Module 11
Your Own Psychology and Practice
This is the one module about you. It covers imposter syndrome in affluent rooms, the anxiety of quoting a new price, and your own feelings about money.
The Inner Game
- 11.1 Imposter Feelings in Rooms You Were Not Raised In The feeling shows as extra preparation, formality, and apology, so learn which are yours.
- 11.2 How to Settle Yourself Before a High-Stakes Meeting Do the preparation that settles a question, say your price aloud, then stop.
- 11.3 Stay Composed When a Client's Words Throw You Name the urge silently, take a few seconds that look like listening, then carry on.
- 11.4 Your Feelings About a Client's Money Show in the Room Find the feeling before the meeting, so it does not decide what you say.
The Business
- 11.5 Be Known for One Thing Show new clients one kind of work, and keep the rest until it is replaced.
- 11.6 Your Story in Three Sentences Tell a client why you do the work and what you bring, not your credentials.
- 11.7 Post Less, and Your Best Work Looks Better Every ordinary post pulls down what a client thinks of your best one.
- 11.8 Say Your New Price Once, and Let the Client Answer Leave out the old price and any apology, then wait through the quiet.