hey, you guys should by my standup album. It’s coming out never.
Shane: Yeah. I’ve got it.
Keith: That’s why it’s not coming out.
Shane: I vetted and went: yeah, no.
Keith: All right, today is going to be a –
Shane: What are we doing today?
Keith: It’s a machine gun show. We’re coming at you hard and fast, and we’re getting out of here making you use the rest of the time you’d normally be listening to the podcast to go out and make some more money. Sound like a deal?
Shane: Deal.
Keith: So we’re talking about five things you can do, almost all of them you can do right now, to double your retail estimates. Now I’m not necessarily talking about your closes, we can talk closing for a whole, you know, another two to three hours, but we’re just gonna talk about generating the estimates now. And we can do another show on actually closing these deals because there’s a million different closes and a million different angles you can hit.
We’ve covered a lot of them in the past shows, so you loyal listeners know most of them already, but we can do a complete show on closing. But right now we’re gonna talk about doubling your retail estimates. You ready for this Shane?
Shane: I am as ready as I can be, baby.
Keith: You got our a chalkboard?
Shane: Yes. You’re gonna here me writing on it here in a minute, like an angry teacher.
Keith: Number one, use the price anchoring technique. Tell us about it Shane.
Shane: Tell you about price anchoring. Oh, man, that is where you relate the price, the price that you want of the product or services to another price, or to another subject, object, or quality level.
Keith: That’s right. We had a whole show on anchoring the other day that Shane did, and it was fantastic. It was a new term to me a few months ago when Shane first brought it up. And it’s really really a great point. Even with all the years that I’ve spend honing this process, I did something like this. I do it already with my phone calls, and it’s a protocol with my guys on the phone. It doesn’t matter what we talk about before the – or the dent, what it is, before we get to that, we say the average repair for a dent the size of a quarter or about one inch is around $150.00 or so, what’s going on with yours?
Boom, we’ve anchored that price at $150.00 for a one inch dent and we’re gonna go off of that. If it’s two feet long, well, that’s a lot more – that’s a lot of one inches all stacked up together, so that’s like $1,500.00 worth of work, but we’re gonna give you a deal. And if it’s a normal door ding, their price – their mind is now anchored at $150.00. it doesn’t guarantee you’re going get this number, but it’s a lot better than saying, you know, our minimum is $75.00.
Now you’re anchored at $75.00. You’re going off of that. And then all of a sudden this dent is three times more than the minimum. But if I start at $150.00 and the dent is 25 percent more, or 100 percent more than that, it’s still not that far off. It’s going from the middle price up, than the bottom price up.
Shane: That’s a great point Keith because when you anchor it at $150.00 – let me ask you this Keith, just between you and I, or our customers, what is your average size dent?
Keith: It’s not one inch, I can tell you that.
Shane: It’s way above that I hope, because that’s what mine is. It’s way above the one inch. You anchor that one inch at $150 and that – again, that is an excellent anchor because you’re rarely gonna get those one inch. You may have anybody go: you know what, I measured it, and it is.02 millimeters deep, and it is one quarter of inch in diameter. And I am an insanely anal guy, so this should cost me right around $75.00. That’s never gonna happen, so you’re anchoring at that one inch that you’re never getting, very rarely are you getting that.
Keith: And if you do get it, that’s not a bad price.
Shane: No, not terrible at all.
Keith: Especially if there’s two or three of them.
Shane: And one big thing to anchor with is body shop pricing. I just want to throw that out there. That’s a huge –
Keith: I was just gonna hit that second. Yeah, the body shop anchor is equally good depending on the type of damage. And sometimes you can sue in conjunction with your price. You can start with that, and then hit your price, and then talk about the particulars of that dent. At a body shop – because a lot of people don’t know. We assume they know, but they don’t know like you think they know. They definitely don’t know like you know. So when you hit that price, you say: listen, if a body shop were to do this, which you would never want for this to end, but if they were to repair it, they’re gonna fill it with Bondo.
They’re going to repaint it. It might look great. It’s going to be a totally different repair. And that’s gonna be around $500.00 to $700.00. You’ve made the right choice so far because we’re going to be able to fix this dent without doing anything like that. Our average repair is around $150. Let’s have a look at yours. And now let’s start talking about yours. A beautiful way to set it up and get their minds wrapped around the numbers that you need to be talking about.
Shane: Wouldn’t it be so much better, though, Keith if you could start with that anchor? It’s really awkward to do that. They pull up: I’ve got a one inch dent. And I walk outside of the shop and I go: hey, that would cost you $600.00 at a body shop. That’s awkward, so it really doesn’t work.
Keith: Well, listen, it can work. It’s just about a cool segue, you just have to get there. Wow, man, I’m so glad you brought this thing to me. You know, some people take this thing straight to the body shop, and it’s a shame. I mean, they’re going to fill this thing with plastic. Repaint it by some dude named Chuck. And they’re gonna charge you $600.00 for it, but you had the good sense to come straight here. I’m really glad about that.
Shane: And you can – yeah, if you start it that way, and then you throw that $600.00 out there, the cold water is reaching the nether regions immediately with your customer. And they’re feeling the cold water, and then bam, you throw some heat to that bad boy with your $200.00 or $250.00 or whatever it may be, and that anchor has really taken hold. It’s a really effective anchor.
Keith: Yes. And that little segue that I just gave you, at the end kind of dovetails nicely into our number two point. Don’t talk money for ten minutes. That’s really hard. But if you do it, and you try to make a personal connection with somebody, and ask a bunch of questions before you even bring up the cost, you’re gonna get their mind in a place where you want it before you start talking estimates. I know you’re pretty good at this, Shane.
Shane: Yeah, and man it can run the gambit from – there’s so many different topics you can bring up with the different customers. And you kind of have to feel the customer out for what their interests are. Some people walk in here and they have the personality of a stump. You know, there’s really not a whole lot you can do with that. You can try –
Keith: You could kick it with them.
Shane: You try, and you try, and you try, and they just are still the stump. But most people you can find some sort of connection with. The other day I had a gentleman and he was in his 70s. He had a dent on the hatch of his CRV. And a pretty deep dent, not very big, fairly deep, about a 30 or 45 minute dent for myself. So I go out there and I’m looking at this thing, and I’m getting the price in my head while I’m talking to him. He’s got a sticker on the back that says Moab.
I’ve been to Moab, insanely beautiful place. And anybody that’s ever been has a passion about that. So I start speaking with him about Moab. His eyes light up. We had a connection there immediately, simply because we had been to the same region of the U.S. one time, you know.
Keith: That’s all it takes.
Shane: He immediately – it’s amazing how the human brain works. He immediately opened up to me simply because of that. I told him $350.00 on his dent. He said, ‘Cool, when can we schedule?” And he was in here yesterday or the day before, and we repaired his dent for him and made some money.
Keith: And he’s happy as heck because now he’s got a great repair and a buddy.
Shane: Yep. I spoke with him again the other day when he came in about Moab. I was like: oh, man, I was talking about you when I was fixing this thing, Moab sticker on the back. I really want to go back. You know, just taking the time to relate and connect with your customers over something, over anything. That’s one of the reasons I have this fish in my shop, Keith. You’ve seen the big metal fish. People bring it up, like: hey, what in the world is that? Who made that? And: well, I did.
And people’s eyes light up, you know. Not everybody says anything, but 1 out of every 10 customers that comes in and I make a connection with that, with the art side of things. It’s amazing the kind of thing that brings people in and makes them trust you and makes a connection with them.
Keith: Now we got to put a picture of your fish on the podcast, on our website. I can just picture some old woman walking through the door, like you got a little bell that rings, even though you don’t when you walk through the door: ding, ding. We’ll have a look around here. I love metal, love fabrication, love fish. I see the sculpture and you’re my guy. When can I schedule?
Shane: That’s happened seven times.
Keith: It is pretty cool actually. Shane just had an inspiration to start bending up metal and welding stuff. And the next thing he’s got this giant sail fish on his wall. Is it a sailfish or swordfish?
Shane: Sail, technically. Yeah, it’s a sailfish. It’s kind of abstract.
Keith: I don’t do any deep sea fishing because I throw up.
Shane: It’s definitely not a swordfish. It’s an abstract sail.
Keith: Number three. Now this is a new one in the last year or so for me, but it is really really helping my estimates, and I’m gonna tell you why. So number three is use tools like a paint gauge, a dent depth gauge, software, or just a good old paper pricing guide. And I’m gonna work backwards through these. I in the past have come out really strongly against using any kind of price guide because I felt like it tied my hands or handcuffed me to what’s ever on this paper. But I’ve changed my opinion after meeting my buddy Paul Cordon out of Virginia.
He uses a price guide to great success. And what I was missing – I’ve sense adopted it. I guy implemented it from his inspiration. But what I was missing is, yeah, you’re handcuffed to the price guide if you use it, but if the price guide prices are through the friggin roof, you’ll tie yourself to it all day long. So I was picturing like handcuffing myself to a crappy price guide, but if you handcuff yourself to a really high one, and you always have the authority to go underneath it.
It’s a much better place to be. It’s anchoring, again when you have numbers on paper, or if you want to use software, knock yourself out, but paper is easier because you don’t have to look at screen. You can show it to them at the same time.
Shane: Can I disagree with you for just a second there?
Keith: You sure can. It will not be worth it, but you may.
Shane: Actually it will. The PDR estimate software that I’m using. You said you’re handcuffed to it? That thing is variable as far as your labor rate. I do it constantly. If it’s a three inch crease, and I’ve got a set at $100.00 an hour and I don’t like that price, I just go back right in front of – they’re not paying attention to the screen and what I’m doing. I go back to my profile. It takes literally five seconds to change back to $140.00 an hour. Bam, I’ve upped the price by 40 percent.
Keith: Yeah. So you’ve got to spend some time learning what – how to manipulate that program and what’s gonna do what. Because I don’t know when you say per hour, I have no idea how that’s gonna effect my dent repair because I don’t even know how many hours I’m gonna spend on it.
Shane: Yeah, well –
Keith: I know what you’re saying. But you’ve got to learn – you got to spend some time to learn that.
Shane: Yeah, like seven minutes.
Keith: Then you got to learn the pricing guide, too. But I did say in my topic pricing guide or software.
Shane: Yeah.
Keith: And if you’re a software guy knock it out and there’s no –
Shane: What I was disagreeing with you with was your handcuffed to the price. If you use something that is variable and you can change those variables, then you’re not handcuffed to it.
Keith: True. But either way that was my old thought, and the new one is that you’re not handcuffed. You can always go down from a high price that you list.
Shane: Yep.
Keith: The paint gauge and the depth gauge, a lot of guys poo poo that because they’ve been doing dents for a long time and they don’t need those things to sell. I didn’t need them forever either, and I still don’t need them, but need and use are totally different. I don’t need 90 percent of the tools in my truck until I need them, then I really need them and they make me a lot of money. For the other time I’m just hauling them around spending money on gas. I’m having a hard time finding stuff in my truck because I got too many tools, but when you need them, you need them.
So when I’m getting ready to glue pull something, and I run this paint gauge – I just got a high level pain gauge. I bought a cheap one before, total waste of money, don’t do that. I know what paint gauge is the good one because I’ve watched used car managers use it for 10 or 15 years. It’s the Elcometer, the big orange one. It doesn’t look fancy. It looks like it’s 15 years old because they haven’t changed the design in the whole time, but guess what, the thing just flat out works all the time on steel and aluminum, and it’s super consistent.
So don’t waste your money on the cheap one, get the nice one. They’re between $500.00 and $700.00, that’s a lot of dough to put out for a tool. But how much does it cost if you have to repaint a car you yank the pain off of? It’s gonna be a few hundred at least. And this thing not only covers your but from yanking paint, and listen, I know what you’re saying: I can see repaints three miles away. So can i. But you’re not perfect and you’re not always checking as thoroughly as you should be. So to get this tool out and measure the pain for a glue pull, priceless. Because I’m confident now that this is a factory paint job.
And most times – probably, you know, 995 times out of 1,000, I’m gonna be fine. I’m not gonna yank any factory paint. That’s one aspect of the gauge, but the other one is to sell the customer. Here’s what they’ll do when you trade in the car, they’ll measure across the side, across the panel, and show that the numbers are relatively consistent within a half a mil, that’s factory. When you put another paintjob over this, they’re going to see that as a higher measurement and they’re going to know this thing has been in a wreck. We’re going to avoid that. So it’s a selling tool that wraps their head around the fact that you can absolutely measure when this car has been repainted and it’s going to devalue it.
And then the depth gauge helps them understand that you’re actually measuring this dent, and you’re gonna give them a price according to what the numbers say. And what you’re telling yourself is: hey, if this thing is under a millimeter, I’m gonna glass it. If it’s over a millimeter, it’s gonna be a tough one. I’m not saying you’re not gonna get it fixed, but you’re not going to blow through it. I don’t care who you are. Even Mr. Jacks here, if I give him a 1.1 or 1.2 millimeter deep dent, that’s not a quick push it up and ship it.
Shane: No.
Keith: You’re gonna be pushing and knocking, and pushing knocking –
Shane: It’s at least two and a half minutes.
Keith: You’re going to be struggling with it. So you’re telling – you’re learning something for yourself. You’re putting an actual number on a dent that – and listen, I know you think you can tell, trust me you can’t tell within the number we’re talking about you can’t tell. You think you can, and you can look at it and know it’s difficult and you’ll be right, but when you see those numbers it changes your strategy, just take my word for that.
Shane: Yes.
Keith: So now I’m using those tools. I have the paint gauge in the same little case as the depth gauge, which is a nice little plastic case. Looks like it could have a hand gun in it, and that kind of freaks people out, I guess. But I open that sucker up, get out the paint gauge, get out the depth gauge, get out the pricing guide. And I’ve slowed the whole estimate process way down, instead of saying: yep, we can do it, $200.00. And they’re just kind of blindsided by this price because you haven’t walked them down the path to get there.
But when you have anchored the price high, you come in with some devices and you measuring, you’re taking numbers down, you’re referencing against a guide. You’ve got all this time to build up to what the real price is. And all of a sudden they know that’s the price. And they may not like it, but that’s the anchor, that’s the price you’ve anchored for that dent right at that moment. And you’re going to negotiate off of that point. They’re not gonna come in and say, “Well, can you do it for 25 percent of that?” Nobody would say that.
They might ask for 25 percent off, or half off, or would you do it for this, but they’re going to be right off of that number. And you can argue with me all you want, but I’m living it, it’s real. There’s a handful of super loyal listeners. Guys that are just if I say do it, they’re gonna do it. And they report back to me, and I’ve learned a lot from these guys too on implementation, and this stuff is real. It’s making guys more money all the time. So don’t so it if you don’t want to. Some of these ideas had to be proven to me, like the pricing guide and the software, and it’s real, guys are making more money.
So tell yourself all the lies you want to tell yourself, or just buy in because it’s almost free to try half this stuff. The software trials are free. You can make your own pricing guide for free. It costs a few bucks to buy those gauges, but dude, you’re making so much money with this stuff if you’re using it that it’s kind of a no brainer.
Shane: And with those gauges you are also anchoring, Keith.
Keith: Oh, yeah, absolutely.
Shane: The gauges themselves are a huge anchoring technique. It’s anchoring of quality, an idea that you know what you’re doing because you’ve got these fancy – you know, you’re not a guy in flip-flops and camo shorts and a wife beater out there telling the guy $200.00. It would be like going to McDonald’s and ordering a filet mignon. It didn’t matter how good that thing tastes, it wouldn’t taste good to you. This is just not as good as [inaudible] [00:21:26].
Keith: If it was on that Styrofoam thing that the pancakes come one, so when you cut it, you kind of cut into the Styrofoam a little bit.
Shane: It could be the best steak in the world and you would think, uh.
Keith: It’s all right.
Shane: It’s anchored in your head that it’s frickin’ McDonald’s.
Keith: If some dude was hitting my feet with a broom while I was trying to eat it.
Shane: I love that. That is one of my favorite things in the world. All right, number four, Keith: get out your light to estimate.
Keith: Oh, my gosh, that’s a big deal isn’t it?
Shane: Yes, it is. And it’s one that I am insanely guilty of not doing. I did it the other day; I priced a fender and a hood for $450.00. I got it – well, I had to ride up the road to give that price, and I didn’t have a light with me.
Keith: For those of you in parts of the world that are not the South, he means drive up the road.
Shane: What did I say?
Keith: You said ride up there.
Shane: Okay. I took a mode of transport.
Shane: No one picked him up and brought him, and he didn’t take a horse or bicycle. He actually drove his own vehicle.
Shane: It’s possible that I took a motorcycle, pecker head. So anyway, I had to take a mode of transport up the road about a mile and didn’t have a light with me. And if I had one with me I wouldn’t have pulled it out. To be honest it was sitting outside. I bid these two panels at $450.00. And I pulled it in the shop yesterday, I look at the fender and I’m like: you got to be kidding me. It’s $400.00 on just the dang gone fender, honestly. But, I mean, it was a fairly quick repair.
It was just bigger and more complex than what I thought. What I thought I was gonna have about an hour into it ended up having two hours into this thing. Yeah, pull out your light. It is a big deal. And we’re preaching to me – I’m preaching to me here as much as I am anybody else.
Keith: Yeah, it’s not easy, especially for a mobile guy to get a light out because it’s bright outside and you don’t want to make a big production but making that big production, it helps you as much as it helps the customer because you’re gonna see everything. I had a Tesla fender that the lady told me the dent was like the size of a baseball or something like that. And that’s – you’re getting up to the size of a dent that there’s gonna be some other damage associated with that usually. If there’s a crown or there’s something – a baseball sized dent is significant.
There’s very rarely just a perfectly round baseball dent without some other stuff. So I was in the garage and she took forever to come out, to be honest with you. She opened the garage and said I’ll meet you around and she took like ten minutes, which enabled me to slow myself down and go: okay, I’m gonna get out multiple lights and look at this thing, and leave them setup for when she come out here, which is what I did. Well, you could see that the dent at the top of the fender, what she saw, ran all the way down and through the lip on the bottom.
So we went from a ballpark on the phone of $300.00 to $450.00, I did that repair for $835.00. So thanks to the light I can show her –because she didn’t see it looking straight on. It was a silver car and it wasn’t like a karate chop, it was just a mild low down through the lip. It didn’t destroy the lip or anything. Pretty straightforward part of the repair, actually. But once I set the lights up I could show her, and she goes, “I do see that. I didn’t see it before.” And right now Tesla owners are just in love with their cars. You could basically tell them you’re gonna give me the pink slip to fix it and they’d say yes.
Those lights showing everything, that made that whole estimate. I was able to show her it’s twice the size of what she thought it was; therefore it’s twice price and she was fine with that; didn’t bat an eye, didn’t even say: wow, that’s a lot. Just said: I’m so glad we can fix it. So men, take the time, slow it down and get the light. I’ve been busting on Shane and other guys with a shop that if I had that shop, I absolutely would dedicate one bay to being an estimate bay. I would stripe all the walls in there, and the ceiling. It would be like a weirdo psychedelic room, but when you drove a care in there, you wouldn’t miss anything.
From every angle you’d see a reflection of some kind of contrasting colors that would show everything in there. That’s what I would do; I know I’d do it, even if it’s for myself, so I don’t miss dents. But to show a customer in there… the only stipulation Shane made is that you’re not allowed to deliver it in there.
Shane: Right.
Keith: You deliver it in the middle of a 500 yard wide parking lot.
Shane: With no trees or anything anywhere.
Keith: Or clouds.
Shane: I simple don’t have the room inside this shop, honestly, to dedicate a bay. Maybe Keith, there is – after we discussed that, I thought about setting up basically a portable building outside with a bunch of lights in it, and stripe the walls. It will be hot as fire but – and cold in the winter, but it would work.
Keith: Even if it was like one of those metal covered things like they use for a carwash.
Shane: Yeah, that’s what I’m talking about. You’re just enclosed.
Keith: You can drive through it. Not even enclosed. I mean, just if the sides had a bunch of wrought iron gates.
Shane: Yeah, I wouldn’t close it, so I could store stuff in there. Cars, I’m not talking about junk. You know, cars overnight and being able to lock it, so I can store stuff. Are you seeing that shovel handle right there?
Keith: Do you know what a vintage wheelchair is going for right now?
Shane: Look at the reflection in this wagon wheel.
Keith: All right, number five. Our fifth and final way to double your retail estimate: ask them who is paying for it.
Shane: That a biggie, and do that pretty quickly.
Keith: That usually –
Shane: You find out how it happened, and that’s when you’re finding out who is paying.
Keith: Right. Your question is usually not who is paying, because that’s kind of an abrasive question. Who’s paying for this? But you ask: wow, how did this happen? And let them tell you the story. And then you say: why, did you catch the guys who did it? Did they leave a note? No, my brother-in-law did it. He’s gonna turn it in to his insurance. Or: yeah, we already got an insurance check; we’re hoping we can do it for less. Oh, you’re absolutely on the right track. We know we can do it for less. And you’re going to be able to pocket $50.00 to $60.00 cash money, and get the car fixed without painting. But once you – basically what you’re asking for is how deep are the pockets on this deal?
And some guys might object to that morally. Go ahead an object, but when we’re dealing with insurance companies’ money, they usually aren’t considering PDR. They’re going straight conventional, and those conventional numbers are high. That’s part of the reason we’re in business is because those numbers are big. So you can riff off that big number and come up with something that still saves the insurance company money, and makes you more than you would have giving it away to some sweet old lady if she’ spaying out of her pocket.
Shane: And the guys that are morally objective to this, if we were to ask those guys Keith, what would your ideal repair be for a dime sized dent, give me the price that would you like to be across the board to get every time. I guarantee it’s not gonna be $80.00 or $100.00. They’re going to say: well, I would like to get $200.00 every time for a dime sized dent. Well, you’re no frickin’ moral than I am.
Keith: You know, some of those –
Shane: I’m just getting sometimes what I want, versus you not getting it and thinking you’ve got to be fair with everybody across the board.
Keith: There’s a few guys, though, that would argue with you and say that’s just a rip off; I can’t see charging that much. It’s not worth that much. It’s like a crazy perspective to me but what’s going on is they don’t personally value the value that they bring. They don’t think it’s worth any more than $80.00 an hour.
Shane: They’re just wrong, period.
Keith: Well, they’re straight up wrong. Maybe they’re bad techs and it really isn’t worth $80.00. But if your mindset hasn’t wrapped itself around the fact that what you’re doing is worth $1,000 an hour, and we’ve talked about this on the show before, too. If you don’t believe that, good luck getting someone else to believe it. You’ve got to think you’re worth $1,000 an hour. And maybe it’s not $1,000; maybe for you it’s $500.00 or $400.00 or $900.00. Or maybe it’s $10,000.
As soon as you really believe that – you don’t just say it but you believe it, then you can get these estimates up and look somebody in the eye – square in the eye with a smile and say: this is how much this is going to cost, and this is why. But if you think you’re worth $80.00 an hour tops, you’re not going to come in at that all the time. You’re gonna come in at half that sometimes, or a quarter of that sometimes. Or you’re gonna punch in your estimate numbers and it comes up with $800.00, and you know it’s a dent you can do in half an hour. You’re gonna go: that’s way too much.
But if you’ve accepted the fact that you are worth $800.00 an hour and you finally do get the job that that pencils out, you just march that thing right on over to the customer, or whoever’s paying, and tell them what it is. But if you don’t believe it, you can’t get. So –
Shane: What are you worth an hour, Keith?
Keith: My mind has a hard tine wrapping around anything more than $1,000 an hour. And that’s a super high number. I’m not here telling you I get $1,000 an hour, almost ever. It’s happened when the stars aligned and you can’t do it for eight hours straight, usually. But it’s happened. And when it’s happened, since I’ve spent time training myself to believe that and live it, I’ve been able to submit those estimates. But frequently, we come 4, 5, or $600.00 an hour and since I’ve wrapped my head around $1,000; 4, 5, 6 is a piece of cake for me. But if I would have trained myself that I’m worth $250.00 an hour maximum, 4 or $500.00 an hour is hard to deliver; you can’t deliver that with confidence.
Like I couldn’t tell somebody that it costs $20,000 for me to work for eight hours. It would be tough for me to sell that to somebody and make a case for why. It’s just – it’s an unrealistic number. And that number’s gonna change for everybody. But set your number higher than what you probably think it is today and start working on believing that. And when you do, man, those higher estimates are much easier to deliver; I can promise you that.
Shane: Good stuff, Keith.
Keith: All right, fellows. So these are ways you can use these techniques to make money today. Almost everything is just technique that you can talk about and use. There’s only a couple things you could or couldn’t buy from our list. So we’re challenging you today, this week. It’s Monday. This week, when you encounter retail people, use as many of these techniques as you can. Come back, share your experience with us, post at comment on the podcast page, put something on our Facebook page or send us a message privately, if you want, if you don’t want to post anything.
But let us know this stuff is working or it’s not working. If it’s not working, I’ll tell you why. You’re not doing it right and I’ll fix it. But if it is working, we want to hear about the stories because it makes us happy.
Shane: Yes, it do. We want your pockets so full of cash that when you fall over, you just bounce right back up to your feet. All right, fellows. Talk to you next week. Until then…
Keith: Get better.
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[End of Audio]Duration: 36 minutes
