Inner Capitalism, week 3
Accumulate the capital, name the 10/10, pitch from it, find the drop. About 35 minutes.
This is the Saturday session as a guide, for anyone who couldn't be in the room. It works, with one condition: every step needs an audience. The room's job is to be that audience. Without the room you have two substitutes, and "in my head" is not one of them.
What we are doing
Inner capital is what you actually know: the learning that made you an expert in your domain, accumulated over years, sitting in you whether or not anyone is paying for it. The sale is where that capital meets a price. Most people experience the capital as a 10 and the sale as a 6, and they assume the sale is a different skill. It isn't. It is the same capital, described to a person who might pay. Something drops between the two, and today's job is to find exactly where.
How to rate: rate the feeling, not the performance. 10/10 is the certainty you have when you describe something you know cold. It has nothing to do with how well you said it.
Block 1. Accumulation (10 minutes)
Walk through a time you had a learning that fundamentally defined your expertise. Not the credential; the moment. What happened, what you understood afterward that you did not before, and what you have been able to do since because of it.
If you can't access it (this is common; the capital is so familiar you can't see it), teach instead. Set the timer, pick anything in your domain, and teach it for seven minutes to your buddy or to the camera. The point of teaching is not the content; it is that teaching puts you in the state where the capital is live.
The learning that defined your expertise: what happened, what you knew afterward, what you can do since. Or, if you taught: what you taught, in one line.
What did that make you certain about? Three words for the feeling. This is the inner capital, and this is your 10/10.
Block 2. The 10/10 and the pitch (10 minutes)
Stay in that state. Now pitch. Out loud, two minutes, to your buddy or the recording: the product that uses this capital, who it is for, what it costs, how to get it. Do not prepare it. The whole point is to watch what happens to the 10 when a price enters the sentence.
The pitch as you actually said it, not as you would polish it. Include the price you said.
Block 3. The drop (10 minutes)
Play block 2 back. Listen for the number, not the words.
Ask your buddy: where did it drop? They heard it before you did.
Somewhere in the pitch, the 10 became a 9, or a 6. Log every drop: the exact words you were saying when it went down, and what number it went to. There is usually more than one, and the first one is the important one.
Each drop: the words I was saying when it went down, and the number it went to.
Now the question. At the moment of the first drop, what changed: the content, or you? The capital did not change between block 1 and block 2. You knew exactly as much. What changed is that the sentence stopped being a description of what you know and became a request of the other person. The drop marks the exact spot where you left your capital and started asking. That spot is the work, and it is a relationship problem (you to you) wearing a value problem's clothes.
At the first drop: what changed, the content or you? What did you start doing that you were not doing in block 1?
Bring it
Post your first drop to your buddy, or bring it to the next Saturday. The drops are the material for week 4.
Done when