BizQuiz: Are you an underearner (Answer 2b)

2) B–Moderate underearner.

Underearners tolerate poor compensation. Many underearners believe that in order to earn more, they must work harder or longer. The reality is that most underearners are already working harder than their colleagues. Underearning can be as much about what you don't do as what you do.

Solution: Underearners are great at playing the blame game. Resigning oneself to an unacceptable level of income because "this neighborhood isn't growing" or "economic conditions are poor" or "if I raise my fees my clients will all go to my competitor" are all examples of relinquishing responsibility for securing your own financial future. First, you need to determine if what you fear is real or if it's more about your own insecurities. Try out a few things: raise a couple of key fees in small increments over the course of a year, be more assertive about compliance, or add a new service. Then, measure revenue, compliance, and complaints before, during, and after the test period.

Next question, please …