 So the idea is, you have to ask questions. In every sales presentation, you have to ask questions. If you tell them this should be important to you, they're not going to accept it. It's kind of a negative. If you ask them what's important to you, they get to engage. It's not like you're doing this through an entire sales presentation. But it gives you the ability to pivot. Like we all use example again because we've got a bunch of new listeners and followers is, hey, what's the price, man? How much is it? What's the quote? What's your money going to pay? If you're not ready to answer that as a salesperson, how are you going to handle that? Yeah, absolutely. And you should be asking questions. It's a good way to... What's up, James? What's up, Joe? It's a good way to control the conversation by asking questions and getting them where they want them to go. But if I push effort, if I create more effort, if I do 10 times what I was doing before, if I learn more, if I read more, if I take more sales training, if I enroll in coaching with a mentor, then my effort will push my capabilities all the way to over. And then you've got the possibility for a lot more success. Don't you guys like bigger circles, bro? I like bigger circles. A lot more, a lot more, but you've got to be able to be passionate and increase your opportunities. You've got to put in the effort because talent is not enough. You've got to put in the effort to increase your capabilities. If you increase your capabilities. Now, word of the day, word of the week for our show is effort. I believe it's effort. I believe we put... I've never seen anybody put in more effort than what you put in. And I'm trying to keep up with that. But if you, those of you that are watching, if you need coaching, if you need training, if you need a script, if you need whatever it is that you need... You just need more to be more capable of making more money. If you want to make more money, it is about increasing your opportunities, wherever you've got to increase them, whether it's leads, whether it's meeting more people, whether it's whatever it is. Yeah, because you're enthusiastic. Like even for me, I learned a really fast example at 19 years old. My enthusiasm and my passion were off with a freaking Richter skill, but I had no sales experience, no clue what I was doing. Now, I had a personality that made up for some mistakes along the way. And then I really dove in and started to learn sales. And you couple those two things together and it's like a freaking nuclear bomb. But the one thing that you can control, and that's horrible handwriting, we always will talk about control what you can control. You can control the effort to increase the capabilities. If you increase your capabilities, then your green marker is a big square. What if they're watching and they're lacking the passion to give the effort that they know they need? They're struggling to like push through because maybe whatever career they're in, maybe it doesn't jazz them up and make them super passionate. I don't know, but you gotta be doing something that, I mean yeah, people say you wanna do something you love. Dude, I wanna do something that I'm freaking passionate as freak about. Yeah, if you find something you're passionate about. Now, I believe this is where we talk about self-awareness all the time. I believe the passion exponent is where we talk about self-awareness because maybe it's that I don't enjoy selling cell phones every day. But I'm passionate about putting my kids through college. So I will find whatever I need to do to do that. Exactly. That's where you find it's self-awareness. What are you passionate about? Because there are things in your life that you're passionate about.