You do not make an assumption as to what would be valuable to me.
You do not make an assumption as to what would be valuable to me.

You were very specific with your ask and you offered up something to show that you were genuine.
You were very specific with your ask and you offered up something to show that you were genuine.

How do we get a mentor to spend time with you ?
How do we get a mentor to spend time with you ?

Guest: Give them praise or tell them how much you they inspire you. Chris: That's flattery, right?
Guest: Give them praise or tell them how much you they inspire you. Chris: That's flattery, right?

Guest: Right. Chris: You're gonna flatter them, but there's probably another way
Guest: Right. Chris: You're gonna flatter them, but there's probably another way

Girl: What about finding some way you can help them or some work you could do for them ? Chris: Ah, now you're into a better space
Girl: What about finding some way you can help them or some work you could do for them ? Chris: Ah, now you're into a better space

Okay, what you need to understand is there has to be a value exchange.
Okay, what you need to understand is there has to be a value exchange.

Now some people are quite generous and value exchange. It goes both directions, okay.
Now some people are quite generous and value exchange. It goes both directions, okay.

You give them value they give you value what you want from them is what ? Guest: their time. Chris: Right, you want their time?
You give them value they give you value what you want from them is what ? Guest: their time. Chris: Right, you want their time?

What's the most valuable thing that somebody has time? Hey, so you're asking for how much time? Guest: an hour of their time?
What's the most valuable thing that somebody has time? Hey, so you're asking for how much time? Guest: an hour of their time?

Chris: Ooh, that's a lot. Okay. Okay, that's fine. Well, just to go with one hour...
Chris: Ooh, that's a lot. Okay. Okay, that's fine. Well, just to go with one hour...

Okay, when you make an ask this is called an ask. I'd like an hour of your time
Okay, when you make an ask this is called an ask. I'd like an hour of your time

that's a lot for somebody like me. So, it asks you to ask for less time. Okay
that's a lot for somebody like me. So, it asks you to ask for less time. Okay

Can I have 15 minutes of your time? Because what you need to do is get them to say yes.
Can I have 15 minutes of your time? Because what you need to do is get them to say yes.

If I ask you for 24 hours of your time, what would you say ? You would say no.
If I ask you for 24 hours of your time, what would you say ? You would say no.

But I've asked you for 15 minutes the likelihood of them saying yes is pretty good in those 15 minutes.
But I've asked you for 15 minutes the likelihood of them saying yes is pretty good in those 15 minutes.

You need to press upon them that this is not going to be a waste of 15 minutes.
You need to press upon them that this is not going to be a waste of 15 minutes.

The generally speaking that the dialogue goes really well. They're more likely to spend more time with you.
The generally speaking that the dialogue goes really well. They're more likely to spend more time with you.

Okay, just ask for 15 minutes. That's why you don't ask somebody — can we go on a road trip together?
Okay, just ask for 15 minutes. That's why you don't ask somebody — can we go on a road trip together?

Well, I just met you Donovan. Why would I do that? Can we have dinner together? Well dinners kind of precious for me
Well, I just met you Donovan. Why would I do that? Can we have dinner together? Well dinners kind of precious for me

Can I buy you a cup of coffee? Okay.
Can I buy you a cup of coffee? Okay.

So, you got to ask for something smaller. Okay, so I'm gonna introduce the concept of scaffolding to you
So, you got to ask for something smaller. Okay, so I'm gonna introduce the concept of scaffolding to you

Okay, what you may want is a mentor to take you under their wing and give you all their time.
Okay, what you may want is a mentor to take you under their wing and give you all their time.

But you can't just start there
But you can't just start there

Okay, what you're gonna do is you're gonna trade up each time.
Okay, what you're gonna do is you're gonna trade up each time.

Okay, this is a stairway a ladder — that's why it's called scaffolding.
Okay, this is a stairway a ladder — that's why it's called scaffolding.

You start something very small and this is a very broadly applicable piece of information sharing with you.
You start something very small and this is a very broadly applicable piece of information sharing with you.

When you ask a client to give you $30,000 for a logo they say get off my face.
When you ask a client to give you $30,000 for a logo they say get off my face.

So ask for something small and keep trading up. Okay, so we're gonna ask for something small
So ask for something small and keep trading up. Okay, so we're gonna ask for something small

So instead of asking for one hour, which I think in my mind is a lot of time
So instead of asking for one hour, which I think in my mind is a lot of time

So 15 minutes ask for something small now
So 15 minutes ask for something small now

What do you think an hour's time is worth for somebody that you look up to ? So let's just say it's like for round numbers
What do you think an hour's time is worth for somebody that you look up to ? So let's just say it's like for round numbers

$1,000 an hour. Okay. That's how much I charge. Okay. Thousand if you ask for that you're saying almost to them —
$1,000 an hour. Okay. That's how much I charge. Okay. Thousand if you ask for that you're saying almost to them —

can you give me a thousand dollars ? You just met me, you don't know anything about me. I'm from Sacramento,
can you give me a thousand dollars ? You just met me, you don't know anything about me. I'm from Sacramento,

but give me a thousand dollars. That's a lot. So we break that down into quarters.
but give me a thousand dollars. That's a lot. So we break that down into quarters.

I did it for easy math. You're asking for $250 worth of value. What are you going to do that's going to be worth
I did it for easy math. You're asking for $250 worth of value. What are you going to do that's going to be worth

$250 to that person or more if it's an even value exchange.
$250 to that person or more if it's an even value exchange.

I'm on the fence. If you gave me two, three, five times the value of the money that I gave you my time
I'm on the fence. If you gave me two, three, five times the value of the money that I gave you my time

I'm more likely to say yes. This is how commerce is built, right ? The hat, the clothes to watch the shoes
I'm more likely to say yes. This is how commerce is built, right ? The hat, the clothes to watch the shoes

You valued the thing that you got more than the money you gave.
You valued the thing that you got more than the money you gave.

Interesting thing is the company made that watch, this shoe, the clothes that you wear
Interesting thing is the company made that watch, this shoe, the clothes that you wear

Value your money more than the raw materials and labor it took to make those things.
Value your money more than the raw materials and labor it took to make those things.

That's why the deal was made.
That's why the deal was made.

Now you may walk by a Louis Vuitton store and see a really cool handbag or a supreme wallet that jerk dude
Now you may walk by a Louis Vuitton store and see a really cool handbag or a supreme wallet that jerk dude

that is building. I want that, but I actually value eating, paying rent more than I do getting that wallet.
that is building. I want that, but I actually value eating, paying rent more than I do getting that wallet.

So we all have different value systems right now. So now you have to get into that person's head —
So we all have different value systems right now. So now you have to get into that person's head —

what is going to be valuable to them? What might that be ? Guest: I could by mentoring me I could give them my labor working
what is going to be valuable to them? What might that be ? Guest: I could by mentoring me I could give them my labor working

Whatever they need me to do. Chris: Let's say your time is worth 15 - 20 bucks an hour. Okay? That's fair, right?
Whatever they need me to do. Chris: Let's say your time is worth 15 - 20 bucks an hour. Okay? That's fair, right?

So what you have to do is figure out how can you give more value than that?
So what you have to do is figure out how can you give more value than that?

So what can you do that's going to be worth ?
So what can you do that's going to be worth ?

$250 or more to this person. So you see you want their time. They want your help assist me
$250 or more to this person. So you see you want their time. They want your help assist me

What could you do?
What could you do?

Girl: See if they have a big project that they're working on in a short amount of hands or if you have any skills that they're
Girl: See if they have a big project that they're working on in a short amount of hands or if you have any skills that they're

studio might be lacking and offer to do that work for them. Chris: Let's say you wanted 15 minutes of my time.
studio might be lacking and offer to do that work for them. Chris: Let's say you wanted 15 minutes of my time.

Okay, a little roleplay because people like us role-playing I just finished giving this talk
Okay, a little roleplay because people like us role-playing I just finished giving this talk

You're like wow Chris that was amazing mind-blowing and there's a group of people approach me and you're one of the people approached me
You're like wow Chris that was amazing mind-blowing and there's a group of people approach me and you're one of the people approached me

So you can approach me go ahead
So you can approach me go ahead

— Hello, Chris.
— Hello, Chris.

(Laughs)
(Laughs)

And the Academy Award goes to... that's amazing. Okay, keep going. Girl: —Hi,
And the Academy Award goes to... that's amazing. Okay, keep going. Girl: —Hi,

I'm a young designer and I always appreciate your work and I'd really like to have a little bit of your time maybe like
I'm a young designer and I always appreciate your work and I'd really like to have a little bit of your time maybe like

10 -15 minutes.
10 -15 minutes.

Ss there something that I could do for you ? Take you to a cup of coffee or some work I could do for you to
Ss there something that I could do for you ? Take you to a cup of coffee or some work I could do for you to

earn that time ?
earn that time ?

Chris: You're a master. Hold on. I don't have anything. I'm gonna say — bravo !
Chris: You're a master. Hold on. I don't have anything. I'm gonna say — bravo !

very good
very good

Anastasia, there might be a future for you there really is you just applied something done in real time.
Anastasia, there might be a future for you there really is you just applied something done in real time.

And that's very difficult. That was very smooth.
And that's very difficult. That was very smooth.

So what you did, which was I hope you would do, but very seldomly do it people.
So what you did, which was I hope you would do, but very seldomly do it people.

Actually, do you did not make an assumption as to what would be valuable to me?
Actually, do you did not make an assumption as to what would be valuable to me?

You were very specific with your ask and you offered up something to show that you were genuine you like
You were very specific with your ask and you offered up something to show that you were genuine you like

I value your time you just want 10 to 15 minutes
I value your time you just want 10 to 15 minutes

You bracketed the time even to make it even less committal for the person
You bracketed the time even to make it even less committal for the person

He said I don't know what would be valuable to you
He said I don't know what would be valuable to you

But can I just take you out for a cup of coffee ? Bingo ! You did everything you're supposed to do.
But can I just take you out for a cup of coffee ? Bingo ! You did everything you're supposed to do.

That's when somebody like me says : gosh, people ask for junk for me all the time.
That's when somebody like me says : gosh, people ask for junk for me all the time.

Here she is. She's pretty mature. She comes at me with open arms, respects my time. Yeah, let's go have a cup of coffee.
Here she is. She's pretty mature. She comes at me with open arms, respects my time. Yeah, let's go have a cup of coffee.

Let's see what happens. You got it
Let's see what happens. You got it

Bravo, it was that so hard ? — No...
Bravo, it was that so hard ? — No...

Okay.Hold a mic. Okay, would you have approached this the same way prior to us talking?
Okay.Hold a mic. Okay, would you have approached this the same way prior to us talking?

— No. Chris: Okay. Fantastic. You did great.
— No. Chris: Okay. Fantastic. You did great.