Make it 60,000! And make sure that each one of those leaders gets 10x more of the value they expect from you.
It was in June 2007 when I met Vic. I was the incoming president of Metro Manila Toastmasters Club. I was at the house of my first mentor from Toastmasters.
Vic was a guest to our club two weeks before. He delivered an impromptu speech for less than two minutes. A speech that made everyone stood in admiration and awe.
His gut-level speech brought out my moxie. I asked for his business card and permission to visit his home.
Vic was 67 years old who drives a red vintage car. He spent most of his time writing and taking care of his small garden.
He was a professional speaker, who during his prime, delivered more than 200 speeches a year.
I visited him because I wanted to learn how to lead my club and how to become a professional speaker.
I will tell you he taught me about professional speaking.
We have been talking for three hours when the phone rang. I thought that a client was trying to get him as a keynote speaker. I overheard him telling the caller to call again around 7pm to talk to his wife.
Me: Someone’s getting you as a speaker sir?
Vic: Yes. I still speak once or twice a month.
Me: Wow. (I paused because I don’t know how to ask about his professional fee.) Sir…may I asked how much you charge for a day?
Vic: Oh, that’s for an hour. And I don’t negotiate for fees.
Me: So, you don’t charge for speaking?
Vic: I don’t but my wife does.
Me: And how much does your wife charge for an hour of speech?
Vic: At least two hundred thousand pesos.
Me: Really? (My face must have shown him how surprised I was).
Vic: Why? How much do you charge clients?
I didn’t know how to answer him. I only had four paying clients for the last six months the highest I got was 4500 pesos.
Me: Five thousand pesos sir. That’s because I am still new and not yet popular. I am still starting. This is why I get many speaking engagements, most of them are for free because I am still learning how to do it well. And I do not have much experience to offer.
Vic: I see. You feel that you don’t have much to offer. So you sell yourself at a bargain. You are playing small. You mentioned earlier that you are about to submit a proposal for two-day training. How do you value your two-day training?
Me: I will quote them for 10,000 pesos.
Vic: Make it 40,000. No, make it 60,000 pesos.
Me: Sir. That’s too high. I am afraid that they’ll not get me.
Vic: They”ll not get you for 10,000 too. This company will not get their managers trained by someone who does not value his services. Make it 60,000! And make sure that each one of those leaders get 10x more of that value they expect from you.
My mentor gave me a gift that I will treasure as long as I live.
Play bigger. Give people ten times more of what they expect from you.
I got that two-day training for 60,000 pesos. These days, I charged most of my clients 60,000 a day and a few for more than 200,000 pesos. That belief-changing day changed the way I speak. It accelerated my growth.
It got me invited to Malaysia, Indonesia, Thailand, Taiwan, and Singapore.
I am sharing with you this gift from my mentor.
Give 10x more of what people expect from you.