February 20, 2025 • 20 mins
Value is difficult to gauge.
It’s unique to everyone.
You might join one of my programs and pay the enrollment price.
Price = easy to see.
Everyone who joins my programs pays the same price.
Cost is equal.
Return is NOT.
Someone might get a nice $5,000 pay increase thanks to the application of my lessons.
Someone else might get a $300,000 pay increase.
No matter which end of the spectrum you fall on, you’ll never know how valuable something is—in tangible or intangible terms—until you look back.
How much effort, diligence, and consistency you put into your investments, also has a way of yielding higher value.
I’ve discovered these correlations don’t register easily for many people I’ve encountered.
Another concept that’s truly elusive is trying not to equate effort with results.
As much as I’d love to hire the person who works really hard, I’d love even more to hire the person who works half the time and yields twice the output.
The trick, for you, is to convince the employer in advance, you’re a twice-the-output kinda person.
Before you can do this, there are a few things you need to understand about value.If you'd like to build a great career and lead a rewarding life, check out some of these other places where I share my teachings:
1. Check out the milewalk Academy, my coaching and training site, for freemiums and premiums.
2. I have hundreds of educational and inspirational videos on my YouTube Channel.
3. Grab any of my three books related to interviewing, hiring, and goal setting. All can be found on my Amazon Author Page.
4. Follow me on Instagram, LinkedIn, Twitter (X), TikTok, Threads, and Facebook.
5. Stay in touch with me in your email inbox by joining my newsletter here!
--Andy
Mark as Played
Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
(00:00):
Hey All! Coach Andy here! Want to have a talk with you about value and really just share a couple
stories with you to help you understand how to get paid more based on what you're truly getting paid
for and I know it it may seem obvious as to why an organization pays you but they don't pay you
(00:23):
for your time they don't pay you for your skills they pay you for the value you're going to provide
them so I thought you know I've been chewing on how I wanted to share this with you for a for a
long while and I I I want to illustrate this with a couple of stories from my past I think it was
just time for me to turn the camera on roll the tape and and just have this discussion with you
(00:43):
because I get a lot of questions week in and week out about how to raise my salary how to get paid
more how to be more valued for my contributions and I think it all starts with understanding and
truly why we get paid why somebody values us and I thought about a couple of stories that
have happened to me in my life one about 20 years ago one about 8 years ago and trust me when I tell
(01:08):
you that 20 years from now or 200 years from now these stories will be every bit as valuable and
accurate and illustrative as they are today as they were yesterday yester year yester decade or
whenever that is so the first story is happened literally about 20 years ago it was the summer
of 2004 so little over 20 years ago I got a phone call from a guy named Tom super guy and he said
(01:36):
to me Andy my name's Tom and I got your name from Jeff a mutual friend and I want you to know I'm
moving back to Chicago which was his former home but he had been gone he's moving back to open up
an arm of a consultancy we tried this before we didn't it didn't really work out it wasn't really
successful and when I told Jeff I was moving back to Chicago and I told him I was opening
(02:00):
up an arm of a national consultancy he told me I needed to call you cuz a you know everybody
in town and B you really know what it's like to run a consulting company so would you be open a
meeting with me and my president uh he who will be flying in could we could we set up a time to
talk now the first lesson that I want to share in this story is I couldn't say yes fast enough
(02:22):
because this sounded like somebody who would be great to have in my network and I knew I can
help him I can help him understand what works in the city what works with the organizations what
works from a Consulting model perspective how to network how to Target organizations and all of
those other things and I just wanted to give him that wisdom and that Insight so we sat down and
(02:43):
we shared this we had a great you know we kind of cracked bread so to speak we had a great we
had a great session and off we went and I didn't know at that time in the summer of 2004 that six
months from that point I would be opening up myw walk my executive recruitment firm so six months
goes by January rolls around and I uh I called Tom and I said hey um you know it's was great
(03:10):
meeting you and uh you know back in the summer I'm an executive recruiter now do you want some
formal help in recruiting people for your for your business he said that would be great why don't you
come on down we've got some other people from the the headquarter office that I'd like you to meet
they're helping me on a part-time basis you know kind of get you know get the networking going uh
(03:33):
get the recruiting going and really helping me open the office so I went down to meet with them
and I met a guy named Troy super guys some other folks and Troy looked at me he said um look man
we we re we we can't afford normal rates for recruitment you know there's cash flow issues
we're just getting the office up off the ground and so I said to him um all right let's not worry
(03:54):
about that what can you afford let's why don't we put something together look my I'm just opening up
my business let's be upfront about this you guys are just opening up this arm let's figure out a
way to work together and the first thing that I want you to know is that I took some fractional
rate at that point not because I didn't believe in my skills but because when I looked at what
was happening at that time I ultimately knew that getting work going getting customer testimonials
(04:20):
and case studies in order and having references was more important than any amount of money they
could spend so at that time the value for me was in the work itself and I think a lot of people
skip over this because if you're making a career change or if you're starting out if you're an
emerging professional just starting out in your in your career or even if you're just changing
(04:42):
jobs it makes no difference I want you to always consider what's the investment in your career at
that moment you're trying to make that decision so I knew that that was way more important so we
set up this deal where they paid me some some small rate it wasn't super tiny but it wasn't
very big and we we spread the payments out over 6 months but it got me moving with them it got me
(05:04):
learning the mechanics of my recruitment business and over the course of the next two years I think
I placed about 25 people at that organization so it really served its purpose not to mention
it made my ability to sell my recruitment services to other clients it made it that much easier so so
one of the things that I want you to understand is is value in the networking I didn't know Tom
(05:26):
could have hired me at some point I didn't know I was going to be a recruiter the art of the
possible I'm I'm putting and putting myself in a position to plant some seeds that I know will pay
dividends somewhere along the way I don't know how how it's going to come to fruition I wasn't even
worried about that my focal point was in helping him and then when I started working together the
focal point was providing Great Value building great relationships learning my business investing
(05:51):
in me and along the way getting paid a little to do that so couple years goes by and now we're in
a different position we could rightsize the rates so I did did that I said okay look 2 years in this
has been great you're in a different place I'm in a different place I got to get my rates for
you really on par with my other clients in order for me to make sure that I'm continuing to offer
you the best service and so on and so forth we put a new contract in place little time goes by we we
(06:16):
we did more surgical recruitment at that time not the high velocity that I was doing because it was
costing them more money and I wanted to be more prudent with my time so about another year goes
by and I get a I get a phone call from Tom and he says Andy I I I I need I need you we need your
help sure thing what's going on he says well you know now that we're a few years in we were running
(06:40):
uh a model where our Consultants were selling business to our clients but I know we need to
move to a more strategic selling model I need to hire my first strategic salesperson to actually go
into organizations open the doors and really help penetrate and we don't have anybody on staff with
those kind of skills and for the last 6 months I've had different people in my organizations
(07:02):
and the recruiters looking for individuals it's been 6 months we haven't been able to find the
right person can can we enlist you to to to help us I said I'll tell you what it's Thursday are you
free for lunch tomorrow it's Friday why don't I come down let's have some lunch you explain
to me what you need by the end of the day I can have a contract drafted CU it's going to be a
little bit different than what what is currently in in our in in place and I'll I can start with
(07:28):
this on this in Earnest on Monday so I go down we have lunch we put the contract together as we
we scan it and send it back and forth and he says how long how long do you think it's going to take
before we see some progress now I knew based on what he needed this was going to go quickly but
I I wanted to manage his expectation I said well L I'll just I'll call you by Friday no matter what
(07:49):
just give me the five days I knew it wasn't going to take me that long so that Monday morning top
of the pile I start making phone calls by the end of the day I had three bonafide candidates for his
salesperson so I packaged them all up I wrote I I put a packet together a write up all the goodies
all the information so that when I woke up on Tuesday morning I would send them the packet
(08:12):
Tuesday Morning rolls around I send him the packet and I say Tom take a look at these individuals
I'll call you in a few hours I'm a little tied up I'll call you a little later this morning I wanted
to give them a chance to look at the the people I knew he was really going to like them I called him
a few hours later he picked up the phone he said my goodness Andy these individuals look fantastic
can we start scheduling them over the you know over the next couple of weeks and I have to have
(08:36):
some people flying to meet them but we probably can wrap this entire thing up if if all goes well
with at least one of them within within a month I said absolutely I have their schedule let's let's
get them scheduled up couple three weeks goes by he picks one of the the people Brian who was
absolutely a fantastic salesperson and everything was great Brian started couple couple weeks later
(09:00):
so within a month or so Brian was there hit the ground running a couple of weeks later I went and
I met with Tom about another search we were having lunch again and I asked him I said how's Brian
doing he said wow he's doing great he's already generating leads everything is going great I have
to ask you how is it that you were able to find three great people so fast I said well we talked
(09:27):
on Friday you told me what you needed and and I made five phone calls on Monday morning two of
the people didn't want all of these people were employed two of them didn't want to leave their
jobs these three that I sent you were open to leaving and he looked at me and he said I paid
you $50,000 to make five phone calls and I said no you spent six months wasting around spending
(09:55):
God knows how much time having all your people look for individuals you interviewed them wasted
more time you let more time go go by where the salesperson had you hired them sooner could have
started generating money so you lost all that time so that when you got in such a pickle and
(10:16):
you had to throw up your arms because you couldn't you didn't know what else to do that when you had
such a problem you called me and it only took me five phone calls to solve your problem you
paid me for the years it took so that when you needed something at the moment you needed it I
only needed to make five phone calls to make it you paid me for all that time I invested in me so
(10:40):
that I only needed to make five phone calls that's what you paid $50,000 for and the point I'm trying
to make to you is he didn't pay me to make phone calls he didn't pay me to interview people he paid
me to solve his problem to help him achieve his goal and to give him somebody that would do that
(11:00):
all of that time I invested in me as a recruiter building my network knowing what to look for how
to evaluate people knowing whether they'd be the right cultural fit skill set fit whether they'd
have longevity there that's what he paid for he doesn't pay for time he paid for results and you
need to realize that when you are trying to sell your services to anyone what are you going to do
(11:23):
for them how are you going to transform their life to help them achieve their goals by overcoming
their problems they're not paying you for all the time that you spent building your skills he didn't
pay me truly for all that time I invested he paid me for the moment in time he needed me but for me
I put myself in a position so that I only needed to make five phone calls and and and and that's
(11:48):
not even the end of the story because because a couple of years went by we still continued
to do business together and 3 four years later I was there again and we were doing another search
and at that time Brian had been with him actually this might have been about five years later and
before I met to meet went to meet with Tom I called Brian and I wanted to catch up with him
(12:10):
and I said hey next week I'm having lunch again with your boss I want to know what's your lifetime
book and what that is is I wanted to know what his lifetime book of business was how much money
have you sold for that company how much revenue have you generated him and he said it's so funny
you asked me I just rolled over 20 $20 million so when I had lunch with Tom I made a point to
(12:34):
mention to him I talked to Brian previously asked him how things were going said he's uh just rolled
over 20 million so now that $50,000 seems like peanuts right you can never truly understand the
value until you take a look back and you see it in hindsight but the point is that's what he was
hoping for and as it turned out Brian lasted there almost eight years so now that this relationship
(12:57):
is is 8 8 8 to 10 years and recruiter Andy guy can make money really fast but my aspirations and
my goals as far as what I want the value I wanted to provide this world had changed because I could
help companies I could help candidates change jobs but I can only do I can only do so much of
that so quickly because there was only one of me or my team or my my small team of recruiters that
(13:21):
would do that I had aspirations are reaching you who might be listening to me from the other side
of the planet well in order to do that I had to rebuild myself rebuild my skills and I have
a story that I want to use to illustrate how life is not linear and how value is not linear and how
even though you've built skills over time the applicability of those skills changes and your
(13:42):
inter the the the interpretation of your value by different parties can change so now we're about
10 years later and maybe it's about 2015 and I decided I wanted to be a trainer in this capacity
a coach that could help individuals with their job searching activ activities and their Career
Development activities as opposed to an executive recruiter who helped businesses a businesso
(14:04):
business engagement which is what I had previously done and it spent 10 years building between 2004
and 2015 but in the middle of 2015 I decided I wanted to be a coach in this capacity which
meant I had to reestablish a brand so that people would know me that way and could see the value I
could provide that way so couple years goes by as I I'm building my community reshaping my brand uh
(14:29):
in addition to offering recruitment services but on top of that I was operating uh as a as a career
coach uh but for the first year I was offering all my material for free and in again investing
in my business and learning it to see how it how it worked well in 2017 I decided that I wanted to
(14:49):
um offer a paid webinar a resume writing webinar and I decided to see if this would work I was
going to charge $47 to get people to join me in my webinar $47 and Not only was the webinar going to
cost you $47 but if you showed up you came and you followed the instruction and you drafted a
(15:11):
resume and you would like me to review it I would review it at no cost zero $47 got you attendance
at a resume workshop or a resume webinar and it got me recruiter Andy guy to review your resume
for 47 total dollars and I don't know if I could count on two hands if I did 10 resume reviews so
(15:35):
Andy recruiter guy charged $47 in 2017 here we are it's 2025 now what's the difference between 2017
and 2025 when it comes to coach Andy's resume template nothing it's the same template coach
Andy's resume writing skills they're the exact same seen more resumés sure basically you get
(15:58):
the same guy with the same skills except now it costs you 45 times that amount so it's going to
be over 2,000 bucks if you want me to review your resume what's the difference I didn't
change any resum writing skills I have the same resumé writing skills that I had in 2017 you
just pay 50 times more for them right now why because I had to grow other skills to help you
(16:22):
see my value in helping you review your resume or writing your resume or the synchronous material
I have for you to write your resume so that I could review it all of that I didn't change I
didn't change the product which is me product is the same the service is the same what's different
your perception of the value why is it different because I had to grow other skills so that you
(16:47):
could see it for its truest value which is how much it's going to impact your ability to get
interviews and get hired but in order for me to do that I didn't need to grow resume writing skills
I needed to grow marketing skills I needed to grow brand building skills I needed to grow sales
skills and service skills and these things have nothing to do with resume writing so what's the
(17:13):
moral here when you go into a job interview you're trying you're thinking well why am I not getting
hired what do I need to change do I need to go get certifications what is it why is I was so great at
my last job or I've been so great for the last 20 years is because you're not spending enough time
figuring out how to Market yourself and sell yourself most effective there's no difference
(17:35):
between my $47 offer and my $2,000 offer they're the same the service is the same but the value
that people are are better able to understand it's a lot easier for me to make that because I had to
grow other skills now I realize you don't have a decade to grow marketing and sales skills to help
you with your job interviews or your job searches but the point is when you get those opportunities
(17:58):
it's about selling yourself and the best way to sell yourself is to help somebody understand how
you're going to help them achieve their goals by overcoming their problems and if I'm a job Seeker
or I'm interviewing for a position I'm obsessed with what are their goals what are their problems
and how can I show them because that is Ana the analogy of the difference between my $47 offer and
(18:24):
my $2,000 offer there's a huge huge difference in helping you understand that when you can see that
it's going to make all the difference in the world and when you can get an employer to see that it's
going to make all the difference in the world not only is it going to make you more hirable but it's
going to get you paid more so I want you to I want you to really focus on how is it that I can look
at an employer and understand what it is they're trying to solve or what it is they're trying
(18:48):
to achieve and how the application of my work experience will help them do that and then when
you get those opportunities on your resume and in the interviews to paint the picture for them
that you do that and help them understand how their future is going to change as a result of
hiring you they're not paying you to make five phone calls right they're paying you to be there
(19:10):
to help them get to where they want to be based on the fact that you spent all those years building
skills that let you only make five phone calls all right lots of luck on your search I hope you
get I hope you get the analogy I hope you get the analogy from these stories you don't need
to change yourself you're perfect the way you are but your storytelling and your ability to get an
(19:31):
employer to see you differently that's where I would be spending my time I would be putting my
resume together so they could see it I would be building my job interview Stories the right way
so that they could see it all right lots of luck hope you enjoyed this uh I believe this is coming
out as a premere so we're about to roll into some some Q&A on my YouTube channel hopefully
you're here with me live chatting along with me in the chat but any which way you're watching
(19:55):
this lots of luck there on your job search and I truly hope that you get people to see you for
what you truly are and the value that you can truly add to their lives and their companies
Hey All! Coach Andy here! Want to have a talk with you about value and really just share a couple
stories with you to help you understand how to get paid more based on what you're truly getting paid
for and I know it it may seem obvious as to why an organization pays you but they don't pay you
(00:23):
for your time they don't pay you for your skills they pay you for the value you're going to provide
them so I thought you know I've been chewing on how I wanted to share this with you for a for a
long while and I I I want to illustrate this with a couple of stories from my past I think it was
just time for me to turn the camera on roll the tape and and just have this discussion with you
(00:43):
because I get a lot of questions week in and week out about how to raise my salary how to get paid
more how to be more valued for my contributions and I think it all starts with understanding and
truly why we get paid why somebody values us and I thought about a couple of stories that
have happened to me in my life one about 20 years ago one about 8 years ago and trust me when I tell
(01:08):
you that 20 years from now or 200 years from now these stories will be every bit as valuable and
accurate and illustrative as they are today as they were yesterday yester year yester decade or
whenever that is so the first story is happened literally about 20 years ago it was the summer
of 2004 so little over 20 years ago I got a phone call from a guy named Tom super guy and he said
(01:36):
to me Andy my name's Tom and I got your name from Jeff a mutual friend and I want you to know I'm
moving back to Chicago which was his former home but he had been gone he's moving back to open up
an arm of a consultancy we tried this before we didn't it didn't really work out it wasn't really
successful and when I told Jeff I was moving back to Chicago and I told him I was opening
(02:00):
up an arm of a national consultancy he told me I needed to call you cuz a you know everybody
in town and B you really know what it's like to run a consulting company so would you be open a
meeting with me and my president uh he who will be flying in could we could we set up a time to
talk now the first lesson that I want to share in this story is I couldn't say yes fast enough
(02:22):
because this sounded like somebody who would be great to have in my network and I knew I can
help him I can help him understand what works in the city what works with the organizations what
works from a Consulting model perspective how to network how to Target organizations and all of
those other things and I just wanted to give him that wisdom and that Insight so we sat down and
(02:43):
we shared this we had a great you know we kind of cracked bread so to speak we had a great we
had a great session and off we went and I didn't know at that time in the summer of 2004 that six
months from that point I would be opening up myw walk my executive recruitment firm so six months
goes by January rolls around and I uh I called Tom and I said hey um you know it's was great
(03:10):
meeting you and uh you know back in the summer I'm an executive recruiter now do you want some
formal help in recruiting people for your for your business he said that would be great why don't you
come on down we've got some other people from the the headquarter office that I'd like you to meet
they're helping me on a part-time basis you know kind of get you know get the networking going uh
(03:33):
get the recruiting going and really helping me open the office so I went down to meet with them
and I met a guy named Troy super guys some other folks and Troy looked at me he said um look man
we we re we we can't afford normal rates for recruitment you know there's cash flow issues
we're just getting the office up off the ground and so I said to him um all right let's not worry
(03:54):
about that what can you afford let's why don't we put something together look my I'm just opening up
my business let's be upfront about this you guys are just opening up this arm let's figure out a
way to work together and the first thing that I want you to know is that I took some fractional
rate at that point not because I didn't believe in my skills but because when I looked at what
was happening at that time I ultimately knew that getting work going getting customer testimonials
(04:20):
and case studies in order and having references was more important than any amount of money they
could spend so at that time the value for me was in the work itself and I think a lot of people
skip over this because if you're making a career change or if you're starting out if you're an
emerging professional just starting out in your in your career or even if you're just changing
(04:42):
jobs it makes no difference I want you to always consider what's the investment in your career at
that moment you're trying to make that decision so I knew that that was way more important so we
set up this deal where they paid me some some small rate it wasn't super tiny but it wasn't
very big and we we spread the payments out over 6 months but it got me moving with them it got me
(05:04):
learning the mechanics of my recruitment business and over the course of the next two years I think
I placed about 25 people at that organization so it really served its purpose not to mention
it made my ability to sell my recruitment services to other clients it made it that much easier so so
one of the things that I want you to understand is is value in the networking I didn't know Tom
(05:26):
could have hired me at some point I didn't know I was going to be a recruiter the art of the
possible I'm I'm putting and putting myself in a position to plant some seeds that I know will pay
dividends somewhere along the way I don't know how how it's going to come to fruition I wasn't even
worried about that my focal point was in helping him and then when I started working together the
focal point was providing Great Value building great relationships learning my business investing
(05:51):
in me and along the way getting paid a little to do that so couple years goes by and now we're in
a different position we could rightsize the rates so I did did that I said okay look 2 years in this
has been great you're in a different place I'm in a different place I got to get my rates for
you really on par with my other clients in order for me to make sure that I'm continuing to offer
you the best service and so on and so forth we put a new contract in place little time goes by we we
(06:16):
we did more surgical recruitment at that time not the high velocity that I was doing because it was
costing them more money and I wanted to be more prudent with my time so about another year goes
by and I get a I get a phone call from Tom and he says Andy I I I I need I need you we need your
help sure thing what's going on he says well you know now that we're a few years in we were running
(06:40):
uh a model where our Consultants were selling business to our clients but I know we need to
move to a more strategic selling model I need to hire my first strategic salesperson to actually go
into organizations open the doors and really help penetrate and we don't have anybody on staff with
those kind of skills and for the last 6 months I've had different people in my organizations
(07:02):
and the recruiters looking for individuals it's been 6 months we haven't been able to find the
right person can can we enlist you to to to help us I said I'll tell you what it's Thursday are you
free for lunch tomorrow it's Friday why don't I come down let's have some lunch you explain
to me what you need by the end of the day I can have a contract drafted CU it's going to be a
little bit different than what what is currently in in our in in place and I'll I can start with
(07:28):
this on this in Earnest on Monday so I go down we have lunch we put the contract together as we
we scan it and send it back and forth and he says how long how long do you think it's going to take
before we see some progress now I knew based on what he needed this was going to go quickly but
I I wanted to manage his expectation I said well L I'll just I'll call you by Friday no matter what
(07:49):
just give me the five days I knew it wasn't going to take me that long so that Monday morning top
of the pile I start making phone calls by the end of the day I had three bonafide candidates for his
salesperson so I packaged them all up I wrote I I put a packet together a write up all the goodies
all the information so that when I woke up on Tuesday morning I would send them the packet
(08:12):
Tuesday Morning rolls around I send him the packet and I say Tom take a look at these individuals
I'll call you in a few hours I'm a little tied up I'll call you a little later this morning I wanted
to give them a chance to look at the the people I knew he was really going to like them I called him
a few hours later he picked up the phone he said my goodness Andy these individuals look fantastic
can we start scheduling them over the you know over the next couple of weeks and I have to have
(08:36):
some people flying to meet them but we probably can wrap this entire thing up if if all goes well
with at least one of them within within a month I said absolutely I have their schedule let's let's
get them scheduled up couple three weeks goes by he picks one of the the people Brian who was
absolutely a fantastic salesperson and everything was great Brian started couple couple weeks later
(09:00):
so within a month or so Brian was there hit the ground running a couple of weeks later I went and
I met with Tom about another search we were having lunch again and I asked him I said how's Brian
doing he said wow he's doing great he's already generating leads everything is going great I have
to ask you how is it that you were able to find three great people so fast I said well we talked
(09:27):
on Friday you told me what you needed and and I made five phone calls on Monday morning two of
the people didn't want all of these people were employed two of them didn't want to leave their
jobs these three that I sent you were open to leaving and he looked at me and he said I paid
you $50,000 to make five phone calls and I said no you spent six months wasting around spending
(09:55):
God knows how much time having all your people look for individuals you interviewed them wasted
more time you let more time go go by where the salesperson had you hired them sooner could have
started generating money so you lost all that time so that when you got in such a pickle and
(10:16):
you had to throw up your arms because you couldn't you didn't know what else to do that when you had
such a problem you called me and it only took me five phone calls to solve your problem you
paid me for the years it took so that when you needed something at the moment you needed it I
only needed to make five phone calls to make it you paid me for all that time I invested in me so
(10:40):
that I only needed to make five phone calls that's what you paid $50,000 for and the point I'm trying
to make to you is he didn't pay me to make phone calls he didn't pay me to interview people he paid
me to solve his problem to help him achieve his goal and to give him somebody that would do that
(11:00):
all of that time I invested in me as a recruiter building my network knowing what to look for how
to evaluate people knowing whether they'd be the right cultural fit skill set fit whether they'd
have longevity there that's what he paid for he doesn't pay for time he paid for results and you
need to realize that when you are trying to sell your services to anyone what are you going to do
(11:23):
for them how are you going to transform their life to help them achieve their goals by overcoming
their problems they're not paying you for all the time that you spent building your skills he didn't
pay me truly for all that time I invested he paid me for the moment in time he needed me but for me
I put myself in a position so that I only needed to make five phone calls and and and and that's
(11:48):
not even the end of the story because because a couple of years went by we still continued
to do business together and 3 four years later I was there again and we were doing another search
and at that time Brian had been with him actually this might have been about five years later and
before I met to meet went to meet with Tom I called Brian and I wanted to catch up with him
(12:10):
and I said hey next week I'm having lunch again with your boss I want to know what's your lifetime
book and what that is is I wanted to know what his lifetime book of business was how much money
have you sold for that company how much revenue have you generated him and he said it's so funny
you asked me I just rolled over 20 $20 million so when I had lunch with Tom I made a point to
(12:34):
mention to him I talked to Brian previously asked him how things were going said he's uh just rolled
over 20 million so now that $50,000 seems like peanuts right you can never truly understand the
value until you take a look back and you see it in hindsight but the point is that's what he was
hoping for and as it turned out Brian lasted there almost eight years so now that this relationship
(12:57):
is is 8 8 8 to 10 years and recruiter Andy guy can make money really fast but my aspirations and
my goals as far as what I want the value I wanted to provide this world had changed because I could
help companies I could help candidates change jobs but I can only do I can only do so much of
that so quickly because there was only one of me or my team or my my small team of recruiters that
(13:21):
would do that I had aspirations are reaching you who might be listening to me from the other side
of the planet well in order to do that I had to rebuild myself rebuild my skills and I have
a story that I want to use to illustrate how life is not linear and how value is not linear and how
even though you've built skills over time the applicability of those skills changes and your
(13:42):
inter the the the interpretation of your value by different parties can change so now we're about
10 years later and maybe it's about 2015 and I decided I wanted to be a trainer in this capacity
a coach that could help individuals with their job searching activ activities and their Career
Development activities as opposed to an executive recruiter who helped businesses a businesso
(14:04):
business engagement which is what I had previously done and it spent 10 years building between 2004
and 2015 but in the middle of 2015 I decided I wanted to be a coach in this capacity which
meant I had to reestablish a brand so that people would know me that way and could see the value I
could provide that way so couple years goes by as I I'm building my community reshaping my brand uh
(14:29):
in addition to offering recruitment services but on top of that I was operating uh as a as a career
coach uh but for the first year I was offering all my material for free and in again investing
in my business and learning it to see how it how it worked well in 2017 I decided that I wanted to
(14:49):
um offer a paid webinar a resume writing webinar and I decided to see if this would work I was
going to charge $47 to get people to join me in my webinar $47 and Not only was the webinar going to
cost you $47 but if you showed up you came and you followed the instruction and you drafted a
(15:11):
resume and you would like me to review it I would review it at no cost zero $47 got you attendance
at a resume workshop or a resume webinar and it got me recruiter Andy guy to review your resume
for 47 total dollars and I don't know if I could count on two hands if I did 10 resume reviews so
(15:35):
Andy recruiter guy charged $47 in 2017 here we are it's 2025 now what's the difference between 2017
and 2025 when it comes to coach Andy's resume template nothing it's the same template coach
Andy's resume writing skills they're the exact same seen more resumés sure basically you get
(15:58):
the same guy with the same skills except now it costs you 45 times that amount so it's going to
be over 2,000 bucks if you want me to review your resume what's the difference I didn't
change any resum writing skills I have the same resumé writing skills that I had in 2017 you
just pay 50 times more for them right now why because I had to grow other skills to help you
(16:22):
see my value in helping you review your resume or writing your resume or the synchronous material
I have for you to write your resume so that I could review it all of that I didn't change I
didn't change the product which is me product is the same the service is the same what's different
your perception of the value why is it different because I had to grow other skills so that you
(16:47):
could see it for its truest value which is how much it's going to impact your ability to get
interviews and get hired but in order for me to do that I didn't need to grow resume writing skills
I needed to grow marketing skills I needed to grow brand building skills I needed to grow sales
skills and service skills and these things have nothing to do with resume writing so what's the
(17:13):
moral here when you go into a job interview you're trying you're thinking well why am I not getting
hired what do I need to change do I need to go get certifications what is it why is I was so great at
my last job or I've been so great for the last 20 years is because you're not spending enough time
figuring out how to Market yourself and sell yourself most effective there's no difference
(17:35):
between my $47 offer and my $2,000 offer they're the same the service is the same but the value
that people are are better able to understand it's a lot easier for me to make that because I had to
grow other skills now I realize you don't have a decade to grow marketing and sales skills to help
you with your job interviews or your job searches but the point is when you get those opportunities
(17:58):
it's about selling yourself and the best way to sell yourself is to help somebody understand how
you're going to help them achieve their goals by overcoming their problems and if I'm a job Seeker
or I'm interviewing for a position I'm obsessed with what are their goals what are their problems
and how can I show them because that is Ana the analogy of the difference between my $47 offer and
(18:24):
my $2,000 offer there's a huge huge difference in helping you understand that when you can see that
it's going to make all the difference in the world and when you can get an employer to see that it's
going to make all the difference in the world not only is it going to make you more hirable but it's
going to get you paid more so I want you to I want you to really focus on how is it that I can look
at an employer and understand what it is they're trying to solve or what it is they're trying
(18:48):
to achieve and how the application of my work experience will help them do that and then when
you get those opportunities on your resume and in the interviews to paint the picture for them
that you do that and help them understand how their future is going to change as a result of
hiring you they're not paying you to make five phone calls right they're paying you to be there
(19:10):
to help them get to where they want to be based on the fact that you spent all those years building
skills that let you only make five phone calls all right lots of luck on your search I hope you
get I hope you get the analogy I hope you get the analogy from these stories you don't need
to change yourself you're perfect the way you are but your storytelling and your ability to get an
(19:31):
employer to see you differently that's where I would be spending my time I would be putting my
resume together so they could see it I would be building my job interview Stories the right way
so that they could see it all right lots of luck hope you enjoyed this uh I believe this is coming
out as a premere so we're about to roll into some some Q&A on my YouTube channel hopefully
you're here with me live chatting along with me in the chat but any which way you're watching
(19:55):
this lots of luck there on your job search and I truly hope that you get people to see you for
what you truly are and the value that you can truly add to their lives and their companies
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