<html><body style="word-wrap: break-word; -webkit-nbsp-mode: space; -webkit-line-break: after-white-space; ">My friends---- <div><br class="webkit-block-placeholder"></div><div>Would you like to be treated like a doctor, or a lawyer, or a skilled artisan?</div><div><br class="webkit-block-placeholder"></div><div>Or would you like to be treated like a day worker, or a cable installer, or a shade-tree mechanic? </div><div><br class="webkit-block-placeholder"></div><div>In the first group, the work, and the atmosphere surrounding the work, is the focus; actual money exchange happens later.</div><div><br class="webkit-block-placeholder"></div><div>In the second group, the focus is on getting the check.</div><div><br class="webkit-block-placeholder"></div><div>If you want to make more money and have more respect, act like a business with cash flow. If somebody wants to give you a check, OK.</div><div>I hardly ever handle money now, and most of my clients (still) are private entities. I send an email invoice within 24 hours of the work; I haven't been stiffed once since I started this protocol 6 years ago. Well, once, by a white-collar criminal in Malibu...300 bucks.</div><div><br class="webkit-block-placeholder"></div><div>A hard and fast rule: those who<b><span class="Apple-style-span" style="text-decoration: underline;"> seem</span></b> like they couldn't care less about getting paid make a lot more money and are trusted quicker and deeper. People just like it better way back in the deep, old part of their brains. Don't fight the wiring.</div><div><br class="webkit-block-placeholder"></div><div>David Andersen</div><div>(flame suit on)</div></body></html>