Money. Actually, more like money you’ll get in the future.

Money is funny that way, especially when the money we’re talking about is your salary.

We negotiate like heck for what we’ll be paid in the future.

So, why is it that so many employees try to argue for a new salary based on what they did in the past? Wasn’t that so yesteryear? Wasn’t that so your last job?

Past performance is not an indicator of future performance when I change the variables.

Here’s a funny.

I earned a nice living as an executive recruiter.

Then, I became a career coach.

And, well, as smart as that rich executive recruiter guy was, that new career coach didn’t know $h!t about email marketing, Youtube-ingpodcasting, and TikTok-ing (still don’t).

I could have argued with myself and said, “Self. You’ve been awesome at recruitment, sales, serving your clients, and everything else that goes with it. I’m sure you know your stuff and can explain it to all those people who live in Germany, Canada, and California. Here’s a big fat raise.”

Then, I would have fired myself in the first year. Splat.

Career coach guy didn’t only not earn more money. He didn’t even earn less money. He actually lost money. Ouch! (I’ll stop the 3rd-person thing now.)

You might be thinking, well, you were making a career change, so that makes sense.

Okay, but are you getting a new payday because you’re doing the same job?

Why would an employer give you more money for doing the same thing? Inflation? Don’t think so.

Oh, you got a fat promotion? Or more responsibilities? Ah.

Hell to the YEAH!

So, that means you’re in a new position?

How can I, your boss, know for certain you’ll do well? (Remember, past performance is a funny thing and we have some new variables here.)

I think you get the gist by now.

Good news is I won’t be the one you’ll need to negotiate your raise with.

Better news is I’m giving you the what-to-do to earn more money—in the future.

Think of me with every paycheck that is auto-deposited into your bank account.

Click, go, and cha-ching.


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Andrew LaCivita is an internationally recognized executive recruiter, award-winning author, trainer, and founder and chief executive officer of milewalk and the milewalk Academy. He’s dedicated his career to helping people and companies realize their potential, consulting to more than two hundred organizations and counseling more than eleven thousand individuals. He often serves as a trusted media resource and is the award-winning author of Interview Intervention, Out of Reach but in Sight, and The Hiring Prophecies.