 I probably got your attention, what the heck does work backwards mean? When I think about doing something, I don't think, how do I do it? I think, what do I want to achieve if it's a hundred grand, if it's a half million dollars, if it's a million dollars, if it's 10 million, what do I want to achieve? Where's my goal? Where's my crazy freaking target? And then I work backwards from there. I figure out how many people have it closed. Let's just say a hundred grand, for example. If I want to make a hundred grand, what's my average commission? How many sales am I going to make? How many appointments is it going to take to make that many sales? How many leads am I going to need to get that many appointments? And then I'll eventually achieve that because I thought big and because I worked backwards rather than thinking, okay, I want to do, I want to get 20 leads a week. Okay, what's going to happen? And you start working forwards. What do you want to do? And then work backwards.