Don’t Ask to Pick My Brain – Hire Me!

Let’s get right to the point: Don’t ask to pick my brain. Hire me.

If you’re a consultant, coach, or in any field where advice is your product, you’ve probably heard requests like “Can I pick your brain?” or “Can we hop on a quick call? I’d love your thoughts.” It sounds innocent, even flattering, but here’s the reality: They’re asking for free advice.

Time and expertise are valuable. When someone casually requests “just 30 minutes on Zoom,” they often overlook the years it took to gain that expertise and the countless hours spent mastering that skill. What might look like “just 30 minutes” is the tip of the iceberg in terms of what someone like me – and many of you reading this – have invested.

Business Isn’t Free – and Neither Is Expertise

As an entrepreneur, I quickly learned that every aspect of the business comes with a cost. In a corporate role, you have teams for marketing, accounting, and more. But when you’re solo, you either spend your own time on tasks or pay someone else to handle them. This reality hit me hard when I first left the corporate world: time is money.

When I seek advice from professionals like my accountant or lawyer, there’s a charge. And that’s not only fair; it’s essential. They’ve built their careers and expertise over years, and their clients respect that investment.

Why I’ve Had to Learn Boundaries

I work as one of only a dozen Cialdini Certified trainers globally, and I’m also a LinkedIn Learning instructor. My role centers on helping others develop their ethical influence skills, and I genuinely love doing this work. But, early on, I learned a valuable lesson: saying “yes” to every “pick your brain” request didn’t lead to new clients. Instead, it left me drained and devalued the advice I was sharing. And for those of you who charge for your expertise, I imagine you can relate.

Free advice isn’t fair to paying clients. People who have invested in your services deserve your full attention and commitment. They aren’t just supporting your business; they’re showing respect for your knowledge.

Why “Free” Speaking Gigs Often Aren’t Worth It

The same principle applies to speaking engagements. I used to accept “opportunities” where I wouldn’t get paid, hoping the exposure would land me clients. However, it rarely did. Now, I politely decline non-paying speaking offers and explain that I owe it to paying clients to keep a standard. Exposure is great, but compensation respects the effort and preparation required.

Respecting Expertise Means Valuing It

If you’re an entrepreneur, remember: it’s okay to set boundaries. A brief introductory chat is fine when time allows, but beyond that, your expertise has a price – as it should.

And for those seeking advice, consider this: You wouldn’t expect free counsel from your doctor, lawyer, or accountant. The same respect should apply to consultants and coaches who, like any professional, have invested heavily in their skills.

A Story to Illustrate the Value of Expertise

I’ll leave you with a classic story that captures this dynamic perfectly:

A manufacturing company faced a major breakdown and called a repair specialist. After a few minutes of assessment, the repairman grabbed a wrench, turned one screw, and the machine was up and running. His bill? $10,000. The client, shocked, asked, “$10,000 for turning one screw?” The repairman replied, “Turning the screw was $10. Knowing which screw to turn – that’s $9,990.”

Expertise isn’t just about actions; it’s about knowing the right action.

On LinkedIn, I share tips, insights, and stories daily – all for free. But if that content isn’t enough to help you implement solutions, consider it a signal: it’s time to hire me (or whoever’s expertise you seek).

So, the next time you think about picking someone’s brain, ask yourself: “Do I value their time and expertise enough to pay for it?”

Edited with ChatGPT

Brian Ahearn

Brian Ahearn is the Chief Influence Officer at Influence PEOPLE and a faculty member at the Cialdini Institute. An author, TEDx presenter, international speaker, coach, and consultant, Brian helps clients apply influence in everyday situations to boost results.

As one of only a dozen Cialdini Method Certified Trainers in the world, Brian was personally trained and endorsed by Robert Cialdini, Ph.D., the most cited living social psychologist on the science of ethical influence.

Brian’s first book, Influence PEOPLE, was named one of the 100 Best Influence Books of All Time by Book Authority. Persuasive Selling for Relationship Driven Insurance Agents was an Amazon new release bestseller. The Influencer, is a business parable designed to teach you how to use influence in everyday situations.

Brian’s LinkedIn courses on persuasive selling and coaching have been viewed by over 750,000 people around the world and his TEDx Talk on pre-suasion has more than a million views!