 There's so many different avenues and different ways and directions you can go when it comes to building your business, right? And there's so many people pulling us different directions. So many people saying, oh, we'll do Facebook ads and do direct mail or do this program or do nosy neighbor or do Google ads or make cold calls and call expires for sell-bound or circle prospect, you know, work your sphere only, just work your sphere. And then there's so many things, there's so many different ways. Like I'm here to tell you that everything works, okay? Every avenue does work. It works differently for different people. What we have to do is you have to figure out what works best for you in terms of efficiency, productivity, scalability, right? Those are the three things right there. Let's write those down. Efficiency, productivity, and scalability. We want the best system that's customized for us, built for us, by us, each as individual agents. How can we carve out the best? People need real estate agents, okay? And they've already decided when they're going to buy or sell. Like they know that their daughter's going to graduate from college in two years and they're going to, they're waiting until then, until she goes, and then they're going to do, they've already got all this stuff mapped out. They don't need us to call them and say, would you buy or sell or have you thought about selling? No. Well, what if I could get you this price, would you now? All that stuff, that little tier system around handling objections and trying to talk people into stuff and closing them right now. Guys, we've got to get away from that. And you have to move towards how many friends can we create in the market? That's what it's going to blow it down to. How many friends we can create in the market? So when I'm talking to prospects, I'm literally coming from a deep, deep, deep level of empathy towards them, right? Empathy is literally stepping into their shoes and feeling their pain. And how do we do that? The biggest tool in our toolbox of empathy is listening, truly listening. And the problem is we're using 1980 scripts, which come across as, we just want to know what the prospect can do for us. That's what it comes across as. You know, you don't know me, I don't know you, Mr. Seller, but will you sell your house so I can make some money? You don't really go cold turkey on this. You don't just turn off the high pressure and just go completely low pressure, right? You do 50-50. It's like you still got that part of that bone in your body that wants to try to close, because that's what you've been trained and used to. Don't fight that urge, right? Try to slowly start integrating this low pressure with, if you can mix it up in just the right way, that's why I always say 95% low pressure, 5% high pressure, whereas you just got to know where to put that 5% to make it work out, you know, right at the right time. But as time went on, I realized more and more and more how, like I didn't even know how the depths of this thing goes when the more and more you let go of the money part of this, the more and more money you make because people want to do business with you. You know, this has been such an eye-opener for me when I got into coaching, because I started out charging, and I did that for like six months, and I realized that was just not where I wanted to be. I had to figure something else out. You know, with the influence from certain people, I decided I'm just going to go free here and try to like build a brand that at that point, the brand actually, you know, creates opportunities. It was the most genius move ever, and through doing that, I'm still learning. I still haven't fully grasped the whole concept, to be honest with you. I'm still not there yet. I'm still trying to get there where I completely let go of the money part of this thing.