text:  And they're probably not even looking at it. I agree. And that's why this is a great lesson. When you go in with a salary range based on real marketplace numbers, you don't look like a I deserve. You're just simply going, hey, here's what I'm seeing. And they may not have any idea where their compensation is on that scale. And it really helps you because, again, you're dealing in facts, not I just deserve. Exactly.