 It's people that are ready to do business, not a buyer lead that didn't call you back. These are people reaching out to me like seeking me out to try to get me to do a deal with them. You know, that's what you want. You want to make so many calls that your prospects cold call you. This is what I believe. I'm sharing that with you for nothing. Just get out there and succeed. Ricky, so I want to talk a little bit about your specific journey. Like Connor just alluded to, you know, obviously a lot of your marketing prowess came from an email list that you have just, you know, been hammering home consistently over time. What would you tell an agent today starting out? You know, what are some methods that you are advising people to start? Whether it be email lists in addition to other things. Talk about a little bit, you know, not only your success and your strategies, but also the mindset into executing these things daily. Well, man, you know, like as far as execution and strategy, it really depends on what you want to happen. You know, like what industry are you in? What, you know, what, you know, what is the game plan? What are your goals? What's trying to, what do you want to happen? Right, because what's so funny about real estate is, is when I look at real estate, you know, the real estate industry, I think, you know, I stand back and I look back over the last 20 years and I see all these agents to do all, I have all these different strategies and I see all the technology that's come along and I see, you know, everything that all the agents are doing out there, you know, in a day-to-day right now. And I look at the strategies and I think, okay, what are these strategies trying to do? Right, what are, what is putting videos on Facebook trying to accomplish? What is direct mail trying to accomplish? What are open houses trying to accomplish? You know, what are all these different, you know, buying leads, you know, door-knocking? What are, you know, you do all these activities and what are you trying to get out of these activities? Right, and so I'll break it down very simple. All those activities are designed, right? To do two things, one to build a brand, okay? One to build a brand, of course, and that's great, that's fine and dandy, okay? But overall, you don't have a business unless you're actually having conversations with people, all right? And so everything that, the entire, all the different strategies out there for real estate agents is designed to get us to a conversation with someone, which then you could try to convert into a relationship, which then turns into the transaction, eventually, right? And so I look at that process and I think, well, you know, all these activities are set up, here's me as an agent and then there's all these activities I can do to try to create conversations, here's the conversation, why don't I just skip all these activities and just go straight to the conversation, right? And just have conversation after conversation after conversation, right? And so what are agents? The agents, you know, most agents get caught in this loophole of trying all these activities to try to build their business. You know, they spend all this time and money trying to do these things to create conversations and what I'm saying is, is let's skip all the time and money and just go straight through the conversations, you know, just have one after another after another. And they're like, well, Ricky, these aren't, you know you, you're cold calling people. These aren't warm leads. I like warm leads. And I'm like, okay, well, give me one of your warm leads. Let's call one of your warm leads, right? You call the warm lead and they're like, who is this? Why are you calling, right? I'm not interested, right? It's a cold call, okay? It's a cold call that you just spent several hundred dollars for, $30 for whatever. And it's the same thing. You're spending all this time and money tricking yourself into thinking that this is a way out of cold calls when you're just doing a cold call, right? So all you're doing is spending a lot of time and money to do the same activity. So man, listen, for me, I made a hundred thousand calls. I did the math. It was on average about 130 a week for 15 years. A dollar with my fingers. There was no dialer. Okay, there was no dialers. By the time I got to making a hundred thousand cold calls, you know, and stopped making them because I didn't need to because I had such a huge business in place, then dialers came out, right? And then you could actually press a button and get thousands of people's phone numbers to click up a mouse. I had to reverse look up these people, you know, their address on Spokia on Bigfoot and White Pages one at a time. And now people can just click a mouse and find thousands of phone numbers and way better data. There was no cell, I wasn't finding cell phone numbers back in the day and dialing with my finger, okay? And people complain, they're complaining and they have it so good. So very simply, man, I made a hundred thousand calls. Okay, I got about 5,000 contacts out of that who either did business with me now or later, right? And through that entire process, I started a weekly email in 2007, every Wednesday since 2007, and it's literally the foundation of the reason why I'm able to sell a hundred properties a year as a single agent without cold calls, without social media, without buying leads, without open houses, without direct mail, nothing. I do absolutely nothing. And I'm talking about even social media, I don't do anything for real estate in terms of building my business or trying to create relationships or get deals except for my weekly email and people come to me and these are repeat people, referrals, referrals over referrals, people that are ready to do business, not a buyer lead that didn't call you back. These are people reaching out to me, like seeking me out to try to get me to do a deal with them. That's what you want, you wanna make so many calls that your prospects cold call you.