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Guest post by: Donald F. Pooley Become an Author

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It's all about perception, really.
We are paid less for what we know and do---what we think is our true worth---than we are for our 'perceived value'.
For example, I asked everyone who told me what ebook they'd buy, "What's the maximum price you'd pay for it?". Answers ranged from $0 to "unlimited". Most were $100.
But we'll lay out over ten times that to attend conferences at distant places (e.g. MDRT meetings) with no idea as to whether anything we hear there will benefit us.
While a book, or ebook that we've chosen for its relevance may be far more profitable, and cost a fraction.
But we convince ourselves that the MDRT meeting has greater value that justifies its high cost
This is not a criticism. We are all like that.
It's an insight into our nature, and the nature of clients, and prospects.
The greater its 'perceived value', the more we are willing to pay for a product or service.
This relates directly to our earning power. The more your 'perceived value' the more you are able to earn.
So the secret of making more money is to increase your 'perceived value' to your prospects and clients.
The operative word is PERCEIVED. They have to see what you are doing for them, and be reminded of you, and your value to them frequently.
So, what you are doing to help your clients understand how you benefit them?
And ask yourself if they actually 'perceive' it.

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