[0:00] Do you really want a raise,
or this is for example?
[0:02] Interviewer: We all
want to make more money.
[0:03] Yes, of course.
[0:04] And I could tell looking
at you, you're underpaid.
[0:06] Interviewer: Why?
[0:07] Because you would afford a
much nicer shirt and trousers
[0:09] if you were making enough money.
[0:11] Interviewer: Wow.
[0:18] If you want to get a raise,
[0:19] and particularly if you're a
woman who wants to get a raise,
[0:23] women don't ask for raises I can tell you.
[0:24] I've employed thousands
of women over my life.
[0:26] They do not ask for raises
unless they absolutely must,
[0:30] and men ask all the time.
[0:32] And so, what the smartest
thing to do is, first of all,
[0:35] make an appointment to ask for a raise,
[0:37] even if your expectation isn't
that you're gonna get it.
[0:39] At least ask for it,
because that sets you up
[0:43] for the next meeting where
you'll likely get it.
[0:45] And the smartest thing to
do is to walk in with a list
[0:47] of your responsibilities when
you started at the company,
[0:50] and then also the list of things
[0:52] you've taken on since you started.
[0:54] And simply, make the boss aware
[0:56] that you have a lot more responsibility.
[0:58] You're delighted to take it on,
[0:59] give me more, but I'd
like to be compensated
[1:01] and to name a number you'd like.
[1:04] Most women, when they work up to the point
[1:06] where they'll ask for a raise,
they won't give a number.
[1:08] "I'd like to get a raise."
[1:09] Men will walk in and say,
"I'd like to get a raise."
[1:11] "I'd like it to be around 10, 15 percent."
[1:13] No qualms.
[1:14] So, if you're a timid woman,
I think the smart thing to do
[1:17] is ask, "What would a man do?"
[1:19] And walk in thinking like a man.
[1:20] If you don't get the raise,
[1:21] you have to ask, "What
would merit a raise?"
[1:23] So that when you come back the next time,
[1:25] you could say, "Hey,
this is what I've done,"
[1:27] "I'd like to get that raise."
[1:33] When someone has come to me
and said they got another offer
[1:35] for a lot more money from somewhere else,
[1:38] and it's not followed
up with, "So, goodbye,"
[1:41] they're looking for something from me.
[1:43] I never try to buy their loyalty
[1:45] because I haven't earned
their loyalty, obviously,
[1:47] and they're on their way out the door,
[1:49] I'm not gonna stop them with more money.
[1:50] They're already off my list.
[1:53] I can't wait for them to go out that door.
[1:55] It's perfectly acceptable
to go to your boss
[1:58] and say, "You know, I'm
a little surprised."
[2:00] "I got an offer for a lot more money,"
[2:02] "but I'm not taking it
because I love this business."
[2:06] "But I'm really wondering,
could you level with me"
[2:09] "as to my future prospects here?"
[2:10] That's a great opener.
[2:12] And it's not insulting
and it's not threatening.
[2:14] And guess what?
[2:15] You'll get the best out of that boss.
[2:16] Very, very different than saying,
[2:19] "You want to pay up?"
[2:20] The tone is entirely different.
[2:22] One, the boss wants to measure up.
[2:23] The other style, the boss wants
to boot you out that door.
[2:28] I think the piece you have to put in is,
[2:30] "I got a great offer, I love working here"
[2:32] "and I plan to stay,"
[2:35] "but it brings on the table my question,"
[2:38] "what do you think my prospects here"
[2:40] "in the future might be?"
[2:42] That's pretty fair.
[2:43] If I were a boss, I would go out of my way
[2:46] to think of how I could push
you ahead, if I value you.
[2:49] And if my response instead was,
[2:51] "Well I'm happy to hear
about it, but you know,"
[2:52] "we pay you fairly and you
have good responsibilities"
[2:55] "and we're pretty happy,
so do what you want."
[2:57] Or something like that, I
would know I am not valued,
[3:00] and I would take the other
job because the one thing
[3:02] you must be in any position you are,
[3:04] male, female, whatever level you are,
[3:06] is you must be valued and
appreciated to be promoted.
[3:09] It's a great way to go
in and take a litmus test
[3:11] as to how you are valued
in that boss' eyes,
[3:14] and your boss has more
to do with your future
[3:17] than the company you're working for,
[3:18] your responsibilities and everything else.
[3:20] If they love you, they
will push you ahead.
[3:22] I had so many people come and
ask for raises over the years.
[3:27] Of course, mostly men.
[3:28] My theory as a boss is,
[3:29] you get ahead of your valued employees
[3:32] and you raise them before
they ever get to ask.
[3:34] Because employees will kill for you,
[3:37] if you can treat them
[3:37] with that kind of reverence and respect
[3:39] and prove it by paying them more.
[3:41] They'll kill for you.
They're loyal forever.
[3:42] And I've always been very lucky
to be surrounded by people
[3:45] that are enormously loyal,
and it's no accident.
[3:47] Because I make sure I
push money, recognition,
[3:51] whatever I have, opportunity,
more valuable than raises.
[3:54] Bonuses, whatever it takes to
make them feel "I am loved."
[3:58] That's what everybody wants.