If you’ve ever tried to talk about what you do and watched the conversation just die, this one’s for you.

Rob Schwartz is a coach and NLP trainer who spent years coming from an awkward, muddy place when describing his work — until he found a different starting point: getting in touch with the actual impact he’d had on people, rather than trying to convince anyone of his worth.

In this conversation, James and Rob talk about why a sense of your own value has to come before any pitch or technique, how reflecting on past impact changes the way you show up in a conversation, and a story about one moment in a class that gave someone else permission to raise their rates just by witnessing it.

If you’ve been undercharging, over explaining, or avoiding the conversation altogether, this episode offers a different way in.

If this res ...