#88 – When it's time to ask for money, whom do you advocate for?

Some people advocate for themselves when asking for money for the goods or services they provide.

They know the worth of the products or services they offer, and charge accordingly. 

They also understand that how a potential client judges the price—whether it’s fair, low, or high—says more about the client than about the provider.

Take the story of a wealthy client, shared by a private banker. A young analyst was sent to the client’s home for some signatures. The client proudly showed off his garage, which housed a collection of luxury, vintage sports cars.

The analyst exclaimed, "Wow, this collection must be very expensive!"

The client shrugged, replying, "Well, you just have the wrong salary."

Yet, some sellers advocate for the client. They offer outrageous discounts, set up payment plans that favor only the client, or "forget" to send the invoice altogether.

That used to be me.

I once coached a high-profile politician in Madrid and never sent the invoice. I was waiting for the person who'd hired me to ask for it.

Other times, I’d extend sessions far beyond the time I charged for.

I let clients continue attending sessions, even though they owed me several months of payments.

And I didn’t charge for no-shows.

Why?

Because my only purpose was to make people (clients) happy so they would love me, accept me, and think I was “the best.”

This is how the Ghost of Undervaluing and Undercharging operates: it convinces you that your happiness and well-being don’t matter—only theirs do. That you have to bend over backwards for them to not reject you.

What will be different for you once you start advocating for yourself when asking for money?

Love,

Carolina