Comments on: What Do I Charge? http://www.workshopleadersresource.com/2010/02/03/what-do-i-charge/ Hints and Tips for Successful Event Leadership Sat, 17 Dec 2011 19:43:34 +0000 hourly 1 http://wordpress.org/?v=3.3.1 By: Kelle Sparta http://www.workshopleadersresource.com/2010/02/03/what-do-i-charge/comment-page-1/#comment-32 Kelle Sparta Mon, 08 Feb 2010 04:39:04 +0000 http://www.workshopleadersresource.com/?p=202#comment-32 Dear David, You are correct - as I said in my post, in any other market other than real estate, I have charged much more for my services. But in the recent years, real estate has been hit so hard and individual brokers don't generally pay much anyway. My answer was to a rookie trainer looking to start by doing small, short classes in her local area to the smaller brokerages. She is not coming from a distance. She is a known quantity in the market. To be honest, she'll be better off if they don't know her than if they do. If they've co-broked with her, then they won't want her training them. Familiarity breeds contempt. What she was really asking was: how much can I charge and still get the job? She wanted the experience. That's why I gave her the advice I did. Thanks for your thoughtful response. Dear David,

You are correct – as I said in my post, in any other market other than real estate, I have charged much more for my services. But in the recent years, real estate has been hit so hard and individual brokers don’t generally pay much anyway.

My answer was to a rookie trainer looking to start by doing small, short classes in her local area to the smaller brokerages. She is not coming from a distance. She is a known quantity in the market. To be honest, she’ll be better off if they don’t know her than if they do. If they’ve co-broked with her, then they won’t want her training them. Familiarity breeds contempt. What she was really asking was: how much can I charge and still get the job? She wanted the experience. That’s why I gave her the advice I did.

Thanks for your thoughtful response.

]]> By: David Rosman http://www.workshopleadersresource.com/2010/02/03/what-do-i-charge/comment-page-1/#comment-30 David Rosman Mon, 08 Feb 2010 03:44:07 +0000 http://www.workshopleadersresource.com/?p=202#comment-30 Here is a trick I learned from Joe Sabah, speaker and author in Denver, CO. If you have any friends in Denver who have lived there for more than ten years, ask about Joe. Or look him up on LinkedIn. when I first got into the business Joe provided me three rules. 1) what do youwant to make annually - this is a real number, not a fantisy. Double that. Now divide by 2000 (working hours in a year) and you have your low end. 2) How much do you think you are worth. Because we underestimate our worth, double that number, then double it again, not increase it by another 50 percent. So if you think you are worth $100 per hour, try bidding at $250. 3) You never bid for a one hour seminar. You are spending at least one-half of a day in preparations, travel, setup, etcetera. Charge by the day or half-day. Take that annual salary and divide by 250 (work days). One of my first gigs was a two hour training for the Federal Reserve Bank in Cleveland. Because of travel, I was charging for a full day. My brain said I wanted to make $100,000 annuallly, so I was looking at $500. Using Joe's formula, I should have charged $1750 plus expenses. I was very uncomfortable with that so I dropped it to $1250 plus. they agreed to the bid too quickly. I found ouot later that another presenter with less experience asked for and received $2000 for the day. Thank was 1992. Don't underestimate your worth. Remember - an expert is someone who travels more than 200 miles to tell you what you already know. David Rosman Speaker, Commentator, Communiction Faculty InkandVoice.com Here is a trick I learned from Joe Sabah, speaker and author in Denver, CO. If you have any friends in Denver who have lived there for more than ten years, ask about Joe. Or look him up on LinkedIn.

when I first got into the business Joe provided me three rules.
1) what do youwant to make annually – this is a real number, not a fantisy. Double that. Now divide by 2000 (working hours in a year) and you have your low end.

2) How much do you think you are worth. Because we underestimate our worth, double that number, then double it again, not increase it by another 50 percent. So if you think you are worth $100 per hour, try bidding at $250.

3) You never bid for a one hour seminar. You are spending at least one-half of a day in preparations, travel, setup, etcetera. Charge by the day or half-day. Take that annual salary and divide by 250 (work days).

One of my first gigs was a two hour training for the Federal Reserve Bank in Cleveland. Because of travel, I was charging for a full day. My brain said I wanted to make $100,000 annuallly, so I was looking at $500. Using Joe’s formula, I should have charged $1750 plus expenses. I was very uncomfortable with that so I dropped it to $1250 plus. they agreed to the bid too quickly. I found ouot later that another presenter with less experience asked for and received $2000 for the day. Thank was 1992.

Don’t underestimate your worth. Remember – an expert is someone who travels more than 200 miles to tell you what you already know.

David Rosman
Speaker, Commentator, Communiction Faculty
InkandVoice.com

]]>