Profile: Freelance developer, irregular income (fictional example). 1. OBSERVABLE MONEY SIGNATURE - OBSERVED: Frequent balance checking (4x/day), money described as "could be zero next month". - OBSERVED: Large reward purchase after a big project ("I earned it"). 2. MONEY BELIEFS - STRONG INFERENCE: "Money = safety" and "money must be earned before enjoyed". - Alternative: irregular freelance income makes caution rational, not a belief pattern. 5. PRICING AND SELF-WORTH Instant 30% discount after one objection suggests pricing is driven by fear of losing the client. UNDERSTAND Irregular income → scarcity feeling → restriction + checking → occasional reward splurge → guilt → more restriction. 10. THE MONEY QUESTION ("Why do I feel poor with savings?") Savings are measured against worst-case, not actual, expenses. Experiment: calculate a 6-month "safety number"; once reached, allocate a monthly guilt-free spending amount. CONFIDENCE MAP – High: scarcity vigilance. Moderate: underpricing. Low: origin of beliefs.