 If you take out everything but the phone calls, you can survive, right? But if you do everything but make the phone calls, you're dead in the water. So, you know, and we have a lot of, you know, we talk marketing a lot on this podcast. It's really easy, really fun, really sexy to talk about chatbots and automation and and lead gen and and things like that are that are hot button issues and Alexa skills and don't get me wrong, that stuff's important. But we had a guy on this podcast podcast before you, Troy Thompson, who is a very, very, very successful insurance agency owner who literally knocks on doors every day. So to segue into talk about the importance of cold calling in 2018, because I know you're a big, big proponent of that, big fan of that. I think it's the only way to really exponentially grow. Period. Yeah. I mean, you know, the same reason why technology is not going to replace insurance agents or real estate agents is because of the voice to voice that has to happen. The voice to voice is what technology can't or hasn't figured out yet, you know. And so there's really no way. So so the voice to voice, that's where the relationship when they hear you and your your personalities, you know, just it just feels right. That's where the magic happens. Not an automated email, not a Facebook ad, not a Instagram post. All that stuff is branding you, right, for when you do finally talk to them. And then they feel like, I kind of know this guy because I saw him on Instagram. Now I'm talking to him. Now I'm putting the voice with the face. Now you're getting somewhere. And too many people are relying just on the social media, just on the right, the the advertisements. They help each other. It's it's a facet that helps. The problem is they're leaning too much on right on. See, you if you take out everything but the phone calls, you can survive. Right. But if you do everything but make the phone calls, you're dead in the water. Yeah. Unless you're talking out. A lot of people think phone calls and they're scared of death. Right. Hey, you're not you're scared of something that you don't even know what you're scared of. Right. You know, people say I'm scared to make calls. I say, well, what do you exactly are you scared of? And they don't say they can't say anything. Now they might say, well, what if they ask me a question? I don't know. Or what if they, you know, hang up on me and all this stuff that you're assuming what's going to happen there. You can't go on anything assuming and be nobody's going to expect you to know everything about the universe. Dude, there's a lot of agents out there that know way more than I do in my market. L as far as like about the properties and all this and all that. I don't know half the stuff that they know, but I'm confident they're focused on what questions they're going to be asked and if they're going to hang up and what they need to be focusing on is, is how can I connect with this person and help them? Right. And that would that would boost their confidence that the fact they're looking at it wrong, you know. So if you take out everything but the calls, I went all the way to 2016 with no social media. I did a hundred deals a year in 14, 15, 16. January 17 was the year I started doing social media last January. Didn't need it. Yeah. Didn't need it. Why would you need that? I created relationships. I used email to nurture the relationships and I killed it.