 All right, so welcome everybody. Today we're going to talk about how to negotiate higher salaries during the pandemic. My name is Dr. Nancy Lee. I help people transition from worker B to a product manager and business leader. And today I just want to give you a quick bonus is I'm going to show you how to advance your career with what you want and through negotiation and selling yourself and solving all the challenges so that you will not going to have any bad impression if you try to negotiate higher salary. And before we get started, I want all of you guys to take a break from your phone because most of you guys, I know you're all millennials. So as millennials speaking right now, you're getting distracted by Instagram and TikTok. So I want you guys to put away all the distractions for 45 minutes because the specific strategy I'm sharing you today, you probably you haven't heard about something like this before. So it's going to change how you see salary negotiation and how you start to get more as well. So pay close attention. And another reminder to all of you guys is that so the way to build a strong brand is start sharing even before you get to that position. Same thing as if today you learn something new about standing up for yourself or negotiate or influence. I encourage everybody to share directly on Instagram or LinkedIn. Feel free to tag me directly. So the branding really comes in when people start to talk about your interests and more people realize that you are more interested in the leadership position standing up for yourself and gradually you're going to learn what's the best way to apply the strategy. During this talk, you're able to understand what I mean by here. Okay, so let me ask all of you guys a question today. So feel free to comment on the chat. So why you're here today? I have three reasons I guess you're here today was because maybe you're here, you're motivated to get a new job opportunity and you are low-bought by employers. If one is you, press one in the chat. The number two, the second reason you're here today was because you're afraid to ask for more and people may dislike you, but you hate being underpaid. If two is you, comment two on the chat. And number three, the third reason you're here today was because you feel like people underestimate your capabilities and you want to learn how to stand up for yourself. So I guess there's three reasons you're here right now. So let me know, comment on the chat. One, two, three. If there's a fourth reason which I didn't cover, please comment on the chat as well. Just tell me why you're here today. The reason I asked you all those questions was because I really want to serve this 45 minutes purposely to you, to your needs. So if you can tell me why you're here today so that I can tailor my talk directly to who you are, what kind of problems you're trying to solve. Okay, so when you comment, make sure you comment directly to everyone so that everybody can see your comment. So I see comment coming in right away, that's awesome. And so it's Martina. Martina says three and Lexi's two and three, two, two, two. I see many two and three, two and three, that's great. Very, very good. So if we see two or three, they are, which means they are directly free to ask for more or you feel like people under ask me your capabilities and you want to learn to stand up for yourself. Okay, great. I see most of you guys are two or three. Yeah, yeah, in that case, I'm going to cover more regarding the emotional aspect and how to actually get paid more without leaving a bad impression. Something very quickly about specifically who I am. So I am Dr. Nancy Lee. I am a YouTuber, I'm also a director of product. I'm also a product management coach focused on high efficiency. And on top of that, I'm also a negotiation expert. I'm an immigrant. I am actually the first person graduated from college in my family and also the first like female engineers or any majority of the first in my family. My, actually my personal interest is foreign dancing and my favorite TV show during pandemic is Mandalorian. So feel free to comment on the chat regarding introduce yourself as well. And let me quickly go through here about specifically who I am, how do I get started, why I'm teaching you. Actually when I got started myself and I was the youngest engineering PhD from Boston University, but I didn't really like my first job at all because my first job, to be honest, this is a picture of me working in the oil field as like systems engineer. I didn't have any like customer interaction. And when I found out that actually I was underpaid compared with my peers, all those male coworkers, I felt very sad. And to be honest, and when I realized that companies sometimes they purpose to take advantage of me, maybe because I didn't stand up for myself or because I looked too young. So many different reasons. And they throw down the green card application process on purpose as well. And whenever I just try to go out into different new positions and people always point out that, oh, you don't have it. And inside of me, I was like sitting behind a table was like, you really don't see the talent inside of me. And the frequent feedback from my managers and whoever always say that, oh, you did very well in terms of performance review. As lots of you guys right now are going through the performance review process, right? So people are thinking, well, you know what? You are too young. You did well, but you're just not good enough. This is totally a vacuum to me that, so you know that I did well but you never pay me well enough. And when I ask you how can I improve, you always just say that I'm not good enough. To be honest, this is like something nightmare to me. Sounds like I had another tiger mom that had very high standard image always saying that you're not good enough. This is very, very confused. And what I decided to do is that, so if you cannot change the environment, you need to change yourself. It is true myself as an immigrant and also minority woman in the oil gas industry and people may not fully respect me. It's very difficult for me to stand up for myself but I can just not leave the control power up to other people. Is there anything I can do by myself? Then I start to learn was the best way to negotiate a higher salary. So it turned out my first job actually was in a year into my new job, I asked for more salary and actually I received 15% more money, a 15% raise in the second year and on top of that I also had the second highest bonus in my company. And during the pandemic when I switched to new jobs so I directly, I really wanna get into the leadership position and actually I directly transition from individual contributor to director product in four years and when I made the transition, my salary also went up by 40% and during COVID I got four offers, three offers of director product offer. So what the message I wanna tell all of you guys is that there are room to improve. There's also more strategy and better strategy to get you where you are. So while I'm teaching you all those strategies today, just to be very honest with you guys, my long-term goal is to build hundred schools in China to teach kids from middle income families entrepreneurship. This is speaking dearly to my heart was because I belong to one of those kids before to be honest. I never had a family vacation until age of 20. My family just never want to spend their money beyond food and education. And to them, like going on vacations, the rich people are gonna do, it's like luxury. For a little while, to be honest, I felt it's very difficult to admit that I was poor and came from nothing because everybody around me seem to be very successful, very wealthy, especially in the US, but gradually I start to face it and start to understand that you cannot change where you're coming from, but you can change where are you going? And I started to embrace that, the fact that I came from nothing, but how can I start to improve myself? And few years later, after I became director product, guess what? I started to be proud of where I came from because the people who are reaching the mean now all work for me. So therefore the message I wanna deliver to all of you guys is that doesn't matter where you came from, it matters where your future goal is and how would you be able to accelerate and reach your goal fast? Okay, so as you know, there is no way I can just go back to China immediately, build nonprofit for poor kids like me, like immediately because the US-China relationship is pretty bad, even if we have a new president, I feel seeing the relationship become bad, especially now the COVID is going on right now, right? So I cannot go back to build nonprofit immediately. However, I start to look around, is there any urgent problems and the needs I can solve right now, immediately? Guess what? I see something very interesting. So as a director of product cox and x, Verizon, x, Shell Oil employees, I was the only female manager out of 100 people product management organization. And on top of that, when I look around, what about other like international professionals or immigrant? Are they in this like leadership position? Are they on the decision-making table? Frequently they are not. So that's why we're always underpaid, we didn't know how the salary structure was formed, we didn't know how to stand up for ourselves, we're afraid we might lose our H1B or any other visa sponsorship just because we didn't know what's the best strategy to execute. And on top of that, we didn't have a role model. So therefore I made a decision, what if I started teach others because now I hire people for my own team, I've negotiated salary like 15%, 40% each time when I move around, was in my company for jump ship, let me start to teach you. So that's why I started to teach those kinds of negotiation workshops for free. And as we are speaking right now, I have taught over 600 women how to negotiate, actually both women and women, I wanna teach more women, but men always join my workshop regardless because they are very ambitious and aggressive in terms of getting paid more. So I taught 600 people so far. So my goal is teach 1,000 people in next year. So please help me out if you know any nonprofit organization, they want to hear the same strategy as well. Okay, so therefore I start to make YouTube channel and actually today's special day, my YouTube channel broke 2,000 subscribers. Feel free to take a screenshot of this page and there's a special bar code you can scan later on. So my YouTube channel has a lots of free content about different kinds of negotiation strategies and hopefully it's gonna help you down the road and also teach you how to get promoted as well. All right, so in the summer, when I got into the director position within four years and actually I got promoted twice within four years to become a director. So I started to teach people how to get promoted as a female minority. You can watch the YouTube live replay on my YouTube channel as well. All right, so today let's laser focus on how can we get the compensation we want together? What's the best strategy to move forward and especially answer your questions so two and three, how to not get a pushback and also do not leave a very bad impression, right? So let's get into strategies today. Here's first of all, when we talk about negotiation don't you feel like, wow, this is kind of like aggressive, right? People call me a bitch if I ask for too much. What if people don't like me, right? Don't you feel this way? But I wanna show you the first mindset change. When you see negotiation, what about you immediately reflect in your mind saying that negotiation is influence? Yes, in real life and real work, negotiation is influence. There is a specific quote, I recommend all of you guys to write it down or take a screenshot. Actually, this one invented by myself by Dr. Nancy. I think it's very, very true. So people do not pay for what you deserve, they pay for the value you sell to them. Let me say it again. People do not pay for what you deserve, they pay for the value you sell to them. So let me elaborate a bit more here. So let me, why don't you guys put comment to answer this question? What do you think is negotiable? So what do you think is negotiable? And so comment on the chat because in the next page, I have an answer for you. Then we can apply the framework to the things you want to negotiate. Okay, so comment to the chat and reply all so that more people, everybody can see your comment. So I see Matina said pay and title and Lin said project and Sunny said everything. Lisi said bonus and Jingwen said position. Martina said, oh, title I read already. Belle said everything compensation, exactly. Negotiation, if you see everything is negotiable, you open up so many doors. Let me read it back to you. So in my opinion, everything is negotiable. Let me give you something very tangible so that you can apply the framework right away. Everything this year is negotiable, including very obviously a pay salary, sign on bonus or your annual bonus, your green card, I negotiate green card as well for my second employer. With the first employer, they intentionally delay my green card and lend a lesson. So I apply the strategy to negotiate my green card with the second employer. And you know what, exit package. Exit package is more popular for someone who's in the leadership position. In this case are directors or VP above position. And if you're also in the senior level position, you think about exit package. Exit package means usually like senior leadership position if somehow you're laid off for some kind of reason living in the company. You can negotiate how much you're paying you before you even join the company. So usually company can pay you like up to like, I think somebody receive a year. Within a year, I'm going to, if somehow a director or above level living my company, I'm giving you one year salary so that you don't work for my competitors or some terms against, hey, to be honest, I'm happy to get one year salary for some reason I'm leaving my current company. I believe I can get offers way faster than a year. So that's the exit package. People do not talk about. Equity is how much stock options you have, tuition. You know what? Something else about tuition, I want to remind you guys, there is another specific case study. Someone else already executed this before. For example, you're doing an MBA, right? You can ask a company to pay for your MBA directly, right? Or part of your position or tuition. And on top of that, instead of paying you the, for example, the annual bonus, send the bonus directly to the school. In that case, you're saving 30% of the tax, pay directly to the school, you don't pay for tax. You know what I'm saying? There is a tax strategy behind it, 30% immediately, even if it's the same amount of money to the company. Everything is negotiable, okay? All right, post-series. A salary means if you join a startup and people are like, oh, we do not have money right now. That's okay. Let's negotiate post-series A salary. Once you raise funding, what's my new salary will be. As long as you promise me it's gonna be the market rate, I'm fine, right? You just start up when they get started. They don't really pay you well. Let's negotiate post-series A salary, severance package, anytime, here's the thing, tips to you guys, anytime, as long as it's not your fault that the company let you go, you can negotiate a severance package, you can negotiate a really good severance package as well, legal contract, everything. To me, in day-to-day life, actually I practice negotiation once per week just to brush up my skills. To me, in my opinions, they're like, who cleans the dishes at home with your husband? Who cleans the bathroom? All those are negotiable in real life. On top of that, if you directly apply this to small businesses, actually I received 20% discount and Macy's without sale, nothing was on sale. And for a price item, I received 20% discount. And the crazy part is I also negotiate free croissant at the bakery store. That wasn't just for the purpose of taking advantage of them. I'm just trying to check it out how good I am. After I received the free croissant, I never negotiate in the bakery store anymore. It's all the crazy stuff. Yeah, and also buying properties. And of course, myself, I bought a property during COVID. So it depends on your negotiation strategy. You can negotiate discount as well. Myself, oh, I have a video on my YouTube channel talking about how I negotiate 15% off a macaroon as well. You guys should check out the video as well. Okay, so now you understand everything is negotiable, right? There's no glass ceiling for you anymore. Everything is negotiable. Okay, cool. Another mindset shift I want you to understand before I teach you all the strategy is that you are as good as others. What does this mean? So let me give you a real case study. This is coming from Stanford, okay? So the case study what happened was they put people into this specific two rooms, two groups, group one, they said, you know what, we are directly going to negotiate on behalf of TJ Maxx, all right? But in the past, at TJ Maxx, so women are a lot of fashion, they're better negotiated. Usually they negotiate really good deal. In group two, both grown men and women. In group two, they still negotiate on behalf of TJ Maxx, but this is something opposite. They said, you know what, in the past, men are very tough and they're never afraid of having been pushed back by the vendors. So they usually are better negotiator, right? So the total two groups, different things before they even go out to negotiate. Then they say, okay, everybody with this in mind to go out to negotiate, do your best. So I want you to comment on the chat and guess, who did better? Is a man or a woman? So comment on the chat, let me know what you think. Who did better? I see same, okay. So Wei said the same, Xu said the same, Martina said the same, Lassie said the same, Lin Jing said the same son is a man or Lassie said woman, okay, great. Kay said woman. Are you guys voting because you're a woman? You vote for woman, men vote for men, that's funny. So let me tell you the right answer to this. This all based on Stanford research, okay? So the answer is, you are as good as others. For the first group, they said, oh, you know what, women are better. They love fashion, women do better. For the second group, they said men are tougher, men in general did better in the past, men did better. You know the difference? What triggered the difference was what they put in your mind. They already put a glass ceiling in head of your, in your head. Before you even go out, they told you, woman can do better, now you did better. They said, men can do better, or the men did better. So that's the difference immediately. So therefore I discouraged any woman, those always felt like discouraged, everything. No, if you know how to use the right strategy and you believe that you can do as well as men, you'll get the same result of them. Okay, that's very important mindset I want you to understand. If you put the wrong glass ceiling in your head, you get worse result than others, regardless how hard you push. Now, let me teach you how to use the right negotiation framework. Okay, so here's something very interesting. They, within the negotiation framework, what I teach is very different from other people. Their specific framework, four set framework in it is the right timing and build a reputation before you ask and research and mark your value and talk about your value as well. Let me walk you through this specific negotiation framework and also give you specific examples how to do it. Okay, here's the thing. You need to build your credibility before you ask. Let's say right now, including myself, we're doing performance review in the company, right? December best time for performance review, everybody's doing that, or most company, let's put it this way, most company doing performance review. Now next part, do you think you should ask right away as the performance review? Wrong. You need to socialize your achievement whenever it happens, okay? Do not wait until negotiation and the performance review. That was too late. You need to build your credibility before that happens, okay? So let me also quantify, let me let you know, what do I mean something you can share with others that people know about your achievement? For example, product launch. Anytime you launch a new product, so I specialize in product management, so product launch is something very important, all the product managers need to talk about it. And engineering breakthrough, if you are data scientists and engineers, like all the breakthrough, you should let other people know. If you have January had a breakthrough, let other people know, or any kind of problem you have solved. And on top of that, if any customers send you a thank you note forward to your boss right away, and your boss is likely to forward it to his boss as well, because it will make him look good as well. So all of those, and on top of that, you should save it, not just forward it, you print it out, you save it. And at December performance review, you say, hey, if my customer sent me a really nice letter, I print it out just in case you forgot about it, okay? You need to build your credibility even before you ask. Now next part, you need to build a personal brand before you ask. Okay, so let me ask you this question. What's your personal brand? How other people describe you? Do people describe you as someone who is a confident, problem solver or leader, or someone describe you as someone who is very nice, team player, very good at crunching numbers, very good at behind the desk, getting job done. Let me ask you, what kind of reputation this kind of personal brand is going to get you paid more, okay? So I challenge all of you guys try to think about what's your personal brand. Personal brand is defined as, more than what you think your personal brand is, it's also what other people describe you, your personal brand, okay? So please comment on the chat, what is your personal brand? If you know, or put this way, if you do not know, but at least what kind of personal brand you want to build, okay? So comment on the chat, what's your personal brand? And encouraging, you're saying the talk is encouraging, yes. Yeah, yeah, talk is encouraging. Thank you Grace. Please comment your personal brand, put your personal brand in the chat for, okay. Pixel said, innovation, you mean innovative, yeah. Sheen said, problem solver, Matina said, reliable, that's great, that's all great personal brand, creative, Grace has a very good one, creative, yes. Yeah, exactly, right? So, up-beating, yes. Great, reliable, Jingwen said reliable, Lassie said proactive, people connected. That's great, Lassie said, that's very great. Grace said also positive, all of those are very good personal brand. So I encourage all of you guys to pick, I'm gonna send you today's personal brand, this way you are right now, and pick the type of brand you want to either continue or get into, right? For example, if your currency, your personal brand is creative, but in order to get promoted more or being perceived as a leader, you wanna be someone who is very assertive as a woman, or you wanna be perceived as someone who is very confident, or you want someone to say that, oh, she is a good poppy speaker. For example, I was known for, I'm a good poppy speaker, with my American coworkers, not just within like our own immigrant, just American coworkers knew that I'm a good poppy speaker, right? Very confident. And so I'm gonna send you current brand, if you got the future brand, where you wanna go into and leave through your future brand starting from today. Don't wait until you get there. That's a very important message I wanna share with all of you guys. Don't wait and you become a manager, then you start to learn how to lead. Learn to lead even if individual contributor. Don't wait, you are like direct level, then you learn how to negotiate. Don't wait until you're underpaid, then you learn how to negotiate. You should lead through the brand at the beginning so that you can accelerate your career. Okay, future brand right now. Okay, so next part is research your market value. Okay, market value is very straightforward, right? Let's say you want to jump ship to a new company, or you don't want to jump ship, you wanna stay in your current company, right? So you can still just trying to show others what's your best market value. So at least you understand I underpaid or not, right? So you can Google, figure it out. So one of my favorite website is blind. It's called teamblind.com and you guys can take a screenshot and go to blind.net on the app. The website version is teamblind.com, right? Over there is all anonymous information about your salary. There's another website called level FYI. Level FYI is mainly for fan companies, which is Facebook, Apple, Google, Amazon, those kind of fan companies, but I think not everybody work for fan company, right? So therefore blind is a better and more inclusive website. So understand your market value. Now, let me show you as an example what I found out. What does this mean? Once you know how much can go, then you have a confidence to ask for more. Okay, let's say you are a product manager. So because of her thing, I help people to become a product manager and I also help them to negotiate higher salary. I know lots of people salary, okay? So the number I gave you is very legit number. As a product manager, people's salary in general is between 120 to 300 grand. Which means your monthly salary is between 10 grand to 25 grand. Your sign-on bonus could vary between five grand to 100 grand. Those are individual contributors. 300 grand is more towards a fan company. Like the lower on 120 is more non, just non-fan company, to be honest. And this doesn't include startup. Hey guys, startup can go really low. Startup can go like 60 grand, whatever. It's relatively very low, but give you lots of like equity. But who knows, maybe the equity could be the next Airbnb, you know, who just went public. So this is very difficult to estimate for startup, but in general, the bulk number I give you is the right one. And if you want to know how much product managers get paid, because specialist in product management, check out my video on YouTube. You can just go to Dr. Nain City. Anywhere is Google Dr. Nain City. The top 10 result is on me. Just go to any of my videos or lead you to either my website or my YouTube channel. Just Google Dr. Nain City. You can watch this video, how I broke down, how much people get paid, and some of them getting paid like half million as individual contributor in Google as well. Okay, so another part is, when you go into the negotiation, you need to understand what's on the other side of table. 80% of the battle was done before you conduct your negotiation in person. Okay, this research was on the other table belongs to the 80%. The fact that you walk into negotiations, the rest is only 20%. But people always reverse. People always say, Nain City, what's the best strategy to ask for more on the spot on during the performance review with my manager what the exact script I should use? Okay, it's not like that. It is totally wrong. The best way to do it is to research before you even walk into the negotiation room and sit on the table. Okay, so you need to do research regarding what's on the other side of table. So what's that budget? What's the competition? You think you're doing well and you see your co-workers seriously. So what do they value? Maybe you think you're a very good building mathematical model, but they appreciate client interaction, driving revenue for companies. They appreciate something different. You also should understand what is negotiable. Okay, maybe something's fixed. The, maybe let's say for lots of companies actually, the base salary relative speaking has less room to move, but they can move a lot more for sign-on bonus, different kind of bonuses goes against. You need to research about what's negotiable, what's in the package, what's in the entire package, not just the money, could be vacation time, could be other stuff, especially for women, you know what? Flexible working hours is very critical, especially if you want to raise your family. Maybe money is not important to you. I just want to be flexible, okay? That's part of package. And also you also need to develop smart question to ask if you cannot find out all the answers, but usually I will find out as much information so I can even before I walk into the room to do the real negotiation. Okay, now here is the 10, oh, sorry, eight negotiation tips. We do not have time to go through each of the tips. This is last for a really long time. Hey guys, I have a six-hour in-depth negotiation training go through each of this, but today let me share with you the number one. You need to understand this. It is illegal for HR to ask your current salary in Massachusetts. Research as a state, I think New York, New Jersey, California has the same rule. So anytime HR, HR likes to do this. They like to low-ball you. So there's also how much you're getting paid right now. Let's see, you tell them saying that in the phone, on the phone saying it is illegal for people to ask me how much you're getting paid in Massachusetts. I don't want you to be to put you in the wrong spot. Okay, you say that right away. Especially if you know your current salary is towards a lower end. It's pretty low, 60 grand, like 80 grand. It's already pretty high, 20 grand higher than the old one. That's pretty good. No more to give them any more, okay? So never tell them how much you're getting paid unless if you work for a fan company, okay? You're already getting paid half a million dollars or 300 grand. Yeah, tell them, tell them because you're already towards the higher end just tell your competition how much you're getting paid. That's a special case. For any other case, you do not work for a fan company. You know that you're getting underpaid. Tell them it is illegal for HR to ask your current salary in Massachusetts or any other states. Okay, now you need to package your value, right? Here, let me give you a real-life example. My student Annie herself was a senior scientist working for startup in San Francisco and she received 40% raise. Let me give you the step-by-step framework we have used and how exactly we make it happen. Okay, here thing, value examples. Okay, so what happened to Annie was that she got a low-ball offer. Low-ball offer means currently, let's say this is to protect her information for the full transparency. Let's say she's getting paid 100 grand. She's getting paid higher than this to be honest. But let's say 100 grand, right? As a senior material scientist. Her new offer is the same as her current salary, 100 grand. Why on earth when you jump into a new company, you're getting paid the same amount of money that a total low-ball offer? So Annie felt very undervalued. Okay, then what we did was that, let's compare with your market value. And let's say material scientists in Bay areas getting paid between 120 and 150 grand is clearly she can reach out to something higher, right? This is her bad market value. And the third part she did was, how can we do some internal research about what's on the other side of table? We discovered with at the startup, the new company. She's jumping from one star to the other star basically. So the new company she was about to join just raised $300 million, that's a lot of money. And they have super good life work balance. So that company, to be honest, they're working, they're taking every other Friday off. Which means that life of balance is doing very well. So they are not short of money. They're treating the employer very well. Yeah, which means they have money on the table. They're ready to pay them, means the budget is really higher, right? And then Annie started to package her value. What's the value you can sell to the employer? She discovered that in the specific startups and she had a unique contribution, she had experience working on 90% of the equipment. And on top of that, she also had experience leading a team. She also had so many PhD publications. All of them were truly appreciable she had. So that's her value. So she started to pack her value and pitch her value to the HR. And she also did this and she brought HR on her side. So the funny part was when I help her and I go to her side is she told me exactly which are what the HR said and I told her how to respond back going back and forth. So what we did was we told HR that we really like your company. Can we work together, right? So what do you think the hiring manager wants? In the reality, HR always wants you to accept the offer to be honest because their compensation is linked to the fact that you are actually accepting the offer. They want to help you. So you need to show that you're on the same boat. Hey, I wanna join this company, but you know what? I deserve more because ABC reads and the market value, your value, your pitch to the company. And then you bring the HR on your side saying that I just wanna work with you. How can we work together? Just let me know. So what do you think the hiring manager thinks? Why do you think the hiring manager gave me such like low ball offer? Just bring her on your side. So eventually we were able to get 40% raise not just for the money power. Hey guys, because I personally focus on career development as well. Money is one thing. Your growth is also sometimes more important than money in my personal opinion. And guess what? Any transition, not only the money-wise, she transitioned from someone working for bike startup to a flying car company. That's cute. Hey guys, I think this is way cooler product to work on. Anytime you go out and say, what do you work on at bikes? Or the next time I get a new job, what do you work on? Back in the future type of car. So it's a career progression for her, not just for the money. So knowing how to negotiate and package your value is key and do lots of research. 80% of battle happens before the battle actually starts. Okay. Another very quick example, just more real estate example. And for today's sixth time, I do want to leave time for Helen. For real estate example, I will just quickly go through this without going in depth. So basically there's another student of mine to protect her information. Her name is Megan. So real estate agent, anything, right? So do not judge on this. This is Massachusetts price. Massachusetts single family is 600 grand. If you live in San Francisco, please add one more zero to it, do not laugh at the low price in Massachusetts. Okay, take it easy on us. So the original, the listing price of the house was 600 grand. It was sold for 700 grand. Oops. And someone drew a line on my PowerPoint. That's interesting, but let's keep going. And however, because she actually sold more, 100 grand higher than the original value, however, she can only get 1% of commission. The reason was because original was 3% in total and she has to give 2% to the seller's agent. She only kept 1% for herself, which means through this entire process, like selling the property for 100 grand more, she only gets $7,000. She deserves to get paid more. So what she decided to do is that she understands, she understood her original value, additional value to her client, 100 grand more, her, she asked for additional 1%, another 7,000. So her total value she brought her client is $93,000 on top of that she also learned how to build relationship and selling the future like relationship and deals with the client as well. So at the end, she was able to get paid more. And on top of that, let me also share with you another insider information. And this is just again, protect all the situation, people's information, but this definitely happened to a friend of mine. So somebody let's say his name. Could I hear you a little more? Yeah, I think that Nancy's network connection is probably broken. So while Nancy is offline right now, I believe that this is a very informative presentation for everyone. So if it is possible, could you, we'd like to play a game with you. So if you are interested, please scan the QR code in my back or put in what you learned today in the link that I shared in the chat. So really, okay, Nancy is back. Hi Nancy, you're on mute. Hey guys, sorry, my internet got cut off. So every 10, 45 p.m., my internet got off because my husband wanted me to go to bed. So that's a hint. Auto-shada every time. So let's, can you make me host again so that I can represent? Okay. Sorry about that. Let me see, I'm the co-host, but can I? So I'm not. Jomin, can you make Nancy the host? I don't seem to have the permission. Or Jiwen, let me ping them. Yeah, or you guys can enable me sharing screen again. Let's see. I don't have to access right now. I think maybe Jomin, she can. Yeah, maybe you guys can enable the screen share, at least. Yeah, sorry guys, yes. Yeah, let me see if I can share. Yeah, totally fine. Let's see. I think that we don't have the access for now. Is it possible that you share the slide with us and then we can present it? Yes, I can do that. I will put it in the chat. Sorry guys, technical issues. Yeah, totally. So thank you guys. Thank you everyone for your patience. I think that we, okay, got it. Thank you Nancy. I have your slide, I'll present here. Yeah, go to the slides with Zhang, then we can continue to go to the next slide once you present. Thank you. Yeah, sure. Let's see, slide this one. Yeah, right here, yeah. So that's Zhang's example. So therefore the message to all of you guys is that, so actually companies want you to negotiate. So next slide. All right, so the question I have for all of you guys is when do you think you should ask for a raise? When do you think you should ask for a raise? So comment on the chat. So when do you think you should ask for a raise? Performance review, yeah. Job loss performance review and ways that promotion when we have competing offer anytime, when it's the right time for promotion, right after major accomplishment, suddenly said before the performance review. So here you think during 101, hinted during 101, that's a very good answer. So there's a, let me show you this negotiation calendar. Next slide. So the answer to this question is that there's several examples. When you jump ship to a new company and also when you switch to a new role in your current company or ask for a raise before decision is made. Let me elaborate on ask for a raise before decision is made. So let's move to next slide showing the calendar. Okay, so this is a negotiation calendar. I also have a YouTube channel and showing you how exactly to use a negotiation calendar. What do I mean by when before decision was made? Okay, so as a hiring manager, I know how exactly decisions were made. Let's say performance review is in December, but do you know that for some companies the decisions was made before December, before your performance review. It's likely, let's say the decision was made in November your manager and HR will start to talk about how do they distribute the bonus or the salary increase this year. The decision was usually made before the performance review. In the performance review, they communicate with you but decision was made, let's say in November. All right, so in November, the number is locked down. So therefore in December, when you ask for more and it's likely you're not going to get what you wanted but different company has different calendar. So let's say the timing for this company, your current company is November and the performance review in December. But in reality, you need to get asked in like September or October so that they can think about it, they can go back and forth and when the decision is made in November you already put your information in and remember you said the glass ceiling, the mindset directly into your manager's mind before he was able to make the decision. Okay, and then there's something else. What I did personally was that I started a few months before September, right? So in the summer, when I felt like I had all the credibility, reputation ready I started conversation with manager even in the summer. So I understand was missing how to improve it and in September, I will officially ask it and now in November, when they made decision, they know they already have the number ready. And then finally by the end of like performance review I already get the numbers I wanted. That's how I got my first 15% raise within the same company. And I also get 20% a second highest bonus within my company as well. Okay, so that's what's going on. And next slide. I think I am the host right now. Maybe we can switch directly. Do you want to stop sharing? Yes, sorry guys, let me switch sharing. Now let me share with you Michael's example. And oh, sorry, present, sorry guys. Okay, cool. All right. So one of the tips I wanna give to all of you guys is that this is how rich people become richer. Investing in yourself is the only thing with guaranteed return. Michael was actually one of my student who asked me to help him to become a product manager. So when Michael reached out to me earlier this year I was a little bit shocked. I was like, you know what Michael, you are very experienced and I'm a minority, I'm a woman. And to be honest, when he reached out to me he said I already doubled mine. I was very shocked. I was like, you already doubled mine, sorry. Why you even reached out to me, asked me to teach you. What I learned was also the biggest learning I wanna share with all of you guys. Without me teaching others, I wasn't able to discover the truth that's how rich people become richer. So rich people really love to invest in themselves because to them knowledge is investment. And then they are turning the knowledge to increase their value, their capabilities to get into higher position, to get pay more. That's why when Michael came to me I asked him a question, why he came to me? He was like Nancy, you're very good at selling yourself and you have lots of experience as a product manager and you know how to go to higher salary and you get promoted much faster than most Americans. I wanna learn all the top scales from you so that I can get paid like three times more. So okay, that's very ambitious goal, right? So, but that's a pattern. I see this again and again in lots of student I teach. That's how rich people become richer because they see invest in themselves. It's only thing with guaranteed return. So I want you guys to really remember this message. If you don't remember anything of today's talk you gotta remember this one, most important thing. Now, let me just encourage everyone again and feel free to share this message if you think the content and tissue tonight need to be heard by anyone else who will help someone else start to get paid more and start to build confidence in terms of how to stand up for themselves and get paid the right amount and feel free to share this content with anybody else who really needs any help. And all the replay of this talk is also going to be on my YouTube channel. And I also myself also have a negotiations consulting service so I can help you to negotiate higher salary and I charge you 10% of the game. The first $5,000 is free myself because I teach actually my main thing is I teach product manager accelerator. I help people to become product manager in tech industry. If you're interested you can get $10 off using the code negotiation and go to my website Dr. Nancy Lee to learn more. This is my contact information. So feel free to contact me, take a screenshot, go to my WeChat account or my email Dr. Nancy Lee YouTube channel. Feel free to take a screenshot and let's get connected later on. I also have a group, actually two groups, LinkedIn group for mock interview and also the product manager referral groups and I do referrals for free for people. Feel free to join these groups as well. So we can take a screenshot and let's get connected later on and join the group. And finally I have one last story I wanna share with all of you guys is that do you remember at the very beginning I told you guys my first company intentionally delayed my green card and it took me 11 years to get a green card. I got my green card in September 2020 like two months ago but the message I wanna deliver to all of you guys is that most people over estimate what they can accomplish in a year. They underestimate what they can accomplish in a decade. So I encourage all of you guys to set a very clear goal regarding where you want to go and use the best strategy to accelerate and get to your goal very fast. So again, at the end, if you think anybody want to need to hear my stories and all this knowledge I share feel free to send them my YouTube video to them. Actually, this is just a YouTube video on my website where I talk about my experience and the lesson learned regarding getting a green card after 11 years. Okay, now let me turn this back to our host and I also know Helen is going to speak right after me. It's gonna be a great Q&A session. I'm gonna stay around just in case any questions you wanna ask me about. But next session is our star, Helen. I'm gonna turn it back to them right now. Yeah, thank you very much Nancy for the informative and refreshing presentation. I believe everyone must have learned a lot from your presentation. And just a heads up for everyone here because this session is broadcasted on Dr. Nancy's YouTube channel. So if you would like to revisit this presentation, you could go to Dr. Nancy Lee's YouTube channel later on and this video will be uploaded to her channel.