Episode 152: Value Your Time So Everyone Else Will, Too

Most entrepreneurs know their money has value.

Fewer treat their time the same way.

They say yes to meetings because they seem harmless. They take lunches because someone invited them. They jump on calls that do not clearly move the business forward. Then they wonder why the calendar is full, the important work keeps moving and the business still depends too much on their personal effort.

That is why Ken Ashley’s “free pork sandwich” example lands so well.

In his conversation on the latest episode of The Wealthy Entrepreneur, Ken explains that if your goal is to make a million dollars a year, your time has a number attached to it. In his rough math, that number is about $482 an hour.

So when someone invites you to lunch, it is not free.

And if you say yes to too many low-payback lunches, that free pork sandwich can quietly become a $500 decision.

Time Needs a Guardrail

Ken’s point is not that relationships do not matter.

In fact, his entire career proves the opposite. As an Executive Director at Cushman & Wakefield, he has spent more than thirty years in commercial real estate, where relationships, trust and follow-up are everything.

But not every activity has the same value.

That is where many entrepreneurs get into trouble. They confuse being busy with building. They keep accepting whatever lands on the calendar instead of asking whether the activity deserves their time.

A serious business needs time guardrails.

That means knowing which activities create value, which ones build the right relationships and which ones simply make the day feel full.

The 70/30 Rule for Trust

Ken also shared a principle that explains why some relationships are worth the time.

He calls it the 70/30 principle.

Spend 70% of an interaction focused on the other person and 30% on yourself.

That starts with research. Before a meeting, understand who the person is. Ask about their story, their goals, and what success looks like for them. Be genuinely interested before trying to be impressive.

This matters because trust comes from helping someone feel understood.

The Digital Nod 

Another small habit Ken uses is what he calls the digital nod.

When a client or prospect reaches out, he wants them acknowledged quickly. The issue may take time to solve, but the person should know their message has been received and that it matters.

This is simple, but not as common as you’d think. 

In professional services, responsiveness tells people a lot. It tells them how you operate. It tells them whether they can trust you with something important. It tells them whether they are going to be kept informed or left wondering.

You do not need to have the perfect answer immediately.

Just acknowledge them immediately. 

Becoming Indispensible 

Ken describes his role as helping clients avoid career-limiting real estate decisions.

That is a useful way to think about any advisory business.

Clients are often dealing with fear, uncertainty and pressure. They do not just need opinions. They need support that helps them make better decisions.

In Ken’s world, that means using data to help companies choose the right real estate strategy. In another business, it might mean helping clients understand their numbers, manage risk, or make a hiring decision.

The principle remains the same: you become more valuable when you help people move from uncertainty to confidence.

Protect the Work That Matters

The lesson here is not to stop taking lunches, stop meeting people or stop building relationships.

It is to be honest about what your time is worth.

Some meetings are worth far more than $500 and some aren’t. The skill is knowing the difference.

Because your calendar eventually becomes your business.

And, if it is protected for real relationships, serious work, and decisions that matter, the results can compound for years.

🎧 Listen to the full episode here:

Apple: https://go.fame.so/Qj77Vo-f

Spotify: https://go.fame.so/hY9OKQkX

YouTube: https://youtu.be/7u3m-IMZRSU 

If you’d like to be a part of The Wealthy Entrepreneur conversation, let us know here: https://www.wealthyentrepreneur.co/the-wealthy-entrepreneur-podcast-guest-submission. We’d love to have you on the podcast!