 I was afraid to sell and that was a self-limiting belief that I have and the only person that could get over that or get through that that issue was me. So I had to look at every single lead individually and say how can I best serve them even though they're not in our program yet. I have them as a lead. What can I do to make this a really valuable experience for them by reading an email, by marketing to them, by getting on a call with them.