I’m Jack Chapman, author of the best-selling book: Negotiating Your Salary, How to Make $1000 a Minute.
FOR 25 YEARS I HAVE BEEN THE BEHIND THE SCENES SALARY GURU
who has helped hundreds of people make tens-of-thousands of dollars. I wasn’t always this smart about money. I began in an unlikely place: a catholic monk in a monastery. During my early 20′s I was completely oblivious of money because I was in the Jesuit Seminary and took a vow of poverty which meant I didn’t even own anything, much less negotiate for more.7 years later when I left the order, I was tossed into a cruel money-focused world and had to find my way in the world of profit and loss. I did everything wrong. I just accepted whatever anybody offered me; I never negotiated. I worked for schools — “not for profit” organizations and though they didn’t have the money to pay me more.
[Wrong.] I worked as a Janitor in a 66-unit apartment building and accepted whatever wages the union negotiated for its members. I knew nothing and probably left tens-of-thousands of dollars on the table during that time.
IT WAS PRECISELY THOSE “NAIVE” BEGINNINGS THAT MOTIVATED ME TO BE PROFICIENT COACH NOW.
When I became a career coach, I pledged that my clients would never make the mistakes I did.
I didn’t write my book from an ivory tower… I made my mistakes but learned from them. Now I can save you that trouble and expense..
I’VE “BEEN THERE; DONE THAT
I learned by trial and error…You can learn by Trial-and-Success!
My Salary System now puts thousands of dollars in the bank account of rich and poor alike.
The system puts them on the road to take that money and become totally financially free, financially independent in a finite time frame just by putting away a small portion of the extra money they negotiate.
Employers are completely and utterly powerless to combat these easy to follow Salary-Making rules because they are tried and true, based on 20 years’ coaching experience.
I’ve helped people with “almost impossible” circumstances.
Here’s what one client had to say:
“OMIGOD, I was so stuck and so cornered and so intimidated by my present company. I was underpaid, overworked, and trapped with an outrageous NON COMPETE clause that kept me a virtual slave, trapped. I didn’t know how to confront the Ad Agency’s owner, I didn’t even know how to get to my file to see what the non-compete contract. I was frozen and ready to LOSE an unbelievable offer because of this career jail I was in.”
“My uncle knew you and told me to call. Wow, in one call I was suddenly moving forward. With your help I took an impossible task and broke it down into 6 steps. You showed me how to find knock-’em dead salary research which put me on the right path with my potential employer.”
“We found a way to look at my personnel file without raising suspicions. You showed me the right Lawyer to use so I knew exactly what to say and do about the non-compete.”
“Then, after I negotiated an unbelievable 100% salary increase, you gave me the guts, know how, deadlines, and “it’s in your interest” reasons to get my boss to release me.”
“He HATED it, but within the deadline time he walked by and dropped the release (which you helped me compose) on my desk. I was a free, wealthy woman! And it’s all your system, Jack, and you behind the scenes.”
- A.G., Advertising Acct. Executive
YOU CAN LEARN ALL FIVE SALARY MAKING RULES IN A FREE SALARY NEGOTIATIONS TELECLASS
That kind of story happens every day and it all starts with positioning. I’m going to share, here, one of the incredibly simple money making rules my clients use.
Salary Making Rule #1: Positioning.
The salary-making rules are simple, and I’ll share those with you, later, too, but in order to pull off a mega-dollars heist legally, it starts with posture. Posture means attitude, positioning, knowing your leverage. The strongest leverage anyone has is the power to walk away from the bargaining table. The trick is to know you have the power, but never have to use it.
Here’s one compelling argument how you can position yourself as “Pay Up or I Walk” without fear of losing the job offer. Think about this: If a company is ready to make you an offer, it means they have rejected all the other [hundreds of] applicants for the job. How do you know? Because they’re making YOU the offer, not the other guy(s)! Once you get that, you’ll automatically assume an “I’m worth it; I’m the one you want” posture, positioning. That positioning puts thousands in the bank. What guarantees this posture?
Salary Making rule #1: Postpone Salary Talk Until They’re Seriously Offering YOU the job.
Once you learn Salary Making Rule #1, no one can Low Ball you with cheap offers, Following Salary Making Rule #1 makes them think you’re worth HIGHER than the HIGHEST PAID person they’re interviewing, and still does not lock you out of the running.
Once you learn Salary Making Rule #1, employers will be putty in your hands, telling you all their locked-up secrets about their pay ranges and expectations.
“By the time I called you, I had already made a big blunder. I didn’t want to lose the interview so when the regional sales manager asked me what my salary expectations were, I low-balled myself by 10,000 dollars.”
“Now she was pressing me for my final salary and she wasn’t even offering me the job. They were going to get the numbers and pick the cheapest candidate [not me!]. With words I memorized from you, I was able to get her to tell me the company’s range.”
“By refocusing the interview on my value, not my price, and by forcing them to commit to an offer, I not only got my $10,000 back, but I ended up with a 20% increase, and the car allowance and other perks made it even better!”
- J.G., Organic Food Sales/Distribution
How did he do it? The same way you’ll do it… Here’s another tip,
Salary Making Rule #2: Let them go first.
If you go first you’ll either be too high [Bad, you'll lose the offer], too low [bad, you'll lose money], or just right [means a 1-in-100 chance you accidentally hit the top of the range they're willing to pay]. None of those outcomes helps you make money.
With Salary Making Rule #2 you’ll never get in a bidding war looking for the cheapest candidate.
With Salary Making Rule #2 you’ll lock in an offer that could otherwise escape.
With Salary Making Rule #2 You’ll find the “ground floor”: a number that you are sure is yours and you can go SKY HIGH from there.
With Salary Making Rule #2 You’ll get the employer to disclose their carefully guarded secret salary numbers; they’ll be “financially naked” in front of you.
Here’s what happened for Phil:
“I work in schools. You’re pretty much locked into a salary based on number of years, your degree etc. Well I think I talked to Jack almost every day cause I wasn’t comfortable with the kind of strategy as Jack portrays it. I really wanted this job, and it was an eight-tenths position. Normally I would have turned it down, but based on talking with Jack, he said, “No, go ahead and interview for it and see what they have to say, and then figure out how to make up the other two-tenths.
“And that’s exactly what we ended up doing. I accepted the position and then I said: ‘Okay, now what are we doing to do to make up the other two-tenths?’ And much to my amazement, they came up with something. I mean it wasn’t a strain at all. It was like, ‘Oh, yeah, okay we can do that’ ”.
“And I think the nice thing is when I accepted the position, the personnel director was really happy because he was having trouble finding people who would take the eight-tenths position; in fact he told me there were 30 other people who turned it down. I accepted it and go full-time anyway”.
“Since then I’ve used Jack’s same salary negotiating strategy to make thousands more dollars, but now in the buying and selling real estate I do on the side. P.K., School Social Worker turned Real Estate Investor”.
Phil used Salary Making Rule #5: Clinch the deal and deal some more.
YOU CAN LEARN ALL FIVE SALARY-MAKING RULES IN A FREE SALARY NEGOTIATIONS TELECLASS
I made winning at salary negotiations as easy as following 5 simple rules. I interviewed top 22 brains in the field and downloaded all their negotiating savvy. I interviewed personnel from big and small companies and downloaded their methods, and I worked with 2000+ clients and I encountered almost every negotiating situation known to man. I put it all in one book and distilled it to its essence. Here are the kinds of people who have negotiated an extra $10,000 – $100,000: waitresses, retail store clerks, purchasing agents, manufacturing reps, salespeople of all kinds. CEOs, CFOs, COOs, CIOs, CMOs, presidents, janitors, inside sales reps, outside reps, telemarketers, teachers, social workers, ministers, literally ANY job where someone pays your salary.