Chief Change Officer #316 John Gates: Stop Leaving Money on the Table
John Gates has been on the inside of more salary negotiations than most of us will see in a lifetime—over 75,000 offers across industries and levels. From a scrappy upbringing in Oregon to global recruiting roles at Capital One and beyond, John learned how the game works. And now, he’s helping jobseekers stop lowballing themselves and start playing smarter.
In this episode, he debunks the biggest salary myths, shares the scripts that work, and explains why salary negotiation starts long before the offer lands. For Gen Xers navigating job transitions or prepping for the next big move, this episode is both a wake-up call and a negotiation playbook.
>>From Pizza Delivery to Pay Negotiation Powerhouse
“I worked 30 hours a week at Domino’s and crammed two degrees into two and a half years.”
John shares how a scrappy start built the systems thinking and urgency that now powers his work with jobseekers and executives alike.
>>Recruiter, Interrupted
“I was laid off before my first job even started.”
He reflects on the early career shock that forced him into recruiting by accident—and the surprising skills he found along the way.
>>The Capital One Lightbulb Moment
“I got the offer, the bonus, the relocation bump—and still felt I’d left money on the table.”
That one regret launched his obsession: learning how recruiters really build offers and how much most candidates are missing out on.
>>The Salary Lies That Get Recycled on LinkedIn
“Know your worth and demand it? That’s how you get ghosted.”
John unpacks the worst advice online and explains why collaboration—not confrontation—is the smarter way to negotiate.
>>When to Talk Money (and What to Say)
“Most people wait until the offer. By then, it’s too late for the Mercedes—you’re getting the Beetle.”
He reveals the step-by-step strategy that builds leverage from the first click, not the final call.
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Host: Vince Chan | Guest: John Gates
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