Own every ounce of worth you bring

When I died my hair yellow and walked into my first Fortune 500 conference, I realized my fees were a fraction of what others charged. I’d been offering exposure as payment for years—exposure to audiences willing to pay. That changes now.

After coaching, I listed my accomplishments: two bestselling books, five-figure speaking fees earned, and millions reached through my TED talk. I polled peers and found my services commanded double what I’d been charging. I rehearsed a confident line: “My fee is $25,000.” No “um” or “but.”

In my next negotiation, I said it warmly but firmly. The client paused, then said, “Beware, that’s more than we budgeted.” I replied, “Let’s find a way.” We agreed on my number and added an extra day.

Behavioral economics shows that people anchor on the first clear number you give—and adjust. By owning your worth, you shift perceptions and ensure you’re never underpaid again.

You know your market value and have a solid fee in hand. Tonight, practice stating it aloud until you feel comfortable, then use it in your next job offer or project pitch. Stand by that number—it’s the first plank in your path to better pay.