Narrator: A woman approaches the speaker at a conference, her face a mix of hope and frustration. She explains that she wants to start investing, to build a future, but she can barely cover her basic expenses. The speaker, an expert on women's finance, suggests a different approach: what if she focused on earning more? The woman’s shoulders slump. She sighs, confessing she doesn’t have the time or energy to go back to school. Instead, she’s just hoping something will “pop up and grab her.” This passive hope, this resignation to circumstance, is the very trap that keeps millions of women from achieving financial security. It’s a problem that goes far beyond a single paycheck; it’s a mindset. In her book, Secrets of Six-Figure Women, author Barbara Stanny dismantles this mindset, providing a clear and actionable roadmap for women to not only increase their income but to fundamentally reclaim their personal and financial power.

Narrator: Before one can become a high earner, it's essential to understand the traits of an underearner. Stanny defines underearning not by a specific income, but as a chronic failure to earn what one is capable of. This isn't about external factors; it's about internal barriers. Underearners often work for free, devaluing their time and expertise. They are poor negotiators, crippled by a fear of rejection or a feeling of unworthiness. Many harbor a "reverse snobbery," viewing wealth and wealthy people with suspicion and negativity, which creates a psychological barrier to their own prosperity.

This is perfectly illustrated by the story of Sherry, a former teacher who started her own editing business. Despite her skills, she was earning even less than she did as a teacher. The reason? She found it physically painful to ask for money. She was so afraid of making clients angry by quoting a fair price that she consistently undercharged, trapping herself in a cycle of overwork and low pay. Stanny argues that these traits—along with self-sabotage, codependency, and living in financial chaos—are not character flaws but learned behaviors that can be unlearned. Recognizing them is the first step toward breaking free.

Narrator: In stark contrast to underearners, six-figure women operate from a different set of principles. Stanny’s research debunks the myth that high-earning women are a monolithic group of ruthless executives. They come from every field imaginable—artists, teachers, and entrepreneurs—and many lack formal advanced degrees. What unites them is not their profession, but their mindset.

First, they work with an intense, passionate focus, but not necessarily more hours. The story of Beth Wiley Chapman is a powerful example. A public relations consultant working seventy-hour weeks, she was diagnosed with breast cancer. The illness forced her to slow down, move to Cape Cod, and slash her hours to just thirty a week. Paradoxically, her income soared. She became more focused, more efficient, and more selective, proving that the quality of work, not the quantity of hours, drives success.

Furthermore, high earners are not primarily motivated by money itself. For them, money is a byproduct of pursuing deeper values like freedom, autonomy, and making a difference. Gail Sturm, a senior director in commercial real estate, told Stanny she never got into the business for the money. What drove her was the desire for "freedom, autonomy, and choices." Money was simply the tool that allowed her to live out her values. This value-driven ambition, combined with a powerful belief in themselves, forms the core of the high-earner's blueprint.

Narrator: The journey from underearner to high earner begins with a single, powerful step: a declaration of intention. It is a conscious decision to earn more money. This isn't about wishful thinking; it's about shifting from a passive bystander to an active participant in one's financial life. Stanny emphasizes that our thoughts create our reality, and a clear intention is the catalyst for change.

Consider the journey of Harriett Simon Salinger. After a seminar business failed, she was left struggling financially and in denial about her situation. The turning point came when she finally admitted she had a problem and sought help. She made a conscious decision to change her thinking and become smarter about her business. She says, "My consciousness began to shift and all of a sudden, my earnings went up." In just two years, she became a six-figure woman. Nothing in her business had fundamentally changed except for her thinking. She declared her intention to succeed, and that internal shift manifested as external success. This profit motive, this unapologetic desire for good compensation, is the first strategy high-earning women employ.

Narrator: Once the intention is set, the next step is often the most terrifying: letting go. This means releasing whatever is holding you back, whether it’s a dead-end job, a toxic relationship, a limiting belief, or a comfortable but unfulfilling situation. Stanny uses the metaphor of clinging to a ledge, too afraid to fall but unable to climb up. Letting go is the only way to move forward.

Jodee Blanco, a public relations professional, lived this experience. She was working for a prestigious Madison Avenue firm but was underpaid and miserable. For months, she was terrified to quit, paralyzed by the fear that she would never find another job. She told Stanny that the fear was far worse than the reality. When she finally took the leap and resigned, she was flooded with relief. Within weeks, she had secured new clients and was on her way to building her own successful consulting business, earning more money with greater freedom. Her story shows that what we need to release is often the very thing we are most afraid to let go of, and that courage is required to embrace the unknown.

Narrator: Six-figure women are not given what they earn; they demand it. The strategy of "speaking up" is about advocating for oneself, negotiating assertively, and demanding what you are worth. Stanny notes that many women devalue themselves, making it nearly impossible to ask for more. To overcome this, one must believe in their own value before anyone else will.

PR consultant Beth Chapman learned this lesson through trial and error. Initially, she underpriced her services. But after landing a client on the front page of the Wall Street Journal, she had a breakthrough. She realized her immense value and began experimenting with her fees. In one instance, when two potential clients she didn't want to work with asked for her rate, she impulsively doubled it. To her shock, they both said yes. This gave her the confidence to keep raising her prices until she found the market's upper limit. She had to practice saying her new fees in the mirror to build her confidence, but by speaking up and testing her limits, she dramatically increased her income. This requires doing your homework on market rates, thinking bigger, and being willing to walk away if your terms aren't met.

Narrator: Earning a high income is a significant achievement, but it is not the same as building wealth. Stanny is clear that many six-figure women are living paycheck to paycheck because they ignore the fundamental rules of money. The final, crucial strategy is to manage money wisely. This involves three simple, non-negotiable rules: spend less than you earn, save consistently, and invest wisely.

One woman confessed to Stanny, "It’s astounding to me that I can earn this much and still not feel like I have any money." This sentiment is common among high earners who fail to manage their finances. The story of Helen, a woman who became a workaholic to achieve a six-figure income, is a cautionary tale. Her high earnings didn't stop her from landing on the brink of bankruptcy because her spending was out of control. She realized that earning power is useless without financial discipline. Mastering money management is what transforms a high income into lasting financial security and true freedom.

Narrator: No woman achieves success in a vacuum. A critical, yet often overlooked, strategy is to actively seek and cultivate a strong support system. This network includes "True Believers"—spouses, friends, and family who offer unconditional encouragement—and "Way Showers"—mentors, coaches, and peers who provide guidance and accountability.

Stanny found that an unsupportive partner was one of the biggest obstacles to a woman's success. Conversely, a partner who delights in her achievements can be her greatest asset. Beyond a partner, a circle of supportive friends is essential. Entrepreneur Kitty Stuart made a conscious decision to "weed out" people who made her feel bad about her ambitions. She deliberately cultivated a group of friends who cheered her on and shared her visionary thinking. This "motivational army" is not a luxury but a necessity for navigating the challenges of a high-earning career. It provides the resilience needed to take risks, overcome setbacks, and stay the course.

Narrator: The single most important takeaway from Secrets of Six-Figure Women is that financial success is an inside job. It is not about luck, pedigree, or even raw talent. It is born from a profound internal shift—a decision to value oneself, a declaration of intention to prosper, and the courage to act on that intention. The money is merely the external validation of an internal transformation in self-worth and personal power.

Barbara Stanny’s work challenges women to look beyond the wage gap and focus on their own "wage gains." It asks a powerful question that extends far beyond a bank account: What are you capable of being, and what is holding you back from becoming it? The ultimate challenge is not just to earn more, but to bravely claim the power that has been yours all along.