Women who negotiate earn, on average, a million dollars more over their careers than those who don't. Tori Dunlap from Her First 100K shares her journey of reaching $100K by age 25 and her mission to help women close the wage gap through better negotiation skills. Brad and Jonathan explore why women often hesitate to negotiate, how to research salary data effectively, and practical strategies like the "gratitude sandwich" approach. Tori's background running a vending machine business as a young entrepreneur informs her insights on self-advocacy and financial confidence. The conversation covers the long-term compounding effects of negotiating early, how to collaborate rather than confront in salary discussions, and why fighting for your worth sets a precedent that empowers others. Key Takeaways Women who negotiate can earn up to a million dollars more over their careers compared to those who do not. Research compensation using platforms like Glassdoor and PayScale before entering negotiations. Approach negotiations as collaborations rather than confrontations to improve outcomes. Negotiating your pay sets a precedent that encourages other women to advocate for their worth. Negotiations are a muscle — the more you practice, the more confident you'll feel. Timestamps and Major Topics Discussed [00:02:15] Tori's Journey: Tori shares her background and ambition to help women achieve financial independence. [00:04:45] First Hundred K Challenge: Discussion around the hardest aspects of reaching the first $100K milestone. [00:22:00] Negotiation Skills: Key negotiation strategies, including the "gratitude sandwich" approach. [00:37:00] Building Financial Confidence: The significance of confidence in financial discussions and how to strengthen negotiation skills. [00:47:00] Hot Seat Questions: Rapid-fire questions with Tori revealing personal insights and lessons learned. Key Quotes "The first hundred K is the hardest; it sets your trajectory." [00:04:45] "Negotiation is about pushing back and recognizing your worth." [00:24:12] "Negotiating your pay gives others permission to advocate for their worth." [00:40:21] "Privilege combined with hard work is the key to success." [00:22:11] "Negotiations are a muscle; strengthen it for greater confidence." [00:42:08] Action Items Research salary data tailored to your location and job title before negotiations. [00:26:31] Frame negotiation discussions as collaborative rather than confrontational. [00:31:07] Set higher salary expectations to allow room for negotiation. [00:31:40] If your employer won't budge on salary, negotiate other benefits such as PTO, work-from-home options, or signing bonuses. [00:42:43] Related Resources Her First 100 K Website [00:56:58] ▶ Listen Next: Ep. 151 — Decision Making Framework for Financial Choices | Essential Listening