"Give them something to say no to besides everything."

It took me a while to charge my true value, and that's why it's beneficial to ask around and ask other creators, how much are you charging for your work? And having very real conversations that are sometimes uncomfortable, but seeing how much they're charging in the market. And I was very fortunate to ask people that were in the industry, uh, how much they're charging, as well as people that actually work for companies that, that hire creators, right? And just saying like, what do you pay? The more input you get, the more confident you will feel in charging your true value. So You should feel a little scared, a little nervous when you're pitching. If you hear yes all the time, that's actually not good because it means you're undercharging, right? There should be some kind of negotiation, some kind of friction. And the way that I structure my contracts, not— or my proposals, not to get too detailed, is I'll have like 5 things I can deliver. So 5 things, I'm going to charge you $20 for it. And they might say yes to only 3 things. So I make $6, but at least I gave myself a chance to make the full amount that I wanted to. Give them something to say no to besides everything.