 I saw that mainstream coaching was out there teaching scripts and teaching strategies. All that is designed to figure out what the client can do for the agent. Now what I'm doing and why I'm even here tonight is I'm on a mission to help reduce the failure rate in the real estate industry. Okay, so the way that I want to do that and the reason I started writing books and speaking is because I saw that mainstream coaching was out there teaching scripts and teaching strategies and everything was directed. If you really look at those scripts and you really look at the strategies behind the mainstream coaches out there, all that is designed to figure out what the client can do for the agent. Think about it for a second. You know hey Mr. Seller, this is selling so down at whatever realty. You know I was calling the neighbors in your neighborhood. I didn't know if they're you know you'd consider selling your house. It's like you don't even know me. So hey Mr. Seller you know you don't know me anything but you know would you sell your house so I can make some money here? I'm trying to make me some money. Oh you don't? Well cool man. Do you know anybody else? You know anybody else that might want to sell or you know do something to make me some money? Not worried about you anymore. Let me just move on over to somebody else that might be able to make me some money right? And that you know it's like handle objections and the whole nine yards man. I mean it's almost like how they handle objections to get you to join their coaching program. I don't want to get on get into all that but what I'm trying to do is teach agents how to communicate who they actually are as a person because those scripts are designed to to they're designed really and what happens is prospects run away from you so fast because they smell the the the commission breath the desperation in your voice you know whatever it is it's just not you. What I want you to do is to take your personality who you are that you care about people that you're a hard worker that you're honest that you're professional that you're dependable and I want you to use that to win. I want you to use that to communicate to people who you are why you're there right and build your business on that personal brand.