(bell ringing)

- Come on in!

(upbeat music)

Salary Negotiation, phew.

You did it, you've just landed your dream job

after so many phone calls, hundreds of resumes submitted,

dozens of interviews and finally, you got the job.

And now you need to negotiate your salary.

Maybe you are a little bit scared, little bit afraid,

little bit intimidated.

Or maybe you've been with the company for some time now

for a few years, and now you want to go in

and talk to your employer about a higher pay,

a higher salary.

What do you do?

You see most of the information out there

is sharing with you how do you negotiate salary,

is coming from an employer perspective.

Today I'm going to do something very different.

I'm going to share with you coming from a CEO perspective

how do you negotiate salary?

How do you talk to a CEO, how do you convince a CEO?

How do you read their mind?

You see, the problem with most employees is,

they either ask for a salary increase too soon

meaning they have not established a track record,

a performance record, what they have done, too early.

You see you don't get higher pay because you demand it.

You get higher pay because you deserve it.

Or they ask for it too late,

meaning they have been with a company three, four, five,

six, seven years but very little increase in pay.

So you don't want to do it too early,

you don't want to do it too late.

You see as the creator of High-Ticket Closer program,

it's one of the programs I teach to people around the world,

teaching people the art of closing.

How to get people to say yes more often to you.

I'm gonna take some of those ideas and I'm gonna teach you

how do you actually close your CEO.

How do you close your supervisor.

How do you close your employer to give you higher pay.

Salary negotiation tip number one,

do not try to negotiate salary increase in text or in email.

You see most employees, they're afraid, they're afraid

to sit down face to face or get on the phone

with your employer, talk about your pay increase,

because they lack confidence, they lack self-esteem.

You don't want to do that, because when you ask for salary

when you're negotiating salary,

when you do it through an email

it's very easy to communicate the wrong way.

It's very easy to come across too aggressive.

Maybe that's not your intent, but reading,

you cannot communicate your tone, your emotions.

So do your very best, if you could, do it face to face

or do it through a telephone.

Now you've got all the tools working for you

instead of working against you.

You can use your emotions, you can use your tonality,

you can use your body language to communicate.

Eye contact, to demonstrate, to show your confidence,

you need to be confident when you are going

into a salary negotiation.

So don't be afraid.

You wanna practice ahead of the time.

Right?

To practice multiple times.

Maybe with your friends, maybe with your coworkers,

your family members.

You practiced that ahead of the time.

And when you go in there, you've done it dozens

and dozens of times.

You're ready, whatever objections that you may face,

you're ready to go.

- I'd like to report a boom, yes.

For HTC, I would like to thank everybody

for your support, Mr. Dan Lok for the knowledge,

Desmond, Tina, all the team and of course to family

without you this wouldn't be possible.

- My name is Santino Carangi and I am here

to celebrate my first three booms

of being a High Ticket Closer.

So thankful for this course,

not only does it give you a high ticket skill

or a high income skill,

what Sifu teaches you is for life.

I am so excited, you guys can do it,

keep up the training, keep up the hard work,

believe in yourself,

kick lower self in the balls, okay.

This is your life, go kill it.

We are in this for life; HTC for life baby.

Season nine fam signing out, best of luck to you.

We got a billion sales,

let's crank it to two billion baby, come on,

you are closer than you think.

- Salary negotiation tip number two;

come to the meeting with facts and not feelings.

You see, most employees they make this mistake,

they come to the meeting,

sitting down with the manager or CEO

and they say something like this;

well I feel like I have been around a long time,

I feel like I've been contributing,

that I feel like I've been working hard, and then,

I feel like I deserve more pay.

That does not work, because that's feeling.

Well, we don't care how you feel, you gotta come

to the meeting with facts.

What have you done?

You should do your research ahead of time.

What are some of the contributions you've made

to the company?

So when you sit down with your employer,

you're not just talking about feelings,

you're presenting, kind of almost like a case,

like a lawyer, and let's say hypothetically

you are a social media manager.

You manage the company's social media account.

You go to the CEO with facts and say

okay since my employment here, here's what I've done.

I have grown the company's Instagram account

by 527% since I was here.

Here are the things that I've done.

The Facebook page, using my social media strategies

and my contribution this is what,

how much money I have made the company,

how much money I've saved the company.

Now the CEO may or may not know these things,

so when you present a case, now you're speaking from facts.

You are demonstrating,

look these are the contributions that I have made

to the company in the last one year,

two years, things like that.

Or, if this is a brand new job it is exactly the same thing.

Now you're presenting what are some of the things

that you could do.

Right, what are some of the things that your employer,

new employer, could expect from you.

You are going in instead of well, I guess it depends

on what you want me to do

and I'll do my best to do it, no,

you're saying these are things that I think we could do.

This is my plan.

This is how I'm planning to make the company more money,

this is my plan to generate more revenue,

this is my plan to bring in more customers,

this is my plan how I could make things better.

You see the difference.

So come to the meeting with facts and not feelings.

Salary negotiation tip number three,

Ask questions, don't make statements.

During a negotiation you don't just want

to keep making statements.

Because it will sound like and feel like you are justifying.

You're saying, oh, here's what I've done,

and here are the things, and here's what's going on,

and all those are good, you're presenting your case,

but you always want to be asking questions.

One of the things I teach all my students,

all the professionals that I mentor, is this;

Whoever asks the questions, controls the conversation.

So you wanna be asking leading questions,

discovery questions, probing questions,

you're asking your employer, by getting more information,

by kinda gauging how they're feeling

about the different requests that you might have.

Instead of just making a statement and then

it's very easy to turn in to an argument

or some kind of conflict

when you're just throwing statements out there.

But when you're asking questions

it would feel much more like a collaboration effort;

that we're on the same page, right.

As employee employer we're on the same page,

how could we make this work?

So, ask questions, don't make statements.

Salary negotiation tip number four and that is

set the agenda.

Don't be afraid to set the agenda.

What that means is, where is this gonna go,

what is the purpose of this meeting,

what is the outcome,

what are we trying to accomplish?

As the employee you wanna set the agenda,

set the tone, right.

What are we trying to accomplish here?

What is the outcome we want from this meeting?

So you could say something like this,

I'm gonna give you a little script;

Mr. Employer, you know I'm very excited

to be joining your company,

I'm truly excited about this opportunity,

and I look forward, very much look forward

to working alongside with your amazing team.

Do you mind if we talk about compensation for a second?

See how I ask a question?

Oh, not a problem, shoot.

Talk about compensation.

You see, Mr. Employer, based on my research,

for someone with highers, with my background

and credentials and my skill sets,

the market rate is X-amount of dollars, this much per year.

How do you feel about that?

You see how I'm asking a question,

how do you feel about that?

Would you be comfortable with that?

And then right from there the CEO, the employer,

will say well, you know what,

yeah that's kinda what I'm thinking, as well.

Or they might say that's a little bit more,

that's a little bit higher than what we have budgeted for.

But then you're not guessing,

you're not afraid to say

hey this is what the market rate is,

this is what industry rate is, how do you feel about that?

That's it.

You set the agenda.

And you go from there.

Salary negotiation tip number five,

and that is don't be needy.

Needy is creepy.

You don't wanna sit down,

face to face with your employer,

and be all needy about what you want.

That is a big turn off.

So do not use words like, oh I want, or I need,

I see this a lot.

Your job pays you $50,000 a year,

and you actually wanna make $55,000 dollars a year.

So there's a five thousand dollar gap.

Instead of saying oh, I need another $5,000

a year for my position, right.

Or I want big vacation pay, I want overtime,

or I need this and I need that,

it's a big turn off for the employer.

Nobody gives a shit what you need, right.

What you wanna do is you want to ask questions with finesse.

Be on the same page.

A much more powerful thing you could say is,

I would be more comfortable with.

You see the difference,

I want this, I would be more comfortable with.

So example.

Let's say the job you want $55,000 and the job pays $50,000.

First of all you could say well,

is there any flexibility with that?

Is there any flexibility with that?

See how powerful that question is?

And then you could say that, you know I would be,

I would be more comfortable with 55K a year.

Would you be comfortable with that?

How do you feel about that?

Do you hear the difference?

Don't be needy and you wanna be neutral, right.