But I know this isn’t easy, and it shouldn’t be. Your product must deliver. So many wish to shortcut the real work. Do that and you will fail. In the real world, to have the “gonads” to charge big ticket prices, you must outwork your self doubt. You must be so confident in your delivery, because you have done it so many times, that you know that this person will succeed. Experience is what gives you the conviction to ask for someone’s entire year’s salary as payment. You must believe so deeply in your solution that when you look at yourself in the mirror at night, alone, your conviction
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