I’ve had more conversations lately around higher paying roles that all start the same way…
“I know I’m underpaid, I just don’t know how to fix it.”
And honestly, I get it. The market feels weird right now… not bad, just different. More competitive in some ways, more open in others. But the playbook most people are using? It’s outdated. And that’s usually where things start to go sideways.
You don’t get paid more for working harder… you get paid more for being clearer
This one took me longer than I’d like to admit.
Early on, I used to think the candidates who landed the highest offers were just… better. More experienced. More polished. Stronger resumes. All that. And sure, sometimes that’s true. But more often than not, the difference was something way simpler.
Clarity.
The people who get paid more know exactly what they do and they can explain it in about 15 seconds without rambling.
I remember one candidate, sharp guy, solid background. But every time I asked what he actually did in his role, he’d go in circles. Talked about “being involved,” “supporting initiatives,” “helping drive results”… and I’m sitting there thinking, okay but what do you own?
Then I had another candidate the same week. Similar experience on paper. But he said, “I run acquisitions for a 6 state territory, I’m responsible for about $2M in monthly revenue, and I personally close around 8 to 10 deals a month.”
That’s it. Clean. Specific. Done.
Guess who got the bigger offer?
And it wasn’t even close.
Stop applying everywhere… that’s not the move anymore
I know it feels productive to send out 50 applications in a night. It feels like you’re doing something. But the truth is… it’s mostly noise.
The people landing higher paying roles right now aren’t applying more. They’re applying smarter or honestly, they’re not really applying at all.
They’re getting pulled in.
And yeah, I know how that sounds. But here’s what that actually means in real terms:
- They’ve dialed in their story
- They know what roles they want not just “open to anything”
- They’re having real conversations, not just submitting resumes
- They’re working with recruiters who actually understand their space
Funny enough, I’ve seen candidates land six figure jumps without ever clicking “Apply” once. It all came from one conversation that turned into another, and another.
That’s how this market moves now. Quietly.
The best candidates don’t sell themselves… they translate value
There’s a subtle difference here, but it matters more than people think.
Selling yourself sounds like pitching. It’s forced. You can feel it when someone’s doing it.
But translating value… that’s different. That’s just explaining what your work actually means.
I once worked with someone who kept getting stuck around the same salary range. Good experience, solid track record, but offers kept coming in lower than expected.
We hopped on a call, and I realized pretty quickly what was happening.
He was talking about effort, not outcomes.
So we shifted it. Just slightly.
Instead of:
“I manage a team and help improve processes…”
It became:
“I took over a team that was closing 4 deals a month, we’re now averaging 9, and I built the process that got us there.”
Same job. Same person. Completely different perception.
That one change alone bumped his next offer by almost $40K.
And yeah… that one stuck with me.
You have to be a little uncomfortable… that’s kind of the point
Here’s the part no one really says out loud.
If you’re only going after roles you’re 100 percent qualified for… you’re probably capping yourself.
I see this all the time. Someone is clearly capable of more, but they stay in the lane that feels safe. Because it’s familiar. Because they know they can get it. Because they don’t want to reach too far.
But the higher paying roles? They’re usually just outside that comfort zone.
Not wildly out of reach… just enough that you have to stretch a bit.
I had a candidate push back on a role I sent him once. Said he wasn’t qualified. Said he didn’t have enough experience in one specific area.
We went back and forth for a bit, and I basically told him, “Look, you’re 80 percent there. The other 20 percent you’ll figure out.”
He took the interview.
Got the offer.
Texted me after and said, “I almost talked myself out of that.”
Yeah. That happens more than you’d think.
Relationships still matter… probably more than ever
I know, I know. Everyone says networking matters. It’s almost cliché at this point.
But here’s the truth… it’s not about collecting connections or sending random LinkedIn messages. That stuff doesn’t really move the needle.
It’s about actual conversations.
Real ones. The kind where you’re not asking for a job, you’re just… talking. Learning. Sharing where you’re at.
Some of the best placements I’ve seen didn’t come from a job posting. They came from someone remembering a conversation from three months ago.
“I talked to someone who might be perfect for this…”
That’s how it starts.
And yeah, it takes more time. It’s less predictable. But it works.
I still remember a candidate who checked in with me every couple months. Nothing pushy. Just updates. What he was working on, what he was learning, where he wanted to go.
When the right role came across my desk, he was the first person I thought of.
He didn’t apply. He didn’t compete with 200 people.
He just stayed top of mind.
One last thing I wish more people understood
You don’t get paid based on how hard your job is.
You get paid based on how clearly a company can see the impact you’ll make.
That’s it.
And once that clicks, everything changes… how you talk about your experience, how you approach interviews, even how you think about your own value.
It’s not about doing more. It’s about showing it better.
I guess if I had to sum it up… the people landing higher paying roles right now aren’t chasing jobs. They’re positioning themselves so the right opportunities find them, or at least recognize them when they show up. And yeah, it takes a little more intention… but it’s worth it. Every time.
