“How much are you going to charge?”

I looked at her in the eyes, not blinking.

“At least $2,000?” I continued.

She blushed, looked down, then returned my gaze.

“I was thinking maybe $400 or $500.”

My friend Sophie had just landed a new client. Her first project: a 20-page website rewrite. The “about” page, the home page, the “contact” page, that sort of thing.

All in all, about five or six hours’ worth of work, she told me. Nothing too difficult.

She also told me she usually charges $80 per hour. So for six hours of work, she figured she’d charge about $500.

But here’s the thing about my friend Sophie…

Four years ago, she was a stay-at-home mom. When she and her partner separated, she started working as a freelance writer. First doing short pieces for the food section of the local newspaper… Later moving on to commercials, radio spots, social media, and website copy.

And she’s good at what she does. At this point, she earns between $50,000 and $60,000 a year. And she does it all while only working 3-4 days a week – when the kids are with their dad.

Bottom line: she works hard and gets results.

So I looked at her again and repeated myself: “At least $2,000?

She reluctantly agreed.

A couple days later she texted me to follow up. The client had accepted her $2,000 proposal without hesitation.

Now to me, the fact that they accepted so fast means she could have asked for more. But we can talk about that another time, because chronically undercharging means you struggle to recognize value – which is a separate topic.

The point is, our little 5-minute conversation led to a 400% increase in her income.

It’ll take her the same amount of time. And she’ll put in the same amount of effort. But now, instead of making $500 she’ll make $2,000.

One day of work -> $2,000.

If she did nothing more than this, she could work one day per week and earn $8,000 a month – or $96,000 a year.

The median income for Americans working 9-to-5, 40 hours a week?


(That’s half of $96,000 by the way – so she could work one day a week and earn what most Americans make in two years.)

This is what I mean when I say it’s possible to work less and earn more.

If you want to earn more money, you don’t have to work harder.

And if Sophie is any example, you may be able to work less.

Abe Wagner

P.S. “Do More” is just one of the lies I expose in Success OS, my program about overcoming the beliefs that hold us back from success. If Sophie had invested $300 in the course and this was all she got out of it, she would have 5X-ed her money with just this one 5-minute conversation. What could you do? (Click here to find out.)